Advertise on podcast: Surviving Outside Sales

Send us Fan Mail We talk through why outside sales is hitting a major reset starting in Q4 2026 and why “same old effort” no longer works when buyer access and expectations have changed. We lay out how to protect your career by upgrading your brand, your standards, and your skills so you stay valuable even as AI and cost-cutting reshape teams.  • relocating and embracing a fresh start mindset  • recognizing how buyer access has changed since 2016  • resetting expectations and processes every three months  • learning what AI will change in sales jobs  • moving from massive territories to targeted buying meetings  • building brand and standards so you’re the obvious choice  • avoiding the bare minimum trap as industries contract  • investing in education, systems, and consistency on your own time  • focusing on career trajectory alongside today’s quota  • trading low-value habits for weekly personal growth  DM me on LinkedIn, connect with me, and DM me on LinkedIn, or shoot me an email, [email protected]. 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail We’re resetting after a big life move and using that fresh-start energy to face the reality of a slower market without panic. We lay out a simple framework to help buyers feel safe enough to decide, especially as Q4 budgets tighten and uncertainty rises.  • moving south and why a fresh start changes momentum  • why the housing market ripples through the whole economy  • how higher interest rates freeze buying and selling decisions  • preparing for Q4 when budgets get tighter and scrutiny increases  • the three Cs that win in hard markets: clarity, certainty, conviction  • how to create certainty with data, testimonials, case studies, and process  • why conviction matters when buyers can sense doubt  • tech stack and platform changes that may affect site access  • fixing newsletter delivery and aiming for an October 1 resolution  shoot me an email at [email protected] or send me a DM 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail We share a candid reset on what’s been happening behind the mic, including a family move, a messy tech breakdown, and why we’re refocusing on sustainable outside sales systems. We also zoom out to what a softer retail market and buyer volatility mean for your pipeline and why clarity is the skill that closes deals right now.  • summer update and the decision to move from Charlotte to Fort Mill  • why we care more about sustainable tools than quick wins  • a real scheduling failure caused by broken connectors between platforms  • why a full CRM and website tech audit matters for trust and pipeline  • what retail sales being down signals for fall selling and resistance  • how inflation and higher interest rates change buyer behavior  • selling like an investigative reporter through stronger discovery questions  • creating clarity and calm to reduce uncertainty and prevent stalled deals  Just email me, [email protected], or connect with me on LinkedIn and shoot me a message there.  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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail I make the case that process, systems, and frameworks beat personality and “vibes” in outside sales, and AI only helps when the fundamentals are already in place. I share real examples from my own coaching journey and the bad cold outreach I see every week, then lay out how to do recon, ask better questions, and recover when deals slip.  • treating your sales territory like a business with a clear process  • using the house analogy to build in the right order  • leveraging AI as a tool without outsourcing your skill  • learning through failure and iterating fast as you grow  • why walk-in pitches and info dumps get blocked  • opening with questions and discovery instead of “me, me, me”  • doing recon and gap analysis before a cold call  • rehearsing your plan so you do not rely on vibes  • avoiding hard sells and qualifying for fit  • building leverage with tech, network, referrals, and content  Link is in the description down below.  Share this episode with a friend who desperately needs.  You can reach out to me, [email protected], or you can go to my LinkedIn page and DM me.  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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail We break down why outside sales feels harder in 2026 and why that pressure is a signal to level up, not a reason to panic. We share how to build a territory like a business, use AI without getting trapped by misinformation, and close with skill that still works when the market shifts.  • the widening gap between reps who improve and reps who repeat old habits  • building a sales territory like a small business with real principles  • a real-world shock that wipes out 55% of revenue overnight  • why “vibes” selling and blanket claims stop working  • how buyers use AI to filter you before a meeting  • using AI to create a business case and choose the right delivery channel  • why buyers want to be led and taught something new  • the P3 Sales Method as a timeless closing framework  • follow-up, onboarding, and fulfillment as the start of the relationship  • leveraging AI to support retention and reduce churn  If you want to know more and you want to have a conversation about the specificity of your market and what you're trying to do, I offer a free consult, 30 minute 30-minute consult. You can reach out to me, [email protected]. You can reach out to me, DM me on LinkedIn. Or if you want to get started, you can go to go.p3salesmethod.com and you can grab the P3 sales method.  