TSE 1174: Why Do You Say That Failure is the Greatest Sales Lesson?

Sellers get knocked down plenty of times, but sometimes failure is the greatest sales lesson. Brad McDonald works with Sandler Systems which has 250 franchises around the world that help [...]

TSE 1162: How to Effectively Coach Struggling Sellers

Sales leaders must help their teams perform at peak levels, so they must start by understanding how to effectively coach struggling sellers.  I’ve seen this kind of coaching done badly in the [...]

TSE 1160: How To Deal With Stress, Fatigue, Burn Out & Lack of Creativity

Sales is a year-round activity with no off-season and no breaks, so it’s important for sellers to understand how to deal with stress, fatigue, burnout, and a lack of creativity.  Dana Cavalea is [...]

TSE 1158: The Actions High-Growth Coaches Use To Motivate Their Teams

While proper mindset is important, the actions high-growth coaches use to motivate their teams to allow those teams to succeed in sales. Sarah Wirth works for EcSell Institute and studies sales [...]

TSE 1155: When Should I Promote Someone?

Your company continues to grow and you need leaders to guide your team, so you’re considering the question, “When should I promote someone?” Because of your company’s growth, you need leaders and [...]

TSE 1154: Sales From The Street – “Shoot the Donkey”

Sellers often face obstacles in their sales process, and the need to remove them is sometimes referred to as the need to “Shoot the donkey.” Will Batista has worked on several presidential [...]

TSE 1150: How To Show Your Team You Care!

Some sales teams complain about everything from marketing to CRM and comps, but if you develop the ability to show your team you care, you’ll overcome the negativity and establish a great work [...]

TSE 1125: Harnessing LinkedIn to Develop a Consistent Stream of Quality Leads

If you’re not already harnessing LinkedIn to develop a consistent stream of quality leads, you’re missing out on more referrals, possible testimonies, and a powerful prospecting tool.  Mike Jones [...]

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 1062: Sales Leaders, Stop Falling For The Reactive Trap

Sales leaders who neglect their own workload in an effort to help their sellers solve problems will find themselves falling behind, so it’s vital that sales leaders stop falling for the [...]

TSE 1057: Be Willing To Let Them Mess Up!

Sometimes business leaders find themselves wanting to make sure that their team members get everything exactly right, but unless you’re willing to let them mess up, they’ll likely [...]

TSE 1019: Sales From The Street: “Fear and Mental Toughness”

Salespeople need mental toughness to weather all the ups and downs of the industry, as well as the pressures and difficulties when things aren’t going well. Sometimes clients choose another [...]

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 [...]

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. [...]

TSE 958: Fundamentals Of An Effective Sales Process

On today’s episode of The Sales Evangelist, we’re talking to Jeff Propp of Maximizer about the fundamentals of an effective sales process. Jeff is the head of revenue for Maximizer [...]

TSE 957: Sales Process 101

When I worked for a corporate organization, I had to call executives and convince them to consider our product. I had no direction for the conversation. Until I got sales training, I didn’t [...]

TSE 939: Sales From The Street: “Ditch The Funnel”

The traditional funnel works in a lot of industries for many sellers. It’s always true, though, that no single industry is exactly the same.  In some cases, sellers have to find a different [...]

TSE Blog 024: 7 Things To Consider When Choosing Your Company’s CRM

First things first: your company needs a CRM. But before you leap into something new, keep in mind these 7 considerations when choosing your company’s CRM. Your company’s CRM extends [...]

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 [...]

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 [...]

TSE 898: What Role Does A Sales Coach Play In A Growing Organization?

Christie Walters believes that sales is an act of service. She defines coaching as the secret sauce for all top performers. Coaches take on different forms, and Christie believes that the best [...]

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 854: Sales From The Street:”Communicate”

Every sales professional knows the challenge of convincing a customer to choose your organization over your competitors’. We all understand the value of learning to communicate in order to [...]

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 [...]

TSE 766: Developing an Effective Sales Plan

Karim El Gammal is a sales leader who knows how to develop an effective sales plan. He likes to help software companies develop innovative sales strategies and maximize channel-profitability. He [...]

TSE 742: Three Sales Principles I Learned While Visiting Jamaica

Today, I’m sharing with your some sales principles that learned while I was on a vacation to my homeland, Jamaica. You see, the average salary in Jamaica ranges from $149,000 to as low as [...]

TSE 741: How to Coach Top Performers

We all know it, 80% of the business is coming in from 20% of the sales teams. But sometimes, we don’t necessarily focus on those top performers. What would that do for an organization if [...]

TSE 740: What Is TSE Hustler’s League?

 In this episode, I share with you some FAQs about the TSE Hustler’s League, an online coaching program for all types of sellers. Have an accountability partner and see yourself expanding your [...]

