Outside Sales Talk

Bridging Generational Gaps in the Workplace - Outside Sales Talk with Gui Costin

Wed, 26 Aug 2026 09:05:00 -0700

Gui Costin shares how sales leaders can bring different generations together, build stronger teams, and create a workplace where people want to stay.

Outside Sales Talk with Steve Benson

Watch on YouTube | Listen on Spotify | Apple Podcasts

About This Episode

Today's sales teams can span multiple generations, each bringing different experiences, expectations, communication styles, and approaches to work. For leaders, understanding those differences can be key to building a team that works well together.

In this episode of Outside Sales Talk, Steve Benson sits down with Dakota Founder and CEO Gui Costin to discuss how leaders can bridge generational gaps in the workplace. They explore building mutual respect, recognizing generational biases, adapting how you communicate, encouraging mentorship, and creating an environment where employees across generations can learn from each other.

What You'll Learn

How to build stronger collaboration across generations
Why self-awareness matters when leading a diverse team
How to recognize and challenge your own generational biases
The role mentorship can play in sharing knowledge and experience
How leaders can learn from younger, tech-savvy employees
Ways to create a workplace where your best people want to stay

Watch the Full Episode

Listen instead: Spotify | Apple Podcasts | Pandora

About Gui Costin

Gui Costin is the Founder and CEO of Dakota, an investment services company that has helped clients raise more than $40 billion. As a leader in sales and marketing, Gui focuses on mentorship, career growth, and helping companies put processes in place that allow their businesses and teams to grow.

Connect with Gui: GuiCostin.com | Dakota.com

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How to Use AI to Sell More Without Losing the Human Touch - Outside Sales Talk with Donald C. Kelly

Wed, 12 Aug 2026 10:30:00 -0700

Donald C. Kelly shares how field sales reps can use AI to save time, prepare smarter, and sell more without losing the human side of sales.

Outside Sales Talk with Steve Benson

Watch on YouTube | Listen on Spotify | Apple Podcasts

About This Episode

AI is changing how salespeople research prospects, prepare for meetings, handle follow-up, and manage the work surrounding a sale. But where does AI actually help field sales reps, and where is the human side of selling still irreplaceable?

In this episode of Outside Sales Talk, Steve Benson sits down with sales expert and The Sales Evangelist host Donald C. Kelly to explore practical ways field sales reps can make AI part of their day. They discuss using AI for prospect research, meeting preparation, objection handling, and working on the go, while still keeping relationships and human interaction at the center of the sales process.

What You'll Learn

Where field sales reps can start using AI
How AI can make prospect research faster and more valuable
Ways to prepare for meetings and objections with AI
How to use AI when you're constantly on the go
Where automation can hurt customer relationships
Why the human side of field sales still matters

Listen to the Episode: Spotify | Apple Podcasts | Pandora

About Donald C. Kelly

Donald C. Kelly is a seasoned sales professional, speaker, and trainer on a mission to help sellers at all levels improve their skills and achieve bigger results. He has been recognized by Salesforce as a Top Sales Influencer for three consecutive years and as a LinkedIn Top Voice in Sales.

Donald is also the host of The Sales Evangelist, one of the longest-running sales podcasts in the world, with nearly 2,000 episodes and listeners in more than 155 countries.

Connect with Donald: LinkedIn | The Sales Evangelist

Never Miss an Episode

Get actionable advice from leading sales experts on Outside Sales Talk.

Subscribe on YouTube | Spotify | Apple Podcasts

Sell More. Drive Less.

Outside Sales Talk is brought to you by Badger Maps.

Badger Maps helps field sales teams spend less time planning, driving, and doing sales admin, so they can spend more time selling.

See How Badger Maps Works →

Get More Sales Tips in Your Inbox

Join 95,000+ subscribers getting actionable sales tips and insights from top sales experts with Badger Maps’ newsletters.

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How to Sell More by Boosting Customer Confidence - Outside Sales Talk with Brent Adamson and Karl Schmidt

Thu, 19 Mar 2026 10:00:22 -0700

Brent Adamson and Karl Schmidt are co-authors of “The Framemaking Sale: Sell More by Boosting Customer Confidence”, a groundbreaking guide to boosting customer confidence in complex B2B sales. Renowned business strategists and researchers, known for shaping modern sales thinking through data-driven insights and practical frameworks. Former CEB and Gartner leaders who have advised Fortune 500 teams on commercial strategy, buyer enablement, and decision confidence.

In today’s episode, Brent and Karl discuss practices in their new book “The Framemaking Sale”.

Here are some of the topics covered in this episode:

Competing with the status quo
How to build decision confidence
Shortening the time to make a decision
Areas that undermine buyers confidence

More From the Guest

The Framemaking Sale Book - https://www.theframemakingsale.com/
Brent Adamson’s LinkedIn - https://www.linkedin.com/in/brentadamson/
Karl Schmidt's LinkedIn - https://www.linkedin.com/in/karl-schmidt-q/
Check out Brent & Karl on YouTube - https://www.youtube.com/channel/UCviPYtD5xb6q3AE_MXtF2PA

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Scale Your Sales - Outside Sales Talk with Janice B. Gordon

Wed, 25 Feb 2026 10:57:17 -0700

Janice B. Gordon is ‘The Customer Growth Expert’ author of Business Evolution: Creating Growth in a Rapidly Changing World and co-author of Heels to Deals: How Women are Dominating Business to Business Sales. Janice is an engaging speaker, facilitator, and presenter who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast

In today’s episode, Janice shares tactics to grow your sales.

Here are some of the topics covered in this episode:

How retention can help
Ways to build your relationship with customers
How to deal with customer hesitation
The impact of customer-centric language

More From the Guest

Janice B. Gordon - LinkedIn - https://www.linkedin.com/in/janice-b-gordon?originalSubdomain=uk
Scale Your Sales Podcast - https://scaleyoursales.co.uk/podcast/
Connect with Janice - https://scaleyoursales.co.uk - Let Janice know you heard her on the Outside Sales Talk Podcast

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The First Meeting Differentiator - Outside Sales Talk with Lee Salz

Wed, 19 Nov 2025 12:09:09 -0700

Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart

Here are some of the topics covered in this episode:

Why “discovery” calls should be “consultations”
How to create a “target client profile” instead of an “ideal client profile”
Which questions to ask to move a deal forward
How to use emotion to drive action
Using “Consultation Cliffhangers” to secure your next meeting

More From the Guest

Download 10 ways to provide meaningful value - www.MeaningfulValue.com
Book website - www.FirstMeetingBook.com
Lee’s website - www.SalesArchitects.com
Lee’s on all the social platforms - Check him out on Tiktok @theleesalz

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Increasing Training Engagement with your Sales Reps - Outside Sales Talk with Stephen Rhyne

Wed, 08 Oct 2025 09:00:00 -0700

Stephen is the CEO of ConveYour.com. For the last 10 years, he has been helping companies like LGCY Power, Vivint, CUTCO; recruit, onboard, train, and retain more reps. Stephen has 22 years of experience in direct sales - recruiting, onboarding, training and rep retention. His platform ConveYour helps with all the back office and administrative items needed to grow a D2D team.

In today’s episode, we’ll be covering how to have better engagement with reps during sales trainings.

Here are some of the topics covered in this episode:

The importance of “why” and the “what’s in it for them”
Lowball questions and hardball questions
How to build “learner trust”
Gamification in training
Ways to include feedback in training

More From the Guest

Stephen’s Website - https://conveyour.com/ - Get your free guide by clicking “See Demo”

Join our virtual event - The Conversation is Broken. A forum for outside sales leaders on Tuesday, October 21, 9am - 1pm PDT

Register here: https://www.eventbrite.com/e/the-conversation-is-broken-a-forum-for-outside-sales-leaders-tickets-1597729133849?aff=oddtdtcreator

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AI, Automation, and the Future of Sales: What Works (and What Doesn’t) - Outside Sales Talk with Bill Rice

Wed, 18 Jun 2025 09:00:00 -0700

Bill is the founder of Kaleidico and Bill Rice Strategy Group. He helps companies develop effective lead-generation strategies and optimize their sales operations. Bill’s expertise spans from the early days of pre-Google and Facebook to modern AI-driven solutions.

In this episode, we’ll be discussing how you can use AI and automation in sales.

Here are some of the topics covered in this episode:

Experimenting with AI tools
Ways to use predictive AI
How to save time with AI tools
Following up with AI tools
How using AI tools will help you stand out in sales

More From the Guest

Keep up on AI trends - https://www.myexecutivebrief.com/ - get his newsletter
Bill’s Website - https://billricestrategy.com/
LinkedIn - https://www.linkedin.com/in/billrice/

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Becoming a Top Sales Producer - Outside Sales Talk with Andrew Barbuto

Wed, 28 May 2025 10:00:38 -0700

Andrew is a top-performing adtech sales professional with a passion for helping customers. Over the past eight years, he’s sold $250MM in services and software, becoming the top-grossing rep at two digital media companies. Andrew’s first sales book, “Top Sales Producer: How To Crush Your Sales Quota” is releasing June 2025. He’ll be sharing his proven 10-step sales method, designed to help new salespeople ramp up quickly and experienced reps close more profitable deals faster.

In this episode, Andrew shares tips to become a top salesperson.

Here are some of the topics covered in this episode:

The #1 rule of prospecting
How and when to reach out
Setting the right expectations
Time management tips
Talking with the best stakeholders

More From the Guest

Get Andrew’s Book: https://www.amazon.com/dp/B0F3QQL9KF
Download his free cold outreach strategy to secure meetings at: https://andrewbarbuto.com/outreach
Get meeting hacks and the script to secure next steps in meetings within 5 minutes at: https://andrewbarbuto.com/resources
Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andrewbarbuto/
Subscribe to Andrew’s Youtube channel for weekly B2B Sales tips: https://www.youtube.com/@AndrewBarbuto

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Why Health is the Key to Unlocking Your Sales Potential - Outside Sales Talk with Brandon Fluharty

Wed, 16 Apr 2025 11:06:30 -0700

Brandon has over 20 years of experience in SMB, Mid-Market, and Enterprise sales. In 2018 he became a strategic SAAS seller, selling over $50 million in new business for an AI company to some of the world's leading brands. In 2022 he retired from the corporate world to focus on content creation that can help salespeople take an integrated approach to work and life, enabling them to thrive in a more holistic manner.

In this episode, Brandon shares tips to take care of your health and do even better in sales.

Here are some of the topics covered in this episode:

Why growth isn’t just quota attainment
The 4 S’s to track success
How to optimize your sleep for sales
Tools that can help improve your health
Habits to embrace for sales and work life balance

More From the Guest

Brandon’s LinkedIn - https://www.linkedin.com/in/brandonfluharty/

Brandon’s Website - https://www.brandonfluharty.com/ - check out his tracking template

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How to be in the Top 1% of Sellers - Outside Sales Talk with Doug C. Brown

Thu, 30 Jan 2025 09:52:34 -0700

Doug C. Brown is the CEO of CEO Sales Strategies and a leading expert in sales revenue and profit growth. He is also the creator of the Top 1% Academy, where he teaches individuals and companies how to think, act, and achieve sales success like the top 1% earners. Through his expertise, Doug empowers others to reach new heights in their sales career growth.

In this episode, Doug shares strategies and insights to reach the top of the sales industry.

Here are some of the topics covered in this episode:

How to join the top 1% of sales professionals
Automating your sales processes for efficiency
Leveraging a strategic plan for consistent success
How to get more referrals to boost your sales pipeline
Why strong relationships lead to long-term success

More From the Guest

E-book - The Nonstop 1% Earners https://resources.ceosalesstrategies.com/op/signup-art-and-science/

Email Doug - youmatter@ceosalesstrategies.com

LinkedIn - https://www.linkedin.com/in/dougbrown123/

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Badger Maps - The #1 Route Planner for Field Sales

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The Most Effective Way to Do Outbound - Outside Sales Talk with Donald C. Kelly

Wed, 04 Dec 2024 09:00:00 -0700

Donald is a seasoned sales professional, speaker, and trainer, who’s on a mission to evangelize effective selling methods and to inspire sellers at all levels to DO BIG THINGS! He’s earned recognition from Salesforce as a Top Sales Influencer for two consecutive years (‘22 and ‘23). He’s the accomplished author of works like “Sell It Like A Mango - A New Seller’s Guide To Closing More Deals”. Donald also hosts "The Sales Evangelist" podcast and is a trusted voice in the sales community.

In this episode, Donald shares how salespeople can get ahead with a great outbound strategy.

Here are some of the topics covered in this episode:

Outbound is changing as our preferences change
How to catch your buyers attention
Ways to personalize your outbound
Different outbound tools to increase your success rate
Which outbound metrics matter

More From the Guest

Check out his podcast - https://thesalesevangelist.com/

Get more sales tips, check out Donald's mastermind - https://thesalesevangelist/mastermind.com/

Listen to more episodes of the Outside Sales Talk here!

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Badger Maps - The #1 Route Planner for Field Sales

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Powerful Daily Habits for Optimal Health & Performance - Outside Sales Talk with Anna Bolender

Thu, 21 Nov 2024 11:36:00 -0700

Anna is a Certified Holistic Health Coach, dancer, and dance teacher who is passionate about all things health, wellness, and movement. She has years of experience working with field salespeople, and she offers personalized 1:1 Health Coaching Programs to help salespeople and business leaders reconnect with their own inner wisdom and achieve their goals while finding more balance and freedom in their lives.

In this episode, Anna and Steve discuss how optimal health and optimal sales performance work hand in hand.

Here are some of the topics covered in this episode:

The importance of holistic health
The mind-body connection & its impact on performance
Simple yet effective movements & exercises for field salespeople
Identifying the “why” as a driver to healthy habits

More From the Guest

Website: annabolender.com

Email: anna@annabolender.com

Instagram: @annaalwxbee

Let her know your biggest challenges and goals - she is happy to share tools and practices to help kick start your journey to optimal health. Book a free connection call (via website) to get to know each other and see if her 1:1 Health Coaching Program for sales professionals and executives is the right fit for you!

Listen to more episodes of the Outside Sales Talk here and watch the video here!

https://www.badgermapping.com/podcast

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Badger Maps - The #1 Route Planner for Field Sales

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Networking to Make Your Next Big Deal - Outside Sales Talk with Drew Sechrist

Wed, 02 Oct 2024 09:00:00 -0700

Drew is the Co-Founder and CEO of Connect the Dots, a company that helps map professional relationships in order to find the strongest connections possible. He previously played an important role in the rise of Salesforce, helping them grow from $0 to over $1B in revenue, as employee #36. During that time, he was both the #1 sales manager (globally), and the #1 account executive (globally).

In this episode, Drew and Steve discuss how to leverage networking to secure big deals.

Here are some of the topics covered in this episode:

Why you should always be networking
How to effectively approach networking
Ways to leverage your relationships
How to find the right people to connect with
The importance of in-person connection

More From the Guest

Connect The Dots Website - https://www.ctd.ai/

Email - drew@ctd.ai

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

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Badger Maps - The #1 Route Planner for Field Sales

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Finding Success with a Sales Mentor - Outside Sales Talk with Tim J.M. Rohrer

Wed, 04 Sep 2024 11:30:37 -0700

Tim J.M. Rohrer is an award-winning sales director with over 25 years of experience in sales and sales management. He dedicates himself to coaching and mentoring salespeople and sales leaders, as well as consulting and providing training to sales organizations. Tim is also the author of the book "Sales Lessons of the World’s Greatest Mentor: Secrets of a Sales Winner That Will Help You Become Wildly Successful in Sales."

In this episode, we delve into the importance of finding a good mentor in achieving success in sales.

Here are some of the topics covered in this episode:

How finding a good mentor can help salespeople reach their goals
Criteria for selecting a mentor who's a good fit
The positive impact of mentors on career growth
The role of goal setting in mentorship
Leveraging online tools and networks to find mentors

More From the Guest

Tim’s LinkedIn: https://www.linkedin.com/in/timjmrohrer/

Tim’s Website - https://timjmrohrer.com/

Tim’s Book: https://www.amazon.com/Sales-Lessons-Worlds-Greatest-Mentor/dp/B0BRLT4HMY

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

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Why Active Listening is a Top Sales Skill - Outside Sales Talk with Roger Martin

Thu, 06 Jun 2024 09:00:00 -0700

Roger Martin is the Co-Founder and CEO of RockBox Fitness and beam® Light Sauna, as well as an accomplished entrepreneur with a 30-year career in sales and marketing. Roger also shares insights on wellness and health through his ThriveMore platform and podcast. Roger's latest book, "An Insider's Guide to Business," is a practical roadmap filled with real-world examples and relatable stories and is available on Amazon now. With a wealth of experience in sales, marketing, and C-level leadership, Roger brings a unique perspective to the table.

In this episode, we explore the nuances of active listening and effective communication.

Here are some of the topics covered in this episode:

The art of active listening and uncovering true customer needs
Techniques for enhancing communication through silence, pauses, and tonality
The role of body language in building rapport with prospects
Strategies for maintaining focus during sales conversations
Exploring the concept of "say less and sell more"
Leveraging active listening to convert prospects and drive successful outcomes

More From the Guest

Roger's Book: An Insider's Guide To Business: Secrets From An Entrepreneur's Playbook

https://www.amazon.com/INSIDERS-GUIDE-BUSINESS-ENTREPRENEURS-PLAYBOOK/dp/B0CR7P8Z6R

Linkedin: https://www.linkedin.com/in/realrogermartin

Social: @realrogermartin

Listen to more episodes of the Outside Sales Talk here and watch the video here!

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Badger Maps - The #1 Route Planner for Field Sales

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Negotiation Ninja Tactics for Successful Deals - Outside Sales Talk with Mark Raffan

Thu, 30 May 2024 14:28:04 -0700

Mark Raffan is an author, the Founder & CEO of Negotiations Ninja, and the host of the Negotiations Ninja Podcast. Mark brings a wealth of experience to the table and is recognized as a global expert in negotiation, persuasion, and conflict resolution. As the dynamic force behind a globally acclaimed consulting and training agency, he empowers leaders, tech companies, and procurement teams worldwide. He has five published books, including the acclaimed "9 Secrets to Win Deals and Influence Stakeholders”, which is available on Amazon now. Discover how you can transform your sales approach and drive greater business success.

In this episode, Mark delves into the art and science of negotiation.

Here are some of the topics covered in this episode:

The importance of adopting diverse negotiation methodologies
The pitfalls of the "win-win" mentality in negotiations
Strategies for salespeople to avoid giving away too much in negotiations
Knowing the "walk away line" and its value in negotiations
The impact of timing on negotiations

More From the Guest

Subscribe to the Negotiations Ninja’s Podcast - https://podcasts.apple.com/us/podcast/negotiations-ninja-podcast/id1300435924

Mark’s Website - https://negotiations.ninja/

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

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Badger Maps - The #1 Route Planner for Field Sales

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Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Nailing Your Virtual Presentations - Outside Sales Talk with Juliet Funt

Thu, 02 May 2024 11:36:56 -0700

Juliet Funt is a globally renowned keynote speaker and founder of the efficiency training firm, Juliet Funt Group. She has brought her powerful concepts to renowned companies such as Spotify, National Geographic, Nike, Sephora, and ESPN. Juliet is also the author of the bestselling book A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work which was nominated for the Next Big Idea Club.

In this episode, Juliet and Steve discuss how to give the best virtual presentations.

Here are some of the topics covered in this episode:

How salespeople can make an instant impression in the virtual world
Why choosing the right words can make your sales presentation more effective
How learning specific vocal techniques can allow salespeople to engage, impress, and sound more interesting
The biggest mistakes salespeople make when presenting virtually

More From the Guest

Juliet’s Website: https://www.julietfunt.com/vps/

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

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You're Invited: The Art and Science of Connection, Trust, and Belonging - Outside Sales Talk with Jon Levy

Wed, 10 Apr 2024 09:00:00 -0700

Jon Levy is a behavioral scientist and New York Times Bestselling author. His expertise lies in understanding the intricacies of trust, belonging, and influence, and his work has left a lasting impact on Fortune 500 brands like Microsoft, Google, AB-InBev, and Samsung.

Jon is renowned for his creation of The Influencers Dinner, a clandestine dining experience that brings together luminaries from various fields, fostering deep connections and meaningful interactions. His latest book, "You're Invited: The Art and Science of Connection, Trust, and Belonging," delves into the essence of human connection and belonging, offering invaluable insights for anyone seeking to forge genuine relationships.

In this episode, we dive into the world of trust, human connection, and influence.

Here are some of the topics covered in this episode:

The concept of inattentional blindness and its implications for salespeople
The significance of trust in sales, emphasizing honesty, competence, and benevolence
The power of community and belonging in fostering customer loyalty and support
Leveraging the Ikea effect to deepen customer engagement
The importance of designing a sales journey with the end result in mind

More From the Guest

Linkedin: https://www.linkedin.com/in/jonlevytlb/

Website: https://www.jonlevy.com/

Instagram & Twitter - @jonlevytlb

Jon's Book: https://www.amazon.com/Youre-Invited-Science-Cultivating-Influence/dp/0063030977

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

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Proven Techniques for Crushing Every Stage of the Sales Process - Outside Sales Talk with John Barrows

Wed, 03 Apr 2024 11:54:58 -0700

John Barrows is a sales trainer and the founder of JBarrows Sales Training, which provides sales training and consulting services to companies and individuals worldwide.

He has been named one of LinkedIn's Top Sales Voices and is a contributor to Forbes, Inc., and Salesforce. John is also the host of the "Make It Happen Mondays" podcast, where he shares insights and advice on sales and business development.

In this episode, John and Steve discuss techniques to crush every stage of the sales process.

Here are some of the topics covered in this episode:

Resetting your ideal customer profile in market shifts
How to make the most out of cold calls and the information you receive
How to go beyond personalization and show customers what’s relevant to them
Being proactive against objections and how to handle them
Getting your customers to the decision making stage

More From the Guest

Website: https://www.jbarrows.com/

Social: @Johnmbarrows - Get quick selling tips on his Instagram

Linkedin: https://www.linkedin.com/in/johnbarrows/

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Leveraging AI Tools to Save Time in Sales - Outside Sales Talk with Ryan Staley

Thu, 14 Mar 2024 10:27:39 -0700

Ryan Staley is the Founder and CEO of Whale Boss, a cutting edge consultancy designed around providing fast results. Ryan helps B2B Sales Leaders & Sales Professionals capitalize on the AI revolution to earn more and work less. Ryan is also the host of The Scale Up Show podcast and he’s one of the top voices in AI.

In this episode, Ryan shares how sales teams can grow faster and bring in more revenue with AI.

Here are some of the topics covered in this episode:

The tangible benefits of AI tools
How to save time with AI
Using AI for common and simple sales tasks
AI tools to get started with
How to add AI tools into your daily habits

More From the Guest

Ryan’s Websites:

https://www.aiforrevenue.com/sale-ai-accelerator-home

https://ryanstaley.io/

The Scale Up Show Podcast: https://ryanstaley.io/podcast/

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Sales Expansion Strategies for Field Sales - Outside Sales Talk with Michael Tuso

Thu, 29 Feb 2024 09:20:00 -0700

Michael is the CEO and Co-Founder of Callypso, a company that helps account managers generate more revenue through up-selling and cross-selling. Before Callypso, Michael worked for over two years as the Director of Revenue Performance at Chili Piper.

In this episode, Michael and Steve will be discussing the topic of Sales Expansion.

Here are some of the topics covered in this episode:

How to figure out your ideal customer and qualify prospects
Performing a win/loss analysis to understand the reasons why you win or lose deals
Why it is important to continuously provide value to your customers
How to split your workforce into account management and customer success teams

More From the Guest

Linkedin: https://www.linkedin.com/in/michaeltuso/

Website: https://www.callypso.co/

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Generate More Leads with AI Powered Email Campaigns - Outside Sales Talk with Tyler Carlson

Thu, 15 Feb 2024 09:00:00 -0700

Tyler Carlson is the Co-Founder of Resquared, a platform that streamlines the prospecting process through powerful automation. He has a long history in tech startups and most recently led a pro-tech startup to over 7 figures in SaaS revenue. Tyler’s focus is the entire customer journey, from getting in the door, closing the deal, and setting customers up for success.

In this episode, Tyler and Steve will be discussing the topic of AI-powered email campaigns.

Here are some of the topics covered in this episode:

How salespeople can use AI to be more efficient with their time
Using AI to help make each of your emails unique and avoid email blasting
Why you should use AI email tools to help nurture your relationship with prospects until they’re ready to buy
What AI tools you can use to personalize your approach and further stand out with prospects

More From the Guest

Website: https://www.re2.ai/

Linkedin: https://www.linkedin.com/in/tylerwcarlson/

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Questions That Sell and Gain an Edge - Outside Sales Talk with Paul Cherry

Wed, 31 Jan 2024 09:00:00 -0700

Paul Cherry is the founder of Performance Based Results, which provides companies with customized sales workshops, coaching, and leadership programs. He has worked with more than 1,200 organizations, including 175 of the Fortune 500. His top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants is one of BookAuthority’s “100 Best Sales Books of All Time”

In this episode, Larry and Steve will be discussing the importance of asking the right questions during the sales process.

Here are some of the topics covered in this episode:

How to gain control as a Salesperson
Why you should always have a purpose when visiting a prospect
Why salespeople should focus on the past and future, not the present
Lock-on and Expansion questions

More From the Guest

Linkedin: https://www.linkedin.com/in/paulcherry1

Website: https://pbresults.com/

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Tactics to Become a Sales Ninja - Outside Sales Talk with Larry Kendall

Wed, 17 Jan 2024 09:08:00 -0700

Larry Kendall has been a leader of the real estate industry for 45 years. He is a founding partner of The Group, Inc. which has regularly been nationally recognized as one of the best run and most productive real estate companies in the United States. Larry is a co-creator of the Ninja Selling System, used by more than 100,000 real estate and other sales professionals worldwide. His book, Ninja Selling: Subtle Skills. Big Results. was an Amazon best seller and number one new release in its first week. It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018.

In this episode, Larry and Steve will be discussing some of the core principles from his book.

Here are some of the topics covered in this episode:

Why Ninja Selling is all about balancing high income with a quality life
The difference between the finite and the infinite game
How salespeople can implement the Ninja Nine into their work life
Why FORD questions are crucial when building relationships

More From the Guest

Linkedin: https://www.linkedin.com/in/larry-kendall-1078b61/

Website: https://you.ninjaselling.com/

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Tips & Tricks to Drive Sales Growth - Outside Sales Talk with Mickeli Bedore

Thu, 21 Sep 2023 11:37:50 -0700

Mickeli is the CEO of Bedore Business Group, a business growth advisory and M&A brokerage that helps salespeople achieve rapid revenue growth via timeless marketing, sales & exit strategies. He is also the Co-Founder of Closers Media, which offers courses & content to help salespeople close more revenue and achieve growth. Some of his previous experience includes leading sales organizations such as IBM, Oracle, and Verizon.

In this episode, Mickeli and Steve will discuss the topic of Sales Growth.

Here are some of the topics covered in this episode:

Why it’s important to adapt to market shifts
How relationships help you get an inside view of a company to move the sale forward
Understanding key metrics to move towards in order to have clear goals
Why there isn’t a one-size-fits-all sales methodology

More From the Guest

Linkedin: https://www.linkedin.com/in/mickelibedore/

Website: https://www.closersmedia.com/

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JOLTING Your Sales into Action - Outside Sales Talk with Larry Long Jr.

Thu, 29 Jun 2023 09:00:00 -0700

Larry is the founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, training & coaching. He’s the host of the ‘Midweek Midday Motivational Minute series on Youtube and has been coaching sales organizations for 16+ years. Larry’s also the co-author of the book Colour Outside the Lines: Stories of Extraordinary Leadership. His new book, JOLT!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness was just released in 2022.

In this episode, we’ll be exploring with Larry some of the themes from his latest book, JOLT!: Get Zapped into Intentionality.

Here are some of the topics covered in this episode:

How to be intentional with your mindset
Why failure can be a positive thing
The impact of focusing on what you can control
Ways to implement a work-back plan

More From the Guest

Linkedin: https://www.linkedin.com/in/longjr7/

Website: https://larrylongjr.com/

Instagram - https://www.instagram.com/longjr7/

Twitter - https://twitter.com/larrylongjr

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Do It! Selling: Land Better Clients, Bigger Deals, and Higher Fees - Outside Sales Talk with David Newman

Wed, 03 May 2023 05:34:58 -0700

David Newman is a highly successful speaker, consultant, and author with over 25 years of experience. He is a Certified Speaking Professional and member of the NSA Million Dollar Speakers Group, specializing in helping consultants and business coaches increase their revenues by 50%-500% in under 15 months. David has worked with 44 of the Fortune 500 companies and has authored two highly successful books, "Do It! Marketing" and "Do It! Speaking”.

In this episode, David discusses the topic of attracting clients and closing bigger deals which is the focus of his newest book “Do It! Selling”.

