INSIDE Inside Sales

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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, speaker, and bestselling author with specialties in new business development and sales management. He’s on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his blunt, practical approach and that he calls it like he sees it. He has spoken and consulted on five continents and works with companies in all industries, ranging in revenue size from a few million to many billions of dollars.

Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by ​Forbes​, OpenView Labs, and other publications. His first book, ​New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and has been a bestseller for six years. His second book, ​Sales Management. Simplified.​ is being called “arguably the best book that has ever been written on sales management, and an unequaled blueprint for leading salespeople and building high-performance sales teams.” A transplanted New Yorker, Mike has called St. Louis home for 27 years.

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VanillaSoftINSIDE 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. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Embrace the Suck

 

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Have you ever hit a rough patch in sales, where nothing seemed to be going right? Were you able to reach your leads and prospects, but just couldn’t manage to close the deal? It happens, even to the best of salespeople. What’s important to remember is that failure is OK.    

In this episode of INSIDE Inside Sales, Darryl speaks with Dale Dupree, the rockstar Leader of The Sales Rebellion. Dale and Darryl talk about how important it is to have a mindset and attitude that will help you embrace those failures and make you a better salesperson. They go over the simple ways to use self-awareness, mentoring, and a positive mentality to help yourself overcome the areas you may need to improve so that you can have a more successful sales cycle. All this and so much more on this episode of INSIDE Inside Sales!

About Darryl's guest:

Dale Dupree is more commonly known as The Copier Warrior and is the appointed Leader and Founder of The Sales Rebellion. He is born and raised in Orlando, FL. Has a sales background that dates back to his childhood as he was raised wandering the halls of his father's business, but has been a full-time sales professional for 13+ years. Founded on March 1st of 2019, Dale now provides sales training and development through his firm, The Sales Rebellion, that challenges the status quo. He is audacious with his outreach, intentional in his sales walk and driven to create a community of sales professionals that cause undeniable curiosity and value-based synergy in their walk with prospects and clients alike.

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VanillaSoftINSIDE 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. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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 Sales Development experience in the telecom industry. Matt spent 2 years on the phone as an SDR and worked his way up to manage teams. He has a passion for finding and training the next evolution of salespeople. Connect with him on LinkedIn.

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VanillaSoftINSIDE 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. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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 in social media, marketing, sales, and operations. With experiences that range from social media advisory and consulting for startup or scale-up technology companies, to operations management and business development, he’s suited to lead an innovative sales engine. After graduating from an international degree program in Australia and navigating his way through the business world for 3 years, he found an ideal position as the Chief Growth Officer for Trufan, a Canadian tech startup. After joining as a member of the founding team and helping build the venture-backed business from the ground up, he's also now on the advisory board for Quarter4 - an Ai startup focussed on predictive analysis for sports. Social media and digital strategy are part of his responsibilities for each company Scott works with. Three things Scott would definitely not be here without are family, sports and peanut butter. Scott invites you to connect with him on LinkedIn or Instagram!

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VanillaSoftINSIDE 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. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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. Leveraging her expertise with B2B marketing solutions to meet customer and company goals, she has incorporated both sales and operational experience to deliver an exceptional outcome- giving the people what they want!

Connect with Julia on LinkedIn or Twitter

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

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

“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 build the skills on tops of that, you get better really fast and become somebody worth buying from
  • Mindset is what you believe and what actions you take based on those beliefs
  • You to have the mindset of a competitor – somebody wins and everybody else loses
  • Sales is a competition to see who can create the greatest value for the client
  • Also, who can create the greatest preference to work with them or their company and their solution

 

About Darryl's guest:

Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.

In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes and gravitated toward B2B companies facing challenges in salesforce management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.

Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

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VanillaSoftINSIDE 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. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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 guest:

Randy created Span the Chasm with the mission of driving sustainable sales growth by improving the sales teams of small and mid-size companies, primarily in the technology services sector. He’s a seasoned Sales Ninja, with 31 years of success in Sales and Product Management, Consulting and Training.

Connect with him on LinkedIn or Twitter

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

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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 varied industries from aviation, automotive, CPG, agro-food energy efficiency, technology, manufacturing, finance, mining, health, and security

He also owned and operated a call center he has trained over 1000 agents.
Denis has helped many clients improve and optimize their sales and marketing processes"

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

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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 seminars for MBA students. As the lone full time academic inside sales researcher, Richard is considered an expert on inside sales performance, leadership, and operations. Known as the Inside Sales Geek, Richard has provided consulting services to a number of companies who want to maximize their operations, while at the same time improve employee satisfaction. Prior to becoming an academic, Richard led mid to large inside sales operations of up to 400 inside sales agents and leaders. During his tenure as a sales executive, Richard was recognized for increasing sales revenue from ~$65 million to >$100 million in 3 years with fewer inside sales agents and decreasing, annual inside sales agent turnover from mid 60% to 28%, while improving employee satisfaction from 3.6 to 4.6 based on the Gallup Survey.

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

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC