Surviving Outside Sales

Send us Fan Mail Ever felt like you're riding an emotional roller-coaster in your sales career?  Well, you're not alone. In our candid conversation, we tackle the hard truths of surviving outside sales, preparing for the worst, and striving to be in the top 10% of your field. We discuss the daunting shift from being a W-2 employee to the exhilarating world of entrepreneurship. Our discou...

Send us Fan Mail What if the traditional 9-5 job wasn't your only path to financial stability?  Picture a future where you're in control of your income, fueled by a side hustle that aligns with your passion and competence. Join me, Mike O'Kelly, as I engage in a riveting conversation with the incredibly successful entrepreneur Jennifer Jones. We navigate the challenging world of out...

Send us Fan Mail Are you ready to confront the fears that hold you back in your sales career?  Join me, Mike O’Kelly, on this riveting episode of Surviving Outside Sales, as I peel back the layers on my personal journey, revealing how I've navigated change and risk to find success in my sales career. From the major transition from public to private school in my childhood, to my career transit...

Send us Fan Mail Picture this: You're a top sales rep in a pharmaceutical company, and one day, you quit. What happens next is chilling - the company asks when they can fill your spot. This harsh reality hit me like a ton of bricks, and I realized we are all replaceable cogs in the corporate machine. Executives often see us as numbers, not people, and when the chips are down, they won't...

Send us Fan Mail Ever wonder how top sales reps consistently crush their quotas? The secret might just be in their strategies. This episode welcomes laser sales expert, Kent Harshbarger. Kent shares his expertise on reaching those tough quotas by segmenting his pipeline into manageable targets, addressing distractions, and using his competitive streak to power through challenges. Connect with Kent...

Send us Fan Mail We're making a bold claim today - you're working too hard, and it's hampering your productivity. Sounds counterintuitive, right? But stick with me here. I'm Mike O'Kelly, and today, I'll share personal stories from my own experience in the sales field, navigating burnout, and how I discovered the rejuvenating power of time off.  Ever wondered why, aft...

Send us Fan Mail Imagine transforming your sales approach from one-to-one transactional relationships to a one-to-many business strategy that drives growth and customer satisfaction. You're invited to explore this concept and more on today’s Surviving Outside Sales podcast. Your host, Mike O'Kelly, discusses the significance of delivering consistent customer experiences, cautioning that...

Send us Fan Mail Are you ready to shift your sales strategy and ensure you hit your targets every time? Dive head-first into this insightful discussion with me, Mike O'Kelly, as we dissect the importance of strategic planning in sales, especially as we gear up for another quarter. Together, we'll figure out how to stay accountable, keep on top of your quotas, and consider your sales terr...

Send us Fan Mail What if the sales quotas you've been focusing on are actually holding back your success? It's time to explore the controversial topic of sales quotas and their impact on your organization. In this episode, we take a hard look at how arbitrary quotas can lead to a lack of competition and drive within sales teams, and discuss the value of leaderboard systems where only the...

Send us Fan Mail Are you ready to level up your outside sales game? Join us as we welcome back Colin Mitchell, VP of Sales at Leadium, for an insightful conversation on lead management and the vital role prospecting plays in keeping a healthy pipeline of prospects. Colin shares his experience in connecting with potential clients and the significance of making prospecting a non-negotiable part of y...

Send us Fan Mail What does it take to not only survive but thrive in the world of outside sales? Join us as we share our personal experiences and lessons learned from navigating this ever-changing landscape. Discover how to stay ahead of the curve, develop your skills, and make strategic career moves that align with your passions and values. If you want to learn more about the Business of Sales, t...

Send us Fan Mail Ever wondered how to skyrocket your sales and develop growth strategies for your clients? This episode is a must-listen for anyone looking to level up their sales game and help their clients achieve unprecedented growth. If you want to learn more about the Business of Sales, try Sales Builder Blueprint. Sales Builder Blueprint is live! If you are in outside sales and have had any...

