The Sales Evangelist
Episodes
TSE 1103: Every Seller Should Create Good Content
28 May 2019
Contributed by Lukas
Every seller should create good content as a tool to gain leads, grow their business, and increase overall success.Ā Kyle Burt first heard The Sales ...
TSE 1102: Should I Give Client Refrrences?
27 May 2019
Contributed by Lukas
It can be frustrating for prospects to ask to speak to your current customers, and it can leave you wondering, "Should I Give Client References?" It c...
TSE 1101: Forging An Ironclad Brand
24 May 2019
Contributed by Lukas
Your brand tells your story when you're not in the room, and today Lindsay Pedersen shares tips for forging an ironclad brand with sales reps, entrepr...
TSE 1100: Hyper Growing Small Businesses
23 May 2019
Contributed by Lukas
Growing a small business requires you to think like an entrepreneur, and we can avoid reinventing the wheel if we engage with experienced entrepreneur...
TSE 1099: Sales From The Street - "My Ideal Customer"
22 May 2019
Contributed by Lukas
Business owners and sales reps who try to sell to everyone will struggle to succeed until they decide to focus their efforts on the ideal customer. To...
TSE 1098: Storytelling and Leadership
21 May 2019
Contributed by Lukas
I often learn from entrepreneurs and I discovered a lot about storytelling and leadership recently during the Florida State Minority Development Counc...
TSE 1097: Fatal Mistake - Youāre Not Leaving Anything Behind
20 May 2019
Contributed by Lukas
If you find that your deals are falling through the cracks or you're losing your prospects to your competition, perhaps the problem is that you're not...
TSE 1096: How Do You Listen To What The Prospect Isn't Saying?
17 May 2019
Contributed by Lukas
Sometimes we lose out on promising deals because our prospects are giving us indications that all is not well but we're failing to listen to what the ...
TSE 1095: She is Too Young
16 May 2019
Contributed by Lukas
Jordan Ray has endured more challenge in her 21 years than most people experience in a lifetime, so when she goes into a large hospital to share the p...
TSE 1094: Sales From The Street - "Replacement Picture"
15 May 2019
Contributed by Lukas
Sellers have built up tension and fears which prevent us from reaching our true potential, but if we create a replacement picture of what success will...
TSE 1093: How to Achieve Personal and Professional Greatness in the Face of Adversity
14 May 2019
Contributed by Lukas
Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we'll stick to our m...
TSE 1092: Building Interest In Something When The Customer Isnāt Looking
13 May 2019
Contributed by Lukas
Sellers who discover how to be successful without a marketing department, in a crowded marketplace, and when the customer isn't even looking will be s...
TSE 1091: Three Things Small Businesses Get Wrong When Marketing
11 May 2019
Contributed by Lukas
[smart_track_player url="http://traffic.libsyn.com/thesalesevangelist/TSE_1091.mp3" background="blurred_logo" ] When you're looking to grow your busi...
TSE 1090: I'm Selling More Than Water
09 May 2019
Contributed by Lukas
Hearing from other sellers can help us improve our own techniques, and today Troy Rackley shares his own killer message and how he communicates that h...
TSE 1089: Sales From The Street - "Changing The Email Game"
08 May 2019
Contributed by Lukas
I get a lot of requests to appear on The Sales Evangelist, but Jason Bay set himself apart from the crowd by sending a video email and changing the em...
TSE 1088: 4 Pillars to Leveraging LinkedIn for Business Development
07 May 2019
Contributed by Lukas
You may believe that social selling won't work for your company or industry, but if you take advantage of the 4 pillars to leveraging LinkedIn for bu...
TSE 1087: Social Selling Your Customers Want!
06 May 2019
Contributed by Lukas
Sellers who interact with and provide value to prospects using social media must understand the characteristics that turn this into the kind of socia...
TSE 1086: Why Social Selling is the New Sales
04 May 2019
Contributed by Lukas
Social selling is the new sales because it utilizes all the techniques and tools that we've always enjoyed as sellers in order to help us build bette...
