Outside Sales Talk

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 The Framemaking Sale Book - https://www.theframemakingsale.com/   Brent Adamson’s LinkedIn - https://www.linkedin.com/in/brentadamson/   Karl Schmidt's LinkedIn - https://www.linkedin.com/in/karl-schmidt-q/ Check out Brent & Karl on

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   Janice B. Gordon - LinkedIn - https://www.linkedin.com/in/janice-b-gordon?originalSubdomain=uk   Scale Your Sales Podcast - https://scaleyoursales.co.uk/podcast/  Connect with Janice - https://scaleyoursales.co.uk - Let Janice know you heard her on the Outside Sales Talk Podcast Start Selling More Today with Ba

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 w

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   Stephen’s Website - https://conveyour.com/ - Get your free guide by clicking “See Demo”     Join our virtual event - The Conversation is Broken. A forum for outside sales leaders on Tuesday, October 21, 9am - 1pm PDT Register here: https://www.eventbrite.com/e/the-

Bill is the founder of Kaleidico and Bill Rice Strategy Group. He helps companies develop effective lead-generation strategies and optimize their sales operations. Bill’s expertise spans from the early days of pre-Google and Facebook to modern AI-driven solutions.   In this episode, we’ll be discussing how you can use AI and automation in sales.   Here are some of the topics covered in this episode: Experimenting with AI tools Ways to use predictive AI How to save time with AI tools Following up with AI tools How using AI tools will help you stand out in sales More From the Guest Keep up on AI trends - https://www.myexecutivebrief.com/  - get his newsletter Bill’s Website - https://billricestrategy.com/  LinkedIn - https://www.linkedin.com/in/billrice/  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

Andrew is a top-performing adtech sales professional with a passion for helping customers. Over the past eight years, he’s sold $250MM in services and software, becoming the top-grossing rep at two digital media companies. Andrew’s first sales book, “Top Sales Producer: How To Crush Your Sales Quota” is releasing June 2025. He’ll be sharing his proven 10-step sales method, designed to help new salespeople ramp up quickly and experienced reps close more profitable deals faster.    In this episode, Andrew shares tips to become a top salesperson.   Here are some of the topics covered in this episode:   The #1 rule of prospecting How and when to reach out Setting the right expectations Time management tips Talking with the best stakeholders   More From the Guest   Get Andrew’s Book: https://www.amazon.com/dp/B0F3QQL9KF  Download his free cold outreach strategy to secure meetings at: https://andrewbarbuto.com/outreach  Get meeting hacks and the script to secure next steps in meetings within 5 minutes at: https

Brandon has over 20 years of experience in SMB, Mid-Market, and Enterprise sales. In 2018 he became a strategic SAAS seller, selling over $50 million in new business for an AI company to some of the world's leading brands. In 2022 he retired from the corporate world to focus on content creation that can help salespeople take an integrated approach to work and life, enabling them to thrive in a more holistic manner.   In this episode, Brandon shares tips to take care of your health and do even better in sales.    Here are some of the topics covered in this episode:   Why growth isn’t just quota attainment The 4 S’s to track success How to optimize your sleep for sales Tools that can help improve your health Habits to embrace for sales and work life balance   More From the Guest   Brandon’s LinkedIn - https://www.linkedin.com/in/brandonfluharty/ Brandon’s Website - https://www.brandonfluharty.com/ - check out his tracking template  Start Selling More Today with Badger Maps - The #1 Route Planner for Fiel

Doug C. Brown is the CEO of CEO Sales Strategies and a leading expert in sales revenue and profit growth. He is also the creator of the Top 1% Academy, where he teaches individuals and companies how to think, act, and achieve sales success like the top 1% earners. Through his expertise, Doug empowers others to reach new heights in their sales career growth.   In this episode, Doug shares strategies and insights to reach the top of the sales industry.   Here are some of the topics covered in this episode:   How to join the top 1% of sales professionals Automating your sales processes for efficiency Leveraging a strategic plan for consistent success How to get more referrals to boost your sales pipeline Why strong relationships lead to long-term success   More From the Guest   E-book - The Nonstop 1% Earners  https://resources.ceosalesstrategies.com/op/signup-art-and-science/    Email Doug - youmatter@ceosalesstrategies.com    LinkedIn - https://www.linkedin.com/in/dougbrown123/    Start Selling More Today wi

Donald is a seasoned sales professional, speaker, and trainer, who’s on a mission to evangelize effective selling methods and to inspire sellers at all levels to DO BIG THINGS! He’s earned recognition from Salesforce as a Top Sales Influencer for two consecutive years (‘22 and ‘23). He’s the accomplished author of works like “Sell It Like A Mango - A New Seller’s Guide To Closing More Deals”. Donald also hosts "The Sales Evangelist" podcast and is a trusted voice in the sales community.   In this episode, Donald shares how salespeople can get ahead with a great outbound strategy.   Here are some of the topics covered in this episode:   Outbound is changing as our preferences change How to catch your buyers attention Ways to personalize your outbound  Different outbound tools to increase your success rate Which outbound metrics matter   More From the Guest   Check out his podcast - https://thesalesevangelist.com/     Get more sales tips, check out Donald's mastermind - https://thesalesevangelist/mastermind.

