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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:

#202 S2 Episode 71 - 3 Underrated Ways Podcasting Can Drive Revenue for Sellers Nov 27, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:05 Tip 1: Search podcasts your ideal guest has been on

01: Tip 2: Guest on podcasts

02:12 Reach out and follow up: A requirement before getting guest’s commitment

02:32 Tip 3: Look for podcasts trying to monetize their show and create partner or affiliate relationships with them

QUOTES

01:55 "You can find it on LinkedIn, get on book masterclass by sales cast. Um, we're going to cover all these strategies, but high level, you want to figure out what type of podcasts are your buyers or your customers or ICP listening. And those are the types of shows that you should go on. You should reach out to these people in a meaningful way."

02:32 "Solid simple single call to action at the end of every podcast that you go on. Right? So that's number two. And then the third way that you can actually use podcasting to drive revenue, as you can find podcasts that are looking to monetize their shows, there's many, um, successful shows. Trying to find ways to make money through their show and you can create partner or affiliate relationships with these shows."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Check out these links to become the pro sales athlete you were meant to be:

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#201 S2 Episode 70 - Quitting Sales on Day One to Teaching Reps how to have Mic Drop Demos with Mor Assouline Nov 27, 2021

Show notes

This episode of the Sales Transformation Podcast with Collin Mitchell features Mor Assouline, a three-times sales leader, two-times VP, and Founder of the From Demo to Close Program (FDTC) that teaches AEs how to close fifty plus percent more of sales demos. Mor learned a valuable lesson from his father that in life and sales you sometimes need to be naïve. Taking blind risks, not overthinking, and pretending you’re seeing things for the first time paved the way to overcoming his fear and initial doubts about sales. One of the essentials of mic drop demos is tonality, which salespeople don't really have any formal training on. However, when used effectively, you can leverage it and make your demo appear more dramatic and heighten the engagement on the demo.

#200 S2 Episode 69 - The Sales Athlete Needs to Practice Nov 23, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:11 Be a sales athlete and prepare for game day

02:37 A positive mindset is a lifestyle

03:50 Practicing is the solution: Make it a priority and hit your quota

04:26 Review the game tape to see why you won or lost to improve for tomorrow

QUOTES

01:32 "Athletes don't just show up on game day and hope for the best. There are many things that they do to prepare, to have proper mindset. They practice on a regular basis, and these are the same things that sellers need to be doing."

03:31 "You want to get proper sleep. You want to eat healthy. You want to exercise regularly. For me, meditation is huge. I meditate in the morning and throughout the day. These are all things that helped me have a proper mindset in my selling role."

05:01 "There needs to be culture where practicing, failing, making mistakes, learning, getting feedback, asking questions is all part of the norm to get better at the art of selling."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Check out these links to become the pro sales athlete you were meant to be:

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#199 S2 Episode 68 - Losing It All Twice & to Level Up Personally and Professionally with Edward Purmalis Nov 22, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:17 Edward's unplanned but successful entry into sales

07:37 Prioritizing morals over the hunt for commissions

12:00 LinkedIn and RevGenius: Platforms to rebound from the losses of 2020

18:46 Selling to salespeople can be easier because of their natural curiosity

21:30 Surround yourself with people who value you

24:19 Embracing social media and starting his own podcast

27:08 The Level Up Show: Success stories of where you fit in the business world

QUOTES

07:16 "If you're constantly in an environment of people who really indulge in the narcissistic and manipulative ways, you'll see yourself slowly growing into that, and that didn't lead to anything good. I had to get a real reality check."

10:01 "The best, most brilliant, top performing sellers that I know all have those traits, all have the ability to always be open-minded, willing to learn, willing to take feedback, and willing to put it into action, and understand patience and playing the long game."