TSE 1085: TSE Certified Sales Training Program - "LinkedIn Gold Rush"
02 May 2019
Contributed by Lukas
Thereās a huge prospecting opportunity right under your nose, and itās aĀ LinkedIn gold rushĀ that can help you generate more leads and connect wi...
TSE 1084: Sales From The Street - "Sales Malpractice"
02 May 2019
Contributed by Lukas
When we convince ourselves that we have nothing more to learn, we fail to ask enough questions and we sometimes even commit sales malpractice. Brian R...
TSE 1083: 3 Crucial Signs You Need to Add More Value
30 Apr 2019
Contributed by Lukas
Sometimes as sales reps we donāt bring enough value to the table and there areĀ 3 crucial signs you need to add more valueĀ so you wonāt be judged...
TSE 1082: Your Emails Give No Value
30 Apr 2019
Contributed by Lukas
When your prospects find 100 new email messages waiting for them on Monday morning, if your emails give no value, your prospects will never open them....
TSE 1081: Leave People Better Off Whether They Buy From You or Not
26 Apr 2019
Contributed by Lukas
When you interact with your prospects, your goal should be to provide such great value that you leave people better off whether they buy from you or n...
TSE 1080: TSE Certified Sales Training Program - āDiscovery Meetingsā
25 Apr 2019
Contributed by Lukas
[smart_track_player url="http://traffic.libsyn.com/thesalesevangelist/TSE_1080.mp3" background="blurred_logo" ] Building value is a critical part of ...
TSE 1079: Sales From The Street - "Brief Compelling Stories In Sales Emails"
24 Apr 2019
Contributed by Lukas
Many sellers understand the challenge of using emails to reach out to prospects, but Chad Sanderson tells us that using brief, compelling stories in s...
TSE 1077: Which Type Of Customers Are The Best?
22 Apr 2019
Contributed by Lukas
A sudden influx of new leads seems like a dream come true, but you often have to determine which type of customers are the best in order to assess whe...
TSE 1076: Holding Prescriptive Conversations With Buyers
20 Apr 2019
Contributed by Lukas
Sellers can guide prospective customers through the purchasing journey by holding prescriptive conversations with buyers.Ā Tom Pisello launched into ...
TSE 1075: TSE Certified Sales Training Program - "When Should I Talk About Price?"
18 Apr 2019
Contributed by Lukas
The trend in sales now is to provide value to your customers, but there must be some kind of exchange in the transaction, so you may find yourself as...
TSE 1074: Sales From The Street - "Understanding What Makes People Tick"
17 Apr 2019
Contributed by Lukas
Human behavior plays a huge role in sales and understanding what makes people tickĀ is one of the most important concepts sellers in all industries s...
TSE 1073: Throw Away Your Sales Script And Do More Creative, Engaging Selling
16 Apr 2019
Contributed by Lukas
Sales scripts put sellers inside a box and lock them into selling a certain way, but when you throw away your sales script and do more creative, engag...
TSE 1072: Why Your Perfect Pitch Is Not Working!
15 Apr 2019
Contributed by Lukas
Many sellers discover that their perfect pitch is not working because, as they work to build value, they are appealing to logic rather than emotion. W...
TSE 1071: Building A Personal Brand, Giving Value, Connecting With Others
12 Apr 2019
Contributed by Lukas
Smart sellers can make social media work for them by building a personal brand, giving value, connecting with others, and growing their business. Andy...
TSE 1070: TSE Certified Sales Training Program - "Shorten The Sales Process With Video "
11 Apr 2019
Contributed by Lukas
Even if youāve been selling for years, itās possible that youāve overlooked some ideas that will help you perform better, like working toĀ short...
TSE 1069: Sales From The Street - "Your Time Management Ideas Are Wrong"
10 Apr 2019
Contributed by Lukas
Many sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to e...
TSE 1068: Nothing Happens Until Somebody Sells Something
09 Apr 2019
Contributed by Lukas
Selling is honorable, and we should be proud of the work we do because nothing happens until somebody sells something. Today Harry Mazier talks to us...
