The Sales Evangelist

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, ...

TSE 879: Stop Selling & Start Leading-“Innovative Seller”

18 Jul 2018

Contributed by Lukas

As a seller, you’ll come across many people who are hesitant to change. Whether they’re prospects or others within your company, sales leaders mus...

TSE 878: Why Making Customers More Successful is Key to Business Growth

17 Jul 2018

Contributed by Lukas

          Successful customers are the greatest recruiting tool available to small businesses. If your customers can deliver the message that you...

TSE 877: How To Build Trust & Be Seen As An Innovative Seller

16 Jul 2018

Contributed by Lukas

Your prospects likely have dozens of sellers seeking to connect and build relationships with them. That means dozens of cold calls, emails, and presen...

TSE 876: The Challenges of Selling As An Entrepreneur Part 2

16 Jul 2018

Contributed by Lukas

Sales is one of the most crucial parts of entrepreneurship, but many of us come up short. Because entrepreneurs occupy multiple roles, sales often get...

TSE 875: TSE Hustler’s League-“Overlooked Basics”

12 Jul 2018

Contributed by Lukas

                Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and ...

TSE 874: Sales From The Street: “Growing Account Executives”

12 Jul 2018

Contributed by Lukas

When Anna Talerico needed account execs, she discovered the hard way that growing account executives is much easier than finding them. Prior to the di...

TSE 873: The Challenges of Selling As An Entrepreneur Part 1

12 Jul 2018

Contributed by Lukas

Entrepreneurs, regardless of their industry, must learn to succeed in sales. Selling as an entrepreneur is challenging because you don’t necessarily...

TSE 872: 5 Sales Myths Crippling New Sellers

09 Jul 2018

Contributed by Lukas

Many of the practices that new sellers use are ineffective. They don’t help your efforts, but you use them because other people said you should. Tod...

TSE 871: How To Sell To The C-Suite

06 Jul 2018

Contributed by Lukas

For many sales professionals, learning to sell to the C-suite is intimidating. Steve Bistritz has spent the last 17 years focused on selling to execu...

TSE 870: TSE Hustler’s League-“Objection”

06 Jul 2018

Contributed by Lukas

Every prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear. Today on The Sales Evangelis...

TSE 869: Sales From The Street:”Scaling My Sales Team”

05 Jul 2018

Contributed by Lukas

When it’s time to scale your team, there are dozens of things that can go wrong. How do you make sure you hire the right team members? What if they ...

TSE 868: People Buy You

04 Jul 2018

Contributed by Lukas

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of...

TSE 867: What Is Value?

04 Jul 2018

Contributed by Lukas

Sales professionals sometimes talk so much about value that it becomes meaningless. We toss it around like a buzzword instead of sincerely seeking to ...

TSE 866: Cold Email What Works, What’s Changed & What Not To Do

30 Jun 2018

Contributed by Lukas

Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of...

TSE 865: TSE Hustler’s League-“Prevent The Cancel”

28 Jun 2018

Contributed by Lukas

On last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was ha...

TSE 864: Sales From The Street: “Drink Your Own Kool Aid”

28 Jun 2018

Contributed by Lukas

Sales From the Street gives us an opportunity to hear from other sales professionals about the challenges they face and how they approach them. Today’...

TSE 863: The Index Card Business Plan

26 Jun 2018

Contributed by Lukas

Many sales professionals rely on their talent and work ethic to help them succeed. They believe that if they go more and do more, they’ll achieve gr...

TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult

26 Jun 2018

Contributed by Lukas

Cold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you....

TSE 861: Stepping Up And Standing Out As Women In Sales

22 Jun 2018

Contributed by Lukas

When companies make a conscious effort to attract women, it’s good for the business on all levels. Women are often more consistent at exceeding quot...

TSE 860: TSE Hustler’s League-“I Want To Cancel”

21 Jun 2018

Contributed by Lukas

Sales reps in small firms often have to do much of their own work. They do their own prospecting, conversions, and account maintenance, and they have ...

TSE 859: Sales From The Street-“Hiring is Like Sales”

20 Jun 2018

Contributed by Lukas

Too many organizations continually miss the target when they hire new team members. To be an effective sales leader, you must be intentional about gro...

TSE 858-Three Things You Should Remember When Creating a Referral Program

19 Jun 2018

Contributed by Lukas

Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies t...

