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June 29, 2020
Here's Jason Bay on how to write effective cold emails.
June 26, 2020
Have 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.
June 21, 2020
Kevin "KD" Dorsey on how to write a good cold email.
June 11, 2020
Create more opportunities by embracing this idea.
June 8, 2020
"I don't have time." "I'm not interested." What do you say?  Here's my take.
May 31, 2020
Former FBI negotiator and author of Never Split the Difference Chris Voss on how to rewire your brain to listen deeply.
May 6, 2020
Jeremey Leveille, a top-performing SDR and AE, talks about how to book a consistent flow of meetings with your ideal prospect.
May 4, 2020
Wish 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.
March 31, 2020
Dan Oblinger on how to level-up your listening skills.
January 20, 2020
As 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.
December 2, 2019
CEO of Refine Labs Chris Walker on how to start conversations by cold calling less.
November 16, 2019
My take on voicemail.
October 18, 2019
Becc 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.
October 6, 2019
Khalid 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.
September 27, 2019
Amy Volas on how to leverage the power of LinkedIn to build your brand your business.
September 19, 2019
A 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.
May 31, 2019
Want 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.
April 4, 2019
Why 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.
March 20, 2019
Last 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 of the red x is important because your prospects secretly ask themselves four questions when they read your sales message. The first they ask is, "Should I pay attention to you?"  And if you're a white circle, the answer to that question is no and you don't get to move to the second, third and fourth question your prospects ask themselves before they decide to take a meeting with you. That's why I was excited to groove with Rachel Gray, and Account Executive at Proposify.
February 11, 2019
Want 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.
February 6, 2019
Imagine 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.
January 29, 2019
The 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 IQ and I groove about the importance of having integrity when selling.
January 16, 2019
When 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 enjoyed grooving with Chris Canalas. Chris has been a top performing rep for 15 years. He's currently at ADP, but prior to that he sold water and alarm system door to door. One thing I noticed instantly about Chris was his positive mindset. Chris and I discuss how to avoid the trap of being complacent when you’ve reached the top.  How monotony can pay huge dividends.   The importance of confidence.  Why a deep belief in what you’re selling matters.  How to use humor to defuse sales pressure.     And why sincerity is the most important trait a salesperson can have.
January 2, 2019
"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 up conversations.
December 21, 2018
Most people don't listen very well.  Sure they act like they're listening.   But they're really just waiting for the other person to stop talking so they can talk.  That's not really listening.  That's waiting to talk.  But people who really listen are the ones we want to continue conversations with.   Because it feels good to feel understood and heard. In this episode, Leslie and I will share you'll 3 ways you can become a better listener.
December 11, 2018
Kevin Ramani has made 20,000+ cold calls, sent countless emails, and closed millions of dollars in deals in his sales career. He's sold to C-Level executives in Fortune 500 companies as well as doctors, lawyers, and even restaurant owners.   In this episodes Kevin shares some of the valuable lessons he's learned that you can apply to your business.  Pure gold!
November 28, 2018
Leslie and Josh talk about ways you can use to optimize your time when selling.  In this episode, you'll learn how to spend your time wisely by avoiding procrastination, cutting out time-wasters, and working more efficiently.
November 16, 2018
Jeremy Leveille, the #1 SDR at LeadIQ, shares how he was able to book 69 meetings in 1 month.  But as with any top 1% performer, there's more to Jeremey's success than just his tactics.  His attitude is off the charts positive.  It's inevitable that rejection is going to happen when prospecting.  But what I noticed about Jeremey was how he responds to rejection by taking responsibility for it rather than blaming the prospect.
October 26, 2018
Have you ever listened to someone explain something to you and you had no idea what they were talking about?  Or maybe you tried to explain something and they just didn't get you. The ability to explain things in ways that make people care is a great skill to have when selling.  Why?  Because if people are confused they won't act.  That's why I'm super excited to groove with Harry Gottlieb, a master explainer who's best known as the creator of You Don't Know Jack.
October 16, 2018
Looking for ideas to help you stand out and start conversations with your prospects? In this episode Jennifer Dear and Samantha Plum from D3-NYC share direct mail campaigns they've used to break through the noise and generate revenue.
October 2, 2018
Derek Kernus the Sales Manager at Stratix Systems talks about selling $32,000 of cutlery in college over summer break and why selling is the best way to learn how to sell.
September 18, 2018
Claire Coder the 21-year-old proud college dropout, entrepreneur and CEO (Chief Estrogen Officer) of Aunt Flow on how she was able to get initial traction.
September 4, 2018
Whether you love your job or not, you've probably given some thought to your next career move. In this episode you'll learn 3 things that will help you separate yourself from the competition and land your next job.
August 20, 2018
No matter whom you're pitching—investors, customers, or colleagues— you'll be more effective by tapping the awesome power of narrative storytelling. In this episode, you'll learn how storytelling frameworks from film and other narrative arts can take your pitches and presentations to the next level.
August 7, 2018
Why do some reps crush it while others tank? One reason has to do with mindset. In this episode Leslie and I will share some tips for leveling up your mental game.
July 23, 2018
Dale Dupree aka The Copier Warrior, is a top copier salesperson and an expert in making good first impressions. On this episode Dale explains how he creates strong emotional connections with prospects so they feel comfortable having conversations with him.
July 11, 2018
Phillip Morgan on how to position your offering and the importance of niching down.
July 6, 2018
You've been there.  You had an awesome discovery call.  Then crickets.  Your prospect disappears and you start chasing.  Do you follow up forever?  In this episode Jessica Watts and I share a few ideas that will help you reduce the number of prospects that go dark.
July 3, 2018
"Either you've been eaten by alligators or you're just plain swamped."  "Don't leave me hanging." "I've tried reaching out multiple times.  If I offended you in a way please let me know." Prospecting persistence.  What every sales reps is required to have.  But how much is too much?  On this episode Jessica Watts and I discuss ways to ensure that your persistence does't turn you into a pest.
June 26, 2018
Page Kemna talks about how she earned viral fame - and a slew of job offers by creatig a sensational musical cover letter to spice up her resume.
June 18, 2018
TIto Borht, the CEO of AltiSales shares how and SDR was able to book 37 meetings in one month using personalization at scale.
June 12, 2018
Learn how Morgan Gillespie is using video to warm up cold calls, book more meetings and even prompt her prospects to write articles about her approach on LinkedIn. No really, you can read the article here - https://goo.gl/fgrtky
June 1, 2018
Guy Lambert is the head of sales at Mentorloop. On this episode of Inside Selling Guy explains how he attracts prospects by offering education around a specific problem.
May 24, 2018
Seth Weinstock is a master of cold calling. On this episode of Inside Selling Seth explains the secrets you need to know to achieve cold call success and the script he uses to set meetings.
May 17, 2018
Shoshi Weinstein is the Business Development Manager at Bold Digital. On this episode of Inside Selling we dive into cold email, how to get higher response rates by teaching vs. taking.
May 10, 2018
Ryan O'Hara is the VP of Marketing for LeadIQ and a complete legend when it comes to cold outreach. He typically gets a 50% response rate on his campaigns. I loved interviewing him on Inside Selling because he brings so much positive energy and creativity to the prospecting process. On this episode Ryan shares a few ideas for how to use humor, imagery and music to stand out in crowded inboxes.
April 25, 2018
As a sales manager your problem probably isn’t too little data. It’s too much data. Too much data can be overwhelming. And when you’re overwhelmed, you can’t analyze the data, interpret it, and make smart decisions. Leslie Venetz is here to help! She is the Vice President of Business Development at Carpathia Marketing. On this episode of Inside Selling we dive into the most important sales metrics to measure and how to use them to improve rep performance.
April 19, 2018
Sarah Grosz is a Growth Hacker at BAMF Media. On this episode of Inside Selling we dive into growing audiences, how to stand out and land a job and the importance of continuously learning.
April 3, 2018
Learn how to remove the debilitating feeling of rejection when selling.
March 20, 2018
On this episode of Inside Selling, Liston and I groove about one of the key concepts of Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss, which is easily the best book on negotiating I’ve read.
February 14, 2018
Tito's SDR teams have made over 1 million cold calls. 55% of the people his SDRs connect with book a meeting. In this episode Tito shares his techniques and methods for making effective cold calls.
February 8, 2018
In this episode of Inside Selling, Michael Phillips the founder of Saleswolf.io teaches you and approach to cold calling that reduces call anxiety while feeling good on the soul.
January 29, 2018
On this episode Richard Smith, the co-founder at Refract shows you how to send an email that will break through the noise. Spoiler alert, you don't need to send 8 emails. Just one.
January 25, 2018
In this episode Morgan Ingram discusses the importance of getting in the right state of mind when selling.
January 11, 2018
A powerful tool that many of us overlook when selling is our personality. It positively and negatively influences far more sales than we will ever admit to. But how do strike the right balance between personality and professionalism? Brittni Kinney has some guidance for you.
December 28, 2017
Today I’ve got Jon Buchan from “Charm Offensive” on the show. Jon helps clients craft cold emails that jolt even the most distracted prospects into responding.
December 21, 2017
Why isn't your LinkedIn selling working? You're not using the right playbook. Brynne Tillman, who actually wrote the book on LinkedIn sales playbooks, will walk you through the 8 steps to follow.
December 14, 2017
Walking the tightrope between quantity and quality might be the toughest thing modern sales teams do. There's no easy answer, but Conner Burt has some guidance for you.
December 7, 2017
Ever wondered why sales training takes a few days for some reps, and some just never get it? Or why it's so hard for it to stick? Simple: the world is a-changin'. Daniel Kuperman reveals his strategy for cutting sales onboarding times by 50% or more.
December 5, 2017
If your cold outreach isn't working like it once was - and it's probably not - you might need a small injection of personality. We'll tell you how to do it.
November 30, 2017
It might be time to supplement your sales efforts with a little social. But where to start? Social selling expert Dylan Hey of Leadfeeder has the answer.
November 28, 2017
Making cold calls is TOUGH - but there's a way to do it that's more effective and will get you more meetings. But the key is just the opposite. We'll tell you how.
November 21, 2017
Ever wondered why some of your demos leave your prospects totally sold on your product or service, and others fall flat? There's a good reason, and we'll tell what to do about it.
November 16, 2017
Royce Robbins of Peak Sale s Recruiting discusses the biggest mistakes that are made when hiring salespeople, and the steps to take to avoid them. Spoiler: you gotta plan wisely.
November 14, 2017
Forget weeks- and months-long onboarding to get your SDRs ramped and setting meetings. Try this 1-day onboarding strategy instead.
November 9, 2017
Jason Fried, Founder and CEO of Basecamp, discusses the sales outreach he receives and what does - and doesn't - strike a chord with him.
November 7, 2017
Deliberate practice is the secret to getting to the selling promised land. Get our 3 simple strategies you can implement to practice in minutes - not hours - every day.
November 2, 2017
A conversation with a master of Sales Enablement, Charlie Besecker of Quantcast.
October 31, 2017
Accelerating the pace of your deals is important, but you can't make prospects buy faster than is comfortable. But there are a few steps you could - and should - take with every prospect.
October 26, 2017
Nellie Aube of Sailthru walks through her coaching and onboarding process that keeps reps performing above quota.
October 24, 2017
A listener asks how to close more deals. We got the answer.
October 20, 2017
Josh talks to Beth Renninger, formerly of Verizon, about her experience as a buyer at a large corporation.
October 19, 2017
Get a complete rundown on how to cut through the noise, command attention, and reach your dream prospects.
October 12, 2017
Check out Josh's conversation with Sara Colombo, Director of Business Development at Jellyvision.
October 10, 2017
Want to start a conversation at the right time, and in the right way? Trigger events are the tool you need, and we give you 6 different triggers that'll help you get started.
October 10, 2017
There's no shortage of sales advice for how to get the attention of crazy busy executives using cold email.  But this interview is different because the advice is from a former senior executive at Verizon who was on the receiving end of those cold emails. http://joshbraun.com/wp-content/uploads/2017/10/GMT20171009-233446_Josh-Braun.m4a Beth Renninger shares plenty of actionable tips in this interview including: How your companies reputation can work against you (and how you can overcome it) How to follow up without being annoying How a salesperson used cold email to win Verizon's business One common cold email tactic that gets "double deleted" How to stand out in a "sea of blah" The one thing you must include in your cold email that increases your chances of breaking through The number of emails you should send How to leverage "gatekeepers" as a resource to get meetings One thing to never do when you pitch
October 5, 2017
Ready to hear what it takes to land clients at leading outbound software company? Check out what Mark Kosoglow, VP of Sales at Outreach.io, has to say about what they're doing to land meetings and deals.
October 3, 2017
Ever had a prospect go dark on you? Of course you have! It comes with the territory. Here are some handy tips about what to do next time it happens, and how to prevent it from happening in the first place.
September 28, 2017
Dan Burrill, Director of Inside Sales at Twilio, talks about his sales playbooks to predictably grow revenue through account based marketing.
September 26, 2017
Get the one question you should be asking - have you considered...? - that'll deliver more help to your customers and increase their LTV.
September 20, 2017
Sam Trachtenberg, VP of Operations at Adroll, discusses how to successfully roll out a major new sales initiative with big results.
September 19, 2017
What to do - and what not to do - when responding to inbound leads. Hint: inbound isn't a monolith (yes, we said monolith).
September 19, 2017
Greg Reffner, VP of Sales at Allbound, discusses how he uses call coaching by personality type to help his sales team improve rapidly.
September 19, 2017
When should you hire a sales trainer, and why?
September 19, 2017
Daniel Barber of Chorus.io and Docusign says the real value of call intelligence isn't coaching, it's something entirely different.
September 19, 2017
Welcome to Inside Selling.
January 21, 2017
May 2014. I was in the market for a tool that would help the sales team increase call volume and turn more conversations with prospects into meetings. A quick Google search led me to a vendor who had lots of content aimed at making me smarter about my problem and the options for solving it. So I submitted my contact details in exchange for an e-book. 20 minutes later I got a cold call from a sales rep. Here's the call: http://joshbraun.com/wp-content/uploads/2017/01/downloadcoldcall2.mp3 Marketing did it’s job. They pulled me in. And I had a pain that laddered back to the vendor’s product. But Scott ran into a conversation cul-de-sac because he asked a question that didn’t open up a dialogue about my problem. Here are the most common “dead end” questions sales development reps ask me after I download content: “Did you get the e-book?” “Did the e-book make sense?” “Do you have any questions about the e-book?” A better question Here’s a question Scott could have asked that would have opened up a dialogue about my problem. Scott: “Hi Josh, this is Scott, with XYZ. I was hoping you could help me out for a moment.” Most people will respond positively to this opener. Why? Because our normal human reaction when someone asks us for help is to offer it.  (Hat tip to Ari Galper for this phraseology.) Me: “Sure Scott.” Scott: “If our marketing robots are working it looks like you recently downloaded our e-book about the 5 mistakes sales development teams make when cold calling and I was just calling to see if you’d be open to sharing what piqued your interest. ” Why this works Uses humor to diffuse sales pressure (“marketing robots”) Reminds me of what I downloaded (since I typically forget what I download after 3 minutes) The title of the e-book speaks to my problem so even if I don't recall downloading the content, I'm still leaning forward Asks a question that naturally leads into a dialogue about my problem Use incoming cold calls as teachable moments If your sales team is centrally located, put incoming cold calls on speaker.  Have the team listen. Then critique the call.  Ask "what worked?"  and "what could be improved?"
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