Outside Sales Talk

Latest Episodes:

Bridging Generational Gaps in the Workplace - Outside Sales Talk with Gui Costin Aug 26, 2026

Show notes

Gui Costin shares how sales leaders can bring different generations together, build stronger teams, and create a workplace where people want to stay.

Outside Sales Talk with Steve Benson

Watch on YouTube | Listen on Spotify | Apple Podcasts

About This Episode

Today's sales teams can span multiple generations, each bringing different experiences, expectations, communication styles, and approaches to work. For leaders, understanding those differences can be key to building a team that works well together.

In this episode of Outside Sales Talk, Steve Benson sits down with Dakota Founder and CEO Gui Costin to discuss how leaders can bridge generational gaps in the workplace. They explore building mutual respect, recognizing generational biases, adapting how you communicate, encouraging mentorship, and creating an environment where employees across generations can learn from each other.

What You'll Learn

How to build stronger collaboration across generations
Why self-awareness matters when leading a diverse team
How to recognize and challenge your own generational biases
The role mentorship can play in sharing knowledge and experience
How leaders can learn from younger, tech-savvy employees
Ways to create a workplace where your best people want to stay

Watch the Full Episode

Listen instead: Spotify | Apple Podcasts | Pandora

About Gui Costin

Gui Costin is the Founder and CEO of Dakota, an investment services company that has helped clients raise more than $40 billion. As a leader in sales and marketing, Gui focuses on mentorship, career growth, and helping companies put processes in place that allow their businesses and teams to grow.

Connect with Gui: GuiCostin.com | Dakota.com

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How to Use AI to Sell More Without Losing the Human Touch - Outside Sales Talk with Donald C. Kelly Aug 12, 2026

Show notes

Donald C. Kelly shares how field sales reps can use AI to save time, prepare smarter, and sell more without losing the human side of sales.

Outside Sales Talk with Steve Benson

Watch on YouTube | Listen on Spotify | Apple Podcasts

About This Episode

AI is changing how salespeople research prospects, prepare for meetings, handle follow-up, and manage the work surrounding a sale. But where does AI actually help field sales reps, and where is the human side of selling still irreplaceable?

In this episode of Outside Sales Talk, Steve Benson sits down with sales expert and The Sales Evangelist host Donald C. Kelly to explore practical ways field sales reps can make AI part of their day. They discuss using AI for prospect research, meeting preparation, objection handling, and working on the go, while still keeping relationships and human interaction at the center of the sales process.

What You'll Learn

Where field sales reps can start using AI
How AI can make prospect research faster and more valuable
Ways to prepare for meetings and objections with AI
How to use AI when you're constantly on the go
Where automation can hurt customer relationships
Why the human side of field sales still matters

Listen to the Episode: Spotify | Apple Podcasts | Pandora

About Donald C. Kelly

Donald C. Kelly is a seasoned sales professional, speaker, and trainer on a mission to help sellers at all levels improve their skills and achieve bigger results. He has been recognized by Salesforce as a Top Sales Influencer for three consecutive years and as a LinkedIn Top Voice in Sales.

Donald is also the host of The Sales Evangelist, one of the longest-running sales podcasts in the world, with nearly 2,000 episodes and listeners in more than 155 countries.

Connect with Donald: LinkedIn | The Sales Evangelist

Never Miss an Episode

Get actionable advice from leading sales experts on Outside Sales Talk.

Subscribe on YouTube | Spotify | Apple Podcasts

Sell More. Drive Less.

Outside Sales Talk is brought to you by Badger Maps.

Badger Maps helps field sales teams spend less time planning, driving, and doing sales admin, so they can spend more time selling.

See How Badger Maps Works →

Get More Sales Tips in Your Inbox

Join 95,000+ subscribers getting actionable sales tips and insights from top sales experts with Badger Maps’ newsletters.