Anna is a Certified Holistic Health Coach, dancer, and dance teacher who is passionate about all things health, wellness, and movement. She has years of experience working with field salespeople, and she offers personalized 1:1 Health Coaching Programs to help salespeople and business leaders reconnect with their own inner wisdom and achieve their goals while finding more balance and freedom in their lives.   In this episode, Anna and Steve discuss how optimal health and optimal sales performance work hand in hand.    Here are some of the topics covered in this episode:    The importance of holistic health  The mind-body connection & its impact on performance Simple yet effective movements & exercises for field salespeople Identifying the “why” as a driver to healthy habits    More From the Guest Website: annabolender.com Email: anna@annabolender.com Instagram: @annaalwxbee Let her know your biggest challenges and goals - she is happy to share tools and practices to help kick start your journey

Drew is the Co-Founder and CEO of Connect the Dots, a company that helps map professional relationships in order to find the strongest connections possible. He previously played an important role in the rise of Salesforce, helping them grow from $0 to over $1B in revenue, as employee #36. During that time, he was both the #1 sales manager (globally), and the #1 account executive (globally).   In this episode, Drew and Steve discuss how to leverage networking to secure big deals.   Here are some of the topics covered in this episode:   Why you should always be networking How to effectively approach networking Ways to leverage your relationships How to find the right people to connect with The importance of in-person connection   More From the Guest   Connect The Dots Website - https://www.ctd.ai/   Email - drew@ctd.ai  Listen to more episodes of the Outside Sales Talk here! https://www.badgermapping.com/podcast     Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales   See Badg

Tim J.M. Rohrer is an award-winning sales director with over 25 years of experience in sales and sales management. He dedicates himself to coaching and mentoring salespeople and sales leaders, as well as consulting and providing training to sales organizations. Tim is also the author of the book "Sales Lessons of the World’s Greatest Mentor: Secrets of a Sales Winner That Will Help You Become Wildly Successful in Sales."   In this episode, we delve into the importance of finding a good mentor in achieving success in sales.   Here are some of the topics covered in this episode:   How finding a good mentor can help salespeople reach their goals Criteria for selecting a mentor who's a good fit The positive impact of mentors on career growth The role of goal setting in mentorship Leveraging online tools and networks to find mentors   More From the Guest   Tim’s LinkedIn: https://www.linkedin.com/in/timjmrohrer/   Tim’s Website - https://timjmrohrer.com/   Tim’s Book: https://www.amazon.com/Sales-Lessons-Worlds-

Roger Martin is the Co-Founder and CEO of RockBox Fitness and beam® Light Sauna, as well as an accomplished entrepreneur with a 30-year career in sales and marketing. Roger also shares insights on wellness and health through his ThriveMore platform and podcast. Roger's latest book, "An Insider's Guide to Business," is a practical roadmap filled with real-world examples and relatable stories and is available on Amazon now. With a wealth of experience in sales, marketing, and C-level leadership, Roger brings a unique perspective to the table.   In this episode, we explore the nuances of active listening and effective communication.   Here are some of the topics covered in this episode: The art of active listening and uncovering true customer needs Techniques for enhancing communication through silence, pauses, and tonality The role of body language in building rapport with prospects Strategies for maintaining focus during sales conversations Exploring the concept of "say less and sell more" Leveraging active l

Mark Raffan is an author, the Founder & CEO of Negotiations Ninja, and the host of the Negotiations Ninja Podcast. Mark brings a wealth of experience to the table and is recognized as a global expert in negotiation, persuasion, and conflict resolution. As the dynamic force behind a globally acclaimed consulting and training agency, he empowers leaders, tech companies, and procurement teams worldwide. He has five published books, including the acclaimed "9 Secrets to Win Deals and Influence Stakeholders”, which is available on Amazon now. Discover how you can transform your sales approach and drive greater business success.   In this episode, Mark delves into the art and science of negotiation.   Here are some of the topics covered in this episode: The importance of adopting diverse negotiation methodologies The pitfalls of the "win-win" mentality in negotiations Strategies for salespeople to avoid giving away too much in negotiations Knowing the "walk away line" and its value in negotiations The impact o