Here are some of the topics covered in this episode:

Common mistakes made by professional services sellers
Strategies for making selling easier and increasing sales
Approaching sales conversations to understand a prospect’s needs
Targeting the right prospects for increased sales
Techniques for gaining commitment and closing deals

More From the Guest

Companion tools and downloads for the book: www.doitselling.com

Free PDF manifesto for sales pros: www.doitmarketing.com/manifesto

Listen to The Selling Show podcast: www.thesellingshow.com

Linkedin: https://www.linkedin.com/in/davidjnewman/

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Selling with Heart Not Hustle - Outside Sales Talk with Natasha Hemmingway

Thu, 27 Apr 2023 07:45:31 -0700

Natasha is an entrepreneurial-based sales coach, speaker, and the creator of the Heart Not Hustle sales system. She established her own firm after working for a Fortune 500 company for over 16 years. She helps companies & entrepreneurs master their authentic sales process, achieve meaningful success and maximize their sales wins.

In this episode, we’ll be exploring with Natasha some of the themes from her Heart Not Hustle Sales Process.

Here are some of the topics covered in this episode:

Natasha discusses the four components of a successful sales process
How to rid yourself of fear through mindset and confidence
How to figure out what your prospects truly need and why they need it
Ways to Humanize the sales experience

More From the Guest

Natasha has created 2 special offers for our podcast audience:

*Free Gift: Head to http://natashahemmingway.com/freebie to receive FREE access to the first set of Module 1 "Mindset Reset on Sales" of Hello Clients, Hello Cash®️Sales Course

*Discount Offer: an exclusive $200 off Hello Clients, Hello Cash®️Sales Course at this link: http://natashahemmingway.com/outsidesales

*Discount Offer Code: OUTSIDESALES for $200 OFF on Hello Clients, Hello Cash®️Sales Course

Linkedin: https://www.linkedin.com/in/natasha-hemmingway

Website: https://natashahemmingway.com/

Instagram: https://www.instagram.com/natashahemmingway/

Schedule a Strategy Call with Natasha: https://calendly.com/natashahemmingway

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The Modern Seller - Selling in the New Sales Economy - Outside Sales Talk with Amy Franko

Thu, 23 Mar 2023 11:05:42 -0700

Amy Franko is one of the sales industries leading voices, helping organizations transform sales culture and build high-impact sales leaders through her selling programs. She is recognized as a LinkedIn Top Sales Voice and has had a successful B2B sales career, working with global tech companies such as IBM and Lenovo. Her book, The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy was named a top sales book of 2020 by Top Sales World.

In this episode, we’ll be exploring some of the themes from her book.

Here are some of the topics covered in this episode:

The five key components of a modern seller
How you can use modern selling to show value in a commoditized market
Ways of getting out of a rut by identifying patterns
How loyalty can turn small wins into bigger wins over time

More From the Guest

Linkedin: https://www.linkedin.com/in/amyfranko

Website: https://amyfranko.com/

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Sell Without Selling Out - Outside Sales Talk with Andy Paul

Thu, 09 Mar 2023 12:37:29 -0700

Andy has over four decades of experience in sales and is one of the leading voices in the industry. His podcast, Sales Enablement with Andy Paul is one of the most popular sales podcasts. He’s written two best-selling sales books and his third, Sell Without Selling Out: A Guide to Success on Your Own Terms, was released earlier this year and we’ll be discussing it today.

In this episode, we’ll be exploring with Andy some of the themes from his latest book.

Here are some of the topics covered in this episode:

Why authenticity is important as it builds trust with buyers
How to learn to trust your gut instead of blindly following a sales script or process
Why you should consider staying at good companies longer to develop your career
How to use impact questions when dealing with customers

More From the Guest

Linkedin: https://www.linkedin.com/in/realandypaul

Website: https://www.andypaul.com/

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Grow Your Sales Exponentially with Heart-Powered Sales - Outside Sales Talk with Robin Treasure

Wed, 25 Jan 2023 11:30:00 -0700

Robin Treasure is a sales trainer, coach and author of the book Heart Powered Sales: Grow Your Sales Exponentially with Emotional Intelligence and Intuition which was published in 2022.

In this episode, we’ll be exploring some of the themes that Robin speaks about in her book, Heart Powered Sales.

Here are some of the topics covered in this episode:

The Four Pillars of the Heart-Powered Sales method
Why strategies and pitches are only half of the work that is required for success
How you can tap into your love for your product and create value for your clients
Tips on improving your emotional intelligence

More From the Guest

Robin has worked in the functional medicine space for nine years as a health coach, top-performing sales rep, mentor, and sales coach.

As a rep, she grew her annual sales by more than tenfold (to a multi-million dollar territory) in the span of five years for an industry-leading manufacturer of nutritional supplements. She was also the recipient of multiple company awards, including top volume sales growth and top dollar sales growth, out of a 70-person sales team.

She is also a multilingual world traveler who has lived abroad in several different countries (Italy, UAE, and Costa Rica). She worked as an Italian translator before transitioning into sales with the key transferable skill needed in any capacity, in any language: emotionally intelligent communication.

When she’s not writing a book, coaching sales professionals, or learning a new language, you can find her hiking, taking a barre class, or spending time with her daughter and loved ones.

Robin's LinkedIn: https://www.linkedin.com/in/robin-treasure-2683305/

Robin's Website: https://www.robintreasure.com/

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Turbocharge Your Prospecting to be a Top Performer - Outside Sales Talk with Marcus Chan

Thu, 15 Dec 2022 14:42:32 -0700

Marcus is the CEO of Venli Consulting Group, which provides high-performance training for B2B sales professionals. He has worked for two Fortune 500 companies and was promoted 10x in 10 years. He is a 2X Salesforce Top Sales Influencer. Marcus is also the author of the book Six-Figure Sales Secrets - The Ultimate Guide to Overfilling Your Pipeline, Closing More, and Earning in the Top 1%.

In this episode, Marcus will be exploring the ins and outs of prospecting.

Here are some of the topics covered in this episode:

Why having a process and plan in place is vital to be successful
How to ask insightful questions to get the information you need
How to move your deals through the sales pipeline quicker
Tips on qualifying leads through discovery calls

More From the Guest

Linkedin: https://www.linkedin.com/in/marcuschanmba/

Website: https://www.sixfiguresalesacademy.com/home-1

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The Art of Persuasion and Influence in Sales - Outside Sales Talk with Rob Jolles

Tue, 22 Nov 2022 12:08:41 -0700

Rob Jolles is a sought-after speaker and after a successful sales career became a sales coach and author of a number of best-selling books, including How to Change Minds: The Art of Influence without Manipulation, Why People Don’t Believe You: Building Credibility from the Inside Out, and Customer Centered Selling: Sales Techniques for a New World Economy

In this episode, we’ll be exploring some of the themes that Rob speaks about in these books.

Here are some of the topics covered in this episode:

How intent is the difference between influence and manipulation
How you have to believe in your product to be 100% authentic
Why you have to pay attention & adapt to your prospect's personality and communication style
How salespeople can be both successful and ethical

More From the Guest

As a sales speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide.

Rob draws on more than thirty years of experience to teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. And in showing clients not just “how to” but also “why to,” he stirs individuals and companies to create real, lasting change.

Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises, from parents to professional negotiators.

Linkedin: https://www.linkedin.com/in/robert-rob-jolles-8a459b12/

Website: https://jolles.com/

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Selling Through Tough Times - Outside Sales Talk with Paul Reilly

Thu, 10 Nov 2022 11:58:28 -0700

Paul Reilly is a speaker, sales trainer, and author of the book Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn. He is also the host of The Q and A Sales Podcast.

In this episode, Paul gives tips on developing a positive first response in the face of adversity, in order to become more resilient and open ourselves up to more opportunities.

Here are some of the topics covered in this episode:

Why selling has never been easy
How tough times can lead to an opportunity
Be aware of tough time signals
Tips on building a resilient mindset when times are at their hardest

More From the Guest

Paul is a student of sales, and the mission of his training company is to help salespeople compete more profitably by selling on value, not price. Paul’s first sales job was in high school selling car washes. He sold jewelry and painting services in college. Paul sold propane for Ferrell Gas—the exact same product as all of the other competitors. He also sold tools and fasteners for Hilti in the construction and petrochemical industry. Finally, Paul sold medical equipment before getting into the training and speaking business. He’s experienced and overcome many of the same difficulties you may be experiencing now.

LinkedIn: https://www.linkedin.com/in/salescustomerservice

Website: https://www.toughtimer.com/

Check out the complimentary section of Selling Through Tough Times and Get a step-by-step method to Crafting your Customer Message.

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Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand - Outside Sales Talk with Dr. Cindy McGovern

Thu, 20 Oct 2022 12:11:20 -0700

Dr. Cindy McGovern is an international speaker, Bestselling sales author, and consultant. Cindy is the founder of Orange Leaf Consulting, which helps organizations, entrepreneurs, and individuals create dynamic and robust sales processes. She has also recently released her second book, Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand.

In this episode, we’ll be exploring some of the themes that Cindy speaks about in her new book.

Here are some of the topics covered in this episode:

Why your personal brand is your calling card to the world
The three pillars of a successful and powerful brand
The importance of selling your brand before your product
Why it’s important to take time time to rebrand after major changes

More From the Guest

Cindy is a gifted public speaker, and you can find her on the conference circuit where she presents on a variety of topics. Through engaging stories, humor and even a little audience participation, she helps people to realize that they have been selling their entire lives.

Her energy and drive inspire the audience to embrace their inner toddler and remember that they can sell and they can get what they want in work and in life using those skills they already have.

Get her new book, Sell Yourself - https://www.sellyourselfbook.com/

Website: https://drcindy.com/

Orange Leaf Consulting - https://orangeleafconsulting.com/

Orange Leaf Academy - https://www.orangeleafacademy.com/

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Badger Maps - The #1 Route Planner for Field Sales

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Overcoming Fears of Rejection and Handling “No” in Sales - Outside Sales Talk with Andrea Waltz

Fri, 14 Oct 2022 11:34:40 -0700

Andrea Waltz is a sales speaker, virtual trainer, and the co-author of Go for No! Yes is the Destination, No is How You Get There.

She is also the founder of the publishing company Success in 100 Pages.

In this episode, Andrea talks about the “go for no” mindset that will improve your sales quota by handling rejection and pushing through the sale.

Here are some of the topics covered in this episode:

Being willing to ask the hard, tough questions upfront in order to qualify prospects
How to be engaged and connected with your ‘no’s’ so you don’t limit the sale
How to apply courageous selling, to educate prospects about how you can solve their problems and care less about the rejection
How to change your relationship with failure

More From the Guest

Linkedin: https://www.linkedin.com/in/goforno/

Website: https://www.goforno.com/

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Insights from a Purchasing Director: Pay Day Conversations - Outside Sales Talk with Sonia Dumas

Wed, 21 Sep 2022 10:30:10 -0700

Sonia Dumas is the Founder of Curio Haus; an innovative company focused on helping execution-driven leaders generate extreme results by scaling and building powerful offers.

She is a featured speaker and author at CPA Academy, Intuit Tax Pro Center, The Sales Expert Channel, and FinancialAdvisor.com. She is also doing research focused on scaling small businesses and Cryptocurrency's impact on business.

In this episode, Sonia talks about how to build strong connections with prospects that will lead to purchasing decisions.

Here are some of the topics covered in this episode:

The most important tactics to be unique and stand out amongst the competition
How to be more flexible when selling to get conversions
How to start seeding prospects by improving the experiences you create for your prospects
What Payday conversations are
The 3 C's to make your offer win

More From the Guest

LinkedIn: https://www.linkedin.com/in/soniadumas/

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Leading with Productivity as a Sales Manager - Outside Sales Talk with Joel Stevenson

Thu, 01 Sep 2022 11:09:18 -0700

Joel Stevenson is the CEO of Yesware, a leader in sales productivity software. Prior to Yesware, he was the general manager and founder of Wayfair’s B2B division. He is also the host of The Hard Sell podcast, where he talks about new and tested sales principles to boost productivity.

In this episode, Joel talks about how to boost productivity and create great work environments as a Sales Manager.

Here are some of the topics covered in this episode:

How sales managers can avoid micromanaging their teams to boost productivity and motivation
How sales managers can create the best office environment for teams to be more productive
The different areas or genres of sales software, and the best sources of information
The most common sales practices that managers should avoid to waste less time

More From the Guest

Linkedin - https://www.linkedin.com/in/joelstevensongm/

Website - https://www.yesware.com/

Podcast - https://www.yesware.com/podcast

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The Transparency Sale - Outside Sales Talk with Todd Caponi

Fri, 26 Aug 2022 15:04:51 -0700

Todd Caponi is an award-winning sales leader, author of The Transparency Sale, and the newly published The Transparent Sales Leader. Todd is also the founder, speaker, and workshop leader at Sales Melon and the host of The Sales History Podcast.

In this episode, Todd talks about what it means to be transparent in sales and the power it brings sellers.

Here are some of the topics covered in this episode:

How to do the buyer's homework for them and address objections before they come
Why embracing the truth speeds up the sales cycle
Why we shouldn’t underpromise and overdeliver as salespeople
What we can learn from the history of sales

More From the Guest

Linkedin - https://www.linkedin.com/in/toddcaponi/

Website - https://toddcaponi.com/

Podcast - https://toddcaponi.com/podcast/

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Objection Handling Insights from Pandemic Selling - Outside Sales Talk with David Priemer

Thu, 11 Aug 2022 15:44:09 -0700

After a career as a research scientist, David found himself in the sales world. He is now the founder and chief sales scientist at Cerebral Selling and is passionate about teaching the science of modern selling. David is also the author of the bestselling book Sell the Way You Buy: A Modern Approach to Sales That Actually Works.

In this episode, David talks about handling objections and the new lessons we can learn from the pandemic.

Here are some of the topics covered in this episode:

How to use the “Feel, felt, found” framework to add credibility during your sales calls
How values have changed over the pandemic
How to get to the root cause of an objection by asking clarification questions
How to differentiate the objections that need to be addressed from the ones we don’t need to respond to, and the process behind finding them

More From the Guest

Linkedin: https://www.linkedin.com/in/dpriemer/?originalSubdomain=ca

Website - https://cerebralselling.com/

Buy David’s book -

https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/

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Why Authentic Relationships are the Secret to Sales Success - Outside Sales Talk with Casey Jacox

Wed, 20 Jul 2022 10:09:35 -0700

Casey is a sales development coach and keynote speaker that helps companies build customer relationships and not just transactional deals. He is the host of The Quarterback DadCast, a podcast that offers stories, advice, and wisdom for fathers looking to improve their leadership skills and emotional intelligence. Casey is also the author of the book, WIN the RELATIONSHIP, not the DEAL.

In this episode, Casey talks about building meaningful selling relationships with a personalized approach.

Here are some of the topics covered in this episode:

Ways to build memorability during sales calls
How to apply practical optimism to improve sales and your relationship with customers
How to manage first impressions and use active listening to increase your value in the prospect's mind
Tips to stand out amongst the competition when building relationships

More From the Guest

Linkedin - https://www.linkedin.com/in/caseyjacox/

Website - https://www.caseyjacox.com/

Buy Casey’s book - https://www.amazon.com/WIN-RELATIONSHIP-not-DEAL-Strategies/dp/0999371495

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Unreceptive: A Better Way to Sell, Lead, and Influence - Outside Sales Talk with Tom Stanfill

Wed, 13 Jul 2022 10:08:53 -0700

Tom Stanfill is the author of UnReceptive: A Better Way to Sell, Lead, & Influence and is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20.

In this episode, Tom talks about what sellers can do to help eliminate buyer resistance and cultivate receptivity.

Here are some of the topics covered in this episode:

People are rejecting a sales call not a solution
What it means to “drop the rope” and take the viewpoint of the buyer
Elevating your position by becoming an expert in your buyers’ space
What happens when you make your customers the hero of the story

More From the Guest

Linkedin: https://www.linkedin.com/in/tomstanfill/

Tom’s sales training - https://www.aslantraining.com

Buy Tom’s book - https://www.unreceptivebook.com

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Building Your Sales with the Right CRM & Sales Tech - Outside Sales Talk with Kyle Jepson

Thu, 30 Jun 2022 11:30:44 -0700

Kyle is a Senior Inbound Sales Professor at Hubspot. Kyle produces educational content for HubSpot Academy, which is the worldwide leader in inbound marketing and sales education, transforming the way people and companies grow through online courses, projects, certifications, and software training.

In this episode, Kyle talks about the main benefits and risks of the use of technology in sales, and how we can use tools to accelerate our business growth and sales.

Here are some of the topics covered in this episode:

The most important tools and automation processes that we can use to benefit sales teams
Which CRMs are the best fit for a sales team and what advantages and disadvantages they have
Why sales technology is a key aspect of business success and how can we use it in our favor
The first step for salespeople that are looking to find the right sales technology

More From the Guest

Linkedin: https://www.linkedin.com/in/kyleanthonyjepson/

Twitter: https://twitter.com/kyle_jepson

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Say Less and Sell More: The Art of Storytelling - Outside Sales Talk with Park Howell

Wed, 22 Jun 2022 09:30:00 -0700

Park Howell is the host of The Business of Story podcast, which talks about the art of storytelling in sales. In addition to hosting The Business of Story podcast, ranked among the top 10% of downloaded podcasts in the world, Park has also authored two books: Brand Bewitchery: How to Wield the Story Cycle System™ to Craft Spellbinding Stories for Your Brand and The Narrative Gym for Business: Introducing the ABT Framework for Business Communication and Messaging, co-authored with Dr. Randy Olson.

In this episode, Park talks about the main aspects shared by art and communication, and the power of brand storytelling to increase the numbers of your business.

Here are some of the topics covered in this episode:

The importance of storytelling in business, and how to learn from art and brands like Pixar
The difference between online and in-person storytelling
Why the ABT foundational narrative framework is key to improving sales
How to apply a natural style of storytelling to be a better salesperson

More From the Guest

Linkedin: https://www.linkedin.com/in/parkhowell/

Website: https://Businessofstory.com

Badger Sales University - Check out Park’s Course - https://salesuniversity.badgermapping.com/p/park-howell-the-abts-of-selling

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Making Human-to-Human Connections While Networking - Outside Sales Talk with David J.P. Fisher

Wed, 15 Jun 2022 10:29:13 -0700

David is a sales expert, professional keynote speaker, podcast host, and bestselling author. Using his over 20 years of experience, he combines nuanced strategy and real-world tactics to guide sales professionals as they navigate and leverage the evolving landscape of sales. David has two new editions out of his books, Networking in the 21st Century & Networking in the 21st Century on LinkedIn, which we will be discussing today.

In this episode, David talks about the foundational components of a thriving network.

Here are some of the topics covered in this episode:

Why so many sales professionals struggle with networking
What interpersonal skills salespeople can develop to network better
Some ways salespeople can connect with people they never physically met
How to create a strategic plan for networking that allows you to sell more

More From the Guest

LinkedIn: https://www.linkedin.com/in/iamdfish

David’s Website: https://davidjpfisher.com/

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Communicate with Impact - Insight-Led Selling - Outside Sales Talk with Stephen Timme & Melody Astley

Wed, 25 May 2022 10:30:00 -0700

Dr. Stephen Timme is the President and Founder of FinListics Solutions. Previously, Stephen was a professor of finance, adjunct professor, and consultant for numerous Fortune 500 companies. Melody Astley is FinListics’ Chief Revenue Officer and is responsible for strategic business growth, sales, and marketing. Stephen and Melody are also co-authors of the book, Insight-Led Selling.

In this episode, Stephen and Melody talk about the key concepts of insight-led selling that field salespeople can use to skyrocket their numbers.

Here are some of the topics covered in this episode:

The origin of Insight-Led Selling and how it relates to the buyer’s journey
What are “executive insights” and how can we use them to improve our pitch
What does it mean to “communicate with impact” and how can salespeople approach this as a team
What can sales reps do to discover how their buyers think

More From the Guest

LinkedIn: https://www.linkedin.com/company/finlistics-solutions/

Twitter: https://twitter.com/finlistics

Website: https://www.finlistics.com/

Listen to more episodes of the Outside Sales Talk here!

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Winning Complex B2B Deals - Outside Sales Talk with John Smibert

Thu, 19 May 2022 10:20:07 -0700

John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.

In this episode, John talks about the challenges small businesses face when selling to large organizations.

Here are some of the topics covered in this episode:

How larger organizations identify a need and eventually buy
The best strategy for outside salespeople to get past potential gatekeepers
Tips for getting past or working with a gatekeeper
How salespeople can lower their client’s perceived risk when selling higher priced items

More From the Guest

LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au

Book: https://www.amazon.com/Wentworth-Prospect-novel-guide-success/dp/1922628522/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=&sr=

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An AE’s Secret Weapon: Automated Client Gifting - Outside Sales Talk with Kris Rudeegraap

Wed, 11 May 2022 13:48:57 -0700

Kris is the CEO of Sendoso, a Sending Platform for corporate gifting that’s been growing rapidly over the last few years. He is a California native with around 10 years of sales experience. As a former salesperson, he really understands how to interact with clients and what really makes the sale.

In this episode, Kris talks about his experience as an AE and how AEs can create the ultimate sending strategy.

Here are some of the topics covered in this episode:

The number one thing that differentiates a good salesperson from a great salesperson
Why giving gifts to your customer keeps them happy
How corporate sending and gifting has changed over the past few years
Things that salespeople should avoid while creating a sending strategy

More From the Guest

LinkedIn: https://www.linkedin.com/in/rudeegraap/

Website: www.sendoso.com

Listen to more episodes of the Outside Sales Talk here!

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The Mindset of a Sales Warrior - Outside Sales Talk with Jason Forrest

Wed, 20 Apr 2022 12:08:48 -0700

Jason is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. He’s also an award-winning author and has won 5 international Stevie Awards for his training programs.

In this episode, Jason talks about some of the topics from his recent book: The Mindset of a Sales Warrior.

Here are some of the topics covered in this episode:

What the mindset of a sales warrior is
How great sales training can work to change behavior
The four limiting beliefs that hold salespeople back
The #1 key to differentiate yourself from competitors

More From the Guest

LinkedIn: https://www.linkedin.com/in/jasonforrest/

Website: www.fpg.com

The Mindset of a Sales Warrior (Paperback): https://www.amazon.com/Mindset-Sales-Warrior-Jason-Forrest/dp/1646691423

The Mindset of a Sales Warrior (Audiobook): https://www.amazon.com/Mindset-Sales-Warrior/dp/B082HJLK3J/ref=tmm_aud_swatch_0?_encoding=UTF8&qid=&sr=

Listen to more episodes of the Outside Sales Talk here!

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Badger Maps - The #1 Route Planner for Field Sales

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Creating a Win-Win Solution with Consultative Selling - Outside Sales Talk with Melinda Emerson

Wed, 13 Apr 2022 11:51:32 -0700

Melinda Emerson, also known as the SmallBizLady, is a sales expert who has dedicated her career to end small business failure. Using her 20 years of experience as an entrepreneur, She has taken all that she’s learned to educate people on all things small business. Melinda is also a bestselling author and runs a consulting firm.

In this episode, Melinda talks about the essence of understanding your customers and tailoring your solutions to their needs to create win-win solutions.

Here are the topics covered in this episode:

How salespeople should protect their relationship with customers
Focus on existing customers because they’re going to keep your retention rate high
Sales and marketing should work together in order to build a strong customer base
Work to learn and understand your customer's challenges and roadmap

More From the Guest

SmallBizLady on social media

LinkedIn: https://www.linkedin.com/in/melindaemerson/

Book: https://succeedasyourownboss.com/products/

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Get Paid to Be Real - Being Authentic in Sales - Outside Sales Talk with Darren Reinke

Wed, 06 Apr 2022 09:16:38 -0700

Darren is the founder and managing director of GROUP SIXTY, an executive training and coaching company. Additionally, Darren has a popular book and podcast both titled “The Savage Leader.”

In this episode, Darren talks about how you stay vulnerable and authentic with customers while being professional.

Here are some of the topics covered in this episode:

How core values come into play when dealing with authenticity in sales
The value customers see in an authentic salesperson
How a salesperson can use their authenticity to connect deeply with customers
The most common mistake salespeople make when they try to connect to their customers

More From the Guest

LinkedIn: https://www.linkedin.com/in/darrenreinke

Book: The Savage Leader - https://www.amazon.com/Savage-Leader-Principles-Become-Better/dp/1736117904

Listen to more episodes of the Outside Sales Talk here!

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Sell From Love - Eliminating Fear to Master the Sale - Outside Sales Talk with Finka Jerkovic

Wed, 23 Mar 2022 10:00:00 -0700

Finka is the founder of FINKA Communications. She’s also a speaker, coach, and host of the “Sell From Love” Podcast. Finka has spent 20 years in Corporate Canada in the financial services industry, and is now consulting clients with a focus on personal branding, leadership, sales, and client experience. Additionally, she is the author of the Amazon bestselling book, “Sell From Love: Love Yourself, Love your Client, Love your Offer.”

In this episode, Finka shares her strategy of selling from love and how it improves client relationships and sales revenue.

Here are some of the topics covered in this episode:

Selling from a place of love instead of fear
The three pillars of selling from love
Tips for being a great coach to your team
How learning to listen helps you close more deals

More From the Guest

LinkedIn: https://www.linkedin.com/in/finka-jerkovic/

Website: https://sellfromlove.com/discoverycall/

The Sell From Love Book: https://www.amazon.com/Sell-Love-yourself-client-offer-ebook/dp/B08MTGC1P9/ref=sr_1_1?dchild=1&keywords=finka+jerkovic&sr=8-1

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Sell More with a Buyer-Focused Sales Funnel - Outside Sales Talk with Peter Strohkorb

Wed, 16 Mar 2022 09:33:35 -0700

Peter Strohkorb is the Founder and Principal at Peter Strohkorb Advisory and has 10 years of experience starting and managing several startups, following 20+ more years in the corporate sector. Today, Peter shows sales and business leaders how they can accelerate their sales

In this episode, Peter tells us how sales have changed over the last ten years and what you can do to regain sales growth.

Here are some topics covered in this episode:

How prospects and buyers want to engage with salespeople and businesses today
How salespeople can ensure prospects really understand their product or service
The most important characteristic needed to become successful in sales today
Tips for fending off competitors

More From the Guest:

LinkedIn: https://www.linkedin.com/in/peterstrohkorbsalesmarketing/

Website: https://peterstrohkorb.com/

Listen to more episodes of the Outside Sales Talk here!

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Nailing Your Sales Positioning - Outside Sales Talk with April Dunford

Wed, 09 Mar 2022 12:41:38 -0700

April Duford is the Founder and Chief Strategist for Ambient Strategy. She’s also the author of “Obviously Awesome” which is focused on nailing product positioning. April has held various roles in start-ups such as CEO, COO, VP of Marketing and Sales, and now she’s transitioned into doing her own consulting work. She specializes in helping B2B Tech Companies find their positioning strategy and getting to market with success.

In this episode, April tells us what product positioning is and what the benefits to nailing your positioning are.

Here are some topics covered in this episode:

What the fundamental differences between branding and positioning are
How long the process of positioning takes
The role sales plays in positioning
Common mistakes that sales teams make when it comes to positioning

More From the Guest:

LinkedIn: https://ca.linkedin.com/in/aprildunford

Website: www.aprildunford.com

Book: Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It

Listen to more episodes of the Outside Sales Talk here and watch the video here!

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Revitalizing Sales after COVID - Breaking into New & Tackling Static Accounts - Outside Sales Talk with Mace Horoff

Wed, 23 Feb 2022 12:48:42 -0700

Mace Horoff is the creator of the Medical Sales Academy, an online training and support platform for healthcare sales professionals. He’s also the author of the book “Mastering Medical Sales”. Mace has been involved in the world of healthcare sales for over 39 years as a front line sales person, sales manager, workshop facilitator, keynote speaker and author. He specializes in presentations and workshops for healthcare companies of all sizes that sell products and services such as surgical implants, spine, trauma, cardiovascular, dental, healthcare services and more.

In this episode, Mace shares advice on building up your sales after COVID with new accounts and fortifying static accounts.

Here are some topics covered in this episode:

How to customize your approach with each prospect
The importance of understanding your prospects on a personal level
Understanding how your industry has transformed due to COVID
The benefit of using Google Alerts to get up-to-date notifications on changes in your industry

More From the Guest:

LinkedIn: https://www.linkedin.com/in/macehoroff

Website: https://medicalsalestraining.com/

Book: Mastering Medical Sales - https://www.amazon.com/Mastering-Medical-Sales-High-earning-Professionals/dp/0615330355

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Acing Virtual Sales: Authentic Selling with Video - Outside Sales Talk with Julie Hansen

Wed, 16 Feb 2022 08:15:00 -0700

Julie Hansen is a sales professional who specializes in training professionals to be successful in a virtual environment. She’s also the author of the sales book “Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams.” Julie has a background in acting, which has helped her perfect the art of being on camera. By combining her acting background with her sales career, she’s found success in teaching other professionals to overcome and conquer this new medium of selling. Julie offers workshops, courses, and personalized coaching sessions to help you master the art of building relationships in a virtual world, sell solutions, and enhance your sales reputation.

In this episode, Julie shares advice on mastering selling through video with practical tips for how to have authentic interactions on camera.

