Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Jun 09, 2021
Wednesday Jun 09, 2021
Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.
In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.
Here are some of the topics covered in this episode:
- Tips on consultative selling and helping buyers make better decisions
- How to address your prospect’s perception of risk
- Ways to build your likeability
- The best time to approach buyers
About the Guest:
Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards.
Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance.
Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders
Check out Mike’s Bestseller “Virtual Selling” on Amazon - https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ
Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/ or email him at mschultz@raingroup.com
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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Wednesday Jun 02, 2021
Wednesday Jun 02, 2021
Paul M. Neuberger is known as the “Cold Call Coach”, teaching thousands of students in more than a hundred countries to help sales professionals close more sales. Paul’s book “The Secrets to Cold Call Success” has helped readers transform their approach to selling and leveraging psychology to connect with prospects quickly.
In this episode, Paul discusses how to appeal to your customer’s emotions and build a competitive edge over your competitors.
Here are some of the topics covered in this episode:
- Why buyers are usually emotional and not logical
- How to be memorable as a salesperson
- Ways to differentiate yourself from the competition
- Understanding your own intangibles that give you a competitive advantage
More from the Guest:
Website: Paulmneuberger.com
Paul’s Book - https://www.amazon.com/Secrets-Cold-Call-Success-Business/dp/1735039608/
Listen to more episodes of the Outside Sales Talk here and watch the video 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 May 26, 2021
Wednesday May 26, 2021
Lynn Whitbeck is a sales trainer, strategic sales consultant, and international speaker. She specializes in sales planning and reviving stagnant sales. Lynn is also the founder and CEO of Petite2Queen and Future Forward Sales.
In this episode, Lynn discusses how to keep customer relationships healthy and repair them when things go wrong.
Here are some of the topics covered in this episode:
- How to have an ideal client relationship
- Ways to make sure your clients are the best fit
- Understanding your client’s “why”
- Mending the relationship after something goes wrong
About the Guest:
Building on her 30 year successes and experiences as Vice President of Business Development and COO of direct consumer technology start-ups, Lynn transitioned to executive consulting providing strategic expertise for the development and management of client programs. With this real-world background, Lynn brings marketing, sales, business development, and operations management cross-sector experience to Petite2Queen.
More from the Guest:
You can find: How to Answer Weird Questions with Strength and Grace
at - FutureForwardSales.com/Pickle
LinkedIn - linkedin.com/in/LynnWhitbeck
Listen to more episodes of the Outside Sales Talk here and watch the video 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!
Wednesday May 19, 2021
Wednesday May 19, 2021
Bob Moesta is the co-founder at The Re-Wired Group, a design firm in Detroit, Michigan. Bob has developed & launched over 3,500 products and sold everything from design services, software, and houses to consumer electronics, and investment services. He’s also an adjunct lecturer at Kellogg School at Northwestern University and lectures on innovation at Harvard and MIT.
In this episode, Bob discusses top practices from his book - Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress.
Here are some of the topics covered in this episode:
- Find out what causes people to buy
- How to use the language that gets prospects to buy
- Understanding why customers make a switch to a new product
- The 4 forces of progress that impact how people buy
More from the Guest:
Book - https://www.amazon.com/Demand-Side-Sales-101-Customers-Progress-ebook/dp/B08FRRF68Q
LinkedIn - https://www.linkedin.com/in/bobmoesta/
Twitter - @bmoesta
Listen to more episodes of the Outside Sales Talk here and watch the video 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!
Wednesday May 12, 2021
Wednesday May 12, 2021
Richard Duggal is an international sales keynote speaker, sales coach, and sales trainer. He’s worked with agents across North America and Europe guiding them to success with his dynamic, proactive marketing approach to selling real estate.
In this episode, Richard discusses the different personality types of buyers and how to adapt your pitch to each personality.
Here are some of the topics covered in this episode:
- The different buyer personality types
- How to identify your prospects personality type
- Ways to engage with different types of buyers
- Building rapport through tone and body language
More from the Guest:
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday May 05, 2021
Wednesday May 05, 2021
Aleasha Bahr is a sales expert and international sales closing coach known for showing people the Secret Art of Subtle Selling. She transitioned from a successful corporate career in outside sales to coaching solopreneurs and sales teams with her unique sales approach, which regularly doubles, or even triples, their results.
In this episode, Aleasha discusses the importance of authoritative empathy, a genuine desire to help, and natural conversation when it comes to closing a deal.
