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Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
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Surviving Outside Sales is a podcast for outside sales pros that want to learn how to navigate the chaotic world of outside sales. Join host Mike O'Kelly as he shares his sales philosophies, biggest deals closed and some that got away during an award-winning, 20-year career, plus interviews with other sales experts from inside and outside sales, business owners who built something for themselves, as well as many other entrepreneurs. From building business process & systems that scale to land ...
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Donald is a seasoned sales professional, speaker, and trainer, who’s on a mission to evangelize effective selling methods and to inspire sellers at all levels to DO BIG THINGS! He’s earned recognition from Salesforce as a Top Sales Influencer for two consecutive years (‘22 and ‘23). He’s the accomplished author of works like “Sell It Like A Mango -…
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Powerful Daily Habits for Optimal Health & Performance - Outside Sales Talk with Anna Bolender
1:14:17
Anna is a Certified Holistic Health Coach, dancer, and dance teacher who is passionate about all things health, wellness, and movement. She has years of experience working with field salespeople, and she offers personalized 1:1 Health Coaching Programs to help salespeople and business leaders reconnect with their own inner wisdom and achieve their …
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Unlock the secrets to becoming an "agent of change" in sales and setting the stage for a powerful start to 2025. Transform your approach by learning how to influence client behavior and lead them to new habits or systems through your product or service. Host Mike O'Kelly divulges how mastering the art of capturing attention and creating compelling …
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Mastering the P3 Method: Elevate Your Q4 Sales Game and Unlock Hidden Opportunities I SOS Ep. 365
12:29
Unlock the secrets to dominating the final quarter of your sales year with the P3 method—your ultimate guide to maximizing past, present, and potential opportunities. Discover how mental toughness, strategic planning, and cutting-edge technology can elevate your sales game, helping you exceed your targets and uncover hidden opportunities within you…
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Unlock the secrets to transforming your sales career by shifting your mindset. Discover how the power of a growth mindset can revolutionize not just your professional life, but also bring personal happiness and accomplishment. We promise that by tuning in, you'll learn how to conquer challenges with confidence and adaptability, leaving behind the s…
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Rediscovering Sales Fundamentals: Navigating Q4 Challenges and Opportunities with Mike O'Kelly | SOS Ep. 363
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What if the key to thriving in the fast-paced world of Q4 sales is hidden in the fundamentals we've all been overlooking? Join me, Mike O'Kelly, as we explore how the chaos of personal commitments and professional demands can actually be the perfect catalyst for reassessing your sales strategies. Discover why understanding your client's buying proc…
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Discover the secrets to thriving in outside sales as Mike O'Kelly returns to share his transformative journey from building a retail wellness business. Have you ever wondered how small actions like timely call notes could impact your career progression? Learn from Mike's personal stories and experiences, emphasizing the crucial balance between perf…
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Drew is the Co-Founder and CEO of Connect the Dots, a company that helps map professional relationships in order to find the strongest connections possible. He previously played an important role in the rise of Salesforce, helping them grow from $0 to over $1B in revenue, as employee #36. During that time, he was both the #1 sales manager (globally…
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Tim J.M. Rohrer is an award-winning sales director with over 25 years of experience in sales and sales management. He dedicates himself to coaching and mentoring salespeople and sales leaders, as well as consulting and providing training to sales organizations. Tim is also the author of the book "Sales Lessons of the World’s Greatest Mentor: Secret…
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Roger Martin is the Co-Founder and CEO of RockBox Fitness and beam® Light Sauna, as well as an accomplished entrepreneur with a 30-year career in sales and marketing. Roger also shares insights on wellness and health through his ThriveMore platform and podcast. Roger's latest book, "An Insider's Guide to Business," is a practical roadmap filled wit…
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Mark Raffan is an author, the Founder & CEO of Negotiations Ninja, and the host of the Negotiations Ninja Podcast. Mark brings a wealth of experience to the table and is recognized as a global expert in negotiation, persuasion, and conflict resolution. As the dynamic force behind a globally acclaimed consulting and training agency, he empowers lead…
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Juliet Funt is a globally renowned keynote speaker and founder of the efficiency training firm, Juliet Funt Group. She has brought her powerful concepts to renowned companies such as Spotify, National Geographic, Nike, Sephora, and ESPN. Juliet is also the author of the bestselling book A Minute to Think: Reclaim Creativity, Conquer Busyness, and D…
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You're Invited: The Art and Science of Connection, Trust, and Belonging - Outside Sales Talk with Jon Levy
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Jon Levy is a behavioral scientist and New York Times Bestselling author. His expertise lies in understanding the intricacies of trust, belonging, and influence, and his work has left a lasting impact on Fortune 500 brands like Microsoft, Google, AB-InBev, and Samsung. Jon is renowned for his creation of The Influencers Dinner, a clandestine dining…
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Proven Techniques for Crushing Every Stage of the Sales Process - Outside Sales Talk with John Barrows
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John Barrows is a sales trainer and the founder of JBarrows Sales Training, which provides sales training and consulting services to companies and individuals worldwide. He has been named one of LinkedIn's Top Sales Voices and is a contributor to Forbes, Inc., and Salesforce. John is also the host of the "Make It Happen Mondays" podcast, where he s…
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Ryan Staley is the Founder and CEO of Whale Boss, a cutting edge consultancy designed around providing fast results. Ryan helps B2B Sales Leaders & Sales Professionals capitalize on the AI revolution to earn more and work less. Ryan is also the host of The Scale Up Show podcast and he’s one of the top voices in AI. In this episode, Ryan shares how …
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Michael is the CEO and Co-Founder of Callypso, a company that helps account managers generate more revenue through up-selling and cross-selling. Before Callypso, Michael worked for over two years as the Director of Revenue Performance at Chili Piper. In this episode, Michael and Steve will be discussing the topic of Sales Expansion. Here are some o…
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Tyler Carlson is the Co-Founder of Resquared, a platform that streamlines the prospecting process through powerful automation. He has a long history in tech startups and most recently led a pro-tech startup to over 7 figures in SaaS revenue. Tyler’s focus is the entire customer journey, from getting in the door, closing the deal, and setting custom…
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Paul Cherry is the founder of Performance Based Results, which provides companies with customized sales workshops, coaching, and leadership programs. He has worked with more than 1,200 organizations, including 175 of the Fortune 500. His top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants …
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Larry Kendall has been a leader of the real estate industry for 45 years. He is a founding partner of The Group, Inc. which has regularly been nationally recognized as one of the best run and most productive real estate companies in the United States. Larry is a co-creator of the Ninja Selling System, used by more than 100,000 real estate and other…
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Have you ever stood at the precipice of change, heart pounding with the exhilaration of a new venture? That's where my journey took me as I embarked on the daunting task of launching a health and wellness franchise. It was a test of resilience and a lesson in the importance of health as we sail through the years. In this rollercoaster update, I lay…
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Strap in as I, Mike O'Kelly, take you on an exhilarating ride through my journey of surviving outside sales and mastering the Q4 sales period. Picture Q4 as the Super Bowl of sales - the stakes are high and the tension thicker. Drawing from my experience of setting up a brick and mortar business, I know the sweat and toil that's involved. But the r…
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Ever felt like you've bitten off more than you can chew? Well, brace yourselves as I take you through my taxing adventure of investing in franchises, opening a new store, and enduring the challenging journey of outside sales. From the complexities of real estate to the arduous legal aspects of the franchise process, it's a wild ride that has taught…
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Navigating Personal Challenges: A Journey of Resilience and Lessons from a Sales Legacy | SOS Ep. 358
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Sometimes, life throws us curveballs that make us question everything. This episode of Surviving Outside Sales is a testament to that. I, your host, Mike O'Kelly, find myself wrestling with the imminent loss of my father, a veteran pharmaceutical sales rep who has been my greatest inspiration. As I navigate the emotional whirlwind, I hit the mic to…
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Mickeli is the CEO of Bedore Business Group, a business growth advisory and M&A brokerage that helps salespeople achieve rapid revenue growth via timeless marketing, sales & exit strategies. He is also the Co-Founder of Closers Media, which offers courses & content to help salespeople close more revenue and achieve growth. Some of his previous expe…
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Exploiting Opportunities and Multiple Income Streams: A Key to Financial Stability with Mike O'Kelly | SOS Ep. 357
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Imagine sustaining yourself comfortably on something less than a 250K annual income - does that sound like an impossible dream? Well, it isn't! I, Mike O'Kelly, am here to share my journey of how multiple income streams, from coaching programs to consulting, have allowed me to thrive in the outside sales landscape. I'll reveal how crucial it is to …
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Revitalizing Stagnant Sales: Prospecting Strategies and Celebrating Achievements | SOS Ep. 356
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Are your sales stagnating, or worse, flatlining? What if you could revive your sales by attracting at least 10% new customers every month? Brace yourself for an enthralling episode of Surviving Outside Sales where we reveal game-changing strategies for prospecting and market canvassing. We're spilling the beans on how to be an exemplary prospector,…
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Breaking the Routine: A Guide to Transitioning towards Passionate Careers and Thriving in Outside Sales with Mike O'Kelly | SOS Ep.
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Ever felt like your job has turned into a mundane routine with no spark? Well, it's time to break free from the shackles of dissatisfaction and strike out in search of new professional horizons. Mike O'Kelly is your torchbearer on this quest, emphasizing that life is too short to be stuck in a passionless job. Our conversation today explores the si…
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Pushing the Boundaries: Mike O'Kelly's Revelation in Balancing Workloads and Business Resilience | SOS Ep. 354
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Ever tried to take on more than you can handle, only to find it was a mistake? That's what happened to me. I tried to up my game from five podcast episodes a week to seven. I took a leap of faith, thinking that pushing my boundaries would enhance my work. Guess what? It didn't. It was an unsustainable pace that left me scrambling, but it was a valu…
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Embracing the Pursuit of Success: Daring Decisions and Self-Promotion in Outside Sales | SOS Ep. 353
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How badly do you want success? It's a provocative question that I, Mike O'Kelly, host of Surviving Outside Sales, challenge you to contemplate. Success isn't about wishing but doing. Are you ready to make sacrifices, endure pain, and come out stronger for it? I'm here to tell you, it's worth it. Tune in for an in-depth discussion on the importance …
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Are you rising with the sun, eager to tackle your workday or are you caught in the churning tides of stagnation? As your host, I, Mike O’Kelly, discuss the powerful question of when it's appropriate to consider a career change. If you're not bounding into Mondays with drive and vigor or if you're not excited about initiating positive changes for yo…
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Maximizing Productivity in Outside Sales: The Strategic Power of Taking Time Off | SOS EP. 351
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Imagine the power of taking breaks. It’s not just about work-life balance but a mental rejuvenation that can significantly boost your productivity. In our latest podcast episode, we take a deep dive into the often overlooked aspect of outside sales – the strategic importance of time off. We share insights on how breaks can prevent burnout and why i…
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Are you sick and tired of being stuck in the same old sales routine? Craving a winning strategy that will supercharge your sales career? Well, buckle up, because in the latest episode of Surviving Outside Sales, yours truly, Mike O’Kelly, is ready to impart some serious wisdom. I’ll be walking you through the three pivotal phases of a sales profess…
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What if the secret to sales success was akin to the commitment of an athlete? Join us as we unpack the parallels between a pro in the field and a pro in the sales game. We uncover why sales isn't a typical 9-5 job, but instead, a career that demands constant growth, adaptation, and a dedication to personal development. Dispel the myth that sales tr…
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Ever had one of those weeks where it feels like everything is out of control and you're just surviving? That's the chaos I, Mike O'Kelly, found myself in this week, smack dab in the aftermath of an exhausting Labor Day weekend. Yet, I didn't let that stop me from submitting a speech for an upcoming business conference, even though I barely had time…
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Strategies for Thriving in Outside Sales and Beyond: A Discussion with Mike O'Kelly | SOS Ep. 347
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Surviving the tumultuous world of outside sales is no walk in the park. From dealing with sudden layoffs to navigating career changes, it’s a long game full of setbacks and opportunities. Join me, Mike O'Kelly, as I share my own experiences of charting out a long-term career plan, overcoming setbacks, and creating my own path. We dive into the impo…
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Mastering Focus in Negotiations: Boost Your Closing Rate and Navigate Buyer Concerns | SOS Ep. 346
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Are you ready to break free from the distractions and diversions that are costing you deals? Let us guide you through the labyrinth of sales negotiations with practical advice drawn from our early career missteps. We've been where you are - caught in a whirlwind of tangential discussions, driven off-course by the prospect. By sharing these personal…
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Decoding 1099 vs W2 Sales Positions: Diving into the Pros, Cons, and Best Choice for your Career | SOS Ep. 345
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Are you ready to unravel the complexity of 1099 versus W2 sales positions? We promise to provide you with a comprehensive understanding of both roles, their perks, and their pitfalls. Join me, Mike O'Kelly, as I break down the intricate world of sales positions, shedding light on the pros and cons of both. We kick off with why W2 positions tend to …
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Securing Your Future in Sales: Navigating Uncertainty and Embracing Accountability| SOS Ep. 344
10:19
