Year: 2018

3 Things Sellers Must Master to Consistently Close More Deals – Outside Sales Talk with Donald Kelly

Donald Kelly is a sales trainer, award-winning speaker and host of “The Sales Evangelist” podcast. During his successful sales career, he has learned from the top sales leaders and is now sharing his expertise conducting workshops, keynote presentations and sales training for sales teams and executives. Donald believes that the key to success in sales is to master the fundamentals and keep it simple. In this episode, he shares 3 crucial sales skills and techniques and how you can master them to consistently close more deals.

Here are some of the topics covered in this episode:

  • 3 simple things you need to master to close more deals
  • How to learn and apply those 3 key skills in outside sales
  •  Dealing with rejection
  • Managing sales stress effectively
  • How to focus your schedule


Whether you’re a sales rep or manager, it’s important to keep learning and constantly optimize your sales processes. Check out these 10 ways that will help you sell more in less time and increase your sales productivity!

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: Donald Kelly is the Founder and Chief Sales Evangelist of “The Sales Evangelist”, a sales consulting firm that helps small to mid-size organizations drive sales and business growth. With his unparalleled ability to simplify complex sales and marketing concepts, Donald has motivated the way organizations sell all over the world.

His sales mentoring has allowed people to overcome their sales obstacles and reach their goals. “The Sales Evangelist” that has been recognized by multiple news outlets like Huffington Post, Entrepreneur Magazine, and Yahoo Finance.

Donald’s well-known podcast “The Sales Evangelist” is heard in over 155 countries and aims at educating and motivating salespeople. He interviews some of the best sales, business and marketing experts who provide invaluable training of how you can take your career, business and income to a top producer’s status.

Donald has spoken to audiences all across the country and has shared the stage with speakers such as Aisha Tyler, Sarah Koenig, Chris Brogan and Marc Maron. His mission is to evangelize the method of effective selling and motivate sellers of all levels DO BIG THINGS!


Exclusive content:


Twitter: @DonaldCKelly


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

How To Motivate Yourself in Sales – Outside Sales Talk with Everold Reid

Everold Reid is a sales coach, speaker and the author of ‘The Reid Method – A Blueprint for Achieving Sales Mastery’. With over 28 years of sales experience, he shares his best tips and tricks about how you can motivate yourself in Field Sales and exceed your goals!

Here are some of the topics covered in this episode:

  • A 3-step daily ritual that helps you get motivated
  •  Goal setting strategies
  •  How to stop procrastinating
  • The 5-second-rule
  • Tips for successfully motivating your sales team

    Learn more strategies and tactics about developing sustainable motivation and get out of your comfort zone!

    You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

    About the Guest: From his earliest year in the retail car industry, Everold Reid has been a keen student of selling, eager to learn new strategies and techniques, to build his knowledge base and, more importantly, to expand his customer base.

    His sales mastery has led to top sales ranking at the dealerships where he has worked, as well as many awards for his performance. Along the way, Everold adopted the Kaizen philosophy of continuous improvement that remains central to his present-day sales, advertising and marketing efforts.

    Throughout his career in automotive sales, Everold developed a sales and marketing blueprint that has allowed him to perform at the highest level, year after year. This blueprint is outlined in Everold’s book, entitled ‘The Reid Method A Blueprint for Achieving Sales Mastery’.

    In addition to sales strategies and techniques, Everold draws on many years of marketing success in the retail automotive and advertising industry. He has initiated marketing partnerships and worked with celebrities and local non-profit groups. His advice and insights on automotive selling, advertising and marketing are sought after by some of the world’s top automotive brands including Toyota and Lexus.

    Everold is also the host of “The Reid Method Insider Podcast”, where he’s been interviewing successful leaders such as Les Brown, Tom Hopkins and Kevin Eickenberry about Sales Mastery, Business Development, Personal Development and technology.



    Twitter: @TheReidMethod


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

    High-Profit Prospecting Strategies – Outside Sales Talk with Mark Hunter

    Mark Hunter, known as the “Sales Hunter”, is a keynote speaker, sales trainer, consultant and the author of the best-selling book “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results”. With over 30 years of sales leadership experience, Mark helps salespeople develop successful prospecting strategies and close more deals. In this episode, Mark uncovers the biggest prospecting myths and shares his powerful tactics that will help you get the best leads and drive revenue.

    Here are some of the topics covered in this episode:

    • High-profit prospecting strategies: insights from Mark’s best-selling book
    • Writing cold emails that get your prospect’s attention
    • Prospecting myths and pitfalls
    • Prospecting role play with Mark and Steve
    • The best trick to actually start prospecting


    To make the most out of your time with prospects, it’s important to communicate the value of your product and map your solution to their needs. Learn how to deliver the perfect sales pitch and close more deals!

    You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

    About the Guest: Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of the two best-selling books “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.”

    Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. Since 1998, Mark has conducted thousands of training programs and keynotes on sales. He is best known for his ability to motivate and move an organization through his high-energy presentations.

    He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation that requires strict criteria and is given to a small percentage of NSA speakers.

    Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million. Mark has held sales management roles in teams ranging in size from 20 to 900 members. This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales, prospecting, negotiating, pricing, communication and leadership. Clients appreciate his specific strategies that yield measurable outcomes.

    Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world.



    Twitter: @TheSalesHunter


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

    Actionable Ways to Use Linkedin for B2B Sales – Outside Sales Talk with Kurt Shaver

    Kurt Shaver is a LinkedIn Trainer and Keynote speaker, helping B2B inside and outside sales teams win more business with digital sales techniques. If you want to grow your professional network of customers, prospects and partners, connect with more decision makers through introductions and referrals, and increase your visibility and value online, Kurt is the guy!

    Kurt carried a bag as a sales rep, led teams as VP of Sales and is now helping sales teams increase revenue through adopting the right sales tools and strategies. On this episode, he is sharing his in-depth knowledge and actionable tips about the most important social selling tool LinkedIn, and how you can use it to become more successful in outside sales.

    Here are some of the topics covered in this episode:

    • Why LinkedIn is crucial for Field Salespeople
    • How to use LinkedIn to grow your network and build relationships
    • 3 tips to make initial contact with a prospect on LinkedIn
    • How to make a powerful LinkedIn profile that stands out and attracts your buyers
    • What NOT to do on LinkedIn


    Learn more about how to generate more leads with LinkedIn!

    Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

    About the Guest: Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso, a digital sales transformation company focusing on sales and marketing alignment. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications.

    Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.


    Twitter: @KurtShaver


    Listen to more episodes of the Outside Sales Talk here!

    The Key to Successful Sales Leadership – Outside Sales Talk with Bernadette McClelland

    Bernadette McClelland is the CEO of the Sales Performance Agency ‘3 Red Folders’, a recognized sales authority, keynote speaker and executive coach, well known for her expertise in B2B Sales Leadership. She has over 20 years of sales experience working for top companies like Xerox and Kodak.

    On this episode she’ll share her advice and insights about what it takes to become a successful leader in Outside Sales. Bernadette talks about what conversations you need to have with your customers and prospects to get to the top in today’s noisy sales environment.

    Here are some of the topics covered in this episode:

    • How to have successful sales conversations
    • The mindset and skill-set you need to become a sales leader
    • 3 key areas sales leaders need to focus on
    • The best management style for Outside Sales


    To be a successful Outside Sales Manager, you need to manage your team effectively and enable them to perform at their best. One aspect is to balance your sales reps’ territories to increase their productivity and drive results.

    Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.

    About the Guest: For many years, Bernadette worked on the front line for world class technology companies as a quota bearing sales executive, responsible for business development, product launches, client relationships and profitable negotiations ranging from tens of thousands to multi million dollars.

    She now works in those same environments helping CEOs and their sales teams increase their sales results and performance by building a realistic and qualified pipeline.

    Her business, 3 Red Folders, ensures their customers create solid results by focussing on sales strategy, sales process, target market, ratios and numbers, message to market, prospecting strategies and mindset shifts that encompass a successful and sustainable sales environment.

    Having recently published her fifth book, ‘The Art of Commercial Conversations – When It’s Your Turn To Make A Difference’, Bernadette has highlighted the 9 commercial leadership skills and conversations needed for B2B sales executives, leaders and business owners in today’s world.

    What differentiates Bernadette’s approach and her business offering is found at the intersection of ‘sales process (business)’ + ‘sales psychology (behaviour)’ + ‘sales science (brain)’ and is underpinned by a proven science backed and evidence based evaluation tool, specific to the selling field.


    3 Red Folders:


    Twitter: @b_mcclelland

    Listen to more episodes of the Outside Sales Talk here!

    Best Ways to Deal with Competition in Sales – Outside Sales Talk with Anthony Iannarino


    Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.

    Here are some of the topics covered in this episode:

    • Why competition is important in sales
    • Key skills that will set you apart from the competition
    • The mindset you need to outsell your competitors
    • A secret productivity hack and best books to read for salespeople
    • Sales trends and how to stay competitive in the future


    Learn how you can differentiate yourself and outsell your competition with this killer territory plan!

    You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.

    About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

    In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.

    Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

    Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.

    Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!

    Sales Blog:


    Twitter: @iannarino

    Check out more episodes here.