Inside Inside Sales

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

The world continues to change and redefine the sales profession as we know it. So what better time than now to try something new and reinvent yourself?

This week on INSIDE Inside Sales, Darryl is joined by the unmistakeable Costas Perkas, Sales Director at Worldwide Business Research. Darryl and Costas discuss ways you can improve your sales by simply trying something new, such as seeking feedback from those you trust and respect. They also share valuable advice on developing new skills, giving yourself permission to fail, and focusing on positive outcomes. Learn how you can improve sales by reinventing yourself on this episode of INSIDE Inside Sales!

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About the Guest: Costas Perkas is a Sales Director for one of the world’s largest Conference organizers. Costas brings a wealth of experience in sales and leadership having developed and managed salespeople, managers, and directors, both in the UK and Singapore. As an ex-military officer, he also shares invaluable experience in critical decision-making.

INSIDE 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. 

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

Many purchases are made based on the relationships the buyer has with the seller.

So, what are you doing to create and build those relationships? This week on INSIDE Inside Sales, Darryl welcomes the brilliant and insightful Co-Founder of Reachdesk, Alex Olley. Darryl and Alex discuss the importance of strong relationships within sales and how to create, cultivate, and grow new ones during a time when face-to-face meetings are a rarity. They also share insightful tips such as incorporating gifting through direct mail, the importance of personalization and building greater trust through empathy. Sales is a long game. Learn how to invest your time in building relationships on this episode of INSIDE Inside Sales!

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About Darryl's Guest:

Having spent the past decade working in the Sales and Marketing teams at fast-growing startups, including Deezer and Yieldify, Alex's passion is helping B2B companies create Account-Based Experiences to help businesses cut through the noise in a busy digital world. He co-founded Reachdesk in 2018 to help companies stand out from the crowd in a truly personalized way.

INSIDE 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.

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

The road to success can be an arduous struggle; however, it can be a lot more manageable when you have some help. 

This week on INSIDE Inside Sales, Darryl welcomes the President of Virtual Causeway and literal rock star Rick Endrulat. Darryl and Rick go over the common misconceptions regarding the outsource business model and show how hiring outside help can provide an invaluable advantage to any individual or business. They also discuss the clear benefits of accessing developed processes and systems from agencies that have the best specialists in their field. Hear how to achieve greater success with some outside help on this episode of INSIDE Inside Sales!

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About Darryl's Guest:

Rick Endrulat is President of Virtual Causeway, Canada’s premier Demand Generation Agency, founded in 2001.  Prior to founding Virtual Causeway, Rick held various management positions within sales and marketing at Sybase (now SAP). He enjoys helping both enterprise clients as well as start-ups and scale-ups and has helped hundreds of technology clients optimize their sales and marketing performance.

Rick is a published author, speaker, mentor, tech marketer, NFP Director, and a self-proclaimed ‘music geek’.

INSIDE 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.

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

You can sell so much more when you connect to your clients on a human level. 

This week on INSIDE Inside Sales, Darryl is joined by Live it, Love it, Sell it‘s sales and business consultant extraordinaire, Jules White. Darryl and Jules discuss how you can leverage your unique human proposition to not only make more sales but also create a trusted relationship with your prospects that will see them continue to give you their business for years to come. They also share tips and advice on how using empathy, simply listening, and giving yourself permission to go off-script can help you to both control the conversation and let your clients add value. Unlock the secrets to greater success through your unique human proposition on this episode of INSIDE Inside Sales!

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About Darryl's Guest:

Jules White is an awards winning international sales consultant with over 30 years of business and sales experience. Working in many different sectors selling everything from baby products to stainless steel to Yellow Pages, she has also experienced every job role within sales, from telesales through to Sales Director and has a wonderful breadth of knowledge and experience to bring to her work. 

She also secured investment from Peter Jones in the BBC’s Dragons’ Den, which is the ultimate pitch to win!

Her passion and mission are to bring a new outlook and perception to sales in the modern business age we live in, which will help you to truly be unique. Her ‘Live it, Love it, Sell it’ entrepreneur programme is also a book, and now the creation of UHP - Unique Human Proposition® takes it up a gear to deliver this effective methodology to the corporate market too.

