INSIDE Inside Sales

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Humanizing the Conversation

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It’s time to talk about the quality of your sales calls. Are they coming across as too scripted, bordering on becoming robotic? Do you find yourself intimidated when calling C-Suite execs? Or does fear of using the phone cause you to stumble, or even worse, stop you from picking it up at all?

In this episode of INSIDE Inside Sales, Darryl is joined by Larry Levine, one of the world’s most sought after Career Development and Leadership Coaches today. Together they tackle the daunting task of making sales calls sound more human. Darryl and Larry offer up valuable tips such as ways to improve your personal branding and techniques to get over your fear of using the phone. They also share how you can enhance your conversational skills as well as gain equal business stature with your wish list executive prospects. Learn how to find your own unique voice and use it, on this episode of INSIDE Inside Sales!

About Darryl's guest:

Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional.

Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. In the fall of 2013, Larry became a corporate major account rep for a Japanese OEM in downtown Los Angeles, California, one of the most competitive markets in the United States. He walked into a zero base opportunity with no current customers. By using the strategies explained in Selling from the Heart, he booked over $1.3 million in new sales in 2014, leaving behind over a $1.6-million pipeline for the next rep to develop.

Larry now coaches and inspires sales leaders and their teams to do what he did. Since 2016, Larry has coached sales professionals across the world, from tenured reps to new millennials entering the salesforce. They all appreciate the practical, real, raw, relevant, relatable and “street–savvy” nature of hi


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

s coaching. Larry is not shy when it comes to delivering his message. 

Improving Your Success with Cadences

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How are you when it comes to using cadences? Do you focus more on email over the phone? If you use the phone, do you even bother to leave a voicemail? When it comes to reaching your prospects, are you confident that you are using all of the channels available to you?

In this episode of INSIDE Inside Sales, Darryl concludes his epic series with the 4 founders of the OutBound Conference as he welcomes the unmistakable Jeb Blount to the show. Darryl and Jeb go over the importance of using cadences as a part of your sequence and offer up advice that can drastically improve your success rate. They discuss tips such as taking advantage of personalizing emails, creating a wish list of dream accounts, as well as answering some of the questions and criticisms regarding using the phone in the age of email. Learn how to streamline and optimize your cadences on this episode of INSIDE Inside Sales!

About Darryl's Guest:

Jeb Blount is the bestselling author of nine books and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. 

Jeb is an in-demand speaker and spends more than 250 days each year crisscrossing the globe, delivering keynote speeches, workshops, and training programs to high-performing sales teams and leaders. Meeting planners rave about Jeb’s ability to keep audiences engaged and on the edge of their seats.

His approach to human relationships in the workplace is straightforward, passionate, and entertaining. He equips business leaders with the human relationship tools they need to leverage a diverse workforce to accelerate performance and effect real, lasting change. Leadership. Sales. Customer Experience. It’s all human. When your people master interpersonal skills, you gain a powerful competitive advantage that transforms your entire organization. 

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums. 


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

Getting Over the Need to Be Liked Featuring Bernadette McClelland

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How much do you value being liked? For a lot of people, the need to be liked is huge! Unfortunately for people in sales, this can lead to fears that can sabotage yourself and negatively impact your results. It can cause your voice to tremble, or even worse, stop you from picking up the phone altogether.

In this episode of INSIDE Inside Sales, Darryl speaks with Bernadette McClelland, an inimitable speaker, and award-winning author. Darryl and Bernadette discuss the psychology of how to best approach your role in sales and offer up thoughtful insights into the underlying challenges that come with constantly seeking approval. They also talk about ensuring that planning doesn’t become an excuse for procrastination, as well as avoiding the pitfall of comparing yourself to others.  Learn how to overcome your need to be liked, 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.  VanillaSoft is the sponsor for INSIDE Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Good Question!

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Questions are the simplest tool that you have available to you. Can you frame your questions so that they are heard, received, and respected by your prospects? Do you know how to formulate a good question so that you can have that deep 2-way

dialogue your prospects crave? In this episode of INSIDE Inside Sales, Darryl speaks with Deb Calvert, the President of People First Productivity Solutions and Founder of the Sales Experts Channel.

Darryl and Deb talk about how to craft those questions that can create instant value, bonding experiences, and even build trust in your prospects. They also discuss ways to stay in the moment, listening to the emotional tone of the conversation, as well as steps to avoid asking questions that make you sound like a census taker. Learn ways to enrich the dialogue with your prospects, right here on this episode of INSIDE Inside Sales!

About Darryl's guest:

Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly-Rated Sales Books of All Time.”

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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