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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:

#352 S2 Episode 221 - EMAILS-DETAILS: Learning The Ideal Email Frequency And Tools To Utilize Jul 11, 2022

Show notes

It’s Lap #3 of the Jonathon Marathon!

Collin goes deep with email writing as he asks Jonathon what’s the ideal number of emails to send in an entire process, and what tools a writer should use? These and many more will be uncovered by tuning in to this latest episode of Sales Transformation.

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HIGHLIGHTS

How many emails does it take?
Learn to create limits
What tool to use?
Keep up with the tools
Learn to do the difficult things

QUOTES

Jonathon answers how many emails it would take: “I would say seven, I generally write seven per phase, and every day, so 1-2-3-4-5-7 days in a row, and then I'll even do an eight, that's a week later.”

Jonathon tells people to keep up with tools: “Entrepreneurs, and copywriters, if you are not keeping up with the tools that are necessary in order to give more value to the world, then you're not serious about giving more value to the world.”

Jonathon teaches us not to be lazy: “Rather than passively waiting and hoping that someone else on the team fixes my problem for me, just go ahead and fix your own problem.”

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#351 S2 Episode 220 - MAGNIFICENT 7: The 7 Stages Of A Sale In The Writing Process Jul 10, 2022

Show notes

It’s another stage of the Jonathon Marathon here in Sales Transformation!

In this episode, Jonathan shares with Collin his writing process. Jonathan introduces the audience to the 7 major stages of a sale, which he effectively uses as a framework for writing his emails. Tune in to find out more, in Sales Transformation.

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HIGHLIGHTS

Jonathon's process
The 7 major stages of a sale
Transforming something micro to macro
Pre-answer objections

QUOTES

Jonathon’s content writing process: “Something that's micro also becomes macro, so I use this framework when I'm writing an email, or if I'm writing an email sequence…”

Jonathon’s content breakdown: “The lesson that you're going to teach in the 80% of the content, should be a lesson that pre answers their objection.

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#350 S2 Episode 219 - LEARN, OUTLINE, WRITE, REPEAT: Kicking Off The Jonathon Marathon Jul 09, 2022

Show notes

If you liked the recently finished Josh Wilson Experience, then you’ll surely enjoy the Jonathon Marathon. Jonathon Kendall is the CEO of Virtual Worker Now and Co-Founder of LeadNurture.

Join Jonathon and Collin as they embark on another journey about copywriting, outsourcing, and many more, here in Sales Transformation.

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HIGHLIGHTS

Who is Jonathon Kendall
Obsessed with learning how to learn
Getting into copywriting
Repetition till fruition
Never write on a blank page

QUOTES

Jonathon on his learning process: “I got really obsessed with learning how to learn. I think that's the most powerful skill, how to learn quickly.

Jonathan on his copywriting process: “If you have all of those bullet points, it's a lot easier to write the copy. So I suggest whether it's in sales or in copywriting, focus more on the outline, and the words will write themselves."

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#349 - Building Relationships With Both Your Guest And Audience Jul 08, 2022

Show notes

It’s the final cut for the Josh Wilson experience!

In this episode, Josh and Collin will talk about dealing with people, vetting who to make deals with, and finding who between the audience and the guest you should be building relationships with, especially when leveraging your podcast to sell. Tune in now to the latest episode of Sales Transformation.

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HIGHLIGHTS

Who's hot, who's not
Vetting the right people to do deals with
Finding what works
Leverage podcasts, build relationships
It's not always the audience

QUOTES

Josh on dealing with people: “I love what you say, man, it's some people you don't want to do deals with, a good deal with a bad person is a bad deal.”

Josh on building relationships: “It's very expensive to accumulate an audience, and I found that 99% of the time when I'm interviewing someone, we build a relationship. After the interview, they go, ‘Hey, we should do something together’.”

Collin on forsaking relationships with guests: “It's underestimated as people go on a show to want to tap into that audience, and then, don't do anything to nurture that relationship right in front of them.”

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#348 S2 Episode 217 - DOUBLE EDGED SWORD: 2 Different Executions Of Selling In A Podcast Jul 07, 2022

Show notes

It’s another exciting round of the Josh Wilson experience. In this episode, Josh and Collin talk about using the podcast in sales. Josh shares how he came up with The Deal Scout, while Collin shared his experience of going through a podcast selling attempt. Tune in to listen to these two opposing stories, one with a great start, and another with a plot twist.

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HIGHLIGHTS

The power of podcasting in sales
The birth of The Deal Scout
The problem with other podcasters who sell

QUOTES

Josh on creating The Deal Scout: “I created a show because I was like, “Wait a second, alright, who would be an ideal client? For me?” I'd be like, “Okay, an investor or someone who wants to buy something, right? So why not create a show where I'm having conversations with them?”

Collin on the surprise pitch: “He tried to sell me some high ticket BS that like I didn't need, right. If he would have spent like 30 seconds on my profile, he would have known that I did not need his How To Launch A Podcast Course Program.

Collin on selling through a podcast: “I was thinking about it. I was like, it's actually really smart. It was just horrible execution.”

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#347 S2 Episode 216 - HARD TO PULL, NOT COOL: Collin On Cold Callin’, Why It’s Hard And Sometimes Not Fun Jul 06, 2022

Show notes

It’s the third round of the Josh Wilson experience.

