When Gui Costin sat down with Steve Benson on the Outside Sales Talk podcast, he delivered a masterclass in what it actually takes to build a high-performing, multigenerational sales organization - and keep it running. As the founder and CEO of Dakota, a firm that has helped clients raise over $40 billion in the investment services industry, Gui brings the kind of hard-won leadership wisdom that only comes from decades of building, breaking, and rebuilding sales culture from the ground up. What makes Gui Costin sales insights so compelling is that they cut against the grain of conventional sales…
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…
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…
In another stellar sales interview with another stellar sales guru, host Steve Benson sat down with globally recognized sales differentiation expert Lee Salz - author of the acclaimed The First Meeting Differentiator - and got absolute Lee Salz sales gold on why traditional discovery calls are dead… and what elite sellers do instead. Salz, a self-described “sales contrarian” ranked #6 on Global Gurus’ Top Sales Thought Leaders list, obliterates decades of old-school thinking and hands listeners a complete playbook to transform first meetings from selfish interrogations into high-value consultations that prospects actually thank you for. Here are the six…
In yet another powerhouse interview, CEO Steve Benson hosts sales leadership veteran Alice Kemper, who reveals her "secret three actions" for sales managers aiming to hit quotas without the burnout. Drawing from 36 years of trailblazing - from teaching to managing dozens of reps at American Greetings - Kemper shares battle-tested tactics on coaching, analytics, and motivation. In this article, we've taken Kemper’s interview and boiled down her wisdom into five actionable insights, blending the core trio with ride-along extras and sales psychology gems, so you can implement them tomorrow. Afterwards, if you’d like to listen to the full…
When Gui Costin sat down with Steve Benson on the Outside Sales Talk podcast, he delivered a masterclass in what it actually takes to build a high-performing, multigenerational sales organization - and keep it running. As the founder and CEO of Dakota, a firm that has helped clients raise over $40 billion in the investment services industry, Gui brings the kind of hard-won leadership wisdom that only comes from decades of building, breaking, and rebuilding sales culture from the ground up. What makes Gui Costin sales insights so compelling is that they cut against the grain of conventional sales…
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…
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…
In another stellar sales interview with another stellar sales guru, host Steve Benson sat down with globally recognized sales differentiation expert Lee Salz - author of the acclaimed The First Meeting Differentiator - and got absolute Lee Salz sales gold on why traditional discovery calls are dead… and what elite sellers do instead. Salz, a self-described “sales contrarian” ranked #6 on Global Gurus’ Top Sales Thought Leaders list, obliterates decades of old-school thinking and hands listeners a complete playbook to transform first meetings from selfish interrogations into high-value consultations that prospects actually thank you for. Here are the six…
In yet another powerhouse interview, CEO Steve Benson hosts sales leadership veteran Alice Kemper, who reveals her "secret three actions" for sales managers aiming to hit quotas without the burnout. Drawing from 36 years of trailblazing - from teaching to managing dozens of reps at American Greetings - Kemper shares battle-tested tactics on coaching, analytics, and motivation. In this article, we've taken Kemper’s interview and boiled down her wisdom into five actionable insights, blending the core trio with ride-along extras and sales psychology gems, so you can implement them tomorrow. Afterwards, if you’d like to listen to the full…
