More often than not, a well-told story in a sales pitch can make the difference between a closed lost vs a closed won. How? Storytelling drives decisions. If you’ve ever wondered why some sales pitches land flat while others land perfectly and stick in a buyer’s mind, storytelling might be the missing piece - especially in competitive field sales where logic alone rarely closes deals. Paul Smith, a former Procter & Gamble executive turned bestselling author of Sell With A Story, Lead With A Story, and The 10 Great Stories Leaders Tell, is truly one of the world’s leading…
If you’re a field salesperson, especially in the pharma or medtech industry, wondering how to build a thriving, long-term career - especially in an industry where access, margins, and competition are constantly shifting - you’ll want every insight from this conversation. In one of the best episodes of Outside Sales Talk, host Steve Benson sat down with medical sales veteran Mike Hayes - 30+ year field sales expert, podcast host of Get Hired in Medical Sales, and career coach who's worked with industry titans like Johnson & Johnson, Glaxo, Novartis, and Merck - and extracted pure Mike Hayes sales…
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…
As a sales professional, if the expert behind the acclaimed TED Talk on the importance of body language also had plenty to share on the subject of nonverbal communication in sales, you’d want to absorb and apply everything he had to say, right? That’s how we felt too, as Steve Benson sat down with Mark Bowden for an eye-opening discussion on how to level up your sales process by simply understanding and harnessing body language better. Voted the world's top body language professional, Mark Bowden shared game-changing tactics drawn from his work with Fortune 500 CEOs and G7 leaders…
More often than not, a well-told story in a sales pitch can make the difference between a closed lost vs a closed won. How? Storytelling drives decisions. If you’ve ever wondered why some sales pitches land flat while others land perfectly and stick in a buyer’s mind, storytelling might be the missing piece - especially in competitive field sales where logic alone rarely closes deals. Paul Smith, a former Procter & Gamble executive turned bestselling author of Sell With A Story, Lead With A Story, and The 10 Great Stories Leaders Tell, is truly one of the world’s leading…
If you’re a field salesperson, especially in the pharma or medtech industry, wondering how to build a thriving, long-term career - especially in an industry where access, margins, and competition are constantly shifting - you’ll want every insight from this conversation. In one of the best episodes of Outside Sales Talk, host Steve Benson sat down with medical sales veteran Mike Hayes - 30+ year field sales expert, podcast host of Get Hired in Medical Sales, and career coach who's worked with industry titans like Johnson & Johnson, Glaxo, Novartis, and Merck - and extracted pure Mike Hayes sales…
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…
As a sales professional, if the expert behind the acclaimed TED Talk on the importance of body language also had plenty to share on the subject of nonverbal communication in sales, you’d want to absorb and apply everything he had to say, right? That’s how we felt too, as Steve Benson sat down with Mark Bowden for an eye-opening discussion on how to level up your sales process by simply understanding and harnessing body language better. Voted the world's top body language professional, Mark Bowden shared game-changing tactics drawn from his work with Fortune 500 CEOs and G7 leaders…
