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The Sales Evangelist

Business

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!

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!

Location:

West Palm Beach, FL

Description:

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!

Language:

English


Episodes

TSE 1359: How to Properly Uncover Customer Pain Points

10/23/2020
Getting to know Adam Springer Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to help businesses get to a million dollars in a year or less. Uncovering customer pain points Uncovering pain points is especially important during the qualification stage. Pain points include the prospects’ frustrations, what causes fear, and the goals they want to achieve. A business must have its ideal customer profile because each person that...

Duration:00:33:41

TSE 1358: Politics and Sales: How To Effectively Sell A Candidate

10/21/2020
Getting to know Will Batista and Heidi Peters Heidi is a digital marketing strategist and consultant. She works with Republicans, the candidate campaigns, state parties, and anyone in the political organization looking for digital efforts. Heidi specializes in various causes and online fundraising programs. Will calls himself a reformed campaigner. He’s been doing political campaigns since he was 14 years old. Will also worked on digital strategy for a few political campaigns, did...

Duration:00:52:02

TSE 1357: How B2B Sellers Can Build Brand Loyalty With Customers

10/19/2020
Getting to know Jeff Fromm Jeff Fromm has written four books over the last 10 years on Gen Z. He uses thought leadership to stimulate his sales funnel and content marketing as his inbound tool. Diving into brand loyalty Jeff thinks of loyalty in terms of frequency of use and price elasticity. Loyalty to a brand equates to using its products more frequently. It doesn’t doesn’t mean using the brand exclusively; it means I’m willing to pay a small premium for it. Loyalty should matter to...

Duration:00:33:43

TSE 1356: Using Past Stories in Your Close

10/16/2020
Using Past Stories in Your Close Stories are powerful as they can help promote your product or service in many ways. How can you use stories to close deals? Nathan Hirch is a long time entrepreneur who started with an Amazon business when he was still in college, selling over $25 million in product. He built his company using virtual assistants and other freelancers and within four years, he was able to scale it to an eight-figure business. Stories are effective Stories make you relatable...

Duration:00:31:59

TSE 1355: I Don't Need Any More Training!

10/14/2020
I Don’t Need Anymore Training! It's a mistake for salespeople to believe they don't need any more training. This mindset isn’t productive and it certainly won’t help you improve your skills as a salesperson. There are many people who don’t think they need to improve upon what they already know. It’s a pervasive issue and it's due to several reasons: There is a hypocrisy that’s often present in the sales arenaTraining is expected in many industries so it can be taken for granted.People...

Duration:00:15:25

TSE 1354: Using Direct Mail To Move Prospects Through Your Funnel

10/12/2020
Using Direct Mail To Move Prospects Through Your Funnel Salespeople use direct mail to move their prospects through their sales funnel but how does that impact the business? Let’s talk about that in this episode. Nick Runyon loves everything about marketing. He started out promoting his parents’ and friends’ business and ever since he’s been fascinated by connecting people with problems to people who have solutions. Direct mail defined Traditionally, direct mail has included letters,...

Duration:00:28:33

TSE 1353: How 5-star Reviews Can Increase Conversion Rates

10/9/2020
How 5-Star Reviews Can Increase Conversion Rates Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates. Brian J. Greenberg, aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and financial services. He has generated over 50 million in revenue from his businesses and collected over 10,000 reviews and testimonials from...

Duration:00:34:22

TSE 1352: 4 Steps to Systematic Sales Growth

10/7/2020
4 Steps to Systematic Sales Growth Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth. Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s also experienced bankruptcy with just $500 to his name. He is now with Berkshire Hathaway...

Duration:00:39:17

TSE 1351: Three Skills to Help You Overcome Objections

10/5/2020
Three Skills to Help You Overcome Objections Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that she became a success. Skills to overcome objections Alison has 3 C’s to guide her in being successful in sales:...

Duration:00:32:44

TSE 1350: How Recognizing Intent Signals Can Help Overcome Objections

10/2/2020
How Recognizing Intent Signals Can Help Overcome Objections Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identify when an organization needs their help in prioritizing and engaging with them in a meaningful way. Ernest leads their SDR and BDR...

