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TSE 1012: You Are Important As Well!!!

If you find yourself hesitant to tell people that you work in sales because you think anyone can do it, today we’re discussing the fact that You are Important as Well!! The year was 2011. I was a [...]

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TSE 1010: TSE Certified Sales Training Program – “BETA”

Sales professionals who lose track of the fundamental tasks involved in selling don’t perform as well, so we’ve created the TSE Certified Sales Training Program to help sellers stay [...]

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TSE 1003: 5 Common Mistakes Sales Managers Make When Coaching

In our work with sales reps, sales teams, and sales managers, we encounter many people who believe that sales coaching doesn’t work, but many of them fail to realize that there are 5 common [...]

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TSE 1000: The Sales Evangelist 1000th Episode with Donald C. Kelly

It’s The Sales Evangelist 1000th episode and Stephen A. Hart from the Trailblazers.FM Podcast is conducting the interview while Donald Kelly answers the questions. This podcast started five [...]

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TSE 993: Partnering To Lower Customer Acquisition Costs

Eric Graf, CEO of Flockgen, explains how mid-market businesses can trade relationships with one another to expand service offerings and lower customer acquisition. As sales reps, we need to make [...]

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TSE 988: How To Adjust My Sales Process When Selling Gen Z

On today’s episode of The Sales Evangelist, we’re talking to Kathleen Hessert and Krista Jasso about the newest generation and how to adjust your sales process when selling Gen Z. [...]

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TSE 985: TSE Certified Sales Program – “Fear of Prospecting”

Today on The Sales Evangelist, we’re going to talk about the fear of prospecting, how your coworkers often contribute to it, and how you can overcome your fear of rejection. Fear of [...]

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TSE 981: Creating an It Factor Culture

On today’s episode of The Sales Evangelist, we’re going to hear from David DeRam, CEO and co-founder of Greenlight Guru, about the “it” factor, and how it can change the [...]

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TSE 980: TSE Certified Sales Program – “Lazy Outreach”

I received an email the other day from a sales rep that I found so annoying that I am dedicating this entire episode to the ways you can avoid making the same mistakes with your emails. This [...]

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TSE 979: Sales From The Street: New World for CRM and Mirroring Pipeline Stages

Sales constantly evolves. As technology and tools change, we have new processes and strategies available to us. On today’s episode of The Sales Evangelist, we hear from Alex Glenn about the [...]

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TSE 976: How To Not Make Your New Sales Process JUST Another Flavor of The Week

  Sales is one of the hardest jobs in any organization. Sometimes optimism keeps sellers from recognizing the truth of the situation because they are focused on commission. On today’s [...]

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TSE 975: TSE Certified Sales Program – What Is It?

On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program. If you are a sales leader in a company – this program is for you. [...]

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TSE 972: How To Get Salespeople Not To Skip Steps In The Sales Process

On today’s episode of The Sales Evangelist, we discuss the value of following every step in the sales process, and how you can prevent your sales team from skipping steps in the process. [...]

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TSE 969: Sales From The Street: “Knuckle Dragging Sales”

  On today’s episode of The Sales Evangelist, we talk to John Crowley, author of Knuckle Dragging Sales, about the difficulty of sales and a return to simple ideas about selling. John [...]

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TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed

On today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable without feeling pushed. No matter what [...]

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TSE 967: How Does The Statement “Unless You Are Breaking Stuff, You Are Not Moving Fast Enough” Apply To Sales?

One of our listeners reached out to me the other day about Mark Zuckerberg’s recent quote: “Move fast and break things.” On today’s episode of The Sales Evangelist, we [...]

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TSE 962: What Salespeople Can Learn From The “Political and Dating” Industries

The political and dating industries share a common goal: to narrow your choices down to the one candidate that makes the most sense for what you want. Particularly in the political arena, the ads [...]

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TSE 946: Three Effective Ways To Create Loyalty

The buying process has changed, and by the time your prospect gets to you, he has already done a substantial amount of online research. A recent study showed that 68 percent of people in the B2B [...]

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TSE 935: TSE Hustler’s League-“Closing Is Too Much”

  If you’ve been following the show for a while, you know that The Sales Evangelist Hustler’s League is an online group coaching program designed to help sales professionals of [...]

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TSE 916: How To Develop A Marketing Message That Cuts-Through & Brings More Leads

Imagine how quickly sales will decline if your sales and marketing teams aren’t communicating well. You must have a marketing message that cuts through the noise and generates inbound [...]

