INSIDE Inside Sales

There is a lot more to being hired for an SDR role than just submitting applications and hoping for the best. You need to stand out! This week on INSIDE Inside Sales, Darryl welcomes Vendition’s Head of Partnerships and sales hiring rockstar, Brian Smith. Darryl gets Brian to share his insights and opinions as to what makes an SDR candidate stand out from among the crowd, as well as what hiring managers are prioritizing these days. They share extremely valuable tips such as how you need to...

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...

If you are new to outbound sales, you may be making some common mistakes that can be shockingly detrimental to your numbers. This week on INSIDE Inside Sales, Darryl welcomes Dana Lindahl, the rockstar author and Founder of Legendary Leadgen. Darryl and Dana discuss the 7 biggest mistakes you can make in outbound sales, such as using convoluted messaging, being too spammy, or blaming your prospects for not replying fast enough. They also offer advice on how to counter these blunders and...

What do you do when life throws you a curveball and you need to start over? This week on INSIDE Inside Sales, Darryl is once again joined by well-respected author and sales trainer, Niraj Kapur. Darryl and Niraj go over the strategies you should follow when you have to hit the reset button, such as getting a coach to help with your mindset, resisting the urge to cocoon, and using your time to help others. Learn how you can succeed when starting over on this episode of INSIDE Inside...

We are deep into the biggest remote work revolution of our lifetime, and if you want to stand out from your competitors you need to start creating content right now. This week on INSIDE Inside Sales, Darryl welcomes foremost authority on generating exposure through content, President and CEO of RemoteSales, Jason McElhone. Darryl and Jason discuss how you can get started building your personal brand right away, whether you do it by writing, podcasting, or just getting in front of the...

Do you get overwhelmed or struggle with anxiety when it comes to hitting your quota? I’m pretty sure we all do. This week on INSIDE Inside Sales, Darryl discusses all things quota with none other than best-selling author and sales consultant icon, Justin Michael. Darryl and Justin share some tangible steps that can help you increase your pipeline and hit your quota on a consistent basis. They offer tips such as streamlining your tech stack, smarter time management, as well as leveraging...

John F. Kennedy is often quoted as saying, “Let us never negotiate out of fear. But let us never fear to negotiate”. This week on INSIDE Inside Sales, Darryl is joined by Tim Kintz, author of “Frictionless: Closing and Negotiating with Purpose” and rockstar president of The Kintz Group. Darryl and Tim share valuable wisdom from Tim’s Five Golden Rules of Negotiating, such as whether or not negotiation is even needed to close a sale. They also offer incredible advice on negotiating from a...

Discovery calls have been called revenue defining moments. So when you call a prospect do you have a plan for what to say if they actually answer their phone, or do you get caught off guard? This week on INSIDE Inside Sales, Darryl welcomes the authority on all things related to discovery calls, Richard Smith, the rockstar Co-Founder and Head of Sales for Refract. Darryl and Richard go over how discovery calls are the most important stage in the sales process and offer valuable advice on...

Your messaging should change as you move through the funnel, but are you mindful of when and how it should change? This week on INSIDE Inside Sales, Darryl is joined by sales training and communications expert Jeff Molander. Darryl and Jeff dive right into how you should be communicating with your clients and go over the high-level risks associated with poor communication, such as inadvertently making yourself a commodity instead of a powerful growth engine. They also share valuable tips...

It’s our 100th episode of this podcast! Can you believe it?! We decided to turn the tables for this very special offering of INSIDE Inside Sales and for the first time ever, Darryl will be the guest. Now who could we possibly find that would be up to the challenge of interviewing VanillaSoft’s dynamic, bombastic, and fashion icon of a Chief Revenue Officer? All-Star guest and fan favourite Benjamin Dennehy joins us for his record-setting 4th time to dig deep and dive into all things Darryl...

Many SDRs offer discounts during the contract negotiation stage, however that’s often not necessary. In fact, you probably shouldn’t be offering a discount at all. This week on INSIDE Inside Sales, Darryl is once again joined by internationally recognized sales leader and author, Scott Leese. Darryl and Scott offer up strategies that can help you close the deal without having to resort to offering a discount. They share valuable advice such as ways to make your value clear and powerful, as...

What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get. This week on INSIDE Inside Sales, Darryl welcomes one of the world’s foremost authorities on all things sales, the brilliant Tony J. Hughes. Darryl and Tony discuss strategies to convert your inbound leads, such as finding the proper context for outreach, and doing enough pragmatic research so you can personalize content. They also share valuable advice on using inbound...

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,...

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...

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...

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...

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...

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...

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...

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...