Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Aug 08, 2018
Wednesday Aug 08, 2018
Bernadette McClelland is the CEO of the Sales Performance Agency ‘3 Red Folders’, a recognized sales authority, keynote speaker and executive coach, well known for her expertise in B2B Sales Leadership. She has over 20 years of sales experience working for top companies like Xerox and Kodak.
On this episode she’ll share her advice and insights about what it takes to become a successful leader in Outside Sales. Bernadette talks about what conversations you need to have with your customers and prospects to get to the top in today’s noisy sales environment.
Here are some of the topics covered in this episode:
- How to have successful sales conversations
- The mindset and skill-set you need to become a sales leader
- 3 key areas sales leaders need to focus on
- The best management style for Outside Sales
To be a successful Outside Sales Manager, you need to manage your team effectively and enable them to perform at their best. One aspect is to balance your sales reps' territories to increase their productivity and drive results.
Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.
About the Guest: For many years, Bernadette worked on the front line for world class technology companies as a quota bearing sales executive, responsible for business development, product launches, client relationships and profitable negotiations ranging from tens of thousands to multi million dollars.
She now works in those same environments helping CEOs and their sales teams increase their sales results and performance by building a realistic and qualified pipeline.
Her business, 3 Red Folders, ensures their customers create solid results by focussing on sales strategy, sales process, target market, ratios and numbers, message to market, prospecting strategies and mindset shifts that encompass a successful and sustainable sales environment.
Having recently published her fifth book, 'The Art of Commercial Conversations - When It's Your Turn To Make A Difference', Bernadette has highlighted the 9 commercial leadership skills and conversations needed for B2B sales executives, leaders and business owners in today's world.
What differentiates Bernadette’s approach and her business offering is found at the intersection of 'sales process (business)' + 'sales psychology (behaviour)' + 'sales science (brain)' and is underpinned by a proven science backed and evidence based evaluation tool, specific to the selling field.
Website: http://bernadettemcclelland.com
3 Red Folders: http://3redfolders.com
LinkedIn: https://www.linkedin.com/in/bernadettemcclelland
Twitter: @b_mcclelland
Listen to more episodes of the Outside Sales Talk here!
Wednesday Aug 01, 2018
Wednesday Aug 01, 2018
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.
Here are some of the topics covered in this episode:
- Why competition is important in sales
- Key skills that will set you apart from the competition
- The mindset you need to outsell your competitors
- A secret productivity hack and best books to read for salespeople
- Sales trends and how to stay competitive in the future
Learn how you can differentiate yourself and outsell your competition with this killer territory plan!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.
About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.
In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.
Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.
Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!
Sales Blog: http://www.thesalesblog.com/
LinkedIn: https://www.linkedin.com/in/iannarino
Twitter: @iannarino
Check out more episodes here.
Wednesday Jul 18, 2018
Wednesday Jul 18, 2018
In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question - what’s the best way to handle and overcome price objections in sales?
You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call?
Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.
Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”
Here are some of the topics covered in this episode:
- Identifying the 4 types of price objections
- How to address and overcome different types of price objections
- Giving discounts vs. making ‘price adjustments’
Steve is the host of the Outside Sales 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 selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.
Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.
Website: www.badgermapping.com
Linkedin: www.linkedin.com/in/stevenbenson
Twitter: @SteveBenson and @BadgerMaps
Facebook: www.facebook.com/badgermaps
YouTube: www.youtube.com/user/BadgerMapping
You can listen to more episodes here: https://www.badgermapping.com/podcast
Wednesday Jul 11, 2018
Wednesday Jul 11, 2018
Mario Martinez Jr. is a former VP of Sales, Keynote Speaker & Digital Sales Evangelist. He has spent 82 consecutive quarters in sales and leadership helping to grow revenues for small to large fortune 100 sales teams. He was in the 100%+ Club for 15 out of 18 years! Mario talks about the modern buyer that is influenced by the Digital Sales Transformation. As sales and marketing professionals we must be aligned with our understanding of the buyer’s needs. We must meet the buyer in their digitally connected, socially engaged, mobile attached, video-hungry preferences. Today’s modern buyer requires a modern seller, and Mario shares how you can become that seller!
