Surviving Outside Sales

Send us Fan MailWe break down how AI is reshaping outside sales and why the old linear sales process is collapsing under faster research and higher buyer skepticism. We share a practical way to use AI for speed without faking experience, plus the new “offer-first” reality that forces better prep, proof, and data. • why AI feels like a gold rush in sales right now • why AI tools cannot replace earned experience in live buying meetings • how ChatGPT can give confident but wrong answers and what that means for credibility • using multiple AI tools to cross-check insights and avoid bad inputs • the shift from linear selling to a value flow where buyers ask for the offer first • why discovery moves later and why pre-call planning matters more than ever • building proposals, ROI calculators, and real-world analytics instead of generic marketing material • why social proof, due diligence, and risk reversal now dominate the decision process • how fear of being wrong slows buying cycles and changes negotiation • why sales cycles are getting longer and why you must prospect more each year If you want to know how to harness the power of AI, then let me know. Reach out to me. You can click on one of the links below to schedule a consult, Mike, or you can email me Mike@survivingoutsales.com. But there's a sales scorecard that you can go to https://survivingoutsidesales.com/scorecard. That is survivingoutsidesales.com/scorecard. But if you want to have a conversation, I offer a free consult. It is the link is going to be in the bio. Let's have a conversation about where you are, where you've been, and where do you want to go in this new landscape of outside sales because it is a brave new world. Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInCheck out your career path at:https://survivingoutsidesales.com______________________________________________________________________If you are looking for outside sales career clarity, go to:Surviving Outside Sales Scorecard

Send us Fan MailFeeling stuck between underpaid and overworked after years in outside sales? We dig into the quiet mistakes that stall careers—abandoning your network once you land a role, clinging to low-yield activity, and trusting trophies to speak for you—and lay out a practical path to get your leverage back. The big shift is treating your career like an operating system you can design, test, and scale.We start with the hard truth about timing and control: waiting until you’re unhappy or unemployed compresses options and pushes you into roles that don’t fit. With layoffs and market volatility, the only hedge is deliberate preparation. You’ll hear how top performers run concurrent plans—career, money, networking, and sales execution—so they can choose opportunities instead of chasing them. We also unpack why “President’s Club” rarely translates on its own and how to reposition your story around business acumen, territory turnarounds, and repeatable processes that win in resource-constrained environments.Then we get tactical. You’ll get a simple pipeline assignment to cut 20% of dead deals and reinvest that time in higher-value targets using a P3 lens: past, present, potential. We share practical ways to grow a real network on LinkedIn—thoughtful outreach, insight posts, and case-style updates—so you’re visible before you need visibility. We close by reframing your professional identity as a sales operator who adapts fast to changing buyer behavior, including the new realities AI is creating in how customers learn and decide.Want clarity on where you stand right now? Grab the free Sales Operator Diagnostic from the link in our bio, subscribe for more no-fluff career strategy, and leave a quick review to tell us which upgrade you’ll start this week. Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInCheck out your career path at:https://survivingoutsidesales.com______________________________________________________________________If you are looking for outside sales career clarity, go to:Surviving Outside Sales Scorecard

Send us Fan MailWe unpack why Q4 went soft across industries and how the first week of 2026 exposed a deeper shift in buyer behavior. We share routines, role-play tactics, and a clear plan to move from “rep” to trusted expert with simplicity and authority.• lean Q4 and the early 2026 surge• buyers flooded with info and more savvy• shift from rep to expert with clarity• routines for weekend and nightly practice• perfect practice to build confidence• role playing during drive time• simplicity and clarity as core edge• testing new platforms and handling churn• focusing on clients who value change• three ways to engage and get coachedJoin the community on Skool. It’s free to join. If you’re looking for coaching, sign up for one of the memberships. DM me on LinkedIn or email mike@survivingoutsidesales.com. Five stars, share it with a friend, and download any other episode.Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInCheck out your career path at:https://survivingoutsidesales.com______________________________________________________________________If you are looking for outside sales career clarity, go to:Surviving Outside Sales Scorecard

Send us Fan MailWe challenge the myth of perfect timing and lay out a clear plan to build momentum, set aggressive goals, and win in a crowded market. We share how to plan at night, become a market expert, and turn systems and habits into a repeatable edge.• striking while the iron is hot• prioritizing primary tasks over busywork• planning nights and Sundays to own the week• building systems and processes for predictability• setting SMART goals and reverse engineering targets• navigating the holiday hangover and market timing• positioning as an expert to avoid price wars• networking with intent to open future doors• joining the SKOOL community for resources and coachingJoin us over at skool.com/survivingoutsidesales. You can sign up for free. Monthly webinars are free for the SKOOL community. If you want to take action and go to the next level, sign up for one of the membership levels.Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInCheck out your career path at:https://survivingoutsidesales.com______________________________________________________________________If you are looking for outside sales career clarity, go to:Surviving Outside Sales Scorecard

Send us Fan MailWe break down why holding a signed deal for the next quarter backfires and how to build habits that weather quota changes. Then we share our pivot to a simpler community platform, a long-term coaching model, and a clarity-first framework that helps buyers decide.• striking while the iron is hot on late‑Q4 deals• the cost of waiting illustrated by pandemic losses• systems, processes, and habits over quota anxiety• information overload and buyer paralysis in 2025–2026• simplification and clarity as the new sales edge• shifting from vendor to long‑term consultant• building repeatable systems that protect pipeline• moving coaching to skool.com for community and ease• group coaching, VIP options, live calls, and replays• interview prep insights and ongoing training gaps• referral bonuses and early pricing for membersGo to skool.com/survivingoutsidesales to join the free community or upgrade for coaching. “Monday the 29th is going to be a webinar about how to set your goals for 2026" Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInCheck out your career path at:https://survivingoutsidesales.com______________________________________________________________________If you are looking for outside sales career clarity, go to:Surviving Outside Sales Scorecard

Send us Fan MailWe draw a hard line between a sales rep and a sales professional, and show how to run your territory like a business. Through real stories and simple systems, we map the habits that shrink dry spells, grow revenue, and put you in control of your career.• defining the rep vs professional mindset• treating your territory as a business• action bias over excuses and waiting• planning days, weeks, and months in advance• choosing focused weekend or evening work intentionally• service ethic and availability that earns trust• examples from coaching clients Erica and Brendan• preparing for layoffs and pivots with a live network• managing pipeline from unaware to advocate• reducing droughts with consistent prospectingSchedule a call and reach out to me on LinkedIn. Shoot me a DM.Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInCheck out your career path at:https://survivingoutsidesales.com______________________________________________________________________If you are looking for outside sales career clarity, go to:Surviving Outside Sales Scorecard

Send us Fan MailWe break down a Q4 game plan that turns limited selling days and budget dynamics into a focused path to close. We show how to qualify for budget, reduce perceived risk, and become memorable so champions can sell your solution internally.• Q4 as execution: pull-through over prospecting• budget mechanics, Section 179, and spend-it-or-lose-it reality• reducing risk with ROI, timelines, and training plans• identifying decision makers and mapping approval chains• compressing calendars: 48 selling days and reverse planning• three levers: right buyer, time focus, structured pressure• shifting from noise to memorable, buyer-centered follow-up• grit check for outside sales and where coaching helpsBook a free Q4 strategy session with Mike. Email: Mike@SurvivingOutsides.comConnect on LinkedIn and say, “I need a Q4 strategy.” Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInCheck out your career path at:https://survivingoutsidesales.com______________________________________________________________________If you are looking for outside sales career clarity, go to:Surviving Outside Sales Scorecard

Discover the keys to sales greatness with insights on taking massive action and maintaining persistence in outreach. Learn why most sales occur after multiple touch points and the importance of providing value to prospects. Emphasize continuous skill development to adapt in changing markets and become an industry expert. Implementing repeatable processes, like the P3 sales method, can help scale success and prevent pitfalls. Plus, a free consultation offers personalized strategies to elevate your sales performance!

Discover the transformative know, like, and trust framework vital for sales success. Learn the importance of a strong resume and how hiring managers assess candidates. Emphasize the significance of follow-up to build trust and show responsiveness. Explore what buyers truly care about, particularly in challenging situations. Uncover the rule of three: planning, building, and launching, applicable in all stages of a sales career. Get ready for actionable insights to thrive in the competitive world of outside sales!

In this discussion, fascinating stories reveal how three car dealerships lost sales by failing to negotiate with ready buyers. Mike emphasizes the importance of closing deals instead of squeezing every dollar from transactions. He urges listeners to act on buying signals and find creative ways to add value when price targets can't be met. Plus, there's a chance to win three months of personalized coaching and access to the Sales Builder Accelerator. Don't let opportunities walk away—every deal counts!