Surviving Outside Sales
Surviving Outside Sales is a podcast for outside sales pros that want to learn how to navigate the chaotic world of outside sales. Join host Mike O'Kelly as he shares his sales philosophies, biggest deals closed and some that got away during an award-winning, 20-year career, plus interviews with other sales experts from inside and outside sales, business owners who built something for themselves, as well as many other entrepreneurs. From building business process & systems that scale to landing the perfect sales job and hearing stories from entrepreneurs who have blazed a trail others can follow, it's all here!
3 Keys to Greatness in Sales | SOS Ep. 376
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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 demanding prospect time to providing valuable insights that move them from unaware to aware
• Successful sales professionals position themselves...
The Three Keys That Unlock Every Door in Sales | SOS EP. 375
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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 trustworthiness and consistency in both job hunting and sales
• Buyers care more about what happens when things go wrong th...
Focus on closing the deal, not squeezing every dollar | SOS Ep. 374
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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 transaction
• Getting a deal done and moving to the next prospect is more important than maximizing...
Mastering Buyer Psychology: Do's and Don'ts for Securing Meetings | SOS Ep. 373
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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...
Building Your Brand From Vision to Launch - LIVE Coaching | SOS Ep. 372
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Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
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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...
Close more by understanding this simple process | SOS Ep. 372
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The Surviving Outside Sales Podcast, hosted by Mike O'Kelly and presented by Sales Builder Academy, focuses on helping sales professionals navigate the unique challenges of outside sales. We explore strategies and mindsets needed to not just survive but thrive throughout all phases of an outside sales career.
• Comprehensive guidance for sales professionals at all career stages
• Focus on both surviving immediate challenges and thriving long-term
• Practical strategies specifically tailored to outside sales environments
• Support for developing resilience and consistency in the field
• Insights for turning daily sales activities...
3 Keys to Sales Growth: The Sales Success Triangle | SOS Ep. 371
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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...
Reloading Surviving Outside Sales | SOS Ep. 370
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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 tran...
Becoming the Go-To Expert in Your Industry | SOS Ep. 369
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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 colleague...
Building a Relentless Foundation: How to Scale Your Sales Business Without Fear | SOS Ep. 368
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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 directl...
Your Habits, Processes, and Systems Are the Things You Can Control to Scale | SOS Ep. 367
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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<...
Becoming an Agent of Change: Transforming Sales Strategies I SOS Ep. 366
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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...
Mastering the P3 Method: Elevate Your Q4 Sales Game and Unlock Hidden Opportunities I SOS Ep. 365
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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 successful career in outside sales. This episode is your ticket to mastering the art of proactive selling and tran...
Mastering Your Q4 Sales Journey with Confidence and Strategy I SOS Ep. 364
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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 successful habits, processes, and systems to smash through passivity and the blame game. This episode...
Rediscovering Sales Fundamentals: Navigating Q4 Challenges and Opportunities with Mike O'Kelly | SOS Ep. 363
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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 messaging. We’ll unravel the mystery of being in the right place at the right time an...
Sales Excellence Through Attitude and Action I SOS Ep. 362
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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 the significance of hiring not just for talent, but for the right attitude and aptitude.
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Sailing into Success Crafting Dynamic Sales Plans for a Prosperous 2024 | SOS Ep. 361
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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 active involvement. My gratitude runs d...
Mastering Q4 Sales and Embracing Professional Transitions | SOS Ep. 360
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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 help you...
Embracing Change: Keys to going ALL IN & the future of Surviving Outside Sales | SOS Ep.
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Ever felt like you've bitten off more than you can chew?
Well, brace yourselves as I take you through my taxing adventure of investing in franchises, opening a new store, and enduring the challenging journey of outside sales. From the complexities of real estate to the arduous legal aspects of the franchise process, it's a wild ride that has taught me invaluable lessons.
Peek through the keyhole as I wrestle with lease negotiations, taps into the role of an architect firm, and grapple with the SBA process. This tumultuous jo...
Navigating Personal Challenges: A Journey of Resilience and Lessons from a Sales Legacy | SOS Ep. 358
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Sometimes, life throws us curveballs that make us question everything. This episode of Surviving Outside Sales is a testament to that. I, your host, Mike O'Kelly, find myself wrestling with the imminent loss of my father, a veteran pharmaceutical sales rep who has been my greatest inspiration. As I navigate the emotional whirlwind, I hit the mic to discuss how personal challenges shape our professional lives.
While the episode is deeply personal, it is also a reminder of the importance of seizing opportunities when they come knocking. As I share anecdotes...
Exploiting Opportunities and Multiple Income Streams: A Key to Financial Stability with Mike O'Kelly | SOS Ep. 357
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Imagine sustaining yourself comfortably on something less than a 250K annual income - does that sound like an impossible dream? Well, it isn't! I, Mike O'Kelly, am here to share my journey of how multiple income streams, from coaching programs to consulting, have allowed me to thrive in the outside sales landscape. I'll reveal how crucial it is to ensure that all your products and services have crossover potential, offering a more in-depth look into financial sustainability.
