Inside Inside Sales: Recent Episodes
Darryl Praill
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Tune in to INSIDE Inside Sales with Darryl Praill for actionable strategies and tactics from top sales experts to increase your sales development success. Darryl has unscripted conversations with the leading sales experts, from veteran sales pros to the newest rising stars. If you’re looking for lively debate, spirited conversations, and proven sales know-how, you’ve come to the right podcast.
There's a sea of sales frameworks kicking around, but only one is out of this world.
In this episode, Darryl's guest is Michael Hanson, CEO and Founder at Growth Genie. Join them as they discuss how Growth Genie's COSMIC methodology positions you as the helpful advisor you are, just what COSMIC stands for, and how it'll help you and your buyers.
🔗 LINKS
Find Michael on LinkedIn, or at growthgenie.co.
COSMIC stands for Challenges, Open, Spiritual v Material, Influence and Cost (of inaction).
Connect with Darryl on LinkedIn.
🧑🤝🧑 IIS PARTNERS
INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our Create Pipeline Course.
There's a sea of sales frameworks kicking around, but only one is out of this world.
In this episode, Darryl's guest is Michael Hanson, CEO and Founder at Growth Genie. Join them as they discuss how Growth Genie's COSMIC methodology positions you as the helpful advisor you are, just what COSMIC stands for, and how it'll help you and your buyers.
🔗 LINKS
Find Michael on LinkedIn, or at growthgenie.co.
COSMIC stands for Challenges, Open, Spiritual v Material, Influence and Cost (of inaction).
Connect with Darryl on LinkedIn.
🧑🤝🧑 IIS PARTNERS
INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our Create Pipeline Course.
Social selling is the promised land it's cracked up to be–let's make sure you're doing it right. In this episode, Darryl's guest is Donald C Kelly, The Chief Sales Evangelist. Join them as they discuss why social selling is the antidote to forgettable sequences, exactly how to get started, tactics to create convertible connections, the S word (sharing), the best ways to catch attention, and most importantly of all-what not to do. 🔗 LINKS Find Donald on https://www.linkedin.com/in/donaldckelly/ (LinkedIn), or at thesalesevangelist.com. He's also on Twitter, Instagram and TikTok as Donald C Kelly. His podcast is called https://thesalesevangelist.com/the-sales-evangelist-podcast/ (The Sales Evangelist). Buy his book Sell It Like a Mango on Amazon https://www.amazon.com/Sell-Like-Mango-Sellers-Closing/dp/1640953906/ (here). Catch Casey Cheshire on Episode 204 Games People Play, and Thibault Souyris on episode 193 Don't Stop Outreachin'. Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Social selling is the promised land it's cracked up to be–let's make sure you're doing it right. In this episode, Darryl's guest is Donald C Kelly, The Chief Sales Evangelist. Join them as they discuss why social selling is the antidote to forgettable sequences, exactly how to get started, tactics to create convertible connections, the S word (sharing), the best ways to catch attention, and most importantly of all-what not to do. 🔗 LINKS Find Donald on https://www.linkedin.com/in/donaldckelly/ (LinkedIn), or at thesalesevangelist.com. He's also on Twitter, Instagram and TikTok as Donald C Kelly. His podcast is called https://thesalesevangelist.com/the-sales-evangelist-podcast/ (The Sales Evangelist). Buy his book Sell It Like a Mango on Amazon https://www.amazon.com/Sell-Like-Mango-Sellers-Closing/dp/1640953906/ (here). Catch Casey Cheshire on Episode 204 Games People Play, and Thibault Souyris on episode 193 Don't Stop Outreachin'. Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
The key to outbound prospecting? Show them you know where it hurts. In this episode, Darryl's guest is Christian Banach, Principal and Chief Growth Officer at Christian Banach LLC. Join them as they cover: the first thing to get right with outbound prospecting (and how to hone your skills), differentiating your communications in a way that works (based on customer feedback), balancing quality vs quantity in your prospecting efforts, the one metric you should be focusing on, and how to build trust. 🔗 LINKS Find Christian on https://www.linkedin.com/in/christianbanach/ (LinkedIn), or at https://christianbanach.com (his website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Have you ever secretly thought of starting a podcast? You're about to find out why all sales reps should be indulging that dream. In this episode, Darryl is joined by Casey Cheshire, Founder, CEO & Podcast Architect at Ringmaster Conversational Marketing. They explore how podcasting delivers the responses, honesty, and attention from your customers that you can't get any other way, why you do have time in your schedule for a podcast, and how to get started . 🔗 LINKS Find Casey on https://www.linkedin.com/in/caseycheshire/ (LinkedIn), or at the Ringmaster Conversational Marketing https://ringmaster.com (website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
This week we answer a big question: what do sellers do? In this episode Darryl is joined by Greg Nutter, author of P3 Selling, Principal Consultant at Soloquent Inc, and VP Global Sales at Darzin. Join them as they discuss a lot of words starting with the letter P and why they're the skeleton of the B2B sales, whether we should orient around the selling or buying process, and exactly why we find it so hard to apply the things we learn. 🔗 LINKS Find Greg on https://www.linkedin.com/in/greg-nutter/ (LinkedIn), or at the Soloquent https://soloquent.com (website). Find his book P3 Selling http://www.p3selling.com (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
There are four key things the top 10% of sales reps have in common. Do you know what's holding you back? In this episode Darryl and Kristie Jones (Principal at Sales Acceleration Group) unpack what all rockstar sales reps have in common, and how you can become a rockstar at them too. Hear some straight talk about owning your shit, discover which trenchcoat-wearing man from the 70s you should be emulating, understand why your downtime plays a massive role in your performance, and learn why you should always be learning. 🔗 LINKS Find Kristie on http://linkedin.com/in/kristiekjones (LinkedIn), https://twitter.com/kristiekjones (Twitter) or at the Sales Acceleration Group http://www.salesaccelerationgroup.com/ (website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Struggling to get your personal brand established? This episode will help you figure out why. Join sales/marketing chameleons Darryl and guest Chaniqua (Nikki) Ivey (CRO @ Inclusivv) as they chat from the crossroads. They explore how Nikki hand built her 24k personal brand following using just time, trial and error, finding your niche, why a cookie cutter approach is undermining your success, and the rewards of being vulnerable. 🔗 LINKS Find Nikki on https://www.linkedin.com/in/nikki-ivey/ (LinkedIn), https://twitter.com/knownikkiivey (Twitter) or https://www.instagram.com/knownikkiivey/ (Instagram). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Ready to learn how to give your cold outreach a health check in 5 steps? Join Darryl and Caleb Sinn, Founder @ SocialBloom as they look at how to check your emails aren't landing in spam (and what to do if they are), the two checks your data needs to pass, the messaging technique to make your buyers feel seen, the secret ingredient for standing out, and why there's still a place for the phone. 🔗 LINKS Find Caleb on https://www.linkedin.com/in/calebsinn/ (LinkedIn), or at https://www.socialbloom.io (SocialBloom.io). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
The sales skills equivalent of hill-spints, this episode hits hard. But it will get you where you need to go faster. Join Darryl and guest Ken Ludin, President @ RevHeat, to find out if your belief systems are holding you back. They to examine whether love trumps respect, why 'why' matters more than 'what,' when you need to get moving on self-awareness, the quickest place to get a self-sabotage temp check, and why imposter syndrome is a good sign. 🔗 LINKS Find Ken on https://www.linkedin.com/in/kglundin/ (LinkedIn), on https://twitter.com/kglundin (Twitter), at the RevHeat https://revheat.com (website), at https://kenlundin.com (KenLundin.com), or via email. Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
In sales we're asking strangers, who don't know us, to trust us at face value. Luckily, the right sales conversation can help you disarm skepticism right out of the gate. This week Darryl is joined by Jason 'JBay' Bay, Founder and CEO of Outbound Squad, and host of the Blissful Prospecting podcast. Learn why opening the right way and self-disclosure are a skeleton key combo, how (and how not) to make cold outreach, what actually matters to your prospects, and a hack to explain what you do without pitching. 🔗 LINKS Find Jason on https://www.linkedin.com/in/jasondbay/ (LinkedIn). His podcast is called https://pod.link/blissfulprospecting (Blissful Prospecting). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
It's time to get off the bench and into the LinkedIn game, and this week's guest is here to help. In this episode, Darryl is joined by the one, the only, the amazing Sam McKenna, LinkedIn lighthouse and founder of #samsales Consulting. Join them as they tackle dark social 101 including why to establish personal brand independent to your company, the metrics that don't matter, how to locate and tap your shareable content deposits (even if you think you don't have any), and engaging with a target on LinkedIn (even if they don't post). 🔗 LINKS Find Sam on https://www.linkedin.com/in/samsalesli/ (LinkedIn) or at the #samsales Consulting https://www.samsalesconsulting.com (website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Say goodbye to missing your quota, with our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
The more you have, the more you need, and salespeople today have a lot. But stripped of every tool in your arsenal, what would you actually need to sell? And would you have what it takes to succeed? Join Darryl and long-time friend Greg Meehan, Senior Sales Strategy Consultant at Skaled Consulting. They get to the root of what you actually "need" to be a success in sales, why entitlement is a barrier to high-performance, how to decimate every excuse in the book, and just how important hair is to your standing as a seasoned sales sage. 🔗 LINKS Find Greg on https://www.linkedin.com/in/gregoryjmeehan/ (LinkedIn), or at https://www.skaled.com (Skaled.com). Find How to Make Appointments By Telephone by Allan Pease https://www.peaseinternational.com/product/how-to-make-appointments-by-telephone-program/ (here). Find The Transparency Sale by Todd Caponi https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801 (here). Those episodes were #193 with Thibaut Souyris, and #190 with Victor Vatus. Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We help sales pros to self-generate pipeline to smash their sales targets. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
In the next 36 minutes you're going to learn a little about a lot. Ollie Whitfield (Demand Generation Team Lead @ VanillaSoft) joins Darryl this week, and he's here to magic Autoklose's Growth Month events into the podcast version of a lunchable. In between banter, Darryl and Ollie break down the top takeaways from the 47 sessions across six key topics: prospecting, sales skills, brand, acquisitions, bootstrapping, and leadership. 🔗 LINKS Find Ollie on https://www.linkedin.com/in/olliewhitfield/ (LinkedIn), https://twitter.com/OllieWhitfield_ (Twitter), or at the VanillaSoft http://www.vanillasoft.com/ (website). Grab the 47 Growth Month sessions on the Autoklose website https://hey.autoklose.com/growth-month-session-recordings (here). Those names again: Josh Braun, Belal Batrawy, Sam McKenna, Jason Bay, Richard Vanderblom, Daniel Disney, Vivica von Rosen, Tyler Lessard, and Ryan O'Hara. Find that Brand Archetypes blog https://blog.leadiq.com/articles/an-introduction-to-brand-archetyping-for-social-selling (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We help sales pros to self-generate pipeline to smash their sales targets. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
You're amazing, your product is amazing, and you deeply understand your customers' challenges. But when you don't get in front of potential buyers to show them that, how many do you think slide right past your pipeline? In this episode, Darryl is joined by Thibaut Souyris, CEO & Founder at SalesLabs. They break down why you need to go all-in on messaging, exactly how to find your sweet spot (step by step), why we don't do this when it seems so straightforward, and how a closed mind will freeze your development. 🔗 LINKS Find Thibaut on https://www.linkedin.com/in/thibautsouyris/ (LinkedIn), on https://twitter.com/ThibautSouyris (Twitter), or at the Sales Labs https://www.saleslabs.io (website). His podcast is called The B2B Sales Podcast. Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We help sales pros to self-generate pipeline to smash their sales targets. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Your breath is shallow. Hand shaking and head spinning, your click dial as the cold sweat beads on your forehead. That's right...you're cold calling. In this episode, Darryl is joined by the phonejacker®, Callum Beecroft, to find out how to remove the fear and milk every last lead from your cold calling efforts. You'll hear them talk about using sales math to set the right targets, having the right conversations to build momentum, how to use frameworks in your cold call, what cold calling and the gym have in common, and why you shouldn't be so dang hard on yourself. 🔗 LINKS Find Callum on https://www.linkedin.com/in/callumbeecroft/ (LinkedIn) or at the phonejacker® https://www.thephonejacker.co.uk (website). Email him at callum@thephonejacker.co.uk. That book Darryl mentioned is called Go for No! Yes is the Destination, No is How You Get There find it on Amazon https://www.amazon.com/Yes-Destination-How-You-There/dp/0966398130/ (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We help sales pros to self-generate pipeline to smash their sales targets. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
So you missed your number. It happens to most of us in revenue at least once (sometimes often). So stop feeling like Robinson Crusoe, take a deep breath, and let's figure out how you're going to rebound right. In this episode, Darryl is joined by Ashleigh Early, Host and CEO of The Other Side of Sales. They take a look at the process of hitting your number from beginning to end, including: understanding the achievability of your quota, anatomizing your miss, rebounding right (and signs you should be rebounding elsewhere), plus the reliable, immediate remedies you should be reaching for. 🔗 LINKS Find Ashleigh on https://www.linkedin.com/in/ashleighearly/ (LinkedIn) or on https://twitter.com/AshleighatWork (Twitter). Her podcast is called https://www.othersideofsales.com/ (The Other Side of Sales). Find that Jason Lemkin on Hard Miss vs. Soft Miss https://www.saastr.com/a-soft-miss-vs-a-hard-miss-in-sales/ (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
In a crowded marketplace you need to be memorable. But when everyone's using omni-channel prospecting, a strong personal brand, and social selling, what's your point of difference? In this episode, Darryl is joined by Victor Vatus, Founder of Sell Me This Pen for a homage to doing what no one else is doing. They discuss the power of adopting a guerrilla mindset in everything from how you sell, who you sell to, and who you sell for. They also remind you why creativity is leagues more important than a big budget when it comes to standing out. 🔗 LINKS Find Victor on https://www.linkedin.com/in/victorvatus/ (LinkedIn) or at the Sell Me This Pen https://sellmethispen.net (website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Evangelism, dark social, demand generation. They're on-trend marketing terms, but what do they really mean, and why should salespeople care? In this episode Darryl is joined by the delightful Jen Allen, Chief Evangelist at Challenger Inc. Drawing from their bulky sales experience, Jen and Darryl explore just what evangelism is, what influence it's having in selling environments, exactly how salespeople can use it to flavour your MO, the importance of persistence, and why your sights should be set higher than lead generation. 🔗 LINKS Find Jen on https://www.linkedin.com/in/jenniferallen1121/ (LinkedIn). Her podcast is https://www.challengerinc.com/podcast/ (Winning the Challenger Sale), and she's evangelical about https://www.challengerinc.com (Challenger Inc). That BombBomb article Jen mentioned is https://bombbomb.com/blog/chief-evangelist-innovation-technology-tips/ (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Knowing what your customer values most should be a bright guiding star on their journey though your pipeline, but assuming they value what you value is a common error that can lead you in entirely the wrong direction. In this episode Darryl is joined by Pricing Expert, Speaker and Author Mark Stiving, and they're here to flip your thinking on pricing on its head. Darryl and Mark to signpost three buyer journeys that demonstrate just how fluid price sensitivity is, illustrate how those journeys shift the perspective of price, and outline what your activities should be regardless of the customer's journey (or your own perspective). They'll also remind you that you are not normal. 🔗 LINKS Find Mark https://www.linkedin.com/in/stiving/ (on LinkedIn), at the Impact Pricing https://impactpricing.com (website), or at https://markstiving.com (his website). His latest book is called Selling Value: How to Win More Deals at Higher Prices and you'll find it on Amazon https://www.amazon.com/Selling-Value-Deals-Higher-Prices/dp/1737655217/ref=sr_1_1?crid=7RFDS3JRUWF9&keywords=mark+stiving&qid=1656320446&sprefix=mark+stivin%2Caps%2C337&sr=8-1 (here). His other books are https://www.amazon.com/Impact-Pricing-Blueprint-Driving-Profits/dp/1483489701/ (Impact Pricing) and https://www.amazon.com/Win-Keep-Grow-Accelerate-Subscription/dp/1631954784 (Win Keep Grow). You can see the Value Journey Map https://6433523.fs1.hubspotusercontent-na1.net/hubfs/6433523/Mark%20Stiving%20Value%20Journey%20Map.png (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Does you work week feel like 40 hours of sprinting in place? You might need to add something extra to get the needle moving on work that matters–proactivity. In the episode Darryl is joined by JM Wilkie, the VP of Operations, Principal Growth Consultant, and the secret sauce at Scott Leese Consulting. This episode is packed wisdom on focusing your energy for maximum impact, keeping yourself on track, why there's no reason to try to do everything yourself, and even how to bring your customers along with you. You may never set yourself up for failure again. 🔗 LINKS Find JM https://www.linkedin.com/in/jmwilke/ (on LinkedIn), or at https://scottleeseconsulting.com/ (Scott Leese Consulting). That book is called https://www.amazon.com/Disney-University-Develops-Customer-Centric-Employees/dp/0071808078/ (Disney U). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
This episode mostly isn't about sales. But every part of it is dripping with takeaways for sales pros. In it, Darryl is joined by James #SayWhatSales Buckley, Chief Evangelist and Master of Ceremonies at JB Sales (aka J Barrows). In a bumper episode they talk the link between mental and physical health, how that can both impact and echoes your sales career, and an exceptional example of insight you need to pitch right. 🔗 LINKS Find James on LinkedIn https://www.linkedin.com/in/jamessaywhatsalesbuckley/ (here), on Twitter https://twitter.com/saywhatsales (here), on Instagram https://www.instagram.com/saywhatsales/ (here), and on TikTok https://www.tiktok.com/@saywhatsales (here). You'll find the Sell Better YouTube channel https://www.youtube.com/channel/UCOGBiBoHd5n3f9Sz2KZT3CA/videos?view=0&sort=p (here). Find more about J Barrows at their https://www.jbarrows.com (website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Modern sales and marketing tech stacks teem with data. But, handled by the wrong tools, can huge volumes of data make a successful outcome just as challenging as low volumes would? In this episode Darryl is joined by Steven Eror, Director of Sales @ ChatFunnels. Find out how what shop class foundations are relevant in , why your tech stack must do more than just report data, what shelfware is, and the right way to bring a software ask to leadership. 🔗 LINKS Find Steven on LinkedIn https://www.linkedin.com/in/stevenerorjr/ (here). Find the beautiful ChatFunnels website https://www.chatfunnels.com (here). Find Steven's YouTube channel Salt Make City https://www.youtube.com/c/SaltMakeCity (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. Watch that Sales Sequence LinkedIn Live https://www.linkedin.com/posts/darrylpraill_creating-a-sales-sequence-featuring-michael-activity-6927709152702038016-Wtlk (here). 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner sales professionals to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
When you think of the core abilities of a great salesperson, oneupmanship's not likely to spring to mind. It should be. In this episode Darryl is joined by THE Anthony Iannarino, international sales leader, speaker, and author. In this conversation Anthony explains the art of the sales one-up: why it's an essential ingredient in successful relationships, what it has to do with ancient times, and how to speed your result. You'll also hear Darryl's unsinkably sparkling dialogue encounter some exceptionally stiff competition. 🔗 LINKS Find Anthony on https://www.linkedin.com/in/iannarino/ (LinkedIn). Find his blog The Sales Blog https://www.thesalesblog.com (here). Find his latest book Elite Sales Strategies on Amazon https://www.amazon.com/Elite-Sales-Strategies-Creating-Consultative/dp/1119858941 (here). And find out more about Outbound Conference https://outboundconference.com (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner sales professionals to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Mic drop moments. Powerful. Impactful. Trumphant. And your new go-to cold outreach opener. In this episode Darryl is joined by Belal Batrawy (aka Mr. Messaging) Head of GTM at GTM Buddy. In this conversation slash therapy session, Belal explains how chunking your cold call helps you direct the right energy to the right things at the right times. They also talk about the problem with the helpful seller, if you should prioritize relevance or personalization, why to avoid trends, and how to select a mic drop statement of your very own. 🔗 LINKS Find Belal on https://www.linkedin.com/in/belbatrawy/ (LinkedIn). Subscribe to Death To Fluff https://www.salesiqglobal.com/podcasts/inside-inside-sales (here). More about GTM Buddy https://gtmbuddy.ai (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner sales professionals to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Want to switch from LinkedIn lurking to creating, but don't know where to start? You do now: it's with this podcast episode. Darryl is joined by Daniel Disney, sales author/speaker/trainer and Founder of The Daily Sales. With over 850k brand followers and close to 100k personally, there's no better man to help you start, or step up, your LinkedIn game–especially in the sales space. In this sparkling meeting of the minds you'll learn about: the key steps for growing at any follower count, the content you should (and shouldn't) be creating, and industry-wide challenges like attribution and authenticity. 🔗 LINKS It goes without saying, but the best place to find Daniel is on https://www.linkedin.com/in/danieldisney/ (LinkedIn). You'll also find him at the Daily Sales http://www.thedailysales.net (website). Find his latest book is on Amazon https://www.amazon.com/Ultimate-LinkedIn-Sales-Guide-Generating/dp/1119787882 (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. Find the LinkedIn profile book he mentioned https://www.amazon.com/Write-KILLER-LinkedIn-Profile-Mistakes-ebook/dp/B019ELXR8W/ (here). Watch the Darryl vs Daniel debate https://www.youtube.com/watch?v=S21s2lGgdXE (here), and watch Darryl's webinar with Keenan on authenticity https://info.vanillasoft.com/authenticity-in-sales-webinar (here). 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with SDRs and leaders of SDRs to help them be the best professional salespeople they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Je nais sais quoi aside, there are three must-have attributes shared by all top performing SDRs. Do you have them? In the episode of INSIDE Inside Sales, Darryl is joined by friend to SDRs everywhere David Dulany, founder and CEO of Tenbound. In an episode so fast and value-dense you couldn't speed it up if you wanted to, find out what these three power skills are and how to master them. 🔗 LINKS Connect with David on https://www.linkedin.com/in/johnrichardson11/ (LinkedIn), or at the Tenbound https://www.tenbound.com (website). Find Mr Pep Talk http://www.mrpeptalk.com (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with SDRs and leaders of SDRs to help them be the best professional salespeople they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
It's CRO time folks, let's find out what exactly this 'CEO of Revenue' does and how it's relevant to you. In the episode of INSIDE Inside Sales, Darryl is joined by CRO aficionado Warren Zenna, CEO and Founder of Zenna Consulting and the CRO Collective. A breath of fresh air, this episode was sent to zoom you right out of the day to day. Warren and Darryl consider the untapped gold to be mined from working with (preferably in) the other revenue teams, why that knowledge will be so relevant for you three jobs from now, and the superpowers of a great CRO. 🔗 LINKS Connect with Warren on https://www.linkedin.com/in/johnrichardson11/ (LinkedIn), or at the https://www.zennaconsulting.com (Zenna Consulting) and https://www.thecrocollective.com (CRO Collective) websites. Warren is co-host of the CRO Spotlight podcast. Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. Episode #170 was that episode with the brilliant Jenny Brennan (Senior Director of Sales at Agorapulse). Find out more about the words of the episode: https://www.google.com/search?q=perspicacious (perspicacious) and http://google.com/search?q=eschew (eschew). 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your sales career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
It's possible you're leaving an important first step out of your sales process, risking the effectiveness of everything that comes after it. It's checking where your buyer is on the customer journey. In this episode of INSIDE Inside Sales, Darryl welcomes John Richardson, Founder and CEO at ExP. Cracking this topic open in a podcast-first, they talk the journey stages, how to identify them, how and what to adapt based on the stage, and why this such an important way to deepen your understanding of your customer beyond their persona. 🔗 LINKS Connect with John on https://www.linkedin.com/in/johnrichardson11/ (LinkedIn) or at the https://www.exp-recruitment.com (ExP website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Patience and diligence are valuable attributes. We know they're essential to pass between generations but, are they something we apply enough in our careers day to day? Slow and steady may not be thrilling but let it in and, like the tortoise, it can win you the race. In this episode of INSIDE Inside Sales, Darryl welcomes Mike Simmons, Founder at Catalyst Sale. Join them as they explore the temptation to skip process, how to build a winning structure from scratch, and the common risks lurking in the swamps of both speed and stagnation. 🔗 LINKS Connect with Mike on https://www.linkedin.com/in/mikesimmons/ (LinkedIn) and on https://twitter.com/simmons_m (Twitter). Find the Catalyst Sale podcast https://catalystsale.com/sales-podcast/ (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
With numbers constantly nipping at our heels, for many of us slowing down in your work day seems counterproductive, or maybe outright impossible. But it's the cure for what ails you. In this episode of INSIDE Inside Sales, Darryl welcomes Luigi Prestinenzi, CEO and Co-Founder of Sales IQ Global. Like all good conversations between friends this episode covers a lot. Starting with a good ol' rant, you'll then find out what made Darryl dub Luigi the Master of Less, why you need to be vying for that title, and how to tackle the roadblocks between you and your time. 🔗 LINKS Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) and https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) on LinkedIn. Find the Sales IQ Podcast on your favourite podcast player. 🧑🤝🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).
Sometimes the best way to get valuable information is simply to just ask, and that applies to sales referrals.
In this episode of INSIDE Inside Sales, Darryl welcomes Graham Eisner, the brilliant author and Founder at Eisner Consultancy to talk about using the Just Ask method for getting leads through referrals - at no cost! Darryl and Graham will drill down on why getting out there and just asking is 30% of the job done. They also share how to execute this tactic properly, as well as the seven steps you should be using. Most importantly, you’ll learn how to overcome all the excuses for not just asking in the first place.
https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out how to drop the negative mindset holding you back from just asking your clients for referrals.)
We all need to be self-aware, noticing the tendencies that are getting in the way of our success.
In this episode of INSIDE Inside Sales, Darryl welcomes Sarah Hicks, the incredibly talented Lead Coach at Predictable Revenue™, to talk about the biggest hindrances that prevent sales reps from scaling, getting the results they want, and achieving sales success. Darryl and Sarah will discuss the importance of eliminating distractions, leveraging automation tools, understanding your prospects’ business, and mixing up your channels. They also touch upon why knowing your metrics is a must and what umbrella personas are.
https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now to find out why you should stop hiding behind email instead of embracing the multi-channel approach. )
Social media has become an arena for polarizing opinions - and not just about real-world issues but also sales and marketing. Is there a way to put this argument-provoking rhetoric to good use and hit your numbers?
In this episode of INSIDE Inside Sales, Darryl is joined by the knowledgeable and outspoken Jake Dunlap, CEO at Skaled Consulting, to talk about how to leverage social-selling in a polarized world. Darryl and Jake go on to discuss varied and somewhat controversial posts pulled from Jake’s social media, such as the importance of optimizing and diversifying outbound messaging, the power of video in sales, and the TTTT tactic.
Subscribe now and find out why the gig economy may be the next frontier for sales professionals.
There's no question that many salespeople have a blind spot when it comes to measuring and monitoring themselves. Unfortunately, that's exactly what they need help with. In this episode of INSIDE Inside Sales, Darryl welcomes Peter Kazanjy, the insightful sales expert and Co-Founder at Atrium, to dispel the math phobia plaguing the entire sales industry. Darryl and Peter will muse about how a sales data-driven approach can lend some valuable insight into how to improve performance and allow sales reps to self-manage themselves. Finally, they touch upon some stats that sales professionals should look at to monitor their own success. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how numerically instrumenting the success of your persuasion can help you develop your analytics muscle and stop being math-scared.)
What makes some people react positively to a certain message while others absolutely hate it? The answer is simple: that message is relevant to them. In this episode of INSIDE Inside Sales, Darryl teams up with Ryan Scalera, rockstar branding specialist and Head of Business Development at Addepar, to uncover the secret sauce behind crafting winning sales messaging. Darryl and Ryan share their tips on creating content that will get your prospects to respond, infusing your outreach with relevance, and why relevance is the next-level personalization. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to strike the right chord with your buyers and align what they need with what you sell.)
Have you ever second-guessed your career and found yourself at a career crossroads? We’ve all been there, and it isn’t easy. In this episode of INSIDE Inside Sales, Darryl welcomes the brilliant Jenny Brennan, Senior Director of Sales at Agorapulse, to talk about overcoming the anxiety of where your career is going. Darryl and Jenny will discuss imposter syndrome, setting boundaries, making incremental steps instead of focusing on the big goal, and taking care of yourself. You’ll also hear why “I’ll figure it out” is the best thing you can tell yourself on your way to success. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out how taking ownership of your well-being can improve your personal and professional life.)
What matters more in sales, technology, or technique? Despite there being two camps, the answer is that these elements can’t work efficiently without each other. In this episode of INSIDE Inside Sales, Darryl welcomes not one but two brilliant sales leaders, Douglas Hall, President at D. Advocate&Associates, and John Klymshyn, Founder of the Klymshyn Method, to talk about the differences and synergies between sales technology and technique. The three of them highlight the importance of growing your own technique while using tech to optimize your processes, as well as how to embrace technology without letting it change who you are as a salesperson. Finally, John shares a simple three-word question that could change the dynamics of your sales conversations and help you engage your prospects. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to elevate your sales by embracing the tool, understanding its purpose, and using it to be an authentic version of yourself at scale.)
Do you find yourself wearing multiple hats at your job? All of us do, but it seems that the lines between sales and marketing are blurring to a greater extent than others. In this episode of INSIDE Inside Sales, Darryl is joined by Daniel Cmejla, the multitalented Director of Partnerships, Community, and Social Media at Chili Piper, to discuss the narrowing divide between sales and marketing. Darryl and Daniel will share how the two disciplines started coming together, why sales is increasingly done by marketers, and the importance of the multi-attribution model. They also talk about the tools that will make you more efficient and optimize your time by making small incremental changes that add up. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now to learn how to tap into the power of smarketing and get the best of both worlds.)
Did you know that you don’t have to be pushy with your sales efforts to get tangible results? In this episode of INSIDE Inside Sales, Darryl welcomes Shawn Finder, Co-Founder of Autoklose and SAAS Entrepreneur rockstar, to talk about the power of intangible touches in sales. They will discuss the best places to implement this tactic, explain how it works, and give you some actionable tips for engaging your prospects with no more than one call or email. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to stay top of mind with your prospects, without the risk of coming on too strong.)
Many sales reps feel like they're carrying the weight of the world on their shoulders. Is there a remedy for that? Yes, and it's called re-framing. In this episode of INSIDE Inside Sales, Darryl welcomes Terry Ledden, Sandler legend and Managing Partner at Sales AboutFace Inc, to share personal stories about suffering from the imposter syndrome, seeking approval from others, and experiencing the whole world come crashing down. They also talk about making a mindset shift, the importance of focusing on the conceptual element in sales, and learning to detach the outcome. You'll also hear some actionable tips for grounding yourself before every sales call. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out what is holding you back from coming to a belief or an understanding and reaching your goals.)
What makes a successful sales rep? They have all the processes and intel readily available at their fingertips – thanks to RevOps. In this episode of INSIDE Inside Sales, Darryl welcomes Eddie Reynolds, CEO at Union Square Consulting and RevOps expert, to tackle the topic of sales tech and how it can help you maximize your sales. They talk about the benefits of having all the data available at the click of a button, and how a holistic, 360-degree view of every prospect makes a huge difference to hitting your numbers. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to streamline the admin work and free up your time to focus on selling.)
What would happen if you made a career change and it turned out to be a mistake? Nothing earth-shattering – you could just go back to where you were before. In this episode of INSIDE Inside Sales, Darryl is joined by the brilliant Galem Girmay, Co-Founder at RevGenius and Revenue Enablement Manager at UserTesting, to talk about transitions in life and career. The two of them talk about the importance of getting a trade you can always fall back to, how to consciously plan for a transition, and how a mentor can help you get from point A to point B faster. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to avoid being derailed as you handle both planned and unexpected career transitions.)
There’s one super important question that you must ask yourself if you want to be a successful sales rep: do I truly understand buyer intent? In this episode of INSIDE Inside Sales, Darryl welcomes Christopher Rack, CRO at Demand Science, to talk about the importance of buyer intent, how sales reps can use it to dramatically grow their pipeline, and ultimately close more deals. They go on to uncover some of the most common misconceptions about intent data, offer tips on how to apply intent in your daily routine, and discuss why hyper-personalization is a must when you’re automating your email campaigns. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to decipher intent signals, identify red hot leads, and prioritize your resources.)
What’s the secret to being taken seriously? Stop taking yourself too seriously. In this episode of INSIDE Inside Sales, Darryl is joined by Jon Selig, a rockstar sales guy turned stand-up comedian, to talk about using humor in sales as a way of establishing rapport and connecting with your prospects. They also delve into the importance of being different, challenging the stuffy dress code, and upping the personality game as sure-fire ways to make a memorable impression. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now to learn how stand-up comedy lends itself to sales and how you can laugh your way to closing your deals.)
Cold calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel. In this special encore presentation of INSIDE Inside Sales, Darryl is joined by SalesBuzz.com CEO and sales training expert, Michael Pedone. Due to the duration of the original conversation, it was originally presented as two separate, yet wildly popular episodes. In light of this popularity, we thought it best to provide these two stellar episodes into one masterclass on all things cold calling. Darryl and Michael hold nothing back as they recognize top pain points, discuss overcoming the fear of rejection, and offer advice on piquing interest, but that’s just the beginning! https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to conquer cold calling on this episode of INSIDE Inside Sales!)
How can you expand your network, stay up-to-date with the latest sales trends, and get tactical coaching? A simple answer is by leveraging the sales community. In this episode of INSIDE Inside Sales, Darryl welcomes Charlie Locke, the brilliant Sales Leader and Co-Founder of SDR Nation, to discuss the best ways you can use your community to grow and develop as a sales professional. They also talk about the importance of properly training SDRs, the progression from an SDR to AE, and what questions you should ask your boss when interviewing for an SDR job. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to get the most value out of the community.)
No! This two-letter word sends shivers down every sales rep's spine. That's why courage is one of the most critical qualities when it comes to selling. In this episode of INSIDE Inside Sales, Darryl welcomes Andrea Waltz, rockstar Speaker, Virtual Trainer and Author, to discuss why it's essential to get out of your comfort zone and overcome the fear of rejection in sales. They will talk about why keeping VITO in the loop is a must, why getting a no from them is a good thing for your prospecting efforts, and just how many pushbacks are too many. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn why you should stop projecting your own biases, grit your teeth, and copy VITO.)
Your social profile is the first piece of content your customers will see about you. Have you ever considered making it about them and not yourself? In this episode of INSIDE Inside Sales, Darryl is joined by Bill McCormick, the social selling mastermind and trainer from Social Sales Link. Darryl and Bill discuss solid techniques for connecting authentically to your buyers, such as crafting your presence to reflect the interests of your ICP, and simply being genuine in your reasons for outreach. They also share what you should avoid, such as spamming likes, posting pitches, or using bad templates. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and hear how you can better connect with your prospects on this episode of INSIDE Inside Sales.)
Even though asking questions is integral to any role in sales, many salespeople are reluctant to ask them at all. In this episode of INSIDE Inside Sales, Darryl welcomes Ian Moyse, the award-winning CRO from OneUp Sales and globally recognized speaker to help you learn how to ask more questions. Darryl and Ian offer strategies such as using questions to speak to more stakeholders and being careful to get the answers you need, not the answers you want. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to build rapport, trust, and credibility through asking more questions.)
We are all exposed to 10,000 messages every single day. So, how do you cut through such deafening noise and reach your prospects? In this episode of INSIDE Inside Sales, Darryl teams up with Deb Calvert, the brilliant people engagement expert and president of People First Productivity Solutions, to talk about how to sell in the age of infobesity. They also share valuable tips on how to capture your prospects’ attention without overloading them with information. You’ll learn why prospects ghost you or often make price-based decisions, how to condense your message into bite-sized chunks, and why sense-making is the go-to strategy for selling in such circumstances. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out why active listening should be your primary skill.)
What's the secret to becoming a sales pro? Try to act like a pro, look like a pro, and sound like a pro. In this episode of INSIDE Inside Sales, Darryl teams up with Tim Kintz, rockstar sales trainer, bestselling author, and President of the Kintz Group, to talk about why it's critical to dress a step above your prospects and how your attire will help you come across as an expert. You'll also learn more about the importance of brand, how video or social media can help you build it, and why you should start doing it now. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)
The modern sales landscape can be like a battlefield, which is why you need a bulletproof selling strategy to hit and exceed your sales goals. In this episode of INSIDE Inside Sales, Darryl is joined by Shawn Rhodes, the brilliant Chief Sales Architect Strategist and former war correspondent for the U.S. Marines, to discuss why there's no room for hope in your sales strategy. In both war and sales, it’s crucial to implement a system and get your team to stick to it, so Darryl and Shawn explore the concept of systemizing value. They also share tips on eliminating prospect attrition and explain how to fuel your pipeline. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and improve your sales arsenal ahead of your next quarter.)
Telling your sales team what not to do is not the way to teach them how to do a better job. In this episode of INSIDE Inside Sales, Darryl welcomes Lee Salz, the brilliant sales strategist and accomplished author, to discuss what it means to sell different and why the word “not” is a big no-no. Contrary to expectations, the “different” part of the equation is actually something that should be the gospel of sales - for example, looking at each touchpoint and every interaction with your prospects, or finding a way to outsell, outperform, and outsmart the competition. Darryl and Lee offer actionable tips you can actually implement on how to ask for referrals, generate leads, sell virtually, handle discovery meetings, and increase conversion rates. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and hear what you should be doing (and not what you shouldn’t) in order to improve your results.)
What is a sure-fire way to maintain success as you transition from one company to another? Never, ever burn your bridges! In this episode of INSIDE Inside Sales, Darryl welcomes Ashleigh Early, rockstar sales consultant, coach, and podcast host to discuss the tricky topic of navigating the unpleasant waters of being let go or leaving your job. Darryl and Ashleigh will share some valuable tips on ways you can move on without damaging your professional relationships. They will also discuss why keeping a level head is really the best thing you can do, and offer some advice on what to do when confronted with the "you only have 24-hours to sign this" ultimatum. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to keep those important bridges intact.)
Earning your stripes in sales is a tough process. It's not uncommon to feel out of place during your first year as a sales rep. In this episode of INSIDE Inside Sales, Darryl is joined by our own top salesperson – VanillaSoft's rockstar sales rep in charge of Higher Ed, Rachel Spencer, to talk about how new sales reps can pave their way to success. Creating a strong unique selling proposition is one of the first steps. They discuss the importance of having contextual knowledge of the product, shared the tips for hooking your prospects over the phone using storytelling, and touched on why it's essential to know your prospects' pain points from their unique POV. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn the tricks of the trade from those who were once in your shoes.)
There’s a lot of negativity around cold-calling, even though it’s one of the most powerful tools at your fingertips. In this episode on INSIDE Inside Sales, Darryl is once again joined by SalesBuzz.com CEO and sales training expert Michael Pedone. Darryl and Michael continue where they left off in the previous episode, discussing the misinformation around cold-calling. They will also explore the 4 phases of the sales process as well as the 3 phases of qualifying, so that you’re well equipped the next time you pick up the phone. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)
Cold-calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel. In this first of two cold-calling episodes on INSIDE Inside Sales, Darryl is joined by SalesBuzz.com CEO and sales training expert Michael Pedone. Darryl and Michael dispel the many knocks against cold-calling and clearly illustrate how this tool can radically improve your sales numbers. They also share advice on piquing interest, recognizing the top pain points, and how to overcome the fear of rejection. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)
If you aren’t hitting your quota, maybe you aren’t speaking your buyer’s language. In this episode of INSIDE Inside Sales, Darryl is joined by the two authors of "Insight-Led Selling", Dr. Stephen Timme and Melody Astley. Darryl, Stephen, and Amy discuss how you can develop an executive mindset and communicate with greater impact. They also lay out how you can build credibility by developing financially driven points of view. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)
No matter your role in sales, you are not going to succeed without a strong sales development framework. In this episode of INSIDE Inside Sales, Darryl speaks with thought leader and Tenbound CEO David Dulany about the findings and wisdoms in David’s latest book, "The Sales Development Framework". Darryl and David go into overtime as they examine topics such as starting a sales team from scratch, prospecting, personal brand, content creation, building reputation, and developing a growth mindset, to name but a few areas mentioned. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)
The really elite sellers pay close attention to their numbers. Do you? In this episode of INSIDE Inside Sales, Darryl is joined by bestselling author and legend, Amy Franko. Darryl and Amy discuss how imperative it is to regularly monitor your metrics dashboard to better manage your pipeline. They also share fantastic tips such as always knowing your closing rates, ways to keep your top-of-funnel filled, and increasing the profitability of your deals. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales podcast!)
Technology is cool as it innovates how we approach our job and can make it much easier. But you need to find the right balance between using and abusing it. In this episode of INSIDE Inside Sales, Darryl talks to Justin Michael, Co-Founder of HYPCCCYCL and the tech guru superstar without peer, about why having a sales tech stack matters, why you should empower it with different hacks, and how to get the best outcomes. This seasoned duo discusses what tech was like back in the early days of the Internet, how it evolved, and why every individual sales rep out there should jump on the tech bandwagon (hint: bigger, better, faster, hyper-personalized.) https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how automation could scale your sales efforts and change your job for the better.)
Are you losing your sales, missing your numbers, or failing to achieve what you planned? Let’s discuss why your Sales Manager wants to know all this and how to prepare to answer their potentially difficult questions. In this episode of INSIDE Inside Sales, Darryl welcomes true sales rock star, Kendra Lee, a top IT seller, and Prospect Attraction Expert to walk you through 12 difficult questions about lost sales. The two of them will offer you advice for deciphering the true motives behind these inquiries and how to provide the best answers. For example: Are you unearthing the real problem behind the business situation your prospect wants to address? Or: Do you follow up while waiting for a decision? https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now to learn how to handle the interrogation and fix all these issues.)
Do you have the guts to ask tough questions and get tough answers or do you prefer the comfort of hearing what you want to hear through happy ears? In this episode of INSIDE Inside Sales, Darryl welcomes Larry Long Jr., Director of Collegiate Sales at Teamworks and a sales process champion. Together, they will unearth the importance of setting up and following a sales process, being prepared to ask uncomfortable questions and hearing the bad news early on in negotiations. They also offer advice on learning how to read the room and listening to what really bothers your prospects. If you want to hear some great tips on how to obtain open, honest feedback and move towards meaningful and fruitful relationships with your prospects, don’t miss this episode of INSIDE Inside Sales
As we move closer to our 150th Episode, we thought it would be fun to re-visit our 100th Episode Special, where we turned the tables and for the first time ever, Darryl was the guest. Now who could we possibly find that would be up to the challenge of interviewing VanillaSoft’s dynamic, bombastic, and fashion icon of a Chief Revenue Officer? All-Star guest and fan favourite Benjamin Dennehy joins us for his record-setting 4th time to dig deep and dive into all things Darryl Praill. Learn everything you wanted to know about the who, why, and how about your humble host as we celebrate this milestone episode of INSIDE Inside Sales!
Despite all the experience and tech, people are still sending out poorly written, bland, impersonal emails that give the discipline of email marketing a bad name. Here’s how to avoid being one of them. In this episode of INSIDE Inside Sales, Darryl welcomes Tyler Lessard, the verified video visionary VP of Marketing and Chief Video Strategist at Vidyard to discuss the importance of video as a vehicle for building rapport and familiarity with your prospects. The two of them will deconstruct the science behind bonding with prospects we’ve never met, as well as becoming relational with them via the visual and audio cues available only in video. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn why using innovative video is the next frontier of email marketing and prospecting.)
Did you attend the OutBound Conference this year? If not, hear why you should do it next year, and if you were in attendance, enjoy the recap. In this episode of INSIDE Inside Sales, Darryl is in quarantine and without a guest, so he’s using this unique opportunity to share his reflections from the OutBound Conference, an incredible show put on by sales reps for sales reps. Darryl discusses his experiences from Atlanta, getting to meet with industry legends, struggling then overcoming stage anxiety, and sharing the valuable content he recently learned. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out why OutBound should be your choice if you can attend only one show!)
By adopting skills demonstrated by visible leaders, you’ll be able to achieve the outcomes you want. In this episode of INSIDE Inside Sales, Darryl welcomes Darren Reinke, Founder at Group Sixty, Author, Speaker, and rockstar Consultant to discuss the importance of leadership skills, not only in sales but in your everyday life. Darryl and Darren assert that you have an impact on people regardless of your role and that others can perceive you as a leader in your sphere of influence. In addition, you’ll learn the 13 principles that will help you become the (sales)person others will turn to for inspiration, as well as how to anchor your decisions, embrace patience, and adopt best practices for authenticity. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out how to unleash your inner savage leader!)
What do you do to pre-book a lot of meetings before the show, make a splash during it, and turn these new connections into deals? One word: LinkedIn! In this episode of INSIDE Inside Sales, Darryl is joined by Brynne Tillman, the LinkedIn savant rock star, who boasts 60K connections on this social media platform, to talk about how to use it before, during, and after the conference to build real connections and ultimately drive sales. You’ll hear how to connect with all the speakers at the conference via different social media channels, check out their engagement and shares, identify others who will be at the event, and start engaging with those you think you can add value to. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to become a LinkedIn pro!)
Are you a LinkedIn connection hoarder? Your 500+ connections are a dead asset if you don’t engage, talk to, and interact with them. In this special episode of INSIDE Inside Sales, Darryl welcomes the one and only Sales Evangelist and OutBound Conference speaker, Donald C. Kelly to talk about the power of LinkedIn for success in sales, and why it’s essential to take action instead of sitting back on the sidelines. Tune in to find out how to build and establish a strong presence on LinkedIn, why vanity metrics don’t matter, and what you should do in order to be successful, especially when it’s the opposite of what everyone else is doing. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn why being different on social media will get you to the top.)
Marketing and sales aren’t on different sides of the spectrum – they’re two sides of the same coin. But, do you know how to keep them aligned? In this episode of INSIDE Inside Sales, Darryl is joined by the brilliant sales leader, marketer, and Director at EQ Sales, Laura-Jade Harries, to discuss why sucking at sales communication is like a kiss of death for your closing rate. Darryl and LJ also cover the difference between sales and marketing, as well as the importance of truly understanding marketing. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast ()https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to harness synergies between marketing and sales communication.)
If you already know who your target companies and decision-makers are, why waste all that energy trying to generate leads? In this episode of INSIDE Inside Sales, Darryl welcomes Darrell Amy, acclaimed Growth Strategist, Author, and OutBound Conference Speaker, who contends that you don’t need leads for driving sales. Join Darryl and Darrell as they explore this controversial notion further and discuss why engaging with the ideal prospects should be your go-to sales strategy. You’ll also hear more about collecting intel on key players and companies, building procedures and systems to engage them, leveraging 100% coverage, and turning ideal prospects into ideal clients. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and hear how to grow your numbers without relying on leads.)
Understanding the aspects of sales differentiation can easily help you close many more deals. In this episode of INSIDE Inside Sales, Darryl welcomes Lee Salz, CEO of Sales Architects, OutBound Conference Speaker, and revered sales consultant to discuss sales differentiation. Darryl and Lee will explain why the word “best” is overrated, and why you should swap it with “different”. They also share how to make your prospects realize your offerings ARE the best without needing to say so, setting yourself apart from the other sales reps who offer the same solution, and identifying what your meaningful value is. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to nail the WIIFM approach)
Have you ever found yourself so caught up with working your deals that you end up ignoring the growth of your sales pipeline? In this episode of INSIDE Inside Sales, Darryl talks to Rod Santomassimo, a rockstar business growth coach and OutBound Conference presenter, about why it's crucial to approach your number as a business and sell like a CEO. The two of them will teach you how to avoid one of the most expensive sales mistakes – depleting your pipeline. They also delve into why adopting an entrepreneurial mindset is a big deal in sales, as well as how to achieve this. Subscribe now and learn how to simultaneously build your sales pipeline while selling like a CEO. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast now)!
Do you have a problem being authentic with your prospects? If the answer is yes, sales improv is the word!
In this episode of INSIDE Inside Sales, Darryl teams up with Gina Trimarco, a rockstar Master Sales Trainer at Sales Gravy, podcaster, improviser, and the Oprah of Outbound, to teach you how to bring the power of improv into your sales process.
The two of them will explain why going off the script is actually the willingness to fail, what it means to let go of your ego, and how this can completely transform your sales mindset for the better. Subscribe now and unleash your authentic inner salesperson.
https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast now)!
One of the most common reasons why sales reps fail to succeed is due to the way they approach their prospects. A small change in messaging could do wonders in this regard!
In this episode of INSIDE Inside Sales, Darryl welcomes Rockstar sales consultant and messaging expert Jim Karrh to discuss how you may be getting this concept backward. Listen now and learn how to get the messaging pattern right, polish the art of selling conversations, as well as ensuring your messaging is relevant, clear, and on point. They also delve into the way your prospects’ minds work and provide strategies to help you better approach them. Subscribe now and unlock the power of business conversations.
https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast now)!
How are you when it comes to using cadences? Do you focus more on email over the phone? When it comes to reaching your prospects, are you confident that you are using all of the channels available to you?
In this episode of INSIDE Inside Sales, Darryl is joined by one the 4 founders of the OutBound Conference, the unmistakable Jeb Blount. Darryl and Jeb go over the importance of using cadences as a part of your sequence and offer up advice that can drastically improve your success rate. They discuss tips such as taking advantage of personalizing emails, creating a wish list of dream accounts, as well as answering some of the questions and criticisms regarding using the phone in the age of email. Learn how to streamline and optimize your cadences on this episode of INSIDE Inside Sales!
https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast now)!
Wouldn't it be great if your prospects trusted you from the moment they met you? Yes, this is possible and no crystal ball is required. In this episode of INSIDE Inside Sales, Darryl is joined by InQuasive President Michael Reddington, a former professional interrogator and trained forensic interviewer to discuss his unique approach to sales training, using styles learned as an expert in persuasion. Hear advice on presenting yourself in the best possible light, ways to move your prospects from resistance to commitment, and how to begin building trust with them before even speaking with them. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now) and learn how to grow your numbers through a stronger rapport.
We've all been there. We’ve all had to deal with setbacks, failure, and disappointments, but is there a way to prepare for them?
In this episode of INSIDE Inside Sales, Darryl welcomes the legendary Brandon Bornancin, No. 1 best-selling author of 10+ books and the definitive sales expert to talk about handling failure in sales and how to get back on your feet. Darryl and Brandon discuss the 4 core values critical to lifelong success, why it's imperative to maintain a positive mindset, who's really to blame for your failures, and how to get unstuck when your numbers go down.
Subscribe now to learn how to overcome setbacks and improve your bottom line.
Asking leading questions is a great way to get to know your prospects, but do you know how to build the right framework around those questions?
In this episode of INSIDE Inside Sales, Darryl and Scott Kaplan, the rockstar sales coach with Quick Hit Sales Tips discuss the power that effective questions can wield and teach you how to dig deeper during discovery. They will also share valuable advice on how to craft the questions you need to be asking, show why pitching must come later in the process, and share Scott’s unique “F-A-C-T” discovery process for getting the quality information from your prospects.
https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)
Do you know what the easiest way to let your sales opportunities slip through the cracks is? Bad sales manners.
In this episode of INSIDE Inside Sales, Darryl and Sam McKenna, Founder of
samsales Consulting and a dynamite expert on all things sales, talk about the
importance of good manners in sales. You'll find out why it's a good idea to BCC yourself on email responses to your leads, what an appropriate email response time is, as well as how to master referral email etiquette. Subscribe now and learn how to achieve greater success through the "show me you know me" approach.
Don't you hate it when someone interrupts your story and cuts you off? Everybody does, including your prospects! In this episode of INSIDE Inside Sales, Darryl talks to Bruce Kirk, a prospecting, sales, and coaching expert at Slight Edge Selling, about the magic of story-listening. They will explain what this concept means, giving you a master class on becoming a great listener and storyteller. They also share how just being willing to give your prospects the floor can position them into sharing their pain points. Subscribe now and unlock the power of two-way storytelling in sales.
New to ABM? Good. Get ready to sit in the passenger seat and let your buyer take the wheel.
In this episode of INSIDE Inside Sales, Darryl welcomes Mark Ebert, ABM Specialist and SVP of Sales at 6sense to discuss the ins and outs of transitioning from inbound to outbound sales, as well as the challenges of selling to an educated B2B audience. Learn how to smoothly adjust to this more disruptive approach, successfully open opportunities on an outbound motion, and most importantly, get inside your buyer’s head. Subscribe now and unleash your inner outbound rockstar!
Some say that hard work, determination, and commitment are the most important attributes to achieve success in sales, but what about your personal brand?
In this week’s episode of INSIDE Inside Sales, Darryl teams up with Alistair Neal, business recruitment rockstar and Paiger’s VP of Americas, to discuss the importance of building a strong online presence and putting your name in front of the right people. Learn how to develop and utilize your personal branding to showcase your expertise, leverage social media like a pro, and organically attract potential customers. Subscribe now and discover how to build a brand that shines!
Have you ever wanted to become a full-time entrepreneur? In this podcast-within-a-podcast episode of INSIDE Inside Sales, Darryl shines the light on The Zero to Five Million Podcast, hosted by two sales & marketing experts, Shawn Finder, Sales GM at Autoklose, and Ollie Whitfield, Product Marketing Manager at Autoklose. This seasoned duo welcome successful business founders together and will help you decide where to invest, how to pick the best channels, scaling your business, and ultimately prompt you to revisit your career path. You know that learning is earning, so subscribe now to expand your knowledge and hear first-hand experiences from people who have made it.
How do you differentiate yourself without projecting your own biases upon your buyer? Stop and put yourself in your buyer's shoes. In this episode of INSIDE Inside Sales, Darryl joins forces with Catherine Robles, Director of Sales at VanillaSoft, a sales expert and a champion of women in sales, to help you identify and avoid some of the most common rookie sales mistakes. The two of them will talk about bridging a generational gap between buyers and sellers, understanding your audience's perspective and adapting to their preferences but not losing your voice in the process, and the importance of having fun. Listen to the show and learn how to zoom past all the obstacles and unlock your inner sales rockstar.
What's a single sure-fire way to increase your odds of closing a sale? Nailing your buyer’s experience, obviously. In this episode of INSIDE Inside Sales, Darryl welcomes Mike Simmons, the authority on customer experience and CRO at CybSafe, to talk about the importance of having a smooth SDR-AE handoff process, and why it's a make-it-or-break-it factor when it comes to winning over customers. They also distinguish between the roles of an SDR, BDR, and AE in the buyer's journey and how each of them fits in particular stages of prospecting, nurturing, and negotiating. Listen now to learn how to achieve consistency across teams, have the right technology in place, and set expectations.
Do you need street smarts for sales and what’s the best way to pick up new tricks? The past is our best teacher. In this new episode of INSIDE Inside Sales, Darryl and Fred Copestake, best-selling author, sales coach, and founder of Brindis, will take you on a walk down memory lane and give you a crash course on using old-school sales tactics. From the ‘50s to the present day, you’ll get a recap of the tried and true techniques such as AIDA, mirroring, FAB, as well as objection-angling, and understanding what value is. Learn how to grow your numbers with these sales-boosting tactics and find out what the ‘20s are all about on this episode of INSIDE Inside Sales!
https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)
Do you have the guts to ask tough questions and get tough answers or do you prefer the comfort of hearing what you want to hear through happy ears?
In this episode of INSIDE Inside Sales, Darryl welcomes Larry Long Jr., Director of Collegiate Sales at Teamworks and a sales process champion. Together, they will unearth the importance of setting up and following a sales process, being prepared to ask uncomfortable questions and hearing the bad news early on in negotiations. They also offer advice on learning how to read the room and listening to what really bothers your prospects. If you want to hear some great tips on how to obtain open, honest feedback and move towards meaningful and fruitful relationships with your prospects, don’t miss this episode of INSIDE Inside Sales
Crafting intriguing subject lines that will make your recipients think to themselves, "Finally, an email that I wanna read," is the holy grail of cold emailing. In this week's episode of INSIDE Inside Sales, Darryl's guest is our very own Ollie Whitfield, super-talented product marketing manager at VanillaSoft. Ollie analyzed more than 680,000 cold emails that we sent out in Autoklose, and will share his findings that offer a data-driven perspective on creating the perfect subject line that will make your open rates soar. Darryl and Ollie discuss, among many other things, the importance of subject line length, the tone and terminology you use, the most effective timing, as well as the most common mistakes. Learn how you can boost your open rates and impress your recipients by making your cold emails a lot warmer. Be the one in charge in the game of Open or Delete!
Do you have a mentor to help guide you through your sales career?
This week on INSIDE Inside Sales, Darryl is joined by Sales Executive rockstar and co-founder of RevGenius, Galem Girmay. Darryl and Galem discuss how to best find support and guidance from your network to help you grow and advance your career. They also share valuable advice on finding a mentor such as making sure your relationships aren’t transactional, disregarding your naysayers, and how to avoid the echo chambers that keep you misinformed. Learn how to find the supports that will help you develop your sales superpower on this episode of INSIDE Inside Sales!
When you have a new prospect do you calmly engage with them, or do you let emotion take the lead and deluge them with an onslaught of information? This week on INSIDE Inside Sales, Darryl welcomes the award-winning and brilliant rockstar head of Blue Chip CRO, Ed Porter. Darryl and Ed talk about how many deals can be lost when sales professionals pounce on a prospect, inadvertently pushing them away with pitches. They also discuss how to avoid the dreaded word vomit, offering such advice as improving your self-awareness, making use of scripting principles, and utilizing conversational analytics to measure talk time. Learn how to show restraint and keep your prospects engaged on this episode of INSIDE Inside Sales!
Ed began his professional management career in 2001 and has since led teams from 5 to over 1,000 people with responsibilities for sales, customer experience, and marketing functions. Ed has worked for service, software, and distribution companies learning the foundations of delivering a powerful customer experience while driving value and effectiveness in the sales and development channels. Ed currently helps companies as a consultant and fractional leader execute efficient and effective sales, marketing and customer experience processes. He has participated, facilitated and chaired several executive groups centered on sales management, contact center management, and technology innovation. Ed has been a keynote speaker and guest speaker focused on sales strategy and customer management programs. Ed helped relaunch the Columbus Chapter AA-ISP in 2015 and has served as the chapter President since. He has been recognized as a three-time Top 25 Most Influential Sales Leader, Executive of the Year, Innovator of the Year, Excellence in Execution, Top 100 Sales Coaches to Watch, and a three-time Chapter of the Year award winner. Ed has taken an active role in both the sales and local communities by serving as a mentor for #GirlsClub as well as multiple nonprofit boards. He currently sits on the Advisory Board for Bandalier and is an investor and advisor for Seamless.AI
Most sales professionals have a negative perception of follow-up, sadly throwing away the opportunity to stand out and connect with their prospects. This week on INSIDE Inside Sales, Darryl is joined by Best-Selling author and foremost authority on the follow-up, Jeff Shore. Darryl and Jeff discuss the science behind why following-up can help you to close more deals, the optimal multi-channel strategy to leverage, as well as dispelling the myths and mental hang-ups behind why SDRs avoid the follow-up. They also talk about the wisdom of finding commonalities between you and your prospects and how following-up can lead to the benefit of referrals. Don’t miss learning how to maximize your prospect’s emotional altitude and close more deals on this episode of INSIDE Inside Sales!
Jeff is the President and CEO of Shore Consulting. Jeff blends leading-edge research in Cognitive Behavioral Therapy with an infectious passion for the sales process and personal relationships with customers. Put simply, Jeff is able translate sales theory into simple, effective and repeatable applications. Jeff’s highly sought-after keynote speaker sessions inspire audiences around the globe to change their mindset and in turn, change their world. His innovative, research-driven approach to sales training is more than just another flavor of the week—it’s a fundamental shift in how to approach your customers and the sales process. Jeff Shore is a distinguished member of the National Speakers Association Million Dollar Group and is a Certified Speaking Professional (CSP). Jeff is the author of seven books, including his most recent Closing 2.0, How to Close More Sales Faster by Putting the Customer First. Easy to read and easy to implement, Jeff’s books focus less on gimmicky and antiquated sales lines and more on the actual experience that each of your customers experiences during a buying cycle. The more you understand your customers needs, fears and ambitions, the easier the “closing” process gets. Unlike most sales training that merely provides a short-term energy boost, Jeff (and the Shore Consulting team) partner with you to fundamentally change your sales approach in order to make lasting impact for years to come. Jeff’s proven sales training methodology blends leading-edge research with real-world sales floor expertise, all delivered with Jeff’s trademark engaging and humorous style. Jeff understands that sales training is a process, not an event, and that real sales training delivers improved performance through repetition, mastery and accountability.
Are you sure that you’re properly diagnosing your prospect’s pain points? This week on INSIDE Inside Sales, Darryl rings in the new year with guest Adam Springer, the rockstar head of StartupSales and respected authority on B2B sales. Darryl and Adam go over Adam’s 6-Step Call Structure that will help you find the friction your prospect is experiencing and take you from small talk to demo in record time. They also discuss ways you can quickly qualify or disqualify a prospect, how to create a Pain Map to help find other prospects with similar needs, and how to get the right stakeholders to your demo. Learn how to find the pain points that turn prospects into customers on this episode of INSIDE Inside Sales!
If you want to be better in sales you have to fully understand how customers buy. This week on INSIDE Inside Sales, Darryl closes out 2020 by bringing in Bob Moesta, the brilliant scholar and President of The Re-Wired Group to help you on your way to mastering demand-side sales. Darryl and Bob discuss the Buyer’s Timeline and offer extremely valuable advice on how you can better serve your prospects by knowing where they are in their buying process. They share tips such as taking the time to examine what pushed your prospect to make a purchase, how creating friction can create value, and why you need to be more of a concierge or a mentor to your prospects. Learn how to make more sales by seeing the world through your customer’s eyes on this episode of INSIDE Inside Sales!
Bob Moesta is a founder, maker, innovator, speaker & now a professor. Pioneer of Jobs To Be Done Theory; Innovation & new venture expert on creating, developing & launching of new products & services.
Among the principal architects of the Jobs to be Done theory in the mid-90s along with Harvard Business School Professor Clayton Christensen, Moesta has continued to develop, advance and apply the innovation framework to everyday business challenges. Currently president & co-founder of The ReWired Group, a Detroit, Mich., Innovation consultancy & incubator, he is also a fellow at the Christensen Institute.
A visual thinker, teacher, and creator, Moesta has worked on & helped launch more than 3,500 new products, services and businesses across nearly every industry, including defense, automotive, software, financial services and education, among many others. The Jobs to be Done theory is just one of 25 different methods and tools he uses to speed up and cut costs of successful development projects. He is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship and Northwestern University’s Kellogg School of Management.
Moesta is an entrepreneur at heart and engineer & designer by training. He has started, built and sold several startups. Moesta started out as an intern for Dr. W. Edwards Deming father of the quality revolution & worked with Dr. Genichi Taguchi extensively. He traveled to Japan & learned first-hand many of the lean product development methods for which so many Japanese businesses, including Toyota, are known.
A lifetime learner, he holds degrees from Michigan State University and Harvard Business School. He has studied extensively at Boston University’s School of Management, MIT School of Engineering and Stanford University’s “D” School.
If you are new to outbound sales, you may be making some common mistakes that can be shockingly detrimental to your numbers. This week on INSIDE Inside Sales, Darryl welcomes Dana Lindahl, the rockstar author and Founder of Legendary Leadgen. Darryl and Dana discuss the 7 biggest mistakes you can make in outbound sales, such as using convoluted messaging, being too spammy, or blaming your prospects for not replying fast enough. They also offer advice on how to counter these blunders and develop new strategies to increase your success rates. Learn how you can avoid and overcome these pitfalls on this episode of INSIDE Inside Sales! Dana Lindahl is an author, entrepreneur, and B2B lead generation expert. Dana started his journey in the world of B2B marketing over 10 years, as a copywriter helping startups and fast-growing companies get their message out to their users in a way that resonates with them.In 2014 Dana founded the company Legendary Leadgen, which helps other marketing agencies and B2B service providers get in touch with their ideal prospects, set sales appointments, and make more sales.To date, Dana's team at Legendary Leadgen has been responsible for over 50,000 leads produced for their clients. These leads have resulted in sales well into the 7 figures for Legendary Leadgen's clients.These days, Dana's main focus is on helping other entrepreneurs and business owners understand the system he's created for his team - empowering other business owners to create the same results in their business they provide to their clients.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
What do you do when life throws you a curveball and you need to start over?
This week on INSIDE Inside Sales, Darryl is once again joined by well-respected author and sales trainer, Niraj Kapur. Darryl and Niraj go over the strategies you should follow when you have to hit the reset button, such as getting a coach to help with your mindset, resisting the urge to cocoon, and using your time to help others. Learn how you can succeed when starting over on this episode of INSIDE Inside Sales!
About Darryl's Guest:
After 23 years working in sales in corporate London – from SMEs to The Guardian Newspaper Group to FTSE100 businesses (British equivalent of Fortune 500), Niraj’s book, Everybody Works in Sales became an Amazon bestseller reaching #17 under Business. Due to this success, Niraj launched an expert sales coaching practise, Everybody Works in Sales Ltd where he helps businesses and entrepreneurs increase revenue by teaching sales techniques and strategies that are not forceful or lacking integrity. He has trained clients and given talks at Natwest, University of Buckingham, Barclays and Federation of Small Business.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
We are deep into the biggest remote work revolution of our lifetime, and if you want to stand out from your competitors you need to start creating content right now.
This week on INSIDE Inside Sales, Darryl welcomes foremost authority on generating exposure through content, President and CEO of RemoteSales, Jason McElhone. Darryl and Jason discuss how you can get started building your personal brand right away, whether you do it by writing, podcasting, or just getting in front of the camera. They share some fantastic tips and insight into how you can increase your visibility by simply being authentic, where to look if you need ideas, and how to niche down and find your tribe. Learn how to get ahead through content creation on this episode of INSIDE Inside Sales!\
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Do you get overwhelmed or struggle with anxiety when it comes to hitting your quota? I’m pretty sure we all do. This week on INSIDE Inside Sales, Darryl discusses all things quota with none other than best-selling author and sales consultant icon, Justin Michael. Darryl and Justin share some tangible steps that can help you increase your pipeline and hit your quota on a consistent basis. They offer tips such as streamlining your tech stack, smarter time management, as well as leveraging the processes that generate the most impact. Hear how you can reliably and regularly hit your quota on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology start-ups over the last two decades. He’s coined the term Technology Quotient (TQ) as distinct from IQ and EQ for Sales. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 start-ups on cracking top funnel with converged tech stacks.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
John F. Kennedy is often quoted as saying, “Let us never negotiate out of fear. But let us never fear to negotiate”. This week on INSIDE Inside Sales, Darryl is joined by Tim Kintz, author of “Frictionless: Closing and Negotiating with Purpose” and rockstar president of The Kintz Group. Darryl and Tim share valuable wisdom from Tim’s Five Golden Rules of Negotiating, such as whether or not negotiation is even needed to close a sale. They also offer incredible advice on negotiating from a position of strength, gaining an advantage through timing, and how to build in victories through removal objections. Learn ways to win more deals through strong negotiating skills on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Mr. Kintz has been in the Automotive industry since 1990. Tim started his career detailing cars and worked his way from lot porter to sales where he was a high achieving salesperson with a track record of success. From sales Tim was promoted to F&I where he excelled as the Top Producer with his Dealer Group. Then he worked his way to Sales Manager, General Sales Manager and General Manager. Tim also attended the NADA General Dealership Management Academy and graduated in 2000, where he gained a working knowledge of the daily operations in all aspects of dealership management.
Check out his book on Amazon - Frictionless: Closing and Negotiating with Purpose
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Discovery calls have been called revenue defining moments. So when you call a prospect do you have a plan for what to say if they actually answer their phone, or do you get caught off guard? This week on INSIDE Inside Sales, Darryl welcomes the authority on all things related to discovery calls, Richard Smith, the rockstar Co-Founder and Head of Sales for Refract. Darryl and Richard go over how discovery calls are the most important stage in the sales process and offer valuable advice on how you can use them to their fullest potential. They share tips such as having an agenda for what outcomes you want to accomplish, not rushing headfirst into a demo and spotting emotive nuggets to learn as much about your prospect as you can. Learn how to close more deals by getting the most out of your discovery process on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Richard is Co-Founder and Head of Sales for Conversation Intelligence company Refract. He has a passion for helping salespeople become more successful through coaching, personal development, and better understanding the science of sales.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Your messaging should change as you move through the funnel, but are you mindful of when and how it should change?
This week on INSIDE Inside Sales, Darryl is joined by sales training and communications expert Jeff Molander. Darryl and Jeff dive right into how you should be communicating with your clients and go over the high-level risks associated with poor communication, such as inadvertently making yourself a commodity instead of a powerful growth engine. They also share valuable tips on how and when to switch from sounding like a marketer to becoming a trusted advisor. Learn how you can use tactful communication to achieve greater impact on this episode of INSIDE Inside Sales!
About Darryl's Guest:
There are a lot of social media experts speaking on engaging customers with Facebook, YouTube and blogs but only one showing how to make them produce leads and sales: Jeff Molander. He is demystifying social media—showing businesses large and small how to break old paradigms that limit their success. Jeff revs up crowds by proving how the hyped-up social media revolution is distracting us from the real opportunity—to evolve beyond the platitudes of social media gurus. Insightful, practical and passionate, Jeff is a sought-after corporate trainer to global corporations and an accomplished entrepreneur having co-founded the agency that is now the Google Affiliate Network. He is adjunct digital marketing faculty at Loyola University’s school of business and his new book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer a clear, practical way to create leads, sales on social platforms. Jeff's passion is palpable as he combines exciting social media success stories with 3 principles that bring audiences closer to making the sale. Audiences walk away from his engaging presentations with clarity on how to create more leads and sales using a practical, hype-free approach to social media technologies. Along the way, Jeff humorously throws rocks at his audiences' enemies (self-anointed social media “gurus”), confirms gnawing suspicions and encourages their dreams. Most importantly, he provides clear, “next steps” that are already creating results for others—including his own publishing and speaking business!
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
It’s our 100th episode of this podcast! Can you believe it?! We decided to turn the tables for this very special offering of INSIDE Inside Sales and for the first time ever, Darryl will be the guest. Now who could we possibly find that would be up to the challenge of interviewing VanillaSoft’s dynamic, bombastic, and fashion icon of a Chief Revenue Officer? All-Star guest and fan favourite Benjamin Dennehy joins us for his record-setting 4th time to dig deep and dive into all things Darryl Praill. Learn everything you wanted to know about the who, why, and how about your humble host as we celebrate this milestone episode of INSIDE Inside Sales!
About Darryl's guest:
Benjamin Dennehy is an engaging sales speaker, Interim sales director and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault!
Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate and help your sales people understand why they struggle with many of their daily sales frustrations.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Many SDRs offer discounts during the contract negotiation stage, however that’s often not necessary. In fact, you probably shouldn’t be offering a discount at all. This week on INSIDE Inside Sales, Darryl is once again joined by internationally recognized sales leader and author, Scott Leese. Darryl and Scott offer up strategies that can help you close the deal without having to resort to offering a discount. They share valuable advice such as ways to make your value clear and powerful, as well as what to do when your buyer needs to show a win in negotiations. Learn how to hold the line on your price, as well as your commission on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting, he has trained an army of salespeople thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO & Founder of both Scott Leese Consulting, LLC; and SurfandSales.com. A highly sought-after consultant, advisor, leader, and sales trainer, Leese has a proven record of success building and scaling businesses from the ground up. He lives in Austin, Texas, with his wife, Janet, their two sons; Brayden and Caleb, and the family dogs; Loki and Mia.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get. This week on INSIDE Inside Sales, Darryl welcomes one of the world’s foremost authorities on all things sales, the brilliant Tony J. Hughes. Darryl and Tony discuss strategies to convert your inbound leads, such as finding the proper context for outreach, and doing enough pragmatic research so you can personalize content. They also share valuable advice on using inbound leads to get access to key people and quality information, as well as ways to win deals by understanding your buyer. Don’t miss the all-important 3 questions to improve engagement through inbound leads on this episode of INSIDE Inside Sales!
About Darryl's Guest: Tony is an international keynote speaker, best-selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific.Tony has served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies, and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony also sits on a number of advisory boards, with clients including Schneider Electric, New Zealand Government, Salesforce, TAL Life, Zip Water, Findex, BAE Systems, Flight Centre Travel Group, Red Hat, Agilyx, NEXTDC, and UBT with their 4,000 member companies globally.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
The world continues to change and redefine the sales profession as we know it. So what better time than now to try something new and reinvent yourself?
This week on INSIDE Inside Sales, Darryl is joined by the unmistakeable Costas Perkas, Sales Director at Worldwide Business Research. Darryl and Costas discuss ways you can improve your sales by simply trying something new, such as seeking feedback from those you trust and respect. They also share valuable advice on developing new skills, giving yourself permission to fail, and focusing on positive outcomes. Learn how you can improve sales by reinventing yourself on this episode of INSIDE Inside Sales!
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About the Guest: Costas Perkas is a Sales Director for one of the world’s largest Conference organizers. Costas brings a wealth of experience in sales and leadership having developed and managed salespeople, managers, and directors, both in the UK and Singapore. As an ex-military officer, he also shares invaluable experience in critical decision-making.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Many purchases are made based on the relationships the buyer has with the seller.
So, what are you doing to create and build those relationships? This week on INSIDE Inside Sales, Darryl welcomes the brilliant and insightful Co-Founder of Reachdesk, Alex Olley. Darryl and Alex discuss the importance of strong relationships within sales, and how to create, cultivate, and grow new ones during a time when face-to-face meetings are a rarity. They also share insightful tips such as incorporating gifting through direct mail, the importance of personalization and building greater trust through empathy. Sales is a long game, learn how to invest your time in building relationships on this episode of INSIDE Inside Sales!
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About Darryl's Guest:
Having spent the past decade working in the Sales and Marketing teams at fast-growing startups, including Deezer and Yieldify, Alex's passion is helping B2B companies create Account-Based Experiences to help businesses cut through the noise in a busy digital world. He co-founded Reachdesk in 2018 to help companies stand out from the crowd in a truly personalized way.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
The road to success can be an arduous struggle, however, it can be a lot more manageable when you have some help. This week on INSIDE Inside Sales, Darryl welcomes the President of Virtual Causeway and literal rock star, Rick Endrulat. Darryl and Rick go over the common misconceptions regarding the outsource business model and show how hiring outside help can provide an invaluable advantage to any individual or business. They also discuss the clear benefits of accessing developed processes and systems from agencies that have the best specialists in their field. Hear how to achieve greater success with some outside help on this episode of INSIDE Inside Sales!
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About Darryl's Guest:
Rick Endrulat is President of Virtual Causeway, Canada’s premier Demand Generation Agency, founded in 2001. Prior to founding Virtual Causeway, Rick held various management positions within sales and marketing at Sybase (now SAP). He enjoys helping both enterprise clients as well as start-ups and scale-ups and has helped hundreds of technology clients optimize their sales and marketing performance.
Rick is a published author, speaker, mentor, tech marketer, NFP Director, and a self-proclaimed ‘music geek’.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
You can sell so much more when you connect to your clients on a human level. This week on INSIDE Inside Sales, Darryl is joined by Live it, Love it, Sell it‘s sales and business consultant extraordinaire, Jules White. Darryl and Jules discuss how you can leverage your unique human proposition to not only make more sales but also create a trusted relationship with your prospects that will see them continue to give you their business for years to come. They also share tips and advice on how using empathy, simply listening, and giving yourself permission to go off-script can help you to both control the conversation and let your clients add value. Unlock the secrets to greater success through your unique human proposition on this episode of INSIDE Inside Sales!
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About Darryl's Guest:
Jules White is an awards winning international sales consultant with over 30 years of business and sales experience. Working in many different sectors selling everything from baby products to stainless steel to Yellow Pages she has also experienced every job role within sales, from telesales through to Sales Director and has a wonderful breadth of knowledge and experience to bring to her work.She also secured investment from Peter Jones in the BBC’s Dragons’ Den, which is the ultimate pitch to win!Her passion and mission are to bring a new outlook and perception to sales in the modern business age we live in, which will help you to truly be unique.Her ‘Live it, Love it, Sell it’ entrepreneur programme is also a book, and now the creation of UHP - Unique Human Proposition® takes it up a gear to deliver this effective methodology to the corporate market too.Her style is passionate, inclusive and she immerses herself fully into your business in order to work as part of your team.Jules’ ultimate aim is to make sure you create an unparalleled sales experience for all of your customers through you and your unique people.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Having a polished personal brand can often mean the difference between success and failure.
This week on INSIDE Inside Sales, Darryl is joined by 3 very special guests to discuss how important it is for sales professionals to have a quality personal brand. Josie Marshburn, the founder and CEO of Sales Enablement Benchmark, Kristina Jaramillo, the President of Personal ABM, and John Moore (aka “The Collaborator”) VP of Revenue Enablement at Bigtincan all join Darryl to hammer home the many benefits of leveraging your personal brand to earn greater success. They all share their expertise and wisdom on how to create your brand, the information you should use, as well as ways to build trust and engagement through your online profile. Learn how to improve your numbers through personal branding on this episode of INSIDE Inside Sales!
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About Darryl's guests:
Kristina Jaramillo, LinkedIn Marketing Expert, and President at Personal ABM, provides technology, software, professional service and consulting organizations with returns on time, engagement, leads, ROI, and most importantly revenues. Kristina is an authority on the tools, processes, and content you need to prove a clear LinkedIn marketing and social media ROI.
Josie Marshburn has spent over 25 years in sales within the technology industry. She started her career at fast-growth tech companies and later at Fortune 500. In addition to her sales experience, Josie has also run complex global sales enablement organizations at both Oracle and VMware. Josie current is the founder and CEO of Sales Enablement Benchmark, a sales and enablement advisory firm where she works with fast-growth tech companies to advise on all aspects of improving the selling performance within an organization.Her specializations include diagnosing performance issues and advisory work. She advises her clients that are new to selling how to implement a sales organization and for those that already have a sales function she works with those clients to either improve selling challenges. She is often asked to help with hiring challenges, sales readiness tool selection and adoption, and her favorite topic, sales enablement. She has helped her clients either start a sales enablement function for the first time or help them take the function to the next level.
John Moore is the VP of Revenue Enablement at Bigtincan. John recognizes that, far too often, Enablement efforts are failing to impact their business positively. I partner to test and refine best practices; meets with team members across all functions, customers, and prospects, as well as potential partners.His goal is to play a role in providing support for fellow practitioners, to share best practices, and to raise up those that put other practitioners first. The existing approaches are not making the difference our businesses need. According to John, we must do better for fellow practitioners and the businesses they support.John uses all means necessary - listening, understanding, learning, and then writing, speaking, and collaboration across the globe and across businesses; to raise up others that are demonstrating the way forward for enablement.
John believes that for Sales Enablement and Revenue Enablement to succeed, we must seek to understand what our teams need. To serve them, to help them thrive, and through this service raise up ourselves, our teams, and our companies.
For individuals to grow in their careers, we must educate, collaborate, and communicate. It is about our community above any individual, vendor, or group.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
The topic of emotion in the sales process is critical, no matter who you are or what your mindset is. This week on INSIDE Inside Sales, Darryl is once again joined by respected keynote speaker and Sales Development rockstar, Randy Riemersma.
Darryl and Randy discuss how often sales professionals only engage their rational mindsets during the sales process, forgetting entirely about the emotional side. They also talk about how simply being empathetic to the needs of your prospect will make them more receptive to what you have to say, as well as how connecting human-to-human will create greater trust and engagement. Learn how to have a radical impact on your success through using an engaging emotional process on this episode of INSIDE Inside Sales!
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About Darryl's Guest:
Randy is currently the Area VP of Enterprise Sales for Mulesoft and prior to that, created Span the Chasm with the mission of driving sustainable sales growth by improving the sales teams of small and mid-size companies, primarily in the technology services sector. He’s a seasoned Sales Master, with 31 years of success in Sales and Product Management, Consulting, and Training.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
When engaging with new prospects, knowing how to ask the right questions can be the difference between success and failure. This week on INSIDE Inside Sales, Darryl is joined by best-selling author, international keynote speaker, and CEO of Tony Morris International, Tony Morris. Darryl and Tony talk about how powerful a simple ask can be and discuss how to get into an ask mindset. They also share their thoughts on open versus closed questions, how to ask thought-provoking questions, and ways to build relationships, all through the power of an ask. Learn how to ask the questions that keep your clients talking on this episode of INSIDE Inside Sales!
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About Darryl's Guest:
Tony Morris is an International sales speaker, best-selling author of 5 books and MD of an International sales training company. Him and his team have helped develop over 30,000 sales professionals, across 62 industries to perform at the top of their game.On his podcast, Confessions of a serial seller, Tony has interviewed the top 100 sales performers from around the World, to learn what they do differently to give themselves an unfair advantage over their competitors. Tony’s sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
There are million and one ways to overcome obstacles, but have you ever tried falling in love with the problem? This week on INSIDE Inside Sales, Darryl is joined by David Priemer, the Founder of Cerebral Selling and best-selling author of "Sell the Way You Buy". Darryl and David discuss how the strategy of falling in love with the problem can be a very successful tactic to actually increasing sales and growing your number of clients. They also share practical advice on how to sell using emotion rather than features and putting the focus on your prospect instead of your product. Learn how to succeed through loving the problem on this episode of INSIDE Inside Sales!
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About Darryl's guest:
Like most of us, David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.
Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University.David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
There is a proven way to increase your exposure and grow your clientele – promote your brand.
This week on INSIDE Inside Sales, Darryl is joined by the founder of Create the Brand and marketing advisor extraordinaire, Kenyetta Gordon. Darryl and Kenyetta discuss some actionable advice on how you can improve the visibility of your brand and attract more clients. They also offer simple ways to create content, as well as valuable tips on winning more deals by employing empathy. Learn how to be your own walking billboard on this episode of INSIDE Inside Sales!
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About Darryl's guest:
Kenyetta L Gordon is the founder of Create The Brand, and former elected Chairwoman of the Atlanta Technical College Marketing Dept Advisory Board. Recently, her company was awarded 2019 Best of Atlanta Award in the Marketing Consultant Category. Her proven track record for leading interactive workshops and strategically executing the vision of her clients has prompted many to refer to her as their "Real-Life Olivia Pope of brand communications." Kenyetta's drive to see others succeed and her experiences in brand development has led her to compose her signature workshop titled, "Are You Your Walking Billboard?".With an educational background in business management and marketing, she has become recognized as an expert in Organizational Culture with an emphasis in Brand Culture and Merger Acquisition. The "No Cookie-cutter Culture" strategy, focuses on developing a strategic plan for companies with an emphasis on brand loyalty which should be streamlined internally and externally.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
How are you at closing your deals? Did you know that over half of the sales professionals today don’t even ask to close the deal? This week on INSIDE Inside Sales, Darryl is joined by the modern-day authority on closing, the incomparable James Muir, author of the best-selling “The Perfect Close” and VP of Sales at Essential Hub. Darryl and James discuss some easily applicable best practices for advancing the sale process to close the deal. They share advice on the psychology of the ask, a winning formula for your value prop, and the 3 important pre-call questions you should be asking yourself before you even pick up the phone. Learn how you can close more deals on this episode of INSIDE Inside Sales!
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About Darryl's guest:
James Muir is the founder and CEO of Best Practice International and the best-selling author of the #1 book on closing sales – The Perfect Close. James is a 30-year veteran of sales where he has served in every role from individual contributor to executive VP. James has shattered records as both a field rep and manager. His guidance comes from experience and the school of hard knocks. Three decades of experience have given James a fresh and practical perspective on what works in real life and what doesn’t. His mission - to make the complex simple.James has an extensive background in healthcare where he has sold-to and spoken for the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM, and others.James' greatest professional joy comes from working with new and inexperienced professionals. He is on a mission to teach how being genuinely authentic actually creates the highest levels of success and happiness.Not only is James a lifelong student of sales, but he's also an accomplished guitarist, organic chemistry fan, and fitness buff. Those interested in learning a method of closing that is zero pressure involves just two questions and is successful 95% of the time can reach him at PureMuir.com.
Video of the podcast can be found at: https://vanillasoft.wistia.com/medias/w5q6cl2njy Lunch and Learn Video can be found at: https://youtu.be/T9bYnnIgXOQ
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
The trend toward Storytelling is an unmistakable force that is sweeping across organizational gatherings, meetings, and presentations globally.
This week on INSIDE Inside Sales, we chat with one of the most successful Storytellers in North America. Ed Bilat, aka “The Closer” is the President of StorytellingSales.com, a firm dedicated to helping organizational leaders and sales professionals sharpen the craft of storytelling.
Hear how Ed’s career went from Telemarketing Agent to Vice President, working in industries like Telecom, Wireless, and SaaS. Take notes as Ed describes his simple, but effective STAR Model for Storytelling: S = Situation T = Trouble A = Action R = Results, on this episode of INSIDE Inside Sales!
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About Daryll's Guest:
As a martial arts practitioner of 30 plus years, Ed is the creator of the Aikido Selling and Negotiation method gained him international recognition for its simplicity and effectiveness.Ed, his wife, and two kids reside in Ottawa, Canada. When he is not traveling around the world consulting and speaking, Ed can be found at the local dojo practicing martial arts or in the middle of a lake paddle boarding and fishing.
Video of the podcast can be found at: https://vanillasoft.wistia.com/medias/munnumrhwwLunch and Learn Video can be found at: https://youtu.be/ZxTK22C3f2o
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
There are a great many misconceptions about sales as a profession. Unfortunately, some of these erroneous beliefs can manifest in ways that tangibly and even negatively affect your performance. We want to change that.
In this episode of INSIDE Inside Sales, Darryl welcomes Inside Sales Training Speaker and Superstar, Kevin “KD” Dorsey. Darryl and Kevin get right to work debunking the 5 most popular and damaging misconceptions people have about sales. They break down the myths of needing to be a natural talent to succeed, the necessity to be an extrovert, as well as the requirement to be money motivated. Learn some fantastic tips on how to overcome these unnecessary barricades to success on this episode of INSIDE Inside Sales!
About Darryl's guest:
Kevin leads and develops the inside sales team at PatientPop, where each member shares the goal to help practices grow and thrive. Kevin has worked with top sales organizations and previously held roles with ServiceTitan and SnackNation before joining PatientPop. In 2018 he was named one of the Top 10 Sales Leaders in the country by InsideSales.com, and is a highly sought after sales coach, consultant, and speaker for top national sales conferences. Kevin studied Kinesiology at the University of Wisconsin before beginning his career in sales and business.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
No matter how good your sales pitch may be, there comes a time when you will inevitably need to provide a demo before you can close the deal. Sadly, most sales professionals focus too many resources on just making their pitch, and not enough on that all-important demo.
