Sales Transformation

Mark Hunter | The Sales Hunter | The Sales Logic Podcast

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#645 S2 Episode 514 - RACE AGAINST TIME: Your True Adversary in Sales is the Clock Apr 29, 2023

EVERYBODY HAS A WORTHY ADVERSARY, AND TIME IS ONE OF THEM

Many sellers had this wrong impression that other sellers that they always faced against are their competitors. Mark has a different idea. He explains why your true competitor is time, relating it to the time within your sales process and rushing in demos in particular. Learn more in detail in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MARK: TIME IS THE ENEMY

“Tomorrow's your competitor, because time kills all deals, and so many times what happens is sellers go in thinking that their competition is this company that they've always faced before. No, not at all. Not at all.”

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#644 S2 Episode 513 - INTERNAL QUERY: Evaluating Yourself for Growth and Improvement Apr 28, 2023

MIRROR, MIRROR ON THE WALL, WHO GREW THE MOST OF THEM ALL?

Will’s conversation with Collin is about to close, so it’s high time for him to give his final thoughts. He talks about the importance of thinking about growth and what it takes to achieve it. Will gives emphasis on asking yourself in the mirror if you have done whatever it takes to succeed in sales and in growth as a team, so tune in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

WILL: TIME TO ASK YOURSELF

“What I would say to any salesperson, or any leader is, every single day, look in the mirror and say, What can I be doing for growth is, am I doing everything I can to be able to grow? Ultimately, am I leading with empathy, when I'm leading my team, as an individual?”

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#643 S2 Episode 512 - DUAL CONTROLS: Balancing the Control of the Conversation Between Buyer and Seller Apr 27, 2023

GIVE THEM CONTROL AND DEALS WILL ROLL

Sellers are so used to taking control of the conversation. Aiming to get the deal done as quickly as possible leads them to eat up the entire conversation without giving the buyer a chance to talk. Guess what? That doesn’t anymore. Kyle is back to discuss the importance of giving the buyer control in some aspects of the conversation to give them the freedom to express their concerns and appreciate your product hands-on. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KYLE: GIVING BUYERS CONTROL IN THE DEMO

“I think there's a lot of demo fatigue right now, where people have purchased things that looked really good in the sales cycle, and then they don't work. Anything we can do either in the demo by giving them screen control, or by giving them a very guided real life trial experience is valuable to overcome that skepticism.”

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#642 S2 Episode 511 - SUPPORT THAT LASTS: Keeping Sales Enablement in the Organization Apr 26, 2023

SELLERS NEED A SUPPORT THAT LASTS

No matter how good your sellers are, as a leader or an organization, you will need to support them at any given point in time, and that’s why Ben emphasizes the importance of keeping sales enablement present. Ben shares his final thoughts so make sure you stay until the end of this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: THE PHONE IS COMING BACK IN FASHION

“If you're in enablement, you need to get the one-liners get in the trenches with sales, feel their pain and understand them, qualify them out as if they're a customer. My other thought to businesses is you have to keep enablement. ”

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Mark Hunter | The Sales Hunter | The Sales Logic Podcast

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#641 S2 Episode 510 - BEING FRANK TAKES THE BANK: Straight Forward Ranking Approach Apr 25, 2023

BEING BLUNT AND FRANK IS NOT SO BAD

If you are a seller who doesn’t want to waste your time and just wants to get down to business, then this is the episode for you. Mark is back with Collin and he talks more about his blunt and frank approach with the buyer. He emphasizes that bluntness and frankness are key ingredients to his ranking order approach. Learn more about this technique in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MARK: WHERE BLUNTNESS AND FRANKNESS MATTER

“People appreciate the bluntness the frankness, I don't have time time to spend with people who aren't going to buy for me. And you know what? People who I'm selling to, they don't have time to spend, they don't have the time to spend with sellers who sell, it's not going to happen. So let's cut to the chase, let's cut to the chase early. I want to find out where this comes out in a rank order.”

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#640 S2 Episode 509 - WAR ROOM: Teams and Counter Measures to Crisis Events Apr 24, 2023

COUNTER DOOM WITH A WAR ROOM

Will is back and today is all about teams and countermeasures. He shares with Collin the structure of his team amidst the pandemic and the strategies they used to create a close-to-office virtual set-up, where he highlights their “Zoom War Room” where anybody can jump in and raise their concerns, and effectively made the operations smoother. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

WILL: ZOOM WAR ROOM

“Some of our teams have a lot of success with like kind of a zoom war room type of setting where no matter what video platform you're using, like you could jump in there, and if you had a question, you didn't have to just slack it into a group, you could actually jump in there.”

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#639 S2 Episode 508 - UNDIVIDED ATTENTION: Capturing and Maintaining the Buyer’s Attention in the Demo Apr 23, 2023

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

If you keep doing the same thing that other sellers do on their demos, you will never capture and keep your buyer’s attention. Kyle is back with Collin and today, he talks about how buyers react to how he starts his demos differently and how he takes advantage of the attention and keeps the buyer in tune with their conversation. Learn more about this strategy in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KYLE: KEEPING THE ATTENTION ON THE DEMO

“The way I'm going to capture and maintain their attention in the demo is I'm going to do a really strong recap of the problems we're going to solve and how we're going to solve them then show them specifically how they would use a technology or solution to solve their problem in their environment.”

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#638 S2 Episode 507 - LOTS FOR LESS: Making More in Sales with Less the Cost Apr 22, 2023

SOMETIMES WE ARE CAUSING THE COST TO GO UP WITHOUT KNOWING

Ben is back to continue discussing with Collin about the cost of sales. He breaks down what you can do to make more sales with less cost. There are times when we are causing the costs to go up without knowing and Ben explains that one of the biggest causes of this is making assumptions and sharing a story about it. So tune in and find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: THE PHONE IS COMING BACK IN FASHION

“A lot of times one of the most dangerous things I see is assumptions are always made.”

BEN: SALES ENABLERS AS FITNESS COACHES

“If you go in and go ‘Okay, this customer's problem is going to be exactly the same as the one in the vertical that they're in that I just spoke to last week, you're going to miss the target nine times out of ten if not more.”

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Mark Hunter | The Sales Hunter | The Sales Logic Podcast

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#637 S2 Episode 506 - TIME AFTER TIME: Keeping Up with the Sales Environment Apr 21, 2023

WHAT DO YOU DO WHEN THINGS ARE NOT THE WAY THEY USED TO BE?

Times have passed, rules have changed, and sellers are not exempted. The sales environment, particularly with the customer has changed over time, and sellers need to know what to do to cope with it. Mark Hunter is back in the show to talk about how sellers can cope with the ever-changing sales environment today. Learn more with Mark in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MARK: SPREAD YOUR WINGS MORE

“Here's the deal. We have got to spread our wings more with our customers, go back to the Gardner study that in terms of the number of people who are involved, it's real, it's real.”

MARK: THE RULES HAVE CHANGED

“The problem was the person, wasn't the decision maker. No, excuse me, the person wasn't the economic buyer, and many times those are two different people. You've got to make sure, and the question I'm telling everybody to ask right now is, ‘How have you made decisions like this in the last 30 days?’ I don't even say in the past, I say in the last 30 days? Because the rules have changed. I want to hear what's the criteria they're using? To put a deal across the finish line? I'm asking that of the customer.”

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#636 S2 Episode 505 - THE WILL TO LEAD: What It Really Takes To Be a Leader Apr 20, 2023

A LEADER DOESN’T HAVE TO BE THE BEST

What does it take to be a leader? A great leader. Do you have to be the top performer? Or the best contributor? Will is back with Collin as they talk further about leadership in the trenches. Will explains that great leaders don’t have to be your top performers or your best individual contributor, what matters the most is being intentional in improving and having the ability to pass on knowledge. Learn more from Will in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

WILL: THE CULTURE HE CULTIVATES DAILY

“If you're in a leadership position, or even if you're not, at the end of the day, we all lead ourselves, and having the ability to pass on knowledge information, and then be able to communicate, cross-functionally is imperative because then that allows the person next to you to learn something more, and then be able to incorporate into their style, and that's really how you can build scale.”

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#635 S2 Episode 504 - EYE OF THE TRACKER: Metrics to Keep an Eye on When Segmenting Personality Types Apr 19, 2023

ARE YOU ON THE RIGHT TRACK?

In the last part of Collin’s conversation with Shawn, they discussed the importance of tracking and monitoring the sales performance of each of the DISC personality types. Today, Collin further breaks down how the tracking is properly done and which metrics you should keep an eye on. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THE METRICS TO CHECK FOR RESULTS

“There's a few, I always like to say, what KPI is your top priority to improve? Is that first-time-to-engagement? Is that response rate on outbound? Is that pipeline generated? Is that moving more meetings from first meeting to second meeting is shortening sales cycles. So there's all kinds of different things that you can measure, pick one, they'll try to measure them all, pick one.”

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#634 S2 Episode 503 - DISCOVERING YOU & ME: Making the Buyer Comfortable In A Discovery Call Apr 18, 2023

WHAT MAKES YOU WORTH DISCOVERING?

One of the most hated parts of the selling process by most buyers is the discovery call. Most buyers feel that they are only on the discovery call to be questioned and interviewed by people who know very little about them and their industry. Kyle is back and he will be discussing what makes a discovery call worth the buyer’s time and how you can improve it by letting them know that you are there to help. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KYLE: WHAT A BUYER WANTS FROM A DISCOVERY CALL

“You have to keep in mind the reason why the buyer agreed to a discovery call is not to answer your questions, it is to find out as quickly as possible if you can actually help them. A big fear for the buyer is they're going to finish the first call, they will have given you their heart and soul and details for what they're worried about, what they're stressed about, and they still won't know if you can help them.”

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#633 S2 Episode 502 - WITH OR WITHOUT: Detecting Personality Types Even Without a Platform to Use Apr 17, 2023

IT’S HARD BUT DOABLE

Collin is back with Shawn and today they discuss more the ins and outs of personality insights in selling. Collin breaks down what each of the 4 DISC profiles would normally ask a seller, and further explains that it may be challenging but finding a buyer’s personality type is doable, with or without a platform. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHAT IS ASKED BY EACH OF THE 4 DISC PROFILES

“So you can pick up certain things, a D type might want to know more about what, and I type more about who, and then a C type would want to know how, and S would be more like why.”

COLLIN: CHALLENGING BUT DOABLE

“it starts with being able to track and measure it. So if you are not using something like Humantic, could you still pull this off? Yes. Would it be more challenging? Yes. But it is possible”

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#632 S2 Episode 501 - NEVER DEAD: The Re-emergence of the Phone and Focus on Sales Cost Apr 16, 2023

THE PHONE NEVER GETS OLD

We can come across a lot of sellers who believe that the phone is dead and nobody wants to do cold calls anymore. Ben is back and he explains to Collin that the phone may have been overshadowed by the dawn of social selling and LinkedIn but nowadays it is coming back in fashion. Stay tuned as Ben also discusses the emerging focus on the cost of sales in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: THE PHONE IS COMING BACK IN FASHION

“One of the big things is, and it sounds a bit of Wolf of Wall Street, but the phone is coming back in fashion, and that's not because I worked for RingCentral.”

BEN: SALES ENABLERS AS FITNESS COACHES

“I think one of the big things is that a hot sort of topic is the cost of the sale, that's what you hear all the time, how much does the sale cost, and we want to get that pipeline cost of sale down. The big thing in enablement is we've got to get our sales staff as fit as possible.”

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#631 S2 Episode 500 - DOWN AND DIRTY: Getting Down in the Trenches with Your Team Apr 15, 2023

LEAD FROM THE BOTTOM-UP

Leadership is sometimes mistaken as a very prestigious role. People in this position tend to isolate themselves away from their teams but for Will Diaz, this is not the way. Will is the VP of Business Development at Arrive Logistics. He will be sharing his experience in the transportation industry and the importance of being in the trenches with your team. Find out more about Will in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

WILL: THE CULTURE HE CULTIVATES DAILY

“One of the things that I always share with our sales teams is that there's not one person in any leadership role or industry or athlete that isn't really confident in their job who is doing really well, and it's one of the things that you have to cultivate. You can't purchase it and you cultivate that by being open and willing to ask questions and to learn on a daily basis, and so that's to me what I think is foundational.”

WILL: WALK THE FLOOR AND BE WITH YOUR TEAM

“If you want to run a business, you need to really be on the floor and in the trenches with your team, and so, for me, I've taken that and every day, I make it a point to walk our floor to sit down with our team”

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#630 S2 Episode 499 - YOURSELF IN THE MIX: Finding Out Your Own Personality and Matching It to the Buyer Apr 14, 2023

MIX ME AND MATCH

We’ve talked about personality insights for both collective buyers and specific buyers, what we haven’t talked about yet is the seller. How does a seller find out his own personality type? How does he match this to his buyers? Collin explains the 2 ways of getting personality insights for yourself and how you will fit in with each of the 4 profiles in DISC. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“There are two ways really, there's like these disc assessments that you can take that have a ton of questions and take some time. And that's one way. The simpler path is you can look at your humanity profile, right, you can check out your humanity profile and see what it says about you.”

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#629 S2 Episode 498 - unWHINEd: Creating the Right Mindset for Cold Calling Apr 13, 2023

QUIT WHINING AND KEEP CALLING

We keep hearing sellers complaining about cold calling that it doesn’t work, it’s too difficult, and they can’t handle the rejection. Well, Nancy is back for one last round with Collin to explain why we should stop thinking that way, and start having the mindset that it works, and by consistently doing the right activities, you will achieve success. Stay tuned as Nancy shares her final thoughts in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NANCY: ALWAYS THINK IT WORKS BECAUSE IT DOES

“You always want to go in with the mindset that this works because it does you also. If you are lucky enough to be in an organization that provides ongoing sales training, you're good that it is a privilege to engage them to be their representative.”

NANCY: JUST KEEP DOING THE RIGHT ACTIVITIES

“We all have moments during the day that something happened that really pissed you off, and I say stand up, take a walk, take a breather, and then come back and just do it. Just keep doing it. Because sales is an activity game. If you're doing all the right activities, you will achieve your goals.”

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Nancy Calabrese | Twitter | One of a Kind Sales

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#628 S2 Episode 497 - TARGET ACQUIRED: Specific and Segmented Targeting With Personality Insights Apr 12, 2023

IF YOU CAN GO BROAD AND COLLECTIVE, YOU CAN ALSO GO SPECIFIC AND TARGETED

Collin and Shawn continue to go deeper with their discussion on Humantic’s features. As Collin explained in the earlier conversation that a seller can use collective insights on a group of buyers, now he breaks down how you can use it to have specific and segmented target buyers. Learn the specifics in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“This is something that you want to implement from the very beginning and what I mean is exactly what you touched on Shawn before you ever reach out because segmenting by personality type can help you better target and select and prioritize right maybe selling outside of your type is really challenging. So maybe you only target people like you.”

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#627 S2 Episode 496 - FLEXIBILITY: Learning to Sell Without the Rigidity of the Process Apr 11, 2023

DON’T BE SO RIGID

Collin introduces us to Kyle Asay today, and they will be talking about the rigidity of the sales process for both the seller and the buyer. Kyle shared his experience of being able to have a snowballing success after learning not to be too rigid in the process and starting to try new ways of selling, he then gives the advice to stop pushing your process to the buyer and let them evaluate the situation on their own. Learn all these in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KYLE: PEOPLE DON’T LIKE TO BE SOLD TO

“Everybody knows that no one wants to be sold to, people don't like to feel like they're being sold to.”

KYLE: BREAKING OUT OF RIGIDITY

“I had to learn to get away from rigidity. When I learned the sales process, being somebody that is very detail oriented, I just started to follow the sales process to exactness, even when there was an uncomfortable amount of friction with the buyer.”

KYLE: LET THE BUYER EVALUATE

“When you push your process, and you're trying to get the buyer out of the actual evaluation that they are trying to conduct, that friction often doesn't work.”

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#626 S2 Episode 495 - NOT ONE TOO MANY: Collective Personality Insights for Multiple Decision Makers Apr 10, 2023

IT’S NOT JUST ONE PERSON AT ALL

Collin is back with Shawn and today, they talk about personality insights in a “collective” way. First, Collin explains that though Humantic brings a lot of insights that are very useful, you still need to do some research on the company side. Then he discusses that Humantic doesn’t only provide insights on one person because when you are in a room with multiple decision makers, it can provide you with collective insight on how to handle these many personalities. Learn more in detail in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHY MOVE TO HUMANTIC?

“You still need to know like the company, the org chart, the people that you're selling to the stakeholders, all of that stuff. You need to know what they do, who they serve, who their customers are, who their competitors are, you still need to know all that stuff.”

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“The person is the most important thing in the sales process, it's human to human, and so knowing what they value most, what you should or shouldn't do, or even knowing if you're selling to a group of people, which can become more challenging, hey, there are five people in the room, virtually or in person, they all have different personalities, then what do I do? We’ll actually analyze that committee for you to give you the collective personality.”

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#625 S2 Episode 494 - FIT TO SELL: The Role of Sales Enablement as Fitness Coaches Apr 09, 2023

HOW FIT ARE YOU TO SELL?

Your ability to sell is also like your physical fitness. Everybody who aims to be physically fit needs a fitness coach. The same goes for a salesperson, you need to be “fit” to sell, and a sales enabler is your “fitness coach”.

Collin introduces us to Ben Purton, Director of International Sales Enablement at RingCentral, and he is here to talk about the role of Sales Enablers as fitness coaches for sellers around the world. Learn more about Ben in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

BEN: WHAT TRUST AND HONESTY CAN BRING

“Trust, honesty, build relationships, and sometimes you can have not only a buyer for life but also referrals.”

BEN: SALES ENABLERS AS FITNESS COACHES

“The big thing in enablement is we've got to get our sales staff as fit as possible. We often use a fitness analogy, and my boss at RingCentral, she uses it a lot, where the fitness coaches of sales, that is what we do. And in 2023, some companies have decided that enablement, they don't carry a quota. See you later. Not quite sure, that's a good strategy, because if you get rid of your fitness coach, what would happen to a sports team,”

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#624 S2 Episode 493 - RECORD IT TO WIN IT: Recording Your Demos and Discovery Calls Apr 08, 2023

STOP THINKING, JUST HIT RECORD

As Scott and Collin have discussed the various ways of documentation, the two dig deeper into the video recording method where they talk about what tools can be used and what to tell the prospect when they ask about the recording. Scott emphasizes the importance of using the tools around you and just hitting the record. Stay tuned as Scott also gives his last thoughts in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

SCOTT: JUST HIT RECORD

“Just click record. And now you've got documentation, you got transcriptions, you can take that recording and slice it into small pieces using a tool like grain. I mean, there are so many ways that you can put together the how-tos in your sales playbook, just with the basic tools that are available to you.”

SCOTT: YOU HAVE TO BE COMMITTED

“I don't care what the economic conditions are out there, if you're a startup founder, and you're just trying to get like a million, or two or three in revenue, or you're just trying to get your first 10 customers. Like, if you're looking around at exogenous variables as to why you can't sell your stuff, you probably got much bigger problems, it probably means that you're actually not committing to the sale.”

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Scott Sambucci | SalesQualia | SalesQualia.com

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#623 S2 Episode 492 - BEHIND THE SCENES: Learning the Technology Behind Humantic AI Apr 07, 2023

IT’S TIME TO LEARN ABOUT THE AI IN HUMANTIC AI

We all have learned what Humantic AI is and what help it brings to every seller. But what about the actual technology behind it?

Well, it’s about time to learn about the AI in Humantic AI. Keep tuned as Collin discusses which information is being gathered and how it’s processed to get the DISC and OCEAN profile of a person, only here in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHY MOVE TO HUMANTIC?

“Hope is a dangerous thing to rely on. Hope is good, in many ways, but to rely on that in your sales process is not so good.”

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“So we look at the about section, comments, posts, things that go out, we pull from Google search, Twitter, LinkedIn, a lot come from LinkedIn, we even look at education level, promotion path, we even look at recommendations on your LinkedIn profile that have been given and what those say, ones that you've given to others, and how those are written in words that are too. So all of that goes through natural language processing, and then it goes into our machine learning that's built off psycholinguistics in order to identify the DISC and the OCEAN personality type of that person.”

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#622 S2 Episode 491 - PATH IT OUT: Providing Well-planned and Equal Promotional Paths Apr 06, 2023

KNOWING THE PATH IS DIFFERENT FROM WALKING THE PATH

Every employee has the responsibility to work hard to get the promotional path they are looking for, But every organization also has the responsibility for their employees’ growth. This is Christina’s message to every business organization that they need to outline the promotional paths for their employees and give them equal opportunities. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

CHRISTINA: OUTLINE THE PROMOTIONAL PATHS

“You want your organization to outline what are the different promotion paths, be honest about that, and then support all of them.”

CHRISTINA: PROVIDE EQUAL OPPORTUNITY FOR EVERY PATH

“As an organization, you have to path out what the careers are, and then you have to make sure that you're celebrating and giving equal opportunity for them. So we can make one career path feel really, really sexy and normal, and then other career paths feel like whoo, that's, that's sort of frowned upon.”

CHRISTINA: HELPS YOUR EMPLOYEES GROW

“The best companies in the world think through how they can help their employees grow into being the best possible people. So if you've never had that conversation, this is the time to have that conversation because it ties directly back to your culture.”

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Mike Montague | Sandler | LinkedIn the Sandler Way

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#621 S2 Episode 490 - TECHNOLOGY + HUMANITY: Personality Insights as a Means to Humanize the Internet Apr 05, 2023

EVERYBODY HAS A PERSONALITY. WE ARE CALLED “PERSON” FOR THAT REASON

Collin joins Shawn Rhodes in Bulletproof Selling, where he explains the reason why he joined Humantic as he refers to it as something bigger than anything he has ever built on his own before and it is a great way to leverage technology and personality insights as a means to humanize the internet. Collin also explains Humantic’s function to tap into every buyer’s human side as we all have our own personality types. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHY MOVE TO HUMANTIC?

“I really wanted to be a part of something bigger than anything that I've ever built before on my own, and just was really passionate about their mission to humanize the internet, and to help sales teams be more authentic in the way that they sell by leveraging the personality insights that Humantic provides through AI.”

COLLIN: EVERYBODY HAS A PERSONALITY TYPE

“I think something we all can agree on is we all have personality types, everybody has a personality type, some are compatible, some are not.”

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#620 S2 Episode 489 - GIVE IT SOME LOVE: Stop Hating on Scripts and Learn to Use Them More Apr 04, 2023

STOP HATING ON SCRIPTS!

The usage of scripts has different camps of sellers. Some say it’s needed, some say they don’t, and some say they’ll just wing it. So, which one is exactly right?

In this episode, Nancy and Collin explain why scripts are still important no matter how good you are at winging them, as scripts provide you with a basic guide to follow as a flow of your conversation. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THE PROBLEM WITH JUST WINGING IT

“If everybody is freestyling and winging it, you can't make decisions to see if there are needs to be something fixed, changed, or optimized because if everybody is doing something different, you don't know what's working, and what's not.”

NANCY: KEEP THE INTEGRITY

“A script doesn't mean you need to do it word for word, but you have to keep the integrity. So I may use a word naturally, that you wouldn't use, but use a different word that reflects the same meaning. So you don't want people to be clones of one another. I think the most important is the tonality, and learning how to speak in different communication styles to be the most effective, and most listened to.”

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Nancy Calabrese | Twitter | One of a Kind Sales

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#619 S2 Episode 488 - MESSAGING FROM THE HEART: Fully Personalized Messaging and Sales Process Apr 03, 2023

IT’S ALL ABOUT THE MESSAGING

As Chief Evangelist of Humantic, Collin discusses one of their amazing new features, which is One-Click Email Personalization, where you can turn your usual email draft into a tailor-fit personalized version that really hits your client where it matters most. But that’s not all, Collin explains that the insights from Humantic can be used to personalize all of your messaging and even your entire sales process from start to finish. Tune in to learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: ONE-CLICK EMAIL PERSONALIZATION

“One of the things that we have in beta right now, which I'm super excited about is One-Click Email Personalization. If you're a seller, you're running a winback campaign, whatever it is, you write your email the way you would try to get your points across, you click a button, and then it'll rewrite it for you based on that person's personality that's receiving that email.”

COLLIN: PERSONALIZE IT TO TAILOR-FIT

“It's for everything. You're tailoring your messaging, to focus on the things that are most important to your buyer. So basically, it's enabling you to sell throughout the entire sales process the way your buyer wants to buy, and you're personalizing the entire sales process,”

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#618 S2 Episode 487 - GIVE AND TAKE: Reciprocal Treatment of Attention on LinkedIn Apr 02, 2023

GETTING ATTENTION BY GIVING ATTENTION

Social presence, especially on LinkedIn is not all about getting attention, but also about giving it to someone. Mike is back for one last round with Collin and today, they discuss how you can get more attention on LinkedIn without the need for purely original content, and how giving attention to other people’s content can be beneficial for you. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MIKE: POST MORE THAN YOU THINK

“Post more than you think, like morning, noon, and night, the feed goes so fast on most people that they're not even seeing it. But it doesn't all have to be original content, do cool things, talk about the cool things that you do, share the marketing content, and then curate other people's stuff. So curate industry knowledge from whatever industry you're in, or groups and associations that you're in, and share that stuff. You don't have to originally write brand new thought leadership pieces three times a day.”

MIKE: SATISFY THEIR DESIRE FOR ATTENTION

“There are millions of people, maybe even billions on Facebook that are dying for somebody to pay attention to them. If you're the salesperson that's actually paying attention, and listening and asking them questions. You are way more valuable to social media than anybody who's posting and trying to grow an audience. Yeah, especially for that buyer.”

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#617 S2 Episode 486 - WHAT’S UP DOC? Documentation of Processes as a Means to Scale Apr 01, 2023

IT’S SIMPLE, PROCESS IT, DOCUMENT IT, SCALE IT

You cannot scale without a process in place. You can’t move forward with a process if it’s not documented. In this episode, Scott and Collin talk about the importance of having a process in place before even attempting to scale, and they present 2 easy ways to do your documentation of the process which you can learn more about in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: SCALING, PROCESSES, DOCUMENTATION

“You can't scale if the process doesn't exist, at this point, there should be a process, and as you and I both know, because you've done this a few times, and so have I in the early days, the process changes a lot and becomes more fine-tuned and well-defined over time, but a lot of times, that stuff is not well documented.”

SCOTT: EASY WAYS TO DOCUMENT THE PROCESS

“There's really kind of two things you can do there that’s super easy, which is, as you're sending out emails, or as you're sending out LinkedIn messages, take a screenshot, just start throwing that stuff in the Doc, because that alone can be the first version of some documentation. The second thing, which I love to do, and I do it for my team all the time internally, is as I'm doing a process where I use a screen recording software like loom.”

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Scott Sambucci | SalesQualia | SalesQualia.com

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#616 S2 Episode 485 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 2 Mar 31, 2023

IT’S TIME TO DO SOME RAPID-FIRE, ROUND 2

What’s the difference between the person and the persona? Once again, Collin joins Tom Poland today, as he undergoes another set of rapid-fire questions about Humantic and selling using personality insights. Collin discusses the difference between the person and the persona, and what amazing results Humantic can bring to your team. Tune in and learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: PERSONA VS PERSON

“So persona might be really basic, like, you know, is it B2B? Is it B2C? Are they in this particular industry? Are they this company size? Do they have this job title, and then people that are maybe doing a halfway decent job with persona might even take it a level deeper, and they have this specific problem that defines their ICP and they sell based on that.”

