Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Oct 31, 2018
Wednesday Oct 31, 2018
In this episode, host Steve Benson is being interviewed by the producer of the show, Anna Bolender, about how he started his outside sales career, why he left Google to start Badger Maps and the most important lessons he learned along the way. Steve shares valuable advice from his successful field sales career and talks about his entrepreneurial journey!
Here are some of the topics covered in this episode:
- Sales lessons from working at IBM, Autonomy and Google
- Steve’s experience as sales manager at Google
- Hardware vs. software sales industry
- How to decide if you should take the leap and start a business
- Bootstrapping or raising VC money?
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.
In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.
Website: https://www.badgermapping.com
Linkedin: https://www.linkedin.com/in/stevenbenson
Twitter: @SteveBenson, @BadgerMaps
Facebook: https://www.facebook.com/badgermaps
YouTube: https://www.youtube.com/user/BadgerMapping
Instagram: @stevebensonsf
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Oct 24, 2018
Wednesday Oct 24, 2018
Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!
Here are some of the topics covered in this episode:
- How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales
- Daily exercises to improve specific EI skills such as emotional self-awareness
- How to emotionally connect with prospect and create bigger conversations
- How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions
Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a 'bag carrying' rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States.
Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’.
Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.
Website: http://www.salesleadershipdevelopment.com
LinkedIn: https://www.linkedin.com/in/colleenstanleysli
Twitter: @EiSelling
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Oct 17, 2018
Wednesday Oct 17, 2018
Host Steve Benson shares his proven strategies about how to follow-up effectively after sales meetings in this special episode. So many outside sales reps are losing deals that they’re already 80% of the way to closing because they’re not doing follow-ups right. Deals are going dark on them and they lose traction after the first meeting. Learn how to master follow-ups and move deals faster and more successfully through the sales cycle!
Here are some of the topics covered in this episode:
- What to say in a follow-up via email vs. over the phone
- The best times to follow-up
- Steve’s 3 follow-up tricks
- Follow-up do’s and don’ts
For more tips about how to follow-up after sales meetings, check out Steve’s video and blog post here!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.
In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.
Website: https://www.badgermapping.com
Linkedin: https://www.linkedin.com/in/stevenbenson
Twitter: @SteveBenson, @BadgerMaps
Facebook: https://www.facebook.com/badgermaps
YouTube: https://www.youtube.com/user/BadgerMapping
Instagram: @stevebensonsf
Listen to more episodes of the Outside Sales Talk here!
Wednesday Oct 10, 2018
Wednesday Oct 10, 2018
Dominick Cappuccilli is the founder and CEO of The Clean Sell consulting firm which has helped hundreds of executives tell a better sales story and build their sales efforts from the ground up. Dom demystifies what really goes into a successful sales pitch and shares how he closed every deal for 2 years in his previous sales job. Learn his 4 step strategy to craft your sales story and deliver the perfect pitch!
Here are some of the topics covered in this episode:
- The power of storytelling in sales
- How to craft your sales story
- 4 steps to deliver the perfect pitch
- Questions to ask to find out the prospect’s pain points
Storytelling is one of many skills that salespeople must master to be successful. Learn more essential sales skills here that will make you stand out and become more confident in your job!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Dom Cappuccilli is the founder and CEO of The Clean Sell, a sales consulting firm focused on helping small businesses develop a structured and scalable sales strategy with a customized sales playbook.
Dom combines the power of a trained storyteller with the real world experience of an elite salesperson. In fact, he became an elite salesperson because he was a trained storyteller.
After 10 years as a reporter, author and screenwriter, Dom found his calling when he rewrote the sales story of a fast-growing healthcare company and doubled their revenue in six months. From there, he quickly rose to be a sales leader at unicorn startup ZocDoc - currently valued at $1.8B - before he went to Arches Technology and created and sold an entirely new healthcare technology product to health systems.
During his career, Dom was amazed that almost all of the companies he saw were succeeding in spite of their sales story and strategy, not because of it. In 2016, he decided it was time to change that and The Clean Sell has been helping startups and small businesses ever since.
Website: http://www.thecleansell.com
LinkedIn: https://www.linkedin.com/in/dom-cappuccilli-0604853a
Twitter: @TheCleanSell
Facebook: https://www.facebook.com/thecleansell
Get Dom’s book recommendations:
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Oct 03, 2018
Wednesday Oct 03, 2018
Tito Bohrt is the founder and CEO of AltiSales, a global sales consultancy that provides services and solutions in technology, sales operations and development. As a sales trainer, Tito has helped many sales executives build world class sales teams, increase response rates and set more meetings. This episode is loaded with thought-provoking and actionable advice! Tito shares real life examples of how to make a great cold call, leave a voicemail that gets the prospects attention and more! Listen in and learn how to approach prospecting in a new and more efficient way and set more qualified meetings!
