The Sales Evangelist

Sales From The Street: "The Heart Flow Sales Process" Sales is a process and every salesperson has to master the heart flow sales process before expecting results. Janet Clark’s company, The Freedom Shift, is a sales matchmaker. Janet matches high-ticket salespeople with coaches and consultants who want to expand their sales team. She is also helping the coaches with their lead generation and figuring out their qualified leads because this part of marketing can be difficult. Before she...

Modernizing the software demonstration can help prospects better understand your product value and keep your digital buyers connected to your product throughout the buying process. Greg Dickinson is the CEO and founder of Omedym, which is “my demo” spelled backward. He’s trying to help businesses utilize today’s latest and greatest technologies to augment and improve the digital demo process. Product experience Most sellers can point to a personal experience in which a bad product...

How to Not Ruin Relationships When Selling to Friends Have you ever wondered how to not ruin relationships when selling to friends? This can be difficult because you would still want to keep the relationship even when they’ve said no. This isn’t a unique struggle, it’s common to most salespeople. Perhaps the products could be beneficial to your friend or family so you want them to try it. You have a moral obligation to at least explain some ways to fix their problem without turning it into...

3 Things Leaders Do To Hurt Sales Rep Relationships Sometimes, there are 3 things leaders do to hurt sales rep relationships and most times, they do it unintentionally. This is especially hard because sales leaders and sales reps spend a lot of time together. A bad leader can negatively affect how a sales rep makes his sell. While a good leader helps how sales reps can improve their sales. Marc Levine founded his ImprovMySales business four years ago. The company is dedicated to creating...

With all the focus on social selling, it can be difficult to determine whether you can consider referrals and connections that result in LinkedIn leads as inbound leads. If a prospect connects with your content which leads to a conversation and then an appointment, can that be considered an inbound lead? LinkedIn connections You’re likely among those sellers who understand that your LinkedIn profile is your personal profile. You cherish it and treat it with respect. You post thoughtful...

Business Proposal Trends in 2019 What are some of the business proposal trends in 2019 that you’ve used and that have worked for your industry? Trends change so often that we have to keep track of all the changes to be in the loop because what’s new today, may be old news tomorrow. Adam Hempenstall has been in the web design business for almost 20 years. He started doing basic websites and brochure sites before the company transitioned into a custom software company. They started building...

B2B sales optimization requires a longterm commitment to create quality content that will grow your audience and increase your success. Bill Bice, CEO of boomtime, said he was born to be an entrepreneur, launching his first business when he was 14. He loves to talk about sales and marketing because it makes the biggest difference in business. Data and marketing As business owners, we all know that we have to spend money on marketing, but it’s tough to do if you’re not seeing the ROI....

Our Inbound Leads Are Causing More Work Than Good Sales Often, you hear salespeople say, “Our inbound leads are causing more work than good sales.” It’s always on the question of who should follow up on inbound leads and how to go about it effectively. Many small organizations are having a hard time utilizing their inbound strategies effectively. We don’t have all the variables and all the situations within an organization. Still, we can assume that there are three people on a sales...

From account selection to sales plays, Jamie Shanks helps sales professionals understand and adopt best practices for the modern, social sellers. Jamie is the CEO of Sales For Life, which is the de-facto standard in modernizing account-based sales motion. The company specializes in social or digital selling. It evaluates how you sell today and infuses modern digital sales activities into your process. Account-based selling Account-based selling refers to focusing on a set number of...

Whether you’re learning it for your own work as a BDR or you’re preparing to help another seller, there are five important keys to help you succeed as a BDR. If you’re looking to move to the next level as a seller, The Sales Evangelist Certified Sales Training Program group coaching program allows you to train at your own pace, either alone or as part of a group. The next semester begins this month. Drink your own Kool-Aid Make sure you understand the product or service you’re selling. In...

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 businesses grow by improving their sales processes. Failure Brad’s 28-year career in the U.S. Navy taught him that failure could mean the difference between life and death. When he transitioned from the Navy to the sales world, he realized that many of his attempts were going to end in failure. He had to...

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...

Should I Start Off With Inside Sales or Outside Sales? Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Many share the same thought and I have five things to help you figure out a better way to go. Inside sales vs outside sales Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). Depending on the company, these may be different...

Helping Your Sales Team Perform Their Best I sat down with Fred Diamond at Podcast Movement 2019 to discuss the keys to helping your sales team perform their best. Fred is the host of Sales Game Changers Podcast and today he turned the microphone on me and allowed me to share the things I've learned during my career in sales. The Sales Evangelist This podcast resulted from my own struggle as a B2B seller. Because of my own struggles, I wanted to help new and struggling sellers improve...

Sales from the Street: Teach Them How To Educate Derek Badala frequently travels with sales reps to teach them how to educate the customer in an effort to solve problems. As the director of sales at Synthax, he is always on the road traveling with sales reps and training them to become another version of himself — a skilled sales leader, influencer, and consultant. Technology and education Being in the audiovisual industry, it could be said that technology and education are their biggest...

Sales From The Street - "Think Like A Large Company CEO" Vicki Antonio is a business consultant and a life coach who helps small business owners think like a large company CEO. This is a result of her journey of knowing what her purpose in life is. She started working when she was 13 years old and she found herself having a pattern of working with startups. Her experience made her realize that startups have a pattern of growing pains. She used that when she got into real estate because she...

Every sales transaction differs from the others, but when you're selling in Europe vs. selling in the USA, it's important to understand the differences in culture. Christine Schlonski works with entrepreneurs who have a negative view of sales. She helps them redefine their view of it so they can sell with ease, grace, and confidence and also ask their price. In short, she helps them makes sales, which is simply an interaction between people, fun. Fear of selling Christine points to the...

My Sales Reps Say They Are Too Busy...I Think This Is Crap! Sales reps and sales leaders face a lot of challenges, and some sales reps say they are too busy. Sometimes the problems are nothing major, but on some other times, the problem causes a ripple in the revenue. One situation that causes such negative impact in sales is when salespeople claim that their pipeline is down due to busyness. This is when sales reps spend much of their time helping current customers find opportunities and...

Many sellers overlook fundamental selling principles, but salespeople must learn the importance of a strategic network for business and career success in order to become proficient in our jobs. Judy Robinett is an advisor to Springboard, an incubator that helps women founders, with great statistics of 19 IPOs and 165 strategic sells. Judy loves educating people and meeting entrepreneurs and helping them with connections. She wrote the book, How to Be a Power Connector, a bestseller in...

Some people aren’t into the idea of rejection but actually, there are positive reasons why getting a no is not such a bad thing. Francisco Terreros is a co-founder of Felkrem, a full-service sports marketing agency focused on two core services. First, they represent professional footballers/soccer players in their careers both on and off the field, and secondly, they sell brands and reach the players’ demographics through sports and marketing. They are FIFA agents and marketers who do sales...