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June 2018

July 2018

Avoid Failing as an SDR: Richardson with Praill [Podcast]

Sales is a profession with a steep learning curve, and a short timeline to produce results. If you’re a new sales development rep (SDR), what can you do to succeed, and what mistakes should you avoid? Host, Darryl Praill interviews Lori Richardson on this topic. 
Lori covers:
  • The biggest mistake new reps make!
  • Who do you go to in the company to learn from?
  • There is one personality that stands out you can learn from!
  • Who should you look to outside the company?
  • What activities are the most important?
  • There is one thing a new rep needs more than anything else to be a success - hint it has to do with the customer!
 Why its Important 
A Sales Reps Position is to increase revenues so at the end of the day you can look in the mirror think to yourself,  "What did I do today that's going  to lead us to more revenues in the near term." 
Lori Richardson interviewed on Inside Inside Sales
20180712-tweet-iis-praill-richardsonAbout our guest, Lori Richardson
Lori Richardson is the founder of sales consultancy Score More Sales, where she helps company leaders fix sales team issues to grow more revenues. She is the voice for "more women in sales” and is the President of Women Sales Pros, chartered to get more women into B2B sales and sales leadership roles in companies with male majority sales teams. In Lori's technology and financial services sales career she worked for 23 different sales managers and she has helped onboard over 1,000 SDRs, BDRs, and AEs in a 3 year period. Her new book, "She Sells, She Leads" will be available in September.

13 Critical B2B Metrics – Measuring Key Revenue Drivers

In God we trust. All others must bring data.” – W. Edwards Deming

I spend lots of time talking to CEOs and B2B marketing and sales executives, and many do not have a good handle on how they are doing on their key performance indicators (KPIs). It’s like Goldilocks: Some are measuring too little, some are Metricsmeasuring too much, and some are measuring just the right amount but not using the data effectively. A minority are not only collecting the right data but also using it to gain competitive advantage.

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Saba CEO Phil Saunders on Merging Sales Teams - Sales Enablement Radio with Dan Perry

The CEO’s Revenue Tightrope: Integrating Two Sales Teams Post Merger or Acquisition

During this program on Sales Enablement Radio, host Dan Perry (The Brevet Group) interviews Phil Saunders, CEO of the $200 million company Saba Software, the talent management technology company.  Saunders reveals the ups and downs of integrating two successful sales organizations in their merger with Halogen, a talent management company.  During the interview Phil and Dan discuss:

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Farmers Creed, "Never Eat the Seed Corn"

IStock-178727964It is that time of the year, at the mid-way point for many companies, when the c-level is in a panic.  The forecast is off and the year already seems shot.   It's at this time that the c-level cuts back on the demand generation budget, fires a few marketing people, hamstrings the salespeople by cutting travel and even fire a few salespeople.  Their defeatist attitude says its time to eat the seed corn.  Seed corn is the good quality ears or kernels of corn that are used as seed for the new crop. 

Why it Matters

“What are you made of? Will you huddle in a corner eating your seed corn because of your poor performance and fears or will you plant?  Will you grow by adding revenue producers or die back and shrivel?  The choice is yours.”

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Darryl Praill Launches ‘Inside Inside Sales’

VanillaSoft CMO Darryl Praill to host new podcast on SLMA Radio

Funnel-radio-host-darryl-iis July 03, 2018 - - Lynden, WA - - SLMA Radio, the longest-running weekly internet radio/podcast program for at-work and mobile listeners on the Funnel Radio Channel, announced that Darryl Praill, Chief Marketing Officer of VanillaSoft, is joining the digital streaming program.  Praill will host his new program segment entitled, ‘Inside Inside Sales.’ 

James Obermayer, Funnel Media Group publisher and producer of SLMA Radio (now running for 8 years, with 442 weekly episodes and 99,870 listener downloads) said, “Inside sales departments continue to grow exponentially at the expense of outside field sales representatives.  As the host of ‘Inside Inside Sales,’ Darryl Praill has a unique perspective on the sales and marketing process and software stack needed for the most productive inside sales departments.  We welcome his perspective to a dramatically growing field. Praill is one of several regular hosts on SLMA Radio.”

Darryl Praill, CMO at VanillaSoft, said: “The world of B2B selling is rapidly changing. Roles are merging. Channels are multiplying. How do you best leverage marketing, or product development, or professional services? Do you really understand your customer? What do you need to know to ensure ongoing success? I’m looking forward to having the world’s foremost thought leaders join me in an epic series of conversations as we get inside Inside Sales."

 About Darryl Praill

Darryl Praill, CMO of VanillaSoft, is a high-tech marketing executive with over 25 years of experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPOs. He has been widely quoted in the media including television, print news press, and trade publications. He is a guest lecturer, public speaker, and radio personality, and has been featured in numerous podcasts, case studies, and best-selling books.

Praill is a former recipient of the coveted ‘Forty Under 40 Award,’ and has held senior executive roles in leading companies including Sybase (acquired by SAP), Cognos (now IBM), Webplan (now Kinaxis), and CML Emergency Services (now Airbus). He has raised over $50 million in venture funding across multiple organizations and consulted with world-class corporations including Salesforce, SAP, and Nielsen. He is a computer science graduate from Sheridan College.

About VanillaSoft

VanillaSoft, the industry’s most successful sales engagement platform, helps sales development teams engage over 10,000,000 contacts every month. Used standalone, or in combination with existing traditional CRM systems, VanillaSoft empowers sales reps to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. Globally, thousands of users employ VanillaSoft’s queue-based sales engine and intellective routing to implement sales cadence automation, resulting in substantial gains in speed-to-lead, persistency, productivity and revenue-per-rep. VanillaSoft is a privately held company headquartered in Plano, Texas, USA. To learn more, visit

About SLMA Talk Radio

SLMA Radio has aired live weekly since July of 2010 and is broadcast through the internet, on a streaming channel, on Thursdays at 10:30 AM PST UTC/GMT -8 hours on the Funnel Radio Channel.  Listeners can also listen via podcasts on the SLMA Radio website,   iTunes, Stitcher and the B2B Podcast Directory.   SLMA Radio is broadcast on the Funnel Radio Channel, a business unit of the Funnel Media Group, LLC.