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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.…
In another value-packed episode of Outside Sales Talk, host Steve Benson sat down with Janice B Gordon - the customer growth expert, author of Business Evolution, co-author of Heels to Deals, and host of the popular Scale Your Sales podcast - and got a masterclass in why the fastest path to sales growth isn't more cold outreach. It's deeper relationships with the customers you already have. Having built an entire framework around retention-first selling, Janice B Gordon challenges the “spray-and-pray mentality” head-on and hands listeners a complete playbook for building the kind of trust, loyalty, and referral engine that…
What happens when globally renowned keynote speaker and efficiency expert Juliet Funt sits down with Outside Sales Talk host Steve Benson to talk virtual selling? You get a masterclass in the stuff most sales trainers never think to cover - the production, the presence, the psychology, and the practical tricks that separate "good enough" from genuinely great on camera. Juliet Funt didn't just share theory; she gave Steve - and by extension, every outside salesperson tuning in - a concrete, actionable playbook for showing up better in every virtual room they enter, and we've distilled the best of it…
If you've ever felt like cold calling is a necessary evil of sales life, Joanne Black is here to tell you otherwise - emphatically. As America's leading authority on referral selling, Joanne Black sat down with Outside Sales Talk host Steve Benson to share the system she's spent over 30 years perfecting: one that replaces cold outreach with warm introductions, transforms existing relationships into a pipeline engine, and makes the dreaded cold call a thing of the past. The conversation was packed with actionable wisdom, and we've distilled the best of it right here so you can start putting…
