TSE 1122: Don’t Forget To Ask!

Sellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral. We understand the importance of cold calling and [...]

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 1120: How To Build a Brand Online and Leverage it for Rapid Sales Growth

Every sales professional and entrepreneur needs a profitable brand, and the key is to build a brand online and leverage it for rapid sales growth. Corey Blake is the CEO at MWI, an international [...]

TSE 1119: Sales From The Street: “Omnichannel Outreach”

We consume information from a variety of platforms, so we have to connect with prospects from different angles using omnichannel outreach. We have to find our audience where they happen to be [...]

TSE 1118: 5 Things to Look For When Choosing Your Market

In order to succeed in business long-term, choose a market with room to grow, and consider these 5 things to look for when choosing your market. Ryan Levesque recently landed on Inc.’s list of [...]

TSE 1117: How To Effectively Use Networking Events In Your Sales Outreach Efforts!

We’ve all encountered the guy who attends events just to see what he can get for himself, but there are ways to effectively use networking events in your sales outreach efforts. You know the [...]

TSE 1116: How to Produce A 56% Lift In Cold Email Responses With Video vs Plain Text

Ethan Beute from BombBomb equates good marketing to selling by teaching, and he explains how you can generate a lift in cold email responses with video. Cold email response BombBomb recently [...]

TSE 1115: Incentivize Them To Sell

Sellers often seek the path of least resistance, and if your programs aren’t designed to incentivize them to sell, your sellers may game the system and engage in activities that won’t help [...]

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 Burg, who has a [...]

TSE 1113: Leveraging Sales Incentive Data to Increase Performance and ROI

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI. Jason Atkins is the founder of 360 Insights, a software [...]

TSE 1112: Sell Me This Pen!

You’ve likely heard the scenario before where an interviewer asks a seller to “Sell me this pen,” but how much value does this approach offer?? This scenario will likely throw your prospective [...]

TSE 1111: What Are Key Metrics to Track In Your Outbound Strategy?

  We’re talking about key metrics this month, and today Shawn Finder talks about the key metrics to track in your outbound strategy that will help you be successful.  Shawn was a [...]

TSE 1110: What Companies Get Wrong When It Come To Sales Enablement

Many people get sales enablement wrong because they have different concepts and ideas about what it actually is. Roderick Jefferson began his sales career as a BDR, then an AEE, and finally moved [...]

TSE 1109: Leading With Your Flaws

It seems counterintuitive in sales, but leading with your flaws can shorten the sales cycle and disarm your customers, ultimately leading you to better metrics. Todd Caponi was the chief revenue [...]

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 1104: What Are The Secret Scale UP Success Strategies?

The same secret scale up success strategies that help entrepreneurs grow their businesses to the next level will benefit individual sellers who recognize their territories as their own business. [...]

TSE 1103: Every Seller Should Create Good Content

        Every seller should create good content as a tool to gain leads, grow their business, and increase overall success.  Kyle Burt first heard The Sales Evangelist podcast two years ago when [...]

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 1101: Forging An Ironclad Brand

          Your brand tells your story when you’re not in the room, and today Lindsay Pedersen shares tips for forging an ironclad brand with sales reps, entrepreneurs, and other [...]

TSE 1100: Hyper-Growing Small Businesses

  Growing a small business requires you to think like an entrepreneur, and we can avoid reinventing the wheel if we engage with experienced entrepreneurs to learn more about hyper-growing [...]

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 1098: Storytelling and Leadership

  I often learn from entrepreneurs and I discovered a lot about storytelling and leadership recently during the Florida State Minority Development Council’s expo. On today’s [...]

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 1096: How Do You Listen To What The Prospect Isn’t Saying?

Sometimes we lose out on promising deals because our prospects are giving us indications that all is not well but we’re failing to listen to what the prospect isn’t saying. Oscar [...]

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 1094: Sales From The Street – “Replacement Picture”

  Sellers have built up tension and fears which prevent us from reaching our true potential, but if we create a replacement picture of what success will look like, we’ll move toward [...]

TSE 1093: How to Achieve Personal and Professional Greatness in the Face of Adversity

  Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we’ll stick to our mission and achieve greatness in [...]

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 1091: Three Things Small Businesses Get Wrong When Marketing

When you’re looking to grow your business or your brand, it’s important that you recognize the three things small businesses get wrong when marketing. We’re at the Florida State [...]

TSE 1090: I’m Selling More Than Water

Hearing from other sellers can help us improve our own techniques, and today Troy Rackley shares his own killer message and how he communicates that he’s selling more than water. Troy [...]

TSE 1089: Sales From The Street – “Changing The Email Game”

  I get a lot of requests to appear on The Sales Evangelist, but Jason Bay set himself apart from the crowd by sending a video email and changing the email game. Jason started his sales [...]

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 1087: Social Selling Your Customers Want!

Sellers who interact with and provide value to prospects using social media must understand the characteristics that turn this into the kind of social selling your customers want. We’re [...]

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 1085: TSE Certified Sales Training Program – “LinkedIn Gold Rush”

There’s a huge prospecting opportunity right under your nose, and it’s a LinkedIn gold rush that can help you generate more leads and connect with more people. Even if you have been [...]

TSE 1084: Sales From The Street – “Sales Malpractice”

When we convince ourselves that we have nothing more to learn, we fail to ask enough questions and we sometimes even commit sales malpractice. Brian Robinson has been in sales for more than 20 [...]

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 1081: Leave People Better Off Whether They Buy From You or Not

When you interact with your prospects, your goal should be to provide such great value that you leave people better off whether they buy from you or not. We’ve been talking about value all [...]

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 1079: Sales From The Street – “Brief Compelling Stories In Sales Emails”

  Many sellers understand the challenge of using emails to reach out to prospects, but Chad Sanderson tells us that using brief, compelling stories in sales emails can leave a memorable [...]

TSE 1078: CEO Lessons and How They Can Impact New Business Owners and Revenue Generators

Regardless of industry, certain CEO lessons are common to every business owner, and the same lessons are important for you whether you own a business or not. Benoy Tamang talks to us about the [...]

TSE 1077: Which Type Of Customers Are The Best?

    A sudden influx of new leads seems like a dream come true, but you often have to determine which type of customers are the best in order to assess whether it’s really a good [...]

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 [...]