Surviving Outside Sales

Send us Fan Mail Go where they Ain't. When starting anything NEW, prospect where there is a clearer need for your solution in any area that may be off the beaten path. You competition has been to all of the "Local" targets, I guarantee by going out away from where you live, you will find some prospects that haven't seen the foot traffic and may be dying for your solution. Growt...

Send us Fan Mail Sales fundamentals are on the decline. Companies are focused and features & benefit closing and so much has been lost. Today's athletes train for almost every scenario they will encounter on the field. Why aren't sales organizations doing the same? To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales....

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 Go checkout & subscribe to the following YouTube channels & Websites: Connect with Surviving Outside Sales- YouTube: Surviving Outside Sales - YouTube Website: Survivin...

Send us Fan Mail When I started in sales, my friends and I would all get our commissions on the 2nd Friday of each month. We were so happy, and it made our week knowing we were getting those bonuses and spending them. We started going to really nice steakhouses and talking about how we couldn't wait until next month. These days were called "Commission check Fridays". It was a simple...

Send us Fan Mail Q3 Pro Tip: Budget spending🔔 80% of your Q3 budget needs to be spent on your top 20-30 accounts/targets. Focus on finding ways to leverage that time to solve more problems, strengthening those relationships and getting them closer to advocate stage. 20% on next tiers that will grow 3-5X by this investment. These are prospects or small clients that you are moving them closer to ad...

Send us Fan Mail Malcolm Gladwell's book, Outliers details what success looks like. In this book, Malcolm describes what amount of work and preparation it takes to achieve it. 10,000 hours. How many hours have you put towards your 10,000 hours of mastery? To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike...

Send us Fan Mail The key to selling is not being great at sales. It is being great at finding solutions for your targets. Trying to sell comes off desperate and salesy. Finding solutions and being genuinely interested in other's outcomes is the key to unlocking your sales potential. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingouts...

Send us Fan Mail IN order to grow, expand and scale, you have to be able to do one major thing in sales. Solve other people's problems. Ones they currently have an those that will present themselves in the future. Do this and do it well, you will have a long career in sales. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales...

Send us Fan Mail Just because you know your clients' dogs name doesn't mean you have a "great relationship" with them. Until your clients interact with you on a personal level, you have an "acquaintance" that purchases things from you. Building an advocate take more than just a great product, it takes a personal connection where people will go to bat for you because t...

Send us Fan Mail Hitting your goals is simply setting the goal high enough that you can live with the results no matter where they fall. Pushing yourself and never giving up on your goals will put you ahead every single time, as long as you persevere. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Ke...

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 Go checkout & subscribe to the following YouTube channels & Websites: Connect with Surviving Outside Sales- YouTube: Surviving Outside Sales - YouTube Website: Survivin...

Send us Fan Mail These 10 steps will set you up for success no matter what phase of your career you are in. With a rinse and repeat formula, whether getting In, looking to dominate your current role, or getting out into a new one, these 10 steps will be the solid foundation for you to build on. To connect with the show: Subscribe, 5 stars & Download Connect with Mike: Mike@survivingoutsidesale...

Send us Fan Mail Collin Mitchell is a survivor. He overcame some early rough life events and developed a tough exterior and learned the way towards success, through being what others weren't. One way he stood out was to treat each interaction as the beginning of a relationship, not just a transaction. Once he did that, his reputation began to grow and with-it referrals. Collin describes how t...

Send us Fan Mail The best thing to invest in is...you. Listen for the ways to see how you can and should be investing in you. 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 Go checkout & subscribe to the following YouTube channels &...

Send us Fan Mail #1 way to explain your sales process and grow is to become a product of your product. Learn what your product or service does & how does it change the lives of your users. Master this and you will grow your business exponentially. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesales.com LinkedIn: Mike O'Ke...

Send us Fan Mail Branding is vital to the success of your business. A key to maximize your branding is to spend money on branding. Don't lose momentum by going cheap on the little things, like to go boxes from restaurants. This savings mentality isn't a growth mentality. The only growth mentality is a revenue driving mentality. To connect with the show: Follow, Subscribe, like, 5 stars &...

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 Go checkout & subscribe to the following YouTube channels & Websites: Connect with Surviving Outside Sales- YouTube: Surviving Outside Sales - YouTube Website: Survivin...

Send us Fan Mail David (Ledge) Ledgerwood is a managing partner at Add1Zero where his team provides lead-to-close sales execution for tech-enabled B2B services companies ready to leap from 6 to 7 digits of revenue. Ledge is also a co-host of the Leaders of B2B podcast. To connect with Ledge: LinkedIn: David (Ledge) Ledgerwood Check out Ledge's Podcast: Leaders of B2B To connect with the show:...

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 Go checkout & subscribe to the following YouTube channels & Websites: Connect with Surviving Outside Sales- YouTube: Surviving Outside Sales - YouTube Website: Survivin...

Send us Fan Mail If you want to optimize opportunities, then it is imperative to understand which type of market you are selling in Emerging markets will take a different strategy, one of teaching and seeking more referrals, while an established market will lead to more inbound leads and a perception established by prospects and clients. To connect with the show: Follow, Subscribe, like, 5 stars &...

Send us Fan Mail If you can understand your prospect's & client's reason for doing their business, you will unlock the right solution for them to get their business. Understanding their "why" will allow you to solve real problems and provide real solutions. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike: Mike@survivingoutsidesale...

Send us Fan Mail To grow, you need to know...everything going on in your territory. This includes the past. Learn to dig into your accounts using social media and data to become a sales detective. 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'Ke...

Send us Fan Mail Josh Wagner has a great philosophy when it comes to sales. Focus on building a Pipeline for Life and don't worry about only focusing on that one sale. Long term relationships with others that can alter your career and life and finding solutions for them are better than focusing on getting that one thing sold in that moment. So simple, yet so brilliant. To connect with Josh &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 Go checkout & subscribe to the following YouTube channels & Websites: Connect with Surviving Outside Sales- YouTube: Surviving Outside Sales - YouTube Website: Survivin...

Send us Fan Mail They said they don't have budget. They said they can't spend money. Hate to be the bearer of bad news. They ARE spending money, somewhere. There is competition in all markets whether you know it or not. Don't be like the Baltimore Orioles and lose out to the Baltimore Ravens. To connect with the show: Follow, Subscribe, like, 5 stars & Download Connect with Mike...