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Venture capitalists, Judy Robinett, Donald C. Kelly

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

Venture capitalists, Judy Robinett, Donald C. Kelly

Many sellers overlook fundamental selling principles, but salespeople must learn the importance of a strategic network for business and career success in order to become proficient in our jobs. 

Judy Robinett is an advisor to Springboard, an incubator that helps women founders, with great statistics of 19 IPOs and 165 strategic sells. Judy loves educating people and meeting entrepreneurs and helping them with connections. 

She wrote the book, How to Be a Power Connector, a bestseller in 2014, and she recently published another book called Crack the Funding Code: How Investors Think and What They Need to Hear to Fund Your Startup. It’s a book that tells us how investors think and what they need to hear to fund your startup. 

The beginning

Judy worked as a social worker but she didn’t stop there. She explored her options and opportunities after making some bad decisions like starting her own franchise restaurant. In time, her business failed and she had to sell it.

She worked with a then-unknown company called Skullcandy® when they were broke and had a quarter of a million dollars in revenue. She helped the company build its credibility and bring its revenue up again. That fueled her interest in startups and she became an investor herself. Fast forward to now, she’s a managing director at Golden Seeds

Crack the funding code

Many great entrepreneurs in the U.S. don’t understand the facts. For one, there’s no lack of money. In fact, there’s $318 trillion of private global wealth. These entrepreneurs don’t understand the players: there’s private equity that are all investing into startups as well as the sovereign wealth funds that manage 10% of the global GDP. 

The book Crack the Funding Code is an easy-to-follow roadmap on how to find and pitch investors. The book’s appendix has term sheets, actual pitch decks, and other relevant research information. It is a book that will educate entrepreneurs because these people can change the world. 

Lessons in mistakes

Entrepreneurs take calculated risks. Along the way, missteps create lessons waiting to be learned. Judy’s bankruptcy lawyer said of her failed franchise restaurant, “They can break you but they can’t eat you.

Judy learned to kick fear to the curb and understand that there’s no lack of resources in the world because resources are connected to human beings. It is true that sales are critical in finding and catching investors. It’s also important in catching the customers. Entrepreneurs must learn to navigate in their mistakes. 

They need to figure out how to get investors to figure out how to find customers. 

Funding mindset 

Howard Stevenson, known as the Lion of Entrepreneurism at Harvard, wrote a book on how to be an angel investor. His book talked about how you can set yourself apart from everybody else. In order to be perceived as a high-potential startup:

  • Be clear on your exit strategy and the comparables because investors want to get their money back. 
  • Mitigate risks as viewed by the investors. 

It is good for startups to put high-powered people in their advisory board to help build their credibility, especially if the CEO hasn’t done a startup before. In the VC investing world, people talk about adult supervision. This is critical because you want to have reliable people in your team with deep industry expertise who can open doors to money, media, and other resources that you might need. 

Getting investors is more than just being good and being able to produce something. 

One of the most common mistakes entrepreneurs do in their pitches is the way they focus on technology and explain the details at length. Investors, however, care less about that. Harvard researchers found that the average amount of time people spend looking at a particular slide is 11 seconds. Financial slides, however, get 23 seconds worth of attention.

Investors look for a team that can execute to a big enough market, the total addressable market (TAM). 

Three C’s

Arthur Rock was the first venture capitalist who started the industry in Silicon Valley. He said that if somebody comes to him with a B product but with an A team or an A product but with a B team, he’d always go for the A-team. This means that investors invest in the team that can execute. 

So, the first C is you need to be coachable. We all have that blindspot of not knowing what we don’t know. It’s important to come across as coachable rather than arrogant. If somebody asks you about something that you don’t know, then be upfront and tell that person that you’ll get back to him. Then ask for help to show that you are coachable. 

The second one is having a level of confidence. You are selling your concept, your company, and how you’re going to grow it to the investors so a level of confidence is important. 

The third one is character. Howard Stevenson said in his book that when he hears an exaggeration or half-truth, he runs away instead of walking so that he won’t lose money. Investors have a way of looking at your character in a substantial way. 

Be coachable 

The moment we say that we don’t need more information is the moment that we stop growing. When we stop learning and stop being coached, we also stop progressing and growing. 

A sales rep who has been selling for 10 years and who stops reading books about sales is stuck in the same way that an entrepreneur who stops needing advice is stuck. 

Businesses fall short because entrepreneurs stop growing and because they don’t have a board of advisers to tell them the truth or advise them what to do.  

CB Insights did a post mortem of 101 startups and one of the problems they found was the inability to learn and pivot. Clayton Christiansen, an expert on innovation at Harvard, said that 75% of startups pivot. Viagra didn’t start out being used the way it’s used today, but the nurses noticed a side-effect.

Everybody must be in an exploration of finding out what you don’t know because that’s where growth happens. 

The obstacle is a gift. Run to your obstacle much like David running toward Goliath. Understand that every time you have a vision, Goliath shows up so you must master how to learn and pivot. 

There are two words that mean fear: the first refers to being terrified, and the second is the sense of awe and wonder. This happens when you step out of your comfort zone. 

You need to reframe your fear and deal with it. 

Network your way to the right investors 

It is critical to be in the right room. Judy met a founder who was trying to get investors in Salt Lake City for her company but she was in the wrong room because she wasn’t Mormon and she was a woman. Judy took her to Boston and San Francisco where she closed deals and then sold her company for millions

There are specific groups of investors. First, you start with your family, then your friends, then your credit cards, and you move up to the angel investor, the seed round. There are 400 angel groups in the U.S. and $317 trillion in private global wealth. There is no lack of money here. There’s also the governmental fund, the sovereign wealth fund. It is important that you know which group to go to. 

You can find them via searching in Google, by going to pitch events, or by asking top lawyers and bankers who work with startups. 

Do not forget to ask them the two golden questions: 

  • What other ideas do you have for me?
  • Who else do you know that I should talk to?

On average, people know between 600 and 1,000 people. You don’t have to know tons of people; you need the right people to get in the right room. 

Another good way to build your network is to find your way to private curated events and talk to people.  Let them know what you do. You can also ask them their opinion and who they know that you ought to be talking to as well. You’d be surprised at the number of people who are happy to help but you need to learn to ask. 

This is particularly difficult if you are from the lower to middle class where you’re taught to keep your head down, get a degree, work hard, and don’t ask for help because people would notice. In truth, people do not notice. 

According to research in Denmark, 5% of people in any corporation or organization are the true influencers and power brokers. Those are the people that you need to get to know.

Delivering a compelling pitch

You need a concise, compelling narrative. Dick Wilson, a VC who has had $1billion exit every year for the past five years, was asked how to create a compelling pitch. He said that it’s important to be concise, be compelling, and have passion. 

You want to get to the second date so don’t spill all the details or all the financials because your job is to get those people to be interested in you and start doing due diligence. John Livesay, also known as Pitch Deck Guru, is a great man who can help you out with your compelling stories.

Research often suggests that the majority of startups fail but that data is inaccurate. Hard research shows that about 50 percent fail because the owners aren’t willing to learn. 

Reasons startups fail

Phil Graham, one of the Y Combinator founders, said that there are two reasons why startups fail:

  • lack of customers 
  • lack of sales 

One of the Dropbox founders said that before he started Dropbox, he didn’t know anything about sales engineering and product development. He bought the top three books in each of those areas, and he got an advisory board. Simply put, you don’t have to be brilliant and smarter than everybody else. 

Don’t fail your startup. Use the two golden questions and start reaching out to strangers. Open your mouth and ask. Investors are everywhere and they need startups, too. They need to put their money into entrepreneurs’ startups so a little leg work and some networking is helpful. Go to the National Venture Capital Association and the National Angel Association to find lists of everybody. 

Do your homework and do your due diligence on the investors. 

“The Importance of a Strategic Network for Business and Career Success” episode resources 

Stay in touch with Judy via email, judy@judyrobinett.com, and her LinkedIn account. You can find the documents she mentioned in the episode here and here

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

This episode is brought to you in part by TSE Certified Training Sales Program. A course to guide sales reps and sales leaders to become better in doing their pitches and presentations. It has 12 courses to help you find the right customers, ask the right questions, and close great deals. You can get the first two modules for free! 

Or you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

Thank you for tuning in and if you liked this episode, do give a rating and review on Apple Podcast, Google Podcast, Stitcher, and Spotify

Audio provided by Free SFX and Bensound.

Lauren Cohen, Small Business

TSE 1104: What Are The Secret Scale UP Success Strategies?

Lauren Cohen, Small BusinessThe same secret scale up success strategies that help entrepreneurs grow their businesses to the next level will benefit individual sellers who recognize their territories as their own business.

Lauren Cohen works with foreign investors to find the right business opportunities, make the right investments, and get and keep their visas. She discovered along the way that many of these people didn’t pay a lot of attention to their business structures and that the same was true of American business people.

7 Steps Scale Up Success Strategy

Lauren characterizes her role as creating a GPS for your business, but you have to have a destination. You can’t tell your GPS that you don’t know where you’re going.

These 7 areas of a business’ foundation can result in disaster if they are overlooked.

  1. Funding in capitalization. Without the right capital, or if you’re under-funded or under-capitalized, it doesn’t matter how great your business idea is, you’re going to fall apart.
  2.  Business planning. If you don’t have a business plan and an exit strategy, you don’t begin with the end in mind.
  3. Branding and marketing. Building your brand is part of your foundation but it doesn’t exist independent of all these other elements, and marketing is part of branding.
  4. Legal and compliance. Without a legal structure in place, which so many business owners don’t have, you’re risking your family and everything you have.
  5. Financial and taxes. Everyone knows what that is all about.
  6. Operations and systems. Without systems, you can’t repeat your success.
  7. Insurance and licensing. If you don’t have insurance and someone sues you, you’ve got nothing to protect you. Without the right licenses, you can be shut down.

Know your area

You cannot be an expert in every area, so Lauren’s number one tip is to stay in your lane. You don’t know what you don’t know. Figure out where your gaps are and then allow someone who is an expert to oversee the process.

She suggests a 3-step process to assess your company.

  • Assess
  • Diagnose
  • Deliver

Diagnose the issues and then fill the gaps you identified in the process.

Exit strategy

Lauren related the story of a client who wanted to exit her business within five years so she needed an exit strategy. She needed a strategy to get from where she is to where she needs to be.

She wants to sell to one of four parties but she doesn’t want to sell at a discount on her dollar. Rather, she wants to sell at the highest possible dollar amount. In order to do that, she needs to increase the profits.

That’s where the various elements of branding, compliance, taxes, operations, and all these other components become important because they will help the business owner get more value at the time of exit.

Funding and capitalization

It sounds crazy, but if you ask someone to invest $100,000 in your business, they are going to laugh at you. If, on the other hand, you ask for $5 million, they’ll suddenly believe that you’re serious. The problem is that there’s no ROI for $100K.

The cost of obtaining the money is so high that it’s not even worth it for them to pursue it.

Financial and taxes

This one is easy. If the IRS is after you because you haven’t paid your taxes, get them filed. You may pay penalties but at least you’ll be up-to-date.

Legal and compliance

Legal and compliance include your corporate record books, which everyone should have. Some companies don’t even have the corporate entity which is a whole other story.

Make sure you have a corporate record book that’s affiliated or associated with that entity. Hold a meeting each year and record the minutes in that record book.

Reflect all the changes to shareholders and bank accounts in your records.

She estimates that 70 percent of businesses don’t keep their record books up to date. If you try to sell your business or you end up in litigation, you’ll need that book.

Building and scaling

It’s vitally important to have all of these considerations in mind as you’re building and scaling your business. If you find a potential strategic partner who wants to help you build your business but he discovers that you don’t have all your contracts in place, the deal will fall apart.

If you have the wrong documents, you’re potentially setting yourself up for liability.

Don’t try to do this alone. Consult with a professional. Everybody avoids hiring a lawyer or a professional for fear of getting the bill at the end. But it’s better to get the bill now than to get a larger bill later.

“Scale UP Success Strategies” episode resources

Grab a copy of Lauren’s book Finding Your Silver Lining In the Business Immigration.

You can take a copy of her quiz at showmethemoneyquiz.com. It’s quick, free, and fun and it will give you access to schedule a call with her. You can also find her on Facebook @scaleupcheckup or on LinkedIn @scaleupcheckup. You can also reach her directly at (866) 724-0085 or info@scaleupcheckup.com.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.


Shane Spiers, Donald Kelly, Strategic Planning, Sales Training

TSE 995: TSE Certified Sales Training Program- “Strategic Planning”


Shane Spiers, Donald Kelly, Strategic Planning, Sales TrainingStrategic planning isn’t only for entrepreneurs: Shane Spiers says sales reps must know where they are headed and what the team’s common purpose is.

Strategic planning helps sales reps work better as part of a team and achieve more.