Here are some of the topics covered in this episode:
- Quick prospecting hack to set yourself up for success
- The most efficient way to get qualified leads
- How to leave successful voicemails - example from Tito
- How to make a cold call - role play with Tito and Steve
- How to follow up after meetings - concrete email example
If you want more in-depth tips on how to follow up after a sales meeting, check out Steve’s training video here. He shares when and how you need to follow up with prospects and other helpful tricks that will help you close deals faster!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: As the CEO of AltiSales, Tito Bohrt works with CEOs, VPs of Sales & Marketing who want to increase cold outreach response rates and ultimately set more qualified meetings. With employees in 4 cities in the US and 3 other countries, AltiSales drives innovation to improve the way Sales Development is executed. Tito is also a keynote speaker, has given a TED Talk and is a passionate B2B SaaS Angel Investor.
Website: http://altisales.com
LinkedIn: https://www.linkedin.com/in/titobohrt
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Sep 26, 2018
Wednesday Sep 26, 2018
Enrico Nebbia is an international sales consultant, speaker and the founder of Ekselia Partners, a business consultancy specialized in sales transformation initiatives. He helps B2B companies implement successful sales operations strategies and adopt the right tools and methodologies to improve their sales effectiveness. He is passionate about sales operations and shares how you can strengthen your sales process and enable your field sales team to perform at its best!
Here are some of the topics covered in this episode:
- The key responsibilities of sales operations
- How to succeed in sales operations
- Actionable steps to develop a successful sales operations strategy
- Proven methodology to implement structured processes
- How to get the most out of your CRM
Implementing the right tools for your sales team is an important responsibility of sales operations. Many sales companies are using artificial intelligence tools (AI) to increase their sales and automate busy work. Increase your team’s selling hours and learn how you can grow your revenue with AI here!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Enrico Nebbia is an IT and electronics engineer by education, and started his professional career as a software developer. After his MBA, he transitioned into international strategy consulting in the Telco sector, and from there went into more operational consulting in industrial companies.
In 2007, Enrico co-founded Sendas Value, a business consultancy, where he focussed on helping customers boosting their sales results through better sales operations and sales enablement.
Enrico has founded Ekselia Partners, a sales consultancy exclusively specialised in sales transformation, where he helps CxOs to better manage their sales efforts. Over the years, Enrico has developed and refined a salesforce management methodology that has proven to be very effective in many industrial sectors. He has therefore founded the company ExecutionPro which is building a software around this management methodology. The software supports sales managers and reps in their analysis of the sales situation, planning and follow-up of sales activities. Ultimately, it allows salespeople to receive automatic recommendations about specific actions to undertake with their customers and prospects.
On the side, Enrico is an adjunct professor in sales and marketing at EADA and TBS business schools in Barcelona, Spain.
Websites: http://www.executionpro.com, http://www.ekselia.com
LinkedIn: https://www.linkedin.com/in/masventasb2b
Twitter: @NebbiaEnrico
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Sep 19, 2018
Wednesday Sep 19, 2018
Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients' business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!
Here are some of the topics covered in this episode:
- The 8 elements of the complex B2B sale
- Tactics to conquer the complex sale - from prospecting to closing
- How to deal with multiple decision makers and gatekeepers
- Ways to shorten the sales cycle for complex sales
- How you need to position yourself to close the deal
Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies.
‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.
Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.
The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.
Website: http://aliceheiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman
Twitter: @aliceheiman
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Sep 12, 2018
Wednesday Sep 12, 2018
Gerhard Gschwandtner is the Founder and CEO of ‘Selling Power Magazine’, the world’s leading sales management magazine. He is well known for his ‘Peak Performance Mindset’ workshop, which is designed to help salespeople achieve their highest level of performance and reach their goals. Gerhard shares valuable insights and exercises that will help you overcome any challenges, grow professionally and personally and ultimately be more successful.
Here are some of the topics covered in this episode:
- Actionable tips and exercises to develop a winning mindset
- The importance of self-encouragement in sales
- What holds you back from reaching peak performance
- A simple meditation exercise
- How to make the most out of a sales conference: Dos and Don'ts
Having a morning routine that helps you be more productive, focus on what’s important and set your goals is crucial to reach peak performance. Try this simple routine made especially for outside salespeople and start your day right!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.
