Outside Sales Talk

Larry Kendall has been a leader of the real estate industry for 45 years. He is a founding partner of The Group, Inc. which has regularly been nationally recognized as one of the best run and most productive real estate companies in the United States. Larry is a co-creator of the Ninja Selling System, used by more than 100,000 real estate and other sales professionals worldwide. His book, Ninja Selling: Subtle Skills. Big Results. was an Amazon best seller and number one new release in its first week. It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018.   In this episode, Larry and Steve will be discussing some of the core principles from his book.   Here are some of the topics covered in this episode: Why Ninja Selling is all about balancing high income with a quality life The difference between the finite and the infinite game How salespeople can implement the Ninja Nine into their work life Why FORD questions are crucial when building relationships   More From the Guest Linkedin: https://www.linkedin.com/in/larry-kendall-1078b61/  Website: https://you.ninjaselling.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/  

Mickeli is the CEO of Bedore Business Group, a business growth advisory and M&A brokerage that helps salespeople achieve rapid revenue growth via timeless marketing, sales & exit strategies. He is also the Co-Founder of Closers Media, which offers courses & content to help salespeople close more revenue and achieve growth.  Some of his previous experience includes leading sales organizations such as IBM, Oracle, and Verizon.   In this episode, Mickeli and Steve will discuss the topic of Sales Growth.   Here are some of the topics covered in this episode: Why it's important to adapt to market shifts How relationships help you get an inside view of a company to move the sale forward Understanding key metrics to move towards in order to have clear goals Why there isn't a one-size-fits-all sales methodology   More From the Guest Linkedin: https://www.linkedin.com/in/mickelibedore/  Website: https://www.closersmedia.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/

Larry is the founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, training & coaching. He's the host of the ‘Midweek Midday Motivational Minute series on Youtube and has been coaching sales organizations for 16+ years. Larry's also the co-author of the book Colour Outside the Lines: Stories of Extraordinary Leadership. His new book, JOLT!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness was just released in 2022.   In this episode, we'll be exploring with Larry some of the themes from his latest book, JOLT!: Get Zapped into Intentionality.   Here are some of the topics covered in this episode: How to be intentional with your mindset Why failure can be a positive thing The impact of focusing on what you can control  Ways to implement a work-back plan   More From the Guest   Linkedin: https://www.linkedin.com/in/longjr7/    Website: https://larrylongjr.com/    Instagram - https://www.instagram.com/longjr7/     Twitter - https://twitter.com/larrylongjr   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/

David Newman is a highly successful speaker, consultant, and author with over 25 years of experience. He is a Certified Speaking Professional and member of the NSA Million Dollar Speakers Group, specializing in helping consultants and business coaches increase their revenues by 50%-500% in under 15 months. David has worked with 44 of the Fortune 500 companies and has authored two highly successful books, "Do It! Marketing" and "Do It! Speaking”.   In this episode, David discusses the topic of attracting clients and closing bigger deals which is the focus of his newest book “Do It! Selling”.   Here are some of the topics covered in this episode: Common mistakes made by professional services sellers Strategies for making selling easier and increasing sales Approaching sales conversations to understand a prospect's needs  Targeting the right prospects for increased sales Techniques for gaining commitment and closing deals More From the Guest   Companion tools and downloads for the book: www.doitselling.com   Free PDF manifesto for sales pros: www.doitmarketing.com/manifesto   Listen to The Selling Show podcast: www.thesellingshow.com      Linkedin: https://www.linkedin.com/in/davidjnewman/ 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/

