The Sales Evangelist

TSE 1187: How Do I Deal With Unresponsive Inbound Leads?

23 Sep 2019

Contributed by Lukas

How Do I Deal With Unresponsive Inbound Leads? There are tricks on how to deal with unresponsive inbound leads. Dealing with people who come to your w...

TSE 1186: Write Your Company’s Obituary: Identify or Rediscover Your Company’s Purpose

20 Sep 2019

Contributed by Lukas

Write Your Company’s Obituary: Identify or Rediscover Your Company’s Purpose Having to write your company’s obituary sounds a bit morbid but the...

TSE 1185: Why Do Salespeople Talk So Much?

19 Sep 2019

Contributed by Lukas

When I asked The Sales Evangelist community what they wanted to know about sales, one of the questions that emerged was, “Why do salespeople talk so...

TSE 1184: Sales From The Street: "The Heart Flow Sales Process"

18 Sep 2019

Contributed by Lukas

Sales From The Street: "The Heart Flow Sales Process" Sales is a process and every salesperson has to master the heart flow sales process before expec...

TSE 1183: Modernizing the Software Demonstration

17 Sep 2019

Contributed by Lukas

Modernizing the software demonstration can help prospects better understand your product value and keep your digital buyers connected to your product ...

TSE 1182: How To NOT Ruin Relationships When Selling To Friends

16 Sep 2019

Contributed by Lukas

How to Not Ruin Relationships When Selling to Friends  Have you ever wondered how to not ruin relationships when selling to friends? This can be diff...

TSE 1181: 3 Things Leaders Do To Hurt Sales Rep Relationships

13 Sep 2019

Contributed by Lukas

3 Things Leaders Do To Hurt Sales Rep Relationships Sometimes, there are 3 things leaders do to hurt sales rep relationships and most times, they do i...

TSE 1180: Can I Classify My LinkedIn Leads As Inbound Leads?

12 Sep 2019

Contributed by Lukas

With all the focus on social selling, it can be difficult to determine whether you can consider referrals and connections that result in LinkedIn lead...

TSE 1179: Business Proposal Trends in 2019

11 Sep 2019

Contributed by Lukas

Business Proposal Trends in 2019 What are some of the business proposal trends in 2019 that you’ve used and that have worked for your industry? Tren...

TSE 1178: B2B Sales Optimization

10 Sep 2019

Contributed by Lukas

B2B sales optimization requires a longterm commitment to create quality content that will grow your audience and increase your success. Bill Bice, CEO...

TSE 1177: Our Inbound Leads Are Causing More Work Than Good Sales

09 Sep 2019

Contributed by Lukas

Our Inbound Leads Are Causing More Work Than Good Sales Often, you hear salespeople say, “Our inbound leads are causing more work than good sales.”...

TSE 1176: Specific Account-Based Sales Development Best Practices For The Modern, Social Sellers

06 Sep 2019

Contributed by Lukas

From account selection to sales plays, Jamie Shanks helps sales professionals understand and adopt best practices for the modern, social sellers. Jami...

TSE 1175: TSE Certified Sales Training

05 Sep 2019

Contributed by Lukas

Whether you’re learning it for your own work as a BDR or you’re preparing to help another seller, there are five important keys to help you succee...

TSE 1174: Failure is the Greatest Sales Lesson

04 Sep 2019

Contributed by Lukas

Sellers get knocked down plenty of times, but sometimes failure is the greatest sales lesson. Brad McDonald works with Sandler Systems which has 250 f...

TSE 1173: Three Great Closing Questions

03 Sep 2019

Contributed by Lukas

There are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effecti...

TSE 1172: Should I Start Off With Inside Sales or Outside Sales?

02 Sep 2019

Contributed by Lukas

Should I Start Off With Inside Sales or Outside Sales? Are you new to sales and asking yourself the universal sales question, “Should I start off wi...

