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 1031: Show Our Customer Love Through Effective Onboarding

As sales reps, we often forget that we can show our customers love through effective onboarding. We invest so much of our focus on getting new customers that we don’t necessarily think about how [...]

TSE 954: Sales From The Street: “Scary Cat”

When you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they aren’t responding. On [...]

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 827: Sales Basic 101…Keep The Relationship Going

You don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purchase, she will likely feel like you only [...]

TSE 765: TSE Hustler’s League-“How Do I Ask?”

Are you open to getting referrals from clients? Do you ask for referrals? “Who do you know will benefit from what we offer?” This is actually the most common question people ask when [...]

TSE 528: Cold Emails and Cold Calling Are Not Dead!

Does cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold [...]

TSE 525: TSE Hustler’s League-“Questions Your Customers Want You to Ask – Part I”

Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is all about asking the appropriate questions to help advance your deal and let you bring more [...]

TSE 504: Sales From The Street-“Branding Brings Sales”

Do you know how branding and sales can come together to increase your revenue? Today’s guest is the branding guru, Brian Halley. He and I are having a webinar to discuss how you can [...]

TSE 493: The New Secret Weapon For Sales Teams Helping Them Close Deals In 50% Less Time

What if you could reduce the time it takes for you to close deals into half? And what if there was a way for you to better understand a particular organization so you could increase your chances [...]

TSE 490: TSE Hustler’s League: “Creative Prospecting Part I”

Do you find yourself doing the same old thing with your prospecting? It may still be working or maybe not. But, how about tapping into your creative side and do things differently moving forward? [...]

TSE 479: Sales From The Street-“Grow Your Business With A Targeted Interview Strategy”

If you find yourself stuck in your traditional sales job and you’re looking for new ways to increase your sales, I challenge you to think outside the box and get out of your comfort zone. And one [...]

TSE 474: Sales From The Street: “Be Unique”

How often do you find yourself thinking out-of-the-box and doing the opposite of what everyone else is doing? We’re off to a new year. New year, new start, new strategies. So if you haven’t yet, [...]

TSE 467: Should I Prospect In December?

Is December a horrible time to prospect? You can’t find people during this time of year so you might as well not do anything. Well, this kind of mindset is actually wrong. Today, I’m [...]

TSE 462: If You Give, You Should Get

Do you really appreciate the things you get for free? Not often, I don’t think so. Personally, I have wasted so many great things because I got them for free. There was no value tied to [...]

TSE 460: TSE Hustler’s League-“Using Twitter To Sell”

Today is another snippet from one of our discussions over at the TSE Hustler’s League where we talk about leveraging the power of social selling through Twitter. Prospecting should be done [...]

TSE 452: Setting CLEAR Expectations with ALL Prospects!

Have you ever experienced having new, awesome clients who then become your worst clients in the world? Nothing you provide was what they were expecting. Well, today, I’m going to teach you [...]

TSE 415: TSE Hustler’s League-“No One Wants To Be Sold”

Each week, I bring a snippet pulled out from one of our sessions over at the TSE Hustler’s League. And so today, I want to share with you a very important element that you need to master if you [...]

TSE 372: Raise Your Level of Expectation

  Are you struggling with a weak pipeline? Do you tend to only close the smaller deals? How come some people are killing it? I’ll show you what you can do to ensure you have a healthy [...]

TSE 320: TSE Hustler’s League-“Why & How To Follow Up!”

In this episode, I’m sharing with you a piece of our training at TSE Hustler’s League, a group coaching session that I have every Wednesday night. We talked about following up, why [...]

TSE 251: How To Address Pareto’s Law With Your Sales Team

A CSO report suggests that 13% of salespeople produce 87% of corporate revenue. Let’s try to tackle this as we bring in the mad genius, Mike Kunkle, as he shares with us today some reasons for [...]