Outside Sales Talk

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

 

 

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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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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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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

Start Selling More Today with

Badger Maps - Your app for the field

 

Get a free trial at: https://www.badgermapping.com/

 

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/

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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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.

 

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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 

 

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/

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/ 

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/

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 

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/

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 

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/

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/ 

 

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/

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/