Originally from New Zealand, Shane now calls the UK home. It is where his career has grown to what it is today. His record is dominated by leading and scaling 7, 8 and 9-figure rapid growth companies, mostly in real estate, construction, and service-based businesses.

Shane created Summit Leader to help 7-figure entrepreneurs scale with an 8-figure growth model. His focus is helping businesses scale from entrepreneurial to managed growth. [00:29]

Approximately 96% of businesses earn less than $1 million in revenue. Of the 4% that make it past a million, only 10% make it to $10 million.

With only .4% of businesses reaching the $10 million mark, Shane hopes to have an impact by producing more 8-figure businesses. [01:20]

A common goal

As a business moves from entrepreneurial to managed growth, the management, leadership, and logistical challenges become quite different.

The startup ways of working can hinder a business rather than advance it.

Shane has been down the path many times before. He understands the importance of including sales reps in the process of strategic planning to grow a company.

Whether you are a business owner, team leader, or part of a team, it is important to understand what the company stands for and what it believes in.

It is important to know the common goal and your purpose in achieving it.

A team without priorities, or with different views, cannot work well together. [02:23]

Strategic thinking and execution

Before you can plan where you will be in the long term, you must make decisions about who you are and what you stand for. Decide how you will differentiate yourself from the competition. In the sales world, particularly, be very clear about who comprises your target market.

Know who your ideal customers are, where they are, and what is important to them.

It starts with upfront thinking.

Know where you want to go and make a plan to get there.

Establish your guiding principles first. Build your core. When businesses fail to clearly define their values, it trickles down into the sales force. [03:35]

Think about your core as the provider of stability, power, and control that will support growth. Without a strong core, you risk instability from cultural challenges, loss of focus, disengagement, and a lack of heart.

An organization or team that is weak will struggle.

The core values are what you will do – and won’t do – to get what you want. They are the timeless, fundamental principles that define a company’s culture.

It is the first step in strategic planning because it sets your purpose. It is the root of your business.

Once you are clear about the Why of your company, you can work on the How. Where do you want to be in two, three or even ten years? What you do want to achieve? [05:50]

A part of the whole

No matter how large or small your role, you are contributing to the larger story.

Consider the time when President Kennedy visited NASA and struck up a conversation with one of the janitors. When asked what he was doing, the janitor replied that he was helping to put a man on the moon. And he certainly was.


Strategy follows when you direct your attention and decisions to how you will differentiate yourself from the competition.

Shane believes that decisions about how to best plan and strategize come easier to companies that establish their core principles first.

It is easier to make a decision when you know what you stand for. [09:41]

One common problem among fast-growing organizations is that they simply have too many priorities. In an attempt to cover all their bases, they lose focus.

A long list of objectives combined with a scarcity of time, energy, and resources results in mediocre accomplishments. There is a failure to accomplish what matters most.

If everything is important then nothing is.

Growth and scaling are about taking one significant step at a time, checking the data and adjusting accordingly. [10:40]

Establish a rhythm

Once your core is established and you are clear about your long-term focus, it is time to prioritize. Break the ten-year plan out into a three-year plan, into a one-year plan, a 90-day plan, etc.

Create routine, focus, and discipline. Don’t become overwhelmed by the monumental task of the long-term goal. Set bite-sized goals instead.

Focus on the 3-5 things that will move you forward as a team. Get into the habit of celebrating success every 90 days.

To build and maintain momentum, plan for more meetings or a daily check-in. Discuss administrative and tactical issues, provide updates, and take advantage of unforeseen opportunities. Review progress on a weekly basis.

Use the collective brainpower of your teams to tackle issues before they become problems.

Routines can set you free. Revolve your business around 90-day goals and life becomes more manageable. Take the time to do it properly. [12:41]

When the fundamental beliefs of your company are clear, they will drive your company forward.

The right people will be attracted to your teams.

“Strategic Planning” episode resources

You can reach Shane and check out his many free resources at www.summitleader.com. He also hosts a live webinar every month at www.summitwebinar.com.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Chirag Gupta, Start Up, Process, Co-Working

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

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 organization become more efficient and more profitable.

Chirag has been an entrepreneur since college, and his coworking space in Dallas has achieved profitability, a goal many startups never achieve, largely as a result of documenting processes.


Like many entrepreneurs, Chirag initially found himself wearing many hats. He discovered that operating that way isn’t profitable, even though it’s a means to conserve cash. It simply isn’t sustainable.

He realized he was working long hours without delivering the best possible experience to his customers.

Chirag discovered a book called Work the System, which helped him understand that juggling all aspects of the business prevented him from running the business.

You can work in your business, or you can work on your business, and the difference between the two is subtle.

Once he discovered the difference, he understood the need to begin documenting processes, specifically those for sales.

Getting your life back

In the early days of the business, each transaction was unique. Chirag negotiated with every client instead of establishing a specific membership process.

Because there was money coming in, he didn’t immediately recognize the need to document processes for his business.

When he did, he felt like he got a huge chunk of his life back.

Beautiful concept

The idea for NoD emerged when Chirag was in Chicago working in a coworking space on an idea for a social networking app.

He discovered that he was encountering other successful Internet entrepreneurs, angel investors, and mentors, and he realized what a powerful resource it was.

He decided that his second business, after his Internet startup was thriving, would be a coworking space.

When the Internet startup died, he returned to the idea of the coworking space.

He moved back to Dallas and started running meetups with the startup community simply to make new connections. He was looking for networking opportunities among the tech startup community.

At one point he was running five different meetups using a vacant office space.

One of the guys in a meetup insisted on paying him to use the space. He could see the vision and the value of a coworking space in that part of the city.

Documenting processes

Process is key for everyone.

Chirag learned that once you write something down, you can test it and measure it and tweak it and optimize it. If you don’t write it down, it’s hard to replicate or scale.

He started by documenting the process for lead generation. Once he had written down the individual steps, he was able to see new insights and find ways to streamline the processes.

Processes have helped him trust that his customers are always getting the same consistent process that his team developed. The result has been amazing growth for his company. His profit has roughly doubled as a result of the effort.

As an added benefit, the company is getting more five-star reviews because they’ve streamlined the processes.

“Steps In The Sales Process” episode resources

You can connect with Chirag at ChicagoGupta.com, and you can find all his social media information there as well. Check out NoD Coworking to learn more about his coworking space in Dallas.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

TSE Hustler’s League

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. You can implement our training and strategies today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Bryan Hendrick, Donald Kelly, The Sales Evangelist

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

Bryan Hendrick, Donald Kelly, The Sales Evangelist

Sales is one of the most crucial parts of entrepreneurship, but many of us come up short. Because entrepreneurs occupy multiple roles, sales often gets lost in the shuffle of running our own businesses. On today’s episode of The Sales Evangelist, Brian Hendrick talks more about the challenges of selling as an entrepreneur.

We first heard from Brian in episode 873 as he talked about founding Cascadian Landworks in a city that was new to him and an industry that was, too.

Deep understanding

Brian learned quickly that he needed a deep understanding of the industry he’s working in so he would know who to talk to and what would resonate with them. Like all salespeople, he learned that it’s vital to know who to go after. He typically targets project managers.

He also learned that he has to be very respectful of his prospects’ time because his portion of any construction project is a very small component. Instead, he has found that it makes the most sense for him to seek time with project managers who typically deal with smaller aspects of larger projects.

Entrepreneurs must know who the key contacts are for their business.

Sales processes

Brian said that the “top of funnel” activities and cadence have been an important part of his business development.

He realized several months ago that he had to get off of the revenue roller coaster if he was ever going to be able to move from working in the business to working on the business.

Entrepreneurs always have a flurry of business development in the early days of the company. Once they win the opportunity, they often get sucked into working on that project.

Focusing on your funnel allows entrepreneurs to keep the sales pipeline full and grow their businesses with some level of predictability.

Nurture sales

No one cares about your business as much as you do. Even if you give someone else the reins, they may not operate with the same conviction that you do. Though you might work into the wee hours of the night, they might work until quitting time.

Even if you hire managers, you must have a personal connection to your sales. You must hustle because you need this thing to gain its own roots and run.

Part of that involves fostering relationships with prospects: staying top-of-mind with your ideal clients.

Humans respond to emotional connections, which result from spending time with people. Develop empathy for your clients and lead them. Set the example.

Shift tactics

The construction industry tends to be fiercely loyal, making it tough to grab attention from a client that has an existing relationship with your competitor.

In an effort to overcome that dynamic and recession-proof his business, Brian has shifted from trying to find projects he can help with. Instead, he seeks to share best practices his ideal clients can incorporate into their operations. It ties back neatly to gaining a deep understanding of your prospects.

Although he acknowledges that there are times when it’s appropriate to give up, he guards against getting discouraged by the struggle.

“Selling As An Entrepreneur” episode resources

Connect with Bryan on LinkedIn to share what you’re doing or find out more about what he’s doing.

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

Check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

Also check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.






Bryan Hendrick, Donald Kelly, Entrepreneur, Selling

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

Bryan Hendrick, Donald Kelly, Entrepreneur, Selling

Entrepreneurs, regardless of their industry, must learn to succeed in sales. Selling as an entrepreneur is challenging because you don’t necessarily have the same resources you had when you worked for a big company. As an entrepreneur, you have to do the sales, the fulfillment, and everything in between.

Today, Bryan Hendrick from our The Sales Evangelist Hustler’s League online group coaching program talks about how he made the transition to entrepreneurship, and the challenges he overcame during the process.

Several years ago, Bryan realized that his financial future wasn’t as secure as he would have hoped, and he knew he needed to make a change. He founded Cascadian Landworks in a city he had no real contacts in and has grown his construction company to four employees.

Building from scratch

Many entrepreneurs in the construction field venture out on their own after years in the industry. The transition is a bit smoother because they have years’ worth of connections. When they branch out, they simply let their contacts know that they’re going out on their own.

Bryan, on the other hand, started out in a city he didn’t know well in an industry he was relatively new to. He had a rough plan moving forward, but he didn’t have all the details worked out.

Bryan owned one truck plus $9,000 to buy a dump trailer; he had no real financial buffer to get him through a few dry months.

He needed to hit the ground running on day one, and he recognizes now that having his back against the wall forced him to succeed.

When one of his early projects cost about $2,000 more than he contracted for, he remembers being in a “pit of despair.”

Fortunately, he knew that tough times were part of the equation, and he kept fighting.

Learning to sell

Bryan’s only real sales experience was a job selling cameras at an electronics store, and he quickly figured out that the B2C model was exceptionally difficult in the paver business. He discovered that he knew nothing about cold calling and outbound selling.

Because he didn’t have much visibility, he figured marketing was the key to success. When he shifted to a B2C sales model, he was much more successful, because general contractors were easier to locate than individual homeowners who needed pavers.

He started looking for email templates that would help him know what he didn’t know. Bryan discovered blogs and podcasts that helped him shift his focus from marketing to actually selling. He learned to reach out directly through more traditional methods.

Thinking big

Very often entrepreneurs focus on landing small deals because they are hesitant to go for the bigger ones.

In Bryan’s case, landing a $200,000 job in an industry that pays after work is complete meant lining up all his resources to make sure the project was completed properly and on time.

Additionally, large projects for him require sufficient manpower and significant risk: if he doesn’t get paid for a $200,000 job, he may not recover.

The biggest shift for him was his mindset and learning to master his cash flow so he could scale his projects.

“Selling As An Entrepreneur” episode resources

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.




Brian Margolis, The Index Card Business Plan, Donald Kelly, Sales Plan

TSE 863: The Index Card Business Plan

Brian Margolis, The Index Card Business Plan, Donald Kelly, Sales PlanMany 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 greater returns. They fail to realize that strategy is the key to real growth. Brian Margolis, the author of The Index Card Business Plan for Sales Pros and Entrepreneurshas developed a unique index card business plan to improve strategy.

On today’s episode of The Sales Evangelist, we talk with. Brian’s understanding of strategy helps sales pros apply all of their knowledge and skill to move their business to the next level.

Understand pillars.

Pillars are the activity you have to complete every week that is 100 percent in your control.

Pillars must be proactive. They must be significant to your income and your productivity, but pillars do not have immediate consequences. Prospecting, for example, is significant to your business, but your next paycheck won’t be immediately impacted by your failure to prospect.

Pillars must be high-leverage activities that produce big results. They must also be predictable or repeatable, such as reaching out to a certain number of prospects each week.

Pillars are something you already know how to do effectively, but that doesn’t mean you shouldn’t tackle new ideas. If, for example, you could use help with prospecting, your pillar would be to spend an hour a week studying prospecting. Because you already know how to learn, the pillar activity is the learning.

Pillars must be measurably weekly so that you can cross it off your list at some point. They also must be things that aren’t already habits.

Determine your pillars.

