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Surviving Outside Sales is a podcast for outside sales reps that want to learn how to Get In, Dominate, and Get Out. Join host Mike O'Kelly as he interviews top professionals from inside and outside sales, business owners who built something for themselves, as well as many other experts in their field. From building business systems, landing the perfect sales job and hearing stories from entrepreneurs who fired their jobs, it's all here! Connect:Mike@survivingoutsidesales.com IG: @SurvivingO ...
 
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WHY, WHY, WHY are sales professionals still using the tired outdated cold outreach techniques? Do they really work? Or are sales professionals told they work only in volume and blast out 10,000 emails without a thought in their head chasing those meetings. Write better, thoughtful emails to qualified prospects that show A. You know who I am, what I…
 
Sonia Dumas is the Founder of Curio Haus; an innovative company focused on helping execution-driven leaders generate extreme results by scaling and building powerful offers. She is a featured speaker and author at CPA Academy, Intuit Tax Pro Center, The Sales Expert Channel, and FinancialAdvisor.com. She is also doing research focused on scaling sm…
 
Happy last day of Q3! Close the deals and get ready for Q4. This episode is touching on the things you shouldn't talk about with your buyers. There are 3 never talk abouts and 1 stay away from. If you avoid these, you will be in good shape. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsid…
 
To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Linktree: Mike O'Kelly Sponsored By: Rithm AI- Website: GetRithm.com Prospecting,Targeting&Routing,Simplified It's time to Optimize. Not all calls are equal, Rithm puts the focus o…
 
Building a network is the #1 way to grow your sales and business over any other factor. Buyers buy from who they trust and who they like. Referrals from a network are key to helping you achieve that growth. Focus on this one tip and see your network grow. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@…
 
1 week away from Q4 Let's Go!!! Get your mind right, focus on your deals, and whether you win them all or lose some, keep going. Don't focus on what you can't control and keep your eyes on the prize. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | Linke…
 
To know where you are going you need to know where you came from. I interviewed Ray O'Kelly (my father) yesterday and will release that interview in 3 parts next week. He described the sales process as if he never left the sales world and demonstrated the power principles of sales that never change. Be a solution maker and build strong relationship…
 
The goal in sales is to sell your product or service, right? Well, yes and no. Ideally, it would be great to have your product or service in the hands of every prospect you speak with. But realistically, this won't work every time. Sometimes, your product or service isn't the correct solution for the buyer. But, even if they don't buy from you, the…
 
Closing is the key to sales and one of the hardest things to do. 2 tips that can help you close more are: 1. Be quiet - After you "pitch" or present, shut up. Let your potential buyer think, no matter how long it takes. 2. Get out after the sale - think about being a bank robber, don't hang out in the lobby. Adopt these two ideas, build them into y…
 
An aggressive mindset and a willingness to take chances and push your boundaries will win in the long run. It is the type of mentality that all the greats have, and you can adopt that mindset as well. Examine your business and see, are you a singles hitter or do you swing for the fences. To connect with the show: Follow, Subscribe, like, 5 stars & …
 
To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Linktree: Mike O'Kelly Sponsored By: Rithm AI- Website: GetRithm.com Prospecting,Targeting&Routing,Simplified It's time to Optimize. Not all calls are equal, Rithm puts the focus o…
 
Gyda Loveres is an expert when it comes to the OR. She has built a career out of being an asset to the spine surgeons she assists, not a liability. If you are looking to get into med device, spine equipment or OR sales, you don't want to miss this episode. To Connect with Gyda: LinkedIn: Gyda Loveres To connect with the show: Follow, Subscribe, lik…
 
It's Go Time! December is the title game, championship, everything you have been planning for and working towards for the entire year. Time to pull the deals in, time to close the business and take a seat at the head table as a champion. All of the planning & preparation has led to this moment. The Championship. Where heroes are made, and bonuses a…
 
After Halloween, the calendar shifts into hyperdrive. 2 months of the year left, and buyers are weighing decisions on how to use budget. November is a make-or-break month, because if your buyer allocates money to something else, you may be left holding a bag with no deals. Think of November as the conference championship. Jobs for next year can be …
 
After Labor Day, the calendar shifts into prime buying time. Massive vacation times and days off for a majority of buyers is over with kiddos back in school. Now a weekender may be the time off your buyers take until the holidays. Perfect time for pulling thru in the busiest time of the year for sales. October is getting closer to your goal, and yo…
 
