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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 John Barrows joined Steve Benson on the Outside Sales Talk podcast, he delivered a full-funnel teardown of where most salespeople quietly lose deals - and what to do about it. As the founder of JBarrows Sales Training, a LinkedIn Top Sales Voice, and contributor to Forbes and Salesforce, John's core message is consistent: the fix is less about technique than it is about giving a damn. Here are the biggest John Barrows sales insights from the interview. Listen to the full episode - Proven Techniques for Crushing Every Stage of the Sales Process - on Apple Podcast, Spotify,…
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…
