Outside Sales Talk

Gui Costin shares how sales leaders can bring different generations together, build stronger teams, and create a workplace where people want to stay.   Outside Sales Talk with Steve Benson Watch on YouTube | Listen on Spotify | Apple Podcasts   About This Episode Today's sales teams can span multiple generations, each bringing different experiences, expectations, communication styles, and approaches to work. For leaders, understanding those differences can be key to building a team that works well together. In this episode of Outside Sales Talk, Steve Benson sits down with Dakota Founder and CEO Gui Costin to discuss how leaders can bridge generational gaps in the workplace. They explore building mutual respect, recognizing generational biases, adapting how you communicate, encouraging mentorship, and creating an environment where employees across generations can learn from each other.   What You'll Learn How to build stronger collaboration across generations Why self-awareness matters when leading a diverse team How to recognize and challenge your own generational biases The role mentorship can play in sharing knowledge and experience How leaders can learn from younger, tech-savvy employees Ways to create a workplace where your best people want to stay   Watch the Full Episode Listen instead: Spotify | Apple Podcasts | Pandora   About Gui Costin Gui Costin is the Founder and CEO of Dakota, an investment services company that has helped clients raise more than $40 billion. As a leader in sales and marketing, Gui focuses on mentorship, career growth, and helping companies put processes in place that allow their businesses and teams to grow. Connect with Gui: GuiCostin.com | Dakota.com     Never Miss an Episode Get actionable advice from leading sales experts on Outside Sales Talk. Subscribe on YouTube | Spotify | Apple Podcasts   Sell More. Drive Less. Outside Sales Talk is brought to you by Badger Maps. Badger Maps helps field sales teams spend less time planning, driving, and doing sales admin, so they can spend more time selling. See How Badger Maps Works → Get More Sales Tips in Your Inbox Join 95,000+ subscribers getting actionable sales tips and insights from top sales experts with Badger Maps' newsletters. Subscribe to Badger Maps' Newsletters →

Donald C. Kelly shares how field sales reps can use AI to save time, prepare smarter, and sell more without losing the human side of sales.    Outside Sales Talk with Steve Benson Watch on YouTube | Listen on Spotify | Apple Podcasts   About This Episode AI is changing how salespeople research prospects, prepare for meetings, handle follow-up, and manage the work surrounding a sale. But where does AI actually help field sales reps, and where is the human side of selling still irreplaceable?   In this episode of Outside Sales Talk, Steve Benson sits down with sales expert and The Sales Evangelist host Donald C. Kelly to explore practical ways field sales reps can make AI part of their day. They discuss using AI for prospect research, meeting preparation, objection handling, and working on the go, while still keeping relationships and human interaction at the center of the sales process.   What You'll Learn Where field sales reps can start using AI How AI can make prospect research faster and more valuable Ways to prepare for meetings and objections with AI How to use AI when you're constantly on the go Where automation can hurt customer relationships Why the human side of field sales still matters   Listen to the Episode: Spotify | Apple Podcasts | Pandora   About Donald C. Kelly Donald C. Kelly is a seasoned sales professional, speaker, and trainer on a mission to help sellers at all levels improve their skills and achieve bigger results. He has been recognized by Salesforce as a Top Sales Influencer for three consecutive years and as a LinkedIn Top Voice in Sales.   Donald is also the host of The Sales Evangelist, one of the longest-running sales podcasts in the world, with nearly 2,000 episodes and listeners in more than 155 countries.   Connect with Donald: LinkedIn | The Sales Evangelist     Never Miss an Episode Get actionable advice from leading sales experts on Outside Sales Talk. Subscribe on YouTube | Spotify | Apple Podcasts Sell More. Drive Less. Outside Sales Talk is brought to you by Badger Maps. Badger Maps helps field sales teams spend less time planning, driving, and doing sales admin, so they can spend more time selling. See How Badger Maps Works → Get More Sales Tips in Your Inbox Join 95,000+ subscribers getting actionable sales tips and insights from top sales experts with Badger Maps’ newsletters. Subscribe to Badger Maps’ Newsletters  

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  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/

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 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/

Doug C. Brown is the CEO of CEO Sales Strategies and a leading expert in sales revenue and profit growth. He is also the creator of the Top 1% Academy, where he teaches individuals and companies how to think, act, and achieve sales success like the top 1% earners. Through his expertise, Doug empowers others to reach new heights in their sales career growth.   In this episode, Doug shares strategies and insights to reach the top of the sales industry.   Here are some of the topics covered in this episode:   How to join the top 1% of sales professionals Automating your sales processes for efficiency Leveraging a strategic plan for consistent success How to get more referrals to boost your sales pipeline Why strong relationships lead to long-term success   More From the Guest   E-book - The Nonstop 1% Earners  https://resources.ceosalesstrategies.com/op/signup-art-and-science/    Email Doug - [email protected]    LinkedIn - https://www.linkedin.com/in/dougbrown123/    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/