Surviving Outside Sales

Send us Fan Mail 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@survivingoutsidesales.com Lin...

Send us Fan Mail 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 | LinkedIn IG: M...

Send us Fan Mail 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 relationships no matter what you may sel...

Send us Fan Mail 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 goal is to set up...

Send us Fan Mail 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 your process and go...

Send us Fan Mail 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 & Download Connect with Mike: M...

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...

Send us Fan Mail 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, like, 5 stars & Download Co...

Send us Fan Mail 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 are earned. The elite ris...

Send us Fan Mail 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 won with a strong November. Succe...

Send us Fan Mail 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 you can feel the intensity ratchet...

Send us Fan Mail 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 the Wild card playoff round. But...

Send us Fan Mail 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 LinkedIn: Mike O'Kelly |...

Send us Fan Mail 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 up to you. Opportunity is out th...

Send us Fan Mail 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... To connect with the show: Fol...

Send us Fan Mail 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 AI- Website: GetRi...

Send us Fan Mail 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 Connect with Mike: Mike@survivingou...

Send us Fan Mail 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 with Mike: Mike@survivingoutsid...

Send us Fan Mail 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_OKelly Linktree: Mike O&apo...

Send us Fan Mail 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 | LinkedIn IG: Mike_O...

Send us Fan Mail 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, Subscribe, like, 5 stars &a...

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...

Send us Fan Mail 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 anything from other sales professi...

Send us Fan Mail 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 quickly and efficiently. To connect wi...

Send us Fan Mail 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, not away from it. To connect...