Begin by identifying one thing you already do effectively that could increase your business if you did it more. The answers will lead you to your pillars.

Perhaps you need to increase your followup; generate more prospects; create more content. Whatever they are, choose the skills that would impact your business if you improved them.

For example, if I take the time to create a Hitlist of my best prospects each week, my prospecting would improve because I’d be focused on the right people.

One of Brian’s clients developed the following pillars:

  • Schedule 15 future meetings each week; 7 of those must be million dollar meetings.
  • Send five non-sale touches each week to nurture existing relationships.
  • Spend two hours each week sharpening skill sets. (reading, improving messaging)
  • Complete three workouts a week.

Pillars can help you master the mundane: the things you know you should do but that you avoid. If we invested time doing them instead of seeking silver bullets to help us avoid them, we would likely see results.

Being good at something doesn’t guarantee success. You must have a strategy. The index card business plan can help.

“Index Card Business Plan”

Grab a copy of Brian’s book, The Index Card Business Plan for Sales Pros and Entrepreneurs. It’s a guide to help overwhelmed sales professionals stop being reactive, and instead develop strategies to move their business to the next level. It will help you channel your existing skills into an actual strategy, and to help you synthesize your existing knowledge.

Connect with Brian on LinkedIn or on his website productivitygiant.com, and grab a copy of his free report on simplifying your own strategy.

Consider giving a copy of the book Stop Selling & Start Leading as a thank you gift to someone who provided a referral. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

The Sales Evangelist Hustler’s League is an online coaching program designed to help sellers of all levels and all industries improve. It’s an opportunity to share ideas and interact with other sellers from around the world.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

Audio provided by Free SFX.


Marion MCGovern, Gig Economy, Side Hustle

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

marion-mcgovern, The Sales EvangelistThe gig economy continues to grow as more people discover the freedom  and control it provides.

Gigs vary in duration and kind, and statistics suggest that more than 40 million people are involved in the gig economy on some level.

On today’s episode of The Sales Evangelist, Marion McGovern shares her years of experience in the gig economy and the changes she has seen in the space over the years.

Marion’s newest book, Thriving in the Gig Economy, addresses the changing nature of the gig economy and helps readers make sense of the gig marketplace. Additionally, she addresses many of the challenges of this kind of work.

Misunderstanding gig economy

People often assume that workers opt for the gig economy because they are unable to get a “real job” but the truth is that 70 percent of those people choose to work that way most choose to be there.

The majority of workers actively choose it because it provides more control over the type of work they do.

Furthermore, while it originated as a money-saving effort for companies, it now means that companies can find the very best talent for their projects. Many Baby Boomers are retiring and joining the gig economy.

Errors in pricing

Marion maintains that there is an art to pricing your work.

If, for example, you’re offered a marketing project that you could do in your sleep, you might charge accordingly. If there’s a project that offers you a new experience and a chance to add a new skillset to your credentials, perhaps you charge less to make sure you get the deal.

Projects that require a distinct urgency might allow you to charge more.

Kinds of “no”

Working in the gig economy requires you to face rejection occasionally. No one hits a homer in every at-bat.

Rejection tends to be harder for creatives because the “no” feels more personal. Instead of interpreting that you don’t like my approach, we assume they don’t like our work.

Additionally, you also have to prepare to say “no” to clients. If a client offers you follow-on work that you don’t really care to do, you have to decide whether it’s worth the money to accept the work.

Multiple platforms

Countless platforms exist to connect talented people with projects. Start at the larger platforms and get involved. Rather than simply posting your info, interact on the site.

Go where your clients will be. Network. Join an industry group.

Don’t buy into the lie that you don’t have to market. Stay connected to your industry and the people within it.

Episode resources

Connect with Marion at her website, marionmcgovern.com or find her on LinkedIn or Twitter.

If you’d like to connect with sales professionals of all levels in many different industries, check out The Sales Evangelist Hustler’s League. Our online group coaching program connects sales professionals who want to exchange ideas, learn and build accountability for themselves.

Our April semester is all about building value, and we’d be honored for you to join us.

Episode audio provided by Free SFX.

The Greatest Showman, Huge Jackman, Entreprenure, The Sales Evangelist

TSE BLOG 020: 6 Sales and Entrepreneur Lessons I Learn From The Greatest Showman

The Greatest Showman, Huge Jackman, Entreprenure, The Sales EvangelistIf you haven’t seen “The Greatest Showman,” consider this: it’s much more than a movie or musical. As an entrepreneur and a seller, I took away many great principles.

The movie has many more lessons in entrepreneurship; a how-to guide for those looking to grow their careers; a study in sales, and the things that will help us succeed.

Watch for these 6 lessons when you see the movie:

1. Identify your “why.”

P.T. Barnum came from nothing. His wife hailed from a wealthy family, and Barnum wanted to provide the kind of life she had always known. He also wanted to prove himself to her father, who doubted his abilities. Proving himself became his “why.”

My own family was without a home for a period when I was in high school, so we stayed with friends and family. I watched my mom scrape money together to buy the things we needed, and that experience created in me a drive to succeed. I’m no millionaire, but the desire to provide for my family pushes me to work hard every day.

What gets you out of bed every morning? Knowing your “why” will help you persevere when challenges arise. As an entrepreneur this is critical.

2. Work beyond “no.”

Barnum was repeatedly rejected but he found creative ways to work around it. When he was fired from his job because his company’s fleet of ships sank into the sea, he took the deed from one of those sunken ships and used it as collateral to secure a business loan.

Be ethical, but be creative. When one opportunity dies, work to find another option.

Barnum’s daughter suggested his idea for a wax museum might work better if it featured live people, and his idea for a circus was born.

As an entrepreneur, do you allow rejection to derail your plans or do you find creative ways to work around it?

3. Determine how much is enough.

Barnum was obsessed with the idea of being the best in the world. He allowed it to consume his life to the exclusion of everything else.

The drive to improve is a good thing, but you must maintain your priorities. Don’t allow your drive for success, sabotage your relationships.

Have a number in your mind that represents “enough” and be willing to stop striving when you reach it. If you believe there will never be enough, ensure that your drive to achieve doesn’t cost you your family.

Consider delegating tasks. Work smarter, not harder.

How much is enough for you?

4. Add value.

P.T. Barnum encountered a young man who was dwarf and asked him to join the emerging circus. The young man refused because he didn’t want to be laughed at. Barnum pointed out that people were already laughing at him; at least this way he would be earning money.

Barnum was so focused on his own agenda that he failed to see what the young man wanted. No one wants to be ridiculed no matter how much money he or she will get.

Sales professionals make this mistake all the time. We sell customers what we want them to have instead of creating value for them.

Eventually, Barnum realized the young man wanted to be respected and admired instead of ridiculed. He discovered that the young man wanted to be a soldier, so Barnum offered him a chance to lead the circus on horseback, dressed like a soldier, wielding a sword.

Suddenly, the young man was engaged because Barnum offered something he wanted.

What matters most to your customers? How can you add value to them?

5. Never lose focus.

Distractions surround us. Anything that doesn’t move us toward our goals can be considered a distraction.

At one point, Barnum became so focused on gaining acceptance from the aristocrats that he neglected his family.

It happens to all of us, but when we recognize it, we can move back on track.

What distractions are interfering with your goals? As a seller or entrepreneur, how are you handling the shiny object syndrome?

6. Lead more often than you sell.

Barnum recruited people that society rejected; people whose differences made them “freaks.”

Barnum initially failed to realize that he had created a family for them. They were finally accepted by people because of their entertainment value. He made them part of something bigger than themselves. He inspired them.

If you find yourself focusing on numbers, look at the people around you. Find out what they need or want most. Share your vision. Develop followers.

Are you inspiring people to take action and become part of a cause bigger than themselves?

Barnum’s lessons are timeless, and they apply to all industries and experience levels. He chased his dream and learned from his mistakes.

Set goals and do everything in your power to achieve them. Refuse to be diverted from your path and inspire others along the way.

As an entrepreneur or seller, strive to be better every day and be intentional about the things you do.

Above all, do big things.

PS, check out my podcast on the topic as well.

Greg Centineo, Donald Kelly, The Sales Evangelist Podcast

TSE 648: How Greg Centineo Raised $122M With 100% Referrals During The Great Recession!

Greg Centineo, Donald Kelly, The Sales EvangelistAre you looking for potential investors? Well first, you’ve got to make sure that you know what you’re doing. Make sure you’re doing the right thing, you have the right process, and you’re using the right vocabulary. Your goal is to turn skepticism into confidence. How do you do that? Listen in!

Today’s guest is Greg Centineo and he has been consulting with several startups. One single project alone was $122 million! He did that by bringing in the right people.

Here are the highlights of my conversation with Greg:

How to bring on investors without giving up control:

  • Depends on what you want to give up. There’s an exchange.
  • Weigh out how much money you need to bring in.

Investors Invest for Story

Investors invest based on the story behind the company. Who is the company? Why this company? What is the company doing? Ideas drive investors. If they like the idea and it matters in life and others like the idea then they will respond to that.

Investors Invest for Leadership

During interaction with potential investors, the CEO usually blows it during the process because they’re looking for leadership. You’re displaying leadership or non leadership just by spending time with the investors. They’re watching you! So it’s important the person is educated in what they’re doing and understands the pitfalls of raising money and avoids them.

Most Common Mistakes Businesses Make in Persuading Investors:

  1. Vocabulary
  • You need to lose half of your vocabulary. You say all these nice things and you think you have to eliminate or mitigate the idea of risk. This is so wrong right off the bat.
  • In fact, the investors want to see the risk. It’s not going to scare them away. They know that without risk, there’s no reward.
  • But most startups or CEO’s try to avoid risk and tell the investors nothing but awesome and great. Investors would think you’re lying and that you’re out of your mind.
  • You’re not a great leader because you’re unaware of the potential downfalls.

How do you show healthy risk?

Just be honest. Tell your current situation. Then show your strategy in how you can get that company out of it and how your money is going to help you do that. And who else do you have potentially coming in as an investor.

  1. Failure to keep them informed
  • Make investors your top priority of communication. Never keep them in the dark or they can get upset because they don’t know what’s going on and you end up damaging your own investor base.
  • Be on top of the updates regardless of the number of your investors. Have a process in place to keep them up to date on a regular basis.
  • Their most common excuse for this is they’re too busy and this is another big mistake. Don’t take someone else’s money if you’re not going to talk to them.
  • Make sure you maintain contact with them otherwise their minds will wander and they will think the worst because they haven’t heard from you.
  • Keep your investors up to speed on a quarterly basis. And because they’re informed, they’ll continue to invest in the project.

Mitigating Skepticism

  1. Every investor should be skeptic.

What you want is a skeptic investor. But a skeptic without information is ignorant. Ask you investors to take a look at the information and dialogue through it.

  1. Mitigate their skepticism.

You’re not asking them to invest at that point. You’re simply educating them to eliminate ignorance. You make them knowledgeable. Then they can make an educated decision on what to do about it.

  1. You also do this for your existing base.

Never cease to educate them on the progress of your project or that person becomes ignorant again. So they go from being confident to being skeptic again. Take care of your investors and you’ll never get overwhelmed.

Chaos creates stability.

  • This chaotic concept is the antithesis of micromanaging something. If you’re micromanaging and you’re in control, what you’re doing is going to be very small.
  • Be able to create chaos. It’s bigger than you. You can’t control it and when that happens, things happen beyond your reach. And you reach stability.
  • Stop micromanaging or eventually you will grow tired. Hire the right people. That’s the big key – right people, right investors. Choose the right people.

Greg’s Major Takeaway:

Whatever you’re doing, know it well. Know everything it is about what you’re doing. Be a consistent student of your product and your project. Everyone is an investor in the world we live in. Everybody is looking to make more money. The world is your audience. So everyone will listen to what you have to say.

Episode Resources:

Connect with Greg on his website www.GregCentineo.com and learn more about the great stuff he’s doing.

Join the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Felena Hanson, Hera Hub, Donald Kelly, The Sales Evangelist

TSE 606: How To Shift Your Mindset From Playing It Safe To Taking The Leap

Felena Hanson, Hera Hub, Donald Kelly, The Sales EvangelistStill playing it safe? Afraid to take that leap? Our guest today is Felena Hanson and she shares with us how she got inspired to start her business and she teaches us how you can essentially shift that mindset from playing it safe to taking the leap.

Felena Hanson is an entrepreneur, a marketing maven, and an author. She is the CEO of Hera Hub, a spa-inspired shared workspace and business accelerator designed for female entrepreneurs. With headquarters in San Diego, Hera Hub is spread across the globe and they’re continuing to expand. Her book, Flight Club: Rebel, Reinvent, and Thrive: How to Launch Your Dream Business.

Here are the highlights of my conversation with Felena:

What Hera Hub provides:

  • Spa-inspired workspace that’s also very professional and productive
  • Significant education
  • Mentoring
  • Support resources

Reasons for playing it safe:

  • This is what we’ve been taught growing up. We’ve been conditioned to play it safe. But times have changed now. You have to control your own destiny.
  • People are afraid and they feel like you have to go right off to the sunset by yourself.

The Entrepreneur Mindset

People say in the next three years, half the knowledge-based workforce will be independent. So you need to think and act like an entrepreneur.

Finding a Community

Surround yourself with the right people. Find that support. Reach out to like-minded folks who are at the same stage as you and become a student. Ask questions. This is why joining a coworking space or a business accelerator is so critical.

Is a Coworking Space Expensive?

Felena explains launching a business and failing is much more expensive than investing a couple hundred dollars in a workspace. Finding support and resources is so critical. Don’t shortchange yourself in so many ways by not stepping into that.

How Hera Hub can help their members:

  • Steps to Startup – a platform that walks the entrepreneur through the 17 foundational steps to launch their business through multiple live workshops and more.
  • Strategic planning
  • Group workshops
  • Financial projections and revenue funnels

Things to focus on when building a startup:

  1. Execution

You may have a good idea but are people willing to hand you money for that idea. Talk to people. Go out and do a lot of primary research. Talk to your target customer. Obviously, people love the idea of coming up with ideas but the actual execution of things is another story. Execution is what matters.

  1. Financials

This is around the operation side of the business such as bookkeeping, record-keeping, insurance, and quarterly taxes. What you find on the internet can be overwhelming and there is a sequence to those. Felena’s platform is built to simplify the process so you can take care of these things.

  1. Mindset of imperfection

It’s never going to be perfect. Your website is never going to be perfect or your business plan is never going to be perfect. But just get it out there and be okay with that. Many have fallen in love with this idea of launching a business but they actually never really launch so you have to be okay to get it out there. You will never have it all figured out. Be okay with figuring out as you go and being scrappy.

  1. Follow through

A lot of people have this shiny object syndrome and if you don’t follow through with at least one or two ideas, you’re never really going to make it.

How Felena got inspired to build a coworking space:

Felena has been running her marketing strategy company out of her house for nearly eight years and had built a community and been involved in launching and growing a couple of professional women’s organizations. But she was struggling with lack of creativity in her business and the isolation of running the day-to-day of her business while running all the other events and workshops helping other people launch their business.

She hosted an event in San Diego in 2010, which was the only coworking space at that time with hip and cool design, concrete floors and beer kegs and ping-pong tables but shortly realized it wasn’t really her tribe.

Seeing a lot of these coworking spaces were geared towards the tech demographics, she wanted a softer environment to work in and to create a space where women could come and truly support one another and change the tone of business from a competitive model to a collaborative model. As a result, Felena built her first space in 2011 and two additional locations in the next two years.

Felena’s vision is 20,000 women by 2020

Felena is looking at this trajectory of impacting other industries and grow other locations around the world. Hera Hub is spreading across the U.S. including Phoenix and Washington, D.C.

Type of people Hera Hub is looking for:

Folks with a variety of experience as they seek to build a full-circle support system including:

  • Professional service providers
  • Solopreneurs
  • Attorneys
  • Sales consultants, PR, Marketing strategists
  • Nonprofit organizations
  • Social impact entrepreneurs
  • People on the consulting side

Episode Resources:

Hera Hub

Steps to Startup

Flight Club: Rebel, Reinvent, and Thrive: How to Launch Your Dream Business by Felena Hanson

Ready, Fire, Aim by Michael Masterson

Join the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Joshua Esnard, Donald Kelly, The Sales Evangelist Podcast

TSE 581: Take Action on Your Dreams!

Joshua Esnard, Donald Kelly, The Sales Evangelist PodcastRecently, I asked on Facebook about podcasts and a friend recommended NPR podcast, How I Built This. My guest today, Joshua Esnard was featured in one of their episodes where he talked about how he built his company, The Cut Buddy. I was very impressed by him that I just knew I had to have him on this show.

Today, he shares with us some of the sales principles you can take to help build value to your own customers. And if you have some idea that’s been sitting there for a long time but you’re too afraid to take action, listen and be inspired!

Here are the highlights of my conversation with Joshua:

What is The Cut Buddy?

Joshua’s company, The Cut Buddy, is a multi-curve hair grooming guide that allows people to edge up and shape up their beards and hairlines quickly, easily, and help them save money or even earn money. The Cut Buddy was something Joshua invented when he was 12 years old and it’s just the first one of the many inventions he has drawn over the years.

Going Viral!

Through coupon promotion deals he’d set up, it sent him into viral activity from 5-10 sales per day to 80-400 sales per day. One of his affiliate videos got shared on one DIY site which now has 11 million views (at that time, it hit 5 million views in an hour). Upon checking his emails, he found 2,000 orders when he only had 200 products.

Consequently, they gave people two options. First was to give them a free second product and second was to give them a full refund. Most of them took the first option.

And The Music Started Playing…

As a result of this viral phenomenon, he had to Joshua had to quit his job a month a half later. He hit #1 Bestseller on Amazon and he has been featured on famous publications such as GQ, Forbes, Black Enterprise, and NPR. Currently, it’s still the top selling product on Amazon and they’re looking to hit retail really hard and partner up with barbers and hairstylists.

Joshua’s advice to those sitting on an idea:

  1. Write your idea down and address it gradually.

Don’t force yourself to try to be an inventor or entrepreneur. It takes time. Develop your ideas over six months or so. Don’t try to force it and try to save the world in one day.

“One percent every day ends up being something great at the end of the year.”

  1. Don’t speak about it to other people.

The majority of people can’t see the picture you’re building in your head so they will always discourage you on being an entrepreneur. If you plan to move forward, just don’t listen to them.

How to effectively pitch to your affiliates:

  1. Build customer profiles.

You don’t pitch an affiliate just because they have followers on YouTube. Draw out your customer profiles. In Joshua’s case, they are the fathers and mothers who cut their children’s hair, the college student who’s broke, the barber or salon stylist in training, the guy with a beard, the professional into grooming who has to shape up their hair before their meetings.

  1. Find your affiliates.

Build these customer profiles and based on those keywords you extract, these are the keywords you use to search on Google for your affiliates. For example, Joshua searched “beard grooming” and then it came up with one of his affiliates. So he looked at his following and the products he was selling. Then on he got their email on YouTube upon following them.

  1. Throw the right pitch.

The most important part of your pitch is what’s in it for them without asking for too much. At the end of the day, how are they getting paid? Lead with that beyond the fact that you’re an inventor. You’re helping them with their career as well.

  1. Stack them up with benefits.

Reach out and offer them a coupon code to help their clients get a 10% off and that’s going to draw a lot of people to their video.

Then offer them a second benefit that if someone uses the coupon code, you will pay them, say $1.50 on each sale.

You’re basically stacking benefits for them so there’s no way they can say no. They’re shooting videos every week. They want more followers and no one’s going to say no to some money. So there is no risk involved!

  1. A Mutual Relationship – Zero Dollar Marketing

Basically, they’re already doing their thing and you just want to leverage their following and make sure they’re taken cared of and at the end of the day people are ordering your product and the awareness is growing bigger.

Joshua’s Major Takeaway:

Whenever you’re ready to build a castle, make sure that you are ready for everything that’s going to happen to that castle. It’s guarding a treasure which is your patent or service or craft. Start by thinking of how you build a castle.

Build a wall. Protect your idea and your patent.

Build a beacon system. If there’s going to be viral activity, you have to be prepared. You have to have a glove that can catch a homerun. Don’t open a shot if you’re not willing to accept certain kinds of payments or you’re not able to take on inventory issues. Just be sure to account for that in the beginning before you even start. Make sure everything is prepared and you’re ready to catch that home run ball.

Episode Resources:

To know more about Joshua, check out www.thecutbuddy.com and follow him on LinkedIn, Instagram, and Twitter.

Join our online workshop next week, 5 Simple Strategies to Increase Your Win Rate and get real stuff you can apply and implement into your business!

The Science of Selling by David Hoffeld

NPR’s Podcast, How I Built This

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Entreprenure, Sellers, Improve Sales, New Clients

TSE 413: Sales Strategies From A Successful Entrepreneur

Entreprenure, Sellers, Improve Sales, New ClientsAs a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to help improve her sales so that you too can improve your sales.

Ivy Slater is an entrepreneur where she helps business owners (with an affinity to women business owners) to really build their businesses to earn the money they want to support their families and have the life they want to live.

A working mom for 24 years, Ivy has managed to both raise her two kids well and run a successful business at the same time. So it was never one after another, but a matter of doing an improv. Moving from the printing industry to the world of coaching, Ivy is a living proof that while making bad decisions can be inevitable, how you correct your course is what ultimately defines your success.

Here are the highlights of my conversation with Ivy:

Why women have a harder time in sales?

  • Selling themselves

Women need to understand that what they sell is the results that their clients walk away with.

Why many people are scared of money:

  • Fear of losing money

The idea is not to make perfect business decisions but make the best decision you can make in the moment, keep things moving forward, and course correct.

  • Deciding based on emotions

All of a sudden, they see it’s their money and not business money. You have to look at it as business money. Put aside a certain amount of money in your business and running it as a business and make business decision, not emotional decisions. Instead, decide based on these questions:

  • What is your best course of action?
  • Will you get something further down the road?
  • What are the best steps you can take now?

The Power of Understanding Your Numbers:

  1. The numbers tell you the story.
  • Track your numbers and if they’re set up to work towards your financial goals the numbers will tell you the story.
  • How many times do you follow up? If you only follow up once or twice, you just may lose a deal.

The power of course correcting a bad decision:

Listen to Ivy’s story where she never got payment on a job (we’re talking about $60K down the drain!). But through the course correction she made, she was able to make back in work and profit $80K because she had put into effect a plan of her next steps

Strategies for following up:

  1. Create relationships.

Following up is more than just sending an email. The greatest client is the one you build a relationship with. Think outside the  box and get creative with it. Invite them to events.

  1. Bring value.

Stop thinking about yourself and think of how you can bring value to others. Get yourself out of the equation. Take a step back and focus on them. Open your ears and just listen.

How to leverage speaking to help grow your business:

  1. Teach a point based on the business you’re in.

Speaking elevates your status in a room. When you can share and teach something, your status is being elevated as a teacher. Now they look for you for information. They want to engage with you as opposed to you chasing after people.

Ivy’s Major Takeaway:

The more you take steady consistent action,, the more results you will see in your business. Do three pertinent activities everyday that will move your business forward. Take those baby steps consistently you will see Mt. Everest behind you and be ready for the next adventure.

Episode Resources:

Check out Ivy’s book, Conquer Your Fear of Money: A Woman’s Guide to Business Success

Get Ivy’s free report and just go to www.slatersuccesscoaching.com/ROI.

Connect with Ivy Slater on Facebook and LinkedIn.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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Ace Chapman, The Sales Evangelist Podcast, Best Sales Podcast

TSE 346: The Business of Buying and Selling Businesses

Ace Chapman, The Sales Evangelist Podcast, Best Sales PodcastToday, we have a very interesting topic as I talk with Ace Chapman who runs a business of buying and selling businesses. He actually started his own business at a very young age of 19 until he found more success in buying existing businesses and building his vision on top of them when it’s already profitable as opposed to starting from scratch. He also talks about the importance of buying whole business at the right time.

Here are the highlights of my conversation with Ace:

Strategies in running a successful business of buying and selling businesses:

  1. Understand the cycles.

There are cycles in how businesses go up and down. Understand that you can be at whim of the economy going up and down. It’s not seeing the future but seeing the past.

  1. Buy something at the right time.

Consider if the asset is salable making sure you’re able to get in and out of that.

Selling a business vs. selling a product or service:

  • Understand the buyer’s purpose.
  • Understand the buyer’s skill set.
  • Understand what they’re worried about.

More strategies to become successful in your business:

  1. Alleviate concerns.

A lot of people try to sell something based on what they think the person is worried about instead of just asking. Ask them what their concerns are and show them that you can alleviate it.

  1. Leverage testimonials.

Don’t just make stuff up. Be real with them. Put something in front of them in a way that can hold them and just get more of those involved in alleviating their concern.

  1. Have SOPs in place.

Having processes in place is critical to the success of your business. Also delegate some tasks to people who know how to do it.

  1. Agree with them.

It’s not necessarily about agreeing with the fact that it’s a problem but agree with the fact that you can see why they see it as a concern.

  1. Think outside the box.

Creativity is key to get you to the next level.

  1. Focus on what you want.

Many people focus on the tool that’s going to get them what they want instead of focusing on what they want. Be clear about your goal.