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#615 S2 Episode 484 - FLIP THE SWITCH: Balancing Promotions and Constant Switching of Points of Contact Mar 30, 2023

TOO MUCH OF A GOOD THING IS NOT SO GOOD AT ALL

Promoting people is a very good practice as a leader, especially in sales. However, you cannot promote everybody as it requires you to introduce new points of contact to your customer, and when done consistently, can be detrimental to your relationship with the customer. Christina is back to discuss this furthermore and will break down why you should not switch your customer’s points of contact so often. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

CHRISTINA: THE PROBLEM WITH SWITCHING POINTS OF CONTACT

“Switching points of contact consistently on your customers, hits your bottom line, really, really hard. And I'm not saying don't do it, you should promote your people absolutely promote your people. But you also have to have a plan for customer whiplash and making sure that they're not getting a new introduction for what feels like should be a one-to-one relationship really consistently.”

Connect with Christina

Mike Montague | Sandler | LinkedIn the Sandler Way

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#614 S2 Episode 483 - MATCHMAKER, GAMECHANGER: Establishing Compatibility Using Personality Insights Mar 29, 2023

CAN YOU MATCH YOUR SELLERS TO THE BUYERS?

With the power of personality insights, yes sir you can! In this episode, Collin discusses how you can create compatibility between your sellers and buyers using the information you get from personality insights. He further explains that this also varies between different scales of deals. Lastly, Collin shares why he got so excited about becoming Humantic’s Chief Evangelist, and why it’s a game changer, so make sure to tune in until the end of this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHERE COMPATIBILITY COMES INTO PLAY

“So there's the whole like compatibility way of approaching it, and in some businesses, I feel like that makes a lot of sense. Where it's like, ‘Hey, these are our ICP, these are the people we're most likely to win with. So we need to hire people that are compatible’, that in a more transactional type of business environment, that makes more sense.”

COLLIN: GETTING TO KNOW THE BUYER BEFORE EVEN MEETING THEM

“It's super powerful when I started to see some of this stuff go to work where you get a person on a zoom call, and prior to having a meeting with these people, you'd get sort of a brief of like, ‘Hey, here's who you're meeting with, here's their personality type, here's the things to avoid, here's how you can win with them in’, going into those meetings with that information was just a total game changer.”

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#613 S2 Episode 482 - WORKS FOR ME: Nancy Calabrese’s Best Practices for an Effective Cold Calling Team Mar 28, 2023

WHAT DO YOU MEAN COLD CALLING DOESN’T WORK?

Let’s face it, a lot of people hate cold calling, and it’s these people who keep saying it doesn’t work. Well, Nancy has a counter to that, as she explains how providing the right training, consistent practice, and making it fun are the key to success in cold calling. Tune in to learn Nancy’s best practices with her team that involves deconstructing calls, training sessions, and constructive feedback, only here in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NANCY: APPRECIATE THE COLD CALLERS

“I think what's really important is you have to appreciate anybody in a position that it's making cold calls, they're living in a NO world. How many NOs you're gonna have to get until you get to your YES.”

NANCY: BEING CONSTRUCTIVE TOWARD THE TEAM

“I have taken it to be my responsibility to keep the culture fun and provide ongoing sales training, and that makes all the difference. They love it. We deconstruct the cold call every single week, we've had people come to our training, that are perhaps students of our trainer, just to listen to the team talk about it, and celebrate the successes, you know what they're doing great, and if they're not hitting their numbers, be constructive about different ways and techniques. But bottom line, it's a practice like anything else.”

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Nancy Calabrese | Twitter | One of a Kind Sales

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#612 S2 Episode 481 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 1 Mar 27, 2023

IT’S TIME TO DO SOME RAPID-FIRE!

How do you know if you are selling it right? Are you using the right insights? Are you selling to the person and not the persona? Collin joins Tom Poland today, as he undergoes a series of rapid-fire questions about Humantic and selling, using personality insights. Collin discusses who are the clients that Humantic aims to help, what problems it tries to solve, and the common mistakes that sellers make. Tune in and learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THE PROBLEM THAT HUMANTIC AIMS TO SOLVE

“The problem that we're solving for them is helping them to better understand their buyers and to change their sales process in a way, which can be more authentic, and they can personalize the entire sales process.”

COLLIN: SELLERS’ BIGGEST MISTAKE

“The biggest mistake that a lot of people make, just generally in sales is exactly what you said it's selling to the persona instead of the person, and that's just not authentic enough. It's not personalized enough at the level.”

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#611 S2 Episode 480 - PULL THE TRIGGER: In-Connection Search and Trigger Event Referrals Mar 26, 2023

ONE SEARCH IS NOT ENOUGH

Referrals are not always just about asking your clients for prospects. There are ways to get referrals on your own using LinkedIn and Mike is back to break it down. In this episode, Mike shares how you can get referrals by doing a search within a person’s list of connections and identifying potential buyers by analyzing trigger events from these connections. Find out more in detail in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MIKE: A SEARCH WITHIN A SEARCH

“If I know I'm meeting with Collin here at one o'clock, I go on Collin's profile, and you can click on their number of connections, and see their connections listed. There's actually a search bar there. So, you can search within Collin’s connections for like a VP of sales or, you know, HR, whoever you're selling to, and find connections that Collin already knows.”

MIKE: UNRAVELING TRIGGER EVENTS

“When you're doing these searches, there are a couple of other tricks I'd add here to, number one is thinking about trigger events that are leading indicators to when somebody needs to buy your services.”

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#610 S2 Episode 479 - STEP UP AND STEP BACK: Scaling the Business Through Founder-Less Sales Mar 25, 2023

LET IT GO AND LET IT GROW

As much as we want to be always on top of things, there comes a time that we need to start backing off and letting things operate on their own. Some founders find it hard to do this, and Scott is back to discuss why this has to happen. He explains at what point is the perfect time for a founder to start looking into giving up some responsibilities, begin letting go of control, and let the team figure out the ways to operate with just a bit of guidance. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

SCOTT: WHEN TO START BACKING OFF

“It’s usually around like 3 million in revenue, where the founder really needs to think hard about, how do we get out of the day-to-day, like the founder at that point should not be doing every demo or be on every implementation call.”

SCOTT: GUIDE YOUR TEAM, AND LET THEM DO THE REST

“We think about this like, ‘How do you elevate yourself up in your organization, and be comfortable letting the team figure it out with your guidance, as opposed to us swooping in and putting out every fire.”

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Scott Sambucci | SalesQualia | SalesQualia.com

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#609 S2 Episode 478 - TO DO OR NOT TO DO: Personality Insights as a Key to Guidance and Avoidance Mar 24, 2023

IT’S NOT JUST ABOUT WHAT YOU SHOULD DO, BUT ALSO WHAT YOU SHOULDN’T DO

A lot would assume that winning back customers is just all about knowing what should be done to keep them, but we tend to forget that we also need to consider the things that we need to avoid. What did we do to cause the customer to leave? How did we communicate with the lost customer? In this episode, Collin explains that personality insights will not just help you find out what to do for the customer, but also what you should avoid when dealing with them. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: ACCURATE DIGITAL FOOTPRINT SCANNING

“The way we approach it is like we're scanning their entire digital footprint. So we're getting a really accurate assessment of who they are, and so that's one of the advantages of using something like that, to be able to identify personality to then adapt and change, how you might approach them in a sales motion, or in a winback campaign.”

COLLIN: AVOID THE TRAPS AND MINES

“The next way to really sort of take a bite out of understanding this stuff, and then being able to actually put it into application in your sales motion or winback campaign is knowing the things to avoid because those are the big ones. So knowing which traps to avoid which sales landmines.”

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#608 S2 Episode 477 - THE MYSTERY OF MASTERY: Determining Your Mastery Timeline Mar 23, 2023

IS MASTERY ACHIEVABLE IN SIX MONTHS?

When it comes to skills, it actually depends. There are many factors to consider before determining if you will be able to master a skill in a given time, and that is what Christina will be talking about today. She explains that before determining how long or short you need to master something, you need to define what mastery of that skill looks like. Find out more as Christina breaks this down in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

CHRISTINA: WHAT MASTERY LOOKS LIKE

“Before letting that become the norm, you almost have to catch that and focus first on what a set regimented idea of what mastery looks like. What are the skills? What are the behaviors? What kind of consistency do we need to see before we both consider this mastery? And then what is the timeline for advancement look like?”

Connect with Christina

Mike Montague | Sandler | LinkedIn the Sandler Way

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#607 S2 Episode 476 - DEFAULT MODE OFF: Switching Up the Ways of the Winback Communication Mar 22, 2023

THERE’S NO SUCH THING AS DEFAULT ANYMORE

In sales, marketing, or even winback, many have been taught that it’s all about building rapport, building relationships, and all the other defaults. However, the market is changing. These things are still important but it will now depend on who is on the other side of the table, your customer. Dan and Collin continue to explore the application of models such as DISC and OCEAN in the winback process, and you will learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: IT’S NOT A ONE-SIZE-FITS-ALL

“Organizations are taught that small talk and building rapport matters in every situation, and it's highly dependent on who's the on the other side of the table. It's not a one-size-fits-all. So, if they're more of an ROI-driven person, then focusing on that is going to be the most important thing to increase your likelihood of winning them back.”

COLLIN: SELLERS' AND MARKETERS’ DEFAULTS

“The challenge is that sellers or even marketers rather are going to always show up the way that they would if they were on the other side of the table. That's the bias because they're communicating in a way that would make the most sense to them if they are buying. So, that's their default. So, knowing this information about these people and being able to adapt it based on what you know about them is really important.”

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#606 S2 Episode 475 - OUT-BALANCED: Balancing the Leads in an Outbound Channel Mar 21, 2023

SALES IS A CIRCUS, YOU HAVE TO DO SOME BALANCING ACT

A lot of sellers assume that the more leads you have, the better your chance of getting a deal. Unfortunately, that is not the case anymore. Today, Nancy is back, and she will be discussing with Collin the importance of having the right size of leads and how every industry has its own unique ramp-up period, which you need to consider when you plan on making cold calls. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NANCY: RIGHT SIZE YOUR LEADS

“I was on the phone with a client earlier, and one of his accounts wanted to stop his program because he was getting too many leads. Well, I say, ‘Then hire more people, so you don't do it’. I guess it's a balance, you need to know how many leads you can handle and handle them well, that's the key.”

NANCY: DIFFERENT INDUSTRY, DIFFERENT RAMP-UP PERIOD

“The larger the company, the longer it takes to get the attention of a decision-maker. That's just the reality. So when you go into a call campaign, you have to look at all of those factors to set reasonable expectations. Unfortunately, a lot of people give cold calling a bad rep, ‘Oh, it doesn't work. It doesn't work.’ And the reality is, it does work, but every vertical or industry has a different ramp-up period.”

Connect with Nancy

Nancy Calabrese | Twitter | One of a Kind Sales

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#605 S2 Episode 474 - WHO YOU WON & LOST: Understanding Winback Prospects on a Personal Level Mar 20, 2023

PEOPLE COME BACK FOR PEOPLE

Collin appeared in various shows in the past weeks to discuss personality-based selling. Today, we are switching up as Collin jumps into The Winback Marketing Podcast with Dan Pfister.

In this episode, Collin discusses how you can use personality insights as a means of having a stronger Winback campaign by identifying personalities that you are able to win back and the ones that you don’t. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WE ARE DEALING WITH PEOPLE

“I think what sales and marketing teams forget is, we're dealing with people. At the end of the day, we are dealing with people, and not all people tick the same way, so there are a lot of different ways you can use Personality Insights to better understand the people that you're in your sales process, or in your winback campaign,”

COLLIN: ANALYZING YOUR CHURN WITH PERSONALITY INSIGHTS

“You can analyze your churn. Who are we losing? And are there any patterns there with personality? Are there certain types of people that we are losing more often than others?”

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#604 S2 Episode 473 - VANITY FAIR: What Metrics Really Matter in Social Selling Mar 19, 2023

SALES WILL ALWAYS HAVE THE NUMBERS GAME

Numbers matter, that’s a fact. But what numbers do you have to keep an eye on? Social media, LinkedIn in particular, is full of vanity metrics such as likes, reactions, comments, and more, but what do we really have to look at? Mike is back with Collin to discuss that these metrics are not really what you want to focus on, but the conversations, referrals, and conversions you get out of your content. Stay tuned until the end because Mike explains why referrals are still the gold standard for leads in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MIKE: STOP LOOKING AT VANITY METRICS

“Don't worry about the metrics and the likes, and the comments, and engagement, worry about how are you? How many sales conversations are you starting out of this? How many referrals are you asking for? Or getting in a week, a day, or a month? depending on what your product and sales cycle is?”

MIKE: THE GOLD STANDARD LEAD FOR SALESPEOPLE

“The number one gold standard lead for salespeople, hopefully, you agree, is referrals. If you get like a warm introduction from somebody who's like a client who's doing business with you, and they introduce you to somebody else, there's like a really high chance of that closing, studies show like a 50 to 80% chance of closing that business.”

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#603 S2 Episode 472 - PROCESS FOR THE MASSES: Creating the Right Process to Hire the Right People Mar 18, 2023

IT’S OK, JUST TAKE YOUR TIME

One of the biggest mistakes founders or sales leaders make is rushing the hiring process. As they try to catch up to their targets and to their goal of scaling the business, they tend to forget what really matters, which is finding the right person for the job. In today’s episode, Scott and Collin talk about the importance of putting a hiring process in place and taking your sweet time to find the right person. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: HAVE A PROCESS AND DON’T RUSH IT

“The number one thing there that I'll say is, you can't rush that process. Number one, you need to have a process in place, and two, you can't rush it. I think that's where a lot of people make a lot of mistakes because they're like, ‘we need to get here with the business in a timeline of yesterday, and that means we need to hire people.’ and they skip crucial steps in the hiring process.”

SCOTT: WHEN DO YOU START HIRING SALES-RELATED TALENT?

“You got to run that process, you got to figure out what's out there, and as you said, I've been a sales manager, or sales leader, or head of sales, and I can't tell you how many people that even after the best vetting and interview process, three months in, I'm putting them on a PIP (Performance Improvement Plan). It's just like ‘where did I miss here?’ It's hard, and you have to be willing to put in the time, the effort, and the patience because if you don't, that's where those hires become even more expensive to you.”

Connect with Scott

Scott Sambucci | SalesQualia | SalesQualia.com

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#602 S2 Episode 471 - TURNOVER IS OVER: Personalized Selling’s Impact on Sales Roles Turnover Mar 17, 2023

WHEN RESULTS ARE BETTER, THERE’S LESSER TURNOVER

Collin and Trevor are about to close their conversation, and in this last bit, the two talks about how the uplift in sales that personalized selling brings to the table can also uplift a seller’s enjoyment of his job. Collin confirms and explains how personalized selling helps sellers gain better results, which makes their jobs more rewarding, and overall can lessen turnover in sales roles. Learn more in detail in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: UPLIFT IN SALES, DOWNTREND IN TURNOVER

“It's really hard for salespeople to sort of detach their self-worth, tie their self-worth to booking any meetings or not in this job, and so it sort of chips away at you a bit. So to be able to have a way where you can reach out and be more personalized and yield much better results, and feel like you're actually being impactful in the role that you're doing is definitely much more rewarding, definitely much more enjoyable, and could even contribute to decreasing turnover in those types of roles as well.”

Connect with Collin

#601 S2 Episode 470 - AND HERE WE ARE NOW: Finding Your Promotional Path Mar 16, 2023

SOMEBODY HAS TO START SOMEWHERE, RIGHT?

It’s a new day and a new guest. Today, we have Christina Brady, SVP of Sales at Spekit. Christina talks about how she got into sales and worked her way up at various companies, which leads to the topic that is thinking about your own promotional path. Stay tuned until the end as Christina shares the top 3 things to do if you want to get promoted, and more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

CHRISTINA: SKILL MASTERY AND VISION OF ADVANCEMENT

“There are three things to focus on. One is mastery of the skill and the job in the role that you're doing today. The next is, what is advancement look like, and what gaps do I have to advance to whatever that next role is?”

CHRISTINA: ABSORPTION OF KNOWLEDGE

“The third piece is sitting at the table and absorbing everything you can from what's around you, even if objectively that's not your job, or you shouldn't be at that table, or it has nothing to do with what you're doing.”

Connect with Christina

Mike Montague | Sandler | LinkedIn the Sandler Way

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#600 S2 Episode 469 - SOONER OR LATER: Everybody’s Going to Evangelize Sooner or Later Mar 15, 2023

START NOW, BEFORE EVERYBODY ELSE WOULD

It’s Collin’s last round with Ethan and in this episode, he explains that the evangelist’s work doesn’t stop when deals are closed and will continue as customers continue to have their experiences. Collin also discusses the high chance that everybody will also start evangelizing sooner or later, so if you have the plan to do so, it’s time to start. How? Tune in to find out in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: EVANGELIZING NEVER STOPS

“Just because they've signed up doesn't mean that they're fully bought into full adoption of what it is that you do, and so there's a lot of work that can be done in evangelizing even in closed one deal because that experience is what's going to keep them as customers.”

COLLIN: COMPANIES WILL EVANGELIZE SOONER OR LATER

“I do believe that at some point, everybody will need this role for the most part, whether they believe it or not, and whether they're not taking it seriously now, there are going to be companies that are early adopters of this, and then there's gonna be people that would join later on this bandwagon and wish they would have sooner.”

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#599 S2 Episode 468 - OLD BUT GOLD: The True Power of Cold Calling with Nancy Calabrese Mar 14, 2023

WHAT IS THE BEAUTY OF COLD CALLING?

A lot of people take cold calling for granted and treat it as a “forgotten art”, but Collin and Nancy Calabrese both disagree. Nancy is the Founder and CEO of One of a Kind Sales and the host of Conversational Selling. In this episode, Nancy talks about what changed over time in the outbound world, the benefits of cold calling, and the reason why you don’t need to have so many leads. All these and more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NANCY: WHAT CHANGED IN OUTBOUND TODAY

“What's really changed in today's world is there's a lot of voice messaging, and you still have to do it and leave your message, but be persistent. So that's really the only thing that's changed.”

NANCY: ABILITY TO PRE-BUILD A TARGETED LIST

“The benefit of cold calling is that you can actually pre-build a targeted list, so you are in front of the people that you know could potentially be a customer for you.”

NANCY: LESS LEADS, MORE TOUCHES

“People think they have to have thousands and thousands and thousands of leads, and I disagree because if you have so many leads, you're never going to be able to create a process of repeatable touches, and that's the key to outbound. If you would be marketing, you want to have a program in place so that you are in front of your target audience at least three to four times a year.”

Connect with Nancy

Nancy Calabrese | Twitter | One of a Kind Sales

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#598 S2 Episode 467 - NEITHER RIGHT NOR WRONG: The True Thing that Matters When Selling Mar 13, 2023

IT’S NOT REALLY ABOUT WHO’S RIGHT OR WRONG, IT’S ABOUT THE BUYER

Trevor and Collin start off this episode with a quick discussion on which channel works well with DISC selling and why it’s effective. Collin continues to discuss that the channel, the method of selling, and whether solving problems or being likable is the best way to sell are not what really matters the most, but it is the person who is buying. Stay tuned to learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THE PERSON, THE PROSPECT, IS THE ONE THAT MATTERS

“There are people that say, ‘Hey, people buy from people who know, like, and trust you.’ and then you've got the camp of people that say, ‘No, Trevor, people buy from people that solve real problems for them.’ that doesn't matter. The interesting thing there, and I'd love to get with two people in the same room that have this difference of opinion, is they're both wrong. And they're both wrong because it doesn't matter. What they're saying does not matter, the only thing that matters is who the person is, who the prospect is.”

COLLIN: TARGETTING INSTEAD OF SEGMENTING

“Yes, you need to solve problems for your customers. Yes, but relationship matters to some people and not so much to others. So it's less about ‘this is the right way’ and ‘that's the wrong way’, and it's more about customizing how you show up based on who you're dealing with as a prospect.”

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#597 S2 Episode 466 - 2ND STAGE INVOLVEMENT: Founder-Led Sales and The Beginning of Sales Hiring Mar 12, 2023

IT’S NOT JUST ABOUT WHAT YOU EARN, BUT ALSO ABOUT WHAT YOU LEARN

We already know the three stages of founders’ involvement in the sales process. In fact, in his previous round with Collin, Scott Sambucci already started discussing founder-everything sales, the first stage. Today we will be learning the second stage, which is founder-led sales. So what is it about? For Scott, it’s not about the sales and the customer you got, it’s about learning how you got them. This is also where you start hiring your first sales talent, and it is crucial for you to pass on what you learned. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

SCOTT: IT’S NOT ABOUT WHAT YOU GET, IT’S HOW YOU GET IT

“This is another reason why the founder has to do the early sales because the byproduct of you getting those sales is not just customers and revenue, it's learning about ‘How did I get those customers.”

SCOTT: WHEN DO YOU START HIRING SALES-RELATED TALENT?

“Now you're managing a little bit of process and a few people, and by doing that, it also teaches you as a founder how to hire sales-related talent, because you may have had experience hiring product managers or engineers, or some other type of skill.”

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Scott Sambucci | SalesQualia | SalesQualia.com

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#596 S2 Episode 465 - CONNECT WITH WHO? Lesser Connections, More Conversations Mar 11, 2023

LESS IS MORE

Time and time again, Collin has always been explaining that it’s better to hunt a few high-quality prospects than to stick with the spray-and-pray approach. This gets better as Mike Montague is back to discuss why it’s the better choice to prospect with lesser connections in LinkedIn, who you really know, than requesting connections and spreading DMs like crazy. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MIKE: STOP BORING PEOPLE WITH YOUR RESUME

“For anybody that needs a job, you have to look like you're the best at the job you're currently doing. Not like you're out of work and need a job. So anytime you're putting your resume and other things on there, it kind of reads like, “Hey, I don't know, just a boring resume speak”. That doesn't resonate with anybody. If you're forward-looking, if you're talking about who you want to meet, who you're where you're going towards your next goal, people can connect with that, and you'll get a lot better responses.”

MIKE: THE IDEAL NETWORK SIZE

“The ideal network is a lot smaller than you would think, like 250 to 500 people that you actually know, that are in diverse industries that can help you fish with nets instead of poles and so they can give you a whole bunch of referrals, or they're exactly targeted to your market is really good.”

MIKE: LESSER CONNECTIONS FOR BETTER CONVERSATIONS

“Smaller, tighter, deeper connections with less people is way better than a big wide network with people that don't care about you and don't have any interest in helping you.”

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#595 S2 Episode 464 - LET’S MAKE IT EASY: DISC Selling Strategy That’s Easy Mar 10, 2023

HOW DO YOU TURN “HARD” TO “EASY”?

Trevor Lee asks Collin an interesting question. Do you find it hard for sellers to adapt to DISC selling when presenting themselves? Collin says yes, it is definitely hard, but there are ways to make it easy. He explains how technology helps you prepare for a conversation and lean your strategy toward a particular target instead of trying to fit into a lot of segments. Learn how to turn “HARD” to “EASY” in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: KNOWING THE PERSONALITY MAKES HARD BECOME EASY

“Now, people trying to do it in a virtual world where they're mostly meeting on Zoom, it's even a little bit harder, but if I can know who you are before we ever meet, then I can go in a little bit more prepared, where I'm not kind of trying to figure it out to get to a place where I maybe think I'm right, to then sort of adapt and change.”

COLLIN: TARGETTING INSTEAD OF SEGMENTING

“In some cases, we see in sort of a macro level where companies have such a vast, higher win rate with certain personalities, that they then only prospect to those people because if you win almost, 300% or 400% more often with a particular segment of personality types, why would you prospect to anybody else? So in that case, you're just getting better at your targeting. So you don't have to segment necessarily.”

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#594 S2 Episode 463 - DO IT YOURSELF: The Basics of Founder-Everything-Sales Mar 09, 2023

IT’S TIME FOR SOME D.I.Y.

Last Monday, Scott Sambucci discussed the three stages of a founder’s involvement in the selling process, and today, Scott and Collin will go deeper on the first one, which is Founder-Everything Sales, where he talks about the importance of taking ownership and accountability to run your sales on your own first. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

SCOTT: IT ONLY TAKES ONE DECISION

“It's just a matter of making the decision and accepting the responsibility and the ownership to say I must do this because if I don't, there will be no future.”

SCOTT: OWNERSHIP AND ACCOUNTABILITY

“It ultimately comes down to ownership and accountability for those founders being willing to do that kind of work.”

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Scott Sambucci | SalesQualia | SalesQualia.com

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#593 S2 Episode 462 - HARDCORE? NOPE: Is Personality-Based Selling Really That Hard? Mar 08, 2023

IS IT REALLY THAT HARD?

Trying out a new process or switching to a completely different approach can be intimidating. Most people would immediately think about how hard it can be to do so. Well, it is not easy, but Collin is here to give us some tips on how you can make personalization a part of your selling practice. Stay tuned as Collin also shares how you can get started with Humantic.AI in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: HARD BUT NOT IMPOSSIBLE

“It's not easy, it takes a requirement of really being committed to changing the way you sell, and sellers are always going to default back to their own natural tendencies, especially if they get in a challenging conversation or situation, and that's where it becomes a little bit more challenging. But the more you adopt it, the more you practice, it does get easier.”

COLLIN: BE PERSONAL AND ADAPTIVE

“Be more personal in the way where you're adapting to the way that your buyer wants to buy, rather than trying to get your buyer to adopt the way you want to sell. It's massive, and it's an easy way to stand out.”

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

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#592 S2 Episode 461 - SOCIALIZE THE RIGHT WAY: The Problem with Outdated Playbooks, and What To Do Instead Mar 07, 2023

IT’S TIME FOR SOME NEW TRICKS

In today’s episode, Collin welcomes Mike Montague, Director of Community Engagement at Sandler, a podcast host, and author of LinkedIn the Sandler Way. Mike talks about his experience in reading outdated playbooks on social selling and the problems he saw with what they are teaching. This led him to write his own book, and you will learn more about it in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MIKE: THE PROBLEM WITH THE OLD PLAYBOOKS

“I realized that social media was blowing up. But all of the books said like, you build this huge audience, you joined 50 groups, you blast messages and post three times, seven times a day, and hopefully, someday somebody will buy it from you, or the book ended on and now you engage the audience, and I kept thinking like, that's exactly why I'm reading this book, I wanted to learn how do I use this as a salesperson to start a sales conversation, get something into my pipeline.”

MIKE: THE DIFFERENCE BETWEEN MARKETING AND SALES

“If you're marketing for a company, you want that brand and brand awareness as wide as possible. If you're in sales, you want your target audience to be as small and qualified as possible.”

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Mike Montague | Sandler | LinkedIn the Sandler Way

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#591 S2 Episode 460 - NEW NORMAL: Normalizing and Continuing Evangelism Mar 06, 2023

YOU HAVE TO EVANGELIZE TO NORMALIZE

As evangelism is a pretty new concept in sales today, Ethan poses a rather interesting question. What if it normalizes? What if it becomes a normal part of the process? Do we still need to evangelize? Collin definitely says yes as evangelism involves content that buyers today would normally consume first before making a decision. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: EVANGELIZING IS CONTENT, AND LEADS YOU TO THE CONVERSATION

“A lot of evangelizing is content, podcasting, webinars, speaking events, written stuff, like a lot of what you do is evangelizing through content and through different distribution channels, and when somebody's making a buying decision, on average they're going to consume 13 pieces of content when they're making that buying decision. So do you want to be a part of that conversation? If you aren't evangelizing, or if you've decided maybe ‘we don't need an evangelist anymore’, well, then you're probably not going to be part of that conversation.”

