Podcasts about vanillasoft

Ollie Whitfield, Marketing Team Lead at VanillaSoft. This speaker from the Demand Gen Summit discusses how to strategically plan out webinars that maintain engaging structures for audience members. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:19 - Attention retention strategies are presented. 3:24 - 3 points of view, segment planning for webinars.5:03 - Dive into specific topics on how to engage webinar audiences.6:05 - Content planning for follow-ups.8:09 - Different modes of video content.10:11 - Maximizing content output by repurposing webinar content. 10:44 - Utilizing video clips for social media13:21 - Leveraging user-generated content.15:26 - How to structure webinar content to maintain flow and engagement. 19:24 - Resolving disagreeing points of view. 22:18 - Closing Remarks. 

Ollie Whitfield Leads Demand Gen at VanillaSoft where he's been for nearly 3-years and crushing it every quarter. In addition to his work with VanillaSoft he also Co-hosts The 0 to 5 Million Podcast.I've been a fan of Ollie's content for years and had to bring him on to talk to us about what really works in 2023 in terms of Demand Generation and Growth Marketing.In this episode we cover a whole host of topics impacting demand gen, including digital marketing, AI, better ways to run and promote webinars, and how to use email frameworks instead of email templates.This is one of those tactical discussions that you will be able to walk away with actionable insights that you can put into use immediately.NOTE: I want to apologize in advance for my poor audio. I made a rookie mistake and recorded with my laptop mic, not the proper microphone so I'm going to sound a little echoey.#salesconsultantpodcast #demandgen #digitaladvertising #ai #salesdevelopment Time Stamps:[4:00] We discuss the impact on inbound sales models as digital marketing is getting more expensive while also getting harder to target and get attention.[6:00] Ollie's take on AI in digital marketing and demand generation with regard to accelerated content generation.[12:00] Ollie has produced webinars for years and shares how most people are doing boring webinars so he introduces us to some alternative ways to think about them and how to structure them more effectively.[20:00] Ideas on how to promote and drive attendance to a webinar.[23:00] Advice from Ollie on how to prevent your webinar from being dead after a week where it's no longer being promoted[30:00] ‘Email frameworks over email templates' as a more effective way of email outreach.[33:00] We discuss a few different email frameworks that the audience can start using today.[41:00] Ollie's view on the strategy of using short emails since we hear a lot about how brevity is what's working. He goes on to explain how longer emails early in an outreach cadence can be effective.Connect with Ollie:Ollie Whitfield's LinkedIn - https://www.linkedin.com/in/olliewhitfield/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

It's no secret that B2B marketing can be difficult -- after all, you're marketing to a niche audience with often limited budgets. But the challenge of cutting through the noise and making an impact with your target market is compounded yet again in the digital era: attention spans are shorter than ever before and audiences are increasingly flooded with brand messages from multiple sources at once. So how can you make sure your message stands out? One way to help separate yourself is by using entertaining content in B2B campaigns — it will captivate your audience's attention, differentiate your material from competitors, reach a larger & wider set of prospects and engage them on different levels.And in this podcast, we're going to unpack, ‘Emailing with the Stars', a series of entertaining webinars led by Ollie Whitfield, Demand Generation Team Lead at VanillaSoft.We cover;The challenges of creating engaging content todayHow the idea for 'Emailing with the Stars' came aboutThe process of creating a webinar like thisTips to help you come up with creative ideasWhat Ollie does to promote his webinarsThe metrics he tracks..And so much more.Market Mentors is brought to you by Matt Dodgson, Co-Founder of Market Recruitment. Market Recruitment is a recruitment agency that connects B2B Tech & SaaS businesses with top class marketers to help them grow.If you'd like to be a future guest on the Market Mentors podcast you can apply here.

SPAM EMAILS ARE VERY ANNOYING, PERIOD.Ollie Whitfield's sales story is unlike any other. He used to hate the sales profession because of spam emails and pushy engagements. From being someone who said he will never be a salesperson, Ollie transformed and is now the Head of Growth Marketing at VanillaSoft. He discusses the need for sellers to cease utilizing spam-based marketing strategies and why being intentional is key when it comes to cold outbound email outreach. It's an interesting story that you will only hear in this latest episode of Love Selling Hate Sales. HIGHLIGHTS:OLLIE: GET DOWN TO BEING CREATIVE“People's attention are at a premium and it's our job as sellers to get creative, really do your research, understand the person, connect with them at the human level, and really start to break through that way, as opposed to these spam-based approaches”OLLIE: YOU HAVE TO DO THE WORK“You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales, you could probably be, in most cases, or at least close to being a pretty decent founder.” Learn more about Ollie and his work in the links below:LinkedIn: https://www.linkedin.com/in/olliewhitfield/Website: https://vanillasoft.com/ About Josh Wagner: Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.  To learn more about Josh and his work, follow the links below:Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh's Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/

