Have a Plan, Work the Plan

04/29/19 • 27 min

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Do you have a plan when you start your daily sales routine? Do you know who you’re going to contact, how you’ll contact them, what you’ll say, and how you’ll respond to their objections? Are you prepared for battle?

One does not simply enter the world of sales without having a plan in place. Planning is critical for SDRs, and too many of them are going into battle without a plan, and they’re dying on the battlefield as a result.

On this episode of INSIDE Inside Sales, Darryl brings in Kevin Kelly, Co-Founder of Pace Digital Solutions to discuss the importance of creating a solid plan. From the mindset, we need to begin with and covering areas such as the pre-call stage, call execution, and post-meeting documentation. Darryl and Kevin also discuss how to be intentional, and offer suggestions to help you drill down, sort your objectives, and create a solid plan for success!

A business consultant, specializing in building and developing high performing sales and management teams.
An experienced sales leader with over 25 years of selling and directing teams in outside and inside sales.
In previous senior leadership roles with Pitney Bowes, was responsible for driving a performance culture of success with the development of a clear identity, strong employee engagement, and deliberate individual coaching programmes.
In creating this environment for success, ensured and highlighted that the value and importance of developing the management team was a top priority.
As a business owner supporting clients in the UK can offer strong operational expertise with a relentless focus on building a “Best in Class” mentality and capability through People, Process and Technology.

Connect with Kevin: LinkedIn Link: www.linkedin.com/in/kmkelly1/Guest Email Paced Digital Sales website

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

A business consultant, specializing in building and developing high performing sales and management teams.
An experienced sales leader with over 25 years of selling and directing teams in outside and inside sales.
In previous senior leadership roles with Pitney Bowes, was responsible for driving a performance culture of success with the development of a clear identity, strong employee engagement, and deliberate individual coaching programmes.
In creating this environment for success, ensured and highlighted that the value and importance of developing the management team was a top priority.
As a business owner supporting clients in the UK can offer strong operational expertise with a relentless focus on building a “Best in Class” mentality and capability through People, Process and Technology.

Connect with Kevin: LinkedIn Link: www.linkedin.com/in/kmkelly1/Guest Email Paced Digital Sales website

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Previous Episode

The Anatomy of a Cold Call

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There are two words that once spoken, can almost immediately create a mental block and unwillingness like no other: Cold Call!

Why is it that these words are anathema to so many in the sales profession? To some, it’s a trivial exercise that’s one of those steps they’d just rather avoid. To others, it’s a stripping away of their security blankets, exposing their self-doubt for all to see. Chris Beall, the Rockstar CEO from ConnectandSell.com doesn’t see it that way.

On this episode of INSIDE Inside Sales, Chris forensically disassembles cold calls and shows us how to take advantage of the interruptions they can create. He’ll also guide us into how we can use cold calls as an amazing tool for working with our prospects towards solving shared problems and eventually making that sale!

About our guest:

Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user”, and that the value key in software is to let the computer do what it does well (go fast without getting bored) in order to free up human potential.

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Inside Inside Sales is hosted by Darryl Praill, CMO of the sponsor, VanilaSoft. All programs are available as podcasts from the Funnel Radio Channel.

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Next Episode

Increased Earnings Start with Increased Learnings

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No one cares about your success more than you do. So what are you doing to get smarter? Are you likely to seek a trainer, or are you the type who prefers to be self-taught? Either way, there’s no getting around the fact that if you don’t invest in learning, you are not only limiting yourself and your prospects for the future, but the odds of your long-term success drops substantially.

On this compelling episode of INSIDE Inside Sales, Darryl speaks with Andy Paul, the sales Rockstar from TheSalesHouse.com and host of the widely popular Accelerate! podcast, about the benefits of making a commitment to continuous learning, and the dangers of intellectual stagnation.

They also discuss the pros and cons of whether your employer should foot the bill for your training, versus gaining leverage through being responsible for your own skill growth. This is a very full podcast that flies by, so listen closely as this is one episode you do not want to miss!

About our guest:

Andy Paul is the founder of The Sales House, the first all-in-one sales growth accelerator for modern B2B sellers and sales leaders.Andy is #8 on LinkedIn’s list of the Top 50 global sales experts to follow. He is also the author of two Amazon best-selling books.His top-rated podcast, Accelerate! with Andy Paul, with more than 700 episodes to-date and nearly 2 million downloads, is the go-to resource for sales leaders and top sales producers.

Prior to starting his own company in 2000, Andy had a successful sales career during which he sold over half a billion dollars worth of products and services to companies ranging from small businesses to some of the world’s largest enterprises.

Since 2000, Andy has helped companies and individual sellers around the world to transform their sales results.

Connect with Andy on LinkedIn.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30