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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:

#632 S2 Episode 501 - NEVER DEAD: The Re-emergence of the Phone and Focus on Sales Cost Apr 16, 2023

Show notes

THE PHONE NEVER GETS OLD

We can come across a lot of sellers who believe that the phone is dead and nobody wants to do cold calls anymore. Ben is back and he explains to Collin that the phone may have been overshadowed by the dawn of social selling and LinkedIn but nowadays it is coming back in fashion. Stay tuned as Ben also discusses the emerging focus on the cost of sales in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: THE PHONE IS COMING BACK IN FASHION

“One of the big things is, and it sounds a bit of Wolf of Wall Street, but the phone is coming back in fashion, and that's not because I worked for RingCentral.”

BEN: SALES ENABLERS AS FITNESS COACHES

“I think one of the big things is that a hot sort of topic is the cost of the sale, that's what you hear all the time, how much does the sale cost, and we want to get that pipeline cost of sale down. The big thing in enablement is we've got to get our sales staff as fit as possible.”

Connect with Ben

Ben Purton | RingCentral

Connect with Collin

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#631 S2 Episode 500 - DOWN AND DIRTY: Getting Down in the Trenches with Your Team Apr 15, 2023

Show notes

LEAD FROM THE BOTTOM-UP

Leadership is sometimes mistaken as a very prestigious role. People in this position tend to isolate themselves away from their teams but for Will Diaz, this is not the way. Will is the VP of Business Development at Arrive Logistics. He will be sharing his experience in the transportation industry and the importance of being in the trenches with your team. Find out more about Will in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

WILL: THE CULTURE HE CULTIVATES DAILY

“One of the things that I always share with our sales teams is that there's not one person in any leadership role or industry or athlete that isn't really confident in their job who is doing really well, and it's one of the things that you have to cultivate. You can't purchase it and you cultivate that by being open and willing to ask questions and to learn on a daily basis, and so that's to me what I think is foundational.”

WILL: WALK THE FLOOR AND BE WITH YOUR TEAM

“If you want to run a business, you need to really be on the floor and in the trenches with your team, and so, for me, I've taken that and every day, I make it a point to walk our floor to sit down with our team”

Connect with Will

William Diaz | Arrive Logistics

Connect with Collin

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#630 S2 Episode 499 - YOURSELF IN THE MIX: Finding Out Your Own Personality and Matching It to the Buyer Apr 14, 2023

Show notes

MIX ME AND MATCH

We’ve talked about personality insights for both collective buyers and specific buyers, what we haven’t talked about yet is the seller. How does a seller find out his own personality type? How does he match this to his buyers? Collin explains the 2 ways of getting personality insights for yourself and how you will fit in with each of the 4 profiles in DISC. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“There are two ways really, there's like these disc assessments that you can take that have a ton of questions and take some time. And that's one way. The simpler path is you can look at your humanity profile, right, you can check out your humanity profile and see what it says about you.”

Connect with Collin

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#629 S2 Episode 498 - unWHINEd: Creating the Right Mindset for Cold Calling Apr 13, 2023

Show notes

QUIT WHINING AND KEEP CALLING

We keep hearing sellers complaining about cold calling that it doesn’t work, it’s too difficult, and they can’t handle the rejection. Well, Nancy is back for one last round with Collin to explain why we should stop thinking that way, and start having the mindset that it works, and by consistently doing the right activities, you will achieve success. Stay tuned as Nancy shares her final thoughts in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NANCY: ALWAYS THINK IT WORKS BECAUSE IT DOES

“You always want to go in with the mindset that this works because it does you also. If you are lucky enough to be in an organization that provides ongoing sales training, you're good that it is a privilege to engage them to be their representative.”

NANCY: JUST KEEP DOING THE RIGHT ACTIVITIES

“We all have moments during the day that something happened that really pissed you off, and I say stand up, take a walk, take a breather, and then come back and just do it. Just keep doing it. Because sales is an activity game. If you're doing all the right activities, you will achieve your goals.”

Connect with Nancy

Nancy Calabrese | Twitter | One of a Kind Sales

Connect with Collin

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#628 S2 Episode 497 - TARGET ACQUIRED: Specific and Segmented Targeting With Personality Insights Apr 12, 2023

Show notes

IF YOU CAN GO BROAD AND COLLECTIVE, YOU CAN ALSO GO SPECIFIC AND TARGETED

Collin and Shawn continue to go deeper with their discussion on Humantic’s features. As Collin explained in the earlier conversation that a seller can use collective insights on a group of buyers, now he breaks down how you can use it to have specific and segmented target buyers. Learn the specifics in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“This is something that you want to implement from the very beginning and what I mean is exactly what you touched on Shawn before you ever reach out because segmenting by personality type can help you better target and select and prioritize right maybe selling outside of your type is really challenging. So maybe you only target people like you.”

Connect with Collin

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#627 S2 Episode 496 - FLEXIBILITY: Learning to Sell Without the Rigidity of the Process Apr 11, 2023

Show notes

DON’T BE SO RIGID

Collin introduces us to Kyle Asay today, and they will be talking about the rigidity of the sales process for both the seller and the buyer. Kyle shared his experience of being able to have a snowballing success after learning not to be too rigid in the process and starting to try new ways of selling, he then gives the advice to stop pushing your process to the buyer and let them evaluate the situation on their own. Learn all these in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KYLE: PEOPLE DON’T LIKE TO BE SOLD TO

“Everybody knows that no one wants to be sold to, people don't like to feel like they're being sold to.”

KYLE: BREAKING OUT OF RIGIDITY

“I had to learn to get away from rigidity. When I learned the sales process, being somebody that is very detail oriented, I just started to follow the sales process to exactness, even when there was an uncomfortable amount of friction with the buyer.”

KYLE: LET THE BUYER EVALUATE

“When you push your process, and you're trying to get the buyer out of the actual evaluation that they are trying to conduct, that friction often doesn't work.”

Connect with Kyle

Kyle Asay | MongoDB

Connect with Collin

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#626 S2 Episode 495 - NOT ONE TOO MANY: Collective Personality Insights for Multiple Decision Makers Apr 10, 2023

Show notes

IT’S NOT JUST ONE PERSON AT ALL

Collin is back with Shawn and today, they talk about personality insights in a “collective” way. First, Collin explains that though Humantic brings a lot of insights that are very useful, you still need to do some research on the company side. Then he discusses that Humantic doesn’t only provide insights on one person because when you are in a room with multiple decision makers, it can provide you with collective insight on how to handle these many personalities. Learn more in detail in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHY MOVE TO HUMANTIC?

“You still need to know like the company, the org chart, the people that you're selling to the stakeholders, all of that stuff. You need to know what they do, who they serve, who their customers are, who their competitors are, you still need to know all that stuff.”

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“The person is the most important thing in the sales process, it's human to human, and so knowing what they value most, what you should or shouldn't do, or even knowing if you're selling to a group of people, which can become more challenging, hey, there are five people in the room, virtually or in person, they all have different personalities, then what do I do? We’ll actually analyze that committee for you to give you the collective personality.”

Connect with Collin

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#625 S2 Episode 494 - FIT TO SELL: The Role of Sales Enablement as Fitness Coaches Apr 09, 2023

Show notes

HOW FIT ARE YOU TO SELL?

Your ability to sell is also like your physical fitness. Everybody who aims to be physically fit needs a fitness coach. The same goes for a salesperson, you need to be “fit” to sell, and a sales enabler is your “fitness coach”.

Collin introduces us to Ben Purton, Director of International Sales Enablement at RingCentral, and he is here to talk about the role of Sales Enablers as fitness coaches for sellers around the world. Learn more about Ben in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: WHAT TRUST AND HONESTY CAN BRING

“Trust, honesty, build relationships, and sometimes you can have not only a buyer for life but also referrals.”

BEN: SALES ENABLERS AS FITNESS COACHES

“The big thing in enablement is we've got to get our sales staff as fit as possible. We often use a fitness analogy, and my boss at RingCentral, she uses it a lot, where the fitness coaches of sales, that is what we do. And in 2023, some companies have decided that enablement, they don't carry a quota. See you later. Not quite sure, that's a good strategy, because if you get rid of your fitness coach, what would happen to a sports team,”

Connect with Ben

Ben Purton | RingCentral

Connect with Collin

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#624 S2 Episode 493 - RECORD IT TO WIN IT: Recording Your Demos and Discovery Calls Apr 08, 2023

Show notes

STOP THINKING, JUST HIT RECORD

As Scott and Collin have discussed the various ways of documentation, the two dig deeper into the video recording method where they talk about what tools can be used and what to tell the prospect when they ask about the recording. Scott emphasizes the importance of using the tools around you and just hitting the record. Stay tuned as Scott also gives his last thoughts in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

SCOTT: JUST HIT RECORD

“Just click record. And now you've got documentation, you got transcriptions, you can take that recording and slice it into small pieces using a tool like grain. I mean, there are so many ways that you can put together the how-tos in your sales playbook, just with the basic tools that are available to you.”

SCOTT: YOU HAVE TO BE COMMITTED

“I don't care what the economic conditions are out there, if you're a startup founder, and you're just trying to get like a million, or two or three in revenue, or you're just trying to get your first 10 customers. Like, if you're looking around at exogenous variables as to why you can't sell your stuff, you probably got much bigger problems, it probably means that you're actually not committing to the sale.”

Connect with Scott

Scott Sambucci | SalesQualia | SalesQualia.com

Connect with Collin

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#623 S2 Episode 492 - BEHIND THE SCENES: Learning the Technology Behind Humantic AI Apr 07, 2023

Show notes

IT’S TIME TO LEARN ABOUT THE AI IN HUMANTIC AI

We all have learned what Humantic AI is and what help it brings to every seller. But what about the actual technology behind it?

Well, it’s about time to learn about the AI in Humantic AI. Keep tuned as Collin discusses which information is being gathered and how it’s processed to get the DISC and OCEAN profile of a person, only here in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHY MOVE TO HUMANTIC?

“Hope is a dangerous thing to rely on. Hope is good, in many ways, but to rely on that in your sales process is not so good.”

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“So we look at the about section, comments, posts, things that go out, we pull from Google search, Twitter, LinkedIn, a lot come from LinkedIn, we even look at education level, promotion path, we even look at recommendations on your LinkedIn profile that have been given and what those say, ones that you've given to others, and how those are written in words that are too. So all of that goes through natural language processing, and then it goes into our machine learning that's built off psycholinguistics in order to identify the DISC and the OCEAN personality type of that person.”

Connect with Collin

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