Things that motivate salespeople:

  • Freedom
  • Travel
  • Money

Ace’s Major Takeaway:

Do not take any aspect of it personal. Otherwise, it takes the focus off the process and what you can control, change, and improve.

Episode Resources:

Connect with Ace on www.acechapman.com or send him an email at ace@acechapman.com.

Check out Ace’s book on Amazon called The Ace Formula

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Vending, Matt Miller, Donald Kelly, The Sales Evangelist Podcast

TSE 326: Improving Your Personal Sales Hustle One Vending Machine at a Time

Vending, Matt Miller, Donald Kelly, The Sales Evangelist Podcast

Wouldn’t you want to create a lifestyle where you get to earn passive income so you still have the ability to do other things? Today’s guest, Matt Miller, has done exactly just that and you too can learn how to make this happen in your life.

Matt Miller is the owner and president of School Spirit Vending where he created some amazing things with the vending machine and he has been very successful at it. Today, he’s giving us some great insights into how you can improve your sales plus more sales hustling strategies from the main man himself.

School Spirit Vending specializes in hassle-free, passive fundraising for schools where they replace some of the volunteers that schools need at their level as they’re raising funds for projects. They also help teach families and busy professionals who want to own a business on the side and how to utilize their program to develop passive income.

Here are the highlights of my conversation with Matt:

Matt’s transition from the military into sales:

  • Showing up to work and getting a paycheck versus going out to perform to get compensated at the level he needed
  • Having the mindset of having a system in place to maintain his pipeline full of prospects
  • Focusing on what’s real versus the pie in the sky

Finding his best systems in place:

  • Finding his space or best fit of clients working with business owners
  • Not necessarily being the biggest guy in the office but finding a comfortable spot to spend the least amount of time possible to create the greatest return
  • Business owners have less time to micromanage what you’re doing

Figuring out his vending machine business:

  • Putting out over 100 vending locations
  • Transitioning into the school environment as a passive fundraiser

How they generate results for schools:

Custom-designed spirit stickers and different product selections

Sticker machine placed in schools for free

A win-win for both the school and the franchise owner

Matt’s Major Takeaways:

  • Don’t overthink it – the knowledge constipation.
  • Don’t take yourself so seriously.
  • Who cares about what people think? Just focus on yourself.
  • Don’t take things personally. It’s not you they’re saying no to, but your product.
  • The numbers work so be willing to work the numbers.

Episode Resources:

Connect with Matt through email at matt@ssvbusiness.com or download Matt’s ebook about Live Your Dreams: The Top 10 Reasons Why You Need to Own a Vending Business for free. Simply go to www.ssvbusiness.com/se

Coaching Salespeople Into Sales Champion by Keith Rosen

Rich Dad Poor Dad by Robert Kiyosaki

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Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Lucas Barra, Donald Kelly, The Sales Evangelist, Entreprenure

TSE 303: Sales From The Street-“Think and Act Like an Entrepreneur”

Lucas Barra, Donald Kelly, The Sales Evangelist, Entreprenure One defining trait among highly successful salespeople is their ability to think and act like entrepreneurs. I’m bringing in Lucas Barra today as we talk about why you need to think and act like an entrepreneur and how that can be done through some simple steps.

Lucas runs a podcast and coaching service called DreamChasers where they help people turn their dreams into reality. Whether in terms of monetizing their passion or taking their sales career to the next level, he helps people create the best version of their lives.

Here are the highlights of my conversation with Lucas:Lucas Barra

Why sellers need to think and act like entrepreneurs:

  • It enables you to relate to what entrepreneurs are going through.
  • You get to talk to them at a level that they understand.
  • Doing something that’s really yours allows you to understand the entrepreneur’s mindset.
  • Read books like The 4-Hour Workweek and get in their world.

How you can act and think like an entrepreneur:

  1. Get to know some entrepreneurs

Make a list of 2-3 entrepreneurs and talk to someone in that space.

Get to know their challenges and understand how they got to where they are.

  1. Start a passion project.

Think about what you really like to do and start doing something that makes it your own.

A look into Lucas’ entrepreneurial journey…

Struggles he faced:

  • Taking his business too fast than he should’ve
  • Not wanting to deal with his problems

Challenges in coaching:

  1. Fulfilling clients’ expectations

Creating the process and bringing them value that they deserve

  1. People saying ‘no’ to him

You don’t enjoy it but it’s something you’ve got to learn to cope with

Some things he learned:

Own up to your problems and challenges in your life

His struggles as a blessing in disguise to help him become better

Lucas’ Major Takeaway:

When you change your mindset and accept responsibility for wherever you’re at with your sales quota or business then you are ready to start hitting out of the park. Making excuses takes you out of the position of power. Take ownership of yourself and your problems because it’s where you have the most power.

Episode Resources:

Connect with Lucas by email: schoolofdreamers@gmail.com

DreamChasers podcast

Visit their website www.schoolofdreams.co

Josh Trent from Wellness Force podcast

Tim Ferriss’ book, The 4-Hour Workweek

Lewis Howes’ podcast School of Greatness

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Selling to Decision Makers; Entrepreneurs, Miami Sales, Minority Organization, The Council

TSE 157: This Is How You Should Sell To Us!

Selling to Decision Makers; Entrepreneurs, Miami Sales, Minority Organization, The Council We have an amazingly awesome guest on the show today. It’s Beatrice Louissaint and we’re talking about entrepreneurship and how sales professionals benefit from this. She is the President and CEO of a non-profit organization, Southern Florida Minority Supplier Development Council (SFMSDC), otherwise known as The Council, which works with large corporations helping small-mid sized businesses become successful and profitable. Beatrice has helped a lot of companies, specifically minority-based businesses such as Hispanic, Asian, African-American, and Native American companies to grow. They have been in business for 40 years helping large organizations meet their supplier diversity objectives.

Below are some great principles behind how salespeople can work with entrepreneurs and some things entrepreneurs can do to better position themselves to enter new market and sell better.

Here are the highlights of my conversation with Beatrice:

About The Council:

  • With 24 regional councils around the country helping minority-based businesses
  • Companies are 51% owned, managed, operated by a U.S. citizen of Hispanic, Asian, African-American, and Native American descent
  • The council helps them by connecting them with opportunities with major corporations such as Fortune 1000 companies, governmental and educational institutions, and hospitals.
  • Services provided: loan funds, mentor protege program, advanced management programs at 3 top universities, legal accounting, marketing, etc.

Biggest pet peeves she comes across with salespeople:

  • Understanding what the customer’s needs are
  • Knowing about the customer and the company
  • Understanding when you’re overly aggressive

When to know when you’ve gone beyond the mark:

  • Limit the number of calls and emails
  • Snail mail still works! (handwritten note or card)
  • Vary the approach.
  • Do the opposite of what everyone else is doing.

Here’s a little secret: The best time to catch busy people is early morning or late evening

The Principles to Achieving Success in Sales

  1. Overcome your fear of rejection
  2. Have a sales plan.

Everyone has to sell. Know who your customers are. Grow from your current customers. Sometimes we get too busy chasing after the new deals that we forget to take care of what’s feeding us now. Who are your best prospects? Who’s growing that may need your widgets? What differentiates you from competitors?

  1. Have the right mindset to sell.

Check out Carol Dweck’s book, Mindset: The New Psychology of Success (How We Can Learn to Fulfill Our Potential)

Growth mindset vs. fixed mindset

  1. Have a clear vision.

Have a clear and concise vision. Dream BIG.

  1. Create a business plan, not only for new businesses but also for your current customers.

What are you going to do to work with them? How much do you know about their business and how much are you going to help them grow? Take care of those who take care of you!

  1. Put out a work plan for your organization.

It has to be quantifiable, specific, and measurable

How to better develop new business in new markets:

  1. Strategic alliances and joint ventures.

Teaming up, even with your competitors in joint ventures, helps you become much bigger and stronger.

  1. Look for growth opportunities.

Rethink what you’re doing. You might be in the wrong business. Find something that has growth potential. Be innovative and creative. Think outside of the box.

Current projects Beatrice is working on:

  • Celebrating their 40th anniversary as an organization (year long celebration)
  • Matchmakers with large schools and community colleges
  • September 26 – Annual Awards Dinner (honoring top minority businesses, corporation, and buyer of the year, and the Doing Well while Doing Good award)
  • SFMSDC Get Your Ducks in a Row with Rafael Marrero & Company (5-year mentorship program)

Beatrice’s Major Takeaway:

Be sure to check the vitals of your company and where you are.

Three things you need to have:

  • A great accountant
  • A banker
  • People you can bounce ideas off

Episode resources:

Check out the resource page on their website sfmsdc.org

Know more about them on Facebook

Books mentioned:

Sell or Be Sold by Grant Cardone

Mindset: The New Psychology of Success (How We Can Learn to Fulfill Our Potential) by Carol Dweck

My interview with Todd Cohen about Sales Culture

Box Home Loan, Aaron Brown, The Sales Evangelist, Podcast

TSE 113: How Differentiating Ourselves Gave Us a 1,811% Growth Rate!

Box Home Loan, Aaron Brown, The Sales Evangelist, Podcast How do you differentiate yourself?

In this episode, Aaron Brown of Box Home Loans talks about the importance of focusing on yu ideal customers and doing things differently and setting yourself apart from the pack if you TRULY want to achieve HUGE, TREMENDOUS SUCCESS.

Aaron has a dozen different ventures within the mortgage industry. Some successful, many weren’t. But he definitely learned from them all, took what he learned and applied it to Box Home Loans.

A dozen years as an entrepreneur in the mortgage industry, trying different ventures and learning from failures has gotten him into a position that launched the concept of Box Home Loans.

Here are the highlights of my conversation with Aaron:

Aaron’s first coolest sales experience with flying Kingfisher Airlines in India: Being treated first class

Quoting Seth Godin in his book Purple Cow:

“If you could create a competing business with your core business and that competing business could operate on thinner margins and charge less for the customer and still be profitable, then why don’t you do that?”

It took them two years to figure out how to do that, but what they achieved after trying things out and learning from their mistakes is 1,811% growth over 3 years

Keys to the tremendous success of Box Home Loans:

1. Focus on your ideal customer.

  • Specializing and cutting away from the pack
  • Only did loans for people with terrific credit (700 and above)
  • Only lent on owner-occupied properties
  • Only going after 1/3 of the market and giving them a really great deal
  • They have perfected the Vanilla Ice Cream Loan model

2. Differentiate yourself within the industry.

  • Jim Collins’ Hedgehog Concept: the principle of being able to do something and specialize at it and be better than anybody else who has it
  • Tried an all Spanish mortgage company, didn’t work, that’s okay!
  • The NEED to BE different

3. Create a process.

  • Have a system to be able to duplicate the experience you provide to your customer
  • Having the system is just half of the equation
  • The other half: Getting your people to follow the system

4. Technology

  • There’s no way to provide the product in and of itself
  • Scaling it from 25 loans/month to 250 loans overnight
  • Building technology that was specific for them

They automated everything they can not to eliminate people but for people to focus more on solving complex problems and interact with other people for greater experience

The Power of Referrals

Communication also plays a HUGE role

Explosive growth of Box Home Loans came from REFERRALS

  • Having a BHAG – Big, Hairy, Audacious Goal
  • Great Price + Great Service = Great Experience
  • Your customers become your advocates

They got 75% conversion rate for having trusted third party referring your business.

Current projects Box Home Loans is working on:

  • Working on the purchase market
  • Capitalizing on both relationship business and the digital arena
  • Working with technology, systems and processes – providing tools to real estate agents to help them differentiate and drive purchase for loans

Get connected with Aaron though emailing him at aaron@boxhomeloans.com

Receive an awesome gift from Aaron! Please visit www.boxhomeloans.com/thesalesevangelist

Aaron’s Major Takeaway:


Niel Guilarte, All Things Post, The Sales Evangelist

TSE 111: Corporate Selling v.s. Entrepreneurial Selling

Niel Guilarte, All Things Post, The Sales Evangelist During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing.

Niel is currently the owner of Wildstyle Media Group, a video production firm working with high end organizations developing movies. He is also the host of the “All Things Post” podcast, which focuses on the behind the scenes world of post productions.

During this episode we discuss some of the difference between corporate selling and selling as an entrepreneur.

Here are some of the major takeaways:

  • When selling for a cooperation focus on volume, but when you are an entrepreneur you need to build relationships because that needs to last for the long run.
  • The principle of the “Invisible Sale” is to do the best job on every project you are working on and as a result, your client will give you referrals.
  • Start selling your expertise as oppose to your services. Look for ways to offer what you know to your prospects and as a result they will buy from you over others who sell on features/benefits.
  • Seeds you planted in the past will grow when you least expect it.
  • Continue to do activities such as speaking at events, going to networking groups, helping others connect without any expectations in return.
  • Fake the funk! (Don’t quit because you don’t know something…just keep moving forward)
  • Seek to offer quality over quantity.
  • You can’t hide behind your logo as an entrepreneur because you are the brand!
  • The best sales experience is to LISTEN! Real recognize real.
  • Sometimes not selling is the best sales experience.