TSE 1067: 5 Things You Get Wrong When It Comes To Building Value
08 Apr 2019
Contributed by Lukas
If you're giving your customers things that you value instead of focusing on things that your customer needs or wants, you should be aware of theĀ 5 ...
TSE 1066: Selling From The Heart
05 Apr 2019
Contributed by Lukas
Sellers have a bad reputation as people who are artificial and only concerned about themselves, but in order to succeed, you must focus on selling fro...
TSE 1065: TSE Certified Sales Training Program - "Don't Make The Closing an Event"
04 Apr 2019
Contributed by Lukas
Sellers are understandably focused on the closing of any deal but itās important that we keep things in perspective andĀ donāt make the closing an...
TSE 1064: Sales From The Street - "Why Should We Do Business With You?"
03 Apr 2019
Contributed by Lukas
One of the most important questions youāll answer isĀ āWhy should I do business with you?ā and itās vital that you get it right when you do. W...
TSE 1063: How to Instantly Increase the Perceived Value of Your Offer
02 Apr 2019
Contributed by Lukas
The marketplace is crowded, so if you understand how to instantly increase the perceived value of your offer, you'll be better able to differentiate y...
TSE 1062: Sales Leaders, Stop Falling For The Reactive Trap
01 Apr 2019
Contributed by Lukas
Sales leaders who neglect their own workload in an effort to help their sellers solve problems will find themselves falling behind, so itās vital th...
TSE 1061: You Can Love People Without Leading Them, But You Canāt Lead People Without Loving Them
29 Mar 2019
Contributed by Lukas
Regardless of your industry or your product, relationships are the currency of your business, and though you can love people without leading them,Ā yo...
TSE 1060: TSE Certified Sales Training Program - "Stories Are Everywhere"
28 Mar 2019
Contributed by Lukas
Stories pack a lot of power for sellers when used in the proper sales framework, and the good news is that stories are everywhere. Today weāre shari...
TSE 1059: Sales From The Street - "Building A Remote Sales Team"
27 Mar 2019
Contributed by Lukas
For business owners looking to scale their efforts, there are important factors involved inĀ building a remote sales team, and implementing them can m...
TSE 1058: How to Genuinely Build Rapport With Any Prospect
26 Mar 2019
Contributed by Lukas
Many sellers struggle to connect with their customers, but on todayās episode, Jacquelyn Nicholson addressesĀ how to genuinely build rapport with a...
TSE 1057: Be Willing To Let Them Mess Up!
25 Mar 2019
Contributed by Lukas
Ā Sometimes business leaders find themselves wanting to make sure that their team members get everything exactly right, but unless youāre willing t...
TSE 1056: 5 Closing Mistakes That Prolong the Selling Cycle
22 Mar 2019
Contributed by Lukas
Many small business owners and sales reps face challenges with closing, and there are fiveĀ closing mistakes that will prolong your selling cycle. I m...
TSE 1055: TSE Certified Sales Training Program - "Key Stakeholders"
21 Mar 2019
Contributed by Lukas
As you move closer to the end of a deal, you'll likely encounter more objections, and identifying key stakeholders is the secret to overcoming those c...
TSE 1054: Sales From The Street - "Building Diversity Into Your Network"
20 Mar 2019
Contributed by Lukas
As you're working to expand your reach and grow your network, recognize the importance of building diversity into your network so you'll be better po...
TSE 1053: How To Effectively Map And Create Multithreaded Relationships In Enterprise Deals
19 Mar 2019
Contributed by Lukas
Sales constantly evolve and sellers who want to be successful must effectively map and create multithreaded relationships in order to close more deal...
TSE 1052: How To Prepare Your Sales Pipeline For Economic Downturns
18 Mar 2019
Contributed by Lukas
No matter what business you're in or what product you're selling, downturns happen, so today we're talking about how to prepare your sales pipeline f...
