Transistor (https://transistor.fm) https://feeds.transistor.fm/inbound-sales-journey On Inbound Sales Journey, co-hosts Gray MacKenzie and Ryan Herman chat all things agency sales. The goal is to give agency professionals a resource to help them sell more retainers and projects. Copyright 2019 DoInbound, LLC. All rights reserved. 3e2cc67b-ca2a-5c7b-bf04-b563a6f585a9 no en Tue, 18 Nov 2025 19:54:30 +0000 Tue, 02 Dec 2025 20:04:12 +0000 https://www.zenpilot.com https://img.transistor.fm/K8H1w2o8ABpWQUInag7vXswaZe_HKBr7jN7mqFAYXyg/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzY4Mi8xNTQ0OTEx/NTA0LWFydHdvcmsu/anBn.jpg https://www.zenpilot.com episodic Gray MacKenzie and Ryan Herman On Inbound Sales Journey, co-hosts Gray MacKenzie and Ryan Herman chat all things agency sales. The goal is to give agency professionals a resource to help them sell more retainers and projects. On Inbound Sales Journey, co-hosts Gray MacKenzie and Ryan Herman chat all things agency sales. Gray MacKenzie and Ryan Herman No No 110 110 How to Handle Conflict Between Your Clients and Your Team full inboundsalesshow.podbean.com/how-to-handle-conflict-between-your-clients-and-your-team-24b00f90dd1700f333f1ee8f1a4eedd1 https://share.transistor.fm/s/a4f3c520 In this episode of Inbound Sales Journey, Ryan and Gray discuss how to handle conflicts between your team and a difficult client.

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss how to handle conflicts between your team and a difficult client.

]]> Tue, 19 Sep 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 964 In this episode of Inbound Sales Journey, Ryan and Gray discuss how to handle conflicts between your team and a difficult client. In this episode of Inbound Sales Journey, Ryan and Gray discuss how to handle conflicts between your team and a difficult client. No Ian Shockey 111 111 How Can An Agency Owner Support Their Sales Team full inboundsalesshow.podbean.com/how-can-an-agency-owner-support-their-sales-team-24b00f90dd1700f333f1ee8f1a4eedd1 https://share.transistor.fm/s/03272a00 In this episode of Inbound Sales Journey, Ryan and Gray discuss how owners can best support their sales team to be successful.

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss how owners can best support their sales team to be successful.

]]> Tue, 19 Sep 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 962 In this episode of Inbound Sales Journey, Ryan and Gray discuss how owners can best support their sales team to be successful. In this episode of Inbound Sales Journey, Ryan and Gray discuss how owners can best support their sales team to be successful. No Ian Shockey 109 109 Should You Hire A Sales Rep with Talent or Experience? full inboundsalesshow.podbean.com/should-you-hire-a-sales-rep-with-talent-or-experience-24b00f90dd1700f333f1ee8f1a4eedd1 https://share.transistor.fm/s/3ea934c3 In this episode of Inbound Sales Journey, Ryan and Gray discuss the pros and cons of hiring a sales rep with experience or one with natural talent.

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss the pros and cons of hiring a sales rep with experience or one with natural talent.

]]> Tue, 12 Sep 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 707 In this episode of Inbound Sales Journey, Ryan and Gray discuss the pros and cons of hiring a sales rep with experience or one with natural talent. In this episode of Inbound Sales Journey, Ryan and Gray discuss the pros and cons of hiring a sales rep with experience or one with natural talent. No Ian Shockey 108 108 How Sales is like a Football Game full http://inboundsalesshow.podbean.com/e/how-sales-is-like-a-football-game/ https://share.transistor.fm/s/4e68806c In this episode of Inbound Sales Journey, Gray and Ryan breakdown sales with a football analogy.

]]> In this episode of Inbound Sales Journey, Gray and Ryan breakdown sales with a football analogy.

]]> Tue, 29 Aug 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1028 In this episode of Inbound Sales Journey, Gray and Ryan breakdown sales with a football analogy. In this episode of Inbound Sales Journey, Gray and Ryan breakdown sales with a football analogy. No Ian Shockey 107 107 How to Use Metaphors in Sales full http://inboundsalesshow.podbean.com/e/how-to-use-metaphors-in-sales/ https://share.transistor.fm/s/50415030 In this episode of Inbound Sales Journey, Gray and Ryan discuss how metaphors can help you more effectively sell to prospects.

]]> In this episode of Inbound Sales Journey, Gray and Ryan discuss how metaphors can help you more effectively sell to prospects.

]]> Tue, 22 Aug 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 565 In this episode of Inbound Sales Journey, Gray and Ryan discuss how metaphors can help you more effectively sell to prospects. In this episode of Inbound Sales Journey, Gray and Ryan discuss how metaphors can help you more effectively sell to prospects. No Ian Shockey 106 106 How to Prep for Your Agency's Sales Calls full http://inboundsalesshow.podbean.com/e/how-to-prep-for-your-agencys-sales-calls/ https://share.transistor.fm/s/1521ee12 In this episode of Inbound Sales Journey, Ryan and Gray discuss how they prep for sales calls.

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss how they prep for sales calls.

]]> Mon, 14 Aug 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 664 In this episode of Inbound Sales Journey, Ryan and Gray discuss how they prep for sales calls. In this episode of Inbound Sales Journey, Ryan and Gray discuss how they prep for sales calls. No Ian Shockey 105 105 How to Position 3rd Party Vendors When Selling full http://inboundsalesshow.podbean.com/e/how-to-position-3rd-party-vendors-when-selling/ https://share.transistor.fm/s/5f6b2809 In this episode of Inbound Sales Journey, Ryan and Gray explain how to address working with 3rd party vendors during the sales process.

]]> In this episode of Inbound Sales Journey, Ryan and Gray explain how to address working with 3rd party vendors during the sales process.

]]> Tue, 08 Aug 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 717 In this episode of Inbound Sales Journey, Ryan and Gray explain how to address working with 3rd party vendors during the sales process. In this episode of Inbound Sales Journey, Ryan and Gray explain how to address working with 3rd party vendors during the sales process. No Ian Shockey 104 104 How to Differentiate Your Agency in Competitive Sales Situations full http://inboundsalesshow.podbean.com/e/how-to-differentiate-your-agency-in-competitive-sales-situations/ https://share.transistor.fm/s/db7e9d92 In this episode of Inbound Sales Journey, Ryan and Gray discuss how to make your agency stand out in a competitive sales situation.

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss how to make your agency stand out in a competitive sales situation.

]]> Tue, 01 Aug 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 844 In this episode of Inbound Sales Journey, Ryan and Gray discuss how to make your agency stand out in a competitive sales situation. In this episode of Inbound Sales Journey, Ryan and Gray discuss how to make your agency stand out in a competitive sales situation. No Ian Shockey 103 103 How Much Time Should Your Agency Spend with a Prospect? full http://inboundsalesshow.podbean.com/e/how-much-time-should-your-agency-spend-with-a-prospect/ https://share.transistor.fm/s/f4e91480 In this episode of Inbound Sales Journey, Ryan and Gray discuss the ideal amount of time to spend with a prospect, and what to do to avoid wasting time with bad ones.

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss the ideal amount of time to spend with a prospect, and what to do to avoid wasting time with bad ones.

]]> Tue, 18 Jul 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1024 In this episode of Inbound Sales Journey, Ryan and Gray discuss the ideal amount of time to spend with a prospect, and what to do to avoid wasting time with bad ones. In this episode of Inbound Sales Journey, Ryan and Gray discuss the ideal amount of time to spend with a prospect, and what to do to avoid wasting time with bad ones. No Ian Shockey 102 102 Why Your Agency Sales Reps Need to be Involved in Firing Bad Clients full http://inboundsalesshow.podbean.com/e/why-your-agency-sales-reps-need-to-be-involved-in-firing-bad-clients/ https://share.transistor.fm/s/b37a7336 In this episode of Inbound Sales Journey, Ryan and Gray discuss the importance of having your sales reps involved in the process of firing a client.

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss the importance of having your sales reps involved in the process of firing a client.

]]> Tue, 11 Jul 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 649 In this episode of Inbound Sales Journey, Ryan and Gray discuss the importance of having your sales reps involved in the process of firing a client. In this episode of Inbound Sales Journey, Ryan and Gray discuss the importance of having your sales reps involved in the process of firing a client. No Ian Shockey 101 101 How to Keep Your Agency's Clients Focused on What They Need full http://inboundsalesshow.podbean.com/e/how-to-keep-your-agencys-clients-focused-on-what-they-need/ https://share.transistor.fm/s/376d0d05 In this episode of Inbound Sales Journey, Gray and Ryan discuss what you can do to keep your clients focused on their goals and have an enjoyable client engagement.

]]> In this episode of Inbound Sales Journey, Gray and Ryan discuss what you can do to keep your clients focused on their goals and have an enjoyable client engagement.