In this episode, Collin is in the hot seat as Josh is the one asking the question. The boys talk about the hardships of cold calling and why it’s not really fun sometimes. Tune in as Collin and Josh lay down what you should do to make cold calling fun and cool.

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HIGHLIGHTS

The hard part of cold calling
What's the perfect script?
Expectation vs. Reality
Count the small wins
When is selling cool?

QUOTES

Collin on cold callin’: “So that's the hard part because if you do everything right on a cold call, it still might not go well.”

Collin on the perfect script: “The perfect script is whatever script you're most confident in delivering.”

Collin on selling frameworks: “There's a framework to follow, but there's got to be words that you would like to use or that you feel comfortable saying.”

Josh on when cold calling is cool: “You need to make a sale to pay bills or something like that. Yeah, that's not fun when you're in that spot, but when you have something really cool to share with people or you're excited about chatting with them, then it can be cool.”

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#346 S2 Episode 215 - WRESTLE WITH FAILURE, HUSTLE THE FUTURE: Josh Wilson’s Journey Of Years of Failure And Finally Taking Off Jul 05, 2022

Show notes

It’s the second round of the Josh Wilson experience.

In this episode, Josh and Collin talk about success stemming from years of failure, how his real estate brokerage took off, and how podcasting became a new way to connect and convert. Tune in now and learn more here in Sales Transformation.

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HIGHLIGHTS

From wrestling alligators to $330 million
Tons of failure toward success
Getting into the real estate game
Podcasting adds value, networks people
Keeping it sharp

QUOTES

Josh on the $330M success: “That's 20 years of failure, Okay? And like getting my ass what? And then I started getting traction within the last year. So that's a massive amount of failure.”

Collin on podcasting: “It's the new way to network with people, you know, like, who doesn't want to hop on and talk about themselves for a little while, pretty much everybody.”

Collin on continuing to cold call: “Gotta keep it sharp. Gotta keep it sharp. There's a lot of people that are like, ‘ ‘oh, you know, never make a cold call again, do this and I'm like, why would you want to do that?”

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#345 S2 Episode 214 - I’M GONNA POP SOME TAGS: The Humble Beginnings and Values of Josh Wilson Jul 04, 2022

Show notes

Welcome to another week, another daily dose of the best moments in Sales Transformation. Let’s kick off the week by introducing our week’s guest, Josh Wilson, and learn a little about his own sales journey. Hailing from a background of thrift stores and swap shops, Josh shares his story on his dinosaur sales experience and the value of teaching your kids the art of value exchange early on.

Learn more about Josh and his journey here in this latest episode of Sales Transformation.

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HIGHLIGHTS

The Unemployable Josh Wilson
Being a dinosaur in sales
Hailing from thrift stores and swap shops
Teaching his kids the art of value exchange

QUOTES

Josh on humble beginnings: “I got my start in sales by going to garage sales with my Jewish grandmother right in South Florida at the Swap Shop and you know learn how to buy stuff I would buy, you know, fake Oakleys and fake Rolexes and knives and I would sell them in school.”

Collin on Gary Vee: “I always love the Gary Vee clips where he's like, still buying stuff at a garage sale is like, dude has no business going to a garage sale but like he just loves the hustle of it.”

Josh on teaching his kids: “If I could teach my kids to see a value exchange early on, they're gonna be much better at sales, especially in 10 years where everybody's looking at their devices all day or scrolling on this if they know how to talk to people.”

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#344 S2 Episode 213 - KNOW, GROW, GLOW: How Learning From Your Customers Lead You To Success With Larry Levine Jul 03, 2022

Show notes

It’s the final cut and Larry Levine still dropped some wisdom bombs. Collin and Larry are closing in toward the end of their conversation but still managed to drop very important bits and pieces. Tune in to this episode of Sales Transformation and learn about how the right treatment of your customer will ultimately lead you to growth.

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HIGHLIGHTS

People trust people
The empty suit problem
The more you know, the more you grow
The more you learn, the more you earn

QUOTES

Collin: “People trust people, not brands, right. So they're not going to buy because your company won a bunch of awards and has been around for decades, they're going to buy because of the experience that you give them.”

Larry: “There's so many salespeople that are breaking promises, not educating, not engaging, not leading with insights, and not serving up the best version of themselves to their customers. They're running around with commission breath.”

Larry: “The more you learn from your clients, the more you grow with your clients”

Larry: “The more you learn from your clients, the more you earn from your clients.”

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#343 S2 Episode 212 - MAJESTY OF HONESTY: Learning The Golden Rule Of Selling with Larry Levine Jul 02, 2022

Show notes

High five for Round 5 with Larry Levine! As Collin and Larry talked about keeping your word to build your reputation and brand, today, they will be talking about honesty and being true to yourself in selling. It’s high time to stop identifying yourself with your company and start selling as your true self. Tune in and learn more in this latest episode of Sales Transformation!

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HIGHLIGHTS

Be honest, beyond anything else
Inner work first, outer work follows
Perception is reality
Step away from the company and make yourself the center

QUOTES

Collin: “People think their brand is something they need to create, and it's not. Your brand is who you are, who you really are.”

Larry: “The toughest work that salespeople have to do, it's the work that many just choose to just push off to the side is the inner work.”

Larry: “If you can really key in on the inner work, the outer work becomes so much easier, but that's the crap everybody wants to run away from.”

Larry: “It's time to step away from your company. It's time to step away from your product. You got to become front and center because in my opinion, if they can't make it past you, you're dead in the frickin water.”

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