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Selling gets a bad rap, but it shouldn't. The Josh Braun Podcast is about new ways to think, behave, and talk so you can attract more of your ideal prospects.
Oct 12, 2020
Cold Call Clinic with Josh Braun
How to cold call without prospects feeling "sold" or "manipulated'.
Sep 29, 2020
Sarah Hicks on Selling
Senior Sales Development Rep, copywriter and podcast host, Sarah Hicks on how to sell without selling your soul.
Sep 11, 2020
Advancing Women in Sales with Rakhi Voria
Rakhi Voria talks about advancing women in sales.
Sep 3, 2020
Chris Walker on Knowing Your Prospect’s Secret Buying Language
Chris Walker on how to get your prospect's secret buying language.
Aug 6, 2020
Jackie Lipnicki: Prospecting & Closing
Jackie Lipnicki on how to book meetings and close business in a world of constant distractions.
Jun 29, 2020
Jason Bay on Cold Email
Here's Jason Bay on how to write effective cold emails.
Jun 25, 2020
Ethan the Gatekeeper
Have you been listening to self-professed sales gurus like myself tell you how to get past gatekeepers? Wish you could hear an actual gatekeeper tell you what works and what doesn't? Wish granted. Listen to Ethan Bull, an executive & Personal Assistant who supports c-suite executives, give you the keys to the gate.
Jun 21, 2020
Kevin “KD” Dorsey on Cold Email
Kevin "KD" Dorsey on how to write a good cold email.
1 hr 3 min
Jun 11, 2020
Create More Opportunities By Embracing This Idea
Create more opportunities by embracing this idea.
Jun 8, 2020
Defusing “I’m not interested.”
"I don't have time." "I'm not interested." What do you say? Here's my take.
May 31, 2020
Chris Voss on Rewiring Your Brain to Listen
Former FBI negotiator and author of Never Split the Difference Chris Voss on how to rewire your brain to listen deeply.
May 6, 2020
Booking Meetings with Jeremy Leveille
Jeremey Leveille, a top-performing SDR and AE, talks about how to book a consistent flow of meetings with your ideal prospect.
1 hr 4 min
May 4, 2020
Tom Wallace – Booking Meetings with IT
Wish you could get inside the head of IT prospects so you'd know what to say to earn their attention? Wish granted. In this episode of Inside Selling, Tom Wallace, former VP of Information Technology at Jellyvision, talks about the prospecting mistakes he's seen and what it takes to earn his attention.
Mar 31, 2020
Dan Oblinger: The Art of Listening
Dan Oblinger on how to level-up your listening skills.
Jan 20, 2020
Less Withdrawals, More Deposits
As salespeople, we have a natural inclination to get things. More, time on prospects calendar and next steps. But making too many withdrawals can lead to prospects ducking and dodging you. In this episode, I dive into a two tactics that will help you make deposits into your prospect's bank account so that your account doesn't get overdrawn.
Dec 2, 2019
Chris Walker: Starting Conversations By Cold Calling Less
CEO of Refine Labs Chris Walker on how to start conversations by cold calling less.
Nov 16, 2019
The 8.9 Second Voicemail
My take on voicemail.
Oct 18, 2019
Humanizing the Cold Call with Becc Holland
Becc Holland, Head of Sales Development at Chorus.ai on how to humanize the cold call and why having "adult to adult" conversations is critical when selling.
1 hr 9 min
Oct 6, 2019
Jobs to be Done with Khalid Saleh
Khalid Saleh on how to get your prospect's secret buying language using the Jobs to be Done framework. Grab your Jobs to be Done customer interview guide here.
Sep 27, 2019
Leveraging LinkedIn to Grow Your Business with Amy Volas
Amy Volas on how to leverage the power of LinkedIn to build your brand your business.
Sep 19, 2019
Ditch the Pitch
A few years ago I attended a networking event and asked a CEO what he did. Rather than launching into a 30-second elevator pitch, he had a conversation with me that resulted in a $45,000 sale. In other words, he ditched the pitch. Instead of doing a monologue we had a dialogue. In this episode, you'll learn the four-part framework he used to inspire me to care and be motivated to learn more.
