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. Decision-makers calculate their time's worth in hundreds of dollars per hour and are naturally skeptical after past disappointments. When you ask for a "quick 15-minute call," they're mentally translating that to 30+ minutes and asking, "Is this worth $200+ of my time?" Without establishing credibility and differentiating yourself first, the answer is almost always no.

I share practical strategies for standing out from the crowd by flipping the traditional approach. Instead of asking for time upfront, start by depositing value—share insights, provide unexpected help, or demonstrate you've done your homework. Connect every meeting request to a specific, better outcome for the buyer. Ask questions that make them stop and think, disrupting their automatic filters. Most importantly, meet them on their terms, not yours.

The modern sales landscape demands a consultant mindset rather than product-pushing. Focus entirely on the buyer's future state and how your solution creates meaningful improvement from their current situation. This investment-first approach not only increases your chances of securing meetings but builds the trust foundation necessary for successful, long-term relationships.

Ready to transform your approach? DM me on LinkedIn or email mike@survivingoutsidesales.com for a free 30-minute consultation where we can discuss specific strategies tailored to your situation.

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

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 happen before you get to that point
• You need three types of guidance to excel: a teacher, a trainer, and a coach/mentor
• A teacher provides knowledge about the technical aspects of selling beyond just features and benefits
• Small details matter – like parking far from the business entrance to leave space for paying customers
• A trainer helps with skill development through repetition and implementation of what you've learned
• A coach/mentor guides you after implementation, helping you improve based on real experience
• Working with experienced professionals accelerates your success by helping you avoid common mistakes
• The sales world is increasingly competitive, making proper guidance more important than ever
• Speed and quick decision-making are essential in sales success

If you're interested in getting on a complimentary 30-minute strategy call, the link is in the show notes, or reach out to me on LinkedIn.

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

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 best habits can't overcome a poor product
• The "getting out" phase involves strategies for transitioning to new opportunities
• Every sales professional should pause to assess their current position and direction
• Summer is preparation time for true professionals—not time to relax
• I'm launching a free resource hub for the outside sales community in June
• I offer 30-minute introductory calls to anyone interested in improving their outside sales performance

Reach out to me on LinkedIn or email for a free consultation. Join the Surviving Outside Sales page to be first to access our new hub with free resources that were previously behind paywalls.

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

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 sales
• Becoming the go-to expert means understanding how to elevate your buyer's future state
• Decision-makers constantly ask colleagues for referrals, making word-of-mouth invaluable
• Most important business decisions happen when you're not in the room
• Being recognized as an industry expert attracts warm leads and opportunities
• Small adjustments to your approach, presentation or appearance can enhance credibility

If you want to know more about becoming a go-to expert in your field, please reach out to me at mike@survivingoutsidesales.com or DM me on LinkedIn for a free consultation.

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

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 mindset
• "Plateauing" isn't permanent—it's a signal that you need to change your approach
• Leverage your advocates to overcome obstacles by directly asking for their help
• Market environments constantly evolve, but many salespeople don't adapt accordingly
• Creating artificial challenges (like signing up for a difficult race) can help develop resilience
• Saying "yes" until you can't anymore expands your capabilities beyond current limits

If you'd like to discuss building a relentless growth mindset, reach out on LinkedIn for a free 30-minute consultation. Please share this podcast with fellow sales professionals and leave a review to help others discover these resources.

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

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 even when you're not actively promoting it
• Speaking one-to-many rather than one-to-one is essential for scaling your business in 2025
• The quest for perfection is never-ending but necessary for continued growth
• Maintaining focus on what you can control during economic uncertainties
• Checking your ego and continuously seeking improvement regardless of past success

If you want help improving your outside sales performance, reach out to Mike for a free 30-minute consultation by sending a DM on LinkedIn. Please share this episode with other sales professionals who might benefit from these insights.

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

Send us a text

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 pitfalls of maintaining the status quo, ensuring that your prospects are thoroughly persuaded by your vision.

This episode of the Surviving Outside Sales Podcast is your guide to not just surviving but thriving in the competitive world of outside sales. We delve into the essence of salesmanship as a catalyst for change, emphasizing how your ability to present impactful scenarios can drive successful outcomes. Whether you're cold calling or handling inbound leads, the focus is on demonstrating the potential transformation you can provide. Tune in for actionable insights that extend beyond sales to personal relationships, equipping you with the skills to enhance the lives of those around you while showcasing why your role as a change agent is essential.

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
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com