The Sales Evangelist

Old-school prospecting methods are making a comeback, and in this episode, I'm going to share three unconventional ones that you can take advantage of. Oh yeah, don't forget to check out my LinkedIn prospecting course at the bottom.Why Are These Prospecting Methods Coming Back?·  These techniques are returning due to the world of AI. People want to connect, and it's getting harder to do that through technology alone. ·  Also, don't think methods like cold calling and email are dead. Instead, these methods are becoming the preferred ways to build trust and find a trusted source.1. Industry Events·  One thing I've noticed about Reddit is that people love to connect with like-minded individuals to learn more about their industry. ·  Just about every industry has trade shows, which are ideal places for you to connect with trusted sources. ·  However, the key thing to remember is that you must become an insider of the trade show—not just a random att

We’re bringing back one of our most popular episodes from the archive with Ron Tite, because the lessons are just as relevant today as when we first recorded it. As salespeople, we all know that grabbing attention and earning trust are two of the hardest (and most critical) parts of the job. Ron breaks down exactly how to do both without relying on gimmicks or old-school tactics.Meet Ron TiteRon Tite is the founder and keynote speaker of the Toronto-based agency Church+State, and the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World. With a background as an executive creative director at a multinational ad agency and years of experience as a stand-up comedian, Ron brings a unique blend of creativity, storytelling, and practical business insight to the world of sales and marketing.Why Attention Alone Isn’t EnoughSalespeople are fighting for space in an overcrowded marketplace. From flashy billboards in Times Square to hyper-targeted street-level sellers, everyone’s competing

For decades, sales trainers have preached the gospel of “get to the decision-maker” or “sell to VITO, the very important top officer.” But does selling to the C-suite really unlock deals the way we’ve been told? On today’s episode, I sit down with Jessica Gilmartin, former CMO and CRO, now board member and advisor, to uncover the truth about executive decision-making. Jessica shares what salespeople misunderstand about the C-suite, why skipping over her team is a huge mistake, and how sellers can actually win executive support the right way.Meet Jessica GilmartinJessica has led marketing and revenue functions at fast-growing tech companies like Asana and Calendly. With years of experience as a CMO, CRO, and now board member, she’s been on the receiving end of countless sales pitches. Today, she advises companies on go-to-market strategy and knows firsthand how buying decisions really get made at the executive level.Stop Believing the “C-Suite Myth”Most sellers think if they can just land a meeting with the C-

How can you train your sales team to choose the right leads that bring in money and not waste the company’s time? This is where the power of AI tools lies. To show us how, I've invited Chris Brisson, a sales automation expert, to chat with me in this episode. He shares innovative strategies to streamline lead engagement, boost response rates, and fill your sales team’s calendar with more qualified prospects.Meet Chris Brisson· Chris Brisson is the founder of Sales Message and Call Loop, two innovative platforms that help businesses supercharge their communication and sales processes. · He is recognized for his forward-thinking approach in leveraging SMS messaging and artificial intelligence to automate the “messy middle” of sales, freeing sales reps to focus on building relationships and closing deals. · His solutions have been game changers for organizations of all sizes, transforming the way they connect with prospects and customers.The Lead Qualification Challenge· Someti

LinkedIn Sales Navigator is one of the best ways to generate leads; however, the problem is that not many people know how to use it effectively. This is why I’m sharing three hacks to help you find prospects and build your pipeline. Also, it may be beneficial for you to watch this episode on YouTube, as this will allow you to fully grasp the concept behind the tips I’m sharing with you.Lead Generation Hack 1· My favorite feature of Sales Navigator is the ability to search for people who are new in their roles directly within the search bar. · People new to their roles are more likely to be open to new opportunities and to make changes. You can use this as a trigger for finding leads, and I show you how to do this in the episode.Lead Generation Hack 2· You want to find people who are active on LinkedIn. Once again, you can use the search engine to filter out leads that have recently been posted on the platform. This helps you become relevant and send messages that speak to them.Lead Generat

Are you trying to use AI to speed up your sales cycle, only to find it's making your prospects' experience worse? The key is using technology to your advantage, not against you.In this episode, I'm joined by Doug Foley, an expert in sales enablement and AI integration. He shares his insights on leveraging AI tools to build more meaningful client relationships and enhance your sales process from start to finish.Meet Doug Foley·  Douglas J. Foley is a strategic advisor, accomplished author, and the founder and CEO of Foley Media AI, where he architects AI-driven revenue engines for CEOs, high-growth companies, and Fortune 100 organizations. ·  Leveraging frameworks such as his Customer Loyalty Framework and AI Sales Engine™, Doug delivers predictable, measurable growth and transformative EBITDA results. ·  His practical, results-focused methodologies help senior leaders confidently scale and optimize their businesses.Why AI Matters in Enterprise Sales·  Doug sha

Today's buyers are more informed than ever, thanks to AI. Yet, they remain wary of sellers who rely on it too heavily, creating a unique challenge: How can you leverage technology to enhance your sales process without losing the authentic, personal connection that closes deals?To answer that question, I'm joined by Daren Fields, a sales expert and author of the Apex 8 framework. He shares his sales methodology to help you start winning enterprise deals in the AI era. Meet Daren Fields      Darren Fields is an experienced sales leader, author, and innovator in the world of enterprise and edge software sales.   Drawing from years of hands-on selling and sales leadership, Darren has developed practical frameworks to help sales professionals stand out in today’s AI-driven landscape. He is the creator of the Apex8 Framework, a methodology designed to help sellers build trust quickly, leverage AI effectively, and guide buyers through today’s complex decision-ma

After three to four follow-up emails, you start feeling like you're just an annoying fly to your prospects. Honestly, you're probably just buzzing their inboxes, especially if you're only sending simple "just checking in" messages. In this episode, I'll show you how to send follow-up emails that actually grab your prospects' attention.Quick StatHere's an interesting stat: It takes six to twelve interactions for prospects to respond and follow through on closing a deal. This doesn’t mean you have to send six to twelve cold calls or follow-up emails. You should probably stop sending those generic follow-up emails—they don't work. The act of reconnecting with a prospect is following up, so you don't have to tell them what you're doing.Use the MEDDIC Sales MethodologyGo back to your discovery call or your initial conversation to remember why your prospect needed a change in their business. When you talk to them again or send them a message, try something like this: "You mentioned you were usin

It’s in the data! Reps who used some form of sales methodology are 33% more likely to hit their quota than those who don’t.But which one is the best one to use? Join me in this episode where I break down MEDDIC vs. BANT sales methodologies to help you decide which one is the best option for you. I’ll tell you what they are and provide examples of when you should use them.What Is the BANT Sales Methodology? BANT is a simple sales process that most sales rep often learn early in their careers. It stands for:BudgetAuthorityNeedTimingWhen you use this sales methodology, you determine the client’s budget, if the person you’re talking to is a decision maker, what the need or pain you’re trying to solve, and how soon they’re trying to fix it.Also, I like to adapt this method to better suit the client's needs and make it more understandable throughout the process.What Is the MEDDIC Sales Methodology?This has nothing to do with medicine, even though sales reps in the medical field can use it to their advantage. H

Today, Dr. Noah St. John is here to challenge everything you thought you knew about why some people thrive and others get stuck. If you want to level up your success in any area of your life, the first thing you must do is to change your mindset. Dr. Noah is going to show you how to conquer the "head trash" that holds us back, break through income plateaus, and unlock results.Meet Dr. Noah St. JohnDr. Noah has been teaching clients for 30 years and is credited with helping them add a collective $3 billion in revenue. He is known as the "Done with Head Trash" guy and is a leader of the movement to help people get past their self-imposed limitations. He has written 25 books on the subject and has helped individuals and organizations ranging from 100 to 10,000.Inner Game vs. Outer Game: The 80% RuleDr. Noah argues that success is at least 80% about your "inner game". The inner game is everything happening in your mind, including the beliefs and stories you tell yourself. While "outer game" activit

