Inside Inside Sales

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We are all exposed to 10,000 messages every single day. So, how do you cut through such deafening noise and reach your prospects?

In this episode of INSIDE Inside Sales, Darryl teams up with Deb Calvert, the brilliant people engagement expert and president of People First Productivity Solutions, to talk about how to sell in the age of infobesity. They also share valuable tips on how to capture your prospects’ attention without overloading them with information. You’ll learn why prospects ghost you or often make price-based decisions, how to condense your message into bite-sized chunks, and why sense-making is the go-to strategy for selling in such circumstances. 

Subscribe now and find out why active listening should be your primary skill.

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

What's the secret to becoming a sales pro? Try to act like a pro, look like a pro, and sound like a pro.

In this episode of INSIDE Inside Sales, Darryl teams up with Tim Kintz, rockstar sales trainer, bestselling author, and President of the Kintz Group, to talk about why it's critical to dress a step above your prospects and how your attire will help you come across as an expert. You'll also learn more about the importance of brand, how video or social media can help you build it, and why you should start doing it now. 

Subscribe to the INSIDE Inside Sales Podcast!

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 modern sales landscape can be like a battlefield, which is why you need a bulletproof selling strategy to hit and exceed your sales goals.

In this episode of INSIDE Inside Sales, Darryl is joined by Shawn Rhodes, the brilliant Chief Sales Architect Strategist and former war correspondent for the U.S. Marines, to discuss why there's no room for hope in your sales strategy. In both war and sales, it’s crucial to implement a system and get your team to stick to it, so Darryl and Shawn explore the concept of systemizing value. They also share tips on eliminating prospect attrition and explain how to fuel your pipeline. 

Subscribe now and improve your sales arsenal ahead of your next quarter.

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

Telling your sales team what not to do is not the way to teach them how to do a better job.

In this episode of INSIDE Inside Sales, Darryl welcomes Lee Salz, the brilliant sales strategist and accomplished author, to discuss what it means to sell different and why the word “not” is a big no-no. Contrary to expectations, the “different” part of the equation is actually something that should be the gospel of sales - for example, looking at each touchpoint and every interaction with your prospects, or finding a way to outsell, outperform, and outsmart the competition. Darryl and Lee offer actionable tips you can actually implement on how to ask for referrals, generate leads, sell virtually, handle discovery meetings, and increase conversion rates. 

Subscribe now and hear what you should be doing (and not what you shouldn’t) in order to improve your results.

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

What is a sure-fire way to maintain success as you transition from one company to another? Never, ever burn your bridges!

In this episode of INSIDE Inside Sales, Darryl welcomes Ashleigh Early, rockstar sales consultant, coach, and podcast host to discuss the tricky topic of navigating the unpleasant waters of being let go or leaving your job. Darryl and Ashleigh will share some valuable tips on ways you can move on without damaging your professional relationships. They will also discuss why keeping a level head is really the best thing you can do, and offer some advice on what to do when confronted with the "you only have 24-hours to sign this" ultimatum. 

Subscribe now and learn how to keep those important bridges intact.

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

Earning your stripes in sales is a tough process. It's not uncommon to feel out of place during your first year as a sales rep.

In this episode of INSIDE Inside Sales, Darryl is joined by our own top salesperson – VanillaSoft's rockstar sales rep in charge of Higher Ed, Rachel Spencer, to talk about how new sales reps can pave their way to success. Creating a strong unique selling proposition is one of the first steps. They discuss the importance of having contextual knowledge of the product, shared the tips for hooking your prospects over the phone using storytelling, and touched on why it's essential to know your prospects' pain points from their unique POV.

Subscribe now and learn the tricks of the trade from those who were once in your shoes.

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’s a lot of negativity around cold-calling, even though it’s one of the most powerful tools at your fingertips.

In this episode on INSIDE Inside Sales, Darryl is once again joined by SalesBuzz.com CEO and sales training expert Michael Pedone. Darryl and Michael continue where they left off in the previous episode, discussing the misinformation around cold-calling. They will also explore the 4 phases of the sales process as well as the 3 phases of qualifying, so that you’re well equipped the next time you pick up the phone. 

Subscribe to the INSIDE Inside Sales Podcast!

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

Cold-calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel.

In this first of two cold-calling episodes on INSIDE Inside Sales, Darryl is joined by SalesBuzz.com CEO and sales training expert Michael Pedone. Darryl and Michael dispel the many knocks against cold-calling and clearly illustrate how this tool can radically improve your sales numbers. They also share advice on piquing interest, recognizing the top pain points, and how to overcome the fear of rejection. 

Subscribe to the INSIDE Inside Sales Podcast!

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 aren’t hitting your quota, maybe you aren’t speaking your buyer’s language.

In this episode of INSIDE Inside Sales, Darryl is joined by the two authors of "Insight-Led Selling", Dr. Stephen Timme and Melody Astley. Darryl, Stephen, and Amy discuss how you can develop an executive mindset and communicate with greater impact. They also lay out how you can build credibility by developing financially driven points of view. 

Subscribe to the INSIDE Inside Sales Podcast!

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

No matter your role in sales, you are not going to succeed without a strong sales development framework.

In this episode of INSIDE Inside Sales, Darryl speaks with thought leader and Tenbound CEO David Dulany about the findings and wisdoms in David’s latest book, "The Sales Development Framework". Darryl and David go into overtime as they examine topics such as starting a sales team from scratch, prospecting, personal brand, content creation, building reputation, and developing a growth mindset, to name but a few areas mentioned.

Subscribe to the INSIDE Inside Sales Podcast!

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