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TSE 915: TSE Hustler’s League-“Application”

Early on in The Sales Evangelist, I didn’t have an application process in place to qualify my inbound leads, and it cost me customers. I suspect you could be missing this connection, too. [...]

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TSE 906: Questions That Sell-The Powerful Process to Discovering What Your Customer Really Wants

Selling is always a challenge. When sellers are confused about what they’re selling or about what their customers want, selling is impossibly hard. Learning to ask questions that sell will [...]

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TSE 902: Numbers Alone Can’t Coach

Sales numbers won’t tell you much about your sales team. They might tell you who’s struggling and who isn’t, but they won’t tell you where the problems lie. Numbers alone [...]

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TSE 900: Where We Came From And Where We Are Going!

We have produced 900 podcast episodes! Today on The Sales Evangelist we’ll celebrate our 900th episode and share the impact the podcast has had on our business, as well as some highs and [...]

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TSE 897: 15 Great Sales Coaching Questions You Should Ask

As a sales manager, your focus must rest largely on your sales reps rather than your customer. You must win your sales reps over in order to get them to perform at their peak. Do that asking [...]

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TSE 896: Empower Yourself First Before You Can Empower Others

In order for your organization to operate at its best, the people within must be empowered. The team must feel confident working together and it must believe in the process. But believing in the [...]

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TSE 892: How Can I Better Coach My Sales Team?

When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my [...]

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TSE 884 : Sales From The Street-“Your Own Avatar”

When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually realized that his scripts and his processes [...]

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

    If your prospect views your product or service as a luxury item, your sales process may not matter.  If he sees it as unnecessary, or as a step that will create extra work, [...]

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

What do you do when your competitor’s product is cheaper than yours? Today on Sales From The Street, we talk to Chris Ibezim about what happened when he realized his prices were too high, [...]

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

Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospecting is shared vision, or helping your [...]

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

Sales professionals engage in a constant hustle and grind to achieve their numbers and meet their goals. What they may not understand is that the prolonged stress can affect sales. On [...]

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

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

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TSE 811: How Do I Handle Objections?

Your success as a sales professional depends largely on your ability to handle objections. Give up too quickly and you’ll miss an opportunity to dispel your client’s concerns. If you [...]

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

We do business with people we know, like, and trust. When we connect with prospects, we increase the odds that they’ll feel that way about us. Often, though, as sales professionals, we skip [...]

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

Sometimes the sales basics feel mundane. Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our wheels. Without regard for how effective [...]

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

Big sales wins are virtually impossible when marketing and sales departments don’t work together. When the two entities align to use repeatable action steps, the result is big sales wins. [...]

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

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

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

Sales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our customers. In today’s episode of The [...]

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

Sales professionals rarely use humor to improve rapport and improve negotiations. For some reason, when we walk through the doors at work, we’re all business. Research shows, though, that [...]

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

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

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

For Phillip Washington, Jr., the transition to a full commission sales position was a no-brainer. It was stressful because he had a family to support. He learned from his years in sales that he [...]

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

Most businesses know their target audience. They probably know their customers’ pain points and they think they know how to influence their customers. Most businesses overlook the [...]

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

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

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

In today’s episode of The Sales Evangelist, we’ll show you how to use tailored email to grab your prospect’s attention. We’ll also show you how to make sure she reads to [...]

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

Sales professionals don’t like to admit it, but we’ve all felt jealous. When one member of the team is killing it while we struggle to close, resentment creeps in; the kind of [...]

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TSE 792: How To Deal With That Annoying Co-Worker On Your Team

Your job is hard enough without an annoying coworker distracting you from your work. In today’s episode of The Sales Evangelist, we discuss how to handle an annoying coworker when [...]

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TSE 789: Sales From The Street-“He Was Doing The Take Away”

Selling to a seller can be especially difficult. I know this because I once found myself working a deal with a client in which he was doing the sales take away. I was so desperate for the sale [...]

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TSE 785: TSE Hustler’s League-“Track For Success”

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other. During this episode, I discuss the importance of [...]

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TSE 784: Sales From The Street-“Whatever It Takes”

Do you give up easily on your prospects when you’re not able to get a hold of them? Do you walk away when someone says “No?” In today’s episode, I share about a principle [...]