In this episode of INSIDE Inside Sales, Darryl is joined by popular podcast host and digital marketing specialist Sam Dunning. Darryl and Sam share some valuable tips and advice on how you can dramatically increase the quality of your demos. They discuss ways to set an agenda, expand your discovery process, and weave stories into your demo while simultaneously getting buy-in from your prospects at every stage. Get some master class tutelage on how to create next-level demos on this episode of INSIDE Inside Sales!
Sam Dunning is a Sales Director & Co-Owner at Web Choice. He is also the host of Sam’s Business Growth Show - a regular top 100 Apple podcast for marketing & business. Sam is a digital marketing, sales, and business growth evangelist. He’ is passionate about helping companies boost their leads, sales, and brand positioning! Sam Dunning on LinkedIn
Video of the podcast can be found at: https://vanillasoft.wistia.com/medias/ky9mbdg6b7 INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Closing a deal can require a fairly complicated process, and the difference between being a good sales professional and a great one can come down to having a passion for that process.
In this episode of INSIDE Inside Sales, Darryl welcomes the globally renowned sales trainer and public speaker, Morgan J Ingram. Darryl and Morgan share tips and advice on how having a passion for the sales process can propel your sales performance. They discuss proven strategies you can follow such as ways to understand your buyers, increase your self-awareness, and focusing only on what you can control. Learn how to reignite your passion for sales, on this episode of INSIDE Inside Sales!
About Darryl's guest:
Morgan is the Director of Execution and Evolution at JBarrows Sales Training, focusing on delivering to sales development teams to enhance their skill sets and performance. He is also a motivational speaker who has been nominated for TEDxSBY and TEDxUGA. An avid fan of social media and communicating online, Morgan has been featured in the Red and Black and OnlineAthens for a previous startup company Collegiate Gaming LAN, written college articles for CampusSports, and has done sales and marketing research for a start-up shoe store that Dunta Robinson started and has also done Partnerships for a start-up music company which helped promote artists in Athens, GA such as Judah and the Lion and the Shadowboxers.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Good quality leads can be hard to come by. Leads that already come with a referral can be too few and far between, but it doesn’t have to be that way.In this episode of INSIDE Inside Sales, Darryl welcomes the extraordinary Brynne Tillman, best-selling author, and CEO of Social Sales Link. Darryl and Brynne delve deeply into how you can leverage your existing customers to not only find some quality leads but to also place you in front of prospective buyers with the weight of a referral. They share some incredible insights on how you can exponentially grow your list of leads through shared social connections. If you are one of those sales professionals who want to experience some exponential growth, you can’t afford to miss this episode of INSIDE Inside Sales!
About Darryl's guest:
Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers. In addition, Brynne is the author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Much has been said about sales as a profession. Whether you’re a seasoned veteran, a rookie entering the field, or even just considering becoming a salesperson, there’s no shortage of opinions and articles on the world of sales. Though some of these opinions may not paint sales in a favorable light, if you have the right mindset, a career in sales has the potential to change your life!
In this special episode of INSIDE Inside Sales, Darryl is joined by globally recognized sales leader and author, Scott Leese. Darryl and Scott discuss how the importance of commitment, mindset, and self-awareness can drastically change and improve your career in Sales. Scott also shares how his career in sales changed his life for the better, as he delves deeply into his early struggles dealing with illness and addiction. Learn how he tackled his role head-on without a “Plan B” and through will and determination found ways to excel in sales, on this episode of INSIDE Inside Sales!
About Darryl's guest:
Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting, he has trained an army of salespeople thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO & Founder of both Scott Leese Consulting, LLC; and SurfandSales.com. A highly sought-after consultant, advisor, leader, and sales trainer, Leese has a proven record of success building and scaling businesses from the ground up. He lives in Austin, Texas, with his wife, Janet; their two sons, Brayden and Caleb; and the family dogs, Loki and Mia.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
The world of sales is always changing. The needs of customers change. Their spending habits change. Priorities change. Even the way we buy continues to change. Whether you like it or not, change is real, constant, and often happens with little time for you to prepare. So how are you when it comes to adapting to change?
In this episode of INSIDE Inside Sales, Darryl is joined by international award winner and world-class sales leader, Rob Jeppsen. Darryl and Rob discuss how adaptability is the number one indication of the success of a salesperson, and offer valuable tips on how you can strengthen your own level of adaptability. They share advice on how to spot the key indicators of change, as well as ways to use tools like A/B Testing. Darryl and Rob also go over why you should not be too product-centric and offer ways to engineer customer experiences to your benefit. Learn how to adapt and stand out from the crowd on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Robert B. Jeppsen is currently the Founder and CEO of XVoyant, a Sales Coaching Technology organization committed to helping organizations develop world-class sales coaches. XVoyant’s platform is the first technology to transform historical data from Salesforce into predictive coaching plans for sales leaders and salespeople. Prior to forming XVoyant, Rob worked with HireVue as Sr. Vice President and General Manager of HireVue Coach. Prior to joining HireVue, Rob was Senior Vice President of Sales for Zions Bank for 10 years. In this capacity, he led 700 salespeople across 7 lines of business and was responsible for sales targets exceeding $3B annually.
Rob has been recognized by the American Business Awards with 15 Gold and Silver Stevie® Awards, in categories including Sales Leader of the Year, Sales Process of the Year, Sales Team, Sales Curriculum of the Year, and Sales Coaching Program of the Year. Rob has trained over 900 organizations and speaks at leading events across the country. With 21 years of direct sales and sales leadership experience, Rob has successful experience in every part of the sales process.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
It’s time to talk about agility. The ability to be agile is often the difference between closing a deal or closing the door on a customer. Receiving a promotion or stagnating in your current role. Your level of agility can even mean the difference between starting a new job or looking for one.
In this episode of INSIDE Inside Sales, Darryl is joined by bestselling author and legend, Amy Franko. Darryl and Amy discuss how integral agility is as it relates to either your success or failure. They share fantastic tips to strengthen your level of agility such as developing curiosity, and how to reframe any failure you experience. Darryl and Amy also go over advice such as seeking feedback, strategic speed and busting the patterns that hinder your progress. Learn how to increase your level of agility on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Amy Franko is a keynote speaker, sales strategist, and author specializing in B2B sales and sales leadership development. She works with professional services, insurance, and technology organizations to accelerate their growth results.With over 20 years of client-facing sales experience, Amy began her career with global companies IBM and Lenovo before pivoting into entrepreneurship. Her book of business includes some of the world’s most recognizable brands.Her book, The Modern Seller, is an Amazon best seller and was named a 2019 top sales book by Top Sales World. She is also recognized by LinkedIn as a 2019 Top Sales Voice.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Everybody has an opinion. Whether it be insightful, genius, misguided, or even just the rantings of an obnoxious troll, wherever you look opinions are easy to come across. These varied opinions can enhance or destroy even the most enlightened dialogues, and often can lead us to wonder what we ourselves are bringing to these conversations. Are we helping or hurting our cause?
In this episode of INSIDE Inside Sales, Darryl is joined by a special guest who is making a record third appearance – the legendary Benjamin Dennehy, the UK’s Most Hated Sales Trainer. Darryl and Benjamin forego the normal podcast routine and rant about the issues facing sales professionals during a global lockdown. They trade barbs on such issues as the “Give Back Movement”, selling during a pandemic, and just being yourself. You’re not going to want to miss the fireworks in this episode of INSIDE Inside Sales!
About Darry's guest:
Benjamin Dennehy is an engaging sales speaker, Interim sales director, and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate, and help your salespeople understand why they struggle with many of their daily sales frustrations.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Cadence is not a new thing. Having a good cadence is something that all high performing sales professionals rely on. So how strong is yours? Without having any kind of a cadence your pipeline activity eventually falls flat and you will consistently risk missing your quota, month after month.
In this episode of INSIDE Inside Sales, Darryl is joined by the globally renowned speaker and sales trainer Luigi Prestinenzi. Darryl and Luigi discuss how essential a good cadence is and offer fantastic insight on how to make yours stronger and more effective. They also offer up some advice on the power of simple persistence, ways to help better understand your buyers, as well as changing your mindset to drive pipeline activity. Learn how to thicken your pipeline through an improved cadence on this episode of INSIDE Inside Sales!
About Darryl's guest:
With a focus on sales enablement, Luigi is highly regarded in the sales industry for leading major transformation projects with some of the world’s most respected companies.
Having led both B2B and B2C sales workforces utilizing omni-channel acquisition, Luigi has coached, managed, and motivated countless sales professionals to achieve outstanding results. The passion Luigi has for driving value within his clients is evident by the relationships he forms throughout the organizations he works with.
Whilst working with a global leadership development provider in 2012, Luigi was responsible for their largest ever partnership with News Corporation and was subsequently awarded the Number 1 World Sales Leader across 60 countries. Inspiring Luigi, in 2013 he founded Sales IQ to assist organizations build effective go to market strategies and sales development solutions with a focus on top of the funnel acquisition.
With a strong desire to change the perception of a sales professional and help as many people as possible to #bethebestyoucanbe, in 2019 Luigi took Sales IQ global, launching an online sales enablement platform. Luigi’s latest endeavor, producing the Sales IQ Podcast focusing solely on sales and professional development, has allowed him to create relationships and build a fantastic network with sales leaders throughout the world.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
What’s the one thing you aren’t doing that you know you need to do? What’s the one thing that frightens you so much that you create excuses to avoid having to do? We all have some task that intimidates and frightens us, that one responsibility that we really ought to be doing, but we just can’t bring ourselves to face it.
In this episode of INSIDE Inside Sales, Darryl speaks with the dynamic, influential, and all-around legendary Shari Levitin about courage. Darryl and Shari go in-depth on the topic of courage, sharing stories, and tips of how simply changing your mindset can help you to improve your fearlessness. Learn how to overcome your fears through the power of courage on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, (now translated in 4 languages), a contributor to Forbes, CEO Magazine, Quotable, Inc Magazine, and Huffington Post.
Shari has been recognized as one of the:
Top 38 Most Dynamic Women in Sales in 2019 by Sales Hacker
Top Ten Voices in Sales for LinkedIn 2018 Top 20 global sales experts appearing in the documentary film "The Story of Sales.” (Salesforce)
5 Most Influential Women in Sales (Sales Hacker)
Top 35 sales authors for her book, Heart and Sell (Vengreso)
Number one Thought Leader of 2019 for Girls Club
Top 50 Keynote Speakers (Top Sales World) Best Businesses in 2019 in Park City, Utah
Additionally, Shari is a guest lecturer at Harvard Extension Programs, an Advisory Board member of Vengreso, the largest digital transformation company, an advisory board member of the prestigious Sundance Institute and was chosen as the first adjunct professor at the University of Utah David Eccles School of Business to teach a course in sales.
Shari, her husband, and son live in Park City, Utah. When she’s not creating killer content and presenting at sales kickoffs, Shari enjoys skiing, rock climbing, reading, and standing on her head.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Are you following up with your prospects? Do you ignore your cadence, or disregard contacting certain potential prospects? In a sales world where it takes 8 – 12 touches to receive one reply, follow-ups are one of the biggest issues in sales today. To put it plainly, if you aren’t following up, you are opening the door to your competition.
In this episode of INSIDE Inside Sales, Darryl speaks with rockstar global speaker, Meridith Elliott Powell. Darryl and Meridith discuss 5 practical strategies to help you get on top of your follow up game. They offer tips such as finding a cadence that both works for you and your prospects, as well as the importance of being patient. Darryl and Meridith also talk about the value add that following up provides for new prospects and existing clients alike. The sale happens in the follow-up, learn how to improve your own follow-up routine on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Voted one of the Top 15 Business Growth Experts to watch by Currency Fair, and Top 41 Motivational Sales Speakers, Meridith Elliott Powell is an award-winning author, keynote speaker, and business strategist. With a background in corporate sales and leadership, her career expands over several industries including banking, healthcare, and finance. Meridith worked her way up from an entry-level position to earn her seat at the C-Suite table. Meridith is a Certified Speaking Professional ©, a designation held by less than twelve percent of professional speakers. She has a cutting-edge message, rooted in real-life examples and real-world knowledge. She is the author of six books, including her latest Cut Through The Excuses & Send Sales Through The Roof, and Who Comes Next? Leadership Succession Made Easy. Meridith helps her clients learn the strategies they need to turn uncertainty into a competitive advantage.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
How are you when it comes to lead generation? Is that something you think should be left to marketers? Are you putting it off because you don’t trust your own writing skills, or is finding suitable content your stumbling block?
In this episode of INSIDE Inside Sales, Darryl is joined by respected speaker and President of the INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
They say that the more things change, the more they stay the same. That’s not always true, especially when it applies to the skillsets used for sales. Techniques that once had great success not too long ago may not work today. So how does your chest of sales tools look? Is there anything in there that may need some sharpening, or even throwing away?
In this episode of INSIDE Inside Sales, Darryl is joined by renowned Sales Leader and owner of Engage Selling Solutions, Colleen Francis. Darryl and Colleen go over some great steps to help turn your cold calls warm, as well as offer up tips on using your social selling platform to deliver value to your community. They also discuss strategies such as winning over the staff below the C-Suite, and exactly who you should be targeting for referrals. Get some great tool sharpening advice on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the particular challenges of selling in today's crowded, confusing market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago—or even last year.
Colleen works with business and sales leaders to synergize the sales DNA of the organization to seize market opportunities. Whether designing a strategy to target a new market or working with a team to improve its productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank, Dow, Adecco, Trend Micro, NCR, Chevron, and hundreds of other global organizations.
Colleen is an award-winning writer and consultant, bestselling author, and member of the Speaking Hall of Fame. She is recognized as one of the foremost thought leaders on the future of selling by leading publications worldwide, including being named a LinkedIn Top Voice for Sales.
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
It’s time to talk about the quality of your sales calls. Are they coming across as too scripted, bordering on becoming robotic? Do you find yourself intimidated when calling C-Suite execs? Or does fear of using the phone cause you to stumble, or even worse, stop you from picking it up at all?
In this episode of INSIDE Inside Sales, Darryl is joined by Larry Levine, one of the world’s most sought after Career Development and Leadership Coaches today. Together they tackle the daunting task of making sales calls sound more human. Darryl and Larry offer up valuable tips such as ways to improve your personal branding and techniques to get over your fear of using the phone. They also share how you can enhance your conversational skills as well as gain equal business stature with your wish list executive prospects. Learn how to find your own unique voice and use it, on this episode of INSIDE Inside Sales!
About Darryl's guest:
Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional.
Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. In the fall of 2013, Larry became a corporate major account rep for a Japanese OEM in downtown Los Angeles, California, one of the most competitive markets in the United States. He walked into a zero base opportunity with no current customers. By using the strategies explained in Selling from the Heart, he booked over $1.3 million in new sales in 2014, leaving behind over a $1.6-million pipeline for the next rep to develop.
Larry now coaches and inspires sales leaders and their teams to do what he did. Since 2016, Larry has coached sales professionals across the world, from tenured reps to new millennials entering the salesforce. They all appreciate the practical, real, raw, relevant, relatable and “street–savvy” nature of hi
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
s coaching. Larry is not shy when it comes to delivering his message.
How are you when it comes to using cadences? Do you focus more on email over the phone? If you use the phone, do you even bother to leave a voicemail? When it comes to reaching your prospects, are you confident that you are using all of the channels available to you?
In this episode of INSIDE Inside Sales, Darryl concludes his epic series with the 4 founders of the OutBound Conference as he welcomes the unmistakable Jeb Blount to the show. Darryl and Jeb go over the importance of using cadences as a part of your sequence and offer up advice that can drastically improve your success rate. They discuss tips such as taking advantage of personalizing emails, creating a wish list of dream accounts, as well as answering some of the questions and criticisms regarding using the phone in the age of email. Learn how to streamline and optimize your cadences on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Jeb Blount is the bestselling author of nine books and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.
Jeb is an in-demand speaker and spends more than 250 days each year crisscrossing the globe, delivering keynote speeches, workshops, and training programs to high-performing sales teams and leaders. Meeting planners rave about Jeb’s ability to keep audiences engaged and on the edge of their seats.
His approach to human relationships in the workplace is straightforward, passionate, and entertaining. He equips business leaders with the human relationship tools they need to leverage a diverse workforce to accelerate performance and effect real, lasting change. Leadership. Sales. Customer Experience. It’s all human. When your people master interpersonal skills, you gain a powerful competitive advantage that transforms your entire organization.
Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.
INSIDE Inside Sales is hosted byhttps://www.linkedin.com/in/darrylpraill/ ( Darryl Praill), https://www.vanillasoft.com/company/leadership-team (CRO) of https://www.salesleadmgmtassn.com/adClick.cfm?id=384 (VanillaSoft) which is a program on the https://funnelmediagroupllc.com/funnel-radio/ (Funnel Radio Channel). VanillaSoft is the sponsor for INSIDE Inside Sales.
When it comes to prospecting, the simplest misstep can lead to disaster. Which channels should you use? Should you focus solely on email or on cold calls? How many times should you contact someone before they become annoyed? At which stage should you make your pitch? If you don’t already have solid answers to these questions, that’s OK. We do.
In this episode of INSIDE Inside Sales, Darryl speaks with another founder of the incredibly popular OutBound Conference, international speaker and bestselling author Anthony Iannarino. Darryl and Anthony discuss the 5 enormous mistakes you need to avoid when prospecting, such as ways to offer content before even thinking about going into your pitch. They also share the right formula for outreach and offer ways to be persistent without being annoying. Don’t take a run at it and hope for the best, learn some solid prospecting tips on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
How are you at prospecting? Do you have an idea of who you want to target? Do you rely too heavily on inbound or outbound leads? Are you struggling with which criteria to use for your ideal customer profile?
In this episode of INSIDE Inside Sales, we continue our series with the founders of the wildly successful OutBound Conference as Darryl speaks with the one and only Mark “The Sales” Hunter. Darryl and Mark discuss ways to help you determine how to find your perfect prospect. They go over the importance of your messaging as well as the medium you are using. Darryl and Mark also go over how impactful it is to have a separate cadence for different targets, as well as advice on using your ICP to better understand your prospect’s pains. Learn how to grow your list of prospects on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Mark Hunter, known as, “The Sales Hunter,” is globally recognized for his expertise in sales leadership. He specializes in business development and guiding organizations to find and retain high-quality prospects without discounting their fee. His ability to inspire sales teams to create self-motivating and integrity-driven cultures, makes Mark Hunter a highly sought-after keynote speaker, consultant, and coach. Mark has taken his vision for sales leadership to more than 25 countries and 5 continents where he leads and consults with companies ranging from small startups to global giants.
Whether you engage Mark at a conference, reading one of his books, or a coaching call, you will immediately notice his high energy and authentic approach. Mark’s number one focus is relationships. He considers it an honor and privilege to connect with the people he is in a relationship with each day. It is this passion that has set him apart as a thought leader in the sales and leadership space.
When Mark is not traversing the globe, he makes his home in Omaha, Nebraska with his wife Ann Marie, whose support and love he would be lost without. He spends his spare time visiting his grandchildren and is never too busy for daily calls with his children.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Do you struggle with using a script? Does it cause you to stumble? Do you find that they’re too robotic, or are only for new reps? If you aren’t using a script you risk losing a solid connection with your prospects.
In this episode of INSIDE Inside Sales, Darryl is joined by the legendary Victor Antonio, one of the most elite keynote speakers on sales and motivation today. Darryl and Victor discuss the intricacy of scripts, and how using them can cause you to avoid mental hiccups in your messaging that can cause you to lose deals. They also offer fantastic tips such as using intonations and inflections so your script doesn’t sound robotic. Learn how to embrace using a script on this episode of INSIDE Inside Sales!
About Victor Antonio:
A poor upbringing from one of the roughest areas of Chicago didn't stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.
He's the author of 14 books on sales and motivation and recently launched the Sales Velocity Academy, a learning platform with 500+ videos. Most recently he published "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling" and his newest book, "Upselling is the New Prospecting" is due out later this year.
His podcast and YouTube channel (Sales Influence) gets over 100,000 downloads a month and has almost 200,000 subscribers, respectively. He is also the host of "Life or Debt"; a reality TV show on the Paramount Network where he helps families achieve financial stability.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
How much do you value being liked? For a lot of people, the need to be liked is huge! Unfortunately for people in sales, this can lead to fears that can sabotage yourself and negatively impact your results. It can cause your voice to tremble, or even worse, stop you from picking up the phone altogether.
In this episode of INSIDE Inside Sales, Darryl speaks with Bernadette McClelland, an inimitable speaker, and award-winning author. Darryl and Bernadette discuss the psychology of how to best approach your role in sales and offer up thoughtful insights into the underlying challenges that come with constantly seeking approval. They also talk about ensuring that planning doesn’t become an excuse for procrastination, as well as avoiding the pitfall of comparing yourself to others. Learn how to overcome your need to be liked, on this episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
How much do you value being liked? For a lot of people, the need to be liked is huge! Unfortunately for people in sales, this can lead to fears that can sabotage yourself and negatively impact your results. It can cause your voice to tremble, or even worse, stop you from picking up the phone altogether.
In this episode of INSIDE Inside Sales, Darryl speaks with Bernadette McClelland, an inimitable speaker, and award-winning author. Darryl and Bernadette discuss the psychology of how to best approach your role in sales and offer up thoughtful insights into the underlying challenges that come with constantly seeking approval. They also talk about ensuring that planning doesn’t become an excuse for procrastination, as well as avoiding the pitfall of comparing yourself to others. Learn how to overcome your need to be liked, on this episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Even the best sales professionals hear the word no. So how do you handle it? Does it play with your emotions? Does that word make you feel disappointed and exasperated? Does it make you suffer from call reluctance? Don’t give up! The reality is that you’re going to hear no a lot, but we have a way to help you find the value in no.
In this episode of INSIDE Inside Sales, Darryl is joined by the one and only Andrea Waltz, speaker, and author of the best-selling book, “Go For No!”. Darryl and Andrea discuss how to turn around a fear of rejection and actually celebrate the no. They also go over tangible steps such as giving yourself permission to fail and eliminating the negative emotions that hearing “no” can elicit. Learn ways to conquer rejection on this episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
It’s time to talk about you. How are you doing? Are you having fun at work? If not, do you know why not? Do you feel too overwhelmed? Are you making more excuses than you are appointments? We all go through some dark times, and sometimes it can be difficult to find our way back. It’s time to look inward.
In this episode of INSIDE Inside Sales, Darryl speaks with Rockstar Consultant, Author, and Host, Jeff Bajorek. Darryl and Jeff discuss your mental approach to sales, quite possibly one of the most overlooked aspects of personal growth. They delve deeply into understanding the importance of staying in touch with knowing why you do what you do, as well as offering tips on how you can avoid being overwhelmed while working effectively! Learn how to prioritize your wellbeing, here on this episode of INSIDE Inside Sales!
Jeff Bajorek is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast, and he wants you to Rethink The Way You Sell. He helps sales organizations perform better by leading workshops, speaking, and coaching.
When he’s not working, Jeff spends time with his wife and two children, and tries to be an avid golfer. Learn more at jeffbajorek.com or thewhyandthebuy.com
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Are you a believer in voicemails, or do you think they’re a waste of time? Have you considered using voicemails as part of your outreach toolkit? It’s very easy to overlook voicemails for communicating, but if you can use them properly you can vastly improve your rates of connection!
In this episode of INSIDE Inside Sales, Darryl speaks with award-winning author and overall legend, Art Sobczak. Darryl and Art discuss the most common mistakes SDRs commit when leaving voicemails, and how to avoid them. They also discuss incredibly valuable advice on how to use messaging that will set you apart, create attention, and even make your prospects curious enough to call you back! Learn how to leave voicemails that make the right impressions, here on this episode of INSIDE Inside Sales!
About Darryl's Guest:
For over 30 years Art Sobczak has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He’s a speaker, trainer, author, podcaster and lifelong salesperson. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals, His flagship book--and prospecting process-- “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” is the standard for individuals and companies worldwide to prospect effectively without “cold” calling.
Get to know our guest better here:
LinkedIn | Twitter
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Are you an SDR who feels stuck in a rut? Are you working towards becoming an AE, but continually finding it just beyond your reach? Do you feel like your career progression has hit the wall? In this episode of INSIDE Inside Sales, Darryl speaks with Scott Ingram, the Founder of Sales Success Media and Director at Relationship One.
Darryl and Scott talk about the importance of having a clear and concise career progression path, and offer tips on how to reach your career goals. They also offer up tips on getting clear communication from your employer, as well as steps to owning your development and knowing your options. Learn ways you can advance in your organization, right here on this episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Questions are the simplest tool that you have available to you. Can you frame your questions so that they are heard, received, and respected by your prospects? Do you know how to formulate a good question so that you can have that deep 2-way
dialogue your prospects crave? In this episode of INSIDE Inside Sales, Darryl speaks with Deb Calvert, the President of People First Productivity Solutions and Founder of the Sales Experts Channel.
Darryl and Deb talk about how to craft those questions that can create instant value, bonding experiences, and even build trust in your prospects. They also discuss ways to stay in the moment, listening to the emotional tone of the conversation, as well as steps to avoid asking questions that make you sound like a census taker. Learn ways to enrich the dialogue with your prospects, right here on this episode of INSIDE Inside Sales!
About Darryl's guest:
Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly-Rated Sales Books of All Time.”
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
It’s a new year and a new decade. It’s also no coincidence that 2020 also refers to vision with perfect clarity. In this very special episode of INSIDE Inside Sales, Darryl goes solo to recap the best tips and tactics from the previous year. If you want to be equipped with some solid, proven, and powerful advice, then this episode is an absolute can’t-miss! Reviewing the lessons learned in 5 episodes from 2019 (featuring industry experts such as Andy Paul, Jason Bay, Benjamin Dennehy, Randy Riemersma, and Mike Weinberg), Darryl will discuss easily actionable steps to intentionally invest in yourself, as well as provide you with some effective tools that will help transform you into the Rockstar Sales Leader you know you can be! Make it a truly Happy and Prosperous New Year by starting off listening to this highly impactful episode of INSIDE Inside Sales!
Connect with Darryl Praill on Twitter or LinkedIn
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Is it time for a change? Are you looking to move your talents to a new employer, but are intimidated by the interview process? Do you have any job interviews lined up in the new year, or are you having difficulty even getting one? Are you adept at the interview process but struggle when it comes to the negotiation stage?
In this episode of INSIDE Inside Sales, Darryl speaks with Richard Harris, the sought after and accomplished head of The Harris Consulting Group. Darryl and Richard discuss 5 segments of the job interview process, offering up tips and advice that can help you secure your next posting. They also reveal tips for asking the questions that are important to you, as well as how to leverage recruiters, and optimizing your LinkedIn profile. If you are even thinking about branching out, you really should check out this fantastic episode of INSIDE Inside Sales!
Richard Harris brings 20+ years of sales and Saas experience to the table in his work as an advisor and consultant. His focus is on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies.
The goal of Richard's training is to get people to stop talking about what they do and get them to start talking about the pains they solve. Clients and experiences include Visa, Google, Zoom, PagerDuty, Headspace, and Gainsight.
Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews
Richard Harris on Linkedin
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Are objections getting you down? Are you getting burned out coming up with responses to deal with the excuses your prospects fire back at you? Do you have a plan to help avoid objections from the start, but it’s just not working?
In this episode of INSIDE Inside Sales, Darryl is joined by Michael Pedone, the insightful Founder and CEO of SalesBuzz. Darryl and Michael discuss effective strategies that can eliminate objections before they even happen! They offer up solid advice to increase engagement and help turn resistance into interest before the resistance ever happens. Learn how you can drastically reduce objections by up to 80% on this incredible episode of INSIDE Inside Sales.
About Darryl's guest:
Michael Pedone, founder, and CEO of SalesBuzz.com, is a name well known to many in the world of online business. He launched an internet marketing company during the dot com meltdown and defied the odds by turning it into a massively successful venture. A large factor in its success was Michael’s ability to teach his proven phone sales techniques to his ever-expanding staff, creating swift growth for the company. He sold the firm at the peak of its profitability so he could turn his attention to a new challenge. Michael drew on his background as a commissioned salesperson and a sales trainer when he created the programs that form the backbone of SalesBuzz.com.Michael recognized a crucial weakness in most sales companies seminars: the initial glow of enthusiasm whipped up by charismatic speakers soon wears off leaving attendees several hundred or thousand dollars poorer and selling just as little as before. He wanted to offer sales professionals a more effective, affordable sales training mode.
Connect with Michael on LinkedIn and Twitter
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Are you confident in the way you connect with your prospects? What tactics do you use to get them to respond? Are you always successful when it comes to securing a meeting with them?
In this episode of INSIDE Inside Sales, Darryl speaks with Barbara Giamanco, the brilliant founder and CEO of Social Centered Selling about igniting a sales transformation that will help you to book more meetings. Darryl and Barbara go over easy to implement tactics such as using a give first mentality, maintaining the integrity of genuine intent by not jumping to the pitch too soon, and simple ways to research your prospects before you reach out. If you are having issues connecting and engaging with your prospects, you can’t afford to miss this episode on INSIDE Inside Sales!
Barbara Giamanco heads up Social Centered Selling and is on a mission is to Ignite Sales Transformation. This transformation includes a heavy emphasis on helping companies attract more women to their sales ranks, providing the path and support to advance women into sales leadership roles and to promote diversity and inclusion across all teams.
Barb co-authored The New Handshake: Sales Meets Social Media – the first book written about Social Selling. An outspoken advocate for women in business, leadership, and sales, Barb hosts the popular Conversations with Women in Sales podcast.
Committed to excellence in selling, Barb has been recognized as a Top 50 2019 Keynote Speaker and Top 50 Sales and Marketing Influencer by Top Sales World, a Top B2B Sales Influencer by LinkedIn and a Top 25 Sales Leader on Twitter.
Connect with her on LinkedIn and Twitter.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
We here at INSIDE Inside Sales have a special episode for you as the year winds down and we get ever closer to the end of the final quarter. We have a very special guest who is here to offer up some encouragement and advice from his latest bestselling book, “#SalesTruth”.
In this episode, Darryl is joined by the unmistakable and world-renowned sales consultant, bestselling author, and original member of the Four Horsemen, Mike Weinberg. Darryl and Mike discuss best practices and highlights from some of the brightest stars in the world of sales, as well as tried and true ways to address real issues, faced by real people, working for real companies. From having the right attitude to proper calendar management and strategic targeting, this podcast is chock-full of wisdom you can use to finish this year strong!
About Darryl's Guest:
Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author with specialties in new business development and sales management. He’s on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his blunt, practical approach and that he calls it like he sees it. He has spoken and consulted on five continents and works with companies in all industries, ranging in revenue size from a few million to many billions of dollars.
Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by Forbes, OpenView Labs, and other publications. His first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and has been a bestseller for six years. His second book, Sales Management. Simplified. is being called “arguably the best book that has ever been written on sales management, and an unequaled blueprint for leading salespeople and building high-performance sales teams.” A transplanted New Yorker, Mike has called St. Louis home for 27 years.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Add the INSIDE Inside Sales skill to your Alexa capable device to play the most recent episode or choose from a list.
Have you ever hit a rough patch in sales, where nothing seemed to be going right? Were you able to reach your leads and prospects, but just couldn’t manage to close the deal? It happens, even to the best of salespeople. What’s important to remember is that failure is OK.
In this episode of INSIDE Inside Sales, Darryl speaks with Dale Dupree, the rockstar Leader of The Sales Rebellion. Dale and Darryl talk about how important it is to have a mindset and attitude that will help you embrace those failures and make you a better salesperson. They go over the simple ways to use self-awareness, mentoring, and a positive mentality to help yourself overcome the areas you may need to improve so that you can have a more successful sales cycle. All this and so much more on this episode of INSIDE Inside Sales!
About Darryl's guest:
Dale Dupree is more commonly known as The Copier Warrior and is the appointed Leader and Founder of The Sales Rebellion. He is born and raised in Orlando, FL. Has a sales background that dates back to his childhood as he was raised wandering the halls of his father's business, but has been a full-time sales professional for 13+ years. Founded on March 1st of 2019, Dale now provides sales training and development through his firm, The Sales Rebellion, that challenges the status quo. He is audacious with his outreach, intentional in his sales walk and driven to create a community of sales professionals that cause undeniable curiosity and value-based synergy in their walk with prospects and clients alike.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Have you ever stumbled when you’ve finally been able to speak to a prospect in the C-Suite? Were you intimidated by their position of power and it threw you off enough that you botched your pitch?
In this episode of INSIDE Inside Sales, Darryl speaks with the brilliant Matt Reuter, Sales Development Leader at GTT. Darryl and Matt discuss the importance of being able to craft the right questions. They go over ways to avoid getting simple yes or no answers, and how to create the proper structure for questions that will bring you nearer to closing those deals. They also talk about important tips such as the value of listening to your recordings, as well as deftly handling objections with questions that keep the conversation going. It’s all right here on this episode of INSIDE Inside Sales!
About Darryl's guest:
Matt Reuter is a Sales Development manager for GTT, with over 4 years of Sales Development experience in the telecom industry. Matt spent 2 years on the phone as an SDR and worked his way up to manage teams. He has a passion for finding and training the next evolution of salespeople. Connect with him on LinkedIn.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Are you considering creating or joining a startup? There are a lot of challenges that an early-stage company can face as they try to grow, or even just launch. What measurements will you use to track success? Which channels and tools should you use, or conversely, which should you avoid? Most importantly, how can you get financial returns almost immediately?
In this episode of INSIDE Inside Sales, Darryl speaks with Scott Berty, the Rockstar Chief Growth Officer at Trufan. Darryl and Scott talk about which strategies can help quickly overcome the challenges of growing those important early accounts. They also discuss effective ways to manage your tech stack, as well as tips for making sales without having to offer painful discounts. It’s all right here on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Scott’s a life-long learner and traveler with a diverse set of skills in social media, marketing, sales, and operations. With experiences that range from social media advisory and consulting for startup or scale-up technology companies, to operations management and business development, he’s suited to lead an innovative sales engine. After graduating from an international degree program in Australia and navigating his way through the business world for 3 years, he found an ideal position as the Chief Growth Officer for Trufan, a Canadian tech startup. After joining as a member of the founding team and helping build the venture-backed business from the ground up, he's also now on the advisory board for Quarter4 - an Ai startup focussed on predictive analysis for sports. Social media and digital strategy are part of his responsibilities for each company Scott works with. Three things Scott would definitely not be here without are family, sports and peanut butter. Scott invites you to connect with him on LinkedIn or Instagram!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Are you struggling with your conversion rates? Do you get right to the edge of finalizing the deal but just can’t close it? We all know that your prospects are evaluating you right from the moment they answer your first call, but is there a way for you to influence their evaluation?
In this episode of INSIDE Inside Sales, Darryl speaks with Karen Dunne-Squire, the brilliant Creator and Managing Director of Elation Experts. Darryl and Karen discuss the 4 ways that buyers evaluate you and provide terrific tools that will help ensure you make a positive impression. Learn how you’re going to be evaluated by your prospects, and make it easier for you to make that sale! It’s all right here on this important episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for INSIDE Inside Sales.
Do you use a script when you are cold-calling? Is it a cold, unfeeling template, or is it personalized so that you can connect with your prospects on a human level? If you’re not getting conversions or responses, perhaps you’re missing the human element. You may know your script, but do you know how to really connect?
In this episode of INSIDE Inside Sales, Darryl speaks with Julia Shapiro, the Rockstar Director of Sales at Oktopost. Darryl and Julia talk about ways to connect to your prospects on a more human level. They also share effective tips such as researching to find a common bond, simply staying in touch, and recognizing events your prospects experience. It’s all right here on this episode of INSIDE Inside Sales!
About Darryl's guest:
Julia Shapiro is a passionate and motivated sales professional with a love for relationship building, good wine, and a better time. Leveraging her expertise with B2B marketing solutions to meet customer and company goals, she has incorporated both sales and operational experience to deliver an exceptional outcome- giving the people what they want!
Connect with Julia on LinkedIn or Twitter
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for INSIDE Inside Sales.
It's time to ask the tough question. Are you someone people want to buy from? Do you start the day with the right mindset? If you want to progress rapidly and quickly rise above your peers, then this is the podcast you need to hear!
Host, Darryl Praill interviews another of The Four Horsemen, the unrivaled Anthony Iannarino. They forensically dissect Anthony’s tried and true 9 steps to finding success. Darryl and Anthony dig down into topics such as becoming a subject matter expert, learning how to ask pointed questions, and knowing how to create opportunities with your dream client. All the advice you need to become a world-class sales expert is all here on this episode of INSIDE Inside Sales! For instance:
Who you are matters more than what you do
If you want to make it easy to sell then become somebody that people want to buy from
If you get the mindset right and then you build the skills on tops of that, you get better really fast and become somebody worth buying from
Mindset is what you believe and what actions you take based on those beliefs
You to have the mindset of a competitor – somebody wins and everybody else loses
Sales is a competition to see who can create the greatest value for the client
Also, who can create the greatest preference to work with them or their company and their solution
About Darryl's guest:
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes and gravitated toward B2B companies facing challenges in salesforce management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Which tactics do you employ during the discovery stage? Do you use a framework? Do you steamroll your prospects with a script? Are your ears trained to pick out the pain points or opportunities in their responses, and do you jump on them at the first opportunity? If so, you may be in danger of acting too quickly and are jeopardizing your chances of closing the deal.
In this episode of INSIDE Inside Sales, Darryl speaks with Randy Riemersma, the highly respected and expert sales trainer, who is also President of Span the Chasm. Darryl and Randy discuss the ways to use the discovery stage to your advantage. They also talk about how you can improve your chances of making the sale by keying in on the right hooks to target, as well as ways to avoid making mistakes that will end the discovery stage prematurely. This and much more, only on this episode of INSIDE Inside Sales!
About Darryl's guest:
Randy created Span the Chasm with the mission of driving sustainable sales growth by improving the sales teams of small and mid-size companies, primarily in the technology services sector. He’s a seasoned Sales Ninja, with 31 years of success in Sales and Product Management, Consulting and Training.
Connect with him on LinkedIn or Twitter
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for INSIDE Inside Sales.
When you reach out to your prospects, are you calm or soft-spoken? Are you intentional with the words you use? Is your own voice working against you? Your voice is significantly tied to the quality of your service. Remember, selling is a Performance Profession!In this episode of INSIDE Inside Sales, Darryl is joined by Denis Champagne, the CEO of Lotus Communications. Darryl and Denis talk about how a reluctance to use the phone will subconsciously be revealed in your delivery and provide ways to embrace a mindset of wanting to talk to others. They also go over the importance of energy levels, how to make sure your prospects have the best perception of you, and ways to build trust and support with just your voice, right here on this episode of INSIDE Inside Sales!
About Denis Champagne
"35+ yrs. of salesmanship and business owner/management with a focus on B2B Sales and Prospecting in varied industries from aviation, automotive, CPG, agro-food energy efficiency, technology, manufacturing, finance, mining, health, and security He also owned and operated a call center he has trained over 1000 agents. Denis has helped many clients improve and optimize their sales and marketing processes"
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for INSIDE Inside Sales.
What do you know about the prospects you are cold calling? Research shows that most people make their purchasing decisions in the first 30 to 40 seconds of a conversation, so how you communicate is absolutely critical to your success. After all, it’s not what you say, but how you say it!
In this episode of INSIDE Inside Sales, Darryl is joined by the incredibly insightful Richard Conde from InsideSalesGeek.com and The University of Houston - Downtown. Darryl and Richard discuss the importance of knowing ways to adapt and connect to your prospects the way they want to be connected. Sales reps do drastically better when they communicate better! Learn how to fix your approach and communicate more effectively, only on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Dr. Richard Conde is an Associate Professor at the University of Houston-Downtown teaching a myriad of sales seminars for MBA students. As the lone full time academic inside sales researcher, Richard is considered an expert on inside sales performance, leadership, and operations. Known as the Inside Sales Geek, Richard has provided consulting services to a number of companies who want to maximize their operations, while at the same time improve employee satisfaction. Prior to becoming an academic, Richard led mid to large inside sales operations of up to 400 inside sales agents and leaders. During his tenure as a sales executive, Richard was recognized for increasing sales revenue from ~$65 million to >$100 million in 3 years with fewer inside sales agents and decreasing, annual inside sales agent turnover from mid 60% to 28%, while improving employee satisfaction from 3.6 to 4.6 based on the Gallup Survey.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for INSIDE Inside Sales.
You know what? It’s OK to be yourself with your peers and your prospects. It’s OK to let them know if you’re feeling intimidated, or if you are having a bad day. That kind of openness and honesty can really help build trust and form instant connections with people. Most of us just focus on the hard skills of sales and ignore the soft skills at their peril. However, taking advantage of them may just help you make that next sale.In this episode of INSIDE Inside Sales, Darryl is joined by Ashleigh Early, Sales Development Leader at Vendition and co-host of “The Other Side of Sales”. Darryl and Ashleigh discuss using soft skills to make you a better, more connected salesperson. For example, embracing your humanity to make yourself more relatable, as well as the power of using radical honesty to establish a deeper connection with your prospects. They also talk about being both self-aware and truly knowing your audience so that you can close those difficult deals. Learn how to take advantage of soft skills, only on this episode of INSIDE Inside Sales!
Ashleigh Early is a passionate advocate, trainer, and salesperson who has centered her career on supporting people new to the profession. After building and navigating sales development teams through hyper-growth periods and exits at companies like FireEye, Okta and Mattermark, Ashleigh joined Vendition to run their apprenticeship program so she could help shape the next generation of sales leaders through hands-on mentorshipThroughout her career Ashleigh has built a reputation for exceptional hiring, developing scalable systems and leveraging the intelligence gathered by her teams to drive communication, customer retention, and accelerated sales cycles.At the core of everything Ashleigh does is the belief that every interaction should add value and that talent is evenly distributed but the opportunity is not. Her training focuses on teaching sales reps how to critically evaluate their strategies while building empathy and listening skills.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for Inside Inside Sales.
When it comes to communicating with your prospects, are your conversations all about you? Are they all about your company? Or do you use that opportunity to engage with them, to learn about them, and to tell them which of their problems you can solve? If you aren’t engaging with them, you aren’t going to know how to properly serve their needs, and they will just find someone else. In this episode of INSIDE Inside Sales, Darryl has the opportunity to discuss engagement with Jarrod Best-Mitchell, the accomplished and sought-after Sales Trainer from Help Me Sell. Darryl and Jarrod have a fantastic conversation about effective ways to engage your prospects, as well as ways to create opportunities for engagement. They also will show you how to integrate branding, share which channels can be most effective, and ways to build credibility through consistency. Learn how to give value and get value through engagement, only on this episode of INSIDE Inside Sales! Creatively Energetic perhaps this is the phrase that best describes Jarrod Best- Mitchell a sales industry leader and professional with over 15 years’ experience. Jarrod has nurtured and developed his skills and techniques in the art of communicating products and brand story in both B2B and B2C markets. Multinational organizations such as Digicel; DHL; Nokia; Microsoft and Samsung have all benefitted from Jarrod’s specific skillset. Best – Mitchell is also active on the business networking site LinkedIn via his personal profile. He heavily invests in sharing his knowledge and engaging with like-minded professionals on this platform as well as through his Instagram page(@jarrodbestmitchell) with content targeted towards sales and motivation. Jarrod now works towards helping companies increase revenues, expand their market share and even reduce costs. Since focusing on Sales Training, he has completed training and consulting for companies in the FMCG, Real Estate, Telcoms, Tech Startup and the Oil Sector. Notably Best- Mitchell along with his business partner has developed ‘Sales as a Profession’ (SaaP); an entity focused solely on the art of sales, building a healthy sales network for practicing and interested professionals and creating events to teach, inspire and network. In June of 2019, the inaugural Sales as a Profession conference was held to a sold-out audience. This was the product of several mixer events as well as a religious Sunday Sales Session on LinkedIn facilitated by the founders of SaaP. Best- Mitchell who lives by his personal credo of ‘always have fun’ attracts many individuals, organizations and opportunities to him through his ability to deliver thought-provoking and beneficial content in a humourous and non- threatening manner. He is passionate and committed to excellence, traits that transcend to the workplace as he often extends himself to help others realize and achieve their full potential.Enjoy life! Don't worry about it. ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for Inside Inside Sales.