Darryl Praill is the CMO at Agorapulse where he leads a global team of 40. Prior to that, he held executive roles with companies like SAP, IBM, Kinaxis, Airbus and VanillaSoft. He has consulted for AC Nielsen, Salesforce.com, UBM and Tweed. He is also a speaker at keynotes and on podcasts (which at last count runs into the hundreds).  You become convinced after hearing Darryl, he has a commanding grasp of how the social media game is played. He got onto social platforms earlier than anyone I know. He was posting audio & video content as soon as they'd let him, and his posts were from eyebrow-raising locales such as on top of parking garages, to the middle of a golf course fairway to the Arc de Triomph in Paris. The comments and engagement he generates must be seen to be believed. Where did he get this sixth sense on using social media? I think he learned to think strategically growing up in Chatham Ontario, where he played chess and became one of the highest-ranked high school students in his region. Yet, to play the social media game in the 2020s takes not just posting strategies but also sophisticated listening, triaging and interacting with our audience. And in his day-job marketing a social media management tool, he has a birds-eye view of how tools have evolved to help us play this game.  He is one of the only people to have appeared twice on this podcast, and he joins me today from his home office in Ottawa. My friend, Darryl Praill. People/Products/Concepts Mentioned in Show Darryl's Inside Inside Sales podcast (which is one of two podcasts that he hosts) Darryl's been on LinkedIn since 2004 Darryl's been on Twitter since 2008 Darryl works at the Social Media Management software company Agorapulse Other S.M. Mgmt tools: Hootsuite,  Recent survey of social media campaigns, showing 1.8% of links contained UTM parameters. Episode Reboot. Go listen to the other talk I had with Darryl back in Episode 28: Thought-Leading Content on LinkedIn For more details, please visit https://funnelreboot.com/episode-122-evolving-social-tools-with-darryl-praill/

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.

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.

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 Ludin, 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.

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.

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).

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.

Why MQLs?If you spend any amount of time on LinkedIn, you might see any number of posts proclaiming that “the MQL is dead”. But Ollie and his marketing team at VanillaSoft don't think so.In fact, MQLs are the primary metric Ollie works to move the needle on. They share a common metric with the sales team to ensure that they're driving high value MQLs who have a higher likelihood of converting.To do that, they employ a number of channels, ranging from paid ads, to SEO, trade shows, and webinars. Until recently, they had never tried virtual events.How They Improved ItThe prior quarter, Ollie's team had a big, scary MQL goal. They hit it, but only barely.Then, in the next quarter, the goal was raised significantly. Ollie knew they'd have to change their approach in order to hit it.So he decided to invest heavily into virtual events.In the prior quarter, Ollie's team hosted an all-day virtual event. It was imperfect and exhausting, but they learned from it. He was determined to host another one (new and improved), in order to secure the new MQLs he needed.Here's how he did it…He got great speakers, who could also help promote the event.He chose speakers who were incredibly smart and well-spoken. But more than that, they had to be able to help promote the event to a relevant audience, so the content would actually get seen.He made the event 1-month long.The first conference they ran was an 8-hour day, jam-packed with back-to-back sessions. That format was rough on both the team and attendees, so this time, they tried a new approach.They'd aim for 2 sessions a day, 30 minutes each session, for 1 month straight. That worked out to 45 total speakers, presenting 45 sessions, across 22 days.This new format took longer to plan, but provided 4 main benefits:Benefit 1: It was more relaxed.Attendees could consume events they were interested in all month, without giving up an entire day of work.Benefit 2: It provided ongoing content to market.Ollie found that with their single-day event: they promoted it, and it was done. By changing the format they were able to continually promote new material and build on the success of past sessions.Benefit 3: It provided social proof to help them secure additional speakers and sponsors.The day the conference launched with its initial lineup, Ollie was able to keep doing outreach and gain an additional 14 speakers and sponsors. Prospective speakers or sponsors were able to see what they'd be participating in. They could also opt-in late in the game, without feeling like they'd missed the opportunity.Benefit 4: It drove more attendance.With 45 speakers, if each speaker brought just a handful of their audience, Ollie knew they'd have great attendance.Ollie promoted 1 new speaker, every few days.He felt he couldn't do justice to all 45 speakers if he tried to promote them all in 1 big announcement.So instead, he'd focus on promoting a new speaker every few days. This allowed him to properly highlight the skills, expertise, and session that each speaker was bringing to the table.They created generous, strategic sponsorships.Some of the sponsors came from ABM accounts. This gave them the ability to continue building those relationships, while offering them something of value. And some were friends of Ollie's, who came from smaller companies.They didn't charge these sponsors. Ollie wanted to be able to have the relationships be truly win-win. VanillaSoft would get the benefit of more promotion and attendees. And the Sponsors could gain leads and exposure without risking a huge budget.They used HeySummit to host an event website.This provided each speaker with their own landing & registration page, one place to house live and on-demand content, and a sponsors page.ResultsThe pace was exhausting but drove massive results:Ollie and his team exceeded their high quarterly goal, bringing in 1,200 new MQLs from the event.

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.

Have you considered hosting a virtual conference but are unsure where to start? Well, this episode is for you! We sat down with Ollie Whitfield, Demand Gen Team Lead (formerly Growth Marketing Manager) at VanillaSoft, to talk about how the VanillaSoft-Autoklose team pulled off its Growth Month event in June 2022. Under Ollie's leadership, the team surpassed registration goals and pulled off a month-long event consisting of over 40 sessions led by sales and marketing experts. Listen in to learn more about how he pulled off this successful conference!

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.

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.

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.

This episode of Sales Career Podcast with Kevin Hopp features Ollie Whitfield, Growth Marketer at VanillaSoft and host of The 0 To 5 Million Podcast. There is a systematic way to prospect on Twitter, LinkedIn, and Instagram. Ollie shares how some creativity and a lot of tenacity helped him excel in his sales jobs, as well as his almost obsessive way of seeking out people for specific career advice.  He also talks about how essential having a better work-life balance is in sales. HIGHLIGHTSAn apprenticeship in Facebook marketing led to salesLearning to snipe prospects on social mediaStrategies learned working for Tony RobbinsCreate better work-life balance and leading others QUOTESOllie on getting creative on social media prospecting: "He only went to this one chat and it was like 9 PM at night on Wednesdays to meet once a week. So I went to that knowing he'd be there because he's never anywhere else this guy. And we started talking. I engaged with him... a few times, with everybody else too, in the DM we got the appointment. It taught me things like that."Ollie's exercise to reach the next level in your career: "I researched everything he did and all of his jobs, all of the content he did, speaking engagements, everything. Podcasts, you name it. I had a very specific question for him that only he could answer, no one else, and I would get him on the phone about that for half an hour. Next night, someone else."Ollie on a future leadership role: "I really, badly, want to be at some point in my career a team leader. I don't care what the title is like CMO or VP, whatever that is, I don't care. But it's the coaching aspect that I've been there and I can offer you a perspective, a guidance, a way of doing it which you might not have thought about. I can stop you from failing because I've seen myself do that." Find out more about Ollie in the links below:LinkedIn: https://www.linkedin.com/in/olliewhitfield/Twitter: https://twitter.com/OllieWhitfieldPodcast: https://anchor.fm/0-to-5-million-podcast You can find and connect with Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/

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. 

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.

Sales emails do not have to be complex, nor do they have to be particularly lengthy - in fact, the most successful campaigns tend to be those that cut to the chase. They're quick, concise and tailored to the recipient. After all, the key decision-makers that salespeople target are unlikely to have the time to read a detailed, novel-like email. This rings particularly true if the content isn't relevant to their specific needs and pain points. You must grab their attention and pique their interest in just a few short sentences, a skill that is much easier said than done. Sales emails have long been part of every salesperson's toolbox, but it's a skill that can take time to be developed. Creating compelling email campaigns may be the goal, but they can simply be taken as spam if not created correctly. In this episode of the B2B Revenue Acceleration podcast, our host Aurelien Mottier (Co-Founder and CEO of Operatix) is joined by Ollie Whitfield (Growth Marketer at VanillaSoft). They discuss how best to go about creating compelling sales emails, including best practices for structure, language and eye-catching subject lines. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Knowing what your customer values most should be a bright guiding star on their journey though 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. 

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.

