Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Nov 18, 2020
Wednesday Nov 18, 2020
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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Wednesday Nov 11, 2020
Wednesday Nov 11, 2020
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
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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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Wednesday Nov 04, 2020
Wednesday Nov 04, 2020
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
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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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Wednesday Oct 28, 2020
Wednesday Oct 28, 2020
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.
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday Oct 21, 2020
Wednesday Oct 21, 2020
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
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday Oct 14, 2020
Wednesday Oct 14, 2020
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
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday Oct 07, 2020
Wednesday Oct 07, 2020
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/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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/
Wednesday Sep 23, 2020
Wednesday Sep 23, 2020
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!
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!
Wednesday Sep 09, 2020
Wednesday Sep 09, 2020
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!
Wednesday Sep 02, 2020
Wednesday Sep 02, 2020
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!