Her style is passionate, inclusive and she immerses herself fully into your business in order to work as part of your team. Jules’ ultimate aim is to make sure you create an unparalleled sales experience for all of your customers through you and your unique people.

INSIDE 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.

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

Having a polished personal brand can often mean the difference between success and failure.

This week on INSIDE Inside Sales, Darryl is joined by 3 very special guests to discuss how important it is for sales professionals to have a quality personal brand. Josie Marshburn, the founder and CEO of Sales Enablement Benchmark, Kristina Jaramillo, the President of Personal ABM, and John Moore (aka “The Collaborator”) VP of Revenue Enablement at Bigtincan all join Darryl to hammer home the many benefits of leveraging your personal brand to earn greater success. They all share their expertise and wisdom on how to create your brand, the information you should use, as well as ways to build trust and engagement through your online profile. Learn how to improve your numbers through personal branding on this episode of INSIDE Inside Sales!

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About Darryl's guests:

Kristina Jaramillo, LinkedIn Marketing Expert, and President at Personal ABM, provides technology, software, professional service and consulting organizations with returns on time, engagement, leads, ROI, and most importantly revenues. Kristina is an authority on the tools, processes, and content you need to prove a clear LinkedIn marketing and social media ROI.

Josie Marshburn has spent over 25 years in sales within the technology industry. She started her career at fast-growth tech companies and later at Fortune 500. In addition to her sales experience, Josie has also run complex global sales enablement organizations at both Oracle and VMware. Josie current is the founder and CEO of Sales Enablement Benchmark, a sales and enablement advisory firm where she works with fast-growth tech companies to advise on all aspects of improving the selling performance within an organization. Her specializations include diagnosing performance issues and advisory work. She advises her clients that are new to selling how to implement a sales organization, and for those that already have a sales function, she works with those clients to either improve selling challenges. She is often asked to help with hiring challenges, sales readiness tool selection and adoption, and her favorite topic, sales enablement. She has helped her clients either start a sales enablement function for the first time or help them take the function to the next level.

John Moore is the VP of Revenue Enablement at Bigtincan. John recognizes that, far too often, Enablement efforts are failing to impact their business positively. I partner to test and refine best practices; meets with team members across all functions, customers, and prospects, as well as potential partners. His goal is to play a role in providing support for fellow practitioners, to share best practices, and to raise up those that put other practitioners first. The existing approaches are not making the difference our businesses need. According to John, we must do better for fellow practitioners and the businesses they support. John uses all means necessary - listening, understanding, learning, and then writing, speaking, and collaboration across the globe and across businesses; to raise up others that are demonstrating the way forward for enablement.

John believes that for Sales Enablement and Revenue Enablement to succeed, we must seek to understand what our teams need. To serve them, to help them thrive, and through this service, raise up ourselves, our teams, and our companies.

For individuals to grow in their careers, we must educate, collaborate, and communicate. It is about our community above any individual, vendor, or group.

INSIDE 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. 

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

The topic of emotion in the sales process is critical, no matter who you are or what your mindset is. 

This week on INSIDE Inside Sales, Darryl is once again joined by respected keynote speaker and Sales Development rockstar, Randy Riemersma.

Darryl and Randy discuss how often sales professionals only engage their rational mindsets during the sales process, forgetting entirely about the emotional side. They also talk about how simply being empathetic to the needs of your prospect will make them more receptive to what you have to say, as well as how connecting human-to-human will create greater trust and engagement. Learn how to have a radical impact on your success through using an engaging emotional process on this episode of INSIDE Inside Sales! ----more----

About Darryl's Guest:

Randy is currently the Area VP of Enterprise Sales for Mulesoft and prior to that, created Span the Chasm with the mission of driving sustainable sales growth by improving the sales teams of small and mid-size companies, primarily in the technology services sector. He’s a seasoned Sales Master, with 31 years of success in Sales and Product Management, Consulting, and Training.

INSIDE 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.

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 engaging with new prospects, knowing how to ask the right questions can be the difference between success and failure. 

This week on INSIDE Inside Sales, Darryl is joined by best-selling author, international keynote speaker, and CEO of Tony Morris International, Tony Morris. Darryl and Tony talk about how powerful a simple ask can be and discuss how to get into an ask mindset. They also share their thoughts on open versus closed questions, how to ask thought-provoking questions, and ways to build relationships, all through the power of an ask. Learn how to ask the questions that keep your clients talking on this episode of INSIDE Inside Sales!

