Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Jul 01, 2020
Wednesday Jul 01, 2020
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!
Wednesday Jun 17, 2020
Wednesday Jun 17, 2020
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!
Wednesday Jun 03, 2020
Wednesday Jun 03, 2020
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!
Wednesday May 27, 2020
Wednesday May 27, 2020
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!
Wednesday May 20, 2020
Wednesday May 20, 2020
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!
Wednesday May 13, 2020
Wednesday May 13, 2020
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!
Wednesday May 06, 2020
Wednesday May 06, 2020
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!
Thursday Apr 23, 2020
Thursday Apr 23, 2020
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!
Wednesday Apr 15, 2020
Wednesday Apr 15, 2020
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!
Wednesday Apr 08, 2020
Wednesday Apr 08, 2020
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!