Outside Sales Talk

Objection Handling Insights from Pandemic Selling - Outside Sales Talk with David Priemer

After a career as a research scientist, David found himself in the sales world. He is now the founder and chief sales scientist at Cerebral Selling and is passionate about teaching the science of modern selling. David is also the author of the bestselling book Sell the Way You Buy: A Modern Approach to Sales That Actually Works.

 

In this episode, David talks about handling objections and the new lessons we can learn from the pandemic. 

 

Here are some of the topics covered in this episode:

• How to use the “Feel, felt, found” framework to add credibility during your sales calls
• How values have changed over the pandemic
• How to get to the root cause of an objection by asking clarification questions
• How to differentiate the objections that need to be addressed from the ones we don’t need to respond to, and the process behind finding them

More From the Guest

Linkedin: https://www.linkedin.com/in/dpriemer/?originalSubdomain=ca 

 

Website - https://cerebralselling.com/

 

Buy David’s book -

https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/ 

 

Listen to more episodes of the Outside Sales Talk here!

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Why Authentic Relationships are the Secret to Sales Success - Outside Sales Talk with Casey Jacox

Casey is a sales development coach and keynote speaker that helps companies build customer relationships and not just transactional deals. He is the host of The Quarterback DadCast, a podcast that offers stories, advice, and wisdom for fathers looking to improve their leadership skills and emotional intelligence. Casey is also the author of the book, WIN the RELATIONSHIP, not the DEAL.  

 

In this episode, Casey talks about building meaningful selling relationships with a personalized approach. 

 

Here are some of the topics covered in this episode:

• Ways to build memorability during sales calls 
• How to apply practical optimism to improve sales and your relationship with customers
• How to manage first impressions and use active listening to increase your value in the prospect's mind
• Tips to stand out amongst the competition when building relationships

More From the Guest

Linkedin - https://www.linkedin.com/in/caseyjacox/

Website - https://www.caseyjacox.com/

Buy Casey’s book - https://www.amazon.com/WIN-RELATIONSHIP-not-DEAL-Strategies/dp/0999371495

 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

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Unreceptive: A Better Way to Sell, Lead, and Influence - Outside Sales Talk with Tom Stanfill

Tom Stanfill is the author of UnReceptive: A Better Way to Sell, Lead, & Influence and is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20. 

 

In this episode, Tom talks about what sellers can do to help eliminate buyer resistance and cultivate receptivity. 

 

Here are some of the topics covered in this episode:

• People are rejecting a sales call not a solution
• What it means to “drop the rope” and take the viewpoint of the buyer
• Elevating your position by becoming an expert in your buyers’ space 
• What happens when you make your customers the hero of the story

 

More From the Guest

Linkedin: https://www.linkedin.com/in/tomstanfill/

Tom’s sales training - https://www.aslantraining.com

Buy Tom’s book - https://www.unreceptivebook.com

 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

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Building Your Sales with the Right CRM & Sales Tech - Outside Sales Talk with Kyle Jepson

Kyle is a Senior Inbound Sales Professor at Hubspot. Kyle produces educational content for HubSpot Academy, which is the worldwide leader in inbound marketing and sales education, transforming the way people and companies grow through online courses, projects, certifications, and software training.

 

In this episode, Kyle talks about the main benefits and risks of the use of technology in sales, and how we can use tools to accelerate our business growth and sales. 

 

Here are some of the topics covered in this episode:

• The most important tools and automation processes that we can use to benefit sales teams
• Which CRMs are the best fit for a sales team and what advantages and disadvantages they have
• Why sales technology is a key aspect of business success and how can we use it in our favor
• The first step for salespeople that are looking to find the right sales technology 

 

More From the Guest

 

Linkedin: https://www.linkedin.com/in/kyleanthonyjepson/

 

Twitter: https://twitter.com/kyle_jepson

 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Say Less and Sell More: The Art of Storytelling - Outside Sales Talk with Park Howell

Park Howell is the host of The Business of Story podcast, which talks about the art of storytelling in sales. In addition to hosting The Business of Story podcast, ranked among the top 10% of downloaded podcasts in the world, Park has also authored two books: Brand Bewitchery: How to Wield the Story Cycle System™ to Craft Spellbinding Stories for Your Brand and The Narrative Gym for Business: Introducing the ABT Framework for Business Communication and Messaging, co-authored with Dr. Randy Olson.

 

In this episode, Park talks about the main aspects shared by art and communication, and the power of brand storytelling to increase the numbers of your business. 

