Inside Selling
412 episodes - English - Latest episode: 5 days ago - ★★★★★ - 91 ratingsDitch the pitch
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Episodes
What Never to Say in a Meeting Reminder
October 05, 2021 16:49 - 7 minutes - 10.2 MBDon't say this in a meetings reminder. Say this instead.
How to Make Selling Less Stressful
September 28, 2021 17:10 - 2 minutes - 3.43 MBThoughts on how to make selling less stressful.
Don’t Argue With People
September 20, 2021 19:35 - 3 minutes - 4.5 MBWhy aguing with people is a net negative every time. And what to do instead.
Chris Walker On How to Get Your Prospect’s Language
August 11, 2021 19:56 - 43 minutes - 60.3 MBHow to think like a buyer rather than a seller so you can skyrocket response rates.
Ditch the Pitch. Poke the Bear.
June 25, 2021 15:59 - 2 minutes - 4.39 MBHow John, the owner of Racer's Edge in Boca Raton, Florida stood out in a sea of bike stores to win my business.
Armand Farrokh on Sales Messages That Engage
May 28, 2021 16:30 - 59 minutes - 81.4 MBArmand Farrokh on how to create sales messages that motivated prospects to want to learn more.
Kyle Coleman on Cold Emailing
May 17, 2021 23:28 - 53 minutes - 74 MBKyle Coleman, VP, Revenue Growth & Enablement at Clari on how to write good cold emails.
Charlotte Johnson on Prospecting
March 17, 2021 23:33 - 52 minutes - 72.4 MBRock star SDR Charlotte Johnson talks about prospecting.
Does Cold Calling Make You Anxious?
March 17, 2021 11:52 - 7 minutes - 10.5 MBA 7-minute lecture on how to deal with cold call anxiety.
Bob Moesta on Jobs-to-be-Done For Sales
February 12, 2021 01:21 - 53 minutes - 73.6 MBBob Moesta, lifelong innovator and coarchitect of the “Jobs to be Done” theory on thinking like a buyer, rather than a seller.
How To Defuse Confrontation Energy With Josh Braun
February 10, 2021 19:16 - 2 minutes - 4.01 MBHow to defuse confrontational energy.
Reducing Perceived Bias in Sales with Laura Wallace
February 08, 2021 15:56 - 59 minutes - 82.1 MBWould you believe me if I told you I was the best sales trainer? Probably not. That's because I'm biased. I have a vested interest in telling you I'm the best because I make money if you hire me. When you're too pushy, prospects think you're biased too so they pull away. It's called perceived bias. In this episode, Laura Wallace, a social psychologist and postdoctoral researcher at George Mason University, talks about how to reduce judgemental biases.
Cold Calling with Kendra Warlow
February 03, 2021 22:37 - 29 minutes - 47.8 MBKendra cold called me. I was so impressed with her approach that I invited her on the podcast. In this episode we break down the call and why it was so awesome.
Baily Brogden on Getting Over Your Fear of Cold Calling
January 19, 2021 19:47 - 43 minutes - 60.2 MBBailey Brogden, on how to develop confidence when cold calling.
Cold Call Clinic With Justin Michael
January 02, 2021 23:01 - 58 minutes - 79.9 MBJustin Micheal on how to make an effective cold call.
Cold Call Clinic With Justin Micheal
January 02, 2021 23:01 - 58 minutes - 79.9 MBJustin Micheal on how to make an effective cold call.
Larry Midler on How to Start Conversations With a General Counsel
December 30, 2020 17:46 - 53 minutes - 72.8 MBLarry Midler is the General Counsel at CBRE (#146 on the Fortune 500). In this episode, Larry shares the dos and don't of prospecting a GC.
The Initial Sales Conversation With Samantha McKenna
December 17, 2020 15:04 - 1 hour - 77.5 MBHow to elegantly lead an initial conversation with a prospect.
Does Pitching Kill the Cold Call?
November 18, 2020 00:21 - 9 minutes - 12.4 MBDoes pitching kill the cold call?
Reducing Meeting No Shows
November 11, 2020 21:58 - 7 minutes - 9.79 MBHow to reduce meetings no shows with Josh Braun.
Cold Call Clinic with Josh Braun
October 12, 2020 20:50 - 16 minutes - 23.1 MBHow to cold call without prospects feeling "sold" or "manipulated'.
