Inbound Sales Journey

By Gray MacKenzie and Ryan Herman

What's Inbound Sales Journey about?

On Inbound Sales Journey, co-hosts Gray MacKenzie and Ryan Herman chat all things agency sales. The goal is to give agency professionals a resource to help them sell more retainers and projects.

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Inbound Sales Journey episodes:

09.19.2017
How to Handle Conflict Between Your Clients and Your Team
In this episode of Inbound Sales Journey, Ryan and Gray discuss how to handle conflicts between your team and a difficult client.
09.19.2017
How Can An Agency Owner Support Their Sales Team
In this episode of Inbound Sales Journey, Ryan and Gray discuss how owners can best support their sales team to be successful.
09.12.2017
Should You Hire A Sales Rep with Talent or Experience?
In this episode of Inbound Sales Journey, Ryan and Gray discuss the pros and cons of hiring a sales rep with experience or one with natural talent.
08.29.2017
How Sales is like a Football Game
In this episode of Inbound Sales Journey, Gray and Ryan breakdown sales with a football analogy.
08.22.2017
How to Use Metaphors in Sales
In this episode of Inbound Sales Journey, Gray and Ryan discuss how metaphors can help you more effectively sell to prospects.
08.14.2017
How to Prep for Your Agency's Sales Calls
In this episode of Inbound Sales Journey, Ryan and Gray discuss how they prep for sales calls.
08.08.2017
How to Position 3rd Party Vendors When Selling
In this episode of Inbound Sales Journey, Ryan and Gray explain how to address working with 3rd party vendors during the sales process.
08.01.2017
How to Differentiate Your Agency in Competitive Sales Situations
In this episode of Inbound Sales Journey, Ryan and Gray discuss how to make your agency stand out in a competitive sales situation.
07.18.2017
How Much Time Should Your Agency Spend with a Prospect?
In this episode of Inbound Sales Journey, Ryan and Gray discuss the ideal amount of time to spend with a prospect, and what to do to avoid wasting time with bad ones.
07.11.2017
Why Your Agency Sales Reps Need to be Involved in Firing Bad Clients
In this episode of Inbound Sales Journey, Ryan and Gray discuss the importance of having your sales reps involved in the process of firing a client.
07.04.2017
How to Keep Your Agency's Clients Focused on What They Need
In this episode of Inbound Sales Journey, Gray and Ryan discuss what you can do to keep your clients focused on their goals and have an enjoyable client engagement.
06.27.2017
How to Create Courses to Grow Your Agency
In this episode of Inbound Sales Journey, Gray and Ryan discuss the pros and cons of creating courses as an agency.
06.20.2017
How Recording 100 Podcast Episodes Made us Better at Sales
In this episode of Inbound Sales Journey, Gray and Ryan breakdown what recording 100 podcast episodes have done to improve their sales skills.
06.13.2017
Why Your Agency Needs a Sales Script, But Shouldn't Use It
In this episode of Inbound Sales Journey, Gray and Ryan break down the benefits of a sales script and why your agency needs to be careful about using it.
06.06.2017
How We Grew Our Agency Leads by 80x in 9 Months
In this episode of Inbound Sales Journey, Gray and Ryan share their experience of how they significantly increased the number of their leads in a short period of time for GuavaBox.
05.30.2017
The Best Ways to Generate Leads for Your Agency
In this episode of Inbound Sales Journey, Gray and Ryan discuss the best ways for your agency to generate leads.
05.23.2017
The Top 5 Sales Podcasts Agency Sales Reps Need to Listen To
In this episode of Inbound Sales Journey, Gray and Ryan list their top 5 podcasts for agency sales reps to listen to.
05.16.2017
Why Your Inbound Sales Reps Need Their Own Brand
In this episode of Inbound Sales Journey, Gray and Ryan discuss the benefits of sales reps having their own brand and how to start building one.
05.09.2017
Same Side Selling : Agency Edition
In this episode of Inbound Sales Journey, Ryan and Gray talk about the concept of the book Same Side Selling and how it can improve your agency's sales process.
05.02.2017
How to Leverage Workshops to Grow Your Agency
In this episode of Inbound Sales Journey, Ryan and Gray the impact that selling workshops and discovery projects can have on your agency's sales.
04.25.2017
How to Upsell Your Current Agency Clients
In this episode of Inbound Sales Journey, Gray and Ryan break down their four step process to upselling clients
04.18.2017
The 3 Things Your Agency Needs to do to Sell More Websites
In this episode of Inbound Sales Journey, Gray and Ryan explain the 3 things inbound agencies need to do to sell more websites.
04.12.2017
The Best Live Chat Tool for Agencies
Lines are blurring between marketing and sales. Today's buyers are looking for real time engagement and live chat has moved from a nice to have to essentual. In this episode, Gray and Ryan breakdown the top tools you can use...
04.05.2017
Best Calendar Scheduling App for Inbound Sales Reps
In this episode of Inbound Sales Journey, Gray and Ryan talk about the best calendar scheduling app for inbound sales reps and how using a tool can make your sales team more efficient and productive. Enjoy!
03.29.2017
How to Save a Bajillion Hours a Month with HubSpot Sequences
In this episode of Inbound Sales Journey, Ryan and Gray walkthrough of Hubspot Sequences how an agency sales rep can leverage their time more effectively. Enjoy!
03.22.2017