Duration:00:28:36

TSE 1349: Donald Kelly - Vulnerability - The Key to Landing More Sales Appointments In 2020

9/30/2020
Vulnerability - The Key to Landing More Sales Appointments In 2020 The key to surviving this year’s pandemic is being vulnerable. Donald explains the reason why in this episode. Donald was talking to another gentleman about his experiences during the pandemic and asked how he was coping and making sure the family was doing well. This man could have skirted the issue but he didn’t. He told the truth and said that the situation isn’t going great. While it isn’t going great for everybody,...

Duration:00:15:29

TSE 1348: The Top Three Issues Killing Your Sales Deals

9/28/2020
The Top Three Issues Killing Your Sales Deals Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com, a sales enablement CRM. Things killing your sales deals Even before the pandemic, assumptions are one of the reasons why deals get killed. Salespeople make decisions based on assumptions and with sales being a very broad profession, it involves a lot...

Duration:00:33:14

TSE 1347: Important Business Lessons You Can Apply Across All Areas of Life

9/25/2020
Important Business Lessons You Can Apply Across All Areas of Life A successful business learns from what it experiences, either through its own history or the history of others. Let’s talk about some of the important business lessons you can apply in all areas of life. Kevin Harrington is an entrepreneur and a mentor. He’s worked with celebrities who have become entrepreneurs and with his help, they have been able to achieve success. Mark Timm is also an entrepreneur and they met...

Duration:00:31:33

TSE 1346: Will B2B Sales Be Impacted by The Elections?

9/23/2020
Will B2B Sales Be Impacted by The Elections? The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode. An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have shown that multi-million dollar organizations tend to be less shy during the election. The large organizations expand because they have more...

Duration:00:15:52

TSE 1345: How to Reach Decision-Makers When Selling to Enterprises

9/21/2020
How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? Let’s talk about that in this episode. Erik Kostelnik is the CEO of Postal.io, a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions. Challenges in reaching out to decision makers There have always been...

Duration:00:30:47

TSE 1344: Mistakes People Make When Prospecting

9/18/2020
Mistakes Salespeople Make When Prospecting Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode. Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works out realistic ways for salespeople and entrepreneurs to get things done in an authentic manner. Common prospecting mistakes Here are the...

Duration:00:30:04

Donald Kelly and Linda - Discuss and Understanding Women Leadership

9/16/2020
Discuss and Understanding Women Leadership Understanding women leadership is becoming an important facet of sales success today. Women now play the same roles that men have but it’s not a typical subject to talk about the challenges that women face in their careers. Linda Yates helps people and organizations tap into their most positive, profitable, and professional image. Obstacles to women leadership Even though it’s 2020 women are still facing this challenge - the lack of pay base...

Duration:00:30:33

TSE 1342: Knowing the Right Time to Ask for the Sale

9/14/2020
Knowing the Right Time to Ask for the Sale Sales is about the timing - when to pitch, when to close, and when to ask for the sale. Sales reps need to learn how to nail down this timing to get the desired outcome. Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. He’s been in the car businesses for 30 years and recently published his book, Frictionless, which talks about closing and negotiating with purpose. Best ways to ask...

Duration:00:32:53

TSE 1341: How to Reach Executive Decision Makers, and Why They are Listening Right Now

9/11/2020
How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a daunting task in today’s climate but it’s necessary. In this episode, we talk to Jeremy Miller, the founder of Sticky Branding. His experience in moving through recessions with the family business, and with his own brand, prepared him for the...

Duration:00:30:08

TSE 1340: Will Sales Make Me More Confident and Improve My Social Skills?

9/9/2020
Will Sales Make Me More Confident and Improve My Social Skills? Sales is a career where people develop their social skills and deepen relationship building. What happens, however, if you’re starting from a place of anxiety and it’s hard for you to talk to people? Is it still possible to have a successful career in sales? Unfortunately, sales isn’t the solution to these issues and in this episode, we’ll talk about the reasons why. The wrong idea of getting into sales Sales is a career...

Duration:00:13:10