Inbound Sales Journey

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On Inbound Sales Journey, co-hosts Gray MacKenzie and Ryan Herman chat all-things agency sales. The goal is to give agency professionals a resource to help them sell more retainers and projects.

Gray MacKenzie and Ryan Herman


    • Sep 19, 2017 LATEST EPISODE
    • infrequent NEW EPISODES
    • 16m AVG DURATION
    • 111 EPISODES


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    Latest episodes from Inbound Sales Journey

    How to Handle Conflict Between Your Clients and Your Team

    Play Episode Listen Later Sep 19, 2017 16:04


    In this episode of Inbound Sales Journey, Ryan and Gray discuss how to handle conflicts between your team and a difficult client.

    How Can An Agency Owner Support Their Sales Team

    Play Episode Listen Later Sep 19, 2017 16:02


    In this episode of Inbound Sales Journey, Ryan and Gray discuss how owners can best support their sales team to be successful.

    Should You Hire A Sales Rep with Talent or Experience?

    Play Episode Listen Later Sep 12, 2017 11:47


    In this episode of Inbound Sales Journey, Ryan and Gray discuss the pros and cons of hiring a sales rep with experience or one with natural talent.

    How Sales is like a Football Game

    Play Episode Listen Later Aug 29, 2017 17:08


    In this episode of Inbound Sales Journey, Gray and Ryan breakdown sales with a football analogy.

    How to Use Metaphors in Sales

    Play Episode Listen Later Aug 22, 2017 9:25


    In this episode of Inbound Sales Journey, Gray and Ryan discuss how metaphors can help you more effectively sell to prospects.

    How to Prep for Your Agency's Sales Calls

    Play Episode Listen Later Aug 14, 2017 11:04


    In this episode of Inbound Sales Journey, Ryan and Gray discuss how they prep for sales calls.

    How to Position 3rd Party Vendors When Selling

    Play Episode Listen Later Aug 8, 2017 11:57


    In this episode of Inbound Sales Journey, Ryan and Gray explain how to address working with 3rd party vendors during the sales process.

    How to Differentiate Your Agency in Competitive Sales Situations

    Play Episode Listen Later Aug 1, 2017 14:04


    In this episode of Inbound Sales Journey, Ryan and Gray discuss how to make your agency stand out in a competitive sales situation.

    How Much Time Should Your Agency Spend with a Prospect?

    Play Episode Listen Later Jul 18, 2017 17:04


    In this episode of Inbound Sales Journey, Ryan and Gray discuss the ideal amount of time to spend with a prospect, and what to do to avoid wasting time with bad ones.

    Why Your Agency Sales Reps Need to be Involved in Firing Bad Clients

    Play Episode Listen Later Jul 11, 2017 10:49


    In this episode of Inbound Sales Journey, Ryan and Gray discuss the importance of having your sales reps involved in the process of firing a client.

    How to Keep Your Agency's Clients Focused on What They Need

    Play Episode Listen Later Jul 4, 2017 10:17


    In this episode of Inbound Sales Journey, Gray and Ryan discuss what you can do to keep your clients focused on their goals and have an enjoyable client engagement.

    How to Create Courses to Grow Your Agency

    Play Episode Listen Later Jun 27, 2017 18:12


    In this episode of Inbound Sales Journey, Gray and Ryan discuss the pros and cons of creating courses as an agency.

    How Recording 100 Podcast Episodes Made us Better at Sales

    Play Episode Listen Later Jun 20, 2017 11:54


    In this episode of Inbound Sales Journey, Gray and Ryan breakdown what recording 100 podcast episodes have done to improve their sales skills.

    Why Your Agency Needs a Sales Script, But Shouldn't Use It

    Play Episode Listen Later Jun 13, 2017 11:50


    In this episode of Inbound Sales Journey, Gray and Ryan break down the benefits of a sales script and why your agency needs to be careful about using it.

    How We Grew Our Agency Leads by 80x in 9 Months

    Play Episode Listen Later Jun 6, 2017 21:01


    In this episode of Inbound Sales Journey, Gray and Ryan share their experience of how they significantly increased the number of their leads in a short period of time for GuavaBox.

    The Best Ways to Generate Leads for Your Agency

    Play Episode Listen Later May 30, 2017 15:46


    In this episode of Inbound Sales Journey, Gray and Ryan discuss the best ways for your agency to generate leads.

    The Top 5 Sales Podcasts Agency Sales Reps Need to Listen To

    Play Episode Listen Later May 23, 2017 7:29


    In this episode of Inbound Sales Journey, Gray and Ryan list their top 5 podcasts for agency sales reps to listen to.

