Coaching

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!

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!

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! 

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!

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.

Are you in? Subscribe to Badger Maps’ newsletters now!

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!

Remote Selling through an Economic Crisis – Outside Sales Talk with Tiffani Bova

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce, author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, and host of the podcast What’s Next! with Tiffani Bova.

Tiffani’s time on the front line of innovation, combined with her insightful candor has resulted in her unique perspective that inspires businesses and individuals to get smarter about the choices they make and increase their growth IQ.

In this episode, Tiffani discusses how to succeed in sales during the current pandemic and economic crisis.

Here are some of the topics covered in this episode:

  • Understanding how customer habits have changed
  • Getting comfortable with feeling uncomfortable
  • Using emotional intelligence to better understand prospects and customers
  • Standing out as a field salesperson while working remotely

About the Guest:

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce and author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business. She has contributed to publications such as Harvard Business Review, Forbes, Entrepreneur, and Huffington Post and has appeared on Bloomberg, BNN, MSNBC, and Yahoo Finance.

Prior to working with Salesforce Tiffani was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth.

Tiffani has been recognized as one of the Most Powerful and Influential Women in California by the National Diversity Council, one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to Follow in 2018 and 2019, a Top 100 Women in Tech.

She is also a highly sought after keynote speaker and has delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents.

Read Tiffani’s Book – Growth IQ

Listen to more episodes of the Outside Sales Talk here!