The Sales Evangelist

TSE 982: Throw a Dart at The Wall Goals

20 Dec 2018

Contributed by Lukas

Today on The Sales Evangelist we’ll talk about planning and setting effective goals. It’s that time of year again where we find ourselves contempl...

TSE 981: Creating an It Factor Culture

20 Dec 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we’re going to hear from David DeRam, CEO and co-founder of Greenlight Guru, about the “it” factor...

TSE 980: TSE Certified Sales Program - "Lazy Outreach"

20 Dec 2018

Contributed by Lukas

I received an email the other day from a sales rep that I found so annoying that I am dedicating this entire episode to the ways you can avoid making ...

TSE 979: Sales From The Street- New World for CRM and Mirroring Pipeline Stages

20 Dec 2018

Contributed by Lukas

Sales constantly evolves. As technology and tools change, we have new processes and strategies available to us. On today’s episode of The Sales Evan...

TSE 978: From Funding to Exits-How to Grow a Business Ripe for Acquisition

20 Dec 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we’ll talk to serial entrepreneur Justin Hartzman about how we can grow a business and why we shou...

TSE 977: Stop Unnecessary Distractions

20 Dec 2018

Contributed by Lukas

Many of the activities in our day don’t actually help us close more deals. We’re busy doing things, but they aren’t moving our deals forward. To...

TSE 976: How To Not Make Your New Sales Process JUST Another Flavor of The Week

20 Dec 2018

Contributed by Lukas

The last thing you want is to have your sales process abandon by your sellers. We will share with you how to prevent this. Listen to how. Menti...

TSE 990: TSE Certified Sales Program - "Short Cuts"

20 Dec 2018

Contributed by Lukas

On today's episode of The Sales Evangelist, we're talking with Curt Rapp about how sellers can benefit from the experiences and knowledge of others, a...

TSE 975: TSE Certified Sales Program – What Is It?

29 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program. If you are a sales leader in a com...

TSE 974: Sales From The Street: “Document Everything”

28 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we talk to Chirag Gupta, founder of NoD Coworking, about documenting processes and how it will help your...

TSE 973: Achieve Sales Growth Through Collaborative Sales And Marketing

27 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we talk to content marketing leader Pam Didner about the critical role content plays in sales and the im...

TSE 972: How To Get Salespeople Not To Skip Steps In The Sales Process

27 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we discuss the value of following every step in the sales process, and how you can prevent your sales te...

TSE 971: How To Develop A Sales Process That Works

23 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we talk with global sales team leader Michael Wills about how to develop a sales process that works. Man...

TSE 970: TSE Hustler’s League – “You Are Too Late”

22 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist Hustler’s League, we’re talking about how you can exert influence into the buying process even when y...

TSE 969: Sales From The Street: “Knuckle Dragging Sales”

21 Nov 2018

Contributed by Lukas

  On today’s episode of The Sales Evangelist, we talk to John Crowley, author of Knuckle Dragging Sales, about the difficulty of sales and a retur...

TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed

20 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable...

TSE 967: How Does The Statement “Unless You Are Breaking Stuff, You Are Not Moving Fast Enough” Apply To Sales?

20 Nov 2018

Contributed by Lukas

One of our listeners reached out to me the other day about Mark Zuckerberg’s recent quote: “Move fast and break things.” On today’s episode of...

TSE 966: The Law of Harmonious Attraction

16 Nov 2018

Contributed by Lukas

In this episode of The Sales Evangelist, I had the pleasure of speaking once again with Jeffrey Gitomer, The King of Sales, about the Law of Harmoniou...

TSE 964 : Sales From The Street: “Selling And Monetizing Your Brand”

14 Nov 2018

Contributed by Lukas

  On today’s episode of Sales From The Street, we talk to global entrepreneur Doyle Buehler about monetizing your brand. Doyle helps businesses org...

TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money

13 Nov 2018

Contributed by Lukas

In this episode of The Sales Evangelist, I talk to Phil Newton about how we can work smart and accomplish more by doing less. It all began with a “s...

TSE 962: What Salespeople Can Learn From The “Political and Dating” Industries

12 Nov 2018

Contributed by Lukas

The political and dating industries share a common goal: to narrow your choices down to the one candidate that makes the most sense for what you want....

TSE 961: How Do I Create A Cold Email Outreach Process?