Here are some of the topics covered in this episode:
- What is Digital Sales and how has it changed the Sales landscape?
- The 4 characteristics of the “Modern Buyer”
- Keys to being a successful Salesperson in today’s digital world
- How to approach Digital Prospecting
- Using video messaging to get your prospect’s attention
Linkedin is an important tool to have in your sales arsenal. Learn how you can generate more leads with LinkedIn!
About the Guest: Mario is the CEO and founder of Vengreso, the only full spectrum provider of digital sales transformation services helping business professionals from small business to the enterprise accelerate growth through marketing and sales alignment, the mindset to be persistent and the toolset to scale.
He is a keynote speaker, sharing his strategies with companies such as SAP, ADP, Cisco, LinkedIn, + others. Fun fact - he is known to open a speech with a Salsa dance!
Mario has received the LinkedIn Social Selling Index (SSI) score of 99/100.
He is one of 20 sales influencers invited to appear in the Salesforce documentary film The Story of Sales launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and in 2017 listed as the 6th Most Influential Social Selling Leader globally.
As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the Examiner.com and the Huffington Post.
During the episode, Mario mentions his podcast, Selling with Social, and the episode about 10 Steps to Launching a Digital Selling Program with Brynne Tillman. Check it out!
Website: https://vengreso.com/
Linkedin: https://www.linkedin.com/in/mthreejr/
YouTube: https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1
Twitter: @M_3jr and @GoVengreso
Listen to other episodes of 'Outside Sales Talk' here!
Thursday Jul 05, 2018
Thursday Jul 05, 2018
Joanne Black is America's leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.
A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.
Referrals work whether you're:
- Looking for a job
- Want a promotion
- Need more clients
- Or are looking for a date
Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.
Here are some of the topics covered in this episode:
- How referral selling can help you get more qualified leads
- The best ways to ask for a referral and when to ask for it
- Leveraging LinkedIn to manage customer relationships & engage with prospects
- First steps to start integrating referrals in your sales strategy today
Check out this blog post about how referrals can help you generate more leads!
About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.
Website: www.nomorecoldcalling.com
Linkedin: https://www.linkedin.com/in/joanneblackreferralsales/
YouTube: https://www.youtube.com/channel/UCDvwNESCLVo6CXo8mGhapJQ
Twitter: @ReferralSales
Listen to other episodes of 'Outside Sales Talk' here!
Wednesday Jun 27, 2018
Wednesday Jun 27, 2018
Keenan is A Sales Guy Inc.’s CEO, President, and Chief Antagonist. He’s been selling something to someone for his entire life, teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.
Keenan’s passion for problem solving reaches well beyond the sales and business world. He is the celebrated author of “Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You.” The 21st Century has ushered in the information age, and with it a new set of rules for success. Not Taught shares how the rules of the industrial age no longer work and that if you want to be successful, you must learn the new rules for success.
Father of 3 crazy girls, PSIA Certified Level 2 ski instructor and avid Boston Sports fan, Keenan keeps crazy busy when he’s not focused on A Sales Guy.
Here are some of the topics covered in this episode:
- Coaching your Field Sales team using critical success criteria
- How to set up a repeatable coaching cadence
- The keys to successful team collaboration
- How to build and maintain a great culture with a Field Sales team
Get more in-depth tips on how to successfully coach your field sales team!
About the Guest: With 20 years of experience, Keenan is a keynote speaker, Forbes Contributor and Award winning sales blogger. He has been named one of the Top 30 Social Sellers in the World and one of the Top 50 Most Influential Sales and Marketing People by ‘Top Sales World Magazine’ every year running, since 2012.
Keenan has been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine, Inc., and Forbes. His consulting company, A Sales Guy operates within strategy, structure, people, and process. They help businesses increase sales, create more deals, improve team effectiveness, establish a healthy pipeline, close more deals, resolve problems and make sure you continually make your numbers.
Website: http://www.asalesguy.com
Linkedin: https://www.linkedin.com/in/jimkeenan
YouTube: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?pbjreload=10
Twitter: @asalesguy and @keenan
Facebook: https://www.facebook.com/asalesguy
Listen to other episodes of 'Outside Sales Talk' here!