TSE 857: Use Hunter.io To Connect With Just About ANYONE!

18 Jun 2018

Contributed by Lukas

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable...

TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach”

18 Jun 2018

Contributed by Lukas

Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you fi...

TSE 855: TSE Hustler’s League-“Think About The Prospect”

18 Jun 2018

Contributed by Lukas

Want to change the way you sell? Think about the prospect. Seek one individual you can help every day, and it will change the way you operate. Today o...

TSE 854: Sales From The Street:”Communicate”

18 Jun 2018

Contributed by Lukas

Every sales professional knows the challenge of convincing a customer to choose your organization over your competitors’. We all understand the valu...

TSE 853: The Biggest Roadblock To Learning Soul-Centered Sales

14 Jun 2018

Contributed by Lukas

    The sales industry has gotten a bad rap. Many people buy into the idea that the sales industry is bad or manipulative. They have a hard time sel...

TSE 852: Break The Rules…Take A Risk!

13 Jun 2018

Contributed by Lukas

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales profession...

TSE 851: Jimmy Burgess’ 3-Step Sales Process

07 Jun 2018

Contributed by Lukas

Sometimes as new sales professionals, we see other people’s successes and we assume they are natural sellers. While we struggle to “hunt and kill”...

TSE 850: TSE Hustler’s League-“Luxury Item”

06 Jun 2018

Contributed by Lukas

    If your prospect views your product or service as a luxury item, your sales process may not matter.  If he sees it as unnecessary, or as a step...

TSE 849: Sales From The Street:”We Had To Be Different”

05 Jun 2018

Contributed by Lukas

Jaron Rice found himself facing a challenge that he didn’t create. His industry had a horrible reputation for being less-than-transparent, and even ...

TSE 847: My Two Newest Sales Outreaching Tools

04 Jun 2018

Contributed by Lukas

The odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospec...

TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media

01 Jun 2018

Contributed by Lukas

Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they...

TSE 845: TSE Hustler’s League-“Three Things”

31 May 2018

Contributed by Lukas

      When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you mi...

TSE 844: Sales From The Street: “My Prices Were Too High”

30 May 2018

Contributed by Lukas

What do you do when your competitor’s product is cheaper than yours? Today on Sales From The Street, we talk to Chris Ibezim about what happened whe...

TSE 843: How to Get Inbound Leads From LinkedIn

29 May 2018

Contributed by Lukas

LinkedIn has evolved to be a place for business prospecting. Though it was once assumed to be a tool for updating your resume, sales professionals now...

TSE 842: The Social Selling Experiment Part 3

29 May 2018

Contributed by Lukas

If you’ve been with us for the last couple of weeks, you know that we’re in the middle of a social selling experiment to determine whether connect...

TSE 841: Seek To Serve When Using Social Media

25 May 2018

Contributed by Lukas

Social media is here to stay. The faster sales professionals learn to use it, the better off they’ll be. The trick, according to Romual Jean-Baptist...

TSE 840: TSE Hustler’s League-“Shared Vision”

24 May 2018

Contributed by Lukas

Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospectin...

TSE 839: Sales From The Street-“Use The Data…Tell a Story”

23 May 2018

Contributed by Lukas

    You have a story to tell: a history of your sales performance and your successes; a list of solutions you’ve provided to your customers; the l...

TSE 838: Social Selling Practices That Will Drive Results For You Today!

22 May 2018

Contributed by Lukas

Your buyers are exactly like you. Statistics suggest that at least 57 percent of the buying process happens online before any conversations ever take ...

TSE 837: The Social Selling Experiment Part 2

21 May 2018

Contributed by Lukas

Here at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of yo...

TSE 836: Make Social Selling A Part of Your Day to Day Life

18 May 2018

Contributed by Lukas

If you don’t already make social selling a part of your day, you should. The millennial generation has connected everyone on social media. Using tho...

TSE 835: TSE Hustler’s League-“What Is Different About You?”

17 May 2018

Contributed by Lukas

You are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly th...

TSE 834: Sales From The Street: “Selling With Twitter”

16 May 2018

Contributed by Lukas

One of the challenges sales professionals face when selling with Twitter is staying focused on the task at hand. There’s so much noise and there are...

