Outside Sales Talk

Latest Episodes:

5 Step Formula - Every Job Is a Sales Job - Outside Sales Talk with Cindy McGovern Jun 17, 2020

Show notes

Dr. Cindy McGovern is a top-rated speaker, best selling author, and consultant at Orange Leaf Consulting. After years of consulting companies and helping them grow their business, she had an epiphany: every job really is a sales job. And every person is a salesperson. With these experiences, she wrote the book, “Every Job is a Sales Job: How to Use the Art of Selling to Win at Work.” In this episode, Cindy shares her 5 Step formula to help anyone become a better salesperson.

Here are some of the topics covered in this episode:

Creating a plan for success
How to effectively listen
Ways to build trust, not just rapport
How to give to get
Following up with gratitude

About the Guest:

Dr. Cindy McGovern is known as the "First Lady of Sales." She is a highly sought after speaker and consultant across the globe. She is an expert in sales, interpersonal communication, and leadership. "Dr. Cindy" holds a doctorate in organizational communication and has worked as a professor of communication before starting Orange Leaf Consulting, a sales management and consulting firm headquartered in San Francisco. She has helped hundreds of companies and individuals to create dramatic and sustainable growth. Dr.Cindy regularly coaches both professional sales employees and those whose jobs are not sales-related in an effort to help them both take advantage of opportunities to bring more business to their companies.

Website: Drcindy.com

Email: Drcidy@drcindy.com

Find Cindy on social media: @1stladyofsales or @drcindy

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

Maximize your sales team’s growth with CRM - Outside Sales Talk with Wes Schaeffer Jun 03, 2020

Show notes

In today's episode, Steve announces something really exciting!

After all the nominations you sent us for the Sales Hall of Fame, we're presenting 6 new inductees! Each of them has given us their #1 sales tip on an exclusive video.

Check out the Sales Hall of Fame to find out who they are and get their actionable advice!

Wes is the CEO and founder of “The Sales Whisperer” a platform in which he shares knowledge in sales and marketing. He also established himself as a CRM guru as he helps companies choose the CRM that fits their sales cycle best. In this episode, Wes discusses how CRMs have evolved and how to maximize their utilization.

Here are some of the topics covered in this episode:

Why the stand-alone CRM is dead
What to consider when choosing a CRM
How to make sure sales reps actually utilize the company’s CRM
In what situations you might need a CRM consultant

About the Guest:

Wes is CEO and founder of “The Sales Whisperer”, a sales training, marketing, and consulting firm. He established himself as a CRM guru through books and talks he gave. Wes is a certified partner on HubSpot, Ontraport, and Infusionsoft. He put his knowledge of the field to use by helping businesses choose and implement CRMs.

Take the free quiz to find out what CRM would be best for you - bestcrmforme.com

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

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

Distance Learning: Ultimate Benefits of Online Sales Training - Outside Sales Talk with Richard Harris May 27, 2020

Show notes

Richard Harris is an expert Sales Consultant, he has over 20 years of technology and SaaS experience in sales training, operations, and sales leadership. Richard is the Director of Sales Consulting and Training for Sales Hacker. He is also the co-host of the Surf & Sales podcast. In this episode, Richard explains how salespeople can benefit from online sales training.

Here are some of the topics covered in this episode:

Richard’s secret formula for a winning online sales training program
How to successfully integrate coaching into your online training plan
Top tips to keep reps motivated during an online sales training session
The best tools salespeople can use to improve their training experience

About the Guest:
Richard Harris has built, led, and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Some of the companies that he consults for include Mashery, Spanning, Outbound Engine, TopOpps, Village Voice Media, Riverdeep, DotNext Inc., Telecom Inc., and many more. Richard is also a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference.

LinkedIn: https://www.linkedin.com/in/rharris415/
Phone number: 4155969149
Email: richard@theharrisconsultinggroup.com

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

Secrets to Standing out and Selling on LinkedIn - Outside Sales Talk with Viveka von Rosen May 20, 2020

Show notes

Viveka von Rosen, internationally known as the “LinkedIn Expert,” works with B2B companies and executives helping them achieve business success through the use of LinkedIn. She is also the co-founder of Vengreso, a platform that delivers digital sales transformation for increased revenue results. Viveka has been listed as a Top Social Media Influencer in Forbes for the past four years, and is author of “LinkedIn Marketing: An Hour a Day” for Wiley and “LinkedIn: 101 Ways to Rock Your Personal Brand.” In this episode, Viveka explains how you can use LinkedIn to amplify your brand as a salesperson.

