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

  Many of us start our day with emails, so knowing that The Sales Evangelist team has outlined 5 reasons why Gmail is the best email tool for sellers.  Multiple functions  Google’s Gmail [...]

TSE 104: Secret Nuggets In Lost Opportunities

No, sometimes you are going to get this from a customer. Even worse sometimes the deal you have been working on for months will be awarded to another company. To most sellers this is devastating [...]

TSE 102: Why Selling Into LARGE Accounts Is Better Than Small Accounts.

In this episode I share my personal thoughts on why I feel selling into LARGE accounts is better than smaller ones. I’ve had the privilege of working with both and the overwhelming [...]

TSE 100: Sales Healthy Part 3: “Results Will Come Over Time!”

This is the last of the three-part series of Sales Healthy in getting started with this upcoming new year, 2015, as we talk about things we can do to get started and to see some success, goals [...]

TSE 099: Getting Sales Healthy Part 2: “Focus & Set Incremental Goals!”

This is part two of what I have learned from my crazy running experience, which actually ties into the concept of sales. And I think this would be an opportune time to discuss this matter [...]

TSE 098: Getting Sales Healthy Part 1: “Getting Started”

Christmas was here and now it is gone. Man did we have a great Christmas! We hope you did as well. As the New Year starts we tend to start off a list of resolutions that we want to accomplish for [...]

TSE 097: One Simple Activity That Will Increase Your Post Sale Effectiveness!

Statements of work (SOW). That is the one simple activity that can increase your post sales effectiveness and also help you tremendously in your prospecting efforts. I know, it sounds simple and [...]

TSE 093: Why Breaking Promises With Buyers Will Hurt Your Sales Every time.

During this episode I will go over why breaking promises with your clients or prospects will hurt your business. Why breaking promises will hurt you: People will buy from those they know, like [...]

TSE 090: Building A Bullet Proof Sales Professional Mindset

In sales, rejection is always part of the game. Whether you like it or not, there will come a point in your sales career where a client will reject you in one way or another. How do you handle [...]

TSE 089: The Most Unexpected Thing I am Thankful For!

Happy Thanksgiving everyone! During this episode I reveal one of the most unexpected things I am thankful for. Can you guess what it is? Well, obviously I am grateful for the usual things such as [...]

TSE 087: 4 Strategies You Must Do To Close Out The Fourth Quarter Successfully!

This is the final countdown! Indeed, this is a crucial time not only for your pipeline, but also, for your business. The key is to focus, focus, focus! Here are 4 Strategies to help you close out [...]

TSE 085: Three Reasons Why You Are Not Closing Enough Deals!

Having played soccer in my neighborhood as a kid, middle school, high school, and even in college, I can see how the game of soccer can be incorporated into the way we do sales effectively. Here [...]

TSE 083: How To Avoid Contract Hell!

“Contract hell”…. This is the one place that no seller wants or needs to be. Believe me, I have been through it and it is not a pleasant place to be. During this episode, I will explain [...]

TSE 079: Is Opportunity Hoarding Killing Your Closing Rate?

So, several years ago my wife introduced me to a TV show on TLC (Opps, I said HGTV on the episode instead of TLC) called Hoarders. I am sure you have seen it or heard of it before. The people on [...]

TSE #077: How To Handle Pricing Questions Early In The Sales Process

During this episode I answer questions that are often brought up by sellers in regards how to handle the situation when your customer is trying to bring up pricing too soon. I feel that one of [...]

TSE 073: 3 Important Things To Remember When Team Selling!

We have all experienced this before right? You go on a sales call with a business partner, a sales engineer or even your manager (that’s a whole other episode in it self). But you are also [...]

TSE 064: Don’t Let Your Prospects Do Mental Gymnastics!

Picture this, you are at a trade show or networking event and are having a really good conversation with a sales professional. You find out that her kids go to the same school as your kids and [...]

TSE 062: One Major Thing Most Salespeople Hate About Sales!

One of the big plagues for sellers is taking notes or updating accounts in their CRM (Customer Relations Management). Many of us love to visit with clients and prospects to learn their [...]

TSE 060: You Are A Sales Professional….Stop Trying To Be A Psychic!

Okay, I got to admit something to you. At one point in my sales career I thought I was a psychic! Well, not exactly, let me explain further. As a new seller I always assumed and tried to predict [...]

TSE 057: Showing Up and Throwing Up Does NOT Work!