Here are some of the topics covered in this episode:
- Overcoming the ‘pushy salesperson’ perception
- Empathizing with prospects as humans who have feelings
- Engaging with prospects through bite-sized selling
- Building rapport and active listening during pitches
About the Guest:
Aleasha is here to help people bring humanity back to sales and make a killing doing it. She teaches businesses and sales teams how to close 90% of their high-ticket leads without feeling inauthentic and believes that a salesperson will be more effective if they “don’t sell like a salesperson” - authenticity and empathy are a salesperson’s greatest tools. If you’re closing under 40%, give Aleasha a call and she’d be happy to help you out!
Website: https://www.aleashabahr.com/
Email: aleasha@aleashabahr.com
Facebook: https://www.facebook.com/bahraleasha/
LinkedIn: https://www.linkedin.com/in/aleashabahr/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday Apr 28, 2021
Wednesday Apr 28, 2021
Will Barron is the host of the wildly successful Salesman Podcast and the founder of Salesman.org, he has been raising the perception of the B2B sales profession and educating salespeople for 5 years.
In this episode, Will explains how to build trust with your customers by asking the right questions.
Here are some of the topics covered in this episode:
- Ways to get the conversation started and build trust
- How to effectively use sales questions to move the deal forward
- Strategies to ask relevant qualifying questions
- Tactics uncover your prospects’ pain points
- Tips to actively listen to your prospects’ answers
More from the Guest:
Website: https://www.salesman.org/
Salesman Podcast: https://www.salesman.org/category/podcast/
Sales Training Videos: https://www.salesman.org/category/videos/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
Robert Stevenson is an expert at building high performance cultures, improving efficiency, and accelerating growth. He’s a bestselling author who’s owned five companies and has sold internationally in over 20 countries.
In this episode, Robert explains how sales success is all about a higher line mentality.
Here are some of the topics covered in this episode:
- How to be a realistic optimist and why it helps you sell
- Ways to remain competitive and keep customers happy
- Tips on building credibility while you pitch
- Using objections to move the deal forward
About the Guest:
Robert Stevenson has over 30 years of extensive corporate and entrepreneurial experience. He coaches salespeople to deal with risks, competition, and the ever-changing business arena. Robert delivers high-energy programs that blend humor, facts, and inspiration to help any company or person achieve higher levels of excellence. Today, he travels around the world, sharing powerful ideas for achieving excellence.
Website: Robertstevenson.org - Check out his weekly newsletter
LinkedIn: https://www.linkedin.com/in/robertstevensonspeaker/
Books: http://www.robertstevenson.org/robert-stevenson-online-store/robert-stevenson-online-store
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday Apr 14, 2021
Wednesday Apr 14, 2021
Chris Smith is the co-founder of Curaytor, an Inc. 500 fastest growing SaaS business that builds marketing and sales tools. In less than five years, Chris used the blueprint in his book The Conversion Code to grow Curaytor to nearly $15 million in annual recurring revenue, without raising any venture capital. In this episode, Chris shares tips from his book - “The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales”.
Here are some of the topics covered in this episode:
- How to have the perfect 1st minute with a prospect
- Tips on using the “Digging Deeper Technique” to gain information
- Techniques to build trust while you pitch
- Ways to uncover objections that will help you close
More from the Guest:
Book - https://www.curaytor.com/conversion
Audio book - https://www.audible.com/pd/The-Conversion-Code-Audiobook/B01MZG5006
Search “Chris Smith Curaytor” to find Chris
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!
Wednesday Apr 07, 2021
Wednesday Apr 07, 2021
Mark Bowden is a global authority on nonverbal communication. He has been voted #1 Body Language Professional in the world for the last two years. He is also a bestselling author of 4 books on the subject of body language and human behavior, including the famous book “Winning Body Language for Sales Professionals”. In this episode, Mark explains how to leverage body language for sales success.
Here are some of the topics covered in this episode:
- Using body language to deliver a great first impression
- Tips to engage prospects during virtual meetings
- Ways to avoid being perceived as a pushy salesperson
- Techniques to control the environment and put prospects at ease
About the Guest:
Mark is the founder of the communication training company TRUTHPLANE. Where he trains professionals on how to use their body language to stand out, win trust, and gain credibility every time they communicate. His client list includes presidents and CEOs of Fortune 500 companies and Prime Ministers of G7 powers. He’s an international keynote speaker and the president of the National Communication Coach Association of Canada. Mark is also a member of the TED community having spoken at TEDx Toronto. Mark can be seen regularly on Canadian network CTV’s daily talk show The Social as the resident Body Language expert.
Website: https://truthplane.com/
LinkedIn: https://www.linkedin.com/in/markbowden1/
Youtube: https://www.youtube.com/c/MarkBowden1/playlists
Books: https://www.amazon.com/-/es/Mark-Bowden/e/B0031H04AK/ref=dp_byline_cont_pop_ebooks_1
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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!