The Sales Evangelist

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

There’s a huge prospecting opportunity right under your nose, and it’s a LinkedIn gold rush 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 don’t bring enough value to the table and there are 3 crucial signs you need to add more value so you won’t 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 - “Discovery Meetings”

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.  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 tick 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 you’ve been selling for years, it’s possible that you’ve overlooked some ideas that will help you perform better, like working to 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 the 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 it’s important that we keep things in perspective and don’t 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 you’ll answer is “Why should I do business with you?” and it’s 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 it’s vital th...

TSE 1061: You Can Love People Without Leading Them, But You Can’t 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, 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 we’re 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 in 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 today’s episode, Jacquelyn Nicholson addresses how to genuinely build rapport with a...

TSE 1057: Be Willing To Let Them Mess Up!

25 Mar 2019

Contributed by Lukas

  Sometimes business leaders find themselves wanting to make sure that their team members get everything exactly right, but unless you’re 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 five 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 - “Paint 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.  Show them ho...

TSE 1049: Sales From The Street: "We Say Goodbye To A Legend"

13 Mar 2019

Contributed by Lukas

  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 - “David and Goliath”

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 leader 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 the 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 don’t like to hear the word “no” but Andrea Waltz is going to help you change the way you look at that response so that you’ll 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 - “Overcome Sales Plateaus”

27 Feb 2019

Contributed by Lukas

If you struggle with sales and the challenges that go along with it, you aren’t 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.  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 know how to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’ 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 through effective onboarding. We invest so much of our focus on getting 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 connections 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 that 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 you’re working to stand out from the pack, there are 3 simple things you can do to offer 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 conducting 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 that selling to everyone 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, you’ve taken an important first step toward generating business referrals… without a...

TSE 1022: The Redheaded Stepbrother of Sales...Client Success

04 Feb 2019

Contributed by Lukas

The Red-headed Step Brother of Sales … Client Success; we don’t 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 is the value of giving prospects hands-on control during presentations and leave behinds? Zvi Guterman, founder and CEO of 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 need mental toughness to weather all the ups and downs of the industry, as well as the pressures and difficulties when things aren’t g...

TSE 1018: Where's My Mentor?

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, “Where’s 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

We’ve all experienced that sinking feeling in sales as we near the end of another month … so how do you deal with the 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 is lack of confidence 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, we’ve all faced new rejection. 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 with uncertainty as a salesperson? It’s definitely a tough thing that can wipe some people out. Tom Libelt 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 we’re discussing the fact that You are...

TSE 1011: What To Do When Everyone Tells You "No"

18 Jan 2019

Contributed by Lukas

On today’s episode of The Sales Evangelist, we talk to Alex Quin 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 “Muffin” Grayson is a graphic designer who believes we shouldn’t 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 we’re talking about how to Plan, Prepare and Refuse to Give Up with 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 “perfect day” in sales? Phone calls from prospects just as soon as you walk into the office … demonstrations are set …...

TSE 1006: Immediate Steps You Can Take To Begin Growing Your Influence

11 Jan 2019

Contributed by Lukas

In today’s episode of The Sales Evangelist, we discuss the immediate steps you can take to begin growing your influence.  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 intelligence to help you address misunderstandings, these problems can...

TSE 1004: Sales From The Street - "Grit"

09 Jan 2019

Contributed by Lukas

There’s a single characteristic that distinguishes effective sellers from the others, and it’s 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 doesn’t 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 discover 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.FM Podcast is conducting the interview while Donald Kelly answers ...

TSE 999: Sales From The Street-"Start The Day Off Right"

02 Jan 2019

Contributed by Lukas

Your morning routine has the power to start the day off right, which makes it crucial for you to make sure yours is effective. Whether you’re liste...

TSE 998: How to Turn Failure into Success

01 Jan 2019

Contributed by Lukas

Failures can be crippling if we allow them to be, but when we have the proper guidance, we can learn how to turn failure into success. Airica Kraehme...

TSE 997: Where There is No Vision The Salesperson Perishes

01 Jan 2019

Contributed by Lukas

Where there is no vision the people perish, and that’s especially true in sales. Because we aren’t constructing physical structures like houses ...

TSE 996: Getting New Leads Through Instagram

27 Dec 2018

Contributed by Lukas

Behind the scenes at The Sales Evangelist, we're working to increase organic engagement and interact with our audience, and we've discovered a powerf...

TSE 995: TSE Certified Sales Training Program- "Strategic Planning"

27 Dec 2018

Contributed by Lukas

Strategic planning isn’t only for entrepreneurs: Shane Spiers says sales reps must know where they are headed and what the team’s common purpose ...

TSE 993: Partnering To Lower Customer Acquisition Costs

27 Dec 2018

Contributed by Lukas

Eric Graf, CEO of Flockgen, explains how mid-market businesses can trade relationships with one another to expand service offerings and lower custome...

TSE 994: Sales From The Street-"Don't Trick Them"

26 Dec 2018

Contributed by Lukas

Josh Cunningham, founder and CEO of rokrbox,  fast-tracked his entrepreneurial career by helping to solve a recurring problem for real estate client...

TSE 992: If You Are Not Tracking Your Performance You Are Losing!

25 Dec 2018

Contributed by Lukas

Tracking your performance and setting measurable goals will help you perform better as a sales rep. We can optimize our performance if we calculate o...

TSE 991: Sky Rocket Your B2B Sales Through the Power of Chat

22 Dec 2018

Contributed by Lukas

In this episode of The Sales Evangelist, we talk about how to take advantage of the power of chat when growing your business. Many organizations hav...

TSE 989: Sales From The Street - "From Click Try Buy to a Full-Fledged Sales Team"

21 Dec 2018

Contributed by Lukas

On today's episode of The Sales Evangelist, we talk with Kris Nelson, head of sales for CoSchedule.com, about how businesses can move from "click, tr...

TSE 988: How To Adjust My Sales Process When Selling Gen Z

21 Dec 2018

Contributed by Lukas

On today's episode of The Sales Evangelist, we're talking to Kathleen Hessert and Krista Jasso about the newest generation and how to adjust your sale...

TSE 987: I Don't Have Time For Daily Planning

21 Dec 2018

Contributed by Lukas

On today's episode of The Sales Evangelist, we discuss time management and how daily planning can help you be more effective in your role as a seller....

TSE 986: Driving Sales in the 4th Quarter

21 Dec 2018

Contributed by Lukas

Today we talk to Meridith Powell about driving sales in the 4th quarter and how organizations can drive success from the selling side as well as the l...

TSE 985: TSE Certified Sales Program - "Fear of Prospecting"

21 Dec 2018

Contributed by Lukas

oday on The Sales Evangelist, we're going to talk about the fear of prospecting, how your coworkers often contribute to it, and how you can overcome y...

TSE 984: Sales From The Street: "Find Local Partners"

21 Dec 2018

Contributed by Lukas

On today's episode of The Sales Evangelist, we talk to Matt Hernandez about the changes in the marketplace, and how the ability to find local partners...

TSE 983: I Reinvented The Webinar Model

21 Dec 2018

Contributed by Lukas

n today's episode of The Sales Evangelist, I talk to Todd Earwood about the adage that we need not reinvent the wheel, but Todd is doing just that. T...