    Why Your Inbound Sales Reps Need Their Own Brand

    Play Episode Listen Later May 16, 2017 16:41


    In this episode of Inbound Sales Journey, Gray and Ryan discuss the benefits of sales reps having their own brand and how to start building one.

    Same Side Selling : Agency Edition

    Play Episode Listen Later May 9, 2017 9:25


    In this episode of Inbound Sales Journey, Ryan and Gray talk about the concept of the book Same Side Selling and how it can improve your agency's sales process.

    How to Leverage Workshops to Grow Your Agency

    Play Episode Listen Later May 2, 2017 15:38


    In this episode of Inbound Sales Journey, Ryan and Gray the impact that selling workshops and discovery projects can have on your agency's sales.

    How to Upsell Your Current Agency Clients

    Play Episode Listen Later Apr 25, 2017 12:47


    In this episode of Inbound Sales Journey, Gray and Ryan break down their four step process to upselling clients

    The 3 Things Your Agency Needs to do to Sell More Websites

    Play Episode Listen Later Apr 18, 2017 33:38


    In this episode of Inbound Sales Journey, Gray and Ryan explain the 3 things inbound agencies need to do to sell more websites.

    The Best Live Chat Tool for Agencies

    Play Episode Listen Later Apr 12, 2017 21:25


    Lines are blurring between marketing and sales. Today's buyers are looking for real time engagement and live chat has moved from a nice to have to essentual. In this episode, Gray and Ryan breakdown the top tools you can use to start conversations sooner with your prospects. Enjoy!

    Best Calendar Scheduling App for Inbound Sales Reps

    Play Episode Listen Later Apr 5, 2017 17:27


    In this episode of Inbound Sales Journey, Gray and Ryan talk about the best calendar scheduling app for inbound sales reps and how using a tool can make your sales team more efficient and productive. Enjoy!

    How to Save a Bajillion Hours a Month with HubSpot Sequences

    Play Episode Listen Later Mar 29, 2017 19:47


    In this episode of Inbound Sales Journey, Ryan and Gray walkthrough of Hubspot Sequences how an agency sales rep can leverage their time more effectively. Enjoy!

    Our 8 Favorite Features of the HubSpot Sales Pro Tool and the Hubspot CRM

    Play Episode Listen Later Mar 22, 2017 18:47


    In this episode of Inbound Sales Journey, Gray and Ryan talk about their 8 favorite features of the Hubspot Sales Pro tool and the Hubspot CRM. Enjoy!

    Why Your Agency Shouldn't use HubSpot Sales

    Play Episode Listen Later Mar 15, 2017 21:04


    In this episode of Inbound Sales Journey, Gray and Ryan talk about why your agency shouldn't use HubSpot sales for managing your agency sales process. Enjoy!

    The Ideal Day: Agency Sales Rep Edition

    Play Episode Listen Later Mar 9, 2017 25:26


    In this episode of Inbound Sales Journey, Ryan and Gray walkthrough, step-by-step, how an agency sales rep can organize their day for optimal performance. Enjoy!

    What Your Sales Reps Should Be Doing Beyond Sales

    Play Episode Listen Later Mar 2, 2017 22:15


    In this episode of Inbound Sales Journey, Ryan and Gray discuss the role your sales team members can play outside of their core responsibilities. Enjoy! 

    The Second Best Answer in Sales

    Play Episode Listen Later Feb 22, 2017 11:32


    In this episode of Inbound Sales Journey, Ryan and Gray discuss the second best answer in sales. What is that? You'll have to listen to find out! Enjoy!

    How to Make More Money by Leveraging Agency Partnerships

    Play Episode Listen Later Feb 15, 2017 29:12


    In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can grow your agency revenue by strategically partnering with other agencies. Enjoy!

    How to Run a Sales Pipeline Review at Your Agency

    Play Episode Listen Later Feb 8, 2017 17:09


    In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can run a sales pipeline review at your agency. Enjoy!

    Compensation Plans for Account Managers Inbound Agency Edition

    Play Episode Listen Later Feb 2, 2017 26:12


    In this episode of Inbound Sales Jounrey, Ryan and Gray discuss options for compensation plans for account managers at inbound agencies. Enjoy! 

    The 2017 Inbound Sales Landscape: Self-Service

    Play Episode Listen Later Jan 25, 2017 18:02


    In this episode of Inbound Sales Journey, Gray and Ryan discuss the trends of inbound sales moving into 2017. Learn what they think about self-service and how you leverage these tactics for your agency. Enjoy! 

