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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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    • Spotify

    Latest Episodes:
    #462 S2 Episode 331 - RED FLAG: Unlearning Bad Habits Of Lying, Misleading, And Deception Oct 29, 2022
    Show notes

    HEY, IT’S TIME TO STOP THAT NONSENSE!

    Most sellers develop bad habits just because it’s successful on the scoreboard, but it can cause you more harm than good. Imagine being hated by everyone else because of the lies and manipulation you do, sucks right? Tune in as Collin talks about unlearning bad habits of lying and misleading, 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

    • Bad culture of misleading people
    • Stop lying just to make a sale
    • The need to unlearn bad habits

    “Somebody who had been around quite a bit longer came over and is like, ‘Hey, you should stop saying that.’ And I'm like, ‘Have you seen the board? Like, it's clearly working? Why would I not say that anymore?’ He's like, ‘Well, because it's not true, and to be completely frank, I was one of those salespeople in the beginning that everybody hates, and I had to unlearn a lot of bad habits.’” - COLLIN: Bad habits needed to be unlearned

    Connect with Ari

    Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #461 S2 Episode 330 - DON’T BE INSANE! Stop Doing The Same Thing And Try Something New Oct 28, 2022
    Show notes

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

    No one will succeed in repeatedly doing the same thing that never works. In a field where the more seasoned reps kept telling him what to do or not to do, Dale Yasunaga went against the waves and counterflowed his strategy. Find out further how this brought him success 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

    • What Dale did differently to succeed
    • Succeed with a healthy dose of grit and determination
    • No fear to try a different angle

    “I looked at my territory and went, ‘This territory has never seen a President's Club performer before because it was a geographic area I was given.’ I said, ‘So if all these prior folks kind of follow the same advice, and could never, hit this level of performance, maybe there's something about trying a different approach.’ And so I did some things that were a little bit different. In that area, I focused on vertical industries that traditionally were not tapped into that I felt were undermined.” - DALE: If the old ways don’t work, trust in yours

    Connect with Dale

    Dale Yasunaga | Sales Mastery Coaching

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #460 S2 Episode 329 - ROLLING IN THE DEEP: Dig Deeper To Discover Problems To Offer The Right Solutions Oct 27, 2022
    Show notes

    YOU HAVE TO FIND THE ANSWERS DEEP WITHIN

    Discovery calls are not just about educating our prospects on what we do and what we offer, it is also a chance for us to find out what problems they have and how we can offer solutions. Collin talks about the importance of digging deeper into these problems, and you can learn all these 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

    • Sellers need to get better at finding problems beyond the surface level
    • Everybody's worst competitor is the status quo
    • Think about other initiatives going in while doing the discovery

    “Support tickets are creating other problems that trickle down into multiple departments, and sellers need to get better at identifying those breadcrumbs like you mentioned, and not just taking the surface level answer in discovery to then, you know, check that box and move to the next question.” - COLLIN: Go deeper than the surface-level problem

    Connect with Dale

    Dale Yasunaga | Sales Mastery Coaching

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #459 S2 Episode 328 - SHAW ME THE WAY: Understanding The Human Aspect In Selling With Emily Shaw Oct 26, 2022
    Show notes

    A LOT OF SELLERS ARE SO OBSESSED WITH THE NUMBERS THAT THEY FORGET THEY ARE SELLING TO HUMANS

    This is a problem we face today in the sales process. That’s why we have Emily Shaw back in the show to talk about the importance of the human aspect in training sellers. Tune in to learn what matters more than just numbers 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

    • What pisses Emily off about training
    • Why people don't spend time training in the human aspect
    • The problem with the "numbers game" perspective
    • There's no better personality type for selling
    • Match selling and buyer compatibility

    “Typically, people think that they have competency issues, and nearly everyone comes to me in the beginning with my people just need to close more, which is true, but they think that's where the problem resides. And there's some element of conversation that needs to happen on wherever you see the problem that happened three steps before that.” - EMILY: Why people don’t spend time with the human aspect

    Connect with Emily

    Emily Shaw | Lushin, Inc. | Lushin.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #458 S2 Episode 327 - MIND GAMES: Understanding The Human Mind As Part Of Training Oct 25, 2022
    Show notes

    COME ON! READ MY MIND!

    A lot of sellers are well-trained when it comes to their product knowledge, but organizations tend to forget the importance of being trained to understand different types of people, which Collin will be discussing 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

    • Studying the human mind in sales
    • We are all hardwired differently
    • Organizations should invest in psychological training.

