42 episodes

Inside Sales Coach ® is the podcast for Inside Sales Leaders just like you, all over the world. Telesales and digital sales are more important than ever before, so which better resource for you than a show dedicated to you. Every week, your host Mark Garrett Hayes brings you clear, practical guidance to help you coach and lead your team Inside Sales Team to profit by uncovering, understanding and unlocking problems with sales performance. Mark and his team help sales professionals, sales managers and sales leaders around the world to grow and develop driven and productive sales teams through virtual sales coaching and online sales training. Short episodes each Thursday address topics such as telesales prospecting, cold calling, digital sales, landing pages, lead-magnets, webinar selling, handling sales objections, working with gatekeepers, creating powerful proposals and effective RFPs, understanding sales psychology and much more. Inside Sales is a tough game. Let’s make it work!

Inside Sales Coach ® Mark Garrett Hayes

    • Careers

Inside Sales Coach ® is the podcast for Inside Sales Leaders just like you, all over the world. Telesales and digital sales are more important than ever before, so which better resource for you than a show dedicated to you. Every week, your host Mark Garrett Hayes brings you clear, practical guidance to help you coach and lead your team Inside Sales Team to profit by uncovering, understanding and unlocking problems with sales performance. Mark and his team help sales professionals, sales managers and sales leaders around the world to grow and develop driven and productive sales teams through virtual sales coaching and online sales training. Short episodes each Thursday address topics such as telesales prospecting, cold calling, digital sales, landing pages, lead-magnets, webinar selling, handling sales objections, working with gatekeepers, creating powerful proposals and effective RFPs, understanding sales psychology and much more. Inside Sales is a tough game. Let’s make it work!

    How do I use MEDDIC to qualify better opportunities?

    How do I use MEDDIC to qualify better opportunities?

    Which activity is critical to your pipeline and forecasts?
    Qualification HAS to be at the top of the list.
    Spending time on incorrectly qualified prospects is an opportunity cost.
    Spending time on incorrectly qualified prospects is inefficient because they often are unlikely to close.
    Poorly qualified opportunities are going to screw up forecasts and weaken pipeline, correct?
    So using a rigorous, tried-and-tested qualification framework like MEDDIC or MEDDPICC is going to help you to:
     
    Inject rigour and clarity into your qualificaction
    Increase volume, value and velocity 
    Close bigger and better deals more often
     
    That’s what today is all about
    Check out the episode now! 

    • 31 min
    How our digital sales academy helps mid-market w/ Harry Farrell

    How our digital sales academy helps mid-market w/ Harry Farrell

    Harry Farrell is EMEA North /MEE Faculty Lead at SAP Digital Sales Academy and leads the faculty in enabling and coaching sales performers in mid market.
    Your AEs, BDRs and SDRs need financial acumen and business acumen to have consultative sales conversations, particularly in the digital environment.
    It’s easier said than done, isn’t it?
    Today, we're going to identify what successful sales people like yours need in mid market and how a digital sales academy like SAP’s helps can help your team’s front line performance in mid-market.
    Check out the episode now.
    #SDR #SaaS #InsideSales #salescoach

    • 27 min
    How do I use technology to coach remotely?

    How do I use technology to coach remotely?

    Your sales team are in the office.
    Maybe not your office OR you are in the office but they are working from home.
    If you are checking in with your team, motivating them, enabling them, coaching them, you are using technology. 
    At it’s simplest, you are using the phone.
    At its most complex you are using AI-driven tools to automatically monitor sales conversations and highlight coaching points
    It’s easy to go down the rabbit hole and get nerdy on tech.
    instead lets’s look at a couple of solutions and how you can use them practically to coach your remote sales team.
    This is Episode 40 of the ISC Podcast
    Check out the episode now
    #SDR #SaaS #InsideSales #salescoach 

    • 35 min
    How do I stay close to my team /w Jon Carr

    How do I stay close to my team /w Jon Carr

    Today’s guest is Jon Carr, Inside Sales Leader for Axios Systems in Edinburgh, Scotland.
    Jon is a seasoned veteran of Inside Sales. He was promoted - almost against his will - as he was doing such a great job as an SDR.
    Many years later, Jon has developed a recipe to help him stay close to his team and lead from the front.
    Inside Sales people are geared mentally to work at a distance from their prospects.
    But working at a distance from your team and doing it from home is a different challenge.
    All the more important then that Inside Sales Leader finds ways to stay close to their team.
    Jon’s going to give you three ways he makes this work for him!
    This is Episode 39 of the ISC Podcast
    Check out the episode now
    #SDR #SaaS #InsideSales #salescoach

    • 34 min
    How do I encourage peer-2-peer learning w/ John Massey

    How do I encourage peer-2-peer learning w/ John Massey

    As sales leader, it’s incumbent on you to coach and train your people but should all of the training and all of the coaching come from you?
    What about sales managers who report to you? Are they involved? Are they developing their people their direct reports? Better still, are they developing each other through peer-2-peer learning?
    In my experience, many teams don’t interoperate, they isolate.
    They work in the same sales organization but they don’t share the learning between sales leaders and sales regions.
    Today’s guest is John Massey VP EMEA Regional Business Development, Commercial Sales & Channel at SAP
    Listen in as John and I discuss his simple but powerful methodology to get sales leaders talking to.. and developing each other
    #SDR #SaaS #InsideSales #salescoach

    • 53 min
    How do I onboard new sales people virtually

    How do I onboard new sales people virtually

    Companies who are lucky to be expanding and taking on new sales people are challenged in the current environment.
    Understandably, many inside sales managers are unsure about how to do this and set their new inside sales people up for success.
    You have a new member of your sales team, but you have never met them. Maybe you can't because of COVID.
    But you have to on-board them virtually, so how do you do that?
    Today, 5 steps to onboard your new sales hire virtually and make it work!
    This is eps 37 of ISC

    • 22 min