Outside Sales Talk

Where Sales Experts Meet

Author: badger

The Secret 3 Actions for Sales Teams to Meet Quotas – Outside Sales Talk with Alice Kemper
Alice is a sales and leadership consultant, author, and speaker with more than 36 years of experience in the industry. She is the president of Sales Training Consultants, a company that specializes in sales and leadership training solutions as well as the founder of Sales Training Werks, a do-it-yourself sales training solution. In this episode, Alice goes over her three tried and true actions to help sales teams meet their quotas consistently.
Here are some of the topics covered in this episode:
- Why managers participating in ride alongs is so important
- How to alter your leadership style for different types of sales reps
- Tips for giving your sales reps the most effective feedback
- Advice for Women sales managers in today’s world
About the Guest:
After transitioning from teaching to a career in sales, Alice found success quickly, becoming only the 3rd woman to be promoted to a management role in a company with 870 sales representatives. Over the next 15 years, Alice became recognized as a top sales distributor for two leading sales training organizations. Her latest business, SalesTrainingWerks.com, focuses on training sales reps to achieve sales quotas consistently. Alice was recently listed in Crazy Call’s Top 18 Most Influential Women in the Sales World 2019.
LinkedIn: https://www.linkedin.com/in/alicekemper/
Website: https://www.salestrainingwerks.com
Listen to more episodes of the Outside Sales Talk here and watch the video here!
November 13, 2019
Automating Signature-Grabbing Sales Proposals – Outside Sales Talk with Adam Hempenstall
Adam Hempenstall is the CEO of Better Proposals and has led to over $500,000,000 of sales won using the software. His solution allows salespeople to close more deals through automating the process of creating effective proposals. In this episode, Adam explains how automating the proposal process will make its delivery impactful and efficient.
Here are some of the topics covered in this episode:
- The best tips to create a powerful introduction for your proposal
- Why empathizing with the prospect is key during a proposal
- How automation helps you spend time on what matters most
- The importance of following up in a timely fashion
About the Guest:
Adam started his career in web design at age 14. He is now the founder and CEO of Better Proposals, which helps business owners and salespeople close more deals through automating the process of creating effective proposals. He also manages the Better Proposals marketing team to help grow the business. Adam has written 4 books, including ‘Automate Your Business.’
He has published articles in Medium, ReadWrite, and LinkedIn.
LinkedIn: https://www.linkedin.com/in/adam-hempenstall-9b774931/
Website: https://betterproposals.io/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
October 30, 2019
How to Triple your Qualified Leads While on the Road – Outside Sales Talk with Shawn Finder
Shawn Finder is the founder and CEO of Autoklose, a revolutionary outbound sales automation platform. He is also the author of “The B2B Sales Handbook” and has been named a Top 25 Sales Engagement influencer. In this episode, Shawn explains how to use automation tools to get more qualified leads and keep your sales process ongoing!
Here are some of the topics covered in this episode:
- How sales reps can find time to generate qualified leads
- The best tools to save time and automate your tasks
- How to ensure a great follow-up with your prospects
- Tips to get in front of decision makers and identify their pain points
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Shawn was one of North America’s top tennis players before getting his MBA and starting a career in sales. He stepped into the entrepreneurial world at the age of 24 and discovered that selling was his passion. In 2013, Shawn founded ExchangeLeads, a list-building company that helps salespeople build quality lists for reaching out to new prospects. He created Autoklose in 2018 to help salespeople save time and automate their tasks.
LinkedIn: https://www.linkedin.com/in/shawnfinder/
E-mail: shawn@autoklose.com
Website: www.autoklose.com
Download for free “The B2B Sales Handbook”: https://autoklose.com/books/b2bsales
Listen to more episodes of the Outside Sales Talk here and watch the video here!
October 23, 2019