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#590 S2 Episode 459 - STARTUP, RAMP UP, SCALE UP: The Three Stages Of Founder Involvement In Sales Mar 05, 2023

NOT EVERYTHING CAN BE DONE IN ONE GO

One of the biggest mistakes of founders and startups is the assumption that they can immediately start operating and selling through new hires. Well, that’s a big NO-NO for Scott Sambucci. He is the CEO and Founder of SalesQualia and a sales coach for tech startups. Scott talks about the three main stages of sales involvement by founders; Founder Everything Sales, Founder-Led Sales, and Founder Less Sales. Quite intriguing, right? Tune in to learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

SCOTT: THE BIGGEST MISTAKES FOUNDERS MAKE

“They think like, ‘Well, I'm a tech founder, I'm an engineer, I'm a product person, I'm a financial person, I'm not good at sales. So I should hire somebody to do it for me.’ And that really is the biggest mistake because no one else is going to be able to sell your product, as well as you in those early stages, because you have the vision, you've got the founder magic that you sprinkle on the deals, the way that people answer questions when you ask them that certain intuition that you have, that no one else in the world is going to have. So until you go and do those things, you're not going to be able to teach other people what needs to be done in order to prospect and convert deals and service them.”

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Scott Sambucci | SalesQualia | SalesQualia.com

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#589 S2 Episode 458 - STONE COLD: Personalizing A Cold Call While Staying True To Its Goal Mar 04, 2023

IT’S SUPPOSED TO BE QUICK AND EASY

Cold calls are one of the shortest conversations you can ever make when selling. In just 2 minutes or less of talk time, there’s not much you can do about it. What if you are trying to personalize that call? Collin discusses the small things that you can change to personalize a cold call, and also explains the true goal of it. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THINGS YOU CAN CHANGE TO PERSONALIZE A COLD CALL

“There's not a lot that you can change on a cold call to personalize to the personality, but there's a few things that you can do, you can change your tone, you can change your speed, you can change a little bit of what you say like the context, you can change a bit as well.”

COLLIN: THE REAL GOAL OF A COLD CALL

“The goal of a cold call is to get into a conversation, to get into a high-quality business conversation, to learn something new, and maybe, maybe it makes sense for us to talk again, just maybe.”

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#588 S2 Episode 457 - CRUISE CONTROL: Different Levels Of Control Over Champion And Buyer Types With DISC Mar 03, 2023

WHAT’S THE BEST WAY OF USING DISC ON YOUR CALLS?

Unfortunately, there’s no one-size-fits-all answer to that. As DISC has its own model, it may seem to have a way to make a standard strategy for every personality type. Collin explains the different ways of strategizing your approach based on personality and how much control you have over your champions and the types that you will target for your product or service. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: CONTROL THE CHAMPION, NOT THE BUYER

“It kind of goes out the window, it's like you can control it a little bit around like who your champion is, and hope that you work with people as your champion that are compatible with you because things are going to be easier. But you have less control of like everybody else that's a stakeholder or in the buying committee.”

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

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#587 S2 Episode 456 - BIG NO-NOs: How To Stop Sending Terrible DMs and Horrendous Emails Mar 02, 2023

AREN’T YOU BORED OF THE SAME OLD TRICKS YOU DO IN YOUR EMAILS?

In this episode, Trevor Lee welcomes Collin to his show, Better Presentations, More Sales. In this interview, Collin gives an overview of what Humantic does to personalize your outbound messaging into something that resonates with the buyer. Collin explains this by sharing his daily experiences dealing with awful LinkedIn DMs and bad emails. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: IT ALL DEPENDS ON THE OTHER PERSON

“I can't tell you how many terrible LinkedIn DMs I get and horrendous emails I get on a daily basis. I mean, it's out of control, and so the best way that you can stand out in the noise is to personalize how you reach out to show people, to deliver messaging that is going to resonate with them based on who they are, what matters most to them, and do what most are not doing.”

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#586 S2 Episode 455 - BE A PRO: Applying Personality-Based Selling Like A Pro Mar 01, 2023

LEARN IT, UNDERSTAND IT, APPLY IT

Practice makes perfect as many would say, and as Collin closes his interview with Marki about social selling, he talks about the application of DISC and OCEAN selling. Collin explains that this can be used in any channel and with enough practice you can sell to your buyer the way they want to buy. Learn to be a pro in social selling in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: IT ALL DEPENDS ON THE OTHER PERSON

“Everybody teaches sales is about rapport building, and it's like, yes, but no, because it's not everybody, whether the people think relationships and rapport building is important, and then there's the camp of people that think that it's not, well, they're both wrong, because it depends on who the other person is.”

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#585 S2 Episode 454 - YOU’VE BEEN WARNED: Create A Strategy And Process Based On The Individual With Kevin Warner Feb 28, 2023

A TARGET WITHOUT A STRATEGY OR A PROCESS IS SET TO FAIL

Kevin is about to close his series with Collin and shares his final thoughts. He talks about the different ways of targeting and messaging when working on your outbound channel. Kevin also adds the importance of breaking down your channel as a strategy and process, and that you should be adjusting based on the individual you are connecting with. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KEVIN: YOUR WEBSITE SHOULD CONTINUE YOUR STORY, NOT END IT

“If your website is not doing any help, then what good is an outbound effort if it's directing people to a website that doesn't continue the story and position you as we did in that channel.”

KEVIN: MAKE IT A STRATEGY AND PROCESS

“To be successful you have to break it down as a strategy and process, understand that we should be adjusting based on the individual, understand that if you're not having opens from a prospect, it's probably because they don't prefer email so convert it to a different channel you have to look at all those micro engagements to really dial in your campaigns.”

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#584 S2 Episode 453 - THANKS 4 ASKING: Questioning Behavior Between The 4 DISC Quadrants Feb 27, 2023

LET’S CLOSE THIS DEAL!

As Collin’s interview with Tyler Lindley is coming to a close, he compares the questioning behavior of the 4 buyer types using DISC and provides advice on how to deal with each of them. Stay tuned until the end because Tyler will be running Collin with some rapid-fire questions where you can get some quick tips and tricks in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: HOW TO GET STARTED WITH PERSONALITY-BASED SELLING
“If you're curious about this sort of stuff, and you're wondering, how do I get started? knowing yourself first is a good place to start, and knowing some of these things to avoid and really just starting to put it into practice?”

COLLIN: PHONE, ALL-DAY
“Why phone? It's just the most effective way you get instant feedback, you send an email, even if you're good at email, the people who don't respond, don't respond. But you get real-time candid, sometimes very candid feedback on the phone where you can really nail target and messaging fast when trying to scale and get to product market fit all that good stuff”

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#583 S2 Episode 452 - FIT N’ RIGHT: Assessing If The Outbound Channel Is A Good Fit Or Not Feb 26, 2023

IS THIS REALLY FOR YOU?

There are companies that immediately gravitate towards outbound as a channel without checking if it’s a good fit. Some do it because they see it work with others, but it doesn’t work that way. Like prospects, the type of channel you should be doing needs to be assessed if it’s a good fit for your business or not, and Kevin Warner is back to discuss this in detail. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KEVIN: STOP CHANGING DIRECTIONS EVERY DAY

“The biggest thing we'll run against is the expectation of outbound. So I think outbound it as an acquisition channel, you should always test it if you can it be profitable for your business. The problem is the expectation alongside it.”

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

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#582 S2 Episode 451 - PURELY HUMAN: The Human’s Crucial Role In Evangelism And Sales Feb 25, 2023

WHAT IS THE PUREST FORM OF SALES?

As Ethan Beute and Collin continue their conversation about evangelism, Ethan talks about what being human can do that a bot or AI can’t. AI is definitely helpful in the part of identifying important information but it is the human’s job still, that strengthens the connection between seller and buyer. Ethan also talks about evangelism being the purest form of sales, so stay tuned until the end of this episode of Sales Transformation.

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TRANSFORMING MOMENTS

ETHAN: FITTING INTO THE CONVERSATION

“It's not about social, it's about the groups of people, how are they talking? What are they talking about? Where do we fit in this conversation, it's something that you can't send a bot out to do.”

ETHAN: THE PUREST FORM OF SALES

“The first time I talked with Guy Kawasaki, he pulled out a line that actually comes from the first book he ever wrote, he's written 15 books. The first one was the Macintosh Way published, I think, in 1990. And he referred to evangelism as the purest form of sales.”

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#581 S2 Episode 450 - THERE’S AN EASY WAY: The Not-So-Complicated Side Of Personality-Based Selling Feb 24, 2023

IT’S TOO COMPLICATED. IT’S NOT MY THING. IT’S TOO MANY.

A lot of sellers are a bit hesitant in using the personality-based model because it seems complicated being a relatively new method, and don’t get me started with the 36 variations because that’s gonna drive you nuts. But Collin explains that it is quite simpler than we thought. The important thing is to learn the four basic quadrants and start knowing your own personality. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: START WITH YOURSELF

“D is more dominant, I is for Influencer, S is Steady, and then C is more of a Calculative type. So that's kind of general DISC, and then there's obviously variations and things like that. But just keep it simple. You know, that's the four different types, knowing what your type is, is a good place to start.”

COLLIN: HOW TO IDENTIFY PERSONALITIES

“There are guides and resources where you can maybe read that person, right? Like how they respond their tone, their speed, that's like, one way that's very challenging. You can use a tool like Humantic. And so a couple of ways is, you know, we sit on top on top of LinkedIn or Twitter. And so you would scan their profile, and then it would give you their personality type. And then all of the suggestions around prospecting, negotiating compatibility, all those sorts of things.”

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#580 S2 Episode 449 - TRACTION, NOT CONVERSION: The Problem With Appointment-Based Metrics Feb 23, 2023

IT’S NOT ALWAYS JUST ABOUT THE APPOINTMENTS!

Knowing your numbers is a good thing, but changing your directions every day based on your current appointment stats is not the way to go. In this episode, Kevin is back to discuss the problem with sticking with appointment metrics, and he points out that we should be looking at our performance from a market research standpoint where appointments are considered traction and not conversion. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KEVIN: STOP CHANGING DIRECTIONS EVERY DAY

“If you're changing directions every day, how do you do anything consistently? Again, marketing figured it out. We just got to click over into the sales side and realize, hey, email, phone, and LinkedIn, that's structured communication channels that are getting impressions in your people all have the same structure. Why aren't we evaluating it the same way?”

KEVIN: APPOINTMENT METRIC VS MARKET RESEARCH STANDPOINT

“No matter if you're a brand new tech startup or a well-funded unicorn, the KPI on meeting set is the exact same conversion rate, and now you're sitting there thinking, ‘hey, you've never done outbound, you don't really know your go-to-market messaging, why do you think that's going to be the appointment metric?’, like you should be looking at this from, a market research standpoint with any meeting booked is a positive sign of traction in your market.”

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#579 S2 Episode 448 - DEEP DOWN INSIDE: Increasing Results By Understanding The Buyer On A Deeper Level Feb 22, 2023

ONE FOR ALL, ALL FOR ONE

We already know that every person has a different personality. You can resonate with some, click very well with a few, and not so much with the rest. But what if there’s a way to connect with all of them? In this episode, Collin explains how understanding the buyer on a deeper level can help you find their soft spot and know how to deal with every personality you encounter. Get ready to dive deep into this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: BE COMPATIBLE WITH ANYONE

“What if you could be compatible with every buyer that comes into your world? Well, you can, by knowing their personality type, and so you can understand their profile on social, from LinkedIn, and Twitter, and understand their personality insights. And so what does that mean? What type of person they are? Are they a high D - Dominant person? Are they an Influencer? Or a Steady person? Are they more Calculative slower paced person.”

COLLIN: UNDERSTANDING THAT LEADS TO SUCCESS

“Understanding their values, what to do, what not to do, traps to avoid, hot buttons, how to craft your messaging, where it's going to most resonate with them based on the way that they process information. That's all really important stuff that you can get from personality insights about your buyers.”

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#578 S2 Episode 447 - BREAK IT, CHANGE IT: Dealing With The Broken Activity Mindset Feb 21, 2023

TOO MUCH OF SOMETHING IS NO LONGER HELPFUL

As sellers, we all had a taste of being pressured with activity, doing X amount of calls, X amount of demos, X amount of emails, and many more. These are the things we get hammered for every single day. This is the activity mindset, which Kevin and Collin will be tackling and will be breaking down why it’s a broken mindset, and what should SDRs and sellers do that actually matters. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KEVIN: EVERY COMPANY EVALUATES DIFFERENTLY

“Every company evaluates sales, pipeline, hiring internally, and expectations of teams differently. Some are pipeline-focused, others are revenue focused, some are activity-focused, and some don't have a product-market fit. Let's just get us out there in our name out there. Who cares if we drive any pipeline, every company evaluates it differently.”

COLLIN: THE BROKEN ACTIVITY MINDSET

“The activity mindset is broken, for sure. Like let's just keep it real for a second, activities are not going to pay the bills, keep the lights on, or get you to your next round of fundraising. But some people still have this activity mindset, it’s so much, that's why we're seeing a lot of these layoffs. Like, they didn't have a good sound strategy. And it was like, we just need more bodies.”

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#577 S2 Episode 446 - FOOTPRINTS ON THE WEB: Alternative Ways Of Finding A Person’s Digital Footprint Feb 20, 2023

A LOT OF PEOPLE WOULD ASK, WHAT IF I CAN’T FIND IT

In this last conversation with Tyler Lindley, Collin explained the use of a person’s digital footprint to identify their personality type and use it for selling. Well, that’s covered, now the question is, what if that person has no digital footprint? In this episode, Collin explains how to find a person’s digital footprint with fewer posts or content. Stay tuned until the end as Collin also shares what other sources of information you can use to identify personalities, only here in Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: WHEN THE ICP DOESN’T POST THAT MUCH
“Some particular ICPs that are a little bit trickier but also, it just depends, just because they're not posting as much as Tyler doesn't mean that they don't have a digital footprint, there could have a digital footprint that you're not aware of.”

COLLIN: CHECK THE PERSON’S ONLINE ACTIVITY
“I would say a good place to start is like, there's a wealth of knowledge online, podcast, blogs, people posting on social, that talk about DISC selling, generally, right. And DISC selling is not some new novel concept. It's just that there's never really been great technology to enable sellers to be able to pull that off.”

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#576 S2 Episode 445 - POCUS ON YOUR SALES: Understanding Pocus’ Function As A Product-Led Sales Platform Feb 19, 2023

IT’S TIME TO DO SOME HOCUS-POCUS

What is a product-led sales platform? How does it work? Alexa Grabell is about to close her conversation with Collin, and today she will be putting her focus on POCUS. She explains the primary function of Pocus as a product-led sales platform to gather organizational data, create analytics, and generate actionable insights that will lead sales reps to success. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ALEXA: POCUS AS A PRODUCT-LED SALES PLATFORM

“as a product lead sales platform, what we're doing is bringing data from all different parts of your organization into one place. So a sales rep can go in and see what leads should I be focusing on today and what action should I take.”

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#575 S2 Episode 444 - AND THE MENU TODAY IS… Assessing The Various SDR Team Compositions Feb 18, 2023

THE COMPOSITION OF YOUR SDR TEAM IS LIKE A FOOD MENU, THERE ARE A LOT OF COMBINATIONS TO CHOOSE FROM

In this episode, Kevin Warner is back to discuss SDR Teams. There are quite a handful of compositions you can actually choose. There are different compositions available depending on your preference, be it an all-internal team, a fully outsourced one, or a hybrid team. Kevin breaks down the pros and cons of each of them, so make sure to stay tuned to learn them in detail in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KEVIN: THE FUTURE OF SALES DEVELOPMENT

“Don't have the infrastructure to one hire an SDR know what's a good SDR or not, they don't have an infrastructure to pay for tech that might not be utilized tech that's becoming more and more expensive every day, by the way. So you have to attribute value back at some point. And so they come to an agency because it makes sense, we can provide strategy, we can provide all the content, the same reason that you might engage a marketing agency.”

KEVIN: SCALE BY KNOWING THE MARKET

“Hiring an SDR team is more about people management than it is about focusing on your pipeline.”

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#574 S2 Episode 443 - THOUGHT LEADER: Why A Chief Evangelist Should Be A Separate Entity Feb 17, 2023

PEOPLE FOLLOW PEOPLE. PERIOD.

Why do we need another person to take the evangelist role when you already have your Founder, your Head of Sales, or your Head of Marketing? Isn’t it redundant? In this episode, Collin explains why a Chief Evangelist should be a unique role, a position that is separate from the masters of sales and marketing, as this role needs to be a thought leader for customers to follow because people follow people. Learn more about the unique role of an evangelist in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: PROVIDE YOUR CUSTOMERS WITH A THOUGHT LEADER

“You got to give your customers somebody on your team that they can follow, that they can learn from, that can educate them, that they can look up to, that can be viewed as a thought leader in the space that you sit in.”

COLLIN: DON’T LET IT SCARE YOU, LET IT EMPOWER YOU

“I think a huge part of evangelism is also building that network of people that you can get information from, that you can bring back to the team, and you have to sort of evangelize internally of like, hey, we need to be doing these things, or this is how maybe some messaging should change up.”

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#573 S2 Episode 442 - POTENT INTENT: Intentional Management Of Founder-Led Sales Feb 16, 2023

SOMETIMES, WHEN YOU GOT NO IDEA, FREAKING IDEA OF WHAT YOU’RE DOING, YOU JUST GOTTA DO IT ANYWAY

We are back with Alexa today, and in this conversation, she shares her experience in operating founder-led sales for Pocus. She explains the reason why she had to operate the business that way, what challenges she faced, and how she worked on it and succeeded by being intentional about leading her sales team. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ALEXA: BEING INTENTIONAL IN OPERATING FOUNDER-LED SALES

“I was very intentional that I said, you know, I do not want to hire any go-to-market team until I feel confident about product market fit. We just recently hired an actual go-to-market team. So it was all founder-led sales until them and they'd say it's like, the most painful thing ever because you're doing sales, sales, engineering, and customer success and running the business. But I think it's really necessary to figure out, do we have like, do we have product market fit? What works? What are the initial sales playbooks, you should be running? What are the initial post-sales playbooks you should be running before passing that over to someone else?”

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

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#572 S2 Episode 441 - OUT OF THE BOX: Leaving Behind Your Default Message Feb 15, 2023

HOW DO YOU FIGURE OUT THE RIGHT MESSAGE FOR THE RIGHT PERSON?

Saying tailoring your message based on their personality is easier said than done for most sellers. However, Collin explains that it’s not as complicated as you think. It all comes in two steps, leaving your default in writing behind, and knowing yourself first to know who would be compatible with you. Collin has more up his sleeves so stayed tune on this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THE PROBLEM WITH YOUR DEFAULT

“The challenge a lot of sellers have is that they always default to their own style. If they were on the other side of the table, if they were a buyer, they're going to sell the way that they would want to buy, and that's only going to work if you're selling to people that have exactly the same personality to you.”

COLLIN: KNOW YOURSELF FIRST

“I always say the best place to start is self-awareness, know yourself. Because if you know yourself, then that's gonna give you a pretty good indicator of maybe identifying other people that are like you. If you think about it, if you're a seller, and you're listening to this podcast, there are probably prospects that you just feel like, things were just a little easier, and you jive with them. And that's because you are compatible, you probably had a lot of similarities”

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#571 S2 Episode 440 - PART-TIME SDR: The Future Of Sales Development Vs. Full-Time SDRs Feb 14, 2023

WHAT IS SALES DEVELOPMENT WITHOUT A FULL-TIME SDR?

With its definition as a Sales Development Rep, many people in the sales space are used to having full-time SDRs as the major channel for sales development. However, Kevin Warner believes otherwise. In this episode, Kevin discusses the reasons why the future of sales development does not really require a full-time SDR, as what we really need to measure is ROI and revenue, instead of just SDR activity. 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: THE FUTURE OF SALES DEVELOPMENT

“We say the future of sales development is not having a full-time SDR, because companies, the way you evaluate an SDR is activity-driven, not ROI driven. Marketing campaigns at their core, if you run an ad on Facebook, on Instagram on Google AdWords, it is revenue driven from every analytic point.”

KEVIN: SCALE BY KNOWING THE MARKET

“In my mind, the sales development spaces leading to marketing, you should have campaign managers, you shouldn't be structuring these with very unique campaigns, you should be segmenting your market as much as possible and running unique campaigns that you can then measure. And we should be valuing the strategy and the management of those and not just an SDR team.”

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#570 S2 Episode 439 - OVERWHELMINGLY GOOD: The Balance Of Overwhelming Value And Overly Aggressive Pitches Feb 13, 2023

HOW MUCH IS TOO MUCH?

As a seller, the best way to earn your audience’s trust is to provide value beyond their expectations. Marki starts off the episode by sharing her habit of overwhelming people with value without expecting anything in return. Collin also dives in by discussing the importance of focusing on providing overwhelming value instead of burning out the audience with pitch slaps and offers. Tune in and 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!

TRANSFORMING MOMENTS

MARKI: OVERWHELM THEM WITH VALUE

“I am going to overwhelm them with information tomorrow because my whole goal is to exceed expectations. I don't ever want to be mediocre. Just okay. I don't know about that. No, I want to overwhelm you. That's what I strive for.”

COLLIN: CREATE SUPER FANS WITH YOUR VALUE

“You create what's called super fans, super fans want to support whatever it is that you do because you've added so much value to them over time, that it really doesn't even matter what the offer is, they just want to support what you're doing.”

COLLIN: DON’T BURN OUT YOUR AUDIENCE

“The thing is, you gotta have a balance. You can't over-promote, because if every single post you put out there is to buy my stuff, buy my stuff, then it's not going to work, you're gonna burn your audience.”

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Marki Lemons | National Association of REALTORS ®

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#569 S2 Episode 438 - GO OR THROW? Hypothetical Approach Of A Business Idea’s Feasibility Feb 12, 2023

DO YOU HAVE A MILLION-DOLLAR IDEA?

How well do you think it is? Some people are too passionate about their ideas that they blindly execute them and ultimately fail in the process. In this episode, Alexa is back to discuss the ways of knowing whether your idea is business-worthy or not. She also explains that you need to have a hypothetical approach and think about the possibility of failure. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ALEXA: THINK ABOUT THE POSSIBILITY OF FAILURE

“You have to go into every hypothesis that this idea will fail, and like poke holes and figure out like, why is this not a real idea? Why is this not a business and really poke into that rather than going into conversations with customers and saying, like, this is a good idea, right? Like, tell me how you would use this. And so it's really being not tied to any idea and letting the idea pull you in.”

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#568 S2 Episode 437 - MAGIC WITH ANALYTICS: Researching And Understanding The Customer Base As A Whole Feb 11, 2023

ARE YOU ANALYTICAL ENOUGH?

Being a seller is not always about knowing just one customer, it also involves knowing your entire customer base as a whole. Kevin Warner is back and today he talks about the importance of having analytics in your sales process. Kevin also explains how every outbound channel has just the same structure, the true big factor is having enough analysis on your customers to know how to communicate with them well. Let’s dig deeper and analyze this in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KEVIN: VOLUME WORKS IF DONE RIGHT

“Volume still works. If you're doing it the right way. The problem is a lot of companies, to achieve volume, don't do it the right way because of human resources or capital problems.”

KEVIN: OUTBOUND IS ANALYTICS DRIVEN

“The one unique thing about outbound is it is an acquisition channel, and at the core of an acquisition channel, it's analytic driven.”

KEVIN: SCALE BY KNOWING THE MARKET

“You can still achieve scale, you can if you know your market well enough if you can segment them well enough if you can personalize the messaging to those segments if you can interject personality data if you can understand that not all people use all of those communication channels the same.”

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#567 S2 Episode 436 - OPERATION APPLICATION: The Humantic Way Of Applying DISC And OCEAN In Personality-Based Selling Feb 10, 2023

LET’S GET TACTICAL

Knowing the personality types of your prospects or customers and using them as your foundation in selling is quite a cool strategy. But the question is, how exactly are you using them? How do you apply them in your actual selling strategy? Collin breaks down the process of using DISC and OCEAN and how to use their results to start the perfect conversation with your prospect. 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!

TRANSFORMING MOMENTS

COLLIN: RELATIONSHIP-FOCUSED APPROACH TO MESSAGING
“We see teams, basically bucket their leads based on personality. We've run some tests ourselves as well, where you're not necessarily changing the call script as much because that can be a little bit overwhelming. But the goal of a cold call is to get into a conversation. And so once you get into a conversation with somebody based on whatever your script is and stuff like that, how you frame that conversation, the tone of how you get into that conversation can be different based on the person's personality. That your overall messaging should be focused on, with some people, it needs to be more output driven, on other types of people, it needs to be more relationship-focused because that's something that really matters to them a lot.”

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#566 S2 Episode 435 - HOCUS POCUS: Unlocking Customer Data With Pocus Feb 09, 2023

UNLOCKING YOUR CUSTOMER’S DATA IS LIKE MAGIC

Collin welcomes Alexa Grabell to the show. She is the Co-founder and CEO of Pocus. Alexa shares her sales story and how her career led her to found Pocus, the first Product-Led Sales platform that turns data into revenue. We all know that sellers need customer data to build their lists and it was difficult to unlock back in the day. Tune in as Alexa discusses how Pocus was made to solve this problem. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ALEXA: THE PAIN POINT BEHIND POCUS

“Data lived all over the place, and sales teams would always say, how do I even get access to what my customers are doing? Who are they? Where are they in the sales journey, how many users from the company are already on the product on the free plan, or whatever that was? And so I ended up hacking together solutions to give sales reps the power of getting access to the data that they needed.”

ALEXA: UNLOCKING THE POCUS IDEA

“I then left Data Miner to go to Stanford for Business School, where I met my co-founder, and we went really deep into this topic of how you unlock data for revenue teams for sales, customer success, and marketing. And that led to the founding of POCUS as a product lead sales platform on how do you unlock all this great data and make it very usable for a salesperson.”

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#565 S2 Episode 434 - ROLE PLAY: The Pros And Cons Of The Growing Trend Of Chief Evangelists Feb 08, 2023

GO FORTH AND MULTIPLY

As more and more companies join the growing trend of having evangelists in their ranks, you gotta wonder, why do we need one? What are the pros and cons of having an evangelist? Collin shares how he ended up with this title which they never really discussed right away, and what he thinks are the pros and cons that come with it. He also discusses that the reason why this role is starting to grow in numbers is the shift of content, in general, to cater to customers' need for education. 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

COLLIN: THE EVANGELIST ROLE TRENDS AMIDST UNCERTAINTIES
“I think that more people are going to start to jump on board with this, and I think a lot of companies are going to be unsure on how to handle it, how to track ROI, how to attribute revenue, what success looks like.”

COLLIN: BUYERS NEED TO BE EDUCATED MORE
“I think it has to do with the shift of just content in general, people’s understanding that buyers need to be much more educated before they have a sales conversation.”

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#564 S2 Episode 433 - DAILY DRIVEN: The Future Of Sales As A Driving Force For Every Business Feb 07, 2023

IS YOUR COMPANY SALES DRIVEN?

In this episode, Collin welcomes Kevin Warner, Founder and CEO of Leadium. The two will be talking about the future of sales and sales organizations. Kevin shares his history of founding Leadium after learning that sales is the driving force of a company. Stay tuned as Kevin also discusses his learnings after running the sales agency business, 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!

TRANSFORMING MOMENTS

KEVIN: SALES IS THE DRIVING FORCE OF EVERY BUSINESS

“When you're on product development and the success team, you learn that your company is only as good as sales, if you have revenue coming into the door, who cares about product success a lot of times, so that's when I shifted my focus is about the early stage tech startup companies that sales is really what drives a company, and sales is what can get you through a lot of your early stage problems if you can have this continual pipeline.”

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

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#563 S2 Episode 432 - CLICK WITH HUMANTIC: Capabilities Of Personality-Based Selling Feb 06, 2023

EVERYBODY HAS A PERSONALITY

We all have our likes, dislikes, things we love, and things that drive us nuts. The question now is, how do we sell to each of these personalities?

