Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
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!
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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!
Wednesday Aug 19, 2020
Wednesday Aug 19, 2020
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!
Wednesday Aug 12, 2020
Wednesday Aug 12, 2020
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!
Wednesday Jul 29, 2020
Wednesday Jul 29, 2020
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!
Wednesday Jul 22, 2020
Wednesday Jul 22, 2020
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!
Wednesday Jul 08, 2020
Wednesday Jul 08, 2020
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!