Sales Blog

When Mark Hunter - known in the sales world as the Sales Hunter - sat down with Steve Benson on the Outside Sales Talk podcast, he delivered a no-excuses masterclass on the one activity most salespeople consistently under-invest in: prospecting. As a 30-year sales veteran, author of High Profit Prospecting and High Profit Selling, and one of the top 50 most influential sales and marketing leaders in the world, Mark has a simple thesis: empty pipelines aren't a market problem or a product problem. They're a prospecting problem. What makes Mark Hunter sales insights so valuable is their directness.…

Most sales teams are built the wrong way - and the structure itself is what's killing their results. Aaron Ross - bestselling author of Predictable Revenue and From Impossible to Inevitable, international keynote speaker, and the architect of the outbound sales system that added over $100 million to Salesforce's revenue - joined host Steve Benson on Outside Sales Talk to make a case that challenges everything most sales organizations take for granted. The problem isn't that your reps can't close. It's that you're asking them to do too many things at once and calling it a sales team. Here…

When Brent Adamson and Karl Schmidt sat down with Steve Benson on the Outside Sales Talk podcast, they delivered a perspective on B2B selling that most sales professionals have never heard articulated before - and one that may fundamentally change how you think about why deals are won and lost. As co-authors of The Frame Making Sale and former leaders at CEB and Gartner, Brent and Karl have spent decades researching what actually drives complex B2B purchases, and the answer isn't what most sellers expect. What makes Brent Adamson and Karl Schmidt sales insights so compelling is that they're…

When Anthony Iannarino joined Steve Benson on the Outside Sales Talk podcast, the conversation went straight to a problem most sales organizations won't admit they have: they've stopped preparing to compete. Anthony is a bestselling author, international speaker, and the founder of The Sales Blog - one of the most widely read sales resources in the world. His book Eat Their Lunch is built entirely around competitive displacement, and his argument is simple: sales is a zero-sum game, and the reps who pretend otherwise are the ones losing. Here are the biggest Anthony Iannarino sales insights from the interview.…