INSIDE Inside Sales

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Emotions, Numbers, and Goals

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Which tactics do you employ during the discovery stage? Do you use a framework? Do you steamroll your prospects with a script? Are your ears trained to pick out the pain points or opportunities in their responses, and do you jump on them at the first opportunity? If so, you may be in danger of acting too quickly and are jeopardizing your chances of closing the deal.

In this episode of INSIDE Inside Sales, Darryl speaks with Randy Riemersma, the highly respected and expert sales trainer, who is also President of Span the Chasm. Darryl and Randy discuss the ways to use the discovery stage to your advantage. They also talk about how you can improve your chances of making the sale by keying in on the right hooks to target, as well as ways to avoid making mistakes that will end the discovery stage prematurely. This and much more, only on this episode of INSIDE Inside Sales!

About Darryl's guest:

Randy 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 Ninja, with 31 years of success in Sales and Product Management, Consulting and Training.

Connect with him on LinkedIn or Twitter

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VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for INSIDE Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

The Power of Your Voice

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When you reach out to your prospects, are you calm or soft-spoken? Are you intentional with the words you use? Is your own voice working against you? Your voice is significantly tied to the quality of your service. Remember, selling is a Performance Profession!

In this episode of INSIDE Inside Sales, Darryl is joined by Denis Champagne, the CEO of Lotus Communications. Darryl and Denis talk about how a reluctance to use the phone will subconsciously be revealed in your delivery and provide ways to embrace a mindset of wanting to talk to others. They also go over the importance of energy levels, how to make sure your prospects have the best perception of you, and ways to build trust and support with just your voice, right here on this episode of INSIDE Inside Sales!

About Denis Champagne

"35+ yrs. of salesmanship and business owner/management with a focus on B2B Sales and Prospecting in varied industries from aviation, automotive, CPG, agro-food energy efficiency, technology, manufacturing, finance, mining, health, and security

He also owned and operated a call center he has trained over 1000 agents.
Denis has helped many clients improve and optimize their sales and marketing processes"

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VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for INSIDE Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

5 Steps to Improve Cold-Call Communication

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What do you know about the prospects you are cold calling? Research shows that most people make their purchasing decisions in the first 30 to 40 seconds of a conversation, so how you communicate is absolutely critical to your success. After all, it’s not what you say, but how you say it!

In this episode of INSIDE Inside Sales, Darryl is joined by the incredibly insightful Richard Conde from InsideSalesGeek.com and The University of Houston - Downtown. Darryl and Richard discuss the importance of knowing ways to adapt and connect to your prospects the way they want to be connected. Sales reps do drastically better when they communicate better! Learn how to fix your approach and communicate more effectively, only on this episode of INSIDE Inside Sales!

About Darryl's Guest:

Dr. Richard Conde is an Associate Professor at the University of Houston-Downtown teaching a myriad of sales seminars for MBA students. As the lone full time academic inside sales researcher, Richard is considered an expert on inside sales performance, leadership, and operations. Known as the Inside Sales Geek, Richard has provided consulting services to a number of companies who want to maximize their operations, while at the same time improve employee satisfaction. Prior to becoming an academic, Richard led mid to large inside sales operations of up to 400 inside sales agents and leaders. During his tenure as a sales executive, Richard was recognized for increasing sales revenue from ~$65 million to >$100 million in 3 years with fewer inside sales agents and decreasing, annual inside sales agent turnover from mid 60% to 28%, while improving employee satisfaction from 3.6 to 4.6 based on the Gallup Survey.

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VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for INSIDE Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

The Strength of Soft Skills

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You know what? It’s OK to be yourself with your peers and your prospects. It’s OK to let them know if you’re feeling intimidated, or if you are having a bad day. That kind of openness and honesty can really help build trust and form instant connections with people. Most of us just focus on the hard skills of sales and ignore the soft skills at their peril. However, taking advantage of them may just help you make that next sale.