May 31, 2019
Sales Coaching With Kevin Dorsey
Want to get better at swimming? Hire a swim coach. Want to improve your golf game? Hire a golf coach. If you want to get better at pretty much anything hiring a coach can accelerate your learning curve because you get immediate feedback. Yet in sales, we rarely practice our "golf swing" or get coaching. How do you practice and coach sales? In this episode, Kevin Dorsey the VP of Inside Sales at PatientPop shares his secrets for coaching sales teams into top performers.
Apr 4, 2019
Increasing Cold Email Response Rates With Patricia McLaren
Why are cold email response rates so low? How do you stand out in a sea of boring B2B outreach? In this episode, Patricia Mclaren, the co-founder of CopyShoppe.co, shares her tips for improving cold email response rates.
Mar 20, 2019
Humanizing Cold Outreach with Rachel Gray
Last week I received 15 LinkedIn connection requests and I ignored all of them because they were what advertising legend Dave Trott calls "white circles". They were all the same. The brain ignores patterns so that it can concentrate on more important things. It's the reason why you don't pay attention to every car on the road while you're driving. To stand out in a sea of white circles you have to be different. In other words, you have to be a red x in a sea of white circles. The concept of the red x is important because your prospects secretly ask themselves four questions when they read your sales message. The first they ask is, "Should I pay attention to you?" And if you're a white circle, the answer to that question is no and you don't get to move to the second, third and fourth question your prospects ask themselves before they decide to take a meeting with you. That's why I was excited to groove with Rachel Gray, and Account Executive at Proposify.
Feb 11, 2019
Cold Calling with Jackie Lipnicki
Want to be a millionaire? Hang out with a millionaire. Want to be a better cook? Watch a chef cook. Want to get better at cold calling? Then listen to Jackie Lipnicki on the Inside Selling podcast. In 2016 Jackie would get pits her stomach making cold calls. Jackie felt inadequate because she was in an entry-level position calling a decision maker. But eventually, she had a mindset shift and used an approach she created that helped her crush new meetings targets without feeling intimidated.
Feb 6, 2019
Taking the Leap With Alex Grodnik
Imagine that you've got a great corporate job. Big Salary. Benefits. Free snacks! But the job just doesn't feel good on your soul. Your boss tells you that she wants you to be a white circle in a sea of white circles. To follow the steps. To follow the rules. But you want to be a red X. That's exactly how Alex Grodkin, the COO of Payclub felt we he left his high paying six-figure job to pursue his dream of being an entrepreneur.
Jan 29, 2019
Integrity with Ryan O’Hara
The most important trait a salesperson can have is integrity. That's because salespeople have a bad rep. You've probably experienced the telemarketer that calls you during dinner. Or the retention specialist that won't let you cancel your internet service. Or the crazy mall kiosk person that wants to rub lotion on your hand. As salespeople, we have to behave in ways that don't reinforce this negative stereotype. In this episode of Inside Selling Ryan O'Hara, the VP of Marketing at Lead IQ and I groove about the importance of having integrity when selling.
Jan 16, 2019
Chris Canales on Being a Top Performing Salesperson
When I was first starting out in sales, I had the good fortune of working with Harry Gottlieb who is a very successful guy. Harry is the creator of You Don’t Know Jack, a quiz based party game that generated 100m in sales. The more time I spent with Harry, the better I became at sales. And that’s how you get better at anything right? Want to be a millionaire, spend time with millionaires. Want to level up your sales skills, spend time with top performing salespeople. Which is why I enjoyed grooving with Chris Canalas. Chris has been a top performing rep for 15 years. He's currently at ADP, but prior to that he sold water and alarm system door to door. One thing I noticed instantly about Chris was his positive mindset. Chris and I discuss how to avoid the trap of being complacent when you’ve reached the top. How monotony can pay huge dividends. The importance of confidence. Why a deep belief in what you’re selling matters. How to use humor to defuse sales…
Jan 2, 2019
How to Decode Objections With Josh Braun
"I don't have a budget." "I don't want an annual contract." "I'm not interested." You may have been taught to overcome objections like these. To somehow persuade people into your way of thinking so you can move the sale forward. But that's a very self-centered approach that often causes prospects to shut down or provide you with surface level information just to get you off the phone. In this episode, you'll learn a new approach to defusing objections that reduce sales pressure and opens up conversations.