Sarah Hicks on Selling
September 29, 2020 15:42 - 47 minutes - 43.9 MBSenior Sales Development Rep, copywriter and podcast host, Sarah Hicks on how to sell without selling your soul.
Advancing Women in Sales with Rakhi Voria
September 11, 2020 18:06 - 38 minutes - 35.2 MBRakhi Voria talks about advancing women in sales.
Chris Walker on Knowing Your Prospect’s Secret Buying Language
September 03, 2020 17:14 - 43 minutes - 35.1 MBChris Walker on how to get your prospect's secret buying language.
Jackie Lipnicki: Prospecting & Closing
August 06, 2020 21:43 - 49 minutes - 44.9 MBJackie Lipnicki on how to book meetings and close business in a world of constant distractions.
Jason Bay on Cold Email
June 29, 2020 18:56 - 47 minutes - 43.2 MBHere's Jason Bay on how to write effective cold emails.
Ethan the Gatekeeper
June 26, 2020 00:53 - 33 minutes - 46.2 MBHave you been listening to self-professed sales gurus like myself tell you how to get past gatekeepers? Wish you could hear an actual gatekeeper tell you what works and what doesn't? Wish granted. Listen to Ethan Bull, an executive & Personal Assistant who supports c-suite executives, give you the keys to the gate.
Kevin “KD” Dorsey on Cold Email
June 21, 2020 14:02 - 1 hour - 57.7 MBKevin "KD" Dorsey on how to write a good cold email.
Create More Opportunities By Embracing This Idea
June 11, 2020 14:56 - 2 minutes - 2.03 MBCreate more opportunities by embracing this idea.
Defusing “I’m not interested.”
June 08, 2020 19:27 - 3 minutes - 3.57 MB"I don't have time." "I'm not interested." What do you say? Here's my take.
Chris Voss on Rewiring Your Brain to Listen
May 31, 2020 23:30 - 55 minutes - 50.8 MBFormer FBI negotiator and author of Never Split the Difference Chris Voss on how to rewire your brain to listen deeply.
Booking Meetings with Jeremy Leveille
May 06, 2020 22:55 - 1 hour - 51.5 MBJeremey Leveille, a top-performing SDR and AE, talks about how to book a consistent flow of meetings with your ideal prospect.
Tom Wallace – Booking Meetings with IT
May 04, 2020 17:44 - 47 minutes - 37.7 MBWish you could get inside the head of IT prospects so you'd know what to say to earn their attention? Wish granted. In this episode of Inside Selling, Tom Wallace, former VP of Information Technology at Jellyvision, talks about the prospecting mistakes he's seen and what it takes to earn his attention.
Dan Oblinger: The Art of Listening
March 31, 2020 14:25 - 55 minutes - 44.5 MBDan Oblinger on how to level-up your listening skills.
Less Withdrawals, More Deposits
January 20, 2020 21:43 - 5 minutes - 4.42 MBAs salespeople, we have a natural inclination to get things. More, time on prospects calendar and next steps. But making too many withdrawals can lead to prospects ducking and dodging you. In this episode, I dive into a two tactics that will help you make deposits into your prospect's bank account so that your account doesn't get overdrawn.
Chris Walker: Starting Conversations By Cold Calling Less
December 02, 2019 22:23 - 41 minutes - 33.2 MBCEO of Refine Labs Chris Walker on how to start conversations by cold calling less.
Humanizing the Cold Call with Becc Holland
October 18, 2019 20:27 - 1 hour - 55.5 MBBecc Holland, Head of Sales Development at Chorus.ai on how to humanize the cold call and why having "adult to adult" conversations is critical when selling.
Jobs to be Done with Khalid Saleh
October 06, 2019 21:01 - 52 minutes - 41.9 MBKhalid Saleh on how to get your prospect's secret buying language using the Jobs to be Done framework. Grab your Jobs to be Done customer interview guide here.
Leveraging LinkedIn to Grow Your Business with Amy Volas
September 27, 2019 12:20 - 46 minutes - 37 MBAmy Volas on how to leverage the power of LinkedIn to build your brand your business.