Here are some topics covered in this episode:

How to authentically connect with prospects through the camera and make them feel comfortable
The importance of your body language during a video call
Understanding certain qualities that can skyrocket a sales relationship
The benefit of preparing for a video call by practicing beforehand, understanding your body language, and adapting to this medium of selling

More From the Guest:

LinkedIn: https://www.linkedin.com/in/juliehansensalestraining/

Blog & Master Classes: https://juliehansen.live/

Book: Look Me in the Eyes - now available on Amazon

Listen to more episodes of the Outside Sales Talk here and watch the video here!

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Performative Speaking: The Secret to Sales Success - Outside Sales Talk with Robbie Crabtree

Wed, 09 Feb 2022 10:34:59 -0700

Robbie Crabtree has worked as an attorney on over 100 high-profile cases and he’s taught Persuasive Speaking at Southern Methodist University Law School in Dallas, Texas. He also worked alongside some very well-known companies such as Facebook, Google, Airbnb, Apple, and Microsoft to help them develop and enhance their speaking abilities, which is how he developed the performance speaking philosophy.

In this episode, Robbie tells us what performative speaking is and why it is so important to learn.

Here are some topics covered in this episode:

How a salesperson can incorporate performative speaking into their professional lives
The hardest parts of adjusting your speaking style to performative speaking
Tips for salespeople who are looking to communicate effectively over the phone
Mistakes people make when it comes to performative speaking

More From the Guest:

LinkedIn: https://www.linkedin.com/in/therobbiecrab

Websites:

robbiecrabtree.com - check out his blogs

performativespeaking.com

Social: @robbiecrab @therobbiecrab

Email: robbie@robbiecrab.com

Mentioned in this episode: 25 Best Sales Movies You Must See - https://www.badgermapping.com/blog/best-sales-movies/

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5 Steps to Becoming a Trusted Advisor - Outside Sales Talk with Janice B. Gordon

Wed, 26 Jan 2022 09:36:14 -0700

Janice B. Gordon is ‘The Customer Growth Expert’ who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast.

In this episode, Janice tells us what it means to be a trusted advisor in sales and why it is important.

Here are some topics covered in this episode:

How salespeople can establish a trust-based relationship with buyers
Tangible steps salespeople should take to elevate conversations into a partnership
How your public presence can help you win more customers
The biggest mistakes salespeople make when trying to position themselves as trusted advisors

More From the Guest:

Websites: https://janicebgordon.com + https://scaleyoursales.co.uk

LinkedIn: https://www.linkedin.com/in/janice-b-gordon

YouTube: https://www.youtube.com/user/theproblemsolvertv1

Podcast: https://podcasts.apple.com/gb/podcast/scale-your-sales-podcast/id1480686554

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Mastering your Sales Follow-ups - Outside Sales Talk with Doug C. Brown

Wed, 19 Jan 2022 09:30:00 -0700

Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and international bestselling author. He has coached, consulted, and advised thousands of people in business and he has generated over $500 million in sales. His mission is to help companies grow their sales revenue and to have better-performing sales teams.

In this episode, Doug shares why following up is necessary and how to master your follow-up with actionable tips.

Here are some of the topics covered in this episode:

Understanding the negative effects of skipping follow-ups
Creating customizable templates for client follow-ups
Utilizing different follow-up methods depending on the client’s preference
Discovering the top traits of a great follow-up

More From the Guest:

Website: www.Businesssuccessfactors.com

LinkedIn: https://www.linkedin.com/in/dougbrown123/

Book: www.Winwinsellingbook.com

Doug’s Contact info: Doug@businesssuccessfactors.com, 603-590-0303

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Taking Control of the Sales Process - Outside Sales Talk with Ken Lundin

Wed, 12 Jan 2022 10:55:33 -0700

Ken Lundin is the creator of the Sales Alpha Roadmap and the President of Ken Lundin and Associates, a sales consulting firm. He has had extensive sales experience and brings his expertise to his consulting, coaching, and training methods. Along with his team, they have a proven track record of helping businesses adapt and grow their sales in any market.

In this episode, Ken goes over his Sales Alpha Roadmap and gives advice on how to take your sales game to the next level.

Here are some of the topics covered in this episode:

3 steps to maximize your business growth
The use of frameworks to guide your sales process
Tips for sales managers to ensure the pipeline is working successfully
Learning about the industries you are selling to

More From the Guest:

LinkedIn: https://www.linkedin.com/in/kglundin/ Let him know you heard him on the Outside Sales Talk podcast

Website: https://kenlundin.com/

Listen to more episodes of the Outside Sales Talk here!

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Why You Need a Sales System - Outside Sales Talk with Walker McKay

Wed, 15 Dec 2021 10:14:35 -0700

Walker is the Principal and Founder of McKay Consulting Group. He’s also the President of No BS Sales School, which has its own podcast.

In this episode, Walker tells us what a sales system is and why a sales team would need one.

Here are some topics covered in this episode:

What kinds of processes are included in a sales system
How to onboard salespeople onto a sales system
The biggest mistakes sales leaders make when creating a sales system
How salespeople can get rid of bad habits that can get in the way of selling

More From the Guest:

Website: www.walkermckay.com

LinkedIn: https://www.linkedin.com/in/walkermckay

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

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Managing Your Career Path in Field Sales - Outside Sales Talk with Mike Hayes

Thu, 02 Dec 2021 11:01:34 -0700

Mike Hayes is an expert in the medical sales industry and has worked for top companies including Johnson & Johnson, Glaxo, Novartis and Merck. Mike is also the host of the Get Hired In Medical Sales podcast.

In this episode, Mike tells us how field salespeople can develop a long-term career plan, as well as tips he has for field salespeople who are looking to network and build a group of influential connections.

Here are some topics covered in this episode:

How salespeople can stay up-to-date on new sales trends and work on their sales skills
What role mentorship plays in a salesperson’s career
How salespeople can assess whether or not it’s time to look for new sales job opportunities
What all salespeople should do daily to become more successful

More From the Guest:

Get Hired in Medical Sales Podcast: http://www.gethiredinmedicalsales.com/podcast.html

LinkedIn: https://www.linkedin.com/in/michael-hayes-827a8792

Listen to more episodes of the Outside Sales Talk here!

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Purpose Driven Prospecting - Outside Sales Talk with Roger Burnett

Wed, 17 Nov 2021 16:20:32 -0700

Roger Burnett is the founder of Social Good Promotions, Inc. a social enterprise built to teach and deliver purpose-based marketing strategies to businesses of all sizes, while also donating marketing services to non-profit organizations. Roger also hosts the So, You’re in Sales? Podcast

In this episode, Roger encourages salespeople to establish a specific purpose before prospecting, in order to increase the rate of successful conversations.

Here are some topics covered in this episode:

Developing and showing what your brand stands for
How to find your best customers
Building a safe space for prospects
Creating activities and places to build trust with your customers

More From the Guest:

His Book: Red Goldfish Promo Edition: How Promotional Products Leverage Purpose to Increase Impact - https://www.amazon.com/Red-Goldfish-Promo-Promotional-Products-ebook/dp/B08HY78T79

LinkedIn - https://www.linkedin.com/in/rogerburnett/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

https://www.badgermapping.com/podcast

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Badger Maps - The #1 Route Planner for Field Sales

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Why You’re Winning and Losing in Sales - Outside Sales Talk with Cian McLoughlin

Wed, 10 Nov 2021 10:00:00 -0700

Cian McLoughlin is the founder and CEO of Trinity Perspectives, a sales training and consulting company specializing in Win Loss Analysis and Sales Transformation. He is also a 20-year veteran of the B2B sales industry, including senior roles in some of the world's largest software companies. Additionally, Cian is the author of the Amazon best-selling book, “Rebirth of the Salesman.”

In this episode, Cian shares why it’s essential to ask for feedback from prospects instead of making assumptions when you lose or win a deal to better understand your win-loss rate.

Here are some of the topics covered in this episode:

Understanding where the gaps are in your pitch
How to understand and mitigate your prospect’s risk and uncertainty
Adapting as a salesperson as times change
Essential characteristics to be successful as a salesperson

More From the Guest:

Blog: https://www.trinityperspectives.com.au/blog/

LinkedIn: https://www.linkedin.com/in/cianmcloughlin/

Book:https://www.amazon.com.au/Rebirth-Salesman-World-Sales-Evolving-ebook/dp/B018HQV87C

Cian’s Youtube: https://www.youtube.com/channel/UC0HfDd-On6QGR0J7kfMwnRw

Listen to more episodes of the Outside Sales Talk here!

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Badger Maps - The #1 Route Planner for Field Sales

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Selling at the Executive Level - Outside Sales Talk with Steve Bistritz

Wed, 27 Oct 2021 10:00:00 -0700

Steve Bistritz is the creator of SellXL, the leading research-based sales training solution for salespeople selling to C-Suite executives. He has over 40 years of high-tech sales and sales training experience and recently co-authored the 2nd edition of the bestselling sales book, “Selling to the C-Suite”.

In this episode, Steve explains the main differences between selling at the executive level and at other levels and shares the best way to get a face-to-face meeting with executives.

Here are some topics covered in this episode:

What you should do before even attempting to get a meeting with an executive
How you can identify the right executive within a company to target
What you need to do to be perceived as a trusted advisor by a senior executive
Go-to methods for creating compelling value propositions that drive your client to action

More From the Guest:

Selling to the C-Suite: https://www.amazon.com/Selling-C-Suite-Second-Executive-Successfully-dp-1260116425/dp/1260116425/ref=dp_ob_title_bk

Watch his 2-minute video to find your right executive: www.sellxl.com

Email: steveb@sellxl.com

Phone: 404-256-1801

LinkedIn: https://www.linkedin.com/in/stevebistritz

Listen to more episodes of the Outside Sales Talk here:

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Accelerating Your Sales Process with Video - Outside Sales Talk with Collin Mitchell

Wed, 20 Oct 2021 07:00:00 -0700

Collin Mitchell is a 4X founder, sales leader, and the Sales Transformation Podcast host. With more than 10 years in the industry, he started his career as a sales representative at 22, was later promoted to VP of sales at 24, and then decided to found his own business at 25. Collin is also the CRO and co-founder at Sales Cast, where he helps people start managing and growing their podcast. He is passionate about sales, entrepreneurship and podcasting.

In this episode, Collin encourages salespeople to leverage video to up their sales game, and he shares specific tools and strategies to accomplish their goals.

Here are some topics covered in this episode:

The best tools and strategies to create video content
The importance of turning your camera on when speaking with a prospect
Using video as a tool for account management and maintaining customer relationships
Ways to approach Zoom fatigue and make video meetings fun

More From the Guest:

Sales Hustle Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5zaW1wbGVjYXN0LmNvbS9FOWo0V2JNSA?

LinkedIn: https://www.linkedin.com/in/collin-saleshustle

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Multiply Your Deals with Sales Referrals - Outside Sales Talk with Tamara Bunte

Wed, 13 Oct 2021 10:26:34 -0700

Tamara Bunte is a leading sales coach, trainer, and speaker who has worked with Fortune 500 companies, sales professionals, executives, and even success coaches to maximize their goals.

She is the founder of The Institute for Advanced Results, LLC- Tamara Bunte Inc and The Christian Business Chamber. Additionally, she is the author of, “Proverbs for Selling: Mastering Sales Through Prospecting, Referrals & Discipline.”

In this episode, Tamara discusses the importance behind getting sales referrals. She shares how having a plan and being persistent can greatly impact your deals.

Here are some of the topics covered in this episode:

The secret behind the perfect voicemail with a 100% call back rate
Building business from those who already know and love you
The importance behind being prepared with your 6 “ors”
Making your referees look good

About the Guest:

Tamara Bunte is America’s #1 Sales Coach for a reason. For the past 20 years, Tamara has helped countless sales professionals, teams, and companies better their own selling habits and become better versions of their professional selves. Tamara has influenced hundreds of thousands of people through her keynote sales speaker presentations, CDs, podcast, training programs, and her innovative sales book, Proverbs for Selling. She has also gained numerous credentials during her career for her impact on the sales industry.

Website: https://www.tamarabunte.com/

LinkedIn: https://www.linkedin.com/in/tamarabunteinc/

Email: info@tamarabunte.com or call at 704-247-8333

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Qualifying Prospects with the MEDDIC Sales Method - Outside Sales Talk with Darius Lahoutifard

Wed, 29 Sep 2021 11:39:51 -0700

Darius Lahoutifard is a coach, trainer, and mentor of sales teams, leaders, and executives. He is the founder of MEDDIC Academy, and an expert in MEDDIC Sales Methodology, as well as other similar successful sales methodologies. Additionally, he is the author of the Amazon best-selling book, “Always Be Qualifying—MEDDIC.”

In this episode, Darius discusses the key elements of the MEDDIC Sales Methodology, as well as explains the importance of qualifying prospects in every stage of the sales cycle, as it can positively impact your win-rate.

Here are some of the topics covered in this episode:

Key elements of qualification
Why you need to qualify to improve your win-rate
Understanding the difference between MEDDIC and MEDDPICC
How to utilize your own skills and other sales methodologies alongside MEDDIC

About the Guest:

Darius Lahoutifard is a serial entrepreneur and a former executive at PTC and Oracle among other software companies. After moving to sales, Darius had outstanding performances and was quickly successful in climbing the corporate ladder. Darius then joined PTC where he took his business unit from $4M to $27M in three years. While at PTC, MEDDIC was invented and as an early executive, he contributed to the definition and the execution of what became a renowned sales methodology: MEDDIC. His passion for sales goes beyond selling, and now trains through his company, MEDDIC Academy where he hosts workshops, certification courses, and more.

Website: https://meddic.academy/

LinkedIn: https://www.linkedin.com/in/meddic/

Email: darius@meddic.academy

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Selling With A Story - Outside Sales Talk with Paul Andrew Smith

Wed, 22 Sep 2021 10:54:43 -0700

Paul Andrew Smith is a world-leading expert on organizational storytelling and one of Inc. Magazine’s Top 100 Leadership Speakers of 2018. He is a national bestselling author of several books that revolve around storytelling – his work has been featured in the Wall Street Journal, Time Magazine, Forbes, and more.

In this episode, Paul discusses the importance of storytelling in the sales process and how stories can get people’s attention, build trust, and close a sale.

Here are some of the topics covered in this episode:

Making a ‘wish list’ of the stories you need to solve different issues
Answering specific questions to create a great story
Structuring a story and utilizing the right type of emotional engagement
Building trust through authentic stories

About the Guest:

Before becoming a storytelling coach, Paul was an executive at Procter & Gamble for 20 years. Paul held leadership positions in both research and finance functions, and most recently served as director of consumer and communications research. Fast forward to today, he has written multiple bestselling books including The 10 Stories Great Leaders Tell, Lead with a Story, Sell with a Story, and Parenting with a Story. His keynote speaking and training clients include international giants like Google, Hewlett Packard, Bayer Medical, Walmart, Kaiser Permanente, Ford Motor Company, Luxottica, and Procter & Gamble among dozens of others.

Website: leadwithastory.com

Email: paul@leadwithastory.com

Twitter: @LeadWithAStory

LinkedIn: www.linkedin.com/in/smithpa9

Facebook: www.facebook.com/leadwithastory

Instagram: www.instagram.com/leadwithastory

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Restoring Your Win Rate - Outside Sales Talk with Kendra Lee

Wed, 15 Sep 2021 14:37:22 -0700

Kendra Lee is the founder of KLA Group, a company that specializes in lead generation, sales prospecting, hiring, and onboarding. After starting her sales career with IBM, Kendra founded her company on the philosophy that sales is not an art, but a learned skill. Kendra is also a strategy expert, speaker, author of several books.

In this episode, Kendra shares her tips on how to restore your win rate by overcoming challenges and reflecting on past sales.

Here are some of the topics covered in this episode:

Following through on each step of the sales process
How to adapt for selling strategy to changing times
Demonstrating your ROI to your prospects to get them to act
Performing a win/loss analysis after each sale

More from the Guest:

https://www.klagroup.com/blog/

Kendra's 2 books on Amazon

https://www.linkedin.com/in/kendralee/

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Increase Sales by Speaking to Your Prospect’s Subconscious Mind - Outside Sales Talk with Patrick Ryan

Wed, 01 Sep 2021 10:50:28 -0700

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching. He’s also the creator of the Solutions to the TOP 4 Sins of a Salesperson.

In this episode, Patrick discusses how to appeal to your prospect’s subconscious mind and make the sale.

Here are some of the topics covered in this episode:

The 4 Sins of Salespeople
How to prepare for conversations with prospects
Using The Conversation Flow
Key phrases to unlock your prospect’s subconscious mind

More from the Guest:

Eurekaperformance.com

patrick@eurekaperformance.com

916-956-8628 - Feel free to text or call Patrick

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Strengthening Relationships Through Passion, Plan, & Purpose - Outside Sales Talk with Jon Ferrara

Wed, 25 Aug 2021 09:55:06 -0700

Jon Ferrara is the Founder and CEO of Nimble, an industry leading CRM with contact management solutions for teams and individuals for social selling.

Prior to Nimble, Jon co-founded GoldMine Software Corporation, an early pioneer in SFA and CRM software tools which was later acquired in 1999. During those years, Ferrara continued to watch the CRM market and saw that most of the CRM products that were serving small businesses moved upmarket (and became more costly and complex) or fell by the wayside, leaving the market underserved, leading him to create Nimble.

In this episode, Jon discusses the importance of being passionate about what you’re selling and to take time to understand your prospect and their needs before you meet with them.

Here are some of the topics covered in this episode:

Finding a job that aligns with your passions
Use the five Fs to connect with prospects
Share your knowledge on how you can help your prospect be better, smarter, and faster
Utilize CRM to keep track of important customer information

More from the Guest:

Website: https://www.nimble.com/

Email: jon@nimble.com

LinkedIn: https://www.linkedin.com/in/jonvferrara/

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The Art of Feminine Selling - Outside Sales Talk with Julia Andrews

Wed, 18 Aug 2021 15:38:27 -0700

Julia Andrews is the Pacific Northwest regional president for the National Association of Women Sales Professionals. She is also the founder of Connect2Close and the creator of The Art of Feminine Selling. Julia’s work is centered around empowering women in sales to break through the limitations of traditional thinking and expectations to achieve next-level results.

In this episode, Julia shares the importance of tapping into your emotional strengths to help you be authentic by using her framework, The Art of Feminine Selling.

Here are some of the topics covered in this episode:

The importance of being persuasive, compelling, and influencing
The 3 pillars of her framework
Being vulnerable and building trust
Networking to find a mentor

About the Guest:

Julia Andrews is a performance sales coach, specializing in private client coaching and sale delivery, who's sold over $215M in sales and brings her corporate financial services expertise into her process. She leverages her decades-long insight as a top-tier performer in corporate financial services, asset protection, insurance and direct sales to help women realize their potential and achieve the success they envision for themselves.

Website: https://www.juliaandrews.com/

LinkedIn: https://www.linkedin.com/in/juliaandrewscom/

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Selling Through Partnering Skills - Outside Sales Talk with Fred Copestake

Wed, 04 Aug 2021 16:20:57 -0700

Fred Copestake is the Founder of Brindis, a sales training consultancy. He is the author of the book, “Selling Through Partnering Skills.” His book uses the innovative VALUE framework to use Partnering Intelligence with more traditional sales methodologies to create a modern approach to winning business.

In this episode, Fred discusses the importance of Partnering Intelligence and shares key insights to sell more effectively.

Here are some of the topics covered in this episode:

The evolution of sales throughout the decades
Understanding that people partner, not companies
The 6 elements of Partnering Intelligence
Having the right skills at the right time with hybrid selling

About the Guest:

Fred Copestake is an experienced consultant specializing in the field of sales, leadership and performance. His unique style allows him to release the potential from his clients through the ability to understand context and generate insight as well as stimulate and encourage active participation. Over the last 22 years, he has traveled around the world, working with 10,000 salespeople in over 200 companies.

Website: https://www.throughpartnering.co.uk/pq-self-audit-2/

Rocky: www.rocky.ai

Social: https://www.linkedin.com/in/fredcopestake/

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Time Management Advice for Better Work-life Balance - Outside Sales Talk with Bill Farquharson

Wed, 21 Jul 2021 10:58:45 -0700

Bill Farquharson is a sales trainer, vlogger, blogger, and podcaster. He is also the author of "25 Best Sales Tips Ever!" book series and "Who's Making Money at Digital Inkjet Printing & How" (co-authored with Kelly Mallozzi).

In this episode, Bill discusses the importance of effective and efficient time management and shares key tips on how to improve your time management to achieve your ideal work-life balance.

Here are some of the topics covered in this episode:

Using your technology to your advantage
The key question to ask yourself to get back on track
The importance of planning your daily and weekly schedules
Identify your sales silos and plan on how to dedicate your time to them
Utilizing an accountability buddy to help you stay on track

More from the Guest:

Website: https://billfarquharson.com/

Social: https://www.linkedin.com/in/billfarquharson/

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Finding and Hiring Exceptional Sales Talent - Outside Sales Talk with Amy Volas

Wed, 14 Jul 2021 10:59:29 -0700

Amy Volas is the founder of Avenue Talent Partners, a recruiting firm that helps sales managers recruit the best salespeople for their team. She is also the co-host of the Thursday Night Sales podcast and a founding member of Sales Hacker.

In this episode, Amy shares key tips on how to ensure that companies are sourcing and hiring quality talent. She also provides insight on how to screen companies as a candidate to ensure a good fit.

Here are some of the topics covered in this episode:

Being transparent on what you can offer to a candidate or company
Why and how you should create an ideal hiring profile
How to spot the skill and will in job candidates
Evaluating yourself or candidates in the hiring process with scorecards

About the Guest:

Amy Volas is a 2x entrepreneur who had an enterprise sales career with over $100M in closed revenue. Her experience in recruiting has shown her there is nothing more important to your startup's success than getting the right people on your team the first time. Because Amy has felt the very real effects of mediocre recruiting herself, she has made it her life’s work to fix the recruiting industry for good.

Website: https://avenuetalentpartners.com/

Podcast: https://thursdaynightsales.com/

LinkedIn: https://www.linkedin.com/in/amyvolas/

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The Power Formula for LinkedIn Success - Outside Sales Talk with Wayne Breitbarth

Wed, 07 Jul 2021 09:53:00 -0700

Wayne is the founder of Power Formula LLC and an industry leader in LinkedIn training and marketing. He has shared his expertise with more than 100,000 professionals through private business consulting, dynamic presentations to global audiences, and his book The Power Formula for LinkedIn Success: Kick-Start Your Business, Brand, and Job Search.

In this episode, Wayne discusses how salespeople can leverage LinkedIn to their advantage - finding prospects and maintaining relationships.

Here are some of the topics covered in this episode:

Utilizing filters and keywords to gain traction
Posting appropriate content
Leveraging connections to find untapped referrals
Crafting that first message to a new prospect

About the Guest:

Before focusing on LinkedIn full time, Wayne has had 35+ years of experience as a business owner and manager. Through diverse, real-life experiences, Wayne now understands how social media can benefit individuals and businesses - he is excited to share his knowledge with others. As a nationally recognized LinkedIn consultant, Wayne has helped people in various fields, industries, and stages of the corporate ladder understand how to use LinkedIn in order to maximize its full potential.

Website: powerformula.net

LinkedIn: https://www.linkedin.com/in/waynebreitbarth/

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Overcoming Obstacles & Leading in Sales - Outside Sales Talk with Adam Mendler

Wed, 23 Jun 2021 10:00:00 -0700

Adam Mendler is the CEO of The Veloz Group, a company that has created and operates different businesses. He’s also the founder and host of Thirty Minute Mentors, a podcast which features America’s most accomplished and insightful people on how they made it to the top and how you can too.

In this episode, Adam discusses how to overcome obstacles in sales, common traits that successful leaders and CEOs share, and the importance of active listening when prospecting.

Here are some of the topics covered in this episode:

The five T’s to winning in sales
How to build trust as a way of building credibility
Shifting your mindset of perceived power from the prospect to yourself
Understanding that successful leaders are lifelong learners and self-aware

About the Guest:

Between his podcast and his other interview series, Adam has conducted over 300 one on one interviews with leading CEOs, founders, athletes, celebrities and influencers. He also teaches a graduate-level course at UCLA on teamwork and leadership and serves as chairman emeritus at the USC Alumni Entrepreneurs Network. Drawing upon his unique background and perspective, Adam aims to motivate people and provide tangible takeaways focused on enhancing leadership skills and performance.

Website: Adammendler.com

Social: @adammendler

Podcast: Thirtyminutementors.com

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The Art of Personal Branding - Outside Sales Talk with Kasey Jones

Wed, 16 Jun 2021 10:00:00 -0700

Kasey Jones is the founder of A Better Jones, a personal branding coaching platform. She also founded Our Galaxy, a community of thought leaders. Kasey co-founded The Other Side of Sales podcast which focuses on ending bro culture in sales.

In this episode, Kasey discusses why a personal brand is important, how you can build your brand to appeal to your customers, and ways to build a competitive edge over your competitors.

Here are some of the topics covered in this episode:

Connecting to customers through personal branding
Taking control of your brand and not leaving it to chance
How to use your skills, passions, and triumphs to build your brand
Understanding how you want your customers to feel to help your interactions

About the Guest:

Kasey Jones is a leading expert authority and growth strategy coach. She empowers founders to harness the idea of what makes them different, in order to build high-growth businesses with impact. Her expertise in personal brand growth helps you so that you’re attracting ideal customers, impressing potential investors, and connecting with other influencers in your industry while differentiating yourself from your competition.

Website: abetterjones.com

Social: @abetterjones

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Become a Sales Winner with Insight Selling - Outside Sales Talk with Mike Schultz

Wed, 09 Jun 2021 10:00:00 -0700

Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.

In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.

Here are some of the topics covered in this episode:

Tips on consultative selling and helping buyers make better decisions
How to address your prospect’s perception of risk
Ways to build your likeability
The best time to approach buyers

About the Guest:

Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards.

Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance.

Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders

Check out Mike’s Bestseller “Virtual Selling” on Amazon - https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ

Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/ or email him at mschultz@raingroup.com

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Psychological Selling: The Secret to Cold Call Success - Outside Sales Talk with Paul M. Neuberger

Wed, 02 Jun 2021 10:00:00 -0700

Paul M. Neuberger is known as the “Cold Call Coach”, teaching thousands of students in more than a hundred countries to help sales professionals close more sales. Paul’s book “The Secrets to Cold Call Success” has helped readers transform their approach to selling and leveraging psychology to connect with prospects quickly.

In this episode, Paul discusses how to appeal to your customer’s emotions and build a competitive edge over your competitors.

Here are some of the topics covered in this episode:

Why buyers are usually emotional and not logical
How to be memorable as a salesperson
Ways to differentiate yourself from the competition
Understanding your own intangibles that give you a competitive advantage

More from the Guest:

Website: Paulmneuberger.com

Paul’s Book - https://www.amazon.com/Secrets-Cold-Call-Success-Business/dp/1735039608/

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Repairing Client Relationships When Things Go Wrong - Outside Sales Talk with Lynn Whitbeck

Wed, 26 May 2021 10:00:00 -0700

Lynn Whitbeck is a sales trainer, strategic sales consultant, and international speaker. She specializes in sales planning and reviving stagnant sales. Lynn is also the founder and CEO of Petite2Queen and Future Forward Sales.

In this episode, Lynn discusses how to keep customer relationships healthy and repair them when things go wrong.

Here are some of the topics covered in this episode:

How to have an ideal client relationship
Ways to make sure your clients are the best fit
Understanding your client’s “why”
Mending the relationship after something goes wrong

About the Guest:

Building on her 30 year successes and experiences as Vice President of Business Development and COO of direct consumer technology start-ups, Lynn transitioned to executive consulting providing strategic expertise for the development and management of client programs. With this real-world background, Lynn brings marketing, sales, business development, and operations management cross-sector experience to Petite2Queen.

More from the Guest:

FutureForwardSales.com

You can find: How to Answer Weird Questions with Strength and Grace

at - FutureForwardSales.com/Pickle

LinkedIn - linkedin.com/in/LynnWhitbeck

petite2queen.com

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What Makes People Buy - Demand-Side Selling - Outside Sales Talk with Bob Moesta

Wed, 19 May 2021 10:00:00 -0700

Bob Moesta is the co-founder at The Re-Wired Group, a design firm in Detroit, Michigan. Bob has developed & launched over 3,500 products and sold everything from design services, software, and houses to consumer electronics, and investment services. He’s also an adjunct lecturer at Kellogg School at Northwestern University and lectures on innovation at Harvard and MIT.

In this episode, Bob discusses top practices from his book - Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress.

Here are some of the topics covered in this episode:

Find out what causes people to buy
How to use the language that gets prospects to buy
Understanding why customers make a switch to a new product
The 4 forces of progress that impact how people buy

More from the Guest:

Book - https://www.amazon.com/Demand-Side-Sales-101-Customers-Progress-ebook/dp/B08FRRF68Q

LinkedIn - https://www.linkedin.com/in/bobmoesta/

Twitter - @bmoesta

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Adapting and Selling to Different Personality Types - Outside Sales Talk with Richard Duggal

Wed, 12 May 2021 10:00:00 -0700

Richard Duggal is an international sales keynote speaker, sales coach, and sales trainer. He’s worked with agents across North America and Europe guiding them to success with his dynamic, proactive marketing approach to selling real estate.

