Outside Sales Talk

Hosted by Steve Benson

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Episodes

198

Latest episode

Mar 2026

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About the show

Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!

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60 recent

March 19, 2026Episode 1981 hr 16 min

How to Sell More by Boosting Customer Confidence - Outside Sales Talk 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 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 YouTube - https://www.youtube.com/channel/UCviPYtD5xb6q3AE_MXtF2PA 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/

February 25, 2026Episode 19748 min

Scale Your Sales - Outside Sales Talk 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 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 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/

November 19, 2025Episode 1961 hr 1 min

The First Meeting Differentiator - Outside Sales Talk 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/

October 8, 2025Episode 1951 hr 3 min

Increasing Training Engagement with your Sales Reps - Outside Sales Talk 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 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-conversation-is-broken-a-forum-for-outside-sales-leaders-tickets-1597729133849?aff=oddtdtcreator 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/

June 18, 2025Episode 19459 min

AI, Automation, and the Future of Sales: What Works (and What Doesn’t) - Outside Sales Talk with Bill Rice

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! 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/

May 28, 2025Episode 19349 min

Becoming a Top Sales Producer - Outside Sales Talk with Andrew Barbuto

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://andrewbarbuto.com/resources Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andrewbarbuto/ Subscribe to Andrew’s Youtube channel for weekly B2B Sales tips: https://www.youtube.com/@AndrewBarbuto 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/

April 16, 2025Episode 1921 hr 5 min

Why Health is the Key to Unlocking Your Sales Potential - Outside Sales Talk with Brandon Fluharty

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 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/

January 30, 2025Episode 1911 hr 5 min

How to be in the Top 1% of Sellers - Outside Sales Talk with Doug C. Brown

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 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/

December 4, 2024Episode 19056 min

The Most Effective Way to Do Outbound - Outside Sales Talk with Donald C. Kelly

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.com/ 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 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/

November 21, 2024Episode 1891 hr 14 min

Powerful Daily Habits for Optimal Health & Performance - Outside Sales Talk with Anna Bolender

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 to optimal health. Book a free connection call (via website) to get to know each other and see if her 1:1 Health Coaching Program for sales professionals and executives is the right fit for you! 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 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/