Here's a hard truth: no one is irreplaceable, even Jamie Foxx, who was swapped out for a body double mid-film due to illness. Companies, as I learned the hard way in my pharmaceutical career, often prioritize their bottom line over some of their most loyal employees. I've seen top sales reps denied transfers and quickly replaced. It's a stark remin…
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Ever wondered how to transform your prospecting game in the world of sales? Strap in as we unmask the secrets to effective prospecting. From decoding the basics to building momentum, we're going to take you through the entire prospecting funnel, providing a detailed guide on how to identify your product market fit, create an ideal customer profile,…
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Elevating Your Outside Sales: Q3 Planning Insights and Rethinking Quota Attainment | SOS Ep. 342
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Ready to take your outside sales game to the next level? Brace yourself for an episode that transforms the way you approach your Q3 planning. Your host, Mike O'Kelly, is all set to take you on a tour of his own Q3 planning process, spiced with personal experiences. He reveals how he's accounting for time off, sales conferences, and more, all the wh…
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What if the key to success in sales was understanding the power of sacrifice? Brace yourself for a reality check in this episode as Mike O'Kelly, seasoned sales veteran, takes you through the complex landscape of the sales world. He emphasizes why staying up-to-date, taking risks and nurturing curiosity are paramount in this ever-evolving arena, an…
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Demystifying the Art of Closing: Exploring the Lead-Don't-Push Approach w/ Mike O'Kelly | SOS Ep. 340
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Ever felt that twinge of discomfort while closing a sale? We've all been there and it's a part of the territory in the world of sales. With the dynamic Mike O'Kelly at the helm, we're diving into the inevitable discomfort that accompanies asking for money. Mike shares his wealth of experience from the field and challenges the pushy sales techniques…
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Ever wondered what it's like going through the buyer's experience of your own product? Do you truly understand your product from a customer's perspective? Join me, Mike O'Kelly, as I guide you through the critical process of becoming a product of your product. In this eye-opening episode, we'll explore why the buyer's experience is paramount and ho…
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Get ready to embark on a journey from the battlefield to the biotech industry with our esteemed guest Matthew Ray Scott. With a resume boasting of roles as an ex-Army officer, medical sales consultant, distributor, agency owner and a driving force in the biotech industry, Matthew is in a unique position to share insights on standing out in a crowde…
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Have you ever wondered what secrets you could unlock if you experience your product as a customer? Strap in for an enlightening journey as we explore just how potent being a product of your product can be in the world of outside sales. In this episode, I, Mike O'Kelly, host of the Surviving Outside Sales podcast, share my personal experiences and i…
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What if the corporate world you are so comfortable in suddenly changes leaving you without a job? Picture the sales landscape that has been your playfield for years suddenly turning upside down. This episode offers an intriguing discussion revealing the crucial need for supplementary streams of income. Together, they delve deep into the world of in…
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Are you living in the uncertainty of a W2 job, constantly worried about layoffs, downsizing, and corporate restructuring? Let me, your host Mike O'Kelly, take you on a journey of resilience, resourcefulness, and adaptability in the ever-volatile world of outside sales. Be a part of an inspiring discourse where I share my personal tale of hustling t…
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Navigating the Ups and Downs of Outside Sales: Insights from 20 Years of Experience | SOS Ep. 334
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Are you ready to acquire some hard-earned wisdom from more than 20 years in the sales trenches? This episode promises to equip you with valuable insights and tangible strategies to navigate the rollercoaster realm of outside sales and prospecting. We talk about the harsh reality of potential buyers who say yes and then back out, the sheer unpredict…
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Are you ready to revolutionize your sales game? Buckle up, as we bring you an engaging conversation with Ty Snow, a seasoned professional with over 20 years of sales experience. This episode is a goldmine of practical strategies, revealing the secrets of top performers in the sales industry. Ty shares his insights on capitalizing on your strengths …
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Are you giving your dreams the fight they deserve? Or, like many, are you merely walking through your day, hoping success happens? Today, we're going to pull back the curtain and truly explore what it means to want success, how to foster desire, grit, and determination, and the power that lies in taking calculated risks. We discuss creating multipl…
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