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The Sales Evangelist

I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

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TSE 881: The Art & Science of Pitching Anything to Anyone!

Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, […] The post TSE 881: The Art & Science of Pitching Anything to Anyone! appeared first on The Sales Evangelist.


20 Jul 2018

Rank #1

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TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset

During this episode, I was able to bring back on our VERY first guest, Mr. Jeffrey Giomer. He shared with us thought about effective planning, goal setting, and motivation. Listen to it and see how it can apply to you and your business. The post TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset appeared first on The Sales Evangelist.


16 Feb 2018

Rank #2

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TSE 927: Don’t Be Too Desperate

Sales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate. On today’s […] The post TSE 927: Don’t Be Too Desperate appeared first on The Sales Evangelist.


24 Sep 2018

Rank #3

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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 way to operate. Jereshia Hawk had to ditch the funnel. Today on Sales From The Street, Jereshia Hawk shares how she shifted her mindset […] The post TSE 939: Sales From The Street: “Ditch The Funnel” appeared first on The Sales Evangelist.


10 Oct 2018

Rank #4

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TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money

In this episode of The Sales Evangelist, I talk to Phil Newton about how we can work smart and accomplish more by doing less. It all began with a “sob story of events” when Phil was diagnosed with Crohn’s Disease, an intestinal disorder with an array of symptoms that prevent him from doing business the […] The post TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money appeared first on The Sales Evangelist.


13 Nov 2018

Rank #5

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TSE 811: How Do I Handle Objections?

Your success as a sales professional depends largely on your ability to handle objections. Give up too quickly and you’ll miss an opportunity to dispel your client’s concerns. If you view the objection as a buying signal, you’ll create an opportunity to collaborate with the customer. On today’s episode of The Sales Evangelist, Jim Jacobus […] The post TSE 811: How Do I Handle Objections? appeared first on The Sales Evangelist.


13 Apr 2018

Rank #6

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TSE 800: Some of The Best Tips From Over 800 Episodes Published

Today’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast. I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss […] The post TSE 800: Some of The Best Tips From Over 800 Episodes Published appeared first on The Sales Evangelist.


29 Mar 2018

Rank #7

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TSE 1051: How To Solve The Most Common Sales Problems

Sales leaders who can solve the most common sales problems will increase their productivity and improve their performance. Today, Charles Bernard explains how a disciplined system for selling and managing can remove barriers to performance for sales leaders. Bernard founded ‘Criteria for Success,' an organization that develops online sales playbooks and provides leadership and sales management training. Charles was a top performer in his division with General Electric and has run several businesses as well. Caught in the middle Charles believes that the number one issue facing sales managers today is the feeling of being caught in the middle between the CEO/Management and the sales team. Sales managers must bring in the numbers, on one hand, while acting as a micromanager on the other.  He compares it to having a target on his front side with another on his back. Charles finds that pressure from above is unfiltered and passed directly down onto the sales teams, whether it's justified or not. And, he says, the sales teams hate that. If management feels that something is wrong or that people are not doing their jobs, for example, it is the responsibility of the sales manager to balance the push/pull of the situation. She must absorb the pressure in order to adapt the message - without losing the importance behind it - to empower the team. Passing the pressure from management to the team does nothing to motivate or incentivize sales. Many times, leaders fall into the trap of thinking they must have all the answers for how things should be done. An enlightened manager should be able to pull the boss and the team together.  He should encourage conversations that promote transparency and foster teamwork. Charles prefers for his sales teams to hear directly from the bosses and he often facilitates meetings to allow for such interaction. It allows each side to learn the concerns of the other and to work as a team. Pulled in different directions Charles cites the challenge of staying focused as another common issue facing sales managers. Don't engage in too many meetings or with multiple different initiatives. Lack of focus prevents the managers from spending time in the field and with their sales teams. It was a struggle but Charles eventually learned how to say ‘No’ to those who people who weren't impacting sales. Charles recalls numerous instances where he was asked, for example, to intervene with an upset client. He had to put his foot down and direct those calls to others in the organization better equipped to handle such situations. It is understandable that sales managers want to prove their worth to the company. But it is a mistake to do so by getting involved in matters that do not pertain to their job or to assist with sales if the team is underperforming. It only serves to further scatter the focus a sales manager needs to succeed. The purpose of the sales manager is to be available to the team. It must be the priority. [Tweet "If you are constantly running back and forth putting out fires, you may feel busy, but non-sales related activities do not increase the bottom line. #SalesFocus"] Inability to set goals Sales managers often don’t have the time to spend on the proper vetting of the forecasts. As a result, they are often unable to create realistic forecasts and to set goals. The need for realistic forecasting is obvious. The problem arises when the decisions made on that forecast - where the growth is coming from, how much we will grow, what the profits will be, and how the funds will be reinvested - are very linear and rigid. There isn’t a lot of thought behind it. Charles believes that people should not think about what they are going to sell in a year. People tend to miss things like backlog, which is probably going to give you the most wind behind your sails. If forecasting in 2018 for 2019, for example, you must see all the deals that didn’t close, at the individual and team sales levels. You want to know what stage they are in because that backlog will give you a jump on each quarter. What is your backlog going in? What is your backlog coming out? If you begin with a strong backlog of unclosed business and put that into your forecast, you can then see where you are short and what you need to do each quarter. It is very important to have a notion of forecasting that includes backlog. Without it, you are already behind at the start. Sales advice Rank your sales team. Who are your A’s? Who are your B’s? Rank your customers. Who are your partners and who are your advocates? Who buys on a whim, or transactionally? Build a playbook. Take all the knowledge in the company and make it available for everyone to access. "Solve The Most Common Sales Problems" episode resources Charles can be reached via email at cbernard@criteriaforsuccess.com, or you can call him at 212-302-5518. Charles can also be found on LinkedIn. This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals. The next semester begins in April. If you're not familiar with the TSE Certified Sales Training Program, it's a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. It's broken into three sections: finding, building value, and closing. It's amazing and it's fun! This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.