TSE 1171: Helping Your Sales Team Perform Their Best

30 Aug 2019

Contributed by Lukas

Helping Your Sales Team Perform Their Best  I sat down with Fred Diamond at Podcast Movement 2019 to discuss the keys to helping your sales team perf...

TSE 1170: Sales From The Street: "Teach Them How To Educate"

29 Aug 2019

Contributed by Lukas

Sales from the Street: Teach Them How To Educate  Derek Badala frequently travels with sales reps to teach them how to educate the customer in an eff...

TSE 1169: Sales From The Street - "Think Like A Large Company CEO"

28 Aug 2019

Contributed by Lukas

Sales From The Street - "Think Like A Large Company CEO" Vicki Antonio is a business consultant and a life coach who helps small business owners think...

TSE 1168: Selling In Europe Vs. Selling In The USA

27 Aug 2019

Contributed by Lukas

Every sales transaction differs from the others, but when you're selling in Europe vs. selling in the USA, it's important to understand the difference...

TSE 1167: My Sales Reps Say They Are Too Busy...I Think This Is Crap!

26 Aug 2019

Contributed by Lukas

My Sales Reps Say They Are Too Busy...I Think This Is Crap!  Sales reps and sales leaders face a lot of challenges, and some sales reps say they are ...

TSE 1166: The Importance of a Strategic Network for Business and Career Success

23 Aug 2019

Contributed by Lukas

Many sellers overlook fundamental selling principles, but salespeople must learn the importance of a strategic network for business and career success...

TSE 1165: Why Getting a No is Not Such a Bad Thing and How to Accept it!

22 Aug 2019

Contributed by Lukas

Some people aren’t into the idea of rejection but actually, there are positive reasons why getting a no is not such a bad thing.  Francisco Terrero...

TSE 1164: Sales From The Street: "Should I Create Content on LinkedIn?"

21 Aug 2019

Contributed by Lukas

I saw a question on Reddit recently from a seller who wondered whether or not to create content on LinkedIn. The seller worried that writing about top...

TSE 1163: How Leaders Sabotage The Sales Process

20 Aug 2019

Contributed by Lukas

How Leaders Sabotage the Sale Process Sales leaders sometimes make mistakes that compromise deals, so understanding how leaders sabotage the sale proc...

TSE 1162: How to Effectively Coach Struggling Sellers

19 Aug 2019

Contributed by Lukas

Sales leaders must help their teams perform at peak levels, so they must start by understanding how to effectively coach struggling sellers.    I’...

TSE 1161: How To Run Better Meetings

16 Aug 2019

Contributed by Lukas

Meetings serve an important purpose in business so we must learn how to run better meetings to avoid the feeling that we are wasting our time.  Resha...

TSE 1160: How To Deal With Stress, Fatigue, Burn Out & Lack of Creativity

15 Aug 2019

Contributed by Lukas

Sales is a year-round activity with no off-season and no breaks, so it’s important for sellers to understand how to deal with stress, fatigue, burno...

TSE 1158: The Actions High-Growth Coaches Use To Motivate Their Teams

13 Aug 2019

Contributed by Lukas

While proper mindset is important, the actions high-growth coaches use to motivate their teams allow those teams to succeed in sales. Sarah Wirth work...

TSE 1159: Sales From The Street - "The Unicorn Seller"

12 Aug 2019

Contributed by Lukas

Sales from the Street - The Unicorn Seller    Jen is the unicorn seller and everyone is enchanted by her rainbow-colored sales skills. She has lots ...

TSE 1157: The Pipeline Hoax

12 Aug 2019

Contributed by Lukas

The Pipeline Hoax The American dream or the pipeline hoax? The American dream is about owning a home or a piece of property that belongs to you. But h...

TSE 1156: Why The Winners-Never-Quit Fallacy Is Preventing Your Success

09 Aug 2019

Contributed by Lukas

Some people believe that quitting is bad, but Dr. Stanley Robertson believes that the winners-never-quit fallacy is preventing your success. Dr. Stan ...

TSE 1155: When Should I Promote Someone?

08 Aug 2019

Contributed by Lukas

Your company continues to grow and you need leaders to guide your team, so you’re considering the question, “When should I promote someone?”   ...

TSE 1154: Sales From The Street - "Shoot the Donkey"

07 Aug 2019

Contributed by Lukas

Sellers often face obstacles in their sales process, and the need to remove them is sometimes referred to as the need to “Shoot the donkey.” Will ...

TSE 1153: Creating An Authentic Personal Brand

06 Aug 2019

Contributed by Lukas

Creating an authentic personal brand is important because everything that we develop in business is based on creating a personal brand. As sales reps,...

TSE 1152: Managing Tasks as a Leader

05 Aug 2019

Contributed by Lukas

Managing tasks as a leader is difficult because all the tasks are urgent and you have the internal battle of deciding which tasks need your attention....

TSE 1151: Respected Leadership Traits

02 Aug 2019

Contributed by Lukas

Every person in every industry can improve a little bit every day by focusing on self-improvement and developing respected leadership traits. Whether ...

TSE 1150: How To Show Your Team You Care!

01 Aug 2019

Contributed by Lukas

Some sales teams complain about everything from marketing to CRM and comps, but if you develop the ability to show your team you care, you’ll overco...

TSE 1149: The Power of "Cause Marketing"

31 Jul 2019

Contributed by Lukas

Supporting a cause as part of your business model can help you establish your brand and create a personality for your company, and “cause marketing”...

TSE 1148: How to Build a Championship Sales Team

30 Jul 2019

Contributed by Lukas

Whether you’re a brand new sales rep, a sales leader, or an experienced seller, the key to success relies on your ability to build a championship sa...

TSE 1147: Why I Love Calendly

29 Jul 2019

Contributed by Lukas

The Sales Evangelist team understands the challenges in coordinating calendars and that’s why I love Calendly. This tool is perfect for ensuring tha...

TSE 1146: 3 Core SEO Principles To Help Increase Your Inbound Sales

26 Jul 2019

Contributed by Lukas

There’s no greater gift you can give to a seller than leads so we’ve uncovered 3 core SEO principles to help increase your inbound sales.  We’r...

TSE 1145: Flip the Script

25 Jul 2019

Contributed by Lukas

Many sellers rely on old ideology to engage their customers without realizing that if they flip the script, they can set the rules for the sale instea...

TSE 1144: Tools To Generate Quality Leads On Demand

24 Jul 2019

Contributed by Lukas

If you ask sellers what they want more of, the second most popular answer will be quality leads, and the good news is that there are plenty of tools a...

TSE 1143: Building a Culture of Empathy and Accountability

23 Jul 2019

Contributed by Lukas

Building a Culture of Empathy and Accountability   Every organization needs a culture of empathy and accountability no matter what it’s doing. Some...

TSE 1142: 5 Reasons Gmail Is The Best Email Tool For Sellers

22 Jul 2019

Contributed by Lukas

Many of us start our day with emails, and knowing that, The Sales Evangelist team has outlined 5 reasons why Gmail is the best email tool for sellers....

TSE 1141: The Fundamentals of Visnostic Selling

19 Jul 2019

Contributed by Lukas

Visnostic selling translates your information from vendor-speak to client-speak, and sellers who understand the fundamentals of visnostic selling will...

TSE 1140: Horror Stories of a Traveling Seller

18 Jul 2019

Contributed by Lukas

You likely have your own horror stories of a traveling seller, but you can use technology to streamline your process and free your time for sales.  K...

TSE 1139: Sales From The Street - "Don't Give Up So Easily"

17 Jul 2019

Contributed by Lukas

Some companies will be harder to connect with than others, but sellers who don’t give up so easily may find that an intentional approach can overcom...

TSE 1138: How To Close A Deal With A Prospect Who Goes With Your Competitor

16 Jul 2019

Contributed by Lukas

If I’m working with a prospect who unexpectedly decides to hire a different company, it might sound impossible, but it’s possible to close a deal ...

