Sales Blog

When Victor Antonio joined Steve Benson on the Outside Sales Talk podcast, he made one thing clear from the start: most salespeople have a sales process, but almost none of them have a presentation process. And that gap - between knowing how to sell and knowing how to present - is where deals are quietly won and lost. As the author of 13 books on sales, founder of the Sales Mastery Academy, and a former president of global sales and marketing for a $420 million company, Victor has spent his career studying exactly what separates presentations that advance deals…

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…