]]> Tue, 04 Jul 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 617 In this episode of Inbound Sales Journey, Gray and Ryan discuss what you can do to keep your clients focused on their goals and have an enjoyable client engagement. In this episode of Inbound Sales Journey, Gray and Ryan discuss what you can do to keep your clients focused on their goals and have an enjoyable client engagement. No Ian Shockey 100 100 How to Create Courses to Grow Your Agency full http://inboundsalesshow.podbean.com/e/101-how-to-create-courses-to-grow-your-agency/ https://share.transistor.fm/s/94c4e8bc In this episode of Inbound Sales Journey, Gray and Ryan discuss the pros and cons of creating courses as an agency.

]]> In this episode of Inbound Sales Journey, Gray and Ryan discuss the pros and cons of creating courses as an agency.

]]> Tue, 27 Jun 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1092 In this episode of Inbound Sales Journey, Gray and Ryan discuss the pros and cons of creating courses as an agency. In this episode of Inbound Sales Journey, Gray and Ryan discuss the pros and cons of creating courses as an agency. No Ian Shockey 99 99 How Recording 100 Podcast Episodes Made us Better at Sales full http://inboundsalesshow.podbean.com/e/how-recording-100-podcast-episodes-made-us-better-at-sales/ https://share.transistor.fm/s/9ff1a093 In this episode of Inbound Sales Journey, Gray and Ryan breakdown what recording 100 podcast episodes have done to improve their sales skills.

]]> In this episode of Inbound Sales Journey, Gray and Ryan breakdown what recording 100 podcast episodes have done to improve their sales skills.

]]> Tue, 20 Jun 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 714 In this episode of Inbound Sales Journey, Gray and Ryan breakdown what recording 100 podcast episodes have done to improve their sales skills. In this episode of Inbound Sales Journey, Gray and Ryan breakdown what recording 100 podcast episodes have done to improve their sales skills. No Ian Shockey 98 98 Why Your Agency Needs a Sales Script, But Shouldn't Use It full http://inboundsalesshow.podbean.com/e/why-your-agency-needs-a-sales-script-but-shouldnt-use-it/ https://share.transistor.fm/s/12c90d40 In this episode of Inbound Sales Journey, Gray and Ryan break down the benefits of a sales script and why your agency needs to be careful about using it.

]]> In this episode of Inbound Sales Journey, Gray and Ryan break down the benefits of a sales script and why your agency needs to be careful about using it.

]]> Tue, 13 Jun 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 710 In this episode of Inbound Sales Journey, Gray and Ryan break down the benefits of a sales script and why your agency needs to be careful about using it. In this episode of Inbound Sales Journey, Gray and Ryan break down the benefits of a sales script and why your agency needs to be careful about using it. No Ian Shockey 97 97 How We Grew Our Agency Leads by 80x in 9 Months full http://inboundsalesshow.podbean.com/e/how-we-grew-our-agency-leads-by-80x-in-9-months/ https://share.transistor.fm/s/75b6b9e5 In this episode of Inbound Sales Journey, Gray and Ryan share their experience of how they significantly increased the number of their leads in a short period of time for GuavaBox.

]]> In this episode of Inbound Sales Journey, Gray and Ryan share their experience of how they significantly increased the number of their leads in a short period of time for GuavaBox.

]]> Tue, 06 Jun 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1261 In this episode of Inbound Sales Journey, Gray and Ryan share their experience of how they significantly increased the number of their leads in a short period of time for GuavaBox. In this episode of Inbound Sales Journey, Gray and Ryan share their experience of how they significantly increased the number of their leads in a short period of time for GuavaBox. No Ian Shockey 96 96 The Best Ways to Generate Leads for Your Agency full http://inboundsalesshow.podbean.com/e/the-best-way-to-generate-leads-for-your-agency/ https://share.transistor.fm/s/bc94ee03 In this episode of Inbound Sales Journey, Gray and Ryan discuss the best ways for your agency to generate leads.

]]> In this episode of Inbound Sales Journey, Gray and Ryan discuss the best ways for your agency to generate leads.

]]> Tue, 30 May 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 946 In this episode of Inbound Sales Journey, Gray and Ryan discuss the best ways for your agency to generate leads. In this episode of Inbound Sales Journey, Gray and Ryan discuss the best ways for your agency to generate leads. No Ian Shockey 95 95 The Top 5 Sales Podcasts Agency Sales Reps Need to Listen To full http://inboundsalesshow.podbean.com/e/the-top-5-sales-podcasts-agency-sales-reps-need-to-listen-to/ https://share.transistor.fm/s/3f1a1466 In this episode of Inbound Sales Journey, Gray and Ryan list their top 5 podcasts for agency sales reps to listen to.

]]> In this episode of Inbound Sales Journey, Gray and Ryan list their top 5 podcasts for agency sales reps to listen to.

]]> Tue, 23 May 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 449 In this episode of Inbound Sales Journey, Gray and Ryan list their top 5 podcasts for agency sales reps to listen to. In this episode of Inbound Sales Journey, Gray and Ryan list their top 5 podcasts for agency sales reps to listen to. No Ian Shockey 94 94 Why Your Inbound Sales Reps Need Their Own Brand full http://inboundsalesshow.podbean.com/e/why-your-inbound-sales-reps-need-their-own-brand/ https://share.transistor.fm/s/765095cb In this episode of Inbound Sales Journey, Gray and Ryan discuss the benefits of sales reps having their own brand and how to start building one.

]]> In this episode of Inbound Sales Journey, Gray and Ryan discuss the benefits of sales reps having their own brand and how to start building one.

]]> Tue, 16 May 2017 15:13:04 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1001 In this episode of Inbound Sales Journey, Gray and Ryan discuss the benefits of sales reps having their own brand and how to start building one. In this episode of Inbound Sales Journey, Gray and Ryan discuss the benefits of sales reps having their own brand and how to start building one. No Ian Shockey 93 93 Same Side Selling : Agency Edition full http://inboundsalesshow.podbean.com/e/same-side-selling-agency-edition/ https://share.transistor.fm/s/b56260ad In this episode of Inbound Sales Journey, Ryan and Gray talk about the concept of the book Same Side Selling and how it can improve your agency's sales process.

]]> In this episode of Inbound Sales Journey, Ryan and Gray talk about the concept of the book Same Side Selling and how it can improve your agency's sales process.

]]> Tue, 09 May 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 565 In this episode of Inbound Sales Journey, Ryan and Gray talk about the concept of the book Same Side Selling and how it can improve your agency's sales process. In this episode of Inbound Sales Journey, Ryan and Gray talk about the concept of the book Same Side Selling and how it can improve your agency's sales process. No Ian Shockey 92 92 How to Leverage Workshops to Grow Your Agency full http://inboundsalesshow.podbean.com/e/how-to-leverage-workshops-to-grow-your-agency/ https://share.transistor.fm/s/b8bf8c0a In this episode of Inbound Sales Journey, Ryan and Gray the impact that selling workshops and discovery projects can have on your agency's sales.

]]> In this episode of Inbound Sales Journey, Ryan and Gray the impact that selling workshops and discovery projects can have on your agency's sales.

]]> Tue, 02 May 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 938 In this episode of Inbound Sales Journey, Ryan and Gray the impact that selling workshops and discovery projects can have on your agency's sales. In this episode of Inbound Sales Journey, Ryan and Gray the impact that selling workshops and discovery projects can have on your agency's sales. No Ian Shockey 91 91 How to Upsell Your Current Agency Clients full http://inboundsalesshow.podbean.com/e/092-how-to-upsell-your-current-agency-clients/ https://share.transistor.fm/s/b464a979 In this episode of Inbound Sales Journey, Gray and Ryan break down their four step process to upselling clients

]]> In this episode of Inbound Sales Journey, Gray and Ryan break down their four step process to upselling clients

]]> Tue, 25 Apr 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 767 In this episode of Inbound Sales Journey, Gray and Ryan break down their four step process to upselling clients In this episode of Inbound Sales Journey, Gray and Ryan break down their four step process to upselling clients No Ian Shockey 90 90 The 3 Things Your Agency Needs to do to Sell More Websites full http://inboundsalesshow.podbean.com/e/the-3-things-your-agency-needs-to-do-to-sell-more-websites/ https://share.transistor.fm/s/59d5d96c In this episode of Inbound Sales Journey, Gray and Ryan explain the 3 things inbound agencies need to do to sell more websites.

]]> In this episode of Inbound Sales Journey, Gray and Ryan explain the 3 things inbound agencies need to do to sell more websites.

]]> Tue, 18 Apr 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 2018 In this episode of Inbound Sales Journey, Gray and Ryan explain the 3 things inbound agencies need to do to sell more websites. In this episode of Inbound Sales Journey, Gray and Ryan explain the 3 things inbound agencies need to do to sell more websites. No Ian Shockey 89 89 The Best Live Chat Tool for Agencies full http://inboundsalesshow.podbean.com/e/the-best-live-chat-tool-for-agencies/ https://share.transistor.fm/s/554eda6c Lines are blurring between marketing and sales. Today's buyers are looking for real time engagement and live chat has moved from a nice to have to essentual. In this episode, Gray and Ryan breakdown the top tools you can use to start conversations sooner with your prospects. Enjoy!

