Surviving Outside Sales

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Surviving Outside Sales

Mike O'Kelly

379 episodes

19 hours ago

Send us a text We break down why holding a signed deal for the next quarter backfires and how to build habits that weather quota changes. Then we share our pivot to a simpler community platform, a long-term coaching model, and a clarity-first framework that helps buyers decide. • striking while the iron is hot on late‑Q4 deals • the cost of waiting illustrated by pandemic losses • systems, processes, and habits over quota anxiety • information overload and buyer paralysis in 2025–2026 • simp...

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Entrepreneurship

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Send us a text We break down why holding a signed deal for the next quarter backfires and how to build habits that weather quota changes. Then we share our pivot to a simpler community platform, a long-term coaching model, and a clarity-first framework that helps buyers decide. • striking while the iron is hot on late‑Q4 deals • the cost of waiting illustrated by pandemic losses • systems, processes, and habits over quota anxiety • information overload and buyer paralysis in 2025–2026 • simp...

Show more...

Entrepreneurship

Episodes (20/379)

Surviving Outside Sales

From Info Overload to Clarity: How Outside Sales Reps Win In 2026 | SOS Ep. 379

Send us a text We break down why holding a signed deal for the next quarter backfires and how to build habits that weather quota changes. Then we share our pivot to a simpler community platform, a long-term coaching model, and a clarity-first framework that helps buyers decide. • striking while the iron is hot on late‑Q4 deals • the cost of waiting illustrated by pandemic losses • systems, processes, and habits over quota anxiety • information overload and buyer paralysis in 2025–2026 • simp...

19 hours ago

30 minutes

Surviving Outside Sales

Sales Rep vs. Sales Pro | SOS Ep. 378

Send us a text We draw a hard line between a sales rep and a sales professional, and show how to run your territory like a business. Through real stories and simple systems, we map the habits that shrink dry spells, grow revenue, and put you in control of your career. • defining the rep vs professional mindset • treating your territory as a business • action bias over excuses and waiting • planning days, weeks, and months in advance • choosing focused weekend or evening work intentionally • ...

2 months ago

13 minutes

Surviving Outside Sales

Closing Q4: Budgets, Urgency, and ROI Pull-Through | SOS Ep. 377

Send us a text We break down a Q4 game plan that turns limited selling days and budget dynamics into a focused path to close. We show how to qualify for budget, reduce perceived risk, and become memorable so champions can sell your solution internally. • Q4 as execution: pull-through over prospecting • budget mechanics, Section 179, and spend-it-or-lose-it reality • reducing risk with ROI, timelines, and training plans • identifying decision makers and mapping approval chains • compressing c...

2 months ago

26 minutes

Surviving Outside Sales

3 Keys to Greatness in Sales | SOS Ep. 376

Send us a text Mike O'Kelly breaks down the three key elements that separate great sales professionals from the rest: taking massive action, continuously learning new skills, and building repeatable processes. • Taking massive action means going beyond basic activity to create productivity • Most sales happen between the 5th and 12th touch point, but many salespeople give up too soon • Prospects receive dozens of pitches daily, making persistence and quality outreach essential • Shift from d...

3 months ago

27 minutes

Surviving Outside Sales

The Three Keys That Unlock Every Door in Sales | SOS EP. 375

Send us a text The know, like, and trust framework is the essential foundation for both landing a sales job and closing deals with prospects. Mike O'Kelly breaks down the specific mechanics behind each component and provides actionable strategies for implementing them effectively. • Your resume is a passive introduction that forms the first impression when you're not present • Hiring managers filter candidates based on whether they know, like, and then trust them • Follow-up demonstrates tru...