In this episode, Richard discusses the different personality types of buyers and how to adapt your pitch to each personality.

Here are some of the topics covered in this episode:

The different buyer personality types
How to identify your prospects personality type
Ways to engage with different types of buyers
Building rapport through tone and body language

More from the Guest:

Richardduggal.com

Persuasionmaster.com

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The Secret Art of Subtle Selling - Outside Sales Talk with Aleasha Bahr

Wed, 05 May 2021 10:00:00 -0700

Aleasha Bahr is a sales expert and international sales closing coach known for showing people the Secret Art of Subtle Selling. She transitioned from a successful corporate career in outside sales to coaching solopreneurs and sales teams with her unique sales approach, which regularly doubles, or even triples, their results.

In this episode, Aleasha discusses the importance of authoritative empathy, a genuine desire to help, and natural conversation when it comes to closing a deal.

Here are some of the topics covered in this episode:

Overcoming the ‘pushy salesperson’ perception
Empathizing with prospects as humans who have feelings
Engaging with prospects through bite-sized selling
Building rapport and active listening during pitches

About the Guest:

Aleasha is here to help people bring humanity back to sales and make a killing doing it. She teaches businesses and sales teams how to close 90% of their high-ticket leads without feeling inauthentic and believes that a salesperson will be more effective if they “don’t sell like a salesperson” - authenticity and empathy are a salesperson’s greatest tools. If you’re closing under 40%, give Aleasha a call and she’d be happy to help you out!

Website: https://www.aleashabahr.com/

Email: aleasha@aleashabahr.com

Facebook: https://www.facebook.com/bahraleasha/

LinkedIn: https://www.linkedin.com/in/aleashabahr/

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Powerful Sales Questions that Close More Deals - Outside Sales Talk with Will Barron

Wed, 28 Apr 2021 10:00:00 -0700

Will Barron is the host of the wildly successful Salesman Podcast and the founder of Salesman.org, he has been raising the perception of the B2B sales profession and educating salespeople for 5 years.

In this episode, Will explains how to build trust with your customers by asking the right questions.

Here are some of the topics covered in this episode:

Ways to get the conversation started and build trust
How to effectively use sales questions to move the deal forward
Strategies to ask relevant qualifying questions
Tactics uncover your prospects’ pain points
Tips to actively listen to your prospects’ answers

More from the Guest:

Website: https://www.salesman.org/

Salesman Podcast: https://www.salesman.org/category/podcast/

Sales Training Videos: https://www.salesman.org/category/videos/

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Mastering a Highly Effective Mindset to Raise Your Line - Outside Sales Talk with Robert Stevenson

Wed, 21 Apr 2021 10:00:00 -0700

Robert Stevenson is an expert at building high performance cultures, improving efficiency, and accelerating growth. He’s a bestselling author who’s owned five companies and has sold internationally in over 20 countries.

In this episode, Robert explains how sales success is all about a higher line mentality.

Here are some of the topics covered in this episode:

How to be a realistic optimist and why it helps you sell
Ways to remain competitive and keep customers happy
Tips on building credibility while you pitch
Using objections to move the deal forward

About the Guest:

Robert Stevenson has over 30 years of extensive corporate and entrepreneurial experience. He coaches salespeople to deal with risks, competition, and the ever-changing business arena. Robert delivers high-energy programs that blend humor, facts, and inspiration to help any company or person achieve higher levels of excellence. Today, he travels around the world, sharing powerful ideas for achieving excellence.

Website: Robertstevenson.org - Check out his weekly newsletter

LinkedIn: https://www.linkedin.com/in/robertstevensonspeaker/

Books: http://www.robertstevenson.org/robert-stevenson-online-store/robert-stevenson-online-store

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Ultimate Lead Conversion with The Conversion Code - Outside Sales Talk with Chris Smith

Wed, 14 Apr 2021 10:00:00 -0700

Chris Smith is the co-founder of Curaytor, an Inc. 500 fastest growing SaaS business that builds marketing and sales tools. In less than five years, Chris used the blueprint in his book The Conversion Code to grow Curaytor to nearly $15 million in annual recurring revenue, without raising any venture capital. In this episode, Chris shares tips from his book - “The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales”.

Here are some of the topics covered in this episode:

How to have the perfect 1st minute with a prospect
Tips on using the “Digging Deeper Technique” to gain information
Techniques to build trust while you pitch
Ways to uncover objections that will help you close

More from the Guest:

Book - https://www.curaytor.com/conversion

Audio book - https://www.audible.com/pd/The-Conversion-Code-Audiobook/B01MZG5006

Search “Chris Smith Curaytor” to find Chris

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Leveraging Body Language for Sales Success - Outside Sales Talk with Mark Bowden

Wed, 07 Apr 2021 10:00:00 -0700

Mark Bowden is a global authority on nonverbal communication. He has been voted #1 Body Language Professional in the world for the last two years. He is also a bestselling author of 4 books on the subject of body language and human behavior, including the famous book “Winning Body Language for Sales Professionals”. In this episode, Mark explains how to leverage body language for sales success.

Here are some of the topics covered in this episode:

Using body language to deliver a great first impression
Tips to engage prospects during virtual meetings
Ways to avoid being perceived as a pushy salesperson
Techniques to control the environment and put prospects at ease

About the Guest:

Mark is the founder of the communication training company TRUTHPLANE. Where he trains professionals on how to use their body language to stand out, win trust, and gain credibility every time they communicate. His client list includes presidents and CEOs of Fortune 500 companies and Prime Ministers of G7 powers. He’s an international keynote speaker and the president of the National Communication Coach Association of Canada. Mark is also a member of the TED community having spoken at TEDx Toronto. Mark can be seen regularly on Canadian network CTV’s daily talk show The Social as the resident Body Language expert.

Website: https://truthplane.com/

LinkedIn: https://www.linkedin.com/in/markbowden1/

Youtube: https://www.youtube.com/c/MarkBowden1/playlists

Books: https://www.amazon.com/-/es/Mark-Bowden/e/B0031H04AK/ref=dp_byline_cont_pop_ebooks_1

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Turning Difficult Clients into Your Best Customers - Outside Sales Talk with Noah Fleming

Wed, 31 Mar 2021 10:00:00 -0700

Noah is an expert in all areas of customer relations. In under five years, Noah has helped his clients generate over $5 billion in word-of-mouth business and new revenue from their existing customers. He’s also the author of 3 of the top customer service books. In this episode, Noah explains how to deal with difficult customers for sales success.

Here are some of the topics covered in this episode:

The 2 types of difficult customers salespeople should fire
How to react to customers’ complaints
The secret to keeping customers happy
Top exercises to succeed with difficult customers

About the Guest:

In under five years, Noah has helped his clients generate over $5bn in word-of-mouth business and new revenue from their existing customers. Noah is also the author of the books Evergreen: Cultivate The Enduring Customer Loyalty That Keeps Your Business Thriving, and The Customer Loyalty Loop: The Science Behind Creating Great Experiences and Lasting Impressions, and Dealing with Difficult Customers: How to Turn Your Demanding, Dissatisfied, and Disagreeable Clients into Your Best Customers. All three books made three separate #1 category rankings on Amazon including Sales, Marketing & Customer Service.

Website: https://noahfleming.com/

Sign-up for Noah’s Newsletter: https://noahfleming.com/tuesday-tidbit/

LinkedIn: https://www.linkedin.com/in/noahfleming/

Books: https://noahfleming.com/shop/ or https://www.amazon.com/Noah-Fleming/e/B00K3ZV074%3Fref=dbs_a_mng_rwt_scns_share

Sales book Noah Mentions in Show: No Lie: Truth Is the Ultimate Sales Tool by Barry Maher

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Stop Hustling & Start Scaling your Sales Success - Outside Sales Talk with Scott Sambucci

Wed, 24 Mar 2021 10:00:00 -0700

Scott Sambucci is the founder of SalesQualia, a company focused on improving sales performance. He’s also the host of the Startup Selling Podcast, and the author of the book Stop Hustling, Start Scaling: Ramp Up Your B2B Startup’s Repeatable Revenue with The Q Framework. In the last 20 years, Scott has built sales teams, sales processes, and products for three successful start-ups. In this episode, Scott shares his secrets to scale sales success.

Here are some of the topics covered in this episode:

Understanding you prospects’ problems
Leveraging happy customers to improve your process
Controlling the outcome of meetings
Utilizing checkpoints to monitor your strategy

Website: Salesqualia.com

LinkedIn: https://www.linkedin.com/in/scottsambucci/

Download the ENTIRE Book here: https://salesqualia.com/book

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Empowering the Next Generation of Inclusive Sales Leaders - Outside Sales Talk with Joyce Johnson

Wed, 17 Mar 2021 10:00:00 -0700

Joyce Johnson is an award-winning sales champion, speaker, 7x author, sales coach, and founder of the Why Sales Network. She started her sales career in professional sports and later entered the telecommunications industry as a Sales Director in global markets. Joyce has been a mentor for over 20 years. She is most passionate about diversity and empowering the next generation of inclusive sales leaders.

In this episode, Joyce discusses her experiences as a woman of color in sales and why companies should work towards having more diverse sales teams.

Here are some of the topics covered in this episode:

Navigating the homogenous world of sales as a woman of color
Leveraging diversity within a company
Creating a welcoming business environment
Becoming more than just the ‘diversity hire’

About the Guest:

For over 15 years, Joyce has mentored her favorite group of people: college students. She has married her love for the sales profession, passion for diversity and inclusion, mentorship, and coaching to help empower the next generation of leaders by creating trainings and publishing books to help them navigate the workplace. Joyce spent the past year growing the Why Sales Network brand after spending six years as a sales leader in the distribution industry, earning top recognition as the #1 seller in 2017 and 2018.

Website: https://whysalesnetwork.com/

LinkedIn: https://www.linkedin.com/in/iamjoycejohnson/

Social: @iamjoycejohnson

Why Sales Network: Reach out for college mentorship opportunities

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How to Close more Sales with the Perfect Close - Outside Sales Talk with James Muir

Wed, 10 Mar 2021 11:00:00 -0700

James Muir is the best selling author of the #1 book on closing sales, “The Perfect Close.” As a 30-year old sales veteran, having extensive experience in almost every single role, James is passionate about making the complex simple and growing revenue for organizations.

In this episode, James discusses proven strategies and techniques in having unique discussions with your customers to close more deals.

Here are some of the topics covered in this episode:

Being strategic about advancing sales cycles
Providing value to prospects by putting them first
Understanding the right time to offer discounts
Quantifying the problem to convince your prospect

About the Guest:

As the Vice President of Sales at Essential Hub and the VP Sales (Western US) for Marketware, Inc, James Muir is a sales expert with much concrete experience in closing deals and increasing revenue in a zero pressure environment. As a bestselling author and keynote speaker, James has helped save hundreds of thousands of dollars for his clients. He is currently also the CEO of Best Practice International and considers himself a lifelong student of sales.

Website: Puremuir.com - download James’ bundle

LinkedIn: https://www.linkedin.com/in/puremuir/

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Powerful Authentic Persuasion Tactics to Close Your Next Deal - Outside Sales Talk with Jason Cutter

Wed, 03 Mar 2021 11:00:00 -0700

Jason Cutter is a sales expert in using authenticity to grow your sales career and bring real value to prospects and customers. As the CEO of Cutter Consulting Group, a firm that offers B2C and B2B services, he is also the intelligent author behind “Selling with Authentic Persuasion,” a book that helps salespeople learn how to focus on their customers’ needs first.

In this episode, Jason discusses how to use the concept of authentic persuasion to build strong relationships with customers and close deals organically.

Here are some of the topics covered in this episode:

Utilizing authenticity to build trust with prospects
Understanding prospects’ pain points and challenges
Employing intangibles to maintain control of the conversation
Providing value to prospects in every call

About the Guest:

Initially graduating from the University of California, Santa Cruz with a Marine Biology degree, Jason Cutter went on to receive an MBA from the Southern New Hampshire University. With no formal sales training, Jason claims that’s why he learnt how to actually sell with authenticity and care, eventually landing his first sales job at 27 years old. Currently the CEO and Founder of the Cutter Consulting Group, Jason is also the host of the Authentic Persuasion Show, where he helps salespeople be more effective in their careers.

Website: Jasoncutter.com

Book - https://www.amazon.com/Selling-Authentic-Persuasion-Transform-Breaker/dp/1890427373

LinkedIn - https://www.linkedin.com/in/jascut/

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Highly Effective Sales Prospecting - Outside Sales Talk with Tony Morris

Wed, 24 Feb 2021 11:00:00 -0700

Tony Morris is a sales expert, author, trainer, and motivational keynote speaker who has helped over 29,000 sales professionals across 62 industries for the last 22 years. Tony has created a 3-step framework called A.S.K. Philosophy Principles to help salespeople attract the right prospects, convert them into customers, and keep those customers for life.

In this episode, Tony discusses the strategies as well as key traits any salesperson should have to effectively prospect.

Here are some of the topics covered in this episode:

Building an effective prospecting mindset
Providing value for both prospects and clients
Asking for feedback from successful and unsuccessful prospects
Leveraging what you know about your prospect

About the Guest:

Through his vast experiences, Tony has discovered the most common mistakes salespeople make as well as the key traits that the top 1% of sales professionals utilizes to sell more - more easily and more often. Tony helps people convert prospects into “raving fans” by focusing on their needs. Send him an email with the subject line ‘book’ to get a free copy of his e-book!

Website: tonymorrisinternational.com

LinkedIn: https://www.linkedin.com/in/tonymorrismd/?originalSubdomain=uk

Email: tony@tonymorrisinternational.com

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How to Create Rewarding Sales Goals in 2021 - Outside Sales Talk with Jon Dwoskin

Wed, 17 Feb 2021 11:00:00 -0700

Jon Dwoskin is an author, public speaker, and sales coach who has mentored thousands of salespeople to step away from their comfort zones and become better leaders. He is the host of the Think Business podcast, which interviews thought leaders who think big, as well as the 7 Minutes Sales podcast, a bit-sized guide to jumping your sales career.

In this episode, Jon discusses how mentorship can be an effective tool to master your craft, grow your business, and stay relevant in the industry.

Here are some of the topics covered in this episode:

Why having a mentor is so important not only for your career, but also for your personal life
How to have a healthy pipeline through consistent prospecting
Tips for achieving goals by breaking them down into small, bite-sized segments
The importance of staying relevant in the cutthroat industry of sales

About the Guest:

Jon is a private coach for budding leaders in sales and business. As a master of reinvention, he has worked in marketing, real estate, operations, and more. He now specializes in shifting people’s mindsets and helping them grow their businesses through group coaching sessions and one-on-one private coaching. He believes that accountability, mindfulness, building consistent habits, and continuous prospecting are key to exploding your pipeline and closing more sales.

Website: jondwoskin.com

Phone: 2485357796

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Driving Sales with a Solid Channel Strategy - Outside Sales Talk with Rob Spee

Wed, 10 Feb 2021 11:00:00 -0700

Rob Spee is an experienced channel and alliance executive, who helps clients manage strategic partnerships in order to accelerate growth and revenue. Having built successful channel sales teams from scratch and leading teams of 50+ channel sales and marketing professionals, he is highly skilled and knowledgeable in this topic.

In this episode, Rob discusses top techniques to fulfill selling-potential through channels and common mistakes people make with their channel strategies.

Here are some of the topics covered in this episode:

Maximizing selling through channels
Hiring the right people for success
Creating strategic company goals
Understanding the right channels for you

About the Guest:

As the Regional Vice President for Channel Sales at OutSystems, Rob Spee utilizes high-performing channel strategies to increase growth and revenue for the company. He also is the Channel Chief and Podcast Host for Channel Journeys Inc., where channel experts share their career stories and things they’ve learned along the way. Prior to joining OutSystems, Rob was the Head of Global Channels at SAS and the Director of Distributor Channels at Carbonite, where he had opportunities to grow his increasing knowledge of channel strategies, and execute new programs and revenue streams.

Subscribe to Rob's podcast at channeljourneys.com

Connect with Rob on LinkedIn and Twitter

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Must-Know Tips for Managing a Remote Sales Team - Outside Sales Talk with Nicolas de Swetschin

Wed, 03 Feb 2021 11:00:00 -0700

Nicolas De Swetschin is a sales expert with specialties in international sales, account management, product marketing and sales strategy. He leads a completely remote international sales team and has much experience in successfully managing sales teams. As the Sales Director at NoCRM.io, a lead management software, he helps salespeople track and close deals.

In this episode, Nicolas discusses top strategies to effectively manage a remote sales team and increase revenue.

Here are some of the topics covered in this episode:

Creating a clear sales process
Communicating efficiently while remote
Guiding reps through a sales slump
Utilizing KPIs to track performance

About the Guest:

With over 10 years of experience in sales and international business development at software and value-added companies, Nicolas de Swetschin is highly skilled in his area of expertise. After graduating from the National University of Singapore, Swetschin worked as a Technical Sales Manager at eServeGlobal and as a Business Development Manager at SAT-OCEAN and wePulse. Currently, Swetschin is the Sales Director at NoCRM.io, where he actively helps sales teams maximize the number of deals they close.

Nicolas' Company Website: noCRM.io

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Whole Body Intelligence: Increase Your Confidence and Sales Success - Outside Sales Talk with Steve Sisgold

Wed, 27 Jan 2021 11:00:00 -0700

Steve Sisgold is an author, speaker, trainer, and executive coach. As the author of “Whole Body Intelligence” and “What's Your Body Telling You,” Steve has appeared on major radio and TV shows including PBS, Oprah, and Mantel. Steve’s goal is to provide compelling information, practical tools, and a dynamic “Whole Body” approach to help people get to the next level of success in their company and personal life.

In this episode, Steve discusses the relationship between beliefs held in the body and success.

Here are some of the topics covered in this episode:

Actionable tips on how to reduce anxiety and stress
How to “reboot” before a sales call
Acting on and trusting your gut feeling
Interpreting the messages your body is sending you

About the Guest:

Steve Sisgold has spent the past 25 years studying and teaching the relationship between beliefs held in the body and success, how the body "billboard" sends micro messages that affect authentic communication and how self-awareness lowers stress and boosts peak performance. Steve holds an M.A. in Communications, a B.S. in business, and a certification in body-centered Psychotherapy. Steve is also the breakthrough coach to many best-selling self-help authors, Grammy and Oscar winners, CEO's, a Major League baseball President, and Wellness and

Business leaders.

Website: wholebodyintelligence.com

Website: stevesisgold.com

Book: “Whole Body Intelligence”

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The Secrets of Time Management in Sales - Outside Sales Talk with Dave Kahle

Wed, 20 Jan 2021 11:00:00 -0700

Dave Kahle is an author, speaker, and sales trainer with over 30 years of experience. In that time Dave has authored 13 books, including Question Your Way to Sales Success, 11 Secrets of Time Management for Salespeople, and How to Sell Anything to Anyone Anytime.

In this episode, Dave shares his secrets to being effective and managing your time in sales.

Here are some topics covered in this episode:

Tips to plan daily, weekly, monthly, and annually
Ways to prioritize prospects and customers based on potential
The difference between being efficient vs effective
How to develop a ‘MORE’ mindset

About the Guest:

Dave writes a weekly e-zine for salespeople; and has presented in 47 states and 11 countries. As a salesperson, he was the number one salesperson in the country for two different companies in two distinct industries. For over 25 years, he's been President of Kahle Way Sales Systems, a sales training/consulting company. In that capacity, he's trained tens of thousands of salespeople and sales managers.

www.thesalesresourcecenter.com - Get Dave’s online courses

www.davekahle.com - Find Dave’s books, podcasts and e-zines

info@davekahle.com - Email Dave

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The Winning Attitude for a Lifetime of Sales Success - Outside Sales Talk with Jeffrey and Jennifer Gitomer

Wed, 13 Jan 2021 11:00:00 -0700

Don't forget to participate in our 100th Episode Giveaway!

You can win one of our great prizes: $100 Amazon Gift Card + Bestselling Sales Books.

Enter the giveaway here: https://www.badgermapping.com/100giveaway/

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

Jeffrey and Jennifer Gitomer are the hosts of the famous “Sell or Die” podcast. Jennifer Gitomer is a global sales and social media expert, while Jeffrey Gitomer, aka the Sales King, empowers salespeople to capture every sales opportunity.

In this episode, Jeffrey and Jennifer share their secrets on how to build and maintain a positive attitude.

Here are some topics covered in this episode:

Tips to be motivated and inspired every day
Ways to encourage a positive mindset as a leader
Tactics to build a positive attitude after a rejection
How to establish a positive belief system to gain self-confidence

About the Guests:

Jeffrey is the author of 16 best-selling books, including “The Little Red Book of Selling”. He’s also the creator of the online Gitomer Learning Academy. Jennifer trains and coaches sales teams on how to increase their sales and make more profit. She’s also the author of “Sales in a New York Minute” and the host of the “Breakthrough Business Babe” podcast.

Jennifer’s Instagram: @jengitomer

Jeffrey’s website: https://www.gitomer.com/

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Proactive Prospecting to Boost your Sales - Outside Sales Talk with Tibor Shanto

Wed, 16 Dec 2020 11:00:00 -0700

Starting off his career in B2B sales in the 1980’s, Tibor Shanto has been in the industry for years now, having held almost every possible sales role at some point. Branded as a ‘brilliant sales tactician,’ he has worked with companies of various sizes, helping increase their growth and achieve revenue goals.

In this episode, Tibor emphasizes the importance of actively prospecting to maximize sales growth and attain all your goals.

Here are some topics covered in this episode:

Focusing on customer motivation
Leading prospect conversations
Building trust through stories
Finding solutions for pain points

About the Guest:

Tibor is currently the Chief Value Officer of Renbor Sales Solutions Inc, where he helps organizations carry out their strategies and achieve their sales goals efficiently. As the Director of Sales Bloggers Union, his article “How to Shorten your Sales Cycle” was voted #1 by readers of Top Ten Sales articles and his work has been published on many leading sales websites. Tibor is also the Advisory Board Member to Zero Emissions World where he helps battle climate change and strengthen our environment.

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Crafting an Emotionally-Riveting Sales Pitch - Outside Sales Talk with Scot MacTaggart

Wed, 09 Dec 2020 11:00:00 -0700

As a pitch doctor, a veteran management consultant, a business advisor and an expert communicator, Scot MacTaggart has experienced various different roles throughout his career. By combining strong management techniques along with the use of powerful technology, he has helped multiple companies with his advice and strategies. In this episode, Scot goes over how to create a unique sales pitch that connects to your customers’ identity.

Here are some topics covered in this episode:

Personalizing a sales pitch
Analyzing prospect motivation
Tailoring a pitch to customer identity
Habits for success in sales

About the Guest:

Scot MacTaggart is the brand new Sales Director at EagleDream Technologies, where he helps clients with their cloud architecture, design, and data transformation to push the boundaries and redefine their business. He is also the Creator and Host of the Pitchwerks Podcast, a weekly show discussing topics such as marketing, sales and startups. As the Co-Founder of KRNLS, Scot also helps startups, organizations and government agencies bring their goals to life.

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Expert LinkedIn Tactics to Grow Your Sales & Brand - Outside Sales Talk with Chris J. Mohawk Reed

Wed, 02 Dec 2020 11:00:00 -0700

Chris J. Mohawk Reed is the most recommended LinkedIn marketing entrepreneur on LinkedIn with over 1,600 LinkedIn recommendations. As an entrepreneur with 5 marketing firms and an International Bestselling author of 4 No. 1 books, he also has the most viewed and searched LinkedIn profile in the whole world. In this episode, Chris discusses ways to grow your personal brand on LinkedIn and powerful strategies on how to sell yourself!

Here are some topics covered in this episode:

Branding your profile
Utilizing Sales Navigator to find prospects
Communicating your value
Distinguishing yourself from the competition

About the Guest:

Chris J. “Mohawk” Reed is the No. 1 Global LinkedIn Marketing Expert and is a quadruple international best selling author in various books on topics ranging from LinkedIn, Personal Branding and Social Selling. Infamously known as “The Only CEO With A Mohawk,” he is also the CEO and Founder of the No. 1 Most Recommended Global LinkedIn Marketing Firm called Black Marketing and leads the No. 1 Most Recommended Global LinkedIn Masterclass! He also currently holds the title of “Social Media Entrepreneur of the Year” and has the world’s most viewed/searched LinkedIn profiles.

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Winning in Sales: Why Emotional Intelligence Matters - Outside Sales Talk with Brian Burns

Wed, 18 Nov 2020 11:00:00 -0700

Brian Burns is a sales expert with over 25 years of sales experience. He is the host of 2 podcasts in the top 15 in Business on iTunes, “B2B Revenue Leadership” and “The Brutal Truth About Sales and Selling.” He is also the author of 4 books on B2B Sales including, The Maverick Selling Method: Simplifying the Complex Sale. Brian currently works with leadership teams to help create and dominate their market segments. In this episode, Brian discusses the importance of using emotional intelligence in sales.

Here are some of the topics covered in this episode:

Creating an outward mindset to know your customer and yourself
Using emotional intelligence to build trust
How to learn emotional intelligence
Using emotional intelligence to identify prospect needs

About the Guest:

Brian Burns has 25+ years of experience in sales. In his sales career, he specialized in selling enterprise software and now works with leadership teams to help create/dominate their market segments.

Brian’s approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies

Brian is also the host of 2 podcasts in the top 15 in Business on iTunes, the “B2B Revenue Leadership” show and “The Brutal Truth about Sales and Selling.” Brian is also the author of 4 books on B2B sales, including The Maverick Selling Method: Simplifying the Complex Sale.

LinkedIn: https://www.linkedin.com/in/brianburns/

Podcast: The Brutal Truth about Sales and Selling

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Sales Management: How to Build, Scale, or Reboot a Sales Organization - Outside Sales Talk with Vince Thompson

Wed, 11 Nov 2020 10:00:00 -0700

Vince Thompson is a sales leader, author, and consultant. He led the sales efforts for AOL in the West and for Facebook in its earliest days. Vince has also served as a consultant and adviser to over 40 sales organizations through his consulting firm, Middleshift.

In this episode Vince shares how you can improve your sales management to take your sales team to new heights.

Here are some of the topics covered in this episode:

Building a learning sales organization
Setting goals for your sales team
Creating a high performance and growth based sales culture
Scaling a sales organization

About the Guest:

Alongside or through his consulting work, Vince has served as a startup CEO, a public company board member and a consultant to over 30 companies including major internet companies, TV Networks and Studios.

Vince currently serves as the Co-Founder and Chairman of Prospectwise, is a venture partner at Zuma Ventures and an active board member for First Star, a non-profit dedicated to helping Foster Youth get into college.

Earlier in his career Vince worked in local television, led the advertising sales organization for AOL in the West and, for a short period of time in Facebook’s startup days, served as the company's head of National Sales.

He's the author of a bestselling book on management called Ignited, has keynoted globally and hosted over 80 episodes of a business show for BNet, CNet’s business brand.

In 2010 Business Week credited Vince with changing the liquidity model in Silicon Valley after he led a private sale of Facebook stock on Wall Street.

Website: vincethompson.co

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LinkedIn Selling Tips & Tricks that Get Big Payoffs - Outside Sales Talk with Brynne Tillman

Wed, 04 Nov 2020 10:00:00 -0700

Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade, she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Brynne is also the author of “The LinkedIn Sales Playbook, a Tactical Guide to Social Selling”.

In this episode, Brynne shares her proven LinkedIn selling tips to help you turn your connections into sales.

Here are some of the topics covered in this episode:

How to optimize your LinkedIn profile for sales
Actionable tips to start conversations with your connections
Top techniques to leverage referrals on LinkedIn
How to curate content to boost engagement

About the Guest:

As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers.

LinkedIn: https://www.linkedin.com/in/brynnetillman/

Follow #sslinsights on LinkedIn to get Brynne best social selling tips

Website: socialsaleslink.com

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Leading Your Sales Team Through an Economic Crisis - Outside Sales Talk with Steve Benson

Wed, 28 Oct 2020 10:00:00 -0700

In this special episode of Outside Sales Talk, our host Steve Benson gets interviewed by Badger Maps CSA, Pien de Meulemeester. Steve discusses what you can do to get your team through this current economic crisis.

Here are some topics covered in this episode:

Behavior changes sales leaders need to make
Adapting your messaging
Cost reduction tips
Impacts to field sales

About the Guest:

Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople, and host of the Outside Sales Talk. After receiving his MBA from Stanford, Steve worked in field sales with companies like IBM, Autonomy, and Google, where he was named Google Enterprise’s Top Performing Salesperson in the World in 2009. Steve has also been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

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Creating a Killer Sales Playbook - Outside Sales Talk with Dale Dupree

Wed, 21 Oct 2020 10:00:00 -0700

Dale Dupree is a sales speaker, trainer, podcast host and Founder of The Sales Rebellion, a company that aims to coach and educate people on sales topics. Throughout his career, Dale has worked in numerous sales positions such as Sales Manager at Zeno Office Solutions and Vice President of Sales at North American Office Solutions.

