Relationship Management

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.…

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…