INSIDE Inside Sales

We here at INSIDE Inside Sales have a special episode for you as the year winds down and we get ever closer to the end of the final quarter. We have a very special guest who is here to offer up some encouragement and advice from his latest bestselling book, “#SalesTruth”. In this episode, Darryl is joined by the unmistakable and world-renowned sales consultant, bestselling author, and original member of the Four Horsemen, Mike Weinberg. Darryl and Mike discuss best practices and highlights...

Add the INSIDE Inside Sales skill to your Alexa capable device to play the most recent episode or choose from a list. Have you ever hit a rough patch in sales, where nothing seemed to be going right? Were you able to reach your leads and prospects, but just couldn’t manage to close the deal? It happens, even to the best of salespeople. What’s important to remember is that failure is OK. In this episode of INSIDE Inside Sales, Darryl speaks with Dale Dupree, the rockstar Leader of The...

Have you ever stumbled when you’ve finally been able to speak to a prospect in the C-Suite? Were you intimidated by their position of power and it threw you off enough that you botched your pitch? In this episode of INSIDE Inside Sales, Darryl speaks with the brilliant Matt Reuter, Sales Development Leader at GTT. Darryl and Matt discuss the importance of being able to craft the right questions. They go over ways to avoid getting simple yes or no answers, and how to create the proper...

Are you considering creating or joining a startup? There are a lot of challenges that an early-stage company can face as they try to grow, or even just launch. What measurements will you use to track success? Which channels and tools should you use, or conversely, which should you avoid? Most importantly, how can you get financial returns almost immediately? In this episode of INSIDE Inside Sales, Darryl speaks with Scott Berty, the Rockstar Chief Growth Officer at Trufan. Darryl and Scott...

Are you struggling with your conversion rates? Do you get right to the edge of finalizing the deal but just can’t close it? We all know that your prospects are evaluating you right from the moment they answer your first call, but is there a way for you to influence their evaluation? In this episode of INSIDE Inside Sales, Darryl speaks with Karen Dunne-Squire, the brilliant Creator and Managing Director of Elation Experts. Darryl and Karen discuss the 4 ways that buyers evaluate you and...

Do you use a script when you are cold-calling? Is it a cold, unfeeling template, or is it personalized so that you can connect with your prospects on a human level? If you’re not getting conversions or responses, perhaps you’re missing the human element. You may know your script, but do you know how to really connect? In this episode of INSIDE Inside Sales, Darryl speaks with Julia Shapiro, the Rockstar Director of Sales at Oktopost. Darryl and Julia talk about ways to connect to your...

It's time to ask the tough question. Are you someone people want to buy from? Do you start the day with the right mindset? If you want to progress rapidly and quickly rise above your peers, then this is the podcast you need to hear! Host, Darryl Praill interviews another of The Four Horsemen, the unrivaled Anthony Iannarino. They forensically dissect Anthony’s tried and true 9 steps to finding success. Darryl and Anthony dig down into topics such as becoming a subject matter expert,...

Which tactics do you employ during the discovery stage? Do you use a framework? Do you steamroll your prospects with a script? Are your ears trained to pick out the pain points or opportunities in their responses, and do you jump on them at the first opportunity? If so, you may be in danger of acting too quickly and are jeopardizing your chances of closing the deal. In this episode of INSIDE Inside Sales, Darryl speaks with Randy Riemersma, the highly respected and expert sales trainer, who...

When you reach out to your prospects, are you calm or soft-spoken? Are you intentional with the words you use? Is your own voice working against you? Your voice is significantly tied to the quality of your service. Remember, selling is a Performance Profession! In this episode of INSIDE Inside Sales, Darryl is joined by Denis Champagne, the CEO of Lotus Communications. Darryl and Denis talk about how a reluctance to use the phone will subconsciously be revealed in your delivery and provide...

What do you know about the prospects you are cold calling? Research shows that most people make their purchasing decisions in the first 30 to 40 seconds of a conversation, so how you communicate is absolutely critical to your success. After all, it’s not what you say, but how you say it! In this episode of INSIDE Inside Sales, Darryl is joined by the incredibly insightful Richard Conde from InsideSalesGeek.com and The University of Houston - Downtown. Darryl and Richard discuss the...

