This episode is brought to you by Growth Forum - sign up for 45-days free 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).  Conne ..read more

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 T ..read more

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 ..read more

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. ?‍?‍? I ..read more

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. ?‍?‍? IIS PARTNERS INSIDE Insi ..read more

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. ?‍?‍? IIS PARTNERS Are you in sales, but you're not using a sales en ..read more

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. ?‍?‍? IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing ..read more

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. ?‍?‍? IIS ..read more

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.  ..read more

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 ..read more