 They say that the more things change, the more they stay the same. That’s not always true, especially when it applies to the skillsets used for sales. Techniques that once had great success not too long ago may not work today. So how does your chest of sales tools look? Is there anything in there that may need some sharpening, or even throwing away? In this episode of INSIDE Inside Sales, Darryl is joined by renowned Sales Leader and owner of Engage Selling Solutions, Colleen Francis. Darryl and Colleen go over some great steps to help turn your cold calls warm, as well as offer up tips on using your social selling platform to deliver value to your community. They also discuss strategies such as winning over the staff below the C-Suite, and exactly who you should be targeting for referrals. Get some great tool sharpening advice on this episode of INSIDE Inside Sales! About Darryl's Guest: Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the particular challenges of selling in today's crowded, confusing market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago—or even last year.  Colleen works with business and sales leaders to synergize the sales DNA of the organization to seize market opportunities. Whether designing a strategy to target a new market or working with a team to improve its productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank, Dow, Adecco, Trend Micro, NCR, Chevron, and hundreds of other global organizations. Colleen is an award-winning writer and consultant, bestselling author, and member of the Speaking Hall of Fame. She is recognized as one of the foremost thought leaders on the future of selling by leading publications worldwide, including being named a LinkedIn Top Voice for Sales. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

INSIDE Inside Sales

5 Unprofitable Skills to Avoid

 It’s time to talk about the quality of your sales calls. Are they coming across as too scripted, bordering on becoming robotic? Do you find yourself intimidated when calling C-Suite execs? Or does fear of using the phone cause you to stumble, or even worse, stop you from picking it up at all? In this episode of INSIDE Inside Sales, Darryl is joined by Larry Levine, one of the world’s most sought after Career Development and Leadership Coaches today. Together they tackle the daunting task of making sales calls sound more human. Darryl and Larry offer up valuable tips such as ways to improve your personal branding and techniques to get over your fear of using the phone. They also share how you can enhance your conversational skills as well as gain equal business stature with your wish list executive prospects. Learn how to find your own unique voice and use it, on this episode of INSIDE Inside Sales! About Darryl's guest: Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. In the fall of 2013, Larry became a corporate major account rep for a Japanese OEM in downtown Los Angeles, California, one of the most competitive markets in the United States. He walked into a zero base opportunity with no current customers. By using the strategies explained in Selling from the Heart, he booked over $1.3 million in new sales in 2014, leaving behind over a $1.6-million pipeline for the next rep to develop. Larry now coaches and inspires sales leaders and their teams to do what he did. Since 2016, Larry has coached sales professionals across the world, from tenured reps to new millennials entering the salesforce. They all appreciate the practical, real, raw, relevant, relatable and “street–savvy” nature of hi INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.      s coaching. Larry is not shy when it comes to delivering his message. 

Humanizing the Conversation

 How are you when it comes to using cadences? Do you focus more on email over the phone? If you use the phone, do you even bother to leave a voicemail? When it comes to reaching your prospects, are you confident that you are using all of the channels available to you? In this episode of INSIDE Inside Sales, Darryl concludes his epic series with the 4 founders of the OutBound Conference as he welcomes the unmistakable Jeb Blount to the show. Darryl and Jeb go over the importance of using cadences as a part of your sequence and offer up advice that can drastically improve your success rate. They discuss tips such as taking advantage of personalizing emails, creating a wish list of dream accounts, as well as answering some of the questions and criticisms regarding using the phone in the age of email. Learn how to streamline and optimize your cadences on this episode of INSIDE Inside Sales! About Darryl's Guest: Jeb Blount is the bestselling author of nine books and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.  Jeb is an in-demand speaker and spends more than 250 days each year crisscrossing the globe, delivering keynote speeches, workshops, and training programs to high-performing sales teams and leaders. Meeting planners rave about Jeb’s ability to keep audiences engaged and on the edge of their seats. His approach to human relationships in the workplace is straightforward, passionate, and entertaining. He equips business leaders with the human relationship tools they need to leverage a diverse workforce to accelerate performance and effect real, lasting change. Leadership. Sales. Customer Experience. It’s all human. When your people master interpersonal skills, you gain a powerful competitive advantage that transforms your entire organization.  Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.  INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Improving Your Success with Cadences