Special offers for Outside Sales Talk listeners:
Get 12 months of Selling Power magazine for FREE (save $29)! Go to www.SellingPower.com, click on magazine and use the special code badger18
Workshop: www.MindsetScience.com - Test the online mindset program for one month for free!
Sales conference: www.Sales30conf.com/Vegas2018 - Attend at 50% off using code ggvip50
LinkedIn: www.linkedin.com/in/gerhard20/
Twitter: @gerhard20
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Sep 05, 2018
Wednesday Sep 05, 2018
Donald Kelly is a sales trainer, award-winning speaker and host of "The Sales Evangelist" podcast. During his successful sales career, he has learned from the top sales leaders and is now sharing his expertise conducting workshops, keynote presentations and sales training for sales teams and executives. Donald believes that the key to success in sales is to master the fundamentals and keep it simple. In this episode, he shares 3 crucial sales skills and techniques and how you can master them to consistently close more deals.
Here are some of the topics covered in this episode:
- 3 simple things you need to master to close more deals
- How to learn and apply those 3 key skills in outside sales
- Dealing with rejection
- Managing sales stress effectively
- How to focus your schedule
Whether you’re a sales rep or manager, it’s important to keep learning and constantly optimize your sales processes. Check out these 10 ways that will help you sell more in less time and increase your sales productivity!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Donald Kelly is the Founder and Chief Sales Evangelist of “The Sales Evangelist”, a sales consulting firm that helps small to mid-size organizations drive sales and business growth. With his unparalleled ability to simplify complex sales and marketing concepts, Donald has motivated the way organizations sell all over the world.
His sales mentoring has allowed people to overcome their sales obstacles and reach their goals. “The Sales Evangelist” that has been recognized by multiple news outlets like Huffington Post, Entrepreneur Magazine, and Yahoo Finance.
Donald’s well-known podcast “The Sales Evangelist” is heard in over 155 countries and aims at educating and motivating salespeople. He interviews some of the best sales, business and marketing experts who provide invaluable training of how you can take your career, business and income to a top producer’s status.
Donald has spoken to audiences all across the country and has shared the stage with speakers such as Aisha Tyler, Sarah Koenig, Chris Brogan and Marc Maron. His mission is to evangelize the method of effective selling and motivate sellers of all levels DO BIG THINGS!
Website: https://thesalesevangelist.com
Exclusive content: https://thesalesevangelist.com/badgermaps
Linkedin: https://www.linkedin.com/in/donald-c-kelly
Twitter: @DonaldCKelly
Facebook: https://www.facebook.com/thesalesevangelist
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Aug 29, 2018
Wednesday Aug 29, 2018
Everold Reid is a sales coach, speaker and the author of ‘The Reid Method - A Blueprint for Achieving Sales Mastery’. With over 28 years of sales experience, he shares his best tips and tricks about how you can motivate yourself in Field Sales and exceed your goals!
Here are some of the topics covered in this episode:
- A 3-step daily ritual that helps you get motivated
- Goal setting strategies
- How to stop procrastinating
- The 5-second-rule
- Tips for successfully motivating your sales team
Learn more strategies and tactics about developing sustainable motivation and get out of your comfort zone!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: From his earliest year in the retail car industry, Everold Reid has been a keen student of selling, eager to learn new strategies and techniques, to build his knowledge base and, more importantly, to expand his customer base.
His sales mastery has led to top sales ranking at the dealerships where he has worked, as well as many awards for his performance. Along the way, Everold adopted the Kaizen philosophy of continuous improvement that remains central to his present-day sales, advertising and marketing efforts.
Throughout his career in automotive sales, Everold developed a sales and marketing blueprint that has allowed him to perform at the highest level, year after year. This blueprint is outlined in Everold’s book, entitled ‘The Reid Method A Blueprint for Achieving Sales Mastery’.
In addition to sales strategies and techniques, Everold draws on many years of marketing success in the retail automotive and advertising industry. He has initiated marketing partnerships and worked with celebrities and local non-profit groups. His advice and insights on automotive selling, advertising and marketing are sought after by some of the world’s top automotive brands including Toyota and Lexus.
Everold is also the host of “The Reid Method Insider Podcast”, where he’s been interviewing successful leaders such as Les Brown, Tom Hopkins and Kevin Eickenberry about Sales Mastery, Business Development, Personal Development and technology.
Website: https://www.thereidmethod.com
Linkedin: https://www.linkedin.com/in/everoldreid
Twitter: @TheReidMethod
Facebook: https://www.facebook.com/thereidmethod
Listen to more episodes of the Outside Sales Talk here and watch the video here!