TSE 1080: TSE Certified Sales Training Program – “Discovery Meetings”

Building value is a critical part of any sales process, and the discovery meeting is an important step in that process. How much should you prepare for the discovery meeting beforehand? What [...]

TSE 1073: Throw Away Your Sales Script And Do More Creative, Engaging Selling

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, engaging selling, you’ll increase your [...]

TSE 1053: How To Effectively Map And Create Multithreaded Relationships In Enterprise Deals

Sales constantly evolves and sellers who want to be successful must effectively map and create multithreaded relationships in order to close more deals. Peter Chun talks today about the [...]

TSE 632: Stop Selling and Start Finding Problems

Still focused on trying to get a sale? Perhaps it’s about time to change that mindset and instead direct your attention to solving your customer’s problems. Today’s episode will [...]

TSE 566: Why You Will Probably Lose Your Next Big Deal (And How To Avoid It)”

No one in the right mind would like to lose a sales opportunity. My guest today, Mark Cox, is going to teach you specifically why you will probably lose your next big deal and how you can avoid [...]

TSE 558: Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges

At various points in our sales cycle, we could encounter really tough challenges to the point that we feel stuck or the deal is stuck. And more often than not, we resort to giving up. But how do [...]

TSE 539: Sales From The Street: “This Is How You Discover!”

Building value is one of the most essential tasks we have as sellers. In order to do that, you have to make sure the discovery part of your sales meeting is done perfectly. Today’s guest is [...]

TSE 344: Sales From The Street-“Ask Questions”

Today, we’re going to talk about the power of qualifying, which means asking questions and asking the right questions so you become more efficient and you save much wasted time out of failing to [...]

TSE 331: How To Discover The Core Challenges When Meeting with Prospects

Oftentimes, it can be quite difficult to discover the core challenges of prospects because these could be covered by superficial reasons that the real problem remains unknown to you. Failing to [...]

TSE 294: Sales From The Street-“Be of Service”

Breaking down the barriers between you and your clients is a tough challenge you need to overcome because that’s how you get some deals to be closed. Today’s guest on Sales from the Street is [...]

TSE 284: Sales From The Street- “Be Flexible and Nimble”

One of the key traits of a successful salesperson is being flexible, which means you’re able to pivot as needed to suit your customer’s needs… not yours. This means being able to read [...]

TSE 234: The Three Value Conversations

Today I have the opportunity of interviewing Tim Riesterer, one of the authors of  “The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the [...]