In his interview with Mark McInnes in Best of Sales Skills, Collin briefly explains his role as a Chief Evangelist. He also discusses the different capabilities and benefits of HumanticAI and cites sample results of their recent pilots. Join Mark and Collin today 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: WHAT HUMANTIC IS CAPABLE OF

“We're able to tell you the reason that they might be a challenging prospect, the magic lever of like, what it is that really matters most to them, and then we give sales reps, the playbook all the way from prospecting of like, here's this particular prospect, here's their personality type, here's even your compatibility with that prospect. Here's how you should structure an email for this particular type of person. And then here's how you should prospect into this person.”

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#562 S2 Episode 431 - KEEP THE BALL ROLLING IN: Consistent Build-Up Of Value In An Inbound Approach Feb 05, 2023

WHAT IS SOCIAL SELLING TO YOU?

This episode starts off with Marki and Collin discussing the value of consistency in any channel you use when selling. Marki then posed a question for Collin on his thoughts on what is social selling. Collin explains that social selling should be treated as an inbound channel rather than an outbound one and breaks down how adding value comes into play with it. 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

COLLIN: IT’S ALL ABOUT THE MINDSET

“The actions and activities that you do are a result of your mindset and how you approach it.”

COLLIN: CONTRIBUTION, INSTEAD OF SEEKING ATTENTION

“You got to shift to what can I contribute? What can I give to the platform to a community, it's a long game, again, most people will give up before they start to see results because they're gonna throw their hands up.”

COLLIN: WHAT SOCIAL SELLING IS MEANT TO BE

“I like to think of social media as more of an inbound channel, not an outbound channel. A lot of people are treating social like an outbound channel, which is connecting with everybody, sending automated messages, and doing all that stuff. I'm not some big anti-tech automation type of person, but there's a right way to do it, and it's about building relationships on the channels. It's adding value to an audience and community that you build up.”

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Marki Lemons | National Association of REALTORS ®

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#561 S2 Episode 430 - LIGHTS, CAMERA, ACTION! Personality-Based Closers And Call To Action Feb 04, 2023

HOW DO YOU DELIVER A “CALL TO ACTION”?

Sellers differ in closing styles but if there’s something that’s common about them, it’s that they will close with a call to action, AKA, CTA. If you are wondering why your standard CTA doesn’t work all the time, it’s because it’s not fit for your prospect’s personality type. Collin explains that CTAs also need to be fit to personality types, and you will 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!

TRANSFORMING MOMENTS

COLLIN: PEOPLE FROM TWO SIDES OF THE COIN
“What your overall messaging should be focused on, with some people, it needs to be more output driven, on other types of people, it needs to be more relationship-focused because that's something that really matters to them a lot.”

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#560 S2 Episode 429 - GAME PLAN: Steps In Kicking Off The Evangelist Role Feb 03, 2023

HOW DO YOU PLAY THE GAME?

Collin’s Chief Evangelist role is pretty much new as well as it is for Humantic. Having said that, positive results are only expected if a proper plan is created and executed. Collin lays down his cards today and breaks down their game plan on how to evangelize their product well into the market. Collin also explains how an evangelist’s integration into the team is important in order for it to be utilized properly. 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

COLLIN: THE EVANGELIST GAMEPLAN
“One is starting a podcast. They don't currently have a podcast. So we'll be starting to podcast. Step one is to start doing regular LinkedIn lives around authentic selling, right, we're doing our first one next week, and then the other sort of big goal is building this board of strategic advisors.”

COLLIN: HOW AN EVANGELIST IS INTEGRATED
“I think what the legal paperwork says is less important. What's more important, is how that person is integrated into the team”

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#559 S2 Episode 428 - HAVE FUN WITH THE CALLS! Improve Your Cold-Calling Skills By Enjoying It Feb 02, 2023

YOU GOTTA LOVE IT TO BE GOOD AT IT

While interviewing Collin about cold-calling, Marki Lemons recalls her own experience with a cold-caller where she resonates with the importance of having a positive mindset toward it. Marki shares the story of this cold caller who built a great rapport with her because he is happy and loves his work. Collin affirms this by explaining that you can only be good at cold calling if you find a way to really enjoy it. 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

MARKI: IT WAS NOT HIS JOB, IT WAS HIS CAREER

“It was the most pleasant conversation because of the rapport that he built. And it wasn't like that same dry person who's always calling me. He actually had a little pep and personality in his tone. And what I gathered from all of our conversations was he liked his job. But what I learned was that he came from AT&T. So this wasn't just a job, this is his career, and he took his career seriously. So when I go back and think about it, I need to change my mindset.”

COLLIN: MAKE IT YOURS, DESIGN THE CALL YOUR WAY

“You got to start to bring your own flavor, your own style, bring yourself into the conversation, how I use a permission-based opener may not be the way that you know, somebody else would. Does everybody want to say what's the perfect script? Well, the perfect script is however, you're going to feel most confident in delivering it, because what you say matters a bit, but how you say it matters far more than what you say.”

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Marki Lemons | National Association of REALTORS ®

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#558 S2 Episode 427 - WRITE IT RIGHT: Proper Messaging For Every Personality, 36 Times The Fun Feb 01, 2023

36 IS A LOT, HOW DO YOU DEAL WITH THAT?

It’s all about personality types and reply rates between Tyler Lindley and Collin. In this episode, Collin discusses the logic behind people’s preferences in messaging such as being detail-oriented, being very particular with grammar, and going nuts over bullet points. Collin reveals that there are actually 36 personality types that you have to deal with when it comes to writing the right message, and you will learn more about them 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: 36 PERSONALITY TYPES TO DEAL WITH
“When we're talking about personality, it's not so black and white. Between the models that we use in Humantic, there are 36 different possible variations of personality”

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#557 S2 Episode 426 - ENOUGH OF THIS! Knowing The Limit Of Upsells In Sales Funnels Jan 31, 2023

HOW MUCH IS TOO MUCH?

Jordan is back with Collin, and today, he talks about different price levels in sales funnels, which are considered low tickets, and which are high tickets. Jordan also discusses the importance of knowing your limit when it comes to the items you sell using sales funnels and knowing the right number of upsells you should make. 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

JORDAN: MAKE IT QUICK AND EASY

“I think as what I would hope to get myself to be an ethical entrepreneur, I think there are boundaries, where at some point you've got to really consider, what are some things that are actually going to add value to somebody's life? And does that make sense? Right, instead of endlessly selling pointless objects to people.”

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Jordan Mederich | DropFunnels | DropFunnels.com

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#556 S2 Episode 425 - TO BE OR NOT TO BE: Deciding When To Have A Chief Evangelist Jan 30, 2023

WHY DO I EVEN NEED THAT?

As companies and the market evolve in these modern times, new roles and functions are being created to help organizations scale to a higher level, or simply succeed in their mission. The question is, do we really need them? In this episode, Collin explains how his evangelist role came to be and its importance to HumanticAI. Collin also discusses the initiatives they started with his new role and their results. 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!

TRANSFORMING MOMENTS

COLLIN: HOW HUMANTIC REALIZED THE NEED FOR AN EVANGELIST
“It was because of the feedback that they were getting in the market, lots of inbounds coming in, but then a lot of deals getting stuck. And you know, mainly because of just lack of education, lack of knowledge of what DISC, is what these different personal personality types are, what the business applications are, why should people care about these things? Why does it matter?”

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555 S2 Episode 424 - FUNNEL TACTICS: How To Find The Right Funnel For You Jan 29, 2023

WHERE’S THE FUN IN FUNNELS?

Jordan is back with Collin, and today, he talks about how you can figure out what it is you want on your funnel. Jordan breaks down the different approaches to making funnels depending on your goal as a seller, whether it’s selling high-ticket products or just finding the right fit. Learn more about these tactics 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

JORDAN: MAKE IT QUICK AND EASY

“You can really start with an opt-in page collecting name, email, and phone and maybe there's a training or a guide that they're getting access to, maybe it's a mini course, maybe they're just literally opting in, in order to get connected with you on a private call. The key here is obviously speed to lead. So if you can get to that lead within 10 minutes of them opting in, you're gonna see a radical change in your conversions.”

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Jordan Mederich | DropFunnels | DropFunnels.com

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#554 S2 Episode 423 - TRUSTED RISH-ource: How To Become A Trusted Source Of Information Jan 28, 2023

ARE YOU TRUSTWORTHY?

Rish Bhandari is back and in today’s episode, he and Collin talk about how dark social is starting to become a means of building pipelines for those who are using it properly. Rish also talks about how sellers can leverage dark social by taking time and effort to become a trusted source of information. 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

RISH: TAKE TIME TO BECOME A TRUSTED SOURCE OF INFORMATION

“You've got to become a trusted source of information, and I'm not saying that if you start posting today, you will start picking up, you'll start having the trust, it takes some time, you need to invest some both time and effort. Because you've got to create those resources yourself.”

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Rishabh Bhandari | Content Beta | ContentBeta.com

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#553 S2 Episode 422 - HOLY SHIFT! Shifting To A Positive Mindset On Cold-Calling Jan 27, 2023

IF YOU THINK IT SUCKS, IT’S GONNA SUCK

Cold-calling has a bad rep with a number of sellers, saying it’s too difficult, it’s too time-consuming, and it’s not gonna get results, but for Collin who really loves cold-calling, it just depends on your mindset. Collin explains how you can make a positive shift in your mindset toward cold-calling, and breaks down some details like people’s common mistakes, and techniques such as permission-based openers and pattern interrupt. So buckle up coz’ it’s gonna be a wild ride 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: IT’S ABOUT THE MINDSET BEYOND ANYTHING ELSE

“Mindset is huge with cold calling. If you have an attitude of cold calling sucks, cold calling sucks, I'm not good at cold calling, then guess what, you're not gonna be good at cold calling, and cold calling is gonna suck. But if you can shift that, and go into more of a positive mindset, and actually have some fun with it, you can actually get some results.”

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#552 S2 Episode 421 - TEACH ME HOW TO FUNNEL: The Basics Of Building Your First Sales Funnel Jan 26, 2023

YOUR FIRST TIME WILL ALWAYS BE MEMORABLE

Jordan is back to give us the basics of building your first-ever sales funnel. Jordan’s tips are straight to the point: 1) Make a clear offer, 2) Use simple design elements, and 3) Ask for help if you are having difficulties. Stay tuned as Jordan breaks down each of these three 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

JORDAN: CLARITY OF YOUR OFFER

“You need to have a crystal clear offer. So what are we pointing them to do? And how do we communicate that extremely clearly, to that buyer?”

JORDAN: SIMPLICITY OF YOUR DESIGN

“Keep any of your design elements very simple. It sounds counterintuitive, but I see it all the time, the more complex you make your marketing, message, design, and copy, the lower your conversions tend to be. And so we always say you can be clear, or you can be clever, which one do you want to be? I'd rather be clear because clear is going to win, hands down.”

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Jordan Mederich | DropFunnels | DropFunnels.com

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#551 S2 Episode 420 - DEAL OR NO DEAL? Keep Winning Deals With The Right Personalization Jan 25, 2023

DID YOU JUST LOSE A DEAL THAT YOU THOUGHT WAS GOOD AS SOLD?

What do you think went wrong? Sometimes it’s about how you communicate. What do we mean by communicating?

In this episode, Collin talks about 2 things. First is the difference between a Chief Evangelist and a Sales Leader. Second, one factor that makes or breaks a deal is not really your knowledge of the product, it’s how you communicate. Collin emphasizes the importance of selling to the person, authentic personalized selling, not the patterned and automated persona selling, that brings the win. 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!

TRANSFORMING MOMENTS

COLLIN: A SMALL CHANGE CAN MAKE A HUGE DIFFERENCE
“The default for most sellers, is to just show up and use the communication style and preferences that they prefer, and that's why a lot of sellers end up feeling like they mesh with certain prospects, and they don't with others. But if they just changed things a little bit to communicate in the way that that person likes to receive and process information, it can make a huge difference.”

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#550 S2 Episode 419 - CONTENTED: Business And Prospecting Through Content Distribution Jan 24, 2023

IT’S TIME TO RUN THIS SHOW

As the showrunner of his own content company, Rish has his own ways in terms of using his content as means for his business. In this episode, Rish shares their unique way of doing business and finding prospects with the distribution of their content. 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

RISH: THE BEST SALES REPS

“We've given up on always selling and we've picked up always be helping. Now, the way this is different is you can say stock social. So basically, you go on social media, you go on communities, it could be Facebook groups could be slack communities, and I'm engaged with the audience set. ”

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Rishabh Bhandari | Content Beta | ContentBeta.com

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#549 S2 Episode 418 - THE SECRET SAUCE: Get A 236% Boost On Your Positive Outbound Replies! Jan 23, 2023

YOU GOTTA GET DOWN TO THE NITTY-GRITTY DETAILS

A lot of sellers today write their messaging based on a particular pattern or template that is designed for a persona, but is that enough? What about their differences in writing preferences? How about their desired formats, those things drive them nuts. Today, Collin discusses the secret sauce of boosting your positive outbound replies to 236% with the power of personalization. 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!

TRANSFORMING MOMENTS

COLLIN: THAT’S NOT HOW PERSONALIZATION IS DONE
“Most people have sort of a baseline sequence that they're running, which is really typically based more on a persona. This is our ICP, maybe here's their size, here are the problems that we think that they may have, all that stuff is valuable. But what isn't taken into consideration is the variations of different people that are recipients of that message. And that's where you can really see a big lift, is when you personalize to the person.”

COLLIN: THE SECRET SAUCE TO PERSONALIZATION
“The secret sauce is knowing your prospects and knowing what their personality type is, knowing certain things like, what your subject line should be based on their personality. What do you know? Should you say hi? Should you say, Hey, should you put the first name only? Right? These are all small details that a lot of people think are meaningless.”

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#548 S2 Episode 417 - DAILY GRIND: Constant Improvement Through Practice And Accountability Jan 22, 2023

PRACTICE MAKES PERFECT

Cheesy, cliche, and old. However, Carole believes that every seller should practice their sales conversations as it keeps them getting better and better the more they keep on engaging. Carole also sends her final piece of advice that practice is more effective if combined with an accountability partner. So start practicing, and get loaded with more of Carole’s insights 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

CAROLE: PRACTICE YOUR SALES CONVERSATIONS

“The more you can practice these conversations before you get into these conversations, you're not practicing on your buyers, you're actually getting more comfortable with whatever new technique or approach it is that you're trying to take.”

CAROLE: PRACTICE AND ACCOUNTABILITY GO TOGETHER

“It's that practice and accountability that helps us to keep the commitments we all have desires, but when we somehow have to answer to someone else either to show up to the gym, we are more likely to do it.”

Connect with Carole

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble

Connect with Collin

#547 S2 Episode 416 - NON-VIRTUAL, BUT STILL SOCIAL: Connecting With People In Events And Conferences Jan 21, 2023

HOW DO YOU BOOK YOUR MEETINGS?

Shawn is back to talk about his primary channel for booking meetings. Shawn discusses one of his main sources, email. He also adds another channel that is attending events and conferences, and he breaks down how he finds prospects, builds rapport and connects with them. Make sure to stay tuned until the end as Shawn has an important message to a lot of BDRs, 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!

TRANSFORMING MOMENTS

SHAWN: JUST TRUST THE PROCESS AND BUILD YOUR SKILL SET
“If you're trying to get out of your BDR work pretty quick, just have faith in the process, have faith in the time you spent there, and just really build up your skill set, because you're probably going to use it your entire career. So really focus on that.”

Connect with Shawn

Shawn Kipnis | Kaleyra | Kaleyra.com

Connect with Collin

#546 S2 Episode 415 - THE CHIEF IS IN: Learning What It Takes To Be A Chief Evangelist Jan 20, 2023

ARE YOU READY TO BE EVANGELIZED?

What is a Chief Evangelist? What does he do? What does it take to become one?

These are the questions that Collin will be answering today. Being the Chief Evangelist for Humantic AI, Collin discusses the basics that you need to know about becoming one and emphasizes that it’s about evangelizing the problem you are trying to solve, and not the product. 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!

TRANSFORMING MOMENTS

COLLIN: EVANGELIZE THE PROBLEM BEING SOLVED, NOT THE PRODUCT
“Evangelists should be evangelizing the problem they solve, and really being sort of that thought leader in that space that people can seek and learn from and more of a general level, rather than, like, only relevant to buying my product.”

Connect with Collin

#545 S2 Episode 414 - QUESTIONABLE NUMBERS: Crafting The Right Questions And Knowing Your Numbers Jan 19, 2023

2 MAIN THINGS FOR TODAY:

1) When somebody asks you to read, you read.

2) Know your damn numbers!

In this episode, Kevin shares his pro tip when interviewing a candidate with the use of an FAQ document to filter them out. He also talks about the importance of knowing your numbers which is a quality of a great salesperson. Learn more about these tips 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

KEVIN: GREAT SALESPEOPLE SHOULD KNOW THEIR NUMBERS
“Great salespeople know their numbers, because then what follows after that is, what was your deal size? What was your quota? What was your achievement to quota? Great salespeople know the answers to those questions.”

Connect with Kevin

Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com

Connect with Collin

#544 S2 Episode 413 - LONG AND STRONG: Why Cold Emails Should Be Longer Jan 18, 2023

DO YOU KEEP IT SHORT AND SIMPLE? OR DO YOU WANT IT LONG AND STRONG?

There’s a lot of noise going on about keeping your cold emails short, but does it really have to be short for all prospects? In this episode, Collin explains why your cold emails should be longer. As there are different buyer personas, the length of your email should also align with it. Tune in and find out when you should be writing longer emails 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: ALIGN YOUR EMAIL TO WHO YOU SEND IT TO

“Emails should be written in the way that is going to be best suited for the person that you are sending it to.”

COLLIN: SOME PEOPLE WANT DETAILS, INDULGE THEM

“There are certain people that want more detail and want your emails to be written properly and not so casually. So a lot of people get fancy with email, and they write very casual language and they make them super short, which is effective for a lot of people. But when you're sending it to the type of person that has a personality that wants things to be very formal, very detailed. That is when a longer email is merited.”

Connect with Collin

#543 S2 Episode 412 - DROP IT LIKE IT’S HOT: Jordan Mederich’s Journey To Building DropFunnels Jan 17, 2023

BIG, USEFUL, YET COMPLEX

This is how Jordan Mederich would describe WordPress, one of, if not the biggest social platform to build sales funnels. Jordan is the Founder and CEO of DropFunnels, and he discusses how he came up with its concept after seeing the complexities of WordPress. Jordan will also discuss the four main funnel archetypes so be sure to 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

JORDAN: THERE’S ALWAYS A NEXT STEP

“You've never really arrived. You've never really made it because once you hit a goal, you're always going on to the next thing.”

JORDAN: INTRODUCTION TO THE FOUR SALES FUNNEL ARCHETYPES

“I think people are trying to be really clever. By making things sophisticated, when really, it's pretty simple. There are really only four funnel archetypes that you could plug in virtually any offer to and all businesses can fit into these particular models.”

Connect with Jordan

Jordan Mederich | DropFunnels | DropFunnels.com

Connect with Collin

#542 S2 Episode 411 - PARADIGM SHIFT: How To Effectively Change The Mindset Jan 16, 2023

COME ON AND LET ME CHANGE YOUR MIND

Collin is back with Carole and today, they will be discussing mindset. Collin opens up about what should sellers do to be able to change their mindset. Carole gives her insight on this, while Collin adds that every seller must find a reason to change their behavior because if it’s not based on anything, no change is gonna happen. 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

COLLIN: CHANGE YOUR BEHAVIOR FOR A REASON

“Why is it even important to change this behavior? Because if you don't have a good reason for wanting to change this, guess what? Probably not gonna happen.”

Connect with Carole

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble

Connect with Collin

#541 S2 Episode 410 - APPLES TO APPLES: Matching Your Rep’s Skill Set To The Target ICP Jan 15, 2023

ALWAYS SEND THE RIGHT REP FOR THE RIGHT ICP

As Collin discusses that reps perform better on different channels, Mark adds on by explaining that as a leader, you must send the right rep who is skilled with the kind of channel to be used for a specific ICP. Mark also discusses the importance of providing your reps with the right tools instead of just dumping them with MQLs. 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: SEND THE RIGHT REP FOR THE RIGHT ICP
“Most organizations are only selling to one or two ICPs. So then just make sure that you've got the right reps to deliver the channel. So you've got a guy that's great on video, but your ICP is not answering video, maybe don't hire. You know, and I'm not sure that people are going through that level of due diligence when they should be.”

Connect with Mark

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

Connect with Collin

#540 S2 Episode 409 - WHEN THE TOUGH GETS GOIN’: Getting To Discovery With Tough Customers Jan 14, 2023

THERE’S NO TOUGH CUSTOMER THAT A SMOOTH SCRIPT CAN’T SOLVE

Salman is back for one last round and in this episode, he talks about the kinds of customers you get when doing enterprise sales. There are those you can deliver your discovery as usual, and there are tougher ones that want you to go straight to the details. Salman presents an effective script that can make the tough conversation a smooth one. Learn this script 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: SAMPLE SCRIPT TO DEAL WITH

“What I would say is I would do this, I will say something like this, Hey, listen, Colin, I could tell you all about our solution, our capabilities or features, but I'd be personally doing you a disservice if it didn't resonate with you. So what I'd like to do with your permission, Colin is, I like to tell you a little bit about the specific problems that some of your industry peers and folks in your role are facing today. And if that resonates with you, we can dive in further. If it doesn't, we can shake hands and walk away.”

Connect with Salman

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble

Connect with Collin

#539 S2 Episode 408 - NO MEANS YES? The Discipline Every Seller Needs To Have Jan 13, 2023

SOMETIMES YOU HAVE TO SAY NO IN ORDER TO GET A YES

Carole shares a quick story about saying NO to a prospect, which eventually opened other opportunities and referrals for her as her actions have established a great deal of trust. Collin explains that this is an act of a disciplined seller which is very important as it shows that you are not seeking validation. Learn 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: SOMETIMES A “NO”, GETS YOU A “YES”

“It takes a very disciplined seller to know how to say no, in certain situations.”

Connect with Carole

Connect with Collin

#538 S2 Episode 407 - POWER OF CONTENT: Leveraging Through Content As A Sales Channel Jan 12, 2023

WHAT CHANNELS DO YOU COMMONLY USE?

Top of mind, most sellers would say email and phone. But have you considered leveraging in content creation?

Rish Bhandari, the Founder, and CEO of Content Beta discusses with Collin what leveraging through content is about and its benefits. Rish will be breaking down the importance of retention and making your customers your own sales reps. 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!

TRANSFORMING MOMENTS

RISH: THE BEST SALES REPS

“Make your customer speak about your product and what benefit they got. Remember customers are the best sales reps and they can truly speak the language your customer understands.”

Connect with Rish

Rishabh Bhandari | Content Beta | ContentBeta.com

Connect with Collin

#537 S2 Episode 406 - FLIPPIN’ THE TABLES: An Interesting Way Of Reversing The Interview Process Jan 11, 2023

WHAT IF WE SET THE WORLD ON REVERSE?

In this episode, Collin and Kevin talk about recruitment calls and interviews. Kevin shared an interesting way of doing an interview by flipping the tables and letting the candidate ask the questions. Collin likes this method and explains why we should do it when hiring salespeople. Collin also talks about his own method and explains why it’s very important for candidates to be able to think of great questions. 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

COLLIN: WHY DO WE LET CANDIDATES ASK QUESTIONS
“That's what salespeople do. I mean, they need to ask great questions. Do you need to show how deep they can go in their level of curiosity? Like, are you going to be able to get on a call and do what we do every day as salespeople and do a damn good job at it?”

Connect with Kevin

Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com

Connect with Collin

#536 S2 Episode 405 - SHATTERED MYTHS: Shattering The Common Misconceptions In Sales Jan 10, 2023

WHO IS YOUR FIRST PRIORITY IN SELLING?

Definitely, a lot of you would say it’s the buyer, but is it really what you’re practicing?

Carole Mahoney, aka the Sales Therapist, joins Collin Today to share how she got into sales coaching and what she learned over the years. As the author of “Buyer First”, she discusses the common misconceptions in sales that need to be shattered. Learn more about Carole 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

CAROLE: BE THE ONE THEY TRUST, NOT THE ONE THEY LIKE

“There's plenty of people who I trust that I might not hang out with every day. But at the same time, there are people who I trust to give me advice when I don't necessarily want to hear what I want to hear. We don't trust those people that just tell us what we want to hear, and that was one of the things that I had this misconception about in sales.”

CAROLE: DON’T BE NEEDY AND ASK FOR APPROVAL
“If you have a very high need for approval, then you're going to suffocate your buyer by saying yes to everything that they say, you're not going to ask those tough, challenging questions when they come up, you're certainly not going to ask the questions that would ask them to get their boss involved.”

Connect with Carole

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble

Connect with Collin

#535 S2 Episode 404 - HOW MUCH DO YOU KNOW? Understanding The Prospect Beyond The Surface Jan 10, 2023

HOW DEEPLY DO YOU KNOW ABOUT YOUR PROSPECT?

Collin is back with Salman, as he steers the conversation deeper into understanding your prospect when it comes to the enterprise selling process. Collin and Salman tap into evolving when learning in the process, how to run a good enterprise-level discovery that focuses on the prospect’s goals, and the importance of knowing who you are dealing with in the conversation. 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

COLLIN: IT’S AN EVOLVING LEARNING PROCESS

“Your knowledge is going to evolve over time. You could do a lot of research, but then once you started having these conversations, it's all an evolving learning process.”

COLLIN: KNOW WHO YOU ARE DEALING WITH

“Some people don't like small talk, not everybody likes small talk. So you got to know who you're dealing with, and be able to adjust and adapt your approach based on who it is you're having a conversation with.”

Connect with Salman

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

Connect with Collin

#534 S2 Episode 403 - LET’S MEET UP: The Secret Dynamics of Booking Meetings Jan 08, 2023

WHAT’S THE SECRET SAUCE TO CONSISTENTLY BOOKING MEETINGS?

As Mark converses about Com Plans with Collin, he also discusses the possible reasons why some sellers can’t book enough meetings. Furthermore, Mark talks about the importance of having a laser focus on setting meetings. He also explains to Collin how various channels would correspond to different ICPs. Tune in as Mark breaks this down 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: WHY DO PEOPLE FAIL TO BOOK A LOT OF MEETINGS
“The biggest reason why I see this, why people aren't booking that many meetings because they don't have a hard-nosed focus on sales development. Right. But you know, that sales development leader role is critical.”

MARK: FOCUS IS THE KEY
“I think when you've got the focus, if you're specializing in just setting meetings, you can really outperform.”

Connect with Mark

Connect with Collin

#533 S2 Episode 402 - LOVE LANGUAGE: Understanding Your Prospects’ Language To Understand Their Problem Jan 07, 2023

LANGUAGE BARRIERS IN SALES ARE AT A WHOLE NEW LEVEL

Salman is back to discuss further the importance of understanding your prospect’s problem first before offering the product. He also explains that your language as a seller is different from your prospect’s, and it is their language that you should learn, not the other way around. Learn 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!

TRANSFORMING MOMENTS

COLLIN: PROBLEMS FIRST, PRODUCT LATER

“Bottom line is if you don't deeply understand those problems and the impact they make for the individual in the organization. Nobody gives a sh*t about your product, period.”

SALMAN: THEIR LANGUAGE IS WHAT MATTERS

“Learn your prospect's language, not your language, because that's what's going to resonate with them.”

Connect with Salman

Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com

Connect with Collin

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

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

Connect with Collin

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

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

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

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

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

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

#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

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

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

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

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

Connect with Collin

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

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

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

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

Connect with Collin

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

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

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

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

#522 S2 Episode 391 - WHAT’S THE EXCUSE? Using Video Right Away In Your Sales Connect Dec 27, 2022

IF YOU’RE GONNA DO IT ANYWAY, WHY DON’T YOU JUST DO IT NOW?

