Outside Sales Talk

Where Sales Experts Meet

Category: Sales Hacks

  • Bridging Generational Gaps in the Workplace – Outside Sales Talk with Gui Costin

    Outside Sales Talk with Gui Costin

    Gui Costin shares how sales leaders can bring different generations together, build stronger teams, and create a workplace where people want to stay.

     

    Outside Sales Talk with Steve Benson

    Watch on YouTube | Listen on Spotify | Apple Podcasts

     

    About This Episode

    Today’s sales teams can span multiple generations, each bringing different experiences, expectations, communication styles, and approaches to work. For leaders, understanding those differences can be key to building a team that works well together.

    In this episode of Outside Sales Talk, Steve Benson sits down with Dakota Founder and CEO Gui Costin to discuss how leaders can bridge generational gaps in the workplace. They explore building mutual respect, recognizing generational biases, adapting how you communicate, encouraging mentorship, and creating an environment where employees across generations can learn from each other.

     

    What You’ll Learn

    • How to build stronger collaboration across generations
    • Why self-awareness matters when leading a diverse team
    • How to recognize and challenge your own generational biases
    • The role mentorship can play in sharing knowledge and experience
    • How leaders can learn from younger, tech-savvy employees
    • Ways to create a workplace where your best people want to stay

     

    Watch the Full Episode

    Listen instead: Spotify | Apple Podcasts | Pandora

     

    About Gui Costin

    Gui Costin is the Founder and CEO of Dakota, an investment services company that has helped clients raise more than $40 billion. As a leader in sales and marketing, Gui focuses on mentorship, career growth, and helping companies put processes in place that allow their businesses and teams to grow.

    Connect with Gui: GuiCostin.com | Dakota.com

     

     

    Never Miss an Episode

    Get actionable advice from leading sales experts on Outside Sales Talk.

    Subscribe on YouTube | Spotify | Apple Podcasts

     

    Sell More. Drive Less.

    Outside Sales Talk is brought to you by Badger Maps.

    Badger Maps helps field sales teams spend less time planning, driving, and doing sales admin, so they can spend more time selling.

    See How Badger Maps Works →

    Get More Sales Tips in Your Inbox

    Join 95,000+ subscribers getting actionable sales tips and insights from top sales experts with Badger Maps’ newsletters.

    Subscribe to Badger Maps’ Newsletters →

  • How to Use AI to Sell More Without Losing the Human Touch – Outside Sales Talk with Donald C. Kelly

    Outside Sales Talk with Donald C Kelly

    Donald C. Kelly shares how field sales reps can use AI to save time, prepare smarter, and sell more without losing the human side of sales. 

     

    Outside Sales Talk with Steve Benson

    Watch on YouTube | Listen on Spotify | Apple Podcasts

     

    About This Episode

    AI is changing how salespeople research prospects, prepare for meetings, handle follow-up, and manage the work surrounding a sale. But where does AI actually help field sales reps, and where is the human side of selling still irreplaceable?

     

    In this episode of Outside Sales Talk, Steve Benson sits down with sales expert and The Sales Evangelist host Donald C. Kelly to explore practical ways field sales reps can make AI part of their day. They discuss using AI for prospect research, meeting preparation, objection handling, and working on the go, while still keeping relationships and human interaction at the center of the sales process.

     

    What You’ll Learn

    • Where field sales reps can start using AI
    • How AI can make prospect research faster and more valuable
    • Ways to prepare for meetings and objections with AI
    • How to use AI when you’re constantly on the go
    • Where automation can hurt customer relationships
    • Why the human side of field sales still matters

     

    Listen to the Episode: Spotify | Apple Podcasts | Pandora

     

    About Donald C. Kelly

    Donald C. Kelly is a seasoned sales professional, speaker, and trainer on a mission to help sellers at all levels improve their skills and achieve bigger results. He has been recognized by Salesforce as a Top Sales Influencer for three consecutive years and as a LinkedIn Top Voice in Sales.

     

    Donald is also the host of The Sales Evangelist, one of the longest-running sales podcasts in the world, with nearly 2,000 episodes and listeners in more than 155 countries.

     

    Connect with Donald: LinkedIn | The Sales Evangelist

     

     

    Never Miss an Episode

    Get actionable advice from leading sales experts on Outside Sales Talk.

    Subscribe on YouTube | Spotify | Apple Podcasts

    Sell More. Drive Less.

