April 2019 INSIDE Inside Sales Podcast Recap

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April’s INSIDE Inside Sales Podcast guests shared a ton of valuable insights and tips for salespeople. As experts in different elements of selling, each of these interviews breaks down a certain aspect of sales. Keep reading to hear what we talked about regarding LinkedIn, planning, cold calling, and using multiple channels.

Episode 21: Demystifying LinkedIn for Account Execs

Daniel Disney

Daniel Disney of The Daily Sales has over 400,000 followers on LinkedIn. In Episode 21 of INSIDE Inside Sales, we’re demystifying LinkedIn so that account executives and sales representatives can rocket their sales and exceed their quotas.

We talked about three main points: profile, search, and engagement.

1.     Profile

Daniel says salespeople should ensure that their profiles are “the best possible, professional representation of themselves.” In addition to a professional headshot, people should utilize the background banner to its full advantage as a digital billboard. Include your company logo and a few words about what you do.

Think beyond visuals and answer the following questions in the Summary section of your profile:

  • Who are you?
  • What are your abilities?
  • How do you help people?
  • Why do you want to help people?
  • Who have you helped?
  • What are you offering?

Invest in your profile and make it customer-focused. You can pay someone to do it or take the time to do it yourself.

2.     Search

Daniel reminds my listeners to use the filters when searching on LinkedIn. When conducting a search, narrow the results down by location and title.

He says search “is where LinkedIn really comes alive.” On the podcast, he revealed a valuable way to search content and find quality prospects. Don’t miss it!

3.     Engage

Engaging on social media helps to build rapport and earn trust. The simple action of Liking your prospects’ posts can leave them with a positive impression.

You don’t have to spend hours on LinkedIn to see results either. Daniel recommends a regimen of three five to fifteen minute long sessions, once in the morning, around lunch, and again towards the end of the day. Each time you log on, engage with a few of your prospects’ posts and create a post of your own.

Not sure what to share? I gave a few ideas on the podcast! Tune into this episode to get a better understanding of LinkedIn and how you can use it to blow by your sales quotas!

Episode 22: Stop Getting Attached to Outcomes

Shawn Sease

Shawn Sease of The Sales Developers says that you shouldn’t get attached to outcomes. That’s a problem, though, because aren’t all salespeople measured by results? Stay with me on this one.

Define your outcomes by looking at the long term objectives. Shawn’s team strives for four outcomes, yes, no, not me, or not now.

The first hurdle is getting people to talk to you. It’s critical that you “talk to people who are willing to talk to you.” By calling more people, you’ll eventually reach those that are willing to share information.

If you get someone on the phone and they’re not the right person to be speaking to, Shawn says to ask questions like:

  • Who should I talk to?
  • What is their direct number or email address?
  • What kind of person are they?
  • Do you have any tips to help me get a meeting with them?

Sometimes when a person says no, what they really mean is not now. Shawn points out that contracts are getting longer in part because so many decision makers are involved in a purchase. Tune in to hear the types of questions a salesperson should ask to find out when to contact prospects again and other strategies to help you detach from outcomes.

Episode 23: The Anatomy of a Cold Call

Chris Beall

Episode 23 features my conversation with ConnectAndSell CEO Chris Beall about the anatomy of a cold call. It all starts with knowing that the cold caller is the problem. You don’t truly know peoples’ problems the first time you get them on a call. You can assume, but you don’t know them.

I was shocked to hear Chris say, “The interruption is a wonderful thing.” Working together to solve a problem mutually builds trust, and he says the interruption of your call is the problem at hand during a cold call. You should quickly acknowledge that your call is the problem and offer a solution.

His recommendation is to get them to listen by saying something emotionally compelling that has an economic component. Chris’s team uses this phrase to transform trust into curiosity.

“I believe we’ve discovered a breakthrough that completely eliminates [insert the problem your product solves here].”

Once you’ve piqued their interests, you can ask for the meeting. Listen to our conversation for more insights about cold calls and their composition.

Episode 24: Multi-Channel for the Win

Chad Burmeister

I recorded Episode 24 at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit in Chicago. My guest, Chad Burmeister of ScaleX.ai and BDR.ai, talked to me about the importance of using multiple channels to connect with prospects.

Multi-channel is the idea of using every form of communication and engagement available to connect with prospects. Many of us have mediums we aren’t comfortable with, myself included. Social media was my least favorite channel before starting with VanillaSoft, and nearly two years later, it’s my primary calling card.

Chad used fishing as a metaphor for multi-channel sales efforts. The top and middle hooks are emails and social media, while the phone is at the bottom where a majority of the fish reside. He says it’s key to fish at all three levels because you don’t know where the fish are swimming.

He shared an example of an instance when he sent a video to a prospect and then followed up with a phone call. The person was receptive and said, “I meant to give you a call.” Because he took another approach and reached out on another channel, he was able to speak with them directly.

Be intentional about improving your weaknesses to boost your likelihood of sales success. If you’re struggling to use social media or pick up the phone, you don’t want to miss this motivational episode!

Episode 25: Have a Plan, Work the Plan

Kevin Kelly

The final episode in April features Kevin Kelly of Pace Digital Solutions. Also recorded at the AA-ISP Leadership Summit, we discussed the need to have a plan and what it should include.

On the podcast, you’ll hear Kevin recommend a plan for the day and a plan for your engagements or telephone calls.

Before picking up the phone, you want to create a pre-call plan. This doesn’t include research, but more so what you’re going to say. Identify the objective for the call, whether it’s to get the decision maker’s name, phone number, email address or something else. You also want to plan your responses for pushbacks from the gatekeeper and objections from the decision maker.

Executing the call should be seamless. Refer back to your prep work and let your personality shine through to connect with people.

After the call, you want to document everything that was discussed, so you have it for the next conversation. The post-call documentation is essentially your prep work for the next call.

After reading these recaps of last month’s episodes, I hope you’ve found a few to listen to on your podcast player. Do you have any suggestions for future podcast episodes? Post them in the comments below, send me a tweet to @ohpinion8ted, or message me on LinkedIn.


Darryl Praill

Darryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

Praill is a former recipient of the coveted Forty Under 40 Award, and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN (now Kinaxis), and CML Emergency Services (now AIRBUS). He has raised over $50 million in venture funding across multiple organizations and consulted with world-class corporations including Salesforce, SAP, and Nielsen. He is a Computer Science graduate from Sheridan College.

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