Outside Sales Talk

Latest Episodes:

Why You Need a Sales System - Outside Sales Talk with Walker McKay Dec 15, 2021

Show notes

Walker is the Principal and Founder of McKay Consulting Group. He’s also the President of No BS Sales School, which has its own podcast.

In this episode, Walker tells us what a sales system is and why a sales team would need one.

Here are some topics covered in this episode:

What kinds of processes are included in a sales system
How to onboard salespeople onto a sales system
The biggest mistakes sales leaders make when creating a sales system
How salespeople can get rid of bad habits that can get in the way of selling

More From the Guest:

Website: www.walkermckay.com

LinkedIn: https://www.linkedin.com/in/walkermckay

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Managing Your Career Path in Field Sales - Outside Sales Talk with Mike Hayes Dec 02, 2021

Show notes

Mike Hayes is an expert in the medical sales industry and has worked for top companies including Johnson & Johnson, Glaxo, Novartis and Merck. Mike is also the host of the Get Hired In Medical Sales podcast.

In this episode, Mike tells us how field salespeople can develop a long-term career plan, as well as tips he has for field salespeople who are looking to network and build a group of influential connections.

Here are some topics covered in this episode:

How salespeople can stay up-to-date on new sales trends and work on their sales skills
What role mentorship plays in a salesperson’s career
How salespeople can assess whether or not it’s time to look for new sales job opportunities
What all salespeople should do daily to become more successful

More From the Guest:

Get Hired in Medical Sales Podcast: http://www.gethiredinmedicalsales.com/podcast.html

LinkedIn: https://www.linkedin.com/in/michael-hayes-827a8792

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/

Purpose Driven Prospecting - Outside Sales Talk with Roger Burnett Nov 17, 2021

Show notes

Roger Burnett is the founder of Social Good Promotions, Inc. a social enterprise built to teach and deliver purpose-based marketing strategies to businesses of all sizes, while also donating marketing services to non-profit organizations. Roger also hosts the So, You’re in Sales? Podcast

In this episode, Roger encourages salespeople to establish a specific purpose before prospecting, in order to increase the rate of successful conversations.

Here are some topics covered in this episode:

Developing and showing what your brand stands for
How to find your best customers
Building a safe space for prospects
Creating activities and places to build trust with your customers

More From the Guest:

His Book: Red Goldfish Promo Edition: How Promotional Products Leverage Purpose to Increase Impact - https://www.amazon.com/Red-Goldfish-Promo-Promotional-Products-ebook/dp/B08HY78T79

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

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/

Why You’re Winning and Losing in Sales - Outside Sales Talk with Cian McLoughlin Nov 10, 2021

Show notes

Cian McLoughlin is the founder and CEO of Trinity Perspectives, a sales training and consulting company specializing in Win Loss Analysis and Sales Transformation. He is also a 20-year veteran of the B2B sales industry, including senior roles in some of the world's largest software companies. Additionally, Cian is the author of the Amazon best-selling book, “Rebirth of the Salesman.”

In this episode, Cian shares why it’s essential to ask for feedback from prospects instead of making assumptions when you lose or win a deal to better understand your win-loss rate.

Here are some of the topics covered in this episode:

Understanding where the gaps are in your pitch
How to understand and mitigate your prospect’s risk and uncertainty
Adapting as a salesperson as times change
Essential characteristics to be successful as a salesperson

More From the Guest:

Blog: https://www.trinityperspectives.com.au/blog/

LinkedIn: https://www.linkedin.com/in/cianmcloughlin/

Book:https://www.amazon.com.au/Rebirth-Salesman-World-Sales-Evolving-ebook/dp/B018HQV87C

Cian’s Youtube: https://www.youtube.com/channel/UC0HfDd-On6QGR0J7kfMwnRw

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!

https://www.badgermapping.com/newsletters/?utm_source=podcast&utm_medium=ostdescription&utm_campaign=newsletterlp

Selling at the Executive Level - Outside Sales Talk with Steve Bistritz Oct 27, 2021

Show notes

Steve Bistritz is the creator of SellXL, the leading research-based sales training solution for salespeople selling to C-Suite executives. He has over 40 years of high-tech sales and sales training experience and recently co-authored the 2nd edition of the bestselling sales book, “Selling to the C-Suite”.

In this episode, Steve explains the main differences between selling at the executive level and at other levels and shares the best way to get a face-to-face meeting with executives.

Here are some topics covered in this episode:

What you should do before even attempting to get a meeting with an executive
How you can identify the right executive within a company to target
What you need to do to be perceived as a trusted advisor by a senior executive
Go-to methods for creating compelling value propositions that drive your client to action

More From the Guest:

Selling to the C-Suite: https://www.amazon.com/Selling-C-Suite-Second-Executive-Successfully-dp-1260116425/dp/1260116425/ref=dp_ob_title_bk

Watch his 2-minute video to find your right executive: www.sellxl.com

Email: steveb@sellxl.com

Phone: 404-256-1801

LinkedIn: https://www.linkedin.com/in/stevebistritz

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/

Accelerating Your Sales Process with Video - Outside Sales Talk with Collin Mitchell Oct 20, 2021

Show notes

Collin Mitchell is a 4X founder, sales leader, and the Sales Transformation Podcast host. With more than 10 years in the industry, he started his career as a sales representative at 22, was later promoted to VP of sales at 24, and then decided to found his own business at 25. Collin is also the CRO and co-founder at Sales Cast, where he helps people start managing and growing their podcast. He is passionate about sales, entrepreneurship and podcasting.

In this episode, Collin encourages salespeople to leverage video to up their sales game, and he shares specific tools and strategies to accomplish their goals.

Here are some topics covered in this episode:

The best tools and strategies to create video content
The importance of turning your camera on when speaking with a prospect
Using video as a tool for account management and maintaining customer relationships
Ways to approach Zoom fatigue and make video meetings fun

More From the Guest:

Sales Hustle Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5zaW1wbGVjYXN0LmNvbS9FOWo0V2JNSA?

LinkedIn: https://www.linkedin.com/in/collin-saleshustle

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/

Multiply Your Deals with Sales Referrals - Outside Sales Talk with Tamara Bunte Oct 13, 2021

Show notes

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

Podbean: 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/?utm_source=podcast&utm_medium=ostdescription&utm_campaign=newsletterlp

Qualifying Prospects with the MEDDIC Sales Method - Outside Sales Talk with Darius Lahoutifard Sep 29, 2021

Show notes

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

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/?utm_source=podcast&utm_medium=ostdescription&utm_campaign=newsletterlp

Selling With A Story - Outside Sales Talk with Paul Andrew Smith Sep 22, 2021

Show notes

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!

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/?utm_source=podcast&utm_medium=ostdescription&utm_campaign=newsletterlp

Restoring Your Win Rate - Outside Sales Talk with Kendra Lee Sep 15, 2021

Show notes

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

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