In this episode, Dale emphasizes the importance of creating a tailored sales playbook for your business to be one step further to closing that next sales deal.

Here are some of the topics covered in this episode:

Creating buyer personas
Generating customized sales playbooks that guarantee success
Utilizing mindscripts to avoid a bland sales script
Understanding your buyer and their needs

About the Guest:

With over 15 years of sales experience, Dale founded The Sales Rebellion in 2019. He is a man who truly believes in practicing what you preach and is passionate about helping others attain their sales success. As such, his company focuses on coaching and encouraging salespeople on ways they can take their sales game to the next level. As the host of the Selling Local Podcast, he maintains this passion by discussing sales stories, ideas and strategies to help the average salesperson rise to the top of their industry.

LinkedIn: https://www.linkedin.com/in/copierwarrior/

Website: https://www.thesalesrebellion.com/podcast/ - Check out his podcasts for free

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Leveraging Storytelling to Close More Sales - Outside Sales Talk with Ed Bilat

Wed, 14 Oct 2020 10:00:00 -0700

Ed Bilat is a sales speaker, trainer, podcast host, and President of Beyond Consulting Canada, a global sales training and consulting company. Ed is also the author of, “Storytelling for Sales Playbook.” Throughout his career, Ed has helped organizations such as Microsoft, HP, and Walmart, improve their sales through storytelling.

In this episode, Ed discusses the power of using stories in your sales cycle.

Here are some of the topics covered in this episode:

The STAR-model for storytelling
How to stay flexible and move with your client
Getting decision makers to listen to you
Overcoming price objections through storytelling

About the Guest:

With over 23 years of experience, Ed has helped organizations such as Microsoft, HP, Walmart, TELUS, and TD Canada Trust, empower their sales teams to define and leverage their unique brand stories. Ed believes that through storytelling, salespeople can dictate not only the direction of the story, but also the path sales reps want their prospects to take. Ed is passionate about storytelling and he is author of the book, “Storytelling for Sales Playbook” and host of the podcast, “Storytelling for Sales.”

LinkedIn: https://www.linkedin.com/in/edbilat/

Website: https://storytellingsales.com/ - Get his book for free

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7 Tips for Salespeople from a Fundraising Pro - Outside Sales Talk with Ann Louden

Wed, 07 Oct 2020 10:00:00 -0700

Ann Louden is a nationally recognized philanthropy consultant and relationship expert. She has raised more than $150 million for non-profits, in areas such as higher education, health care, and arts. She is also the author of the upcoming book “Connection as a Superpower: How Social Courage Gives You the Edge in Life and Love”.

In this episode, Ann explains how outside salespeople can apply fundraising tactics to better engage with their customers.

Here are some of the topics covered in this episode:

The 4 stages to find your ideal customer
Top tips to ask for testimonials
How to engage digitally with prospects
Ways to prevent prospects from going cold

About the Guest:

Founder of the Ann Louden Strategy and Consulting Company, Ann uses her expertise in raising money, building brands, and making powerful connections to advise non-profit leaders and boards. She is actively involved on the President’s Council, member of New York Women in Development and is a volunteer for multiple causes.

Website: https://www.annlouden.com

LinkedIn: https://www.linkedin.com/in/ann-louden-38a3001a/

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Prospect, Position, and Present Using Social Media - Outside Sales Talk with Tom Abbott

Wed, 23 Sep 2020 10:00:00 -0700

Tom Abbott is the author of 'The SOCO Solution' and 'Social Selling', creator of the online sales training platform SOCO Academy, and speaker on sales optimization. Through his proven solutions, Tom helps sales leaders build high performing sales teams that exceed their targets. In this episode, Tom discusses the importance of social selling, and what, you need to be doing online to close more deals.

Here are some of the topics covered in this episode:

Social media as a tool for salespeople
How to find the best platform to reach your target audience
How teams who use social media perform better
Conducting your sales cycle on social media, from lead generation to closing

About the Guest:

Tom Abbott is an author, speaker on sales optimization, and social selling expert. Tom has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries throughout Asia-Pacific and is a pioneer of optimizing the sales processes of organizations worldwide. He is the author of “The SOHO Solution” and “Social Selling,” and is a contributor to Singapore Business Review, Singapore Marketer and The Singapore Straits Times.

Download Tom’s Book for Free: https://bit.ly/SOCOoutsidesales

Learn more about Tom’s company SOCO Sales Training here

LinkedIn: https://www.linkedin.com/in/socoselling/

Facebook: Join the SOCO Selling Facebook Group

Listen to more episodes of the Outside Sales Talk here and watch the video here!

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5-Minute Selling: The Proven, Simple System That Can Double Your Sales - Outside Sales Talk with Alex Goldfayn

Wed, 09 Sep 2020 10:00:00 -0700

Alex Goldfayn is the CEO of the Revenue Growth Consultancy, a company that helps organizations to implement systems of remote and proactive selling, generating 10%-20% in new overall sales annually. He is also a best-selling author and he recently published his 4th book “5 Minute Selling: The Proven, Simple System That Can Double Your Sales… Even When You Don’t Have Time”.

In this episode, Alex shares his tried and true simple daily actions that will help you double your sales.

Here are some of the topics covered in this episode:

How to get started on proactive phone calls
Tips to master silence and get prospects to reveal more information
The 3 musts of compelling referrals
How to ask powerful questions for effective cross-selling
Top advice and true stats to deal with sales rejection

About the Guest:

Alex is a top-rated speaker that motivates sales teams, managers, executives and owners to take simple action to grow their business. He has worked with top companies like Cisco, Logitech, Lenovo, and T-Mobile. He is also the author of the bestselling books: “Selling Boldly”, “The Revenue Growth Habit”, and “Evangelist Marketing”.

LinkedIn: https://www.linkedin.com/in/alexgoldfayn/

Website: https://goldfayn.com/ - Includes free downloads from 5-Minute Selling, Planners & Trackers

Alex's Book on Amazon - 5-Minute Selling: The Proven, Simple System That Can Double Your Sales

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Remote Selling through an Economic Crisis - Outside Sales Talk with Tiffani Bova

Wed, 02 Sep 2020 11:18:09 -0700

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce, author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, and host of the podcast What’s Next! with Tiffani Bova.

Tiffani’s time on the front line of innovation, combined with her insightful candor has resulted in her unique perspective that inspires businesses and individuals to get smarter about the choices they make and increase their growth IQ.

In this episode, Tiffani discusses how to succeed in sales during the current pandemic and economic crisis.

Here are some of the topics covered in this episode:

Understanding how customer habits have changed
Getting comfortable with feeling uncomfortable
Using emotional intelligence to better understand prospects and customers
Standing out as a field salesperson while working remotely

About the Guest:

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce and author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business. She has contributed to publications such as Harvard Business Review, Forbes, Entrepreneur, and Huffington Post and has appeared on Bloomberg, BNN, MSNBC, and Yahoo Finance.

Prior to working with Salesforce Tiffani was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth.

Tiffani has been recognized as one of the Most Powerful and Influential Women in California by the National Diversity Council, one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to Follow in 2018 and 2019, a Top 100 Women in Tech.

She is also a highly sought after keynote speaker and has delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents.

Read Tiffani’s Book - Growth IQ

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Connector’s Advantage: How to Get What You Want - Outside Sales Talk with Michelle Tillis Lederman

Wed, 19 Aug 2020 10:00:00 -0700

Michelle Tillis Lederman is a connection creator and CEO of Executive Essentials, a company that provides customized communications and leadership programs. She is also one of Forbes Top 25 Networking Experts, and the author of four books including the internationally known, “The 11 Laws of Likability”, and her latest book “The Connectors Advantage”. In this episode, Michelle explains how being a connector helps you get what you want.

Here are some of the topics covered in this episode:

Why salespeople need to connect on top of networking
How to become a better connector and build trust
Actionable tips to repurpose unutilized time to connect
Ways to say “no” to a customer without jeopardizing the relationship

About the Guest:

Michelle is an accomplished speaker, trainer, coach, and author. She is an expert on workplace communications and relationships, her mission is to help people work better together and advance their individual impact. Her clients include JPMorgan, J&J, Deutsche Bank, Michigan State University, MetLife, Sony, Ernst & Young, the Department of Environmental Protection, and Madison Square Garden. A former finance executive and NYU Professor, Michelle appears regularly in top media outlets such as NBC, CBS, Fox, NPR, the Wall Street Journal, NY Times, CNBC, and others.

Website: https://michelletillislederman.com/

LinkedIn:https://www.linkedin.com/in/communicationexpertspeaker/

Discover what level of connector you are answering this quiz: https://michelletillislederman.com/connector-quiz/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

High-Performance Strategies for Field Salespeople - Outside Sales Talk with Cameron Brown

Wed, 12 Aug 2020 10:00:00 -0700

Cameron Brown is a musician, speaker, and motivational coach. Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his videos and music have been streamed millions of times in 195 countries. Through his work, Cameron empowers people to create lasting change. In this episode, Cameron discusses how to stay inspired and maximize your potential as a salesperson.

Here are some of the topics covered in this episode:

Habits of top-performing salespeople
How to use inspiration to stay motivated
Actionable tips to increase your productivity
Strategies to create your own high-performing sales team

About the Guest:
Cameron empowers people to create lasting change. He does this through executive coaching & training for c-level executives, sales leaders, and their teams, delivering experiential talks with a grand piano live on stage, and writing music about human behavior and the world we live in. As a result, Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his music has been streamed millions of times across 195 countries and been featured in a range of short films and documentaries.

Website: cameronbrown.co
LinkedIn: https://www.linkedin.com/in/cameronbrownreal/ - Send a personal note to connect
YouTube, Instagram, and Facebook: @cameronbrownreal

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Avoid Burnout with the Power of Pause - Outside Sales Talk with Rachael O’Meara

Wed, 29 Jul 2020 10:00:00 -0700

Rachael O’Meara is a transformation leadership and executive coach. She empowers professionals to learn and build emotional intelligence skills to thrive at work and beyond.

Her book “Pause” was named one of 2017's top business books for your career and was featured in the New York Times and on WSJ.com. In this episode, Rachael explains how pausing can actually benefit your sales results.

Here are some of the topics covered in this episode:

How can pausing help salespeople avoid burnout
The 5 signs that reveal you need to take a pause
Tips to create an active pause plan
How to develop an effective pause mindset

About the Guest:

Rachael is a speaker and coach dedicated to helping teams and leaders turn overwhelm, stress, and even burnout into thriving to be more aligned and take their lives back using the latest tools in emotional intelligence, neuroscience, and mindfulness. She leads workshops and speaks regularly on the practice of pause or intentionally shifting your behavior to lead a more satisfied and meaningful life. She has a MA in Transformational Leadership & Coaching from Wright Graduate University (2020), and an MBA from Fordham University (2004).

Her book on Amazon: Pause: Harnessing the Life-Changing Power of Giving Yourself a Break

Website: https://www.rachaelomeara.com/

Podcast: The Pausecast

TEDxTalks: https://youtu.be/aSGCdwJqObI

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Art of Selling Value - Outside Sales Talk with Paul Reilly

Wed, 22 Jul 2020 10:00:00 -0700

Paul Reilly is a speaker, sales trainer, host of The Q and A Podcast, and co-author of the fourth edition of “Value-Added Selling.” He is currently the president of the Tom Reilly Training Company and faculty member at the University of Innovative Distribution. In this episode, Paul discusses how to sell value and steer the conversation away from price.

Here are some of the topics covered in this episode:

How to center the sales process around value and not price
Building better long-term customer relationships
How to keep value relevant after the initial sale
Creating an outward customer focus approach and guaranteeing you are adding value as a salesperson

About the Guest:
Paul is the owner and president of Tom Reilly Training, a company that trains salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. Paul began his sales career at 16 and during his over 15-year sales career sold for companies such as Ferrellgas and the Hilti Organization. During his tenure at Hilti, he joined the Hilti Master’s Club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club. He is the co-author of the fourth edition of “Value-Added Selling” and he credits his success as a salesperson to embracing the Value-Added Selling message.

Book: “Value-Added Selling”
Website: tomreillytraining.com
Podcast: The Q and A Sales Podcast

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Selling Abroad - Tips to Sell in the the US vs Europe - Outside Sales Talk with Thibaut Souyris

Wed, 08 Jul 2020 10:00:00 -0700

Thibaut Souyris is the CEO and Founder of SalesLabs, a consulting company that trains and coaches B2B sales teams to start more conversations and close deals faster. He is also the co-host of The B2B Sales Podcast. In this episode, Thibaut shares his international experience and explains how to tackle sales in the European and American markets.

Here are some of the topics covered in this episode:

How to sell in Europe vs the US
Different selling styles across European countries
How to avoid and overcome cultural misunderstandings
Tips for Americans to work better with Europeans

About the Guest:

Thibaut is a B2B tech sales expert, with broad experience in North America and EMEA. He currently trains salespeople to run better discovery calls, build healthy habits around early qualification, and bring energy to their deals. He has helped 100+ founders building sales organizations and worked with companies like Techstars, Comtravo or Back, and many European tech companies. He’s also a regular contributor for Sales Hacker, G2, Demodesk, and various other blogs.

LinkedIn: https://www.linkedin.com/in/thibautsouyris/

Website: https://www.saleslabs.io/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Deadly Assumptions that are Killing your B2B Sales - Outside Sales Talk with George Brontén

Wed, 01 Jul 2020 10:00:00 -0700

George Brontén is the CEO & Founder of Membrain.com, a SaaS company that enables B2B sales teams to execute their sales process, coach for higher results, and build predictable growth. He is also the author of the book “Stop Killing Deals: How to Gain Competitive Advantage by Viewing Sales through the Lens of Human Nature”. In this episode, George explains how to root out deadly assumptions and find sales success.

Here are some of the topics covered in this episode:

What are the 3 deadly assumptions
How emotions affect decision-making
Ways to identify top sales performers
How to motivate reps towards discipline
Tips to find the best technology stack for you

About the Guest:

George is the “Sales Effectiveness Pioneer” at Membrain.com, his mission is to learn from top salespeople how technology is either hurting or helping sales productivity. He builds software to bridge the gap between sales strategy and execution.

Book: https://www.amazon.com/Stop-Killing-Deals-assumptions-excellence/dp/9151941821

LinkedIn: https://www.linkedin.com/in/georgebronten/

Blog: https://www.membrain.com/blog

Listen to more episodes of the Outside Sales Talk here and watch the video here!

5 Step Formula - Every Job Is a Sales Job - Outside Sales Talk with Cindy McGovern

Wed, 17 Jun 2020 13:44:56 -0700

Dr. Cindy McGovern is a top-rated speaker, best selling author, and consultant at Orange Leaf Consulting. After years of consulting companies and helping them grow their business, she had an epiphany: every job really is a sales job. And every person is a salesperson. With these experiences, she wrote the book, “Every Job is a Sales Job: How to Use the Art of Selling to Win at Work.” In this episode, Cindy shares her 5 Step formula to help anyone become a better salesperson.

Here are some of the topics covered in this episode:

Creating a plan for success
How to effectively listen
Ways to build trust, not just rapport
How to give to get
Following up with gratitude

About the Guest:

Dr. Cindy McGovern is known as the "First Lady of Sales." She is a highly sought after speaker and consultant across the globe. She is an expert in sales, interpersonal communication, and leadership. "Dr. Cindy" holds a doctorate in organizational communication and has worked as a professor of communication before starting Orange Leaf Consulting, a sales management and consulting firm headquartered in San Francisco. She has helped hundreds of companies and individuals to create dramatic and sustainable growth. Dr.Cindy regularly coaches both professional sales employees and those whose jobs are not sales-related in an effort to help them both take advantage of opportunities to bring more business to their companies.

Website: Drcindy.com

Email: Drcidy@drcindy.com

Find Cindy on social media: @1stladyofsales or @drcindy

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Maximize your sales team’s growth with CRM - Outside Sales Talk with Wes Schaeffer

Wed, 03 Jun 2020 10:00:00 -0700

In today's episode, Steve announces something really exciting!

After all the nominations you sent us for the Sales Hall of Fame, we're presenting 6 new inductees! Each of them has given us their #1 sales tip on an exclusive video.

Check out the Sales Hall of Fame to find out who they are and get their actionable advice!

Wes is the CEO and founder of “The Sales Whisperer” a platform in which he shares knowledge in sales and marketing. He also established himself as a CRM guru as he helps companies choose the CRM that fits their sales cycle best. In this episode, Wes discusses how CRMs have evolved and how to maximize their utilization.

Here are some of the topics covered in this episode:

Why the stand-alone CRM is dead
What to consider when choosing a CRM
How to make sure sales reps actually utilize the company’s CRM
In what situations you might need a CRM consultant

About the Guest:

Wes is CEO and founder of “The Sales Whisperer”, a sales training, marketing, and consulting firm. He established himself as a CRM guru through books and talks he gave. Wes is a certified partner on HubSpot, Ontraport, and Infusionsoft. He put his knowledge of the field to use by helping businesses choose and implement CRMs.

Take the free quiz to find out what CRM would be best for you - bestcrmforme.com

Website - https://www.thesaleswhisperer.com/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Distance Learning: Ultimate Benefits of Online Sales Training - Outside Sales Talk with Richard Harris

Wed, 27 May 2020 10:00:00 -0700

Richard Harris is an expert Sales Consultant, he has over 20 years of technology and SaaS experience in sales training, operations, and sales leadership. Richard is the Director of Sales Consulting and Training for Sales Hacker. He is also the co-host of the Surf & Sales podcast. In this episode, Richard explains how salespeople can benefit from online sales training.

Here are some of the topics covered in this episode:

Richard’s secret formula for a winning online sales training program
How to successfully integrate coaching into your online training plan
Top tips to keep reps motivated during an online sales training session
The best tools salespeople can use to improve their training experience

About the Guest:
Richard Harris has built, led, and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Some of the companies that he consults for include Mashery, Spanning, Outbound Engine, TopOpps, Village Voice Media, Riverdeep, DotNext Inc., Telecom Inc., and many more. Richard is also a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference.

LinkedIn: https://www.linkedin.com/in/rharris415/
Phone number: 4155969149
Email: richard@theharrisconsultinggroup.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Secrets to Standing out and Selling on LinkedIn - Outside Sales Talk with Viveka von Rosen

Wed, 20 May 2020 10:00:00 -0700

Viveka von Rosen, internationally known as the “LinkedIn Expert,” works with B2B companies and executives helping them achieve business success through the use of LinkedIn. She is also the co-founder of Vengreso, a platform that delivers digital sales transformation for increased revenue results. Viveka has been listed as a Top Social Media Influencer in Forbes for the past four years, and is author of “LinkedIn Marketing: An Hour a Day” for Wiley and “LinkedIn: 101 Ways to Rock Your Personal Brand.” In this episode, Viveka explains how you can use LinkedIn to amplify your brand as a salesperson.

Here are some of the topics covered in this episode:

How to prospect effectively from home
Which hidden LinkedIn features you should be using
The common mistakes you should avoid
How to make your profile stand out from the crowd
Viveka’s 2-step referral method

About the Guest:

Viveka von Rosen is co-founder and CVO (Chief Visibility Officer) of Vengreso. She is a contributor to LinkedIn’s official Sales and Marketing blogs, and their “Sophisticated Marketer’s” Guide. She is also a contributor to publications such as Fast Company, Forbes, Money, Entrepreneur, and The Social Media Examiner to name a few. Viveka uses the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training. Through her training, she has provided over 100,000 people with the tools and strategies they need to succeed on LinkedIn.

LinkedIn - https://www.linkedin.com/in/linkedinexpert

Twitter - https://twitter.com/LinkedInExpert

Email - Viveka@vengreso.com

Website - https://vengreso.com/

Course: http://moresalescalls.com/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Driving Sales Momentum with Effective Prospecting - Outside Sales Talk with Dave Kurlan

Wed, 13 May 2020 10:00:00 -0700

Dave Kurlan is the founder and CEO of Objective Management Group, the leading developer of sales assessment tools. He is also the founder and CEO of Kurlan & Associates, a full-service sales, sales management consulting and training firm.

Dave is the best-selling author of “Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball”. In this episode, Dave explains how salespeople can prospect effectively to generate sales momentum.

Here are some of the topics covered in this episode:

Dave’s secret tip to break the ice with prospects during cold-calls
Top tips to make prospect qualification meetings more enjoyable and natural
The best ways to establish emotional connections during cold-calls
How to shift prospects from thinking of your solution as a “nice to have” to a “must-have”

About the Guest:

Dave Kurlan is a best selling author, top-rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015. He was inducted into the Sales & Marketing Hall of Fame in 2012. Dave’s company, Objective Management Group, was named the Top Sales Assessment Tool for 2011 - 2015.

He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching, and consulting.

Dave has been a top-rated speaker at Inc. Magazine's Conference on Growing the Company, the Fortune Sales & Marketing Summit, the Sales & Marketing Management Magazine's Sales Management Conference, Sales 2.0 Conference, Inbound 2014, and hundreds of other events.

LinkedIn - https://www.linkedin.com/in/davekurlan/

Dave’s Award-Winning Blog - http://www.omghub.com/salesdevelopmentblog

Email - dkurlan@objectivemanagement.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

What it Takes to Be a Virtual Selling Hero - Outside Sales Talk with Craig Wortmann

Wed, 06 May 2020 12:20:31 -0700

Craig Wortmann, the Founder and CEO of Sales Engine, has been a professional sales person for 25 years. He is the author of What’s Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. Craig is also a Clinical Professor of Entrepreneurship at Northwestern University’s Kellogg School of Management and the Founder of the new Kellogg Sales Institute. Craig designed, developed and teaches the award-winning course called “Entrepreneurial Selling,” ranked by Inc. Magazine as one of the “Top Ten” courses in the country. In this episode, Craig explains how salespeople can become exceptional virtual sellers.

Here are some of the topics covered in this episode:

Why prospecting should be increased during this time
Tips for keeping virtual meetings with prospects snappy
How to stop a prospect from ghosting you
The secret ingredients in a great virtual presentation

About the Guest:

Over the last twenty-five years, Craig has developed a set of sales and leadership tools critical to delivering results. This became the cornerstone of Sales Engine Inc. At Northwestern University’s Kellogg School of Management, Craig won the Faculty Excellence Award, given to the professor who has had the most positive impact on the students.

In May 2018, Craig launched The Art of Sales: Mastering the Selling Process, a four-part Massive Open Online Course (MOOC) Specialization with Coursera. The purpose of the online MOOC is to become as efficient and effective at selling as possible. In addition, he serves as an Operating Partner at Pritzker Group Venture Capital where he helps grow the sales engines of its portfolio companies.

LinkedIn - https://www.linkedin.com/in/craigwortmann/

Twitter - https://twitter.com/craigwortmann

Instagram - https://www.instagram.com/craigwortmann/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Why Athletes Win - Tactics to Become a Sales Superstar - Outside Sales Talk with Ian Altman

Thu, 23 Apr 2020 10:00:00 -0700

In today's episode, Steve has a BIG announcement - The Sales Hall of Fame is here!

This is a platform to celebrate the sales leaders who have inspired all of us! Curious to see who the first inductees are? Check them out here!

(Hint: If you listen to today's OST episode, you may find a very familiar face in there...)

Ian Altman is a CEO, keynote speaker, and sales advisor. He co-authored the best selling book “Same Side Selling”. Ian also hosts the popular Same Side Selling Podcast. In this episode, Ian explains how salespeople can improve their skills by following athletes’ tactics.

Here are some of the topics covered in this episode:

The secret tips salespeople must learn from athletes
How to identify the right prospects for your business
Tips for reps to overcome their resistance to practice
The key principles of a successful role-play session

About the Guest:

Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. His business helps B2B companies improve their sales strategy and achieve strategic growth, from zero to over $1 billion in value.

Seth Godin, recommends Ian’s book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988. You can also find hundreds of Ian's articles on Inc and Forbes.

LinkedIn - https://www.linkedin.com/in/ianaltman/

Website - https://www.ianaltman.com/

Get exclusive access to the Same Side Selling Academy resources: https://samesidesellingacademy.com/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Don't Panic! - Here's How you Can Still Close Deals While Remote - Outside Sales Talk with Tom Pisello

Wed, 15 Apr 2020 10:00:00 -0700

Tom is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He is Mediafly’s Chief Evangelist, and he focuses on developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. In this episode, Tom covers how field salespeople can effectively navigate this crisis, with tips for sales managers on how to best adapt to the new work dynamic.

Here are some of the topics covered in this episode:

How field salespeople can provide meaningful value during this time
How to make the buyer's journey easier amidst tightening budgets
Tips for reps to meet quota and show accountability
Daily habits and routines for working remotely
Ways to maintain a winning mindset

About the Guest:

Over the past decade, Tom has engaged in the launching and maturing of several innovative technology companies. During his role as Managing VP of Gartner, he played a major role in making Gartner into the industry standard it is today. Today Tom is the Chief Evangelist at Mediafly and the Founder of the Evolved Selling Institute.

LinkedIn - https://www.linkedin.com/in/tompisello/

Website - https://www.evolvedselling.com/ - Evolved Selling Institute, has interactive tools, free books during the Coronavirus, & provides a great community during this time

Listen to more episodes of the Outside Sales Talk here and watch the video here!

P.S.: Don’t miss Steve’s announcement about a new project we’re releasing next week. It’s going to be a way to celebrate the top sales leaders that have inspired all of us.

Stay tuned to know more!

Leveraging your Online Reputation to Increase Sales - Outside Sales Talk with George Leith

Wed, 08 Apr 2020 11:15:38 -0700

George is the CEO at Vendasta, an award-winning platform that helps companies sell digital marketing solutions to local businesses. With more than 30 years’ experience in sales, George helps businesses to adapt their sales and marketing strategies to the digital era. In this episode, George discusses how important a salesperson’s online presence has become and how to leverage it.

Here are some of the topics covered in this episode:

How the digital age has changed our relationship with customers
Tips on how to instantly improve your online presence
How to deal with negative online reviews
Where does your online strategy fits in your sales process

About the Guest:

Apart from his role at Vendasta, George is also the host of the Conquer Local podcast, where he aims to help organizations sell digital solutions to SMBs by providing them insider knowledge and best practices from industry experts.

LinkedIn - https://www.linkedin.com/in/georgeleith/

https://www.conquerlocal.com & https://www.conquerlocal.com/podcast/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Coronavirus - How Your Sales Team Can Stay Successful - Outside Sales Talk with Jim Pancero

Wed, 25 Mar 2020 10:00:00 -0700

Jim Pancero has lived through five market disruptions and has mastered the art of leading a sales team through these unpredictable times. In this episode, Jim gives us some tips on how to navigate through the Coronavirus health crisis as sales professionals.

Here are some of the topics covered in this episode:

How to utilize this downtime to keep market share and even build a competitive edge
The way a manager can help their reps get proactive and work harder
How to maintain a strong bond with existing customers
Why it is important to continue prospecting and how to do it

About the Guest:

Jim Pancero is a Sales Speaker who has guided sales professionals in more than 80 different industries. He has been chosen to be part of the Speakers Hall of Fame of the National Speakers Association. Through his talks and workshops, Jim helps sales teams to increase their personal “Powerhouse Selling Advantage.”

Pancero.com/virus

Pancero.com

LinkedIn - https://www.linkedin.com/in/jimpancero/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Building Influential Connections in Sales - Outside Sales Talk with Ron Carucci

Wed, 18 Mar 2020 10:00:00 -0700

Ron Carucci is the co-founder and managing partner at Navalent, a leadership development, and strategy consulting firm. He has a 30-year track record helping some of the world’s most influential executives tackle challenges of strategy, organization, and leadership. In this episode, Ron shares his own idea of selling and what part can a salesperson play exactly.

Here are some of the topics covered in this episode:

Why it is important to help first, then sell
How to view selling as a relationship and not a transaction
The steps to take actively listen to your prospects and understand their perspective
How to become a protagonist in your prospect’s story

About the Guest:

Ron is the co-founder and managing partner at Navalent, where he offers his guidance to some Fortune 10’s CEO, on topics such as business strategy, organization, and leadership. He is also a bestselling author of 8 books and regularly contributes to prestigious business publications such as HBR or Forbes.

Website: navalent.com - with a free e-book to download

LinkedIn: https://www.linkedin.com/in/roncarucci/

Twitter: https://twitter.com/RonCarucci

Forbes article: https://www.forbes.com/sites/roncarucci/2017/05/22/deep-connections-like-these-will-make-you-very-influential/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Breaking Boundaries in Remote Work - Outside Sales Talk with Liam Martin

Wed, 04 Mar 2020 10:00:00 -0700

Liam Martin has founded multiple businesses and has turned into an advocate for remote work. He is passionate about learning how people work and thus created Running Remote, the world’s largest remote work conference. In this episode, Liam teaches us how to gain advantage of remote work, whether as a sales rep or a manager.

Here are some of the topics covered in this episode:

Remote work in its actual form
How to overcome the downsides remote work can generate
Why is remote work crucial for the future of salespeople
How to manage remote sales reps

About the Guest:

Liam Martin is the co-founder of Time Doctor, a tool that provides time-use analytics for companies. He also co-founded staff.com, a company that concentrates on providing companies with long-term outsourced labor relationships, and Running Remote, the world’s largest remote work conference.

