Episodes
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
There's a sea of sales frameworks kicking around, but only one is out of this world.
In this episode, Darryl's guest is Michael Hanson, CEO and Founder at Growth Genie. Join them as they discuss how Growth Genie's COSMIC methodology positions you as the helpful advisor you are, just what COSMIC stands for, and how it'll help you and your buyers.🔗 LINKS
Find Michael on LinkedIn, or at growthgenie.co.
COSMIC stands for Challenges, Open, Spiritual v Material, Influence and Cost (of inaction).
Connect with Darryl on LinkedIn.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Social selling is the promised land it's cracked up to be–let's make sure you're doing it right.
In this episode, Darryl's guest is Donald C Kelly, The Chief Sales Evangelist. Join them as they discuss why social selling is the antidote to forgettable sequences, exactly how to get started, tactics to create convertible connections, the S word (sharing), the best ways to catch attention, and most importantly of all-what not to do.
🔗 LINKS
Find Donald on LinkedIn, or at thesalesevangelist.com. He's also on Twitter, Instagram and TikTok as Donald C Kelly.
His podcast is called The Sales Evangelist.
Buy his book Sell It Like a Mango on Amazon here.
Catch Casey Cheshire on Episode 204 Games People Play, and Thibault Souyris on episode 193 Don't Stop Outreachin'.
Connect with Darryl on LinkedIn.
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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Missing episodes?
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
The key to outbound? Showing them you know where it hurts.
In this episode, Darryl's guest is Christian Banach, Principal and Chief Growth Officer at Christian Banach LLC. Join them as they cover: the first thing to get right with outbound prospecting (and how to hone your skills), differentiating your communications in a way that works (based on customer feedback), balancing quality vs quantity in your prospecting efforts, the one metric you should be focusing on, and how to build trust.
🔗 LINKS
Find Christian on LinkedIn, or at his website.
Connect with Darryl on LinkedIn.
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Have you ever secretly thought of starting a podcast? You're about to find out why all sales reps should be indulging that dream.
In this episode, Darryl is joined by Casey Cheshire, Founder, CEO & Podcast Architect at Ringmaster Conversational Marketing. They explore how podcasting delivers the responses, honesty, and attention from your customers that you can't get any other way, why you do have time in your schedule for a podcast, and how to get started .
🔗 LINKS
Find Casey on LinkedIn, or at the Ringmaster Conversational Marketing website.
Connect with Darryl on LinkedIn.
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we answer a big question: what do sellers do?
In this episode Darryl is joined by Greg Nutter, author of P3 Selling, Principal Consultant at Soloquent Inc, and VP Global Sales at Darzin. Join them as they discuss a lot of words starting with the letter P and why they're the skeleton of the B2B sales, whether we should orient around the selling or buying process, and exactly why we find it so hard to apply the things we learn.
🔗 LINKS
Find Greg on LinkedIn, or at the Soloquent website. Find his book P3 Selling here.
Connect with Darryl on LinkedIn.
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
There are four key things the top 10% of sales reps have in common. Do you know what's holding you back?
In this episode, Darryl and Kristie Jones (Principal at Sales Acceleration Group) unpack what all rockstar sales reps have in common, and how you can become a rockstar at them too. Hear some straight talk about owning your shit, discover which trenchcoat-wearing man from the 70s you should be emulating, understand why your downtime plays a massive role in your performance, and learn why you should always be learning.
🔗 LINKS
Find Kristie on LinkedIn, Twitter or at the Sales Acceleration Group website.
Identify and Manage Your Rockstar Traits with Kristie's download here.
Connect with Darryl on LinkedIn.
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Struggling to get your personal brand established? This episode will help you figure out why.
Join sales/marketing chameleons Darryl and guest Chaniqua (Nikki) Ivey (CRO @ Inclusivv) as they chat from the crossroads. They explore how Nikki hand built her 24k personal brand following using just time, trial and error, finding your niche, why a cookie-cutter approach is undermining your success, and the rewards of being vulnerable.
🔗 LINKS
Find Nikki on LinkedIn, Twitter or Instagram.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Ready to learn how to give your cold outreach a health check in 5 steps?
Join Darryl and Caleb Sinn, Founder @ SocialBloom as they look at how to check your emails aren't landing in spam (and what to do if they are), the two checks your data needs to pass, the messaging technique to make your buyers feel seen, the secret ingredient for standing out, and why there's still a place for the phone.
🔗 LINKS
Find Caleb on LinkedIn, or at SocialBloom.io.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
The sales skills equivalent of hill-spints, this episode hits hard. But it will get you where you need to go faster.
Join Darryl and guest Ken Lundin, President @ RevHeat, to find out if your belief systems are holding you back. They to examine whether love trumps respect, why 'why' matters more than 'what,' when you need to get moving on self-awareness, the quickest place to get a self-sabotage temp check, and why imposter syndrome is a good sign.
🔗 LINKS
Find Ken on LinkedIn, on Twitter, at the RevHeat website, at KenLundin.com, or via email.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
In sales we're asking strangers, who don't know us, to trust us at face value. Luckily, the right sales conversation can help you disarm skepticism right out of the gate.
This week Darryl is joined by Jason 'JBay' Bay, Founder and CEO of Outbound Squad, and host of the Blissful Prospecting podcast. Learn why opening the right way and self-disclosure are a skeleton key combo, how (and how not) to make cold outreach, what actually matters to your prospects, and a hack to explain what you do without pitching.
🔗 LINKS
Find Jason on LinkedIn. His podcast is called Blissful Prospecting.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
It's time to get off the bench and into the LinkedIn game, and this week's guest is here to help.
In this episode, Darryl is joined by the one, the only, the amazing Sam McKenna, LinkedIn lighthouse and founder of #samsales Consulting. Join them as they tackle dark social 101 including why to establish personal brand independent to your company, the metrics that don't matter, how to locate and tap your shareable content deposits (even if you think you don't have any), and engaging with a target on LinkedIn (even if they don't post).
🔗 LINKS
Find Sam on LinkedIn or at the #samsales Consulting website.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
The more you have, the more you need, and salespeople today have a lot. But stripped of every tool in your arsenal, what would you actually need to sell? And would you have what it takes to succeed?
Join Darryl and long-time friend Greg Meehan, Senior Sales Strategy Consultant at Skaled Consulting. They get to the root of what you actually "need" to be a success in sales, why entitlement is a barrier to high-performance, how to decimate every excuse in the book, and just how important hair is to your standing as a seasoned sales sage.
🔗 LINKS
Find Greg on LinkedIn, or at Skaled.com.
Find How to Make Appointments By Telephone by Allan Pease here.
Find The Transparency Sale by Todd Caponi here.
Those episodes were #193 with Thibaut Souyris, and #190 with Victor Vatus.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
In the next 36 minutes you're going to learn a little about a lot.
Ollie Whitfield (Demand Generation Team Lead @ VanillaSoft) joins Darryl this week, and he's here to magic Autoklose's Growth Month events into the podcast version of a lunchable. In between banter, Darryl and Ollie break down the top takeaways from the 47 sessions across six key topics: prospecting, sales skills, brand, acquisitions, bootstrapping, and leadership.
🔗 LINKS
Find Ollie on LinkedIn, Twitter, or at the VanillaSoft website.
Grab the 47 Growth Month sessions on the Autoklose website here.
Those names again: Josh Braun, Belal Batrawy, Sam McKenna, Jason Bay, Richard Vanderblom, Daniel Disney, Vivica von Rosen, Tyler Lessard, and Ryan O'Hara.
Find that Brand Archetypes blog here.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
You're amazing, your product is amazing, and you deeply understand your customers' challenges. But when you don't get in front of potential buyers to show them that, how many do you think slide right past your pipeline?
In this episode, Darryl is joined by Thibaut Souyris, CEO & Founder at SalesLabs. They break down why you need to go all-in on messaging, exactly how to find your sweet spot (step by step), why we don't do this when it seems so straightforward, and how a closed mind will freeze your development.
🔗 LINKS
Find Thibaut on LinkedIn, on Twitter, or at the Sales Labs website. His podcast is called The B2B Sales Podcast.
Connect with 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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Your breath is shallow. Hand shaking and head spinning, your click dial as the cold sweat beads on your forehead. That's right...you're cold calling.
In this episode, Darryl is joined by the phonejacker®, Callum Beecroft, to find out how to remove the fear and milk every last lead from your cold calling efforts. You'll hear them talk about using sales math to set the right targets, having the right conversations to build momentum, how to use frameworks in your cold call, what cold calling and the gym have in common, and why you shouldn't be so dang hard on yourself.
🔗 LINKS
Find Callum on LinkedIn or at the phonejacker® website. Email him at [email protected].
That book Darryl mentioned is called Go for No! Yes is the Destination, No is How You Get There find it on Amazon here.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
So you missed your number. It happens to most of us in revenue at least once (sometimes often). So stop feeling like Robinson Crusoe, take a deep breath, and let's figure out how you're going to rebound right.
In this episode, Darryl is joined by Ashleigh Early, Host and CEO of The Other Side of Sales. They take a look at the process of hitting your number from beginning to end, including: understanding the achievability of your quota, anatomizing your miss, rebounding right (and signs you should be rebounding elsewhere), plus the reliable, immediate remedies you should be reaching for.
🔗 LINKS
Find Ashleigh on LinkedIn or on Twitter. Her podcast is called The Other Side of Sales.
Find that Jason Lemkin on Hard Miss vs. Soft Miss here.
Connect with 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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
-
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
In a crowded marketplace you need to be memorable. But when everyone's using omni-channel prospecting, a strong personal brand, and social selling, what's your point of difference?
In this episode, Darryl is joined by Victor Vatus, Founder of Sell Me This Pen for a homage to doing what no one else is doing. They discuss the power of adopting a guerrilla mindset in everything from how you sell, who you sell to, and who you sell for. They also remind you why creativity is leagues more important than a big budget when it comes to standing out.
🔗 LINKS
Find Victor on LinkedIn or at the Sell Me This Pen website.
Connect with 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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Evangelism, dark social, demand generation. They're on-trend marketing terms, but what do they really mean, and why should salespeople care?
In this episode Darryl is joined by the delightful Jen Allen, Chief Evangelist at Challenger Inc. Drawing from their bulky sales experience, Jen and Darryl explore just what evangelism is, what influence it's having in selling environments, exactly how salespeople can use it to flavour your MO, the importance of persistence, and why your sights should be set higher than lead generation.
🔗 LINKS
Find Jen on LinkedIn. Her podcast is Winning the Challenger Sale, and she's evangelical about Challenger Inc.
That BombBomb article Jen mentioned is here.
Connect with 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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Knowing what your customer values most should be a bright guiding star on their journey through 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 on LinkedIn, at the Impact Pricing website, or at his website.
His latest book is called Selling Value: How to Win More Deals at Higher Prices and you'll find it on Amazon here. His other books are Impact Pricing and Win Keep Grow.
You can see the Value Journey Map here.
Connect with Darryl on LinkedIn.
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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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 -
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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 on LinkedIn, or at Scott Leese Consulting. That book is called Disney U.
Connect with 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 VanillaSoft.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 - Show more
