INSIDE Inside Sales

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You Need An Emotional Plan

Randy Riemersema on INSIDE Inside Sales

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!

About Darryl's Guest:

Randy is currently the Area VP of Enterprise Sales for Mulesoft and prior to that, 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 Master, with 31 years of success in Sales and Product Management, Consulting, and Training.


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 is a Super Power

Tony Morris is Darryl Praill's guest on INSIDE Inside Sales

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!

 

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 62 industries to perform at the top of their game.

On his podcast, Confessions of a serial seller, Tony has interviewed the top 100 sales performers from around the World, to learn what they do differently to give themselves an unfair advantage over their competitors. 

Tony’s sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results.


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

Fall in Love with the Problem

David Priemer on INSIDE Inside Sales with Host Darryl Praill

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!

 

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 spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.

Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University.

David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.


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

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!

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 workshops and strategically executing the vision of her clients has prompted many to refer to her as their "Real-Life Olivia Pope of brand communications." Kenyetta's drive to see others succeed and her experiences in brand development has led her to compose her signature workshop titled, "Are You Your Walking Billboard?".

With an educational background in business management and marketing, she has become recognized as an expert in Organizational Culture with an emphasis in Brand Culture and Merger Acquisition. The "No Cookie-cutter Culture" strategy, focuses on developing a strategic plan for companies with an emphasis on brand loyalty which should be streamlined internally and externally. 


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

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!

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. James is a 30-year veteran of sales where he has served in every role from individual contributor to executive VP. James has shattered records as both a field rep and manager. His guidance comes from experience and the school of hard knocks. Three decades of experience have given James a fresh and practical perspective on what works in real life and what doesn’t. His mission - to make the complex simple.

James has an extensive background in healthcare where he has sold-to and spoken for the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM, and others.

James' greatest professional joy comes from working with new and inexperienced professionals. He is on a mission to teach how being genuinely authentic actually creates the highest levels of success and happiness.

Not only is James a lifelong student of sales, but he's also an accomplished guitarist, organic chemistry fan, and fitness buff. Those interested in learning a method of closing that is zero pressure involves just two questions and is successful 95% of the time can reach him at PureMuir.com.

Video of the podcast can be found at: https://vanillasoft.wistia.com/medias/w5q6cl2njy
 
Lunch and Learn Video can be found at: https://youtu.be/T9bYnnIgXOQ


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

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!

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 international recognition for its simplicity and effectiveness.

Ed, his wife, and two kids reside in Ottawa, Canada. When he is not traveling around the world consulting and speaking, Ed can be found at the local dojo practicing martial arts or in the middle of a lake paddle boarding and fishing.

Video of the podcast can be found at: https://vanillasoft.wistia.com/medias/munnumrhww

Lunch and Learn Video can be found at: https://youtu.be/ZxTK22C3f2o


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

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 has worked with top sales organizations and previously held roles with ServiceTitan and SnackNation before joining PatientPop. In 2018 he was named one of the Top 10 Sales Leaders in the country by InsideSales.com, and is a highly sought after sales coach, consultant, and speaker for top national sales conferences. Kevin studied Kinesiology at the University of Wisconsin before beginning his career in sales and business.


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

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 - a regular top 100 Apple podcast for marketing & business.  Sam is a digital marketing, sales, and business growth evangelist. He’ is passionate about helping companies boost their leads, sales, and brand positioning! Sam Dunning on LinkedIn

Video of the podcast can be found at: https://vanillasoft.wistia.com/medias/ky9mbdg6b7


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

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 speaker who has been nominated for TEDxSBY and TEDxUGA. An avid fan of social media and communicating online, Morgan has been featured in the Red and Black and OnlineAthens for a previous startup company Collegiate Gaming LAN, written college articles for CampusSports, and has done sales and marketing research for a start-up shoe store that Dunta Robinson started and has also done Partnerships for a start-up music company which helped promote artists in Athens, GA such as Judah and the Lion and the Shadowboxers.


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 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 teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling.

As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers. In addition, Brynne is the author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling.


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

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