TSE 833: How To Connect In Facebook Groups Without Being That One Person

15 May 2018

Contributed by Lukas

Facebook is a powerhouse social media platform. Its 2 billion users make it a great place to connect in Facebook groups and a great vehicle for target...

TSE 832: The Social Selling Experiment

15 May 2018

Contributed by Lukas

When you’re not making the progress you know you’re capable of, you have a choice to make: do you continue doing the same things you’ve always d...

TSE 831: Social Selling Is Not Working For You Because You Don’t Know How It Works

11 May 2018

Contributed by Lukas

If your company’s marketing strategy hasn’t evolved, you’re likely paying a high price for it. Furthermore, if you don’t understand social sel...

TSE 830: TSE Hustler’s League-“The New Guy”

11 May 2018

Contributed by Lukas

The Sales Evangelist Hustlers League brings sellers of all levels and all industries together for an online coaching program that will help them  bec...

TSE 829: Sales From The Street-“Being Small Doesn’t Benefit You”

09 May 2018

Contributed by Lukas

I spent too much time thinking small: failing to try new things for fear that I wouldn’t be good at them. It wasn’t until friends in my Mastermind...

TSE 828: How To Use Twitter To Grab Prospects Attention

09 May 2018

Contributed by Lukas

Depending on how you’re using it and what you’re trying to accomplish, Twitter is alive and well. In fact, Jared Easley, known as a “noticer,”...

TSE 827: Sales Basic 101…Keep The Relationship Going

08 May 2018

Contributed by Lukas

You don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purcha...

TSE 826: How to Creatively Capture Prospects’ Attention Through Videos

06 May 2018

Contributed by Lukas

Setting yourself apart from the pack can be difficult; it always has been. Now that sales professionals have access to video, it easier to allow your ...

TSE 825: TSE Hustler’s League-“Outreach Strategy”

03 May 2018

Contributed by Lukas

Without an outreach strategy or a plan, sales professionals run the risk of looking pushy. When we focus entirely on making money and closing deals wi...

TSE 824: Sales From The Street: “Take Matters Into Your Own Hands”

02 May 2018

Contributed by Lukas

The very best thing you can do for your sales pipeline is to get your content in front of your prospect even before they need it. The most effective w...

TSE 823: You Call That Social Selling?

02 May 2018

Contributed by Lukas

When I first discovered the idea of selling on social media, I wasn’t approaching it the right way. I assumed that social selling was as simple as p...

TSE 821: The Go-Giver: Influence

27 Apr 2018

Contributed by Lukas

Influence is the ability to move someone toward a desired action, but there’s much more to it. It’s the ability to draw people toward something in...

TSE 820: TSE Hustler’s League-“Shorter Emails”

27 Apr 2018

Contributed by Lukas

When you’re trying to capture your prospect’s attention through email, how do you know what to include? Many sellers in the early stages of their ...

TSE 819: Sales From the Street-“Networking Done Right”

25 Apr 2018

Contributed by Lukas

Most of the networking advice we hear is doomed to fail because it’s a story of one person in one situation. When we try to put their ideas into pra...

TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect

24 Apr 2018

Contributed by Lukas

Qualifying represents a vital piece of the sales process. Qualifying is perhaps the most underserved part of the process, and most of us are doing it ...

TSE 817: Selling Basic 101…Doing This Will Destroy Your Credibility!

24 Apr 2018

Contributed by Lukas

If a buyer doesn’t believe you’re credible, he won’t do business with you. Credibility takes time to craft, and it’s incredibly delicate and e...

TSE 816: Don’t Bore Your Prospects to Death!

20 Apr 2018

Contributed by Lukas

The battle for your audience’s attention is fierce, so you must ensure you don’t bore your prospects. Storytelling is the key to interesting prese...

TSE 815: TSE Hustler’s League-“Beef Up LinkedIn”

18 Apr 2018

Contributed by Lukas

Your LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your c...

TSE 814: Sales From The Street-“Stress Can Affect Sales”

18 Apr 2018

Contributed by Lukas

Sales professionals engage in a constant hustle and grind to achieve their numbers and meet their goals. What they may not understand is that the prol...

TSE 813: How To Use Your Wardrobe To Fake Confidence If You’re New To Sales

16 Apr 2018

Contributed by Lukas

If you’re new to sales, you may already lack confidence simply because you lack experience. On today’s episode of The Sales Evangelist, personal s...

