Host Kristen and Ben interview Eric Beckman, a sales expert, as they debate bold sales strategies and challenge conventional wisdom in this candid conversation.
21 Jul 2025
Episode 7: Stop Blaming the Leads: How to Fix Your Sales Process Mid-Year
Sales experts Ben Smith and Kristen Lopez analyze how companies can re-evaluate their sales processes mid-year to meet growth goals, focusing on forecasting, discovery calls, and aligning with buyer expectations.
20 May 2025
Outbounf On Air 6:Creating a Sales Environment That Thrives
In this episode of Outbound On Air, Kristen and Ben dive into what it really takes to set your sales team up for success—not with flashy buzzwords like "culture," but by crafting an environment where they can thrive. They share stories from the trenches, unpack the difference between micromanaging and coaching, and explore how sales and ops can stop butting heads and start rowing in the same direction. Whether you're a business owner, a sales manager, or just someone trying to figure out what the heck to do with your sales team, this episode gives you the real talk (and actionable ideas) you need.
📌 Topics include:
Why "culture" is overrated and "environment" is everything
Management styles that motivate (and the ones that don’t)
Bridging the gap between sales and operations
What a great one-on-one really looks like
Why clear goals matter more than you think
Subscribe and get looped into more no-fluff conversations about building better outbound.
17 Apr 2025
Outbound On Air Episode 5: Making Outbound Work - Messaging and Ideal Client
In this episode, Ben and Kristen unpack one of the most overlooked foundations of successful outbound sales: clear, intentional messaging and a dialed-in ideal client profile. If you've ever felt like your outreach just isn’t landing—or you’re attracting the wrong types of clients—this episode is your roadmap to getting it right.
🎯 Topics include:
How to actually define your ideal customer (not just say “accidental landlord”)
Aligning your operations and sales promises
Using customer feedback to refine your messaging
Why your postcard didn’t work—and how to fix it
Tiered service models for different client types
And yes... why ChatGPT won’t save your sales strategy (without the right input)
Whether you’re new to outbound or refining your process, this episode is packed with real talk, practical insights, and a few spicy rants.
3 Apr 2025
Outbound On Air Episode 4 - Do You Really Need Outbound?
Outbound can feel like a black hole of “it depends,” so we’re clearing things up. In this episode of Outbound On Air, Kristen Lopez and Ben Smith tackle the most frequently asked (and secretly dreaded) questions about outbound strategy.
💥 Do you really need outbound?💸 How much should you spend?🌍 Should you hire stateside or global?📬 What campaigns actually work (and which ones flopped)?
We’re serving up honest answers, creative ideas, and a few hilarious fails—from dollar-bill cookies to pun-filled plant deliveries. Whether you're building your first outbound plan or refining what’s already in motion, this episode is your cheat sheet to doing it smarter—and with way more confidence.
20 Mar 2025
Outbound On Air Episode 3 - Rejection, Failure and Setbacks
In Episode 3 of Outbound On Air, Ben Smith and Kristen Lopez dive into the reality of sales—rejection, failure, and the mindset shifts that separate top closers from the rest. Learn how to stay resilient, reframe rejection, and turn every “no” into a stepping stone for success. They’ll break down real-world strategies to push through slumps, keep momentum, and master the numbers game in outbound sales. If you’ve ever struggled with rejection or hit a dry spell, this is the episode that will get you back in the game.
🎧 Listen now and level up your sales game!
6 Mar 2025
The Outbound on Air Episode 2 - Mindset Mastery: Turning Conversation into Connection
Ben and Kristen spotlight the power of mindset in outbound sales. They unpack how shifting from a “me-first” attitude to genuine curiosity can revolutionize your conversations and lead to better results. Then they reveal simple strategies to handle rejection like a pro, so you never lose momentum. End this episode with fresh confidence, practical techniques for stronger connections, and a clear game plan to keep your energy high no matter what.
6 Mar 2025
The Outbound on Air Episode 1 - Reigniting Your Sales Spark: Ben & Kristen’s Take on Outbound
Ben and Kristen are back and better than ever with a brand-new show, Outbound on Air! Join them for the first episode where they are ready to reveal why outbound sales is the ultimate property management growth tool. Zero in on your dream clients, embrace new tech like AI, and keep momentum high - even when things get challenging.
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