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!
Episodes
386 episodes
How To Build A Sales Territory Like A Business In 2026 | SOS Ep. 386
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...
You Must Learn to Sell Without the Tech | SOS Ep. 385
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 contro...
Three Outside Sales Skills That Outperform Any AI Tool | SOS Ep. 384
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 accelerat...
AI Has Killed Outside Sales | SOS Ep. 383
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-fi...
Brutal Truth about Outside Sales in 2026 | SOS Ep. 382
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—...
Authority Beats Noise When Markets Go Soft | SOS Ep. 381
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....
Stop Waiting: Build A 2026 Sales Plan That Wins | SOS Ep. 380
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.
From Info Overload to Clarity: How Outside Sales Reps Win In 2026 | SOS Ep. 379
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 h...
Sales Rep vs. Sales Pro | SOS Ep. 378
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 you...
Closing Q4: Budgets, Urgency, and ROI Pull-Through | SOS Ep. 377
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.
3 Keys to Greatness in Sales | SOS Ep. 376
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...
The Three Keys That Unlock Every Door in Sales | SOS EP. 375
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 implemen...
Focus on closing the deal, not squeezing every dollar | SOS Ep. 374
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 mista...
Mastering Buyer Psychology: Do's and Don'ts for Securing Meetings | SOS Ep. 373
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 receivi...
Building Your Brand From Vision to Launch - LIVE Coaching | SOS Ep. 372
3 Keys to Sales Growth: The Sales Success Triangle | SOS Ep. 371
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 tim...
Reloading Surviving Outside Sales | SOS Ep. 370
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...
Becoming the Go-To Expert in Your Industry | SOS Ep. 369
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 foundati...
Building a Relentless Foundation: How to Scale Your Sales Business Without Fear | SOS Ep. 368
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 hel...
Your Habits, Processes, and Systems Are the Things You Can Control to Scale | SOS Ep. 367
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 outs...
Becoming an Agent of Change: Transforming Sales Strategies I SOS Ep. 366
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...
Mastering the P3 Method: Elevate Your Q4 Sales Game and Unlock Hidden Opportunities I SOS Ep. 365
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 technolog...
Mastering Your Q4 Sales Journey with Confidence and Strategy I SOS Ep. 364
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 b...
Rediscovering Sales Fundamentals: Navigating Q4 Challenges and Opportunities with Mike O'Kelly | SOS Ep. 363
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 pe...
Sales Excellence Through Attitude and Action I SOS Ep. 362
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 pro...