INSIDE Inside Sales

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Don’t Disregard Discovery Calls

Richard Smith on Darryl Praill's INSIDE Inside Sales

 

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-Founder and Head of Sales for Conversation Intelligence company Refract. He has a passion for helping salespeople become more successful through coaching, personal development, and better understanding the science of sales.

 

 


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

Sharpening Your Communications Skillset

Jell Molander on Darryl Praill's INSIDE Inside Sales

 

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 demystifying social media—showing businesses large and small how to break old paradigms that limit their success. Jeff revs up crowds by proving how the hyped-up social media revolution is distracting us from the real opportunity—to evolve beyond the platitudes of social media gurus. Insightful, practical and passionate, Jeff is a sought-after corporate trainer to global corporations and an accomplished entrepreneur having co-founded the agency that is now the Google Affiliate Network. He is adjunct digital marketing faculty at Loyola University’s school of business and his new book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer a clear, practical way to create leads, sales on social platforms. Jeff's passion is palpable as he combines exciting social media success stories with 3 principles that bring audiences closer to making the sale. Audiences walk away from his engaging presentations with clarity on how to create more leads and sales using a practical, hype-free approach to social media technologies. Along the way, Jeff humorously throws rocks at his audiences' enemies (self-anointed social media “gurus”), confirms gnawing suspicions and encourages their dreams. Most importantly, he provides clear, “next steps” that are already creating results for others—including his own publishing and speaking 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

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 brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate and help your sales people understand why they struggle with many of their daily sales frustrations.


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

You Don’t Have To Discount

Scott Leese on Darryl Praill's INSIDE Inside Sales

 

 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 decades of sales and leadership experience to use as the CEO & Founder of both Scott Leese Consulting, LLC; and SurfandSales.com. A highly sought-after consultant, advisor, leader, and sales trainer, Leese has a proven record of success building and scaling businesses from the ground up. He lives in Austin, Texas, with his wife, Janet, their two sons; Brayden and Caleb, and the family dogs; Loki and Mia.

 

 


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

Best Practices for Converting Inbound Leads

Tony J. Hughes on Darryl Praill's INSIDE Inside Sales

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 read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific.

Tony has served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies, and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony also sits on a number of advisory boards, with clients including Schneider Electric, New Zealand Government, Salesforce, TAL Life, Zip Water, Findex, BAE Systems, Flight Centre Travel Group, Red Hat, Agilyx, NEXTDC, and UBT with their 4,000 member companies globally.

 


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

It’s Time to Try Something New

Costas Perkas on Daryll Praill's INSIDE Inside Sales

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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Closing More Deals Through Building Relationships

Alex Alley is Darryl Praill's guest on INSIDE Inside Sales

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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The Benefits of Using Agencies for Hire

Rick Endrulat is Darryl's guest on INSIDE Inside Sales

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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The Unique Human Proposition

Jules White of Live It Love It Sell It

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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The Importance of Personal Branding

Kristina Jaramillo, John Moore, Josie Marshburn

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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