After Labor Day, the calendar shifts into prime buying time. Massive vacation times and days off for a majority of buyers is over with kiddos back in school. Now a weekender may be the time off your buyers take until the holidays. Perfect time for pulling thru in the busiest time of the year for sales. September is the intro to this, think of it as…
 
Thank you to all of the listeners as we hit 100 episodes!!! The goal is to discuss in depth the 3 phases of Outside Sales, Getting In, Dominating and Getting Out. The goal will stay the same for the next 100 episodes and beyond. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com L…
 
If you watched the Jim Carrey movie, Yes Man, you may know where we are going with this. Start accepting events, people and conversations by simply saying Yes. Meet a new person and they want to talk, say Yes. Connect with someone on LinkedIn or in a group, connect and agree to do a zoom. Say yes, have conversations and the world will begin to open…
 
Joel Stevenson is the CEO of Yesware, a leader in sales productivity software. Prior to Yesware, he was the general manager and founder of Wayfair’s B2B division. He is also the host of The Hard Sell podcast, where he talks about new and tested sales principles to boost productivity. In this episode, Joel talks about how to boost productivity and c…
 
I am a huge fan of personal vehicles for work. I would rather drive something I am comfortable in and is mine, than a vehicle i have no control over and rules about what i can and can't do with it. I actually worked for a company that limited weekend driving to 20 miles. This debate will live on in Outside Sales, for now, I think the winner is... T…
 
Focus on these 2 big things when evaluating your current role. If you have both, your good. 1, still in the fight. Zero, time to move on. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Linktree: Mike O'Kelly Sponsored By: Rithm…
 
Act as if... Act as if you are the only decision maker in your business. Act as if you are a franchise owner of your company. Shift your mindset from employee (taking orders) to owner (making $h!t happen), and you will be amazed at how your habits will transform your life. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connec…
 
Todd Caponi is an award-winning sales leader, author of The Transparency Sale, and the newly published The Transparent Sales Leader. Todd is also the founder, speaker, and workshop leader at Sales Melon and the host of The Sales History Podcast. In this episode, Todd talks about what it means to be transparent in sales and the power it brings selle…
 
Take that call. Book that meeting. Go to that networking event. Your growth in sales will stem from an ability to engage in as many sales conversations as possible. Building a robust network will allow you to see opportunities everywhere, either today or in the future. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect wi…
 
Your next role is out there, you just need to be open into finding it. It could be with the same organization or in a new industry. Find what you are passionate about and go after it. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKe…
 
Our time comes at some point. That time where you can't do it anymore. It's ok. Happens to the best of us and at different times in our careers. The key is being prepared as possible for that moment. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | Linke…
 
To win trade shows and conferences, you first need to understand what they are and what they aren't. These are business trips, where your goal is to network with top reps and execs and sell. Sell yourself, look for more opportunities and network like crazy. Trade shows and conferences are amazing, if done properly. To connect with the show: Follow,…
 
To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Linktree: Mike O'Kelly Sponsored By: Rithm AI- Website: GetRithm.com Prospecting,Targeting&Routing,Simplified It's time to Optimize. Not all calls are equal, Rithm puts the focus o…
 
It is crucial that if you are in sales, you have a supportive point of view. When people in sales have created something, whether it be a book, podcast, study guide newsletter or online course, support them by purchasing. We are in sales and want others to buy, et for the longest time, I hear sales professionals talk about how they don't buy anythi…
 
Building territories quickly is determined by how fast you can identify the Ideal Customer Profile and execute your plan. The ICP is the person(s) that need your solution the most and therefore, should be your targets. In a sea of opportunity, identifying the people in most need of your solution, will allow you to scale and grow your business quick…
 
When things go according to the plan, it's great. But when the unexpected happens, it can be jarring and life altering. Throw in a once in a lifetime (hopefully) pandemic and you get a full stop on all sales and a crushing defeat of the spirit. However, the lesson learned from this loss is one of reimagination. Find a passion and move towards it, n…
 
Stop making excuses and just make it happen. Start that podcast, start that book, start that coaching program, start that consulting gig. If you have something you want to share, do or help grow...just start taking action today. A dream without a plan is a wish. Stop wishing and start doing, today. To connect with the show: Follow, Subscribe, like,…
 
There are now phrases to avoid in the sales world. I know you have heard them, please listen to make sure you aren't saying any of them. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Linktree: Mike O'Kelly Sponsored By: Rithm …
 