15 Mar 2019

Rank #8

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TSE 1066: Selling From The Heart

Sellers have a bad reputation as people who are artificial and only concerned about themselves, but in order to succeed, you must focus on selling from the heart. Larry Levine has spent 30-something years in the trenches of B2B work, and he recognized some glaring weaknesses in sales teams he worked with. He values authenticity and he points to it as a big disconnect for many sellers. But it isn't just sellers. Think about how many times you've run into a friend you haven't seen in a while, and you toss out the phrase, "we should do lunch." It doesn't usually mean anything other than "I'll see you when I see you." Sellers must pay attention to their words. Use your words The words genuine, authentic, value, and trusted advisor prompt the follow-on question: "What does that mean?" Start by leading an authentic lifestyle. Think about this: When you say you're a salesperson or an SDR, you're already behind the 8-ball already in the minds of your clients and prospects. For every great sales professional, there are 10 that give the sales world a bad name. When you deal with the people in your personal life, are you genuine and true to who you really are? Most likely you are. So why can't we play that same role when we're dealing with our clients and prospects. [Tweet "Address the misalignment that exists between who you are at work and who you are after 5 p.m. Be genuine and authentic with the people in your business just like you are in your personal life. #AuthenticSelling"] Building relationships Many sellers maintain a certain amount of distance in their relationships with their clients. In his book, Slow Down, Sell Faster, Kevin Davis asked how it's possible to sell something to someone if you don't spend time figuring out who they are? What makes that person tick? What do they care about? Sellers try to move their prospects through the sales funnel as quickly as possible instead of investing the time to understand. Listen with intent and help them do their jobs. You'll be surprised to find that things actually speed up. Vulnerability If you don't build a relationship throughout multiple steps and influencers, it will be difficult to sell anything. People will buy from people they know, like, and trust. People are beginning to understand that it's ok to bring your heart to the sales world. It's ok to be genuine and real. But in order to do that, you have to be vulnerable, which goes against what we believe about sellers. If you asked your prospects what they truly desire in a seller, what do you think they'll say? Maybe someone who is honest and who can solve their problems. At some point, you'll hear them say "I want them to be sincere and show up after the sale." Conversations Have a conversation like you would with your friends. Memorizing scripts may make you sound too robotic. It isn't that scripts are bad, but we must make the verbiage in the script our own. If you can't align to it, you'll struggle with it. Imagine if you understood the person you were reaching out to. What are the issues and challenges they are facing. If you're calling a VP of sales to set up a demo for software, find out the issues that VPs of sales struggle with. Offer three issues that are most common for sales teams. Ask your prospects which of those three topics he can most closely align with. The truth is that even tenured sales reps are going about this the wrong way. Instead of the phone call being focused on setting a meeting, focus the call on starting a conversation. Sales leaders Time and patience matter. Your organization wasn't built in a day. You took a series of small successful steps to get where you are. The same is true for your sales process, but no one has time or patience for it. No one wants to slow down. Larry recalls deciding one day to focus on quality over quantity. He focused on opening at least two new conversations with two people he didn't know every single day. His phone skills improved and his mindset did, too. Sellers who are allowed to focus on quality over quantity may find that they enjoy their roles a bit more because they are connecting with people. Foundations Larry's first mentor freed him from the pressure of memorizing his prospecting script word-for-word, and instead encouraged him to understand the foundation of the script. Once you've done that, make it your own. Get back to humanizing what we've previously dehumanized in the sales world. There's a time and place for technology, but human-to-human matters. Technology can't replace every human aspect. Larry warns against being an "empty suit with commission breath." Once leadership realizes that there's a human on the other end of the sale rather than just a bunch of dollars and they set out to solve problems, watch what happens to the level of your relationships and referrals and profits. Avoiding sameness In a crowded field, in order to rise above the sea of sameness and be seen in a different light and stand out from the sales wolfpack, the differentiating moment goes back to the human aspect. People smell sincerity immediately. Instead of juggling personalities, be authentic. Understand that credibility and clarity sell in a world of insincerity. [Tweet "In a commoditized market, if you open conversations in a transactional way, expect a transactional relationship. You'll be replaced by another transactional relationship along the way. #SalesConversations"] Create a transformational experience by having a conversation. As you transform your relationships, you'll stick out like a sore thumb in a world of transactional conversations. "Selling From The Heart" episode resources Find Larry on LinkedIn @larrylevine1992 or on his Selling From The Heart podcast at sellingfromtheheart.net. Grab a copy of Larry's book, Selling From the Heart: How Your Authentic Self Sells You. His website also offers an accompanying self-reflection journal. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.