But that's not all folks, seizing opportunities is the key to future success. Get...
Revitalizing Stagnant Sales: Prospecting Strategies and Celebrating Achievements | SOS Ep. 356
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Are your sales stagnating, or worse, flatlining? What if you could revive your sales by attracting at least 10% new customers every month? Brace yourself for an enthralling episode of Surviving Outside Sales where we reveal game-changing strategies for prospecting and market canvassing. We're spilling the beans on how to be an exemplary prospector, reducing stress about individual deals, and keeping your growth on an upward trajectory.
But that's not all. This episode offers practical advice on how to make your presence felt in your market rather than just broadcasting your message. L...
Breaking the Routine: A Guide to Transitioning towards Passionate Careers and Thriving in Outside Sales with Mike O'Kelly | SOS Ep.
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Ever felt like your job has turned into a mundane routine with no spark? Well, it's time to break free from the shackles of dissatisfaction and strike out in search of new professional horizons. Mike O'Kelly is your torchbearer on this quest, emphasizing that life is too short to be stuck in a passionless job. Our conversation today explores the signs that it's time for change, and the importance of seeking roles that excite and challenge you.
In the latter half, we shift gears to explore the landscape of outside sales a...
Pushing the Boundaries: Mike O'Kelly's Revelation in Balancing Workloads and Business Resilience | SOS Ep. 354
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Ever tried to take on more than you can handle, only to find it was a mistake?
That's what happened to me. I tried to up my game from five podcast episodes a week to seven. I took a leap of faith, thinking that pushing my boundaries would enhance my work. Guess what? It didn't. It was an unsustainable pace that left me scrambling, but it was a valuable learning curve.
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Would appreciate a...
Embracing the Pursuit of Success: Daring Decisions and Self-Promotion in Outside Sales | SOS Ep. 353
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How badly do you want success?
It's a provocative question that I, Mike O'Kelly, host of Surviving Outside Sales, challenge you to contemplate. Success isn't about wishing but doing. Are you ready to make sacrifices, endure pain, and come out stronger for it? I'm here to tell you, it's worth it. Tune in for an in-depth discussion on the importance of self-promotion, building multiple streams of income, and networking. If you're willing to step out of your comfort zone, this episode is your catalyst for change.
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Reshaping Your Career: The Transition from Stagnation to Outside Sales | SOS Ep. 352
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Are you rising with the sun, eager to tackle your workday or are you caught in the churning tides of stagnation?
As your host, I, Mike O’Kelly, discuss the powerful question of when it's appropriate to consider a career change. If you're not bounding into Mondays with drive and vigor or if you're not excited about initiating positive changes for your clients or prospects, it might be time to cast a wider net. Chasing money alone won't lead to fulfillment; it's just as crucial to challenge yourself, to grow, and to...
Maximizing Productivity in Outside Sales: The Strategic Power of Taking Time Off | SOS EP. 351
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Imagine the power of taking breaks.
It’s not just about work-life balance but a mental rejuvenation that can significantly boost your productivity. In our latest podcast episode, we take a deep dive into the often overlooked aspect of outside sales – the strategic importance of time off. We share insights on how breaks can prevent burnout and why it's essential to mentally reset. Hear us out on why planning for meetings and time off need a thoughtful process and why your mental exhaustion can directly impact your performance.
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Journey through a Sales Career: Mike O'Kelly's Insightful Strategies | SOS Ep. 350
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Are you sick and tired of being stuck in the same old sales routine?
Craving a winning strategy that will supercharge your sales career? Well, buckle up, because in the latest episode of Surviving Outside Sales, yours truly, Mike O’Kelly, is ready to impart some serious wisdom. I’ll be walking you through the three pivotal phases of a sales professional's career: breaking into the industry, conquering the market, and most importantly, crafting a strategic exit. I'll give you a sneak peek into my group coaching course, packed with tools and resou...
Benefits of an Athlete's Discipline in Sales Success | SOS Ep. 349
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What if the secret to sales success was akin to the commitment of an athlete?
Join us as we unpack the parallels between a pro in the field and a pro in the sales game. We uncover why sales isn't a typical 9-5 job, but instead, a career that demands constant growth, adaptation, and a dedication to personal development. Dispel the myth that sales training is solely about product knowledge, features, and benefits. Discover the value in mastering the art of connection, of guiding someone to a better future through your product o...
Triumphing Over Turmoil: Turning Regret into Motivation with Mike O'Kelly | SOS Ep. 348
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Ever had one of those weeks where it feels like everything is out of control and you're just surviving?
That's the chaos I, Mike O'Kelly, found myself in this week, smack dab in the aftermath of an exhausting Labor Day weekend. Yet, I didn't let that stop me from submitting a speech for an upcoming business conference, even though I barely had time to prepare.
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Strategies for Thriving in Outside Sales and Beyond: A Discussion with Mike O'Kelly | SOS Ep. 347
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Surviving the tumultuous world of outside sales is no walk in the park.
