Year: 2020

Winning in Sales: Why Emotional Intelligence Matters – Outside Sales Talk with Brian Burns

Brian Burns is a sales expert with over 25 years of sales experience. He is the host of 2 podcasts in the top 15 in Business on iTunes, “B2B Revenue Leadership” and “The Brutal Truth About Sales and Selling.” He is also the author of 4 books on B2B Sales including, The Maverick Selling Method: Simplifying the Complex Sale. Brian currently works with leadership teams to help create and dominate their market segments. In this episode, Brian discusses the importance of using emotional intelligence in sales.

Here are some of the topics covered in this episode:

  • Creating an outward mindset to know your customer and yourself
  • Using emotional intelligence to build trust
  • How to learn emotional intelligence
  • Using emotional intelligence to identify prospect needs

About the Guest:

Brian Burns has 25+ years of experience in sales. In his sales career, he specialized in selling enterprise software and now works with leadership teams to help create/dominate their market segments.

Brian’s approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies

Brian is also the host of 2 podcasts in the top 15 in Business on iTunes, the “B2B Revenue Leadership” show and “The Brutal Truth about Sales and Selling.” Brian is also the author of 4 books on B2B sales, including The Maverick Selling Method: Simplifying the Complex Sale.

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

Podcast: The Brutal Truth about Sales and Selling

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

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Sales Management: How to Build, Scale, or Reboot a Sales Organization – Outside Sales Talk with Vince Thompson

Vince Thompson is a sales leader, author, and consultant. He led the sales efforts for AOL in the West and for Facebook in its earliest days. Vince has also served as a consultant and adviser to over 40 sales organizations through his consulting firm, Middleshift.

In this episode, Vince shares how you can improve your sales management to take your sales team to new heights.

Here are some of the topics covered in this episode:

  • Building a learning sales organization
  • Setting goals for your sales team
  • Creating a high performance and growth based sales culture
  • Scaling a sales organization

About the Guest:

Alongside or through his consulting work, Vince has served as a startup CEO, a public company board member, and a consultant to over 30 companies including major internet companies, TV Networks and Studios.

Vince currently serves as the Co-Founder and Chairman of Prospectwise, is a venture partner at Zuma Ventures, and an active board member for First Star, a non-profit dedicated to helping Foster Youth get into college.

Earlier in his career, Vince worked in local television, led the advertising sales organization for AOL in the West, and, for a short period of time in Facebook’s startup days, served as the company’s head of National Sales.

He’s the author of a bestselling book on management called Ignited, has keynoted globally, and hosted over 80 episodes of a business show for BNet, CNet’s business brand.

In 2010 Business Week credited Vince with changing the liquidity model in Silicon Valley after he led a private sale of Facebook stock on Wall Street.

Website: vincethompson.co

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

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LinkedIn Selling Tips & Tricks that Get Big Payoffs – Outside Sales Talk with Brynne Tillman

Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade, she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Brynne is also the author of “The LinkedIn Sales Playbook, a Tactical Guide to Social Selling”.

In this episode, Brynne shares her proven LinkedIn selling tips to help you turn your connections into sales.

Here are some of the topics covered in this episode:

  • How to optimize your LinkedIn profile for sales
  • Actionable tips to start conversations with your connections
  • Top techniques to leverage referrals on LinkedIn
  • How to curate content to boost engagement

About the Guest:

As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers.

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

Follow #sslinsights on LinkedIn to get Brynne best social selling tips

Website: socialsaleslink.com

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

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.

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Leading Your Sales Team Through an Economic Crisis – Outside Sales Talk with Steve Benson

In this special episode of Outside Sales Talk, our host Steve Benson gets interviewed by Badger Maps CSA, Pien de Meulemeester. Steve discusses what you can do to get your team through this current economic crisis.

Here are some topics covered in this episode:

  • Behavior changes sales leaders need to make
  • Adapting your messaging
  • Cost reduction tips
  • Impacts on field sales

About the Guest:

Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople, and host of the Outside Sales Talk. After receiving his MBA from Stanford, Steve worked in field sales with companies like IBM, Autonomy, and Google, where he was named Google Enterprise’s Top Performing Salesperson in the World in 2009. Steve has also been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

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

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

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Creating a Killer Sales Playbook – Outside Sales Talk with Dale Dupree

Dale Dupree is a sales speaker, trainer, podcast host and Founder of The Sales Rebellion, a company that aims to coach and educate people on sales topics. Throughout his career, Dale has worked in numerous sales positions such as Sales Manager at Zeno Office Solutions and Vice President of Sales at North American Office Solutions.

In this episode, Dale emphasizes the importance of creating a tailored sales playbook for your business to be one step further to closing that next sales deal.

Here are some of the topics covered in this episode:

  • Creating buyer personas
  • Generating customized sales playbooks that guarantee success
  • Utilizing mindscripts to avoid a bland sales script
  • Understanding your buyer and their needs

About the Guest:

With over 15 years of sales experience, Dale founded The Sales Rebellion in 2019. He is a man who truly believes in practicing what you preach and is passionate about helping others attain their sales success. As such, his company focuses on coaching and encouraging salespeople on ways they can take their sales game to the next level. As the host of the Selling Local Podcast, he maintains this passion by discussing sales stories, ideas and strategies to help the average salesperson rise to the top of their industry.

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

Website: https://www.thesalesrebellion.com/podcast/ – Check out his podcasts for free

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

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.

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Leveraging Storytelling to Close More Sales – Outside Sales Talk with Ed Bilat

Ed Bilat is a sales speaker, trainer, podcast host, and President of Beyond Consulting Canada, a global sales training and consulting company. Ed is also the author of, “Storytelling for Sales Playbook.” Throughout his career, Ed has helped organizations such as Microsoft, HP, and Walmart, improve their sales through storytelling.

In this episode, Ed discusses the power of using stories in your sales cycle.

Here are some of the topics covered in this episode:

  • The STAR-model for storytelling
  • How to stay flexible and move with your client
  • Getting decision makers to listen to you
  • Overcoming price objections through storytelling

About the Guest:

With over 23 years of experience, Ed has helped organizations such as Microsoft, HP, Walmart, TELUS, and TD Canada Trust, empower their sales teams to define and leverage their unique brand stories. Ed believes that through storytelling, salespeople can dictate not only the direction of the story, but also the path sales reps want their prospects to take. Ed is passionate about storytelling and he is author of the book, “Storytelling for Sales Playbook” and host of the podcast, “Storytelling for Sales.”

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

Website: https://storytellingsales.com/ – Get his book for free

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

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!