5 Apr 2019

Rank #9

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TSE 1237: 10 High Performance Habits That Lead To Success

10 High-Performance Habits That Lead To Success  An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness.  Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians.  The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success:  Win the morning Do hard things Embrace feedback Learn from failure Choose your attitude Do one more Have a purpose Recommit every single day  Be patient Fear no one Win the morning Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does.  Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it.  Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart.  There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things.  Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going. Whatever time you wake up, win the morning. Wake up with purpose and attack the day! #SalesTalk Little things matter People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them.  Learn from failures The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better.  Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it. When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome.  A laundry list of failures  Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up.  Keeping the momentum We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list.  Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place. There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become.  Do one more You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.   High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor.  Fear no one Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.   Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten.  “10 High-Performance Habits That Lead To Success” episode resources Success is a choice. As a salesperson, always make the right choice. Contact Justin Su’a via Twitter, Facebook, and Instagram.  If you have more sales concerns, you can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns.  This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.  We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.


13 Jan 2020

Rank #10

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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 know what to stay to get them to the next step. That map is known as a buying process or a sales process, […] The post TSE 957: Sales Process 101 appeared first on The Sales Evangelist.


5 Nov 2018

Rank #11

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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 today’s episode of Sales From The Street, we’re talking about loss aversion, and how it can be scary for sales reps to lose prospects, and also what […] The post TSE 954: Sales From The Street: “Scary Cat” appeared first on The Sales Evangelist.


31 Oct 2018

Rank #12

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TSE 997: Where There is No Vision The Salesperson Perishes