TSE 729: Sales From The Street-“I’m a Sales Coach”

Do you feel you’re taking too much? Or that you’re not being laser-focused on the market that you serve? Today, our guest, Cynthia Barnes, is a B2B, women sales coach. She’s back here on the show [...]

TSE 612: Four Fundamental Areas You Should Start Coaching Reps In

Coaching problems? Basically, it all comes down to the situation the seller is in at a particular time. They may be having a tough time with cold calling or closing the deal. In each of those [...]

TSE 590: TSE Hustler’s League-“Tell Me More About The Group”

Today I’m going through some questions concerning the TSE Hustler’s League that came in and I’m going to answer them here. Why did I create TSE Hustler’s League? I was [...]

TSE 578: How to Use Technology to Better Coach Salespeople

Coaching is an important piece in sales but you have to make sure you’re equipped with sufficient data so you can better analyze and coach effectively. Today’s guest is Richard Smith and he [...]

TSE 571: Developing The Skills of High Ticket Selling

How do you actually sell high-ticket items when you know you won’t be able to buy them yourself because they’re too expensive? Hmmm… Today’s guest is Stephanie Chung, a business coach, and [...]

TSE 570: TSE Hustler’s League-“Comparing Apples to Apples”

Here’s another snippet from one of our training sessions over at the TSE Hustler’s League. This is actually part two of last week’s episode where we talked about demonstrating ROI’s. Today, we’re [...]

TSE 553: How I Became The #1 Sales Producer At A Billion Dollar Company In 6 Months!

Imagine becoming the number one sales producer at a billion dollar company in just 6 months. How do you even do that? Well, lucky you because today we have Joe Gianni on the show and he’s [...]

TSE 544: Sales From The Street-“Raise Your Price”

Do you sell your services by the hour? As entrepreneurs, business owners, or sales individuals, we’re okay with charging the lowest rate possible usually because we’re afraid we might [...]

TSE 536: How to Develop an Unstoppable Drive to Sales Success

Still making excuses? I’ve got to tell you man, just stop. Our guest today is someone you can definitely draw inspiration from. Dre Baldwin is an overseas professional basketball player having [...]

TSE 532: What’s More Important To Succeed In Sales? Determination or Passion?

Determination and passion are two different things in terms of your success in sales. Does success in sales come down to passion or determination? Do you possess both? Or do you only have one of [...]

TSE 529: Sales From The Street-“Confidence from Coaching”

On today’s episode, my wife, Cristina, is joining me to facilitate this show while I take on the guest role as I speak about the sales struggles I had. We actually had a recent conversation [...]

TSE 501: Sales Manager Survival Guide By David Brock

How do you become effective as a sales manager (especially when you’re in this new role)? Boy! A survival guide could surely come in handy so you would know the things to avoid and the [...]

TSE 497: What Are The Main Factors That Negatively Affect The Performance of Really Good Sales People?

No matter how good you are as a salesperson, there are times when you could fall into situations that could pull you down. So it’s vital for you to be able to figure out a way to fix those [...]

TSE 481: The Science of Selling by David Hoffeld

Are you still using the same selling strategy that you used some 20 years ago? You can’t just sit there and wing it anymore thinking that those old school technologies are going to win [...]

TSE 477: Managers Need to Authorize Messing Up

As salespeople, one of our biggest challenges is a mindset that holds us back because of fear. Today, I’m sharing something to help sales managers take the fear away from their sales team [...]

TSE 434: This Is How You Coach

Coaching plays a very important role in building a very efficient sales team. It’s also typical scenario in most organizations that competent, highly effective salespeople get promoted into sales [...]

TSE 413: Sales Strategies From A Successful Entrepreneur

As a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to [...]

TSE 399: Sales From The Street-“What Type of Sales Dog Are You?”

This week’s episode on Sales from the Street is another interesting one as we talk about how different dog breeds actually relate to certain characters in your sales team. Our guest today, [...]

TSE 375: TSE Hustler’s League-“Insights Mean Nothing Without A Solution”

Here’s another snippet taken from one of our training sessions at the TSE Hustlers League. This week I focused on the idea of creating unconsidered needs and how you find those things. This [...]

TSE 364: Sales From The Street-“Part Two-Tailored Coaching”

This is Part Two of Sales from the Street with Andy Paul who graced our show last week and talked about different strategies for lead generation. Today, he talks primarily about what sales [...]

TSE 342: Complacency In Sales Performance

Complacency is a bad thing when it comes to selling. Unfortunately, a lot of salespeople can fall into a trap that can prevent them from performing better. Even if you’re doing well with your [...]

TSE 333: Practical Tips To Improve Your Communication as a Seller

Did you know that leaders spend 80% of their time in communication either written or verbal? Unfortunately, communication is a very important area in selling that is becoming a lost art. Barney [...]

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