 When it comes to prospecting, the simplest misstep can lead to disaster. Which channels should you use? Should you focus solely on email or on cold calls? How many times should you contact someone before they become annoyed? At which stage should you make your pitch? If you don’t already have solid answers to these questions, that’s OK. We do. In this episode of INSIDE Inside Sales, Darryl speaks with another founder of the incredibly popular OutBound Conference, international speaker and bestselling author Anthony Iannarino. Darryl and Anthony discuss the 5 enormous mistakes you need to avoid when prospecting, such as ways to offer content before even thinking about going into your pitch. They also share the right formula for outreach and offer ways to be persistent without being annoying. Don’t take a run at it and hope for the best, learn some solid prospecting tips on this episode of INSIDE Inside Sales! About Darryl's Guest: Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals. Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.   ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

The 5 Prospecting Mistakes You Need to Avoid

 How are you at prospecting? Do you have an idea of who you want to target? Do you rely too heavily on inbound or outbound leads? Are you struggling with which criteria to use for your ideal customer profile? In this episode of INSIDE Inside Sales, we continue our series with the founders of the wildly successful OutBound Conference as Darryl speaks with the one and only Mark “The Sales” Hunter. Darryl and Mark discuss ways to help you determine how to find your perfect prospect. They go over the importance of your messaging as well as the medium you are using. Darryl and Mark also go over how impactful it is to have a separate cadence for different targets, as well as advice on using your ICP to better understand your prospect’s pains. Learn how to grow your list of prospects on this episode of INSIDE Inside Sales! About Darryl's Guest: Mark Hunter, known as, “The Sales Hunter,” is globally recognized for his expertise in sales leadership. He specializes in business development and guiding organizations to find and retain high-quality prospects without discounting their fee. His ability to inspire sales teams to create self-motivating and integrity-driven cultures, makes Mark Hunter a highly sought-after keynote speaker, consultant, and coach. Mark has taken his vision for sales leadership to more than 25 countries and 5 continents where he leads and consults with companies ranging from small startups to global giants. Whether you engage Mark at a conference, reading one of his books, or a coaching call, you will immediately notice his high energy and authentic approach. Mark’s number one focus is relationships. He considers it an honor and privilege to connect with the people he is in a relationship with each day. It is this passion that has set him apart as a thought leader in the sales and leadership space. When Mark is not traversing the globe, he makes his home in Omaha, Nebraska with his wife Ann Marie, whose support and love he would be lost without. He spends his spare time visiting his grandchildren and is never too busy for daily calls with his children.  ___________________________________________ 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.     

Hunting the Perfect Prospect

 Do you struggle with using a script? Does it cause you to stumble? Do you find that they’re too robotic, or are only for new reps? If you aren’t using a script you risk losing a solid connection with your prospects. In this episode of INSIDE Inside Sales, Darryl is joined by the legendary Victor Antonio, one of the most elite keynote speakers on sales and motivation today. Darryl and Victor discuss the intricacy of scripts, and how using them can cause you to avoid mental hiccups in your messaging that can cause you to lose deals. They also offer fantastic tips such as using intonations and inflections so your script doesn’t sound robotic. Learn how to embrace using a script on this episode of INSIDE Inside Sales! About Victor Antonio: A poor upbringing from one of the roughest areas of Chicago didn't stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. He's the author of 14 books on sales and motivation and recently launched the Sales Velocity Academy, a learning platform with 500+ videos.  Most recently he published "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling" and his newest book, "Upselling is the New Prospecting" is due out later this year. His podcast and YouTube channel (Sales Influence) gets over 100,000 downloads a month and has almost 200,000 subscribers, respectively.  He is also the host of "Life or Debt"; a reality TV show on the Paramount Network where he helps families achieve financial stability. ___________________________________________ 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.     

Stick to the Script

 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!  ___________________________________________ 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.     

Getting Over the Need to Be Liked Featuring Bernadette McClelland

Getting Over the Need to Be Liked

 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!  ___________________________________________ 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.     

Getting To No You

 It’s time to talk about you. How are you doing? Are you having fun at work? If not, do you know why not? Do you feel too overwhelmed? Are you making more excuses than you are appointments? We all go through some dark times, and sometimes it can be difficult to find our way back. It’s time to look inward. In this episode of INSIDE Inside Sales, Darryl speaks with Rockstar Consultant, Author, and Host, Jeff Bajorek. Darryl and Jeff discuss your mental approach to sales, quite possibly one of the most overlooked aspects of personal growth. They delve deeply into understanding the importance of staying in touch with knowing why you do what you do, as well as offering tips on how you can avoid being overwhelmed while working effectively! Learn how to prioritize your wellbeing, here on this episode of INSIDE Inside Sales! Jeff Bajorek is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast, and he wants you to Rethink The Way You Sell. He helps sales organizations perform better by leading workshops, speaking, and coaching.  When he’s not working, Jeff spends time with his wife and two children, and tries to be an avid golfer. Learn more at jeffbajorek.com or thewhyandthebuy.com ___________________________________________ 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.     

