Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Oct 13, 2021
Wednesday Oct 13, 2021
Tamara Bunte is a leading sales coach, trainer, and speaker who has worked with Fortune 500 companies, sales professionals, executives, and even success coaches to maximize their goals.
She is the founder of The Institute for Advanced Results, LLC- Tamara Bunte Inc and The Christian Business Chamber. Additionally, she is the author of, “Proverbs for Selling: Mastering Sales Through Prospecting, Referrals & Discipline.”
In this episode, Tamara discusses the importance behind getting sales referrals. She shares how having a plan and being persistent can greatly impact your deals.
Here are some of the topics covered in this episode:
- The secret behind the perfect voicemail with a 100% call back rate
- Building business from those who already know and love you
- The importance behind being prepared with your 6 “ors”
- Making your referees look good
About the Guest:
Tamara Bunte is America’s #1 Sales Coach for a reason. For the past 20 years, Tamara has helped countless sales professionals, teams, and companies better their own selling habits and become better versions of their professional selves. Tamara has influenced hundreds of thousands of people through her keynote sales speaker presentations, CDs, podcast, training programs, and her innovative sales book, Proverbs for Selling. She has also gained numerous credentials during her career for her impact on the sales industry.
Website: https://www.tamarabunte.com/
LinkedIn: https://www.linkedin.com/in/tamarabunteinc/
Email: info@tamarabunte.com or call at 704-247-8333
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Wednesday Sep 29, 2021
Wednesday Sep 29, 2021
Darius Lahoutifard is a coach, trainer, and mentor of sales teams, leaders, and executives. He is the founder of MEDDIC Academy, and an expert in MEDDIC Sales Methodology, as well as other similar successful sales methodologies. Additionally, he is the author of the Amazon best-selling book, “Always Be Qualifying—MEDDIC.”
In this episode, Darius discusses the key elements of the MEDDIC Sales Methodology, as well as explains the importance of qualifying prospects in every stage of the sales cycle, as it can positively impact your win-rate.
Here are some of the topics covered in this episode:
- Key elements of qualification
- Why you need to qualify to improve your win-rate
- Understanding the difference between MEDDIC and MEDDPICC
- How to utilize your own skills and other sales methodologies alongside MEDDIC
About the Guest:
Darius Lahoutifard is a serial entrepreneur and a former executive at PTC and Oracle among other software companies. After moving to sales, Darius had outstanding performances and was quickly successful in climbing the corporate ladder. Darius then joined PTC where he took his business unit from $4M to $27M in three years. While at PTC, MEDDIC was invented and as an early executive, he contributed to the definition and the execution of what became a renowned sales methodology: MEDDIC. His passion for sales goes beyond selling, and now trains through his company, MEDDIC Academy where he hosts workshops, certification courses, and more.
Website: https://meddic.academy/
LinkedIn: https://www.linkedin.com/in/meddic/
Email: darius@meddic.academy
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Wednesday Sep 22, 2021
Wednesday Sep 22, 2021
Paul Andrew Smith is a world-leading expert on organizational storytelling and one of Inc. Magazine’s Top 100 Leadership Speakers of 2018. He is a national bestselling author of several books that revolve around storytelling – his work has been featured in the Wall Street Journal, Time Magazine, Forbes, and more.
In this episode, Paul discusses the importance of storytelling in the sales process and how stories can get people’s attention, build trust, and close a sale.
Here are some of the topics covered in this episode:
- Making a ‘wish list’ of the stories you need to solve different issues
- Answering specific questions to create a great story
- Structuring a story and utilizing the right type of emotional engagement
- Building trust through authentic stories
About the Guest:
Before becoming a storytelling coach, Paul was an executive at Procter & Gamble for 20 years. Paul held leadership positions in both research and finance functions, and most recently served as director of consumer and communications research. Fast forward to today, he has written multiple bestselling books including The 10 Stories Great Leaders Tell, Lead with a Story, Sell with a Story, and Parenting with a Story. His keynote speaking and training clients include international giants like Google, Hewlett Packard, Bayer Medical, Walmart, Kaiser Permanente, Ford Motor Company, Luxottica, and Procter & Gamble among dozens of others.
Website: leadwithastory.com
Email: paul@leadwithastory.com
Twitter: @LeadWithAStory
LinkedIn: www.linkedin.com/in/smithpa9
Facebook: www.facebook.com/leadwithastory
Instagram: www.instagram.com/leadwithastory
Listen to more episodes of the Outside Sales Talk here!
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Wednesday Sep 15, 2021
Wednesday Sep 15, 2021
Kendra Lee is the founder of KLA Group, a company that specializes in lead generation, sales prospecting, hiring, and onboarding. After starting her sales career with IBM, Kendra founded her company on the philosophy that sales is not an art, but a learned skill. Kendra is also a strategy expert, speaker, author of several books.
In this episode, Kendra shares her tips on how to restore your win rate by overcoming challenges and reflecting on past sales.
Here are some of the topics covered in this episode:
- Following through on each step of the sales process
- How to adapt for selling strategy to changing times
- Demonstrating your ROI to your prospects to get them to act
- Performing a win/loss analysis after each sale
More from the Guest:
https://www.klagroup.com/blog/
https://www.linkedin.com/in/kendralee/
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Wednesday Sep 01, 2021
Wednesday Sep 01, 2021
Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching. He’s also the creator of the Solutions to the TOP 4 Sins of a Salesperson.
In this episode, Patrick discusses how to appeal to your prospect’s subconscious mind and make the sale.