09 Nov 2018

Contributed by Lukas

Processes allow us to work a campaign from end to end. They help us know how to follow up and what to say and how to proceed rather than just shooting...

TSE 960: TSE Hustler’s League – “$1 Million”

08 Nov 2018

Contributed by Lukas

Most startups never reach the $1 million mark. Roughly 95 percent of startups will never achieve that level of revenue. On today’s episode of The Sa...

TSE 957: Sales Process 101

05 Nov 2018

Contributed by Lukas

When I worked for a corporate organization, I had to call executives and convince them to consider our product. I had no direction for the conversati...

TSE 956: How to Fire Up Your Business Ecosystem and Grow Explosively

02 Nov 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we’re talking to Ralph Welborn, CEO of CapImpact, about ways you can fire up your business ecosystem ...

TSE 955: TSE Hustler’s League – “False Truth”

02 Nov 2018

Contributed by Lukas

  All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and i...

TSE 954: Sales From The Street: “Scary Cat”

31 Oct 2018

Contributed by Lukas

When you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they are...

TSE 953: The 2-Minute Video Pitch That Helps Me Generate Very Warm Sales Call

30 Oct 2018

Contributed by Lukas

Video is at the forefront of everyone’s mind, including those of us at the Sales Evangelist. We’re launching a YouTube channel called TSE TV and u...

TSE 951: How To Increase Sales Faster Using AI

26 Oct 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, Erroin Martin shares what he has learned about artificial intelligence and how sales professionals can i...

TSE 950: TSE Hustler’s League-“The Upsell”

25 Oct 2018

Contributed by Lukas

There’s no need to reinvent the wheel. Instead, let’s make the wheel more effective. If something already works, try to improve it rather than sta...

TSE 949: Sales From The Street – “You Do Have Time”

24 Oct 2018

Contributed by Lukas

Everyone has the same amount of available time every day. When people lack the time to systemize their businesses or hire and train new people, it’s...

TSE 948: What Small Businesses Need To Know About Building An Empire Through Effective Marketing

23 Oct 2018

Contributed by Lukas

On today’s episode of The Sales Evangelist, we talk to Michael Koral about building an empire, and what small businesses need to know about building...

TSE 947: How Do You Help Sell or Bring a Brand New Product to Market?

22 Oct 2018

Contributed by Lukas

Bringing a revolutionary new product to market can be difficult, especially if you don’t yet have a community of supporters. Apple did it in 2007 wi...

TSE 946: Three Effective Ways To Create Loyalty

19 Oct 2018

Contributed by Lukas

The buying process has changed, and by the time your prospect gets to you, he has already done a substantial amount of online research. A recent study...

TSE 945: TSE Hustler’s League-“Overselling”

18 Oct 2018

Contributed by Lukas

You cannot oversell to your prospects. We’ve been talking all month about closing, and about what you can do in your closing efforts to give your cl...

TSE 944: Sales From The Street: “Video Cold Outreach”

17 Oct 2018

Contributed by Lukas

Your prospects are inundated with cold communications every day. Your job is to make sure that your communications don’t wind up in someone’s spam...

TSE 943: How Business Owners Who Don’t Like Sales Can Improve Sales Performance

16 Oct 2018

Contributed by Lukas

Business owners often have to lead their sales teams despite the fact that they don’t always understand exactly how to do it. Often times, they’re...

TSE 942: How Confident Are You With Closing?

16 Oct 2018

Contributed by Lukas

When it comes to closing, you have to be confident. Closing is throughout the sales process and you have to build confidence in what you sell. The buy...

TSE 941: Build Enough Value Before You Try To Close

13 Oct 2018

Contributed by Lukas

The process of building value begins early in the buying journey. Sales professionals talk a lot about building value, but the truth is that value loo...

TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now”

12 Oct 2018

Contributed by Lukas

  Most sales reps believe they are good closers, but the truth is that many struggle. It’s difficult to persuade someone to spend thousands of dol...

TSE 939: Sales From The Street: “Ditch The Funnel”

11 Oct 2018

Contributed by Lukas

The traditional funnel works in a lot of industries for many sellers. It’s always true, though, that no single industry is exactly the same.  In so...

TSE 938: How Today’s Buying Journey Has Drastically Changed And Why It Matters To You!