Get Your Head in the Game

 Are you a believer in voicemails, or do you think they’re a waste of time? Have you considered using voicemails as part of your outreach toolkit? It’s very easy to overlook voicemails for communicating, but if you can use them properly you can vastly improve your rates of connection! In this episode of INSIDE Inside Sales, Darryl speaks with award-winning author and overall legend, Art Sobczak. Darryl and Art discuss the most common mistakes SDRs commit when leaving voicemails, and how to avoid them. They also discuss incredibly valuable advice on how to use messaging that will set you apart, create attention, and even make your prospects curious enough to call you back! Learn how to leave voicemails that make the right impressions, here on this episode of INSIDE Inside Sales! About Darryl's Guest: For over 30 years Art Sobczak has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He’s a speaker, trainer, author, podcaster and lifelong salesperson. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals, His flagship book--and prospecting process-- “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling”  is the standard for individuals and companies worldwide to prospect effectively without “cold” calling. Get to know our guest better here: BusinessByPhone.com | LinkedIn | Twitter ___________________________________________ 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.     

Raise Your Voicemails

 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! ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Is the SDR Role a Dead End?

  Questions are the simplest tool that you have available to you. Can you frame your questions so that they are heard, received, and respected by your prospects? Do you know how to formulate a good question so that you can have that deep 2-way dialogue your prospects crave? In this episode of INSIDE Inside Sales, Darryl speaks with Deb Calvert, the President of People First Productivity Solutions and Founder of the Sales Experts Channel. Darryl and Deb talk about how to craft those questions that can create instant value, bonding experiences, and even build trust in your prospects. They also discuss ways to stay in the moment, listening to the emotional tone of the conversation, as well as steps to avoid asking questions that make you sound like a census taker. Learn ways to enrich the dialogue with your prospects, right here on this episode of INSIDE Inside Sales! About Darryl's guest: Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly-Rated Sales Books of All Time.”  ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Good Question!

 It’s a new year and a new decade. It’s also no coincidence that 2020 also refers to vision with perfect clarity. In this very special episode of INSIDE Inside Sales, Darryl goes solo to recap the best tips and tactics from the previous year. If you want to be equipped with some solid, proven, and powerful advice, then this episode is an absolute can’t-miss! Reviewing the lessons learned in 5 episodes from 2019 (featuring industry experts such as Andy Paul, Jason Bay, Benjamin Dennehy, Randy Riemersma, and Mike Weinberg), Darryl will discuss easily actionable steps to intentionally invest in yourself, as well as provide you with some effective tools that will help transform you into the Rockstar Sales Leader you know you can be! Make it a truly Happy and Prosperous New Year by starting off listening to this highly impactful episode of INSIDE Inside Sales! Connect with Darryl Praill on Twitter or LinkedIn   ___________________________________________ 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.     

Moving Ahead by Looking Back

 Is it time for a change? Are you looking to move your talents to a new employer, but are intimidated by the interview process? Do you have any job interviews lined up in the new year, or are you having difficulty even getting one? Are you adept at the interview process but struggle when it comes to the negotiation stage? In this episode of INSIDE Inside Sales, Darryl speaks with Richard Harris, the sought after and accomplished head of The Harris Consulting Group. Darryl and Richard discuss 5 segments of the job interview process, offering up tips and advice that can help you secure your next posting. They also reveal tips for asking the questions that are important to you, as well as how to leverage recruiters, and optimizing your LinkedIn profile. If you are even thinking about branching out, you really should check out this fantastic episode of INSIDE Inside Sales! Richard Harris brings 20+ years of sales and Saas experience to the table in his work as an advisor and consultant. His focus is on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies. The goal of Richard's training is to get people to stop talking about what they do and get them to start talking about the pains they solve. Clients and experiences include Visa, Google, Zoom, PagerDuty, Headspace, and Gainsight. Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews Richard Harris on Linkedin  ___________________________________________ 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.     

Success Starts with the Interview

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.

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INSIDE Inside Sales

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