From dealing with sudden layoffs to navigating career changes, it’s a long game full of setbacks and opportunities. Join me, Mike O'Kelly, as I share my own experiences of charting out a long-term career plan, overcoming setbacks, and creating my own path. We dive into the importance of not jumping on the first job opportunity that comes your way and the value of having a secondary income stream.
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Mastering Focus in Negotiations: Boost Your Closing Rate and Navigate Buyer Concerns | SOS Ep. 346
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Are you ready to break free from the distractions and diversions that are costing you deals? Let us guide you through the labyrinth of sales negotiations with practical advice drawn from our early career missteps. We've been where you are - caught in a whirlwind of tangential discussions, driven off-course by the prospect. By sharing these personal experiences, we shed light on the importance of maintaining razor-sharp focus on your end goal.
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Would appreciate a 5...
Decoding 1099 vs W2 Sales Positions: Diving into the Pros, Cons, and Best Choice for your Career | SOS Ep. 345
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Are you ready to unravel the complexity of 1099 versus W2 sales positions?
We promise to provide you with a comprehensive understanding of both roles, their perks, and their pitfalls. Join me, Mike O'Kelly, as I break down the intricate world of sales positions, shedding light on the pros and cons of both. We kick off with why W2 positions tend to be more suitable for those new to the field, thanks to the training support and financial security they provide. We also touch on why 1099 sales roles can be an excellent c...
Securing Your Future in Sales: Navigating Uncertainty and Embracing Accountability| SOS Ep. 344
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Here's a hard truth: no one is irreplaceable, even Jamie Foxx, who was swapped out for a body double mid-film due to illness. Companies, as I learned the hard way in my pharmaceutical career, often prioritize their bottom line over some of their most loyal employees. I've seen top sales reps denied transfers and quickly replaced. It's a stark reminder that in the world of sales, it's essential to take control and secure your own future. Prepare for uncertainties, keep an eye out for opportunities outside of your primary job, and consider a...
Pioneering Prospecting Strategies to Skyrocket Your Sales | SOS Ep. 343
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Ever wondered how to transform your prospecting game in the world of sales?
Strap in as we unmask the secrets to effective prospecting. From decoding the basics to building momentum, we're going to take you through the entire prospecting funnel, providing a detailed guide on how to identify your product market fit, create an ideal customer profile, and harvest the low-hanging fruit. Plus, we have a tried and tested system of 125 targets split into five buckets to maximize your efficiency and keep you on track!
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Elevating Your Outside Sales: Q3 Planning Insights and Rethinking Quota Attainment | SOS Ep. 342
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Ready to take your outside sales game to the next level?
Brace yourself for an episode that transforms the way you approach your Q3 planning. Your host, Mike O'Kelly, is all set to take you on a tour of his own Q3 planning process, spiced with personal experiences. He reveals how he's accounting for time off, sales conferences, and more, all the while shedding light on the need for optimum time and productivity management. Mike nudges you to take stock of your performance in the first half of the year - i...
Unlocking Success in Sales: The Power of Sacrifice with Mike O'Kelly | SOS Ep. 341
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What if the key to success in sales was understanding the power of sacrifice?
Brace yourself for a reality check in this episode as Mike O'Kelly, seasoned sales veteran, takes you through the complex landscape of the sales world. He emphasizes why staying up-to-date, taking risks and nurturing curiosity are paramount in this ever-evolving arena, and reveals how the buyer-seller relationship has transformed in the age of technology. Prepare for a deep dive into Mike's own career journey, his trials, and triumphs, offering invaluable insights into the challenges one must be r...
Demystifying the Art of Closing: Exploring the Lead-Don't-Push Approach w/ Mike O'Kelly | SOS Ep. 340
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Ever felt that twinge of discomfort while closing a sale?
We've all been there and it's a part of the territory in the world of sales. With the dynamic Mike O'Kelly at the helm, we're diving into the inevitable discomfort that accompanies asking for money. Mike shares his wealth of experience from the field and challenges the pushy sales techniques of the past, advocating for a lead-don't-push approach that's crucial in today's sales scenario.
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Becoming a Product of Your Own Product: Understanding Your Buyer's Experience | SOS Ep. 339
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Ever wondered what it's like going through the buyer's experience of your own product?
Do you truly understand your product from a customer's perspective? Join me, Mike O'Kelly, as I guide you through the critical process of becoming a product of your product. In this eye-opening episode, we'll explore why the buyer's experience is paramount and how it can help you anticipate potential issues that might arise after the sale.
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Redefining Sales Strategies through Personalized Videos w/ Matthew Ray Scott | SOS Ep. 338
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Get ready to embark on a journey from the battlefield to the biotech industry with our esteemed guest Matthew Ray Scott.
With a resume boasting of roles as an ex-Army officer, medical sales consultant, distributor, agency owner and a driving force in the biotech industry, Matthew is in a unique position to share insights on standing out in a crowded market. Co-developer of Virtual Sales Rx, his mission is to help medical tech companies differentiate themselves from the competition by leveraging the power of personalized video content.
In our co...