Insider Tips on Being a Successful Sales Leader – Outside Sales Talk with Bill Caskey & Bryan Neale
Bill Caskey and Bryan Neale are Sales coaches and speakers, they co-hosts the Advanced Selling Podcast, a Top 30 Business Podcast on iTunes and one of the “19 podcasts worth more than an MBA” according to Inc. In this episode, Bill and Bryan show how to be a great leader and drive your team for success.
Here are some of the topics covered in this episode:
- How to develop a leadership mindset and become a “follow-able” leader
- The secrets to build a healthy and successful team culture
- The best ways to encourage reps to take on leadership roles
- How to shift focus from your customer to your team
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guests:
Bryan Neale is a sales trainer and coach, who has helped B2B teams, managers, and CEOs for over 20 years. He is the CEO of Blind Zebra, a company that helps people take action on things they “say” they want to do but haven’t actually “done” anything yet. Bryan is also an NFL referee and loves training teams about the similarities between sales and football.
Bryan’s LinkedIn: https://www.linkedin.com/in/bryanneale/
Bill Caskey is a sales coach leader who has written several books, including Same Game New Rules. He is also the creator of the 2X Group and World Class Sales Leader Masterminds. Bill is currently the president and founder of Caskey Achievement Strategies, a company which focused solely on developing B2B sales and leadership teams.
Bill’s LinkedIn: https://www.linkedin.com/in/billcaskey/
Listen to Bill and Bryan’s podcast: https://advancedsellingpodcast.com/
Listen to more episodes of the Outside Sales Talk here and watch all videos here
October 9, 2019
Building Your Sales Dream Team – Outside Sales Talk with Mike Fossi
Mike Fossi is the Head of Sales at Rainmakers, a career marketplace for salespeople. With Rainmakers, he is aiming to fix the hiring process in Sales. Mike helps clients use software to find candidates that are top in their field, and are currently interested in new opportunities. In this episode, he shares how companies can source the best talent in Sales.
Here are some of the topics covered in this episode:
- What to look for in a salesperson’s resume
- How to interview candidates for a sales position
- How salespeople can increase the chances of landing their dream job
- Tips to discover sales talent
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the guest:
Mike Fossi is the Head of Sales at Rainmakers. After studying at the University of California, Santa Barbara, he focused on Sales and now has more than 10 years of experience in the area. Mike has managed accounts for companies such as LinkedIn, Salesforce, or Hired. He is specialized on Account and People Management, as well as identifying and retaining top talent.
Contact the Guest:
LinkedIn: https://www.linkedin.com/in/michaelfossi/
Email: mike.fossi@rainmakers.co
Website: https://www.rainmakers.co/
Check out the video and more episodes of the Outside Sales Talk here!
October 2, 2019
The Compelling Proposal: Make the Customer Choose You – Outside Sales Talk with Steve Thompson
Steve Thompson is the founder and managing partner at Value Lifecycle, a B2B deal training and consulting firm. Over the course of his career, he has helped close more than $15 billion in B2B deals in over 120 different industries. Steve is also the author of multiple books guiding salespeople through the “Value Lifecycle”. His latest book, “The Compelling Proposal”, focuses on how to deliver actual value to your prospects. In this episode, he explains how salespeople can close more deals by creating the perfect proposal.

Here are some of the topics covered in this episode:
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the guest:
Steve Thompson is a sales consultant, coach, and author. He holds an MBA degree from the Kellogg School of Management, has over 30 years of experience in Sales and has helped closed more than $15 billion in deals. As the CEO and founder of Value Lifecycle, Steve works with buying and selling programs around the globe. With his company, he helps organizations develop and present great value propositions to customers, and navigates them through negotiations.
Website: www.valuelifecycle.com
LinkedIn: www.linkedin.com/in/steve-thompson-61913b17/ – check out his articles
Email: steve@valuelifecycle.com – questions about sales, need help with deals
Youtube: Check out more episodes of the Outside Sales Talk here!
September 19, 2019