Inside Inside Sales

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Crafting intriguing subject lines that will make your recipients think to themselves, "Finally, an email that I wanna read," is the holy grail of cold emailing.

In this week's episode of INSIDE Inside Sales, Darryl's guest is our very own Ollie Whitfield, super-talented product marketing manager at VanillaSoft. Ollie analyzed more than 680,000 cold emails that we sent out in Autoklose, and will share his findings that offer a data-driven perspective on creating the perfect subject line that will make your open rates soar.

Darryl and Ollie discuss, among many other things, the importance of subject line length, the tone and terminology you use, the most effective timing, as well as the most common mistakes.

Learn how you can boost your open rates and impress your recipients by making your cold emails a lot warmer. Be the one in charge in the game of Open or Delete!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Do you have a mentor to help guide you through your sales career?

This week on INSIDE Inside Sales, Darryl is joined by Sales Executive rockstar and co-founder of RevGenius, Galem Girmay. Darryl and Galem discuss how to best find support and guidance from your network to help you grow and advance your career.

They also share valuable advice on finding a mentor such as making sure your relationships aren’t transactional, disregarding your naysayers, and how to avoid the echo chambers that keep you misinformed.

Learn how to find the supports that will help you develop your sales superpower on this episode of INSIDE Inside Sales!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

When you have a new prospect, do you calmly engage with them, or do you let emotion take the lead and deluge them with an onslaught of information?

This week on INSIDE Inside Sales, Darryl welcomes the award-winning and brilliant rockstar head of Blue Chip CRO, Ed Porter. Darryl and Ed talk about how many deals can be lost when sales professionals pounce on a prospect, inadvertently pushing them away with pitches. They also discuss how to avoid the dreaded word vomit, offering such advice as improving your self-awareness, making use of scripting principles, and utilizing conversational analytics to measure talk time.

Learn how to show restraint and keep your prospects engaged on this episode of INSIDE Inside Sales! --- Ed began his professional management career in 2001 and has since led teams from 5 to over 1,000 people with responsibilities for sales, customer experience, and marketing functions.

Ed has worked for service, software, and distribution companies learning the foundations of delivering a powerful customer experience while driving value and effectiveness in the sales and development channels. Ed currently helps companies as a consultant and fractional leader execute efficient and effective sales, marketing and customer experience processes. He has participated, facilitated and chaired several executive groups centred on sales management, contact centre management, and technology innovation. Ed has been a keynote speaker and guest speaker focused on sales strategy and customer management programs.

Ed helped relaunch the Columbus Chapter AA-ISP in 2015 and has served as the chapter President since. He has been recognized as a three-time Top 25 Most Influential Sales Leader, Executive of the Year, Innovator of the Year, Excellence in Execution, Top 100 Sales Coaches to Watch, and a three-time Chapter of the Year award winner.

Ed has taken an active role in both the sales and local communities by serving as a mentor for #GirlsClub as well as multiple nonprofit boards. He currently sits on the Advisory Board for Bandalier and is an investor and advisor for Seamless.AI

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Most sales professionals have a negative perception of follow-up, sadly throwing away the opportunity to stand out and connect with their prospects.

This week on INSIDE Inside Sales, Darryl is joined by Best-Selling author and foremost authority on the follow-up, Jeff Shore. Darryl and Jeff discuss the science behind why following-up can help you to close more deals, the optimal multi-channel strategy to leverage, as well as dispelling the myths and mental hang-ups behind why SDRs avoid the follow-up. They also talk about the wisdom of finding commonalities between you and your prospects and how following-up can lead to the benefit of referrals.

Don’t miss learning how to maximize your prospect’s emotional altitude and close more deals on this episode of INSIDE Inside Sales!

Jeff is the President and CEO of Shore Consulting. Jeff blends leading-edge research in Cognitive Behavioral Therapy with an infectious passion for the sales process and personal relationships with customers. Put simply, Jeff is able translate sales theory into simple, effective and repeatable applications.

