Sales Productivity

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.…

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.…

Let's be honest: field sales is tough. Your reps are constantly on the move, bouncing between appointments, trying to figure out which accounts to hit next, and somehow keeping their CRM updated after a long day on the road. Meanwhile, you're trying to get visibility into what's actually happening out there: who's where, what deals are moving, and whether territories are actually working. Sound familiar? Here's the thing: most field sales headaches come down to one simple problem - your CRM data isn't mapped. When your customer data just sits in tables and dashboards, you're missing the whole picture. Reps…

AI SUMMARY • Summarize this article and recommended tools: ChatGPT ▶ Claude ▶ Grok ▶ Stop me if you've heard this one before… your best rep's pitch meeting went over, so now they’re late to their next meeting and stuck in traffic, watching a $50,000 deal slip away. Why? They planned their route the way they navigate to brunch - by casually using their phone’s default routing app. Here's the uncomfortable truth: most field sales teams bleed money via bad routing. How? They treat optimized routes with multiple stops like an inconsequential option, not a competitive advantage. Sales route…