Where there is no vision the people perish, and that’s especially true in sales. Because we aren’t constructing physical structures like houses or sidewalks, the game of sales is largely mental, and it requires a visionary mindset. The book Think & Grow Rich by Napoleon Hill, now available as a free download,  addresses the importance of vision and what can happen when you don’t have an eye on the future. VISION FOR SALESPEOPLE Vision demands that we look beyond the work that we’re doing today. It demands that we look into the future, perhaps to the end of the quarter or the end of the year. In some cases, we’ll look to the end of five or 10 years. Without vision, you won’t progress and you won’t grow. We may imagine the worst-case scenario, and then we find ourselves in a loop, playing it over and over in our heads. Olympic gold medalist Michael Phelps shared his strategy of playing a “tape” of a perfect race in his head. His coach encouraged him to imagine how it would feel to win, the accomplishment he’d experience, and then think about that over and over. POSITIVE LOOP Michael had a positive loop playing in his head, so even when he found himself making bad decisions, he was able to get back on track quickly. He had a tenacious drive to succeed. I worked with a guy once who always saw life through a negative lens. He could turn the very best outcomes into negative scenarios. If he won the lottery, he’d likely complain about driving to Tallahassee to claim his prize, or about the fact that he had to pay taxes on his winnings. You may work with people like this. Avoid getting pulled into their negative mindset. When you spend large amounts of time around these people, you may allow their negativity to creep into your thinking. CHANGE YOUR FOCUS Emerson said that whatever we persist in doing becomes easier. I refer to this quote all the time because it’s true that our mindset affects our outcome. If you are focused on negativity, you’ll more readily see negative outcomes. If you focus on the fact that you’re going to set an appointment, you’re going to capitalize on an opportunity. You’re going to reach your commission and create power to accomplish those things. When I spent too much time around my negative coworker, I spent less time on the phone and less time doing email outreach. When I changed my focus to positive things, prospects were more willing to listen to me because I was the catalyst. I still had negative experiences, of course, but there were fewer of them. GET RID OF NEGATIVE When I was a young seller, I didn’t speak up to my negative coworker because I didn’t want to cause a rift between us. If I could go back, I would push back against the negative thinking. I would share positive thoughts and read encouraging books. I would either seek to change my coworker’s attitude or repel him because he knew I wasn’t going to listen. Be honest about the fact that you’re trying to focus on positive things. IMAGINE THE WINS When you achieve your daily goals, what will it feel like? What will you say to convince those people to close? Practice seeing how that will look. Take charge of your life. Read encouraging books. Refuse to let other people affect your personal vision. You’re listening to this podcast, and that’s a great start. COMMAND YOUR DESTINY Take charge of your future. For the team at The Sales Evangelist, 2018 was our best year ever. My 2019 vision is to double the numbers we had in 2018 and c continue to increase our customers and grow our podcast. I had a vision last year of writing for Hubspot and we’re doing that. I envisioned being mentioned by Inc. magazine, and TSE was just mentioned as one of the top podcasts to fuel company growth. My vision helped me connect with the right people so that I found positive opportunities. Create positive vision for yourself. “NO VISION” EPISODE RESOURCES This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer. Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends! Audio provided by Free SFX and Bensound. Audio Player


1 Jan 2019

Rank #13

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TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect

Qualifying represents a vital piece of the sales process. Qualifying is perhaps the most underserved part of the process, and most of us are doing it wrong. Truth is, it doesn’t matter how well you close if you don’t have a good pipeline. On today’s episode of The Sales Evangelist, we’ll talk to John Barrows […] The post TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect appeared first on The Sales Evangelist.


24 Apr 2018

Rank #14

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TSE 866: Cold Email What Works, What’s Changed & What Not To Do

Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why […] The post TSE 866: Cold Email What Works, What’s Changed & What Not To Do appeared first on The Sales Evangelist.


30 Jun 2018

Rank #15

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TSE 892: How Can I Better Coach My Sales Team?

When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team? On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales […] The post TSE 892: How Can I Better Coach My Sales Team? appeared first on The Sales Evangelist.


7 Aug 2018

Rank #16

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TSE 1129: Sales From Street: "Better Selling Through Storytelling”