Wednesday Jun 20, 2018
Wednesday Jun 20, 2018
Wes Schaeffer is a Business Owner, Founder, Doer, and Author. Known as "The Sales Whisperer®," he is a keynote speaker, inbound marketing expert, copywriter, and longtime HubSpot and Infusionsoft Consultant.
Schaeffer is the author of the books "The Definitive Guide To Infusionsoft: How Mere Mortals Increase Traffic, Leads, Prospects, Sales, Testimonials, Online Orders & Referrals With the World’s Most Powerful Small Business Sales & Marketing Automation Software" and "It Takes More Than a Big Smile, a Good Idea, & a Twitter Account To Build a Business That Lasts."
Rated the top sales & CRM trainer during Dell's Sales Process Transformation, Schaeffer helps businesses automate their sales and marketing to drive revenue.
Here are some of the topics covered in this episode:
- How to work better and be more efficient while travelling
- Tips to become the top sales rep on the team
- How to optimize your time with a daily routine
- Being “ruthlessly pragmatic” in sales
- How to keep control of the conversation
Check out some more tips here on how to focus your schedule and crush your quota!
Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!
About the Guest: Wes Schaeffer is the The Sales Whisperer®, HubSpot and Infusionsoft Consultant, and Keynote Speaker. Since 2008, he has helped small business owners automate their sales and marketing. Schaeffer helps you launch your Inbound Marketing plan based on his proprietary ABCDE Sales & Marketing System, which ties together Email Marketing, eCommerce, Affiliate Marketing, Landing Pages, and Direct Response Marketing.
His focus is on technology sales, lead generation, professional sales training, copywriting, email marketing systems, Infusionsoft CRM, internet marketing, new hire assessments, affiliate marketing, and Salesforce automation. Schaeffer is a husband and father of 7, as well as a podcaster. He has two podcasts,the Sales Podcast, which has more than 300 episodes, and the CRM Sushi Podcast.
Website: https://www.thesaleswhisperer.com
YouTube: https://www.youtube.com/user/WesSchaeffer
Twitter: @SalesWhisperer
LinkedIn: https://www.linkedin.com/in/thesaleswhisperer
Facebook: https://www.facebook.com/thesaleswhisperer
Listen to other episodes of 'Outside Sales Talk' here!
Wednesday Jun 13, 2018
Wednesday Jun 13, 2018
John Barrows is a world-class sales trainer and owner of JBarrows LLC, where he’s providing customized sales training and consulting services for clients like Salesforce.com, Box, LinkedIn, and many others. John is also a published author, whose work can be seen in Inc. Magazine, Huffington Post, Forbes, HBR & Fortune.
John is driving results with proven techniques and reinforcement tools that impact adoption and behavior change. He represents the MJHoffman & Associated (aka Basho) training techniques while layering on additional training, tools and resources as client’s needs evolve, working with a new online portal with video training.
JBarrows Sales Training offers individual and group online training, as well as in-person and remote training for corporate clients. JBarrows Sales Training was founded by John Barrows as a response to the incredibly limited amount of formal academic sales training that exists for this number one global profession. Through years of experience, he created his own sales training programs called ‘Filling the Funnel and Driving to Close’. The company offers sales trainings in-person and online and his website features a regularly updated blog where you can stay current on sales techniques and trends.
Here are some of the topics covered in this episode:
- Top Questions You Should Ask Prospects
- The Best Sales Books
- How to Layer Questions During Your Sales Conversation
- The Clarification Technique
- Body Language in Sales
- The Importance of Prospecting
Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!
About the Guest: John has experience with Black & Decker, Xerox, Thrive Network, Basho Technologies, The Jack Welch Management Institute, Kensei Partners, and now JBarrows. With experience in all of these different fields, he has the knowledge of a world-class trainer. John believes that although sales is the #1 profession in the world, there is not adequate teaching available. His ‘12 Guiding Principles to Sales Success’ outline exactly how to thrive in a sales career and can be a resource for anyone wishing to become more educated in sales.
John’s extensive knowledge has been formed from holding every position in sales including inside, outside/field, channel, executive management and ownership. He helps sales professionals in companies like Google, Salesforce, Okta, Box, and LinkedIn learn new tips and tricks to become more successful in their sales positions. He is still active in sales and has learned what works and doesn’t work when closing.
