Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
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!
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!