Here are some of the topics covered in this episode:

How to prospect effectively from home
Which hidden LinkedIn features you should be using
The common mistakes you should avoid
How to make your profile stand out from the crowd
Viveka’s 2-step referral method

About the Guest:

Viveka von Rosen is co-founder and CVO (Chief Visibility Officer) of Vengreso. She is a contributor to LinkedIn’s official Sales and Marketing blogs, and their “Sophisticated Marketer’s” Guide. She is also a contributor to publications such as Fast Company, Forbes, Money, Entrepreneur, and The Social Media Examiner to name a few. Viveka uses the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training. Through her training, she has provided over 100,000 people with the tools and strategies they need to succeed on LinkedIn.

LinkedIn - https://www.linkedin.com/in/linkedinexpert

Twitter - https://twitter.com/LinkedInExpert

Email - Viveka@vengreso.com

Website - https://vengreso.com/

Course: http://moresalescalls.com/

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

Driving Sales Momentum with Effective Prospecting - Outside Sales Talk with Dave Kurlan May 13, 2020

Show notes

Dave Kurlan is the founder and CEO of Objective Management Group, the leading developer of sales assessment tools. He is also the founder and CEO of Kurlan & Associates, a full-service sales, sales management consulting and training firm.

Dave is the best-selling author of “Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball”. In this episode, Dave explains how salespeople can prospect effectively to generate sales momentum.

Here are some of the topics covered in this episode:

Dave’s secret tip to break the ice with prospects during cold-calls
Top tips to make prospect qualification meetings more enjoyable and natural
The best ways to establish emotional connections during cold-calls
How to shift prospects from thinking of your solution as a “nice to have” to a “must-have”

About the Guest:

Dave Kurlan is a best selling author, top-rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015. He was inducted into the Sales & Marketing Hall of Fame in 2012. Dave’s company, Objective Management Group, was named the Top Sales Assessment Tool for 2011 - 2015.

He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching, and consulting.

Dave has been a top-rated speaker at Inc. Magazine's Conference on Growing the Company, the Fortune Sales & Marketing Summit, the Sales & Marketing Management Magazine's Sales Management Conference, Sales 2.0 Conference, Inbound 2014, and hundreds of other events.

LinkedIn - https://www.linkedin.com/in/davekurlan/

Dave’s Award-Winning Blog - http://www.omghub.com/salesdevelopmentblog

Email - dkurlan@objectivemanagement.com

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

What it Takes to Be a Virtual Selling Hero - Outside Sales Talk with Craig Wortmann May 06, 2020

Show notes

Craig Wortmann, the Founder and CEO of Sales Engine, has been a professional sales person for 25 years. He is the author of What’s Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. Craig is also a Clinical Professor of Entrepreneurship at Northwestern University’s Kellogg School of Management and the Founder of the new Kellogg Sales Institute. Craig designed, developed and teaches the award-winning course called “Entrepreneurial Selling,” ranked by Inc. Magazine as one of the “Top Ten” courses in the country. In this episode, Craig explains how salespeople can become exceptional virtual sellers.

Here are some of the topics covered in this episode:

Why prospecting should be increased during this time
Tips for keeping virtual meetings with prospects snappy
How to stop a prospect from ghosting you
The secret ingredients in a great virtual presentation

About the Guest:

Over the last twenty-five years, Craig has developed a set of sales and leadership tools critical to delivering results. This became the cornerstone of Sales Engine Inc. At Northwestern University’s Kellogg School of Management, Craig won the Faculty Excellence Award, given to the professor who has had the most positive impact on the students.

In May 2018, Craig launched The Art of Sales: Mastering the Selling Process, a four-part Massive Open Online Course (MOOC) Specialization with Coursera. The purpose of the online MOOC is to become as efficient and effective at selling as possible. In addition, he serves as an Operating Partner at Pritzker Group Venture Capital where he helps grow the sales engines of its portfolio companies.

LinkedIn - https://www.linkedin.com/in/craigwortmann/

Twitter - https://twitter.com/craigwortmann

Instagram - https://www.instagram.com/craigwortmann/

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

Why Athletes Win - Tactics to Become a Sales Superstar - Outside Sales Talk with Ian Altman Apr 23, 2020

Show notes

In today's episode, Steve has a BIG announcement - The Sales Hall of Fame is here!