Instead of pushing your message out to your prospects in hopes that they’ll latch on, sellers can make their message magnetic and practice better selling through storytelling.  John Livesay is known as the “pitch whisperer” because he helps people become compelling storytellers. Plato said stories rule the world, and it’s still true, except 2,600 years later, we have many distractions that he didn’t have.  Push and pull Pushing your message out to sell a product or service just doesn’t work anymore. The new technique is to pull people in with great stories. John’s work as a storyteller began at an ad agency where he was tasked with creating 30-second commercials for movies. He discovered the need to tell a concise story that made people want to see the movie.  During a stint in Silicon Valley, he competed against IBM and other massive companies to sell technical products. He realized that if you confuse people, they say no. But you can pull people in by telling the story of what the technology does. His work culminated in a career selling ads for Conde Nast magazine, where he had to bring to life the vision of a particular brand to a particular advertiser so they could see why their brand would resonate with the stories being told in the magazine.    Self-esteem roller coaster John points to the fact that sellers tend to feel good about themselves only when their numbers are up. When they’re down, self-esteem suffers.  He recognized his sense that he had to constantly push information out, which was exhausting. Even worse, if you’re pushing and trying without getting anything in return, you end up feeling bad about the whole process.  Good storytellers allow people to see themselves in the story, which makes the message magnetic. When you become a better storyteller, people want to take your calls and open your emails. #MagneticMessage  Campfires The glow of PowerPoint has replaced the glow of campfires, and we often sit in meetings where someone reads to us from a slide. Don’t do that. Nobody wants to be read to. John suggests using a series of images from which you can tell a story.  Stories work because of our right-brain, left-brain way of processing information. If you’re buying a car, when the seller shares how many miles-per-gallon it gets, you cross your arms and prepare to negotiate on price. But if you say, “Donald, let me tell you a story of someone like you who bought this car and how it changed his life,” you’ll pull the buyer into the story.  People buy emotionally and then back their decision up with logic.  Sellers who deal in Ferraris don’t talk about miles-per-gallon. They sell the emotion of driving a sexy car. People buy emotionally, and storytelling is the best way to tap into people’s emotions.  If you tug at people’s heartstrings, they open their purse strings.   Sales outreach John recently worked with Honeywell on the sales of technical products that keep the air clean inside operating rooms. The team talked a lot about the technology and the specifications and how it was better than what the competition had to offer.  The real story is what happens if the air isn’t clean in the operating room. The patient gets an infection and has to be readmitted for additional surgeries.  Just about every seller has a case study or testimonial of some sort that can form the basis of a good story.  Paint a picture Some sellers use before-and-after pictures to sell their product or service, accompanied by a bunch of facts. There’s no emotion or story.  A good story has exposition and it paints a picture of the work you did with a previous client. It marries the who, what, when, where, and why of a client with the problem you were solving. It demonstrates how much better life is for your client after he works with you. But you are never the hero in the story. Tell your story so that the client can see himself in your story. It will make your closing very different because the client will want to take that journey with you.  Tell a story with specifics, and be sure to include the drama that happened along the way.  Presentations Most sellers make the mistake of having too many words in their PowerPoint presentations, and failing to think about what their opening will be. Thanking them for the opportunity to be there isn’t memorable because everyone does it. The fact that you’re excited isn’t what excites your clients. Whether you’re pitching to fund a startup, to get hired, or to tell people why they want to work with you, use an opening that pulls people in. It’s the most important part of any presentation.  Sellers often rely on ploys like presenting last in hopes that their presentation will be the most memorable, but the best story is going to get the sale. It doesn’t matter what order you present in.  Sell yourself first, then sell your company, and then sell your product or service. Most people skip the first two. Tell a story about yourself, then about the company and its culture, and then how you help other people.  Elements of a story Don’t just tell the story of how you solved a problem for a client. Paint a picture of the resolution and what the client’s life looks like now.  John recounted a client who was dropped into the Amazon jungle when he was 18 to survive for two weeks as a rite of passage. The entrepreneur shared the story of how his lessons in the Amazon jungle translated into the concrete jungle of entrepreneurship, and he got the funding he was looking for. His investors figured if he could survive in the Amazon, he’ll figure out how to survive here. Make yourself memorable and connect emotionally with your prospects. It gives you a tool in your toolbox that you don’t normally have. Three stories Anytime you’re starting out with this concept, ask yourself these questions: How am I going to sell myself? Why did I take this job?  What’s the company story of origin? What case study can I develop into a story that people will see themselves in? Arthur Ash, tennis pro, said the key to success is confidence, and the key to confidence is preparation. Episode resources Grab a copy of John’s book, Better Selling Through Storytelling. Text the word “pitch” to 66866 and John will send you a free chapter of the book that has a step-by-step process on moving from invisible to irresistible as a seller.  You’re a savvy salesperson who wants to learn and grow. Check out audible for thousands of titles, plus a free 30-day trial, plus a free book.  If you haven't connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I'm sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email. You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group. If you and your team are interested in learning more, we'd love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. When you share your experiences with the show, others will read the reviews and give us a listen. I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that's in sales about the podcast. Audio provided by Free SFX and Bensound.