This episode mostly isn't about sales. But every part of it is dripping with takeaways for sales pros. In it, Darryl is joined by James #SayWhatSales Buckley, Chief Evangelist and Master of Ceremonies at JB Sales (aka J Barrows). In a bumper episode they talk the link between mental and physical health, how that can both impact and echoes your sales career, and an exceptional example of insight you need to pitch right.

In this episode of the Love Selling Hate Sales podcast, Joshua talks to Head of Growth Marketing for VanillaSoft, Ollie Whitfield. Ollie talks about the need for sellers today to stop using spam-based marketing techniques, and why intentionality is the name of the game when it comes to cold outbound email outreach.HIGHLIGHTSHow social selling hooked Ollie into sales engagementBeing a salesperson is a lot like being a CEOWhat's hot and what's not with sales engagement in 2022Personal Relevance vs Business Relevance Best practices for outbound cold emailQUOTESJoshua: "People's attention are at a premium and it's our job as sellers to get creative really do your research, understand the person, connect with them at the human level and really start to break through that way, as opposed to these spam-based approaches." Ollie: "You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales you could probably be, in most cases or at least close to being a pretty decent founder." Ollie: "In our market, for example, at Salesforce or at Hubspot, if they have this groundbreakingly new study or this new stat that I should know about based on what you know about me, my persona, my job, that's a way to create some commonality. What people do all the time that's wrong about this, they always recite some company I've never heard of and I could care less about and I don't even know if it's real. And then the stat is always something stupid like 'Marketers are 79% more likely to achieve their goals if they do A.'"Ollie: "It's kinda like saying when you go bowling, do you use the rails? I don't use the rails. I'm kind of like, no I don't  do that I'm too cool for that. But writing with a framework is kind of the opposite of that. You should be proud of saying yeah, I do. I'm intentional about how I write my emails." Connect with Ollie and his work in the links below:LinkedIn: https://www.linkedin.com/in/olliewhitfield/Website: https://vanillasoft.com/About Josh Wagner: Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. To learn more about Josh and his work, follow the links below:LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.leadmd.com Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com

Modern sales and marketing tech stacks teem with data. But, handled by the wrong tools, can huge volumes of data make a successful outcome just as challenging as low volumes would? In this episode Darryl is joined by Steven Eror, Director of Sales @ ChatFunnels. Find out how what shop class foundations are relevant in , why your tech stack must do more than just report data, what shelfware is, and the right way to bring a software ask to leadership.

When you think of the core abilities of a great salesperson, oneupmanship's not likely to spring to mind. It should be. In this episode Darryl is joined by THE Anthony Iannarino, international sales leader, speaker, and author. In this conversation Anthony explains the art of the sales one-up: why it's an essential ingredient in successful relationships, what it has to do with ancient times, and how to speed your result. You'll also hear Darryl's unsinkably sparkling dialogue encounter some exceptionally stiff competition.

Mic drop moments. Powerful. Impactful. Trumphant. And your new go-to cold outreach opener. In this episode Darryl is joined by Belal Batrawy (aka Mr. Messaging) Head of GTM at GTM Buddy. In this conversation slash therapy session, Belal explains how chunking your cold call helps you direct the right energy to the right things at the right times. They also talk about the problem with the helpful seller, if you should prioritize relevance or personalization, why to avoid trends, and how to select a mic drop statement of your very own.

Want to switch from LinkedIn lurking to creating, but don't know where to start? You do now: it's with this podcast episode. Darryl is joined by Daniel Disney, sales author/speaker/trainer and Founder of The Daily Sales. With over 850k brand followers and close to 100k personally, there's no better man to help you start, or step up, your LinkedIn game–especially in the sales space. In this sparkling meeting of the minds you'll learn about: the key steps for growing at any follower count, the content you should (and shouldn't) be creating, and industry-wide challenges like attribution and authenticity.

Je nais sais quoi aside, there are three must-have attributes shared by all top performing SDRs. Do you have them? In the episode of INSIDE Inside Sales, Darryl is joined by friend to SDRs everywhere David Dulany, founder and CEO of Tenbound. In an episode so fast and value-dense you couldn't speed it up if you wanted to, find out what these three power skills are and how to master them.