3 months ago

14 minutes

Surviving Outside Sales

Focus on closing the deal, not squeezing every dollar | SOS Ep. 374

Send us a text Mike shares valuable sales lessons from three car-buying experiences where salespeople refused to negotiate, costing them sales when he took his business elsewhere. • Being unwilling to negotiate with a ready buyer is a major sales mistake • Three different car dealerships lost Mike's business by refusing reasonable offers • Each dealership called back when it was too late, after he'd bought elsewhere • Focus on closing the deal rather than squeezing every dollar from each tra...

4 months ago

28 minutes

Surviving Outside Sales

Mastering Buyer Psychology: Do's and Don'ts for Securing Meetings | SOS Ep. 373

Send us a text Ever wonder why your meeting requests keep getting ignored? In this eye-opening episode, I pull back the curtain on what really happens when you pitch a potential buyer and why most approaches fail miserably. Drawing on my experience of receiving 10-12 pitches daily, I break down the psychology behind why the same boring templates and self-centered approaches get immediately dismissed. The truth is startling but simple: nobody cares that you're trying to hit your quota. Decisi...

5 months ago

26 minutes

Surviving Outside Sales

Building Your Brand From Vision to Launch - LIVE Coaching | SOS Ep. 372

Send us a text Support the show To connect with the show: Subscribe, Download & Share! Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!! Connect with Mike: Website: Mike O'Kelly Mike@survivingoutsidesales.com LinkedIn: Mike O'Kelly | LinkedIn Click to join: Surviving Outside Sales Page on LinkedIn ______________________________________________________________________ If you are in outside sales and have had any of the following: - New to Outside Sales - N...

5 months ago

24 minutes

Surviving Outside Sales

3 Keys to Sales Growth: The Sales Success Triangle | SOS Ep. 371

Send us a text Success in outside sales requires more than just closing techniques – it demands a strategic approach that includes finding the right mentors and developing comprehensive skills beyond the traditional sales pitch. • Summer is not the time to stop selling – use this time to make hay while working on your craft and skills • Most sales advice focuses only on tactics and mindset but neglects the foundational elements • Closing is important but there are many crucial steps that hap...

5 months ago

21 minutes

Surviving Outside Sales

Reloading Surviving Outside Sales | SOS Ep. 370

Send us a text We're rebooting the Surviving Outside Sales podcast to focus on the three critical phases every sales professional goes through: getting in, dominating, and getting out. I'm excited to share new resources, a new community platform, and insights to help you prepare for Q3 and Q4 success. • The "getting in" phase applies not just to industry newcomers but to anyone seeking a new role or promotion • Understanding product-market fit is crucial for the "dominate" phase—even the bes...

7 months ago

12 minutes

Surviving Outside Sales

Becoming the Go-To Expert in Your Industry | SOS Ep. 369

Send us a text The outside sales world offers abundant opportunities to reinvent your approach and grow your business, but success requires building a strong foundation that can withstand market changes and client turnover. • Without the right foundation, your territory becomes vulnerable like a house of cards • There's no such thing as status quo in sales – you're either growing or shrinking • Recurring revenue models allow you to stack clients and grow more quickly than one-time sale...

8 months ago

12 minutes

Surviving Outside Sales

Building a Relentless Foundation: How to Scale Your Sales Business Without Fear | SOS Ep. 368

Send us a text Building a relentless growth mindset is the foundation for scaling your sales business without fear, allowing you to overcome plateaus and consistently push forward. We explore how adopting a "yes mentality" can transform your territory and help you navigate market changes even when facing significant obstacles. • Q2 brings increased seasonal disruptions to sales calendars as summer approaches • The difference between success and stagnation is maintaining a relentless growth m...

8 months ago

15 minutes

Surviving Outside Sales

Your Habits, Processes, and Systems Are the Things You Can Control to Scale | SOS Ep. 367

Send us a text Mike O'Kelly shares insights on business self-examination and the foundations of sales success. He explores the importance of regularly evaluating your sales approach and focusing on the essential elements that drive sustainable results in outside sales. • "Dumping out your bucket" every six months to examine your business through a fresh lens • The critical importance of building strong habits, processes, and systems as your foundation • How content continues working for you ...

