Outside Sales Talk

Where Sales Experts Meet

Author: badger

  • The Connector’s Advantage: How to Get What You Want – Outside Sales Talk with Michelle Tillis Lederman

    The Connector’s Advantage: How to Get What You Want – Outside Sales Talk with Michelle Tillis Lederman

    Michelle Tillis Lederman is a connection creator and CEO of Executive Essentials, a company that provides customized communications and leadership programs. She is also one of Forbes Top 25 Networking Experts, and the author of four books including the internationally known, “The 11 Laws of Likability”, and her latest book “The Connectors Advantage”. In this episode, Michelle explains how being a connector helps you get what you want.

    Here are some of the topics covered in this episode:

    • Why salespeople need to connect on top of networking
    • How to become a better connector and build trust
    • Actionable tips to repurpose un-utilized time to connect
    • Ways to say “no” to a customer without jeopardizing the relationship

    About the Guest:

    Michelle is an accomplished speaker, trainer, coach, and author. She is an expert on workplace communications and relationships, her mission is to help people work better together and advance their individual impact. Her clients include JPMorgan, J&J, Deutsche Bank, Michigan State University, MetLife, Sony, Ernst & Young, the Department of Environmental Protection, and Madison Square Garden. A former finance executive and NYU Professor, Michelle appears regularly in top media outlets such as NBC, CBS, Fox, NPR, the Wall Street Journal, NY Times, CNBC, and others.

    Website: https://michelletillislederman.com/

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

    Discover what level of connector you are answering this quiz: https://michelletillislederman.com/connector-quiz/

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

  • High-Performance Strategies for Field Salespeople – Outside Sales Talk with Cameron Brown

    High-Performance Strategies for Field Salespeople – Outside Sales Talk with Cameron Brown

    Cameron Brown is a musician, speaker, and motivational coach. Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his videos and music have been streamed millions of times in 195 countries. Through his work, Cameron empowers people to create lasting change. In this episode, Cameron discusses how to stay inspired and maximize your potential as a salesperson.

    Here are some of the topics covered in this episode:

    • Habits of top-performing salespeople
    • How to use inspiration to stay motivated
    • Actionable tips to increase your productivity
    • Strategies to create your own high-performing sales team

    About the Guest: Cameron empowers people to create lasting change. He does this through executive coaching & training for c-level executives, sales leaders, and their teams, delivering experiential talks with a grand piano live on stage, and writing music about human behavior and the world we live in. As a result, Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his music has been streamed millions of times across 195 countries and been featured in a range of short films and documentaries.

    Website: cameronbrown.co

    LinkedIn: https://www.linkedin.com/in/cameronbrownreal/ – Send a personal note to connect

    YouTube, Instagram, and Facebook: @cameronbrownreal

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

  • Avoid Burnout with the Power of Pause – Outside Sales Talk with Rachael O’Meara

    Avoid Burnout with the Power of Pause – Outside Sales Talk with Rachael O’Meara

    Rachael O’Meara is a transformation leadership and executive coach. She empowers professionals to learn and build emotional intelligence skills to thrive at work and beyond.

    Her book “Pause” was named one of 2017’s top business books for your career and was featured in the New York Times and on WSJ.com. In this episode, Rachael explains how pausing can actually benefit your sales results.

    Here are some of the topics covered in this episode:

    • How can pausing help salespeople avoid burnout
    • The 5 signs that reveal you need to take a pause
    • Tips to create an active pause plan
    • How to develop an effective pause mindset

    About the Guest:

    Rachael is a speaker and coach dedicated to helping teams and leaders turn overwhelm, stress, and even burnout into thriving to be more aligned and take their lives back using the latest tools in emotional intelligence, neuroscience, and mindfulness. She leads workshops and speaks regularly on the practice of pause or intentionally shifting your behavior to lead a more satisfied and meaningful life. She has a MA in Transformational Leadership & Coaching from Wright Graduate University (2020), and an MBA from Fordham University (2004).

