Surviving Outside Sales

Send us Fan MailEver wonder why your meeting requests keep getting ignored? In this eye-opening episode, I pull back the curtain on what really happens when you pitch a potential buyer and why most approaches fail miserably. Drawing on my experience of receiving 10-12 pitches daily, I break down the psychology behind why the same boring templates and self-centered approaches get immediately dismissed.The truth is startling but simple: nobody cares that you're trying to hit your quota. Decision-makers calculate their time's worth in hundreds of dollars per hour and are naturally skeptical after past disappointments. When you ask for a "quick 15-minute call," they're mentally translating that to 30+ minutes and asking, "Is this worth $200+ of my time?" Without establishing credibility and differentiating yourself first, the answer is almost always no.I share practical strategies for standing out from the crowd by flipping the traditional approach. Instead of asking for time upfront, start by depositing value—share insights, provide unexpected help, or demonstrate you've done your homework. Connect every meeting request to a specific, better outcome for the buyer. Ask questions that make them stop and think, disrupting their automatic filters. Most importantly, meet them on their terms, not yours.The modern sales landscape demands a consultant mindset rather than product-pushing. Focus entirely on the buyer's future state and how your solution creates meaningful improvement from their current situation. This investment-first approach not only increases your chances of securing meetings but builds the trust foundation necessary for successful, long-term relationships.Ready to transform your approach? DM me on LinkedIn or email mike@survivingoutsidesales.com for a free 30-minute consultation where we can discuss specific strategies tailored to your situation. 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 essentials of building a brand from scratch in a live coaching session. Explore the importance of authenticity and market understanding for long-term growth. Uncover the unseen dedication behind successful branding with an athlete analogy. Learn how to craft a personal brand through storytelling, especially in writing impactful life experiences. Get insights on book authorship strategies for teens and young adults, along with key distribution methods and the benefits of different writing lengths.

Success in outside sales relies on more than just closing techniques. It requires finding the right mentors and developing a variety of skills. Summer is a prime time for honing your craft instead of slowing down. Excellent salespeople need a teacher for knowledge, a trainer for skill refinement, and a mentor for guidance in practice. Every small detail counts, like leaving ample parking for clients. In an ever-competitive market, swift decision-making and experienced guidance are crucial for thriving.

Send us Fan MailWe're rebooting the Surviving Outside Sales podcast to focus on the three critical phases every sales professional goes through: getting in, dominating, and getting out. I'm excited to share new resources, a new community platform, and insights to help you prepare for Q3 and Q4 success.• The "getting in" phase applies not just to industry newcomers but to anyone seeking a new role or promotion• Understanding product-market fit is crucial for the "dominate" phase—even the best habits can't overcome a poor product• The "getting out" phase involves strategies for transitioning to new opportunities• Every sales professional should pause to assess their current position and direction• Summer is preparation time for true professionals—not time to relax• I'm launching a free resource hub for the outside sales community in June• I offer 30-minute introductory calls to anyone interested in improving their outside sales performanceReach out to me on LinkedIn or email for a free consultation. Join the Surviving Outside Sales page to be first to access our new hub with free resources that were previously behind paywalls.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 MailThe outside sales world offers abundant opportunities to reinvent your approach and grow your business, but success requires building a strong foundation that can withstand market changes and client turnover.• Without the right foundation, your territory becomes vulnerable like a house of cards • There's no such thing as status quo in sales – you're either growing or shrinking• Recurring revenue models allow you to stack clients and grow more quickly than one-time sales• Becoming the go-to expert means understanding how to elevate your buyer's future state• Decision-makers constantly ask colleagues for referrals, making word-of-mouth invaluable• Most important business decisions happen when you're not in the room• Being recognized as an industry expert attracts warm leads and opportunities• Small adjustments to your approach, presentation or appearance can enhance credibilityIf you want to know more about becoming a go-to expert in your field, please reach out to me at mike@survivingoutsidesales.com or DM me on LinkedIn for a free consultation.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 MailBuilding a relentless growth mindset is the foundation for scaling your sales business without fear, allowing you to overcome plateaus and consistently push forward. We explore how adopting a "yes mentality" can transform your territory and help you navigate market changes even when facing significant obstacles.• Q2 brings increased seasonal disruptions to sales calendars as summer approaches• The difference between success and stagnation is maintaining a relentless growth mindset• "Plateauing" isn't permanent—it's a signal that you need to change your approach• Leverage your advocates to overcome obstacles by directly asking for their help• Market environments constantly evolve, but many salespeople don't adapt accordingly• Creating artificial challenges (like signing up for a difficult race) can help develop resilience• Saying "yes" until you can't anymore expands your capabilities beyond current limitsIf you'd like to discuss building a relentless growth mindset, reach out on LinkedIn for a free 30-minute consultation. Please share this podcast with fellow sales professionals and leave a review to help others discover these resources.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 MailMike O'Kelly shares insights on business self-examination and the foundations of sales success. He explores the importance of regularly evaluating your sales approach and focusing on the essential elements that drive sustainable results in outside sales.• "Dumping out your bucket" every six months to examine your business through a fresh lens• The critical importance of building strong habits, processes, and systems as your foundation• How content continues working for you even when you're not actively promoting it• Speaking one-to-many rather than one-to-one is essential for scaling your business in 2025• The quest for perfection is never-ending but necessary for continued growth• Maintaining focus on what you can control during economic uncertainties• Checking your ego and continuously seeking improvement regardless of past successIf you want help improving your outside sales performance, reach out to Mike for a free 30-minute consultation by sending a DM on LinkedIn. Please share this episode with other sales professionals who might benefit from these insights.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 MailUnlock 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 interactions can give you an edge over the competition. Explore the P3 method to vividly illustrate the future benefits of your solution and the pitfalls of maintaining the status quo, ensuring that your prospects are thoroughly persuaded by your vision.This episode of the Surviving Outside Sales Podcast is your guide to not just surviving but thriving in the competitive world of outside sales. We delve into the essence of salesmanship as a catalyst for change, emphasizing how your ability to present impactful scenarios can drive successful outcomes. Whether you're cold calling or handling inbound leads, the focus is on demonstrating the potential transformation you can provide. Tune in for actionable insights that extend beyond sales to personal relationships, equipping you with the skills to enhance the lives of those around you while showcasing why your role as a change agent is essential.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 P3 method to supercharge your Q4 sales strategy by analyzing past successes and future opportunities. Learn how mental toughness and tech tools can elevate your performance. Gain insights into prioritizing potential clients and the importance of strategic timing in closing deals. Proactive communication with prospects is key, ensuring you can revisit discussions as needed. Set ambitious personal goals to not only meet but exceed your targets, paving the way for a thriving sales career.

Send us Fan MailUnlock 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 shackles of doubt and inaction. Drawing from my own journey and the stories of countless sales professionals, we delve into the art of setting up successful habits, processes, and systems to smash through passivity and the blame game. This episode will get you thinking about the importance of surrounding yourself with positivity and the never-ending quest for knowledge through books, podcasts, and conferences.With the end of Q4 looming, it's crunch time for strategic sales goal setting, and a growth mindset is your strongest ally. We'll guide you on setting ambitious targets—25% higher than your current quotas—to create an accountability buffer. Break these lofty goals into actionable micro targets that shape your daily sales habits. Learn to utilize existing client networks for referrals, understand the competition, and become an expert in your field to dominate sales calls and negotiations. This episode is packed with practical strategies for preparation, practice, and relentless work ethic, ensuring you’re equipped to reset your mindset and execute with precision. For those ready to take their sales game to the next level, I'm available for one-on-one coaching—reach out via email or LinkedIn.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