In the latest episode of the Enterprise Sales Development Podcast, the “Sales Genius” Joe Ingram, boasting tons of sales experience, shared his insights on building formidable inside sales teams. Delving into topics ranging from the critical importance of attitude and consistent activity in inside sales, to the enduring power of cold calling, Joe also highlighted the intriguing role of neuroscience in sales techniques. He emphasized the significance of aligning with prospects by matching their energy levels and speaking rates. Moreover, Joe broke down his proprietary four-step sales process, detailing its efficiency in enhancing deal closures. He enriched the discussion by offering invaluable advice on fostering effective communication and genuine rapport with clients, asserting that these elements are foundational for cultivating trust and sustaining long-term business relationships. WHAT YOU’LL LEARN Neuroscience applied in sales Cold call pro tips How to efficiently communicate with prospects QUOTES “The phone is the most crucial tool you have in any business because it's an immediate call to action.” - Joe Ingram [8:28]   “Truly great salespeople do it, they explain the process first so the person knows where they're going. And then as you go, you actually add credibility to yourself.” - Joe Ingram [27:41] “We all have the ability to adapt, we choose not to. And when we choose not to adapt our personality to the prospect, who is it?.” - Joe Ingram [32:57] TIMESTAMPS [0:00] - Meet Joe Ingram [6:50] - Joe’s recipe for sales success [11:22] - Joe on people to people interaction with neuroscience [21:50] - Joe’s tips on cold calls [30:13] - Matching personality types in sales [38:54] - Joe’s importance in communication in sales [43:14] - Emotional aspect of B2B buying  [52:00] - Connect with Joe CONNECT Joe's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices