Sales Engagement is a Key Driver of Productivity, with Darryl Praill, Ep #191
Release Date: 04/29/2020
Uplevel Your Sales with Fitness and Mindset Routines, Ep #472
Sales Reinvented
Laura Hayton, Head of Business Development North at Transicon and a passionate advocate for the power of physical fitness in boosting sales performance, is with us on the show this week. Laura opens up about her personal journey, revealing how strength training helped her overcome anxiety, build resilience, and unlock a new level of professional success—all while balancing the demands of her career and being a single mother to neurodivergent twins. We explore the direct connections between physical well-being and high performance in sales, and discuss the practical steps sales professionals...
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Simple Fitness Habits That Dramatically Improve Sales Results, Ep #471
Sales Reinvented
Renowned fitness and performance coach for sales leaders, Joshua Hulsebosch, has worked alongside industry giants like Jeb Blount and has designed wellness courses for Sales Gravy University. In the first episode of our “Fit for Sale” series, Joshua explains the vital connection between physical fitness and sales success, sharing real-life stories and practical strategies that busy sales professionals can implement to boost their energy, resilience, and overall effectiveness. From sleep routines to stress management and sustainable nutritional habits, Joshua discusses his daily practices...
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Leveraging AI in Sales Negotiation, Ep #470
Sales Reinvented
We’re joined once again by Lisa Earle McLeod, renowned author of "Selling with Noble Purpose" and a global leader in purpose-driven business strategies. This time, Lisa dives deep into the transformative role that artificial intelligence is playing in negotiation strategy and tactics. We discuss how AI is changing the sales game—not just by giving us better tactics, but by helping us see through our customers' eyes to uncover what truly matters to them. Lisa shares fresh insights on crafting more effective negotiation approaches by leveraging AI to understand customer risks, uncover hidden...
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Stop Competing on Price, Ep #469
Sales Reinvented
Sales and leadership expert Peter Turley, known for his refreshingly honest, no-fluff approach to winning business. After years of witnessing average sales behaviors and predictable negotiation tactics, Peter joins us on the show to share his unique perspective on what truly sets top performers apart: positioning yourself as the authority even before a negotiation begins. In this eye-opening episode, you'll hear Peter outline the distinct roles of strategy and tactics, reveal his powerful "quantification" approach for reframing the sales conversation, and demonstrate how inviting your...
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Turning Difficult Negotiations Into Collaborative Wins, Ep #468
Sales Reinvented
On the show this week, Dr. Christopher Meyer, author of "Settle for More" and one of the Global Guru's Top 30 Thought Leaders in Negotiation for 2025, shares his expertise on the critical differences between negotiation strategy and tactics, and why a strong planning mindset is key to successful deals. Chris breaks down his unique approach to negotiation—shifting from a traditional "win-win" mindset to focusing on how everyone at the table can truly gain. He shares his favorite negotiation tactics, the importance of preparation, and how to handle those infamous hardball negotiation...
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Self-Persuasion for Salespeople, Ep #467
Sales Reinvented
I welcome back renowned persuasion expert and bestselling author Jay Heinrichs. Jay, widely celebrated for his book “Thank You for Arguing,” returns to share insights from his latest book: “Aristotle’s Guide to Self-Persuasion: How Ancient Rhetoric, Taylor Swift, and Your Own Soul Can Help You Change Your Life.” Jay dives into the personal journey that inspired the book—a year-long experiment where he applied the classical tools of rhetoric not just to business or negotiation, but to overcoming his own struggles with motivation, self-doubt, and a significant physical setback. Using...
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The Power of Emotional Control in High-Stakes Negotiations, Ep #466
Sales Reinvented
Drawing from over three decades of experience coaching high-stakes deals, my guest on the Sales Reinvented show, Jim Camp Jr., shares how the Camp System helps organizations avoid unnecessary compromise while improving their negotiation outcomes. He unpacks the key differences between strategy and tactics, reveals his go-to approach for handling emotionally charged negotiations, and explains why internal alignment and embracing problems are critical for successful outcomes. He also discusses the importance of planning, emotional control, and treating your counterpart with respect—even...
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From Hostage Deals to Boardrooms with Dr. Greg Williams, Ep #465
Sales Reinvented
Dr. Greg Williams—a globally recognized negotiation and body language expert known as the “Master Negotiator.” He joins me on the show to share insights from over 30 years of experience and his Harvard training. We discuss the importance of meticulous planning and how to recognize and counter aggressive negotiating maneuvers. Dr. Williams shares real-world examples—from complex business deals to high-pressure hostage situations—highlighting the power of adaptability, reading nonverbal cues, and understanding motivation in every negotiation. Packed with actionable advice and memorable...
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Avoiding Common Pitfalls in Negotiation, Ep #464
Sales Reinvented
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The Building Blocks of Modern Negotiation, Ep #463
Sales Reinvented
My guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge Training Academy and author of “The Art of Negotiation” and “The Momentum Sales Model.” Tim shares his most effective approaches to high-stakes negotiation, focusing on value creation, building trust, and leveraging the Best Alternative to a Negotiated Agreement (BATNA). He also reveals his favorite negotiation tactics, including creating urgency, holding firm with clarity, and operating from a mindset of abundance (not needing the...
info_outlineBetter sales engagement is what drives sales, but many salespeople are fumbling with the concept. Sales engagement platforms give you the confidence to follow-up with leads and help guide your conversations with prospects. Many salespeople aren’t utilizing a sales engagement platform—but according to today’s guest, Darryl Praill, it’s absolutely necessary.
Darryl Praill is the Chief Marketing Officer of VanillaSoft and is a marketing executive with over 25 years of experience in the industry. He excels with B2B marketing, is passionate about mentoring, and loves viewing obstacles as challenges. Listen to this episode for his rapid-fire advice.
Outline of This Episode
- [0:53] What is productivity?
- [2:00] Why aren’t salespeople productive?
- [2:49] Steps to improve productivity
- [4:16] The 5 attributes of a productive salesperson
- [6:27] Use a sales engagement software
- [8:03] Top 3 productivity dos and don’ts
- [10:24] Darryl’s favorite productivity story
- [12:15] BONUS: Pitch-slapped
How to improve productivity
According to Darryl, productivity is doing what you say you’re going to do, in the timelines you’ve committed to, at the activity levels necessary to achieve your goals. While Darryl admits that it’s a cliche—sales IS a numbers game. You need to operate with the right frequency, cadence and activity levels.
Most often, sales professionals struggle to be productive because they don’t plan. They struggle to manage their calendar. Darryl implores sales professionals to block time on their calendar and protect those time slots as if your life depends on it.
He also recommends knowing your targets—to define your target and chase it relentlessly. You have to know your product inside and out, typical objections, and be able to explain why what you’re offering matters to your target.
The 5 attributes of a productive salesperson
Darryl believes the top-performing sales professionals embody some of these traits—If they don’t, they’re working hard to develop them:
- Competitiveness. A sales professional should strive to have the highest conversion rates and the highest quality calls. They enjoy overcoming obstacles.
- Committed. They must be committed to knocking things out and hitting numbers.
- Measurable results. Focus on what can you improve and measure. Try different scripts and see which works better.
- Brutal honesty. Acknowledge your shortcomings and weaknesses and get a plan in place to improve them.
- Willingness to learn. Always improve. Model after those who are more successful than you.
You need to invest in sales engagement software
Darryl is the CMO of VanillaSoft, a leading sales engagement platform. He points out that you don’t necessarily have to use VanillaSoft, but emphasizes that a sales engagement platform is something you need to invest in. It helps feed you the right leads so you can call (or connect) at the right time using the right channels.
He notes that 48% of leads never get called, and if they are called usually only 2-3 attempts are made. Many salespeople wait 36-63 hours before calling a lead. All of these errors kill the ability to develop leads.
Darryl recommends using a sales engagement platform, because it “bridges the gap between marketing automation and CRM software”. It can help you improve your interaction with your prospects and increase close rates. They serve you the best lead and help you qualify and triple your pipeline.
Learn to eliminate what distracts you
Darryl admits that productivity doesn’t come easily to him. Just like many others, he’s apt to get easily distracted by social interaction and technology. The few times he’s consistently kicked butt, he’s bent on being hyper-focused. He locks his door and refuses to leave until he gets the task done. Each step he takes he sees himself progressing against his goal. As he gets closer to reaching said goal he becomes more confident. Having that one productive day amplifies his entire week.
Darryl also recommends scheduling important activities during times when you’re at your best. He’s not a morning person and works best in the afternoons. You can’t work well when you’re tired, hungry, fuzzy-headed, etc. Above all, don’t avoid doing the work that you dislike. Instead, focus on improving it. Listen to the whole episode for his recommendations in detail!
Resources & People Mentioned
- VanillaSoft
- Sales Truth by Mike Weinberg
- ZoomInfo
- DiscoverOrg
Connect with Darryl Praill
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com