Great Expectations

Uncover why you're losing deals and how to fix them:

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Do you know what your buyers expect from you? Do you struggle with getting them to trust you or your company? Are you aware of your customer’s needs, knowing full well that they only care whether or not you or your product can solve their problems?

In this episode of INSIDE Inside Sales, Darryl speaks with the unmistakable Mark Welch, Founder of Street Savvy Sales Leadership.  Darryl and Mark go over such topics as ways to use conversational analytics for your benefit, as well as how to be in tune with your buyer’s emotions. They also discuss strategies such as embracing silence in a conversation, approaching the sales cycle with humility, and ways to build trust and credibility with your buyers. That’s just scratching the surface of the many topics discussed on this episode of INSIDE Inside Sales!

About Darryl's guest:

Mark is the Founder of Street Savvy Sales Leadership which specializes in coaching and consulting B2B business CEO’s/Founders and Sales Leaders on how to build sales teams that consistently outperform in the market.By combining 30+ years of hands-on sales and sales leadership experience, with research, and over 100 interviews with sales professionals, Mark has created 10 Sales Organization Imperatives that help leaders grow highly productive sales organizations.

Mark’s recently published book, The Street Savvy Sales Leader details these 10 Imperatives.His passion is helping to build high performance, focused, accountable, sales organizations and answering that critical all-encompassing question; How do you get the most sales productivity out of your sales organization? Mark has published articles in CEO Magazine and Top Sales World and is a guest on a variety of webinar and podcast programs. Mark is also a sought after speaker, accredited speaker for TEC Canada and the CEO Global Network. Mark holds a Bachelor Degree in Industrial Sociology and Political Science from Brock University and an Honors Bachelor Administrative Studies Degree in Marketing from York University.

Connect with Mark: Twitter | LinkedIn


INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanilaSoft is the sponsor for Inside Inside Sales.


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