3 Jul 2019

Rank #17

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TSE 1036: How To Have A Constant Flow of New Customer

One of the biggest challenges in business is keeping that constant flow of new customers in the pipeline.  How you brand yourself and your company is imperative in producing growth and recurrent revenue.    Johanne Wilson is co-founder of a Florida-based design agency called COOL Creative. COOL stands for Create Out of Love. Their branding comes from a creative and design standpoint.   Challenges in sales Every company experiences challenges when it comes to sales. Understanding those challenges and learning effective ways to overcome them can increase your sales. It can also clarify your target audience and reveal how to best go about reaching them.   Find effective ways to pitch so you can have a healthy flow of clients and client work. When you do, you’ll create active, recurrent clients that return again and again.      From a fashion standpoint, offer enough product and keep it updated and fresh. The customer will keep coming in to purchase product and will create recurrent revenue.   Change product release times and inform the customer of new releases to keep him engaged..   Strive for constant communication with the customer in order to drive sales. Solutions to challenges Maintain consistent growth within your business. On the agency side, COOL Creative developed a growth plan that would move the sales needle. For example, making an investment in the Goldman Sachs 10,000 Small Businesses program provides tools for creating an effective growth plan. Johanne realized that she was spending too much time on client work and not enough on the sales side of her business. As the business leader, she realized she was spending a lot of time on design because she was comfortable with it. She was not investing enough time in the sales side.   She learned that in order to be a good business person, you have to become a good sales person as well.  You must familiarize yourself with the aspects of business that you aren’t comfortable or familiar with.   Prioritizing sales On the fashion side, pushing more on advertising, marketing, social, communication, and partnerships with influential people like celebrities can all help drive sales. Right partnerships can lead to other agencies funneling clients your way. Work smarter, not harder. Identify the areas that need more attention and push toward making those a priority. As an entrepreneur, Donald neglected the sales facet. But once he made sales a priority, everything else fell into place. As a business leader, sales is a necessity. Nobody knows your business better than you.  Nobody can sell it better than you. It can be hard to let go of the things that got you into business in the first place. Identify the areas of business that aren’t as strong. Invest more time and energy into those areas. Business will become healthier and you will be able to serve clients better.   Understand your clients’ issues and the strategies you will use in solving them. Then attach a price tag to those solutions. When you and the client see amazing results from something you helped him with, it’s rewarding. Bringing a client’s idea to life or bringing a business objective to life makes it all worthwhile. Create Out of Love (COOL) speaks for itself when these instances occur. Results of changes Growth is always a good indicator for having made positive changes. You don’t have to do anything drastic: small changes can have big rewards. What are you focusing on? If your head is always down working on the deliverables, which is important, you must make sure there is a strong person on the sales side to keep the engine moving.   Speaking to the creative entrepreneur, don’t forget why you are in business. While it is the creative piece that got you started, you have to get good at the business side, too. This includes sales, accurate bookkeeping, and meeting with other professionals to make sure that the business stays in good standing. "Constant Flow of New Customers" episode resources           You can reach Johanne Wilson online at www.coolcreativeinc.com.  Here you can link to the online shop, Instagram @CoolCreativeinc, Facebook, LinkedIn, and Twitter. This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren't able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.


22 Feb 2019

Rank #18

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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 The Sales Evangelist, Forster Perelsztejn of prospect.io talks about the importance of a campaign for purposes of cold […] The post TSE 961: How Do I Create A Cold Email Outreach Process? appeared first on The Sales Evangelist.


9 Nov 2018

Rank #19

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TSE 1173: Three Great Closing Questions

There are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effectively. The answers to the three great closing questions will help salespeople close like a pro.  Albert Alexander has been a partner in a construction equipment sales company that makes parts for excavators and bulldozers for 11 years now. Albert does all the marketing, inside sales, and digital marketing for the company.  Closing questions Often, sales reps are good at finding prospects and having a talk with them. Things change, however, when they’re turning them into leads. There are challenges in closing.  Sales reps have this predisposed idea about how they purchase that gets in the way when they try to close a deal. Albert’s company grows 70% every year and that’s because they stick people to a process.  For other sales reps, they stop in the middle of the process and it stops the action of the process moving forward. It could be because of the fear of rejection or any other reason, but the end result is the same. It halts the closing process.  Imposing your buying style  There are many decision types and processes that they take. For this reason, sales reps should know their customers through their pains and needs and be completely open to the different decision styles they have. Sales reps should remove their own fears and worries of rejection from the sales process and focus on their customers instead. If they do that, they can be empathetic to the needs of the clients.  Say, for example, the client’s million-dollar equipment is not working and it needs a $50,000 part that the company sells. For the sales rep, the amount is huge and so he’d say, “I understand you need to think about it,” but that’s not the case for the client. The client is willing to spend $50,000 for his million-dollar equipment to work, but because the sales rep put his purchasing decision in the process, the entire closing will take a hit.  Sales reps need to change their perspective or their purchasing styles and decisions when closing a deal. Sales reps need to learn to think like the clients they’re talking to instead of imposing their fears, views, concerns, or buying styles to their clients.  Make a good logical decision for and with somebody, even when they’re concerned. Remind them of the things that are logical and that matter.  The first step to close a deal is to put yourself in that person’s shoes better and eliminate the fears and worries.  Closing styles  We all have closing styles and the first one is the assumptive close. It's extremely easy and it’s when sales reps choose and assume the next information that you have to collect and continue down the process. It’s almost like assuming that everything’s good and done after they’ve spoken with the client.  This works for Albert’s company. They’ve implemented the assumptive process and it improved their closing deals to 25%. So, their sales reps ask the following questions:  Hey, where did you want me to deliver that? When did you want that delivered?  How did you want to pay for that?  Is it going to be a Mastercard or wire transfer? Most sales reps think that closing is an event and it shouldn’t be. They think that they have to ask questions and shake hands. That’s not how it works.  If they investigate, build rapport, and lay out the solution that’s logical and emotionally fulfilling, sales reps can assume the next information and assume. Closing is not an event, it should be a natural thing. Sales reps should do all the work upfront and the closing is part of that. Dig into the objection  In the case of objections during a close, it’s often not the truth and just a reaction. Sales reps should dig deeper to overcome the objection.  In Albert’s industry, there are five reasons that clients use to decline.  Time  Money Price Value Quality  Our sales reps dig deeper by feeding either of the top reasons why clients object to a deal. They wait for their response and try not to be pushy. They just make a conversation and wait because people have different buying styles. Some people like to think about it before saying yes, and some others just agree immediately.  After the assumption, sales reps should dig deeper into their objection to see the real issue and not just the surface-level problem. In that way, you can give a solution to the real objection.  A good sales rep is the one who can talk well and has the tenacity to understand and get down to the reasons to investigate.  Being able to compensate with somebody doesn’t lead to a sale, you need to have a purpose and process.  Utilize technology  Sales reps can connect with a customer in a building effect of value. While sales reps are closing, they can talk to their clients in the process. In Albert’s company, their sales reps would send their clients’ invoices while talking to them on the phone. They also email and text pictures of what they’re going to get. They do these things while they’re closing the clients. People love how attentive the sales reps are in the whole process.  When their sales reps close, they strive to make the clients feel like family. It’s different when clients get all the information they need while they are talking to the sales reps.  So, utilize technology and use text and video messaging while closing because these things make them less guarded.  Closing  Don’t think that closing is an event.  Sales reps should start by building rapport and knowing the game they’re playing. #SalesTips It has to be a process that sales reps are moving forward through. As a sales rep, you need to cover all the bases because everyone is the same and the sale is the same. There are different variables but you can sum them up to a few things that you can master.  Don’t complicate it and know that you’re closing from the very start.  “Three Great Closing Questions” episode resources Connect with Albert in his site, ConEquip.com. You can also listen to their podcast at Sellingforlife.com where they share ideas of the entrepreneurial journey. Their company has gone from zero sales to 30 million a year. They’ve become experts in Google marketing and ad words.  You can also connect with him on his email at al@conequip.com.  If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  This episode is brought to you in part by TSE Certified Sales Training Program. It is a 12-course program to help sales reps and sales teams to improve their skills in finding the right customers, to know the activities and strategies that work, and how to ask the right questions to build a strong value and close business deals. Simply go to thesalesvengelist.com/freecourse to get the first two modules for free.  This episode is brought to you in part by Audible. Enjoy the free 30-day trial and explore the thousands of books they have today.  I hope this episode has been fun and helpful to you. Please review and leave us a five-star rating on Apple Podcast. You can also hit subscribe and share our show with your friends and colleagues.  If you can, please provide your review and rating on Google Podcast, Stitcher, Spotify, and other platforms where you consume this podcast.  Audio provided by Free SFX and Bensound.


3 Sep 2019

Rank #20