INSIDE Inside Sales

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The Sales Rep’s Secret Weapon is… Marketing?

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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 episode of INSIDE Inside Sales, Darryl speaks with Matt Hayman from Refract.ai, a Marketing mastermind who has a deep passion for finding common ground between Sales and Marketing teams. Darryl and Matt go over valuable strategies and techniques that can assist once mortal enemies of the business world, and help them to successfully collaborate, so that all may benefit. If you find yourself butting heads against your very own co-workers from separate divisions, then this podcast is just the tonic you’ve been looking for!

About our guest:

Matt is Marketing Manager at Refract.ai, a software platform that harnesses the power of AI to help sales teams have better sales conversations, in seconds. He's a passionate advocate for deep collaboration between Sales and Marketing teams, space where valuable prospect insights often lay unearthed.

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 listen closely as this is one episode you do not want to miss!

About our guest:

Andy Paul is the founder of The Sales House, the first all-in-one sales growth accelerator for modern B2B sellers and sales leaders.
Andy is #8 on LinkedIn’s list of the Top 50 global sales experts to follow. He is also the author of two Amazon best-selling books.
His top-rated podcast, Accelerate! with Andy Paul, with more than 700 episodes to-date and nearly 2 million downloads, is the go-to resource for sales leaders and top sales producers.

Prior to starting his own company in 2000, Andy had a successful sales career during which he sold over half a billion dollars worth of products and services to companies ranging from small businesses to some of the world’s largest enterprises.

Since 2000, Andy has helped companies and individual sellers around the world to transform their sales results.

Connect with Andy on LinkedIn.

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 business consultant, specializing in building and developing high performing sales and management teams.
  • An experienced sales leader with over 25 years of selling and directing teams in outside and inside sales.
  • In previous senior leadership roles with Pitney Bowes, was responsible for driving a performance culture of success with the development of a clear identity, strong employee engagement, and deliberate individual coaching programmes.
  • In creating this environment for success, ensured and highlighted that the value and importance of developing the management team was a top priority.
  • As a business owner supporting clients in the UK can offer strong operational expertise with a relentless focus on building a “Best in Class” mentality and capability through People, Process and Technology.

Connect with Kevin: LinkedIn Link: www.linkedin.com/in/kmkelly1/
Guest Email
Paced Digital Sales website

Multi-Channel for the Win

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As technology evolves at an increasingly rapid pace, so do the number of channels that sales professionals can use for sourcing and reaching prospective clients. As needs change over the course of the buying process, and as you move further down the funnel, which of these avenues are best to build trust?

The trends among the usage of SMS, email, phone, and social media continue to emerge, and we go over new findings that will give you some shock and awe over what you think may be the reality.

In this episode of INSIDE Inside Sales, you will learn about the new best practices for using a multi-channel approach. We’ll go over the benefits of using certain channels, and the potential consequences from neglecting changes in current trends. We’ll also discuss cadence strategies and how to overcome the mental roadblocks many sales reps have towards using all of their available channels.

Chad Burmeister is Founder & CEO of ScaleX.ai and BDR.ai (a ScaleX Company).
Chad was the founding Chapter President of the Silicon Valley AA-ISP Chapter and has volunteered over the past seven years to help advance the profession of Inside Sales to the next level of professionalism and performance. Chad was voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2010 - 2019). Others describe Chad as high energy, high integrity and has an extremely high ability to execute.

Chad is an author of three books including SalesHack - The Original 25 Sales Hacks, SalesHack 2, and ScaleX.ai - Multi-Channel Sales Acceleration powered by artificial intelligence.

LinkedIn Link: www.linkedin.com/in/chadburmeister/
Twitter Link: @saleshack   chad@scalex.ai

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 early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user”, and that the value key in software is to let the computer do what it does well (go fast without getting bored) in order to free up human potential.

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Inside Inside Sales is hosted by Darryl Praill, CMO of the sponsor, VanilaSoft.  All programs are available as podcasts from the Funnel Radio Channel

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 SDR’s that supply top of funnel, net new pipeline, for multiple B2B businesses simultaneously, through a reliable commitment to process: Outbound Success = contacting the right target, with the right message, in the right channel, at the right time.

LinkedIn | The Sales Developers

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+ followers, content reaching millions and over $32,000,000 in sales generated from LinkedIn over the last 6 years, very few out there understand it like Daniel does. In 2018 alone his LinkedIn content reached 164,000,000 people and he was crowned the 14th most influential sales expert on LinkedIn in the world. Daniel is now one of the most in-demand sales and Social Selling keynote speakers and trains sales teams all over the world how to leverage LinkedIn and Social Selling to its full potential.

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 through a managed team of experts, backed up by first class technology. With offices in Miami, the Philippines, Colombia, and the UK, CloudTask’s mission is to find prospects, nurture leads, close deals, and satisfy customers, to enable you to reach your business goals.

Tom Jenkins is the Director of Marketing at CloudTask. Born a Brit, he's loving the journey with CloudTask living in Medellin, Colombia. His experience ranges across sales, marketing and project management in a variety of different industries.

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 interest for the Product Development team, are just a few of the things that keep Nick busy at Exago. When free of the cubicle walls, Nick enjoys outdoor running, even in the coldest months of the year. He’s looking forward to warmer weather as he takes on the Charleston Cooper River bridge run at the start of next month.

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 ‘no holds barred’ presentation style educates, inspires, motivates and helps your salespeople understand why they struggle with many of their daily sales frustrations.

Listen to a previous episode featuring Benjamin - Prospecting vs. Selling - are you the master of either? >