Outside Sales Talk

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 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/

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/

Andrew is a top-performing adtech sales professional with a passion for helping customers. Over the past eight years, he’s sold $250MM in services and software, becoming the top-grossing rep at two digital media companies. Andrew’s first sales book, “Top Sales Producer: How To Crush Your Sales Quota” is releasing June 2025. He’ll be sharing his proven 10-step sales method, designed to help new salespeople ramp up quickly and experienced reps close more profitable deals faster.    In this episode, Andrew shares tips to become a top salesperson.   Here are some of the topics covered in this episode:   The #1 rule of prospecting How and when to reach out Setting the right expectations Time management tips Talking with the best stakeholders   More From the Guest   Get Andrew’s Book: https://www.amazon.com/dp/B0F3QQL9KF  Download his free cold outreach strategy to secure meetings at: https://andrewbarbuto.com/outreach  Get meeting hacks and the script to secure next steps in meetings within 5 minutes at: https://andrewbarbuto.com/resources  Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andrewbarbuto/  Subscribe to Andrew’s Youtube channel for weekly B2B Sales tips: https://www.youtube.com/@AndrewBarbuto  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/

Brandon has over 20 years of experience in SMB, Mid-Market, and Enterprise sales. In 2018 he became a strategic SAAS seller, selling over $50 million in new business for an AI company to some of the world's leading brands. In 2022 he retired from the corporate world to focus on content creation that can help salespeople take an integrated approach to work and life, enabling them to thrive in a more holistic manner.   In this episode, Brandon shares tips to take care of your health and do even better in sales.    Here are some of the topics covered in this episode:   Why growth isn’t just quota attainment The 4 S’s to track success How to optimize your sleep for sales Tools that can help improve your health Habits to embrace for sales and work life balance   More From the Guest   Brandon’s LinkedIn - https://www.linkedin.com/in/brandonfluharty/ Brandon’s Website - https://www.brandonfluharty.com/ - check out his tracking template  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/