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 [...]

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 [...]

TSE 945: TSE Hustler’s League-“Overselling”

You cannot oversell to your prospects. We’ve been talking all month about closing, and about what you can do in your closing efforts to give your clients exactly what they want. On [...]

TSE 941: Build Enough Value Before You Try To Close

The process of building value begins early in the buying journey. Sales professionals talk a lot about building value, but the truth is that value looks different to everyone. On today’s [...]

TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now”

  Most sales reps believe they are good closers, but the truth is that many struggle. It’s difficult to persuade someone to spend thousands of dollars, or even hundreds of thousands of [...]

TSE 937: The Questions You Ask Are NOT Building Trust

  Sometimes as sales professionals, we unintentionally erode the trust we have with our clients. The way we pose a question or the way we treat our clients can prevent us from closing a [...]

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 919: Sales From The Street:”Starving Artist”

The notion of the starving artist has been around for many years, but many entrepreneurs spend a lot of years “starving” as well. For sales professionals, when we don’t have [...]

TSE 912: What Should Sales Know About Inbound Leads?

Inbound is a powerful tool for your organization. We all want inbound leads, but we have to work with our teams to make sure our company will be known by the people who are seeking our product or [...]

TSE 905: TSE Hustler’s League-“Holes In Your Sales Process”

If your sales team focuses only on how many deals are closed, you won’t know much about your sales process. When the numbers drop, is the problem with the prospecting or with marketing? If [...]

TSE 904: Sales From The Street-“Building Value Pre, During & Post Meeting”

We all understand the importance of building value for the prospect. It’s important to know, too, that it’s an ongoing process. We should focus on building value before, during, and [...]

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 [...]

TSE 891: Sales Enablement – A Master Framework to Build, Coach, and Lead Your Most Productive Sales Team

Sales Enablement means different things to different people, and though the definition varies widely, it’s one of the fastest growing trends in the world of B2B selling. More than 59 [...]

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 868: People Buy You

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking. Today on The Sales Evangelist, [...]

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 838: Social Selling Practices That Will Drive Results For You Today!

Your buyers are exactly like you. Statistics suggest that at least 57 percent of the buying process happens online before any conversations ever take place. If you aren’t taking advantage of [...]

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 833: How To Connect In Facebook Groups Without Being That One Person

Facebook is a powerhouse social media platform. Its 2 billion users make it a great place to connect in Facebook groups and a great vehicle for targeted online networking. On today’s [...]

TSE 826: How to Creatively Capture Prospects’ Attention Through Videos

Setting yourself apart from the pack can be difficult; it always has been. Now that sales professionals have access to video, it easier to allow your personality to shine so people can learn who [...]

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 823: You Call That Social Selling?

When I first discovered the idea of selling on social media, I wasn’t approaching it the right way. I assumed that social selling was as simple as posting something that would lead to a [...]

TSE 815: TSE Hustler’s League-“Beef Up LinkedIn”

Your LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your customers. Today on The Sales Evangelist, [...]

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 [...]

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 [...]

TSE 787: Why They Should NOT Buy

Sometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct. In today’s [...]

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

If 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 [...]

TSE 772: How Can I Improve My Listening Skills?

Ideally, as sellers, we should only talk 30% of the time during a sales conversation and let the prospect or customer talk about 60% to 70% of the time. You want to make sales? Then you have to [...]

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 727: Is There a Proper Way to Push My Customer to Make a Decision?

How can you push your product without being too pushy? Of course, we all want close deals. Who doesn’t? But the last thing you want is to come off a too push with your clients. So how do actually [...]

TSE 664: Sales From The Street-“Great Questions Are The Key”

Are you struggling with having business conversation with your clients? Let me help you deal with this today as I share with you what I did to overcome this. A Personal Struggle At some point, I [...]

TSE 662: Don’t Insult Your Prospects

Building value with a prospect is a common challenge among many salespeople. And at the core of this is showing respect to your customers. This week, I got the chance to speak at the Eastern [...]

TSE 635: TSE Hustler’s League-“How Credible Are You?”

Today’s episode on the TSE Hustler’s League touches on the topic of credibility. We could be too focused on other areas of selling that we tend to leave out the credibility part which [...]

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