This is a platform to celebrate the sales leaders who have inspired all of us! Curious to see who the first inductees are? Check them out here!

(Hint: If you listen to today's OST episode, you may find a very familiar face in there...)

Ian Altman is a CEO, keynote speaker, and sales advisor. He co-authored the best selling book “Same Side Selling”. Ian also hosts the popular Same Side Selling Podcast. In this episode, Ian explains how salespeople can improve their skills by following athletes’ tactics.

Here are some of the topics covered in this episode:

The secret tips salespeople must learn from athletes
How to identify the right prospects for your business
Tips for reps to overcome their resistance to practice
The key principles of a successful role-play session

About the Guest:

Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. His business helps B2B companies improve their sales strategy and achieve strategic growth, from zero to over $1 billion in value.

Seth Godin, recommends Ian’s book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988. You can also find hundreds of Ian's articles on Inc and Forbes.

LinkedIn - https://www.linkedin.com/in/ianaltman/

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

Get exclusive access to the Same Side Selling Academy resources: https://samesidesellingacademy.com/

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

Don't Panic! - Here's How you Can Still Close Deals While Remote - Outside Sales Talk with Tom Pisello Apr 15, 2020

Show notes

Tom is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He is Mediafly’s Chief Evangelist, and he focuses on developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. In this episode, Tom covers how field salespeople can effectively navigate this crisis, with tips for sales managers on how to best adapt to the new work dynamic.

Here are some of the topics covered in this episode:

How field salespeople can provide meaningful value during this time
How to make the buyer's journey easier amidst tightening budgets
Tips for reps to meet quota and show accountability
Daily habits and routines for working remotely
Ways to maintain a winning mindset

About the Guest:

Over the past decade, Tom has engaged in the launching and maturing of several innovative technology companies. During his role as Managing VP of Gartner, he played a major role in making Gartner into the industry standard it is today. Today Tom is the Chief Evangelist at Mediafly and the Founder of the Evolved Selling Institute.

LinkedIn - https://www.linkedin.com/in/tompisello/

Website - https://www.evolvedselling.com/ - Evolved Selling Institute, has interactive tools, free books during the Coronavirus, & provides a great community during this time

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

P.S.: Don’t miss Steve’s announcement about a new project we’re releasing next week. It’s going to be a way to celebrate the top sales leaders that have inspired all of us.

Stay tuned to know more!

Leveraging your Online Reputation to Increase Sales - Outside Sales Talk with George Leith Apr 08, 2020

Show notes

George is the CEO at Vendasta, an award-winning platform that helps companies sell digital marketing solutions to local businesses. With more than 30 years’ experience in sales, George helps businesses to adapt their sales and marketing strategies to the digital era. In this episode, George discusses how important a salesperson’s online presence has become and how to leverage it.

Here are some of the topics covered in this episode:

How the digital age has changed our relationship with customers
Tips on how to instantly improve your online presence
How to deal with negative online reviews
Where does your online strategy fits in your sales process

About the Guest:

Apart from his role at Vendasta, George is also the host of the Conquer Local podcast, where he aims to help organizations sell digital solutions to SMBs by providing them insider knowledge and best practices from industry experts.

LinkedIn - https://www.linkedin.com/in/georgeleith/

https://www.conquerlocal.com & https://www.conquerlocal.com/podcast/

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

Coronavirus - How Your Sales Team Can Stay Successful - Outside Sales Talk with Jim Pancero Mar 25, 2020

Show notes

Jim Pancero has lived through five market disruptions and has mastered the art of leading a sales team through these unpredictable times. In this episode, Jim gives us some tips on how to navigate through the Coronavirus health crisis as sales professionals.

Here are some of the topics covered in this episode:

How to utilize this downtime to keep market share and even build a competitive edge
The way a manager can help their reps get proactive and work harder
How to maintain a strong bond with existing customers
Why it is important to continue prospecting and how to do it

About the Guest:

Jim Pancero is a Sales Speaker who has guided sales professionals in more than 80 different industries. He has been chosen to be part of the Speakers Hall of Fame of the National Speakers Association. Through his talks and workshops, Jim helps sales teams to increase their personal “Powerhouse Selling Advantage.”

Pancero.com/virus

Pancero.com

LinkedIn - https://www.linkedin.com/in/jimpancero/

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

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