Subscribe to Badger Maps’ Newsletters

How to Sell More by Boosting Customer Confidence - Outside Sales Talk with Brent Adamson and Karl Schmidt Mar 19, 2026

Show notes

Brent Adamson and Karl Schmidt are co-authors of “The Framemaking Sale: Sell More by Boosting Customer Confidence”, a groundbreaking guide to boosting customer confidence in complex B2B sales. Renowned business strategists and researchers, known for shaping modern sales thinking through data-driven insights and practical frameworks. Former CEB and Gartner leaders who have advised Fortune 500 teams on commercial strategy, buyer enablement, and decision confidence.

In today’s episode, Brent and Karl discuss practices in their new book “The Framemaking Sale”.

Here are some of the topics covered in this episode:

Competing with the status quo
How to build decision confidence
Shortening the time to make a decision
Areas that undermine buyers confidence

More From the Guest

The Framemaking Sale Book - https://www.theframemakingsale.com/
Brent Adamson’s LinkedIn - https://www.linkedin.com/in/brentadamson/
Karl Schmidt's LinkedIn - https://www.linkedin.com/in/karl-schmidt-q/
Check out Brent & Karl on YouTube - https://www.youtube.com/channel/UCviPYtD5xb6q3AE_MXtF2PA

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Scale Your Sales - Outside Sales Talk with Janice B. Gordon Feb 25, 2026

Show notes

Janice B. Gordon is ‘The Customer Growth Expert’ author of Business Evolution: Creating Growth in a Rapidly Changing World and co-author of Heels to Deals: How Women are Dominating Business to Business Sales. Janice is an engaging speaker, facilitator, and presenter who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast

In today’s episode, Janice shares tactics to grow your sales.

Here are some of the topics covered in this episode:

How retention can help
Ways to build your relationship with customers
How to deal with customer hesitation
The impact of customer-centric language

More From the Guest

Janice B. Gordon - LinkedIn - https://www.linkedin.com/in/janice-b-gordon?originalSubdomain=uk
Scale Your Sales Podcast - https://scaleyoursales.co.uk/podcast/
Connect with Janice - https://scaleyoursales.co.uk - Let Janice know you heard her on the Outside Sales Talk Podcast

Start Selling More Today with

Badger Maps - Your app for the field

Get a free trial at: https://www.badgermapping.com/

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/

The First Meeting Differentiator - Outside Sales Talk with Lee Salz Nov 19, 2025

Show notes

Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart

Here are some of the topics covered in this episode:

Why “discovery” calls should be “consultations”
How to create a “target client profile” instead of an “ideal client profile”
Which questions to ask to move a deal forward
How to use emotion to drive action
Using “Consultation Cliffhangers” to secure your next meeting

More From the Guest

Download 10 ways to provide meaningful value - www.MeaningfulValue.com
Book website - www.FirstMeetingBook.com
Lee’s website - www.SalesArchitects.com
Lee’s on all the social platforms - Check him out on Tiktok @theleesalz

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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/

Increasing Training Engagement with your Sales Reps - Outside Sales Talk with Stephen Rhyne Oct 08, 2025

Show notes

Stephen is the CEO of ConveYour.com. For the last 10 years, he has been helping companies like LGCY Power, Vivint, CUTCO; recruit, onboard, train, and retain more reps. Stephen has 22 years of experience in direct sales - recruiting, onboarding, training and rep retention. His platform ConveYour helps with all the back office and administrative items needed to grow a D2D team.

In today’s episode, we’ll be covering how to have better engagement with reps during sales trainings.

Here are some of the topics covered in this episode:

The importance of “why” and the “what’s in it for them”
Lowball questions and hardball questions
How to build “learner trust”
Gamification in training
Ways to include feedback in training

More From the Guest

Stephen’s Website - https://conveyour.com/ - Get your free guide by clicking “See Demo”

Join our virtual event - The Conversation is Broken. A forum for outside sales leaders on Tuesday, October 21, 9am - 1pm PDT

Register here: https://www.eventbrite.com/e/the-conversation-is-broken-a-forum-for-outside-sales-leaders-tickets-1597729133849?aff=oddtdtcreator

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/

AI, Automation, and the Future of Sales: What Works (and What Doesn’t) - Outside Sales Talk with Bill Rice Jun 18, 2025

Show notes

Bill is the founder of Kaleidico and Bill Rice Strategy Group. He helps companies develop effective lead-generation strategies and optimize their sales operations. Bill’s expertise spans from the early days of pre-Google and Facebook to modern AI-driven solutions.