If there’s one thing that frustrates Jarrod, it’s the sad fact that LinkedIn Video sending has not taken off as much as the other trends in the platform. Jarrod argues that now is the time to use it because with the eventual need of meeting face-to-face or on a virtual call, you’ll need to show up your face anyway. Learn more from Jarrod 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

JARROD: YOU WILL BE FACING THE CAMERA ONE WAY OR ANOTHER

“For those who say they’re introverted or they don't like their look on the camera, actually you are eventually going to have to meet the customer either face to face or for once you actually have to put on a camera feed, a video call. So what's the excuse?”

Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com

Connect with Collin

#521 S2 Episode 390 - MORE THAN MEETS THE EYE: Tools And Features For A Catchier Profile on LinkedIn Dec 26, 2022

Think you’re really using LinkedIn at its full potential?

THINK AGAIN!

You may think that LinkedIn is fully utilized by just having a profile photo, a video pronouncing your name, and a couple of links here and there. But there’s so much more you can do with them. Tune in as Mandy talks about the different ways you can use LinkedIn features to have a catchier profile, one that’s really noticeable and grabs attention, all 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!

TRANSFORMING MOMENTS

MANDY:
“I would just say take advantage of everything. Like there's so much I have a free LinkedIn checklist, I can send you the link if you want to give your viewers it helps people just go through. But you know, fill out the entire about section, make sure you have featured links and featured media, fill out your entire experience section and make sure you get recommendations.”

Connect with Mandy

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

Connect with Collin

#520 S2 Episode 389 - IS HE THE ONE? Finding Out The Right People To Send Videos Dec 25, 2022

ST TIP OF THE DAY: CREATE VIDEOS ONLY FOR THE RIGHT PEOPLE

Great prospecting videos take time, effort, and some research, so it has to be sent to the right people to avoid wasting your time. But how do you figure out which prospect to send your video to? What do you do if they don’t reply? Tune in as Meghna answers these questions 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!

TRANSFORMING MOMENTS

MEGHNA: FILTERING PROSPECTS TO SEND VIDEO

“After I do all my research, I then enroll them into a campaign and it's like a lot of emails at first, and I am using this SAP, which tells me all the hot leads, like the people who are opening up your emails multiple times, and you're clicking on links, and these leads get compiled in an auto lead. So for them, only I am creating a video.”

MEGHNA: HOW MANY VIDEOS TO SEND AND WHAT’S THE BACKUP PLAN

“One video per prospect, if you don't get a reply, you should just look for similar job titles or their manager or the subordinates, like people who will actually use our product and go with another approach.”

Connect with Meghna

Meghna Khari | Gan.ai | Gan.ai website

Connect with Collin

#519 S2 Episode 388 - BAPTISM OF FIRE: Rod Baptista’s Surefire Way To Leverage Personalization in Your Cold Outreach Dec 24, 2022

HOW DO YOU PERSONALIZE WHEN EVERYBODY ELSE IS DOING IT?

Rod is back to discuss how you can leverage personalization in your cold outreach and be effective even when everybody else is doing it too. Whether it’s on the phone or via messages, there is a surefire way for it, and you will find out how in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ROD: LEVERAGE ON PERSONA, COMPLIMENTS, AND ONE-LINERS

“People love being complimented, and people love talking about themselves, so just kind of lead into those things, too. Find out what your persona is, generally speaking, what’s your persona, what's a good go-to one line of personalization.”

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

Connect with Collin

#518 S2 Episode 387 - NOW YOU SEE ME, ICP: Keeping Your Content Relevant and ICP Friendly Dec 23, 2022

DON’T POST FOR THE SAKE OF POSTING

A lot of sellers post on LinkedIn and other social media with all the high-level ideas and the so-called “million-dollar” concepts, but they tend to forget to ask themselves…

IS THIS GOING TO HELP OR EVEN MEAN ANYTHING FOR MY ICP?

Collin discusses the importance of making your content relevant and useful for your ICP, even when not promoting your business. 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

COLLIN: MIX IT UP, BUT KEEP IT ICP-FRIENDLY

“I think that being relevant, you know, with your content is extremely important. I'm okay to mix it up a little bit, you can't be like promoting all of the time, and a little bit of self-promotions, keeping it very educational, and tactical on things that your ICP are going to benefit from, are really important.”

COLLIN: HIGH-LEVEL IDEA POSTS? NOT SO MUCH

“ Just posting like kind of high-level idea stuff, not that helpful. Getting a little bit more tactical with content is definitely helpful because people want to know the “why” and the “how”, I think that's really, really important, especially if you want to be adding value to the people that follow you, and hopefully, it's your ideal customer profile that follows you on the platform, or the content strategy just doesn't make a ton of sense.”

Connect with Meghna

Meghna Khari | Gan.ai | Gan.ai website

Connect with Collin

#517 S2 Episode 386 - JUST SEND IT: Sending Video As A Primary Approach Dec 22, 2022

SOMETIMES YOU JUST GOTTA DO IT ANYWAY

Jarrod is back to talk more about prospecting with video, and how it can be a primary way of getting in touch with your prospect. Two important things here, 1) Don’t worry about mistakes, because they can be a good source of pattern interrupt, and 2) Even if it’s not your first approach, just send the video anyway. More of these by tuning in 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!

TRANSFORMING MOMENTS

JARROD: PATTERN INTERRUPT IS BEST WHEN IT COMES NATURALLY

“When you do a video and you stutter or you mess up a sentence. Trust me, folks, clients love that. That is one of the most human things you can do to interrupt somebody, we always talk about pattern interrupt, that is a pattern interrupt.”

JARROD: SEND A VIDEO ANYWAY

“Even if you send them a text message before, send them a video message now as the follow-up and say, Hey, not too sure if you might see my text messages, just wanted to introduce you to the person. So you can give me some feedback, and let me know if what I'm saying makes sense for your organization.”

Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com

Connect with Collin

#516 S2 Episode 385 - BOLD GETS SOLD: Posting Your Video Publicly And Setting Personal Expectations Dec 21, 2022

IT’S TIME TO PUT IT ON PUBLIC

Let’s say you’re done making your video, what are you gonna do with it? Are you gonna send it? Or just keep it? Collin, together with Meghna Khari, explains how you can put your video on public and post it to get noticed. Stay tuned as Collin also discusses why you should set your own expectations in creating a video, which helps in sharpening your skills in the long run. 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

COLLIN: POST THE VIDEO SOCIALLY

“You got to get super creative when your ICP is not hanging out on the platform. That's your preference, and I think that you know, actually posting the video is a pretty good way to stand out is very very bold, but not a lot of people are willing to do that. So I love that.”

Connect with Meghna

Meghna Khari | Gan.ai | Gan.ai website

Connect with Collin

#515 S2 Episode 384 - GIVE & TAKE: Turning An Interview Into A 2-Way Conversation Dec 20, 2022

ARE YOU GIVING ENOUGH?

There are times when hiring companies ask so many things about the candidate but tend to forget that they must provide information as well and need to turn the interview into a real conversation. In this episode, Darin explains how to make an interview a 2-way conversation between the hiring manager and candidate. Stay tuned until the end to learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

DARIN: THE IMBALANCE OF INFORMATION IN INTERVIEWS

“The imbalance of information flow in interviews like most interview processes is dominated by the company that's doing the hiring, and the flow of information from the company to the candidate is not nearly as high.”

DARIN: WHAT THE CANDIDATES NEED TO KNOW

“There's a lot of salespeople that go into a company, the companies crushing their revenue goals, they're growing like crazy, but what you don't hear on the back end is attrition, and how many reps in a given division are hitting their quarter or hitting their quota versus like, the overall team hitting quota.”

Connect with Darin

Darin Alpert | RepVue | Sign up at RepVue.com

Connect with Collin

#514 S2 Episode 383 - FIRST TOUCH: How To Do Your First Contact With A Prospect Dec 19, 2022

SHOULD I OR SHOULD I NOT?

There are so many ways of doing your first touch to your prospect, but the real question is, should you try all of these different approaches? Collin says YES, and you can learn more about why you should and how you can do it, 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!

TRANSFORMING MOMENTS

COLLIN: KNOW YOUR ICP AND DEVELOP A STYLE

“Knowing your ICP, or your persona is one thing, but also, if you're doing a little bit of research on that person, that specific person, their title, how they comment, how they engage that type of content, you're gonna get a better sense of their communication styles as well.”

COLLIN: TEST ALL POSSIBLE WAYS OF COMMUNICATING

“There is no silver bullet here. Like you've got to test all these different things. Should you send a message in the connection request? Should you not or should you send a video? Should you be direct, all of these things are gonna highly depend on you.”

Connect with Mandy

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

Connect with Collin

#513 S2 Episode 382 - BEYOND THE NOISE: How To Stand Out From The Crowd In Social Dec 18, 2022

HOW DO YOU DIFFERENTIATE YOURSELF?

A lot of people are really engaging in socials today as a way to gain more awareness from prospects and build their own brands. With all that noise and countless posts about their businesses and whatnot, how do you stand out? Ari gives his own piece of advice on standing out on social, and you can learn about it in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ARI: HOW TO STAND OUT ON SOCIAL

“You stand out by doing something that no one else is currently doing, and you do that by being yourself because no one is yourself. I love to cook, I love to play the guitar, and I'm a huge nerd, and I relate playing the guitar to business, I relate cooking to business, I relate being a nerd to business, and you know what? Someone is going and scrolling and they see someone playing the guitar, they stop. It's a pattern interrupt.”

Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsulting.ca

Connect with Collin

#512 S2 Episode 381 - TIME TO LEVEL UP: Why Aspiring To Be A Sales Leader Is A Good Thing Dec 17, 2022

WHY WOULD YOU WANT TO BE A SALES LEADER?

This is a question that’s quite difficult to deal with, especially for sellers who are aspiring to be sales leaders, given the fact that it could mean more hours of work and less income as you are no longer earning the same level of commissions. But why do we have a lot of people wanting to do it? Dale will be answering this question today so tune in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

DALE: WANTING TO BECOME A SALES LEADER

“Sales is such a great profession that if you invest in yourself, you can grow your income, and it's this path. I think a lot of people are too afraid or maybe they're not getting the right development and coaching. So I've always looked at it as - hey if I can help other people realize this great career and this gift, that's what I want to do.”

DALE: FINAL THOUGHTS FOR THE NEW ONES

“This is a great profession. It may not be the thing you choose to do forever, but the things that you learn in it will stay with you and serve you forever.”

Connect with Dale

Dale Yasunaga | Sales Mastery Coaching

Connect with Collin

#511 S2 Episode 380 - GAINING A HEADSTART: How To Prepare For 2023 In A Down Market Dec 16, 2022

FORTIFY, DIVERSIFY, AMPLIFY

How do you start the new year with a bang? People will have a hard time giving a straight answer right now given the down market we have today, but that doesn’t mean you can’t do anything about it. Listen up as Collin discusses the top 3 things you can do to get yourself a headstart as 2023 kicks off. Find out here, in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

FORTIFY YOUR CUSTOMER RETENTION

“Make sure that you're checking in with clients regularly making sure that you're not leaving any opportunity for people to leave because you weren't doing a good job on that front.”

DIVERSIFY YOUR PRODUCT OFFER

“diversifying your offering, setting yourself up for good cross-sell and upsell opportunities, or potentially even advancing your product in a way where you can tackle either other departments or you have additional use cases outside of what the current engagement looks like.”

AMPLIFY TIME FOR PROSPECTS WITH TECHNOLOGY

“Anything that takes your sales team, away from spending time with prospects and customers is the technology that you should be looking to, I know people are a little bit tight with budgets, but in some cases, it makes sense to invest in new technology if it's going to allow your team that may now be a reduced team to spend more time with prospects and customers.”

Connect with Collin

#510 S2 Episode 379 - SHAW ME HOW IT’S DONE: Understanding DISC Quadrants To Ease The Sales Process Dec 15, 2022

DO YOU KNOW, THAT UNDERSTANDING EVENTUALLY LEADS TO CLOSING?

As we have understood what the DISC Model is and how it applies to understanding people, Emily Shaw is back and this time she discusses some examples of how understanding which quadrant your prospect belongs can help you in easing the sales process, and eventually lead to closing more deals. Find out more about how you can improve your sales process with the DISC model 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

EMILY: HOW UNDERSTANDING DISC EASES THE SALES PROCESS

“I think the ease of moving through the sales process, actually having an accurate forecast, you understand which quadrant is in which stage of your pipeline, and whereas likely for them to close, and using effective communication is going to support them in making a decision.”

Connect with Emily

Emily Shaw | Lushin, Inc. | Lushin.com

Connect with Collin

#509 S2 Episode 378 - KEEP IT GOING: How To Keep Great Conversations Flowing Dec 14, 2022

KEEP THE FLOW GOING

It is very important to start off a great conversation with your prospect, that’s what most trainers talk about. But how about keeping the conversation flowing? In this episode, Collin talks about the importance of having open-ended questions to keep the conversation going and to get the most information possible. Collin also talks about why every seller has to count small wins and always make cold-calling something to look forward to, 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: USE OPEN-ENDED QUESTIONS

“Make sure you actually ask that question in an open-ended way. Because that's crucial, right? Because, you know, the point is, you're trying to get into good conversations, and so asking a closed question to get you a simple yes or no, is not a great way to get a conversation started.”

COLLIN: HAVE A POSITIVE OUTLOOK ON CALLS

“You got to count those small wins, you know, or else, it's just going to be brutal out there. And you know, it makes it more fun and enjoyable. And then you don't have to, you know, look at that block on your calendar like, Man, I gotta make some cold calls. Yeah, that's right. It should be something you need to look forward to.”

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

Connect with Collin

#508 S2 Episode 377 - PRO-QUO: Dealing With Procrastination And Quotas Like A Boss Dec 13, 2022

PROCRASTINATION AND QUOTA

These are two opposing forces that salespeople have to deal with every day. How do I avoid procrastinating? How do I make sure I hit my quota? These are the questions that Stoyan will answer today in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

STOYAN: HOW TO DEAL WITH YOUR PROCRASTINATION

“I would recommend you look at it holistically. First of all, who are you what is your personality? What motivates you? And you got to find the why man, like it's now become like a cliche, right? Like, why do I do what I do? Do I have a bigger purpose? Why should I wake up in the morning and actually do something Why do I do this thing”

STOYAN: IT TAKES DISCIPLINE AND MANNING UP

“You gotta man up, man. You got to build discipline, And the way I don't know about, you know, again, if I work with you one on one, we might be able to get into different directions. But I can talk about myself, I need to sleep, I need to have healthy habits.”

Connect with Stoyan:

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

Connect with Collin

#507 S2 Episode 376 - PERSONIFIED: How To Get Away From Persona-Based Selling Dec 12, 2022

WHY SHOULD YOU AVOID SELLING BASED ON THE BUYER’S PERSONA?

For many years, salespeople kept selling based on the persona of the buyer, but it’s kind of problematic. For Collin, this way of selling is outdated and lacks authenticity. Tune in to Collin today as he explains why selling the way your buyers want to buy is the way to go. Quite confusing? 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!

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TRANSFORMING MOMENTS

THE PROBLEM WITH PERSONA-BASED SELLING

“The problem with persona-based selling is it's outdated, you won't stand out, because you're going to be showing up like every other seller, that using this way to sell, they're crafting their messaging, and their style of selling based on a persona.”

GET HIGHER SUCCESS RATES BY SELLING THE WAY THEY BUY

“If you can sell to the person the way they want to buy, you're going to have a much higher success rate.”

Connect with Collin

#506 S2 Episode 375 - A MOMENT IN TIME: Finding The Right Time To Ask Anything Dec 11, 2022

IS IT FINALLY THE RIGHT TIME?

It’s another round with Ari today and we will be discussing the right time to discuss anything. It was mentioned in a past episode that there are “high-trust” questions that we need to be careful about if it’s the right time to ask or not, and this applies to everything else such as price and budget, and you will learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ARI: WHEN TO START ASKING HIGH-TRUST QUESTIONS

“As a seller, you’ll know when it's appropriate to ask that question, when the prospect or the human on the other end, I don't even like using the word prospect, because that's, that's an actual human being that you're talking to and conversing with, is opening up to you when they start offering information that would otherwise be in those high trust questions on their own. You know, that you have earned the right to start asking those questions.”

Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca

Connect with Collin

#505 S2 Episode 374 - WHAT’S INSIDE? Having The Proper Discovery In Your Selling Process Dec 10, 2022

DISCOVER ME, DISCOVER YOU

Welcome to another episode, and today we have Dale, who will be explaining the importance of having discovery in your selling process. Dale also discusses the proper way of having a discovery to have the best possible result. Make sure to tune into 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!

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TRANSFORMING MOMENTS

DALE: IMPORTANCE OF DISCOVERY

“I think discovery has always been important, I think most people that I've come across, that have done ride alongs, with that I've coached or that I've trained in my corporate roles, you know, it's really surface level, sometimes they'll get one layer deeper.”

Connect with Dale

Dale Yasunaga | Sales Mastery Coaching

Connect with Collin

#504 S2 Episode 373 - ONE SIZE FITS ALL: How PLG Applies In Various Market And Business Sizes Dec 09, 2022

DO YOU KNOW YOU CAN GROW IN DIFFERENT SIZES?

Duane is back with Collin and starts off by talking about the attributes that a seller needs to establish with their prospects, but that’s not all, make sure to stay tuned as Duane also discusses how PLG applies in SMBs, Mid markets, and Enterprise, 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!

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TRANSFORMING MOMENTS

DUANE: A SELLER SHOULD BE CURIOUS

“One of the biggest sales attributes in this role is curiosity. You have to be endlessly curious about your prospects and not take their answers at face value. Because you have to understand the deep need and value they're looking for in the product”

DUANE: HOW PLG APPLIES IN SMB AND OTHER BUYER

“The way I've approached it, is the product is always going to be the product, you're going to want to have the onboarding sequencing in place, no matter what it's it would be unnecessary work to try to segment their onboarding sequencing based on their buyer persona.”

Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com

Connect with Collin

#503 S2 Episode 372 - MATCHMAKER: Knowing The Profile That Matches You By Understanding Yourself Dec 08, 2022

KNOW THYSELF, KNOW THY PATH

Collin throws in an interesting question for Emily today, about using the DISC profile in selling. Emily responds by discussing the importance of knowing yourself first to be able to know the buyer’s perception of you. Find out more with Emily 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!

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TRANSFORMING MOMENTS

EMILY: The beauty of using DISC profiles in selling

“I think the beauty of this, out of the gate whether you're using it to sell or not, is the principle of ‘know thyself. And, you know, understanding how someone in a different quadrant may perceive you is not objective fact or objective truth, it's perception”

Connect with Emily

Emily Shaw | Lushin, Inc. | Lushin.com

Connect with Collin

#502 S2 Episode 371 - BACK IT UP OR SUCK IT UP: Sifting The Truest Candidate Through A Long Process Dec 07, 2022

DON’T PUT IT THERE IF YOU CAN’T BACK IT UP

One of the common downfalls of sales candidates is putting something in their resume that they can’t even prove. Nigel is back to discuss why having a long hiring process helps make sure that candidates are really who they say they are. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NIGEL: Every detail must have proof such as references

“You close a really big deal to change the landscape of your company, chances are, you're probably still buddies with the person that bought from you.”

NIGEL: Make your process long if you have to

“Some of the best jobs I've ever had were a long, lengthy process. And there were times that I had to follow up, and I had to show them that I really, really wanted the job and that I was the one out of all the qualified candidates that was uniquely qualified to come in and be a game changer.”

Connect with Nigel

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

Connect with Collin

#501 S2 Episode 370 - DEMO LIKE A PRO: How Demos Are Done Like You’re #1 Dec 06, 2022

IF YOU’RE GONNA DO IT, DO IT RIGHT

A lot of sellers call their prospects out for a demo and when they get to it, they would just show them a deck and present it, or worse, read it. Duane is with us today to give us light on how a demo should be done like a pro, so stay tuned, in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

DUANE: How a demo should be done

“So your demo isn't a deck, it's not some still PDF thing that you click through, it's a demo of their product, and it's a partial account setup. So you want the demo to be of their own tool, and then as you're doing your discovery, you're showing them how to solve that problem by using their own tool.”

Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com

Connect with Collin

#500 S2 Episode 369 - NIGEL’S TESTament: The Tests You Need To Give To Your Candidates Dec 05, 2022

ALRIGHT, LET’S SEE WHAT YOU GOT

Testing candidates especially for sales is a very important step of the hiring process. However, it is not the difficulty of the test that really matters, it’s the type and purpose of the test that you give. Join Nigel today as he explains why you need a personality test and a written assessment for candidates, to be able to hire the right person, only here in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NIGEL: Why you need a personality assessment

“You need to have some kind of personality assessment tool, and you need to understand how it works, and not just use it for the sake of using it otherwise, you can blow your whole process up there because you use a tool that you didn't understand is like using a hammer when you need a screwdriver.”

NIGEL: Why you need a written assessment

“The real reason I do it is because writing is a window into the brain. I want to know how you think I want to know, can you write in a way that's just as compelling as the way you talk.”

Connect with Nigel

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

Connect with Collin

#499 S2 Episode 368 - IN A RELATIONSHIP: Understanding Your Buyer’s Relationship To Your Product Dec 04, 2022

IT’S TIME WE HAVE A DEEPER UNDERSTANDING

What sellers usually fail to take into consideration is that buyers have a relationship with the product they are using and not just the seller. Duane gives light on this matter and explains why it’s important to understand your buyers’ relationship with your product, and you will learn more about it 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!

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TRANSFORMING MOMENTS

DUANE: Understand your buyers’ interaction with your product

“You have to understand your buyers' relationship with your product. Meaning, if you're selling into a market, that is not normally very tech-savvy, you can't expect them to self-serve the entire time, because it goes against their grain and their way of buying.”

Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com

Connect with Collin

#498 S2 Episode 367 - THE HIRING FORMULA: What Really Matters In An Interview (Not The Resume) Dec 03, 2022

What is Nigel Green’s equation for screening new hires?

CHEMISTRY + CHARACTER > COMPETENCY

As Nigel said, Competency is just one-third of the equation. In this episode, Nigel explains why he doesn’t look at a candidate's resume, as it is not the full picture of a person. Tune in today as Nigel discusses what really matters to him when interviewing a candidate in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NIGEL: A resume doesn’t show you the bad things

“The reason why I don't look at a resume is half the story. A resume is someone's highlight reel. What it doesn't tell me is what they suck at, where they fell short in their job, how they were a bad chemistry addition to the team, you get the point, right, it doesn't tell me all the bad things.”

NIGEL: Character and chemistry over competency

“What I'm looking for first and foremost, because competency, which is all the resume stuff, is only a third of the recipe for a good candidate. The other two-thirds is chemistry and character, I don't need to look at your resume to establish chemistry and your character.”

Connect with Nigel

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

Connect with Collin

#497 S2 Episode 366 - PLAYBACK AS A SALES HACK: Using Videos From The First To The Last Touch Dec 02, 2022

USE VIDEO THROUGH AND THROUGH

There are 2 main misconceptions about using video in sales. First, a lot of people say that you shouldn’t send a video on the first touch with your prospect, and second, most sellers only use video in prospecting. Tune in to Collin today and discover how much results you can get by sending videos right away and that video can even be used in the entire sales process, 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

COLLIN: Use video throughout the sales process

“What sellers often don't think about is using video throughout the entire sales process, not just prospecting, plenty of opportunities to use video throughout the sales process.”

COLLIN: Build a FAQ video library

“I love that idea of like an FAQ video library, we used to have like different videos for showing specific integrations are showing specific things that we know, customers are going to ask in different parts of the sales process, and we could just send that.”

Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com

Connect with Collin

#496 S2 Episode 365 - IT’S ALWAYS FOR SALE: Importance Of Sales As An Aspect Of Your Business Dec 01, 2022

SALES WILL ALWAYS HAVE A SPECIAL PLACE

Aaron talks about the importance of remembering that sales will always be an aspect of executing your business, no matter how great your idea or concept is. Tune in today as Aaron also discusses that it is very important to be able to tell your story very well so you can really sell, 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!

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TRANSFORMING MOMENTS

AARON: Ideas are great if you can tell the story right

“I think the ability to tell your story, the why, like, why do we Why do you work with us, and then follow through, like, if you follow through really well, that'll sell itself like, you don't need to do it, if you have a great product, you just need to learn like how to tell your story.”

Connect with Aaron

Aaron Bock | Opkalla | Opkalla.com

Connect with Collin

#495 S2 Episode 364 - HARDCORE: Dealing With The Hard Stuff In Our Hard Lives Nov 30, 2022

HOW DO YOU GET BY THROUGH YOUR DAY?

How do you deal with the hard sh*t at work? These are very important questions that Anthony will be answering today, and make sure to stay till the end of this episode as he will be giving his final thoughts to people who have personal struggles and having a hard time dealing with them. Don’t miss Anthony’s amazing wisdom in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

ANTHONY: Do the hard sh*t first

“Do the hardest thing first. Like, yeah, I don't feel like doing the Peloton every day, like no one feels like doing the hard sh*t. But that hard sh*t is what gets you to where you want to go. So just do it first thing in the morning, and I guarantee at the end of the day, you'll feel proud as hell of yourself.”

ANTHONY: Seek help, you’ll need it

“Final thoughts here that for anyone that's kind of struggling or can relate to my story at all, I think the first step is acceptance and being okay with realizing that you may need some help, and realizing that trying to figure everything out on your own is not like a badge of honor, it's actually courageous to ask for help. So I encourage you to seek it out.”

Connect with Anthony

Anthony Natoli | Lattice | Lattice.com

Connect with Collin

#494 S2 Episode 363 - HIRING TRIANGLE: Three Key Items To Consider When In Search For A New Sales Hire Nov 29, 2022

PREPARATION, RECOMMENDATION, COMPENSATION

How do you prepare in investing to a new sales hire? Where do you find the best salespeople? How much do you have to compensate for your employees’ referrals? These are 3 key items that Nigel Green covers today, and you will find out his insights by tuning in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NIGEL: What to think about when investing in a sales hire

“What we need to do is pause and say, if this rep that I'm about to invest all this time and energy into recruiting and training and onboarding, if they're going to be successful in a year from now, what do I need to see in the first 30 days, first 90 days? What do I need to see from them at six months, it may be it's, it probably is a combination of a set of behaviors, a set of attitudes, and then assert a quality quantifiable objectives at certain periods of time.”

NIGEL: The best salespeople are not out there looking for jobs

“The best salespeople don't apply to jobs. And the reason they don't apply for jobs is because they're busy being successful at their current job. They don't need a job. And so if I made you mad, I'm sorry, but it's probably true.”

NIGEL: Compensate your employees fairly for their referrals

“The reason why the employee referral program, why most of them suck is because the bonus isn't worth your employees’ time. If you're gonna go pay a recruiter 20% to 25% of that employee's first-year salary, why in the hell wouldn't you pay one of your existing sales reps or any employee in the company the same amount? It's all at risk. It's meaning that your agreement with the recruiter is contingent, it's contingent on that recruiter delivering a candidate that you deem worthy of hiring.”

Connect with Nigel

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

Connect with Collin

#493 S2 Episode 362 - HyperLINKED: How To Be A Total Badass On LinkedIn Nov 28, 2022

IT’S TIME TO BECOME THE STRONGEST LINK!

Collin is in for a solo episode today, as he discusses the power of LinkedIn as a platform for sellers to connect with potential buyers and build relationships with them. We have three reasons why you should tune in, Collin’s tips for creating content, tips for connecting and engaging, and amazing tools you can use to rock the platform, all of these, only here in the latest episode of Sales Transformation.

Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!

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TRANSFORMING MOMENTS

HOW TO STAND OUT AS A B2B SELLER

“An easy way to stand out as a b2b seller is to not do what everybody else does and content can help you with this.

CONSUME CONTENT TO CREATE CONTENT

“To actually become a great creator, you actually need to be a consumer as well. So make sure you're following some people in enriching your own feed, to maybe give you some ideas on what you want to talk about.

CONSISTENCY IS THE KEY. PERIOD.

“The key here is consistency. If you're connecting with the right people, you're engaging with them regularly, and you're adding value to their feed. That is the best way to build relationships on this platform. So then if you do reach out to them to get a conversation started, it's a much warmer conversation.”

Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!

Organize your LinkedIn connections the way you want. No ads, no distractions with LeadDelta!

Connect with Collin

#492 S2 Episode 361 - HELP IS ON THE WAY: Making A Lasting Impact By Helping People Without Minding The Numbers Nov 28, 2022

IT’S NOT THE NUMBERS YOU DELIVERED THAT MATTER, IT’S THE IMPACT THAT LASTS

Many sellers today are so focused on the numbers to deliver, just trying to hit their quota, but are those the things that really matter? Aaron Bock is back to discuss why it’s more important to do the right thing and help out prospects even when they don’t become your customer because the impact you made will surely pay off one day. Learn about making this kind of impact in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

AARON:

“Just make an impact on people in a positive way. Always. And like, yeah, not everyone will be a customer but, but a lot will if you just keep doing the right things.”

AARON:

“You can't just go around helping all day and just not following through, but I think if you're truly helping, you're helping follow through all the way to the end, which is when you're making a sale, but you're helping the customer find the right solution, at the end of the day.”

Connect with Aaron

Aaron Bock | Opkalla | Opkalla.com

Connect with Collin

#491 S2 Episode 360 - SWITCHING MODES: Different Approaches In Winning Back Current And Lost Customers Nov 26, 2022

THERE’S ALWAYS SOMETHING FOR EVERYONE…

If you got people who are out, and people who are on the edge, which one do you hit first? Are you going to take the same approach to win them back? These are questions that Dan Pfister will answer, as he talks about the different methods you use for customers who are already lost, and for the ones who are on the brink of leaving. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

DAN: Different approaches between current and lost customers

“If you want to know how to keep a customer, talk to your current customers, and give them what they want, but if you want to win back a lost customer, you have got to talk to lost customers and find out why they left.”

DAN: Customers first, protocols later

“People leave for a reason. People who have that reason, are your at-risk customers, hit them up first, and then after you do that, use that knowledge to strengthen retention protocols.”

Connect with Dan

Dan Pfister | Winback Labs | WinbackLabs.com

Connect with Collin

#490 S2 Episode 359 - OH, I GOTTA HAVE THAT! Accountability On Tool’s Success And Avoiding Shiny Object Syndrome Nov 25, 2022

STOP BLAMING THE TOOL, AND START GETTING YOUR SH*T TOGETHER

Many sellers or even sales leaders have the tendency to blame their failure on the tool they’re using, then go out buying another tool, and the downward spiral goes on. So Collin says STOP, and figure out where YOU failed and start working on it, not the tool. Listen up today as Collin also talks about the shiny object syndrome and how you can avoid it, all these, only here in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: Stop blaming the tool and start getting your sh*t together

“You can't just keep blaming things on the tool and then buying a new tool, especially if you're a sales leader, your leadership is only gonna buy that story once, maybe twice, but eventually, they're gonna realize it's you that don't have your sh*t together, and it's not the tool that's broken.”

COLLIN: Think of the must-haves than the nice-to-haves

“Tools are going to be strong, they're going to have strengths in whatever their core competency is, and if they can bolt some other things on there to make it easier so you don't have to have multiple tools, whatever that additional feature set is, it's probably not going to be their strongest. So it really just depends on, what the most important things like must-haves are versus nice-to-haves.”

Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com

Connect with Collin

#489 S2 Episode 358 - LET’S GO TOOL SHOPPING: The Easy Principle In Picking Tool Solutions Among A Ton Of Options Nov 24, 2022

IF IT’S NOT EASY TO USE, THEN IT’S NOT WHAT YOU SHOULD CHOOSE

Imagine going to a sneaker store with 50 pairs, all the same design, only they are in different color combinations. That is how the market for tools looks like today. So how would you choose one? Laxman talks about an interesting 80-20 rule that everyone should hear about, plus why it is still better to pick the one that’s easy to use, and you can learn all of these in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

LAXMAN: Tools have very little difference from each other

“Every tool is the same, almost like so everyone has almost similar features. Probably one or two extra features, as you said those are and I'm calling them bells and whistles and you've said shiny objects, but otherwise, everyone is trying to solve the same problem with the almost similar feature set.”

LAXMAN: If it’s not easy to use, don’t buy it

“Salespeople are fed up with all these different tools and all these different processes. So they don't feel all this technology in our world is making their life easy. In fact, it's the opposite way. So every buyer will start focusing on what are those tools that will help my sales rep sell easily and get that numbers.”

Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com

Connect with Collin

#488 S2 Episode 357 - UNCHARTERED WATERS: Challenges Of Getting Into Enterprise Sales With Krysten Conner Nov 23, 2022

IT’S A WHOLE NEW WORLD…

Krysten Conner is back in Collin’s pod and with her second appearance in the show, comes a whole new story to share. Krysten is currently an Enterprise Account Executive at UserGems and will be sharing her story about the new challenges she is facing in her new role today, and how big of a jump she just took. So take a big jump and dive into this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

KRYSTEN: Think about the kind of company you will work for

“I think that it's really important to think about the kind of company you want to work for, and especially the conversations that you want to have, like so who is the buyer.”

KRYSTEN: Challenges in moving into Enterprise Sales

“I didn't know how big of a jump it would be. So the biggest difference that I had to learn in the enterprise was the first one was like team selling, and instead of you been, it's just like you and your SE, like whenever you are selling a really large software package, like at Salesforce, like there are going to be multiple people and multiple departments involved.”

Connect with Krysten

Krysten Conner | UserGems | UserGems.com

Connect with Collin

#487 S2 Episode 356 - TOOL-UTIONS TO PROBLEMS: Are Tools Really The Solution To Your Problem? Nov 22, 2022

TOOLS… TOOLS EVERYWHERE…

Nowadays, we see tools for everything, especially in sales, where almost every move you make is paired with a tool or tech solution, but are tools really the solution? Tune in today as Collin explains that tools or technology are not the solutions to your problems, but a way for you to implement the solution you have planned to do in a more efficient and effective way, only here, in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: It’s too late to let them in the conversation now

“A lot of times, the people that are used going to be using the tools are brought into the conversation way too late. I get it, okay, they’re sellers, their individual contributors, they’re STRS, AES, whatever the case is, but a lot of the people that are making the decisions on what tools to buy, don't even know necessarily how the team is going to use it.”

COLLIN: Technology is not the solution, it only helps you solve problems

“The sales technology isn't necessarily going to solve your sales problem, technology is there to help make things more efficient, more productive, and scale through a sound strategy that’s working.”

Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com

Connect with Collin

#486 S2 Episode 355 - FACE VALUE: Building A Valuable, Not Saleable Profile With Mandy McEwen Nov 21, 2022

MAKE YOUR PROFILE VALUABLE, NOT SALEABLE

Today we welcome Mandy McEwen, CEO, and Founder of Mod Girl Marketing, and she will be sharing some tips on how to build your LinkedIn profile, or any social, the right way. Learn how to make your profile valuable with a unique headline from Mandy in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Mission to train tech sales teams to be badasses on LinkedIn
You need to own your personal brand
You should come from a place of value
Headlines should not only contain your job title

“Optimize your profile, like make yourself look like an industry expert, and an actual industry thought leader that provides value, and not just some other sales rep out there trying to selfishly get appointments and demos, books, so come from a place of value, what it is, what are you trying to do? Who are you going after what results have you accomplished for people, so your profile shouldn't be a glorified resume, it should be more about the end user and how you help them.” - MANDY: Optimize your profile and provide value

Connect with Mandy

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

Connect with Collin

#485 S2 Episode 354 - SHIFT TO REVERSE: Reverse Engineering In Life And In Sales With Darin Alpert Nov 21, 2022

I JUST GOT INTO SALES, THEN I’M STUCK

Many people say this, but are they stuck because they have no choice? Or they just really chose to stick with it? In this episode, we welcome Darin Alpert, VP of Strategy at RepVue, as he shares his story of how he got into sales, and why he chose to stay in it, as part of reverse engineering his life. So make the choice of tuning in today and learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

From selling tickets to VP
The flexibilities in sales
Reverse engineer the life you want
It's the job title, it's the life want to live
Reverse engineering people's problems

“Reverse engineer the life you want. Don't go after a job you think you want. Because at the end of the day, what kind of time freedom do you want? What do you want to be able to travel? You want to be able to do all these things? And I think that's, that's so important in hindsight.” - DARIN: Reverse engineer your choices in life

Connect with Darin

Darin Alpert | RepVue | Sign up at RepVue.com

Connect with Collin

#484 S2 Episode 353 - TOO MUCH IS NOT GOOD: Balancing Time For Research And The Rest Of The Sales Process Nov 20, 2022

INFORMATION IS PRECIOUS, BUT TIME IS ALWAYS GOLD

It is great to be able to do research about your prospects and the problems that you want to solve for them, but you shouldn’t spend all your time with it as well. In this episode, Collin talks to Rod about the importance of allocating just the right amount of time for research, and setting a time limit for yourself can help you get information faster, so you can work further into the next steps. Research more about this by tuning in to the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

The foresight methodology
Knowing just enough to be deadly
Don't fall into the trap of doing too much research
The more practice, the faster you get information

“I think it's so easy for people to fall into the trap of doing too much research. When I work with folks, I put that timer on, you've got to put the timer on, and when the three minutes are up, that's it, but you start to get better at finding things faster, the more that you put that into practice, it's kind of like muscle memory.” - COLLIN: Don’t put too much time into research

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

Connect with Collin

#483 S2 Episode 352 - PLAN IT BEFORE YOU RUN IT: The Not-So-Rocket-Science Way Of Planning Your Day Nov 19, 2022

DON’T START IF YOU’RE NOT EVEN DONE WITH IT

This may sound weird and confusing but Stoyan Yankov explained this really well and it made sense. You should not start your day unless you are done planning it, and if you stay tuned, Stoyan will be giving us his 5 easy steps in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Don't start your day until you haven't finished it
Stoyan's 5-step method: Capture, Group, Define, Daily Menu, Schedule

“Instead of from 10 to 12, I'm going to do sales, it's probably broken down into smaller chunks, and it says, call these five prospects, whatever. Something tangible and measurable, the more measurable you are, the more likely you're going to achieve it, and it's simple man.” - STOYAN: Make your goals tangible and measurable

Connect with Stoyan:

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

Connect with Collin

#482 S2 Episode 351 - DON’T WING IT IF YOU CAN’T WIN IT: How To Tackle Common Prospecting Challenges Nov 18, 2022

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

#472 S2 Episode 341 - OUT OF THE COMFORT ZONE: Focusing Your Energy On The Things You Suck At, Not The Ones You’re Good At Nov 08, 2022

SPEND TIME ON DIFFICULT AND UNCOMFORTABLE STUFF

A lot of sellers complain about not getting enough results, and this sometimes happens because they are only good at one thing, which they are most comfortable working with. Today, Collin discusses the importance of working on things out of your comfort zone, because you can only improve on the things you suck at. It sounds cliche but true, and you will learn more by tuning in to the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Sales training is broken because of biases
Identify and focus your energy on what you can control
Getting granular with your prospecting
Lean on the things that are uncomfortable

“You're always going to lean to the things that are like comfortable, versus the things that are not and you actually need to lean more into the things that are uncomfortable, because those are the things you probably need to push yourself to get better at, If you're strong on video prospecting, you're going to spend most of your time there, but if you suck on the phone, you really should spend more time on the phone and try to get better at prospecting on the phone.” - COLLIN: Work on the stuff you suck at

Connect with Anthony

Anthony Natoli | Lattice | Lattice.com

Connect with Collin

#471 S2 Episode 340 - FLIP THE SWITCH: Changing The Salesperson’s Focus In Assisting Prospects Nov 07, 2022

WHAT DO SELLERS HAVE TO FOCUS ON TODAY?

If you are still selling by spitting made-up facts to your prospects, you are living under a rock. Aaron is back to discuss what sellers should focus on nowadays, which is helping prospects find the right solutions and making the right buying decisions because they have access to information, and your facts don’t matter anymore. Tune in and discover what really matters in selling today with the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Prospects today have so much information
Sellers are dealing with the flipside
Everyone can google and check the facts you present
Help people find solutions and make the best decisions, not talk about facts

“I think there was this stereotype of salespeople back from the movies in the 70s, 80s, and the 90s, about hardcore selling. You get the car salesman stereotype all the time. You can't do that anymore. You can't just make up facts. You can't just sell someone on things. Because if I'm a buyer, you leave the room, I Google everything you just said to fact-check it.” - AARON: You can’t just make up facts anymore these days

Connect with Aaron

Aaron Bock | Opkalla | Opkalla.com

Connect with Collin

#470 S2 Episode 339 - CAN’T STOP US: Shrugging Off Rejections, Picking The Right People, And Overcoming Disability Nov 06, 2022

WHEN YOUR SO-CALLED “WEAKNESS” BECOMES YOUR STRENGTH, NOTHING CAN STOP YOU

Matthew Provins is back with a rather inspirational episode. Matt talks about choosing the right people to approach rather than making your process just another numbers game, and what makes disabled and marginalized people stand out against an average salesperson. Tune in and learn to overcome your weakness in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Getting beyond used to rejection
Getting feedback from the people he called
Find the right people instead of making it a numbers game
Proving that the tech space is for anybody

“Anybody that's come from a marginalized community is having that mindset of improvise, adapt, overcome, find a way to accomplish something, never give up, and that's what makes us stand apart from the average salesperson. That rejection is something we faced since the day we were born. People see us as different, and so when it comes to sales, it's a whole different level for us. We're used to that, and so we can overcome that easy peasy.” - MATTHEW: My disability is an advantage

Connect with Matthew

Matthew Provins | Pause | DialPause.com

Connect with Collin

#469 S2 Episode 338 - EXPERIENCE BEFORE CONVENIENCE: Why Everybody Needs To Work Hard First, Before Working Smart Nov 05, 2022

WORK HARD, BEFORE YOU WORK SMART

A lot of people preach about working smart instead of working hard, but did they really get this far with just that? What about gaining the experience to be able to work smart? These are the questions that Collin will answer in this episode. Tune in today as Collin explains why everybody’s got to work hard first, before they get to work smart, in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Working hard is no longer a popular opinion
People are confused about what working hard really means
Working hard is part of every person's story
The effort is still the biggest competitive differentiation

“At some point, you got to put the work in, but then over time, you learn how to work hard and work smart.” - COLLIN: Work hard, then work smart

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

Connect with Collin

#468 S2 Episode 337 - PUT THAT ON FILE! The Significance Of Documentation In A Sales Operations System Nov 04, 2022

DOCUMENTATION IS MORE IMPORTANT THAN YOU THINK

People keep talking about the right process of hiring, onboarding, and even training, but most of them only focus on the candidate’s learning curve and tend to forget about the importance of documenting these processes. Tune in as Joe talks about why it’s important to get your documentation in place, in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Key things needed to be documented before hiring
You got to have your documentation accordingly
Have an attorney review your documentation

“You want to have those systems in place. And I'll give you a few keys. And again, you'll watch more of the training, but on the hiring side of things, you've got to have your documentation in order.” - JOE: Documentation should always be in order

Connect with Joe and Josh

Joe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.Ventures

Connect with Collin

#467 S2 Episode 336 - BAPTISM OF FIRE: Rod Baptista’s Underdog Story That Sets Him Apart From His Competition Nov 03, 2022

ACUMEN, PROFESSIONALISM, AND GRIT

These are the qualities that led Rod Baptista to skyrocket from waiting tables to cold calling, to thought leader, and paid sales trainer. Tune in today to get a quick view of Rod’s story, and what really sets him apart from his colleagues, even when he is the underdog, only here in Sales Transformation.

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TRANSFORMING MOMENTS

More than half of salespeople never intended to be in sales
Coming from a non-traditional background
Rod's professionalism & grit vs other's educational background
What sets Rod apart from other reps in his day

“Showing people that you have the grit, you can put in either the hours or in our world, the metrics, you can make a lot of calls, you can send a lot of emails, you can have a lot of conversations, showing people that being told no doesn't faze you, that was the biggest thing that set me apart.” - ROD: ‘Work Harder’ is not dumb

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

Connect with Collin

#466 S2 Episode 335 - COLLIN OUT FOR VIDEOS: Gaining Better Numbers With Videos Nov 02, 2022

ONE TAKE IS ALL IT TAKES

Collin lays down some statistics on how effective videos are in producing open rates, how it impacts your first impression to the prospect, and why it’s best to do only one take on your videos. Tune in and learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Sending videos has higher open rates
It's all about first (and lasting) impressions
Do some research before shooting
Why Collin doesn’t do second takes

“I'm a one-take video guy. I don't do second takes, like yeah man one take, I don't care. Like there's been moments where, like, ‘Ah, maybe I should redo that’, but I'm like, ‘No, I'm going to wear that like a badge of honor.’ One take. That's it. And the reason for that is because the perfect video is the video that's not perfect because it shows that you're human.” - COLLIN: Why one take is all it takes

Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com

Connect with Collin

#465 S2 Episode 334 - BEST IN VIDEO: Why Sellers Don’t Utilize Videos Even When They’re Effective With Jarrod Best-Mitchell Nov 01, 2022

WHY OH WHY?

Video messaging in prospecting is highly recommended by sales experts everywhere, but why aren’t sellers using it? Why are they still using the same old boring text-based messaging? Our guest today, Jarrod Best-Mitchell answers these questions and more in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Videos: A known yet underutilized tool in sales.
Ask directly and add some value
Sellers resort to automation due to targets
Sending a few videos is more successful than hundreds of automated messages

“I think, a lot of sales professionals, the SDRS, as I was trying to go on LinkedIn, trying to get meetings are being forced to push numbers. So automation is the easiest thing to do. It's easier to automate 250 messages to your ICP versus taking the time to send a video message to 25 on the top and that list and see what works.” - JARROD: Why do sellers choose messages over videos

Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com

Connect with Collin

#464 S2 Episode 333 - TOOLS FOR FOOLS: The Problem With Tools And How To Deal With Them With Laxman Papineni Oct 31, 2022

REMEMBER THE GOOD OLD DAYS WHEN ALL YOU HAD WERE WHITEBOARDS AND NOTEPADS?

The sales field today is too loud with all the tools being provided and enforced for you to use, that sometimes it's even best not to have them at all. Join us today with our guest, the Founder, and CEO of Outplay, Laxman Papineni, as he talks about the biggest problem when acquiring tools, and you’ll be surprised about this because it’s not the budget or features, so tune in to the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

So much noise on sales tools
Less is more, even in using tools
Adoption is the biggest challenge

“Adoption is the biggest challenge. For all sales organizations, it's not about the budget. Probably, you may have all the budget in the world to buy all these tools, but adoption is the biggest challenge for all the sales folks.” - LAXMAN: The biggest challenge with so many tools

Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com

Connect with Collin

#463 S2 Episode 332 - Humanit-ARI: Ari Barmapov’s HR Story And Discovery Call Tactic Oct 30, 2022

WHAT MAKES A GOOD DISCOVERY CALL?

Many people think discovery calls are good because you have the most analytical questions or the flashiest presentation on Earth. However, our guest, Ari Barmapov, has different ideas. Ari is the founder of Foundations Sales Consulting and will be sharing about falling in love with HR work and what really makes a good discovery call, only here in Sales Transformation.

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TRANSFORMING MOMENTS

Falling in love with HR’s genuine care
Loneliness and happiness of being in HR
What makes a good discovery call
The best discovery call is when you're not talking

“The best discovery calls are the ones I am doing almost no talking, and the one where the prospect is doing a ton of talking, just like this podcast and this conversation, it's not an interrogation.” - ARI: The anatomy of the best discovery calls

Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsulting.ca

Connect with Collin

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

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

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.

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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

#452 S2 Episode 321 - MOM KNOWS BEST: Anthony Natoli’s Downward Spiral And Realization Oct 19, 2022

GET YOUR ACT TOGETHER!

Moms can be annoying and nagging, but they know best when it comes to how their kids should fix themselves. Anthony Natoli shares his story of falling into a downward spiral and how his mother’s ultimatum became a wake-up call for him that it’s time to fix himself. Tune in and learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Anthony's story led him into helping people in sales
Anthony's wake-up call to take better care of himself
Mom's ultimatum to get his act together

“I went through a lot of mental health battles with depression, anxiety, and addiction. I did well in sales, but my personal life really did suffer, and the last three years have been transformable for me. In that I finally found, you know, my purpose and you know, my core values, and what's really important to me in life.” - ANTHONY: His 3-year transformation to a better self

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

Connect with Collin

#451 S2 Episode 320 - BREAK THE CHAIN: Know Your Worth, Transcend Beyond Valuing To A Number Oct 18, 2022

DON’T BE SO HARSH ON YOURSELF. YOU ARE MORE THAN JUST A NUMBER.

Many sellers suffer from mental health because of performance anxiety, spiraling into depression, and destructive habits. Today, Collin focuses his talk with Anthony Natoli on breaking this norm, and that people should stop valuing themselves based on their number, and start working on their improvement. It’s time to transcend this norm by tuning in to the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Struggles with inner chaos despite the successful exterior
Problem with validating yourself based on your performance
Sales can be rough on you
The best sellers lose more than they win

“Even some of the best sellers, lose more than they win, and so the interesting thing there is that, by working on yourself, you were able to detach from some outcomes that you couldn't control, and be confident and not really tie yourself worth to like your number.”- Collin: Don’t tie your worth to a number

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

Connect with Collin

#450 S2 Episode 319 - KEEPIN’ IT SIMPLE: Breaking The Belief That Building Relationships Is Difficult Oct 17, 2022

IT’S NOT THAT COMPLICATED

A lot of sellers act like building a relationship is such a trivial thing to do, but in this episode, Aaron discusses how fascinatingly simple it is. He will also explain why transparency is very important and why you should show your value upfront, only here, in Sales Transformation.

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TRANSFORMING MOMENTS

There's always some element of a relationship
Transparency is very important
We have to show our value upfront

“Building a relationship is as much as just sending a text to say hello, or happy birthday or something. It doesn't have to take you to know, lunches and breakfasts and things like that. It's just constantly remaining a good person, top of mind to people.” - Aaron: It’s just about being a good person upfront

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

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

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#449 S2 Episode 318 - WITH GREAT POWER… Learning the P.O.W.E.R.F.U.L. Framework Oct 16, 2022

ARE YOU P.O.W.E.R.F.U.L ENOUGH?

Marcus is back to discuss the P.O.W.E.R.F.U.L. Framework, which he included in his book, and explain its meaning. He will also touch on other bits such as what it means to be a true decision-maker. Let’s harness the power together by tuning in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

The P.O.W.E.R.F.U.L. Framework
Level 10 power of beliefs
What is true decision making

“A true high-level decision-maker, if he allocates, say, let's call 100k towards your sales tech stack for the year, if there is true high a decision-maker if they find a solution to make them even better, help them achieve their solve big problems that either big goals, they can take another 50k from somewhere else and move it or they find a different way to fund it. That's what true decision-making can truly do.” - Marcus: What a true decision-maker does

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#448 S2 Episode 317 - IT’S A GOLD MINE!!! The Valuable Things You Get From The Winback Process Oct 15, 2022

THERE’S GOLD BURIED IN YOUR LOST CUSTOMERS.

Doing the winback process brings out a lot of valuable things, and it doesn’t only mean money. You can actually learn a ton of things through the feedback that you can collect along the way, and these learnings can help you get better. Let’s dig up more of this buried gold in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Things you learn from winback that you can't from anywhere else
Timing is very important in mitigating churn
Not winning them back today doesn't mean forever
Sometimes you need to leave something to appreciate what you had

“There are things that you learn in the Winback process that you can't learn anywhere else. So we're talking about feedback. So even if somebody doesn't necessarily come back, let's say, you're in the average, and 20% to 30% of the people you try to win back, come back, but you have conversations with a good majority of the remaining people that didn't come back. There's so much that you learn through those interviews in those surveys, they're going to help you overall, as a business” - Collin

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#447 S2 Episode 316 - BABY COME BACK! The Wonders Of Winback With Dan Pfister Oct 14, 2022

THE PROBLEM WITH SALES CULTURE IS THAT WE ARE SO FOCUSED ON ACQUISITION

We tend to overlook the hidden gems from customers that we lost along the way. Join us today as we welcome Dan Pfister, Founder of Winback Labs, as he talks about the importance of Winback and what tremendous impact it can bring to your sales. Tune in and learn more from Dan that there’s gold buried in your lost customers, here in Sales Transformation.

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TRANSFORMING MOMENTS

Winback is not treated as part of the sales culture
People always talk about the acquisition
Can't help falling in love with winback
We can win back people if we do it properly

“What I learned about just doing this, like on an Adhoc basis, is that I didn't know that a lot of people would come back. I didn't know there's a lot of people who tried our competitors and found that they liked us better and if we just simply reached out properly.” - Dan: Discovering the power of Winback

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#446 S2 Episode 315 - WHEN THE PRICE IS NOT RIGHT: Why People Leave And How To Win Them Back Oct 13, 2022

A lot of people assume that it’s always the price.

GUESS WHAT? THEY ARE WRONG!

In today’s episode, Collin talks to Dan Pfister about the wrong assumptions by most people that customers who leave you are just not satisfied with the price. Tune in and together let’s bust this myth in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Let's talk about hiring with Nigel Green
Why you should listen to Nigel
We all have a bias in hiring
Instincts vs. evidence-based practice

“It's just people naturally, just assume that it's got to be price, it's got to be something about the price, and I'm going to take a bit of a wild guess here, but I'm assuming a lot of times, it has nothing to do with price.” - Collin: It has nothing to do with the price

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#445 S2 Episode 314 - BASIC INSTINCT: How Biases Affect Hiring Decisions With Nigel Green Oct 12, 2022

LEFT OR RIGHT, THIS GUY OR THAT GUY, EVERYONE HAS A BIAS

One element of being a human is instinct, and sometimes it’s basic nature for us to use it rather than more reasonable criteria when making a decision. Nigel Green, the author of Revenue Harvest, talks about the battle between biases and instinct versus evidence-based practice when hiring people, and you will learn more by tuning in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Let's talk about hiring with Nigel Green
Why you should listen to Nigel
We all have a bias in hiring
Instincts vs. evidence-based practice

“I think that all of us have a bias, and that's the first reason, we all have a bias. Meaning that we have a bias with our relationship with hiring, meaning we think we're better than we might actually be, and so we tend to do the second part, which is the second most important thing, we tend to rely more on instincts than we do an actual evidence-based practice.” - Nigel: We all have a bias when hiring

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#444 S2 Episode 313 - DO GOOD, HIRE GOOD: The Right Approach In Looking For Sales Hires Oct 11, 2022

YOU ONLY GET GOOD PEOPLE IF YOU DO GOOD YOURSELF

In this episode, Collin talks to Nigel Green and discusses why it is important to actively search for the best talent by looking outbound, and when you’re doing inbound, compensate your referring employees fairly. Learn more about this in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Actively search for the best talent
Hire from customer referrals
Compensate your employees who refer new hires
Pause, slow down, and take time to make good hires

“Why wouldn't you offer the exact same compensation that you would to a recruiter to your own employees? Make it worth their time? Make it matter?” - Collin: Compensate referring employees fairly

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#443 S2 Episode 312 - SOCIAL WARFARE: Why You Should Keep Posting On Social Oct 10, 2022

“STRIKE FIRST, STRIKE HARD.” - Cobra Kai

Bradley talks about the importance of posting on social as a salesperson. If a salesperson is not posting on social, he is essentially giving his competitor the chance to do so. It’s very important to be more active on social than your competitor and you will learn more about it from Bradley in this episode of Sales Transformation.