Is traditional sales outreach becoming less effective? And if so, what replaces it?In today's episode, I chat with Jean-Philippe Schepens van Thiel, founder of AxonJay, about how real-time data, predictive behavior, and AI-generated signals are fundamentally changing how we approach sales. If you’ve ever felt like your messaging is falling flat or that your timing is always off, this conversation is your blueprint for modernizing outreach.Meet Jean-Philippe Schepens van ThielJean-Philippe is the founder and CEO of AxonJay AI, a company helping B2B sellers harness the power of predictive signals to find the right opportunities at the right time. With over 15 years in data-driven sales and marketing, including a successful exit to Dun & Bradstreet, JP is now on a mission to help sales teams break through the noise and win deals with precision.Sales Outreach at an Inflection PointBuyers are bombarded by thousands of messages a week, most of which they delete without reading. Jean-Philippe believes we’ve hit

Is it possible to get your entire sales team to work together and crush goals one after another? Consider all the benefits your organization would gain if this were to actually happen.To make this dream a reality, listen to my chat with Justin Balik, co-founder of Wealth InsurED, in this episode. He shares three sales tactics that brought his company from half a million to three million in 90 days.Meet Justin Balik Justin has been a force in financial services since graduating from the University of Miami in 2012. He quickly rose from agent to a top 10 manager among 10,000+ peers. Now, he and his wife own a business revolutionizing IUL sales training, producing high-end agents with unparalleled speed and results in the industry. He has helped tens of thousands with insurance and retirement, specializing recently in tax minimization for high-net-worth clients.Specialize Your Sales Roles Most sales teams have reps doing everything: prospecting, appointment-setting, closing, and follow-up.&nb

There’s a theory that if a seller focuses on a buyer’s inner feelings, then they’ll be more effective in closing a deal. This will require you to put your therapist cap on to tap into the customer’s emotions.My guests, Jack Frimson and Zac Thompson, sales professionals and co-authors of Selling Is Therapy, share their techniques from their latest book. Listen to learn more about how you can start selling like a therapist to close more deals.Meet Jack Frimson & Zac ThompsonJack and Zac are seasoned sales professionals and co-founders of an agency specializing in helping clients book more high-quality appointments. Together, they have worked with hundreds of clients, developing practical, actionable strategies to make sales conversations more empathetic, effective, and rewarding for everyone involved.  Why the Therapist Approach?Salespeople often default to outdated, aggressive tactics that leave both parties feeling slimy.Drawing inspiration from therapy, Jack and Zac discovered that the bes

You’re posting content on LinkedIn but is it actually bringing in sales leads? In this rerun episode, I sit down with Tom Abbott, LinkedIn strategist and international sales expert, to talk about how you can create content that doesn’t just get likes but fills your pipeline. If you’re tired of playing the social media game with no ROI, this episode is your blueprint.Meet Tom AbbottTom is the founder of SOCO Sales Training and one of the top voices when it comes to using LinkedIn for B2B sales. He’s trained thousands of sales professionals around the world, and in this conversation, he pulls back the curtain on what’s working on LinkedIn right now. Whether you're brand new to the platform or looking to sharpen your edge, Tom delivers actionable insights that can lead directly to revenue.Turn LinkedIn Into a Lead MachineTom explains why most sellers get LinkedIn wrong and what to do instead. It’s not about being overly polished or promotional. It’s about being intentional, authentic, and consistent.Speak to you

What if you could charge more without changing a single feature of your product or service? In this powerful rerun episode, I’m bringing back one of my favorite interviews with Bob Britton, a marketing expert who has helped thousands of entrepreneurs elevate their value, boost conversions, and command higher prices. If you’ve ever felt stuck competing on price, this episode is for you.Meet Bob BrittonBob Britton is a business growth strategist with a long track record of turning small businesses into seven-figure machines. He’s not just theory, Bob built and sold multiple companies using the same strategies he teaches today. One of the big secrets behind his success?Understanding perceived value. According to Bob, the way you frame and present your offer can make the difference between being seen as a commodity and being seen as a premium solution.It’s Not About Price, It’s About ValueIn this episode, Bob breaks down how to make your offer feel more valuable—without actually changing what you sell. It's all a

