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Knowing what your customer values most should be a bright guiding star on their journey though your pipeline, but assuming they value what you value is a common error that can lead you in entirely the wrong direction. In this episode Darryl is joined by Pricing Expert, Speaker and Author Mark Stiving, and they're here to flip your thinking on pricing on its head. Darryl and Mark to signpost three buyer journeys that demonstrate just how fluid price sensitivity is, illustrate how those journeys shift the perspective of price, and outline what your activities should be regardless of the customer's journey (or your own perspective). They'll also remind you that you are not normal. 🔗 LINKS Find Mark https://www.linkedin.com/in/stiving/ (on LinkedIn), at the Impact Pricing https://impactpricing.com (website), or at https://markstiving.com (his website). His latest book is called Selling Value: How to Win More Deals at Higher Prices and you'll find it on Amazon https://www.amazon.com/Selling-Value-Deals-Higher-Prices/dp/1737655217/ref=sr_1_1?crid=7RFDS3JRUWF9andkeywords=mark+stivingandqid=1656320446andsprefix=mark+stivin%2Caps%2C337andsr=8-1 (here). His other books are https://www.amazon.com/Impact-Pricing-Blueprint-Driving-Profits/dp/1483489701/ (Impact Pricing) and https://www.amazon.com/Win-Keep-Grow-Accelerate-Subscription/dp/1631954784 (Win Keep Grow). You can see the Value Journey Map https://6433523.fs1.hubspotusercontent-na1.net/hubfs/6433523/Mark%20Stiving%20Value%20Journey%20Map.png (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

Does you work week feel like 40 hours of sprinting in place? You might need to add something extra to get the needle moving on work that matters–proactivity. In the episode Darryl is joined by JM Wilkie, the VP of Operations, Principal Growth Consultant, and the secret sauce at Scott Leese Consulting. This episode is packed wisdom on focusing your energy for maximum impact, keeping yourself on track, why there's no reason to try to do everything yourself, and even how to bring your customers along with you. You may never set yourself up for failure again. 🔗 LINKS Find JM https://www.linkedin.com/in/jmwilke/ (on LinkedIn), or at https://scottleeseconsulting.com/ (Scott Leese Consulting). That book is called https://www.amazon.com/Disney-University-Develops-Customer-Centric-Employees/dp/0071808078/ (Disney U). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

This episode mostly isn't about sales. But every part of it is dripping with takeaways for sales pros. In it, Darryl is joined by James #SayWhatSales Buckley, Chief Evangelist and Master of Ceremonies at JB Sales (aka J Barrows). In a bumper episode they talk the link between mental and physical health, how that can both impact and echoes your sales career, and an exceptional example of insight you need to pitch right. 🔗 LINKS Find James on LinkedIn https://www.linkedin.com/in/jamessaywhatsalesbuckley/ (here), on Twitter https://twitter.com/saywhatsales (here), on Instagram https://www.instagram.com/saywhatsales/ (here), and on TikTok https://www.tiktok.com/@saywhatsales (here). You'll find the Sell Better YouTube channel https://www.youtube.com/channel/UCOGBiBoHd5n3f9Sz2KZT3CA/videos?view=0andsort=p (here). Find more about J Barrows at their https://www.jbarrows.com (website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

Modern sales and marketing tech stacks teem with data. But, handled by the wrong tools, can huge volumes of data make a successful outcome just as challenging as low volumes would? In this episode Darryl is joined by Steven Eror, Director of Sales @ ChatFunnels. Find out how what shop class foundations are relevant in , why your tech stack must do more than just report data, what shelfware is, and the right way to bring a software ask to leadership. 🔗 LINKS Find Steven on LinkedIn https://www.linkedin.com/in/stevenerorjr/ (here). Find the beautiful ChatFunnels website https://www.chatfunnels.com (here). Find Steven's YouTube channel Salt Make City https://www.youtube.com/c/SaltMakeCity (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. Watch that Sales Sequence LinkedIn Live https://www.linkedin.com/posts/darrylpraill_creating-a-sales-sequence-featuring-michael-activity-6927709152702038016-Wtlk (here). 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner sales professionals to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

When you think of the core abilities of a great salesperson, oneupmanship's not likely to spring to mind. It should be. In this episode Darryl is joined by THE Anthony Iannarino, international sales leader, speaker, and author. In this conversation Anthony explains the art of the sales one-up: why it's an essential ingredient in successful relationships, what it has to do with ancient times, and how to speed your result. You'll also hear Darryl's unsinkably sparkling dialogue encounter some exceptionally stiff competition. 🔗 LINKS Find Anthony on https://www.linkedin.com/in/iannarino/ (LinkedIn). Find his blog The Sales Blog https://www.thesalesblog.com (here). Find his latest book Elite Sales Strategies on Amazon https://www.amazon.com/Elite-Sales-Strategies-Creating-Consultative/dp/1119858941 (here). And find out more about Outbound Conference https://outboundconference.com (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner sales professionals to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

Mic drop moments. Powerful. Impactful. Trumphant. And your new go-to cold outreach opener. In this episode Darryl is joined by Belal Batrawy (aka Mr. Messaging) Head of GTM at GTM Buddy. In this conversation slash therapy session, Belal explains how chunking your cold call helps you direct the right energy to the right things at the right times. They also talk about the problem with the helpful seller, if you should prioritize relevance or personalization, why to avoid trends, and how to select a mic drop statement of your very own. 🔗 LINKS Find Belal on https://www.linkedin.com/in/belbatrawy/ (LinkedIn). Subscribe to Death To Fluff https://www.salesiqglobal.com/podcasts/inside-inside-sales (here). More about GTM Buddy https://gtmbuddy.ai (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner sales professionals to help them become the best they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

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 content you should (and shouldn't) be creating, and industry-wide challenges like attribution and authenticity. 🔗 LINKS It goes without saying, but the best place to find Daniel is on https://www.linkedin.com/in/danieldisney/ (LinkedIn). You'll also find him at the Daily Sales http://www.thedailysales.net (website). Find his latest book is on Amazon https://www.amazon.com/Ultimate-LinkedIn-Sales-Guide-Generating/dp/1119787882 (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. Find the LinkedIn profile book he mentioned https://www.amazon.com/Write-KILLER-LinkedIn-Profile-Mistakes-ebook/dp/B019ELXR8W/ (here). Watch the Darryl vs Daniel debate https://www.youtube.com/watch?v=S21s2lGgdXE (here), and watch Darryl's webinar with Keenan on authenticity https://info.vanillasoft.com/authenticity-in-sales-webinar (here). 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with SDRs and leaders of SDRs to help them be the best professional salespeople they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

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 Tenbound https://www.tenbound.com (website). Find Mr Pep Talk http://www.mrpeptalk.com (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with SDRs and leaders of SDRs to help them be the best professional salespeople they can be. Find out more by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

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 for you three jobs from now, and the superpowers of a great CRO. 🔗 LINKS Connect with Warren on https://www.linkedin.com/in/johnrichardson11/ (LinkedIn), or at the https://www.zennaconsulting.com (Zenna Consulting) and https://www.thecrocollective.com (CRO Collective) websites. Warren is co-host of the CRO Spotlight podcast. Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. Episode #170 was that episode with the brilliant Jenny Brennan (Senior Director of Sales at Agorapulse). Find out more about the words of the episode: https://www.google.com/search?q=perspicacious (perspicacious) and http://google.com/search?q=eschew (eschew). 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your sales career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

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 understanding of your customer beyond their persona. 🔗 LINKS Connect with John on https://www.linkedin.com/in/johnrichardson11/ (LinkedIn) or at the https://www.exp-recruitment.com (ExP website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

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 lurking in the swamps of both speed and stagnation. 🔗 LINKS Connect with Mike on https://www.linkedin.com/in/mikesimmons/ (LinkedIn) and on https://twitter.com/simmons_m (Twitter). Find the Catalyst Sale podcast https://catalystsale.com/sales-podcast/ (here). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).

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 that title, and how to tackle the roadblocks between you and your time. 🔗 LINKS Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) and https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) on LinkedIn. Find the Sales IQ Podcast on your favourite podcast player. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).