Podcast
Outside Sales Talk
Hosted by Steve Benson · EN
Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
64episodes
Episodes
Newest firstAll episodes
The Art of Persuasion and Influence in Sales - Outside Sales Talk with Rob Jolles
Nov 22, 202201:09:23Tap to summarizeRob Jolles is a sought-after speaker and after a successful sales career became a sales coach and author of a number of best-selling books, including How to Change Minds: The Art of Influence without Manipulation, Why People Don’t Believe You: Building Credibility from the Inside Out, and Customer Centered Selling: Sales Techniques for a New World Economy In this episode, we’ll be exploring some of the themes that Rob speaks about in these books. Here are some of the topics covered in this episode: How intent is the difference between influence and manipulation How you have to believe in your product to be 100% authentic Why you have to pay attention & adapt to your prospect's personality and communication style How salespeople can be both successful and ethical More From the Guest As a sales speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide. Rob draws on more than thirty years of experience to teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. And in showing clients not just “how to” but also “why to,” he stirs individuals and companies to create real, lasting change. Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises, from parents to professional negotiators. Linkedin: https://www.linkedin.com/in/robert-rob-jolles-8a459b12/ Website: https://jolles.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/
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Selling Through Tough Times - Outside Sales Talk with Paul Reilly
Nov 10, 202200:58:03Tap to summarizePaul Reilly is a speaker, sales trainer, and author of the book Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn. He is also the host of The Q and A Sales Podcast. In this episode, Paul gives tips on developing a positive first response in the face of adversity, in order to become more resilient and open ourselves up to more opportunities. Here are some of the topics covered in this episode: Why selling has never been easy How tough times can lead to an opportunity Be aware of tough time signals Tips on building a resilient mindset when times are at their hardest More From the Guest Paul is a student of sales, and the mission of his training company is to help salespeople compete more profitably by selling on value, not price. Paul’s first sales job was in high school selling car washes. He sold jewelry and painting services in college. Paul sold propane for Ferrell Gas—the exact same product as all of the other competitors. He also sold tools and fasteners for Hilti in the construction and petrochemical industry. Finally, Paul sold medical equipment before getting into the training and speaking business. He’s experienced and overcome many of the same difficulties you may be experiencing now. LinkedIn: https://www.linkedin.com/in/salescustomerservice Website: https://www.toughtimer.com/ Check out the complimentary section of Selling Through Tough Times and Get a step-by-step method to Crafting your Customer Message. 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/
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Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand - Outside Sales Talk with Dr. Cindy McGovern
Oct 20, 202200:43:35Tap to summarizeDr. Cindy McGovern is an international speaker, Bestselling sales author, and consultant. Cindy is the founder of Orange Leaf Consulting, which helps organizations, entrepreneurs, and individuals create dynamic and robust sales processes. She has also recently released her second book, Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand. In this episode, we’ll be exploring some of the themes that Cindy speaks about in her new book. Here are some of the topics covered in this episode: Why your personal brand is your calling card to the world The three pillars of a successful and powerful brand The importance of selling your brand before your product Why it’s important to take time time to rebrand after major changes More From the Guest Cindy is a gifted public speaker, and you can find her on the conference circuit where she presents on a variety of topics. Through engaging stories, humor and even a little audience participation, she helps people to realize that they have been selling their entire lives. Her energy and drive inspire the audience to embrace their inner toddler and remember that they can sell and they can get what they want in work and in life using those skills they already have. Get her new book, Sell Yourself - https://www.sellyourselfbook.com/ Website: https://drcindy.com/ Orange Leaf Consulting - https://orangeleafconsulting.com/ Orange Leaf Academy - https://www.orangeleafacademy.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/
Transcribe →Overcoming Fears of Rejection and Handling “No” in Sales - Outside Sales Talk with Andrea Waltz