 

Here are some of the topics covered in this episode:

• The importance of storytelling in business, and how to learn from art and brands like Pixar
• The difference between online and in-person storytelling
• Why the ABT foundational narrative framework is key to improving sales 
• How to apply a natural style of storytelling to be a better salesperson

 

More From the Guest

 

Linkedin: https://www.linkedin.com/in/parkhowell/

 

Website: https://Businessofstory.com

 

Badger Sales University - Check out Park’s Course - https://salesuniversity.badgermapping.com/p/park-howell-the-abts-of-selling 

 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Making Human-to-Human Connections While Networking - Outside Sales Talk with David J.P. Fisher

David is a sales expert, professional keynote speaker, podcast host, and bestselling author. Using his over 20 years of experience, he combines nuanced strategy and real-world tactics to guide sales professionals as they navigate and leverage the evolving landscape of sales. David has two new editions out of his books, Networking in the 21st Century & Networking in the 21st Century on LinkedIn, which we will be discussing today. 

 

In this episode, David talks about the foundational components of a thriving network.

 

Here are some of the topics covered in this episode:

• Why so many sales professionals struggle with networking
• What interpersonal skills salespeople can develop to network better
• Some ways salespeople can connect with people they never physically met
• How to create a strategic plan for networking that allows you to sell more

 

More From the Guest

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

David’s Website: https://davidjpfisher.com/

 

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

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

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Communicate with Impact - Insight-Led Selling - Outside Sales Talk with Stephen Timme & Melody Astley

Dr. Stephen Timme is the President and Founder of FinListics Solutions. Previously, Stephen was a professor of finance, adjunct professor, and consultant for numerous Fortune 500 companies. Melody Astley is FinListics’ Chief Revenue Officer and is responsible for strategic business growth, sales, and marketing. Stephen and Melody are also co-authors of the book, Insight-Led Selling.

 

In this episode, Stephen and Melody talk about the key concepts of insight-led selling that field salespeople can use to skyrocket their numbers. 

 

Here are some of the topics covered in this episode:

• The origin of Insight-Led Selling and how it relates to the buyer’s journey
• What are “executive insights” and how can we use them to improve our pitch
• What does it mean to “communicate with impact” and how can salespeople approach this as a team
• What can sales reps do to discover how their buyers think

 

More From the Guest

 

LinkedIn: https://www.linkedin.com/company/finlistics-solutions/

 

Twitter: https://twitter.com/finlistics

 

Website: https://www.finlistics.com/

 

 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

 

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

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Winning Complex B2B Deals - Outside Sales Talk with John Smibert

John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.

 

In this episode, John talks about the challenges small businesses face when selling to large organizations.

 

Here are some of the topics covered in this episode:

• How larger organizations identify a need and eventually buy
• The best strategy for outside salespeople to get past potential gatekeepers
• Tips for getting past or working with a gatekeeper
• How salespeople can lower their client’s perceived risk when selling higher priced items

More From the Guest

LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au 

Book: https://www.amazon.com/Wentworth-Prospect-novel-guide-success/dp/1922628522/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=&sr= 

 

 

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

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

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An AE’s Secret Weapon: Automated Client Gifting - Outside Sales Talk with Kris Rudeegraap

Kris is the CEO of Sendoso, a Sending Platform for corporate gifting that’s been growing rapidly over the last few years. He is a California native with around 10 years of sales experience. As a former salesperson, he really understands how to interact with clients and what really makes the sale.

 

In this episode, Kris talks about his experience as an AE and how AEs can create the ultimate sending strategy.

 

Here are some of the topics covered in this episode:

• The number one thing that differentiates a good salesperson from a great salesperson
• Why giving gifts to your customer keeps them happy
• How corporate sending and gifting has changed over the past few years
• Things that salespeople should avoid while creating a sending strategy

 

More From the Guest

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

Website: www.sendoso.com 

 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

The Mindset of a Sales Warrior - Outside Sales Talk with Jason Forrest

Jason is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. He’s also an award-winning author and has won 5 international Stevie Awards for his training programs.

 

In this episode, Jason talks about some of the topics from his recent book: The Mindset of a Sales Warrior.

 

Here are some of the topics covered in this episode:

• What the mindset of a sales warrior is
• How great sales training can work to change behavior
• The four limiting beliefs that hold salespeople back
• The #1 key to differentiate yourself from competitors
•  

More From the Guest

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

Website: www.fpg.com 

The Mindset of a Sales Warrior (Paperback): https://www.amazon.com/Mindset-Sales-Warrior-Jason-Forrest/dp/1646691423 

The Mindset of a Sales Warrior (Audiobook): https://www.amazon.com/Mindset-Sales-Warrior/dp/B082HJLK3J/ref=tmm_aud_swatch_0?_encoding=UTF8&qid=&sr= 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/