Natasha is an entrepreneurial-based sales coach, speaker, and the creator of the Heart Not Hustle sales system. She established her own firm after working for a Fortune 500 company for over 16 years. She helps companies & entrepreneurs master their authentic sales process, achieve meaningful success and maximize their sales wins.   In this episode, we'll be exploring with Natasha some of the themes from her Heart Not Hustle Sales Process.   Here are some of the topics covered in this episode: Natasha discusses the four components of a successful sales process How to rid yourself of fear through mindset and confidence How to figure out what your prospects truly need and why they need it Ways to Humanize the sales experience   More From the Guest Natasha has created 2 special offers for our podcast audience: *Free Gift: Head to http://natashahemmingway.com/freebie  to receive FREE access to the first set of Module 1 "Mindset Reset on Sales" of Hello Clients, Hello Cash®️Sales Course *Discount Offer: an exclusive $200 off Hello Clients, Hello Cash®️Sales Course at this link: http://natashahemmingway.com/outsidesales  *Discount Offer Code: OUTSIDESALES for $200 OFF on Hello Clients, Hello Cash®️Sales Course   Linkedin: https://www.linkedin.com/in/natasha-hemmingway    Website: https://natashahemmingway.com/    Instagram: https://www.instagram.com/natashahemmingway/    Schedule a Strategy Call with Natasha: https://calendly.com/natashahemmingway      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/

Amy Franko is one of the sales industries leading voices, helping organizations transform sales culture and build high-impact sales leaders through her selling programs. She is recognized as a LinkedIn Top Sales Voice and has had a successful B2B sales career, working with global tech companies such as IBM and Lenovo. Her book, The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy was named a top sales book of 2020 by Top Sales World.   In this episode, we'll be exploring some of the themes from her book.   Here are some of the topics covered in this episode: The five key components of a modern seller How you can use modern selling to show value in a commoditized market Ways of getting out of a rut by identifying patterns How loyalty can turn small wins into bigger wins over time    More From the Guest Linkedin: https://www.linkedin.com/in/amyfranko  Website: https://amyfranko.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/

Andy has over four decades of experience in sales and is one of the leading voices in the industry. His podcast, Sales Enablement with Andy Paul is one of the most popular sales podcasts. He's written two best-selling sales books and his third, Sell Without Selling Out: A Guide to Success on Your Own Terms, was released earlier this year and we'll be discussing it today.   In this episode, we'll be exploring with Andy some of the themes from his latest book.   Here are some of the topics covered in this episode: Why authenticity is important as it builds trust with buyers How to learn to trust your gut instead of blindly following a sales script or process Why you should consider staying at good companies longer to develop your career How to use impact questions when dealing with customers     More From the Guest Linkedin: https://www.linkedin.com/in/realandypaul    Website: https://www.andypaul.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/

Robin Treasure is a sales trainer, coach and author of the book Heart Powered Sales: Grow Your Sales Exponentially with Emotional Intelligence and Intuition which was published in 2022.    In this episode, we'll be exploring some of the themes that Robin speaks about in her book, Heart Powered Sales.    Here are some of the topics covered in this episode: The Four Pillars of the Heart-Powered Sales method Why strategies and pitches are only half of the work that is required for success How you can tap into your love for your product and create value for your clients Tips on improving your emotional intelligence   More From the Guest Robin has worked in the functional medicine space for nine years as a health coach, top-performing sales rep, mentor, and sales coach.   As a rep, she grew her annual sales by more than tenfold (to a multi-million dollar territory) in the span of five years for an industry-leading manufacturer of nutritional supplements. She was also the recipient of multiple company awards, including top volume sales growth and top dollar sales growth, out of a 70-person sales team.   She is also a multilingual world traveler who has lived abroad in several different countries (Italy, UAE, and Costa Rica). She worked as an Italian translator before transitioning into sales with the key transferable skill needed in any capacity, in any language: emotionally intelligent communication.   When she's not writing a book, coaching sales professionals, or learning a new language, you can find her hiking, taking a barre class, or spending time with her daughter and loved ones. Robin's LinkedIn: https://www.linkedin.com/in/robin-treasure-2683305/    Robin's Website: https://www.robintreasure.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/  

