The Sales Evangelist

Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse? In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly. What Sales Mistake Did I Make? During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thoug...

Ever lie awake at night wondering where your next deal is going to come from? Does the constant stream of rejection fill your future with uncertainty? Hearing constant "nos" can cause you to develop a scarcity mindset, and honestly, it's not only destroying your pipeline but also your company's potential. Authentic sales expert Scott Ramey joins us in this episode to guide you through the essentia...

Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting.  I have four tips in this episode to help you out. Go ahead and give it a listen, it’ll give you the strength to keep pushing through and land more deals. Stay Motivated What I like to do every morning is say a little prayer. This helps me get ready...

You're having wonderful discovery calls, but stakeholders are taking forever to get back to you.  This tends to make deals move like molasses in winter. What if I tell you that you're going to have to get a bit creative to accelerate deals through the pipeline?  Rebecca Kravitz, sales professional and co-founder of Meople, is here to share how games can grab prospects' attention and help...

Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals.  Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge. Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says...

The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt. What do you say to keep the prospect from hanging up? How about trying a cold call opener? You might have tried them, but they didn’t work out. You probably weren’t using permission-based openers, and I’m going to tell you how to do them the right way in this episode. Cold Call Openers Give Prospects...

It's frustrating when you're trying to reach a key decision-maker, only to be stopped by their administrative assistant. It can feel like gatekeepers intentionally block your path to closing a deal.  But what if their resistance isn't just about blocking, but about recognizing when your approach simply isn't up to par? In this episode, I speak with Natasha Bowles, a seasoned gatekeeper w...

Salesforce recently surveyed 7,000 B2B professionals, and the results are clear: buyers prioritize value. A significant 76% aim to maximize the return on every purchase, and 78% are being more careful with spending than before. In this environment, how can sellers stand out and win deals? One powerful way is by becoming a better storyteller. This episode dives into why storytelling is so important...

In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn’t show you was how to turn these prospects into appointments. You’re going to find out in this part two series of my little LinkedIn rant. Connect, Share, and Engage to Generate Leads on LinkedIn If you...

LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I’m sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated me...

There’s no way around it; you’re going to hear "no" repeatedly in this industry. However, how you handle those "no's" is what turns you into a better seller. My guest, Jacob Hicks, is going to show you how he turned 70% of his "no's" into future "yes's." Meet Jacob Hicks He is a successful sales coach passionate about empowering leaders, professionals, and entrepreneurs to achieve clarity and fulf...

A big problem a lot of sellers have is they don't know who their Ideal Customer Profile (ICP) is. But, with the right framework, you'll be able to go after the right buyers every time. My guest, Ronnell Richards, founder of Sayless Academy, will share how to find your ICP and how to reach them the right way. Meet Ronnell Richards Ronnell Richards is a best-selling author, entrepreneur, and sales c...

Everywhere you turn, there’s a new AI tool being developed, and you may be hesitant to try them out. AI technology is here to advance how we do things, especially within the sales industry. However, people tend to misuse them. Luckily, my guest, Stan Robinson, is here to share three AI techniques you can integrate into your workflow. Meet Stan Robinson Stan is the Chief Coaching Officer of Social...

You've heard me talk about multithreading over and over again. Today, I’m sharing more insight with a personal experience of mine and how I worked with multiple people in an organization to close a deal. Don’t forget to connect with me on LinkedIn and send a message with the title: "multithreading" and tell me what you liked about this episode. Sales Challenge with Multithreading Multithreading is...

One of the biggest mistakes new salespeople make is winging it, even after receiving training. This is going to have you leaving lots of money on the table, and the only way to turn this around is by developing a framework that actually works. My guest, Luke Lunkenheimer, is going to share the 3 C’s Selling framework that’ll change your mindset to improve your sales game. Give it a listen; it may...

I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry. Background on The Newest Book After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will...

I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects. Meet Bob Burg Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind...

You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found. It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems l...

Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this...

Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal. Me...

We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations , where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft. Meet Tim Riesterer Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in...

Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn! Individual’s Title Yeah, I know, a pretty obvious thing to know abo...

No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Al...

LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using Linked...

You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired...