Lead Generation

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…

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…

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…