Marcus is the CEO of Venli Consulting Group, which provides high-performance training for B2B sales professionals. He has worked for two Fortune 500 companies and was promoted 10x in 10 years. He is a 2X Salesforce Top Sales Influencer. Marcus is also the author of the book Six-Figure Sales Secrets - The Ultimate Guide to Overfilling Your Pipeline, Closing More, and Earning in the Top 1%.   In this episode, Marcus will be exploring the ins and outs of prospecting.   Here are some of the topics covered in this episode: Why having a process and plan in place is vital to be successful How to ask insightful questions to get the information you need How to move your deals through the sales pipeline quicker Tips on qualifying leads through discovery calls.   More From the Guest   Linkedin: https://www.linkedin.com/in/marcuschanmba/    Website: https://www.sixfiguresalesacademy.com/home-1  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/

Rob 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/

Paul 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/

Dr. 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/

Andrea 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/

Sonia 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/

Joel 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/

Todd 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/  

After 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/

Casey 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/  

Tom 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/

Kyle is a Senior Inbound Sales Professor at Hubspot. Kyle produces educational content for HubSpot Academy, which is the worldwide leader in inbound marketing and sales education, transforming the way people and companies grow through online courses, projects, certifications, and software training.   In this episode, Kyle talks about the main benefits and risks of the use of technology in sales, and how we can use tools to accelerate our business growth and sales.    Here are some of the topics covered in this episode: The most important tools and automation processes that we can use to benefit sales teams Which CRMs are the best fit for a sales team and what advantages and disadvantages they have Why sales technology is a key aspect of business success and how can we use it in our favor The first step for salespeople that are looking to find the right sales technology    More From the Guest   Linkedin: https://www.linkedin.com/in/kyleanthonyjepson/   Twitter: https://twitter.com/kyle_jepson   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/

Park Howell is the host of The Business of Story podcast, which talks about the art of storytelling in sales. In addition to hosting The Business of Story podcast, ranked among the top 10% of downloaded podcasts in the world, Park has also authored two books: Brand Bewitchery: How to Wield the Story Cycle System™ to Craft Spellbinding Stories for Your Brand and The Narrative Gym for Business: Introducing the ABT Framework for Business Communication and Messaging, co-authored with Dr. Randy Olson.   In this episode, Park talks about the main aspects shared by art and communication, and the power of brand storytelling to increase the numbers of your business.    Here are some of the topics covered in this episode: The importance of storytelling in business, and how to learn from art and brands like Pixar The difference between online and in-person storytelling Why the ABT foundational narrative framework is key to improving sales  How to apply a natural style of storytelling to be a better salesperson   More From the Guest   Linkedin: https://www.linkedin.com/in/parkhowell/   Website: https://Businessofstory.com   Badger Sales University - Check out Park's Course - https://salesuniversity.badgermapping.com/p/park-howell-the-abts-of-selling    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/

David is a sales expert, professional keynote speaker, podcast host, and bestselling author. Using his over 20 years of experience, he combines nuanced strategy and real-world tactics to guide sales professionals as they navigate and leverage the evolving landscape of sales. David has two new editions out of his books, Networking in the 21st Century & Networking in the 21st Century on LinkedIn, which we will be discussing today.    In this episode, David talks about the foundational components of a thriving network.   Here are some of the topics covered in this episode: Why so many sales professionals struggle with networking What interpersonal skills salespeople can develop to network better Some ways salespeople can connect with people they never physically met How to create a strategic plan for networking that allows you to sell more   More From the Guest LinkedIn: https://www.linkedin.com/in/iamdfish  David's Website: https://davidjpfisher.com/   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/