Stay connected to Niel:

 Facebook   Twitter 

All Things Post, Niel Guilarte

Mentions: Tampa Bay Business Owners 

Tampa Bay Business Owners

Cold Calling Course, How to Cold Call
Sales Opportunities, CRM, Sales Prospecting

TSE 104: Secret Nuggets In Lost Opportunities

Sales Opportunities, CRM, Sales Prospecting 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 news. No one wants to get rejected, much less lose a deal. But in these situations, there is a golden question that most sellers often forget to ask the customer. “Why did I not get the business”. 

During this episode I share why everyone that is selling needs to ask this question when they are not awarded the deal. I also cover how to properly ask the question, how to use the information received to better your business and how new sellers can take advantage of this information to prospect.

Here are some of the major takeaways:

Asking the question

It’s important to ask this question properly with a good attitude. Even though you just lost a potentially great deal, you have to realize that its over and you need to move on. Keep a respectful attitude. I’m not saying you have to throw a congratulatory party, but it’s important to stay professional. Many times new sellers will want to get off the phone as soon as possible or if it’s an in person meeting, they want to leave the business ASAP to avoid an awkward situation. But while you are with the customer, it is important to ask them why you did not get the business.

Understanding that it may be awkward for the customer as well, the best way I have found to naturalize the situation is to remind the buyer of  the rules we set before we started about making sure we are a fit (learn more here “set the rules before we play the game”). Sometimes we are not a fit and that is okay. After I set the stage with that, and let them know that I am okay, I ask “now that it’s over, is it okay if I ask what were the deciding factors why “X company” was selected over us”? Typically at this point since it is over and they don’t need to have a guard up, the buyer will tell you everything you need to know. This information will now become gold for your business.

Using the information

Now that you received a wealth of information, it becomes crucial for you to log it in your CRM (Customer Relationship Management Software). For instance, in the Salesforce software in the opportunity profile, there is a section for sellers to indicate why an opportunity was lost. It becomes vital for you and your business to document well all the reasons. Why? If you are a business owner or someone who makes decision about the business, this will help you understand if there are things your business need to change.

For instant, if the reason why you were not selected was because your product is lacking a key feature, it becomes important for you to know this so you can fix it. More than likely if this buyer saw that reason as an important enough of a reason to select another vendor others may feel the same way. Now, I am not saying to run off and change everything based on the one lost opportunity, but if there’s a trend among the reasons why you are losing deals, it may be important to consider a change.


The final area where lost opportunities may become a gold mine is prospecting. If you are new to sales, new to an industry or company, look into the lost opportunities section of their CRM and learn the reason why your company are losing business to your competitors. Is it something that the sales person did or did not do? Is there a feature or solution that you should stay clear of? Or is there something that can potentially become an issue early in your business development process with a buyer? These notes in the lost opportunity sections can also provide you with a better understanding of who of your ideal customers is and what they want.


Overall, there are many reasons why people my elect not to buy from you and it is critical for you to know those reasons. Don’t look at it as a rejection and that all hope is lost, but learn to ask why you were not selected. Take it as a learning opportunity to enhance your business, product or services. Use it as a means to better prospecting and develop your sales skills. This information is GOLD!

I know this simple principle will help you grow. All and all, I want you to be successful and  I want you to go out and DO BIG THINGS!


Marley Majcher, The Party Goddess, The Sales Evangelist

TSE 103: Selling In The New Luxury Market

 Marley Majcher, The Party Goddess, The Sales EvangelistYou’d probably think catering to the luxury market is all glitz and glamor. But the more you’re getting paid, the more is expected of you to bring great value to the table. In today’s episode, Marley Majcher, the events planner to the biggest stars and celebrities, shares with us some tips in dealing with the luxury market and some nuggets about charging what you’re worth.

Marley’s umbrella company is marleymajcher.com. She owns a celebrity-based catering and event planning company in LA called The Party Goddess!.

Going to Georgetown for education she couldn’t manage her own company, she decided to write a book to solve her own problems around chasing revenue instead of profit. Writing her book, But Are You Making Any Money? has put her into a space of business consulting and helping entrepreneurs charge what they’re worth.

Wearing two hats, she runs her business by day and helps other businesses solve their problems by night.

[Tweet “@ThePartyGoddess Thank you so much for your great advice on the #TheSalesEvnagelistPodcast W/ @Donaldckelly @TSESales”]

Here are the highlights of my conversation with Marley:

Marley’s coolest experience being the customer was with Ruby Receptionists. Check their website here and see why people and Marley love them so much.

Let Ruby Receptionist know they are loved. Click the tweet link below.

Charging what you’re worth:

Selling to luxury market:

  • Providing great value for your business.
  • Luxury in the old days vs. luxury today.

Luxury today is giving your customer:

  • What they want.
  • When they want it.
  • How they want it.

Shifting how we think about the luxury market

Not judging a book by its cover

Taking yourself out of the equation

Tips in selling to a luxury market:

  • Be very tolerant.
  • Be perennially cheerful.
  • Be adaptable.
  • Be fast.

Knowing your numbers:

  • Cost of goods sold
  • Consider the time you spent to service that particular client

How to know if luxury market is for you:

  • Meditate. Pay attention to yourself.
  • How do you feel when you work with this audience?
  • Consider your chemistry with your audience.

The hardest lessons for small business owners to learn are:

Lesson 1: Saying no to other clients:

  • You have more time to service those really good clients
  • You cannot be all things to all people

Lesson 2: Charging your worth:

  • How much is the service worth.
  • Selling the convenience, ease, and peace of mind

Lesson 3: Hyper-focused customer service mentality:

  • A lot of times we are not our target audience
  • Put your brain in the mind of the client
  • Everybody has something they value.

Lesson 4: Firing a customer:

    • Be non-emotional.
    • Slow down your speech.
    • Be prepared. Stick to your guns.
  • “This is not a match.”
  • Provide them with solutions.

Connect with Marley on Twitter and Instagram @thepartygoddess

Marley’s Major Takeaways:

Know your numbers.

The way to charge what you’re worth, whether with a luxury client or selling, when your numbers, not only how much it costs to provide your product or service, and even if the service is just you, and you think you don’t have cost. YOU DO!

Know how much time really it takes to service that particular client.

What client is more of a match?

Take Marley’s Productivity Quiz at www.theprofitgoddess.com/tse

Check out Marley’s book:

The Sales Evangelist Podcast, Donald Kelly, Sales Podcast

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

The Sales Evangelist Podcast, Donald Kelly, Sales PodcastIn 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 conclusion came to me that large accounts were so much more worth it. Why? Because of the fact that large accounts and small accounts tend to take the same amount of time to close, large accounts tend to have a bigger budget, they also offer easier way to up sell and the commission far exceeds that of the smaller accounts.

But you are probably asking yourself, why are more people not taking advantage of large account selling? Well, the answer is simple. It’s because of the fear of failure or thinking it is harder to get into larger than the smaller accounts. Another reason that ties closely to fear, is not knowing how. But since I am the lab test, I have experiment with both and the results were astounding. Here are my thoughts why and how you need to get started on larger accounts.

1. Requires The Same Amount of Time 

When I worked with large and small accounts, they took the same amount of time because I had to do the same work in both accounts. I had to identifying the challenges, meet with key decision makers, discuss budget, offer a demo, go through contract/negotiation and wait though the legal process (aka contract hell). When it was all said and done, both took about the same amount of time. I was so convinced that the smaller guys would take up less time to close and thus I could do more of those, but it was simply FALSE. Thinking they will close quicker than the big guys, is a deceptive concept that we tell ourselves as sellers.

2. Larger Budget to Spend

Larger accounts also tend to have a more decent size budget than smaller accounts and thus pricing never becomes an obstacle, especially when you clearly identify a solid solution to a challenge they are facing. When working with small accounts, their budgets are tighter and thus they are more willing to live with pain than to fix it. Larger accounts will also offer you the ability to do more up selling as you properly manage the account during the sales cycle and post sale.

3. Better Commission for You

Since the large accounts have a significantly bigger budget, (in my case the deal was 6 times greater than the smaller account), the commission will be much more favorable with the larger accounts. Understanding that they will take the same amount of time to close and the same amount of work, why would you do anything else? It’s a no brainer decision.

But how do you get into these lager accounts? The same way you get into any ideal company (small or larger). Start off in one department and grow from there. For instant, can you assist the HR department in phase one of your deal and then work your way into other departments for phase two and three. This will allow you to learn the account, key individuals and understand processes and challenges facing their business. Your champion will then be a able to introduce you to decision makers in other departments and thus have a warm introduction instead of cold calling.


Take it from me, large accounts offer the best bang for the buck. However, as I discuss in the episode, if your business model has been successful working with small accounts, keep working your plan. If you are just scared of starting, stop it and start hunting bigger accounts.

I would like to hear your thoughts. What’s your experience working with larger v.s. small accounts? Feel free to weigh in on the conversation in our private Facebook Group, “The Sales Evangelizers”.

Remember, DO BIG THINGS!



Online Selling, DMCA, digital millenniumOnline Selling, DMCA, digital millennium copyright act, Kendra Stephens copyright act, Kendra Stephen

TSE 096: Things You Must Do To Protect Yourself When Selling Online!

Online Selling, DMCA, digital millennium copyright act, Kendra StephensContent, content, content – there’s a lot of talk about that. You need to post photos, videos, and other visuals to build your online presence. So you decided to post something on your website and use a photo that you got from one of your Google searches. And voila! The next thing you know you receive a love letter from a lawyer, demanding for payment otherwise you’ll get sued. How do you handle that?  Sadly, deleting the photo won’t fix it. Now you end up paying thousands of dollars for one picture.

One simple mistake can cost you ruining a business which you’ve worked hard for. So two words here – Due diligence.

There is a lot of ignorance about the legal side of online selling. Whether you’re a professional seller or you’re selling as an entrepreneur, you need to set the rules first before you play the game. Keeping informed is key.

That’s why I brought Kendra Stephen to the show so you would know what your rights are as a website owner and how to protect yourself, your business and your clients.

Kendra Stephen is a lawyer that understands online business. With 10 years of working with online marketing business website, Kendra helps people grow their business online while providing them with relevant legal resources and assistance.

Here are the highlights of my conversation with Kendra:

You don’t have to be online for your business to be online.

What people need to focus on:

  • Growing their business.
  • Controlling what’s out there about their business.

Key things you need to be aware of when you’re playing in the online space:

Important areas on the website commonly overlooked:

  • Terms of Use – the specifics for your business.
  • Privacy Policy – you cannot skip this!
  • Digital Millennium Copyright Act (DMCA) – allows the website owner to have protection.

DMCA requirements people forget about:


Copyright Infringement, defined: Taking someone’s original work (photo, video, writing) and posting it on your website without their permission.

Make sure the content of your website is not infringing on someone else’s copyrights. (Regardless of who posted it, whether your designer or virtual assistant, you will be held liable.)

3 categories photos usually fall under:

Keep track of a list of the photos you use on your website. Keep a record of your content.

Licensing content:

If you need to use someone else’s information, get their permission in writing.

If you’re paying someone to write for your website, keep a record of the agreement you have with them. For example:

  • What content they’re going to write.
  • Who owns the content once they write and produce it.


Most recently, they opened the world of domain names thereby also opening the door to more domain name disputes. Often times, people register the domain name not realizing that it’s someone’s trademark name.

Be careful when you’re registering your domain name that you don’t infringe on the trademark. When registering a domain name, make sure you do a trademark search.

Before you register your domain name, go to the United States Patent and Trademark Office website and search. But, things can get complicated. Better yet, speak with an attorney that does trademark searches. With one click, they can search everything. It may cost you money to have an attorney search the name for you but definitely less headache than you ending up being sued.

Is your podcast protected?

The moment you created the podcast, it’s protected by copyright law. If you did register it and someone decides to post it elsewhere without your permission, the statutory damages for copyright infringement can cost up to $150,000!

Rebroadcasting your podcast

Be careful with your agreements otherwise you could be signing over your copyrights to the company. Be careful about what you’re signing.

When you’re hiring a designer, make sure the designer hands over the rights to it.

Connect with Kendra via email kendra@supralegalgroup.com and visit their website www.supralegalgroup.com.

Or tweet her @KendraStephen

Kendra’s Major Takeaways:

“Create your own content. It is so easy to copy and paste from someone else’s website and you don’t want to do that. If you must use someone else’s information, get their permission in writing.”

Kimanzi Constable, The Sales Evangelist, Sales Prospecting

TSE 094: Three Unconventional Ways To Find More Clients!