Ollie Whitfield, Growth Marketer at VanillaSoft joins the podcast to share some tactical and practical cold email advice!Ollie shares how he and his team built innovative email frameworks and the process behind identifying the type of frameworks that were most relevant for their goals. Ollie also shares the difference between an email framework and an email template - a key differentiation for any one interested in crafting their own cold emails.David and Ollie discuss key areas of cold email success like the psychology behind certain frameworks and how incredibly important relevance is to success.Episode 201 wraps up with Ollie sharing how he can be reached if you are interested in learning more from him about cold email best practices! Leave a rating if you enjoy the episode and tell a friend to tune in! The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/The Tenbound Sales Development Conference is here, come learn from the best in our industry! Free virtual conference this year. Register Today! https://tenbound.com/conference/ #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement #research #prospecting

It's CRO time folks, let's find out what exactly this 'CEO of Revenue' does and how it's relevant to you. In the episode of INSIDE Inside Sales, Darryl is joined by CRO aficionado Warren Zenna, CEO and Founder of Zenna Consulting and the CRO Collective. A breath of fresh air, this episode was sent to zoom you right out of the day to day. Warren and Darryl consider the untapped gold to be mined from working with (preferably in) the other revenue teams, why that knowledge will be so relevant for you three jobs from now, and the superpowers of a great CRO.

5 Questions with Eric Kleiman Account Executive @ VanillaSoft -- Sometimes, I feel like we're living in a sales bubble. We assume that all of the best practices, tips, and resources that leaders spout on their social profiles are known commodities.

It's possible you're leaving an important first step out of your sales process, risking the effectiveness of everything that comes after it. It's checking where your buyer is on the customer journey. In this episode of INSIDE Inside Sales, Darryl welcomes John Richardson, Founder and CEO at ExP. Cracking this topic open in a podcast-first, they talk the journey stages, how to identify them, how and what to adapt based on the stage, and why this such an important way to deepen your understanding of your customer beyond their persona.

Patience and diligence are valuable attributes. We know they're essential to pass between generations but, are they something we apply enough in our careers day to day? Slow and steady may not be thrilling but let it in and, like the tortoise, it can win you the race. In this episode of INSIDE Inside Sales, Darryl welcomes Mike Simmons, Founder at Catalyst Sale. Join them as they explore the temptation to skip process, how to build a winning structure from scratch, and the common risks lurking in the swamps of both speed and stagnation.

Darryl Praill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss best practices and common mistakes when implementing outbound sales sequences. Darryl is the Chief Revenue Officer at VanillaSoft, the industry's most established Sales Engagement Platform. Highlights include: how sales cadences can counteract our bad habits (2:56), how to build the best possible cadence for your audience (7:49), how to design an optimal sales sequence for multiple different channels (16:58), how and why you need to optimize your social profiles to work with your cadences (22:05), tips for crafting a great subject line (27:30), and best practices for converting prospects into paying customers (32:05). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

With numbers constantly nipping at our heels, for many of us slowing down in your work day seems counterproductive, or maybe outright impossible. But it's the cure for what ails you. In this episode of INSIDE Inside Sales, Darryl welcomes Luigi Prestinenzi, CEO and Co-Founder of Sales IQ Global. Like all good conversations between friends this episode covers a lot. Starting with a good ol' rant, you'll then find out what made Darryl dub Luigi the Master of Less, why you need to be vying for that title, and how to tackle the roadblocks between you and your time.

This week on Social Cycologists, we interview Darryl Praill, a veteran marketing and sales executive within the tech industry. He was previously the CMO and CRO of Vanillasoft, a sales engagement platform, and is currently the CMO of Agorapulse. In this episode, we cover: How is Account Based Marketing (ABM) changing with social media, how to get C-level execs to respond to your LinkedIn messages (hint, includes personalization and relevance), being professionally persistent and tailoring your outreach, and much more. Sign up for Social Cycle at socialcycle.io. Don't forget us to rate us 5 stars on Apple Podcasts, Spotify, or Anchor! Follow us on Instagram, Twitter, and join our Facebook group. --- Send in a voice message: https://podcasters.spotify.com/pod/show/social-cycologists/message

