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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. 

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Connect with Mike:
[email protected]
LinkedIn: Mike O'Kelly | LinkedIn

Check out your career path at:

https://survivingoutsidesales.com

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