Dec 21, 2018
How to Be a Better Listener
Most people don't listen very well. Sure they act like they're listening. But they're really just waiting for the other person to stop talking so they can talk. That's not really listening. That's waiting to talk. But people who really listen are the ones we want to continue conversations with. Because it feels good to feel understood and heard. In this episode, Leslie and I will share you'll 3 ways you can become a better listener.
Dec 11, 2018
The Art of the Start With Kevin Ramani
Kevin Ramani has made 20,000+ cold calls, sent countless emails, and closed millions of dollars in deals in his sales career. He's sold to C-Level executives in Fortune 500 companies as well as doctors, lawyers, and even restaurant owners. In this episodes Kevin shares some of the valuable lessons he's learned that you can apply to your business. Pure gold!
Nov 28, 2018
How Top Performing Salespeople Optimize Their Time
Leslie and Josh talk about ways you can use to optimize your time when selling. In this episode, you'll learn how to spend your time wisely by avoiding procrastination, cutting out time-wasters, and working more efficiently.
Nov 16, 2018
How Jeremy Leveille Booked 69 Meetings in One Month
Jeremy Leveille, the #1 SDR at LeadIQ, shares how he was able to book 69 meetings in 1 month. But as with any top 1% performer, there's more to Jeremey's success than just his tactics. His attitude is off the charts positive. It's inevitable that rejection is going to happen when prospecting. But what I noticed about Jeremey was how he responds to rejection by taking responsibility for it rather than blaming the prospect.
Oct 26, 2018
The Art of Explanation With Harry Gottlieb
Have you ever listened to someone explain something to you and you had no idea what they were talking about? Or maybe you tried to explain something and they just didn't get you. The ability to explain things in ways that make people care is a great skill to have when selling. Why? Because if people are confused they won't act. That's why I'm super excited to groove with Harry Gottlieb, a master explainer who's best known as the creator of You Don't Know Jack.
Oct 16, 2018
Breaking Through the Noise With 3D Mail
Looking for ideas to help you stand out and start conversations with your prospects? In this episode Jennifer Dear and Samantha Plum from D3-NYC share direct mail campaigns they've used to break through the noise and generate revenue.
Oct 2, 2018
Derek Kernus – Cutco Cutlery’s Top Seller
Derek Kernus the Sales Manager at Stratix Systems talks about selling $32,000 of cutlery in college over summer break and why selling is the best way to learn how to sell.
Sep 18, 2018
Claire Coder on Getting Initial Traction
Claire Coder the 21-year-old proud college dropout, entrepreneur and CEO (Chief Estrogen Officer) of Aunt Flow on how she was able to get initial traction.
Sep 4, 2018
How Do I Find My Next Sales Job With Leslie Venetz
Whether you love your job or not, you've probably given some thought to your next career move. In this episode you'll learn 3 things that will help you separate yourself from the competition and land your next job.
Aug 20, 2018
Andy Raskin on Sharpening Your Story
No matter whom you're pitching—investors, customers, or colleagues— you'll be more effective by tapping the awesome power of narrative storytelling. In this episode, you'll learn how storytelling frameworks from film and other narrative arts can take your pitches and presentations to the next level.
Aug 7, 2018
Why Do Some Reps Crush It While Others Tank With Leslie Venetz
Why do some reps crush it while others tank? One reason has to do with mindset. In this episode Leslie and I will share some tips for leveling up your mental game.
Jul 23, 2018
First Impressions With Dale Dupree
Dale Dupree aka The Copier Warrior, is a top copier salesperson and an expert in making good first impressions. On this episode Dale explains how he creates strong emotional connections with prospects so they feel comfortable having conversations with him.
Jul 11, 2018
Positioning with Phillip Morgan
Phillip Morgan on how to position your offering and the importance of niching down.
Jul 6, 2018
Persistence Part 2: How Much is Too Much with Jessica Watts
You've been there. You had an awesome discovery call. Then crickets. Your prospect disappears and you start chasing. Do you follow up forever? In this episode Jessica Watts and I share a few ideas that will help you reduce the number of prospects that go dark.
Jul 3, 2018
Persistence Part 1: How Much is Too Much with Jessica Watts
"Either you've been eaten by alligators or you're just plain swamped." "Don't leave me hanging." "I've tried reaching out multiple times. If I offended you in a way please let me know." Prospecting persistence. What every sales reps is required to have. But how much is too much? On this episode Jessica Watts and I discuss ways to ensure that your persistence does't turn you into a pest.
