Outside Sales Talk

Brent Adamson and Karl Schmidt are co-authors of “The Framemaking Sale: Sell More by Boosting Customer Confidence”, a groundbreaking guide to boosting customer confidence in complex B2B sales. Renowned business strategists and researchers, known for shaping modern sales thinking through data-driven insights and practical frameworks. Former CEB and Gartner leaders who have advised Fortune 500 teams on commercial strategy, buyer enablement, and decision confidence.

 

In today’s episode, Brent and Karl discuss practices in their new book “The Framemaking Sale”.

 

Here are some of the topics covered in this episode:

Competing with the status quo

How to build decision confidence

Shortening the time to make a decision

Areas that undermine buyers confidence




More From the Guest

The Framemaking Sale Book - https://www.theframemakingsale.com/  

Brent Adamson’s LinkedIn - https://www.linkedin.com/in/brentadamson/  

Karl Schmidt's LinkedIn - https://www.linkedin.com/in/karl-schmidt-q/

Check out Brent & Karl on YouTube - https://www.youtube.com/channel/UCviPYtD5xb6q3AE_MXtF2PA 




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Janice B. Gordon is ‘The Customer Growth Expert’ author of Business Evolution: Creating Growth in a Rapidly Changing World and co-author of Heels to Deals: How Women are Dominating Business to Business Sales. Janice is an engaging speaker, facilitator, and presenter who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast

 

In today’s episode, Janice shares tactics to grow your sales.

 

Here are some of the topics covered in this episode:

 

How retention can help

Ways to build your relationship with customers

How to deal with customer hesitation

The impact of customer-centric language




More From the Guest

 

Janice B. Gordon - LinkedIn - https://www.linkedin.com/in/janice-b-gordon?originalSubdomain=uk  

Scale Your Sales Podcast - https://scaleyoursales.co.uk/podcast/ 

Connect with Janice - https://scaleyoursales.co.uk - Let Janice know you heard her on the Outside Sales Talk Podcast





Start Selling More Today with

Badger Maps - Your app for the field

 

Get a free trial at: https://www.badgermapping.com/

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

 

In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart




Here are some of the topics covered in this episode:

Why “discovery” calls should be “consultations”

How to create a “target client profile” instead of an “ideal client profile”

Which questions to ask to move a deal forward

How to use emotion to drive action

Using “Consultation Cliffhangers” to secure your next meeting




More From the Guest

Download 10 ways to provide meaningful value - www.MeaningfulValue.com

Book website - www.FirstMeetingBook.com

Lee’s website - www.SalesArchitects.com

Lee’s on all the social platforms - Check him out on Tiktok @theleesalz





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See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

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Stephen is the CEO of ConveYour.com. For the last 10 years, he has been helping companies like LGCY Power, Vivint, CUTCO; recruit, onboard, train, and retain more reps. Stephen has 22 years of experience in direct sales - recruiting, onboarding, training and rep retention. His platform ConveYour helps with all the back office and administrative items needed to grow a D2D team.

 

In today’s episode, we’ll be covering how to have better engagement with reps during sales trainings.

 

Here are some of the topics covered in this episode:

 

The importance of “why” and the “what’s in it for them”

Lowball questions and hardball questions

How to build “learner trust”

Gamification in training

Ways to include feedback in training




More From the Guest

 

Stephen’s Website - https://conveyour.com/ - Get your free guide by clicking “See Demo”

 

 

Join our virtual event - The Conversation is Broken. A forum for outside sales leaders on Tuesday, October 21, 9am - 1pm PDT

Register here: https://www.eventbrite.com/e/the-conversation-is-broken-a-forum-for-outside-sales-leaders-tickets-1597729133849?aff=oddtdtcreator 


 

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

 

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

 

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

Bill is the founder of Kaleidico and Bill Rice Strategy Group. He helps companies develop effective lead-generation strategies and optimize their sales operations. Bill’s expertise spans from the early days of pre-Google and Facebook to modern AI-driven solutions.

 

In this episode, we’ll be discussing how you can use AI and automation in sales.

 

Here are some of the topics covered in this episode:

Experimenting with AI tools

Ways to use predictive AI

How to save time with AI tools

Following up with AI tools

How using AI tools will help you stand out in sales




More From the Guest

Keep up on AI trends - https://www.myexecutivebrief.com/  - get his newsletter

Bill’s Website - https://billricestrategy.com/ 

LinkedIn - https://www.linkedin.com/in/billrice/ 





Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

 

 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/