The Sales Evangelist

Most sellers tend to get caught up in the technical side—asking the “right” questions, handling objections, and checking all the boxes. But in the process, we often overlook something just as important: the emotional side of selling. That’s why I invited Alex Kremer, founder of Alluviance, to join me. He breaks down how the right mindset can help you close more deals and build lasting relationships.Meet Alex Kremer·  Alex Kremer is the Founder of Alluviance, a community and organization dedicated to transforming sales and leadership through authenticity, purpose, and performance. ·  With over 15 years of experience, he has worked with top companies like Salesforce, AWS, and Gong, and played a key role in scaling Outreach from $25M to $250M. ·  He’s hired, trained, and led over 100 Account Executives and Sales Managers, earning President’s Club honors 7 years in a row.·  Alex is known for helping leaders build high-performing teams and purpose-driven cultures that achieve lasting results.Beyond the Tactics: The Role of Mindset in Sales Success·  Alex pulls back the curtain on his journey, opening up about the hidden struggles he faced even when he seemed most successful. ·  Despite hitting top quotas and leading major accounts at Microsoft, he battled depression, highlighting a key truth: salespeople can meet every external standard and still feel empty inside. ·  Alex explains how mental, emotional, and even spiritual health are often overlooked but absolutely crucial to sustainable, fulfilling sales success.Practical Strategies: Filling the Void and Mastering the Inner Game·  Alex introduces the concept of “parts work,” a therapeutic approach to identifying and relating to various emotions without self-judgment. ·  He stresses the importance of self-awareness, inviting reps to treat their emotional states with the same curiosity as they would a sales prospect in discovery. ·  Simple practices like mindful breathing, walks without phones, and reflective journaling can create the internal space needed for clarity.Leadership in Action: Bringing Mindfulness Into Sales Teams·  For sales leaders, Alex suggests starting meetings with grounding exercises such as box breathing or gratitude practices. ·  Investing a few minutes in presence and connection sets a more productive tone than jumping straight to numbers.“When you connect more deeply with yourself, it allows you to connect more deeply with other people, which is very interwoven with sales.” - Alex Kremer.ResourcesAlex’s company, Alluviance, hosts regular retreats blending sales tactics with inner game work. Reach out to Alex on LinkedIn or the Alluviance website for future retreat details.Sponsorship Offers1.  This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.  This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.

Lorenzo Bizzi, a researcher and author, spent four years diving into the science of sales, challenging common myths in his book, Myth vs Science of Selling. He discusses how data-driven research can significantly enhance sales outcomes. Lorenzo reveals that organization trumps likability in B2B sales, emphasizes the importance of helping buyers diagnose their problems, and clarifies when excitement can genuinely drive sales versus when it falls flat. Balance in customer orientation is key, as is focusing on long-term mindset growth for sustainable success.

Zoltan Vardy, a messaging and value-proposition consultant, shares his insights on crafting clear value propositions. He discusses why founders often struggle to articulate their products simply. Zoltan introduces a five-question framework for creating compelling messaging and highlights the importance of understanding the customer's perspective. They dive into defining target customers and identifying key benefits that set a service apart. Listeners learn how to draft a concise value statement and the significance of iteration in messaging.

Alina Vandenberghe, co-founder and co-CEO of Chili Piper, reveals how her personal LinkedIn efforts drive an impressive 50% of the company's open pipeline. She debunks the myth that only influencers with large followings can make a difference, showcasing how genuine engagement fosters substantial impact. Alina shares her journey from initial posting fears to creating authentic content driven by a desire to help others, especially during the Ukraine crisis. Her insights on building connections through purposeful posting and daily reflections provide valuable strategies for anyone looking to enhance their social influence.

Michael Manzur, Founder and CEO of Flood Me Social, explores the power of influencer marketing in sales strategies. He emphasizes that salespeople should embrace the role of influencers to build genuine communities, not just audiences. Michael reveals common pitfalls companies face, such as misalignment of objectives and focusing on vanity metrics instead of genuine sales results. He shares practical tips for aligning influencer efforts with business goals and showcases a successful CarMax campaign highlighting measurable outcomes that converted leads into real results.

Dr. BJ Allen, Director of the sales program at Brigham Young University and co-host of Sales 101: The B2B Classroom, joins to discuss the booming growth of college sales programs, which have seen a 50% increase over the last 20 years. He highlights the practical training students receive, including role-play and real-life projects, enhancing their employability. The integration of AI tools in sales education is also a hot topic, showcasing how future sales professionals can leverage technology for better outreach and analysis.

Discover innovative strategies that boost sales productivity while minimizing stress. Learn about mastering task prioritization and how it can transform your daily routine, inspired by icons like Steve Jobs and Elon Musk. Delve into effective time management techniques that balance work and personal life. Gain insights on how accountability and structured planning can help achieve revenue goals and the power of mastermind groups for support and motivation. It's all about working smart to enhance your success!

Ravi Rajani, a sales coach and author of Relationship Currency, shares his insights on building trust in business relationships. He humorously reflects on the inspiration behind his book, connecting personal experiences to professional success. Ravi highlights the importance of the 'Three Cs' of trust: Connection, Character, and Competence. He emphasizes the art of asking empathetic questions and deep listening to foster genuine connections. Additionally, he introduces five habits to become a trusted guide in sales and leadership.

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 attendee—to establish yourself as a trusted source.2. Referrals·  I've said this over and over again: referrals work. People love to introduce others to each other; it gives them a sense of importance. ·  It also helps establish trust and increase client acquisition.3. Channel Partners·  This method isn't as hard as you might think. The same amount of energy you spend finding one prospect, you can spend finding a channel partner. These are partners who have access to many prospects that you can work with."9 out of 10 prospects like to give referrals, and only 11 percent of sellers ask for them. Go back to LinkedIn and ask for an introduction." - Donald KellyResources·  If you like more guidance with improving your prospecting skills, join my LinkedIn Prospecting Course.·  Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. Sponsorship Offers1.  This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.  This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.

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 attention. But attention without trust won’t get you very far. Ron explains why chasing vanity metrics is a dead end and how to build credibility in a noisy world.The Three Anchors: Think, Do, SayRon shares a simple but powerful framework:· Think: What do you truly believe in as a salesperson?· Do: How are you reinforcing those beliefs through your actions?· Say: How are you communicating them authentically without falling into “pitch slap” mode? When you align these three, your outreach feels human, real, and trustworthy.Invest in Being GoodJust like comedians can’t fake being funny, salespeople can’t fake caring about their clients. Long-term success doesn’t come from gimmicks or platform-hopping, it comes from genuinely adding value and building relationships.Real-World Examples· Red Bull: Their entire brand is built on a belief (life with an adrenaline rush is better) and consistently reinforced through actions and messaging.· Ron’s own career: His first big client came not from tricks, but from trust he’d built over years.Lessons for Sales Leaders· Don’t hire someone hoping they’ll “save” the business—hire coachable people who are hungry to learn.· Give your team clear responsibilities so they can excel where they’re strongest.· Focus on humanity and credibility over hacks and short-term wins.“Looking for ways to seize attention and build trust may be difficult, but resist the desire to scheme. Do the hard work, be human, and focus on solving real problems.” – Ron TiteResources· Connect with Ron Tite on LinkedIn or follow him on Twitter and Instagram.· Check out his book: Think Do Say.· For more sales insights, connect with Donald on LinkedIn, Instagram, Twitter, or Facebook.Sponsorship Offers1.    This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.  This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.