10 Oct 2018

Contributed by Lukas

The buying journey has changed, and sellers must change with it. Sellers must address the gap between how people buy and how people sell. We must unco...

TSE 937: The Questions You Ask Are NOT Building Trust

09 Oct 2018

Contributed by Lukas

  Sometimes as sales professionals, we unintentionally erode the trust we have with our clients. The way we pose a question or the way we treat our c...

TSE 936: Best Practices For Using Visuals To Level Up Your Sales Game

05 Oct 2018

Contributed by Lukas

About 65 percent of the population learns visually. When you’re engaging with your prospect, are you simply explaining your goods and services or ar...

TSE 935: TSE Hustler’s League-“Closing Is Too Much”

04 Oct 2018

Contributed by Lukas

  If you’ve been following the show for a while, you know that The Sales Evangelist Hustler’s League is an online group coaching program designed...

TSE 934: Sales From The Street – “Referral Business”

03 Oct 2018

Contributed by Lukas

People are often uncomfortable with the idea of prospecting. Many salespeople struggle with it because they relate it to cold calling, but it isn’t ...

TSE 932: How Do I Close The Deal?

02 Oct 2018

Contributed by Lukas

Most sales professionals understand the importance of closing. They also understand that the more prospects they interact with, the greater their odd...

TSE 933: Closing Strategies That Can Be Used By People at Any Level In Any Industry

02 Oct 2018

Contributed by Lukas

No one wants to discover at the end of a sales process that the prospect isn’t planning to buy. So how can you improve the odds that your prospect f...

TSE 931: How To Use LinkedIn for Inbound and Developing Process

28 Sep 2018

Contributed by Lukas

LinkedIn is a powerful tool for sales professionals, but you must have a strategy in order to use it well. If you have a plan, you can use LinkedIn fo...

TSE 930: TSE Hustler’s League-“Storytelling Questions”

27 Sep 2018

Contributed by Lukas

          It’s tempting to think that when a lead contacts us first, the transaction should be pretty simple. We’ll ask about the company; ab...

TSE 929: Sales From The Street: “How We Increase Sales By Helping Clients Tell THEIR Story”

26 Sep 2018

Contributed by Lukas

When you tell stories, you capture the attention of the buyer and you build relationships. You also stand out from the competition, who isn’t using ...

TSE 928: The New Era of Effective Prospecting

25 Sep 2018

Contributed by Lukas

The process of prospecting constantly changes. It has evolved over the last 5, 10, 15 years, and it continues to evolve today. Buyers are more educate...

TSE 927: Don’t Be Too Desperate

24 Sep 2018

Contributed by Lukas

Sales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer ...

TSE 926: Lead Generation Through Digital Marketing

21 Sep 2018

Contributed by Lukas

Traditional marketing options will always exist for business owners and people in sales. Digital marketing, however, can be a more cost-effective way ...

TSE 925: TSE Hustler’s League-“Video Revolution”

20 Sep 2018

Contributed by Lukas

You’re more than likely listening to this episode because you want to improve as a seller or a marketer. You’re seeking education so you can get a...

TSE 924: Sales From The Street: “The 60 Second Sale”

19 Sep 2018

Contributed by Lukas

    What if you could make more money and get home on time for dinner every night? Sounds impossible, right? The 60-Second Sale might be the answer ...

TSE 923: How To Grow Your Sales Without Spending A Dime On Marketing

18 Sep 2018

Contributed by Lukas

Imagine a world where you don’t have to spend any money on marketing. You have leads pouring in, deals close, and referrals pour in. Imagine being a...

TSE 922: Don’t Take Your Leads For Granted

17 Sep 2018

Contributed by Lukas

Sometimes sales reps neglect their leads. We stop doing the things we know we need to do because we assume things will continue working the way we exp...

TSE 921: The 7-Step Approach Pagely Used to Systematize Sales

14 Sep 2018

Contributed by Lukas

Whether you’re working a sales campaign or building a fantasy football league, preparation and process will always improve your outcome. You absolu...

TSE 920: TSE Hustler’s League-“Prospect.io”

14 Sep 2018

Contributed by Lukas

On Tuesday I told you about a guy named Louis whose job it is to set appointments and find opportunities for an account executive on his team. The pro...

TSE 919: Sales From The Street:”Starving Artist”

12 Sep 2018

Contributed by Lukas

The notion of the starving artist has been around for many years, but many entrepreneurs spend a lot of years “starving” as well. For sales profes...