22:02 "I'd say losing a lot of confidence is pretty normal, if you lose the things that you have. And the biggest lesson that I learned is to surround yourself with people who actually understand your value and understand your growth."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Learn more about Edward and follow his podcast in the links below:

LinkedIn - https://www.linkedin.com/in/edward-purmalis/
Podcast - https://pod.link/1595662150

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#198 S2 Episode 67 - Learn by Teaching — Real-Time Feedback Improves Your Sales Process with François Bourdeau Nov 19, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:39 Entering sales in tech pre-Y2K and starting a place to practice the craft

05:33 Giving feedback is a skill that needs to be practiced too

10:27 Patience as a seller: Learn to listen and aim to educate

17:33 5 on Friday: Receiving feedback provides actionable improvement ideas

20:06 Connect with François and sign up with 5 on Friday

QUOTES

02:51 "I still fundamentally believe (sales) is one of the jobs that allows you the highest earning potential with the lowest barrier to entry. And I mean that in a good way. Anybody, really, can sell and I think it is an admirable trait."

11:30 "Your job really is just to wait, not to send that email every two days and check in or call and check in. They have a whole process internally... but waiting and being patient is probably one of the hardest things."

16:14 "You're coming there and there's got to be a consultative component. There's got to be some background. They're looking you to educate them, and if you can't, you're dead in the water."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Learn more about François in the links below:

LinkedIn - https://www.linkedin.com/in/fbourdeau/
Website - https://www.5onfriday.live/

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#197 S2 Episode 66 - One Thing Sellers And Sales Leaders Can Do To GROW Nov 18, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

00:40 Remain teachable: A hard one for established sellers to do

02:02 Case study: Implementing user-provided feedback during live cold calls

03:34 Get ego out of the way and be willing to take feedback

QUOTES

00:57 "Sometimes sellers can tend to have a big ego or think that they have it all figured out or they know what works and they know what doesn't, but things change and new approaches, new ways of doing things, work that used to not work."

02:52 "As a seller, you need to have an open mind. You need to be willing to test things. You need to be willing to change and pivot to what might work. What worked yesterday might not work tomorrow."

03:05 "We ditched the permission-based opener and we went right into the opening, sort of, poke the bear, pique their interest statement question. And boom, we got a referral on the next call and we booked a meeting."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#196 S2 Episode 65 - From Falling into Sales to Helping Teams Recruit Top Sales Talent with Bryan Whittington Nov 17, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:14 Starting as a pilot and loving the sales process

03:25 Sandler Training: Questioning strategies vs pitching

09:01 Mindset: Listen, be curious, and understand from a client's perspective

13:33 Assertiveness is directly proportional to your prospecting activities

18:34 Respect prospects who can't afford you for the qualified referrals

21:57 Using sales development practices in hiring candidates

25:12 Prospecting on LinkedIn is the best channel

26:06 Connect with Bryan

QUOTES

06:14 "It goes to the act of listening. Radical listening skills, I think, is the other reason that we don't do it, is because we don't listen well enough to be able to feed off of what was just said and dig down deeply there."

09:46 "It all comes down to listening, framing that, summing it up, getting that that's right, to then have the permission to jointly move on down the path."

15:44 "Just don't go too quick to pricing and then get them in the pipeline and then chase their tail for the next 6 months trying to get the thing closed because when you're saying yes to doing that, you're saying no to doing other things."

18:13 "What resources will you have? What value can you bring that, when timing is right, you are the person that stood out because they're going to buy you and the sales process that you took them to, more so than your price or even your service offering."

22:55 "What we've found is that sales development is no different than recruiting. It just has different names to it.

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Learn more about Bryan in the links below:

LinkedIn - https://www.linkedin.com/in/brywhittington/
Website - https://ebsgrowth.com/

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#195 S2 Episode 64 - 5 Tips To Crush Your Cold Calls Nov 17, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:22 Tip 1: Permission-based opener

02:31 Tip 2: Give them the reason for your call immediately

03:27 Tip 3: Educate don't interrogate: Bring insights and provide value

04:00 Tip 4: Have a purpose: The longer the call, the better

04:24 Tip 5: Let the customer speak: Ask probing questions

QUOTES

02:02 "Once you get permission to move forward and continue to speak and have a conversation, you're going to have a higher success rate and have more conversations rather than just trying to brute force, go into a conversation and start pitching."

03:27 "You really want to educate them. You don't want to interrogate them with questions or BANT questions or anything like that. Bring key insights, share strategies, share things that are working for other companies like them."

04:24 "You want to actually be doing less of the speaking, so you would ask questions, probing questions, pique their interest and their curiosity to learn more about what it is that you have to offer."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#194 S2 Episode 63 - From of Opera Singer to Presidents Club with Bryan Elsesser Nov 16, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:20 Connecting Bryan's love for opera performance with sales success

08:03 Bryan's talent for learning the needs of companies and providing it

11:44 Apply yourself and transform from a good seller to a great one

15:42 Bryan's work ethic: Work until the job is done

21:18 Seeking out leadership and struggling

25:42 SaaStr: Largest community for execs, entrepreneurs, and founders

27:12 Engage with SaaStr University and connect with Bryan

QUOTES

05:05 "I now treat (sales) as much of a science as practicing law and medicine. There is so much to study, there's so much to know, there's so much to learn in terms of psychology of people, in terms of human relationships. And if you can become a master of human relationships, you can do anything."

09:22 "One of the biggest pieces of learning that I had was learning how to help others understand the growth bottle for their own business. And I was doing this at 23 off of a sales training in methodology after a music degree."

13:04 "It's not even product and business. If you can build a relationship and actually build one that lasts a lifetime, that you can take with you wherever you go, if you can build a relationship, that is what top sales people do."

20:19 "As long as I accomplish that job and I do it well, I know someone's going to notice. And if nobody notices, I know I'm going to notice. I know because I'll see it in my results, I'll see it in my paycheck. We're in a performance business, so if I'm doing right, I'm going to see it."

24:54 "It was something that I had in the back of my head when I first got started was like, I know how to do this. Everyone should just do it the way I did it. And it's like, that's not leadership. That's management."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Learn more about Bryan in the links below:

LinkedIn - https://www.linkedin.com/in/bryanelsesser/
Website (SaaStr) - https://www.saastr.com/
SaaStr University - http://app.saastruniversity.com/

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#193 S2 Episode 62 - From College Graduate to Rock Star SDR Coach with Katherine Caldwell Nov 12, 2021

Show notes

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

01:27 Using LinkedIn to sell to VPs of sales and training SDRs

04:19 Innovating sales and interview processes for clients

07:01 Sales manager vs sales coach: Play to individual strengths with a vision board

11:03 Personal branding on LinkedIn: Use video and become a thought leader

15:48 Personalize LinkedIn videos: Do your research on your prospect

18:57 Creating a course and monthly on-demand access for clients

21:13 Connect with Katherine

QUOTES

02:21 "I was selling to VPs of sales, which people say is the hardest persona to sell to. And so I was really having to figure out how can I break through the noise in this crazy time? So I started using LinkedIn like crazy."

07:23 "We can't have that management approach where everyone is doing ABC every single day. We have to have the coach mindset where we're able to easily pick out what people are good at and then get them doing that on repeat."

09:25 "I don't think a lot of managers know that their new SDR wants a Mercedes next year or that someone's playing to buy a house or have another child coming soon. And so being able to create that vision board and have the holistic view of your salesperson will help you tap in as a coach in an insane way that no one else is doing."

13:12 "My golden nugget of advice is, after you've sent a video, they've heard your voice, he's seen your face, they've seen some follow-up, that's when you start cold calling. Because I just found so much gold in being able to call people."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Learn more about Katherine in the links below:

LinkedIn - https://www.linkedin.com/in/katherine-caldwell/
Website - https://www.katchsolutions.com/
Email - katherine@katchsolutions.com

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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