TSE 887: What Do You Do…For Me?
I noticed something interesting at a conference I attended recently. The conference was amazing, but I noticed something noteworthy about many of the exhibitors: they didn’t know how to tell me the pr...
30 Juli 201811min
TSE 886: Professional Selling In The Age of Kardashian: Let Your Millennials Do Their Thing
Every aspect of selling has changed in the last 25 years. In any field where people have to connect with other people, the changes in communication have caused big shifts. For sales professionals, the...
29 Juli 201831min
TSE 885: TSE Hustler’s League-“Dog Chasing A Car”
Imagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he catches it? As sales...
26 Juli 201815min
TSE 884 : Sales From The Street-“Your Own Avatar”
When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually realized that his scripts and his processes wouldn’t w...
25 Juli 201818min
TSE 883: How To Effectively Acquire Inbound Leads By Building Value Early
Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about selling to people other than family and friends. As a...
24 Juli 201831min
TSE 882: The Coffee Shop “Meeting Trap”
Imagine being invited to coffee by someone who wants to hear more about what you’re doing. You arrive at the coffee shop, spot him, wave him over, and buy him a drink. After 30 seconds of talking abou...
23 Juli 201814min
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,...
20 Juli 201842min
TSE 880: Stop Selling & Start Leading-“Two-Way Dialogue”
Sometimes, the relationship between seller and customer goes bad. Small mistakes grow into tension and the relationship starts to sour. In this case, it doesn’t matter who’s right or wrong. You must b...
19 Juli 201814min
