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    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!

    Advertise

    Copyright: Copyright © Leadium, Inc. 2023

    • Apple Podcasts
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    • Spotify

    Latest Episodes:
    #532 S2 Episode 401 - WEED IT OUT: Assessing How Assessments Are Used Jan 06, 2023
    Show notes

    HOW DO YOU WEED OUT THE GOOD ONES?


    When is the proper time of using an assessment tool in the hiring process? A lot of recruiters make the mistake of using assessment tools at the wrong time, particularly at the end of the process. In this episode, Collin and Kevin discuss that assessment tools should be used early in the hiring process, and you can discover more about this in the latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    COLLIN: USE THE TOOL EARLY ON
    “There's a lot of folks using the assessment tool incorrectly, and to kind of clarify, that is they're using it too late in the process. You know, if you're in a high-growth company, and you're reviewing hundreds of candidates to hire 40 a month, you can't meet with everybody. So you've got to weed people out early on.”


    Connect with Kevin

    Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #531 S2 Episode 400 - BUILD ME UP: Engineering The Modern Sales Leader Jan 06, 2023
    Show notes

    The anatomy of a modern sales leader is composed of 3 major qualities:


    DATA-DRIVEN, PROCESS-ORIENTED, AND METRICS ORIENTED.


    Kevin Gaither, Founder of Inside Sales Expert, joins Collin in today’s episode, where he discusses the similarities between being in Engineering and in Sales, and how it applies to building a sales team. Find out more in this latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    KEVIN: SIMILARITIES OF ENGINEERING AND SALES LEADERSHIP
    “The modern sales leader has to be data-driven, process-oriented, and metrics-oriented. If you don't have systems thinking mentality, you will fail as a modern leader.”


    KEVIN: INVEST TIME IN BUILDING THE PROCESS

    “Invest a lot of time in building a very intentional interview process, because those early people that you hire are critical to the future success of your business, full stop.”


    Connect with Kevin

    Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #530 S2 Episode 399 - CHANNELS AND FUNNELS: Determining The Best Selling Approach Jan 04, 2023
    Show notes

    ARE YOU IN OR OUT?


    A lot of sellers may debate which channel is the best for selling, and which among outbound or inbound is better. In this episode, Collin and Shawn discuss their favorite channels with Collin emphasizing Inbound as the better approach for LinkedIn, and doing Outbound with his personal favorite, cold calling. Find out more about these channels in this latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    COLLIN: LINKEDIN IS BEST USED AS INBOUND
    “I think people that have really figured out LinkedIn well is to use it more as an inbound channel, like creating content that resonates that provides value and education to the people that you serve.”


    COLLIN: JUST HAVE FUN ON THE PHONE

    “Main thing is, man, when you're on the phone, just have fun, if you ain't having fun, then you're not doing it right.”


    Connect with Shawn

    Shawn Kipnis | Kaleyra | Kaleyra.com


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #529 S2 Episode 398 - BDR LIFER: The Life and Career of Shawn Kipnis Jan 03, 2023
    Show notes

    ARE YOU WORKING IN SALES AS A MEANS OR AS YOUR PASSION?


    A lot of sellers, BDRs, in particular, are mostly just interested in the “goodies” that the job entails, such as the income, or the travel. However, Shawn Kipnis, a BDR from Kaleyra, aka the “BDR Lifer” on LinkedIn, works for his passion as a BDR. He sees his job as something he may not do forever, but can also use the skills he learned in the future, and he will be sharing all of these in the latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    SHAWN: TO BE A LEADER WHO GETS IN THE TRENCHES
    “I just found my passion in where I want to be, which is a BDR. Not necessarily being a BDR, forever, but using those skills forever, because right now, I want to get into management next year. So I think a good manager gets in the trenches with their team.”


    Connect with Shawn

    Shawn Kipnis | Kaleyra | Kaleyra.com


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok



    #528 S2 Episode 397 - POSITION VS TRANSITION: Treating Your Role As An SDR As An Expertise And Not Just A Stepping Stone Jan 02, 2023
    Show notes

    DO YOU TREAT YOUR SDR POSITION AS A ROLE OR A TRANSITION?


    Mark joins Collin once again in another round of SDR talk. In our sales world today, there is a common issue among SDRs in sales organizations, which is that a lot of them don’t stay that long in their teams, mostly because they are only using this position as a stepping stone to get to another one. Mark explains that it is better to position yourself as a sales development expert than rush your way out to finding new positions, and you will find out more in this latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    MARK: POSITION YOURSELF AS AN EXPERT
    “If you've positioned yourself as a sales development or business development expert, rather than just treating it as a transitional role, my money says you're going to find it very easy to find another position”


    Connect with Mark

    Mark McInnes | Sales Development As A Service | Sales-Dev.com


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #527 S2 Episode 396 - SUPERSIZE: A Walkthrough On The Enterprise Sales Process Jan 01, 2023
    Show notes

    LARGE ACCOUNTS, MID-MARKET, AND ENTERPRISE ACCOUNTS


    How do you sell to these guys? Do you treat them the same way as smaller accounts? Or do you need to have a separate strategy? These are questions that we will be answering together with Salman Mohiuddin, who works with Strategic Enterprise Sales at Asana, in this latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with
    Humantic AI!


    TRANSFORMING MOMENTS


    SALMAN: LARGE-SCALE ACCOUNTS ARE NEVER LINEAR

    “When it comes to larger accounts, and even larger mid-market accounts, or larger enterprise accounts, we know that the sales cycle is not linear. It's never linear.”


    SALMAN: UNDERSTAND THE PROBLEM FIRST

    “I would put away the product to the side for a second, just set, set it to the side, the product, the capabilities, your fancy features, we'll get there, but let's really understand what is the specific problem that we're solving?”


    Connect with Salman

    Salman Mohiuddin | Asana | Asana.com


    Connect with
    Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok



    #526 S2 Episode 395 - TOP OF MIND: Handling An Enterprise Sales Call And Process Dec 31, 2022
    Show notes

    HOW WOULD YOU HANDLE AN ENTERPRISE SALES CALL?


    Krysten is back with Collin and today, she will be discussing staying on top of mind with your buyers, maintaining a good sequence, and understanding the buyer’s arc. Find out more of Krysten’s ways of handling an enterprise process in this latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with
    Humantic AI!


    TRANSFORMING MOMENTS


    COLLIN: KNOW YOUR AUDIENCE TO TAILOR FIT YOUR MESSAGE


    “Knowing your audience, knowing your buyers, you know, is definitely an important piece to how you tailor the message across, I think is really important for folks to think about.”


    KRYSTEN: UNDERSTANDING THE BUYER’S ARC


    “If you look at the arc of the buyer journey, at the beginning of the buyer journey they're interested in, like, Is this thing, really a problem? Is it a problem that's big enough to solve? And then it's okay, well, if we're going to solve this problem, what needs do we have? What would it have to do?”


    Connect with Krysten


    Krysten Conner
    | UserGems | UserGems.com


    Connect with
    Collin


    LinkedIn
    | YouTube | Newsletter | Twitter | IG | TikTok


    #525 S2 Episode 394 - GETTING IT TOGETHER: Ensuring Your SDR Team Stays Intact Dec 30, 2022
    Show notes

    ARE YOU TREATING YOUR SDRs WELL?


    One of the hardest jobs for an SDR manager is to keep his team intact. The problem is a lot of SDRs think of their roles as temporary. Collin and guest, Mark McInnes, Founder and Chief Outbound Officer of Sales Development As A Service, will be talking about this issue and how it can be resolved. Very important stuff, so tune in to this latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    COLLIN: SDRs THINK THEIR ROLE ARE JUST TEMPORARY
    “If you don't have a lot of patience, and you don't like managing projects, then maybe just maybe enterprise something's not for you.”


    Connect with Mark

    Mark McInnes | Sales Development As A Service | Sales-Dev.com


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #524 S2 Episode 393 - ALIVE AND KICKING: Proper Ways Of Active Engagement On Linkedin Dec 29, 2022
    Show notes

    IF YOU’RE GONNA PUT SOMETHING THERE, MAKE SURE IT’S MEANINGFUL


    Utilizing LinkedIn is trickier than most sellers think. A lot think that simple comments are enough, but let’s face it, that’s lazy and boring. Mandy is back for another round, and in this episode, she’ll be going deep into several ways of using LinkedIn properly, particularly on being active in engagement, ensuring that your comments are meaningful, and keeping track of your prospect’s comments as well. All these are in the latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    MANDY: TAKE ADVANTAGE OF EVERYTHING
    “Comment on their posts, like their posts, react to their posts, whatever you want to do… give it a clap, give it a light bulb, whatever you want to do… give it a funny, now that they have a new funny reaction, and then leave a meaningful comment or two, or look at their comments like are they actively commenting on other people's posts, because sometimes people don't post a lot, but they comment a lot, and you can engage with those comments.”


    Connect with Mandy

    Mandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.com


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #523 S2 Episode 392 - 5 STAR: Top 5 Qualities Of A Great Sales Leader Dec 28, 2022
    Show notes

    DO YOU HAVE WHAT IT TAKES TO BE A GREAT SALES LEADER?


    Do you have to be the greatest salesman in the world to become a sales leader? Or do you have to hit the highest quota on the face of the Earth? In this episode, Collin presents his Top 5 picks for the qualities of a great sales leader, and it’s not one of those flashy things at all. If you really wanna know, tune in to this latest episode of Sales Transformation.



    Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI!


    TRANSFORMING MOMENTS


    COLLIN: BE A GREAT COMMUNICATOR

    “You need to be a very good communicator. As a sales leader, you need to know how to talk to people and how to get your message across.”

    COLLIN: BE GREAT BY BEING PASSIONATE

    “Being passionate as a sales leader is extremely important. It shows that you really truly care about your team, and the work that you do.”


    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


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