Here are some of the topics covered in this episode:
- The 4 Sins of Salespeople
- How to prepare for conversations with prospects
- Using The Conversation Flow
- Key phrases to unlock your prospect’s subconscious mind
More from the Guest:
916-956-8628 - Feel free to text or call Patrick
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Wednesday Aug 25, 2021
Wednesday Aug 25, 2021
Jon Ferrara is the Founder and CEO of Nimble, an industry leading CRM with contact management solutions for teams and individuals for social selling.
Prior to Nimble, Jon co-founded GoldMine Software Corporation, an early pioneer in SFA and CRM software tools which was later acquired in 1999. During those years, Ferrara continued to watch the CRM market and saw that most of the CRM products that were serving small businesses moved upmarket (and became more costly and complex) or fell by the wayside, leaving the market underserved, leading him to create Nimble.
In this episode, Jon discusses the importance of being passionate about what you’re selling and to take time to understand your prospect and their needs before you meet with them.
Here are some of the topics covered in this episode:
- Finding a job that aligns with your passions
- Use the five Fs to connect with prospects
- Share your knowledge on how you can help your prospect be better, smarter, and faster
- Utilize CRM to keep track of important customer information
More from the Guest:
Website: https://www.nimble.com/
Email: jon@nimble.com
LinkedIn: https://www.linkedin.com/in/jonvferrara/
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Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
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Wednesday Aug 18, 2021
Wednesday Aug 18, 2021
Julia Andrews is the Pacific Northwest regional president for the National Association of Women Sales Professionals. She is also the founder of Connect2Close and the creator of The Art of Feminine Selling. Julia’s work is centered around empowering women in sales to break through the limitations of traditional thinking and expectations to achieve next-level results.
In this episode, Julia shares the importance of tapping into your emotional strengths to help you be authentic by using her framework, The Art of Feminine Selling.
Here are some of the topics covered in this episode:
- The importance of being persuasive, compelling, and influencing
- The 3 pillars of her framework
- Being vulnerable and building trust
- Networking to find a mentor
About the Guest:
Julia Andrews is a performance sales coach, specializing in private client coaching and sale delivery, who's sold over $215M in sales and brings her corporate financial services expertise into her process. She leverages her decades-long insight as a top-tier performer in corporate financial services, asset protection, insurance and direct sales to help women realize their potential and achieve the success they envision for themselves.
Website: https://www.juliaandrews.com/
LinkedIn: https://www.linkedin.com/in/juliaandrewscom/
Listen to more episodes of the Outside Sales Talk here!
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Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
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Wednesday Aug 04, 2021
Wednesday Aug 04, 2021
Fred Copestake is the Founder of Brindis, a sales training consultancy. He is the author of the book, “Selling Through Partnering Skills.” His book uses the innovative VALUE framework to use Partnering Intelligence with more traditional sales methodologies to create a modern approach to winning business.
In this episode, Fred discusses the importance of Partnering Intelligence and shares key insights to sell more effectively.
Here are some of the topics covered in this episode:
- The evolution of sales throughout the decades
- Understanding that people partner, not companies
- The 6 elements of Partnering Intelligence
- Having the right skills at the right time with hybrid selling
About the Guest:
Fred Copestake is an experienced consultant specializing in the field of sales, leadership and performance. His unique style allows him to release the potential from his clients through the ability to understand context and generate insight as well as stimulate and encourage active participation. Over the last 22 years, he has traveled around the world, working with 10,000 salespeople in over 200 companies.
Website: https://www.throughpartnering.co.uk/pq-self-audit-2/
Rocky: www.rocky.ai
Social: https://www.linkedin.com/in/fredcopestake/
Listen to more episodes of the Outside Sales Talk here.
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If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
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Wednesday Jul 21, 2021
Wednesday Jul 21, 2021
Bill Farquharson is a sales trainer, vlogger, blogger, and podcaster. He is also the author of "25 Best Sales Tips Ever!" book series and "Who's Making Money at Digital Inkjet Printing & How" (co-authored with Kelly Mallozzi).
In this episode, Bill discusses the importance of effective and efficient time management and shares key tips on how to improve your time management to achieve your ideal work-life balance.
Here are some of the topics covered in this episode:
- Using your technology to your advantage
- The key question to ask yourself to get back on track
- The importance of planning your daily and weekly schedules
- Identify your sales silos and plan on how to dedicate your time to them
- Utilizing an accountability buddy to help you stay on track
More from the Guest:
Website: https://billfarquharson.com/
Social: https://www.linkedin.com/in/billfarquharson/
Listen to more episodes of the Outside Sales Talk here!
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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Wednesday Jul 14, 2021
Wednesday Jul 14, 2021
Amy Volas is the founder of Avenue Talent Partners, a recruiting firm that helps sales managers recruit the best salespeople for their team. She is also the co-host of the Thursday Night Sales podcast and a founding member of Sales Hacker.
In this episode, Amy shares key tips on how to ensure that companies are sourcing and hiring quality talent. She also provides insight on how to screen companies as a candidate to ensure a good fit.
Here are some of the topics covered in this episode:
- Being transparent on what you can offer to a candidate or company
- Why and how you should create an ideal hiring profile
- How to spot the skill and will in job candidates
- Evaluating yourself or candidates in the hiring process with scorecards
About the Guest:
Amy Volas is a 2x entrepreneur who had an enterprise sales career with over $100M in closed revenue. Her experience in recruiting has shown her there is nothing more important to your startup's success than getting the right people on your team the first time. Because Amy has felt the very real effects of mediocre recruiting herself, she has made it her life’s work to fix the recruiting industry for good.
Website: https://avenuetalentpartners.com/
Podcast: https://thursdaynightsales.com/
LinkedIn: https://www.linkedin.com/in/amyvolas/
Listen to more episodes of the Outside Sales Talk here
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!