After a career as a research scientist, David found himself in the sales world. He is now the founder and chief sales scientist at Cerebral Selling and is passionate about teaching the science of modern selling. David is also the author of the bestselling book Sell the Way You Buy: A Modern Approach to Sales That Actually Works. In this episode, Da…
 
Sales is simple...but that doesn't mean it's easy. Those are words from Andy Paul, author, podcast host and sales leader. Andy has built a career on the idea that the key to sales success is all about not being salesy. We all know what that word means, salesy. To get Andy's Book, click here: Sell without Selling Out To connect on LinkedIn: Andy Pau…
 
80% of sales comes from the 5th to the 12th contact with a prospect. But, only 10% of sales people make more than three contacts. Follow up and persistence is your best friend. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Lin…
 
Failure is the precursor to success. Everyone fails, but those who have the ability to get back up after will be victorious. Join me as I share my first massive loss of my life and career and how it shaped me into the man I am today, and what this can teach you about your process. To connect with the show: Follow, Subscribe, like, 5 stars & Downloa…
 
Finding the right company and job is crucial for your success long term. Seek out great leadership, training and development as opposed to money. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Linktree: Mike O'Kelly Sponsored B…
 
Outside Sales Pros, Stop doing these 5 things. They are killing your sales and hurting other professionals at the same time. There is a level of business acumen you must have to elevate your game and these 5 things display you don't know what you are doing. Please stop doing these 5 things and you will see your numbers grow. To connect with the sho…
 
You get to a point in a sales career when you are wondering, is this it? 🤔 At some point you want to call the shots, take control of your destiny and you realize it can't be with any other company where you aren't in control. Quitting that job, moving on from that role where others supplied you with everything and you just sold, to being the Man or…
 
New series that will drop on Wednesdays. Anatomy of a sale. The deal that sparked my sales career involved the movie Talladega Nights. I was a young, hungry, aggressive manager at Enterprise and Talladega Nights was coming to Charlotte, NC to film. About 100-120 rental cars were going to be needed and I wanted to grab as many as I could. I will wal…
 
What's your why? Why do you do what you do? Answering these questions will give you the clarity you need to build your process and keep you motivated as you embark on your journey. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly…
 
Sales Pro Tip: Think like a buyer.🤔 Stop focusing on closing and imagine walking in the shoes of your buyer from beginning to end. Understand their: ✅desires ✅goals ✅fears ✅concerns Address any issues before they arise, and you go from salesy to a trusted advisor who provides them a great solution. To connect with the show: Follow, Subscribe, like,…
 
How you spend your Fridays will dictate your level of success. Please stop with the Friday PM prospecting. These businesses are trying to get out of there, instead use that time to set up your following week full of meetings and plan out your attack to hit the ground running Monday AM. To connect with the show: Follow, Subscribe, like, 5 stars & Do…
 
Bryan Whittington is master of sales. He describes the keys to scaling is being a student of sales and bringing maximum value. As he says in this episode, "If you aren't bringing value, you need to get out of here." Just like he was a master fighter pilot, Bryan has spent the rest of his life focusing on the sales methodology building and scaling p…
 
Consistency is key. Yet the real reason to stay consistent is to allow yourself time to test out what works and what doesn't. If you "sprint" thru sales quarters and disrupt your processes, you will never fully understand what works and what doesn't. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survi…
 
Motivation comes in many forms. How you use your motivation will dictate your levels of success. Choose wisely how you choose to use. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn IG: Mike_OKelly Linktree: Mike O'Kelly Sponsored By: Rithm AI-…
 
Planning is key. Executing a plan is also key. However, knowing when to pivot from a well thought out plan is critical to winning. Not all plans will work out but having the ability to adjust and pivot towards a new direction will still earn you the goal, which is all that matters. To connect with the show: Follow, Subscribe, like, 5 stars & Downlo…
 
Understand your audience. Sales is not about how much you know, but how much you care about the past, present and future state of your buyer. Fancy spreadsheets and PowerPoints may work for some, but no-nonsense buyer's (yours truly) want to get to the numbers quickly. Your ability to find out what type of audience you have and how to engage with t…
 
Brent is an expert at sales and "Winning Deals". His focus is on the buyer's journey and recommends that everyone listening. ⭐"The whole focus is to help your customer or buyer see a more successful future." To get Brent's book, click: The Revenue Acceleration Playbook To connect on LinkedIn: Brent Keltner To get more wins, check out Brent's compan…
 
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