    Outside Sales Talk is brought to you by Badger Maps.

    Badger Maps helps field sales teams spend less time planning, driving, and doing sales admin, so they can spend more time selling.

    See How Badger Maps Works →

    Get More Sales Tips in Your Inbox

    Join 95,000+ subscribers getting actionable sales tips and insights from top sales experts with Badger Maps’ newsletters.

    Subscribe to Badger Maps’ Newsletters

     

  • How to Sell More by Boosting Customer Confidence – Outside Sales Talk with Brent Adamson and Karl Schmidt

    Outside Sales Talk Podcast with Brent Adamson and Karl Schmidt

    Brent Adamson and Karl Schmidt are co-authors of “The Framemaking Sale: Sell More by Boosting Customer Confidence”, a groundbreaking guide to boosting customer confidence in complex B2B sales. Renowned business strategists and researchers, known for shaping modern sales thinking through data-driven insights and practical frameworks. Former CEB and Gartner leaders who have advised Fortune 500 teams on commercial strategy, buyer enablement, and decision confidence.

     

    In today’s episode, Brent and Karl discuss practices in their new book “The Framemaking Sale”.

     

    Here are some of the topics covered in this episode:

    • Competing with the status quo
    • How to build decision confidence
    • Shortening the time to make a decision
    • Areas that undermine buyers confidence

    More From the Guest

    Start Selling More Today with

    Badger Maps – Your app for the field

     

    Get a free trial at: https://www.badgermapping.com/

     

     

    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! https://www.badgermapping.com/newsletters/

  • Scale Your Sales – Outside Sales Talk with Janice B. Gordon

    The Outside Sales Talk Podcast with Janice B Gordon

    Janice B. Gordon is ‘The Customer Growth Expert’ author of Business Evolution: Creating Growth in a Rapidly Changing World and co-author of Heels to Deals: How Women are Dominating Business to Business Sales. Janice is an engaging speaker, facilitator, and presenter who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast

     

    In today’s episode, Janice shares tactics to grow your sales.

     

    Here are some of the topics covered in this episode:

     

    • How retention can help
    • Ways to build your relationship with customers
    • How to deal with customer hesitation
    • The impact of customer-centric language

    More From the Guest

     

    Start Selling More Today with

    Badger Maps – Your app for the field

     

    Get a free trial at: https://www.badgermapping.com/

     

    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! https://www.badgermapping.com/newsletters/

  • The First Meeting Differentiator – Outside Sales Talk with Lee Salz

    Outside Sales Talk Podcast with Lee Salz

    Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

     

    In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart

    Here are some of the topics covered in this episode:

    • Why “discovery” calls should be “consultations”
    • How to create a “target client profile” instead of an “ideal client profile”
    • Which questions to ask to move a deal forward
    • How to use emotion to drive action
    • Using “Consultation Cliffhangers” to secure your next meeting

    More From the Guest

    • Download 10 ways to provide meaningful value – www.MeaningfulValue.com
    • Book website – www.FirstMeetingBook.com
    • Lee’s website – www.SalesArchitects.com
    • Lee’s on all the social platforms – Check him out on Tiktok @theleesalz

    Start Selling More Today with

    Badger Maps – The #1 Route Planner for Field Sales

     

    See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

     

    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! https://www.badgermapping.com/newsletters/

  • Increasing Training Engagement with your Sales Reps – Outside Sales Talk with Stephen Rhyne

    Outside Sales Talk Podcast with Stephen Rhyne

    Stephen is the CEO of ConveYour.com. For the last 10 years, he has been helping companies like LGCY Power, Vivint, CUTCO; recruit, onboard, train, and retain more reps. Stephen has 22 years of experience in direct sales – recruiting, onboarding, training and rep retention. His platform ConveYour helps with all the back office and administrative items needed to grow a D2D team.

     

    In today’s episode, we’ll be covering how to have better engagement with reps during sales trainings.

     

    Here are some of the topics covered in this episode:

     

    • The importance of “why” and the “what’s in it for them”
    • Lowball questions and hardball questions
    • How to build “learner trust”
    • Gamification in training
    • Ways to include feedback in training

    More From the Guest

     

    Start Selling More Today with

    Badger Maps – The #1 Route Planner for Field Sales

     

    See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

     

    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! https://www.badgermapping.com/newsletters/