Website: timedoctor.com

runningremote.com/liam

Youtube: youtube.com/runningremote

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Selling with Comedy - Using Humor to Seal the Deal - Outside Sales Talk with Jon Selig

Wed, 26 Feb 2020 11:25:00 -0700

Jon Selig has over 10 years of experience in sales. He now offers comedy writings for sales teams, training and workshops. In this episode, Jon digs on how humour can be used to overcome common difficulties encountered by salespeople.

Here are some of the topics covered in this episode:

How to use a good joke to capture your prospects’ attention
Why humour is one of the best way to break the ice
The best way to formulate a joke
Learn how to “roast your prospect’s pain”

About the Guest:

Website: http://jonselig.com/

LinkedIn: https://www.linkedin.com/in/jonselig/?originalSubdomain=ca

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Green Rush: Sales in the Emerging Cannabis Industry - Outside Sales Talk with Francesca Vavala

Wed, 12 Feb 2020 10:00:00 -0700

Francesca is a cannabis entrepreneur, advocate, and speaker. She’s the co-founder and marketing director at Alias Cann, an on-demand cannabis sales and marketing agency founded in 2017 out of Delaware. In this episode, she explains the particularities of the sales process in the upcoming cannabis industry.

Here are some of the topics covered in this episode:

The evolution and booming of the cannabis industry
The role of outside sales in the cannabis industry
The legal hurdles and other challenges concerning the cannabis industry
The reputation around the cannabis industry

About the Guest:

Website: https://www.aliascann.com/

Email: francesca@aliascann.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Actionable Customer Retention Tactics To Drive Repeat Sales - Outside Sales Talk with Alice Heiman

Wed, 05 Feb 2020 10:00:00 -0700

Alice Heiman is the founder and Chief Sales Officer at ‘Alice Heiman, LLC’, a sales consultancy, and has over 20 years of experience in sales strategy and coaching. She helps companies grow into profitable and powerful businesses using detailed strategies. In this episode, Alice delivers some of her best tactics to ensure healthy and strong relationships with customers and turn them into advocates for any business.

Here are some of the topics covered in this episode:

The steps to transform a satisfied customer into a loyal one
What are the right questions to ask to understand your customers’ needs
Why team selling is better than assigning separate tasks to separate reps
How important it is to remember that buyers are human too

About the Guest:

Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ a sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales and helps them accelerate business growth. She is also the co-founder and CRO of TradeShow Makeover, a program that provides winning strategies for closing deals at trade shows.

Website: aliceheiman.com

LinkedIn: https://www.linkedin.com/in/aliceheiman/ Send her a message saying you heard her on the Outside Sales Talk podcast

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Sell with Authenticity and Build Trust with Anyone - Outside Sales Talk with Shari Levitin

Wed, 22 Jan 2020 10:00:00 -0700

Shari is the founder of the Shari Levitin Group and the bestselling author of “Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know,” now in over four languages. As CEO of Levitin Group, she has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari has been awarded as one of LinkedIn’s Top Ten voices in sales in 2019, and was premiered in the Salesforce film “The Story of Sales”. In this episode, Shari shares her secrets to uncover customer’s emotions and sell more effectively.

Here are some of the topics covered in this episode:

How to use stories to create a feeling of emotion and a sense of urgency
The top skills salespeople need to master to get trust from customers
How to use empathy, reliability, and integrity to sell with authenticity
How to ask the right questions to build rapport with customers

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

LinkedIn: https://www.linkedin.com/in/sharilevitin/

E-mail: shari@sharilevitin.com

"Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know"

Get a free quiz to discover if you lead with empathy or courage: Text “Heart and Sell” to 31996

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Multiplying Success with Sales Career Growth - Outside Sales Talk with Mark Roberge

Thu, 16 Jan 2020 17:52:24 -0700

Mark Roberge is the former CRO of Hubspot, a marketing enablement company to which he contributed a revenue increase of over 6,000%. He now delivers his Sales Acceleration Formula at Harvard, in his book, and in this podcast.

Here are some of the topics covered in this episode:

Why we should all dedicate time to personal development
How to fit your buyer’s needs and be a better seller
The step to follow to draft an efficient sales process
The impact of technology in the sales funnel

About the Guest:

Mark Roberge is the former CRO of Hubspot, and now a lecturer at Harvard BS and MD of Stage 2 Capital, a venture capital fund. He is also the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. He was named one of Forbes' Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010.

LinkedIn: https://www.linkedin.com/in/markroberge/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Seeking Success in the Modern Sales World - Outside Sales Talk with Kim Orlesky

Wed, 18 Dec 2019 10:50:50 -0700

Kim Orlesky is the president of KO Advantage group where she delivers valuable sales tips for B2B businesses. She is also a three-time author and a motivational speaker.

Here are some of the topics covered in this episode:

How to avoid burn-out as sales reps
Why it is important to switch to a new paradigm in sales
The importance of remaining curious and staying far from assumptions
Why we shouldn’t focus on the clients’ problems, but rather on their aspiration.

About the Guest:

Kim is a leading sales coach, three-time author, international speaker, and podcast host. She is the president of KO Advantage group, the fastest growing sales training company focused on high-value B2B services.

LinkedIn: https://www.linkedin.com/in/kimorlesky/?originalSubdomain=ca

Sell More Faster: https://www.amazon.com/Sell-More-Faster-Premium-Solution/dp/0998890529

Podbean: Listen to more episodes of the Outside Sales Talk here

Collaborative Selling - Working with Buyers to Sell your Best - Outside Sales Talk with Tim Sullivan

Wed, 11 Dec 2019 10:00:00 -0700

Tim has over 30 years of experience in increasing sales organizations' performance. He has developed processes to refine the buyer-seller relationship and maximize the chances of selling. In this episode, Tim delivers some of his top tips to understand and suit present-day buyer needs.

Here are some of the topics covered in this episode:

How buying behavior is changing
What is expected of the modern seller
The need for salespeople to create their own brand to succeed
Why the “one strategy fits all” selling strategy is overrated

About the Guest:

Tim Sullivan is Corporate Vice President of Business Development at Sales Performance International. He authored several books on sales practices, including “The Collaborative Sale” and “The Solution Selling Fieldbook”. Tim has over three decades of experience working to improve the performance of sales organizations.

The Collaborative Sale - https://www.amazon.com/Collaborative-Sale-Solution-Selling-Driven/dp/1118872428

www.spisales.com - blog & white papers

tsullivan@spisales.com

704-227-6500

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Radical Path to Sales Enlightenment - Outside Sales Talk with Scott Leese

Wed, 04 Dec 2019 10:00:00 -0700

Scott is a top start-up sales leader and the best-selling author of “Addicted to the Process”. He’s the founder and CEO of Scott Leese Consulting, a firm that has helped companies scaling from $0 - $25m ARR. He is also the founder of Surf and Sales, a company that provides an alternative to standard sales conferences by providing deeper learning and meaningful relationships while learning to surf in a paradise destination. In this episode, Scott shares his two decades of sales and leadership experience and reveals his process to achieve sales success.

Here are some of the topics covered in this episode:

How to be more confident and take effective decisions
Top tips for better work-life balance
The best habits to build a mindset for success
How to use the addiction model to close deals like a pro

About the Guest:

Based in Austin, TX, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, and a highly sought-after consultant, adviser, leader, and sales trainer. He has been Senior Vice President of Sales at Qualia and OutboundEngine, as well as Vice President of Sales at Main Street Hub. Scott has spent his entire professional career building and scaling sales orgs at SaaS companies and has a proven track record of lifting organizations to new heights.

LinkedIn: https://www.linkedin.com/in/scottleese/

Websites:

http://www.scottleeseconsulting.com/

https://www.surfandsales.com/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Powerful Personal Branding the Boosts Sales - Outside Sales Talk with Elinor Stutz

Wed, 20 Nov 2019 10:00:00 -0700

Elinor is a best-selling author, motivational speaker, and Sales blogger. Her book, Nice Girls DO Get the Sale: Relationship Building that Gets Results, is an international best-seller featured in TIME Magazine and on CBS news. In this episode, Elinor describes the importance of personal branding when it comes to your sales career.

Here are some of the topics covered in this episode:

What your personal brand is and how to develop it
How being “personably professional” can create more sales opportunities
The importance of treating everyone you meet with respect
How to stand out in a sales industry filled with bold personalities

About the Guest:

Elinor is a motivational speaker and sales trainer for Smoothsale.net, a website dedicated to teaching others how to achieve their own success through sales, entrepreneurial, and marketing communication skills combined. Elinor has written 3 books, including her most recent “HIRED!”, which explains the best practices for selling yourself in sales interviews.

LinkedIn: https://www.linkedin.com/in/elinorstutz/

Website: https://smoothsale.net/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Secret 3 Actions for Sales Teams to Meet Quotas - Outside Sales Talk with Alice Kemper

Wed, 13 Nov 2019 10:15:00 -0700

Alice is a sales and leadership consultant, author, and speaker with more than 36 years of experience in the industry. She is the president of Sales Training Consultants, a company that specializes in sales and leadership training solutions as well as the founder of Sales Training Werks, a do-it-yourself sales training solution. In this episode, Alice goes over her three tried and true actions to help sales teams meet their quotas consistently.

Here are some of the topics covered in this episode:

Why managers participating in ride alongs is so important
How to alter your leadership style for different types of sales reps
Tips for giving your sales reps the most effective feedback
Advice for Women sales managers in today’s world

About the Guest:

After transitioning from teaching to a career in sales, Alice found success quickly, becoming only the 3rd woman to be promoted to a management role in a company with 870 sales representatives. Over the next 15 years, Alice became recognized as a top sales distributor for two leading sales training organizations. Her latest business, SalesTrainingWerks.com, focuses on training sales reps to achieve sales quotas consistently. Alice was recently listed in Crazy Call’s Top 18 Most Influential Women in the Sales World 2019.

LinkedIn: https://www.linkedin.com/in/alicekemper/

Website: https://www.salestrainingwerks.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Automating Signature-Grabbing Sales Proposals - Outside Sales Talk with Adam Hempenstall

Wed, 30 Oct 2019 10:23:00 -0700

Adam Hempenstall is the CEO of Better Proposals and has led to over $500,000,000 of sales won using the software. His solution allows salespeople to close more deals through automating the process of creating effective proposals. In this episode, Adam explains how automating the proposal process will make its delivery impactful and efficient.

Here are some of the topics covered in this episode:

The best tips to create a powerful introduction for your proposal
Why empathizing with the prospect is key during a proposal
How automation helps you spend time on what matters most
The importance of following up in a timely fashion

About the Guest:

Adam started his career in web design at age 14. He is now the founder and CEO of Better Proposals, which helps business owners and salespeople close more deals through automating the process of creating effective proposals. He also manages the Better Proposals marketing team to help grow the business. Adam has written 4 books, including ‘Automate Your Business.’

He has published articles in Medium, ReadWrite, and LinkedIn.

LinkedIn: https://www.linkedin.com/in/adam-hempenstall-9b774931/

Website: https://betterproposals.io/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Triple your Qualified Leads While on the Road - Outside Sales Talk with Shawn Finder

Wed, 23 Oct 2019 10:06:00 -0700

Shawn Finder is the founder and CEO of Autoklose, a revolutionary outbound sales automation platform. He is also the author of "The B2B Sales Handbook" and has been named a Top 25 Sales Engagement influencer. In this episode, Shawn explains how to use automation tools to get more qualified leads and keep your sales process ongoing!

Here are some of the topics covered in this episode:

How sales reps can find time to generate qualified leads
The best tools to save time and automate your tasks
How to ensure a great follow-up with your prospects
Tips to get in front of decision makers and identify their pain points

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Shawn was one of North America’s top tennis players before getting his MBA and starting a career in sales. He stepped into the entrepreneurial world at the age of 24 and discovered that selling was his passion. In 2013, Shawn founded ExchangeLeads, a list-building company that helps salespeople build quality lists for reaching out to new prospects. He created Autoklose in 2018 to help salespeople save time and automate their tasks.

LinkedIn: https://www.linkedin.com/in/shawnfinder/

E-mail: shawn@autoklose.com

Website: www.autoklose.com

Download for free "The B2B Sales Handbook": https://autoklose.com/books/b2bsales

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Insider Tips on Being a Successful Sales Leader - Outside Sales Talk with Bill Caskey & Bryan Neale

Wed, 09 Oct 2019 10:08:40 -0700

Bill Caskey and Bryan Neale are Sales coaches and speakers, they co-hosts the Advanced Selling Podcast, a Top 30 Business Podcast on iTunes and one of the “19 podcasts worth more than an MBA” according to Inc. In this episode, Bill and Bryan show how to be a great leader and drive your team for success.

Here are some of the topics covered in this episode:

How to develop a leadership mindset and become a “follow-able” leader
The secrets to build a healthy and successful team culture
The best ways to encourage reps to take on leadership roles
How to shift focus from your customer to your team

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guests:

Bryan Neale is a sales trainer and coach, who has helped B2B teams, managers, and CEOs for over 20 years. He is the CEO of Blind Zebra, a company that helps people take action on things they "say" they want to do but haven't actually "done" anything yet. Bryan is also an NFL referee and loves training teams about the similarities between sales and football.

Bryan’s LinkedIn: https://www.linkedin.com/in/bryanneale/

Bill Caskey is a sales coach leader who has written several books, including Same Game New Rules. He is also the creator of the 2X Group and World Class Sales Leader Masterminds. Bill is currently the president and founder of Caskey Achievement Strategies, a company which focused solely on developing B2B sales and leadership teams.

Bill’s LinkedIn: https://www.linkedin.com/in/billcaskey/

Listen to Bill and Bryan’s podcast: https://advancedsellingpodcast.com/

Listen to more episodes of the Outside Sales Talk here and watch all videos here

Building Your Sales Dream Team - Outside Sales Talk with Mike Fossi

Wed, 02 Oct 2019 10:12:00 -0700

Mike Fossi is the Head of Sales at Rainmakers, a career marketplace for salespeople. With Rainmakers, he is aiming to fix the hiring process in Sales. Mike helps clients use software to find candidates that are top in their field, and are currently interested in new opportunities. In this episode, he shares how companies can source the best talent in Sales.

Here are some of the topics covered in this episode:

What to look for in a salesperson’s resume
How to interview candidates for a sales position
How salespeople can increase the chances of landing their dream job
Tips to discover sales talent

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the guest:

Mike Fossi is the Head of Sales at Rainmakers. After studying at the University of California, Santa Barbara, he focused on Sales and now has more than 10 years of experience in the area. Mike has managed accounts for companies such as LinkedIn, Salesforce, or Hired. He is specialized on Account and People Management, as well as identifying and retaining top talent.

Contact the Guest:

LinkedIn: https://www.linkedin.com/in/michaelfossi/

Email: mike.fossi@rainmakers.co

Website: https://www.rainmakers.co/

Check out the video and more episodes of the Outside Sales Talk here!

The Compelling Proposal: Make the Customer Choose You - Outside Sales Talk with Steve Thompson

Wed, 18 Sep 2019 15:45:18 -0700

Steve Thompson is the founder and managing partner at Value Lifecycle, a B2B deal training and consulting firm. Over the course of his career, he has helped close more than $15 billion in B2B deals in over 120 different industries. Steve is also the author of multiple books guiding salespeople through the “Value Lifecycle”. His latest book, “The Compelling Proposal”, focuses on how to deliver actual value to your prospects. In this episode, he explains how salespeople can close more deals by creating the perfect proposal.

Here are some of the topics covered in this episode:

Why most proposals do not help the buyer make an informed decision
What salespeople should focus on when writing a proposal
Tips to build long-term relationships between buyers and sellers
How to create a great proposal in 7 slides

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the guest:

Steve Thompson is a sales consultant, coach, and author. He holds an MBA degree from the Kellogg School of Management, has over 30 years of experience in Sales and has helped closed more than $15 billion in deals. As the CEO and founder of Value Lifecycle, Steve works with buying and selling programs around the globe. With his company, he helps organizations develop and present great value propositions to customers, and navigates them through negotiations.

Website: www.valuelifecycle.com

LinkedIn: www.linkedin.com/in/steve-thompson-61913b17/ - check out his articles

Email: steve@valuelifecycle.com - questions about sales, need help with deals

Youtube: Check out more episodes of the Outside Sales Talk here!

Crafting a Predictable Sales Pipeline - Outside Sales Talk with Jason Bay

Wed, 11 Sep 2019 10:00:00 -0700

Jason Bay is the Co-founder of Blissful Prospecting, a company that helps B2B sales reps, SMBs, and nonprofits create sustainable revenue growth. At Blissful Prospecting, he's in charge of growing the company through marketing and sales efforts. His sales experience dates back to 2008, having worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. In this episode, Jason explains how to build a predictable pipeline from scratch and to convert your prospects into valuable clients.

Here are some of the topics covered in this episode:

The best ways to keep your sales pipeline full using effective prospecting
How to take advantage of segmentation to communicate with prospects
Tips to empathize better with prospects
What is the R.E.P.L.Y method and how to use it to improve your outbound strategy

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

Contact the Guest:

Summary of the R.E.P.L.Y method: https://blissfulprospecting.com/outsidesales

LinkedIn: https://www.linkedin.com/in/jasondbay/

Website: https://blissfulprospecting.com

Email: jasonbay@blissfulprospecting.com

Youtube: Check out more episodes of the Outside Sales Talk here!

How to Win Mega Deals and Grow your Career - Outside Sales Talk with Jamal Reimer

Wed, 28 Aug 2019 10:18:00 -0700

Jamal Reimer is a Strategic Account Manager at Oracle. He has closed over $150 million in SaaS revenue throughout his career and is an expert in closing mega deals worth more than $50 million. Jamal has over 30 years of experience in Sales. Today, he lives in Sweden and manages major accounts in the pharmaceutical industry.

Here are some of the topics covered in this episode:

How sales reps can build a daily routine to get in the right mindset
What sales reps can do to break through mental barriers
How mentorship can help close mega deals
Leveraging senior level execs to close bigger deals
How to prepare for a mega deal meeting

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals.

After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $150 million in Saas revenue and is one of the top performing managers at Oracle.

LinkedIn: https://www.linkedin.com/in/jamal-reimer/

The Sales Tribe (LinkedIn Group): https://www.linkedin.com/groups/8742602/

Book recommendations:

Blue Ocean Strategy by W. Chan Kim and Renée A. Mauborgne

How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke

Listen to more episodes of the Outside Sales Talk here and watch the video here

How to Create a Gender Balanced Sales Team & Skyrocket Sales - Outside Sales Talk with Jamie Crosbie

Wed, 21 Aug 2019 10:16:37 -0700

Jamie Crosbie is the CEO and Founder of ProActivate, a talent acquisition firm focused on sales and leadership talent. She is an active member of Women’s Business Enterprise National Council and Women Sales Pros among other business organizations. She is also the author of the book “The Power of 2, Exponential Sales Leadership”. In this episode, Jamie explains how to build a gender diverse sales team to drive excellence.

Here are some of the topics covered in this episode:

The benefits of having a gender balanced sales team
Where to find top performing sales women and the best practices to recruit them
How to communicate and empathise with women in sales
Mentoring women to promote them into leadership positions
How to create a more inclusive culture for women in sales

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Jamie has more than 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 12 years ago to provide business leaders with the components to win and promote excellence among their teams.She started her career in traditional recruiting firms primarily in sales leadership positions. The following five years were spent within online recruitment where she served as Vice President of Sales at Career Builder. Jamie is a certified speaker in The High Performance Mindset ® system, a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders.

Company website: https://proactivate.net/

Website: http://jamiecrosbie.com/

LinkedIn: https://www.linkedin.com/in/jamiecrosbie/

Twitter: @jmcrosbie

Phone number: +1 (214) 720-9922

Listen to more episodes of the Outside Sales Talk here and watch the video here.

Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales - Outside Sales Talk with Chris Voss

Wed, 07 Aug 2019 10:49:53 -0700

Chris Voss is the CEO of the Black Swan Group, a firm that works with companies and individuals to take their negotiation skills to the next level. He is a 24-year veteran of the FBI, and he retired as the lead international kidnapping negotiator. Chris is also the author of the national best-seller: "Never Split The Difference: Negotiating As If Your Life Depended On It," which was named one of the seven best books on negotiation. In this episode, Chris explains how to apply high-stake negotiation techniques to never lose a sale.

Here are some of the topics covered in this episode:

How to get your prospects to talk and reveal what they’re holding back
The secret behind encouraging your prospects to show off
The power of getting your prospect to say NO
Triggering the right questions to get true information
How to get your prospects to say “That’s right” instead of “You’re right”

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Chris was trained in the art of negotiation not only by the FBI but also by Scotland Yard and Harvard Law School. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Chris has lectured on negotiation at top business schools and universities across the US and has been seen on ABC, CBS, CNN, Fox News, and Forbes.

Website: https://blackswanltd.com/

LinkedIn: https://www.linkedin.com/in/christophervoss/

Subscribe to weekly newsletter: Text ‘fbiempathy’ to 22828 and reply with your email

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Top Sales Engagement Tactics for Outside Salespeople - Outside Sales Talk with Max Altschuler

Wed, 31 Jul 2019 09:56:45 -0700

Max Altschuler is the founder and CEO of Sales Hacker, a global digital media company for Sales professionals. He is also the Vice President of Marketing at Outreach, the leading Enterprise Sales Engagement platform. Max is the author of “Hacking Sales” and “Career Hacking for Millenials”. In this episode, he explains how salespeople can build engagement with a prospect to ‘be on the same team’.

Here are some of the topics covered in this episode:

How sales is becoming a science and how to take advantage of that
What salespeople can do to optimize their field prospecting
How to measure the quality of the relationship with a prospect or customer
Tips for salespeoples to increase efficiency in the field

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Max is an entrepreneur and salesman. With his interest in sales, psychology and technology, he is helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. Besides his managing roles at Outreach.io and Saleshacker, he is also the author of the bestselling book “Hacking Sales”. Max was also named one of LinkedIn Top Voices of 2018 for Sales.

Website: https://www.outreach.io

Educational resources: https://www.saleshacker.com/

LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Copy of his bestselling sales book: https://salesengagement.com/

Youtube: Listen to more episodes of the Outside Sales Talk here!

Podbean: Listen to more episodes of the Outside Sales Talk here and watch the video here!

Shift Selling: Turn Your Prospects into Customers - Outside Sales Talk with Craig Elias

Wed, 17 Jul 2019 11:44:59 -0700

Craig Elias is the creator of Trigger Event Selling™ and Chief Catalyst of SHiFT Selling, Inc. He is #1 in Canada and # 15 Globally on LinkedIn's List of Top 50 B2B Sales Experts. He is also the author of the book “Shift!: Harness the Trigger Events That Turn Prospects into Customers”. In this episode, Craig explains how to be 'first in" with decision-makers who are thinking of changing vendors to close all of your deals.

Here are some of the topics covered in this episode:

Leveraging sales opportunities through Shift Selling
What are trigger events and how to take advantage of timing
How to make your solution the perfect fit with relationship building
Tips to improve your credibility and reduce each customer’s risk

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Craig is an Entrepreneur in Residence at Bow Valley College and Advisory Board Member at SXSW and Nudge.ai. He is also the 15th on the Forbes list of the most social salespeople on the planet. For almost 20 years, Craig used Trigger Event strategies to become a top sales performer at every company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. He received a bachelor of arts in Business and Computer Science at the University of Western Ontario and an MBA in Technology Commercialization & New Venture Creation at The University of Calgary.

Website: shiftselling.com

LinkedIn: www.linkedin.com/in/craigelias

YouTube: https://buff.ly/32sLlTj

Free copy of his award-winning sales book: https://shiftselling.com/book/friends/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Using Co-Creation to Develop Better Relationships & Win Bigger Deals

Wed, 10 Jul 2019 11:30:00 -0700

David Nour is a growth strategist, thought leader, and global keynote speaker on Relationship Economics. As a speaker, Nour examines relationships to drive business growth. He is also the author of the book “Co-Create: How Your Business Will Profit from Innovative and Strategic Collaboration”. In this episode, David explains how salespeople can drive growth by co-creating and intertwining success.

Here are some of the topics covered in this episode:

How salespeople can use co-create to improve
Building and utilizing strategic relationships in Sales
What a SUG list is and how it can help you get better every day
How leaders can enable sales teams to co-create

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

As a thought leader, growth strategist & speaker, David Nour is focussed on leveraging the value of relationships. With his team at The Nour Group, he provides insight that transforms relationships into a strategic asset in which a company can invest. He has been featured in The Wall Street Journal, The New York Times, Fast Company, Mashable, The Huffington Post, Entrepreneur, Success magazine and many others. He also wrote several books, including the bestselling Relationship Economics.

Website: NourGroup.com

LinkedIn: https://www.linkedin.com/in/davidnour/

Twitter: https://twitter.com/davidnour?lang=en

Instagram: https://www.instagram.com/davidnour/

YouTube: https://www.youtube.com/channel/UCdukMPf1_DtKsyd6fB087kA

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Break out of a Sales Slump - Outside Sales Talk with Chris Spurvey

Wed, 26 Jun 2019 10:30:00 -0700

Chris Spurvey is an entrepreneur, consultant and keynote speaker. He hosts the “It’s Time To Sell” podcast, which profiles entrepreneurs who have learned to sell their offering in a way that feels good for them and delivers results. He is also the author of the bestselling business book “It’s Time to Sell: Cultivating the Sales Mind-Set”. In this episode, Chris explains how salespeople can work on themselves and strive towards change to get back to success.

Here are some of the topics covered in this episode:

Taking action to prevent falling into a sales slump
How to achieve your goals by focusing on a vision
Getting back into a good mindset when in a sales slump
How sales managers can put a low-performing team back on track

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

As a consultant, speaker & coach, Chris Spurvey is focused on helping sales leaders and executive teams establish, refine and execute sales strategies and processes that get results. He is not only the author of the bestselling book “It’s Time to Sell: Cultivating the Sales Mind-Set”, but has also published his work on major platforms such as Forbes, LinkedIn and Inc. With his clients, he shares step-by-step strategies to close deals.

Website: chrisspurvey.com - Reach out to have a conversation around growing a sales culture!

LinkedIn: https://www.linkedin.com/in/chrisspurvey/

Podbean: Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Become Hyper-Connected in Outside Sales - Outside Sales Talk with David Fisher

Wed, 19 Jun 2019 10:30:00 -0700

David Fisher is a sales expert, professional keynote speaker, and best-selling author. He delivers the Hyper-Connected Selling program that focuses on the convergence of social selling, networking, and old-school sales skills. He is also the author of the book “Hyper-Connected Selling: Winning Business Through Personal Influence and Human Connection”.

In this episode, David explains how to engage with your prospects and customers to help them make better buying decisions.

Here are some of the topics covered in this episode:

How to keep in touch and stay top of mind with your prospects
Creating multiple points of contact by using modern tools
Providing your prospects with valuable insights instead of just information
How to bring in human connections that today’s technology cannot replicate

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

As a sales speaker, author & coach, David Fisher has made it his mission to ‘help professionals be better professionals’. Building on over 20 years of experience as an entrepreneur and sales professional, he focuses particularly on the area where social selling, relationship-building, and old-school sales skills converge.

He is the author of six best-selling books in the “Networking in the 21st century”- series.

Website: https://davidjpfisher.com

OST Landing Page: https://davidjpfisher.com/podcast/outsidesalestalk/

LinkedIn: https://www.linkedin.com/in/iamdfish/

Twitter: https://twitter.com/dfishrockstar

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Sales Improv: How to Get Past the Sales Script - Outside Sales Talk with Gina Trimarco

Wed, 05 Jun 2019 10:23:40 -0700

Gina Trimarco is the Founder of Pivot10 Results, a strategy and training company dedicated to help businesses shift from people problems to performance results. She is also the founder of the Carolina Improv Company, an improv comedy center for business training. Gina has developed a strong reputation as an expert sales & improv coach and is an official member of the Forbes Coaches Council. In this episode, Gina explains how to truly engage with your prospects utilizing improv.

Here are some of the topics covered in this episode:

How to practice spontaneous selling and engage with your buyers
The secret to deliver a successful pitch and connect better with customers
Going off script to effectively build rapport
Mastering silent moments to make the deal move forward
How to use improv to overcome sales objections

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Gina has a track-record of shifting businesses from low performance to outstanding revenue results. She has succeeded not only in Sales, but also in Marketing, Human Resources, and Operations. Besides managing the #1 Nightlife Attraction in Myrtle Beach - the Carolina Improv Company - Gina also hosts 2 successful podcasts: the Pivotal Leader Podcast & the Women Your Mother Warned You About Podcast.

