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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!

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    Copyright: Copyright © Leadium, Inc. 2023

    • Apple Podcasts
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    Latest Episodes:
    #482 S2 Episode 351 - DON’T WING IT IF YOU CAN’T WIN IT: How To Tackle Common Prospecting Challenges Nov 18, 2022
    Show notes

    SOLVING PROBLEMS IS THE BEST WAY TO GO

    Anthony is back to discuss the common prospecting challenges he sees with sales folks these days, and #1 is not knowing the problems their business is solving. He also talks about the importance of optimizing your time, than just blindly winging it all day. So solve your selling problems and optimize your time today by learning from Anthony 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • Anthony's view on the common challenges folks face today
    • Ditch the features and functions, focus on problem-solving
    • Stop winging it if you're not winning it, instead, be intentional with it

    “When you prospect with a person's potential problem in mind, you allow them to connect the dots of who the hell you are, what you're here to talk to them about, and why you're reaching out to them in the first place.” - ANTHONY: How prospecting should be done

    Connect with Anthony and learn more about what he’s been working on!

    Anthony Natoli | Lattice | Lattice.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #481 S2 Episode 350 - ME, MYSELF, AND I: Understanding One’s Self To Better Understand Buyers Nov 17, 2022
    Show notes

    UNDERSTAND YOURSELF FIRST BEFORE UNDERSTANDING OTHERS

    Today, Collin talks to Emily about really knowing yourself, finding resources on how to better understand your own traits and the importance of understanding how other people want to receive information. Make sure to jump in to learn 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • You have to really know yourself
    • Resources to understand behavioral models
    • Understand how your prospects want to receive information

    “I think you brought up a really important point too is, really knowing yourself, knowing what your personality type and traits are. So that you understand when working with people in different quadrants that how things that you naturally do based on how you're hardwired might be received, there's just like silly little things like, do or don't put bullet points in an email that might drive some people insane.” - COLLIN: Know yourself before knowing others

    Connect with Emily

    Emily Shaw | Lushin, Inc. | Lushin.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #480 S2 Episode 349 - CIRCLE OF LIFE: Understanding Customer Lifecycle As A Means Of Product-Led Growth Nov 16, 2022
    Show notes

    ALL ROADS LEAD TO CUSTOMER EXPERIENCE

    Duane Dufault is back with this very important message.

    Duane explains that understanding the customer lifecycle is the key to putting product, sales, and marketing, all on the same page. So tune in today and understand why with Duane 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • Product, sales, and marketing, all on the same page
    • Product is right in the middle of it all
    • Understand and breakdown your entire customer lifecycle

    “You just have to understand that all roads lead to customer experience, if you're not building an amazing product customer is going to churn.” - DUANE: It’s the customer that matters, not the department

    Connect with Duane

    Duane Dufault | SellingSaaS | DuaneDufault.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #479 S2 Episode 348 - INTO THE LAB: The Winback Labs’ Winning Framework Nov 15, 2022
    Show notes

    IT ALL DEPENDS ON THE SITUATION…

    Dan is back and will be giving us an overview of when and how he and his team get involved in the winback process. Learn more about the Winback Labs framework and discover why it’s not the number of people to win back that matters but the circumstances, 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • When does Winback Labs get involved
    • The Winback Labs framework
    • How much data do you need
    • Circumstances over numbers

    “It's really not dependent on the number of customers, it truly isn't. What we've found in the survey, in the study was that, under different circumstances, different percentages of people come back, they're just thumbnails, but it gives you a really good idea of how many people will come back under different circumstances…” - DAN: It’s not the number, it’s the circumstances that matter

    Connect with Dan

    Dan Pfister | Winback Labs | WinbackLabs.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #478 S2 Episode 347 - YOU DO YOU: What Is The Best Way To Do Things When People Keep Telling Otherwise Nov 14, 2022
    Show notes

    WHAT WORKS FOR YOU IS WHAT’S BEST FOR YOU

    Collin talks to Ari about their personal approaches to social selling and discusses further being told by everyone on what is best to do when cold calling, or for any sales activity for that matter. Collin only has one tip, do what works for you, and you’re on your way. Don’t miss this and tune in now to 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • Personal approach to social selling
    • There's so much noise online
    • People hate being told what to do
    • The #1 thing to do is what works for you
    • It's not about the content, it's about your confidence

    “You want to know what the perfect cold call opener is? It’s the one that works for you best the one that you feel the most confident in delivering” - COLLIN: What works for you, not them

    Connect with Ari

    Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #477 S2 Episode 346 - THE GOOD, THE BAD, AND THE HIRING: Properly Determining The Parameters Of What Is Good And Bad Nov 13, 2022
    Show notes

