I make the case that process, systems, and frameworks beat personality and “vibes” in outside sales, and AI only helps when the fundamentals are already in place. I share real examples from my own coaching journey and the bad cold outreach I see every week, then lay out how to do recon, ask better questions, and recover when deals slip.

• treating your sales territory like a business with a clear process
• using the house analogy to build in the right order
• leveraging AI as a tool without outsourcing your skill
• learning through failure and iterating fast as you grow
• why walk-in pitches and info dumps get blocked
• opening with questions and discovery instead of “me, me, me”
• doing recon and gap analysis before a cold call
• rehearsing your plan so you do not rely on vibes
• avoiding hard sells and qualifying for fit
• building leverage with tech, network, referrals, and content

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Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn

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