TSE 1051: How To Solve The Most Common Sales Problems
15 Mar 2019
Contributed by Lukas
Sales leaders who can solve the most common sales problems will increase their productivity and improve their performance. Today, Charles Bernard expl...
TSE 1050: TSE Certified Sales Training Program - āPaint A Picture"
14 Mar 2019
Contributed by Lukas
If you paint a picture for your customers of where they are now versus where they want to go, you can help them make a buying decision. Ā Show them ho...
TSE 1049: Sales From The Street: "We Say Goodbye To A Legend"
13 Mar 2019
Contributed by Lukas
Ā Saying goodbye to a legend is difficult, but we can move forward living by the principles they teach us and the lessons we learn. One of the best s...
TSE 1048: Sales Differentiation
12 Mar 2019
Contributed by Lukas
Sales differentiation helps salespeople win more deals at the price point they want, and today Lee Salz talks about building a framework that will al...
TSE 1046: You Need to Worry More About Your Champion Than Your Decision Maker
08 Mar 2019
Contributed by Lukas
Sometimes sales professionals get it backward, and they fail to understand the need to worry more about your champion than your decision maker. Today ...
TSE 1045: TSE Certified Sales Training Program - āDavid and Goliathā
07 Mar 2019
Contributed by Lukas
Sometimes the logical approach doesn't make sense, just as in the story of David and Goliath it seemed impossible to believe that the shepherd boy cou...
TSE 1044: Sales From The Street: "Being A Great Leader"
06 Mar 2019
Contributed by Lukas
It's impossible to overstate the importance of being a great leaderĀ when you're working to build a team or an organization into something that will c...
TSE Episode#1043: 5 Ways to Measure the Quality of your Leads, Pipeline and Sales Talent
05 Mar 2019
Contributed by Lukas
When you're scaling an organization, it's important that you're able to measure the quality of your leads, pipeline, and sales talent. It important fo...
TSE 1042: 3 Mistakes Small Company Sales Leaders Make
04 Mar 2019
Contributed by Lukas
Very often, sales reps find themselves frustrated and hemmed in by theĀ mistakes small company sales leaders make. I had a conversation last week with...
TSE 1041: Just Go For No!
02 Mar 2019
Contributed by Lukas
Salespeople donāt like to hear the word ānoā but Andrea Waltz is going to help you change the way you look at that response so that youāll fin...
TSE 1040: TSE Certified Sales Training Program - "Why and How To Follow Up"
28 Feb 2019
Contributed by Lukas
Following up means reconnecting with the prospect, and it's crucial that you understand why and how to follow up. Many of us dread the follow-up porti...
TSE 1039: Sales From The Street - āOvercome Sales Plateausā
27 Feb 2019
Contributed by Lukas
If you struggle with sales and the challenges that go along with it, you arenāt alone, and today Ted Ryce shares how he overcame his own struggles a...
TSE 1036: How To Have A Constant Flow of New Customer
22 Feb 2019
Contributed by Lukas
One of the biggest challenges in business is keeping that constant flow of new customers in the pipeline. Ā How you brand yourself and your company is...
TSE 1035: TSE Certified Sales Training Program - "Story Selling"
21 Feb 2019
Contributed by Lukas
Stories provide a powerful opportunity to connect with your prospects, and story selling can push you across the line and even make you more successfu...
TSE 1034: Sales From The Street - "How Low Can You Go?"
20 Feb 2019
Contributed by Lukas
Salespeople often adopt a commodity selling mindset instead of a value-based mindset, which leaves them making less money than they could have made. T...
TSE 1033: How To Turn A No, To A Maybe To A YES!
19 Feb 2019
Contributed by Lukas
As sales reps, we all want to knowĀ how to turn a āNo,ā to a āMaybe,ā to a āYes!ā Tamara Thompson is the owner of a creative video product...
TSE 1032: Why AT&T Customer Service Caused Me To Switch Providers
18 Feb 2019
Contributed by Lukas
On today's episode, I share why sellers must stay focused on their customers, and why AT&T customer service caused me to switch providers. My phone wa...