Oct 14, 202200:52:19Tap to summarizeAndrea Waltz is a sales speaker, virtual trainer, and the co-author of Go for No! Yes is the Destination, No is How You Get There. She is also the founder of the publishing company Success in 100 Pages. In this episode, Andrea talks about the “go for no” mindset that will improve your sales quota by handling rejection and pushing through the sale. Here are some of the topics covered in this episode: Being willing to ask the hard, tough questions upfront in order to qualify prospects How to be engaged and connected with your ‘no’s’ so you don’t limit the sale How to apply courageous selling, to educate prospects about how you can solve their problems and care less about the rejection How to change your relationship with failure More From the Guest Linkedin: https://www.linkedin.com/in/goforno/ Website: https://www.goforno.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/
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Insights from a Purchasing Director: Pay Day Conversations - Outside Sales Talk with Sonia Dumas
Sep 21, 202201:03:09Tap to summarizeSonia Dumas is the Founder of Curio Haus; an innovative company focused on helping execution-driven leaders generate extreme results by scaling and building powerful offers. She is a featured speaker and author at CPA Academy, Intuit Tax Pro Center, The Sales Expert Channel, and FinancialAdvisor.com. She is also doing research focused on scaling small businesses and Cryptocurrency's impact on business. In this episode, Sonia talks about how to build strong connections with prospects that will lead to purchasing decisions. Here are some of the topics covered in this episode: The most important tactics to be unique and stand out amongst the competition How to be more flexible when selling to get conversions How to start seeding prospects by improving the experiences you create for your prospects What Payday conversations are The 3 C's to make your offer win More From the Guest LinkedIn: https://www.linkedin.com/in/soniadumas/ 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/
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Leading with Productivity as a Sales Manager - Outside Sales Talk with Joel Stevenson
Sep 1, 202200:52:59Tap to summarizeJoel Stevenson is the CEO of Yesware, a leader in sales productivity software. Prior to Yesware, he was the general manager and founder of Wayfair’s B2B division. He is also the host of The Hard Sell podcast, where he talks about new and tested sales principles to boost productivity. In this episode, Joel talks about how to boost productivity and create great work environments as a Sales Manager. Here are some of the topics covered in this episode: How sales managers can avoid micromanaging their teams to boost productivity and motivation How sales managers can create the best office environment for teams to be more productive The different areas or genres of sales software, and the best sources of information The most common sales practices that managers should avoid to waste less time More From the Guest Linkedin - https://www.linkedin.com/in/joelstevensongm/ Website - https://www.yesware.com/ Podcast - https://www.yesware.com/podcast 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. Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
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The Transparency Sale - Outside Sales Talk with Todd Caponi
Aug 26, 202201:08:31Tap to summarizeTodd Caponi is an award-winning sales leader, author of The Transparency Sale, and the newly published The Transparent Sales Leader. Todd is also the founder, speaker, and workshop leader at Sales Melon and the host of The Sales History Podcast. In this episode, Todd talks about what it means to be transparent in sales and the power it brings sellers. Here are some of the topics covered in this episode: How to do the buyer's homework for them and address objections before they come Why embracing the truth speeds up the sales cycle Why we shouldn’t underpromise and overdeliver as salespeople What we can learn from the history of sales More From the Guest Linkedin - https://www.linkedin.com/in/toddcaponi/ Website - https://toddcaponi.com/ Podcast - https://toddcaponi.com/podcast/ 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/
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Objection Handling Insights from Pandemic Selling - Outside Sales Talk with David Priemer
Aug 11, 202200:43:44Tap to summarizeAfter 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! 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/
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Why Authentic Relationships are the Secret to Sales Success - Outside Sales Talk with Casey Jacox
Jul 20, 202200:37:25Tap to summarizeCasey 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. Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
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Unreceptive: A Better Way to Sell, Lead, and Influence - Outside Sales Talk with Tom Stanfill
Jul 13, 202201:12:29Summary readyTom 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. Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Summary