]]> Lines are blurring between marketing and sales. Today's buyers are looking for real time engagement and live chat has moved from a nice to have to essentual. In this episode, Gray and Ryan breakdown the top tools you can use to start conversations sooner with your prospects. Enjoy!

]]> Wed, 12 Apr 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1285 Lines are blurring between marketing and sales. Today's buyers are looking for real time engagement and live chat has moved from a nice to have to essentual. In this episode, Gray and Ryan breakdown the top tools you can use to start conversations sooner with your prospects. Enjoy! Lines are blurring between marketing and sales. Today's buyers are looking for real time engagement and live chat has moved from a nice to have to essentual. In this episode, Gray and Ryan breakdown the top tools you can use to start conversations sooner No Ian Shockey 88 88 Best Calendar Scheduling App for Inbound Sales Reps full http://inboundsalesshow.podbean.com/e/best-calendar-scheduling-app-for-inbound-sales-reps/ https://share.transistor.fm/s/81f6d389 In this episode of Inbound Sales Journey, Gray and Ryan talk about the best calendar scheduling app for inbound sales reps and how using a tool can make your sales team more efficient and productive. Enjoy!

]]> In this episode of Inbound Sales Journey, Gray and Ryan talk about the best calendar scheduling app for inbound sales reps and how using a tool can make your sales team more efficient and productive. Enjoy!

]]> Wed, 05 Apr 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1047 In this episode of Inbound Sales Journey, Gray and Ryan talk about the best calendar scheduling app for inbound sales reps and how using a tool can make your sales team more efficient and productive. Enjoy! In this episode of Inbound Sales Journey, Gray and Ryan talk about the best calendar scheduling app for inbound sales reps and how using a tool can make your sales team more efficient and productive. Enjoy! No Ian Shockey 87 87 How to Save a Bajillion Hours a Month with HubSpot Sequences full http://inboundsalesshow.podbean.com/e/how_to_save_a_bajillion_hours_a_month_with_hubspot_sequences/ https://share.transistor.fm/s/72f30df1 In this episode of Inbound Sales Journey, Ryan and Gray walkthrough of Hubspot Sequences how an agency sales rep can leverage their time more effectively. Enjoy!

]]> In this episode of Inbound Sales Journey, Ryan and Gray walkthrough of Hubspot Sequences how an agency sales rep can leverage their time more effectively. Enjoy!

]]> Wed, 29 Mar 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1187 In this episode of Inbound Sales Journey, Ryan and Gray walkthrough of Hubspot Sequences how an agency sales rep can leverage their time more effectively. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray walkthrough of Hubspot Sequences how an agency sales rep can leverage their time more effectively. Enjoy! No Ian Shockey 86 86 Our 8 Favorite Features of the HubSpot Sales Pro Tool and the Hubspot CRM full http://inboundsalesshow.podbean.com/e/our-8-favorite-features-of-the-hubspot-sales-pro-tool/ https://share.transistor.fm/s/65c34d78 In this episode of Inbound Sales Journey, Gray and Ryan talk about their 8 favorite features of the Hubspot Sales Pro tool and the Hubspot CRM. Enjoy!

]]> In this episode of Inbound Sales Journey, Gray and Ryan talk about their 8 favorite features of the Hubspot Sales Pro tool and the Hubspot CRM. Enjoy!

]]> Wed, 22 Mar 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1127 In this episode of Inbound Sales Journey, Gray and Ryan talk about their 8 favorite features of the Hubspot Sales Pro tool and the Hubspot CRM. Enjoy! In this episode of Inbound Sales Journey, Gray and Ryan talk about their 8 favorite features of the Hubspot Sales Pro tool and the Hubspot CRM. Enjoy! No Ian Shockey 85 85 Why Your Agency Shouldn't use HubSpot Sales full http://inboundsalesshow.podbean.com/e/why-your-agency-shouldnt-use-hubspot-sales/ https://share.transistor.fm/s/97c476a1 In this episode of Inbound Sales Journey, Gray and Ryan talk about why your agency shouldn't use HubSpot sales for managing your agency sales process. Enjoy!

]]> In this episode of Inbound Sales Journey, Gray and Ryan talk about why your agency shouldn't use HubSpot sales for managing your agency sales process. Enjoy!

]]> Wed, 15 Mar 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1264 In this episode of Inbound Sales Journey, Gray and Ryan talk about why your agency shouldn't use HubSpot sales for managing your agency sales process. Enjoy! In this episode of Inbound Sales Journey, Gray and Ryan talk about why your agency shouldn't use HubSpot sales for managing your agency sales process. Enjoy! No Ian Shockey 84 84 The Ideal Day: Agency Sales Rep Edition full http://inboundsalesshow.podbean.com/e/the-ideal-day-agency-sales-rep-edition/ https://share.transistor.fm/s/549cf52b In this episode of Inbound Sales Journey, Ryan and Gray walkthrough, step-by-step, how an agency sales rep can organize their day for optimal performance. Enjoy!

]]> In this episode of Inbound Sales Journey, Ryan and Gray walkthrough, step-by-step, how an agency sales rep can organize their day for optimal performance. Enjoy!

]]> Thu, 09 Mar 2017 20:03:23 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1526 In this episode of Inbound Sales Journey, Ryan and Gray walkthrough, step-by-step, how an agency sales rep can organize their day for optimal performance. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray walkthrough, step-by-step, how an agency sales rep can organize their day for optimal performance. Enjoy! No Ian Shockey 83 83 What Your Sales Reps Should Be Doing Beyond Sales full http://inboundsalesshow.podbean.com/e/what-your-sales-reps-should-be-doing-beyond-sales/ https://share.transistor.fm/s/4e7308b7 In this episode of Inbound Sales Journey, Ryan and Gray discuss the role your sales team members can play outside of their core responsibilities. Enjoy! 

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss the role your sales team members can play outside of their core responsibilities. Enjoy! 

]]> Thu, 02 Mar 2017 14:32:23 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1335 In this episode of Inbound Sales Journey, Ryan and Gray discuss the role your sales team members can play outside of their core responsibilities. Enjoy!  In this episode of Inbound Sales Journey, Ryan and Gray discuss the role your sales team members can play outside of their core responsibilities. Enjoy!  No Ian Shockey 82 82 The Second Best Answer in Sales full http://inboundsalesshow.podbean.com/e/the-second-best-answer-in-sales/ https://share.transistor.fm/s/59bfd35f In this episode of Inbound Sales Journey, Ryan and Gray discuss the second best answer in sales. What is that? You'll have to listen to find out! Enjoy!

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss the second best answer in sales. What is that? You'll have to listen to find out! Enjoy!

]]> Wed, 22 Feb 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 692 In this episode of Inbound Sales Journey, Ryan and Gray discuss the second best answer in sales. What is that? You'll have to listen to find out! Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray discuss the second best answer in sales. What is that? You'll have to listen to find out! Enjoy! No Ian Shockey 81 81 How to Make More Money by Leveraging Agency Partnerships full http://inboundsalesshow.podbean.com/e/how-to-make-more-money-by-leveraging-agency-partnerships/ https://share.transistor.fm/s/51645326 In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can grow your agency revenue by strategically partnering with other agencies. Enjoy!

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can grow your agency revenue by strategically partnering with other agencies. Enjoy!

]]> Wed, 15 Feb 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1752 In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can grow your agency revenue by strategically partnering with other agencies. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can grow your agency revenue by strategically partnering with other agencies. Enjoy! No Ian Shockey 80 80 How to Run a Sales Pipeline Review at Your Agency full http://inboundsalesshow.podbean.com/e/how-to-run-a-sales-pipeline-review-at-your-agency/ https://share.transistor.fm/s/d56c7b3f In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can run a sales pipeline review at your agency. Enjoy!

]]> In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can run a sales pipeline review at your agency. Enjoy!

]]> Wed, 08 Feb 2017 16:01:35 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1029 In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can run a sales pipeline review at your agency. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can run a sales pipeline review at your agency. Enjoy! No Ian Shockey 79 79 Compensation Plans for Account Managers Inbound Agency Edition full http://inboundsalesshow.podbean.com/e/compensation-plans-for-account-managers-inbound-agency-edition/ https://share.transistor.fm/s/29e78563 In this episode of Inbound Sales Jounrey, Ryan and Gray discuss options for compensation plans for account managers at inbound agencies. Enjoy! 

]]> In this episode of Inbound Sales Jounrey, Ryan and Gray discuss options for compensation plans for account managers at inbound agencies. Enjoy! 

]]> Thu, 02 Feb 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1572 In this episode of Inbound Sales Jounrey, Ryan and Gray discuss options for compensation plans for account managers at inbound agencies. Enjoy!  In this episode of Inbound Sales Jounrey, Ryan and Gray discuss options for compensation plans for account managers at inbound agencies. Enjoy!  No Ian Shockey 78 78 The 2017 Inbound Sales Landscape: Self-Service full http://inboundsalesshow.podbean.com/e/the-2017-inbound-sales-landscape-self-service/ https://share.transistor.fm/s/f5e0ece5 In this episode of Inbound Sales Journey, Gray and Ryan discuss the trends of inbound sales moving into 2017. Learn what they think about self-service and how you leverage these tactics for your agency. Enjoy! 

