Inside Inside Sales
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.
Available episodes
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Nov 7, 2022
Michael Hanson Gets Cosmic
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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.
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Oct 31, 2022
Donald C Kelly Makes Social Selling Personal
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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 LinkedIn, or at thesalesevangelist.com. He's also on Twitter, Instagram and TikTok as Donald C Kelly.
His podcast is called The Sales Evangelist.
Buy his book Sell It Like a Mango on Amazon here.
Catch Casey Cheshire on Episode 204 Games People Play, and Thibault Souyris on episode 193 Don't Stop Outreachin'.
Connect with Darryl on LinkedIn.
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Oct 24, 2022
Red Ocean Selling
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The key to outbound? Showing 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 LinkedIn, or at his website.
Connect with Darryl on LinkedIn.
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Oct 17, 2022
Games People Play
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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 LinkedIn, or at the Ringmaster Conversational Marketing website.
Connect with Darryl on LinkedIn.
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Oct 10, 2022
Creating Awareness and Light Bulb Moments
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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 LinkedIn, or at the Soloquent website. Find his book P3 Selling here.
Connect with Darryl on LinkedIn.
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Oct 3, 2022
4 Secrets of the Top 10%'ers
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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 LinkedIn, Twitter or at the Sales Acceleration Group website.
Identify and Manage Your Rockstar Traits with Kristie's download here.
Connect with Darryl on LinkedIn.
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Sep 26, 2022
Come for the Pigtails, Stay for the Opinions
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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 LinkedIn, Twitter or Instagram.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
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Sep 12, 2022
Caleb Sinn is Cold
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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 LinkedIn, or at SocialBloom.io.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Sep 5, 2022
It's Time To Do The Work
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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 Lundin, 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 LinkedIn, on Twitter, at the RevHeat website, at KenLundin.com, or via email.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Aug 29, 2022
Your Buyers Don’t Trust You
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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 LinkedIn. His podcast is called Blissful Prospecting.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
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Aug 22, 2022
Sam McKenna Goes Dark
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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 LinkedIn or at the #samsales Consulting website.
Connect with Darryl on LinkedIn.
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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…
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Aug 15, 2022
Greg Meehan Gets Polarizing and We Love It
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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 LinkedIn, or at Skaled.com.
Find How to Make Appointments By Telephone by Allan Pease here.
Find The Transparency Sale by Todd Caponi here.
Those episodes were #193 with Thibaut Souyris, and #190 with Victor Vatus.
Connect with Darryl on LinkedIn.
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Aug 8, 2022
He's Even, Not Odd
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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 LinkedIn, Twitter, or at the VanillaSoft website.
Grab the 47 Growth Month sessions on the Autoklose website 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 here.
Connect with Darryl on LinkedIn.
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Aug 1, 2022
Don't Stop Outreachin'
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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 LinkedIn, on Twitter, or at the Sales Labs website. His podcast is called The B2B Sales Podcast.
Connect with Darryl on LinkedIn.
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Jul 25, 2022
Let's Talk About a Rather Unpleasant Task
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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 LinkedIn or at the phonejacker® 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 here.
Connect with Darryl on LinkedIn.
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Jul 18, 2022
What Do You Do When You Miss?
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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 LinkedIn or on Twitter. Her podcast is called The Other Side of Sales.
Find that Jason Lemkin on Hard Miss vs. Soft Miss here.
Connect with Darryl on LinkedIn.
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Jul 11, 2022
Victor Vatus Goes Off Script
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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 LinkedIn or at the Sell Me This Pen website.
Connect with Darryl on LinkedIn.
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Jul 4, 2022
Can Evangelism Be A Sales Channel?
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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 LinkedIn. Her podcast is Winning the Challenger Sale, and she's evangelical about Challenger Inc.
That BombBomb article Jen mentioned is here.
Connect with Darryl on LinkedIn.
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Jun 27, 2022
How Valuable Are You?
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Knowing what your customer values most should be a bright guiding star on their journey through 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 on LinkedIn, at the Impact Pricing website, or at his website.
His latest book is called Selling Value: How to Win More Deals at Higher Prices and you'll find it on Amazon here. His other b…
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Jun 20, 2022
The Importance of Being Proactive
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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 on LinkedIn, or at Scott Leese Consulting. That book is called Disney U.
Connect with Darryl on LinkedIn.
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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…
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Jun 13, 2022
Stop Assuming You Know What I Want
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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 here, on Twitter here, on Instagram here, and on TikTok here. You'll find the Sell Better YouTube channel here.