Do you know what your buyers expect from you? Do you struggle with getting them to trust you or your company? Are you aware of your customer’s needs, knowing full well that they only care whether or not you or your product can solve their problems?
In this episode of INSIDE Inside Sales, Darryl speaks with the unmistakable Mark Welch, Founder of Street Savvy Sales Leadership. Darryl and Mark go over such topics as ways to use conversational analytics for your benefit, as well as how to be in tune with your buyer’s emotions. They also discuss strategies such as embracing silence in a conversation, approaching the sales cycle with humility, and ways to build trust and credibility with your buyers. That’s just scratching the surface of the many topics discussed on this episode of INSIDE Inside Sales!
About Darryl's guest:
Mark is the Founder of Street Savvy Sales Leadership which specializes in coaching and consulting B2B business CEO’s/Founders and Sales Leaders on how to build sales teams that consistently outperform in the market.By combining 30+ years of hands-on sales and sales leadership experience, with research, and over 100 interviews with sales professionals, Mark has created 10 Sales Organization Imperatives that help leaders grow highly productive sales organizations. Mark’s recently published book, The Street Savvy Sales Leader details these 10 Imperatives.His passion is helping to build high performance, focused, accountable, sales organizations and answering that critical all-encompassing question; How do you get the most sales productivity out of your sales organization? Mark has published articles in CEO Magazine and Top Sales World and is a guest on a variety of webinar and podcast programs. Mark is also a sought after speaker, accredited speaker for TEC Canada and the CEO Global Network. Mark holds a Bachelor Degree in Industrial Sociology and Political Science from Brock University and an Honors Bachelor Administrative Studies Degree in Marketing from York University.
Connect with Mark: Twitter | LinkedIn
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for Inside Inside Sales.
Is your pipeline less than desired? What if you could fix that? What if there was a hack you could implement to make better use of your time? What if a simple approach to time management could dramatically increase your results and optimize your productivity?
In this episode of INSIDE Inside Sales, Darryl is joined by author and CEO of The Sales Developers, Ryan Reisert. Darryl and Ryan discuss the importance of using buckets to keep you organized, on track, and above all, optimizing your time for maximum effectiveness! Increase your capacity and success simply by having a listen and putting this tried and tested system in place! All this and much more, only on this episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for Inside Inside Sales.
There are five words that can lead a cold caller to dramatically increased closure rates which are revealed by Chris Beal, a guest on Inside Inside Sales. The host is Darryl Praill.
There are also two words that once spoken, can almost immediately create a mental block and unwillingness like no other: Cold Call!
Why is it that these words are anathema to so many in the sales profession? To some, it’s a trivial exercise that’s one of those steps they’d just rather avoid. To others, it’s a stripping away of their security blankets, exposing their self-doubt for all to see. Chris Beall, the Rockstar CEO from ConnectandSell.com doesn’t see it that way.
On this episode of INSIDE Inside Sales, Chris forensically disassembles cold calls and shows us how to take advantage of the interruptions they can create. He’ll also guide us into how we can use cold calls as an amazing tool for working with our prospects towards solving shared problems and eventually making that sale!
About Chris Beal
Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user”, and that the value key in software is to let the computer do what it does well (go fast without getting bored) in order to free up human potential.
Chris Beal on Linkedin
ConnectandSell
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Inside Inside Sales is hosted by Darryl Praill, CMO of the sponsor, VanillaSoft. All programs are available as podcasts from the Funnel Radio Channel.
Do you have a plan in place before you make a sales call? Do you know enough about your clients before you dial? Do you have responses at the ready, and can adapt to unexpected changes in the conversation?
In this episode of INSIDE Inside Sales, Darryl speaks with the globally renowned Steve Knapp, Founder of The Sales Mindset Coach. Darryl and Steve chat about the importance of putting a pre-call plan in place well before you ever dial the phone. Using Steve’s 5-step “WOPPA” Program, they delve into visualizing outcomes, keeping your objective in focus, and how to stay in control of the conversation. Learn how to better move your opportunities forward on this episode of INSIDE Inside Sales!
About Darryl's guest:
Steve Knapp’s inspirational selling techniques are still the cornerstone of one of the world’s biggest brands – and they’re now raising the game of small businesses right across the Sheffield City Region.
The Bamford-based entrepreneur started his sales career at the very bottom – selling Calor Gas cylinders door-to-door in the late 1980s – but advanced it to the very top.
He rose through the ranks at Shell to become responsible for the success of the company’s sales teams right across the globe – his selling methods and ‘mindset’ techniques were adopted right across the business.
In fact, the sales handbook written by Steve Knapp still helps maintain the company as one of the world’s most recognized brands today.But throughout his career he was very aware that sales is a sector with an image problem – from PPI mis-selling to double-glazing horror stories, it has traditionally been in the news for all the wrong reasons.
He’s now taking the very best of what he has learned from three decades in the industry and using it to help turn the small business community of the Sheffield City Region into one of the best performing business sectors of its type in the UK.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for Inside Inside Sales.
It’s time to ask the tough questions. Are you meeting your corporate goals? How’s your business acumen? Do you start the day with the right mindset? If you want to improve from where you are right now, only you can determine how that growth will occur. If you want to progress rapidly and quickly rise above your peers, then this is the podcast you need to hear!
In this episode of INSIDE Inside Sales, Darryl has the opportunity to speak with another of The Four Horsemen, the unrivaled Anthony Iannarino. They forensically dissect Anthony’s tried and true 9 steps to finding success. Darryl and Anthony dig down into topics such as becoming a subject matter expert, learning how to ask pointed questions, and knowing how to create opportunities with your dream client. All the advice you need to become a world-class sales expert is all here on this episode of INSIDE Inside Sales!
About Darryl's guest:
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes and gravitated toward B2B companies facing challenges in salesforce management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.
When you’re trying to make a sale, do you try to cut to the chase? Are you so task-focused that you would rather rush the process? If you’re not using a customer-centric approach, if you don’t listen to your customers, or if you aren’t seeking to solve their problems, you could be missing out on making some great sales!In this episode of INSIDE Inside Sales, Darryl is joined by the unmistakeable Alison Edgar, also known as The Entrepreneur’s Godmother. Darryl and Alison have a fantastic conversation about the distinct similarities between sales and customer service. They also give terrific advice on how to become a more trusted seller by taking a deep dive into listening more than speaking, asking open-ended questions, and simply treating your customers the way they want to be treated. Learn how to lead, and keep the pace in the dance of sales, right here on this episode of INSIDE Inside Sales!
About Darryl's guest:
Alison Edgar is the MD of Sales Coaching Solutions and is nicknamed, “The Entrepreneur’s Godmother” by some of the world’s best well know entrepreneurs. She has twice been voted one of the UK’s Top 10 Business Advisers and regularly features on BBC 1 TV and LBC radio. She has trained thousands of people locally, nationally and internationally. Her client list ranges from start-ups including Dragon’s Den and Apprentice winners, all the way through to large organizations like Discovery Channel and Thomas Cook Airlines. Her book “Secrets of Successful Sales”, which explains her Four Pillars of Sales Methodology, has achieved Amazon number 1 best-selling status and is a WH Smith top 10 business book.
When not teaching sales, she dedicates her time to helping young people and small businesses to improve their fates and fortunes, and is a regular visitor to number 10 Downing Street and Buckingham Palace, collaborating with government and iDEA, (the Duke of York Awards).
How’s your alignment? No, I don’t mean your car (or your hips), I’m talking about the operational side of things. Are your Sales and Marketing Operations aligned? These help make up the very foundation upon which your career is standing, and if they’re out of alignment, you’re putting a harness on how successful you can be.
In this episode of INSIDE Inside Sales, Darryl speaks with thought-leader and Tenbound CEO David Dulany, hot on the heels of his huge Sales Development Conference where this year’s theme was all about “Alignment”. Inspired by the Top 5 lessons learned at the show, Darryl and David discuss ways to keep your organization’s tent posts aligned, and also delve into the importance of personalizing your messaging, the weight that incentive plans have on behavior, and how we’re just tapping the surface when it comes to mining valuable data. They also look at the concept of Revenue Operations, and ways to reverse engineer your goals to increase your profits. All this and much more, only on this episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for Inside Inside Sales.
How do you go about prospecting? Do you have a prospecting plan? If you don’t, you’re not alone as the vast majority of sales professionals don’t have a plan at all. They don’t build a list of questions to ask. They don’t seek to understand the needs of their clients before they contact them. They don’t even have a visual image of who they want to sell to.
In this episode of INSIDE Inside Sales, Darryl speaks with the legendary Mark “The Sales” Hunter about the 8 key steps to building a successful prospecting plan. Darryl and Mark go over easy to follow aspects such as believing in your product, focusing on outcomes, and even just keeping a positive attitude. If you want to gain an edge by finally having a prospecting plan, then have we got a show for you, on this episode of INSIDE Inside Sales!
About Darryl's guest:
Mark Hunter, CSP, “The Sales HunterTM” is recognized as an expert in sales, leadership, and profitability. He is the author of “High-Profit Prospecting” and “High-Profit Selling.” His next book, “Monday’s Are For Selling” will release in late 2019.
His book, High-Profit Prospecting was recently named to the list of “Top 100 sales books of all time.” LinkedIn selected him as a “Top Voice” for 2018 and he was just named as one of the “Global Top 30 Gurus in Sales.”
Mark has conducted thousands of training programs and keynotes on sales and leadership, on 5 continents and 28 countries. He is best known for his ability to motivate and move an organization through his high-energy presentations. He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation given to a small percentage of professional speakers. Mark spent more than 15 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force.
This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales. As a speaker, he’s shared the stage with Seth Godin, Tony Robbins, Arianna Huffington, Simon Sinek, and others. Clients appreciate his engaging style and specific strategies that yield measurable outcomes. Each year he delivers 100+ programs around the globe.
Connect with him on Twitter | LinkedIn
While we can all see that the sales field is evolving at a rapid pace, it’s easy to overlook that there is a new age of buyers as well. How do you create connections with this new breed of decision-makers? What’s the best way to bring them value? How have budgets changed, and what’s the best practice for navigating these deals? Have you got it figured out?
In this episode of INSIDE Inside Sales, Darryl speaks with Will Frattini, the Rockstar Director from ZoomInfo. Darryl and Will discuss how best to navigate the buying process, touching on imperative topics such as creating levels of confidence and trust with your buyer, to getting through the labyrinth of closing an internal deal. They also talk about how best to empower your team to sell to the right people, and how to find the path to success through using delicate qualifying questions. The sales world is changing quickly, but we’ve got you covered on this episode of INSIDE Inside Sales!
About Darry's Guest:
Will has been at ZoomInfo for 4 years and in that time has held and excelled in almost every sales role the organization has to offer. He started in 2015 as a new business AE during which time he achieved 213% to quota as an individual contributor before being promoted to team lead. As the Manager of New Business in 2017 and Senior Manager in 2018, Will led his team to 168% and 165% to quota respectively, all while doubling his sales team, recruiting new hires, and representing ZoomInfo all over the country at several Summits, Conferences, and Webinars.
As Director of New Business Sales at ZoomInfo, Will leads three New Business Managers, one Team Lead and their respective teams, and has also been heavily involved in the integration of systems, processes and teams post DiscoverOrg acquisition in February 2019.
Will can understand (and sort of speak) French and Spanish enough to travel within native speaking countries (when he and his wife stayed in Normandy, their host family thought they were Canadian and tried to give them directions to the Canadian cemetery instead of the American cemetery). In his free time, Will enjoys spending time with his wife, Abbey and daughter, Elle. He is also an avid golfer, cook, and piano player.
Do you have difficulty engaging with your prospects? Would you like to be able to quickly earn their trust? Are face-to-face meetings with your clients really that important?
In this episode of INSIDE Inside Sales, Darryl has the opportunity to chat with brilliant thought leader Alice Heiman, from TradeShowMakeover.com. Darryl and Alice dive right in and discuss best practices for getting face time with your leads, finding ways to meet your prospects where they’re at, and dish solid advice on how to be relational without pitching yourself. All this and a lot more on this episode of INSIDE Inside Sales!
About Darry's guest:
Alice Heiman has been helping companies increase sales for over 20 years. Her deep roots in sales come from her time at her family’s former company, Miller Heiman, Inc. As a thought leader, she is always incorporating the newest research and best practices so that the sales programs she provides produce results. Alice works with sales leaders all over the world helping them master the complex sale and accelerate their results.
Do you know why you are succeeding, and if you aren’t, have you asked yourself why? Are you open to finding another path towards getting the results you desire? Have you asked others for their opinions or advice? Why, or why not? In this episode of INSIDE Inside Sales, the incomparable Jeff Bajorek sits down with Darryl to discuss how critical thinking can help you use intelligent discourse and scrutiny to get in front of your prospects the way they need to be reached. Darryl and Jeff also discuss ways to avoid being neither a people pleaser who thrills nobody nor a champion of mediocrity. Find advice on ways to engage your brain every day, challenge assumptions, and take ownership of your outcomes on this episode of INSIDE Inside Sales!
About Darryl's guest:
Jeff Bajorek is a consultant, an author, and a host of The Why and the Buy podcast. Companies look to him to help rethink the way they sell with a focus on principled fundamentals and determined execution.
Only 3% of surveyed people claim to trust salespeople. Why is that? Is it, perhaps, because too many sales professionals approach their craft with fake personas and lack the empathy needed to engage their prospects? Are you guilty of hiding behind your product or service and not understanding how to connect with your prospect? Too many sales reps are making simple mistakes that cause prospects to not trust you, not want to engage with you and to seek out alternatives. In this episode of INSIDE Inside Sales, Darryl finally sits down to chat with the legendary Larry Levine! Larry hands out incredible advice on how to be authentic and sincere, gaining credibility and success at the same time. He also shares tips on how to go from being an “empty suit” of broken promises and lack of trust to becoming your true, real, and confident self! Learn why you shouldn’t fake it until you make it, on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Larry Levine is the best-selling author of Selling From the Heart and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional.
Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. In the fall of 2013, Larry became a corporate major account rep for a Japanese OEM in Los Angeles, California, one of the most competitive markets in the United States. Hero walked into a zero base opportunity with no current customers. By using the strategies explained in Selling From the Heart, he booked over $1.3 million in new sales in 2014, leaving behind a $1.6-million pipeline for the next rep to develop.
Larry now coaches and inspires sales leaders and their teams to do what he did. Since 2016, Larry has coached sales professionals across the world, from tenured reps to new millennials entering the salesforce. They all appreciate the practical, relevant and “street–savvy” nature of his coaching.
In a world full of empty suits, Larry is passionate about helping sales reps succeed by getting valuable before they get visible. He helps sales teams understand the true value they bring to the market. Then he helps them get visible by combining traditional sales techniques with new social selling strategies.
“I’m leading a revolution of authenticity, integrity, and substance in the sales profession.”Larry lives in Thousand Oaks, California where he is actively involved in Kiwanis and other local non-profits.
Are you intimidated by sending out cold emails? Is your outbound messaging not hitting the reply rates necessary for success? Do you have trouble not knowing where to start when it comes to initiating a dialogue with your prospects through email?
In this episode of INSIDE Inside Sales, Darryl speaks with Blissful Prospecting’s Jason Bay, to discuss the art of prospecting with customized emails. Jason goes over his tried and true “REPLY Method”, giving terrific advice on how exactly to be dialed-in to the persona of your prospect. He also gives us great insight into how to speak the language of your prospects. This brilliant framework breaks down simple and tangible ways to tactically and dramatically increase your open rates, and it’s all here on this episode of INSIDE Inside Sales!
About Darry's guest:
Jason Bay is the Chief Revenue Officer at Blissful Prospecting, where they help B2B sales reps, SMBs, and nonprofits remove the stress from prospecting.
Connect with him on LinkedIn and Twitter
It’s not every day that you get the opportunity to speak with a legend. Not just any legend either! This icon went from being a waitress at Ken’s Steakhouse to literally writing the most recommended book on sales development! Of course, we are speaking of the unmistakable and incomparable Trish Bertuzzi!
On this can’t miss an episode of INSIDE Inside Sales, Darryl speaks with Trish about her humble beginnings and how she worked longer, harder, and smarter to earn her meteoric rise, becoming one of the most respected voices in sales development today. Trish also shares some valuable tips on strategically using thematic touches to better communicate with your prospects, as well as ways to embrace self-development whenever you can. This is just a small portion of the tried and true advice Trish shares with us on this very special episode of INSIDE Inside Sales.
About our guest, Trish Bertuzzi:
Trish Bertuzzi is the Best Selling Author of The Sales Development Playbook and founder of The Bridge Group, Inc. She and her team have worked with over 405+ B2B technology companies helping them to unleash the power of Sales Development, Inside Sales and Customer Success. They are on a mission to help companies build repeatable pipeline and accelerate growth using buyer based modern selling strategies.
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
In this digital age, it can be so easy to lose sight of what we want to achieve, and how we plan to get there. Distractions come at a rapid pace and saturate our daily feeds. All too often they are filled with quick fix shortcuts that misdirect and derail our best efforts. Thankfully, there’s hope.
On this episode of INSIDE Inside Sales, Darryl speaks with Scott Einaugler, the extremely successful Sales Manager at Informatica. Scott provides some terrific and actionable gems that will help you to focus on your process. He’ll discuss ways to separate yourself from the noise, the importance of preparation, and how to keep your pipeline robust with a mutli-touch strategy.
Scott also mentions ways to time-block your day, as well as tips on how to form a solid connection with your prospect. It’s all here on this episode of INSIDE Inside Sales.
About Our Guest: Scott Einaugler
With over 15 years of sales experience spanning recruitment, digital marketing, and technology, Scott currently manages the Enterprise and Strategic Accounts team at Informatica responsible for finding new opportunities and closing deals. Under his leadership, the organization is consistently focused on impactful outreach that will lead to qualified opportunities. Trained in the Sandlers sales methodology, Scott is keenly aware of the importance of providing value in every outreach and works closely with his members to ensure they follow a similar approach Scott is also a skilled public speaker and has been hired to conduct several company offsite events on topics including “Ask The Right Questions” and “The Importance of Active Listening” Please reach out any time to learn more at Seinaugler@gmail.com.
Are you having challenges conversationally connecting with your prospects? Is your message not being received as you originally intended? Are you getting a blank response, when you should be seeing genuine interest? Maybe you’re using the wrong language.
On this episode of INSIDE Inside Sales, Darryl speaks with acclaimed and accomplished linguist Shiera O’Brien. Shiera gives invaluable advice and tips on how to not only use language to direct and motivate the minds of your buyers but to also be in command of the conversation. Learn how to build the components of your conversation and be the architect of powerful presentations. Craft the perfect playbook through the power of language and your results will see a dramatic impact! Only on this episode if INSIDE Inside Sales.
Benjamin Dennehy is an engaging sales speaker and trainer, who will explain that the barriers cemented within your selling process are your parents’ fault! Dennehy brings brutality and charm to the sales experience many have never encountered before. As the UK’s most hated sales trainer, his ‘no holds barred’ presentation style educates, inspires, motivates and helps your salespeople understand why they struggle with many of their daily sales frustrations.
Making phone calls, sending emails, and connecting on LinkedIn does not mean you’re actually prospecting, let alone selling. Benjamin Dennehy, the UK’s most hated Sales Trainer, talks about the difference between Prospecting and Selling and why you’re probably doing both wrong.
Cats and dogs. Fire and ice. Sales and Marketing? Why is it that the separate Sales and Marketing divisions from the same company, with the same goals, and the same direction, spend so much of their valuable energy competing against one another?
Why can’t we all just get along? On this Part 2 continuation of INSIDE Inside Sales, Darryl finishes his conversation with Matt Hayman from Refract.ai, a Marketing mastermind who has a deep passion for finding common ground between Sales and Marketing teams. Darryl and Matt go over valuable strategies and techniques that can assist once mortal enemies of the business world, and help them to successfully collaborate, so that all may benefit. If you find yourself butting heads against your very own co-workers from separate divisions, then this podcast is just the tonic you’ve been looking for!
Cats and dogs. Fire and ice. Sales and Marketing? Why is it that the separate Sales and Marketing divisions from the same company, with the same goals, and the same direction, spend so much of their valuable energy competing against one another?
Why can’t we all just get along? On this episode of INSIDE Inside Sales, Darryl speaks with Matt Hayman from Refract.ai, a Marketing mastermind who has a deep passion for finding common ground between Sales and Marketing teams. Darryl and Matt go over valuable strategies and techniques that can assist once mortal enemies of the business world, and help them to successfully collaborate, so that all may benefit. If you find yourself butting heads against your very own co-workers from separate divisions, then this podcast is just the tonic you’ve been looking for!
About our guest:
Matt is Marketing Manager at Refract.ai, a software platform that harnesses the power of AI to help sales teams have better sales conversations, in seconds. He's a passionate advocate for deep collaboration between Sales and Marketing teams, space where valuable prospect insights often lay unearthed.