TSE 1137: What Tool Should I Use For Video Conference Calls?

15 Jul 2019

Contributed by Lukas

The Sales Evangelist podcast features experts from all over the world, and Zoom helps us bridge the distance for video conference calls without added ...

TSE 1136: How HubSpot Grew From 150-1500 Individuals!

12 Jul 2019

Contributed by Lukas

Whether you’re a sales rep or a sales leader, a sales manager or a business owner, we can learn valuable lessons from the study of how Hubspot grew ...

TSE 1135: TSE Certified Sales Training Program - "Presenting In Person"

11 Jul 2019

Contributed by Lukas

Your closing process will often require you to speak to a board or a group of people about your product or service, and you must provide value to your...

TSE 1134: From The Street: "Why, Even With Social Selling, Cold Calling is NOT Dead"

10 Jul 2019

Contributed by Lukas

Time often brings a great deal of change, and some ideas don’t survive the passage of time; though there are people who don’t believe it’s true,...

TSE 1133: Changing Rules for Sales Tools

09 Jul 2019

Contributed by Lukas

The sales landscape has changed as buyers have gained access to more information, and the result for sellers is changing rules for sales tools.  Subh...

TSE 1132: My New Planning Tool

08 Jul 2019

Contributed by Lukas

Sellers must work to effectively plan their activities in order to accomplish the important tasks in their days, and since I’ve struggled with the s...

TSE 1131: The Importance of Data in Sales

05 Jul 2019

Contributed by Lukas

Sellers that don’t have good data will struggle to repeat their success so we must recognize the importance of data in sales.    Kyle Morris opera...

TSE 1130: TSE Certified Sales Training Program

04 Jul 2019

Contributed by Lukas

Today we’re celebrating our country’s independence and the freedom of religion and freedom of speech that we enjoy, but sometimes sellers relinqui...

TSE 1129: Sales From Street: "Better Selling Through Storytelling”

03 Jul 2019

Contributed by Lukas

Instead of pushing your message out to your prospects in hopes that they’ll latch on, sellers can make their message magnetic and practice better se...

TSE 1128: Developing A Go-Giver Strategy!

02 Jul 2019

Contributed by Lukas

The most financially profitable way to do business is to shift your focus from getting to giving, and by developing a Go-Giver strategy, you’ll cons...

TSE 1127: Sales Tools Can't Replace You!

01 Jul 2019

Contributed by Lukas

Sometimes sellers trust too much of our sales process to autopilot, and we lose sight of the fact that even the best sales tools can’t replace you. ...

TSE 1126: The Keys to Becoming a Successful Enterprise Sales Rep

28 Jun 2019

Contributed by Lukas

The sales landscape is always changing but by gathering insights from other sellers we can determine how to handle major challenges when selling.   ...

TSE 1125: Harnessing LinkedIn to Develop a Consistent Stream of Quality Leads

27 Jun 2019

Contributed by Lukas

If you’re not already harnessing LinkedIn to develop a consistent stream of quality leads, you’re missing out on more referrals, possible testimon...

TSE 1124: Sales From The Street: "The Fundamentals of Sales Outreach"

26 Jun 2019

Contributed by Lukas

Many sellers have a tough time with outbound sales, so we’re spending the month of June focused on the topic, and today we’re specifically address...

TSE 1123: Tactically Leveraging Relationships to Land Your Biggest Customers

25 Jun 2019

Contributed by Lukas

Many sellers assume that experience makes them good at building valuable relationships, but there’s an art to tactically leveraging relationships to...

TSE 1122: Don't Forget To Ask!

24 Jun 2019

Contributed by Lukas

Sellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral. ...

TSE 1121: Your Price Is Right: How to Stand Your Ground Against the Lowest Bidders and Protect Your Margins

22 Jun 2019

Contributed by Lukas

 We’ve all encountered price wars against the lowest bidder, but today we’re going to talk about how you can stand your ground, protect your marg...

