Surviving Outside Sales

Send us Fan Mail If you stayed up to watch the results of the mid term elections last night you may notice something. Pundits got it wrong. Again. That is because most broke 3 key sales rules: 1. Don't give bulletin board material to your opponents. And in general, don't talk about the competition, just outperform them. 2. Don't count your commissions before they come in. Stop talki...

Send us Fan Mail If you are engaging with a prospect and it has been several meetings, they believe in the product. The reason the deal hasnt closed yet is that you may not have fully demonstrated 2 key things to your prospects in order to close. 1. Guidance - have you given them the pathway to success and do they believe you are an expert with regard to this topic. 2. Belief - Do they believe you...

Send us Fan Mail 5 selling weeks left in Q4, excluding the weeks with major holidays. That is 35 selling days, and you are probably going after 10-20 buyers to close. Build out your schedule for the rest of the year and run thru a process for how you will close each of those accounts. HINT, you will probably need to come up with 10-20 different plans on how to close since accounts. Create the righ...

Send us Fan Mail Getting someone to commit, sign a contract and pay on the spot can be nerve racking. If this doesn't faze you and you can stay cool, calm and collected, you have a strong ability that will be helpful in direct sales. If not, that's ok. You may be able to train for it, or transition to a new role where you can feel more comfortable and elevate your skill sets. Reach out t...

Send us Fan Mail Not all deals are meant to be closed. Deals where both parties win and build a long partnership are the deals to focus on. Any others may want to re-evaluate and consider moving on. Reach out to me: mike@survivingoutsidesales.com with questions about starting a sales podcast. Microphone link- Amazon Basics: https://amzn.to/3fpizi1 To start your own podcast and host on Buzzsprout,...

Send us Fan Mail Take action today. Get out of your office, get out into the field and live there for the rest of the year. Deals will happen because you are in front of people, sometimes it's that simple. Showing up lets the buyer know you are committed and that commitment will extend to after the deal closes. Reach out to me: mike@survivingoutsidesales.com with questions about starting a sa...

Send us Fan Mail Q4 is the culmination of a lot of hard work throughout the year to prepare you for this moment. Done properly with the right Mindset, process the close will feel like to friends catching up and solidifying a deal, rather than two combatants on the battlefield. Reach out to me: mike@survivingoutsidesales.com with questions about starting a sales podcast. Microphone link- Amazon Bas...

Send us Fan Mail This is the recording of the live Med Device Forum - Closing deals in Q4 from yesterday 10/27. The forum included Mike O'Kelly (cofounder RithmAI, host of Surviving Outside Sales Podcast), Erik Grahovac (Former East Sales Director- Styker, Founder of EG Sixty Consulting) & Peter Skidmore (CEO, MedRep Meetings). To connect to any of the speakers, click on the links below:...

Send us Fan Mail Erik Grahovac has done it all in sales. Pounded the pavement, learned the fundamentals, crushed it at every level and made to a sales director position at one of the largest medical device companies in the world, Stryker. He now has "Gotten out" of the corporate world, poised to train the future leaders of the sales world. Join Mike & Eric as they discuss the path to...

Send us Fan Mail Access is getting worse in the sales wolrd. But that doesnt mean deals arent getting done and sales are slowing. It is critical to have your eyes wide open and realize that if you see a "No reps" policy, you need to understand why and then chart a plan of attack. You will either, invest over the long term, realize that is meant for others, or cross them off the list comp...

Send us Fan Mail What steps are you taking to improve and get better? Are you going with the flow, doing what has "always worked". If so, I have bad news for you, you are falling behind. Listen to hear some ways to improve and why it is critical you do so today. Reach out to me: mike@survivingoutsidesales.com with questions to get started. LinkedIn Live Oct. 27th, 12 EDT - Closing in Q4...

Send us Fan Mail If you are in outside sales, technology is your friend. I have conversations with sales leaders, and it shocks me that they fear it. Some fear it is "taking over" the sales process. I believe that is a good thing. It isn't changing the close, it is changing all of the steps and process to get to the close. Gone should be the days of guessing when someone is availabl...

Send us Fan Mail Q4 is a closing quarter and a preparation for Q1-2 of next year. Having the correct mindset will be imperative to have "Cyclical mindset for success" Reach out to me: mike@survivingoutsidesales.com with questions to get started. LinkedIn Live Oct. 27th, 12 EDT - Closing in Q4 Microphone link- Amazon Basics: https://amzn.to/3rL4HRx To start your own podcast and host on Bu...

Send us Fan Mail I interviewed my dad, part 3. Ray O'Kelly is a 35+ year outside sales pro who has seen it all. I'm embarrassed to say, I had never interviewed my dad before. Why? Well, I was always pedal to the floor and when I visited with friends and family, I wanted to discuss ANYTHING that wasn't about my sales or business. So, it was merely platitudes and one-word responses. I...

Send us Fan Mail I interviewed my dad, part 2. Ray O'Kelly is a 35+ year outside sales pro who has seen it all. I'm embarrassed to say, I had never interviewed my dad before. Why? Well, I was always pedal to the floor and when I visited with friends and family, I wanted to discuss ANYTHING that wasn't about my sales or business. So, it was merely platitudes and one-word responses. I...

Send us Fan Mail I interviewed my dad. Ray O'Kelly is a 35+ year outside sales pro who has seen it all. I'm embarrassed to say, I had never interviewed my dad before. Why? Well, I was always pedal to the floor and when I visited with friends and family, I wanted to discuss ANYTHING that wasn't about my sales or business. So, it was merely platitudes and one-word responses. I realize...

Send us Fan Mail Process makes perfect. The ability to focus your habits that build your process will dictate your level of success. The few times I didn't live up to that, I wasn't optimized and didn't hit the goals I wanted to. I haven't made that mistake since 2011. Listen to the thoughts behind that. Reach out to me: mike@survivingoutsidesales.com with questions to get star...

Send us Fan Mail Podcasting won't directly make you wealthy, for most. But it will open doors and create a new network that will help with opportunities you may or not have known existed. I describe my process which may be helpful for some, or a jumping off point for others. Reach out to me: mike@survivingoutsidesales.com with questions to get started. Microphone link- Amazon Basics: https://...

Send us Fan Mail Optimiziation isn't a buzz word or a fad. It is here to stay and the underlying principle behind the best processes in business. Leveraging available opportunities into maximum results is the definition of optimization, but why is it important? Listen to find out. To start your own podcast and host on Buzzsprout, click link below to get going: https://www.buzzsprout.com/?refe...

Send us Fan Mail When you wake up, how do you feel? Do you get excited for the day or dread leaving your house? The key to a fulfilled life in sales is finding the ride products or services to sell, plain and simple. Having passion about what you do and how you help people will allow you to be excited for the day and keep that passion going well beyond when the coffee stops working. Identify your...

Send us Fan Mail Prospecting is a lost art. I don't hear a lot of people actively talking about it. Prospecting is the only way you can grow and scale your business. The ONLY way. On average your business will decay 10-15% per year if no new business enters. Why? You might sell seasonal products, buyers move, close their doors, etc. Just to "maintain" your numbers, you need to add 1...

Send us Fan Mail Finding who to sell to is one of the hardest parts of sales. Technically, every living & breathing human can be a prospect, but ost likely there is a subset of human that is most specific for your product or service. Finding those individuals or groups and focusing on them will accelerate your sales and allow your business to grow. To start your own podcast and host on Buzzspr...

Send us Fan Mail 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 do and how you can solve a probl...

Send us Fan Mail 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@survivingoutsidesales.com LinkedIn: Mik...

Send us Fan Mail 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 on the “rig...