No one cares about your success more than you do. So what are you doing to get smarter? Are you likely to seek a trainer, or are you the type who prefers to be self-taught? Either way, there’s no getting around the fact that if you don’t invest in learning, you are not only limiting yourself and your prospects for the future, but the odds of your long-term success drops substantially. On this compelling episode of INSIDE Inside Sales, Darryl speaks with Andy Paul, the sales Rockstar from TheSalesHouse.com and host of the widely popular Accelerate! podcast, about the benefits of making a commitment to continuous learning, and the dangers of intellectual stagnation. They also discuss the pros and cons of whether your employer should foot the bill for your training, versus gaining leverage through being responsible for your own skill growth. This is a very full podcast that flies by, so listen closely as this is one episode you do not want to miss!
About our guest:
Andy Paul is the founder of The Sales House, the first all-in-one sales growth accelerator for modern B2B sellers and sales leaders.Andy is #8 on LinkedIn’s list of the Top 50 global sales experts to follow. He is also the author of two Amazon best-selling books.His top-rated podcast, Accelerate! with Andy Paul, with more than 700 episodes to-date and nearly 2 million downloads, is the go-to resource for sales leaders and top sales producers.
Prior to starting his own company in 2000, Andy had a successful sales career during which he sold over half a billion dollars worth of products and services to companies ranging from small businesses to some of the world’s largest enterprises.
Since 2000, Andy has helped companies and individual sellers around the world to transform their sales results.
Connect with Andy on LinkedIn.
Do you have a plan when you start your daily sales routine? Do you know who you’re going to contact, how you’ll contact them, what you’ll say, and how you’ll respond to their objections? Are you prepared for battle? One does not simply enter the world of sales without having a plan in place. Planning is critical for SDRs, and too many of them are going into battle without a plan, and they’re dying on the battlefield as a result. On this episode of INSIDE Inside Sales, Darryl brings in Kevin Kelly, Co-Founder of Pace Digital Solutions to discuss the importance of creating a solid plan. From the mindset, we need to begin with and covering areas such as the pre-call stage, call execution, and post-meeting documentation. Darryl and Kevin also discuss how to be intentional, and offer suggestions to help you drill down, sort your objectives, and create a solid plan for success!
A business consultant, specializing in building and developing high performing sales and management teams.
An experienced sales leader with over 25 years of selling and directing teams in outside and inside sales.
In previous senior leadership roles with Pitney Bowes, was responsible for driving a performance culture of success with the development of a clear identity, strong employee engagement, and deliberate individual coaching programmes.
In creating this environment for success, ensured and highlighted that the value and importance of developing the management team was a top priority.
As a business owner supporting clients in the UK can offer strong operational expertise with a relentless focus on building a “Best in Class” mentality and capability through People, Process and Technology.
Connect with Kevin: LinkedIn Link: www.linkedin.com/in/kmkelly1/Guest EmailPaced Digital Sales website
There are two words that once spoken, can almost immediately create a mental block and unwillingness like no other: Cold Call!
Why is it that these words are anathema to so many in the sales profession? To some, it’s a trivial exercise that’s one of those steps they’d just rather avoid. To others, it’s a stripping away of their security blankets, exposing their self-doubt for all to see. Chris Beall, the Rockstar CEO from ConnectandSell.com doesn’t see it that way.
On this episode of INSIDE Inside Sales, Chris forensically disassembles cold calls and shows us how to take advantage of the interruptions they can create. He’ll also guide us into how we can use cold calls as an amazing tool for working with our prospects towards solving shared problems and eventually making that sale!
About our guest:
Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user”, and that the value key in software is to let the computer do what it does well (go fast without getting bored) in order to free up human potential.
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Inside Inside Sales is hosted by Darryl Praill, CMO of the sponsor, VanilaSoft. All programs are available as podcasts from the Funnel Radio Channel.
Do you find yourself getting attached to outcomes and having difficulty handling the “not now” response? We’ve all been there. When timing fails your outbound process, it can be a challenge to keep focused on forthcoming pipeline opportunities. However, you don’t have to simply submit to the pain of the status quo! On this episode of INSIDE Inside Sales, we had the invaluable opportunity to gain sage wisdom and insight from Shawn Sease of The Sales Developers. Shawn provides terrific strategies to pivot and turn when the walls of the funnel start to shake. He also provides advice on keeping the long view and pursuing the conversation to get that sale. It’s all here on this on this fantastic episode of INSIDE Inside Sales!
About our guest:
Shawn Sease is a Director of Client SDR Services for The Sales Developers. He’s coaching and leading a team of professional conversational SDR’s that supply top of funnel, net new pipeline, for multiple B2B businesses simultaneously, through a reliable commitment to process: Outbound Success = contacting the right target, with the right message, in the right channel, at the right time.
LinkedIn | The Sales Developers
Are you experiencing the phenomena of “LinkedIn Guilt”? Are you comfortable using social media but when it comes to LinkedIn, you just don’t get it?If this resonates with you, then have a listen to this episode of INSIDE Inside Sales!
Darryl brings in LinkedIn Megastar Daniel Disney to help you get over the hurdle of using LinkedIn. Daniel, who has almost half a million connections of his own, tells us just how easy it is to use this tool to not only source fields of new prospects, but will also give you sage advice on how you can engage with them to create lasting, trusted relationships. If you are struggling with incorporating LinkedIn into your social media outreach, this episode will both put you at ease and give you the boost you need to succeed.
Daniel Disney is one of the world’s leading Social Selling and LinkedIn experts. With a LinkedIn audience of over 450,000+ followers, content reaching millions and over $32,000,000 in sales generated from LinkedIn over the last 6 years, very few out there understand it like Daniel does. In 2018 alone his LinkedIn content reached 164,000,000 people and he was crowned the 14th most influential sales expert on LinkedIn in the world. Daniel is now one of the most in-demand sales and Social Selling keynote speakers and trains sales teams all over the world how to leverage LinkedIn and Social Selling to its full potential.
It can be a challenge to have your voice heard among the plethora of sales calls, texts, and emails. Sometimes even the best practices for connecting with prospects can be drowned out in the overwhelming tide of sales pitches prospects receive every day.
However now is not the time to fret! Help is on the way.
For the first time on INSIDE Inside Sales, Darryl is joined by not one, but two powerhouse guests. Amir Reiter, the Rockstar CEO of CloudTask, and Tom Jenkins, CloudTask’s innovative Director of Marketing, offer their wisdoms when it comes to not only standing out, but developing a relationship with their clients. If you are looking for an edge when it comes to being singled out from among the crowd, you won’t want to miss this episode!
About our guests:
Amir Reiter is the CEO and Founder of CloudTask – a managed workforce provider that helps organizations grow their sales through a managed team of experts, backed up by first class technology. With offices in Miami, the Philippines, Colombia, and the UK, CloudTask’s mission is to find prospects, nurture leads, close deals, and satisfy customers, to enable you to reach your business goals.
Tom Jenkins is the Director of Marketing at CloudTask. Born a Brit, he's loving the journey with CloudTask living in Medellin, Colombia. His experience ranges across sales, marketing and project management in a variety of different industries.
Guests LinkedIn Link: www.linkedin.com/in/amirreiter/ and www.linkedin.com/in/tomjenkins1/ Guests Email: areiter@cloudtask.com and tjenkins@cloudtask.com Facebook: www.facebook.com/cloudtask/ Twitter: twitter.com/cloudtaskllc
We all know that the world of sales moves at a fast and furious pace. So what should you do when your prospective customer poses difficult questions? Questions that we possibly don’t even have the answers for. It’s in those situations that pressure builds quickly. We want to avoid a faux pas or moments of hesitation that can cause us to draw a blank and put us at risk of losing our sale. Not to worry.
Nick Avossa from Exago joins Darryl on the podcast to discuss just what to do should you ever encounter those difficult questions.
Nick Avossa joined Exago in October 2015, and is currently the Sales Engineering Lead. His team is responsible for supporting the Sales and Marketing departments in the pre-sale journey, while providing the best experience possible during product evaluations. Juggling internal projects, moonlighting as a SalesForce admin, and helping to aggregate feature interest for the Product Development team, are just a few of the things that keep Nick busy at Exago. When free of the cubicle walls, Nick enjoys outdoor running, even in the coldest months of the year. He’s looking forward to warmer weather as he takes on the Charleston Cooper River bridge run at the start of next month.
Recently Benjamin Dennehy was put on the spot, in front of a live audience, to demonstrate his cold-calling techniques. He then placed a phone call, connected to the prospect, and within minutes had booked a live, in-person appointment with the Managing Director of a large organization for the sole purpose of engaging him to train their sales reps. How did he do it? What tactics, psychology, and behavioral science did he utilize? In this episode, we candidly explore and explain how to successfully and consistently book business using a cold call.
About our guest, Benjamin Dennehy:
Benjamin Dennehy is an engaging sales speaker and trainer, who will explain that the barriers cemented within your selling process is your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. As the UK’s most hated sales trainer, his ‘no holds barred’ presentation style educates, inspires, motivates and helps your salespeople understand why they struggle with many of their daily sales frustrations.
Listen to a previous episode featuring Benjamin - Prospecting vs. Selling - are you the master of either? >
The world is changing fast. It used to be that Marketers marketed and Sales sold. However, the role of sales development has changed dramatically in the last year or so. Now SDRs need to be experts in both roles. Emails, open rates, click-thru's, conversion, etc., it's all part of the SDRs performance metrics. But, are SDRs doing a good job as Marketers? Darryl Praill talks with the pre-eminent marketing expert, Matt Heinz, to learn what they're doing right, what they're doing wrong, and what they need to do to achieve marketing success.
About our guest, Matt Heinz
More than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. Career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty.
Held various positions at companies such as Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. In 2007, began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth.
Sales professionals rely on email, telephone, and social selling every day to connect with prospects. So why aren't the prospects returning the love? Listen to VanillaSoft CEO David Hood — a classic VITO — as he shares the top reasons why he's not responding to your outreach attempts. Learn how you can improve your efforts to connect more successfully and build more pipeline.
David Hood, CEO of VanillaSoft, is a successful software entrepreneur with extensive international experience in finance, business development, sales, and marketing. Under his leadership VanillaSoft has grown over the past decade from a small start-up to a leader in the inside sales and CRM space focusing on lead management and cadence automation.
Prior to VanillaSoft, David was co-founder and CEO of Hemera Technologies, which grew from a basement start-up to a world-class player in the digital image content space in North America, Europe and the Asia-Pacific region.
David holds a Bachelor's Degree in Biochemistry, a Master's Degree in International Affairs, and graduated from the Owner- President Management program (OPM) of Harvard Business School.
When it comes to completing your daily tasks, do you find your focus sometimes wavers? Does looking at your calendar, or to-list list, overwhelm you? You need to take advice from best-selling 10-time author Melissa Krivachek. In this episode of INSIDE Inside Sales, Melissa teaches us how to focus on what matters, when to say “No”, how to create balance within our lives, and helps us overcome potential control issues that may be impacting our success.
About Melissa Krivachek
At just 30 years old, as the Executive Producer of The Ultimate Sales Summit, Melissa Krivachek has 23 years of sales experience. Her passion and obsession with sales started when she was just seven years old. Since then she has been involved in every kind of sale imaginable from high ticket, door to door, cold calling and social selling generating millions of dollars in revenue while inspiring business owners to grow.Melissa has been blessed with numerous accolades including: making the front cover of Evolution Magazine as their Top Power Player under 40, being nominated for Inc. Magazines list of 30 under 30, being the top 1% of US Executives as awarded by The American Council of Executives.Melissa inspires sales people and business owners through her international best-sellers as well as her podcast “The Millionaires Hot Seat” where she has interviewed more than 200 millionaires to date.
Don’t get passed over for a promotion again. Kevin Mulrane is leading a scorching pace up the corporate ladder.As VP of Global Mid-Market Sales for Global Web Index, his advice for managing your career progression comes with verifiable weight. In this episode Kevin dishes invaluable advice on intentional progression, driving your own success, and having a plan to convert your career KPIs. If you are happy with where you’re at, you can probably skip this episode. However, if you are committed to growth and success, then dive right in!
We can’t rewind. We’ve gone too far.
In this episode Dan of Vidyard — a video marketing titan — provides common sense tips for using video to advance your sales goals. From the gear you’ll need if you’re a video newbie, to how to look amazing on video with a few simple tricks, to strategies for when and where to properly share your productions, Dan shares how to make an impact and succeed with video. If you are even just thinking about using video to market yourself, your company, or your product, you can’t afford to miss this episode!
About our guest:
Dan Wardle is the manager of video specialists at Vidyard, a video marketing platform that enables customers to derive information on viewer-behavior for marketing automation systems and CRM. Prior to Vidyard, he served Salesforce as a senior accounts executive and held the position of team lead at Blackberry.
Dan Wardle holds a bachelor’s degree in geography from the University of Waterloo.
Our guest for this episode is David Priemer, an award winning scientist and the founder of Cerebral Selling.
According to David, the better you are at listening, the better your chances are at making a sale. So why is it so easy to say, yet so difficult to do? We delve into this topic and provide five very easy tips to improve your listening skillset. Put your multitasking on hold, listen to the podcast, pay attention, and hit that quota!
About our guest, David Priemer, founder, Cerebral Selling
From his early days tinkering with test tubes and differential equations as an award-winning scientist to leading top performing sales teams at high growth tech start-ups, David Priemer brings a lifelong passion for uncovering the hidden insights in the world around us, to his practice as the founder of Cerebral Selling.
Often referred to as the "Sales Professor", David helps organizations supercharge revenue growth, people development, and culture by combining core principles of science, empathy, and execution. The result; an empowered organization of modern sellers who think like their customers, learn fast, and win! Previously
David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend some quality family time with his wife and three girls.
Andrew (Andy) Rudin is one of the foremost authorities on ethics in sales. He works to aid B2B companies identify, assess, and manage a broad spectrum of revenue risks. With the hot-button issue of ethics and integrity becoming increasingly prevalent, Andy discusses maintaining your values through the sales process. He also will tell you how to avoid serious consequences when ethical dilemmas challenge your personal convictions. Where do you draw the line? How do you stay true to your moral compass in the current sales culture climate? In this episode, Andy will help you find proactive plans that won’t corrode your reputation. He will help you to navigate away from discussions that may lead to fatal mistakes and towards a strategy to find an acceptable middle ground.
About our guest, Andy Rudin.
Andrew (Andy) Rudin is Managing Principal of Contrary Domino, Inc., a consulting firm specializing in sales strategy development and execution. Andy provides solutions to companies that strengthen sales governance, revenue risk management, and ethical compliance (GRC). His cross-industry background in marketing, sales, and product management uniquely positions him to help companies in many industries manage a wide range of revenue growth challenges. Andy has a BS in marketing and an MS in information technology, both from the University of Virginia.
Connect with our guest:
https://www.linkedin.com/in/contrarydomino/http://www.twitter.com/andy_rudinhttp://www.twitter.com/contrarydominohttp://www.contrarydomino.com
Adrian Salamunovic is in demand. He's a prolific speaker, high-tech mentor, investor, and PR savant. His bold tactics have led to appearances in Playboy, Wall Street Journal, New York Times, CNN, Fast Company, The Today Show, Good Morning America, and other major media outlets. He’ll be the first to tell you that PR is just Sales by another name. In this episode, he shares the five secrets he uses to guarantee his emails get opened every time. His results speak for themselves. Learn from the master, and laugh as he shares his story.
About our guest, Adrian Salamunovic:
Adrian Salamunovic is the co-author of FREE PR and the co-founder of DNA11 and CanvasPop, which he bootstrapped to 8-figure sales and before that helped to launch MyFax.com, which sold to J2 Communications for over 200M dollars. He is also a public speaker, start-up advisor, investor, and PR expert who is passionate about helping entrepreneurs amplify their companies. Adrian has strategized the launch and continued success of many businesses, helping both his own and his clients’ companies generate millions of free media impressions. He is a global mentor for San Francisco based 500 Startups and and is the #1 rated advisor with a five-star rating on Clarity.fm
Adrian has attained massive exposure to launch brands into mainstream success. His companies have been featured in The New York Times, Wall Street Journal, Today Show, The Doctors, Good Morning America, The Big Idea with Donny Deutsch, CNN, MSNBC, TechCrunch, Mashable, Fast Company, Forbes, The Verge, and WIRED. Adrian even had an episode of CSI: New York written around one of his products.
Niraj Kapur is a best-selling author, a sales coach, and a legend when it comes to bringing your sales success to the next level. With the new year upon us, we knew he was the right person to ask what strategies and tactics can we implement right now to ensure next year is dramatically more successful and profitable than this year. Listen in as he shares five secrets you can immediately implement to kickstart the new year. About our guest, Niraj Kapur:
After 23 years working in sales in corporate London – from SMEs to The Guardian Newspaper Group to FTSE100 businesses (British equivalent of Fortune 500), Niraj’s book, Everybody Works in Sales became an Amazon bestseller reaching #17 under Business. Due to this success, Niraj launched an expert sales coaching practise, Everybody Works in Sales Ltd where he helps businesses and entrepreneurs increase revenue by teaching sales techniques and strategies that are not forceful or lacking integrity. He has trained clients and given talks at Natwest, University of Buckingham, Barclays and Federation of Small Business.
Carole Mahoney is a Sales rock star who began life as a Marketer because she never wanted to be an icky, pushy sales person. Wait…what?! Carole had a perception of sales that clearly isn’t true, but it dramatically influenced her choices. So, what happened? Why is she now in Sales? Because she eventually realized the truth that your perception becomes your reality. She changed her perception of Sales and is now a top-ranked advisor, speaker, and thought leader in the profession. What’s your perception of yourself, and how is it influencing your results? Listen, as Carole shares her thoughts and offers incredible wisdom that you can implement immediately.
Brian Smith Jr recently shared that the biggest mistake he’s ever made in his sales career was trying to master every aspect of selling. Can you relate? Do you find yourself frustrated by your lack of knowledge? Do you think you’re that close to being a sales rockstar if you just knew a little more, or read another book, or watched another video? Perhaps you already know more than you need. Check out Brian’s epiphany and learn how it changed his life. It just might impact you the same way.
Do you hit your numbers? Are you afraid of hitting your numbers? Are you making the call volumes and the outreach attempts, or are you overwhelmed? Do you think you're going to succeed when you arrive at work, or are you already looking forward to when you can check out and move on from the job? It's all about your mindset.
About Daivd Dulany
David Dulany is an accomplished sales development trainer and advocate, who also produces the industry’s most prolific annual gathering of sales experts and thought leaders with his conference Tenbound. He explains how mindset is critical to your success and shares some personal stories of his own to make his point.
David Dulany has built high-performance Sales Development programs for Glassdoor, OpenDNS, Infer and Act-On Software. At Tenbound, he helps companies start, optimize and turn around Sales Development programs. He also runs annual The Sales Development Conference and The Sales Development Podcast. For more information, visit daviddulany.com and tenbound.com.David Dulany LinkedIn Link: https://www.linkedin.com/in/davidkdulany/
Mike Kunkle, a world-class sales trainer, met our host Darryl Praill when Darryl vented online about the poor quality of sales calls, processes, readiness, and preparedness. Everything Darryl lamented about was exactly what Mike had been preaching that sales professionals NOT do. In this episode, the tables are turned and Mike interviews Darryl to get to the stories, and the lessons learned, behind Darryl’s experience. If you prospect C-level contacts then you need to hear what a C-level buyer expects if you want their business. About our guest, Mike Kunkle:
Mike Kunkle is a highly-respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He’s spent 34 years in the sales profession and 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the founder and sales transformation architect for Transforming Sales Results, LLC. He consults, advises, writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation.
Are you prospecting because it’s your job? Is there another reason you prospect? Simply stated - do you understand why? If you don’t understand why you’re prospecting then you not going to win. It’s that simple. Join us as we interview Steve Burton — the only two-time and current winner of BESMA’s Sales Trainer of the Year — to drill down on this issue to help you understand the reason you go through the grind everyday.
About our guest: Steve Burton
Steve has over 20 years of experience in sales, sales training, and sales management. He is the only two-time and current winner of BESMA’s Sales Trainer of the Year 2016-2018, and is a fellow of the Institute of Sales Management. He has worked with and learned from salespeople across the globe, and has been particularly successful in training young individuals with no sales experience.
Making phone calls, sending emails, and connecting on LinkedIn does not mean you’re actually prospecting, let alone selling. Benjamin Dennehy, the UK’s most hated Sales Trainer, talks about the difference between Prospecting and Selling and why you’re probably doing both wrong.
Benjamin Dennehy is an engaging sales speaker and trainer, who will explain that the barriers cemented within your selling process is your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. As the UK’s most hated sales trainer, his ‘no holds barred’ presentation style educates, inspires, motivates and helps your sales people understand why they struggle with many of their daily sales frustrations.
There is no secret sauce to being successful in sales. It all starts with building a consistent, repeatable, scalable daily activity framework that ensures you do what needs to be done. Our guest in this episode is James Bawden. James is a sales professional and frontline salesforce advocate with a decade of experience across industries, spanning from wireless retail sales to complex B2B sales. His unique mixture of full cycle sales, sales development, enablement and leadership experience has resulted in his real world, practical views on what works for sales teams. He is fiercely passionate about all things sales, especially providing a voice for salespeople who are just beginning their careers.
Sales is a profession with a steep learning curve, and a short timeline to produce results. If you’re a new sales development rep (SDR), what can you do to succeed, and what mistakes should you avoid? Host, Darryl Praill interviews Lori Richardson on this topic. About our guest, Lori Richardson Lori Richardson is the founder of sales consultancy Score More Sales, where she helps company leaders fix sales team issues to grow more revenues. She is the voice for "more women in sales” and is the President of Women Sales Pros, chartered to get more women into B2B sales and sales leadership roles in companies with male majority sales teams. In Lori's technology and financial services sales career she worked for 23 different sales managers and she has helped onboard over 1,000 SDRs, BDRs, and AEs in a 3 year period. Her new book, "She Sells, She Leads" will be available in September.