Jun 26, 2018
Page Kemna: LinkedIn’s Resume Singer
Page Kemna talks about how she earned viral fame - and a slew of job offers by creatig a sensational musical cover letter to spice up her resume.
Jun 18, 2018
Tito Borht: Personalization at Scale
TIto Borht, the CEO of AltiSales shares how and SDR was able to book 37 meetings in one month using personalization at scale.
Jun 12, 2018
Using Personalized Video to Warm Up Cold Calls with Morgan Gillespie
Learn how Morgan Gillespie is using video to warm up cold calls, book more meetings and even prompt her prospects to write articles about her approach on LinkedIn. No really, you can read the article here - https://goo.gl/fgrtky
Jun 1, 2018
How to Attract Clients by Giving Rather Than Getting With Guy Lambert
Guy Lambert is the head of sales at Mentorloop. On this episode of Inside Selling Guy explains how he attracts prospects by offering education around a specific problem.
May 24, 2018
Two Secrets to Cold Calling Success with Seth Weinstock
Seth Weinstock is a master of cold calling. On this episode of Inside Selling Seth explains the secrets you need to know to achieve cold call success and the script he uses to set meetings.
May 17, 2018
Increase Cold Email Response Rates By Teaching Rather Than Taking With Shoshi Weinstein
In this episode Shoshi shares – Why prospects naturally put up roadblocks when you first engage with them How to read shift your mindset from selling to helping The importance of uncovering and then sharing information that will make your prospects smarter
May 10, 2018
Cold Outreach That Makes Prospects Feel Good with Ryan O’Hara
Ryan O'Hara is the VP of Marketing for LeadIQ and a complete legend when it comes to cold outreach. He typically gets a 50% response rate on his campaigns. I loved interviewing him on Inside Selling because he brings so much positive energy and creativity to the prospecting process. On this episode Ryan shares a few ideas for how to use humor, imagery and music to stand out in crowded inboxes.
Apr 25, 2018
The Sales Metrics That Matter Most with Leslie Venetz
As a sales manager your problem probably isn’t too little data. It’s too much data. Too much data can be overwhelming. And when you’re overwhelmed, you can’t analyze the data, interpret it, and make smart decisions. Leslie Venetz is here to help! She is the Vice President of Business Development at Carpathia Marketing. On this episode of Inside Selling we dive into the most important sales metrics to measure and how to use them to improve rep performance.
Apr 18, 2018
How to Grow Audiences & Get Your Dream Job with Sarah Grosz
In this episode Sarah shares – How she grew the Syracuse Entrepreneur Club from 50 to 500+ people The "hack" that got her kicked out of the Syracuse Entrepreneur Club A clever way to lean more about your audience Why she dropped of out college A non-traditional way to stand out and land your dream job
Apr 3, 2018
What My Grandma’s Toaster Can Teach You About Reducing Sales Pressure
Learn how to remove the debilitating feeling of rejection when selling.
Mar 20, 2018
Beware “Yes” – Master “No
Stop pushing for yes and instead turn your questions into "no"-oriented questions to create safe environments where prospects feel comfortable opening up so that you can get to more truth. Lesson learned from Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss. Yes" is often a meaningless answer that hides deeper objections. "No" provides an opportunity for both parties to clarify what they don't want, and is a safe choice that maintains the status quo.
Feb 14, 2018
Tito Bohrt: Lessons Learned From Making 1 Million Cold Calls
Tito's SDR teams have made over 1 million cold calls. 55% of the people his SDRs connect with book a meeting. In this episode Tito shares his techniques and methods for making effective cold calls.
Feb 8, 2018
Cold Calling with Michael Phillips, Founder of Saleswolf.io
In this episode of Inside Selling, Michael Phillips the founder of Saleswolf.io teaches you and approach to cold calling that reduces call anxiety while feeling good on the soul.
Jan 29, 2018
Richard at Refract: The Best Cold Email I’ve Ever Received
On this episode Richard Smith, the co-founder at Refract shows you how to send an email that will break through the noise. Spoiler alert, you don't need to send 8 emails. Just one.
