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Marketing

Sales Secrets

Updated 7 days ago

Business
Technology
Marketing
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So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.

Read more

So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.

iTunes Ratings

68 Ratings
Average Ratings
61
2
1
1
3

Fabulous!

By Steve Dailey - Dec 05 2016
Read more
Great resource for the social marketer!!

A great podcast with lots of information!!

By Kevin McLaren - Dec 04 2016
Read more
Vrey helpful .... looking forward to future episodes.

iTunes Ratings

68 Ratings
Average Ratings
61
2
1
1
3

Fabulous!

By Steve Dailey - Dec 05 2016
Read more
Great resource for the social marketer!!

A great podcast with lots of information!!

By Kevin McLaren - Dec 04 2016
Read more
Vrey helpful .... looking forward to future episodes.
Cover image of Sales Secrets

Sales Secrets

Latest release on Oct 17, 2019

Read more

So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.

Rank #1: If You're Looking to Sell Me Something, Please Spare My Inbox. Call Me Instead

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Steven Broudy, a senior sales leader posted on LinkedIn telling sales reps to step up and use the phone instead of spamming him with what we all know are automated emails. I didn't say it, he did. Mr. Broudy caused quite a stir with his post, but is it true? Should sales reps really use that ugly thing we call the phone?

Aug 10 2017

15mins

Play

Rank #2: Why Most Training Programs Don’t Stick w/Shari Levitin @Levitin Group

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You can't replace in the human in selling, it's just not possible. Authenticity goes a long way and it just can't be faked. In this episode, Shari Levitin, founder of the Levitin Group discusses the human interaction and how important it is in training and coaching.

Links and Resources Mentioned in This Episode:

In This Episode You'll Learn:

  • Why the book Heart and Sell was created
  • How do you structure a training program so it produces ROI
  • How do you know if your training methodology is effective
  • What's the best way to scale a training program

Mar 12 2018

36mins

Play

Rank #3: Why Your Reps Are Not Hitting Quota and How They Can w/Ron Hollis @InsideSales.com

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53% of sales reps don’t hit quota and most sales leaders don’t know what to do about that. At the end of the year there is a conversation between a manager and a rep and that conversation is summed up usually as “do better.” That doesn’t work and sales leaders know it but what can they do differently? Some leaders turn to their CRM and try to determine why some reps achieve quota while others don’t but the exercise typically brings minimal benefits. To solve this challenge, sales leaders need REAL visibility into what their reps are doing and not doing to build pipeline and close deals and that’s where we come in. InsideSales.com has recently created an assessment called the Sales Effectiveness Quadrant™ (SEQ). The SEQ is a prescriptive assessment that turns your bottom performers into top performers by analyzing and segmenting your sellers on characteristics that lead to pipeline creation and more closed deals.

Links and Resources Mentioned in This Episode:

In This Episode You'll Learn:
Industry benchmarks for pipeline management
What behaviors may be leading to low quota attainment
What companies are doing to solve the quota challenge
What is the Sales Effectiveness Quadrant™ and how can it help sellers

Dec 14 2017

29mins

Play

Rank #4: Sales Prospecting for the Pros w/Michael Pedone @SalesBuzz

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If you're looking to have more conversations with the right people, persistence is key. Data shows that most sales reps today stop at sending an email or placing one phone call. The best sales professionals will not give up so fast. They create a sales cadence with multiple touch points, including a variety of sales communication channels: calls, texts, email, social media, voicemail, event direct mail and video.

At InsideSales.com, we've tracked and analyzed thousands of sales interactions with machine learning algorithms and found there really is a formula for success. When executed correctly, the right sales cadence can double your contact rates.

There's an ideal duration, spacing, attempts, media, and messaging for each sales cadence during prospecting, and we're about to tell you what it is.

Gabe Larsen, VP of Growth for InsideSales.com, and Michael Pedone, founder and CEO of SalesBuzz, are going to show you the winning formula for sales prospecting.

Aug 23 2018

51mins

Play

Rank #5: How Sales Reps Should Start Using Texts in Their Sales Process w/Mike Vandenbos @Zipwhip

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Texting is here to stay. Busy decision makers are using texting to respond to people in and out of the work place and sales reps are starting to see the benefits of getting mobile numbers. How will this continue to play out? In this episode, Mike Vandenbos, Entrepreneur in Residence at Zipwhip, talks about the state of sales and discusses where texting is being best utilized. In addition, Mike points out some of the rules and regulations regarding texting and advises on how people should start thinking about brining texting into their day-to-day sales activities.

In This Episode You'll Learn:

  • History of texting in business?
  • What is going on with texting in general?
  • What is going on with texting in the sales space?
  • How can sales reps get more mobile numbers?
  • What are best practices for texting?

Aug 17 2017

35mins

Play

Rank #6: Four Laws to Build a Sales Cadence

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Every sales rep is looking to have more meaningful conversations. Whether it’s with a new lead they’re hoping to get in touch with, or with a potential buyer who has gone cold. There is a plethora of strategies on how to acquire more conversations. With terms such as: cadence, sequence, follow-up, and outreach being thrown around like a chopped salad, it’s difficult to know what methodologies actually deliver results.

After reviewing 479,140 sales activities, we discovered the four laws that will increase your connect rates as well as conversations.

Join Gabe Larsen, VP of Growth at InsideSales.com, as he discusses these four laws. Showing you how to build a cadence that delivers real results.

Learn:

The four laws to build a successful sales cadence
Tips and tricks on building cadences for different sales situations
What 1,456 different sales cadences tell us about conversation rates

Apr 25 2019

37mins

Play

Rank #7: The Definitive Guide to Sales Cadence: How Companies Can Build 3x Pipeline in Under 30 Days

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We all talk about sales cadence but that doesn't mean we know what it is. We've talked about sales cadence on this show before but this is different. We recently completed additional research on sales cadence where we analyzed 1.5 million activities across nearly 500,000 different cadences - all focused on outbound selling. In this episode we dive into the research and discuss what companies need to be thinking about to be successful in building pipeline and winning with their sales cadences.

Links and Resources Mentioned in This Episode:

In This Episode You'll Learn:

  • What is the definition of a cadence
  • What are the five pillars of a cadence
  • How can companies build a cadence to increase pipeline

Feb 15 2018

1hr

Play

Rank #8: How to Sell with Your Strengths w/Paul Allen @Soar

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Strengths is an important word in selling. Sales people can't be the best at everything but great managers find what they are good at and they ensure they do more of that. In this episode, Paul Allen, CEO of Soar talks about the strengths-based selling movement and how strengths can and should play a role in every sales organization.

Nov 29 2018

31mins

Play

Rank #9: Data + Science = Sales Revolution w/Dave Elkington @InsideSales

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Enterprise AI has reached a tipping point with enterprise sales. Whatever you call it – machine learning, predictive analytics, artificial intelligence, cognitive computing – this phenomenon is dominating our newsfeeds. In this episode, CEO of InsideSales.com, Dave Elkington presents his thoughts A.I. and how it can effectively be used in the sales process.

In This Episode You'll Learn That Meaningful AI requires Three Crucial Elements:

  • Math – Algorithms that look for patterns in data in order to predict future outcomes.
  • Data – Information that continually feeds the math, making it smarter and more accurate.
  • Applications – Software that turns predictions and prescriptions from the math into improved outcomes by integrating into activities and workflows.

Links and Resources Mentioned in This Episode:

Oct 27 2016

41mins

Play

Rank #10: Creating A B2B Sales Playbook w/Daniel Baunds @Vendas B2B Academy

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What is a sales playbook and how should companies think about it? The answer may seem easy but it's not. In this episode, Daniel Baunds, CEO of Vendas B2B Academy, talks about his experiences with sales playbooks. He highlights the importance of making them custom centric and having them follow a methodology that can be scaled to fit your business.

Links and Resources Mentioned in This Episode:

In This Episode You'll Learn:

  • The importance of a buyer-centric playbook
  • The power of closing early
  • Why you need to make it scalable
  • The importance of mapping out your methodology
  • Implementation hacks

Mar 18 2018

20mins

Play

Rank #11: Sales Onboarding Strategies that Work w/Ryan Reisert @SalesBootcamp

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What good is hiring great people if you don't train them? Sales onboarding is still broken and many companies think they can solve the problem simply by having one rep shadow another. That's not going to work and it doesn't work. In this episode, Ryan Reisert, Lead Instructor at Sales Bootcamp, talks about what he's learned about onboarding sales reps and shares his secrets to success.

Dec 04 2017

23mins

Play

Rank #12: Digital Selling vs Cold Calling w/Mario M. Martinez Jr @Vengreso

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Are you ready for this? The fight of the century! In the last month, there have been more than 100,000 video views and thousands of comments on LinkedIn debating how sales leaders can best build pipeline with different prospecting methods. Is the phone really dead? Has buyer behavior changed? Is LinkedIn the answer? Can email still be effective? All of these questions plague sales reps and leaders and are debated daily on sales floors across the globe. What is the answer and more importantly what will bring results to solve the biggest challenge in sales – building quality pipeline?

Gabe Larsen, VP of Growth at InsideSales.com has taken the stance that the phone is not dead and reps and companies should continue to use it as a tool in their prospecting arsenal. Mario Martinez Jr, CEO at Vengreso argued the phone has its place but using social tools such as LinkedIn must be included. Is one right and the other wrong? Are they both right or both wrong? The answer must be decided and the winner defined and the only way to do it is battle it out. One expert to another, face-to-face, mano-a-mano.

In this virtual battle, sales leaders will learn:

The seven methods that must be considered in every prospecting situation
How leaders can maximize each prospecting method to win
a digital sales cadence designed to build pipeline and close more deals

May 31 2018

59mins

Play

Rank #13: Three Paralyzing Mistakes of SDR Teams w/Becc Holland @G2

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Every SDR team makes mistakes. Some make more than others. However, there are three mistakes almost every SDR team makes and they are killing the productivity and capability of SDR departments all over the world. In this episode, Becc Holland talks about these three mistakes and gives tips for companies to overcome them.

Jun 11 2019

45mins

Play

Rank #14: How to Build Your Story w/J.J. Peterson @StoryBrand

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If you don't know how to communicate your story then nobody on your team does. Your elevator pitch and the importance of having everybody at your company understand and know it by heart, is crucial for success. J.J Peterson is the Chief of Staff at StoryBrand, a company that focuses on clarifying companies' messages so customers engage.

Links and Resources Mentioned in This Episode:

In This Episode You'll Learn:

  • What is a story and what makes a great story
  • The elements of great stories
  • Why companies should spend time building their stories

Jan 18 2018

37mins

Play

Rank #15: How to Find Direct Dial Phone Numbers When Prospecting

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Sales prospecting is never easy. One aspect of sales prospecting that is particularly difficult is finding the right contact information for your target contacts. Phone numbers seem like they would be easy to find but they are not. That doesn't mean it's impossible to find direct dial phone numbers you just need to know some of the secrets of the trade. In this episode, we talk about some of the tips and tricks to finding direct dial phone numbers.

Catch the blog here:

https://blog.insidesales.com/dialer/how-to-find-direct-dial-phone-numbers-when-prospecting/

Feb 04 2019

6mins

Play

Rank #16: Sales Trends Every Leader Needs to Know About w/Dave Elkington @InsideSales.com

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Trends come and go and some stick and others don't. I sat down this Jan and wrote down 50 trends every leader needs to know about. Dave Elkington, CEO of InsideSales.com, and I decided to sit down and discuss some of these trends and get his take on which trends will mean the most as we jump into 2019.

Jan 28 2019

37mins

Play

Rank #17: Product Selling vs Solution Selling w/Scott Crosley

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We need to change the way we sell. We can't sell our products anymore. There are two many products but there are not enough solutions. Buyers have problems and they need solutions but not in the way you think you need them. We need to change the message in sales to get buyers to change vendors/product. Salespeople tend to focus on the gain by asserting to the customer that they will save $x money (but this isn’t the best way to create change or motive a buyer to take a risk, i.e. buy your product). Salespeople should shift focus to the loss, which motivates people to be more risk-seeking/risk-taking to improve their situation. So rather than claiming (A) “we can save you 10% (framed as a gain), you should claim (B) “you are spending 10% more than you should be (framed as a loss).

In this episode, we talk about prospect theory and how it can help you move from product selling to solution selling.

Sep 05 2019

20mins

Play

Rank #18: Cold-Calling is NOT Dead w/Jason McElhone @MarketSource

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Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a call to a conversation is above 10%.

Not bad. But how can you do it better?

Look no further than Jason McElhone, Director of Inside Sales and cold-calling expert at MarketSource. Jason has spent the last 27 years cold-calling and his results are out-of-this-world.

Links and Resources Mentioned in This Episode:

In This Episode You'll Learn:

  • Why cold-calling isn't dead if you do it right
  • How experts execute a cold call to win
  • Cold calling tips to be successful on your first call

May 14 2018

48mins

Play

Rank #19: The State of Direct Mail (Research)

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I know, I know, we've talked a lot about direct mail but this is different. Rather than hearing some expert, we did some research and asked 325 B2B associates what they think of the topic. Rather than focus on one specific thing, we decided to understand the opinions of those that may send or receive direct mail. Interesting results, check them out!

