Surviving Outside Sales
Surviving Outside Sales is a podcast for outside sales pros that want to learn how to navigate the chaotic world of outside sales. Join host Mike O'Kelly as he shares his sales philosophies, biggest deals closed and some that got away during an award-winning, 20-year career, plus interviews with other sales experts from inside and outside sales, business owners who built something for themselves, as well as many other entrepreneurs. From building business process & systems that scale to landing the perfect sales job and hearing stories from entrepreneurs who have blazed a trail others can follow, it's all here!
Episodes
We draw a hard line between a sales rep and a sales professional, and show how to run your territory like a business. Through real stories and simple systems, we map the habits that shrink dry spells, grow revenue, and put you in control of your career.
• defining the rep vs professional mindset
• treating your territory as a business
• action bias over excuses and waiting
• planning days, weeks, ...
We break down a Q4 game plan that turns limited selling days and budget dynamics into a focused path to close. We show how to qualify for budget, reduce perceived risk, and become memorable so champions can sell your solution internally.
• Q4 as execution: pull-through over prospecting
• budget mechanics, Section 179, and spend-it-or-lose-it reality
• reducing risk with ROI, timelines, and training pl...
Mike O'Kelly breaks down the three key elements that separate great sales professionals from the rest: taking massive action, continuously learning new skills, and building repeatable processes.
• Taking massive action means going beyond basic activity to create productivity
• Most sales happen between the 5th and 12th touch point, but many salespeople give up too soon
• Prospects receive dozens ...
The know, like, and trust framework is the essential foundation for both landing a sales job and closing deals with prospects. Mike O'Kelly breaks down the specific mechanics behind each component and provides actionable strategies for implementing them effectively.
• Your resume is a passive introduction that forms the first impression when you're not present
• Hiring managers filter candidates...
Mike shares valuable sales lessons from three car-buying experiences where salespeople refused to negotiate, costing them sales when he took his business elsewhere.
• Being unwilling to negotiate with a ready buyer is a major sales mistake
• Three different car dealerships lost Mike's business by refusing reasonable offers
• Each dealership called back when it was too late, after he'd bought...
Ever wonder why your meeting requests keep getting ignored? In this eye-opening episode, I pull back the curtain on what really happens when you pitch a potential buyer and why most approaches fail miserably. Drawing on my experience of receiving 10-12 pitches daily, I break down the psychology behind why the same boring templates and self-centered approaches get immediately dismissed.
The truth is startling ...
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Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!
Connect with Mike:
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
Click to join: Surviving Outside Sales Page on LinkedIn
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If you are in ou...
Success in outside sales requires more than just closing techniques – it demands a strategic approach that includes finding the right mentors and developing comprehensive skills beyond the traditional sales pitch.
• Summer is not the time to stop selling – use this time to make hay while working on your craft and skills
• Most sales advice focuses only on tactics and mindset but neglects the foundational ...
We're rebooting the Surviving Outside Sales podcast to focus on the three critical phases every sales professional goes through: getting in, dominating, and getting out. I'm excited to share new resources, a new community platform, and insights to help you prepare for Q3 and Q4 success.
• The "getting in" phase applies not just to industry newcomers but to anyone seeking a new role or prom...
The outside sales world offers abundant opportunities to reinvent your approach and grow your business, but success requires building a strong foundation that can withstand market changes and client turnover.
• Without the right foundation, your territory becomes vulnerable like a house of cards
• There's no such thing as status quo in sales – you're either growing or shrinking
• Recurring ...
Building a relentless growth mindset is the foundation for scaling your sales business without fear, allowing you to overcome plateaus and consistently push forward. We explore how adopting a "yes mentality" can transform your territory and help you navigate market changes even when facing significant obstacles.
• Q2 brings increased seasonal disruptions to sales calendars as summer approaches
•...
Mike O'Kelly shares insights on business self-examination and the foundations of sales success. He explores the importance of regularly evaluating your sales approach and focusing on the essential elements that drive sustainable results in outside sales.
• "Dumping out your bucket" every six months to examine your business through a fresh lens
• The critical importance of building strong ha...
Unlock the secrets to becoming an "agent of change" in sales and setting the stage for a powerful start to 2025. Transform your approach by learning how to influence client behavior and lead them to new habits or systems through your product or service. Host Mike O'Kelly divulges how mastering the art of capturing attention and creating compelling interactions can give you an edge over the competition. ...
Unlock the secrets to dominating the final quarter of your sales year with the P3 method—your ultimate guide to maximizing past, present, and potential opportunities. Discover how mental toughness, strategic planning, and cutting-edge technology can elevate your sales game, helping you exceed your targets and uncover hidden opportunities within your existing client base. By setting ambitious personal goals, you’ll not...
Unlock the secrets to transforming your sales career by shifting your mindset. Discover how the power of a growth mindset can revolutionize not just your professional life, but also bring personal happiness and accomplishment. We promise that by tuning in, you'll learn how to conquer challenges with confidence and adaptability, leaving behind the shackles of doubt and inaction. Drawing from my own journey and the...
What if the key to thriving in the fast-paced world of Q4 sales is hidden in the fundamentals we've all been overlooking? Join me, Mike O'Kelly, as we explore how the chaos of personal commitments and professional demands can actually be the perfect catalyst for reassessing your sales strategies. Discover why understanding your client's buying processes can mean the difference between a missed opportuni...
Discover the secrets to thriving in outside sales as Mike O'Kelly returns to share his transformative journey from building a retail wellness business. Have you ever wondered how small actions like timely call notes could impact your career progression? Learn from Mike's personal stories and experiences, emphasizing the crucial balance between performance and trust. He reveals the blueprint for finishing the...
Have you ever stood at the precipice of change, heart pounding with the exhilaration of a new venture?
That's where my journey took me as I embarked on the daunting task of launching a health and wellness franchise. It was a test of resilience and a lesson in the importance of health as we sail through the years. In this rollercoaster update, I lay bare the hurdles of early business challenges, from mar...
Strap in as I, Mike O'Kelly, take you on an exhilarating ride through my journey of surviving outside sales and mastering the Q4 sales period. Picture Q4 as the Super Bowl of sales - the stakes are high and the tension thicker. Drawing from my experience of setting up a brick and mortar business, I know the sweat and toil that's involved. But the real question is - are you equipped to seize the opportunity w...
Ever felt like you've bitten off more than you can chew?
Well, brace yourselves as I take you through my taxing adventure of investing in franchises, opening a new store, and enduring the challenging journey of outside sales. From the complexities of real estate to the arduous legal aspects of the franchise process, it's a wild ride that has taught me invaluable lessons.
Peek through the ...
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