TSE 1210: How to Seize Attention and Build Trust in a Busy World 

  As salespeople, we look for ways to seize attention and build trust. While prospecting and building trust among clients is critical, it’s also one of the most difficult tasks in sales.  [...]

TSE 1200: How To Elevate Your Sales Game 

As a salesperson, you might have asked yourself the ways to elevate your sales game.  Dug McGuirk is a national trainer with Tony Robbins. He is a peak performance strategist to help people get a [...]

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

I saw a question on Reddit recently from a seller who wondered whether or not to create content on LinkedIn. The seller worried that writing about topics like quota, rejection, or prospecting [...]

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

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

TSE 1128: Developing A Go-Giver Strategy!

  The most financially profitable way to do business is to shift your focus from getting to giving, and by developing a Go-Giver strategy, you’ll constantly provide value and good things [...]

TSE 1106: Why Assessing Value is Not As Simple As It Sounds, and How Companies Often Get This Wrong

Value is in the eye of the buyer, and because assessing value is not as simple as it sounds, companies often get this wrong. Ken Rutsky specializes in helping companies tell their story in a way [...]

TSE 1105: Growing Your Business and Creating Value

  During our time at the Florida State Minority Supplier Development Council’s expo, we’ve met a number of people who understand the secrets behind growing your business and creating [...]

TSE 1102: “Should I Give Client References?”

It can be frustrating for prospects to ask to speak to your current customers, and it can leave you wondering, “Should I Give Client References?” It can be tricky to balance this [...]

TSE 1099: Sales From The Street – “My Ideal Customer”

  Business owners and sales reps who try to sell to everyone will struggle to succeed until they decide to focus their efforts on the ideal customer. Today, Dr. Frances Richards, whose [...]

TSE 1097: “Fatal Mistake – You’re Not Leaving Anything Behind”

  If you find that your deals are falling through the cracks or you’re losing your prospects to your competition, perhaps the problem is that you’re not leaving anything behind.  [...]

TSE 1083: 3 Crucial Signs You Need to Add More Value

Sometimes as sales reps we don’t bring enough value to the table and there are 3 crucial signs you need to add more value so you won’t be judged only on price. Dion Travagliante runs [...]

TSE 1082: Your Emails Give No Value

When your prospects find 100 new email messages waiting for them on Monday morning, if your emails give no value, your prospects will never open them. If there’s nothing in the subject line [...]

TSE 1075: TSE Certified Sales Training Program – “When Should I Talk About Price?”

The trend in sales now is to provide value to your customers, but there must be some kind of exchange in the transaction, so you may find yourself asking, “When should I talk about [...]

TSE 1071: Building a Personal Brand, Giving value, Connecting with Others

Smart sellers can make social media work for them by building a personal brand, giving value, connecting with others, and growing their business. Andy Storch is a consultant and coach who is [...]

TSE 1039: Sales From The Street – “Sell Value”

If you struggle with sales and the challenges that go along with it, you aren’t alone, and today Ted Ryce shares how he overcame his own struggles and how you can overcome sales plateaus. Ted has [...]

TSE 1035: TSE Certified Sales Training Program – “Story Selling”

Stories provide a powerful opportunity to connect with your prospects, and story selling can push you across the line and even make you more successful than the competition. They can even help [...]

TSE 1022: The Redheaded Stepbrother of Sales…Client Success

The Red-headed Step Brother of Sales … Client Success; we don’t pay attention to it. But, we should. There were times, growing up in Jamaica, when we would have issues with getting water into our [...]

TSE 1017: Don’t Treat Prospects Like a Number

If you’ve been guilty of bulldozing your prospects or being rude or uncaring, today must be the day you change your mindset: Don’t treat prospects like a number. Although numbers are [...]

TSE 1009: Sales From The Street: “Don’t Ration Your Passion”

Pauline “Muffin” Grayson is a graphic designer who believes we shouldn’t let anything get in the way of our passion, and she has a single message for us: Don’t ration your [...]

