Enjoy life! Don't worry about it.
Enjoy life! Don't worry about it.
Do you know what your buyers expect from you? Do you struggle with getting them to trust you or your company? Are you aware of your customer’s needs, knowing full well that they only care whether or not you or your product can solve their problems?
In this episode of INSIDE Inside Sales, Darryl speaks with the unmistakable Mark Welch, Founder of Street Savvy Sales Leadership. Darryl and Mark go over such topics as ways to use conversational analytics for your benefit, as well as how to be in tune with your buyer’s emotions. They also discuss strategies such as embracing silence in a conversation, approaching the sales cycle with humility, and ways to build trust and credibility with your buyers. That’s just scratching the surface of the many topics discussed on this episode of INSIDE Inside Sales!
About Darryl's guest:
Mark is the Founder of Street Savvy Sales Leadership which specializes in coaching and consulting B2B business CEO’s/Founders and Sales Leaders on how to build sales teams that consistently outperform in the market.
By combining 30+ years of hands-on sales and sales leadership experience, with research, and over 100 interviews with sales professionals, Mark has created 10 Sales Organization Imperatives that help leaders grow highly productive sales organizations. Mark’s recently published book, The Street Savvy Sales Leader details these 10 Imperatives.
His passion is helping to build high performance, focused, accountable, sales organizations and answering that critical all-encompassing question; How do you get the most sales productivity out of your sales organization? Mark has published articles in CEO Magazine and Top Sales World and is a guest on a variety of webinar and podcast programs. Mark is also a sought after speaker, accredited speaker for TEC Canada and the CEO Global Network. Mark holds a Bachelor Degree in Industrial Sociology and Political Science from Brock University and an Honors Bachelor Administrative Studies Degree in Marketing from York University.
Is your pipeline less than desired? What if you could fix that? What if there was a hack you could implement to make better use of your time? What if a simple approach to time management could dramatically increase your results and optimize your productivity?
In this episode of INSIDE Inside Sales, Darryl is joined by author and CEO of The Sales Developers, Ryan Reisert. Darryl and Ryan discuss the importance of using buckets to keep you organized, on track, and above all, optimizing your time for maximum effectiveness! Increase your capacity and success simply by having a listen and putting this tried and tested system in place! All this and much more, only on this episode of INSIDE Inside Sales!
There are five words that can lead a cold caller to dramatically increased closure rates which are revealed by Chris Beal, a guest on Inside Inside Sales. The host is Darryl Praill.
There are also 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 Chris Beal
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.
Chris Beal on Linkedin
Do you have a plan in place before you make a sales call? Do you know enough about your clients before you dial? Do you have responses at the ready, and can adapt to unexpected changes in the conversation?
In this episode of INSIDE Inside Sales, Darryl speaks with the globally renowned Steve Knapp, Founder of The Sales Mindset Coach. Darryl and Steve chat about the importance of putting a pre-call plan in place well before you ever dial the phone. Using Steve’s 5-step “WOPPA” Program, they delve into visualizing outcomes, keeping your objective in focus, and how to stay in control of the conversation. Learn how to better move your opportunities forward on this episode of INSIDE Inside Sales!
About Darryl's guest:
Steve Knapp’s inspirational selling techniques are still the cornerstone of one of the world’s biggest brands – and they’re now raising the game of small businesses right across the Sheffield City Region.
The Bamford-based entrepreneur started his sales career at the very bottom – selling Calor Gas cylinders door-to-door in the late 1980s – but advanced it to the very top.
He rose through the ranks at Shell to become responsible for the success of the company’s sales teams right across the globe – his selling methods and ‘mindset’ techniques were adopted right across the business.
In fact, the sales handbook written by Steve Knapp still helps maintain the company as one of the world’s most recognized brands today.
But throughout his career he was very aware that sales is a sector with an image problem – from PPI mis-selling to double-glazing horror stories, it has traditionally been in the news for all the wrong reasons.
He’s now taking the very best of what he has learned from three decades in the industry and using it to help turn the small business community of the Sheffield City Region into one of the best performing business sectors of its type in the UK.
It’s time to ask the tough questions. Are you meeting your corporate goals? How’s your business acumen? Do you start the day with the right mindset? If you want to improve from where you are right now, only you can determine how that growth will occur. If you want to progress rapidly and quickly rise above your peers, then this is the podcast you need to hear!
In this episode of INSIDE Inside Sales, Darryl has the opportunity to speak with 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!
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.
When you’re trying to make a sale, do you try to cut to the chase? Are you so task-focused that you would rather rush the process? If you’re not using a customer-centric approach, if you don’t listen to your customers, or if you aren’t seeking to solve their problems, you could be missing out on making some great sales!
In this episode of INSIDE Inside Sales, Darryl is joined by the unmistakeable Alison Edgar, also known as The Entrepreneur’s Godmother. Darryl and Alison have a fantastic conversation about the distinct similarities between sales and customer service. They also give terrific advice on how to become a more trusted seller by taking a deep dive into listening more than speaking, asking open-ended questions, and simply treating your customers the way they want to be treated. Learn how to lead, and keep the pace in the dance of sales, right here on this episode of INSIDE Inside Sales!
About Darryl's guest:
Alison Edgar is the MD of Sales Coaching Solutions and is nicknamed, “The Entrepreneur’s Godmother” by some of the world’s best well know entrepreneurs. She has twice been voted one of the UK’s Top 10 Business Advisers and regularly features on BBC 1 TV and LBC radio. She has trained thousands of people locally, nationally and internationally. Her client list ranges from start-ups including Dragon’s Den and Apprentice winners, all the way through to large organizations like Discovery Channel and Thomas Cook Airlines. Her book “Secrets of Successful Sales”, which explains her Four Pillars of Sales Methodology, has achieved Amazon number 1 best-selling status and is a WH Smith top 10 business book.
When not teaching sales, she dedicates her time to helping young people and small businesses to improve their fates and fortunes, and is a regular visitor to number 10 Downing Street and Buckingham Palace, collaborating with government and iDEA, (the Duke of York Awards).
How’s your alignment? No, I don’t mean your car (or your hips), I’m talking about the operational side of things. Are your Sales and Marketing Operations aligned? These help make up the very foundation upon which your career is standing, and if they’re out of alignment, you’re putting a harness on how successful you can be.
In this episode of INSIDE Inside Sales, Darryl speaks with thought-leader and Tenbound CEO David Dulany, hot on the heels of his huge Sales Development Conference where this year’s theme was all about “Alignment”. Inspired by the Top 5 lessons learned at the show, Darryl and David discuss ways to keep your organization’s tent posts aligned, and also delve into the importance of personalizing your messaging, the weight that incentive plans have on behavior, and how we’re just tapping the surface when it comes to mining valuable data. They also look at the concept of Revenue Operations, and ways to reverse engineer your goals to increase your profits. All this and much more, only on this episode of INSIDE Inside Sales!
How do you go about prospecting? Do you have a prospecting plan? If you don’t, you’re not alone as the vast majority of sales professionals don’t have a plan at all. They don’t build a list of questions to ask. They don’t seek to understand the needs of their clients before they contact them. They don’t even have a visual image of who they want to sell to.
In this episode of INSIDE Inside Sales, Darryl speaks with the legendary Mark “The Sales” Hunter about the 8 key steps to building a successful prospecting plan. Darryl and Mark go over easy to follow aspects such as believing in your product, focusing on outcomes, and even just keeping a positive attitude. If you want to gain an edge by finally having a prospecting plan, then have we got a show for you, on this episode of INSIDE Inside Sales!
About Darryl's guest:
Mark Hunter, CSP, “The Sales HunterTM” is recognized as an expert in sales, leadership, and profitability. He is the author of “High-Profit Prospecting” and “High-Profit Selling.” His next book, “Monday’s Are For Selling” will release in late 2019.
His book, High-Profit Prospecting was recently named to the list of “Top 100 sales books of all time.” LinkedIn selected him as a “Top Voice” for 2018 and he was just named as one of the “Global Top 30 Gurus in Sales.”
Mark has conducted thousands of training programs and keynotes on sales and leadership, on 5 continents and 28 countries. He is best known for his ability to motivate and move an organization through his high-energy presentations. He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation given to a small percentage of professional speakers. Mark spent more than 15 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force.
This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales. As a speaker, he’s shared the stage with Seth Godin, Tony Robbins, Arianna Huffington, Simon Sinek, and others. Clients appreciate his engaging style and specific strategies that yield measurable outcomes. Each year he delivers 100+ programs around the globe.
While we can all see that the sales field is evolving at a rapid pace, it’s easy to overlook that there is a new age of buyers as well. How do you create connections with this new breed of decision-makers? What’s the best way to bring them value? How have budgets changed, and what’s the best practice for navigating these deals? Have you got it figured out?
In this episode of INSIDE Inside Sales, Darryl speaks with Will Frattini, the Rockstar Director from ZoomInfo. Darryl and Will discuss how best to navigate the buying process, touching on imperative topics such as creating levels of confidence and trust with your buyer, to getting through the labyrinth of closing an internal deal. They also talk about how best to empower your team to sell to the right people, and how to find the path to success through using delicate qualifying questions. The sales world is changing quickly, but we’ve got you covered on this episode of INSIDE Inside Sales!
About Darry's Guest:
Will has been at ZoomInfo for 4 years and in that time has held and excelled in almost every sales role the organization has to offer. He started in 2015 as a new business AE during which time he achieved 213% to quota as an individual contributor before being promoted to team lead. As the Manager of New Business in 2017 and Senior Manager in 2018, Will led his team to 168% and 165% to quota respectively, all while doubling his sales team, recruiting new hires, and representing ZoomInfo all over the country at several Summits, Conferences, and Webinars.
As Director of New Business Sales at ZoomInfo, Will leads three New Business Managers, one Team Lead and their respective teams, and has also been heavily involved in the integration of systems, processes and teams post DiscoverOrg acquisition in February 2019.
Will can understand (and sort of speak) French and Spanish enough to travel within native speaking countries (when he and his wife stayed in Normandy, their host family thought they were Canadian and tried to give them directions to the Canadian cemetery instead of the American cemetery). In his free time, Will enjoys spending time with his wife, Abbey and daughter, Elle. He is also an avid golfer, cook, and piano player.