Website: ginatrimarco.com

LinkedIn: https://www.linkedin.com/in/ginatrimarco/

Twitter: https://twitter.com/GinaTrimarco

Call: (843)597-6393

Pivot10Results: pivot10results.com

Carolina Improv Company: carolinaimprov.com

Get the best improv exercises for you and your team -

Email Gina here: gina@pivot10results.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Triangle Selling: Sales Fundamentals to Fuel Growth - Outside Sales Talk with Hilmon Sorey & Cory Bray

Wed, 29 May 2019 10:09:00 -0700

Hilmon Sorey and Cory Bray are the founders of ClozeLoop, a sales management consulting & training firm based in San Francisco. ClozeLoop shows executives how to apply frameworks which are rocket fuel for revenue growth. They have worked with thousands of salespeople and hundreds of companies worldwide to improve performance, process, and profitability. They have also written 4 best-selling books. In this episode, they reveal how to achieve long-term success in your sales team by using tactical frameworks that drive repeatable results.

Here are some of the topics covered in this episode:

How to replicate top sales practices across your team
The best time and way to ask for referrals
Sales fundamental tips to move a deal towards the close
How to keep momentum between meetings
Scaling your team with a sales process methodology

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

Where to find the Guests:

Company’s Website: https://www.clozeloop.com/

Cory’s LinkedIn: https://www.linkedin.com/in/buy-triangleselling/

Hilmon’s LinkedIn: https://www.linkedin.com/in/hilmonsorey/

Their books on Amazon: https://buff.ly/2EFWFBz

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them - Outside Sales Talk with Tim Wackel

Wed, 15 May 2019 09:48:00 -0700

Tim Wackel is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win, and keep customers for life. Tim is an expert B2B sales trainer, keynote speaker and executive presentation coach. He combines more than 25 years of successful sales leadership with specific client research. In this episode, Tim shares his first-hand tips on how to develop and deliver winning presentations.

Here are some of the topics covered in this episode:

How to target your presentations and engage your audience
Catching your listeners' attention from the start
The secret for a memorable presentation
Getting your audience to move forward to close the deal
Tips to create a visually compelling presentation

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Tim Wackel’s success as a speaker and trainer is built upon a lifetime of accomplishments and experiences that include - being recognized as the number one producer in a 10,000 person sales organization, helping lead a Silicon Valley startup through a successful IPO, and directing a 50 million dollar sales organization for a Fortune 500 Company. His list of clients includes organizations like Allstate, Cisco, Dow Chemical, Toshiba, Philips Healthcare, Hewlett Packard, Wells Fargo as well as many professional and trade associations.

Website: https://timwackel.com/

LinkedIn: https://www.linkedin.com/in/timwackel/

Phone number: +1 214-369-7722

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Get Started in Sales - Outside Sales Talk with Bob Etherington

Wed, 08 May 2019 10:16:00 -0700

Bob Etherington has been developing his reputation for sales success since the 1970’s in a career that has spanned many key global markets and several recessions. He now leads strategic sales programs for all levels of the selling profession. He is also the author of “Selling Skills for Complete Amateurs”. In this episode, Bob explains how to make your next sales pitch so compelling that your prospects want to pay you for your time.

Here are some of the topics covered in this episode:

Why you should start your sales career in a company with a great training system
How to get your prospects to talk themselves into a sale
The importance of listening skills in sales
The benefits of asking your prospects powerful questions
Tips to create value and avoid becoming a talking brochure

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: During his career, Bob has sold products and services from Houston to Tokyo and from Norway to Johannesburg. He was a Main Board Director of Reuters Transactions Services Ltd and since 2001 has run his own training company. He was recently guest of honor and keynote speaker at the annual UK conference of the Society of Sales Innovation. Bob is also the author of several best selling books, like “Cold Calling for Chickens”, “Presentation Skills for Quivering Wrecks”, “Negotiating Skills for Virgins” and “Selling Skills for Complete Amateurs”.

Website: https://www.bobetheringtongroup.com

Book Resources: https://buff.ly/2vz1ebK

E-mail: bob@bobetherington.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Why Sales People Must Create Their OWN Brand - Outside Sales Talk with John Crowley

Wed, 24 Apr 2019 10:05:00 -0700

John Crowley is the Co-founder and creator of the Knuckle Dragging Sales System. John started in pharmaceutical sales and rose through the ranks to VP of Sales for a Fortune 15 company. He now speaks to sales organizations helping other knuckle draggers as a sales coach and mentor. He is the author of ‘Knuckle Dragging Sales: Primitive process to make more money’. In this episode, John explains how to build a personal brand to take control of your career and make more money.

Here are some of the topics covered in this episode:

How to create a personal brand and involve it in all your interactions
Controlling the narrative around your brand and it’s evolution over time
Building a personal brand in alliance with the company’s goals to allow reps to sell more for the business
Tips to optimize your LinkedIn profile to get more sales
How to work with marketing to create content and customize it to your personal brand

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: John helps large sales organizations by delivering motivational and actionable keynotes and sales kickoff presentations so their salespeople leave excited to hit the field. He also guides mid-sized organizations to reorganize broken sales systems and create scalable sales infrastructures so they can scale and exit the business.

Another part of his work involves assisting sales professionals to avoid the Human Resources black hole and get in front of hiring managers so they can overcome their lack of experience. He advises sales professionals on how to develop an independent brand so they make more money and take back control of their career.

Get our exclusive eBook “How to Create a Killer LinkedIn Profile for Sales”: www.knuckledraggingsales.com/steve/

Website:www.knuckledraggingsales.com

Listen to more episodes of the Outside Sales Talk here

How to Become a Leader on your Sales Team - Outside Sales Talk with Jason Treu

Wed, 17 Apr 2019 10:11:00 -0700

Jason Treu coaches executives, managers and their teams to maximize their leadership potential and operate at peak performance. He's the best-selling author of Social Wealth, a how-to-guide on, building extraordinary business relationships, which has sold more than 45,000 copies. In this episode, Jason reveals his tips on how to become an extraordinary leader.

Here are some of the topics covered in this episode:

What is self awareness and how it affects leadership
How to build trust and create psychological safety
Getting the most of your relationships through feedback
How to improve team performance and employee engagement

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Jason Treu is a leadership, culture change, employee engagement, team building, and motivational keynote speaker. He provides coaching, speaking & workshops to develop great leaders and maximize employee engagement.

He had helped thousands of people achieving their most ambitious goals by becoming more self-aware, resilient, creative and confident. He advised leading organizations such as Google, Amazon, Southwest Airlines, Microsoft, Blue Cross Blue Shield, CareHere, E&Y, Worldwide Express, Gillette, Oracle & SMBs on how to improve leadership.

He was a featured speaker at TEDxWilmington 2017, where he debuted his breakthrough team building game “Cards Against Mundanity”

Get ‘Cards against Mundanity’ free game to build trust and team engagement: http://www.cardsagainstmundanity.com/

Website:Jasontreu.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Spear Selling: Tackling Account Based Sales - Outside Sales Talk with Jamie Shanks

Wed, 03 Apr 2019 09:08:00 -0700

Jamie Shanks is CEO of Sales for Life, the world's definitive social selling training and coaching company. He is a world leading social selling expert responsible for pioneering the space. Jamie is also the author of ‘SPEAR Selling’, the ultimate Account-Based Sales guide for the modern digital sales professional. In this episode, Jaime reveals the best ways to implement an account based selling strategy.

Here are some of the topics covered in this episode:

How to build a relationship with your customers by using account based selling
What is SPEAR Selling and how it helps you to effectively use account based selling
New ways to prospect to be ahead of your competition
Tips to activate your accounts faster by using videos

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Jamie Shanks is a world-leading Social Selling expert and CEO of Sales for Life, the world's definitive social selling training and coaching company. He has trained over 10,000's of sales professionals and leaders all around the world.

Jamie is the author of ‘SPEAR Selling’, the ultimate Account-based guide for the modern, digital seller and sales leader. The S.P.E.A.R. process helps companies to increase sales pipeline in key accounts.

He has also written the book "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer", which was #1 Amazon Hot New Release in Sales. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures.

Linkedin: linkedin.com/in/jamestshanks

Website: salesforlife.com

‘SPEAR Selling’ on Amazon : https://goo.gl/b9HYHL

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Elevate your Sales Team with Sales Enablement - Outside Sales Talk with Dave Lichtman

Wed, 27 Mar 2019 11:25:02 -0700

Dave Lichtman is the CEO & Founder of Enablematch, a boutique recruitment firm laser-focused on the highly-specialized and emerging field of Sales Enablement. Dave is a sales professional with over 20 years of experience and an acute understanding of the growing challenges employers face in recruiting top enablement talent. In this episode, Dave Lichtman shares his knowledge on sales enablement best practices and pushing excellence across the whole team.

Here are some of the topics covered in this episode:

The key responsibility of a sales enablement professional
The benefits of implementing a sales enablement process in your organization
The main things to look for when hiring for sales enablement
How to level-up your sales enablement team and measure your program

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Dave Lichtman is currently the CEO and founder of Enablematch, a company that uses its network and deep domain knowledge to carefully match companies with candidates who are a culture fit and have a track record of driving results.

He has had a successful track-record of transforming companies through technology. His deep background in sales and corporate training gave him the foundation to coach companies to re-imagine their sales enablement strategy. He was sales director at SalesHood during three and a half years.

Prior to SalesHood, Dave spent nine years at salesforce.com as a sales professional and a sales manager. He previously spent seven years as a buyer at the May Department Stores (now Macy’s Inc.); and five years QRS (now GXS) training its sales teams.

Linkedin: https://www.linkedin.com/in/davelichtman/

Email: dave@enablematch.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Secrets to Building Relationships in Outside Sales - Outside Sales Talk with John Chapin

Wed, 13 Mar 2019 11:04:06 -0700

John Chapin is an award winning sales speaker, author, trainer, and coach with over 31 years of extensive sales, customer service, and sales management experience.

In addition to being a number one sales rep for most of his 31+ years in sales, John also authored the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards). In this episode, John Chapin shares tips on building relationships with prospects and customers.

Here are some of the topics covered in this episode:

How to make connections with the people you’re selling to
Tips on making the best first impression
How to build relationships when multiple decision makers are involved
Repairing relationships that have weakened

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: John Chapin is a sales speaker and trainer at Complete Selling Inc. As a number one sales rep in three industries, John has sold products, services, tangibles, and intangibles locally, nationally, and internationally. His vast know-how is in both face-to-face and telemarketing sales. His market experience spans both business-to-business and individual consumers. John has sold both established and completely new, first-time-ever products and services for companies both large and small. Voted the second best public speaker in Massachusetts and Rhode Island and a member of the National speakers Association, John has delivered hundreds of presentations on sales, sales management, and motivation.

Double your sales in 12 month with John Chapin

Email: Johnchapin@competeselling.com

Website: https://www.completeselling.com/

Blog - Learn Sales Tips: https://www.completeselling.com/blog/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Deal Killing Obstacles in B2B Sales - Outside Sales Talk with Thomas Williams & Thomas Saine

Wed, 27 Feb 2019 11:02:00 -0700

Tom Williams and Tom Saine are the authors of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.

Here are some of the topics covered in this episode:

Top challenges in B2B sales today
Stakeholder mapping
How to sell to large groups or committees
Getting past the gatekeeper

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.

Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.

Website: https://strategicdynamicsfirm.com/

LinkedIn - Tom Williams: https://www.linkedin.com/in/thomasjwilliams/

LinkedIn - Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/

Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029

Listen to more episodes of the Outside Sales Talk here!

How Ultra-High Performers Use Time Management - Outside Sales Talk with Jeb Blount

Wed, 13 Feb 2019 11:02:00 -0700

Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson.

Here are some of the topics covered in this episode:

Organize your calendar to optimize certain activities
Prioritize the most important sales tasks
Use Golden Hours to their full advantage
How to coach your team on time management

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.

Website: Salesgravy.com

Youtube: www.youtube.com/user/salesgravy

LinkedIn: www.linkedin.com/in/jebblount

Twitter: @SalesGravy

Facebook: @SalesGravy

Instagram: @SalesGravy

Listen to more episodes of the Outside Sales Talk here and watch the video here.

How to Close Larger Sales - Outside Sales Talk with Terry Hansen

Wed, 30 Jan 2019 11:05:01 -0700

Terry Hansen is the president of the Hansen Group and has been helping organizations increase their sales success for over a decade. His strategies for improving Sales Performance have been used by organizations in many B2B industries. As a keynote speaker and workshop presenter, he conducts hundreds of presentations each year for businesses all over the country. In this episode, Terry shares how you can increase your deal size.

Here are some of the topics covered in this episode:

Customer expectations
Warning signs a prospect might not close
How to use the PIMAT system
Tips to closing larger deals more consistently

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Terry is the President of Hansen Group Company, a sales performance improvement firm, and the creator of Hansen University. For over a decade, Terry Hansen has helped startups, non-profits and seasoned businesses in many industries find more prospects, close more sales and retain customers longer.

Terry conducts about 300 lectures, trainings and speeches each year and has recognized with several awards for his outstanding achievements. He has authored several articles for industry magazines and produced over 60 hours online training courses for sales professionals and sales managers.

LinkedIn: https://www.linkedin.com/in/terrylhansen/

Get access to B2B Sales Training courses http://bit.ly/B2BSellingCourse

Take a FREE comprehensive Sales Performance Assessment: https://hansenuniversity.outgrow.us/Gap

Website: hansengroupcompany.com

Email: Terry@HansenGroupCompany.com

Listen to more episodes of the Outside Sales Talk here and watch the episode here

How to Create a High-Performing Sales Culture - Outside Sales Talk with Keith Rosen

Wed, 16 Jan 2019 11:00:00 -0700

Keith Rosen is the CEO of ‘Profit Builders’, an award-winning talent development organization focused on supporting and training salespeople and managers.

With his proven methods, he is helping them transform into elite coaches and develop top performing cultures. He is also a keynote speaker and author of several books, including his latest one called “Sales Leadership”. In this episode, Keith shares tips on creating the best sales culture for your company.

Here are some of the topics covered in this episode:

How to turn managers & reps into coaches
What is broken with coaching
Learn to use field observation
Why you should lead with questions
Build a culture of coaches

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Keith Rosen is a globally recognized authority on sales and leadership and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. He has delivered his programs to hundreds of thousands of people in practically every industry in over 75 countries.

Keith has written several best-sellers, including Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of five international best book awards and the #1 best-selling sales management book on Amazon since 2010. Inc. and Fast Company named Rosen one of the five most influential executive coaches. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.

Company Website: Coachquest.com

Website: Keithrosen.com - Blogs, Templates, and Podcasts

Email: keithr@keithrosen.com

Listen to more episodes of the Outside Sales Talk here

How to Master your Sales Presentations - Outside Sales Talk with Victor Antonio

Wed, 02 Jan 2019 11:00:00 -0700

Victor Antonio is an author of 13 books on sales and motivation and recently launched the Sales Mastery Academy learning platform with 300+ videos. He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank), Rudy Giuliani, Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos). In this episode, Victor shares tactics for sales presentations that actually close.

Here are some of the topics covered in this episode:

Understand the entire sales presentation process
How to get in front of any objection
The Hero Story & how to gain the confidence of your prospect
Why salespeople are value merchants
Close from the start

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Victor Antonio earned a B.S. in Electrical Engineering and then an MBA, leading him to build a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420Million company. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.

Victor is an expert on giving talks about sales and has written many books on sales tactics and motivation. He recently published his new book, "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling".

Youtube: https://www.youtube.com/user/salesinfluence/featured

Website: Victorantonio.com - Sales Mastery Academy

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Art of the Slow Sale - Outside Sales Talk with Brandon Bruce

Wed, 12 Dec 2018 11:00:00 -0700

Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Brandon has grown Cirrus as a lightly-funded distributed company with scrappy tactics in the same industry as billion-dollar software companies and competitors with tens of millions in funding! From his sales experience at Cirrus, Brandon wrote the book The Slow Sale. In this episode, Brandon shares how salespeople can win sales with context rather than speed.

Here are some of the topics covered in this episode:

Time can also deliver and save deals
Learning about the “Quiet Period” to close more deals
How to best document your sales process
Understanding when to be patient and when to move on

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Since launching in 2011, it's been a roller coaster of success and setbacks, and Brandon's philosophy for operating Cirrus is similar to his love of competing in 500+ mile ultra-endurance races - you aren't going to win at the start or in a sprint at the end. Success is a war of consistency and persistence, and he has always enjoyed that.

Today, Cirrus is in the middle of their biggest challenge yet - pivoting for the first time in seven years after losing their primary marketing channel as the #1app on the Salesforce AppExchange.

Email: brandon@cirrusinsight.com

LinkedIn: https://www.linkedin.com/in/brandonbruce/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Selling Formula: 5 Steps for Instant Sales Improvement - Outside Sales Talk with Brian Robinson

Wed, 28 Nov 2018 11:00:00 -0700

Brian Robinson is a sales coach and expert with over two decades of sales experience at companies like Coca-Cola and Johnson & Johnson. Over the years, he developed a 5-step process, The Selling Formula, that has proven to increase his sales dramatically. Brian is sharing his valuable insights, how you can implement the 5 steps into your sales cycle and other powerful tips and tricks to improve your sales results!

Here are some of the topics covered in this episode:

5 steps to boost your sales
How to develop your set of questions for your prospects
4 powerful sales phrases you need to start using
Brian’s secret tip to doubling your sales NOW
The closing question that will seal the deal

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Brian W. Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped launch a successful startup where he was the first person in the history of the industry to sell more than one million dollars in business in twelve months - entirely by phone.

He has over two-decades of in-the-trenches, battle-tested, face-to-face and phone-presentation experience that can benefit virtually anyone, from Fortune 500 companies to entrepreneurial ventures.

Brian is the author of the Amazon #1 Best-Seller, THE SELLING FORMULA: 5 Steps for Instant Sales Improvement.

Get the first three chapters of the Audiobook FREE: https://www.BrianRobinsonBook.com

Other FREE resources: https://www.TheSellingFormula.com

Website: http://www.works24.com

LinkedIn: https://www.linkedin.com/in/brianwrobinson

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Key Steps for Successful Discovery Calls - Outside Sales Talk with Victor Adefuye

Wed, 14 Nov 2018 11:00:00 -0700

Victor Adefuye is the founder and CEO of Dana Consulting, a firm that functions as an outsourced VP of Sales for SMBs and startups. As a sales coach with over 10 years of experience, Victor has helped many companies build a repeatable and scalable sales process and trained their sales teams to close more deals with best practices. Listen in and learn what specific questions you should ask your prospects to make more successful discovery calls and close deals faster!

Here are some of the topics covered in this episode:

How to prepare for a discovery call
Discovery over phone vs. face-to-face
The 3 types of questions you need to ask
Tips & tricks to get the answers you need from the prospect
How to close out the call strong
Why sales scripts are critical to your sales team’s success and what elements they should entail

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: As the founder and CEO of Dana Consulting, Victor Adefuye helps entrepreneurs and their sales teams to employ best practices as they pursue clients - avoiding the emotional roller coaster of chasing deals that either take too long to close or never close at all.

Victor is particularly skilled at identifying sales and partnership opportunities, effective communication of technical ideas (through writing and public speaking), relationship building and navigating complex individual and B2B sales from needs development to close.

He also acts as a management consultant offering guidance on B2B sales to Fortune 500 clients as they bring innovative products and services to market. Victor is a graduate of Duke University and the George Washington University Law School, where he first honed his presentation and persuasion skills.

Website: http://www.dana-consulting.com

LinkedIn: https://www.linkedin.com/in/victoradefuye

Twitter: @dana_growth

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Why Salespeople Should STOP Prospecting - Outside Sales Talk with Aaron Ross

Wed, 07 Nov 2018 10:00:00 -0700

Aaron Ross is the author of the award-winning, bestselling book Predictable Revenue. He has been teaching companies how to double or triple (and more) new sales since he helped Salesforce add an extra $100M+. In this episode, Aaron shares his breakthrough selling methods, key takeaways from his book and why salespeople should stop prospecting!

Here are some of the topics covered in this episode:

How to specialize your sales team and create predictable revenue
Sales metrics you need to track
How to effectively use the referral technique
How to structure your lead generation and closing funnel
Aaron's 3-step lead generation strategy
The ‘Layer of the Onion’ principle

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Aaron Ross is the Co-CEO at Predictable Revenue Inc., the "Outbound Success Company”. He is helping businesses build an outbound prospecting program that creates sales growth and scalable revenue.

Before starting his company, he worked at Salesforce where he built a new tele-prospecting inside sales team and process (Cold Calling 2.0) from scratch that sourced $100m in recurring revenue for the company. Now he’s turned his attention to building the software platform that will power the next wave of Cold Calling 2.0 teams.

Aaron is the author of the bestselling books “From Impossible to Inevitable” and “Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com”.

As a highly ranked international speaker, Aaron speaks at conferences, Sales Kickoffs and Private Equity events, known for combining 'big picture' breakthrough and inspirational ideas with giving audiences hyper-tactical actions to take with them after. His speaking topics include scalable sales teams, creating predictable revenue, growth and innovation.

Website: https://predictablerevenue.com

LinkedIn: https://www.linkedin.com/in/aaronross

Twitter: @motoceo

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How I Left My Sales Career to Start Badger Maps

Wed, 31 Oct 2018 10:00:00 -0700

In this episode, host Steve Benson is being interviewed by the producer of the show, Anna Bolender, about how he started his outside sales career, why he left Google to start Badger Maps and the most important lessons he learned along the way. Steve shares valuable advice from his successful field sales career and talks about his entrepreneurial journey!

Here are some of the topics covered in this episode:

Sales lessons from working at IBM, Autonomy and Google
Steve’s experience as sales manager at Google
Hardware vs. software sales industry
How to decide if you should take the leap and start a business
Bootstrapping or raising VC money?

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Website: https://www.badgermapping.com

Linkedin: https://www.linkedin.com/in/stevenbenson

Twitter: @SteveBenson, @BadgerMaps

Facebook: https://www.facebook.com/badgermaps

YouTube: https://www.youtube.com/user/BadgerMapping

Instagram: @stevebensonsf

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How Emotional Intelligence Affects Your Sales - Outside Sales Talk with Colleen Stanley

Wed, 24 Oct 2018 10:00:00 -0700

Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!

Here are some of the topics covered in this episode:

How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales
Daily exercises to improve specific EI skills such as emotional self-awareness
How to emotionally connect with prospect and create bigger conversations
How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions

Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a 'bag carrying' rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States.

Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’.

Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.

Website: http://www.salesleadershipdevelopment.com

LinkedIn: https://www.linkedin.com/in/colleenstanleysli

Twitter: @EiSelling

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Master Sales Follow-Ups - Outside Sales Talk with Steve Benson

Wed, 17 Oct 2018 10:00:00 -0700

Host Steve Benson shares his proven strategies about how to follow-up effectively after sales meetings in this special episode. So many outside sales reps are losing deals that they’re already 80% of the way to closing because they’re not doing follow-ups right. Deals are going dark on them and they lose traction after the first meeting. Learn how to master follow-ups and move deals faster and more successfully through the sales cycle!

Here are some of the topics covered in this episode:

What to say in a follow-up via email vs. over the phone
The best times to follow-up
Steve’s 3 follow-up tricks
Follow-up do’s and don’ts

For more tips about how to follow-up after sales meetings, check out Steve’s video and blog post here!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Website: https://www.badgermapping.com

Linkedin: https://www.linkedin.com/in/stevenbenson

Twitter: @SteveBenson, @BadgerMaps

Facebook: https://www.facebook.com/badgermaps

YouTube: https://www.youtube.com/user/BadgerMapping

Instagram: @stevebensonsf

Listen to more episodes of the Outside Sales Talk here!

The Perfect Pitch: Storytelling in Sales - Outside Sales Talk with Dominick Cappuccilli

Wed, 10 Oct 2018 10:00:00 -0700

Dominick Cappuccilli is the founder and CEO of The Clean Sell consulting firm which has helped hundreds of executives tell a better sales story and build their sales efforts from the ground up. Dom demystifies what really goes into a successful sales pitch and shares how he closed every deal for 2 years in his previous sales job. Learn his 4 step strategy to craft your sales story and deliver the perfect pitch!

Here are some of the topics covered in this episode:

The power of storytelling in sales
How to craft your sales story
4 steps to deliver the perfect pitch
Questions to ask to find out the prospect’s pain points

Storytelling is one of many skills that salespeople must master to be successful. Learn more essential sales skills here that will make you stand out and become more confident in your job!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Dom Cappuccilli is the founder and CEO of The Clean Sell, a sales consulting firm focused on helping small businesses develop a structured and scalable sales strategy with a customized sales playbook.

Dom combines the power of a trained storyteller with the real world experience of an elite salesperson. In fact, he became an elite salesperson because he was a trained storyteller.

After 10 years as a reporter, author and screenwriter, Dom found his calling when he rewrote the sales story of a fast-growing healthcare company and doubled their revenue in six months. From there, he quickly rose to be a sales leader at unicorn startup ZocDoc - currently valued at $1.8B - before he went to Arches Technology and created and sold an entirely new healthcare technology product to health systems.

During his career, Dom was amazed that almost all of the companies he saw were succeeding in spite of their sales story and strategy, not because of it. In 2016, he decided it was time to change that and The Clean Sell has been helping startups and small businesses ever since.

Website: http://www.thecleansell.com

LinkedIn: https://www.linkedin.com/in/dom-cappuccilli-0604853a

Twitter: @TheCleanSell

Facebook: https://www.facebook.com/thecleansell

Get Dom’s book recommendations:

Story by Robert McKee

The Challenger Customer

Save The Cat! by Blake Snyder

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Get More Qualified Sales Meetings - Outside Sales Talk with Tito Bohrt

Wed, 03 Oct 2018 10:00:00 -0700

Tito Bohrt is the founder and CEO of AltiSales, a global sales consultancy that provides services and solutions in technology, sales operations and development. As a sales trainer, Tito has helped many sales executives build world class sales teams, increase response rates and set more meetings. This episode is loaded with thought-provoking and actionable advice! Tito shares real life examples of how to make a great cold call, leave a voicemail that gets the prospects attention and more! Listen in and learn how to approach prospecting in a new and more efficient way and set more qualified meetings!

Here are some of the topics covered in this episode:

Quick prospecting hack to set yourself up for success
The most efficient way to get qualified leads
How to leave successful voicemails - example from Tito
How to make a cold call - role play with Tito and Steve
How to follow up after meetings - concrete email example

If you want more in-depth tips on how to follow up after a sales meeting, check out Steve’s training video here. He shares when and how you need to follow up with prospects and other helpful tricks that will help you close deals faster!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: As the CEO of AltiSales, Tito Bohrt works with CEOs, VPs of Sales & Marketing who want to increase cold outreach response rates and ultimately set more qualified meetings. With employees in 4 cities in the US and 3 other countries, AltiSales drives innovation to improve the way Sales Development is executed. Tito is also a keynote speaker, has given a TED Talk and is a passionate B2B SaaS Angel Investor.

Website: http://altisales.com

LinkedIn: https://www.linkedin.com/in/titobohrt

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Implementing Successful Sales Operations Processes - Outside Sales Talk with Enrico Nebbia

Wed, 26 Sep 2018 10:00:00 -0700

Enrico Nebbia is an international sales consultant, speaker and the founder of Ekselia Partners, a business consultancy specialized in sales transformation initiatives. He helps B2B companies implement successful sales operations strategies and adopt the right tools and methodologies to improve their sales effectiveness. He is passionate about sales operations and shares how you can strengthen your sales process and enable your field sales team to perform at its best!

Here are some of the topics covered in this episode:

The key responsibilities of sales operations
How to succeed in sales operations
Actionable steps to develop a successful sales operations strategy
Proven methodology to implement structured processes
How to get the most out of your CRM

Implementing the right tools for your sales team is an important responsibility of sales operations. Many sales companies are using artificial intelligence tools (AI) to increase their sales and automate busy work. Increase your team’s selling hours and learn how you can grow your revenue with AI here!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Enrico Nebbia is an IT and electronics engineer by education, and started his professional career as a software developer. After his MBA, he transitioned into international strategy consulting in the Telco sector, and from there went into more operational consulting in industrial companies.

In 2007, Enrico co-founded Sendas Value, a business consultancy, where he focussed on helping customers boosting their sales results through better sales operations and sales enablement.

Enrico has founded Ekselia Partners, a sales consultancy exclusively specialised in sales transformation, where he helps CxOs to better manage their sales efforts. Over the years, Enrico has developed and refined a salesforce management methodology that has proven to be very effective in many industrial sectors. He has therefore founded the company ExecutionPro which is building a software around this management methodology. The software supports sales managers and reps in their analysis of the sales situation, planning and follow-up of sales activities. Ultimately, it allows salespeople to receive automatic recommendations about specific actions to undertake with their customers and prospects.

On the side, Enrico is an adjunct professor in sales and marketing at EADA and TBS business schools in Barcelona, Spain.

Websites: http://www.executionpro.com, http://www.ekselia.com

LinkedIn: https://www.linkedin.com/in/masventasb2b

Twitter: @NebbiaEnrico

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Tactics that Win The Complex Sale - Outside Sales Talk with Alice Heiman

Wed, 19 Sep 2018 10:00:00 -0700

Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients' business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!

Here are some of the topics covered in this episode:

The 8 elements of the complex B2B sale
Tactics to conquer the complex sale - from prospecting to closing
How to deal with multiple decision makers and gatekeepers
Ways to shorten the sales cycle for complex sales
How you need to position yourself to close the deal

Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies.

‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.

Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.

The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.

Website: http://aliceheiman.com

LinkedIn: https://www.linkedin.com/in/aliceheiman

Twitter: @aliceheiman

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Achieve Peak Performance in Sales - Outside Sales Talk with Gerhard Gschwandtner

Wed, 12 Sep 2018 10:00:00 -0700

Gerhard Gschwandtner is the Founder and CEO of ‘Selling Power Magazine’, the world’s leading sales management magazine. He is well known for his ‘Peak Performance Mindset’ workshop, which is designed to help salespeople achieve their highest level of performance and reach their goals. Gerhard shares valuable insights and exercises that will help you overcome any challenges, grow professionally and personally and ultimately be more successful.

Here are some of the topics covered in this episode:

Actionable tips and exercises to develop a winning mindset
The importance of self-encouragement in sales
What holds you back from reaching peak performance
A simple meditation exercise
How to make the most out of a sales conference: Dos and Don'ts

Having a morning routine that helps you be more productive, focus on what’s important and set your goals is crucial to reach peak performance. Try this simple routine made especially for outside salespeople and start your day right!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.

Special offers for Outside Sales Talk listeners:

Get 12 months of Selling Power magazine for FREE (save $29)! Go to www.SellingPower.com, click on magazine and use the special code badger18

Workshop: www.MindsetScience.com - Test the online mindset program for one month for free!

Sales conference: www.Sales30conf.com/Vegas2018 - Attend at 50% off using code ggvip50

LinkedIn: www.linkedin.com/in/gerhard20/

Twitter: @gerhard20

Listen to more episodes of the Outside Sales Talk here and watch the video here!

3 Things Sellers Must Master to Consistently Close More Deals - Outside Sales Talk with Donald Kelly

Wed, 05 Sep 2018 10:00:00 -0700

Donald Kelly is a sales trainer, award-winning speaker and host of "The Sales Evangelist" podcast. During his successful sales career, he has learned from the top sales leaders and is now sharing his expertise conducting workshops, keynote presentations and sales training for sales teams and executives. Donald believes that the key to success in sales is to master the fundamentals and keep it simple. In this episode, he shares 3 crucial sales skills and techniques and how you can master them to consistently close more deals.

Here are some of the topics covered in this episode:

3 simple things you need to master to close more deals
How to learn and apply those 3 key skills in outside sales
Dealing with rejection
Managing sales stress effectively
How to focus your schedule

Whether you’re a sales rep or manager, it’s important to keep learning and constantly optimize your sales processes. Check out these 10 ways that will help you sell more in less time and increase your sales productivity!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Donald Kelly is the Founder and Chief Sales Evangelist of “The Sales Evangelist”, a sales consulting firm that helps small to mid-size organizations drive sales and business growth. With his unparalleled ability to simplify complex sales and marketing concepts, Donald has motivated the way organizations sell all over the world.

His sales mentoring has allowed people to overcome their sales obstacles and reach their goals. “The Sales Evangelist” that has been recognized by multiple news outlets like Huffington Post, Entrepreneur Magazine, and Yahoo Finance.

Donald’s well-known podcast “The Sales Evangelist” is heard in over 155 countries and aims at educating and motivating salespeople. He interviews some of the best sales, business and marketing experts who provide invaluable training of how you can take your career, business and income to a top producer’s status.

Donald has spoken to audiences all across the country and has shared the stage with speakers such as Aisha Tyler, Sarah Koenig, Chris Brogan and Marc Maron. His mission is to evangelize the method of effective selling and motivate sellers of all levels DO BIG THINGS!

Website: https://thesalesevangelist.com

Exclusive content: https://thesalesevangelist.com/badgermaps

Linkedin: https://www.linkedin.com/in/donald-c-kelly

Twitter: @DonaldCKelly

Facebook: https://www.facebook.com/thesalesevangelist

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How To Motivate Yourself in Sales - Outside Sales Talk with Everold Reid

Wed, 29 Aug 2018 10:00:00 -0700

Everold Reid is a sales coach, speaker and the author of ‘The Reid Method - A Blueprint for Achieving Sales Mastery’. With over 28 years of sales experience, he shares his best tips and tricks about how you can motivate yourself in Field Sales and exceed your goals!

Here are some of the topics covered in this episode:

A 3-step daily ritual that helps you get motivated
Goal setting strategies
How to stop procrastinating
The 5-second-rule
Tips for successfully motivating your sales team

Learn more strategies and tactics about developing sustainable motivation and get out of your comfort zone!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: From his earliest year in the retail car industry, Everold Reid has been a keen student of selling, eager to learn new strategies and techniques, to build his knowledge base and, more importantly, to expand his customer base.

His sales mastery has led to top sales ranking at the dealerships where he has worked, as well as many awards for his performance. Along the way, Everold adopted the Kaizen philosophy of continuous improvement that remains central to his present-day sales, advertising and marketing efforts.

Throughout his career in automotive sales, Everold developed a sales and marketing blueprint that has allowed him to perform at the highest level, year after year. This blueprint is outlined in Everold’s book, entitled ‘The Reid Method A Blueprint for Achieving Sales Mastery’.

In addition to sales strategies and techniques, Everold draws on many years of marketing success in the retail automotive and advertising industry. He has initiated marketing partnerships and worked with celebrities and local non-profit groups. His advice and insights on automotive selling, advertising and marketing are sought after by some of the world’s top automotive brands including Toyota and Lexus.

Everold is also the host of “The Reid Method Insider Podcast”, where he’s been interviewing successful leaders such as Les Brown, Tom Hopkins and Kevin Eickenberry about Sales Mastery, Business Development, Personal Development and technology.

Website: https://www.thereidmethod.com

Linkedin: https://www.linkedin.com/in/everoldreid

Twitter: @TheReidMethod

Facebook: https://www.facebook.com/thereidmethod

Listen to more episodes of the Outside Sales Talk here and watch the video here!

High-Profit Prospecting Strategies - Outside Sales Talk with Mark Hunter

Wed, 22 Aug 2018 10:00:00 -0700

Mark Hunter, known as the “Sales Hunter”, is a keynote speaker, sales trainer, consultant and the author of the best-selling book “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results”. With over 30 years of sales leadership experience, Mark helps salespeople develop successful prospecting strategies and close more deals. In this episode, Mark uncovers the biggest prospecting myths and shares his powerful tactics that will help you get the best leads and drive revenue.

Here are some of the topics covered in this episode:

High-profit prospecting strategies: insights from Mark’s best-selling book
Writing cold emails that get your prospect’s attention
Prospecting myths and pitfalls
Prospecting role play with Mark and Steve
The best trick to actually start prospecting

To make the most out of your time with prospects, it’s important to communicate the value of your product and map your solution to their needs. Learn how to deliver the perfect sales pitch and close more deals!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of the two best-selling books “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.”

Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. Since 1998, Mark has conducted thousands of training programs and keynotes on sales. He is best known for his ability to motivate and move an organization through his high-energy presentations.

He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation that requires strict criteria and is given to a small percentage of NSA speakers.

Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million. Mark has held sales management roles in teams ranging in size from 20 to 900 members. This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales, prospecting, negotiating, pricing, communication and leadership. Clients appreciate his specific strategies that yield measurable outcomes.

Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world.

Website: https://thesaleshunter.com/

Linkedin: https://www.linkedin.com/in/markhunter/

Twitter: @TheSalesHunter

Facebook: http://www.facebook.com/TheSalesHunter

Listen to more episodes of the Outside Sales Talk here and watch the video of the episode here!

Actionable Ways to Use Linkedin for B2B Sales - Outside Sales Talk with Kurt Shaver

Wed, 15 Aug 2018 10:00:00 -0700

Kurt Shaver is a LinkedIn Trainer and Keynote speaker, helping B2B inside and outside sales teams win more business with digital sales techniques. If you want to grow your professional network of customers, prospects and partners, connect with more decision makers through introductions and referrals, and increase your visibility and value online, Kurt is the guy!

Kurt carried a bag as a sales rep, led teams as VP of Sales and is now helping sales teams increase revenue through adopting the right sales tools and strategies. On this episode, he is sharing his in-depth knowledge and actionable tips about the most important social selling tool LinkedIn, and how you can use it to become more successful in outside sales.

Here are some of the topics covered in this episode:

Why LinkedIn is crucial for Field Salespeople
How to use LinkedIn to grow your network and build relationships
3 tips to make initial contact with a prospect on LinkedIn
How to make a powerful LinkedIn profile that stands out and attracts your buyers
What NOT to do on LinkedIn

Learn more about how to generate more leads with LinkedIn!

Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso, a digital sales transformation company focusing on sales and marketing alignment. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications.

Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

LinkedIn: https://www.linkedin.com/in/kurtshaver/

Twitter: @KurtShaver

Website: https://vengreso.com/

Listen to more episodes of the Outside Sales Talk here!

The Key to Successful Sales Leadership - Outside Sales Talk with Bernadette McClelland

Wed, 08 Aug 2018 10:00:00 -0700

Bernadette McClelland is the CEO of the Sales Performance Agency ‘3 Red Folders’, a recognized sales authority, keynote speaker and executive coach, well known for her expertise in B2B Sales Leadership. She has over 20 years of sales experience working for top companies like Xerox and Kodak.

On this episode she’ll share her advice and insights about what it takes to become a successful leader in Outside Sales. Bernadette talks about what conversations you need to have with your customers and prospects to get to the top in today’s noisy sales environment.

Here are some of the topics covered in this episode:

How to have successful sales conversations
The mindset and skill-set you need to become a sales leader
3 key areas sales leaders need to focus on
The best management style for Outside Sales

To be a successful Outside Sales Manager, you need to manage your team effectively and enable them to perform at their best. One aspect is to balance your sales reps' territories to increase their productivity and drive results.

Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.

About the Guest: For many years, Bernadette worked on the front line for world class technology companies as a quota bearing sales executive, responsible for business development, product launches, client relationships and profitable negotiations ranging from tens of thousands to multi million dollars.

She now works in those same environments helping CEOs and their sales teams increase their sales results and performance by building a realistic and qualified pipeline.

Her business, 3 Red Folders, ensures their customers create solid results by focussing on sales strategy, sales process, target market, ratios and numbers, message to market, prospecting strategies and mindset shifts that encompass a successful and sustainable sales environment.

Having recently published her fifth book, 'The Art of Commercial Conversations - When It's Your Turn To Make A Difference', Bernadette has highlighted the 9 commercial leadership skills and conversations needed for B2B sales executives, leaders and business owners in today's world.

What differentiates Bernadette’s approach and her business offering is found at the intersection of 'sales process (business)' + 'sales psychology (behaviour)' + 'sales science (brain)' and is underpinned by a proven science backed and evidence based evaluation tool, specific to the selling field.

Website: http://bernadettemcclelland.com

3 Red Folders: http://3redfolders.com

LinkedIn: https://www.linkedin.com/in/bernadettemcclelland

Twitter: @b_mcclelland

Listen to more episodes of the Outside Sales Talk here!

Best Ways to Deal with Competition in Sales - Outside Sales Talk with Anthony Iannarino

Wed, 01 Aug 2018 10:00:00 -0700

Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.

Here are some of the topics covered in this episode:

Why competition is important in sales
Key skills that will set you apart from the competition
The mindset you need to outsell your competitors
A secret productivity hack and best books to read for salespeople
Sales trends and how to stay competitive in the future

Learn how you can differentiate yourself and outsell your competition with this killer territory plan!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.

About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.

Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.

Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!

Sales Blog: http://www.thesalesblog.com/

LinkedIn: https://www.linkedin.com/in/iannarino

Twitter: @iannarino

Check out more episodes here.

How to Overcome Price Objections - Outside Sales Talk with Steve Benson

Wed, 18 Jul 2018 10:00:00 -0700

In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question - what’s the best way to handle and overcome price objections in sales?

You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call?

Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.

Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”

Here are some of the topics covered in this episode:

Identifying the 4 types of price objections
How to address and overcome different types of price objections
Giving discounts vs. making ‘price adjustments’

Steve is the host of the Outside Sales Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.

Website: www.badgermapping.com
Linkedin: www.linkedin.com/in/stevenbenson
Twitter: @SteveBenson and @BadgerMaps
Facebook: www.facebook.com/badgermaps
YouTube: www.youtube.com/user/BadgerMapping

You can listen to more episodes here: https://www.badgermapping.com/podcast

Attracting the Modern Buyer with Digital Sales - Outside Sales Talk with Mario Martinez Jr.

Wed, 11 Jul 2018 10:00:00 -0700

Mario Martinez Jr. is a former VP of Sales, Keynote Speaker & Digital Sales Evangelist. He has spent 82 consecutive quarters in sales and leadership helping to grow revenues for small to large fortune 100 sales teams. He was in the 100%+ Club for 15 out of 18 years! Mario talks about the modern buyer that is influenced by the Digital Sales Transformation. As sales and marketing professionals we must be aligned with our understanding of the buyer’s needs. We must meet the buyer in their digitally connected, socially engaged, mobile attached, video-hungry preferences. Today’s modern buyer requires a modern seller, and Mario shares how you can become that seller!

Here are some of the topics covered in this episode:

What is Digital Sales and how has it changed the Sales landscape?
The 4 characteristics of the “Modern Buyer”
Keys to being a successful Salesperson in today’s digital world
How to approach Digital Prospecting
Using video messaging to get your prospect’s attention

Linkedin is an important tool to have in your sales arsenal. Learn how you can generate more leads with LinkedIn!

About the Guest: Mario is the CEO and founder of Vengreso, the only full spectrum provider of digital sales transformation services helping business professionals from small business to the enterprise accelerate growth through marketing and sales alignment, the mindset to be persistent and the toolset to scale.

He is a keynote speaker, sharing his strategies with companies such as SAP, ADP, Cisco, LinkedIn, + others. Fun fact - he is known to open a speech with a Salsa dance!

Mario has received the LinkedIn Social Selling Index (SSI) score of 99/100.

He is one of 20 sales influencers invited to appear in the Salesforce documentary film The Story of Sales launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and in 2017 listed as the 6th Most Influential Social Selling Leader globally.

As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the Examiner.com and the Huffington Post.

During the episode, Mario mentions his podcast, Selling with Social, and the episode about 10 Steps to Launching a Digital Selling Program with Brynne Tillman. Check it out!

Website: https://vengreso.com/

Linkedin: https://www.linkedin.com/in/mthreejr/

YouTube: https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1

Twitter: @M_3jr and @GoVengreso

Listen to other episodes of 'Outside Sales Talk' here!

Strategies For Successful Referral Selling - Outside Sales Talk with Joanne Black

Thu, 05 Jul 2018 09:41:38 -0700

Joanne Black is America's leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.

A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.

Referrals work whether you're:

Looking for a job
Want a promotion
Need more clients
Or are looking for a date

Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.

Here are some of the topics covered in this episode:

How referral selling can help you get more qualified leads
The best ways to ask for a referral and when to ask for it
Leveraging LinkedIn to manage customer relationships & engage with prospects
First steps to start integrating referrals in your sales strategy today

Check out this blog post about how referrals can help you generate more leads!

About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.

Website: www.nomorecoldcalling.com

Linkedin: https://www.linkedin.com/in/joanneblackreferralsales/

YouTube: https://www.youtube.com/channel/UCDvwNESCLVo6CXo8mGhapJQ

Twitter: @ReferralSales

Listen to other episodes of 'Outside Sales Talk' here!

Coaching Successful Field Sales Teams - Outside Sales Talk with Keenan

Wed, 27 Jun 2018 09:28:32 -0700

Keenan is A Sales Guy Inc.’s CEO, President, and Chief Antagonist. He’s been selling something to someone for his entire life, teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.

Keenan’s passion for problem solving reaches well beyond the sales and business world. He is the celebrated author of “Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You.” The 21st Century has ushered in the information age, and with it a new set of rules for success. Not Taught shares how the rules of the industrial age no longer work and that if you want to be successful, you must learn the new rules for success.

Father of 3 crazy girls, PSIA Certified Level 2 ski instructor and avid Boston Sports fan, Keenan keeps crazy busy when he’s not focused on A Sales Guy.

Here are some of the topics covered in this episode:

Coaching your Field Sales team using critical success criteria
How to set up a repeatable coaching cadence
The keys to successful team collaboration
How to build and maintain a great culture with a Field Sales team

Get more in-depth tips on how to successfully coach your field sales team!

About the Guest: With 20 years of experience, Keenan is a keynote speaker, Forbes Contributor and Award winning sales blogger. He has been named one of the Top 30 Social Sellers in the World and one of the Top 50 Most Influential Sales and Marketing People by ‘Top Sales World Magazine’ every year running, since 2012.

Keenan has been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine, Inc., and Forbes. His consulting company, A Sales Guy operates within strategy, structure, people, and process. They help businesses increase sales, create more deals, improve team effectiveness, establish a healthy pipeline, close more deals, resolve problems and make sure you continually make your numbers.

Website: http://www.asalesguy.com

Linkedin: https://www.linkedin.com/in/jimkeenan

YouTube: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?pbjreload=10

Twitter: @asalesguy and @keenan

Facebook: https://www.facebook.com/asalesguy

Listen to other episodes of 'Outside Sales Talk' here!

How to Optimize Your Selling Time in the Field - Outside Sales Talk with Wes Schaeffer

Wed, 20 Jun 2018 10:20:56 -0700

Wes Schaeffer is a Business Owner, Founder, Doer, and Author. Known as "The Sales Whisperer®," he is a keynote speaker, inbound marketing expert, copywriter, and longtime HubSpot and Infusionsoft Consultant.

Schaeffer is the author of the books "The Definitive Guide To Infusionsoft: How Mere Mortals Increase Traffic, Leads, Prospects, Sales, Testimonials, Online Orders & Referrals With the World’s Most Powerful Small Business Sales & Marketing Automation Software" and "It Takes More Than a Big Smile, a Good Idea, & a Twitter Account To Build a Business That Lasts."

Rated the top sales & CRM trainer during Dell's Sales Process Transformation, Schaeffer helps businesses automate their sales and marketing to drive revenue.

Here are some of the topics covered in this episode:

How to work better and be more efficient while travelling
Tips to become the top sales rep on the team
How to optimize your time with a daily routine
Being “ruthlessly pragmatic” in sales
How to keep control of the conversation

Check out some more tips here on how to focus your schedule and crush your quota!

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Wes Schaeffer is the The Sales Whisperer®, HubSpot and Infusionsoft Consultant, and Keynote Speaker. Since 2008, he has helped small business owners automate their sales and marketing. Schaeffer helps you launch your Inbound Marketing plan based on his proprietary ABCDE Sales & Marketing System, which ties together Email Marketing, eCommerce, Affiliate Marketing, Landing Pages, and Direct Response Marketing.

His focus is on technology sales, lead generation, professional sales training, copywriting, email marketing systems, Infusionsoft CRM, internet marketing, new hire assessments, affiliate marketing, and Salesforce automation. Schaeffer is a husband and father of 7, as well as a podcaster. He has two podcasts,the Sales Podcast, which has more than 300 episodes, and the CRM Sushi Podcast.

Website: https://www.thesaleswhisperer.com

YouTube: https://www.youtube.com/user/WesSchaeffer

Twitter: @SalesWhisperer

LinkedIn: https://www.linkedin.com/in/thesaleswhisperer

Facebook: https://www.facebook.com/thesaleswhisperer

Listen to other episodes of 'Outside Sales Talk' here!

How to Modernize Your Field Sales Team - Outside Sales Talk with Tony Hughes

Wed, 06 Jun 2018 10:26:05 -0700

Tony Hughes has 30 years of corporate and sales leadership experience with personal and team sales records that have never been broken. He is named the most influential person in professional selling within Asia-Pacific by Top Sales World. He’s currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards, and #3 sales expert and thought leader globally by LinkedIn.

Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He writes about leadership, B2B strategic sales, modernized selling, and sales enabling technologies. Tony has more than 400,000 followers and his most recent book, COMBO Prospecting, is published by the American Management Association.

Tony teaches ’modernized selling’ within the MBA program at the University of Technology, Sydney, sits on a number of boards, and is Chair of a CEO mentor group with Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world.

Here are some of the topics covered in this episode:

Biggest trends in B2B Sales and how to adapt successfully
Top tools every modern sales rep needs
The winning strategy to modernize your sales process
How to create your own narrative
The most important sales skills you need to be successful in the new era of B2B Sales

About the Guest: Tony is Managing Director of RSVPselling, a management consultancy specialising in B2B sales strategy and execution for direct and channel models. Tony utilises a holistic approach that includes mentoring and coaching services along with training courses, workshops, pragmatic tools and his widely acclaimed book. He can work with your existing tools and methodologies to assist in building pipeline and winning complex or strategic deals. Tony is experienced in CRM and Social Selling (LinkedIn) tools, formulating go-to-market strategy, understanding cloud business models, and segmenting market offerings and sales channels. Tony offers the very latest thinking and is also a proven speaker delivering provocative high quality keynotes for kick-offs and conferences.

Website: www.RSVPselling.com

Speaker Website: www.TonyHughes.com.au

Twitter: @TonyHughesAU and @RSVPselling

Linkedin: www.linkedin.com/in/hughestony

How to Drive Career Growth in Outside Sales - Outside Sales Talk with Carson Heady

Wed, 30 May 2018 09:11:00 -0700

Carson Heady is a top performing outside sales leader, speaker and management consultant. He’s the author of the ‘Birth of a Salesman’ series, which details the art of sales - from interviewing through preparation, pitching, closing and advancing your career in sales.

During his career, he has served at multiple levels of leadership at Microsoft, AT&T, Verizon and T-Mobile. In his role he’s overseeing partner relationships and leading strategic sales planning to grow revenue. He has a strong social media following of over 330K followers, has hosted the Smart Biz Show on EG Radio, and has been interviewed by a number of sales gurus including Jeffrey Gitomer and Jeb Blount.

Here are some of the topics covered in this episode:

Key skills you need to develop a successful career in Field Sales
How to ask for a promotion
How to approach your boss about career development opportunities
How to set up your career plan
How to know when it’s time to move on
Tips for a successful job search

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Carson entered the sales arena at age 22 and has found success at every level, from top-flight sales representative to a division leader over 200+ people. His devotion to the sales game occupied much of his time, but his desire to write never left his mind. Once Carson realized his great aptitude in the game of sales, he decided to write his first novel – “Birth of a Salesman” – which told the story of a young man who came into prominence in the sales arena and doubled as a self-help sales advice manual to guide anyone to the level of success he achieved.

He is a profound public speaker, superior corporate leader and, in addition to having letters featured in prominent magazines and local newspapers, he wrote his own bi-weekly column for his department. Carson lives in St. Louis, MO, with his 2-year old daughter.

Linkedin: https://www.linkedin.com/in/carsonvheady/

Blog & Books: https://carsonvheady.wordpress.com/

YouTube: http://www.youtube.com/user/cvheady007

Twitter: @cvheady007

Facebook: www.facebook.com/CARSONVHEADY.BIRTHOFASALESMAN

Powerful Sales Techniques To Win More Deals - Outside Sales Talk with Deb Calvert

Wed, 23 May 2018 11:16:00 -0700

Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals!

Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author.

Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.

Here are some of the topics covered in this episode:

How to buy time, evaluate real objections and determine the best way to move forward
Tips and tricks to overcome pricing objections
How to Stop Selling & Start Leading® - Key takeaways from Deb’s book
Seller behaviors - how they affect the sale and your relationship with the customer
The best way to start a conversation with new leads

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness.

Prior to founding People First, Deb was a corporate training director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions.

Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.

Website: www.peoplefirstps.com

LinkedIn: https://www.linkedin.com/in/debcalvertpeoplefirst/

Book: www.stopsellingstartleading.com

Sales Experts Channel: http://www.thesalesexpertschannel.com/

Twitter: @PeopleFirstPS

Facebook: https://www.facebook.com/PeopleFirstPS/

Mastering Social Selling for Field Sales - Outside Sales Talk with Matt Heinz

Wed, 16 May 2018 17:35:57 -0700

Matt Heinz focuses on delivering measurable results for his clients in the way of greater sales, revenue growth, product success and customer loyalty. He held various sales positions at companies like Microsoft and Boeing before starting his own business ‘Heinz Marketing’ to help clients scale revenue and customer growth.

Matt is an expert in Social Selling and shares hands-on advice on how Field Salespeople can use and leverage Social Media to nurture and grow their network, and build long-term relationships with prospects.

Here are some of the topics covered in this episode:

How you can use Social Media in Field Sales
How to listen to and engage with potential buyers on Social Media
Increasing trust and credibility as a seller through Social Media
Finding out which Social Media channels are most effective for you
Tips and best practices on how to use different Social Media channels successfully
How you can stand out and get your prospect’s attention on social platforms

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.

He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth.

Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. He is living through the renovation of a 105 year old historic farmhouse in Kirkland, Washington with his wife, Beth, three young children, dog, two rabbits, and seven chickens.

Blog: https://www.heinzmarketing.com/blog/

Linkedin: https://www.linkedin.com/in/mattheinz/

Books: https://www.heinzmarketing.com/resources/#books

Twitter: @HeinzMarketing

How to Accelerate Your Sales Process with Responsiveness - Outside Sales Talk with Andy Paul

Wed, 09 May 2018 13:52:52 -0700

Andy Paul isn’t a stranger to thinking differently about sales training. He’s well known as a high performance growth coach for sales teams across industries. If you need tips on accelerating the growth of your sales pipeline, with real tactics you can implement today, Andy is the coach you need.

Andy almost didn’t make it past the sales training class in his first job out of college. The bosses didn’t think he’d make it in sales because he wasn’t “salesy” enough. They thought he was too introverted and analytical.

And yet, over three decades Andy has built a successful career as a sales leader, author, speaker and consultant by thinking differently and selling differently.

He has helped boost the performance of teams selling products and services as diverse as complex multi-million dollar communications networks to collectible professional sports memorabilia. Andy has worked with raw technology start-ups and Fortune 1000 companies and everything in between. He has worked with nearly every channel ranging from franchise networks to retailers, dealers, distributors, VAR and OEMs and sold in nearly every corner of the globe.

Now, Andy is doing what he loves best—sharing his powerful game-changing sales strategies and building successful sales teams with companies, business owners, executives and sales professionals to help them reach their goals.

Here are some of the topics covered in this episode:

How to help your prospect make fast and favorable decisions and close more deals
The best questions to ask prospects to move them through the sales process faster
How to follow up when prospects ‘go dark’
How to provide value in every interaction
How to be more responsive to accelerate your sales process in Field Sales
The keys to success in Field Sales

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Andy knows what it takes for companies and sales teams to power growth. He offers insights as a proven sales leader, speaker, top-rated podcaster, consultant and award-winning author of “AMP Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions” and “Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales”.

Website: http://www.andypaul.com

Linkedin: https://www.linkedin.com/in/zerotimeselling

Facebook: https://www.facebook.com/ZeroTimeSelling

Twitter: @realAndyPaul

Targeting Leads that Actually Close - Outside Sales Talk with Ian Altman

Mon, 30 Apr 2018 11:02:37 -0700

Ian Altman discusses qualification tactics you can use to guarantee you’re focusing on the right opportunities.

He gives hands-on advice on how to move from a blind selling mindset to becoming a trusted advisor to your prospect. You’ll learn best practices and specific questions you can use to open deals the right way and keep them moving forward.

Business leaders call on Ian to modernize their sales and marketing to align with how today’s customers actually make buying decisions. Organizations around the world have relied on his guidance and inspiration to double their business growth with an integrity-based approach from his bestselling book, Same Side Selling.

Ian draws on decades of experience as a former CEO of technology businesses that he founded, sold, and ultimately grew to over $1 billion in value. This business success backed by years of research that Ian conducted to understand how customers make decisions, provides audiences invaluable insights to help them become more successful in business. Through his energetic and interactive talks, he engages audiences of sales professionals, subject matter experts, and executives alike from beginning to end with an approach to selling that everyone can embrace, even your customer.

As a two-time bestselling author and weekly columnist for Inc. and Forbes, Altman’s latest book, Same Side Selling, is “one of two intriguing books you should read on B2B consultative selling” according to business luminary, Seth Godin. Ian also hosts his popular weekly podcast, Grow My Revenue Business Cast, available on iTunes.

Here are some of the topics covered in this episode:

How to get into the right mindset to achieve greater results in Field Sales
The best tricks and tips to enhance your prospecting skills and target the right leads
Qualifying prospects: What questions should you ask?
Key takeaways from Ian’s bestselling book “Same Side Selling” - how to entice, disarm and discover

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest:

Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. He’s a keynote speaker, bestselling author of “Same Side Selling”, and CEO. His business helps B2B companies improve their sales strategy and achieve strategic growth.

Seth Godin, recommends Ian’s latest book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988.

You can read his columns each week in Forbes and Inc. He also has a fantastic podcast, “Grow My Revenue Business Cast” which you can find on iTunes.

Website: https://www.ianaltman.com

Books: https://www.ianaltman.com/store/

Same Side Selling Academy: https://samesidesellingacademy.com

LinkedIn: https://www.linkedin.com/in/ianaltman

Facebook: https://www.facebook.com/GrowMyRevenue

Twitter: @IanAltman