TSE 812: Selling Basic 101…”How Come They’re Not Calling Back?”

16 Apr 2018

Contributed by Lukas

It’s frustrating to contact decision-makers and discover that they’re not calling back. You’ve got a great product, and you provide great servic...

TSE 811: How Do I Handle Objections?

13 Apr 2018

Contributed by Lukas

Your success as a sales professional depends largely on your ability to handle objections. Give up too quickly and you’ll miss an opportunity to dis...

TSE 810: TSE Hustler’s League-“You’re Not Like Us”

12 Apr 2018

Contributed by Lukas

We do business with people we know, like, and trust. When we connect with prospects, we increase the odds that they’ll feel that way about us. Often...

TSE 809: Sales From The Street-“My Creative Lazy Ideas”

11 Apr 2018

Contributed by Lukas

Sometimes the sales basics feel mundane. Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our ...

TSE 808: How To Gain Big Sales Wins Through Specific Repeatable Actions

10 Apr 2018

Contributed by Lukas

Big sales wins are virtually impossible when marketing and sales departments don’t work together. When the two entities align to use repeatable acti...

TSE 807: Selling Basic 101…They Are People Too!

09 Apr 2018

Contributed by Lukas

Before you do anything else, you must remember that your leads are people, too. Before you make any attempt to respond to a lead, or to qualify a lead...

TSE 806: The Salesperson Paradox

06 Apr 2018

Contributed by Lukas

The Salesperson Paradox requires sales professionals to shift their focus from selling something to the customer to helping the customer solve a probl...

TSE 805: TSE Hustler’s League-“Empathy”

05 Apr 2018

Contributed by Lukas

Sales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our custom...

TSE 804: Sales From The Street-“The Gig Economy”

04 Apr 2018

Contributed by Lukas

The gig economy continues to grow as more people discover the freedom  and control it provides. Gigs vary in duration and kind, and statistics sugges...

TSE 803: Can Being Funny Improve Your Rapport Building Skills & Negotiation?

03 Apr 2018

Contributed by Lukas

Sales professionals rarely use humor to improve rapport and improve negotiations. For some reason, when we walk through the doors at work, we’re all...

TSE 802: I’m Not Your Champion, Sis!

02 Apr 2018

Contributed by Lukas

You need a sales champion. You need someone on the inside of the prospective organization who can help you gain influence; someone who understands you...

TSE 801: How Clients Buy-A Practical Guide to Business Development

30 Mar 2018

Contributed by Lukas

Clients buy services differently than they buy products. Where products are frequently sold by features and attributes, services are sold on reputatio...

TSE 800: Some of The Best Tips From Over 800 Episodes Published

29 Mar 2018

Contributed by Lukas

Today’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast. I’ve pulled toge...

TSE 799: Sales From The Street-“Full Commission”

28 Mar 2018

Contributed by Lukas

For Phillip Washington, Jr., the transition to a full commission sales position was a no-brainer. It was stressful because he had a family to support....

TSE 798: The Psychology of Marketing & How It Relates to Your Conversion Rate

27 Mar 2018

Contributed by Lukas

Most businesses know their target audience. They probably know their customers’ pain points and they think they know how to influence their customer...

TSE 797: Sales or Company Culture-Which is More Important?

26 Mar 2018

Contributed by Lukas

It’s Sunday evening, and you’re dreading work tomorrow. You give your time, but not your heart, because you don’t feel like you’re getting the...

TSE 796: What Does It Mean to Become an Authentic Leader and How Do I Do It?

23 Mar 2018

Contributed by Lukas

Authentic leaders make themselves vulnerable. They value transparency and they connect with their teams. Authentic leaders understand that they must s...

TSE 795: TSE Hustler’s League-“Tailored”

22 Mar 2018

Contributed by Lukas

In today’s episode of The Sales Evangelist, we’ll show you how to use tailored email to grab your prospect’s attention. We’ll also show you ho...

TSE 794: Sales From The Street-“Don’t Be So Jealous, Bro”

16 Mar 2018

Contributed by Lukas

Sales professionals don’t like to admit it, but we’ve all felt jealous. When one member of the team is killing it while we struggle to close, rese...