TSE 1005: TSE Certified Sales Training Program- “Emotional Intelligence”

        Sometimes small problems grow into much bigger problems, and without emotional intelligence to help you address misunderstandings, these problems can affect your [...]

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 [...]

TSE 934: Sales From The Street – “Referral Business”

People are often uncomfortable with the idea of prospecting. Many salespeople struggle with it because they relate it to cold calling, but it isn’t possible to transition to a referral [...]

TSE 931: How To Use LinkedIn for Inbound and Developing Process

LinkedIn is a powerful tool for sales professionals, but you must have a strategy in order to use it well. If you have a plan, you can use LinkedIn for inbound and developing process. On [...]

TSE 885: TSE Hustler’s League-“Dog Chasing A Car”

Imagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he [...]

TSE 867: What Is Value?

Sales professionals sometimes talk so much about value that it becomes meaningless. We toss it around like a buzzword instead of sincerely seeking to provide value. What is value, and how can you [...]

TSE 858-Three Things You Should Remember When Creating a Referral Program

Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies to have a plan when designing a referral [...]

TSE 836: Make Social Selling A Part of Your Day to Day Life

If you don’t already make social selling a part of your day, you should. The millennial generation has connected everyone on social media. Using those platforms to sell should be a natural [...]

TSE 835: TSE Hustler’s League-“What Is Different About You?”

You are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly the same thing you are. So what is different [...]

TSE 829: Sales From The Street-“Being Small Doesn’t Benefit You”

I spent too much time thinking small: failing to try new things for fear that I wouldn’t be good at them. It wasn’t until friends in my Mastermind group challenged my thinking that I [...]

TSE 825: TSE Hustler’s League-“Outreach Strategy”

Without an outreach strategy or a plan, sales professionals run the risk of looking pushy. When we focus entirely on making money and closing deals without working a plan, we miss the opportunity [...]

TSE 806: The Salesperson Paradox

The Salesperson Paradox requires sales professionals to shift their focus from selling something to the customer to helping the customer solve a problem. Today on The Sales Evangelist, Douglas [...]

TSE 764-Sales From The Street-“Don’t Make Them Feel Stupid”

As a seller, our job is to ensure we make our prospects feel comfortable with us. During this episode, I share why and how we should help our prospects feel comfortable. In a Perfect World As a [...]

TSE 763: Stop Selling & Start Leading Movement

Are you just selling or are you leading? During this interview, Deb Calvert shares with us why the movement of becoming leaders in the eyes of our prospects is so critical. Listen and learn why [...]

TSE 611: What Is The “GAP” & How Can I Find It In My Prospects Business?

Mind the gap! I’m not talking about London tubes here but today’s guest, Tibor Shanto, is going to teach us this concept of how you can help your buyers understand where they are and [...]

TSE 561: Using AI To Close Deals Faster

63% of sales leads don’t convert for at least 3 months. One reason is that many salespeople just don’t understand how to use the information they have that’s been sitting on their CRM this whole [...]

TSE 560: TSE Hustler’s League-“WOW Factor”

Today’s snippet from one of our past training sessions over at the TSE Hustler’s League is about what you can do to maximize those major gateway points to help move your deal to the [...]

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

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

TSE 515: TSE Hustler’s League-“Credibility and Trust”

Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about building credibility. Credibility leads to trust. Trust is essential in sales. You have to [...]

TSE 510: TSE Hustler’s League-“What Is Value?”

Today’s snippet taken from one of the past training sessions over at the TSE Hustler’s League is focused on building value. The extent to which a good service is perceived by a [...]

TSE 505: TSE Hustler’s League-“Customer Friendly Sales Process”

Traditionally, the sales process has not been very conducive to providing value to clients. But this doesn’t work anymore. Over the years, the buying process has significantly changed and so you [...]

TSE 487: How To Become Indispensable To Prospects & Clients

Today I’m going to teach you how to  stand out and become indispensable to your clients, prospects, and your company. My wife and I saw a movie last week called Hidden Figures. It’s [...]