Oct 30 2017

22mins

Play

Rank #20: The State of Sales Development: How 1000+ Companies Build an Execute Successful Sales Development Teams

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Sales development is a tough role but it's an important role and one of the most innovative roles to emerge from sales in the last decade. The problem is, the research has been weak and so has the best practices. That ends today. InsideSales.com in partnership with a half-dozen companies have produced the largest study ever on sales development. The study focuses on Structure, Systems, People, and Pipeline.

Links and Resources Mentioned in This Episode:

In This Episode You'll Learn:

  • What is sales development
  • How 1000+ companies are building and executing successful sales development teams
  • The structure, systems, people, and pipeline of successful sales development teams

Dec 11 2017

19mins

Play

Maximizing the Value of a Customer: A Casino’s Most Important Assets with Cory Morowitz at Morowitz Gaming Advisors

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Customers are king and nowhere is that more apparent than in the casino and gaming industry. The retention and treatment of a customer can make or break a company. In this episode, managing partner Cory Morowitz talks about his experience consulting companies on the importance of the customer in the gaming industry.

Oct 17 2019

22mins

Play

How Successful Leaders, Lead with Transparency with David Karp at Numerator

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Transparency is a buzzword but it’s still important. Great companies have figured out a way to be transparent but also be private. Transparency doesn’t mean telling everything but it does mean open and honestly. In this episode, David Karp talks about transparency and how great companies use this tool to be successful.

Oct 14 2019

13mins

Play

Secrets to Successful Account Management with Suneal Rao at InsideSales.com

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Account management has been around a long time but it’s changing every day. There are emerging trends that are forcing leaders of account management to change the way they do their job and it’s a good thing. In this episode, Suneal Rao talks about trends in account management and the secrets great companies are following to win with this important sales function.

Oct 10 2019

20mins

Play

How to Scale an Inside Sales Team with Jeff Knowlton at Softchoice

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Inside sales is growing at incredible rates and it doesn’t appear to be slowing down anytime soon. Many companies struggle to figure out how to change their typical outside sales motion to an inside sales motion. In this episode, Jeff Knowlton from Softchoice talks to us about how to effectively scale an inside sales team.

Oct 07 2019

27mins

Play

Engaging Employees in Times of Change with Sharlene Dozois at Cision

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Change is hard. Nobody likes it but it is something that we all have to deal with every day in sales. In this episode, Sharlene Dozois from Cision talks about her experiences with change and how she’s managed teams through that change to be successful.

Oct 03 2019

19mins

Play

Moving from Question Selling to Insight Selling with Lori Langholz at BDO

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Why do sales reps always want to talk about themselves? It’s because they are comfortable with that. It’s hard to learn about the customer, their problems, and their industry but that’s exactly what great salespeople do. They spend more time on the customer then they do themselves. In this episode, Chief Business Development Officer Lori Langholz talks to us about her discoveries of moving from a question-based sales to an insight based sale.

Sep 30 2019

22mins

Play

Three Enduring Sales Principles with Joe Haynie at JCI

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We've all sold for a long time but many of us have not taken the time to step back and think about what are the principles that make us successful in our day-to-day selling. In this episode, Joe Haynie from JCI talks to us about three enduring sales principles that have shaped his career and help to make him a successful sales leader

Sep 23 2019

2mins

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How to Master Pre-Call Planning with Jeff Boyle at Cision

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Pre-call planning is one of most important tasks we overlook in sales. Many sales reps want to simply get on the phone and do their thing, but more and more reps are finding that shoot from the hip approach is not working. In this episode, we dive into how Jeff Boyle from Cision coaches his team to think about pre-call planning:

- Research the contact & their company

- Check your CRM system

- Explore on LinkedIn (Contact & Company Page)

- Competitor overview

- Plan for the call

Sep 23 2019

21mins

Play

Are You a Real Salesperson or Not with Bill Parry at AspenTech

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There are a lot of salespeople in the world but not every salesperson really wants it. To win at sales, you have to dive deep into yourself and really decided if you want to really get better at what you do or not. Don’t talk the talk if you’re not ready to walk the walk. In this episode, we talk about how some of the greatest salespeople in the world are successful.

Sep 16 2019

25mins

Play

How to Support Frontline Sales Managers w/Natalie Bering @ServiceNow

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Front-line managers are oft-forgotten and they shouldn't be. In this episode, Natalie Bering from Service now talks about how to support managers by coaching them, maximizing your 1:1 time with them, and focusing on their professional development.

Sep 12 2019

26mins

Play

How Sept 11th Transformed me and my career w/ Jim Donovan (Bonus Episode)

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September 11th was a terrible time for many people and the US as a whole. For many people, it was a day they will never forget as it changes their lives forever. In this special episode, we talk to inside sales executive Jim Donovan about his experience on 9/11 and how his life was transformed.

Sep 11 2019

30mins

Play

Hire and Retain or Wither and Die in Today’s Market w/Neal Benedict Silver Brick Solutions

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If you don't hire and retain you will wither and die in today's market. The problem most people don't know how to do this. In this episode, we discuss how to select candidates, on-boarding, and training.

Sep 09 2019

22mins

Play

Product Selling vs Solution Selling w/Scott Crosley

Podcast cover
Read more
We need to change the way we sell. We can't sell our products anymore. There are two many products but there are not enough solutions. Buyers have problems and they need solutions but not in the way you think you need them. We need to change the message in sales to get buyers to change vendors/product. Salespeople tend to focus on the gain by asserting to the customer that they will save $x money (but this isn’t the best way to create change or motive a buyer to take a risk, i.e. buy your product). Salespeople should shift focus to the loss, which motivates people to be more risk-seeking/risk-taking to improve their situation. So rather than claiming (A) “we can save you 10% (framed as a gain), you should claim (B) “you are spending 10% more than you should be (framed as a loss).

In this episode, we talk about prospect theory and how it can help you move from product selling to solution selling.

Sep 05 2019

20mins

Play

Leveraging Effective Sales Operations to Drive Revenue and Profitability w/Sri Chakravarty @AshleyFurniture

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Sales Operations is a known function for many organizations but it is often underutilized. In this episode, we discuss how sales operations can be most effectively utilized by using big data, understanding the customer lifetime value, and collaborating with other parts of the organization.

Sep 02 2019

16mins

Play

The Top 3 Skills Needed for Sales Development Reps w/ Tyler Wicks @HPE

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Sales Development is an important role in many companies but many teams still struggle to figure out how to coach and train reps to be successful. In this episode we discuss the importance of sales development and the top three skills needed to be successful.

Conversation starter
Lead Management
Qualified lead/opp transfer to sales

Aug 30 2019

22mins

Play

How to Get Your Sales Pipeline Unstuck, Now

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Let me guess, your sales pipeline isn't moving as you'd like it? Nobodies is. The question is how do you get it unstuck? Most people think you need to run fancy reports and have hours of conversations and although those are important things the most important thing about talking to customers is often overlooked. In this episode, we dive into the importance of talking with customers when trying to understand why your pipeline is not moving.

Aug 26 2019

7mins

Play

The Answer to Building Strong Relationships in Relationship Selling w/Steve Steinmeyer @JLL

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Everybody knows relationships make or break the sale but how do you build relationships to be a successful salesperson. In this episode, Sr Managing Director at JLL, Steve Steinmeyer talks about the power of relationship selling and how you can start to build relationships to help you sell more.

Aug 12 2019

20mins

Play

Should You Be Using Text In Sales

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In this episode, Gabe talks about using text messaging in your day to day sales activities to help you sell more.

Aug 09 2019

9mins

Play

How to Use Texting in Sales

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There are multiple ways to communicate with prospects and potential buyers. As salespeople, we often get comfortable with the methods we know best which are phone and email. The problem with this is, if you're using those methods probably everybody else is as well. What can you do differently? What methods will help you stand out from your competition? In this episode, Thomas Parb from SMS Magic joins us to talk about texting and how you can best use it to optimize the sales cycle.

Jul 31 2019

28mins

Play

Why Some Companies Win and Why Some Companies Lose

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There are a lot of reasons why companies win and lose. Some of the reasons are simple and some are complex but either way, it's never easy to become a great company. In this episode, Gabe breaks down some of his experience consulting other companies and he gives his advice as to why some companies win and some companies lose.

Jul 30 2019

12mins

Play

iTunes Ratings

68 Ratings
Average Ratings
61
2
1
1
3

Fabulous!

By Steve Dailey - Dec 05 2016
Read more
Great resource for the social marketer!!

A great podcast with lots of information!!

By Kevin McLaren - Dec 04 2016
Read more
Vrey helpful .... looking forward to future episodes.