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Send us a text We unpack why Q4 went soft across industries and how the first week of 2026 exposed a deeper shift in buyer behavior. We share routines, role-play tactics, and a clear plan to move from “rep” to trusted expert with simplicity and authority. • lean Q4 and the early 2026 surge • buyers flooded with info and more savvy • shift from rep to expert with clarity • routines for weekend and nightly practice • perfect practice to build confidence • role playing during drive time • simplicity and clarity as core edge • testing new platforms and handling churn • focusing on clients who value change • three ways to engage and get coached Join the community on Skool. It’s free to join. If you’re looking for coaching, sign up for one of the memberships.  DM me on LinkedIn or email [email protected]. Five stars, share it with a friend, and download any other episode. 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

Send us a text We challenge the myth of perfect timing and lay out a clear plan to build momentum, set aggressive goals, and win in a crowded market. We share how to plan at night, become a market expert, and turn systems and habits into a repeatable edge. • striking while the iron is hot • prioritizing primary tasks over busywork • planning nights and Sundays to own the week • building systems and processes for predictability • setting SMART goals and reverse engineering targets • navigating the holiday hangover and market timing • positioning as an expert to avoid price wars • networking with intent to open future doors • joining the SKOOL community for resources and coaching Join us over at skool.com/survivingoutsidesales. You can sign up for free. Monthly webinars are free for the SKOOL community. If you want to take action and go to the next level, sign up for one of the membership levels. 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 • simplification and clarity as the new sales edge • shifting from vendor to long‑term consultant • building repeatable systems that protect pipeline • moving coaching to skool.com for community and ease • group coaching, VIP options, live calls, and replays • interview prep insights and ongoing training gaps • referral bonuses and early pricing for members Go to skool.com/survivingoutsidesales to join the free community or upgrade for coaching.  “Monday the 29th is going to be a webinar about how to set your goals for 2026" 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 • service ethic and availability that earns trust • examples from coaching clients Erica and Brendan • preparing for layoffs and pivots with a live network • managing pipeline from unaware to advocate • reducing droughts with consistent prospecting Schedule a call and reach out to me on LinkedIn. Shoot me a DM. 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 calendars: 48 selling days and reverse planning • three levers: right buyer, time focus, structured pressure • shifting from noise to memorable, buyer-centered follow-up • grit check for outside sales and where coaching helps Book a free Q4 strategy session with Mike.  Email: [email protected] Connect on LinkedIn and say, “I need a Q4 strategy.” 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 demanding prospect time to providing valuable insights that move them from unaware to aware • Successful sales professionals position themselves as go-to experts in their field • Growth never happens in your comfort zone - constantly learn new skills and adapt to market changes • Building repeatable processes is crucial for scaling success and preventing the "spinning plates" syndrome • The P3 sales method creates a framework where buyers view you as a consultant, not just a vendor • Most sales failures stem from process breakdowns, not ability issues I do a free 30-minute consult if you want to learn more about where you are in your career and how to elevate your sales performance. Reach out to me at [email protected] or connect with me on LinkedIn and shoot me a DM. The link will be in the show notes - book a time for a free 30-minute call to see where you are, where you're headed, and get a territory audit. 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 trustworthiness and consistency in both job hunting and sales • Buyers care more about what happens when things go wrong than when they go right • The rule of three applies universally across sales processes: planning, building, and launching • Being responsive shows employers you can handle the responsibilities of the role • The same three-phase framework applies whether you're getting into sales, dominating, or moving on If you want to chat about your situation or get a territory audit with a free strategy session, click the link in the show notes. I do two to three sessions per week with listeners, helping sales professionals meet their goals and survive outside sales. 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 transaction • Getting a deal done and moving to the next prospect is more important than maximizing commission • If you can't meet a customer's exact price, find creative ways to add value • Never let a ready buyer walk away—the opportunity cost is too high • When someone shows buying signals, do whatever you can to accommodate the sale Mike is giving away three months of one-on-one coaching and three months of Sales Builder Accelerator. Email [email protected] or connect on LinkedIn to enter through the end of September. 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 [email protected] 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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 [email protected] 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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

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: [email protected] LinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales ______________________________________________________________________ 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, join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales