INSIDE Inside Sales

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The Seven Deadly Sins of Outbound Sales

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If you are new to outbound sales, you may be making some common mistakes that can be shockingly detrimental to your numbers.  
This week on INSIDE Inside Sales, Darryl welcomes Dana Lindahl, the rockstar author and Founder of Legendary Leadgen. Darryl and Dana discuss the 7 biggest mistakes you can make in outbound sales, such as using convoluted messaging, being too spammy, or blaming your prospects for not replying fast enough. They also offer advice on how to counter these blunders and develop new strategies to increase your success rates. Learn how you can avoid and overcome these pitfalls on this episode of INSIDE Inside Sales!

Dana Lindahl is an author, entrepreneur, and B2B lead generation expert. Dana started his journey in the world of B2B marketing over 10 years, as a copywriter helping startups and fast-growing companies get their message out to their users in a way that resonates with them.

In 2014 Dana founded the company Legendary Leadgen, which helps other marketing agencies and B2B service providers get in touch with their ideal prospects, set sales appointments, and make more sales.

To date, Dana's team at Legendary Leadgen has been responsible for over 50,000 leads produced for their clients. These leads have resulted in sales well into the 7 figures for Legendary Leadgen's clients.

These days, Dana's main focus is on helping other entrepreneurs and business owners understand the system he's created for his team - empowering other business owners to create the same results in their business they provide to their clients.


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

Starting Over in Sales

Niraj Kapur on Darryl Praill's INSIDE Inside Sales

 

What do you do when life throws you a curveball and you need to start over? 

This week on INSIDE Inside Sales, Darryl is once again joined by well-respected author and sales trainer, Niraj Kapur. Darryl and Niraj go over the strategies you should follow when you have to hit the reset button, such as getting a coach to help with your mindset, resisting the urge to cocoon, and using your time to help others. Learn how you can succeed when starting over on this episode of INSIDE Inside Sales!

 

About Darryl's Guest:

After 23 years working in sales in corporate London – from SMEs to The Guardian Newspaper Group to FTSE100 businesses (British equivalent of Fortune 500), Niraj’s book, Everybody Works in Sales became an Amazon bestseller reaching #17 under Business. Due to this success, Niraj launched an expert sales coaching practise, Everybody Works in Sales Ltd where he helps businesses and entrepreneurs increase revenue by teaching sales techniques and strategies that are not forceful or lacking integrity.  He has trained clients and given talks at Natwest, University of Buckingham, Barclays and Federation of Small 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

Put Yourself Out There

Jason McElhone Founder RemoteSales

We are deep into the biggest remote work revolution of our lifetime, and if you want to stand out from your competitors you need to start creating content right now.

This week on INSIDE Inside Sales, Darryl welcomes foremost authority on generating exposure through content, President and CEO of RemoteSales, Jason McElhone. Darryl and Jason discuss how you can get started building your personal brand right away, whether you do it by writing, podcasting, or just getting in front of the camera. They share some fantastic tips and insight into how you can increase your visibility by simply being authentic, where to look if you need ideas, and how to niche down and find your tribe. Learn how to get ahead through content creation on this episode of INSIDE Inside 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

Hitting Quota

Justin Michael on Darryl Praill's INSIDE Inside Sales!

 

Do you get overwhelmed or struggle with anxiety when it comes to hitting your quota? I’m pretty sure we all do. This week on INSIDE Inside Sales, Darryl discusses all things quota with none other than best-selling author and sales consultant icon, Justin Michael. Darryl and Justin share some tangible steps that can help you increase your pipeline and hit your quota on a consistent basis. They offer tips such as streamlining your tech stack, smarter time management, as well as leveraging the processes that generate the most impact. Hear how you can reliably and regularly hit your quota on this episode of INSIDE Inside Sales!

 

About Darryl's Guest:

Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology start-ups over the last two decades. He’s coined the term Technology Quotient (TQ) as distinct from IQ and EQ for Sales. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 start-ups on cracking top funnel with converged tech stacks.

 

 


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 Five Golden Rules of Negotiating

Tim Kintz on Darryl Praill's INSIDE Inside Sales

 

John F. Kennedy is often quoted as saying, “Let us never negotiate out of fear. But let us never fear to negotiate”. This week on INSIDE Inside Sales, Darryl is joined by Tim Kintz, author of “Frictionless: Closing and Negotiating with Purpose” and rockstar president of The Kintz Group. Darryl and Tim share valuable wisdom from Tim’s Five Golden Rules of Negotiating, such as whether or not negotiation is even needed to close a sale. They also offer incredible advice on negotiating from a position of strength, gaining an advantage through timing, and how to build in victories through removal objections. Learn ways to win more deals through strong negotiating skills on this episode of INSIDE Inside Sales!

 

About Darryl's Guest:

Mr. Kintz has been in the Automotive industry since 1990. Tim started his career detailing cars and worked his way from lot porter to sales where he was a high achieving salesperson with a track record of success. From sales Tim was promoted to F&I where he excelled as the Top Producer with his Dealer Group. Then he worked his way to Sales Manager, General Sales Manager and General Manager. Tim also attended the NADA General Dealership Management Academy and graduated in 2000, where he gained a working knowledge of the daily operations in all aspects of dealership management.

Check out his book on Amazon - Frictionless: Closing and Negotiating with Purpose

 

 


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

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

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