]]> In this episode of Inbound Sales Journey, Gray and Ryan discuss the trends of inbound sales moving into 2017. Learn what they think about self-service and how you leverage these tactics for your agency. Enjoy! 

]]> Wed, 25 Jan 2017 19:25:19 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1082 In this episode of Inbound Sales Journey, Gray and Ryan discuss the trends of inbound sales moving into 2017. Learn what they think about self-service and how you leverage these tactics for your agency. Enjoy!  In this episode of Inbound Sales Journey, Gray and Ryan discuss the trends of inbound sales moving into 2017. Learn what they think about self-service and how you leverage these tactics for your agency. Enjoy!  No Ian Shockey 77 77 How to Set Up Sales Reporting at Your Agency full http://inboundsalesshow.podbean.com/e/how-to-set-up-sales-reporting-at-your-agency/ https://share.transistor.fm/s/0854944a In this episode of Inbound Sales Journey, Gray and Ryan talk about the system you can use to grade your agency sales system. Enjoy! 

]]> In this episode of Inbound Sales Journey, Gray and Ryan talk about the system you can use to grade your agency sales system. Enjoy! 

]]> Wed, 18 Jan 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 688 In this episode of Inbound Sales Journey, Gray and Ryan talk about the system you can use to grade your agency sales system. Enjoy!  In this episode of Inbound Sales Journey, Gray and Ryan talk about the system you can use to grade your agency sales system. Enjoy!  No Ian Shockey 76 76 How Important are Local Networking Events and Conferences for Prospecting? full http://inboundsalesshow.podbean.com/e/how-important-are-local-networking-events-and-conferences-for-prospecting/ https://share.transistor.fm/s/e40ff4eb In this episode of Inbound Sales Journey, Ryan and Gray chat about the ROI of in-person networking events and conference when it comes to selling inbound agency services. Enjoy!

]]> In this episode of Inbound Sales Journey, Ryan and Gray chat about the ROI of in-person networking events and conference when it comes to selling inbound agency services. Enjoy!

]]> Wed, 11 Jan 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 596 In this episode of Inbound Sales Journey, Ryan and Gray chat about the ROI of in-person networking events and conference when it comes to selling inbound agency services. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray chat about the ROI of in-person networking events and conference when it comes to selling inbound agency services. Enjoy! No Ian Shockey 75 75 How to Conduct Agency Sales Person Performance Reviews full http://inboundsalesshow.podbean.com/e/how-to-conduct-agency-sales-person-performance-reviews/ https://share.transistor.fm/s/de3da6a5 Wed, 04 Jan 2017 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 745 In this episode, Gray and Ryan talk about the process you can implement to review the performance of your inbound sales team. Enjoy!  In this episode, Gray and Ryan talk about the process you can implement to review the performance of your inbound sales team. Enjoy!  No Ian Shockey 74 74 The Process to Help Your Sales Team Create Awesome Content full http://inboundsalesshow.podbean.com/e/the-process-to-help-your-sales-team-create-awesome-content/ https://share.transistor.fm/s/59c2a20e In this episode, Gray and Ryan discuss the specific processes you can implement to help you inbound sales team participate in the content creation process. Enjoy! 

]]> In this episode, Gray and Ryan discuss the specific processes you can implement to help you inbound sales team participate in the content creation process. Enjoy! 

]]> Wed, 28 Dec 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 528 In this episode, Gray and Ryan discuss the specific processes you can implement to help you inbound sales team participate in the content creation process. Enjoy!  In this episode, Gray and Ryan discuss the specific processes you can implement to help you inbound sales team participate in the content creation process. Enjoy!  No Ian Shockey 73 73 Why Your Agency Sales Team Needs to be Involved in Content Creation full http://inboundsalesshow.podbean.com/e/why-your-agency-sales-team-needs-to-be-involved-in-content-creation/ https://share.transistor.fm/s/24bb0732 In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can incorporate your agency sales person in the inbound content process. Enjoy!

]]> In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can incorporate your agency sales person in the inbound content process. Enjoy!

