Communication

When Chris J "Mohawk" Reed joined Steve Benson on the Outside Sales Talk podcast, he brought a perspective most LinkedIn advice misses entirely: the platform isn't just a networking tool - it's a data-driven prospecting engine that most salespeople are barely using. As the most recommended LinkedIn marketing entrepreneur on the platform, a four-time international bestselling author, and founder of Black Marketing, Chris built his entire business through LinkedIn after moving to Singapore without knowing a single person. His tactics are specific, tool-level, and immediately actionable. Here are the biggest Chris J Reed sales insights from the interview, distilled…

Consultative selling used to be the gold standard... now it's just the entry fee. Mike Schultz - president of Rain Group, director of the Rain Group Center for Sales Research, and Wall Street Journal bestselling co-author of Insight Selling and Rainmaker Conversations - joined host Steve Benson on Outside Sales Talk to make a case that changes how you think about every sales conversation. Based on a study of 731 real B2B purchases comparing what winners did differently from second-place finishers, Mike's research reveals that understanding needs and crafting solutions is no longer enough to win - it's only…

When Andy Paul joined Steve Benson on the Outside Sales Talk podcast to discuss his book Sell Without Selling Out, the conversation cut straight to one of the most persistent problems in sales: the gap between how salespeople are trained to act and how buyers actually want to be treated. Andy has spent four decades in sales, hosted over 1,100 podcast episodes, and written three books - and his core argument is simple. The sellers who win long-term are the ones who stop performing and start connecting. Here are the biggest Andy Paul sales insights from the interview. Listen…

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…