You know what? It’s OK to be yourself with your peers and your prospects. It’s OK to let them know if you’re feeling intimidated, or if you are having a bad day. That kind of openness and honesty can really help build trust and form instant connections with people. Most of us just focus on the hard skills of sales and ignore the soft skills at their peril. However, taking advantage of them may just help you make that next sale. In this episode of INSIDE Inside Sales, Darryl is joined by...

When it comes to communicating with your prospects, are your conversations all about you? Are they all about your company? Or do you use that opportunity to engage with them, to learn about them, and to tell them which of their problems you can solve? If you aren’t engaging with them, you aren’t going to know how to properly serve their needs, and they will just find someone else. In this episode of INSIDE Inside Sales, Darryl has the opportunity to discuss engagement with Jarrod...

Do you know what your buyers expect from you? Do you struggle with getting them to trust you or your company? Are you aware of your customer’s needs, knowing full well that they only care whether or not you or your product can solve their problems? In this episode of INSIDE Inside Sales, Darryl speaks with the unmistakable Mark Welch, Founder of Street Savvy Sales Leadership. Darryl and Mark go over such topics as ways to use conversational analytics for your benefit, as well as how to be...

Is your pipeline less than desired? What if you could fix that? What if there was a hack you could implement to make better use of your time? What if a simple approach to time management could dramatically increase your results and optimize your productivity? In this episode of INSIDE Inside Sales, Darryl is joined by author and CEO of The Sales Developers, Ryan Reisert. Darryl and Ryan discuss the importance of using buckets to keep you organized, on track, and above all, optimizing your...

There are five words that can lead a cold caller to dramatically increased closure rates which are revealed by Chris Beal, a guest on Inside Inside Sales. The host is Darryl Praill. There are also two words that once spoken, can almost immediately create a mental block and unwillingness like no other: Cold Call! Why is it that these words are anathema to so many in the sales profession? To some, it’s a trivial exercise that’s one of those steps they’d just rather avoid. To others, it’s a...

Do you have a plan in place before you make a sales call? Do you know enough about your clients before you dial? Do you have responses at the ready, and can adapt to unexpected changes in the conversation? In this episode of INSIDE Inside Sales, Darryl speaks with the globally renowned Steve Knapp, Founder of The Sales Mindset Coach. Darryl and Steve chat about the importance of putting a pre-call plan in place well before you ever dial the phone. Using Steve’s 5-step “WOPPA” Program, they...

It’s time to ask the tough questions. Are you meeting your corporate goals? How’s your business acumen? Do you start the day with the right mindset? If you want to improve from where you are right now, only you can determine how that growth will occur. If you want to progress rapidly and quickly rise above your peers, then this is the podcast you need to hear! In this episode of INSIDE Inside Sales, Darryl has the opportunity to speak with another of The Four Horsemen, the unrivaled Anthony...

When you’re trying to make a sale, do you try to cut to the chase? Are you so task-focused that you would rather rush the process? If you’re not using a customer-centric approach, if you don’t listen to your customers, or if you aren’t seeking to solve their problems, you could be missing out on making some great sales! In this episode of INSIDE Inside Sales, Darryl is joined by the unmistakeable Alison Edgar, also known as The Entrepreneur’s Godmother. Darryl and Alison have a fantastic...

How’s your alignment? No, I don’t mean your car (or your hips), I’m talking about the operational side of things. Are your Sales and Marketing Operations aligned? These help make up the very foundation upon which your career is standing, and if they’re out of alignment, you’re putting a harness on how successful you can be. In this episode of INSIDE Inside Sales, Darryl speaks with thought-leader and Tenbound CEO David Dulany, hot on the heels of his huge Sales Development Conference where...

How do you go about prospecting? Do you have a prospecting plan? If you don’t, you’re not alone as the vast majority of sales professionals don’t have a plan at all. They don’t build a list of questions to ask. They don’t seek to understand the needs of their clients before they contact them. They don’t even have a visual image of who they want to sell to. In this episode of INSIDE Inside Sales, Darryl speaks with the legendary Mark “The Sales” Hunter about the 8 key steps to building a...