    “Product and service knowledge is important, but they need to invest in this so that their sellers can actually be equipped to show up the right way when dealing with all of these different types of people.” - COLLIN: Investing in Training and Psychological studies

    Connect with Emily

    Emily Shaw | Lushin, Inc. | Lushin.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #457 S2 Episode 326 - GEAR UP FOR THE GAME: Providing Consistent Training And Tools For Sales Hires Oct 24, 2022
    Show notes

    IT’S TIME TO PLAY THE GAME

    Founders usually have 2 problems. First, they fail to train their people before and after the brief, and second, they can be allergic to supplying tools to their sales hires because there’s some cost involved. Joe talks about the importance of training and supplying the sales hires with the right tools for Sales Gamification, which you will learn 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 importance of training before and after the brief
    • The concept of sales gamification
    • The importance of learning tools
    • The Metagrowth prospecting formula

    “As founders, we sometimes are allergic to taking on these expenses, because there are a gazillion things that you could put into your tech stack. And so, we started coming up with what we call the Gamified Tech Stack. And so, it might be, as a salesperson comes on. It's like they earn the tools by doing activities…” - JOE: Applying the Gamified Tech Stack

    Connect with Joe and Josh

    Joe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.Ventures

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #456 S2 Episode 325 - NO BRAINER: Productivity Is Not Rocket Science At All Oct 23, 2022
    Show notes

    PRODUCTIVITY IS NOT SO TRIVIAL AS MANY PEOPLE SEE IT

    Sometimes, it only needs mastery and the right mindset, and that’s what productivity coach, Stoyan Yankov is here to discuss. He will be explaining that productivity is not rocket science and can be achieved in a few easy steps. Tune in and find out how you can be a productivity ninja, like Stoyan, 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

    • Meet the Productivity Ninja: Stoyan Yankov
    • Being productive is not rocket science
    • The Top 5s and 3s approach
    • Inspire people to have more focus

    “I sometimes work with sales teams, I get brought on board to help them to be more productive, and it's actually not rocket science. The problem is we don't do what we know we should do.” - STOYAN: Being productive is simpler than you thought

    Connect with Stoyan:

    StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #455 S2 Episode 324 - GET S#*T DONE! Stop Slacking Off By Not Avoiding The Challenging Bits Of Work Oct 22, 2022
    Show notes

    WE NEED TO STOP SLACKING OFF AND START GETTING SH*T DONE

    As sellers or any employee for that matter, we tend to be selective with the tasks that we want to be productive with. We often slack off by avoiding the more challenging tasks, and it’s hurting our productivity. Tune in as Collin discusses how this is happening in sales and how this can be fixed 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

    • Figuring out your revenue-generating activities
    • You're spending less time than you admit
    • Getting the real value out of your work
    • Don't be vague, make it granular
    • You have to put in your calendar

    “That's three channels that you could essentially prospect on, but there's always going to be one that you prefer doing more than the other one that maybe is a little bit more challenging. And you're always going to avoid that one, you're always going to spend less time on that, or you're gonna easily be like, ‘Oh, my hour’s done, I got meetings now’, and it's just not gonna get done.” - COLLIN: Things aren’t getting done because you’re avoiding them

    Connect with Stoyan:

    StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #454 S2 Episode 323 - DUFAULT MODE: The Power And Impact Of PLG And How To Achieve It With Duane Dufault Oct 21, 2022
    Show notes

    RIVALS CAN BRING THE BEST OUT OF EACH OTHER

    For so long, marketing and sales have been a rivalry when it comes to providing growth for the company. However, with product-led growth, both can work together with the goal of having the product as the center of attention. Tune in as we welcome Duane Dufault, the host of SellingSaaS, as he discusses this further 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

    • Get to know Duane Dufault
    • The rivalry between marketing and sales
    • From door-to-door to SaaS
    • The importance of PLG in business

    “It takes a lot of determination. It takes a lot of decision-making skills to make a bootstrap company happen. But today's topic is literally what made that company, that company's growth acceleration possible because it just requires constant, fine-tuning of the process, constant iteration on the relationship between product sales and marketing.” - DUANE: The power of PLG

    Connect with Duane

    Duane Dufault | SellingSaaS | DuaneDufault.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


    #453 S2 Episode 322 - THE YOU-NIQUE SELLER: Right Setup, Correct Mindset, And Unique Model Of A Seller Oct 20, 2022
    Show notes

    WHAT I HAVE ARE A VERY PARTICULAR SET OF SKILLS

    What makes a seller unique? What is the right approach to becoming one? Do you have the skills to back it up? Collin talks to Duane Dufault about this today, so tune in and find out if you fit right into this uniqueness 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

    • Have the right setup and mindset
    • Sales' role in helping the buyer know the product more
    • The product-led sales assistant approach

    “With this hybrid model, this product-led sales assistant approach, it's a unique type of seller. Like, I don't think any seller can fill the shoes, because you've got to be a very strategic thinker. Because there is no playbook like, ‘Hey, here's how you run a solid discovery. Here's how you do a mic drop demo. And here's how you negotiate like an FBI, you know, hostage negotiator’.” - COLLIN: What makes a unique seller?

    Connect with Duane

    Duane Dufault | SellingSaaS | DuaneDufault.com

    Connect with Collin

    LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


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