Send us Fan Mail If you want to learn more about the Business of Sales, try Sales Builder Blueprint. Sales Builder Blueprint is live! If you are in outside sales and have had any of the following, Sales Builder Blueprint is here to help: - New to Outside Sales - New to an industry, new product, new territory - any type of change - Experienced, but have lacked training and business development - Se...

Send us Fan Mail Ever wondered how top sales professionals achieve consistent success? In this episode of the Surviving Outside Sales podcast, we reveal the secret: working in private versus executing in public. Drawing on my experiences as a baseball player and exploring the 80/20 rule, we discuss the importance of putting in the time and effort behind the scenes to succeed in the 20% that is don...

Send us Fan Mail Want to uncover the secrets of a successful sales and marketing career? Join me as I chat with Joe Lemon, a fellow podcaster, and expert in the field, as we explore his journey through the world of sales, touching on everything from gym memberships to international marketing. Get ready to learn from the best as we discuss the importance of taking risks, thinking for yourself, and...

Send us Fan Mail Ever felt weighed down by doubters and naysayers in your professional journey? It's time to break free and develop the mental toughness needed to push past negativity and thrive in the competitive world of outside sales. Through my personal experiences and valuable insights from thought leaders like Alex Hermosi, Ryan Paneda, and Grant Cardone, I'll help you unlock the p...

Send us Fan Mail Are traditional sales methodologies no longer serving your needs? Discover how the landscape of sales is rapidly evolving in the digital age, and why focusing on features and benefits simply doesn't cut it anymore. In this engaging conversation, we reveal the importance of establishing genuine relationships with buyers, being outward-facing, and nurturing fans who become advo...

Send us Fan Mail Are you ready to elevate your sales game and thrive in your career? Join us for today's episode of Surviving Outside Sales, where I share the importance of approaching sales as a business and having a strong business mindset to achieve success. Using the analogy of a football field, I explain how sales professionals need to move the ball down the field, gaining natural moment...

Send us Fan Mail What if there was an easy way to increase your sales and enhance your customer service skills? Discover the power of being a product of your product in today's episode. We discuss the importance of going through the buyer's experience ourselves, gaining firsthand knowledge of our product's capabilities and limitations. By doing so, we create relatable stories and bu...

Send us Fan Mail Do you find it challenging to ask for money in the sales process? Are you tired of pushy and aggressive sales techniques? In this episode of Surviving Outside Sales, I tackle the importance of closing and how to overcome the discomfort of asking for money without resorting to old-school, slimy tactics. As an experienced sales professional, I share valuable insights on how to effec...

Send us Fan Mail If you want to learn more about the Business of Sales, try Sales Builder Blueprint. Sales Builder Blueprint is live! If you are in outside sales and have had any of the following, Sales Builder Blueprint is here to help: - New to Outside Sales - New to an industry, new product, new territory - any type of change - Experienced, but have lacked training and business development - Se...

Send us Fan Mail Ever faced a brutal tackle in your outside sales career? Fear not, as we take you through the mindset necessary to not only survive but thrive in the world of outside sales. With personal experiences of getting knocked down and picking ourselves back up, we're here to reassure you that nothing in the sales world is going to kill you, and fear shouldn't hold you back from...

Send us Fan Mail If you've ever experienced a layoff or career change, you know how stressful and uncertain it can be. But what if you could navigate these transitions with confidence and a clear vision for your future? In this episode of Surviving Outside Sales, I open up about my personal experiences with job losses and career transitions, and share advice on creating a long-term plan for y...

Send us Fan Mail Ready to skyrocket your sales success and stand out from the crowd? I share my personal journey of taking ownership in my job, working longer hours, and treating it like a small business within a larger corporate structure. Discover the importance of maximizing time management and productivity to truly make a difference in sales. With the help of StreamYard, I've elevated my...

Send us Fan Mail Have you ever wondered how understanding your company's P&L sheet can make you a better sales professional? This episode is a must-listen, as we uncover the importance of knowing the ins and outs of your company's financials, especially after a massive layoff in the pharmaceutical sales world shook our industry. We discuss the tough decisions CEOs must make and why b...