Dr. Stephen Timme is the President and Founder of FinListics Solutions. Previously, Stephen was a professor of finance, adjunct professor, and consultant for numerous Fortune 500 companies. Melody Astley is FinListics' Chief Revenue Officer and is responsible for strategic business growth, sales, and marketing. Stephen and Melody are also co-authors of the book, Insight-Led Selling.   In this episode, Stephen and Melody talk about the key concepts of insight-led selling that field salespeople can use to skyrocket their numbers.    Here are some of the topics covered in this episode: The origin of Insight-Led Selling and how it relates to the buyer's journey What are “executive insights” and how can we use them to improve our pitch What does it mean to “communicate with impact” and how can salespeople approach this as a team What can sales reps do to discover how their buyers think   More From the Guest   LinkedIn: https://www.linkedin.com/company/finlistics-solutions/   Twitter: https://twitter.com/finlistics   Website: https://www.finlistics.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/

John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He's also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.   In this episode, John talks about the challenges small businesses face when selling to large organizations.   Here are some of the topics covered in this episode: How larger organizations identify a need and eventually buy The best strategy for outside salespeople to get past potential gatekeepers Tips for getting past or working with a gatekeeper How salespeople can lower their client's perceived risk when selling higher priced items More From the Guest LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au  Book: https://www.amazon.com/Wentworth-Prospect-novel-guide-success/dp/1922628522/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=&sr=      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/

Kris is the CEO of Sendoso, a Sending Platform for corporate gifting that's been growing rapidly over the last few years. He is a California native with around 10 years of sales experience. As a former salesperson, he really understands how to interact with clients and what really makes the sale.   In this episode, Kris talks about his experience as an AE and how AEs can create the ultimate sending strategy.   Here are some of the topics covered in this episode: The number one thing that differentiates a good salesperson from a great salesperson Why giving gifts to your customer keeps them happy How corporate sending and gifting has changed over the past few years Things that salespeople should avoid while creating a sending strategy   More From the Guest LinkedIn: https://www.linkedin.com/in/rudeegraap/  Website: www.sendoso.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/

Jason is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. He's also an award-winning author and has won 5 international Stevie Awards for his training programs.   In this episode, Jason talks about some of the topics from his recent book: The Mindset of a Sales Warrior.   Here are some of the topics covered in this episode: What the mindset of a sales warrior is How great sales training can work to change behavior The four limiting beliefs that hold salespeople back The #1 key to differentiate yourself from competitors   More From the Guest LinkedIn: https://www.linkedin.com/in/jasonforrest/  Website: www.fpg.com  The Mindset of a Sales Warrior (Paperback): https://www.amazon.com/Mindset-Sales-Warrior-Jason-Forrest/dp/1646691423  The Mindset of a Sales Warrior (Audiobook): https://www.amazon.com/Mindset-Sales-Warrior/dp/B082HJLK3J/ref=tmm_aud_swatch_0?_encoding=UTF8&qid=&sr=  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/

Melinda Emerson, also known as the SmallBizLady, is a sales expert who has dedicated her career to end small business failure. Using her 20 years of experience as an entrepreneur, She has taken all that she's learned to educate people on all things small business. Melinda is also a bestselling author and runs a consulting firm.   In this episode, Melinda talks about the essence of understanding your customers and tailoring your solutions to their needs to create win-win solutions.    Here are the topics covered in this episode: How salespeople should protect their relationship with customers  Focus on existing customers because they're going to keep your retention rate high Sales and marketing should work together in order to build a strong customer base Work to learn and understand your customer's challenges and roadmap    More From the Guest SmallBizLady on social media    LinkedIn: https://www.linkedin.com/in/melindaemerson/    Book: https://succeedasyourownboss.com/products/     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/

Darren is the founder and managing director of GROUP SIXTY, an executive training and coaching company. Additionally, Darren has a popular book and podcast both titled “The Savage Leader.”    In this episode, Darren talks about how you stay vulnerable and authentic with customers while being professional.   Here are some of the topics covered in this episode: How core values come into play when dealing with authenticity in sales The value customers see in an authentic salesperson How a salesperson can use their authenticity to connect deeply with customers The most common mistake salespeople make when they try to connect to their customers   More From the Guest LinkedIn: https://www.linkedin.com/in/darrenreinke  Book: The Savage Leader - https://www.amazon.com/Savage-Leader-Principles-Become-Better/dp/1736117904    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/  

Finka is the founder of FINKA Communications. She's also a speaker, coach, and host of the “Sell From Love” Podcast. Finka has spent 20 years in Corporate Canada in the financial services industry, and is now consulting clients with a focus on personal branding, leadership, sales, and client experience. Additionally, she is the author of the Amazon bestselling book, “Sell From Love: Love Yourself, Love your Client, Love your Offer.”   In this episode, Finka shares her strategy of selling from love and how it improves client relationships and sales revenue.   Here are some of the topics covered in this episode: Selling from a place of love instead of fear The three pillars of selling from love  Tips for being a great coach to your team How learning to listen helps you close more deals   More From the Guest LinkedIn: https://www.linkedin.com/in/finka-jerkovic/  Website: https://sellfromlove.com/discoverycall/  The Sell From Love Book: https://www.amazon.com/Sell-Love-yourself-client-offer-ebook/dp/B08MTGC1P9/ref=sr_1_1?dchild=1&keywords=finka+jerkovic&sr=8-1  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/

Peter Strohkorb is the Founder and Principal at Peter Strohkorb Advisory and has 10 years of experience starting and managing several startups, following 20+ more years in the corporate sector. Today, Peter shows sales and business leaders how they can accelerate their sales   In this episode, Peter tells us how sales have changed over the last ten years and what you can do to regain sales growth.   Here are some topics covered in this episode: How prospects and buyers want to engage with salespeople and businesses today How salespeople can ensure prospects really understand their product or service The most important characteristic needed to become successful in sales today Tips for fending off competitors   More From the Guest: LinkedIn: https://www.linkedin.com/in/peterstrohkorbsalesmarketing/  Website: https://peterstrohkorb.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/

April Duford is the Founder and Chief Strategist for Ambient Strategy. She's also the author of “Obviously Awesome” which is focused on nailing product positioning. April has held various roles in start-ups such as CEO, COO, VP of Marketing and Sales, and now she's transitioned into doing her own consulting work. She specializes in helping B2B Tech Companies find their positioning strategy and getting to market with success.   In this episode, April tells us what product positioning is and what the benefits to nailing your positioning are.   Here are some topics covered in this episode: What the fundamental differences between branding and positioning are How long the process of positioning takes The role sales plays in positioning Common mistakes that sales teams make when it comes to positioning   More From the Guest: LinkedIn: https://ca.linkedin.com/in/aprildunford  Website: www.aprildunford.com Book: Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It   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/

Mace Horoff is the creator of the Medical Sales Academy, an online training and support platform for healthcare sales professionals. He's also the author of the book “Mastering Medical Sales”. Mace has been involved in the world of healthcare sales for over 39 years as a front line sales person, sales manager, workshop facilitator, keynote speaker and author. He specializes in presentations and workshops for healthcare companies of all sizes that sell products and services such as surgical implants, spine, trauma, cardiovascular, dental, healthcare services and more.   In this episode, Mace shares advice on building up your sales after COVID with new accounts and fortifying static accounts.   Here are some topics covered in this episode: How to customize your approach with each prospect The importance of understanding your prospects on a personal level Understanding how your industry has transformed due to COVID The benefit of using Google Alerts to get up-to-date notifications on changes in your industry   More From the Guest: LinkedIn: https://www.linkedin.com/in/macehoroff Website: https://medicalsalestraining.com/  Book: Mastering Medical Sales - https://www.amazon.com/Mastering-Medical-Sales-High-earning-Professionals/dp/0615330355    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/

Julie Hansen is a sales professional who specializes in training professionals to be successful in a virtual environment. She's also the author of the sales book “Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams.” Julie has a background in acting, which has helped her perfect the art of being on camera. By combining her acting background with her sales career, she's found success in teaching other professionals to overcome and conquer this new medium of selling. Julie offers workshops, courses, and personalized coaching sessions to help you master the art of building relationships in a virtual world, sell solutions, and enhance your sales reputation.    In this episode, Julie shares advice on mastering selling through video with practical tips for how to have authentic interactions on camera.   Here are some topics covered in this episode: How to authentically connect with prospects through the camera and make them feel comfortable The importance of your body language during a video call Understanding certain qualities that can skyrocket a sales relationship  The benefit of preparing for a video call by practicing beforehand, understanding your body language, and adapting to this medium of selling    More From the Guest: LinkedIn: https://www.linkedin.com/in/juliehansensalestraining/  Blog & Master Classes: https://juliehansen.live/  Book: Look Me in the Eyes - now available on Amazon   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/

Robbie Crabtree has worked as an attorney on over 100 high-profile cases and he's taught Persuasive Speaking at Southern Methodist University Law School in Dallas, Texas. He also worked alongside some very well-known companies such as Facebook, Google, Airbnb, Apple, and Microsoft to help them develop and enhance their speaking abilities, which is how he developed the performance speaking philosophy.   In this episode, Robbie tells us what performative speaking is and why it is so important to learn.   Here are some topics covered in this episode: How a salesperson can incorporate performative speaking into their professional lives The hardest parts of adjusting your speaking style to performative speaking Tips for salespeople who are looking to communicate effectively over the phone Mistakes people make when it comes to performative speaking   More From the Guest: LinkedIn: https://www.linkedin.com/in/therobbiecrab   Websites: robbiecrabtree.com - check out his blogs performativespeaking.com   Social: @robbiecrab @therobbiecrab Email: robbie@robbiecrab.com   Mentioned in this episode: 25 Best Sales Movies You Must See - https://www.badgermapping.com/blog/best-sales-movies/      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/

Janice B. Gordon is ‘The Customer Growth Expert' who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast.    In this episode, Janice tells us what it means to be a trusted advisor in sales and why it is important.   Here are some topics covered in this episode: How salespeople can establish a trust-based relationship with buyers Tangible steps salespeople should take to elevate conversations into a partnership How your public presence can help you win more customers The biggest mistakes salespeople make when trying to position themselves as trusted advisors   More From the Guest: Websites: https://janicebgordon.com + https://scaleyoursales.co.uk   LinkedIn: https://www.linkedin.com/in/janice-b-gordon  YouTube: https://www.youtube.com/user/theproblemsolvertv1  Podcast: https://podcasts.apple.com/gb/podcast/scale-your-sales-podcast/id1480686554    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/

Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and international bestselling author. He has coached, consulted, and advised thousands of people in business and he has generated over $500 million in sales. His mission is to help companies grow their sales revenue and to have better-performing sales teams.   In this episode, Doug shares why following up is necessary and how to master your follow-up with actionable tips.   Here are some of the topics covered in this episode: Understanding the negative effects of skipping follow-ups Creating customizable templates for client follow-ups Utilizing different follow-up methods depending on the client's preference Discovering the top traits of a great follow-up More From the Guest: Website: www.Businesssuccessfactors.com      LinkedIn: https://www.linkedin.com/in/dougbrown123/    Book: www.Winwinsellingbook.com    Doug's Contact info: Doug@businesssuccessfactors.com, 603-590-0303      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

Ken Lundin is the creator of the Sales Alpha Roadmap and the President of Ken Lundin and Associates, a sales consulting firm. He has had extensive sales experience and brings his expertise to his consulting, coaching, and training methods. Along with his team, they have a proven track record of helping businesses adapt and grow their sales in any market.   In this episode, Ken goes over his Sales Alpha Roadmap and gives advice on how to take your sales game to the next level.   Here are some of the topics covered in this episode: 3 steps to maximize your business growth The use of frameworks to guide your sales process Tips for sales managers to ensure the pipeline is working successfully Learning about the industries you are selling to   More From the Guest: LinkedIn: https://www.linkedin.com/in/kglundin/ Let him know you heard him on the Outside Sales Talk podcast Website: https://kenlundin.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/

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      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/

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/

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 brands 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/

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

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: teveb@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/

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/

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  

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  

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

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   More from the Guest:   https://www.klagroup.com/blog/    Kendra's 2 books on Amazon    https://www.linkedin.com/in/kendralee/    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

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching. He's also the creator of the Solutions to the TOP 4 Sins of a Salesperson. In this episode, Patrick discusses how to appeal to your prospect's subconscious mind and make the sale.    Here are some of the topics covered in this episode: The 4 Sins of Salespeople How to prepare for conversations with prospects Using The Conversation Flow Key phrases to unlock your prospect's subconscious mind   More from the Guest:   Eurekaperformance.com   patrick@eurekaperformance.com   916-956-8628 - Feel free to text or call Patrick   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

Jon Ferrara is the Founder and CEO of Nimble, an industry leading CRM with contact management solutions for teams and individuals for social selling. Prior to Nimble, Jon co-founded GoldMine Software Corporation, an early pioneer in SFA and CRM software tools which was later acquired in 1999. During those years, Ferrara continued to watch the CRM market and saw that most of the CRM products that were serving small businesses moved upmarket (and became more costly and complex) or fell by the wayside, leaving the market underserved, leading him to create Nimble.  In this episode, Jon discusses the importance of being passionate about what you're selling and to take time to understand your prospect and their needs before you meet with them.   Here are some of the topics covered in this episode: Finding a job that aligns with your passions Use the five Fs to connect with prospects   Share your knowledge on how you can help your prospect be better, smarter, and faster  Utilize CRM to keep track of important customer information   More from the Guest: Website: https://www.nimble.com/ Email: jon@nimble.com LinkedIn: https://www.linkedin.com/in/jonvferrara/ 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

Julia Andrews is the Pacific Northwest regional president for the National Association of Women Sales Professionals. She is also the founder of Connect2Close and the creator of The Art of Femine Selling. Julia's work is centered around empowering women in sales to break through the limitations of traditional thinking and expectations to achieve next-level results. In this episode, Julia shares the importance of tapping into your emotional strengths to help you be authentic by using her framework, The Art of Femine Selling.  Here are some of the topics covered in this episode: The importance of being persuasive, compelling, and influencing The 3 pillars of her framework  Being vulnerable and building trust  Networking to find a mentor About the Guest: Julia Andrews is a performance sales coach, specializing in private client coaching and sale delivery, who's sold over $215M in sales and brings her corporate financial services expertise into her process. She leverages her decades-long insight as a top-tier performer in corporate financial services, asset protection, insurance and direct sales to help women realize their potential and achieve the success they envision for themselves.   Website: https://www.juliaandrews.com/   LinkedIn: https://www.linkedin.com/in/juliaandrewscom/     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

Fred Copestake is the Founder of Brindis, a sales training consultancy. He is the author of the book, “Selling Through Partnering Skills.” His book uses the innovative VALUE framework to use Partnering Intelligence with more traditional sales methodologies to create a modern approach to winning business. In this episode, Fred discusses the importance of Partnering Intelligence and shares key insights to sell more effectively. Here are some of the topics covered in this episode: The evolution of sales throughout the decades Understanding that people partner, not companies  The 6 elements of Partnering Intelligence Having the right skills at the right time with hybrid selling About the Guest: Fred Copestake is an experienced consultant specializing in the field of sales, leadership and performance. His unique style allows him to release the potential from his clients through the ability to understand context and generate insight as well as stimulate and encourage active participation. Over the last 22 years, he has traveled around the world, working with 10,000 salespeople in over 200 companies.    Website: https://www.throughpartnering.co.uk/pq-self-audit-2/   Rocky: www.rocky.ai   Social: https://www.linkedin.com/in/fredcopestake/     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