Sales Blog

Most salespeople lose deals long before they ever make their pitch - and they don't even know it. Bestselling sales author and CEO Ian Altman joined host Steve Benson on Outside Sales Talk not once but twice. Across both conversations, Ian dismantled the "always be closing" mentality, revealed why elite salespeople need to train like athletes, and laid out exactly what B2B buyers are silently evaluating before they ever say yes. Here are the biggest Ian Altman sales insights distilled from both interviews. Check out and listen to the full Outside Sales Talk episodes Targeting Leads That Actually Close…

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 Victor Antonio joined Steve Benson on the Outside Sales Talk podcast, he made one thing clear from the start: most salespeople have a sales process, but almost none of them have a presentation process. And that gap - between knowing how to sell and knowing how to present - is where deals are quietly won and lost. As the author of 13 books on sales, founder of the Sales Mastery Academy, and a former president of global sales and marketing for a $420 million company, Victor has spent his career studying exactly what separates presentations that advance deals…