In this episode of INSIDE Inside Sales, Darryl is joined by Ashleigh Early, Sales Development Leader at Vendition and co-host of “The Other Side of Sales”.  Darryl and Ashleigh discuss using soft skills to make you a better, more connected salesperson. For example, embracing your humanity to make yourself more relatable, as well as the power of using radical honesty to establish a deeper connection with your prospects. They also talk about being both self-aware and truly knowing your audience so that you can close those difficult deals. Learn how to take advantage of soft skills, only on this episode of INSIDE Inside Sales!

Ashleigh Early is a passionate advocate, trainer, and salesperson who has centered her career on supporting people new to the profession. After building and navigating sales development teams through hyper-growth periods and exits at companies like FireEye, Okta and Mattermark, Ashleigh joined Vendition to run their apprenticeship program so she could help shape the next generation of sales leaders through hands-on mentorship

Throughout her career Ashleigh has built a reputation for exceptional hiring, developing scalable systems and leveraging the intelligence gathered by her teams to drive communication, customer retention, and accelerated sales cycles.

At the core of everything Ashleigh does is the belief that every interaction should add value and that talent is evenly distributed but the opportunity is not. Her training focuses on teaching sales reps how to critically evaluate their strategies while building empathy and listening skills.

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VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for Inside Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Getting Engaged

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When it comes to communicating with your prospects, are your conversations all about you? Are they all about your company? Or do you use that opportunity to engage with them, to learn about them, and to tell them which of their problems you can solve? If you aren’t engaging with them, you aren’t going to know how to properly serve their needs, and they will just find someone else.
 
In this episode of INSIDE Inside Sales, Darryl has the opportunity to discuss engagement with Jarrod Best-Mitchell, the accomplished and sought-after Sales Trainer from Help Me Sell. Darryl and Jarrod have a fantastic conversation about effective ways to engage your prospects, as well as ways to create opportunities for engagement. They also will show you how to integrate branding, share which channels can be most effective, and ways to build credibility through consistency. Learn how to give value and get value through engagement, only on this episode of INSIDE Inside Sales!
 
Creatively Energetic perhaps this is the phrase that best describes Jarrod Best- Mitchell a sales industry leader and professional with over 15 years’ experience. Jarrod has nurtured and developed his skills and techniques in the art of communicating products and brand story in both B2B and B2C markets. Multinational organizations such as Digicel; DHL; Nokia; Microsoft and Samsung have all benefitted from Jarrod’s specific skillset.
 
Best – Mitchell is also active on the business networking site LinkedIn via his personal profile. He heavily invests in sharing his knowledge and engaging with like-minded professionals on this platform as well as through his Instagram page(@jarrodbestmitchell) with content targeted towards sales and motivation. Jarrod now works towards helping companies increase revenues, expand their market share and even reduce costs. Since focusing on Sales Training, he has completed training and consulting for companies in the FMCG, Real Estate, Telcoms, Tech Startup and the Oil Sector.
 
Notably Best- Mitchell along with his business partner has developed ‘Sales as a Profession’ (SaaP); an entity focused solely on the art of sales, building a healthy sales network for practicing and interested professionals and creating events to teach, inspire and network. In June of 2019, the inaugural Sales as a Profession conference was held to a sold-out audience. This was the product of several mixer events as well as a religious Sunday Sales Session on LinkedIn facilitated by the founders of SaaP.
Best- Mitchell who lives by his personal credo of ‘always have fun’ attracts many individuals, organizations and opportunities to him through his ability to deliver thought-provoking and beneficial content in a humourous and non- threatening manner. He is passionate and committed to excellence, traits that transcend to the workplace as he often extends himself to help others realize and achieve their full potential.
Enjoy life! Don't worry about it.
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VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for Inside Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Great Expectations

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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.

Connect with Mark: Twitter | LinkedIn

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VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for Inside Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Just Bucket

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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!

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VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for Inside Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

5 Most Important Words in a Cold Call – Chris Beal Podcast

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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 

ConnectandSell

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Inside Inside Sales is hosted by Darryl Praill, CMO of the sponsor, VanilaSoft.  All programs are available as podcasts from the Funnel Radio Channel

Home of the WOPPA

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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.

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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for Inside Inside Sales. 

VanillaSoft   Funnel Radio Podcast Channel

9 Ways for Salespeople to Find Fast Success

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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.