Find more about J Barrows at their website.
Connect with Darryl on LinkedIn.
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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 persisten…
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Jun 5, 2022
May the Tech Force Be With You
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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 here. Find the beautiful ChatFunnels website here. Find Steven's YouTube channel Salt Make City here.
Connect with Darryl on LinkedIn. Watch that Sales Sequence LinkedIn Live here.
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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, a…
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May 30, 2022
The Master of the One-Up
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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 LinkedIn. Find his blog The Sales Blog here. Find his latest book Elite Sales Strategies on Amazon here. And find out more about Outbound Conference here.
Connect with Darryl on LinkedIn.
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Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you a…
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May 23, 2022
Get Straight To It
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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 LinkedIn. Subscribe to Death To Fluff here. More about GTM Buddy here.
Connect with Darryl on LinkedIn.
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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, an…
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May 16, 2022
The Ultimate Social Selling Parley
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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 LinkedIn. You'll also find him at the Daily Sales website. Find his latest book is on Amazon here.
Connect with Darryl on LinkedIn. Find the LinkedIn profile book he mentioned here.
Watch the Darryl vs Daniel deb…
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May 8, 2022
The Amazing-SDR Trifecta
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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 LinkedIn, or at the Tenbound website.
Find Mr Pep Talk here.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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May 1, 2022
Understanding How Sales Works Internally
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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 LinkedIn, or at the Zenna Consulting and CRO Collective websites. Warren is co-host of the CRO Spotlight podcast.
Connect with 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: persp…
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Apr 24, 2022
Matching Experience To Journey
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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 LinkedIn or at the ExP website.
Connect with Darryl on LinkedIn.
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Apr 17, 2022
Respecting The Process
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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 LinkedIn and on Twitter. Find the Catalyst Sale podcast here.
Connect with Darryl on LinkedIn.
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Apr 10, 2022
Outcomes Over Outreach
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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 Darryl and Luigi on LinkedIn.
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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 VanillaSoft.…
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Mar 22, 2022
Podcast Episode Interruption Alert
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A brief summary of this episode
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Mar 14, 2022
Don't Ask, Don't Sell
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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.
Subscribe now and find out how to drop the negative mindset holding you back from just asking your clients for referrals.
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Mar 7, 2022
Removing the Barriers to Sales Success
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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.
Subscribe now to find out why you should stop hiding behind email instead of embracing the multi-channel approach.
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Feb 28, 2022
Social-Selling to a Polarized World
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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.
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Feb 21, 2022
Your Success Should Be Data-Driven
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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.
Subscribe now and learn how numerically instrumenting the success of your persuasion can help you develop your analytics muscle and stop being math-scared.
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Feb 14, 2022
Be Creative With Your Messaging
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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.
Subscribe now and learn how to strike the right chord with your buyers and align what they need with what you sell.
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Feb 7, 2022
When You Come to the Crossroads
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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.
Subscribe now and find out how taking ownership of your well-being can improve your personal and professional life.
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Jan 31, 2022
At the Intersection of Technology and Technique
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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.
Subscribe now and learn how to elevate your sales by embracing the tool, understanding its purpose…
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Jan 24, 2022
The Blurred Lines Between Sales and Marketing
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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.
Subscribe now to learn how to tap into the power of smarketing and get the best of both worlds.
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Jan 17, 2022
Being Intentional with Intangible Touches
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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.
Subscribe now and learn how to stay top of mind with your prospects, without the risk of coming on too strong.
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Jan 3, 2022
Shift Your Mindset to Ensure Sales Success
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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.
Subscribe now and find out what is holding you back from coming to a belief or an understanding and reaching your goals.
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Dec 20, 2021
The Rev Ops Road to Success
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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.
Subscribe now and learn how to streamline the admin work and free up your time to focus on selling.
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Dec 13, 2021
How to Handle Transitions
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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.
Subscribe now and learn how to avoid being derailed as you handle both planned and unexpected career transitions.
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Dec 6, 2021
Understanding Buyer Intent
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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.
Subscribe now and learn how to decipher intent signals, identify red hot leads, and prioritize your resources.
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Nov 29, 2021
Did You Hear the One About Using Humor in Sales?
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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.
Subscribe now to learn how stand-up comedy lends itself to sales and how you can laugh your way to closing your deals.
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Nov 22, 2021
The Misinformation Around Real Cold Calls
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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!
Subscribe now and learn how to conquer cold calling on this episode of INSIDE Inside Sales!
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Nov 15, 2021
Unlocking the Power of Your Sales Community
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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.
Subscribe now and learn how to get the most value out of the community.
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Nov 8, 2021
Going for VITO's Big Noes
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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.
Subscribe now and learn why you should stop projecting your own biases, grit your teeth, and copy VITO.
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Nov 1, 2021
Your Social Profile Is Not About You
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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.
Subscribe now and hear how you can better connect with your prospects on this episode of INSIDE Inside Sales.
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Oct 25, 2021
The Benefits to Asking More Questions
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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.
Subscribe now and learn how to build rapport, trust, and credibility through asking more questions.
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Oct 18, 2021
Selling in the Age of Infobesity
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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.
Subscribe now and find out why active listening should be your primary skill.
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Oct 11, 2021
The Importance of Brand
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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.
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Oct 4, 2021
Working Smarter With Bulletproof Selling
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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.
Subscribe now and improve your sales arsenal ahead of your next quarter.
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Sep 27, 2021
How to Sell Different
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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.
Subscribe now and hear what you should be doing (and not what you shouldn’t) in order to improve your results.
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Sep 20, 2021
How to Avoid Burning Your Bridges
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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.
Subscribe now and learn how to keep those important bridges intact.
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Sep 14, 2021
You Are the U in USP
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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.
Subscribe now and learn the tricks of the trade from those who were once in your shoes.
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Sep 6, 2021
The Misinformation Around Real Cold Calls - Part 2
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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.
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Aug 30, 2021
The Misinformation Around Real Cold Calls - Part 1
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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.
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Aug 23, 2021
Lessons Learned from Insight-Led Selling
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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.
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Aug 16, 2021
Building a Productive Sales Development Framework
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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.
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Aug 9, 2021
Driving Growth with Sales Metrics
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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.
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Aug 2, 2021
How to Leverage Your Tech Stack Without Abusing It
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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.)
Subscribe now and learn how automation could scale your sales efforts and change your job for the better.
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Jul 26, 2021
12 Difficult Questions About Lost Sales
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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?
Subscribe now to learn how to handle the interrogation and fix all these issues.
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Jul 19, 2021
Read the Room
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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
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Jul 13, 2021
Interview with a CRO
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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!
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Jul 5, 2021
Bring Your Message to Life Using Innovative Video
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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.
Subscribe now and learn why using innovative video is the next frontier of email marketing and prospecting.
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Jun 28, 2021
Reflections from the OutBound Conference
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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.
Subscribe now and find out why OutBound should be your choice if you can attend only one show!
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Jun 21, 2021
Develop and Improve Your Leadership Skills
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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.
Subscribe now and find out how to unleash your inner savage leader!
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Jun 14, 2021
How to Reach Prospects and Drive Sales Outcomes
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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.
Subscribe now and learn how to become a LinkedIn pro!
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Jun 14, 2021
Leveraging the Power of LinkedIn for Sales Success
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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.
Subscribe now and learn why being different on social media will get you to the top.
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Jun 9, 2021
Mastering Sales Communication
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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.
Subscribe now and learn how to harness synergies between marketing and sales communication.
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Jun 7, 2021
Driving Sales Without Generating Leads
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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.
Subscribe now and hear how to grow your numbers without relying on leads.
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May 31, 2021
The Ins and Outs of Sales Differentiation
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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.
Subscribe now and learn how to nail the WIIFM approach
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May 24, 2021
Build Your Pipeline and Sell Like a CEO
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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.
Subscribe to the INSIDE Inside Sales Podcast now!
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May 17, 2021
Improve Your Skills with Sales Improv
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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.
Subscribe to the INSIDE Inside Sales Podcast now!
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May 10, 2021
The Power of Sales Messaging
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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.
Subscribe to the INSIDE Inside Sales Podcast now!
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May 3, 2021
Improving Your Success with Cadences
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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!
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Apr 26, 2021
Winning More Sales Through Ethical Negotiation
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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.
Subscribe now and learn how to grow your numbers through a stronger rapport.
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Apr 19, 2021
How to Improve After Failure
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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.
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Apr 12, 2021
How to Ask the Right Questions
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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.
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Apr 5, 2021
Manners Maketh the Sale
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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.
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Mar 29, 2021
Win More Deals Through Story-Listening
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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.
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Mar 22, 2021
Making Outbound Work For You
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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!
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Mar 15, 2021
Building Your Personal Brand
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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!
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Mar 8, 2021
Introducing The 0 To 5 Million Podcast
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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.
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Mar 1, 2021
Sales Traps To Avoid
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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.