TSE 918: Using Technology To Convert Leads

12 Sep 2018

Contributed by Lukas

Every sales professional understands the importance of generating leads. In addition to those leads, we must focus on using technology to convert lead...

TSE 917: Why Your B2B Inbound Leads Are Not Closing

10 Sep 2018

Contributed by Lukas

When your marketing department rounds up good inbound leads for your sales reps, but your sales don’t increase, it can leave you confused. If the le...

TSE 916: How To Develop A Marketing Message That Cuts-Through & Brings More Leads

07 Sep 2018

Contributed by Lukas

Imagine how quickly sales will decline if your sales and marketing teams aren’t communicating well. You must have a marketing message that cuts thro...

TSE 915: TSE Hustler’s League-“Application”

06 Sep 2018

Contributed by Lukas

Early on in The Sales Evangelist, I didn’t have an application process in place to qualify my inbound leads, and it cost me customers. I suspect you...

TSE 914: Sales From The Street:”How To Handle Inbound Leads”

05 Sep 2018

Contributed by Lukas

We cannot develop quality inbound leads without a process that nurtures and prepares our customers. As a sales professional, it’s important to know ...

TSE 913: Common Mistakes We Make Trying To Get Inbound Leads

04 Sep 2018

Contributed by Lukas

If you want to take advantage of inbound leads, you must create content for your website that attracts people. It must draw people who are researching...

TSE 912: What Should Sales Know About Inbound Leads?

03 Sep 2018

Contributed by Lukas

Inbound is a powerful tool for your organization. We all want inbound leads, but we have to work with our teams to make sure our company will be known...

TSE 911: The Secret Formula Of The “Elite 1%” Of Business Leaders

31 Aug 2018

Contributed by Lukas

What allows some teams to achieve consistent success? Why are some leaders able to convince their team members to consistently follow? What is the sec...

TSE 910: TSE Hustler’s League-“It’s All Backward”

31 Aug 2018

Contributed by Lukas

If you find yourself thinking that your clients just don’t get it, the problem may not be the prospect. It may not even be the product. The problem ...

TSE 909: Sales From The Street:”Buy Your Competition”

29 Aug 2018

Contributed by Lukas

There’s a difference between having a lifestyle business and having a business that’s truly scaling and growing. In order to grow, you have to hav...

TSE 908: Lifter Leadership-How To Innovate, Engage, Build Trust And Be Purposeful All At Once!

28 Aug 2018

Contributed by Lukas

For sales leaders, improving your team’s numbers isn’t always enough. If you can help your team innovate, engage, build trust, and be purposeful, ...

TSE 907: The Little Things Matter The Most When You’re Leading

27 Aug 2018

Contributed by Lukas

How far are you willing to go to get ahead of the competition? In order to be successful, you must do the opposite of what everyone else is doing. Rea...

TSE 906: Questions That Sell-The Powerful Process to Discovering What Your Customer Really Wants

24 Aug 2018

Contributed by Lukas

Selling is always a challenge. When sellers are confused about what they’re selling or about what their customers want, selling is impossibly hard. ...

TSE 905: TSE Hustler’s League-“Holes In Your Sales Process”

23 Aug 2018

Contributed by Lukas

If your sales team focuses only on how many deals are closed, you won’t know much about your sales process. When the numbers drop, is the problem wi...

TSE 904: Sales From The Street-“Building Value Pre, During & Post Meeting”

22 Aug 2018

Contributed by Lukas

We all understand the importance of building value for the prospect. It’s important to know, too, that it’s an ongoing process. We should focus o...

TSE 903: How To Get More Time Back As A Sales Manager To Exceed Quota

21 Aug 2018

Contributed by Lukas

Regardless of your industry, you’re probably invested in helping your sales team optimize its performance. Ultimately, we need our teams to hit thei...

TSE 902: Numbers Alone Can’t Coach

20 Aug 2018

Contributed by Lukas

Sales numbers won’t tell you much about your sales team. They might tell you who’s struggling and who isn’t, but they won’t tell you where the...

TSE 901: The Authentic Leader Model and Making Better Leaders

18 Aug 2018

Contributed by Lukas

Authentic leadership involves understanding that everyone has a unique journey, and everyone brings some kind of baggage to the office. You don’t ha...

