Want to switch from LinkedIn lurking to creating, but don't know where to start? You do now: it's with this podcast episode. Darryl is joined by Daniel Disney, sales author/speaker/trainer and Founder of The Daily Sales. With over 850k brand followers and close to 100k personally, there's no better man to help you start, or step up, your LinkedIn game–especially in the sales space. In this sparkling meeting of the minds you'll learn about: the key steps for growing at any follower count, the...

Je nais sais quoi aside, there are three must-have attributes shared by all top performing SDRs. Do you have them? In the episode of INSIDE Inside Sales, Darryl is joined by friend to SDRs everywhere David Dulany, founder and CEO of Tenbound. In an episode so fast and value-dense you couldn't speed it up if you wanted to, find out what these three power skills are and how to master them. 🔗 LINKS Connect with David on https://www.linkedin.com/in/johnrichardson11/ (LinkedIn), or at the...

It's CRO time folks, let's find out what exactly this 'CEO of Revenue' does and how it's relevant to you. In the episode of INSIDE Inside Sales, Darryl is joined by CRO aficionado Warren Zenna, CEO and Founder of Zenna Consulting and the CRO Collective. A breath of fresh air, this episode was sent to zoom you right out of the day to day. Warren and Darryl consider the untapped gold to be mined from working with (preferably in) the other revenue teams, why that knowledge will be so relevant...

It's possible you're leaving an important first step out of your sales process, risking the effectiveness of everything that comes after it. It's checking where your buyer is on the customer journey. In this episode of INSIDE Inside Sales, Darryl welcomes John Richardson, Founder and CEO at ExP. Cracking this topic open in a podcast-first, they talk the journey stages, how to identify them, how and what to adapt based on the stage, and why this such an important way to deepen your...

Patience and diligence are valuable attributes. We know they're essential to pass between generations but, are they something we apply enough in our careers day to day? Slow and steady may not be thrilling but let it in and, like the tortoise, it can win you the race. In this episode of INSIDE Inside Sales, Darryl welcomes Mike Simmons, Founder at Catalyst Sale. Join them as they explore the temptation to skip process, how to build a winning structure from scratch, and the common risks...

With numbers constantly nipping at our heels, for many of us slowing down in your work day seems counterproductive, or maybe outright impossible. But it's the cure for what ails you. In this episode of INSIDE Inside Sales, Darryl welcomes Luigi Prestinenzi, CEO and Co-Founder of Sales IQ Global. Like all good conversations between friends this episode covers a lot. Starting with a good ol' rant, you'll then find out what made Darryl dub Luigi the Master of Less, why you need to be vying for...

A brief summary of this episode

Sometimes the best way to get valuable information is simply to just ask, and that applies to sales referrals. In this episode of INSIDE Inside Sales, Darryl welcomes Graham Eisner, the brilliant author and Founder at Eisner Consultancy to talk about using the Just Ask method for getting leads through referrals - at no cost! Darryl and Graham will drill down on why getting out there and just asking is 30% of the job done. They also share how to execute this tactic properly, as well as the...

We all need to be self-aware, noticing the tendencies that are getting in the way of our success.  In this episode of INSIDE Inside Sales, Darryl welcomes Sarah Hicks, the incredibly talented Lead Coach at Predictable Revenue™, to talk about the biggest hindrances that prevent sales reps from scaling, getting the results they want, and achieving sales success. Darryl and Sarah will discuss the importance of eliminating distractions, leveraging automation tools, understanding your prospects’...

Social media has become an arena for polarizing opinions - and not just about real-world issues but also sales and marketing. Is there a way to put this argument-provoking rhetoric to good use and hit your numbers? In this episode of INSIDE Inside Sales, Darryl is joined by the knowledgeable and outspoken Jake Dunlap, CEO at Skaled Consulting, to talk about how to leverage social-selling in a polarized world. Darryl and Jake go on to discuss varied and somewhat controversial posts pulled...

There's no question that many salespeople have a blind spot when it comes to measuring and monitoring themselves. Unfortunately, that's exactly what they need help with. In this episode of INSIDE Inside Sales, Darryl welcomes Peter Kazanjy, the insightful sales expert and Co-Founder at Atrium, to dispel the math phobia plaguing the entire sales industry. Darryl and Peter will muse about how a sales data-driven approach can lend some valuable insight into how to improve performance and allow...

What makes some people react positively to a certain message while others absolutely hate it? The answer is simple: that message is relevant to them. In this episode of INSIDE Inside Sales, Darryl teams up with Ryan Scalera, rockstar branding specialist and Head of Business Development at Addepar, to uncover the secret sauce behind crafting winning sales messaging. Darryl and Ryan share their tips on creating content that will get your prospects to respond, infusing your outreach with...

Have you ever second-guessed your career and found yourself at a career crossroads? We’ve all been there, and it isn’t easy. In this episode of INSIDE Inside Sales, Darryl welcomes the brilliant Jenny Brennan, Senior Director of Sales at Agorapulse, to talk about overcoming the anxiety of where your career is going. Darryl and Jenny will discuss imposter syndrome, setting boundaries, making incremental steps instead of focusing on the big goal, and taking care of yourself. You’ll also hear...

What matters more in sales, technology, or technique? Despite there being two camps, the answer is that these elements can’t work efficiently without each other. In this episode of INSIDE Inside Sales, Darryl welcomes not one but two brilliant sales leaders, Douglas Hall, President at D. Advocate&Associates, and John Klymshyn, Founder of the Klymshyn Method, to talk about the differences and synergies between sales technology and technique. The three of them highlight the importance of...

Do you find yourself wearing multiple hats at your job? All of us do, but it seems that the lines between sales and marketing are blurring to a greater extent than others. In this episode of INSIDE Inside Sales, Darryl is joined by Daniel Cmejla, the multitalented Director of Partnerships, Community, and Social Media at Chili Piper, to discuss the narrowing divide between sales and marketing. Darryl and Daniel will share how the two disciplines started coming together, why sales is...

Did you know that you don’t have to be pushy with your sales efforts to get tangible results? In this episode of INSIDE Inside Sales, Darryl welcomes Shawn Finder, Co-Founder of Autoklose and SAAS Entrepreneur rockstar, to talk about the power of intangible touches in sales. They will discuss the best places to implement this tactic, explain how it works, and give you some actionable tips for engaging your prospects with no more than one call or email. Subscribe now and learn how to stay top...

Many sales reps feel like they're carrying the weight of the world on their shoulders. Is there a remedy for that? Yes, and it's called re-framing. In this episode of INSIDE Inside Sales, Darryl welcomes Terry Ledden, Sandler legend and Managing Partner at Sales AboutFace Inc, to share personal stories about suffering from the imposter syndrome, seeking approval from others, and experiencing the whole world come crashing down. They also talk about making a mindset shift, the importance of...

What makes a successful sales rep? They have all the processes and intel readily available at their fingertips – thanks to RevOps. In this episode of INSIDE Inside Sales, Darryl welcomes Eddie Reynolds, CEO at Union Square Consulting and RevOps expert, to tackle the topic of sales tech and how it can help you maximize your sales. They talk about the benefits of having all the data available at the click of a button, and how a holistic, 360-degree view of every prospect makes a huge difference...

What would happen if you made a career change and it turned out to be a mistake? Nothing earth-shattering – you could just go back to where you were before. In this episode of INSIDE Inside Sales, Darryl is joined by the brilliant Galem Girmay, Co-Founder at RevGenius and Revenue Enablement Manager at UserTesting, to talk about transitions in life and career. The two of them talk about the importance of getting a trade you can always fall back to, how to consciously plan for a transition, and...

There’s one super important question that you must ask yourself if you want to be a successful sales rep: do I truly understand buyer intent? In this episode of INSIDE Inside Sales, Darryl welcomes Christopher Rack, CRO at Demand Science, to talk about the importance of buyer intent, how sales reps can use it to dramatically grow their pipeline, and ultimately close more deals. They go on to uncover some of the most common misconceptions about intent data, offer tips on how to apply intent in...

What’s the secret to being taken seriously? Stop taking yourself too seriously. In this episode of INSIDE Inside Sales, Darryl is joined by Jon Selig, a rockstar sales guy turned stand-up comedian, to talk about using humor in sales as a way of establishing rapport and connecting with your prospects. They also delve into the importance of being different, challenging the stuffy dress code, and upping the personality game as sure-fire ways to make a memorable impression. Subscribe now to...

Cold calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel. In this special encore presentation of INSIDE Inside Sales, Darryl is joined by SalesBuzz.com CEO and sales training expert, Michael Pedone. Due to the duration of the original conversation, it was originally presented as two separate, yet wildly popular episodes. In light of this popularity, we thought it best to provide these two stellar episodes into one masterclass...

How can you expand your network, stay up-to-date with the latest sales trends, and get tactical coaching? A simple answer is by leveraging the sales community. In this episode of INSIDE Inside Sales, Darryl welcomes Charlie Locke, the brilliant Sales Leader and Co-Founder of SDR Nation, to discuss the best ways you can use your community to grow and develop as a sales professional. They also talk about the importance of properly training SDRs, the progression from an SDR to AE, and what...

No! This two-letter word sends shivers down every sales rep's spine. That's why courage is one of the most critical qualities when it comes to selling. In this episode of INSIDE Inside Sales, Darryl welcomes Andrea Waltz, rockstar Speaker, Virtual Trainer and Author, to discuss why it's essential to get out of your comfort zone and overcome the fear of rejection in sales. They will talk about why keeping VITO in the loop is a must, why getting a no from them is a good thing for your...

Your social profile is the first piece of content your customers will see about you. Have you ever considered making it about them and not yourself? In this episode of INSIDE Inside Sales, Darryl is joined by Bill McCormick, the social selling mastermind and trainer from Social Sales Link. Darryl and Bill discuss solid techniques for connecting authentically to your buyers, such as crafting your presence to reflect the interests of your ICP, and simply being genuine in your reasons for...