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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail We get blunt about the rising “skill gap” in outside sales and why leaning on AI as a crutch makes reps slower, weaker, and easier to replace. We lay out the real test of sales ability: can we walk into a meeting with zero tech and still control the conversation, handle objections, and close. • why we keep the intro consistent and focus on being a real resource over chasing views • how AI in sales should amplify skill rather than replace it • what weak preparation looks like in interviews when answers come from ChatGPT • the 3% rule and why most sales calls go sideways • building “off-ramps” to regain control when prospects get distracted • why top performers stay safe while passive reps get cut in the AI age • the reality that companies rarely provide deep sales training • why medical sales is crowded and being “replaceable” is a choice • the mindset trap of blaming the company and resisting coaching • the non-negotiable need to keep growing because there is no coasting in sales DM me on LinkedIn and just say, hey, I'd like to have a conversation. I do free consults If you want to get your hands on it, all you got to do is go to go.p3 salesmethod.com and you can sign up If you go to go.p3salesmethod.com and you purchase the p3 sales method and you send me a message on LinkedIn, I will do a 30-minute call with you and discuss your p3 sales method. 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail We cut through the AI noise and get back to what actually wins in outside sales: practiced skill. We break down the three abilities buyers test for and why tools can support your process but cannot replace your presence. • AI as an accelerator rather than a replacement for outside sales • Why skill development beats “education” and sales hacks • Knowing what questions to ask to frame the deal • Knowing what to listen for so you do not chase noise • Responding with confidence as the real separator • Using role play and repetition to sharpen performance • Preparing for “no” so objections do not throw you • How buyers judge tone, certainty, and business acumen • Why scripts break when real calls go off path • Rebuilding systems and the idea behind Sales Builder OS • What modern cold outreach gets wrong and why it gets deleted Send me a DM on LinkedIn and say, hey, I’d like to have a conversation. 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail We break down how AI is reshaping outside sales and why the old linear sales process is collapsing under faster research and higher buyer skepticism. We share a practical way to use AI for speed without faking experience, plus the new “offer-first” reality that forces better prep, proof, and data.  • why AI feels like a gold rush in sales right now  • why AI tools cannot replace earned experience in live buying meetings  • how ChatGPT can give confident but wrong answers and what that means for credibility  • using multiple AI tools to cross-check insights and avoid bad inputs  • the shift from linear selling to a value flow where buyers ask for the offer first  • why discovery moves later and why pre-call planning matters more than ever  • building proposals, ROI calculators, and real-world analytics instead of generic marketing material  • why social proof, due diligence, and risk reversal now dominate the decision process  • how fear of being wrong slows buying cycles and changes negotiation  • why sales cycles are getting longer and why you must prospect more each year  If you want to know how to harness the power of AI, then let me know. Reach out to me. You can click on one of the links below to schedule a consult, Mike, or you can email me [email protected]. But there's a sales scorecard that you can go to https://survivingoutsidesales.com/scorecard. That is survivingoutsidesales.com/scorecard. But if you want to have a conversation, I offer a free consult. It is the link is going to be in the bio. Let's have a conversation about where you are, where you've been, and where do you want to go in this new landscape of outside sales because it is a brave new world.  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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail Feeling stuck between underpaid and overworked after years in outside sales? We dig into the quiet mistakes that stall careers—abandoning your network once you land a role, clinging to low-yield activity, and trusting trophies to speak for you—and lay out a practical path to get your leverage back. The big shift is treating your career like an operating system you can design, test, and scale. We start with the hard truth about timing and control: waiting until you’re unhappy or unemployed compresses options and pushes you into roles that don’t fit. With layoffs and market volatility, the only hedge is deliberate preparation. You’ll hear how top performers run concurrent plans—career, money, networking, and sales execution—so they can choose opportunities instead of chasing them. We also unpack why “President’s Club” rarely translates on its own and how to reposition your story around business acumen, territory turnarounds, and repeatable processes that win in resource-constrained environments. Then we get tactical. You’ll get a simple pipeline assignment to cut 20% of dead deals and reinvest that time in higher-value targets using a P3 lens: past, present, potential. We share practical ways to grow a real network on LinkedIn—thoughtful outreach, insight posts, and case-style updates—so you’re visible before you need visibility. We close by reframing your professional identity as a sales operator who adapts fast to changing buyer behavior, including the new realities AI is creating in how customers learn and decide. Want clarity on where you stand right now? Grab the free Sales Operator Diagnostic from the link in our bio, subscribe for more no-fluff career strategy, and leave a quick review to tell us which upgrade you’ll start this week. 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard

Send us Fan Mail 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 Check out your career path at: https://survivingoutsidesales.com ______________________________________________________________________ If you are looking for outside sales career clarity, go to: Surviving Outside Sales Scorecard