Meet Shawn Finder, CEO & Founder of Autoklose that has been acquired by VanillaSoft. Autoklose is an All-In-One Sales Engagement Automation & B2B Data Platform. In this episode, Shawn sits down with Jax and shares his insight and strategy when it comes to building a SaaS start-up. It all starts with an idea, but where do you go from there and how do you get the word out? Come join us as Shawn shares his Go-to-Market (GTM) strategy and that's to get your potential "buyers" invested early on, regardless of the price. LinkedIn Bio: Growing up as one of North America's top tennis players, traveling around the world competing to be the next Andre Agassi, and being told at age 23 that I had to decide to try and become tennis professional or get an MBA and go down the education route. I have always been an entrepreneur at heart. At age 24, I entered the entrepreneurial world and never looked back. I started out importing packaging from the Orient and selling it to top retailers in North America. However, knowing I always loved selling and list building, I founded ExchangeLeads in 2013 which helps companies build custom lists for outreaching new prospects. In early 2018, I parlayed ExchangeLeads into my second start-up called Autoklose that is a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world to help save them save hours a day and automate the tedious tasks salespeople do on a regular day. I have used my sales strategies over the years to: • Bring ExchangeLeads from 0 to Breakeven in 5.5 months. • Launch Autoklose with 3018 prospects ready to purchase before the product was developed. • Fill sales rep's calendars with an average of 38 meetings a week • Increase his clients by over 300% month over month. SPECIALTIES: Lead Generation, Sales strategy implementation, Sales coaching, Keynote Speaking, Bringing ideas to life. 02:15 SDR-TV 04:40 Ligh Bulb 05:20 One Umbrella 07:15 “You should be in sales!” 09:10 New York New York 10:45 Bad Data 14:20 Build a Community First 14:30 Progress Check 15:00 Build Together, Stay Together 17:00 Make it Risk-Free 18:30 The Power of Reinvesting 18:50 Whale Clients 19:15 Rogers in Canada 21:30 Advice from CEO of Drift 22:00 The “Charge Anything” Approach 23:00 The Power of Feedback 23:50 Have them Invested 25:15 Product Led Growth (PLG) 26:00 Team Word of Mouth 27:00 UI/UX (Drag & Drop) 30:20 Merger 31:45 Retention 32:00 “No one gets fired” 33:15 Acquisition takes time 36:30 Characteristics of Sales 38:40 Detec Coacabality 40:20 MVP 41:30 Fifty on Fifty Connect with Shawn here Try Autoklose today for free here

Earning your stripes in sales is a tough process. It's not uncommon to feel out of place during your first year as a sales rep. In this episode of INSIDE Inside Sales, Darryl is joined by our own top salesperson – VanillaSoft's rockstar sales rep in charge of Higher Ed, Rachel Spencer, to talk about how new sales reps can pave their way to success. Creating a strong unique selling proposition is one of the first steps. They discuss the importance of having contextual knowledge of the product, shared the tips for hooking your prospects over the phone using storytelling, and touched on why it's essential to know your prospects' pain points from their unique POV. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn the tricks of the trade from those who were once in your shoes.)

As we move closer to our 150th Episode, we thought it would be fun to re-visit our 100th Episode Special, where we turned the tables and for the first time ever, Darryl was the guest. Now who could we possibly find that would be up to the challenge of interviewing VanillaSoft's dynamic, bombastic, and fashion icon of a Chief Revenue Officer? All-Star guest and fan favourite Benjamin Dennehy joins us for his record-setting 4th time to dig deep and dive into all things Darryl Praill. Learn everything you wanted to know about the who, why, and how about your humble host as we celebrate this milestone episode of INSIDE Inside Sales!

Sales and marketing technologies must be aligned to optimize revenue growth. Today you're going to get a practical plan to help you align your technologies from Darryl Praill, CRO for VanillaSoft. With both a sales and marketing background, he brings rich insight into how to align technology to drive revenue. In this session, Darryl shares a list of tech categories around which you can align. His take on this may be different than you expect. I think you're going to want to grab a pen and notepad for this.

Get to know Ollie Whitfield, one of our newest co-hosts. He currently works in product marketing for VanillaSoft and talks to Ashleigh about how his age has made him feel like an outsider in the sales world and why he said yes to this opportunity.SHOW NOTESHis Sales Journey-Ollie was never a sales rep, and at one point said that he never wanted to be in sales.-His journey starts when he worked in marketing for CreationAgency and ended up connecting with a lot of people in sales. Being around people in sales, he began to try it as a side hustle, winning his company more clients.-He now does product marketing for VanillaSoft.Feeling Like an “Other” in Sales-Age is a factor that often sets Ollie apart from his teammates. Having never attended college, he entered the workforce earlier than most. He often hears that older executives don't have anything to learn from lower-level, younger employees.What Is He Most Proud Of?-Ollie and his team produced a webinar for John Barrows, and they got a record number of webinar signups.Why Did He Join OSoS?-It's an opportunity to gain more experience in the podcasting world. And, he's excited to shed light on other people in sales who deserve it.The First Thing He'll Do When “Normality” Resumes?-You'll find Ollie playing pool.Connect With Ollie-LinkedIn-TwitterLet's Connect!-Instagram-LinkedIn-TwitterSend in a voice message: https://anchor.fm/othersideofsales/messageSupport this podcast: https://anchor.fm/othersideofsales/support