]]> Wed, 21 Dec 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 804 In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can incorporate your agency sales person in the inbound content process. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can incorporate your agency sales person in the inbound content process. Enjoy! No Ian Shockey 72 72 How to Balance Time as a New Agency Owner full http://inboundsalesshow.podbean.com/e/how-to-balance-time-as-a-new-agency-owner/ https://share.transistor.fm/s/78dd4e74 Wed, 14 Dec 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 715 In this episode of Inbound Sales Journey, Gray and Ryan talk about the all important topic of balance. As a new agency owner, there are a lot of plates spinning in your world. Learn how to keep everything balanced as you scale. Enjoy! In this episode of Inbound Sales Journey, Gray and Ryan talk about the all important topic of balance. As a new agency owner, there are a lot of plates spinning in your world. Learn how to keep everything balanced as you scale. Enjoy! No Ian Shockey 71 71 Should My Agency Be a HubSpot Partner? full http://inboundsalesshow.podbean.com/e/should-my-agency-be-a-hubspot-partner/ https://share.transistor.fm/s/23821758 Wed, 07 Dec 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 468 In this episode of Inbound Sales Journey, Ryan and Gray talk about the decision to join the HubSpot VAR program. It is a big commitment and an investment not to be taken lightly. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray talk about the decision to join the HubSpot VAR program. It is a big commitment and an investment not to be taken lightly. Enjoy! No Ian Shockey 70 70 Should my Agency Transition to Inbound? full http://inboundsalesshow.podbean.com/e/should-my-agency-transition-to-inbound/ https://share.transistor.fm/s/c1f709bd Wed, 30 Nov 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 580 In this episode of Inbound Sales Journey, Gray and Ryan discuss how to decide if a shift to inbound is right for your agency. Enjoy!  In this episode of Inbound Sales Journey, Gray and Ryan discuss how to decide if a shift to inbound is right for your agency. Enjoy!  No Ian Shockey 69 69 Why You Should Sell GamePlans Instead of Retainers full http://inboundsalesshow.podbean.com/e/why-you-should-sell-gameplans-instead-of-retainers/ https://share.transistor.fm/s/5287baa9 Wed, 23 Nov 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 490 In this episode of Inbound Sales Journey, Ryan and Gray talk about the vital process of selling an Inbound GamePlan as a discovery project. Enjoy!  In this episode of Inbound Sales Journey, Ryan and Gray talk about the vital process of selling an Inbound GamePlan as a discovery project. Enjoy!  No Ian Shockey 68 68 The 5 Books Your Inbound Sales Team Needs to Read full http://inboundsalesshow.podbean.com/e/the-5-books-your-inbound-sales-team-needs-to-read/ https://share.transistor.fm/s/4243b61d Wed, 16 Nov 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 640 In this episode of Inbound Sales Journey, the book worms Gray and Ryan talk about the 5 books that need to be on the shelf of every inbound sales person. Grab a pen and enjoy!  In this episode of Inbound Sales Journey, the book worms Gray and Ryan talk about the 5 books that need to be on the shelf of every inbound sales person. Grab a pen and enjoy!  No Ian Shockey 67 67 Tools to Help You Create and Send Contracts full http://inboundsalesshow.podbean.com/e/tools-to-help-you-create-and-send-contracts/ https://share.transistor.fm/s/2de37739 Wed, 09 Nov 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 517 In this episode of Inbound Sales Journey, Gray and Ryan discuss the tools that you can use to make sure your contract process is running smoothly! Enjoy! In this episode of Inbound Sales Journey, Gray and Ryan discuss the tools that you can use to make sure your contract process is running smoothly! Enjoy! No Ian Shockey 66 66 What to Include in a Retainer Contract full http://inboundsalesshow.podbean.com/e/what-to-include-in-a-retainer-contract/ https://share.transistor.fm/s/4833bfb9 Wed, 02 Nov 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1036 In this episode of Inbound Sales Journey, Gray and Ryan talk about all the essential elements that you should consider when putting together you inbound retainer contracts. Enjoy!  In this episode of Inbound Sales Journey, Gray and Ryan talk about all the essential elements that you should consider when putting together you inbound retainer contracts. Enjoy!  No Ian Shockey 65 65 How to use a Digital Calculator to Clearly Communicate Value full http://inboundsalesshow.podbean.com/e/how-to-use-a-digital-calculator-to-clearly-communicate-value/ https://share.transistor.fm/s/7c00ee22 Wed, 26 Oct 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 928 In this episode of Inbound Sales Journey, Ryan and Gray discuss the process of showing customers the value of inbound by leveraging digital calculators on calls and through assignment selling. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray discuss the process of showing customers the value of inbound by leveraging digital calculators on calls and through assignment selling. Enjoy! No Ian Shockey 64 64 The 5 Magic Numbers of the Inbound Revenue Calculator full http://inboundsalesshow.podbean.com/e/the-5-magic-numbers-of-the-inbound-revenue-calculator/ https://share.transistor.fm/s/e0ccc7d7 Wed, 19 Oct 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 945 In this episode of Inbound Sales Journey, Ryan and Gray talk through the five important numbers that unlock the power of the Inbound Revenue Calculator. Enjoy!  In this episode of Inbound Sales Journey, Ryan and Gray talk through the five important numbers that unlock the power of the Inbound Revenue Calculator. Enjoy!  No Ian Shockey 63 63 How Digital Calculators Help You Connect With Prospects full http://inboundsalesshow.podbean.com/e/how-digital-calculators-help-you-connect-with-prospects/ https://share.transistor.fm/s/14dd89af Wed, 12 Oct 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 740 In this episode of Inbound Sales Journey, Gray and Ryan talk about how you can leverage the power of digital calculators to help you connect with prospects. Enjoy! In this episode of Inbound Sales Journey, Gray and Ryan talk about how you can leverage the power of digital calculators to help you connect with prospects. Enjoy! No Ian Shockey 62 62 Is #INBOUND16 a Good Place to Prospect? full http://inboundsalesshow.podbean.com/e/is-inbound16-a-good-place-to-prospect/ https://share.transistor.fm/s/9364a470 Wed, 05 Oct 2016 14:24:16 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 821 In this episode of Inbound Sales Journey, Gray and Ryan discuss the value of going to #INBOUND16 in Boston. Is it a good place to prospect? Find out here! Enjoy! In this episode of Inbound Sales Journey, Gray and Ryan discuss the value of going to #INBOUND16 in Boston. Is it a good place to prospect? Find out here! Enjoy! No Ian Shockey 61 61 Should You Stop Offering Free Marketing Assessments? full http://inboundsalesshow.podbean.com/e/should-you-stop-offering-free-marketing-assessments/ https://share.transistor.fm/s/0946d68e Wed, 21 Sep 2016 14:38:54 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1924 In this episode of Inbound Sales Journey, Gray and Ryan discuss the short comings of free marketing assessments and the power of a prospect education in the sales process. Enjoy!  In this episode of Inbound Sales Journey, Gray and Ryan discuss the short comings of free marketing assessments and the power of a prospect education in the sales process. Enjoy!  No Ian Shockey 60 60 Using Live Chat to Engage Prospects full http://inboundsalesshow.podbean.com/e/using-live-chat-to-engage-prospects/ https://share.transistor.fm/s/f8d716c0 Wed, 14 Sep 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 926 In this episode of Inbound Sales Journey, Ryan and Andrew chat about how your agency can leverage live chat on your website to open up conversations with prospective customers. Enjoy! In this episode of Inbound Sales Journey, Ryan and Andrew chat about how your agency can leverage live chat on your website to open up conversations with prospective customers. Enjoy! No Ian Shockey 59 59 An Interview with Ryan Shelley from Shelley Media Arts full http://inboundsalesshow.podbean.com/e/an-interview-with-ryan-shelley-from-shelley-media-arts/ https://share.transistor.fm/s/9b4b41aa Wed, 07 Sep 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1135 In this episode of Inbound Sales Journey, Ryan sits down with Ryan Shelley from Shelley Media Arts to discuss the value-added sales funnel. This covers the gap between marketing and sales as leads are working through the funnel. Enjoy! In this episode of Inbound Sales Journey, Ryan sits down with Ryan Shelley from Shelley Media Arts to discuss the value-added sales funnel. This covers the gap between marketing and sales as leads are working through the funnel. Enjoy! No Ian Shockey 58 58 An Interview with Kyle Bento from IMPACT full http://inboundsalesshow.podbean.com/e/an-interview-with-kyle-bento-from-impact/ https://share.transistor.fm/s/09f69118 Wed, 31 Aug 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1432 In this episode of Inbound Sales Journey, Gray sits down with Kyle Bento from IMPACT to discuss the inbound agency prospecting process. Enjoy! In this episode of Inbound Sales Journey, Gray sits down with Kyle Bento from IMPACT to discuss the inbound agency prospecting process. Enjoy! No Ian Shockey 57 57 How to Train New Agency Sales People full http://inboundsalesshow.podbean.com/e/how-to-train-new-agency-sales-people/ https://share.transistor.fm/s/5e9e051d Wed, 24 Aug 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1014 In this episode, Ryan and Gray share the important things you need to consider as you're growing your agency sales team. Investing in you talent is key to keeping them running at top capacity. Enjoy! In this episode, Ryan and Gray share the important things you need to consider as you're growing your agency sales team. Investing in you talent is key to keeping them running at top capacity. Enjoy! No Ian Shockey 56 56 When to Give Up on a Prospect full http://inboundsalesshow.podbean.com/e/when-to-give-up-on-a-prospect/ https://share.transistor.fm/s/74d17af2 Wed, 17 Aug 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 601 In this episode, Gray and Ryan discuss that ugly aspect of the sales process: giving up on a prospect. They may have gone dark, partnered with another agency, or just lost interest. Learn how you can review the situation and make the best decision for your funnel. Enjoy! In this episode, Gray and Ryan discuss that ugly aspect of the sales process: giving up on a prospect. They may have gone dark, partnered with another agency, or just lost interest. Learn how you can review the situation and make the best decision for you No Ian Shockey 55 55 How to Use Assignment Selling When Selling Inbound full http://inboundsalesshow.podbean.com/e/how-to-use-assignment-selling-when-selling-inbound/ https://share.transistor.fm/s/cbbc3933 Wed, 10 Aug 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1438 In this episode, Gray and Ryan discuss how you can leverage assignment selling as part of your inbound sales process. Setting expectations and training your clients are two key jobs within the sales process. Learn how assignment selling helps you accomplish each of those!  In this episode, Gray and Ryan discuss how you can leverage assignment selling as part of your inbound sales process. Setting expectations and training your clients are two key jobs within the sales process. Learn how assignment selling helps you accompli No Ian Shockey 54 54 Inbound Agency Sales Compensation Plans full http://inboundsalesshow.podbean.com/e/inbound-agency-sales-compensation-plans/ https://share.transistor.fm/s/5544b458 Wed, 03 Aug 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1703 In this episode, Gray and Ryan share different options you can consider when planning your agency sales team's compensation plans.  In this episode, Gray and Ryan share different options you can consider when planning your agency sales team's compensation plans.  No Ian Shockey 53 53 The Importance of Agency Partnerships full http://inboundsalesshow.podbean.com/e/the-importance-of-agency-partnerships/ https://share.transistor.fm/s/16dbfb1f In this episode, Gray and Ryan discuss how you can build strategic partnerships with other key agencies in an effort to deliver more delight to your clients. Spend your time focusing on what you are good at and have partnerships in place to pick up what you can’t do. Enjoy!

]]> In this episode, Gray and Ryan discuss how you can build strategic partnerships with other key agencies in an effort to deliver more delight to your clients. Spend your time focusing on what you are good at and have partnerships in place to pick up what you can’t do. Enjoy!