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Feb 22, 2021
Handoff Leads Withouth Dropping The Baton
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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.
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Feb 15, 2021
Future Gains from Past Lessons
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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!
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Feb 8, 2021
Read the Room
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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.
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Feb 1, 2021
Crafting Better Emails
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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!
This episode is brough…
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Jan 25, 2021
Be the Domino
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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!
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Jan 18, 2021
Do You Word Vomit?
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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…
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Jan 11, 2021
Mastering the Follow-Up
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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 T…
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Jan 4, 2021
No Pain, No Gain
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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!
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Dec 28, 2020
What's in It for Them?
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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; Innovat…
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Nov 23, 2020
The Seven Deadly Sins of Outbound Sales
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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 resonat…
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Nov 15, 2020
Starting Over in Sales
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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 an…
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Nov 9, 2020
Put Yourself Out There
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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. VanillaSof…
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Nov 2, 2020
Hitting Quota
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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)…
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Oct 25, 2020
The Five Golden Rules of Negotiating
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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…
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Oct 17, 2020
Don’t Disregard Discovery Calls
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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-Found…
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Oct 12, 2020
Sharpening Your Communications Skillset
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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…
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Oct 5, 2020
Interview with a CRO - 100th Episode Special
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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 bru…
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Sep 28, 2020
You Don’t Have To Discount
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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…
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Sep 20, 2020
Best Practices for Converting Inbound Leads
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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-…
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Sep 13, 2020
It’s Time to Try Something New
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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 dir…
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Sep 5, 2020
Closing More Deals Through Building Relationships
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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…
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Aug 30, 2020
The Benefits of Using Agencies for Hire
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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…
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Aug 23, 2020
The Unique Human Proposition
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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 busines…
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Aug 16, 2020
The Importance of Personal Branding
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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,…
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Aug 9, 2020
You Need An Emotional Plan
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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! ----more----
About Darryl's Guest:
Randy is currently the Area VP of Enterprise Sales for Mulesoft and prior to that, created Span the Chasm w…
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Aug 1, 2020
Asking is a Super Power
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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 6…
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Jul 26, 2020
Fall in Love with the Problem
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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 spe…
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Jul 19, 2020
Be Your Own Walking Billboard
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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 work…
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Jul 12, 2020
Closing the Deal
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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.…
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Jul 5, 2020
Increasing Sales Through Storytelling
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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 interna…
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Jun 29, 2020
Sales Misconceptions That Can Affect Your Success
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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 h…
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Jun 21, 2020
How to Do a Demo
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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 -…
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Jun 12, 2020
Passion for the Process
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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…
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Jun 5, 2020
The Power of Referrals
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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 t…
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May 31, 2020
Sales Can Change Your Life
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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 d…
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May 23, 2020
Adapt or Die
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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…
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May 17, 2020
All About Agility
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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 speake…
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May 10, 2020
Rants for a Pandemic
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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 Sal…
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May 3, 2020
Cadence is Key
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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 highl…
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Apr 24, 2020
Overcoming Fear with Courage
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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…
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Apr 17, 2020
Out of Sight, Out of Mind
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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 episo…
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Apr 13, 2020
Lead Generation: By Sales Reps, For Sales Reps
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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.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Apr 5, 2020
5 Unprofitable Skills to Avoid
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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 Gues…
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Mar 29, 2020
Humanizing the Conversation
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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…
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Mar 22, 2020
Improving Your Success with Cadences
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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!
Ab…
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Mar 16, 2020
The 5 Prospecting Mistakes You Need to Avoid
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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 episod…
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Mar 8, 2020
Hunting the Perfect Prospect
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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,…
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Mar 1, 2020
Stick to the Script
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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…
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Feb 24, 2020
Getting Over the Need to Be Liked Featuring Bernadette McClelland
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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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Feb 23, 2020
Getting Over the Need to Be Liked
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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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Feb 15, 2020
Getting To No You
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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,…
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Feb 9, 2020
Get Your Head in the Game
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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 Fundamenta…
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Feb 2, 2020
Raise Your Voicemails
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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 throu…
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Jan 26, 2020
Is the SDR Role a Dead End?
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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…
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Jan 19, 2020
Good Question!
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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:
D…
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Jan 12, 2020
Moving Ahead by Looking Back
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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 o…
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Jan 5, 2020
Success Starts with the Interview
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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 bring…
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Dec 22, 2019
Steps to Handle and Reduce Objections
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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 an…
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Dec 15, 2019
Opening the Door to More Sales Meetings
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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 include…
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Dec 8, 2019
5 Keys to Creating New Opportunities
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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…
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Dec 1, 2019
Embrace the Suck
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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 ep…
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Nov 24, 2019
Asking the Right Questions
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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 Sal…
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Nov 17, 2019
The Startup Spirit
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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 i…
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Nov 10, 2019
The 4 Ways Buyers Are Evaluating You
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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…
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Nov 3, 2019
The Human Element
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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. Leveragi…
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Oct 28, 2019
"How to Become Somebody that People Want to Buy From" – Anthony Iannarino Podcast
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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…
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Oct 20, 2019
Emotions, Numbers, and Goals
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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 gues…
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Oct 14, 2019
The Power of Your Voice
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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 v…
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Oct 8, 2019
5 Steps to Improve Cold-Call Communication
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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 semina…
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Sep 30, 2019
The Strength of Soft Skills
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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-…
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Sep 21, 2019
Getting Engaged
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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 va…
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Sep 15, 2019
Great Expectations
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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 spec…
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Sep 9, 2019
Just Bucket
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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 Insi…
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Aug 26, 2019
5 Most Important Words in a Cold Call – Chris Beal Podcast
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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 w…
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Aug 19, 2019
Home of the WOPPA
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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 businesse…
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Aug 12, 2019
9 Ways for Salespeople to Find Fast Success
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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 Darry…
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Aug 5, 2019
The Benefits to Using a Customer Service Mentality
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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 IN…
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Aug 2, 2019
Check Your Alignment
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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 a…
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Jul 29, 2019
A Simple Plan for Prospecting
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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 recognize…
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Jul 22, 2019
Navigating the Buying Process
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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 w…
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Jul 15, 2019
Put Your Best Face Forward
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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…
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Jul 8, 2019
Just Think About It
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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 w…
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Jul 1, 2019
Empty Suits, Fake Smiles, and Insincere Conversations
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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,…
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Jun 24, 2019
Turning Up the Heat on Your Cold Emails
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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 he…
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Jun 17, 2019
An Interview with a Legend
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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 B…
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Jun 10, 2019
Customizing Your Path
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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…
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Jun 3, 2019
The Power of Language – What We Say Matters
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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.
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May 30, 2019
The UK's Most Hated Sales Trainer Says It's Your Parent's Fault
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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.
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May 20, 2019
The Sales Rep's Secret Weapon is... Marketing? Part 2
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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!
This episode is brought to you by Growth Forum -…
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May 13, 2019
The Sales Rep's Secret Weapon is... Marketing?
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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 t…
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May 6, 2019
Increased Earnings Start with Increased Learnings
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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…
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Apr 29, 2019
Have a Plan, Work the Plan
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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…
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Apr 22, 2019
The Anatomy of a Cold Call
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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 e…
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Apr 8, 2019
Stop Getting Attached to Outcomes
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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…
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Apr 1, 2019
Demystifying LinkedIn for Account Execs
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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+ follower…
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Mar 25, 2019
How to Stand Out in a Crowded Market
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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 t…
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Mar 18, 2019
Answering the Hard Questions
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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 inte…
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Mar 11, 2019
The Science Behind The Cold Call
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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…
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Mar 4, 2019
Everybody's a Marketer
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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 pos…
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Feb 25, 2019
Why Sales Engagement Isn't Always Engaging
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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 spac…
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Feb 19, 2019
How to Focus Under Pressure
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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 g…
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Feb 17, 2019
Planning Your Career Progression
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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!
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Feb 5, 2019
Video Killed The Radio Star
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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 hol…
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Jan 21, 2019
Is anyone listening?
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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 super…
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Jan 7, 2019
The Ethics of Sales: Is Lying the New Normal?
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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 specia…
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Dec 24, 2018
How to Really Write an Email, According to a PR Rockstar
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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 abou…
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Dec 11, 2018
5 Ways to Kickstart the New Year
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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 technique…
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Nov 19, 2018
How our perception of Sales impacts results
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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.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Nov 6, 2018
In the pursuit of sales mastery
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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.
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Oct 23, 2018
Do You Have a Mindset for Success?
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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 S…
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Oct 10, 2018
How to succeed despite yourself
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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…
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Sep 25, 2018
Do you understand why you are prospecting?
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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.
This episode is brought to you by Growt…
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Sep 10, 2018
Prospecting VS Selling — Are you the master of either?
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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.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Aug 27, 2018
Generating Results by Building a daily activity framework
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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.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Aug 1, 2018
Steps to Succeed as a Sales Development Rep.
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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.
This…
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