TSE 1120: How To Build a Brand Online and Leverage it for Rapid Sales Growth

20 Jun 2019

Contributed by Lukas

Every sales professional and entrepreneur needs a profitable brand, and the key is to build a brand online and leverage it for rapid sales growth.   ...

TSE 1119: Sales From The Street: "Omnichannel Outreach"

19 Jun 2019

Contributed by Lukas

We consume information from a variety of platforms, so we have to connect with prospects from different angles using **omnichannel outreach**. We have...

TSE 1118: 5 Things to Look For When Choosing Your Market

18 Jun 2019

Contributed by Lukas

In order to succeed in business long-term, choose a market with room to grow, and consider these 5 things to look for when choosing your market. Ryan...

TSE 1117: How To Effectively Use Networking Events In Your Sales Outreach Efforts!

17 Jun 2019

Contributed by Lukas

We’ve all encountered the guy who attends events just to see what he can get for himself, but there are ways to effectively use networking events in...

TSE 1116: How to Produce A 56% Lift In Cold Email Responses With Video vs Plain Text

14 Jun 2019

Contributed by Lukas

Ethan Beute from BombBomb equates good marketing to selling by teaching, and he explains how you can generate a lift in cold email responses with vide...

TSE 1115: Incentivize Them To Sell

13 Jun 2019

Contributed by Lukas

Sellers often seek the path of least resistance, and if your programs aren’t designed to incentivize them to sell, your sellers may game the system...

TSE 1114: Assessing Curiosity To Optimize The Performance of Outbound Sales Reps

12 Jun 2019

Contributed by Lukas

Asking questions and learning about the client is an accepted part of sales, but the key is assessing curiosity to optimize the performance of outboun...

TSE 1113: Leveraging Sales Incentive Data to Increase Performance and ROI

11 Jun 2019

Contributed by Lukas

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI.  Jason Atkin...

TSE 1112: Sell Me This Pen!

10 Jun 2019

Contributed by Lukas

You’ve likely heard the scenario before where an interviewer asks a seller to “Sell me this pen,” but how much value does this approach offer?? ...

TSE 1111: What Are Key Metrics to Track In Your Outbound Strategy?

07 Jun 2019

Contributed by Lukas

We're talking about key metrics this month, and today Shawn Finder talks about the key metrics to track in your outbound strategy that will help you b...

TSE 1110: What Companies Get Wrong When It Come To Sales Enablement

05 Jun 2019

Contributed by Lukas

Many people get sales enablement wrong because they have different concepts and ideas about what it actually is. Roderick Jefferson began his sales...

TSE 1109: Leading With Your Flaws

05 Jun 2019

Contributed by Lukas

It seems counterintuitive in sales, but leading with your flaws can shorten the sales cycle and disarm your customers, ultimately leading you to bette...

TSE 1108: How to Use Humor In The Sales Process

04 Jun 2019

Contributed by Lukas

Humor takes away tension and sellers who use humor in the sales process can increase efficiency and improve effectiveness. Andrew Tarvin realized over...

TSE 1107: Are You Ready and Prepared?

04 Jun 2019

Contributed by Lukas

Sellers who want to succeed must ask themselves a vitally important question: Are you ready and prepared to have a value-rich conversation? I recently...

TSE 1106: Why Assessing Value Is Not As Simple As It Sounds

31 May 2019

Contributed by Lukas

Value is in the eye of the buyer, and because assessing value is not as simple as it sounds, companies often get this wrong. Ken Rutsky specializes in...

TSE 1105: Growing Your Business and Creating Value

30 May 2019

Contributed by Lukas

During our time at the Florida State Minority Supplier Development Council's expo, we've met a number of people who understand the secrets behind grow...

TSE 1104: What Are The Secret ScaleUPSuccess Strategies?

29 May 2019

Contributed by Lukas

The same secret scale up success strategies that help entrepreneurs grow their businesses to the next level will benefit individual sellers who recogn...

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.  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 - You’re 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 Isn’t 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...