Jan 25, 2018
The Importance of Mindset with Morgan Ingram
In this episode Morgan Ingram discusses the importance of getting in the right state of mind when selling.
Jan 11, 2018
How to Add Personality to the Sales Process
A powerful tool that many of us overlook when selling is our personality. It positively and negatively influences far more sales than we will ever admit to. But how do strike the right balance between personality and professionalism? Brittni Kinney has some guidance for you.
Dec 28, 2017
Cold Outreach: How to Stand Out Using Humor
Today I’ve got Jon Buchan from “Charm Offensive” on the show. Jon helps clients craft cold emails that jolt even the most distracted prospects into responding.
Dec 21, 2017
Brynne Tillman of Vengreso: 8 Steps to Effective LinkedIn Selling
Why isn't your LinkedIn selling working? You're not using the right playbook. Brynne Tillman, who actually wrote the book on LinkedIn sales playbooks, will walk you through the 8 steps to follow. Check out Brynne Tilman's Amazon Best Selling Book: The LinkedIn Sales Playbook, A Practical Guide to Social Selling.
Dec 14, 2017
Conner Burt of Lessonly: Quality Over Quantity
Walking the tightrope between quantity and quality might be the toughest thing modern sales teams do. There's no easy answer, but Conner Burt has some guidance for you.
Dec 7, 2017
Daniel Kuperman of Mindtickle: Sales Training 2.0
Ever wonder why sales training takes a few days for some reps, and some just never get it? Or why it's so hard for it to stick? Simple: the world is a-changin'. Daniel Kuperman reveals his strategy for cutting sales onboarding times by 50% or more.
Dec 5, 2017
Using Your Personality to Drive Responses
If your cold outreach isn't working like it once was - and it's probably not - you might need a small injection of personality. We'll tell you how to do it.
Nov 30, 2017
Dylan Hey of Leadfeeder: Social Selling 101
It might be time to supplement your sales efforts with a little social. But where to start? Social selling expert Dylan Hey of Leadfeeder has the answer.
Nov 28, 2017
Making Better Cold Calls (Without Sacrificing Your Soul)
Making cold calls is TOUGH - but there's a way to do it that's more effective and will get you more meetings. But the key is just the opposite. We'll tell you how.
Nov 21, 2017
Giving the (Close to) Perfect Demo Pitch
Ever wondered why some of your demos leave your prospects totally sold on your product or service, and others fall flat? There's a good reason, and we'll tell what to do about it.
Nov 16, 2017
Royce Robbins of Peak Sales: The Biggest Sales Hiring Mistakes (Are Avoidable)
Royce Robbins of Peak Sale s Recruiting discusses the biggest mistakes that are made when hiring salespeople, and the steps to take to avoid them. Spoiler: you gotta plan wisely.
Nov 14, 2017
The 1-Day SDR Onboarding Plan
Forget weeks- and months-long onboarding to get your SDRs ramped and setting meetings. Try this 1-day onboarding strategy instead.
Nov 9, 2017
Jason Fried of Basecamp: How Buyers Read Your Cold Emails
Jason Fried, Founder and CEO of Basecamp, discusses the sales outreach he receives and what does - and doesn't - strike a chord with him.
Nov 7, 2017
Deliberate Practice Is the Key to Improving Your Sales Performance
Deliberate practice is the secret to getting to the selling promised land. Get our 3 simple strategies you can implement to practice in minutes - not hours - every day.
Nov 2, 2017
Charlie Besecker of Quantcast: Enabling Sales for Success
A conversation with a master of Sales Enablement, Charlie Besecker of Quantcast.
Oct 31, 2017
Accelerating Deals: It’s Not About “Closing,” It’s About Better Opening
Accelerating the pace of your deals is important, but you can't make prospects buy faster than is comfortable. But there are a few steps you could - and should - take with every prospect.
Oct 26, 2017
Nellie Aube of Sailthru: Sales Coaching FTW
Nellie Aube of Sailthru walks through her coaching and onboarding process that keeps reps performing above quota.
Oct 24, 2017
The Secret to Closing More Deals
A listener asks how to close more deals. We got the answer.
Oct 20, 2017
Beth Renninger formerly of Verizon: How to Sell Into Gigantic Accounts
Josh talks to Beth Renninger, formerly of Verizon, about her experience as a buyer at a large corporation.
