Outside Sales Talk

The First Meeting Differentiator - Outside Sales Talk with Lee Salz

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

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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Badger Maps - The #1 Route Planner for Field Sales

 

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If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

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

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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Badger Maps - The #1 Route Planner for Field Sales

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

 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

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

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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Badger Maps - The #1 Route Planner for Field Sales

 

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

 

 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

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

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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Badger Maps - The #1 Route Planner for Field Sales

 

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

 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

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

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

 

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

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

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

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!

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/ 

 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

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

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  

 

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/ 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

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

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  

 

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/ 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

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

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

 

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

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/