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TRANSFORMING MOMENTS

Getting started in engaging with content and podcasting
Frustration from salespeople who don't do social
Social is where your audience and potential buyers are

“If you're a salesperson, you're not posting on social, you're essentially giving airtime to competitors, to communicate with your buyers.” - Bradley: Not posting on social is enabling competitors

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#442 S2 Episode 311 - YOU’RE ON THE RIGHT TRACK: Things To Track And Monitor In A Sales Operation Oct 09, 2022

SALES = ART + SCIENCE + MATH

Sales is definitely an art and a science, but we cannot deny the fact that it’s also a numbers game. Josh will be discussing the important things to track and monitor in a sales operation and gives his piece of advice about paying attention to your numbers. Learn this by tuning in to this episode of Sales Transformation.

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TRANSFORMING MOMENTS

Metrics to monitor and track
The difference between leading and lagging
Paying attention to your numbers is critical

“Paying attention to numbers is absolutely critical. And they have to do their numbers every day. That's a fireable offense in our world. If you don't put your numbers in, you may get fired. Unless you're absolute crushing it will give you another chance.” - Josh: Pay attention to your numbers

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#441 S2 Episode 310 - PAY IT FORWARD: Helpfulness As A Core Value In Sales And Business Oct 08, 2022

IT WILL PAY OFF, IT MIGHT NOT BE TODAY, BUT IT DOES

In today’s episode, Collin explains that being helpful should be the core value of every company. Helpfulness may not always pay off immediately, but it actually opens other windows of opportunity for you as a seller, and you will learn more from Collin in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Prospects and buyers are too smart these days
Truly helping could be not helping at all
Being helpful should be a core value of every company

“It may not always pay off, like how you think you should, and I mean, I have lots of examples where, I've been generous with my time and helped people, and they didn't end up being clients, but they might have referred me somebody, or they might have been left and went to another company.” - Collin: It may not always pay off, but it opens other opportunities

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#440 S2 Episode 309 - MAN IN THE MIRROR: Watch How You Make Your Mistakes And Learn From Them Oct 07, 2022

SOMETIMES YOU HAVE TO WATCH YOURSELF FLOP SO HARD SO YOU LEARN NOT TO EVER DO IT AGAIN

In this episode, Joe shares one of their best practices where they engage their salespeople using recorded calls, watching them, and using them as a reference on where they can improve. It can be a bit cringy seeing yourself flop in front of your colleagues, but you will learn that it does make sense by tuning in to this episode of Sales Transformation.

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TRANSFORMING MOMENTS

The importance of hands-on training
Let your sales hire figure out answers on their own
Review on your tapes and spot your mistakes

“If you record your calls, which you really shouldn't be doing, record your calls, or if you have a team, review it together not to like poke fun at people, but everyone can learn from those experiences. You know, and my take is, there's a difference between just watching a video recording of a previous sales call led by said founder, and going on that call because money's on the line.”- Joe: Reviewing your calls as a way of improvement

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#439 S2 Episode 308 - VICE-VERSA: Putting Yourself In Your Sales Hire’s Shoes Oct 06, 2022

We often tell our sales hires to put themselves in the founder’s shoes, but the real question is… DID WE CONSIDER DOING THE SAME FOR THEM?

Collin, together with Joe and Josh, explains that founders should also think like their sales hire, and get into the trenches with them, so they can grow the way we want them to. Dive in and learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Put yourself in the sales hire's shoes
Do not over-promise to sales hires
Lead by example

“If you're going to test something new, or try something new, just get in the trenches with him, like, ‘Hey, we're going to test this new target, we're going to test this new messaging, we're going to, you know, test this, like, I don't know if it's going to work, here's what we're hoping happens, but let's get in there and do it together and figure it out.’ ” - Collin: Leading by example as a founder

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#438 S2 Episode 307 - SE7EN: The 7 Beliefs Prospects Need To Have To Start Buying Oct 05, 2022

LIKE A LOT OF THEM SAY, SEVEN IS THE NUMBER OF PERFECTION

And to Cole Gordon, it is! Cole shares his story of learning the seven beliefs that prospects need to have to start buying from you, and how it helped him develop himself to be the top performer that he is today. Learn more about Cole and his epic sales journey in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

The benefit of selling with an owner's mentality
Preventing vs handling objections
The 7 beliefs that prospects need to have
Improving by treating sales as a profession

“I really treated it like it was a profession. So I plan tomorrow out, every single day. I reflected on how I could get better, I got mentoring, I got training, I got coaching, even outside of the organization I was with. I read all the books that you could read. I also would review tons of my calls, like I'd review multiple calls per day of how I could get better and break down my own calls and listen to other people's calls.” - Cole: Treat your sales job like it’s a profession

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About Cole

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#437 S2 Episode 306 - PROBE WITH CAUTION: Asking The Right Questions Is The Key Oct 04, 2022

IT IS ANNOYING TO BE ASKED OBVIOUS QUESTIONS OR QUERIES THAT LEAD TO NOWHERE.

A lot of sellers know about the need for probing questions when doing discovery, but only a few truly understand what it is for and what questions to ask. Collin shares his thoughts on this in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Win by asking the right questions
Your questions should not be obvious
Your questions must be aligned with your direction

“I think a lot of sellers are kind of used to hearing like, ‘Oh, you need to, listen more than you speak and you need to ask better questions, deals are won in discovery, and like they've heard all of these things’ , but very few of them have actually, like really grasped it.”- Collin: A lot of people say it, but don’t really grasp it

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#436 S2 Episode 305 - 6F$$: The Secrets To Writing “6 Figure Sales Secrets” With Author, Marcus Chan Oct 03, 2022

IT’S TIME TO BOOK IT UP

Marcus Chan, author of 6 Figure Sales Secrets, and Founder of Venli Consulting Group wrote his book in a way that people can resonate with by telling his personal stories. Today, he will be sharing his story on how and why he wrote his book that way, only here, in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

The reality of not finishing books
Consistent posting on social media is like writing a book
The power of stories and tactics thru a book

“I wanted to write a book that was not going to be not just a best seller, but something that would actually resonate, and speak to the soul of salespeople. So that's why it was really, really important that I was able to look back on what's resonated last several years from what I put out there, and be you'll take some of those core concepts to make sure I make it more polished and make it better and simpler to understand in the book.”- Marcus: The secrets of writing 6 Figure Sales Secrets

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#435 S2 Episode 304 - SOCIO-DIGITAL TRANSFORMATION: Adapting Digitally And Leveraging Socially In Selling Oct 02, 2022

IT’S EASIER SAID THAN DONE

For a fellow cold-calling enthusiast, it was a difficult transition for Bradley, especially when he had to prioritize the transactional aspects of the call instead of building relationships, telling jokes, and getting closer to the prospect. Learn how he was able to move on and fully shift to social in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

The difficult yet needed transition
The transformation to leveraging social
From cold-calling to content-creating

“When we moved through, especially through COVID. It just felt like everything becomes so transactional, where the call starts. There's a discovery. There's a presentation. And I'm not necessarily saying that's a bad thing. But the shift between it being all about relationships and making jokes and being likable, and all those things to actually tell me how you helped me and tell me how easy this is to implement. For me as a salesperson was a difficult transition to make.”- Bradley: The difficult transition in a selling style

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#434 S2 Episode 303 - VANITY FAIR: The Greater Value Of Good Content Mix Over Vanity Metrics Oct 01, 2022

LIKERS AND ENGAGERS WILL NOT NECESSARILY BECOME BUYERS

Collin explains why we should not take the value of a good content mix for granted, because likes, comments, and engagements are just numbers pieced together to look like a scoreboard. Learn more about this with Collin in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Likers don't exactly translate to buyers
The good content mix is what matters
The problem with vanity metrics

“I still believe video is still important, because there's a lot of people that are seeing that and consuming that video, and having a good content mix is important, even though it's not getting those vanity metrics of likes and comments that you're hoping for.” - Collin: Good content mix tramples vanity metrics, all-day

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#433 S2 Episode 302 - HANDLING ROB-jections: How To Constructively Handle Contradictions With Rob Napoli Sep 30, 2022

WHAT THE HELL DO WE DO WITH OBJECTIONS?

Instead of shrugging it off, it is best to dig in and learn why people contradict you because there’s a possibility that there is a problem with your message. This is what Rob explains in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Go find people who don't believe in what you're doing
Put your ego aside and listen to contradictions
An objection is an opportunity to keep going
Look for contradiction and ask why

“Look for [a] contradiction, or look for people who object to you a little bit and ask why, dig in, because that's how you're gonna go find product market fit. That's how you can better. Know if you're missing the market and the product. If you're missing your mark in the messaging, if you're missing your mark in the approach.”- Rob: Find contradiction and learn from it

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#432 S2 Episode 301 - DEEP IMPACT: Helping Prospects While Making A Lasting Impact Sep 29, 2022

THIS IS AN EPIC CALL BACK TO THE HEROICS OF HECTOR

Collin once shared a story about Hector the handyman, and how he stood out among all other options. In this episode, Collin shares another story about Hector as a great example of helping while making an impact. Learn more about Hector and many more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Follow through till the end
A callback to Hector the handyman
Helping before selling something
Be helpful while making an impact

“You should be shooting to try to give your prospects that sort of experience that they're not used to.” - Collin: How to help and make an impact

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#431 S2 Episode 300 - VANTAGE POINT: Clear View And Assessing If Being Used Or Taken Advantage Of Sep 28, 2022

HOW MUCH IS TOO MUCH?

There are times when people take advantage of the good things you do, and this is also common in sales. How would you know if your prospect is just using you? When will you say, “No more”? These are the questions that Aaron will be answering in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Some people take advantage of the ones who do good
Evaluate where you're spending your time
It's the long game, it's the risk we run

“I would say that typically, the more you give, the more likely you are to add value. People will eventually do something with you, whether that's at their current role or in a future role.” - Aaron: The balancing act of helping without being taken advantage of

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#430 S2 Episode 299 - IT’S TIME FOR QUALITY: Time Management And Emphasis On Quality As A Means Of Sales Improvement Sep 27, 2022

IF YOU MANAGE YOUR TIME WELL, YOU CAN DEFINITELY PERFORM AND SELL.

Today, we head back to Collin to discuss two things, managing your time well, and an emphasis on “Quality over Quantity”. Collin talks about how these two can make a difference and help you sell well. Don’t miss this opportunity, so tune in now to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Having your own playbook for yourself is helpful
Defining traits of being a “GOOD VS GREAT” salesperson
Manage your time efficiently and effectively
“Quality over Quantity” matters a lot

“There's definitely numbers part of it, but there's also an art to it as well, and being able to manage your time is one of the things that is extremely, extremely important.” - Collin: Manage your time efficiently

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#429 S2 Episode 298 - GOSPEL OF MATTHEW: Matthew Provins’ Playbook Of Failures And His Learnings Sep 26, 2022

IT PAYS TO LEARN FROM YOUR MISTAKES AND FROM OTHERS.

In this episode, Matthew shares his learnings from his first sales job and his journey from an SDR to a CEO. Matthew discusses how he built his playbook from his failures and how he used other people’s content as a source of knowledge. You can learn this too by tuning in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Learnings in his first job
Building a personal playbook
Learning from others

“There's an unlimited number of ways to do things, and I believe that for sure, but there's a limited number of ways to do things wrong, and so if you're able to start cutting out the ways you can do things wrong, it enables you to really figure out the path doing the right way and there's millions of different paths.” - Matthew on building his playbook about his failures

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#428 S2 Episode 297 - AM I READY? Knowing When A Founder Is Ready To Have A First Sales Hire Sep 25, 2022

IT TAKES TIME AND SOME CASH.

Josh explains when is the right time for a founder to have his first sales hire, or sales team for that matter. In his discussion, Josh emphasizes that a founder should spend time and of course, some cash to provide support for his new team. Tune in to learn more about this in the latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

When are founders ready to make sales hires
It takes a window of time to provide support
Sell your product or service using a format
Invest in tools for your sales team

“You need to have enough time in your schedule to be able to give them adequate support, and help and materials or leads or whatever you're going to do. So you have to have enough time for that. But you have to have enough business to support the rest of it. So it is kind of a window of time if you will.” - Josh: You need to invest time to provide support

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#427 S2 Episode 296 - EXPECTATION VS REALITY: Understanding That Sellers Have Different Skills On Channels Sep 24, 2022

PEOPLE ARE UNIQUE, THEY WILL ALWAYS DIFFER IN SKILLS.

Collin discusses the wrong expectations of people on sellers that they should be good in all selling channels. But you really don’t need that, you just have to hire someone who is as good as you on one channel, and you can get a better understanding of seller skillsets by tuning in to this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Not all sellers are equal
Sellers are not great on all channels
Find someone who can emulate your skill
Have realistic expectations

“I think it's a misconception that a lot of people expect sellers like to be great on all channels, you got to be good on social, you got to be good on email, and be creative and write good copy and be good on the phone, and manage your pipeline and your time and close deals. You know, it's a lot. Typically, I see sellers are much stronger on one channel, in most cases.” - Collin: Sellers have different strengths in channels

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#426 S2 Episode 295 - NAIL, SCALE, PREVAIL: The Right Mindset And Process For Transitioning Sep 23, 2022

NAIL IT BEFORE YOU SCALE IT!

This is Joe’s message to founders who are transitioning and looking to hire someone to take over. People get frustrated for not having the right process and mindset in transitions, and you can learn more of Joe’s thoughts in this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

What's frustrating in founder-led sales
Founders do so much
Nobody will care as much as you do unless it's their livelihood

“I think there are some important mindsets that a founder has to adopt when they start making this transition that set the success up for the entire team. But you've got to get it right, you got what I say “Nail it before you scale it” is it's really important that that happens.” - Joe on having the right mindset before transitioning

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#425 S2 Episode 294 - VIRTUAL TRANSFORMATION: The New Normal For Salespeople Sep 22, 2022

VIRTUAL SHIFT, CONTENT-LED GROWTH, DARK SOCIAL. WELCOME TO THE NEW NORMAL!

Collin talks about 3 things in this episode, 1.) How people coped with the shift to virtual selling, 2.) The stats he learned in embarking on content-led growth, and 3.) Dark facts about dark social. Tune in today and discover more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

The virtual shift in the pandemic
Selling in unfamiliar territory
Selling through content
Dark social is a real thing

“A big percentage of salespeople don't post content, and then the interesting thing is, there's even a large percentage of salespeople that post content that's not relevant at all.” - Collin with a dose of sales content statistics

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#424 S2 Episode 293 - KEEN EYE FOR BUSINESS: Bradley Keenan’s Journey From Enterprise Sales To Owning A Business Sep 21, 2022

YOU’LL NEVER KNOW THE DIFFERENCE UNLESS YOU STARTED DOING IT.

Bradley Keenan, Founder, and CEO of DSMN8, was used to being a high-performing salesperson, but later on, realized that starting a business would require him more than being good at sales. Tune in and learn more about Bradley and his transition to business in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Who is Bradley Keenan?
Being born a salesperson
Starting and selling his first company
Challenges as a seller and leader

“As you start to build a business, you realize that actually, the salesperson isn't the center of the company, and especially nowadays, if you haven't got a good product, then a salesperson can't sell a shitty product, because we've got G2 crowd, it's pretty easy to find out if something's good or not nowadays.” - Bradley’s realization after starting his own company

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#423 S2 Episode 292 - BRUTAL SOCIAL: Staying Positive In A Harshly Negative Social Environment Sep 20, 2022

WOAH! TAKE IT EASY! YOU DON’T HAVE TO BE SO HARSH.

In today’s episode, Collin talks to Rob about the negativity in social nowadays and the unspoken cancel culture that’s happening. Collin emphasizes that opinions can be shared in a positive way and you can find out more by tuning in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Going crazy over opinions
Getting out of context
Problematic nature of cancel culture
You don't have to agree all the time

“Be more positive, like, you can have a difference of opinion. You don't need to agree with everything, but sometimes, sometimes you're better off just saying nothing. Now, there are times where maybe you need to speak up and you feel that you need to say something, but there's a way to be respectful. Do it in a tactical way, where you're not looking like the asshole.” - Collin on difference of opinions

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#422 S2 Episode 291 - CHANGE, TRANSFORM, EVOLVE: Dealing With Negativity And Allowing Changes To Happen Sep 19, 2022

“NOTHING IS PERMANENT BUT CHANGE”

Rob shares his experience when he stepped away from LinkedIn due to a lot of negativity, how he got through it, and how to allow changes to happen. Join Rob once again in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

It all comes down to being human
You have to be ok with detractors
Rob's LinkedIn hiatus
Allow the change to happen

“Understand that where you fit in today may move, and you have to allow for that time to happen. Meaning you have to change your network, change your content, and it's okay. It's an evolution of you as a person, but it's not easy.”- Rob: Changes need to happen

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#421 S2 Episode 290 - BANG FOR YOUR BOCK: Aaron Bock And The Value Of Doing Good For Others Sep 18, 2022

“DO TO OTHERS WHAT YOU WANT OTHERS TO DO UNTO YOU”

Good karma also applies when you’re in business or sales in particular. Join Aaron Bock, Managing Director at Opkalla, as he shares his sales story, the birth of Opkalla, and why doing good for others will come back to you, only here in Sales Transformation.

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TRANSFORMING MOMENTS

Who is Aaron Bock?
The birth of Opkalla
Safe routing vs. risk-taking

“Good things happen to people who constantly do things for others, and I think that's the thing I've learned the most is just be patient, just keep doing what you can do for others, and good things will happen.” - Aaron: Do good for others, it will come back to you

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#420 S2 Episode 289 - AGAINST THE CURRENT: Why You Should Learn From Your Own Experience Sep 17, 2022

DO THIS, DO THAT, AVOID THIS, GO WITH THAT

A lot of people will tell you what to do with your business, but they don’t exactly know your own experience. Collin shares why every seller should know their sales cycle by experiencing it on their own. You can experience this insightful talk by tuning in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

What's an average sales cycle?
The time to build a relationship behind a sales process
Experience the sales cycle to know what works for you

“Who you're working with the size of the deals, the complexity, what industry you're in, what industry your prospects are in, there are so many variables, that you can't listen to all of the noise, and you've got to have your own experience and figure out what works for your, for your business” - Collin: Learning by experiencing

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#419 S2 Episode 288 - PROVIN’ THE WORLD WRONG: Matthew Provins’ 2-Year Journey From SDR To CEO Sep 16, 2022

ANYONE CAN BE SUCCESSFUL IF HE LOVES HIS WORK

As someone who worked from an SDR to Manager to CEO of Pause, Matthew Provins showed everyone that anyone who has a genuine passion for cold calling can get to the top of the tech space. Join Matthew and Collin in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Who is Matthew Provins?
The 2-year road to CEO in the tech space
The genuine joy of cold-calling

“I did my first cold call when I was 14 years old. I absolutely fell in love with it. I know that there are not a lot of people out there that genuinely enjoy cold calling. I'm one of those few who really enjoyed listening to people's stories and convincing them to vote for a person was awesome.” - Matthew on his love for cold calling

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#418 S2 Episode 287 - COLLIN LOVES COLD CALLIN’: Passion For Cold Calling And Value Of Listening Sep 15, 2022

COLLIN CAN’T HELP FALLIN’ IN LOVE WITH COLD CALLIN’

Collin shares his passion for cold calling with his latest guest, Matthew Provins. He talks about falling in love with cold calling and the value of actually listening to your prospect. Fall in love with cold calling too by tuning in to this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

Falling in love with cold-calling
The value of actually listening

“The people that actually do well in cold calling, or even sales in general, learn early on that listening, like actually listening, not listening and like thinking about what you're gonna say next, but like actually listening, asking good questions is how you can actually be successful.” - Collin on actually listening in a call

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#417 S2 Episode 286 - ATTACK OF THE CLONES: Figuring Out How To Clone One’s Self In Building Teams Sep 14, 2022

TO CLONE OR NOT TO CLONE?

Founders can be confused about what cloning of one’s self to build their sales teams really means. Josh clarifies that and gives his pointers on how it’s done effectively, only here in the latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Who is Joshua Hirsch?
The misconception of cloning one's self
Clone the information, not the person

“What they should be trying to do is clone the information that they understand. That's the biggest, the easiest. That's why Joe talks about sales operating systems is all the information being there. They can then go to the market and have the answers and feel comfortable with responses and not having to go back and forth to the stakeholder repeatedly.”- Josh on how cloning should be done

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#416 S2 Episode 285 - WHOAH, NOT SO FAST! Hiring Too Early And Hastily Buying Technology Sep 13, 2022

TOO FAST, TOO FURIOUS, SLOW DOWN MY FRIEND.

Many founders make the mistake of getting their first sales hire or buying technology for their teams too early. In this episode, Collin explains why we should not be making such hasty decisions.

Learn more about this by tuning in to this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Why you should not hire too early
You should invest in tech stack too
Things to nail first before buying tech

“People get confused thinking that technology is going to solve their problem. It's like, technology is great, but if you haven't nailed your targeting, you haven't nailed your messaging. You can buy all the technology you want, you're just going to be doing what's not working at scale.” - Collin on hastily buying technology without the legwork

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#415 S2 Episode 284 - YOU BETTA’ GROW WITH METAGROWTH: Learning To Clone Yourself To Create A Great Sales Team Sep 12, 2022

EVERYTHING NEEDS TO HAVE A SYSTEM

Sales Transformation brings double trouble as MetaGrowth co-founders, Joe Arioto and Josh Hirsch, join Collin in this special series called Founder-Led Sales. We will be starting off with Joe as he introduces us to what MetaGrowth does and how it helps founders build their sales teams. Tune in to find out more in this episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Who is Joe Arioto?
What does MetaGrowth do?
Helping founders in building sales teams
You need to have a sales operating system

“You have to have what we call a sales operating system. If you have a sales operating system, you can clone yourself, you can create a great sales team. Without that, you have all kinds of difficulties and challenges.” - Joe on having a well designed sales operating system

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#414 S2 Episode 283 - JUST DO IT: Creating And Managing Content, Done Easy With Rob Napoli Sep 11, 2022

“DON’T THINK, JUST DO” - Maverick

Many people overthink what content to create or how to consistently create it, but Rob has a very simple piece of advice, do what you always do, it's just a matter of turning it into usable content.

Learn the steps of creating usable content with Rob in this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Build a value-added network
Start engaging in the platform
Talk about things that matter to you
Never talk bigger than what you are

“I know it sounds kind of like really negative, but it comes down to people want to see you win, and they like to see you succeed when they see the true journey, but people don't want to see you succeed when you try to talk bigger than you are.” - Rob’s advice: Don’t be a big talker

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#413 S2 Episode 282 - CHANGING UP A BIT: Changing Networks And How Your Approach Matters Sep 10, 2022

NOTHING’S PERMANENT BUT CHANGE.

Like individuals, networks can change too, and it is up to you whether you keep it or cut off some of it. Collin shares why there is a necessity of pruning your network to stay fit with your brand, and why your approach in branding matters. All of these, are only here in the latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

There will be people who are not into it
The necessity of pruning your network
It all ties to your brand
Your approach matters

“You often think like, man, that person actually might be a really good dude, and we maybe could have done business together, but because of the approach, because of the first impression, that chances like basically gone out the window, because you've basically burned the bridge before you even built it.”- Collin on how your approach affects your connection

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#412 S2 Episode 281 - BEAR NECESSITIES OF BRANDING: Rob Napoli On Building And Fixing Brands For Companies And Employees Alike Sep 09, 2022

EXERCISE YOUR FREEDOM TO HAVE YOUR OWN BRAND.

Rob Napoli, the host of The Bear Necessities of Entrepreneurship, discovered how building or fixing brands can be a good business to leverage, and so he went on a quest to help companies and individuals to do so.

Tune in today as this beast in branding and entrepreneurship shares his experience in this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Helping a company with its brand
Fixing the market segmentation and customer
Executing the influencer model
Discovering the opportunity in doing business with branding

“Founders and companies need to allow their employees to have their own personal brand and leverage that personal brand to scale.”

- Rob Napoli on employee freedom for branding

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#411 S2 Episode 280 - POWER ME UP! Empowering Your People’s Own Brand By Building A Value-Added Network Sep 08, 2022

ONE OF THE BIGGEST MISTAKES BY COMPANIES: NOT SUPPORTING THEIR PEOPLE’S OWN BRAND.

Collin shares why companies should empower their people’s own brand and how it can help in building the company’s brand as well. Together with Rob Napoli, Collin will also be tapping into the power of building a value-added network. So tune in now in this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Empower the branding of your people
Startups are more open to people branding
Build a value-added network

“I'm blown away when companies don't support people on their team to create content or invest in their personal brand, because, this is not 2000 like, people want to follow people not empty brands, and your company brand now is essentially the people, the people on your team's brand. That's what it is.”- Collin Mitchell on the need to empower people’s own brand

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#410 S2 Episode 279 - LET ME GET BACK TO YOU: Learning To Admit That “You Don’t Know” To Build Trust From Prospects Sep 07, 2022

IT’S OK, YOU CAN SAY “I DON’T KNOW”

Greg shares another unique method of communicating with prospects in this episode. Greg highlights his technique by saying you don’t know while building trust as the process goes by.

What else? I don’t know, tune in to find out in this latest episode of Sales Transformation!

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EPISODE HIGHLIGHTS

Abstrakt solutions to sales conversations
The real-time call coaching feature
When you don't have the answer, just say "I don’t know"

“I've intentionally thrown in an ‘I don't know’, even when I know the answer. Because to your point, it allowed me to build trust, and in some situations, you can feel like, ‘Oh, this person doesn't trust me at all.’”- Greg Reffner on using “I don’t know” like a charm

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#409 S2 Episode 278 - THE SOUND OF SILENCE: The Power Of Shutting Up And Listening Intently Sep 06, 2022

IT PAYS OFF TO JUST SHUT UP.

Collin unpacks the wonders of shutting up and listening intently in the whole sales process as he digs this deep with Greg in today’s episode.

So tune in, keep your mouth shut, and learn more, in this latest edition of Sales Transformation.

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EPISODE HIGHLIGHTS

Using pauses in the entire sales process
The power of the mute button
The psychology of shutting up
People want to be heard, so listen intently

“People want to be heard, and they want to feel understood. So, make sure that you're not intentionally just not talking but you're intently listening, and depending on what you say next, or what question you might tee up next, should be pretty solid, based on the information that you have received up to that point.”- Collin Mitchell on listening intently while on mute

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#408 S2 Episode 277 - I’M JUST A GREG-ular GUY: How Greg Reffner Got Into Sales And Why He Loves It Sep 05, 2022

TURN YOUR WEAK POINT INTO YOUR WEAPON.

What will an introvert do to be able to sell without the need of talking a lot? Simple, he makes the prospect talk. This is how Greg Reffner, CEO, and Founder of Abstrakt, learned how to communicate with prospects with limited talk time.

Learn more about Greg and why he loves being in sales here in this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Let's meet Greg Reffner on Founder-Led Sales!
How Greg eventually got into sales
Why Greg loves being in sales

“You mentioned, salespeople love to talk. I'm not a big talker, actually, I’m a huge introvert, most people that know me know that I would prefer kind of being alone with a book, you know, with my close friends, and what I love about being an SDR is that if I could ask the right questions, I could actually get other people to do more talking than I had to do.” - Greg Reffner

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#407 S2 Episode 276 - STOP, LOOK, AND LISTEN! Less Talk, Less Mistakes, Listen More, Connect More Sep 04, 2022

WANNA AVOID MAKING MISTAKES? THEN STOP TALKING AND LISTEN MORE!