Our 8 Favorite Features of the HubSpot Sales Pro Tool and the Hubspot CRM
In this episode of Inbound Sales Journey, Gray and Ryan talk about their 8 favorite features of the Hubspot Sales Pro tool and the Hubspot CRM. Enjoy!
03.15.2017
Why Your Agency Shouldn't use HubSpot Sales
In this episode of Inbound Sales Journey, Gray and Ryan talk about why your agency shouldn't use HubSpot sales for managing your agency sales process. Enjoy!
03.09.2017
The Ideal Day: Agency Sales Rep Edition
In this episode of Inbound Sales Journey, Ryan and Gray walkthrough, step-by-step, how an agency sales rep can organize their day for optimal performance. Enjoy!
03.02.2017
What Your Sales Reps Should Be Doing Beyond Sales
In this episode of Inbound Sales Journey, Ryan and Gray discuss the role your sales team members can play outside of their core responsibilities. Enjoy!
02.22.2017
The Second Best Answer in Sales
In this episode of Inbound Sales Journey, Ryan and Gray discuss the second best answer in sales. What is that? You'll have to listen to find out! Enjoy!
02.15.2017
How to Make More Money by Leveraging Agency Partnerships
In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can grow your agency revenue by strategically partnering with other agencies. Enjoy!
02.08.2017
How to Run a Sales Pipeline Review at Your Agency
In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can run a sales pipeline review at your agency. Enjoy!
02.02.2017
Compensation Plans for Account Managers Inbound Agency Edition
In this episode of Inbound Sales Jounrey, Ryan and Gray discuss options for compensation plans for account managers at inbound agencies. Enjoy!
01.25.2017
The 2017 Inbound Sales Landscape: Self-Service
In this episode of Inbound Sales Journey, Gray and Ryan discuss the trends of inbound sales moving into 2017. Learn what they think about self-service and how you leverage these tactics for your agency. Enjoy!
01.18.2017
How to Set Up Sales Reporting at Your Agency
In this episode of Inbound Sales Journey, Gray and Ryan talk about the system you can use to grade your agency sales system. Enjoy!
01.11.2017
How Important are Local Networking Events and Conferences for Prospecting?
In this episode of Inbound Sales Journey, Ryan and Gray chat about the ROI of in-person networking events and conference when it comes to selling inbound agency services. Enjoy!
01.04.2017
How to Conduct Agency Sales Person Performance Reviews
In this episode, Gray and Ryan talk about the process you can implement to review the performance of your inbound sales team. Enjoy!
12.28.2016
The Process to Help Your Sales Team Create Awesome Content
In this episode, Gray and Ryan discuss the specific processes you can implement to help you inbound sales team participate in the content creation process. Enjoy!
12.21.2016
Why Your Agency Sales Team Needs to be Involved in Content Creation
In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can incorporate your agency sales person in the inbound content process. Enjoy!
12.14.2016
How to Balance Time as a New Agency Owner
In this episode of Inbound Sales Journey, Gray and Ryan talk about the all important topic of balance. As a new agency owner, there are a lot of plates spinning in your world. Learn how to keep everything balanced as...
12.07.2016
Should My Agency Be a HubSpot Partner?
In this episode of Inbound Sales Journey, Ryan and Gray talk about the decision to join the HubSpot VAR program. It is a big commitment and an investment not to be taken lightly. Enjoy!
11.30.2016
Should my Agency Transition to Inbound?
In this episode of Inbound Sales Journey, Gray and Ryan discuss how to decide if a shift to inbound is right for your agency. Enjoy!
11.23.2016
Why You Should Sell GamePlans Instead of Retainers
In this episode of Inbound Sales Journey, Ryan and Gray talk about the vital process of selling an Inbound GamePlan as a discovery project. Enjoy!
11.16.2016
The 5 Books Your Inbound Sales Team Needs to Read
In this episode of Inbound Sales Journey, the book worms Gray and Ryan talk about the 5 books that need to be on the shelf of every inbound sales person. Grab a pen and enjoy!
11.09.2016
Tools to Help You Create and Send Contracts
In this episode of Inbound Sales Journey, Gray and Ryan discuss the tools that you can use to make sure your contract process is running smoothly! Enjoy!
11.02.2016
What to Include in a Retainer Contract
In this episode of Inbound Sales Journey, Gray and Ryan talk about all the essential elements that you should consider when putting together you inbound retainer contracts. Enjoy!
10.26.2016
How to use a Digital Calculator to Clearly Communicate Value
In this episode of Inbound Sales Journey, Ryan and Gray discuss the process of showing customers the value of inbound by leveraging digital calculators on calls and through assignment selling. Enjoy!
10.19.2016
The 5 Magic Numbers of the Inbound Revenue Calculator
In this episode of Inbound Sales Journey, Ryan and Gray talk through the five important numbers that unlock the power of the Inbound Revenue Calculator. Enjoy!
10.12.2016
How Digital Calculators Help You Connect With Prospects
In this episode of Inbound Sales Journey, Gray and Ryan talk about how you can leverage the power of digital calculators to help you connect with prospects. Enjoy!
10.05.2016
Is #INBOUND16 a Good Place to Prospect?
In this episode of Inbound Sales Journey, Gray and Ryan discuss the value of going to #INBOUND16 in Boston. Is it a good place to prospect? Find out here! Enjoy!

