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