Kimanzi Constable, The Sales Evangelist, Sales Prospecting Kimanzi Constable is an author, speaker, business coach, Amazon bestseller, co-host of Starve the Doubts podcast and just an awesome guy!

Today Kimanzi shares with us how you, as an individual seller or an entrepreneur , can find unique ways to get more clients and more business than just picking up the phone and doing cold calls.

You will find tons of golden nuggets from this episode as you get to learn more about finding ways to gain new opportunities either by speaking, consulting, or creating your own event. You will discover different ways for you to go out there and position yourself as an expert and thought leader and eventually see great results!

Here are the highlights of my conversation with Kimanzi:

Kimanzi’s coolest sales experience as a customer

The little things you do for your customers can make a rich experience.

The 3 aspects of paid speaking:

  • Speaking
  • Consulting
  • Throwing your own conference

The power of growing your business through speaking and consulting:

  • Companies paid outside consultants $39.3 billion in 2013.
  • Speaking gives you the opportunity to travel to cool places for free and get paid for it!
  • Getting treated like royalty when you’re speaking in other countries.
  • Selling your book (if you’re an author) at conferences or when negotiating something with consulting.

Gaining opportunities through speaking:

Big events (e.g. New Media Expo, Social Media Marketing World, Podcast Movement) – they don’t normally pay average speakers.

So where is the money at with speaking?

  • Industry associations (healthcare, lawyers, auto, etc.).
  • Different industries have association meetings and they’re willing to pay money.
  • A certain industry normally brings in a variety of topics (ex. social media, leadership, etc.).

Ways to find where you can speak:

Lanyrd.com – website containing an extensive database of conferences all over the world.

Whether or not organizers would say they’d pay:

  • It’s all about you and your topic.
  • Don’t be discouraged if they don’t indicate that they pay their speakers.
  • Make your topic really appealing.
  • Negotiate with the organizers and tell them what’s it going to cost.
  • If they want you and the topic, they’ll pay. If they don’t, move on.

Places Kimanzi has visited as a speaker: Australia, Kenya, London, Paris, Philippines, Japan, etc.

Tips for making your proposal format:

  • Write your bio – who you are.
  • Leverage anything you can.
  • List where you’ve spoken before – links to your presentations, speaking at a website or even at a library).
  • Speaking topics – You have to be specific to that event and make it good!
  • Include your fee – hourly rate or flat rate.
  • Figuring out how much you’re going to charge.
  • How to close your proposal.

How to do consulting:

  • Start local. Identify the companies.
  • Do research.
  • Identify what problem you can solve.
  • Go to the owner and invite them for coffee or lunch to pitch what you want to consult on.

Kimanzi helping a local McDonald’s franchise and growing social media presence by 89%.

Pitching strategies:

  • Show why this is a problem, how he’s losing money, and how you can fix it.
  • Back up everything with data.
  • Show the company why you are the person to do this.
  • Figure out what you’re going to charge.

Other unique approaches to access more opportunities:

  • Know who your market is.
  • Leverage is huge in this game.
  • Give yourself a goal.
  • Send out proposals.

Here’s a challenge for the listeners:

  • Identify three events that you want to speak at.
  • Identify three companies you want to pitch consulting to.
  • Tweet Donald or Kimanzi @kimanzic or email him at kconstable29@gmail.com
  • Send them this list of six places.

Current projects Kimanzi is working on:

Stop Chasing Influencers – 3-week class with Kimanzi and Jared Easley

Class on self-publishing with Jimmy Burgess

Hosting your own conference:

  • Reframing what you think of what a conference is
  • Cost-effective
  • Decide what you’re going to teach on.
  • Major kicker: How to host your conference for free!

Connect with Kimanzi at www.kimanziconstable.com or go to www.livingorexistingbook.com

Kimanzi’s books:

Tales of the Everyday Working Man and Woman

Are You Living or Existing?: 9 Steps to Change Your Life

Stop Chasing Influencers

Kimanzi’s Major Takeaways:


Curtis McHale, E-commerce, The Sales Evangelist

TSE 092: Service and Focus, Keys To Your Unbelievable Sales Success!

Curtis McHale, E-commerce, The Sales Evangelist  Curtis McHale is a successful entrepreneur, coach, writer, and speaker. He is living his passion for designing and building WordPress sites and plugins through his company SFNdesign, which specializes in eCommerce and Membership sites, as they seek to help their customers solve their online business problems.

In this episode, Curtis shares with us the concept of service and how service equals sales. Additionally, he talks about the power of choosing your ideal clients and refining who your ideal clients are through asking them powerful, yet impactful questions to cut through the process of finding customers that best fit your business. He also touches on the importance of turning down customers in exchange of getting higher overall returns.

Here are the highlights of my conversation with Curtis:

Curtis’ coolest sales experience when he was the customer.

The only way you can run a good business is if you’re serving your clients.

Many people don’t like being sold to.

The importance of having an idea who your ideal customer is for your business.

Reading Michael Port’s Book Yourself Solid four times and eventually doing the work.

Refining who your ideal client is.

  • Sending the first email to qualify them to move into a phone call.
  • Asking the same questions during the call.
  • Asking them if they enjoyed the call.

Getting lower financial value for his business but getting higher value overall in life.

On turning down people,

  • He doesn’t say “no” a lot. Personally; he makes them say “no”
  • Requires them to answer seven questions; if they don’t answer – bad fit!
  • Evaluating those you’re looking at as your ideal customers
  • Having the ability to say no to customers who are not an ideal fit for your business

Expense vs. investment

[Tweet “Get people to shift their mindset from think of your product or service from “being an expense” to “being an investment @curtismchale””]

Curtis’ questions on his initial email in finding his ideal customers:

  • Why is this current thing you want to do more important than you could be doing?
  • Have your clients been asking for this or internal staff?
  • What would happen if we didn’t do it?
  • What opportunities would you lose?
  • What happens in your business when we finish?
  • How will you move your business to the next level?
  • How are you going to measure success?
  • Timeframe – How long?
  • What’s your budget?

Current projects Curtis is working on:

  • Focusing on how to 10x his business for 2015
  • Putting his focus more on coaching, products (ex. his book: Don’t Be an Idiot:  Learn to Run a Viable Business)
  • His plan to release 4-5 books by 2015

Connect with Curtis over at curtismchale.ca (for coaching). He keeps one call per week for free.

For more information on eCommerce development or membership sites specifically on WordPress, you can find him at sfndesign.ca.

Curtis’ yearly course: Hope is not a strategy: Get a plan for your next business year

Curtis eCommerce and membership development site: http://sfndesign.ca

Curtis Sample Email:

Hey (client name) thanks for getting in touch about (project). It sounds interesting but I need some more information to help me decide:
1. If I’m a good fit or
2. If someone I know is a better fit
What I need to know is:
1. Why do you need (feature or project) now and why is it more important than something else you could be building?
2. Have clients or internal staff been asking for (feature or project)?
3. What would happen if we didn’t do (feature or project)? What opportunities would be lost?
4. What will happen to your business when we finish (feature or project)? How will it move your business to the ‘next level’
5. How are we going to measure success of (feature or project)? (time saved, more conversions to email, more sales…)
6. What is your timeframe for completion?
7. What is the budget you have allotted for the project?
Budget is usually the hardest question here but it’s something that I need to at least have an idea on. Do you have $1000 and I need to find existing solutions that can be ‘glued’ together to meet your goals (and you’ll probably have to give up on some specifics of how it works) or do you have $30k (or more) to spend and we can build you whatever you specifically need?
So even a range of where things start to feel ‘expensive’ helps me know what to think about as I sort out what works for your project.
The questions above are going to help me know a few things:
– if I’m the best fit for your project
– if someone else is a better fit
– if I’ve got the time for the project
– if my costs fit with your budget
– if I know of someone else that fits your budget better
Thanks for the answers, and have an awesome day
(your email signature)

Curtis’ Major Takeaway:

Book Curtis Recommended: 

Anthony Tran, Marketing Access Pass, Sales Education

TSE 091: How To Offer Value Through Education And Win More Deals!

Anthony Tran, Marketing Access Pass, Sales Education Today, we will dive into the power of giving value to your customers through educating them first before you even start selling. Our guest for this episode is a California dude Anthony Tran. His company, Marketing Access Pass, is a full web service business that designs websites to social media marketing search engine optimization. He also has a podcast, Marketing Access Pass, where he interviews online entrepreneurs as they share their online tips and strategies so that people can take their business the the next level online. He talks about online business, how it operates, and how online marketing can integrate with their business

In this episode, Anthony shares with us his wealth of knowledge on educating customers as your avenue to sales as well as providing education in order to create a great buying experience for your customers.

Bring value, value, value first…and business will naturally come knocking on your door.

Here are the highlights of my conversation with Anthony:

People buy on emotion more than they buy on logics.

The importance of educating before you start selling.

  • Through teaching your audience, you get their trust to do business with you.
  • Builds relationship with your clients.
  • Even acquiring clients out of serendipity.

How Anthony educates and brings value to his audience:

Becoming the trusted resource.

The principle of “thinking different.”

Creating a blog for your ideal customers:

  • Start with a WordPress platform – easy-to-use content management system
  • Think of how you can educate and help people understand.

Other ways to educate your customers:

  • Live workshops
  • Webinars
  • Sharing content on social media

Figuring out what to provide to your customers:

  • They will usually give you feedback, just ask them.
  • Ask them. (ex. what they’re struggling with or what is it that they want to learn)
  • The power of opening up to people and interacting with them.

The power of giving out free content so customers can test your product.

Shift from a mindset of just closing sales to building the trust of your customers.

Projects Anthony is currently working on:

  • Virtual Summit in 2015 – interviewing online entrepreneurs to share traffic generation and marketing strategies.

Connect with Anthony at MarketingAccessPass.com.

Anthony’s Major Takeaway:

Sometimes sales may have a bad stigma to it. But through this approach, you can actually make sales without pressuring the people to do it. And by giving value and training people, you’re going to make sales… people are going to have a great experience buying from you.

[Tweet “@AnthonyTranMAP Thanks for the great information you shared on #TheSalesEvangelist Podcast with @DonaldCKelly “]
Kingsley Grant; Fear of Rejection, Sales Coaching

TSE 090: Building A Bullet Proof Sales Professional Mindset

Kingsley Grant; Fear of Rejection, Sales Coaching 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 that?

Rejection is like a treasure chest wherein lies hidden opportunities just waiting to be unlocked. So don’t easily give up when a client rejects you. In this episode, Kingsley Grant will teach you how you can build a bulletproof mindset to handle rejection so you can achieve success in sales.

Kingsley Grant is a Marriage and Family Therapist, a life coach, author, speaker, and a midlifepreneur (an entrepreneur at midlife). He is passionate about bringing the best out of each and everyone in order for people to have more balanced, happier, and more meaningful lives.

His recently released book, Midlifepreneur: Making Your Dreams Come True Without Risking Everything, is all about getting out and just turn your dream into a reality without risking the loss of things or people that are most important to you.

Here are the highlights of my conversation with Kingsley:

How sellers can cope with sales rejection

  • Mastering core strengths so you can dominate
  • Gauging how customers are pre-contemplating what you’re going to sell them
  • It may just be a “no” now so listen to the person and recognize the opportunity
  • Rejection is an opportunity to reassess

How to prepare before the meeting:

  • Know thyself.
  • Sell your likeability first before you sell your product.
  • Recognize how you can connect with the client.
  • Prepare your mind to how you can create a moment of likeability and trustworthiness

Ways to build strong relationship:

  • People have certain ways they want to be sold to.
  • Know to whom you’re selling.
  • Recognize that everyone does not buy the same way.

Building a bulletproof mindset to handle rejection

  • Sell according to how a client wants to be sold. How? –  Listen!
  • Empathize with them.
  • Shift the conversation from the product to the person.
  • Make the client feel that you understand them.
  • Take time to get to know your client.
  • Make it not about you but about the client.

Doing a “fire drill” of your sales presentation

  • Have a strategy and be prepared.
  • Know what to say, when to say it, how to say it
  • Practice so you can put your personality into it, then it will come out naturally

Strategies for handling rejection:

  • Think about what value can you bring to the person.
  • Pound on the value of what you’re selling – For example, you are not just selling a house but you are comfort, security, protection.
  • BELIEVE what you are offering them is something of VALUE

Kingsley’s current projects:

For more information on Kingsley and the amazing things he’s working on, visit www.kingsleygrant.com. Connect with Kingsley on Twitter @kingsleygrant

Kingsley’s Major Takeaway:

Seller, know thyself. Figure out your personality type and understand that your type may not be the same as other person’s personality types. It’s not about you but them.

Eliminate from your mindset all the things you have been hearing about how you should do it because you’re not everybody else. You are YOU. You are uniquely positioned. There is only one you so be you.

Know yourself. Know your style. And deliver through that style and not like how everybody else does it.




Music Provided by Freefx.com 


Richie Norton, The Sales Evangelist, Start Something Stupid

TSE 088: Increase Your Sales Success By Starting Something Stupid!

Richie Norton, The Sales Evangelist, Start Something Stupid During this episode I had the privilege of interviewing Richie Norton who is the bestselling author of The Power of Starting Something Stupid. Richie is also the author of the #1 Amazon download –Résumés Are Dead and What to Do About It. He is an international speaker and consultant for the corporate growth and personal development industries, a social entrepreneur, and CEO and Founder of Global Consulting Circle.

Richie has been featured in Forbes, Businessweek, Young Entrepreneur, Huffington Post and other national publications both in print and online. The 2013 San Francisco Book Festival named The Power of Starting Something Stupid the winner of the business category and the grand prize winner of all book categories in its annual competition. In 2010, Pacific Business News recognized Richie as one of the Top Forty Under 40 “best and brightest young businessmen” in Hawaii.

Richie has shared the stage with bestselling authors such as Stephen Covey, author of The 7 Habits of Highly Effective People, Stephen M.R. Covey, author of The Speed of Trust and Kevin Rollins, former CEO of Dell Computers.

Richie received his MBA from the world’s #1 ranked international business school, Thunderbird School of Global Management.

Here are some of the major takeaways from our discussion: 

  • The 3 “T’s” of Stupidity.
    • Model T
    • Telephone
    • Twitter
    • All of these were once considered as a stupid idea, but overtime became amazing successes. If the inventors of these mentioned inventions did not pursue their dreams because they were stupid ideas, think of where the world would be now. Especially many great inventions which were once considered as only stupid ideas and look how much advancement we have made as mankind.
  • Gavin’s Law: Live to start, start to live. Life is short and none of us will know when it will be our time to go. Therefore it becomes requisite for us to take advantage of opportunities that are here for us. We must learn to take action, especially when we think that it’s “only a stupid idea”.
  • As a seller, you must truly believe in what you are selling and that it will bring value to your prospects. It must become your moral obligation to educate and let them know what you have to offer as a seller.
  • Strive not to let pride hold you back from going forth and taking action of your “stupid ideas”.
  • Whenever you are faced with the dilemma of starting a stupid ideas”ask yourself, will I regret this when I am 80?
  • Lean into stupid, don’t run from it.
  • You have to start to START, which stands for “Serve, Thank, Ask, Receive and Trust”
    • Service: Truly serve others and give service genuinely.
    • Thank: Be full of gratitude.
    • Ask: Ask for things that are “Mission Matching”. Offering them something that other’s needs.
    • Receive: Be willing to receive things from others, not just giving to others.
    • Trust: Trust the process.
  • Procrastinators are addicted immediacy and getting instance gratification
    • To overcome your procrastinating tendencies, each night take a 3X5 card and write down the five most important things you have to accomplish the next day. Work your way down the list and take it one task at a time.
  • Don’t take yourself too seriously that you don’t do anything. You have to take action.
  • However, do take your “ideas” seriously and don’t discount yourself. Know that you are unique and recognize that you have something to offer others with your unique personality.

Stay Connected with Richie:


Richie is also doing free 45 minutes strategy sessions. If you are interested, in a free session, connect with Richie via email at richie@richienorton.com.

Check out Richie’s book here:

Thank’s to Joseph Brown for making this episode possible:

Joseph Brown, Richie Norton, The Sales Evangelist

Connect with Joseph Brown 




TSE: 070 Learn How Hustling Can Help You Close More Deals Today!

SteliHustle, hustle, hustle….

Steli was born for the hustle and is the perfect person to have on the show to help us as sellers and entrepreneurs improve their hustler’s mindset. Steli is the founder and CEO of Close.io and ElasticSales. He is an expert when it comes to startups. He has assisted in more than 150 venture-backed startups to build and scale their sales processes. Steli has also trained thousands of founders, sales directors and sales reps how to create predictable revenues and see drastic results.

Here are some of the major take aways from our discussion:

    • If you lack any kind of talent, you have to make it up with the hustle.
    • After dropping out of school at 18, Steli became acquainted with learning as oppose to academics.
    • Steli’s definition of hustling is going places other people don’t,  showing up where other people don’t show up and following up through where other people won’t.
    • Some people are born with the hustle and others can learn it.
    • One way to increase your hustle is to do things that will make you feel uncomfortable. Everything worthwhile is outside your comfort zone.
    • The art of following up is key to your success. Don’t just give up when you don’t hear from a prospect.
    • When following up, don’t sound needy. Be a professional and get straight to the point.

Stay Connected to Steli: 


Steli’s Email Address: Steli@close.io 

Check out Steli’s new book :“The Ultimate StartUp Guide to Upon Sales”

StartUpSalesGuide.com (Use this discount code to get a listeners only reduce price on the book. Discount code: Awesome Sauce)

Steli’s New Book




TSE 067: Uncovering Pain and Creating Revolutionary Solutions!

Mike McGee TSE CoverIn this episode my good friend Jay Quiles and I interviewed Mike McGee who is one of the co-founders of the of  Starter League and Starter School.  Mike and his co-founder started Starter Leagues as a solution to their “pain” they faced as they tried to develop a start up business. Without any coding or technical background, none of their ideas could take life. The final solution was to teach themselves. Along the way they realized that this was a challenge others were facing and the birth of their organization started. As you listen to this episode, Mike shares his experiences.

Here are some of the major takeaways from our conversation.

  • Become very aquatinted with PAIN and finding problems.
  • Look at problems you and your family members are facing and look for solutions. Focus on just one principle.
  • People are more willing to get PAIN killers than they are to buy vitamins.
  • When selling a product or service in a “start up” recognize that potential buyers are already out there looking for a solution to their problems. You just have to present the solution so they can quickly recognize the value.
  • When looking to do a start up, don’t look to copy other successful businesses, look to create your own value.
  • Seek to be the ideal person; as well as the person who can add value. Mike gave the example of Facebook and how Mark Zuckerberg was the coder who took the idea to whole another level because of his coding abilities.
  • Who are the ideal candidates for the Starter League?

o   College dropouts who are looking for an alternative to traditional college.
o   Those who are fed up with their day jobs, have great ideas to solve challenges and add value to the lives of others. They recognize that they don’t have the skills to implement their ideas into action.
o   Individuals who went to get their MBA’s and don’t know how to manage the tech side of their ideas and would like to get involved in the details.

  • If you are interested in solving problems with tech solutions, learn more at www.starterschool.com. Application deadline August 31, 2014

Stay in contact:




Mike on Twitter 



Stay in touch with my Jay Quiles 

Jay Quiles on Twitter 

TSE 050: “The Power Of Belief” With Lin Hart Part 2

Lin Hart Quote_miniIn this episode I interview Lin Hart author of the book “Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”. Lin wrote this book focusing on a specific 10-year period of Reginald F. Lewis’ life. It was a period during which the two were particularly close and it is a period that received little coverage in his autobiography, “Why Should White Guys Have All The Fun.”

“During his lifetime, Reginald F. Lewis accumulated great wealth and arguably the richest African-American on the planet. This book is not about his wealth. It is about Reginald F. Lewis long before the wealth. It is about the challenges he faced during this 10-year period and the way in which he overcame them. It is about how he transformed himself from being ordinary to become extraordinary”-Lin Hart

I personally feel that the principles that Lin shares are very important to our lives as sales professionals and entrepreneurs. Here are some of the major take aways from my conversation with Lin:

  • Don’t just talk, look for opportunities to do things.
  • Reginald came from a humble background and was able to climb the tallest ladder and accomplish great things.
  • Align yourself with great people because they will have an impact upon you.
  • There are no straight lines to success. You will have to hustle.
  • Most people are fearful of change because they are afraid of the outcome.
  • Changes are never free and this is why some people don’t like changes.
  • Success will come to you when you find something that you love to do so much, that you would do it for free. However, you get compensated for it.
  • Understand your business at a granular level (deep dive). Always understand ALL THE DETAILS! The genius is the one who REALLY understands the details that most others do not or is not willing to understand.
  • Knowing the details of why you are doing something will help you become confident.
  • “The most impactful limitations you will face are the ones you will place on yourself” -Lin Hart
  • Before you start selling something, you must start selling yourself.

Post by The Sales Evangelist.

Books Lin spoke about:

  1. “Why Should White Guys Have All The Fun” 
  2. Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”

Stay in contact with us:




TSE 049: “The Power of Belief” with Lin Hart Part 1

LinHartIn this episode I interview Lin Hart author of the book “Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”. Lin wrote this book focusing on a specific 10-year period of Reginald F. Lewis’ life. It was a period during which the two were particularly close and it is a period that received little coverage in his autobiography, “Why Should White Guys Have All The Fun.”

“During his lifetime, Reginald F. Lewis accumulated great wealth and arguably the richest African-American on the planet. This book is not about his wealth. It is about Reginald F. Lewis long before the wealth. It is about the challenges he faced during this 10-year period and the way in which he overcame them. It is about how he transformed himself from being ordinary to become extraordinary”-Lin Hart

I personally feel that the principles that Lin shares are very important to our lives as sales professionals and entrepreneurs. Here are some of the major take aways from my conversation with Lin:

  • Don’t just talk, look for opportunities to do things.
  • Reginald came from a humble background and was able to climb the tallest ladder and accomplish great things.
  • Align yourself with great people because they will have an impact upon you.
  • There are no straight lines to success. You will have to hustle.
  • Most people are fearful of change because they are afraid of the outcome.
  • Changes are never free and this is why some people don’t like changes.
  • Success will come to you when you find something that you love to do so much, that you would do it for free. However, you get compensated for it. 
  • Understand your business at a granular level (deep dive). Always understand ALL THE DETAILS! The genius is the one who REALLY understands the details that most others do not or is not willing to understand.
  • Knowing the details of why you are doing something will help you become confident.
  • “The most impactful limitations you will face are the ones you will place on yourself” -Lin Hart
  • Before you start selling something, you must start selling yourself.

Post by The Sales Evangelist.

Books Lin spoke about:

  1. “Why Should White Guys Have All The Fun” 
  2. Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”

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TSE 048: How Phillip Taylor Developed His Hobby Into a Successful Business Part 2!

PTHere is part two of my conversation with PT and some of the take aways from the second session:

  • Create an avatar or the ideal client of people that you would purchase your product or service.
  • Seek out top influencers who are in your industry and seek out opportunities to work with them and to add value to them. They will bring you to a community of your ideal prospects.
  • By running an event, you become a thought leader in the eyes of the those you serve.

PT also educated us on the reverse pitch, which is the idea of pitching those who are pitching at you. (Listen to the episode how he masterfully does this).

What are the keys to success in sales?

  1. Have a genuine heartfelt understanding of what you offer.
  2. Think long term and how to grow relationship. Ask yourself, what can I do to provide value.
  3. Being able  to quickly find for your prospects.
  4. Being organized in your communication.

How do you overcome rejections and tough times?

  • Don’t compare yourself with others.
  • Think about the positive things going on and focus on those around you who are supporting you.
  • If you are getting depressed and feeling low, go out and help others! (Wise words from PT’s mom).

Resources that Phillip Recommended:

PTmoney.com (Information on personal finance)




Connect with PT on Twitter:



Come and listen to the episode to learn more!


TSE 037: Selling As An Entrepreneur with John Lee Dumas

John Lee DumasEntrepreneurs, get ready to ignite! During this episode I was able to interview Mr. John Lee Dumas! The man behind “Entrepreneur on Fire”! John’s podcast is a top ranked, 7-day a week business podcast, focused on inspiring entrepreneurs.

Some of John’s guests includes, Seth Godin, Gary Vaynerchuk, Barbara Corcoran, Tim Ferriss, Chris Brogan and over 500 inspiring Entrepreneurs.

Here are some of the questions/take aways I got from John during this episode.

Why are so many entrepreneurs afraid of selling? 

One of the major reasons why entrepreneurs dislike selling is the fact that they are fearful of rejections. To overcome that you must just launch and DO SOMETHING! Another way to overcome this fear of rejection is to get a mentor or be part of a mastermind group.

What does an entrepreneur do when your business grows greater than your ability to do it alone? 

John recommends that anyone in this situation reads Chris Decker’s recently released book Virtual Freedom. You can increase the value of your time and grow your business even faster by hiring others who can take care of minimal tasks for you.

How do you know at what point to price your product? 

There is no set answer to the ideal pricing of your product. John recommends that individuals focus on value and base the price on that, not merely on the hours spent offering that product or service.

John major take away is to JUST START!

John also recommend’s that listeners check theses two books: The Slight Edge & The Compound Effect.


Entrepreneur on Fire (EOFire.com)

Podcaster Paradise


Listen to Stitcher