Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Dec 04, 2019
Wednesday Dec 04, 2019
Scott is a top start-up sales leader and the best-selling author of “Addicted to the Process”. He’s the founder and CEO of Scott Leese Consulting, a firm that has helped companies scaling from $0 - $25m ARR. He is also the founder of Surf and Sales, a company that provides an alternative to standard sales conferences by providing deeper learning and meaningful relationships while learning to surf in a paradise destination. In this episode, Scott shares his two decades of sales and leadership experience and reveals his process to achieve sales success.
Here are some of the topics covered in this episode:
- How to be more confident and take effective decisions
- Top tips for better work-life balance
- The best habits to build a mindset for success
- How to use the addiction model to close deals like a pro
About the Guest:
Based in Austin, TX, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, and a highly sought-after consultant, adviser, leader, and sales trainer. He has been Senior Vice President of Sales at Qualia and OutboundEngine, as well as Vice President of Sales at Main Street Hub. Scott has spent his entire professional career building and scaling sales orgs at SaaS companies and has a proven track record of lifting organizations to new heights.
LinkedIn: https://www.linkedin.com/in/scottleese/
Websites:
http://www.scottleeseconsulting.com/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Nov 20, 2019
Wednesday Nov 20, 2019
Elinor is a best-selling author, motivational speaker, and Sales blogger. Her book, Nice Girls DO Get the Sale: Relationship Building that Gets Results, is an international best-seller featured in TIME Magazine and on CBS news. In this episode, Elinor describes the importance of personal branding when it comes to your sales career.
Here are some of the topics covered in this episode:
- What your personal brand is and how to develop it
- How being “personably professional” can create more sales opportunities
- The importance of treating everyone you meet with respect
- How to stand out in a sales industry filled with bold personalities
About the Guest:
Elinor is a motivational speaker and sales trainer for Smoothsale.net, a website dedicated to teaching others how to achieve their own success through sales, entrepreneurial, and marketing communication skills combined. Elinor has written 3 books, including her most recent “HIRED!”, which explains the best practices for selling yourself in sales interviews.
LinkedIn: https://www.linkedin.com/in/elinorstutz/
Website: https://smoothsale.net/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Nov 13, 2019
Wednesday Nov 13, 2019
Alice is a sales and leadership consultant, author, and speaker with more than 36 years of experience in the industry. She is the president of Sales Training Consultants, a company that specializes in sales and leadership training solutions as well as the founder of Sales Training Werks, a do-it-yourself sales training solution. In this episode, Alice goes over her three tried and true actions to help sales teams meet their quotas consistently.
Here are some of the topics covered in this episode:
- Why managers participating in ride alongs is so important
- How to alter your leadership style for different types of sales reps
- Tips for giving your sales reps the most effective feedback
- Advice for Women sales managers in today’s world
About the Guest:
After transitioning from teaching to a career in sales, Alice found success quickly, becoming only the 3rd woman to be promoted to a management role in a company with 870 sales representatives. Over the next 15 years, Alice became recognized as a top sales distributor for two leading sales training organizations. Her latest business, SalesTrainingWerks.com, focuses on training sales reps to achieve sales quotas consistently. Alice was recently listed in Crazy Call’s Top 18 Most Influential Women in the Sales World 2019.
LinkedIn: https://www.linkedin.com/in/alicekemper/
Website: https://www.salestrainingwerks.com
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Oct 30, 2019
Wednesday Oct 30, 2019
Adam Hempenstall is the CEO of Better Proposals and has led to over $500,000,000 of sales won using the software. His solution allows salespeople to close more deals through automating the process of creating effective proposals. In this episode, Adam explains how automating the proposal process will make its delivery impactful and efficient.
