Career Growth

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!

    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.

    Strategies For Successful Referral Selling – Outside Sales Talk with Joanne Black

    Joanne Black is America’s leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.

    A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.

    Referrals work whether you’re:

    • Looking for a job
    • Want a promotion
    • Need more clients
    • Or are looking for a date


    Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.

    Here are some of the topics covered in this episode:

    • How referral selling can help you get more qualified leads
    • The best ways to ask for a referral and when to ask for it
    • Leveraging LinkedIn to manage customer relationships & engage with prospects
    • First steps to start integrating referrals in your sales strategy today


    Check out this blog post about how referrals can help you generate more leads!

    About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.




    Twitter: @ReferralSales

    Listen to other episodes of ‘Outside Sales Talk’ here!

    How to Drive Career Growth in Outside Sales – Outside Sales Talk with Carson Heady

    Carson Heady is a top performing outside sales leader, speaker and management consultant. He’s the author of the ‘Birth of a Salesman’ series, which details the art of sales – from interviewing through preparation, pitching, closing and advancing your career in sales.

    During his career, he has served at multiple levels of leadership at Microsoft, AT&T, Verizon and T-Mobile. In his role he’s overseeing partner relationships and leading strategic sales planning to grow revenue. He has a strong social media following of over 330K followers, has hosted the Smart Biz Show on EG Radio, and has been interviewed by a number of sales gurus including Jeffrey Gitomer and Jeb Blount.

    Here are some of the topics covered in this episode:

    • Key skills you need to develop a successful career in Field Sales
    • How to ask for a promotion
    • How to approach your boss about career development opportunities
    • How to set up your career plan
    • How to know when it’s time to move on
    • Tips for a successful job search

    Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

    About the Guest: Carson entered the sales arena at age 22 and has found success at every level, from top-flight sales representative to a division leader over 200+ people. His devotion to the sales game occupied much of his time, but his desire to write never left his mind. Once Carson realized his great aptitude in the game of sales, he decided to write his first novel – “Birth of a Salesman” – which told the story of a young man who came into prominence in the sales arena and doubled as a self-help sales advice manual to guide anyone to the level of success he achieved.

    He is a profound public speaker, superior corporate leader and, in addition to having letters featured in prominent magazines and local newspapers, he wrote his own bi-weekly column for his department. Carson lives in St. Louis, MO, with his 2-year old daughter.


    Blog & Books:


    Twitter: @cvheady007