Outside Sales Talk

Driving Sales Momentum with Effective Prospecting - Outside Sales Talk with Dave Kurlan

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!

What it Takes to Be a Virtual Selling Hero - Outside Sales Talk with Craig Wortmann

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!

Why Athletes Win - Tactics to Become a Sales Superstar - Outside Sales Talk with Ian Altman

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!

Don't Panic! - Here's How you Can Still Close Deals While Remote - Outside Sales Talk with Tom Pisello

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!

Leveraging your Online Reputation to Increase Sales - Outside Sales Talk with George Leith

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!

Coronavirus - How Your Sales Team Can Stay Successful - Outside Sales Talk with Jim Pancero

Jim Pancero has lived through five market disruptions and has mastered the art of leading a sales team through these unpredictable times. In this episode, Jim gives us some tips on how to navigate through the Coronavirus health crisis as sales professionals. 

Here are some of the topics covered in this episode:

• How to utilize this downtime to keep market share and even build a competitive edge 
• The way a manager can help their reps get proactive and work harder
• How to maintain a strong bond with existing customers 
• Why it is important to continue prospecting and how to do it 

About the Guest:

Jim Pancero is a Sales Speaker who has guided sales professionals in more than 80 different industries. He has been chosen to be part of the Speakers Hall of Fame of the National Speakers Association. Through his talks and workshops, Jim helps sales teams to increase their personal “Powerhouse Selling Advantage.” 

 

Pancero.com/virus

Pancero.com

LinkedIn - https://www.linkedin.com/in/jimpancero/

 

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Building Influential Connections in Sales - Outside Sales Talk with Ron Carucci

Ron Carucci is the co-founder and managing partner at Navalent, a leadership development, and strategy consulting firm. He has a 30-year track record helping some of the world’s most influential executives tackle challenges of strategy, organization, and leadership. In this episode, Ron shares his own idea of selling and what part can a salesperson play exactly. 

Here are some of the topics covered in this episode:

• Why it is important to help first, then sell 
• How to view selling as a relationship and not a transaction
• The steps to take actively listen to your prospects and understand their perspective
• How to become a protagonist in your prospect’s story

About the Guest:

Ron is the co-founder and managing partner at Navalent, where he offers his guidance to some Fortune 10’s CEO, on topics such as business strategy, organization, and leadership. He is also a bestselling author of 8 books and regularly contributes to prestigious business publications such as HBR or Forbes.

 

Website: navalent.com - with a free e-book to download 

LinkedIn: https://www.linkedin.com/in/roncarucci/

Twitter: https://twitter.com/RonCarucci 

Forbes article: https://www.forbes.com/sites/roncarucci/2017/05/22/deep-connections-like-these-will-make-you-very-influential/

 

 

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Breaking Boundaries in Remote Work - Outside Sales Talk with Liam Martin

Liam Martin has founded multiple businesses and has turned into an advocate for remote work. He is passionate about learning how people work and thus created Running Remote, the world’s largest remote work conference. In this episode, Liam teaches us how to gain advantage of remote work, whether as a sales rep or a manager.  

Here are some of the topics covered in this episode:

• Remote work in its actual form 
• How to overcome the downsides remote work can generate
• Why is remote work crucial for the future of salespeople
• How to manage remote sales reps

About the Guest:

Liam Martin is the co-founder of Time Doctor, a tool that provides time-use analytics for companies. He also co-founded staff.com, a company that concentrates on providing companies with long-term outsourced labor relationships, and Running Remote, the world’s largest remote work conference.

 

Website: timedoctor.com

runningremote.com/liam

Youtube: youtube.com/runningremote 

 

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Selling with Comedy - Using Humor to Seal the Deal - Outside Sales Talk with Jon Selig

Jon Selig has over 10 years of experience in sales. He now offers comedy writings for sales teams, training and workshops. In this episode, Jon digs on how humour can be used to overcome common difficulties encountered by salespeople. 

Here are some of the topics covered in this episode:

• How to use a good joke to capture your prospects’ attention 
• Why humour is one of the best way to break the ice 
• The best way to formulate a joke 
• Learn how to “roast your prospect’s pain” 

About the Guest:

Website: http://jonselig.com/

LinkedIn: https://www.linkedin.com/in/jonselig/?originalSubdomain=ca

 

Listen to more episodes of the Outside Sales Talk here and watch the video here! 

 

The Green Rush: Sales in the Emerging Cannabis Industry - Outside Sales Talk with Francesca Vavala

Francesca is a cannabis entrepreneur, advocate, and speaker. She’s the co-founder and marketing director at Alias Cann, an on-demand cannabis sales and marketing agency founded in 2017 out of Delaware. In this episode, she explains the particularities of the sales process in the upcoming cannabis industry.

Here are some of the topics covered in this episode:

• The evolution and booming of the cannabis industry
• The role of outside sales in the cannabis industry
• The legal hurdles and other challenges concerning the cannabis industry
• The reputation around the cannabis industry

 

About the Guest:

Website: https://www.aliascann.com/

Email: francesca@aliascann.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!