Jeff’s highly sought-after keynote speaker sessions inspire audiences around the globe to change their mindset and in turn, change their world. His innovative, research-driven approach to sales training is more than just another flavor of the week—it’s a fundamental shift in how to approach your customers and the sales process. Jeff Shore is a distinguished member of the National Speakers Association Million Dollar Group and is a Certified Speaking Professional (CSP).

Jeff is the author of seven books, including his most recent Closing 2.0, How to Close More Sales Faster by Putting the Customer First. Easy to read and easy to implement, Jeff’s books focus less on gimmicky and antiquated sales lines and more on the actual experience that each of your customers experiences during a buying cycle. The more you understand your customers needs, fears and ambitions, the easier the “closing” process gets.

Unlike most sales training that merely provides a short-term energy boost, Jeff (and the Shore Consulting team) partner with you to fundamentally change your sales approach in order to make lasting impact for years to come. Jeff’s proven sales training methodology blends leading-edge research with real-world sales floor expertise, all delivered with Jeff’s trademark engaging and humorous style.

Jeff understands that sales training is a process, not an event, and that real sales training delivers improved performance through repetition, mastery and accountability.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Are you sure that you’re properly diagnosing your prospect’s pain points?

This week on INSIDE Inside Sales, Darryl rings in the new year with guest Adam Springer, the rockstar head of StartupSales and respected authority on B2B sales. Darryl and Adam go over Adam’s 6-Step Call Structure that will help you find the friction your prospect is experiencing and take you from small talk to demo in record time.

They also discuss ways you can quickly qualify or disqualify a prospect, how to create a Pain Map to help find other prospects with similar needs, and how to get the right stakeholders to your demo.

Learn how to find the pain points that turn prospects into customers on this episode of INSIDE Inside Sales!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

If you want to be better in sales, you have to fully understand how customers buy.

This week on INSIDE Inside Sales, Darryl closes out 2020 by bringing in Bob Moesta, the brilliant scholar and President of The Re-Wired Group to help you on your way to mastering demand-side sales. Darryl and Bob discuss the Buyer’s Timeline and offer extremely valuable advice on how you can better serve your prospects by knowing where they are in their buying process. They share tips such as taking the time to examine what pushed your prospect to make a purchase, how creating friction can create value, and why you need to be more of a concierge or a mentor to your prospects.

Learn how to make more sales by seeing the world through your customer’s eyes on this episode of INSIDE Inside Sales!

Bob Moesta is a founder, maker, innovator, speaker & now a professor. Pioneer of Jobs To Be Done Theory; Innovation & new venture expert on creating, developing & launching of new products & services.

Among the principal architects of the Jobs to be Done theory in the mid-90s along with Harvard Business School Professor Clayton Christensen, Moesta has continued to develop, advance and apply the innovation framework to everyday business challenges. Currently president & co-founder of The ReWired Group, a Detroit, Mich., Innovation consultancy & incubator, he is also a fellow at the Christensen Institute.

A visual thinker, teacher, and creator, Moesta has worked on & helped launch more than 3,500 new products, services and businesses across nearly every industry, including defense, automotive, software, financial services and education, among many others.

The Jobs to be Done theory is just one of 25 different methods and tools he uses to speed up and cut costs of successful development projects. He is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship and Northwestern University’s Kellogg School of Management. Moesta is an entrepreneur at heart and engineer & designer by training. He has started, built and sold several startups.

Moesta started out as an intern for Dr. W. Edwards Deming father of the quality revolution & worked with Dr. Genichi Taguchi extensively. He traveled to Japan & learned first-hand many of the lean product development methods for which so many Japanese businesses, including Toyota, are known. A lifetime learner, he holds degrees from Michigan State University and Harvard Business School. He has studied extensively at Boston University’s School of Management, MIT School of Engineering and Stanford University’s “D” School.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

There is no shortage of opinions when it comes to cold calling, but is it just a numbers game?

This week on INSIDE Inside Sales, Darryl welcomes David Walter, best-selling author of The Millions Dollar Rebuttal. Darryl and David discuss the many aspects surrounding cold calling, from the roles that should be responsible, to where your leads should come from. They also share the many secrets to making more quality appointments that are highlighted in David’s book. Learn how you can make better and more successful cold calls on this episode of INSIDE Inside Sales!

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