INSIDE Inside Sales

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Turning Up the Heat on Your Cold Emails

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Are you intimidated by sending out cold emails? Is your outbound messaging not hitting the reply rates necessary for success? Do you have trouble not knowing where to start when it comes to initiating a dialogue with your prospects through email?

In this episode of INSIDE Inside Sales, Darryl speaks with Blissful Prospecting’s Jason Bay, to discuss the art of prospecting with customized emails. Jason goes over his tried and true “REPLY Method”, giving terrific advice on how exactly to be dialed-in to the persona of your prospect. He also gives us great insight into how to speak the language of your prospects. This brilliant framework breaks down simple and tangible ways to tactically and dramatically increase your open rates, and it’s all here on this episode of INSIDE Inside Sales!

About Darry's guest:

Jason Bay is the Chief Revenue Officer at Blissful Prospecting, where they help B2B sales reps, SMBs, and nonprofits remove the stress from prospecting. 

Connect with him on LinkedIn and Twitter

An Interview with a Legend

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It’s not every day that you get the opportunity to speak with a legend. Not just any legend either! This icon went from being a waitress at Ken’s Steakhouse to literally writing the most recommended book on sales development! Of course, we are speaking of the unmistakable and incomparable Trish Bertuzzi!

On this can’t miss an episode of INSIDE Inside Sales, Darryl speaks with Trish about her humble beginnings and how she worked longer, harder, and smarter to earn her meteoric rise, becoming one of the most respected voices in sales development today. Trish also shares some valuable tips on strategically using thematic touches to better communicate with your prospects, as well as ways to embrace self-development whenever you can. This is just a small portion of the tried and true advice Trish shares with us on this very special episode of INSIDE Inside Sales.

About our guest, Trish Bertuzzi:

Trish Bertuzzi is the Best Selling Author of The Sales Development Playbook and founder of The Bridge Group, Inc. She and her team have worked with over 405+ B2B technology companies helping them to unleash the power of Sales Development, Inside Sales and Customer Success.  They are on a mission to help companies build repeatable pipeline and accelerate growth using buyer based modern selling strategies.

Customizing Your Path

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In this digital age, it can be so easy to lose sight of what we want to achieve, and how we plan to get there. Distractions come at a rapid pace and saturate our daily feeds. All too often they are filled with quick fix shortcuts that misdirect and derail our best efforts. Thankfully, there’s hope.

On this episode of INSIDE Inside Sales, Darryl speaks with Scott Einaugler, the extremely successful Sales Manager at Informatica. Scott provides some terrific and actionable gems that will help you to focus on your process. He’ll discuss ways to separate yourself from the noise, the importance of preparation, and how to keep your pipeline robust with a mutli-touch strategy.

Scott also mentions ways to time-block your day, as well as tips on how to form a solid connection with your prospect. It’s all here on this episode of INSIDE Inside Sales.

About Our Guest: Scott Einaugler

With over 15 years of sales experience spanning recruitment, digital marketing, and technology, Scott currently manages the Enterprise and Strategic Accounts team at Informatica responsible for finding new opportunities and closing deals. Under his leadership, the organization is consistently focused on impactful outreach that will lead to qualified opportunities. Trained in the Sandlers sales methodology, Scott is keenly aware of the importance of providing value in every outreach and works closely with his members to ensure they follow a similar approach Scott is also a skilled public speaker and has been hired to conduct several company offsite events on topics including “Ask The Right Questions” and “The Importance of Active Listening” Please reach out any time to learn more at [email protected].

The Power of Language – What We Say Matters

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Are you having challenges conversationally connecting with your prospects? Is your message not being received as you originally intended? Are you getting a blank response, when you should be seeing genuine interest? Maybe you’re using the wrong language.

On this episode of INSIDE Inside Sales, Darryl speaks with acclaimed and accomplished linguist Shiera O’Brien. Shiera gives invaluable advice and tips on how to not only use language to direct and motivate the minds of your buyers but to also be in command of the conversation. Learn how to build the components of your conversation and be the architect of powerful presentations. Craft the perfect playbook through the power of language and your results will see a dramatic impact! Only on this episode if INSIDE Inside Sales.

The UK’s Most Hated Sales Trainer Says It’s Your Parent’s Fault

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Benjamin Dennehy is an engaging sales speaker and trainer, who will explain that the barriers cemented within your selling process are your parents’ fault! Dennehy brings 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.

Making phone calls, sending emails, and connecting on LinkedIn does not mean you’re actually prospecting, let alone selling. Benjamin Dennehy, the UK’s most hated Sales Trainer, talks about the difference between Prospecting and Selling and why you’re probably doing both wrong.

The Sales Rep’s Secret Weapon is… Marketing? Part 2

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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 Part 2 continuation of INSIDE Inside Sales, Darryl finishes his conversation 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!

 

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   [email protected]