How do you differentiate yourself without projecting your own biases upon your buyer? Stop and put yourself in your buyer's shoes. In this episode of INSIDE Inside Sales, Darryl joins forces with Catherine Robles, Director of Sales at VanillaSoft, a sales expert and a champion of women in sales, to help you identify and avoid some of the most common rookie sales mistakes. The two of them will talk about bridging a generational gap between buyers and sellers, understanding your audience's perspective and adapting to their preferences but not losing your voice in the process, and the importance of having fun. Listen to the show and learn how to zoom past all the obstacles and unlock your inner sales rockstar.

Crafting intriguing subject lines that will make your recipients think to themselves, "Finally, an email that I wanna read," is the holy grail of cold emailing. In this week's episode of INSIDE Inside Sales, Darryl's guest is our very own Ollie Whitfield, super-talented product marketing manager at VanillaSoft. Ollie analyzed more than 680,000 cold emails that we sent out in Autoklose, and will share his findings that offer a data-driven perspective on creating the perfect subject line that will make your open rates soar. Darryl and Ollie discuss, among many other things, the importance of subject line length, the tone and terminology you use, the most effective timing, as well as the most common mistakes. Learn how you can boost your open rates and impress your recipients by making your cold emails a lot warmer. Be the one in charge in the game of Open or Delete!

On this week's episode of Conversational Selling, we sit down with special guest Darryl Praill. Darryl is the Chief Revenue Officer at VanillaSoft, the industry's most established sales engagement platform, as well as an award-winning marketer, a Sales World Top 50 Keynote Speaker, a Top 10 SaaS Branding Expert, radio broadcaster, podcaster, and social media influencer. He has also raised over $100 million in venture capital.“I've had the success I've had in my career by being incredibly, uncomfortably, awkwardly vulnerable and transparent, which is saying, well, Darryl, you've won these awards, you've raised a lot of money, and that's a lot of power brokers and a lot of rooms— How can you do that by being so vulnerable and transparent? And the reason is that people look at you and say, wow, you're that vulnerable and transparent and don't mind sharing it, you must be really confident, or you're really relatable,” says Darryl. We chat about the key differences between a sales engagement platform and a CRM, as well as: Pivoting to increase your sales pipeline Never being above cold-calling How a pipeline solves everything Developing a personal brand And more

How is social working for you as a sales professional? Get some practical ideas from our conversation with Darryl Praill, CMO of VanillaSoft and all-around great guy. You'll enjoy this episode and you'll be challenged to up your game on social by engaging with clients and prospects in ways that add value.

Ever wonder why some B2B brands seem to be everywhere -- people talking about them, doing news stories, winning awards, speaking at conferences? While advertising and good marketing can go a long way, many of these brands have discovered the incredible value of putting a face (or faces) to their brands.  In this week's episode, VanillaSoft CMO Darryl Praill shares why B2B brands should cultivate executives, as well as other employees, to be visible thought leaders who share, speak, and advocate visibly on behalf of the brand. Everything can't just come from "the logo." Darryl shares: How fear stops people from taking on the role of champion or spokesperson Why it's important for B2B companies to have visible champions and thought-leaders (hint: people like to buy from people they trust) His thoughts on entering VanillaSoft as the most public figure for the company and how putting a face out there has changed things for the company The importance of leading by example and grooming people to be ready to get on camera or speak and be visible on behalf of the company The magic of transforming the company "junk room" into the company's studio and hiring a media producer How you have to build personal rapport and influence with your brand's audience and how Darryl built his community of sales professionals and influencers when he started with VanillaSoft The power of being a bit of a contrarian on social media and video and why you need to have an opinion The importance of authenticity and using your personality to shine to build awareness for yourself and the brand How his wife helps him shine online What qualities and traits do employees need to be a competent and successful public thought-leader How powerful it can be to have public-facing spokespeople from a variety of departments -- tech, customer success, product marketing, and more -- to hit different audiences Why you HAVE to get your LinkedIn presence in order before you start looking for your next job Why he would never hire you for sales or marketing roles if you aren't active on LinkedIn How to help people rise to the challenge Why you can't put your eggs in one spokesperson's basket; cultivate multiple, capable people Steps he's taking to prevent over-saturation Some of the results that VanillaSoft has seen since amping up executive visibility What he would do if he weren't CMO of VanillaSoft and could do any job in the world A little sarcasm at the end because he still can't believe Stacy edits the show with GarageBand (he's slowly pushing us to advance our podcasting gear and tech) If you'd like to get in touch with Darryl, connect with him on LinkedIn. He's always happy to share his thoughts and discuss ideas with others in the sales and marketing community. The B2B Mix Show with Alanna and Stacy is brought to you by Jackson Marketing. Need help with your B2B online presence? Let's talk!

