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 1191: Why You Can’t Do It All On Your Own

  Even if you consider yourself a fiercely independent seller, you’ll sometimes need help from others because you can’t do it all on your own. Adam Carswell works for Concordia Realty [...]

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 1130: TSE Certified Sales Training Program – “Freedom”

  Today we’re celebrating our country’s independence, but sometimes sellers relinquish their freedoms because of fear.  We discuss challenges like this in TSE Certified Sales Training [...]

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 1121: Your Price Is Right: How to Stand Your Ground Against the Lowest Bidders and Protect Your Margins

We’ve all encountered price wars against the lowest bidder, but today we’re going to talk about how you can stand your ground, protect your margins, and earn the price that you’re worth and how [...]

TSE 1114: Assessing Curiosity To Optimize The Performance of Outbound Sales Reps

  Asking questions and learning about the client is an accepted part of sales, but the key is assessing curiosity to optimize the performance of outbound sales reps. Alex Berg, who has a [...]

TSE 1108: How to Use Humor In The Sales Process

  Humor takes away tension and sellers who use humor in the sales process can increase efficiency and improve effectiveness. Andrew Tarvin realized over the course of his career that you [...]

TSE 1107: Are You Ready and Prepared?

Sellers who want to succeed must ask themselves a vitally important question: Are you ready and prepared to have a value-rich conversation? I recently took a camping trip with my buddies to St. [...]

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 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 1095: She is Too Young

Jordan Ray has endured more challenge in her 21 years than most people experience in a lifetime, so when she goes into a large hospital to share the product she has developed, many people believe [...]

TSE 1092: Building Interest In Something When The Customer Isn’t Looking

Sellers who discover how to be successful without a marketing department, in a crowded marketplace, and when the customer isn’t even looking will be successful in almost any circumstances. [...]

TSE 1088: 4 Pillars to Leveraging LinkedIn for Business Development

You may believe that social selling won’t work for your company or industry, but if you take advantage of the 4 pillars to leveraging LinkedIn for business development, you’ll be [...]

TSE 1086: Why Social Selling is the New Sales

Social selling is the new sales because it utilizes all the techniques and tools that we’ve always enjoyed as sellers in order to help us build better relationships. Although nothing will [...]

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

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

TSE 1076: Holding Prescriptive Conversations With Buyers

  Sellers can guide prospective customers through the purchasing journey by holding prescriptive conversations with buyers.  Tom Pisello launched into the topic of prescriptives because he [...]

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 1074: Sales From The Street – “Understanding What Makes People Tick”

Human behavior plays a huge role in sales and understanding what makes people tick is one of the most important concepts sellers in all industries should seek to learn. Joe Sweeney has worn a [...]

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

Sales scripts put sellers inside a box and lock them into selling a certain way, but when you throw away your sales script and do more creative, engaging selling, you’ll increase your [...]

TSE 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 1067: 5 Things You Get Wrong When It Comes To Building Value

If you’re giving your customers things that you value instead of focusing on things that your customer needs or wants, you should be aware of the  5 things you get wrong when it comes to [...]

TSE 1063: How to Instantly Increase the Perceived Value of Your Offer

The marketplace is crowded, so if you understand how to instantly increase the perceived value of your offer, you’ll be better able to differentiate yourself from your competitors. Bob [...]

TSE 1060: TSE Certified Sales Training Program – “Stories Are Everywhere”

Stories pack a lot of power for sellers when used in the proper sales framework, and the good news is that stories are everywhere. Today we’re sharing an excerpt from TSE Certified Sales [...]

TSE 1056: 5 Closing Mistakes That Prolong the Selling Cycle

Many small business owners and sales reps face challenges with closing, and there are five closing mistakes that will prolong your selling cycle. I met Chala Dincoy at the Eastern Minority [...]

TSE 1055: TSE Certified Sales Training Program – “Key Stakeholders”

As you move closer to the end of a deal, you’ll likely encounter more objections, and identifying key stakeholders is the secret to overcoming those challenges. As you move into deeper [...]

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

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

TSE 1050: TSE Certified Sales Training Program – “Paint A Picture”

If you paint a picture for your customers of where they are now versus where they want to go, you can help them make a buying decision.  Show them how the positive change will happen, or what [...]

TSE 1047: Start Asking “Stupid Questions”!

The more information we have about our clients, the better we’ll be able to serve them, and we can begin by asking “stupid questions.” In 2013, I was working on a speech for [...]

TSE 1041: Just Go For No!

Salespeople don’t like to hear the word “no” but Andrea Waltz is going to help you change the way you look at that response so that you’ll find yourself trying to go for [...]

TSE 1028: Your Customer Journey Starts with the Prospect Experience

  So often, as sales reps, we neglect to realize that the customer journey starts with the prospect experience. Sean McDade, PhD, is the founder and CEO of PeopleMetrics; a software and [...]

TSE 1025: TSE Certified Sales Training Program: “Give Them Your All”

One of the best ways to show your appreciation for your customers and provide value to them is to give them your all. Tiffany Southerland is a career confidence coach who works with both young, [...]

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 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 [...]

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 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 [...]

TSE 970: TSE Hustler’s League – “You Are Too Late”

On today’s episode of The Sales Evangelist Hustler’s League, we’re talking about how you can exert influence into the buying process even when you are too late. TSE [...]

TSE 965: TSE Hustler’s League – “Trust”

  LinkedIn is an important resource for sellers and companies, but we hardly know our hundreds of connections. It doesn’t work to pitch people that we hardly know anymore. You must [...]

TSE 961: How Do I Create A Cold Email Outreach Process?

Processes allow us to work a campaign from end to end. They help us know how to follow up and what to say and how to proceed rather than just shooting from the hip. On today’s episode of [...]

TSE 960: TSE Hustler’s League – “$1 Million”

Most startups never reach the $1 million mark. Roughly 95 percent of startups will never achieve that level of revenue. On today’s episode of The Sales Evangelist, we visit with Sangram [...]

TSE 952: Value Prospecting

On today’s episode of The Sales Evangelist, we’ll talk about value prospecting and how we create opportunities when we help people recognize the value in the products or services [...]

TSE 950: TSE Hustler’s League-“The Upsell”

There’s no need to reinvent the wheel. Instead, let’s make the wheel more effective. If something already works, try to improve it rather than starting from scratch. It’s so [...]

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