TSE 1031: Show Our Customers Love Through Effective Onboarding
15 Feb 2019
Contributed by Lukas
As sales reps, we often forget that we can show our customers love throughĀ effective onboarding. We invest so much of our focus onĀ gettingĀ new cust...
TSE 1029: Sales From The Street: "Be Bold, Take Action"
15 Feb 2019
Contributed by Lukas
As entrepreneurs, many of us run into difficulty, especially when we are just starting out. The key is tobe bold and take action. Dr. Tye Caldwell is ...
TSE 1030: TSE Certified Sales Training Program - "Emotional Connections"
14 Feb 2019
Contributed by Lukas
Emotional connectionsĀ are an important part of life but sometimes sales professionals forget that those emotional experiences can help us make genuin...
TSE 1028: Your Customer Journey Starts with the Prospect Experience
12 Feb 2019
Contributed by Lukas
So often, as sales reps, we neglect to realize thatĀ the customer journey starts with the prospect experience. Sean McDade, PhD, is the founder and CE...
TSE 1027: 3 Simple Things You Can Do To Offer Exceptional Customer Experiences
12 Feb 2019
Contributed by Lukas
When youāre working to stand out from the pack, there areĀ 3 simple things you can do to offerĀ exceptional customer experiences. In this day and ag...
TSE 1026: How To Do High Quality Customer Interviews
08 Feb 2019
Contributed by Lukas
Sellers must understand what drives their customers and their core needs in order to help them be more effective, and conductingĀ high-quality custome...
TSE 1025: TSE Certified Sales Training Program: "Give Them Your All"
07 Feb 2019
Contributed by Lukas
One of the best ways to show your appreciation for your customers and provide value to them is to give them your all. Tiffany Southerland is a career ...
TSE 1024: Sales From The Street: "Selling To Everyone"
06 Feb 2019
Contributed by Lukas
Selling a product or service that expands across multiple industries is possible when we realize thatĀ selling to everyoneĀ takes a team effort. Phil ...
TSE 1023: Generating Business Referrals...Without Asking
05 Feb 2019
Contributed by Lukas
When you bring value to customers and care for your clients, youāve taken an important first step towardĀ generating business referralsā¦ without a...
TSE 1022: The Redheaded Stepbrother of Sales...Client Success
04 Feb 2019
Contributed by Lukas
The Red-headed Step Brother of Sales ā¦ Client Success; we donāt pay attention to it. But, we should. There were times, growing up in Jamaica when ...
TSE 1021: The Value of Giving Prospects Hands-on Control During Presentations and Leave-Behind
01 Feb 2019
Contributed by Lukas
What isĀ the value of giving prospects hands-on control during presentations and leave behinds? Zvi Guterman, founder and CEO ofĀ CloudShare, is here ...
TSE 1020: TSE Certified Sales Training Program - "Understanding & Managing Fear"
01 Feb 2019
Contributed by Lukas
If we allow it to, fear can hold us back and dominate our lives, but if we focus instead on understanding and managing fear, we can identify the sourc...
TSE 1019: Sales From The Street: "Fear and Mental Toughness"
30 Jan 2019
Contributed by Lukas
Salespeople needĀ mental toughnessĀ to weather all the ups and downs of the industry, as well as the pressures and difficulties when things arenāt g...
TSE 1018: Where's My Mentor?ļ»æ
29 Jan 2019
Contributed by Lukas
Many of us in sales have jumped into companies without a training process or guidance; we find ourselves winging it and wondering,Ā āWhereās my me...
TSE 1017: Don't Treat Prospects Like a Number
28 Jan 2019
Contributed by Lukas
If you've been guilty of bulldozing your prospects or being rude or uncaring, today must be the day you change your mindset: Don't treat prospects lik...
TSE 1016: How to Deal With The Pressure of Hitting Your Quarterly Number
25 Jan 2019
Contributed by Lukas
Weāve all experienced that sinking feeling in sales as we near the end of another month ā¦ soĀ how do you deal with theĀ pressure of hitting your q...