Oct 19, 2017
Cutting Through the Noise to Reach Dream Prospects
Get a complete rundown on how to cut through the noise, command attention, and reach your dream prospects.
Oct 12, 2017
Sara Colombo of Jellyvision: Running a Successful BD Team
Check out Josh's conversation with Sara Colombo, Director of Business Development at Jellyvision.
Oct 10, 2017
Trigger Events: Starting Conversations At the Right Time
Want to start a conversation at the right time, and in the right way? Trigger events are the tool you need, and we give you 6 different triggers that'll help you get started.
Oct 10, 2017
A Senior Executive at a Fortune 500 Company Shares How to Win Business Using Cold Email
There's no shortage of sales advice for how to get the attention of crazy busy executives using cold email. But this interview is different because the advice is from a former senior executive at Verizon who was on the receiving end of those cold emails. http://joshbraun.com/wp-content/uploads/2017/10/GMT20171009-233446_Josh-Braun.m4a Beth Renninger shares plenty of actionable tips in this interview including: * How your companies reputation can work against you (and how you can overcome it) * How to follow up without being annoying * How a salesperson used cold email to win Verizon's business * One common cold email tactic that gets "double deleted" * How to stand out in a "sea of blah" * The one thing you must include in your cold email that increases your chances of breaking through * The number of emails you should send * How to leverage "gatekeepers" as a resource to get meetings * One thing to never do when you pitch
Oct 5, 2017
Mark Kosoglow of Outreach.io: Landing Big Accounts
Ready to hear what it takes to land clients at leading outbound software company? Check out what Mark Kosoglow, VP of Sales at Outreach.io, has to say about what they're doing to land meetings and deals.
Oct 3, 2017
When Prospects Go Dark
Ever had a prospect go dark on you? Of course you have! It comes with the territory. Here are some handy tips about what to do next time it happens, and how to prevent it from happening in the first place.
Sep 28, 2017
Dan Burrill of Twilio and Box: Sales Playbooks FTW
Dan Burrill, Director of Inside Sales at Twilio, talks about his sales playbooks to predictably grow revenue through account based marketing.
Sep 26, 2017
One Question to Help Customers and Drive Upsells
Get the one question you should be asking - have you considered...? - that'll deliver more help to your customers and increase their LTV.
Sep 20, 2017
Sam Trachtenberg of Adroll: Managing Sales Change and Improvement
Sam Trachtenberg, VP of Operations at Adroll, discusses how to successfully roll out a major new sales initiative with big results.
Sep 19, 2017
Inbound Leads: Don’t Respond Like This…
What to do - and what not to do - when responding to inbound leads. Hint: inbound isn't a monolith (yes, we said monolith).
Sep 19, 2017
Greg Reffner of Allbound: Call Coaching By Personality Type
Greg Reffner, VP of Sales at Allbound, discusses how he uses call coaching by personality type to help his sales team improve rapidly.
Sep 19, 2017
Hiring a Sales Trainer: Dispelling Common Myths
Need help landing more meetings, bringing reps to full productivity faster, or increasing your conversion rates? Head over to www.salesdna.co for courses, free articles, or to contact us for help.
Sep 19, 2017
Daniel Barber of Chorus.io: The Real Value of Call Intelligence
Daniel Barber of Chorus.io and Docusign says the real value of call intelligence isn't coaching, it's something entirely different.
Sep 18, 2017
It’s All About B2B Inside Sales
Welcome to Inside Selling.
Jan 21, 2017
Don’t ever ask this question again
May 2014. I was in the market for a tool that would help the sales team increase call volume and turn more conversations with prospects into meetings. A quick Google search led me to a vendor who had lots of content aimed at making me smarter about my problem and the options for solving it. So I submitted my contact details in exchange for an e-book. 20 minutes later I got a cold call from a sales rep. Here's the call: http://joshbraun.com/wp-content/uploads/2017/01/downloadcoldcall2.mp3 Marketing did it’s job. They pulled me in. And I had a pain that laddered back to the vendor’s product. But Scott ran into a conversation cul-de-sac because he asked a question that didn’t open up a dialogue about my problem. Here are the most common “dead end” questions sales development reps ask me after I download content: * “Did you get the e-book?” * “Did the e-book make sense?” * “Do you have any questions about the e-book?” A better question He…