INSIDE Inside Sales

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Navigating the Buying Process

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While we can all see that the sales field is evolving at a rapid pace, it’s easy to overlook that there is a new age of buyers as well. How do you create connections with this new breed of decision-makers? What’s the best way to bring them value? How have budgets changed, and what’s the best practice for navigating these deals? Have you got it figured out?

In this episode of INSIDE Inside Sales, Darryl speaks with Will Frattini, the Rockstar Director from ZoomInfo. Darryl and Will discuss how best to navigate the buying process, touching on imperative topics such as creating levels of confidence and trust with your buyer, to getting through the labyrinth of closing an internal deal. They also talk about how best to empower your team to sell to the right people, and how to find the path to success through using delicate qualifying questions. The sales world is changing quickly, but we’ve got you covered on this episode of INSIDE Inside Sales!

About Darry's Guest:

Will has been at ZoomInfo for 4 years and in that time has held and excelled in almost every sales role the organization has to offer. He started in 2015 as a new business AE during which time he achieved 213% to quota as an individual contributor before being promoted to team lead. As the Manager of New Business in 2017 and Senior Manager in 2018, Will led his team to 168% and 165% to quota respectively, all while doubling his sales team, recruiting new hires, and representing ZoomInfo all over the country at several Summits, Conferences, and Webinars.

As Director of New Business Sales at ZoomInfo, Will leads three New Business Managers, one Team Lead and their respective teams, and has also been heavily involved in the integration of systems, processes and teams post DiscoverOrg acquisition in February 2019.

Will can understand (and sort of speak) French and Spanish enough to travel within native speaking countries (when he and his wife stayed in Normandy, their host family thought they were Canadian and tried to give them directions to the Canadian cemetery instead of the American cemetery). In his free time, Will enjoys spending time with his wife, Abbey and daughter, Elle. He is also an avid golfer, cook, and piano player.

Put Your Best Face Forward

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Do you have difficulty engaging with your prospects? Would you like to be able to quickly earn their trust? Are face-to-face meetings with your clients really that important?

In this episode of INSIDE Inside Sales, Darryl has the opportunity to chat with brilliant thought leader Alice Heiman, from TradeShowMakeover.com. Darryl and Alice dive right in and discuss best practices for getting face time with your leads, finding ways to meet your prospects where they’re at, and dish solid advice on how to be relational without pitching yourself. All this and a lot more on this episode of INSIDE Inside Sales!

About Darry's guest:

Alice Heiman has been helping companies increase sales for over 20 years. Her deep roots in sales come from her time at her family’s former company, Miller Heiman, Inc. As a thought leader, she is always incorporating the newest research and best practices so that the sales programs she provides produce results. Alice works with sales leaders all over the world helping them master the complex sale and accelerate their results.

Just Think About It

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Do you know why you are succeeding, and if you aren’t, have you asked yourself why? Are you open to finding another path towards getting the results you desire? Have you asked others for their opinions or advice? Why, or why not? In this episode of INSIDE Inside Sales, the incomparable Jeff Bajorek sits down with Darryl to discuss how critical thinking can help you use intelligent discourse and scrutiny to get in front of your prospects the way they need to be reached. Darryl and Jeff also discuss ways to avoid being neither a people pleaser who thrills nobody nor a champion of mediocrity. Find advice on ways to engage your brain every day, challenge assumptions, and take ownership of your outcomes on this episode of INSIDE Inside Sales!

About Darryl's guest:

Jeff Bajorek is a consultant, an author, and a host of The Why and the Buy podcast. Companies look to him to help rethink the way they sell with a focus on principled fundamentals and determined execution.

Empty Suits, Fake Smiles, and Insincere Conversations

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Only 3% of surveyed people claim to trust salespeople. Why is that? Is it, perhaps, because too many sales professionals approach their craft with fake personas and lack the empathy needed to engage their prospects? Are you guilty of hiding behind your product or service and not understanding how to connect with your prospect? Too many sales reps are making simple mistakes that cause prospects to not trust you, not want to engage with you and to seek out alternatives. In this episode of INSIDE Inside Sales, Darryl finally sits down to chat with the legendary Larry Levine! Larry hands out incredible advice on how to be authentic and sincere, gaining credibility and success at the same time. He also shares tips on how to go from being an “empty suit” of broken promises and lack of trust to becoming your true, real, and confident self! Learn why you shouldn’t fake it until you make 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 Los Angeles, California, one of the most competitive markets in the United States. Hero 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 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, relevant and “street–savvy” nature of his coaching.

In a world full of empty suits, Larry is passionate about helping sales reps succeed by getting valuable before they get visible. He helps sales teams understand the true value they bring to the market. Then he helps them get visible by combining traditional sales techniques with new social selling strategies.

“I’m leading a revolution of authenticity, integrity, and substance in the sales profession.”
Larry lives in Thousand Oaks, California where he is actively involved in Kiwanis and other local non-profits.

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.

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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

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!