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Sales Transformation — Business
Sales Transformation

Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.

Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it’s mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.

With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.

So, if you’re ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let’s transform the way we sell, together!

Copyright: Copyright © Leadium, Inc. 2023

Latest Episodes:

#642 S2 Episode 511 - SUPPORT THAT LASTS: Keeping Sales Enablement in the Organization Apr 26, 2023

Show notes

SELLERS NEED A SUPPORT THAT LASTS

No matter how good your sellers are, as a leader or an organization, you will need to support them at any given point in time, and that’s why Ben emphasizes the importance of keeping sales enablement present. Ben shares his final thoughts so make sure you stay until the end of this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: THE PHONE IS COMING BACK IN FASHION

“If you're in enablement, you need to get the one-liners get in the trenches with sales, feel their pain and understand them, qualify them out as if they're a customer. My other thought to businesses is you have to keep enablement. ”

Connect with Ben

Ben Purton | RingCentral

Connect with Collin

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#641 S2 Episode 510 - BEING FRANK TAKES THE BANK: Straight Forward Ranking Approach Apr 25, 2023

Show notes

BEING BLUNT AND FRANK IS NOT SO BAD

If you are a seller who doesn’t want to waste your time and just wants to get down to business, then this is the episode for you. Mark is back with Collin and he talks more about his blunt and frank approach with the buyer. He emphasizes that bluntness and frankness are key ingredients to his ranking order approach. Learn more about this technique in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MARK: WHERE BLUNTNESS AND FRANKNESS MATTER

“People appreciate the bluntness the frankness, I don't have time time to spend with people who aren't going to buy for me. And you know what? People who I'm selling to, they don't have time to spend, they don't have the time to spend with sellers who sell, it's not going to happen. So let's cut to the chase, let's cut to the chase early. I want to find out where this comes out in a rank order.”

Connect with Mark

Mark Hunter | The Sales Hunter | The Sales Logic Podcast

Connect with Collin

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#640 S2 Episode 509 - WAR ROOM: Teams and Counter Measures to Crisis Events Apr 24, 2023

Show notes

COUNTER DOOM WITH A WAR ROOM

Will is back and today is all about teams and countermeasures. He shares with Collin the structure of his team amidst the pandemic and the strategies they used to create a close-to-office virtual set-up, where he highlights their “Zoom War Room” where anybody can jump in and raise their concerns, and effectively made the operations smoother. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

WILL: ZOOM WAR ROOM

“Some of our teams have a lot of success with like kind of a zoom war room type of setting where no matter what video platform you're using, like you could jump in there, and if you had a question, you didn't have to just slack it into a group, you could actually jump in there.”

Connect with Will

William Diaz | Arrive Logistics

Connect with Collin

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#639 S2 Episode 508 - UNDIVIDED ATTENTION: Capturing and Maintaining the Buyer’s Attention in the Demo Apr 23, 2023

Show notes

“INSANITY IS DOING THE SAME THING OVER AND OVER AGAIN AND EXPECTING DIFFERENT RESULTS” - Albert Einstein

If you keep doing the same thing that other sellers do on their demos, you will never capture and keep your buyer’s attention. Kyle is back with Collin and today, he talks about how buyers react to how he starts his demos differently and how he takes advantage of the attention and keeps the buyer in tune with their conversation. Learn more about this strategy in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KYLE: KEEPING THE ATTENTION ON THE DEMO

“The way I'm going to capture and maintain their attention in the demo is I'm going to do a really strong recap of the problems we're going to solve and how we're going to solve them then show them specifically how they would use a technology or solution to solve their problem in their environment.”

Connect with Kyle

Kyle Asay | MongoDB

Connect with Collin

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#638 S2 Episode 507 - LOTS FOR LESS: Making More in Sales with Less the Cost Apr 22, 2023

Show notes

SOMETIMES WE ARE CAUSING THE COST TO GO UP WITHOUT KNOWING

Ben is back to continue discussing with Collin about the cost of sales. He breaks down what you can do to make more sales with less cost. There are times when we are causing the costs to go up without knowing and Ben explains that one of the biggest causes of this is making assumptions and sharing a story about it. So tune in and find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: THE PHONE IS COMING BACK IN FASHION

“A lot of times one of the most dangerous things I see is assumptions are always made.”

BEN: SALES ENABLERS AS FITNESS COACHES

“If you go in and go ‘Okay, this customer's problem is going to be exactly the same as the one in the vertical that they're in that I just spoke to last week, you're going to miss the target nine times out of ten if not more.”

Connect with Ben

Ben Purton | RingCentral

Connect with Collin

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#637 S2 Episode 506 - TIME AFTER TIME: Keeping Up with the Sales Environment Apr 21, 2023

Show notes

WHAT DO YOU DO WHEN THINGS ARE NOT THE WAY THEY USED TO BE?