    How to Set Up Sales Reporting at Your Agency

    Play Episode Listen Later Jan 18, 2017 11:28


    In this episode of Inbound Sales Journey, Gray and Ryan talk about the system you can use to grade your agency sales system. Enjoy! 

    How Important are Local Networking Events and Conferences for Prospecting?

    Play Episode Listen Later Jan 11, 2017 9:56


    In this episode of Inbound Sales Journey, Ryan and Gray chat about the ROI of in-person networking events and conference when it comes to selling inbound agency services. Enjoy!

    How to Conduct Agency Sales Person Performance Reviews

    Play Episode Listen Later Jan 4, 2017 12:25


    In this episode, Gray and Ryan talk about the process you can implement to review the performance of your inbound sales team. Enjoy! 

    The Process to Help Your Sales Team Create Awesome Content

    Play Episode Listen Later Dec 28, 2016 8:48


    In this episode, Gray and Ryan discuss the specific processes you can implement to help you inbound sales team participate in the content creation process. Enjoy! 

    Why Your Agency Sales Team Needs to be Involved in Content Creation

    Play Episode Listen Later Dec 21, 2016 13:24


    In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can incorporate your agency sales person in the inbound content process. Enjoy!

    How to Balance Time as a New Agency Owner

    Play Episode Listen Later Dec 14, 2016 11:55


    In this episode of Inbound Sales Journey, Gray and Ryan talk about the all important topic of balance. As a new agency owner, there are a lot of plates spinning in your world. Learn how to keep everything balanced as you scale. Enjoy!

    Should My Agency Be a HubSpot Partner?

    Play Episode Listen Later Dec 7, 2016 7:48


    In this episode of Inbound Sales Journey, Ryan and Gray talk about the decision to join the HubSpot VAR program. It is a big commitment and an investment not to be taken lightly. Enjoy!

    Should my Agency Transition to Inbound?

    Play Episode Listen Later Nov 30, 2016 9:40


    In this episode of Inbound Sales Journey, Gray and Ryan discuss how to decide if a shift to inbound is right for your agency. Enjoy! 

    Why You Should Sell GamePlans Instead of Retainers

    Play Episode Listen Later Nov 23, 2016 8:10


    In this episode of Inbound Sales Journey, Ryan and Gray talk about the vital process of selling an Inbound GamePlan as a discovery project. Enjoy! 

    The 5 Books Your Inbound Sales Team Needs to Read

    Play Episode Listen Later Nov 16, 2016 10:40


    In this episode of Inbound Sales Journey, the book worms Gray and Ryan talk about the 5 books that need to be on the shelf of every inbound sales person. Grab a pen and enjoy! 

    Tools to Help You Create and Send Contracts

    Play Episode Listen Later Nov 9, 2016 8:37


    In this episode of Inbound Sales Journey, Gray and Ryan discuss the tools that you can use to make sure your contract process is running smoothly! Enjoy!

    What to Include in a Retainer Contract

    Play Episode Listen Later Nov 2, 2016 17:16


    In this episode of Inbound Sales Journey, Gray and Ryan talk about all the essential elements that you should consider when putting together you inbound retainer contracts. Enjoy! 

    How to use a Digital Calculator to Clearly Communicate Value

    Play Episode Listen Later Oct 26, 2016 15:28


    In this episode of Inbound Sales Journey, Ryan and Gray discuss the process of showing customers the value of inbound by leveraging digital calculators on calls and through assignment selling. Enjoy!

    The 5 Magic Numbers of the Inbound Revenue Calculator

    Play Episode Listen Later Oct 19, 2016 15:45


    In this episode of Inbound Sales Journey, Ryan and Gray talk through the five important numbers that unlock the power of the Inbound Revenue Calculator. Enjoy! 

    How Digital Calculators Help You Connect With Prospects

    Play Episode Listen Later Oct 12, 2016 12:20


    In this episode of Inbound Sales Journey, Gray and Ryan talk about how you can leverage the power of digital calculators to help you connect with prospects. Enjoy!

    Is #INBOUND16 a Good Place to Prospect?

    Play Episode Listen Later Oct 5, 2016 13:41


    In this episode of Inbound Sales Journey, Gray and Ryan discuss the value of going to #INBOUND16 in Boston. Is it a good place to prospect? Find out here! Enjoy!

    Should You Stop Offering Free Marketing Assessments?

    Play Episode Listen Later Sep 21, 2016 32:04


    In this episode of Inbound Sales Journey, Gray and Ryan discuss the short comings of free marketing assessments and the power of a prospect education in the sales process. Enjoy! 

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