Juliet Funt is a globally renowned keynote speaker and founder of the efficiency training firm, Juliet Funt Group. She has brought her powerful concepts to renowned companies such as Spotify, National Geographic, Nike, Sephora, and ESPN. Juliet is also the author of the bestselling book A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work which was nominated for the Next Big Idea Club.   In this episode, Juliet and Steve discuss how to give the best virtual presentations.   Here are some of the topics covered in this episode: How salespeople can make an instant impression in the virtual world Why choosing the right words can make your sales presentation more effective How learning specific vocal techniques can allow salespeople to engage, impress, and sound more interesting The biggest mistakes salespeople make when presenting virtually   More From the Guest   Juliet’s Website: https://www.julietfunt.com/vps/    Listen to more episodes of the Outside Sales Talk here! https://www.ba

Jon Levy is a behavioral scientist and New York Times Bestselling author. His expertise lies in understanding the intricacies of trust, belonging, and influence, and his work has left a lasting impact on Fortune 500 brands like Microsoft, Google, AB-InBev, and Samsung. Jon is renowned for his creation of The Influencers Dinner, a clandestine dining experience that brings together luminaries from various fields, fostering deep connections and meaningful interactions. His latest book, "You're Invited: The Art and Science of Connection, Trust, and Belonging," delves into the essence of human connection and belonging, offering invaluable insights for anyone seeking to forge genuine relationships. In this episode, we dive into the world of trust, human connection, and influence.   Here are some of the topics covered in this episode: The concept of inattentional blindness and its implications for salespeople The significance of trust in sales, emphasizing honesty, competence, and benevolence The power of community

John Barrows is a sales trainer and the founder of JBarrows Sales Training, which provides sales training and consulting services to companies and individuals worldwide.   He has been named one of LinkedIn's Top Sales Voices and is a contributor to Forbes, Inc., and Salesforce. John is also the host of the "Make It Happen Mondays" podcast, where he shares insights and advice on sales and business development.    In this episode, John and Steve discuss techniques to crush every stage of the sales process.   Here are some of the topics covered in this episode: Resetting your ideal customer profile in market shifts How to make the most out of cold calls and the information you receive How to go beyond personalization and show customers what’s relevant to them Being proactive against objections and how to handle them Getting your customers to the decision making stage   More From the Guest   Website: https://www.jbarrows.com/    Social: @Johnmbarrows - Get quick selling tips on his Instagram   Linkedin: https:/

Ryan Staley is the Founder and CEO of Whale Boss, a cutting edge consultancy designed around providing fast results. Ryan helps B2B Sales Leaders & Sales Professionals capitalize on the AI revolution to earn more and work less. Ryan is also the host of The Scale Up Show podcast and he’s one of the top voices in AI.    In this episode, Ryan shares how sales teams can grow faster and bring in more revenue with AI. Here are some of the topics covered in this episode: The tangible benefits of AI tools How to save time with AI Using AI for common and simple sales tasks AI tools to get started with How to add AI tools into your daily habits   More From the Guest   Ryan’s Websites:  https://www.aiforrevenue.com/sale-ai-accelerator-home https://ryanstaley.io/    The Scale Up Show Podcast: https://ryanstaley.io/podcast/  Listen to more episodes of the Outside Sales Talk here! https://www.badgermapping.com/podcast     Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales   See Bad

Michael is the CEO and Co-Founder of Callypso, a company that helps account managers generate more revenue through up-selling and cross-selling. Before Callypso, Michael worked for over two years as the Director of Revenue Performance at Chili Piper.    In this episode, Michael and Steve will be discussing the topic of Sales Expansion.   Here are some of the topics covered in this episode: How to figure out your ideal customer and qualify prospects Performing a win/loss analysis to understand the reasons why you win or lose deals Why it is important to continuously provide value to your customers How to split your workforce into account management and customer success teams   More From the Guest   Linkedin: https://www.linkedin.com/in/michaeltuso/    Website: https://www.callypso.co/      Listen to more episodes of the Outside Sales Talk here and watch the video here! https://www.badgermapping.com/podcast       Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales   See Badger in

Tyler Carlson is the Co-Founder of Resquared, a platform that streamlines the prospecting process through powerful automation. He has a long history in tech startups and most recently led a pro-tech startup to over 7 figures in SaaS revenue. Tyler’s focus is the entire customer journey, from getting in the door, closing the deal, and setting customers up for success. In this episode, Tyler and Steve will be discussing the topic of AI-powered email campaigns.   Here are some of the topics covered in this episode: How salespeople can use AI to be more efficient with their time Using AI to help make each of your emails unique and avoid email blasting Why you should use AI email tools to help nurture your relationship with prospects until they’re ready to buy What AI tools you can use to personalize your approach and further stand out with prospects   More From the Guest   Website: https://www.re2.ai/    Linkedin: https://www.linkedin.com/in/tylerwcarlson/    Listen to more episodes of the Outside Sales Talk he