    Her book on Amazon: Pause: Harnessing the Life-Changing Power of Giving Yourself a Break

    Website: https://www.rachaelomeara.com/

    Podcast: The Pausecast

    TEDxTalks: https://youtu.be/aSGCdwJqObI

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

  • The Art of Selling Value – Outside Sales Talk with Paul Reilly

    The Art of Selling Value – Outside Sales Talk with Paul Reilly

    Paul Reilly is a speaker, sales trainer, host of The Q and A Podcast, and co-author of the fourth edition of “Value-Added Selling.” He is currently the president of the Tom Reilly Training Company and faculty member at the University of Innovative Distribution. In this episode, Paul discusses how to sell value and steer the conversation away from price.

    Here are some of the topics covered in this episode:

    • How to center the sales process around value and not price
    • Building better long-term customer relationships
    • How to keep value relevant after the initial sale
    • Creating an outward customer focus approach and guaranteeing you are adding value as a salesperson

    About the Guest:Paul is the owner and president of Tom Reilly Training, a company that trains salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. Paul began his sales career at 16 and during his over 15-year sales career sold for companies such as Ferrellgas and the Hilti Organization. During his tenure at Hilti, he joined the Hilti Master’s Club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club. He is the co-author of the fourth edition of “Value-Added Selling” and he credits his success as a salesperson to embracing the Value-Added Selling message.

    Book: “Value-Added Selling”Website: tomreillytraining.comPodcast: The Q and A Sales Podcast

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

  • Selling Abroad – Tips to Sell in the the US vs Europe – Outside Sales Talk with Thibaut Souyris

    Selling Abroad – Tips to Sell in the the US vs Europe – Outside Sales Talk with Thibaut Souyris

    Thibaut Souyris is the CEO and Founder of SalesLabs, a consulting company that trains and coaches B2B sales teams to start more conversations and close deals faster. He is also the co-host of The B2B Sales Podcast. In this episode, Thibaut shares his international experience and explains how to tackle sales in the European and American markets.

    Here are some of the topics covered in this episode:

    • How to sell in Europe vs the US
    • Different selling styles across European countries
    • How to avoid and overcome cultural misunderstandings
    • Tips for Americans to work better with Europeans

    About the Guest:

    Thibaut is a B2B tech sales expert, with broad experience in North America and EMEA. He currently trains salespeople to run better discovery calls, build healthy habits around early qualification, and bring energy to their deals. He has helped 100+ founders building sales organizations and worked with companies like Techstars, Comtravo or Back, and many European tech companies. He’s also a regular contributor for Sales Hacker, G2, Demodesk, and various other blogs.

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

    Website: https://www.saleslabs.io/

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

  • Deadly Assumptions that are Killing your B2B Sales – Outside Sales Talk with George Brontén

    Deadly Assumptions that are Killing your B2B Sales – Outside Sales Talk with George Brontén

    George Brontén is the CEO & Founder of Membrain.com, a SaaS company that enables B2B sales teams to execute their sales process, coach for higher results, and build predictable growth. He is also the author of the book “Stop Killing Deals: How to Gain Competitive Advantage by Viewing Sales through the Lens of Human Nature”. In this episode, George explains how to root out deadly assumptions and find sales success.

    Here are some of the topics covered in this episode:

    • What are the 3 deadly assumptions
    • How emotions affect decision-making
    • Ways to identify top sales performers
    • How to motivate reps towards discipline
    • Tips to find the best technology stack for you

    About the Guest:

    George is the “Sales Effectiveness Pioneer” at Membrain.com,  his mission is to learn from top salespeople how technology is either hurting or helping sales productivity. He builds software to bridge the gap between sales strategy and execution.

    Book: https://www.amazon.com/Stop-Killing-Deals-assumptions-excellence/dp/9151941821

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

    Blog: https://www.membrain.com/blog

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