John’s main goal is to improve the overall education and quality of sales by sharing ideas and techniques that work. He encourages engagement with the customer to boost revenue and show the customer that you care. In his opinion, success comes from those who are able to transfer their enthusiasm to their customer.
Website: https://jbarrows.com/
Linkedin: https://www.linkedin.com/company/jbarrows-sales-training
Snapchat: johnmbarrows
Twitter: @JohnMBarrows
YouTube: https://www.youtube.com/jbarrowssalestraining
Facebook: https://www.facebook.com/JBarrows/
FB Group ’Make It Happen’: https://www.facebook.com/groups/jbarrows/
Listen to other episodes of 'Outside Sales Talk' here!
Wednesday Jun 06, 2018
Wednesday Jun 06, 2018
Tony Hughes has 30 years of corporate and sales leadership experience with personal and team sales records that have never been broken. He is named the most influential person in professional selling within Asia-Pacific by Top Sales World. He’s currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards, and #3 sales expert and thought leader globally by LinkedIn.
Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He writes about leadership, B2B strategic sales, modernized selling, and sales enabling technologies. Tony has more than 400,000 followers and his most recent book, COMBO Prospecting, is published by the American Management Association.
Tony teaches ’modernized selling’ within the MBA program at the University of Technology, Sydney, sits on a number of boards, and is Chair of a CEO mentor group with Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world.
Here are some of the topics covered in this episode:
- Biggest trends in B2B Sales and how to adapt successfully
- Top tools every modern sales rep needs
- The winning strategy to modernize your sales process
- How to create your own narrative
- The most important sales skills you need to be successful in the new era of B2B Sales
About the Guest: Tony is Managing Director of RSVPselling, a management consultancy specialising in B2B sales strategy and execution for direct and channel models. Tony utilises a holistic approach that includes mentoring and coaching services along with training courses, workshops, pragmatic tools and his widely acclaimed book. He can work with your existing tools and methodologies to assist in building pipeline and winning complex or strategic deals. Tony is experienced in CRM and Social Selling (LinkedIn) tools, formulating go-to-market strategy, understanding cloud business models, and segmenting market offerings and sales channels. Tony offers the very latest thinking and is also a proven speaker delivering provocative high quality keynotes for kick-offs and conferences.
Website: www.RSVPselling.com
Speaker Website: www.TonyHughes.com.au
Twitter: @TonyHughesAU and @RSVPselling
Linkedin: www.linkedin.com/in/hughestony
Wednesday May 30, 2018
Wednesday May 30, 2018
Carson Heady is a top performing outside sales leader, speaker and management consultant. He’s the author of the ‘Birth of a Salesman’ series, which details the art of sales - from interviewing through preparation, pitching, closing and advancing your career in sales.
During his career, he has served at multiple levels of leadership at Microsoft, AT&T, Verizon and T-Mobile. In his role he’s overseeing partner relationships and leading strategic sales planning to grow revenue. He has a strong social media following of over 330K followers, has hosted the Smart Biz Show on EG Radio, and has been interviewed by a number of sales gurus including Jeffrey Gitomer and Jeb Blount.
Here are some of the topics covered in this episode:
- Key skills you need to develop a successful career in Field Sales
- How to ask for a promotion
- How to approach your boss about career development opportunities
- How to set up your career plan
- How to know when it’s time to move on
- Tips for a successful job search
Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!
About the Guest: Carson entered the sales arena at age 22 and has found success at every level, from top-flight sales representative to a division leader over 200+ people. His devotion to the sales game occupied much of his time, but his desire to write never left his mind. Once Carson realized his great aptitude in the game of sales, he decided to write his first novel – “Birth of a Salesman” – which told the story of a young man who came into prominence in the sales arena and doubled as a self-help sales advice manual to guide anyone to the level of success he achieved.
He is a profound public speaker, superior corporate leader and, in addition to having letters featured in prominent magazines and local newspapers, he wrote his own bi-weekly column for his department. Carson lives in St. Louis, MO, with his 2-year old daughter.
Linkedin: https://www.linkedin.com/in/carsonvheady/
Blog & Books: https://carsonvheady.wordpress.com/
YouTube: http://www.youtube.com/user/cvheady007
Twitter: @cvheady007