TSE 1015: TSE Certified Sales Training Program - "Lack of Confidence"
24 Jan 2019
Contributed by Lukas
One of my favorite topics to talk about isĀ lack of confidenceĀ and the challenges and fear that come along with it; and, more specifically, how we ca...
TSE 1014: Sales From The Street: "New Rejection"
23 Jan 2019
Contributed by Lukas
As salespeople, weāve all facedĀ new rejection.Ā It feels like a punch in the gut every time. It can sometimes make you question if you should even ...
TSE 1013: How to Deal With Uncertainty as a Salesperson?
23 Jan 2019
Contributed by Lukas
ow do you deal withĀ uncertainty as a salesperson?Ā Itās definitely a tough thing that can wipe some people out. Tom LibeltĀ has been a salesman for...
TSE 1012: You Are Important As Well!!!
22 Jan 2019
Contributed by Lukas
If you find yourself hesitant to tell people that you work in sales because you think anyone can do it, today weāre discussing the fact that You are...
TSE 1011: What To Do When Everyone Tells You "No"
18 Jan 2019
Contributed by Lukas
On todayās episode of The Sales Evangelist, we talkĀ toĀ Alex QuinĀ about how to step up our game, get back up when we get knocked down, and what to...
TSE 1010: TSE Certified Sales Training Program - "BETA"
17 Jan 2019
Contributed by Lukas
Sales professionals who lose track of the fundamental tasks involved in selling don't perform as well, so we've created the TSE Certified Sales Traini...
TSE 1009: Sales From The Street: "Don't Ration Your Passion"
16 Jan 2019
Contributed by Lukas
Pauline āMuffinā Grayson is a graphic designer who believes we shouldnāt let anything get in the way of our passion, and she has a single messag...
TSE 1008: Plan, Prepare & Refuse To Give Up
15 Jan 2019
Contributed by Lukas
Today weāre talking about how to Plan, Prepare andĀ Refuse to Give UpĀ withĀ podcast host, branding expert, and author Henry Kaminski, Jr. He...
TSE 1007: Is It Possible To Have A "Perfect Day" In Sales?
14 Jan 2019
Contributed by Lukas
Is it possible to have a āperfect dayā in sales? Phone calls from prospects just as soon as you walk into the office ā¦ demonstrations are set ā¦...
TSE 1006: Immediate Steps You Can Take To Begin Growing Your Influence
11 Jan 2019
Contributed by Lukas
In todayās episode of The Sales Evangelist, we discuss theĀ immediate steps you can take to begin growing your influence. Ā Whether you are in sales...
TSE 1005: TSE Certified Sales Training Program - "Emotional Intelligence"
10 Jan 2019
Contributed by Lukas
Sometimes small problems grow into much bigger problems, and without emotional intelligenceĀ to help you address misunderstandings, these problems can...
TSE 1004: Sales From The Street - "Grit"
09 Jan 2019
Contributed by Lukas
Thereās a single characteristic that distinguishes effective sellers from the others, and itāsĀ grit. It separates those who work hard and effecti...
TSE 1003: 5 Common Mistakes Sales Managers Makes When Coaching
08 Jan 2019
Contributed by Lukas
In our work with sales reps, sales teams, and sales managers, we encounter many people who believe that sales coaching doesnāt work, but many of the...
TSE 1002: What If I Train Them And They Leave?
07 Jan 2019
Contributed by Lukas
Many leaders avoid adequately training their team members because of a single looming question: What if I train them and they leave? They structure th...
TSE 1001: What Causes Fear and How to Overcome It?
04 Jan 2019
Contributed by Lukas
We all have some kind of fear, but when we discoverĀ what causes fear and how to overcome it, we can discover new opportunities and success. Fear can ...
TSE 1000: The Sales Evangelist 1000th Episode with Donald C. Kelly
03 Jan 2019
Contributed by Lukas
It's The Sales Evangelist 1000th episode and Stephen A. Hart from the Trailblazers.FMĀ Podcast is conducting the interview while Donald Kelly answers ...