Here are some of the topics covered in this episode:
- The best tips to create a powerful introduction for your proposal
- Why empathizing with the prospect is key during a proposal
- How automation helps you spend time on what matters most
- The importance of following up in a timely fashion
About the Guest:
Adam started his career in web design at age 14. He is now the founder and CEO of Better Proposals, which helps business owners and salespeople close more deals through automating the process of creating effective proposals. He also manages the Better Proposals marketing team to help grow the business. Adam has written 4 books, including ‘Automate Your Business.’
He has published articles in Medium, ReadWrite, and LinkedIn.
LinkedIn: https://www.linkedin.com/in/adam-hempenstall-9b774931/
Website: https://betterproposals.io/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Oct 23, 2019
Wednesday Oct 23, 2019
Shawn Finder is the founder and CEO of Autoklose, a revolutionary outbound sales automation platform. He is also the author of "The B2B Sales Handbook" and has been named a Top 25 Sales Engagement influencer. In this episode, Shawn explains how to use automation tools to get more qualified leads and keep your sales process ongoing!
Here are some of the topics covered in this episode:
- How sales reps can find time to generate qualified leads
- The best tools to save time and automate your tasks
- How to ensure a great follow-up with your prospects
- Tips to get in front of decision makers and identify their pain points
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Shawn was one of North America’s top tennis players before getting his MBA and starting a career in sales. He stepped into the entrepreneurial world at the age of 24 and discovered that selling was his passion. In 2013, Shawn founded ExchangeLeads, a list-building company that helps salespeople build quality lists for reaching out to new prospects. He created Autoklose in 2018 to help salespeople save time and automate their tasks.
LinkedIn: https://www.linkedin.com/in/shawnfinder/
E-mail: shawn@autoklose.com
Website: www.autoklose.com
Download for free "The B2B Sales Handbook": https://autoklose.com/books/b2bsales
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Oct 09, 2019
Wednesday Oct 09, 2019
Bill Caskey and Bryan Neale are Sales coaches and speakers, they co-hosts the Advanced Selling Podcast, a Top 30 Business Podcast on iTunes and one of the “19 podcasts worth more than an MBA” according to Inc. In this episode, Bill and Bryan show how to be a great leader and drive your team for success.
Here are some of the topics covered in this episode:
- How to develop a leadership mindset and become a “follow-able” leader
- The secrets to build a healthy and successful team culture
- The best ways to encourage reps to take on leadership roles
- How to shift focus from your customer to your team
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guests:
Bryan Neale is a sales trainer and coach, who has helped B2B teams, managers, and CEOs for over 20 years. He is the CEO of Blind Zebra, a company that helps people take action on things they "say" they want to do but haven't actually "done" anything yet. Bryan is also an NFL referee and loves training teams about the similarities between sales and football.
Bryan’s LinkedIn: https://www.linkedin.com/in/bryanneale/
Bill Caskey is a sales coach leader who has written several books, including Same Game New Rules. He is also the creator of the 2X Group and World Class Sales Leader Masterminds. Bill is currently the president and founder of Caskey Achievement Strategies, a company which focused solely on developing B2B sales and leadership teams.
Bill’s LinkedIn: https://www.linkedin.com/in/billcaskey/
Listen to Bill and Bryan’s podcast: https://advancedsellingpodcast.com/
Listen to more episodes of the Outside Sales Talk here and watch all videos here
Wednesday Oct 02, 2019
Wednesday Oct 02, 2019
Mike Fossi is the Head of Sales at Rainmakers, a career marketplace for salespeople. With Rainmakers, he is aiming to fix the hiring process in Sales. Mike helps clients use software to find candidates that are top in their field, and are currently interested in new opportunities. In this episode, he shares how companies can source the best talent in Sales.
Here are some of the topics covered in this episode:
- What to look for in a salesperson’s resume
- How to interview candidates for a sales position
- How salespeople can increase the chances of landing their dream job
- Tips to discover sales talent
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the guest:
Mike Fossi is the Head of Sales at Rainmakers. After studying at the University of California, Santa Barbara, he focused on Sales and now has more than 10 years of experience in the area. Mike has managed accounts for companies such as LinkedIn, Salesforce, or Hired. He is specialized on Account and People Management, as well as identifying and retaining top talent.