Times have passed, rules have changed, and sellers are not exempted. The sales environment, particularly with the customer has changed over time, and sellers need to know what to do to cope with it. Mark Hunter is back in the show to talk about how sellers can cope with the ever-changing sales environment today. Learn more with Mark in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MARK: SPREAD YOUR WINGS MORE

“Here's the deal. We have got to spread our wings more with our customers, go back to the Gardner study that in terms of the number of people who are involved, it's real, it's real.”

MARK: THE RULES HAVE CHANGED

“The problem was the person, wasn't the decision maker. No, excuse me, the person wasn't the economic buyer, and many times those are two different people. You've got to make sure, and the question I'm telling everybody to ask right now is, ‘How have you made decisions like this in the last 30 days?’ I don't even say in the past, I say in the last 30 days? Because the rules have changed. I want to hear what's the criteria they're using? To put a deal across the finish line? I'm asking that of the customer.”

Connect with Mark

Mark Hunter | The Sales Hunter | The Sales Logic Podcast

Connect with Collin

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#636 S2 Episode 505 - THE WILL TO LEAD: What It Really Takes To Be a Leader Apr 20, 2023

Show notes

A LEADER DOESN’T HAVE TO BE THE BEST

What does it take to be a leader? A great leader. Do you have to be the top performer? Or the best contributor? Will is back with Collin as they talk further about leadership in the trenches. Will explains that great leaders don’t have to be your top performers or your best individual contributor, what matters the most is being intentional in improving and having the ability to pass on knowledge. Learn more from Will in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

WILL: THE CULTURE HE CULTIVATES DAILY

“If you're in a leadership position, or even if you're not, at the end of the day, we all lead ourselves, and having the ability to pass on knowledge information, and then be able to communicate, cross-functionally is imperative because then that allows the person next to you to learn something more, and then be able to incorporate into their style, and that's really how you can build scale.”

Connect with Will

William Diaz | Arrive Logistics

Connect with Collin

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#635 S2 Episode 504 - EYE OF THE TRACKER: Metrics to Keep an Eye on When Segmenting Personality Types Apr 19, 2023

Show notes

ARE YOU ON THE RIGHT TRACK?

In the last part of Collin’s conversation with Shawn, they discussed the importance of tracking and monitoring the sales performance of each of the DISC personality types. Today, Collin further breaks down how the tracking is properly done and which metrics you should keep an eye on. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THE METRICS TO CHECK FOR RESULTS

“There's a few, I always like to say, what KPI is your top priority to improve? Is that first-time-to-engagement? Is that response rate on outbound? Is that pipeline generated? Is that moving more meetings from first meeting to second meeting is shortening sales cycles. So there's all kinds of different things that you can measure, pick one, they'll try to measure them all, pick one.”

Connect with Collin

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#634 S2 Episode 503 - DISCOVERING YOU & ME: Making the Buyer Comfortable In A Discovery Call Apr 18, 2023

Show notes

WHAT MAKES YOU WORTH DISCOVERING?

One of the most hated parts of the selling process by most buyers is the discovery call. Most buyers feel that they are only on the discovery call to be questioned and interviewed by people who know very little about them and their industry. Kyle is back and he will be discussing what makes a discovery call worth the buyer’s time and how you can improve it by letting them know that you are there to help. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KYLE: WHAT A BUYER WANTS FROM A DISCOVERY CALL

“You have to keep in mind the reason why the buyer agreed to a discovery call is not to answer your questions, it is to find out as quickly as possible if you can actually help them. A big fear for the buyer is they're going to finish the first call, they will have given you their heart and soul and details for what they're worried about, what they're stressed about, and they still won't know if you can help them.”

Connect with Kyle

Kyle Asay | MongoDB

Connect with Collin

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#633 S2 Episode 502 - WITH OR WITHOUT: Detecting Personality Types Even Without a Platform to Use Apr 17, 2023

Show notes

IT’S HARD BUT DOABLE

Collin is back with Shawn and today they discuss more the ins and outs of personality insights in selling. Collin breaks down what each of the 4 DISC profiles would normally ask a seller, and further explains that it may be challenging but finding a buyer’s personality type is doable, with or without a platform. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHAT IS ASKED BY EACH OF THE 4 DISC PROFILES

“So you can pick up certain things, a D type might want to know more about what, and I type more about who, and then a C type would want to know how, and S would be more like why.”

COLLIN: CHALLENGING BUT DOABLE

“it starts with being able to track and measure it. So if you are not using something like Humantic, could you still pull this off? Yes. Would it be more challenging? Yes. But it is possible”

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