]]> Wed, 27 Jul 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 792 In this episode, Gray and Ryan discuss how you can build strategic partnerships with other key agencies in an effort to deliver more delight to your clients. Spend your time focusing on what you are good at and have partnerships in place to pick up what you can’t do. Enjoy! In this episode, Gray and Ryan discuss how you can build strategic partnerships with other key agencies in an effort to deliver more delight to your clients. Spend your time focusing on what you are good at and have partnerships in place to pick up what y No Ian Shockey 52 52 The Inbound Agency Sales Tool Stack full http://inboundsalesshow.podbean.com/e/the-inbound-agency-sales-tool-stack/ https://share.transistor.fm/s/de733dc6 Wed, 20 Jul 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 959 In this episode, Gray and Ryan get down and nerdy! You'll learn the necessary tool stack you need to run a killer inbound agency sales process. Cheers! In this episode, Gray and Ryan get down and nerdy! You'll learn the necessary tool stack you need to run a killer inbound agency sales process. Cheers! No Ian Shockey 51 51 When to Ask for Referrals full http://inboundsalesshow.podbean.com/e/when-to-ask-for-referrals/ https://share.transistor.fm/s/2b1912c9 Wed, 13 Jul 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 817 In this episode, Gray and Ryan discuss how you can better leverage your existing client load by asking them for referrals. This can be a great, organic way to grow your agency. Enjoy! In this episode, Gray and Ryan discuss how you can better leverage your existing client load by asking them for referrals. This can be a great, organic way to grow your agency. Enjoy! No Ian Shockey 50 50 Setting Expectations During the Sales Process full http://inboundsalesshow.podbean.com/e/setting-expectations-during-the-sales-process/ https://share.transistor.fm/s/ef962b43 Wed, 06 Jul 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 751 In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can set the table for a healthy client relationship by setting proper expectations early. Enjoy! In this episode of Inbound Sales Journey, Ryan and Gray discuss how you can set the table for a healthy client relationship by setting proper expectations early. Enjoy! No Ian Shockey 49 49 Recap Season 4 of Inbound Sales Journey full http://inboundsalesshow.podbean.com/e/recap-season-4-of-inbound-sales-journey/ https://share.transistor.fm/s/2c377c27 Wed, 29 Jun 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 620 In this episode, Gray and Ryan recap Season 4 of Inbound Sales Journey and share what you can expect next in Season 5. Enjoy! In this episode, Gray and Ryan recap Season 4 of Inbound Sales Journey and share what you can expect next in Season 5. Enjoy! No Ian Shockey 48 48 Is Growth Driven Design Worth the Investment? full http://inboundsalesshow.podbean.com/e/is-growth-driven-design-worth-the-investment-1458076824/ https://share.transistor.fm/s/e1ee0224 Wed, 15 Jun 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 786 In this episode, Gray and Ryan chat about a hot topic in the inbound world. Growth Driven Design is a new way to think about website design project. Is it worth the investment for your agency?  In this episode, Gray and Ryan chat about a hot topic in the inbound world. Growth Driven Design is a new way to think about website design project. Is it worth the investment for your agency?  No Ian Shockey 47 47 Building an Agency Brand Using Podcasting full http://inboundsalesshow.podbean.com/e/building-an-agency-brand-using-podcasting/ https://share.transistor.fm/s/8b389b33 Wed, 08 Jun 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1013 In this episode, Ryan and Gray share the benefits and risks of using podcasting to build your agency brand.  In this episode, Ryan and Gray share the benefits and risks of using podcasting to build your agency brand.  No Ian Shockey 46 46 Reaching Out to Decision Makers full http://inboundsalesshow.podbean.com/e/reaching-out-to-decision-makers/ https://share.transistor.fm/s/32223d5b Wed, 01 Jun 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 800 In this episode, Gray and Ryan discuss how to determine the best contact to reach out to when prospecting. In this episode, Gray and Ryan discuss how to determine the best contact to reach out to when prospecting. No Ian Shockey 45 45 How to Use Live Events to Sell Agency Services full http://inboundsalesshow.podbean.com/e/how-to-use-live-events-to-sell-agency-services/ https://share.transistor.fm/s/505410db Wed, 25 May 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1991 In this episode, Ryan interviews Larry Levinson from Sensible Marketing in Phoenix, AZ to learn how they're using live events to sell inbound agency services.  In this episode, Ryan interviews Larry Levinson from Sensible Marketing in Phoenix, AZ to learn how they're using live events to sell inbound agency services.  No Ian Shockey 44 44 How Many Services Should We Sell at Our Agency? full http://inboundsalesshow.podbean.com/e/how-many-services-should-we-sell-at-our-agency/ https://share.transistor.fm/s/519abce7 Wed, 18 May 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 984 In this episode, Gray and Ryan discuss the number of services you should offer at your inbound agency. Check it out!  In this episode, Gray and Ryan discuss the number of services you should offer at your inbound agency. Check it out!  No Ian Shockey 43 43 Should Your Agency Use Discovery Projects? full http://inboundsalesshow.podbean.com/e/should-your-agency-use-discovery-projects/ https://share.transistor.fm/s/e51b4e3e Wed, 11 May 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1480 In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can use Discovery Projects to sell inbound projects for your agency. Don't miss this episode! In this episode of Inbound Sales Journey, Ryan and Gray talk about how you can use Discovery Projects to sell inbound projects for your agency. Don't miss this episode! No Ian Shockey 42 42 The Transition from Sales to On-Boarding full http://inboundsalesshow.podbean.com/e/the-transition-from-sales-to-on-boarding/ https://share.transistor.fm/s/ff85e3aa Wed, 04 May 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1180 In this episode, Gray and Ryan review the process so you can make sure that you're in for a smooth transition from sales to on-boarding. In this episode, Gray and Ryan review the process so you can make sure that you're in for a smooth transition from sales to on-boarding. No Ian Shockey 41 41 Mastering the Last Leg of the Agency Sales Process full http://inboundsalesshow.podbean.com/e/mastering-the-last-leg-of-the-agency-sales-process/ https://share.transistor.fm/s/4f1663fe Wed, 27 Apr 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 878 In this episode, Ryan and Gray share how you can master the last leg of the agency sales process! The decision stage of the agency sales process is key to growing your business. Learn how you can capitalize on this key phase in this episode! In this episode, Ryan and Gray share how you can master the last leg of the agency sales process! The decision stage of the agency sales process is key to growing your business. Learn how you can capitalize on this key phase in this episode! No Ian Shockey 40 40 Presenting Your Agency Solution full http://inboundsalesshow.podbean.com/e/presenting-your-agency-solution/ https://share.transistor.fm/s/d9f2cb0c Wed, 20 Apr 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1117 In this episode, Ryan and Gray share how you can present your winning agency solution at the end of the agency sales process. In this episode, Ryan and Gray share how you can present your winning agency solution at the end of the agency sales process. No Ian Shockey 39 39 Finding Your Best Fit Prospect in the Qualifying Call full http://inboundsalesshow.podbean.com/e/finding-your-best-fit-prospect-in-the-qualifying-call/ https://share.transistor.fm/s/ac674330 Wed, 13 Apr 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1272 In this episode, Ryan and Gray uncover the secrets of the most important aspect of the inbound agency sales process!  In this episode, Ryan and Gray uncover the secrets of the most important aspect of the inbound agency sales process!  No Ian Shockey 38 38 The Process and Mindset for a Killer Connect Call full http://inboundsalesshow.podbean.com/e/the-process-and-mindset-for-a-killer-connect-call/ https://share.transistor.fm/s/63beab98 Wed, 06 Apr 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1836 In this episode, Ryan and Gray present the key elements to a great qualifying call during the inbound agency sales process!  In this episode, Ryan and Gray present the key elements to a great qualifying call during the inbound agency sales process!  No Ian Shockey 37 37 What We Learned in Season 3 full http://inboundsalesshow.podbean.com/e/what-we-learned-in-season-3/ https://share.transistor.fm/s/9c71280e Wed, 30 Mar 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 607 In this episode, Gray and Ryan recap all the ground that has been covered in Season 3 of Inbound Sales Journey!  In this episode, Gray and Ryan recap all the ground that has been covered in Season 3 of Inbound Sales Journey!  No Ian Shockey 36 36 Should Agency Founders Sell Their Own Services? full http://inboundsalesshow.podbean.com/e/should-agency-founders-sell-their-own-services/ https://share.transistor.fm/s/76dfa6e1 Wed, 23 Mar 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 690 As an agency owner, it is easy to develop a super-hero mentality. You think you need to do everything to make it work. In this episode, Gray and Ryan discuss if agency founders should be involved in the sales process. Take a listen! As an agency owner, it is easy to develop a super-hero mentality. You think you need to do everything to make it work. In this episode, Gray and Ryan discuss if agency founders should be involved in the sales process. Take a listen! No Ian Shockey 35 35 Cold emailing or calling? full http://inboundsalesshow.podbean.com/e/cold-emailing-or-calling/ https://share.transistor.fm/s/f48522e9 Wed, 16 Mar 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 711 Growing your inbound agency is going to require cold contacting businesses. The question is, what is the best way to reach out if they have never heard of you before? In this episode, Gray and Ryan discuss the pros and cons of cold emailing and cold calling! Growing your inbound agency is going to require cold contacting businesses. The question is, what is the best way to reach out if they have never heard of you before? In this episode, Gray and Ryan discuss the pros and cons of cold emailing and cold calli No Ian Shockey 34 34 How to Use Personality to Sell Inbound Marketing full http://inboundsalesshow.podbean.com/e/how-to-use-personality-to-sell-inbound-marketing/ https://share.transistor.fm/s/7a55dd52 Wed, 09 Mar 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1095 In this episode you'll discover how to leverage the power of personality when building relationships through the inbound agency sales process! In this episode you'll discover how to leverage the power of personality when building relationships through the inbound agency sales process! No Ian Shockey 33 33 How Inbound Agencies Should Price Retainers full http://inboundsalesshow.podbean.com/e/how-inbound-agencies-should-price-retainers/ https://share.transistor.fm/s/db2bf68b Wed, 02 Mar 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 890 As an inbound agency, you're likely already positioning yourself as a retainer partner. Now you need to decide how to price your services. Take a listen as Gray and Ryan discuss the different approaches you can take! As an inbound agency, you're likely already positioning yourself as a retainer partner. Now you need to decide how to price your services. Take a listen as Gray and Ryan discuss the different approaches you can take! No Ian Shockey 32 32 Should Prospecting and Sales Be Separate Roles? full http://inboundsalesshow.podbean.com/e/should-prospecting-and-sales-be-separate-roles/ https://share.transistor.fm/s/68858a2e Wed, 24 Feb 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 738 An agency needs leads to survive, but how should the responsibility of attracting and qualifying leads be divided? Ryan and Gray discuss in this episode!  An agency needs leads to survive, but how should the responsibility of attracting and qualifying leads be divided? Ryan and Gray discuss in this episode!  No Ian Shockey 31 31 How Agencies Should Deal with Top of the Funnel Leads full http://inboundsalesshow.podbean.com/e/how-agencies-should-deal-with-top-of-the-funnel-leads/ https://share.transistor.fm/s/50b6d450 Mon, 22 Feb 2016 21:26:25 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 773 Collecting leads from your agency website is only the first step! Once they're in the funnel, you need to nurture them. In this episode, Gray and Ryan talk all about how to deal with top of the funnel leads. Take a listen!  Collecting leads from your agency website is only the first step! Once they're in the funnel, you need to nurture them. In this episode, Gray and Ryan talk all about how to deal with top of the funnel leads. Take a listen!  No Ian Shockey 30 30 Should Agencies Provide Customer References? full http://inboundsalesshow.podbean.com/e/should-agencies-provide-customer-references/ https://share.transistor.fm/s/aa05a034 Thu, 11 Feb 2016 14:28:33 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 724 Has a lead recently asked for a list of client references? Take a listen as Gray and Ryan chat about this phase of the inbound agency sales process! Has a lead recently asked for a list of client references? Take a listen as Gray and Ryan chat about this phase of the inbound agency sales process! No Ian Shockey 29 29 What Type of Content Should Agencies Create? full http://inboundsalesshow.podbean.com/e/what-type-of-content-should-agencies-create/ https://share.transistor.fm/s/5a2cb52d Fri, 05 Feb 2016 21:48:21 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 660 Are you trying to close more deals as an inbound agency? To have a strong sales funnel, you need to practice inbound. In this episode, Gray and Ryan break down exactly what type of content you need to create to be successful!  Are you trying to close more deals as an inbound agency? To have a strong sales funnel, you need to practice inbound. In this episode, Gray and Ryan break down exactly what type of content you need to create to be successful!  No Ian Shockey 28 28 How to be a Successful Agency with No Industry Experience full http://inboundsalesshow.podbean.com/e/how-to-be-a-successful-agency-with-no-industry-experience/ https://share.transistor.fm/s/24f9b5e7 Wed, 27 Jan 2016 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 749 Are you looking to crack into the industry, but don't have any experience? Take a listen to this episode and hear how Ryan and Gray break it down!  Are you looking to crack into the industry, but don't have any experience? Take a listen to this episode and hear how Ryan and Gray break it down!  No Ian Shockey 27 27 Does Inbound Marketing Work in Traditional Markets? full http://inboundsalesshow.podbean.com/e/does-inbound-marketing-work-in-traditional-markets/ https://share.transistor.fm/s/a1387c39 Thu, 21 Jan 2016 14:40:18 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 682 Wondering how inbound marketing works in traditional markets? Take a listen to this episode and hear how Ryan and Gray break it down! Wondering how inbound marketing works in traditional markets? Take a listen to this episode and hear how Ryan and Gray break it down! No Ian Shockey 26 26 How Many Resources Do I Need to Commit to Inbound Marketing? full http://inboundsalesshow.podbean.com/e/how-many-resources-do-i-need-to-commit-to-inbound-marketing/ https://share.transistor.fm/s/d0242469 Wed, 13 Jan 2016 18:07:48 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 501 Should everyone on my team blog? Who needs to be involved? These are the questions we answer in this episode of Inbound Sales Journey. Should everyone on my team blog? Who needs to be involved? These are the questions we answer in this episode of Inbound Sales Journey. No Ian Shockey 25 25 How Inbound Works with Current Sales Processes full http://inboundsalesshow.podbean.com/e/how-inbound-works-with-current-sales-processes/ https://share.transistor.fm/s/fd2f28bf Wed, 06 Jan 2016 19:51:06 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 948 Learn how inbound works with your current sales processes in this episode! Learn how inbound works with your current sales processes in this episode! No Ian Shockey 24 24 Inbound Marketing Doesn't Work in My Industry full http://inboundsalesshow.podbean.com/e/inbound-marketing-doesnt-work-in-my-industry/ https://share.transistor.fm/s/102ac792 Wed, 16 Dec 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1009 Tell me you've heard this one before! Some prospects doesn't think that their audience can be reached with inbound. In this episode, Ryan and Gray walk through how to reach these people with the truth about inbound. Tell me you've heard this one before! Some prospects doesn't think that their audience can be reached with inbound. In this episode, Ryan and Gray walk through how to reach these people with the truth about inbound. No Ian Shockey 23 23 How to Measure the ROI of Inbound Marketing full http://inboundsalesshow.podbean.com/e/how-to-measure-the-roi-of-inbound-marketing/ https://share.transistor.fm/s/3d457453 Wed, 09 Dec 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 685 Do you ever struggle to measure the ROI of inbound? If so, then this episode is just for you! Here Ryan and Gray breakdown the ROI of inbound to help you better communicate with your prospects and clients.  Do you ever struggle to measure the ROI of inbound? If so, then this episode is just for you! Here Ryan and Gray breakdown the ROI of inbound to help you better communicate with your prospects and clients.  No Ian Shockey 22 22 How to Sell the Value of Inbound to the C-Suite full http://inboundsalesshow.podbean.com/e/how-to-sell-the-value-of-inbound-to-the-c-suite/ https://share.transistor.fm/s/961660e6 Wed, 02 Dec 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 909 Have you ever struggled to secure buy-in during the inbound sales process? Having the c-suite bought into things is mission critical. In this episode, Ryan and Gray share how you can gain buy-in from the business leaders.  Have you ever struggled to secure buy-in during the inbound sales process? Having the c-suite bought into things is mission critical. In this episode, Ryan and Gray share how you can gain buy-in from the business leaders.  No Ian Shockey 21 21 How to Create Urgency When Selling Inbound Services full http://inboundsalesshow.podbean.com/e/how-to-create-urgency-when-selling-inbound-services/ https://share.transistor.fm/s/ee1fccab Wed, 25 Nov 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 726 Most times you loose a deal to in-action rather than a competition. It is just hard to make the prospect see just how important your service is to them. In this episode, Ryan and Gray share tactics you can use to help the prospect see the urgency of their situation. Most times you loose a deal to in-action rather than a competition. It is just hard to make the prospect see just how important your service is to them. In this episode, Ryan and Gray share tactics you can use to help the prospect see the urgency of their No Ian Shockey 20 20 How to Position HubSpot in the Agency Sales Process full http://inboundsalesshow.podbean.com/e/how-to-position-hubspot-in-the-agency-sales-process/ https://share.transistor.fm/s/cf952385 Wed, 18 Nov 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1099 Ever struggle to know when to start talking about HubSpot? You don't want to share too early and confuse the prospect. In this episode, Ryan and Gray talk about right time to introduce the marketing automation platform!  Ever struggle to know when to start talking about HubSpot? You don't want to share too early and confuse the prospect. In this episode, Ryan and Gray talk about right time to introduce the marketing automation platform!  No Ian Shockey 19 19 Should You Guarantee Results as an Inbound Agency? full http://inboundsalesshow.podbean.com/e/should-you-guarantee-results-as-an-inbound-agency-1444335934/ https://share.transistor.fm/s/87e8fb4d Wed, 11 Nov 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 801 Ever had a prospect ask you if your agency results are guaranteed? They want you to take the risk out of the situation for them. In this episode, Ryan and Gray share how you can overcome this common agency objection!  Ever had a prospect ask you if your agency results are guaranteed? They want you to take the risk out of the situation for them. In this episode, Ryan and Gray share how you can overcome this common agency objection!  No Ian Shockey 18 18 How to Position Inbound vs. PPC full http://inboundsalesshow.podbean.com/e/how-to-position-inbound-vs-ppc/ https://share.transistor.fm/s/913d8c30 Wed, 04 Nov 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 558 Prospects don't always know what they want. Sometimes they can be researching several different solutions for their pain. If you're talking to a prospect, there is a chance they have considered PPC or are currently using PPC in their marketing mix. IN this episode, Ryan and Gray share how to position inbound in this conversation.  