In this episode, we’ll be discussing how you can use AI and automation in sales.

Here are some of the topics covered in this episode:

Experimenting with AI tools
Ways to use predictive AI
How to save time with AI tools
Following up with AI tools
How using AI tools will help you stand out in sales

More From the Guest

Keep up on AI trends - https://www.myexecutivebrief.com/ - get his newsletter
Bill’s Website - https://billricestrategy.com/
LinkedIn - https://www.linkedin.com/in/billrice/

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/

Becoming a Top Sales Producer - Outside Sales Talk with Andrew Barbuto May 28, 2025

Show notes

Andrew is a top-performing adtech sales professional with a passion for helping customers. Over the past eight years, he’s sold $250MM in services and software, becoming the top-grossing rep at two digital media companies. Andrew’s first sales book, “Top Sales Producer: How To Crush Your Sales Quota” is releasing June 2025. He’ll be sharing his proven 10-step sales method, designed to help new salespeople ramp up quickly and experienced reps close more profitable deals faster.

In this episode, Andrew shares tips to become a top salesperson.

Here are some of the topics covered in this episode:

The #1 rule of prospecting
How and when to reach out
Setting the right expectations
Time management tips
Talking with the best stakeholders

More From the Guest

Get Andrew’s Book: https://www.amazon.com/dp/B0F3QQL9KF
Download his free cold outreach strategy to secure meetings at: https://andrewbarbuto.com/outreach
Get meeting hacks and the script to secure next steps in meetings within 5 minutes at: https://andrewbarbuto.com/resources
Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andrewbarbuto/
Subscribe to Andrew’s Youtube channel for weekly B2B Sales tips: https://www.youtube.com/@AndrewBarbuto

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 Health is the Key to Unlocking Your Sales Potential - Outside Sales Talk with Brandon Fluharty Apr 16, 2025

Show notes

Brandon has over 20 years of experience in SMB, Mid-Market, and Enterprise sales. In 2018 he became a strategic SAAS seller, selling over $50 million in new business for an AI company to some of the world's leading brands. In 2022 he retired from the corporate world to focus on content creation that can help salespeople take an integrated approach to work and life, enabling them to thrive in a more holistic manner.

In this episode, Brandon shares tips to take care of your health and do even better in sales.

Here are some of the topics covered in this episode:

Why growth isn’t just quota attainment
The 4 S’s to track success
How to optimize your sleep for sales
Tools that can help improve your health
Habits to embrace for sales and work life balance

More From the Guest

Brandon’s LinkedIn - https://www.linkedin.com/in/brandonfluharty/

Brandon’s Website - https://www.brandonfluharty.com/ - check out his tracking template

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/

How to be in the Top 1% of Sellers - Outside Sales Talk with Doug C. Brown Jan 30, 2025

Show notes

Doug C. Brown is the CEO of CEO Sales Strategies and a leading expert in sales revenue and profit growth. He is also the creator of the Top 1% Academy, where he teaches individuals and companies how to think, act, and achieve sales success like the top 1% earners. Through his expertise, Doug empowers others to reach new heights in their sales career growth.

In this episode, Doug shares strategies and insights to reach the top of the sales industry.

Here are some of the topics covered in this episode:

How to join the top 1% of sales professionals
Automating your sales processes for efficiency
Leveraging a strategic plan for consistent success
How to get more referrals to boost your sales pipeline
Why strong relationships lead to long-term success

More From the Guest

E-book - The Nonstop 1% Earners https://resources.ceosalesstrategies.com/op/signup-art-and-science/

Email Doug - youmatter@ceosalesstrategies.com

LinkedIn - https://www.linkedin.com/in/dougbrown123/

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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