Ditch the Pitch
September 19, 2019 21:59 - 8 minutes - 6.47 MBA few years ago I attended a networking event and asked a CEO what he did. Rather than launching into a 30-second elevator pitch, he had a conversation with me that resulted in a $45,000 sale. In other words, he ditched the pitch. Instead of doing a monologue we had a dialogue. In this episode, you'll learn the four-part framework he used to inspire me to care and be motivated to learn more.
Sales Coaching With Kevin Dorsey
May 31, 2019 15:21 - 37 minutes - 51.5 MBWant to get better at swimming? Hire a swim coach. Want to improve your golf game? Hire a golf coach. If you want to get better at pretty much anything hiring a coach can accelerate your learning curve because you get immediate feedback. Yet in sales, we rarely practice our "golf swing" or get coaching. How do you practice and coach sales? In this episode, Kevin Dorsey the VP of Inside Sales at PatientPop shares his secrets for coaching sales teams into top performers.
Increasing Cold Email Response Rates With Patricia McLaren
April 04, 2019 19:44 - 30 minutes - 42 MBWhy are cold email response rates so low? How do you stand out in a sea of boring B2B outreach? In this episode, Patricia Mclaren, the co-founder of CopyShoppe.co, shares her tips for improving cold email response rates.
Humanizing Cold Outreach with Rachel Gray
March 20, 2019 23:00 - 35 minutes - 48.5 MBLast week I received 15 LinkedIn connection requests and I ignored all of them because they were what advertising legend Dave Trott calls "white circles". They were all the same. The brain ignores patterns so that it can concentrate on more important things. It's the reason why you don't pay attention to every car on the road while you're driving. To stand out in a sea of white circles you have to be different. In other words, you have to be a red x in a sea of white circles. The concept o...
Cold Calling with Jackie Lipnicki
February 11, 2019 22:37 - 49 minutes - 68.1 MBWant to be a millionaire? Hang out with a millionaire. Want to be a better cook? Watch a chef cook. Want to get better at cold calling? Then listen to Jackie Lipnicki on the Inside Selling podcast. In 2016 Jackie would get pits her stomach making cold calls. Jackie felt inadequate because she was in an entry-level position calling a decision maker. But eventually, she had a mindset shift and used an approach she created that helped her crush new meetings targets without feeling intimidated.
Taking the Leap With Alex Grodnik
February 06, 2019 19:24 - 49 minutes - 67.6 MBImagine that you've got a great corporate job. Big Salary. Benefits. Free snacks! But the job just doesn't feel good on your soul. Your boss tells you that she wants you to be a white circle in a sea of white circles. To follow the steps. To follow the rules. But you want to be a red X. That's exactly how Alex Grodkin, the COO of Payclub felt we he left his high paying six-figure job to pursue his dream of being an entrepreneur.
Integrity with Ryan O’Hara
January 29, 2019 13:27 - 32 minutes - 44.4 MBThe most important trait a salesperson can have is integrity. That's because salespeople have a bad rep. You've probably experienced the telemarketer that calls you during dinner. Or the retention specialist that won't let you cancel your internet service. Or the crazy mall kiosk person that wants to rub lotion on your hand. As salespeople, we have to behave in ways that don't reinforce this negative stereotype. In this episode of Inside Selling Ryan O'Hara, the VP of Marketing at Lead ...
Chris Canales on Being a Top Performing Salesperson
January 16, 2019 13:08 - 49 minutes - 67.4 MBWhen I was first starting out in sales, I had the good fortune of working with Harry Gottlieb who is a very successful guy. Harry is the creator of You Don’t Know Jack, a quiz based party game that generated 100m in sales. The more time I spent with Harry, the better I became at sales. And that’s how you get better at anything right? Want to be a millionaire, spend time with millionaires. Want to level up your sales skills, spend time with top performing salespeople. Which is why I enjoy...
How to Decode Objections With Josh Braun
January 02, 2019 20:47 - 12 minutes - 17.1 MB"I don't have a budget." "I don't want an annual contract." "I'm not interested." You may have been taught to overcome objections like these. To somehow persuade people into your way of thinking so you can move the sale forward. But that's a very self-centered approach that often causes prospects to shut down or provide you with surface level information just to get you off the phone. In this episode, you'll learn a new approach to defusing objections that reduce sales pressure and opens u...