INSIDE Inside Sales

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5 Ways to Kickstart the New Year

Niraj Kapur is a best-selling author, a sales coach, and a legend when it comes to bringing your sales success to the next level. With the new year upon us, we knew he was the right person to ask what strategies and tactics can we implement right now to ensure next year is dramatically more successful and profitable than this year. Listen in as he shares five secrets you can immediately implement to kickstart the new year.

About our guest, Niraj Kapur:

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.

How our perception of Sales impacts results


Carole Mahoney is a Sales rock star who began life as a Marketer because she never wanted to be an icky, pushy sales person. Wait…what?! Carole had a perception of sales that clearly isn’t true, but it dramatically influenced her choices. So, what happened? Why is she now in Sales? Because she eventually realized the truth that your perception becomes your reality. She changed her perception of Sales and is now a top-ranked advisor, speaker, and thought leader in the profession. What’s your perception of yourself, and how is it influencing your results? Listen, as Carole shares her thoughts and offers incredible wisdom that you can implement immediately.

In the pursuit of sales mastery


Brian Smith Jr recently shared that the biggest mistake he’s ever made in his sales career was trying to master every aspect of selling. Can you relate? Do you find yourself frustrated by your lack of knowledge? Do you think you’re that close to being a sales rockstar if you just knew a little more, or read another book, or watched another video? Perhaps you already know more than you need. Check out Brian’s epiphany and learn how it changed his life. It just might impact you the same way.

Do You Have a Mindset for Success?


Do you hit your numbers? Are you afraid of hitting your numbers? Are you making the call volumes and the outreach attempts, or are you overwhelmed? Do you think you're going to succeed when you arrive at work, or are you already looking forward to when you can check out and move on from the job? It's all about your mindset.

About Daivd Dulany

David Dulany is an accomplished sales development trainer and advocate, who also produces the industry’s most prolific annual gathering of sales experts and thought leaders with his conference Tenbound. He explains how mindset is critical to your success and shares some personal stories of his own to make his point.

David Dulany has built high-performance Sales Development programs for Glassdoor, OpenDNS, Infer and Act-On Software. At Tenbound, he helps companies start, optimize and turn around Sales Development programs. He also runs annual The Sales Development Conference and The Sales Development Podcast. For more information, visit and

David Dulany LinkedIn Link:

How to succeed despite yourself


Mike Kunkle, a world-class sales trainer, met our host Darryl Praill when Darryl vented online about the poor quality of sales calls, processes, readiness, and preparedness. Everything Darryl lamented about was exactly what Mike had been preaching that sales professionals NOT do. In this episode, the tables are turned and Mike interviews Darryl to get to the stories, and the lessons learned, behind Darryl’s experience. If you prospect C-level contacts then you need to hear what a C-level buyer expects if you want their business.
About our guest, Mike Kunkle:
Mike Kunkle is a highly-respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He’s spent 34 years in the sales profession and 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the founder and sales transformation architect for Transforming Sales Results, LLC. He consults, advises, writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation. 

Do you understand why you are prospecting?


Are you prospecting because it’s your job? Is there another reason you prospect? Simply stated - do you understand why? If you don’t understand why you’re prospecting then you not going to win. It’s that simple. Join us as we interview Steve Burton — the only two-time and current winner of BESMA’s Sales Trainer of the Year — to drill down on this issue to help you understand the reason you go through the grind everyday.

About our guest: Steve Burton

Steve has over 20 years of experience in sales, sales training, and sales management. He is the only two-time and current winner of BESMA’s Sales Trainer of the Year 2016-2018, and is a fellow of the Institute of Sales Management. He has worked with and learned from salespeople across the globe, and has been particularly successful in training young individuals with no sales experience.

Prospecting VS Selling — Are you the master of either?


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.

Benjamin Dennehy is an engaging sales speaker and trainer, who will explain that the barriers cemented within your selling process is your parents’ fault! Dennehy brings an antipodean 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 sales people understand why they struggle with many of their daily sales frustrations.

Generating Results by Building a daily activity framework


There is no secret sauce to being successful in sales. It all starts with building a consistent, repeatable, scalable daily activity framework that ensures you do what needs to be done. Our guest in this episode is James Bawden. James is a sales professional and frontline salesforce advocate with a decade of experience across industries, spanning from wireless retail sales to complex B2B sales. His unique mixture of full cycle sales, sales development, enablement and leadership experience has resulted in his real world, practical views on what works for sales teams. He is fiercely passionate about all things sales, especially providing a voice for salespeople who are just beginning their careers.

Steps to Succeed as a Sales Development Rep.

Sales is a profession with a steep learning curve, and a short timeline to produce results. If you’re a new sales development rep (SDR), what can you do to succeed, and what mistakes should you avoid? Host, Darryl Praill interviews Lori Richardson on this topic. 
About our guest, Lori Richardson
Lori Richardson is the founder of sales consultancy Score More Sales, where she helps company leaders fix sales team issues to grow more revenues. She is the voice for "more women in sales” and is the President of Women Sales Pros, chartered to get more women into B2B sales and sales leadership roles in companies with male majority sales teams. In Lori's technology and financial services sales career she worked for 23 different sales managers and she has helped onboard over 1,000 SDRs, BDRs, and AEs in a 3 year period. Her new book, "She Sells, She Leads" will be available in September.