One of the major challenges that I faced as a new seller was my over excitement for the products and services that I sold. As you can tell, I get pretty excited about things that I find valuable. [...]

TSE 055: Is There a Proper Way to Ask For a Referral From a Client?  

A few episodes back I mentioned the power of asking for referrals from everyone, even prospects. Now, granted the quality of a referral from a prospect may not always be the strongest avenue to [...]

TSE 053: At Least 1 of 4 Things You Should Get From EACH Prospecting Call!

During this episode I am going to go a little personal and share something that I learned early on in my sales career as a novice seller. You see, when making prospecting calls I use to think [...]

TSE 051: Does Standing Up When Making Phone Calls Make A Difference?

Have you ever wondered if standing up while making phone calls is effective or not? Well, you are not the only one. I find that many people have that similar question. That is why I created this [...]

TSE 046: How To Ask Questions To Gain Trust

Have you ever been asked a very thought provoking question that really grabbed your attention and made you think? Or, have you ever replied to a question “that’s a great question, I have never [...]

TSE 044: “Can You Send Me Some Literature?”

We have all heard this before “can you send me more literature”? Well, in this episode I share some tips on things you can do when approached with this question. In my experience as a young sales [...]

TSE 040: How To Be Successful In A Negative Environment

Some organizations have an amazing environment to work in and others sometimes tend to be not so ideal to work in. During this episode I discuss my thoughts on working in a negative environment. [...]

TSE 038: How To Prepare For A Sales Job Interview

During this episode I answer a question frequently proposed to me by our listeners.They’re looking for sales job or preparing for an interview. Many folks ask how can I best prepare for an [...]

TSE 033: How To Maximize Your Time As A Sales Professional

It’s GAME TIME! Using your time wisely is very important. In this episode I talk about the importance of scheduling your time properly with your prospects. As a salesperson, how you schedule your [...]

TSE 031: The Power Of A “Closed File”

Do you have prospects that just don’t go anywhere? Or how about prospects that just linger around not making a final decision on closing the deal or not? In this episode I teach you have to [...]

TSE 028: 1 Simple Secret That Will Help You Schedule More Appointments!

Not getting enough appointment with your prospects? Well fear not, I am here to tell you the secrets of getting more appointments and eventually convert those prospects into clients. The secret [...]

TSE 024: The 3 Most Crucial Elements Of A Sale!

So the first quarter came and went and some individuals are worried that they did not hit their goals or quota. Now, the reasons may vary and may not all be related to one particular thing. [...]

TSE 23: What’s The Power Of Klout? with Terry Brock (@TerryBrock & @jaredeasley)

Have you heard about Klout? Most people out there may not have a vast knowledge of this new and growing social media measuring too. But I know two experts who do, Terry Brock and Gina Carr! Terry [...]

TSE 22: The Power Of A Customized Thank You Note!

Thank You! These are two of the most important words in the English language, and so often over used, without true meaning. But, when it is used properly, with true appreciation and meaning its [...]

TSE 018: What Can I Do To Offer A Great Sales Presentation?

During this episode I answer a question regarding what it takes to offer a great sales presentation. This is a question that most sellers and entrepreneurs ask because they feel it is a crucial [...]

TSE 016: Never Hit Your Prospects with The Okey-Doke!

So you must be asking yourself, what is the Okey-Doke? Well, in this episode I reveal exact what it its, why you should never do it but if you do, I provide guidance on how you can remedy the [...]

TSE 012: The Easiest Sales Opportunities to Close Are?

Have you ever wondered what are the easiest sales opportunities to close? Well, in my experience, I feel those are unsolicited referrals! Think about it, if you were in need of a product or [...]

TSE 010: Networking 101 With Donald Kelly

Networking is a very critical role for any sales representative, but many people do not know how to effectively do it. Over the next two weeks I have two amazing guests who will share their [...]

TSE 008: Can Anyone Sell?

Can anyone sell? In this episode I address a question I discussed recently with some friends regarding my views on selling. You see, so many people feel that it is difficult to sell. Some say you [...]

TSE 006: Quick, Easy Way To Overcome “The Undecided Prospect”

Don’t you just dislike that lukewarm, super nice, undecided prospect who doesn’t know how to tell you no? You know the type, they feel bad “letting you down” so they drag the already endless [...]

TSE 004: Follow Up Lesson I Learned From a 14 Year Old

Hey everyone! Welcome to another great episode of the Sales Evangelist podcast. During this episode I reveal the new format of having two episodes weekly. The first episode will be shorter and [...]