Are you a marketer feeling discouraged that your department is thought of as the cost center at your business? Or perhaps your department is respected and you are dreaming about someday having that CMO position, but you may feel intimidated about where to start? Ever thought of marketing as a game of chess? A Lecturer, Public, Speaker, Radio Personality, and the CMO of VanillaSoft, Darryl Praill, turns on the lights for the match and provides professional insight on how to plan your strategy for victory among the many moving pieces of marketing.   Takeaways: Marketing now owns the technology stack of marketing automation software and CRM. They have earned a respected seat at the table and can report the ROI on every campaign. The sales funnel has shifted. Buyers are getting smarter and they do not want to talk to sales representatives until the very end when they are ready to negotiate. Now, marketers have the buyers for two-thirds of the sales funnel. When you close a big lead, consider: where did the lead come from, what was the campaign, how many touch points did they have? Then celebrate those touchpoints. They DO make a difference. Marketing can be viewed as a game of chess. No one piece will win you the game. Consider taking one bigger piece of content and running smaller campaigns from it. Look at how all your pieces can work together. When strategizing marketing, consider: What's the category that our business is in, where do we fit? Keep the answers of what you do simple. Once a marketer knows their business category, they know the influencers they need to be reaching and who they should be following, the pain points that their buyers are facing, and how their messaging and propositions should be defined. “The whole point of [creating] notoriety is making sure that you're in the conversation.”-Darryl Praill When influencers are mentioning your brand in conversation, you are now a trusted player. Every single sales cycle starts with a pain point the prospect has. When nurturing prospects, do not spray and pray! This only dilutes the frequency that you are in front of your target market. “Learn to listen to your gut it is an important input into the decision making process.” -Darryl Praill   Links: LinkedIn: https://www.linkedin.com/in/darrylpraill/ Twitter: @ohpinion8ted Website: https://www.darrylpraill.com/ Vanilla Soft: https://www.vanillasoft.com/    Busted Myths Marketing is about picking the right color, producing awesome parties at trade shows, and press releases. These activities are NOT what marketing is about. These are simple tasks done in the pursuit of what a marketer is mandated to do. Marketing is not held accountable and does not generate revenue for the company, they are a cost center. Marketers now have the technology to track the success of every touchpoint to determine the level of ROI for each activity. They are held accountable for the leads they generate and the amount of return they get for their efforts put in.   Shout Outs Revelation Technologies-51:27

Want to take your webinars from 0 to 1000+ registrants heroes? This week we did a webinar with our long-time client VanillaSoft and talked about that topic. VanillaSoft has taken its webinar game to the NEXT LEVEL.  On this episode, we're sharing some "after the show" tips, but we aren't spilling all the tea from the webinar. You need to go check out that session yourself. You can view it right here: http://jmi.fyi/vanillasoft-webinar. Here are eight points we are sharing, plus a few links to some of our favorite webinar software and equipment. Eight Tips for Improving Your Webinars Covered in this Episode: Embrace authenticity and natural, conversational flow. Think beyond your email list when it comes to driving registrations. Don't focus on the number of attendees for the live event. Use the right equipment. Pick the best software options. Get social (or tap the social network of your team) to find terrific guests. Select topics that resonate and use social to find the right angles and fresh perspectives. Don't forget the post-event to-do list. Equipment mentioned in this episode: Mic: Samson Technologies Q2U Handheld Dynamic USB Microphone Recording and Podcasting Pack Webcam:  Logitech C922x Pro Stream Webcam – Full 1080p HD Camera – Background Replacement Technology for YouTube or Twitch Streaming Webinar software mentioned in this episode: GoToWebinar Zoom Other information Finally, if you aren't familiar with VanillaSoft and you have a sales team, why not check out their sales engagement software? (Disclosure: just a reminder, VanillaSoft is a Jackson Marketing client.)  Big thanks to Darryl Praill and the team for having us on the webinar. Don't forget to check it out! http://jmi.fyi/vanillasoft-webinar