Prospects don't always know what they want. Sometimes they can be researching several different solutions for their pain. If you're talking to a prospect, there is a chance they have considered PPC or are currently using PPC in their marketing mix. IN thi No Ian Shockey 17 17 Setting ROI Expectations in the Sales Process full http://inboundsalesshow.podbean.com/e/setting-roi-expectations-in-the-sales-process/ https://share.transistor.fm/s/7ceec3ca Wed, 28 Oct 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 854 Have you ever had a prospect ask "When can I expect to see a ROI from inbound?" If so, you know that this is an important expectation to set. In this episode, Ryan and Gray dig into this topic. Have you ever had a prospect ask "When can I expect to see a ROI from inbound?" If so, you know that this is an important expectation to set. In this episode, Ryan and Gray dig into this topic. No Ian Shockey 16 16 How to Show Prospects They Need an Inbound Agency full http://inboundsalesshow.podbean.com/e/how-to-show-prospects-they-need-an-inbound-agency/ https://share.transistor.fm/s/112a14e3 Wed, 21 Oct 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 882 Have you ever talked to someone who doesn't realize they need help with inbound? For you it is so clear, but to them they just don't see the light. In this episode, Ryan and Gray shares several tactics that can help you communicate the value of partnering with an inbound agency. Have you ever talked to someone who doesn't realize they need help with inbound? For you it is so clear, but to them they just don't see the light. In this episode, Ryan and Gray shares several tactics that can help you communicate the value of partnering No Ian Shockey 15 15 How to Overcome Pricing Objections as an Inbound Agency full http://inboundsalesshow.podbean.com/e/how-to-overcome-pricing-objections-as-an-inbound-agency/ https://share.transistor.fm/s/57586d10 Wed, 14 Oct 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 856 Do you ever hear the price objection in the sales process? "You're too much?" or "What am I paying for?" Positioning price well in the process is important. In this episode, Gray and Ryan teach you how!  Do you ever hear the price objection in the sales process? "You're too much?" or "What am I paying for?" Positioning price well in the process is important. In this episode, Gray and Ryan teach you how!  No Ian Shockey 14 14 How to Differentiate Your Inbound Agency full http://inboundsalesshow.podbean.com/e/how-to-differentiate-your-inbound-agency/ https://share.transistor.fm/s/94a167ec Wed, 07 Oct 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 947 Ever struggle to communicate what sets you apart? In the sales process it is important to communicate what differentiates you from the competition. In this episode, Gray and Ryan share how you can clearly communicate your value proposition to prospects. Ever struggle to communicate what sets you apart? In the sales process it is important to communicate what differentiates you from the competition. In this episode, Gray and Ryan share how you can clearly communicate your value proposition to prospects. No Ian Shockey 13 13 Communicate the Value of Inbound to a Prospect full http://inboundsalesshow.podbean.com/e/communicate-the-value-of-inbound-to-a-prospect/ https://share.transistor.fm/s/dcd2ba3d Wed, 30 Sep 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1031 Do you ever struggle to share articulate the real reason why prospects should start using inbound marketing? If so, this episode will help you out!  Do you ever struggle to share articulate the real reason why prospects should start using inbound marketing? If so, this episode will help you out!  No Ian Shockey 12 12 012 - The Top 5 Sales Resources for Inbound Agencies full http://inboundsalesshow.podbean.com/e/012-the-top-5-sales-resources-for-inbound-agencies/ https://share.transistor.fm/s/db93b1f0 Mon, 21 Sep 2015 02:09:56 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 574 As a farewell until season two begins we wanted to leave you with some resources that have been helpful for us as we worked to improve our sales efforts. As a farewell until season two begins we wanted to leave you with some resources that have been helpful for us as we worked to improve our sales efforts. No Ian Shockey 11 11 The 8 Key Attributes of Successful Inbound Sales Reps full http://inboundsalesshow.podbean.com/e/the-8-key-attributes-of-successful-inbound-sales-reps/ https://share.transistor.fm/s/84a5dc31 Wed, 09 Sep 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1279 Are you trying to grow you agency team with a new sales rep? Dive into these 8 key attributes to look for in your next rep!  Are you trying to grow you agency team with a new sales rep? Dive into these 8 key attributes to look for in your next rep!  No Ian Shockey 10 10 Tracking Your Agency Sales Outreach Efforts full http://inboundsalesshow.podbean.com/e/tracking-your-agency-sales-outreach-efforts/ https://share.transistor.fm/s/1fdf2f28 Wed, 02 Sep 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1385 When you're working to grow your inbound agency, it can be easy to loose track of communications. Loosing track of what is working and what isn't is stressful. Take the time to track the right metrics so you can pivot to what is working well! When you're working to grow your inbound agency, it can be easy to loose track of communications. Loosing track of what is working and what isn't is stressful. Take the time to track the right metrics so you can pivot to what is working well! No Ian Shockey 9 9 How to Keep Prospects from Slipping Through the Cracks full http://inboundsalesshow.podbean.com/e/how-to-keep-prospects-from-slipping-through-the-cracks/ https://share.transistor.fm/s/d5f0b148 Wed, 26 Aug 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1235 Are you ever worried that inbound leads are falling through the cracks? You work so hard to earn inbound leads, you need a system to make sure they're not slipping away. In this episode Ryan and Gray share how you can build just that system for your inbound agency!  Are you ever worried that inbound leads are falling through the cracks? You work so hard to earn inbound leads, you need a system to make sure they're not slipping away. In this episode Ryan and Gray share how you can build just that system for your inbou No Ian Shockey 8 8 How to Use Outbound for Inbound Services full http://inboundsalesshow.podbean.com/e/how-to-use-outbound-for-inbound-efforts/ https://share.transistor.fm/s/cdfd82ba Wed, 19 Aug 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1109 Are you working to grow your inbound agency? Are you struggling to build a steady stream of inbound leads to sustain a consistent sales system? If so then this episode is for you! Are you working to grow your inbound agency? Are you struggling to build a steady stream of inbound leads to sustain a consistent sales system? If so then this episode is for you! No Ian Shockey 7 7 Using the HubSpot CRM Effectively full http://inboundsalesshow.podbean.com/e/using-the-hubspot-crm-effectively/ https://share.transistor.fm/s/a5f3664f Wed, 12 Aug 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1803 Keeping leads organized can be a hassle. Throw in different lead sources and different people following up and you have a real mess on your hands. Setting up a proper sales system using the HubSpot CRM may be just the fix you need!   Keeping leads organized can be a hassle. Throw in different lead sources and different people following up and you have a real mess on your hands. Setting up a proper sales system using the HubSpot CRM may be just the fix you need!   No Ian Shockey 6 6 Should Agencies Target a Niche? full http://inboundsalesshow.podbean.com/e/should-agencies-target-a-niche/ https://share.transistor.fm/s/20b14efe Wed, 05 Aug 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1349 Selecting an agency niche or vertical is a popular topic in the inbound agency space today. On this episode Gray and Ryan walk through the pros and cons of selecting a niche for your agency. Selecting an agency niche or vertical is a popular topic in the inbound agency space today. On this episode Gray and Ryan walk through the pros and cons of selecting a niche for your agency. No Ian Shockey 5 5 Empowering Your Salesperson with Education full http://inboundsalesshow.podbean.com/e/empowering-your-salesperson-with-education/ https://share.transistor.fm/s/b31849c7 Wed, 29 Jul 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1895 For your sales team to be successful, they need to be empowered with the proper education. They need to know your offerings inside - out and also understand the personas they're working with on a daily basis. On this episode Gray and Ryan dig into practicle examples that can help you educate your sale team.  For your sales team to be successful, they need to be empowered with the proper education. They need to know your offerings inside - out and also understand the personas they're working with on a daily basis. On this episode Gray and Ryan dig into practic No Ian Shockey 4 4 Who Should You Hire First full http://inboundsalesshow.podbean.com/e/who-should-you-hire-first/ https://share.transistor.fm/s/3b4eebbe Wed, 22 Jul 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1470 If you're looking to grow your inbound marketing agency, you're going to need to build the team beyond yourself. A question a lot of agency owners ask is "Who should we hire first?" Today Ryan and Gray dig in and share their thoughts on this tough question! If you're looking to grow your inbound marketing agency, you're going to need to build the team beyond yourself. A question a lot of agency owners ask is "Who should we hire first?" Today Ryan and Gray dig in and share their thoughts on this tough questio No Ian Shockey 3 3 Why Sell an Inbound Marketing GamePlan full http://inboundsalesshow.podbean.com/e/why-sell-an-inbound-marketing-gameplan/ https://share.transistor.fm/s/956d9956 Wed, 15 Jul 2015 07:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1617 Selling an entire retainer up front can be a hard sell. Selling a GamePlan first can give you and your team the chance to build trust in the eyes of the client.  Selling an entire retainer up front can be a hard sell. Selling a GamePlan first can give you and your team the chance to build trust in the eyes of the client.  No Ian Shockey 2 2 Creating an Inbound Agency Sales System full http://inboundsalesshow.podbean.com/e/creating-an-inbound-agency-sales-system/ https://share.transistor.fm/s/454327ac Wed, 01 Jul 2015 12:00:00 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 1533 Do you have a system in place at your agency? If not, this is the episode for you! In this episode on Inbound Sales Journey co-hosts Ryan Herman and Gray MacKenzie share the key areas you need to build to implement a sound agency sales system.  Do you have a system in place at your agency? If not, this is the episode for you! In this episode on Inbound Sales Journey co-hosts Ryan Herman and Gray MacKenzie share the key areas you need to build to implement a sound agency sales system.  No Ian Shockey 1 1 Welcome to the Inbound Sales Show! full http://inboundsalesshow.podbean.com/e/welcome-to-the-inbound-sales-show/ https://share.transistor.fm/s/158e1969 Tue, 23 Jun 2015 20:59:23 +0000 Gray MacKenzie and Ryan Herman Gray MacKenzie and Ryan Herman 797 On Inbound Sales Journey, co-hosts Gray MacKenzie and Ryan Herman chat all-things agency sales. The goal is to give agency professionals a resource to help them sell more retainers and projects. On Inbound Sales Journey, co-hosts Gray MacKenzie and Ryan Herman chat all-things agency sales. The goal is to give agency professionals a resource to help them sell more retainers and projects. No Ian Shockey