What do you do when no one believes in your vision? When every door seems closed and you keep hearing the word “no”? In this powerful rerun episode, I sat down with my good friend Alex Quin to talk about rejection, resilience, and what it really takes to build something meaningful when the odds are stacked against you.Meet Alex QuinAlex Quin is the CEO of UADV, a full-stack marketing agency, and the host of the Hustle Inspires Hustle podcast. He's built a name for himself in the world of marketing and branding, working with top global brands like McLaren, Red Bull, and Puma. But his journey wasn’t easy. Alex didn’t start with connections or capital. He built his business from the ground up, and at every stage, people told him it wouldn’t work. They told him “no” but he didn’t stop.The Power of RejectionIn this conversation, Alex shares how rejection shaped his growth and why hearing “no” was one of the best things that ever happened to him. We talked about mindset, perseverance, and how to build momentum even

Are your mornings setting you up for success? Or are they throwing your whole day off track? In this rerun episode, I’m diving into one of the most requested topics from the archive, how to structure your morning routine for consistent sales success. Whether you're an individual contributor or leading a team, these habits will help you focus, prioritize, and perform better every single day.Start the Day Off RightWhen I first started selling, I struggled with mornings. I’d roll into the day reacting to emails, jumping on calls, and chasing activity but not results. Everything changed when I started being intentional about how I began my day. These are simple but powerful strategies that help me stay focused and in control. In this episode, I’ll share the exact routine I follow and why it works.The Morning FrameworkClarity is key. I start with 5 to 10 minutes of reflection, this could be prayer, journaling, or just quiet thinking. The goal is to reset and get my mind right. Then I review my pipeline so I know e

How do you take a company that’s been winning in the SMB and mid-market world and help it thrive in the enterprise space? On today’s episode, I chat with Adam Block, Chief Revenue Officer at Motive. Adam shares the exact strategies his team used to move upstream without losing their core customers. If you're thinking about scaling your sales motion to land enterprise-level clients, this one is a must-listen.Meet Adam BlockAdam Block is the CRO of Motive, a company that offers an AI-powered operations platform for the physical economy. Their platform helps businesses in sectors like logistics, construction, and energy run safer and more efficient operations. Motive is used by massive organizations such as FedEx, Halliburton, and Centos and they didn’t get there by accident. Adam and his team made a strategic decision to go enterprise, but they made sure not to break what was already working.Going Enterprise Without Breaking Your FoundationAdam shares that Motive's journey upstream started with demand from the

Should you email or call prospects? Which method is best for effectively reaching your clients? To find out, listen to my chat with Matt Tharp, the CEO of Hunter.io. He provides data and insights on why businesses should focus more on cold email than cold calling.Meet Matt TharpMatt might be perceived as biased towards email since he's the CEO of Hunter.io, but he was drawn to the company precisely because of its commitment to email.He enjoys working with fast-moving businesses that prioritize high velocity and product-led growth strategies. He believes this approach helps build a robust pipeline with marketing, while the sales motion supports and supplements that pipeline.Sales-driven models, heavily dependent on closing the next deal, can make it challenging for new sellers or businesses to find their footing. Relying solely on cold calling makes pipeline building particularly difficult, and the current business environment is only making cold calling harder.Matt shares his own experience as a decision-make

If you’re struggling to make it as a seller, you may be unknowingly doing things that a top performer would never do.  To help you figure out what you may be doing wrong, I’m going back to episode 1831 with my chat with Andrew Barbuto, a seasoned sales professional and author. He shares five things that top-performing sellers always do to help them succeed in finding clients and closing deals. Andrew Barbuto’s BackgroundAndrew Barbuto is an accomplished sales professional and author with a deep understanding of the intricacies of top-performing sales strategies. He shares his sales methodologies in his insightful book, “Top Sales Producer: How To Crush Your Sales Quota.” Andrew’s commitment to excellence in sales makes him a valuable resource for anyone aspiring to elevate their sales performance and effectively manage their client interactions.Key Practices of Top PerformersAndrew shares the five things that top performers do differently than average performers. 1. Time Management: T