Contact the Guest:
LinkedIn: https://www.linkedin.com/in/michaelfossi/
Email: mike.fossi@rainmakers.co
Website: https://www.rainmakers.co/
Check out the video and more episodes of the Outside Sales Talk here!
Wednesday Sep 18, 2019
Wednesday Sep 18, 2019
Steve Thompson is the founder and managing partner at Value Lifecycle, a B2B deal training and consulting firm. Over the course of his career, he has helped close more than $15 billion in B2B deals in over 120 different industries. Steve is also the author of multiple books guiding salespeople through the “Value Lifecycle”. His latest book, “The Compelling Proposal”, focuses on how to deliver actual value to your prospects. In this episode, he explains how salespeople can close more deals by creating the perfect proposal.
Here are some of the topics covered in this episode:
- Why most proposals do not help the buyer make an informed decision
- What salespeople should focus on when writing a proposal
- Tips to build long-term relationships between buyers and sellers
- How to create a great proposal in 7 slides
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the guest:
Steve Thompson is a sales consultant, coach, and author. He holds an MBA degree from the Kellogg School of Management, has over 30 years of experience in Sales and has helped closed more than $15 billion in deals. As the CEO and founder of Value Lifecycle, Steve works with buying and selling programs around the globe. With his company, he helps organizations develop and present great value propositions to customers, and navigates them through negotiations.
Website: www.valuelifecycle.com
LinkedIn: www.linkedin.com/in/steve-thompson-61913b17/ - check out his articles
Email: steve@valuelifecycle.com - questions about sales, need help with deals
Youtube: Check out more episodes of the Outside Sales Talk here!
Wednesday Sep 11, 2019
Wednesday Sep 11, 2019
Jason Bay is the Co-founder of Blissful Prospecting, a company that helps B2B sales reps, SMBs, and nonprofits create sustainable revenue growth. At Blissful Prospecting, he's in charge of growing the company through marketing and sales efforts. His sales experience dates back to 2008, having worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. In this episode, Jason explains how to build a predictable pipeline from scratch and to convert your prospects into valuable clients.
Here are some of the topics covered in this episode:
- The best ways to keep your sales pipeline full using effective prospecting
- How to take advantage of segmentation to communicate with prospects
- Tips to empathize better with prospects
- What is the R.E.P.L.Y method and how to use it to improve your outbound strategy
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
Contact the Guest:
Summary of the R.E.P.L.Y method: https://blissfulprospecting.com/outsidesales
LinkedIn: https://www.linkedin.com/in/jasondbay/
Website: https://blissfulprospecting.com
Email: jasonbay@blissfulprospecting.com
Youtube: Check out more episodes of the Outside Sales Talk here!
Wednesday Aug 28, 2019
Wednesday Aug 28, 2019
Jamal Reimer is a Strategic Account Manager at Oracle. He has closed over $150 million in SaaS revenue throughout his career and is an expert in closing mega deals worth more than $50 million. Jamal has over 30 years of experience in Sales. Today, he lives in Sweden and manages major accounts in the pharmaceutical industry.
Here are some of the topics covered in this episode:
- How sales reps can build a daily routine to get in the right mindset
- What sales reps can do to break through mental barriers
- How mentorship can help close mega deals
- Leveraging senior level execs to close bigger deals
- How to prepare for a mega deal meeting
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals.
After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $150 million in Saas revenue and is one of the top performing managers at Oracle.
LinkedIn: https://www.linkedin.com/in/jamal-reimer/
The Sales Tribe (LinkedIn Group): https://www.linkedin.com/groups/8742602/
Book recommendations:
Blue Ocean Strategy by W. Chan Kim and Renée A. Mauborgne
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke
Listen to more episodes of the Outside Sales Talk here and watch the video here