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About Darryl's Guest:

Tony Morris is an International sales speaker, best-selling author of 5 books and MD of an International sales training company. Him and his team have helped develop over 30,000 sales professionals, across 62 industries to perform at the top of their game.

On his podcast, Confessions of a serial seller, Tony has interviewed the top 100 sales performers from around the World, to learn what they do differently to give themselves an unfair advantage over their competitors. Tony’s sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results.

INSIDE 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.

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

There are million and one ways to overcome obstacles, but have you ever tried falling in love with the problem? This week on INSIDE Inside Sales, Darryl is joined by David Priemer, the Founder of Cerebral Selling and best-selling author of "Sell the Way You Buy". Darryl and David discuss how the strategy of falling in love with the problem can be a very successful tactic to actually increasing sales and growing your number of clients. They also share practical advice on how to sell using emotion rather than features and putting the focus on your prospect instead of your product. Learn how to succeed through loving the problem on this episode of INSIDE Inside Sales!

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About Darryl's guest:

Like most of us, David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.

Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.

INSIDE 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.

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

There is a proven way to increase your exposure and grow your clientele – promote your brand. 

This week on INSIDE Inside Sales, Darryl is joined by the founder of Create the Brand and marketing advisor extraordinaire, Kenyetta Gordon. Darryl and Kenyetta discuss some actionable advice on how you can improve the visibility of your brand and attract more clients. They also offer simple ways to create content, as well as valuable tips on winning more deals by employing empathy. Learn how to be your own walking billboard on this episode of INSIDE Inside Sales!

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About Darryl's guest:

Kenyetta L Gordon is the founder of Create The Brand, and former elected Chairwoman of the Atlanta Technical College Marketing Dept Advisory Board. Recently, her company was awarded 2019 Best of Atlanta Award in the Marketing Consultant Category. Her proven track record for leading interactive workshops and strategically executing the vision of her clients has prompted many to refer to her as their "Real-Life Olivia Pope of brand communications." Kenyetta's drive to see others succeed and her experiences in brand development has led her to compose her signature workshop titled, "Are You Your Walking Billboard?".

With an educational background in business management and marketing, she has become recognized as an expert in Organizational Culture with an emphasis in Brand Culture and Merger Acquisition. The "No Cookie-cutter Culture" strategy, focuses on developing a strategic plan for companies with an emphasis on brand loyalty which should be streamlined internally and externally. 

INSIDE 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. 

   
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

How are you at closing your deals? Did you know that over half of the sales professionals today don’t even ask to close the deal? 

This week on INSIDE Inside Sales, Darryl is joined by the modern-day authority on closing, the incomparable James Muir, author of the best-selling “The Perfect Close” and VP of Sales at Essential Hub. Darryl and James discuss some easily applicable best practices for advancing the sale process to close the deal. They share advice on the psychology of the ask, a winning formula for your value prop, and the 3 important pre-call questions you should be asking yourself before you even pick up the phone. Learn how you can close more deals on this episode of INSIDE Inside Sales!

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About Darryl's guest:

James Muir is the founder and CEO of Best Practice International and the best-selling author of the #1 book on closing sales – The Perfect Close. James is a 30-year veteran of sales where he has served in every role from individual contributor to executive VP. James has shattered records as both a field rep and manager. His guidance comes from experience and the school of hard knocks. Three decades of experience have given James a fresh and practical perspective on what works in real life and what doesn’t. His mission - to make the complex simple. James has an extensive background in healthcare, where he has sold-to and spoken for the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM, and others.

James' greatest professional joy comes from working with new and inexperienced professionals. He is on a mission to teach how being genuinely authentic actually creates the highest levels of success and happiness. Not only is James a lifelong student of sales, but he's also an accomplished guitarist, organic chemistry fan, and fitness buff. Those interested in learning a method of closing that is zero pressure involves just two questions and is successful 95% of the time can reach him at PureMuir.com.

Video of the podcast can be found at: https://vanillasoft.wistia.com/medias/w5q6cl2njy Lunch and Learn Video can be found at: https://youtu.be/T9bYnnIgXOQ

INSIDE 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. 

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