What's Inbound Sales Journey about?

Download our free app to listen on your phone

Inbound Sales Journey episodes:

How to Handle Conflict Between Your Clients and Your Team

How Can An Agency Owner Support Their Sales Team

Should You Hire A Sales Rep with Talent or Experience?

How Sales is like a Football Game

How to Use Metaphors in Sales

How to Prep for Your Agency's Sales Calls

How to Position 3rd Party Vendors When Selling

How to Differentiate Your Agency in Competitive Sales Situations

How Much Time Should Your Agency Spend with a Prospect?

Why Your Agency Sales Reps Need to be Involved in Firing Bad Clients

How to Keep Your Agency's Clients Focused on What They Need

How to Create Courses to Grow Your Agency

How Recording 100 Podcast Episodes Made us Better at Sales

Why Your Agency Needs a Sales Script, But Shouldn't Use It

How We Grew Our Agency Leads by 80x in 9 Months

The Best Ways to Generate Leads for Your Agency

The Top 5 Sales Podcasts Agency Sales Reps Need to Listen To

Why Your Inbound Sales Reps Need Their Own Brand

Same Side Selling : Agency Edition

How to Leverage Workshops to Grow Your Agency

How to Upsell Your Current Agency Clients

The 3 Things Your Agency Needs to do to Sell More Websites

The Best Live Chat Tool for Agencies

Best Calendar Scheduling App for Inbound Sales Reps

How to Save a Bajillion Hours a Month with HubSpot Sequences

Our 8 Favorite Features of the HubSpot Sales Pro Tool and the Hubspot CRM

Why Your Agency Shouldn't use HubSpot Sales

The Ideal Day: Agency Sales Rep Edition

What Your Sales Reps Should Be Doing Beyond Sales

The Second Best Answer in Sales

How to Make More Money by Leveraging Agency Partnerships

How to Run a Sales Pipeline Review at Your Agency

Compensation Plans for Account Managers Inbound Agency Edition

The 2017 Inbound Sales Landscape: Self-Service

How to Set Up Sales Reporting at Your Agency

How Important are Local Networking Events and Conferences for Prospecting?

How to Conduct Agency Sales Person Performance Reviews

The Process to Help Your Sales Team Create Awesome Content

Why Your Agency Sales Team Needs to be Involved in Content Creation

How to Balance Time as a New Agency Owner

Should My Agency Be a HubSpot Partner?

Should my Agency Transition to Inbound?

Why You Should Sell GamePlans Instead of Retainers

The 5 Books Your Inbound Sales Team Needs to Read

Tools to Help You Create and Send Contracts

What to Include in a Retainer Contract

How to use a Digital Calculator to Clearly Communicate Value

The 5 Magic Numbers of the Inbound Revenue Calculator

How Digital Calculators Help You Connect With Prospects

Is #INBOUND16 a Good Place to Prospect?