TSE 900: Where We Came From And Where We Are Going!

17 Aug 2018

Contributed by Lukas

We have produced 900 podcast episodes! Today on The Sales Evangelist we’ll celebrate our 900th episode and share the impact the podcast has had on o...

TSE 899: Sales From The Street-“Your Legend”

16 Aug 2018

Contributed by Lukas

Leadership is difficult. Even when the people you’re leading have something in common, it’s tough to lead a varied group of people. Leading a grou...

TSE 898: What Role Does A Sales Coach Play In A Growing Organization?

14 Aug 2018

Contributed by Lukas

Christie Walters believes that sales is an act of service. She defines coaching as the secret sauce for all top performers. Coaches take on different ...

TSE 897: 15 Great Sales Coaching Questions You Should Ask

13 Aug 2018

Contributed by Lukas

As a sales manager, your focus must rest largely on your sales reps rather than your customer. You must win your sales reps over in order to get them ...

TSE 896: Empower Yourself First Before You Can Empower Others

10 Aug 2018

Contributed by Lukas

In order for your organization to operate at its best, the people within must be empowered. The team must feel confident working together and it must ...

TSE 895: TSE Hustler’s League-“Use Their Own Words”

09 Aug 2018

Contributed by Lukas

                  When you’re talking to a prospect, the most important thing you can do is build value into the conversation. Your goal sh...

TSE 894: Sales From The Street-“Learn Marketing”

08 Aug 2018

Contributed by Lukas

          When sales are good, life is good. So what do you do if you’re a brand new business that isn’t making enough money to pay the bills...

TSE 893: How to Make New Employees Feel Like They Already Belong

08 Aug 2018

Contributed by Lukas

When your company on-board a new employee, you invest time, effort, and resources into the process. So if you’re going to spend the money, doesn’t...

TSE 892: How Can I Better Coach My Sales Team?

07 Aug 2018

Contributed by Lukas

When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask ...

TSE 891: Sales Enablement – A Master Framework to Build, Coach, and Lead Your Most Productive Sales Team

03 Aug 2018

Contributed by Lukas

Sales Enablement means different things to different people, and though the definition varies widely, it’s one of the fastest growing trends in the ...

TSE 890: TSE Hustler’s League-“It’s About The Inches”

02 Aug 2018

Contributed by Lukas

There’s always room for improvement. It’s why you listen to podcasts like this one. Sometimes successful sellers get so focused on the big stuff t...

TSE 889: Sales From The Street-“Talent vs. Performance”

01 Aug 2018

Contributed by Lukas

Working with a talented group of people doesn’t guarantee success, because talent and performance are altogether separate. Sometimes sales leaders f...

TSE 888: Seven Stories Every Salesperson Must Tell

31 Jul 2018

Contributed by Lukas

Stories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Sev...

TSE 887: What Do You Do…For Me?

30 Jul 2018

Contributed by Lukas

I noticed something interesting at a conference I attended recently. The conference was amazing, but I noticed something noteworthy about many of the ...

TSE 886: Professional Selling In The Age of Kardashian: Let Your Millennials Do Their Thing

29 Jul 2018

Contributed by Lukas

Every aspect of selling has changed in the last 25 years. In any field where people have to connect with other people, the changes in communication ha...

TSE 885: TSE Hustler’s League-“Dog Chasing A Car”

26 Jul 2018

Contributed by Lukas

Imagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a ...

TSE 884 : Sales From The Street-“Your Own Avatar”

25 Jul 2018

Contributed by Lukas

When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually real...

TSE 883: How To Effectively Acquire Inbound Leads By Building Value Early

24 Jul 2018

Contributed by Lukas

Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about s...

TSE 882: The Coffee Shop “Meeting Trap”

23 Jul 2018

Contributed by Lukas

Imagine being invited to coffee by someone who wants to hear more about what you’re doing. You arrive at the coffee shop, spot him, wave him over, a...

TSE 881: The Art & Science of Pitching Anything to Anyone!

20 Jul 2018

Contributed by Lukas

Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attenti...

TSE 880: Stop Selling & Start Leading-“Two-Way Dialogue”

19 Jul 2018

Contributed by Lukas

Sometimes, the relationship between seller and customer goes bad. Small mistakes grow into tension and the relationship starts to sour. In this case, ...