    THERE’S NO BAD IF THERE’S NO GOOD

    Leaders tend to judge candidates or rookies for being bad hires. The question is, have they established what is good, so they know if it’s really bad? Once again, enter Nigel Green, to clarify this and give leaders advice on what to prepare first, before jumping into hiring. Learn more from Nigel 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • The core problem of the sales hiring process
    • The 3 phases of the sales hiring process
    • You won't know what bad is if you don't know what good is
    • Dealing with your personal biases

    “Let's do a job analysis. Let's figure out what needs to be done, and what quality in these areas of work, what does quality look like so that we can quickly and more accurately determine what's good or bad.” - NIGEL: How to truly determine what’s good and bad

    Connect with Nigel

    Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #476 S2 Episode 345 - LITTLE BY LITTLE: A Little Encouragement Can Start Something Small And Grow Big Nov 12, 2022
    Show notes

    SOMETIMES IT JUST NEEDS A LITTLE PUSH FROM OTHERS

    Tune in today and listen to Cole Gordon as he shares how a little encouragement has led him to start up his own content, eventually evolving into his business today. Learn more about Cole’s evolution only here 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • The evolution of Cole's business
    • How Cole's business works
    • The industries Cole's business is in

    “I just got a little bit of encouragement at the beginning, which was really helpful, and then once I got started, and I started putting stuff out there and content out there, it was really obvious like, ‘Okay, I definitely am good at this.’ So that's how it started.” - COLE: How encouragement paved the way to startup

    Connect with Cole and learn more about what he’s been working on!

    Cole Gordon | HighEndClient.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #475 S2 Episode 344 - GOOD COP, BAD COP: Executing A Good Discovery Without Making It An Interrogation Nov 11, 2022
    Show notes

    INTERROGATIONS ARE UNCOMFORTABLE

    Prospects hate to feel like they are in an interrogation. In this episode, Collin talks about the struggles of a salesperson when doing a discovery, from the lack of confidence to thinking of the right questions to ask, to finding the right timing for your questions. Find out more by tuning 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • The trap of nervousness and lacking confidence
    • Some people struggle with what questions to ask
    • The timing of your questions is very important

    “This is something we've actually never talked about, is these different types of questions and the timing of the questions is so important because what you mentioned earlier, Ari is the discovery shouldn't feel like an interrogation, and when you ask those high-trust questions too early, then it's like, ‘Oh, this guy's just running bad on me, and it does feel like an interrogation.” - COLLIN: Proper timing for high-trust questions

    Connect with Ari

    Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #474 S2 Episode 343 - EVERYTHING’S BIGGER WHEN YOU GO DEEPER: Great Discoveries Can Be A Goldmine For Bigger Deals Nov 10, 2022
    Show notes

    A REALLY GOOD DISCOVERY CAN BE A KEY TO BIGGER DEALS

    When you have a really, really good discovery, you unlock the potential of other products and services you can offer that fit your prospect’s pains, making your deals bigger. Learn more about this by tuning in to Marcus, and check out his final thoughts in this latest episode of Sales Transformation.

    Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

    Power up your podcast experience by joining our Free Podcast Community!

    TRANSFORMING MOMENTS

    • A really good discovery can make deals bigger
    • Tools are important, and so are the people who use it
    • Marcus' final thoughts

    “With a really good discovery, not only do you solve that first layer of pain that they have, and you solve that problem, but your deals are actually bigger as well, you'll be able to add more products, offers, and solutions to solve the overall issue.” - MARCUS: A good discovery can bring bigger business

    Connect with Marcus and learn more about what he’s been working on!

    Marcus Chan | 6 Figure Sales Secrets

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #473 S2 Episode 342 - BIRD SET FREE: Letting Your Employees Know That Posting On Social Is Welcomed And Embraced Nov 09, 2022
    Show notes

    YOU POST, YOU’RE FIRED

    This is one of the misconceptions today why sellers don’t post on social about their work and business as they fear that they will be fired for doing it. Bradley explains that companies should embrace this new trend and that leaders should welcome this behavior, and let their people know that they are free to build their own brands. Learn more by tuning in to Bradley on 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!

    Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

    TRANSFORMING MOMENTS

    • Everything wrong with the old social media policy
    • The fear of getting fired for posting on social
    • Let your people know that posting is a welcomed behavior
    • Let your people develop their own personal brands

    “It turns out the most common reason why somebody won't share on social is because they think that their bosses are going to fire them because they're going to assume that they're looking for another job. So if you go from zero, I don't post all of a sudden, posting every single day, and everyone in the company thinks I'll branch out looking for another job, and so that's the reason people don't share. So all you have to do is tell people, this is welcomed behavior.” - BRADLEY: Let your people know they are free to post

    Connect with Bradley

    Bradley Keenan | The Employee Advocacy and Influence Podcast | DSMN8 | DSMN8.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


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