Career Growth

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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5-Minute Selling: The Proven, Simple System That Can Double Your Sales – Outside Sales Talk with Alex Goldfayn

Alex Goldfayn is the CEO of the Revenue Growth Consultancy, a company that helps organizations to implement systems of remote and proactive selling, generating 10%-20% in new overall sales annually. He is also a best-selling author and he recently published his 4th book “5 Minute Selling: The Proven, Simple System That Can Double Your Sales…  Even When You Don’t Have Time”.

In this episode, Alex shares his tried and true simple daily actions that will help you double your sales.

Here are some of the topics covered in this episode:

  • How to get started on proactive phone calls
  • Tips to master silence and get prospects to reveal more information
  • The 3 musts of compelling referrals
  • How to ask powerful questions for effective cross-selling
  • Top advice and true stats to deal with sales rejection

About the Guest:

Alex is a top-rated speaker that motivates sales teams, managers, executives and owners to take simple action to grow their business. He has worked with top companies like Cisco, Logitech, Lenovo, and T-Mobile. He is also the author of the bestselling books: “Selling Boldly”, “The Revenue Growth Habit”, and “Evangelist Marketing”.

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

Website: https://goldfayn.com/  – Includes free downloads from 5-Minute Selling, Planners & Trackers

Alex’s Book on Amazon – 5-Minute Selling: The Proven, Simple System That Can Double Your Sales

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

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!

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!

5 Step Formula – Every Job Is a Sales Job – Outside Sales Talk with Cindy McGovern

Dr. Cindy McGovern is a top-rated speaker, best selling author, and consultant at Orange Leaf Consulting.  After years of consulting companies and helping them grow their business, she had an epiphany: every job really is a sales job.  And every person is a salesperson. With these experiences, she wrote the book, “Every Job is a Sales Job: How to Use the Art of Selling to Win at Work.” In this episode, Cindy shares her 5 Step formula to help anyone become a better salesperson.

Here are some of the topics covered in this episode:

  • Creating a plan for success
  • How to effectively listen
  • Ways to build trust, not just rapport
  • How to give to get
  • Following up with gratitude

About the Guest:

Dr. Cindy McGovern is known as the “First Lady of Sales.” She is a highly sought after speaker and consultant across the globe. She is an expert in sales, interpersonal communication, and leadership. “Dr. Cindy” holds a doctorate in organizational communication and has worked as a professor of communication before starting Orange Leaf Consulting, a sales management and consulting firm headquartered in San Francisco. She has helped hundreds of companies and individuals to create dramatic and sustainable growth. Dr.Cindy regularly coaches both professional sales employees and those whose jobs are not sales-related in an effort to help them both take advantage of opportunities to bring more business to their companies.

Website: Drcindy.com

Email: Drcidy@drcindy.com

Find Cindy on social media: @1stladyofsales or @drcindy

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

How to Win Mega Deals and Grow your Career – Outside Sales Talk with Jamal Reimer

OST-Ep-52-With-Jamal-Reimer (1)

Jamal Reimer is a Strategic Account Manager at Oracle. He has closed over $150 million in SaaS revenue throughout his career and is an expert in closing mega deals worth more than $50 million. Jamal has over 30 years of experience in Sales. Today, he lives in Sweden and manages major accounts in the pharmaceutical industry.

Here are some of the topics covered in this episode:

  • How sales reps can build a daily routine to get in the right mindset
  • What sales reps can do to break through mental barriers
  • How mentorship can help close mega deals
  • Leveraging senior level execs to close bigger deals
  • How to prepare for a mega deal meeting

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

About the Guest:

Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals.

After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $150 million in Saas revenue and is one of the top performing managers at Oracle.

LinkedIn: https://www.linkedin.com/in/jamal-reimer/

The Sales Tribe (LinkedIn Group): https://www.linkedin.com/groups/8742602/

Book recommendations:

Blue Ocean Strategy by W. Chan Kim and Renée A. Mauborgne

How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke

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