Roger Martin is the Co-Founder and CEO of RockBox Fitness and beam® Light Sauna, as well as an accomplished entrepreneur with a 30-year career in sales and marketing. Roger also shares insights on wellness and health through his ThriveMore platform and podcast. Roger's latest book, "An Insider's Guide to Business," is a practical roadmap filled with real-world examples and relatable stories and is available on Amazon now. With a wealth of experience in sales, marketing, and C-level leadership, Roger brings a unique perspective to the table.

In this episode, we explore the nuances of active listening and effective communication.

Here are some of the topics covered in this episode:

• The art of active listening and uncovering true customer needs
• Techniques for enhancing communication through silence, pauses, and tonality
• The role of body language in building rapport with prospects
• Strategies for maintaining focus during sales conversations
• Exploring the concept of "say less and sell more"
• Leveraging active listening to convert prospects and drive successful outcomes

More From the Guest

Roger's Book: An Insider's Guide To Business: Secrets From An Entrepreneur's Playbook

https://www.amazon.com/INSIDERS-GUIDE-BUSINESS-ENTREPRENEURS-PLAYBOOK/dp/B0CR7P8Z6R

Linkedin: https://www.linkedin.com/in/realrogermartin

Social: @realrogermartin

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Mark Raffan is an author, the Founder & CEO of Negotiations Ninja, and the host of the Negotiations Ninja Podcast. Mark brings a wealth of experience to the table and is recognized as a global expert in negotiation, persuasion, and conflict resolution. As the dynamic force behind a globally acclaimed consulting and training agency, he empowers leaders, tech companies, and procurement teams worldwide. He has five published books, including the acclaimed "9 Secrets to Win Deals and Influence Stakeholders”, which is available on Amazon now. Discover how you can transform your sales approach and drive greater business success.

In this episode, Mark delves into the art and science of negotiation.

Here are some of the topics covered in this episode:

• The importance of adopting diverse negotiation methodologies
• The pitfalls of the "win-win" mentality in negotiations
• Strategies for salespeople to avoid giving away too much in negotiations
• Knowing the "walk away line" and its value in negotiations
• The impact of timing on negotiations

More From the Guest

Subscribe to the Negotiations Ninja’s Podcast - https://podcasts.apple.com/us/podcast/negotiations-ninja-podcast/id1300435924

Mark’s Website - https://negotiations.ninja/

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Badger Maps - The #1 Route Planner for Field Sales

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If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Juliet Funt is a globally renowned keynote speaker and founder of the efficiency training firm, Juliet Funt Group. She has brought her powerful concepts to renowned companies such as Spotify, National Geographic, Nike, Sephora, and ESPN. Juliet is also the author of the bestselling book A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work which was nominated for the Next Big Idea Club.

In this episode, Juliet and Steve discuss how to give the best virtual presentations.

Here are some of the topics covered in this episode:

• How salespeople can make an instant impression in the virtual world
• Why choosing the right words can make your sales presentation more effective
• How learning specific vocal techniques can allow salespeople to engage, impress, and sound more interesting
• The biggest mistakes salespeople make when presenting virtually

More From the Guest

Juliet’s Website: https://www.julietfunt.com/vps/

Listen to more episodes of the Outside Sales Talk here!

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Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Jon Levy is a behavioral scientist and New York Times Bestselling author. His expertise lies in understanding the intricacies of trust, belonging, and influence, and his work has left a lasting impact on Fortune 500 brands like Microsoft, Google, AB-InBev, and Samsung.

Jon is renowned for his creation of The Influencers Dinner, a clandestine dining experience that brings together luminaries from various fields, fostering deep connections and meaningful interactions. His latest book, "You're Invited: The Art and Science of Connection, Trust, and Belonging," delves into the essence of human connection and belonging, offering invaluable insights for anyone seeking to forge genuine relationships.

In this episode, we dive into the world of trust, human connection, and influence.

Here are some of the topics covered in this episode:

• The concept of inattentional blindness and its implications for salespeople
• The significance of trust in sales, emphasizing honesty, competence, and benevolence
• The power of community and belonging in fostering customer loyalty and support
• Leveraging the Ikea effect to deepen customer engagement
• The importance of designing a sales journey with the end result in mind

More From the Guest

Linkedin: https://www.linkedin.com/in/jonlevytlb/

Website: https://www.jonlevy.com/

Instagram & Twitter - @jonlevytlb

Jon's Book: https://www.amazon.com/Youre-Invited-Science-Cultivating-Influence/dp/0063030977

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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John Barrows is a sales trainer and the founder of JBarrows Sales Training, which provides sales training and consulting services to companies and individuals worldwide.

He has been named one of LinkedIn's Top Sales Voices and is a contributor to Forbes, Inc., and Salesforce. John is also the host of the "Make It Happen Mondays" podcast, where he shares insights and advice on sales and business development.

In this episode, John and Steve discuss techniques to crush every stage of the sales process.

Here are some of the topics covered in this episode:

• Resetting your ideal customer profile in market shifts
• How to make the most out of cold calls and the information you receive
• How to go beyond personalization and show customers what’s relevant to them
• Being proactive against objections and how to handle them
• Getting your customers to the decision making stage

More From the Guest

Website: https://www.jbarrows.com/

Social: @Johnmbarrows - Get quick selling tips on his Instagram

Linkedin: https://www.linkedin.com/in/johnbarrows/

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

Ryan Staley is the Founder and CEO of Whale Boss, a cutting edge consultancy designed around providing fast results. Ryan helps B2B Sales Leaders & Sales Professionals capitalize on the AI revolution to earn more and work less. Ryan is also the host of The Scale Up Show podcast and he’s one of the top voices in AI.

In this episode, Ryan shares how sales teams can grow faster and bring in more revenue with AI.

Here are some of the topics covered in this episode:

• The tangible benefits of AI tools
• How to save time with AI
• Using AI for common and simple sales tasks
• AI tools to get started with
• How to add AI tools into your daily habits

More From the Guest

Ryan’s Websites:

https://www.aiforrevenue.com/sale-ai-accelerator-home

https://ryanstaley.io/

The Scale Up Show Podcast: https://ryanstaley.io/podcast/

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Michael is the CEO and Co-Founder of Callypso, a company that helps account managers generate more revenue through up-selling and cross-selling. Before Callypso, Michael worked for over two years as the Director of Revenue Performance at Chili Piper.

In this episode, Michael and Steve will be discussing the topic of Sales Expansion.

Here are some of the topics covered in this episode:

• How to figure out your ideal customer and qualify prospects
• Performing a win/loss analysis to understand the reasons why you win or lose deals
• Why it is important to continuously provide value to your customers
• How to split your workforce into account management and customer success teams

More From the Guest

Linkedin: https://www.linkedin.com/in/michaeltuso/

Website: https://www.callypso.co/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Tyler Carlson is the Co-Founder of Resquared, a platform that streamlines the prospecting process through powerful automation. He has a long history in tech startups and most recently led a pro-tech startup to over 7 figures in SaaS revenue. Tyler’s focus is the entire customer journey, from getting in the door, closing the deal, and setting customers up for success.

In this episode, Tyler and Steve will be discussing the topic of AI-powered email campaigns.

Here are some of the topics covered in this episode:

• How salespeople can use AI to be more efficient with their time
• Using AI to help make each of your emails unique and avoid email blasting
• Why you should use AI email tools to help nurture your relationship with prospects until they’re ready to buy
• What AI tools you can use to personalize your approach and further stand out with prospects

More From the Guest

Website: https://www.re2.ai/

Linkedin: https://www.linkedin.com/in/tylerwcarlson/

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/