8 months ago

17 minutes

Surviving Outside Sales

Becoming an Agent of Change: Transforming Sales Strategies I SOS Ep. 366

Unlock the secrets to becoming an "agent of change" in sales and setting the stage for a powerful start to 2025. Transform your approach by learning how to influence client behavior and lead them to new habits or systems through your product or service. Host Mike O'Kelly divulges how mastering the art of capturing attention and creating compelling interactions can give you an edge over the competition. Explore the P3 method to vividly illustrate the future benefits of your solution and the pi...

1 year ago

10 minutes

Surviving Outside Sales

Mastering the P3 Method: Elevate Your Q4 Sales Game and Unlock Hidden Opportunities I SOS Ep. 365

Unlock the secrets to dominating the final quarter of your sales year with the P3 method—your ultimate guide to maximizing past, present, and potential opportunities. Discover how mental toughness, strategic planning, and cutting-edge technology can elevate your sales game, helping you exceed your targets and uncover hidden opportunities within your existing client base. By setting ambitious personal goals, you’ll not only smash company quotas but also pave the way for a rewarding and success...

1 year ago

12 minutes

Surviving Outside Sales

Mastering Your Q4 Sales Journey with Confidence and Strategy I SOS Ep. 364

Unlock the secrets to transforming your sales career by shifting your mindset. Discover how the power of a growth mindset can revolutionize not just your professional life, but also bring personal happiness and accomplishment. We promise that by tuning in, you'll learn how to conquer challenges with confidence and adaptability, leaving behind the shackles of doubt and inaction. Drawing from my own journey and the stories of countless sales professionals, we delve into the art of setting up su...

1 year ago

19 minutes

Surviving Outside Sales

Rediscovering Sales Fundamentals: Navigating Q4 Challenges and Opportunities with Mike O'Kelly | SOS Ep. 363

What if the key to thriving in the fast-paced world of Q4 sales is hidden in the fundamentals we've all been overlooking? Join me, Mike O'Kelly, as we explore how the chaos of personal commitments and professional demands can actually be the perfect catalyst for reassessing your sales strategies. Discover why understanding your client's buying processes can mean the difference between a missed opportunity and a closed deal, and learn the significance of service, teamwork, and concise messagin...

1 year ago

19 minutes

Surviving Outside Sales

Sales Excellence Through Attitude and Action I SOS Ep. 362

Discover the secrets to thriving in outside sales as Mike O'Kelly returns to share his transformative journey from building a retail wellness business. Have you ever wondered how small actions like timely call notes could impact your career progression? Learn from Mike's personal stories and experiences, emphasizing the crucial balance between performance and trust. He reveals the blueprint for finishing the year on a high note and setting a solid foundation for future success, highlighting t...

1 year ago

18 minutes

Surviving Outside Sales

Sailing into Success Crafting Dynamic Sales Plans for a Prosperous 2024 | SOS Ep. 361

Have you ever stood at the precipice of change, heart pounding with the exhilaration of a new venture? That's where my journey took me as I embarked on the daunting task of launching a health and wellness franchise. It was a test of resilience and a lesson in the importance of health as we sail through the years. In this rollercoaster update, I lay bare the hurdles of early business challenges, from market shifts to real estate woes, and the profound shift from passive investment to ac...

1 year ago

31 minutes

Surviving Outside Sales

Mastering Q4 Sales and Embracing Professional Transitions | SOS Ep. 360

Strap in as I, Mike O'Kelly, take you on an exhilarating ride through my journey of surviving outside sales and mastering the Q4 sales period. Picture Q4 as the Super Bowl of sales - the stakes are high and the tension thicker. Drawing from my experience of setting up a brick and mortar business, I know the sweat and toil that's involved. But the real question is - are you equipped to seize the opportunity when your customers are ready to spend this Q4? Let's dive into the strategies that can...

2 years ago

15 minutes