A lot of people make mistakes in conversations because they talk too much, and fail to allow the prospects to share their valuable information. Join Collin today as he breaks down why people should listen more to connect more, only here in Sales Transformation.

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EPISODE HIGHLIGHTS

People make mistakes because they talk too much
Turning the game around by asking the right questions
Listen more, learn more, connect more

“If you actually are listening, you'll actually learn a lot more. You're in your case, like, you know, allowing your prospect to speak more, where a lot of people would naturally just feel like they need to say something to fill that space, or to respond” - Collin Mitchell

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#406 S2 Episode 275 - IT’S TIME TO TURN THE TIDES: Learning To Connect With Questions Over Brochures Sep 03, 2022

THROW THE BROCHURE, YOU’LL NOT GONNA NEED THAT ANYMORE!

Eric is back and in this highlight, he shares how he was able to shift from a quantity to a quality mindset, and why it is important to figure out your prospect’s goals before even selling to them.

Tune in and learn more with Eric and Collin in this edition of Sales Transformation.

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EPISODE HIGHLIGHTS

Spend more time with fewer people
How to shift your selling process
The five magic questions to learn about your prospect
Figure out your prospect's goal

“They need to understand what your company or your product can do for them. How can you help them achieve a specific goal that they have? And if we don't know what goal they have, we don't know what they value, and if we don't know what they value, we can't be valuable to them.” - Eric Konovalov

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

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#405 S2 Episode 274 - B.R.A.N.D. - Build Relationships with Authenticity and No Deception Sep 02, 2022

BELIEVE IN WHO YOU ARE.

Many sellers make personal branding complicated by thinking it has to be created.

However, Collin wants to emphasize that your personal brand doesn’t have to be created because it’s who you are, and you will learn why in this episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Your personal brand is born not made
Show up as your real self and connect to aligned people
Consistency is always the key

“Here's one thing about that personal brand, if you're a salesperson, create your brand, you know, actually it's yes, create your brand, but your brand is not something you need to create, your brand is who you are.” - Collin Mitchell

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

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#404 S2 Episode 273 - PARADIGM SHIFT: Shifting Cold Calls From Quantity To Quality Sep 01, 2022

LESS IS MORE. AGAIN. LESS IS MORE.

It’s another transforming series of highlights as we show off some wisdom from Eric Konovalov, Executive Leadership Coach, and B2B Sales Trainer at The Goal Guide. Eric shares his life-changing opportunity in a Dale Carnegie course where he learned to shift from quantity to quality cold calls.

Learn more about how Eric transformed his way of selling here in Sales Transformation.

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EPISODE HIGHLIGHTS

Time management in Military vs. Sales
The difference in selling, then and now
The life-changing course
The shift from quantity to quality

“Where it shifted was I do a ton of research, I want to understand who I want to go after before I go after them. Even when I'm cold calling, I'd rather I changed it from quantity to quality of cold calls.” - Eric Konovalov

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

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#403 S2 Episode 272 - TRUE LOVE’S K.I.S.S. - Keeping It Short and Simple with Collin Aug 31, 2022

STOP RUINING LINKEDIN!

Many sellers forget that they went to LinkedIn to connect with their prospects and show value, not to bug them with long messages or stress them out with meeting and calendar links. This is what Collin points out with full force and you gotta find out why only here in Sales Transformation.

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EPISODE HIGHLIGHTS

Keep It Short and Simple
Don't push for a meeting on your DMs
Add thoughts to your comments

“Buyers are smarter today, that stuff doesn't work, be very relevant, keep it short, keep it sweet, even be clear on what your intention is, or offer something of value before you ask for their time, then when they raise their hand, you can send a link or schedule a meeting or send them the resource.” - Collin Mitchell

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

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

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#402 S2 Episode 271 - STRENGTH IN NUMBERS: Math Of Sales 101 With Ryan Reisert Aug 30, 2022

SALES IS NOT JUST AN ART, OR SCIENCE, IT ALSO HAS SOME MATH IN IT!

Ryan Reisert is back to talk about what he does best, the Math of Sales. Tune in to Ryan as he shares with Collin what the Math of Sales is, and a little demonstration using his own sales numbers, all these only here in Sales Transformation.

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EPISODE HIGHLIGHTS

Discussing the “Math of Sales”
Ryan discusses his own numbers
What to look at in the campaign creation process

“Every time I have an offer, that offer needs to go back to who cares about this? What is it that they care about from a targeted message? What is it that we're actually offering you, and how to articulate that via the channel? What channel should I be using to send this information? Is it phone, email, ads, events, whatever, and then finally, timing.” - Ryan Reisert

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#401 S2 Episode 270 - NEXT: The Mindset Of Always Moving Forward To The Next Call Aug 29, 2022

THE PAST IS HISTORY, AND SO ARE YOUR PREVIOUS CALLS.

Collin shares in this episode that some people have difficulties moving on to the next call. Is it really a big deal?

Tune in and learn about the mindset needed to be able to brush off your last call, and get to the next, only here in Sales Transformation.

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EPISODE HIGHLIGHTS

Getting into the mindset of making the calls
Difficulties in setting aside others to get on the call

“There's a big piece of mindset and a lot of people have a hard time setting their last call aside to get into the next call.” - Collin Mitchell

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#400 S2 Episode 269 - FEAR NOT, WE’RE ALWAYS HOT: Collin Shares Why Salespeople Should Not Worry Too Much Aug 28, 2022

WHAT LAYOFF?

Many salespeople, like other workers, fear being laid off. But fear not as Collin shares some encouragement, clarifying why salespeople are still sought after and that there will always be opportunities for them.

Learn more here in this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Companies will always need salespeople
Why salespeople should not worry about layoffs

“Regardless of what they're doing today, if they lost it or the company folded, they could get a job and get right back to where they were selling something else.” - Collin Mitchell

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#399 S2 Episode 268 - DO IT LIVE! Ryan Reisert’s Approach To Motivating Cold Callers Aug 27, 2022

“DO IT LIVE!”

This is one of Ryan Reisert’s famous lines in his own podcast, Outbound Sales No Fluff. Ryan is one of the most active live cold call performers on social platforms today and he explains why he wants to motivate people this way.

Check out Ryan in this latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Be transparent on what works, and what doesn't
Doing live calls to motivate others to do calls

“If I can motivate just one more salesperson to get out there and they want more call and their results and one more sale like that's a good thing for our economy right now” - Ryan Reisert

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S2 Episode 267 - The Power Of Storytelling While Done Easy And Sexy Aug 26, 2022

ONCE UPON A TIME…

Storytelling in selling is something that a lot of sellers won’t take seriously as they either think they are not cut for it or they think it’s a waste of time. What they don’t realize is that storytelling is a very powerful tool to build up a relationship with your prospect toward the selling part of the conversation.

Tune in to the full interview of Ravi Rajani and discover the power of storytelling and you can make it sexy and effective, only here in Sales Transformation.

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EPISODE HIGHLIGHTS

IT’S STORY TIME! Discovering The Selling Power Of Storytelling
WRAP IT UP! Developing A Relevant Story For The Prospect
EASY-PEASY! How To Deliver A Quick And Impactful Story
STORYTELLING FOR VIRTUAL SELLING: How To Effectively Deliver A Story In A Virtual Selling Set-Up
TREAD WITH CAUTION: Avoid Saying The Wrong Thing To The Right Person

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#397 S2 Episode 266 - TREAD WITH CAUTION: Avoid Saying The Wrong Thing To The Right Person Aug 25, 2022

WATCH OUT ON YOUR WAY!

Like any other conversation, you have to be careful with what you say or ask when storytelling, especially when you are asking about something to relate with the prospect.

Tune in now and learn more about this in Ravi and Collin’s conversation, only here in the latest episode of Sales Transformation.

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EPISODE HIGHLIGHTS

Collin - Be careful with what you assume

“I guess they could go either way, so be careful. Be careful with what you assume, in how you ask the question, to tee them up to tell you a story.”

Ravi - Be mindful with your questions

“Be very, very mindful of what you're asking, and in that case, I couldn't say the wrong thing to the right person.”

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#396 S2 Episode 265 - STORYTELLING FOR VIRTUAL SELLING: How To Effectively Deliver A Story In A Virtual Selling Set-Up Aug 24, 2022

LOOK AT ME NOW!

The beauty of a story is nothing if you fail to do proper eye contact, whether it’s face-to-face or virtually.

Ravi will be giving us tips on how to properly deliver a good story virtually for more effective storytelling, especially in this virtual selling age.

Tune in to learn these tips here in the latest episode of Sales Transformation!

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EPISODE HIGHLIGHTS

Look down the lens of your camera

“Here's what I want you to do people, I want you to look down the lens of the camera, and think of it as the eyes of your best friend.”

It's weird, but get used to it!

“The demeanor in the emotion that you put into what you're saying matters a lot, and it is weird looking at the camera lens, but look, this is the way that we're doing business.”

Always ask an open-ended question

“That immediately starts to build a connection so something small that you can do is ask an open-ended question.”

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

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#395 S2 Episode 264 - EASY-PEASY! How To Deliver A Quick And Impactful Story Aug 23, 2022

WHY MAKE IT SO COMPLICATED?

A lot of sellers do not engage in storytelling because they think it complicates things when it is not.

Ravi is back to talk about how you can create an impactful story with a 10-day 60-second video challenge using the PSA method. Discover how you can do this in 4 easy steps only here in the latest episode of Sales Transformation!

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EPISODE HIGHLIGHTS

Why reps don't apply storytelling

“The first one is a belief that you're not an innate storyteller. There's this belief that it's not a skillset or a muscle that can be worked on. You're either born with it, or you're not, and I don't believe it. My opinion, that's not the truth. I believe it's something you can obtain.”

Try the PSA method

“You've got to use a specific method, and this method is called the PSA method to share the story. And now a great dude called Victor Antonio calls this the SPAR framework and different people call it the P framework. Whatever it is, but I believe in it as a PSA method, point, story, audience impact.”

4 easy-peasy steps of storytelling

“You're going to give the context, the conflict, the turning point, and the transformation, and then you're gonna head to why this is important to the individual watching this video today.”

Less is more

“It's about plucking the moral of the story from that and aligning it with a million dollar problem.”

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#394 S2 Episode 263 - WRAP IT UP! Developing A Relevant Story For The Prospect Aug 22, 2022

STORIES ARE MEANT TO RELATE.

Ravi is back to talk about the ins and outs of storytelling.

In this episode, Ravi and Collin will discuss the need to wrap your story around the prospect’s problem and ensure that it’s the right story for the client.

Start telling amazing stories with what you’ll learn in this latest edition of Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

Wrap your story around the million-dollar problem
Focus on your delivery and description
Case studies vs. success stories
Pick the right story for the prospect

QUOTES

Ravi - Wrap it up with relevance:

“Wrapping your story around how you've served somebody with a similar DNA, who's gone from pain to glory, and alleviated that problem is huge.”

Ravi - Delivery makes the difference:

“You really got to think about the delivery because that's one really, really good way to separate you.”

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

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#393 S2 Episode 262 - IT’S STORY TIME! Discovering The Selling Power Of Storytelling With Ravi Rajani Aug 21, 2022

DITCH THE FEATURE SELLING AND START STORYTELLING.

Many sellers are too focused on the features, the benefits, and the scripts are getting too boring. It’s time for some storytelling to get the message across.

Ravi, Founder of Ravi Rajani Consulting is here to discuss the power of storytelling and how it can be a game changer for you, listen up only here in Sales Transformation.

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HIGHLIGHTS

Build relationships with stories
Becoming a storyteller
You shouldn't make up stories
Find the million dollar problem
It's all about the delivery
Wrap your story on the prospect's problem

QUOTES

Collin - Don’t sell, there are stories to tell:

“Ditch feature selling and start storytelling so they can increase their ACV, reduce their sales cycle and win relationships for life.”

Ravi - Shut up if you’re just making it up:

“You're not going to have a conviction in what you're saying. It's just not ethically moral.”

Ravi - It’s all about the delivery of the story:

“A lot of people feel like their stories are boring when actually it's just framing and the way they describe it, and the way that they share the story. That's a game changer.”

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#392 S2 Episode 261 - IT’S THE FINAL MARC: Marc Nudelberg’s Top 3 Tips To Effective Selling Aug 20, 2022

BE DIFFERENT. CARE ABOUT OTHERS. SPEND TIME RESEARCHING.

These are Marc’s last pieces of advice for all the Sales Transformers. In the art of selling, it is very important to apply these 3 pieces of advice to heart.

Tune in to this final cut with Marc Nudelberg and learn more about this advice, only here in Sales Transformation!

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HIGHLIGHTS

Invest daily, work daily
Don't stop investing time until it's payday
Marc's final advice

QUOTES

Collin - Emphasis on consistency:

“The biggest part of your process, especially for social media, is got to be consistency. Because if you show up every day for three or four weeks, and then you go on hiatus for two or four weeks, you're back at zero. You're starting all over.”

Marc - Stop your work, everything else stops too:

“As soon as you stop putting into the process, I guarantee that your pipeline dries up, and there go all of your revenue.”

Marc - Final advice to everyone:

“Just show up different guys. Show up different. Make it about other people. Don't make it about yourself and spend time doing research.”

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#391 S2 Episode 260 - STEP IT UP! Using Step-by-step Processes In Social Media Marketing Aug 19, 2022

THERE’S A PROCESS IN EVERYTHING.

Selling, marketing, social media usage, everything can be developed with a process. In fact, Marc and his dad have a course that shows how to apply a process on LinkedIn.

Find out more about this and other insights from Marc and Collin, in this episode of Sales Transformation!

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HIGHLIGHTS

Creating a process for using your platforms
There are no more boundaries
Show up differently in all your channels
Have a process for everything

QUOTES

Marc - LinkedIn like a pro:

“We teach a course called LinkedIn Like A Pro, that for those of you who don't have a process, that will give you a process. We've created the rules of engagement within this platform to create relationships.”

Collin - Why people fail in using platforms correctly:

“A lot of people, they have been given the benefit of the doubt. They're doing things that way because they don't know any better, or they've been taught incorrectly.”

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#390 S2 Episode 259 - MY KIND OF DAILY GRIND: Build Your Social Profile And Presence With Consistency Aug 18, 2022

CONSISTENCY IS NOT JUST THE KEY, IT’S A LIFE-LONG WORK.

Many people have goals but failed to reach them because they give up when there’s no result in a given time. Well, that sucks!

Marc schools us today about working on your presence in social media with consistency. Together with Collin, they will be talking about how social media helps in growing your reach, and why you should not give up so easily. Listen up and level up in this latest outing of Sales Transformation!

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HIGHLIGHTS

Sales is a 2-way street
Who you are matters
Stay on top of mind with social media
You gotta put in the work

QUOTES

Marc - You matter above everything else:

“Who you are matters, not your company, not your job, marketing yourself, what are the things that are unique to you that make you who you are.”

Marc - Stay top of mind with social media presence:

“I could care less about whether or not somebody likes comments or shares, my posts, all I care about is that they saw it because if they read my name and saw my face, that means I'm staying top of mind for them.”

Marc - Consistently put in the work:

“You got to invest in it daily. Put something into it daily, so that at the end of your career, you know you've got something to fall back on.”

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#389 S2 Episode 258 - WALK THE TALK: Practice What You Preach As A Coach On The Frontlines Aug 17, 2022

GET OFF THE DAMN CHAIR AND GET OUT THERE!

The problem with many coaches is they only share by books or by theory but lack actual experience or practice of what they preach.

Marc shares with Collin how he and his father practice what they preach, by doing the sales process themselves and sharing the experience with their clients.

So tune in today and get a dose of Marc’s preaching here in the latest episode of Sales Transformation.

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HIGHLIGHTS

Practicing what he preaches
Being a coach on the frontlines
Content creation as part of the sales process

QUOTES

Marc - How he practices what he preaches:

“I'm coaching, and training organizations and individuals, I'm also responsible for filling my own pipeline, and qualifying new, new, you know, new prospects and moving them through our own sales process.”

Marc - The advantage of being a coach on the frontlines:

“Both my dad and myself, because we're constantly out there doing it ourselves, we're able to see what's happening in the environment, and we adapt our own teachings, we continue to evolve with what's happening.”

Collin - Content creation within the sales process:

“Creating content is part of the sales process. It's your brand it’s so important, you said it yourself, people do business with people that they like and trust, and putting out content is the easiest way to do that.”

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#388 S2 Episode 257 - EPIC FAIL, ZERO SALE: Why Sellers Often Miss The Mark Aug 16, 2022

OOPS, YOU MISSED THE MARC!

Sellers often take inbound responses as go signals to jump into pitching rather than starting a conversation to connect with their prospects, leading to an epic fail, with no sale.

Tune in as Marc and Collin break down why sellers miss their targets and why they should always lead with value in this latest episode of Sales Transformation.

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HIGHLIGHTS

The awful missed of most reps
Figure out what made your prospect connect
Lead with value, convert it to a conversation

QUOTES

Collin - Missing the opportunity to lead with value:

“The miss is not leading with value, wanting to help to want to serve, taking the time to see what it is that you even gave a sh*t about before trying to go for the conversation.”

Marc - Convert it to a conversation, not a sale:

“I showed up on an inbound leads list, all you have to do is convert it to a conversation, but because you don't understand how to lead with value, you miss them immediately.”

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#387 S2 Episode 256 - MOVE ALONG: Focusing More Of Your Time To Less People Aug 15, 2022

YOU GOTTA LET GO IF YOU’RE NOT GOING ANYWHERE.

Collin quotes his friend Ian Koniak’s biggest secret is “spending more time with less people” and it definitely makes sense.

In this episode, Collin and Marc will talk about ensuring quality over quantity, making sure you only spend time with prospects who like you, and stop chasing a lead that will never be yours. Let’s unpack this together only here, in Sales Transformation.

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HIGHLIGHTS

What it takes to land the next client
Earn the right to talk business, then be an expert about it
If they don't like you, move on

QUOTES

Collin - What’s next after building trust:

“Let's say interacting with somebody that you know, like and trust is the first step. Next, you got to have some skills, some problem-solving skills, to be able to actually land your next client.”

Marc - Be an expert in your field:

“You need to be an expert, you need to understand not only what you represent and the value that you have, but you need to understand the market that you live in.”

Marc - If they don’t like you, you’re not going anywhere:

“Not all prospects are created equal, and let me give you a big heads up right now. If a prospect doesn't like you, the chances of them doing business with you are absolutely zero.”

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#386 S2 Episode 255 - I TRUST IN YOU: Building The Foundation Of Knowing, Liking, And Trusting Aug 14, 2022

KNOWING. LIKING. TRUSTING.

Sometimes we focus too much on the profile but forget about what’s important, which is the prospect’s point of view. Letting the prospect know about you, if they would like and trust you, is equally as important as you get to know them.

Don’t miss this very insightful round with Marc as he and Collin unpack more about building trust here in the latest episode of Sales Transformation!

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HIGHLIGHTS

Control the outcome? NOPE
Control the activities? YEP
Show up differently to succeed
Find what they care about and use it
The process works, TRUST IT
Liking and trusting first, before anything else

QUOTES

Marc - There’s no controlling of the outcome:

“Here's what I know from coaching, here's what I know from being successful in sports, here's what I know from having success in sales is that you can never control the outcome.”

Marc - Take control of getting attention:

“What you can control are the activities, and so as a sales professional, I know the one thing that I need to own across the board in order to be successful, is attention.”

Marc - Find out something your prospect cares about:

“I'm going to find something that I know means something to them. And that's the first thing I'm talking about with them before I go anywhere else is that thing that I noted matters to them, and is about them.”

Collin - Process brings more positive outcomes:

“If you have that process and that discipline to consistently do it, you're going to get more yeses, more wins, more positive replies than if you're not.”

Marc - Make the prospect like and trust you:

“I want to work with somebody that I know, like, and trust. So how can you build that foundation of knowing, liking, and trusting in the very first interaction that you have with the prospect.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#385 S2 Episode 254 - MARC HITS THE MARK: Success Through Utilization Of Other Channels With Marc Nudelberg Aug 13, 2022

WHAT DO YOU MEAN YOU NEVER MADE A COLD CALL?

Sounds ridiculous but Marc Nudelberg had tremendous success in sales without making a single cold call. Marc, currently the president of On The Ball Ventures, shares his story with Collin on how he had success by focusing on other platforms in selling aside from cold calling.

Tune in and learn more about how Marc hit the mark only here in Sales Transformation!

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HIGHLIGHTS

Introducing Marc Nudelberg
From team coaching to sales coaching
It's about the process
Quality and action drive numbers

QUOTES

Collin - There is no single standard in sales:

“What I think is so great about sales are some core values and things that you do, but your methods and your outreach and how you do it can be different. There is no one size fits all.”

Marc - You need to have a process:

“The thing that came out of coaching to me was the process, what I realized is that most people around me in the sales world really didn't have a process.”

Marc - The numbers game is also a quality and action game:

“No matter what kind of outreach you're trying to do, it's still a numbers game, but those numbers depend on how much quality and action you put into those things.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#384 S2 Episode 253 - I LONG FOR YOUR CARE: How Sellers Can Care More And BS Less Aug 12, 2022

PEOPLE CAN SMELL BS FROM A MILE AWAY.

Larry and Collin will be talking about showing genuine care for customers. How do you show people you are thinking about what’s in it for them? How do you invest in relationships? How do you show you really care?

Find the answers by jumping in on this latest episode of Sales Transformation!

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HIGHLIGHTS

Show genuine care for others
Ask yourself what's in it for the other person
Listen more, talk less
Never skip the small details
Do more with less people

QUOTES

Larry - Be genuine because people can smell BS:

“People, they can smell BS a mile away. I hate to break it to you, but they can tell if you're genuine or not.”

Larry - What it means to really care about others:

“What's in it for the other person? If you are truly genuine, it shines through and I just encourage everyone to really care about people. When you care about people. You're curious. You ask questions, you work on nurturing the relationship.”

Collin - Thinking about how you can take care of people:

“How do I care more? How do I invest in relationships? Do things for your prospects, do things for your customers, without expecting anything in return.”

Collin - How to show others you really care:

“It's the people that are doing less of the talking, asking more questions, and doing more listening, and sometimes just the small thing of really listening shows how much you care.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#383 S2 Episode 252 - I CAME IN LIKE A WRECKING BALL: Shattering Knowledge Barriers And Growing By Breaking Norms Aug 11, 2022

IF IT AIN’T BROKE, BREAK IT!

Many people believe that you should not be fixing what is not broken. It’s true, but Larry delivers it with a twist, saying we should break it, and grow with it.

Join Collin and Larry today as they talk about doing your part to constantly learn new things and be disruptive in your journey to true growth. Let’s all get hyped up in this latest Episode of Sales Transformation!

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HIGHLIGHTS

Avoid being a know-it-all
Do your part to up your game
Take ownership of your business
If it's not broken, break it

QUOTES

Collin - The problem with know-it-alls:

“I think a common mistake of a lot of salespeople, especially ones that been around a while, is thinking they know it all, not remaining teachable, not being open-minded enough to think that somebody might be able to teach them something.”

Collin - Go out and get your resources:

“If you're not getting the support inside your organization to up your game, then you are responsible for your own success. Go out and get it.”

Larry - Don’t just sit there, move and own it:

“If you sit back and wait for someone else to invest in your business. For me, it's Larry long Jr. Incorporated. I run my business I might get a paycheck from my company. But I run my business I take control of the outcome I take ownership of it.”

Larry - Grow by breaking things up:

“If it ain't broke, break it. I love it, break it up, shake it up, flip it upside down. Sure you better break it because that's where you grow.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#382 S2 Episode 251 - MORE THAN WORDS: Take Action, Take Control, Take It All Home! Aug 10, 2022

TALK, TALK, ALL TALK, AND TALK SOME MORE.

We keep talking about what we think but forget to ask, forget to listen, forget to take action, forget to take control.

Join Larry and Collin as they talk about asking and listening, taking action and control, and the 5 pillars of leveling up your game. Tune in now and get hyped with Larry in this latest episode of Sales Transformation!

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HIGHLIGHTS

WIIFM - What's in it for me
Why you should take action
You have to care
The 5 pillars of leveling up your game

QUOTES

Collin - Ask the right questions to find out the pain points:

“And the thing is, you have to be good at asking the right questions, you talked about asking the right questions to help, because sometimes the pain is there, and they don't even know it.”

Larry - Action speaks louder than words:

“Do you care about that person on the other side, and not just care? Like, oh, yeah, I care about him. Care about him through your actions. Your actions speak so loud, I can't hear what you're saying.”

Larry - Take full control:

“That's a quote from Jim Rohn. Either you run their day, or your day will run you.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#381 S2 Episode 250 - A LONG AND WINDING ROAD: Larry Long Jr. On His Story Of Defeat That Sold With Wonders Aug 09, 2022

It’s a LONG and winding road to success.

This week’s edition of Sales Transformation brings you Larry Long Jr., the CEO (Chief Energy Officer) & Keynote Speaker/Emcee of LLJR Enterprises. Larry is just like any other guy, who had a taste of failure, but stood up and carried on. The difference between him and others who shared the same fate is that Larry used his story to sell and educate small businesses and help them avoid what he’s been through.

Tune in and learn about this amazing journey with Larry and Collin here in Sales Transformation!

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HIGHLIGHTS

Help those who've been in the same shoes
The art of story selling
Be a sales doctor
The intensity needed for people to change

QUOTES

Larry - Always think about the small businesses you can help:

“When I worked for the accounting software company, I wasn't motivated by helping accountants per se, I wanted to help them, but most importantly, I wanted to help the small business owners that they supported that were in the shoes that I was once in.”

Larry - Story selling is powerful and connects with wonders:

“Story selling, it's so important. What's your story? People can refute anything that you say, but my story is my story. My business failed because my partner and I did not understand our numbers.”

Collin - Recognize the pain, take action, start changing:

“The pain exists, but people don't like change. The pain has got to be great enough for them to be willing to go through the change.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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S2 Episode 249 - Learn What It Means To F@#K Up, Learn, And Evolve Aug 08, 2022

Welcome to another week in Sales Transformation!

And what better way to start the week than by dropping a special episode about last week's series?

If you missed some of the episodes in last week's series, where we got some business lovin' with Donnie Boivin, then enjoy listening to this full-length interview with Donnie.

Have fun and enjoy learning in this special episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

NOBODY TAUGHT ME THAT! Learning How To Do A Business The Hard Way
OH BABY, BABY! How To Raise And Grow Your Business With A CEO Mindset
GO.GROW.GLOW. Founder-Led Sales, Networking, and Business Transformation
F’D 2 F’D: A Book For Learning From Donnie’s F@#K Ups
IT’S A VICIOUS CYCLE: Don’t Be Fake, Man Up And Own It, Use It
I WANT TO BREAK FREE! Break Free From The Cycle And Evolve Your Way To Success

QUOTES

Donnie’s hard realization in business:

“Let me tell you, building a company kicked the sh*t out of me, and I realized that nobody was actually out there teaching people how to build businesses.”

Donnie on having a CEO mindset:

“I tell most people, the first thing I had to do was mentally become a CEO man, because I spent my life being an employee, and if you think like an employee building a business, you're toast.”

Collin on sales survival through feedback:

“You got to get sales to survive, but it's also not 100% about getting customers. It's also about getting good feedback.”

What Donnie’s book is all about:

“I wrote it 100% to teach people, all this sh*t I f@#$!d up. All the things that I broke, all the things I did in there is even a tough conversation with my wife of when we almost lost our entire farm and everything we owned because I didn't know how to build a business.”

The cycle of mistakes and learning - Donnie:

“What's awesome about it is everything you f@#k up, is going to be something you're going to use later in life.”

Donnie shares who is likely to succeed:

“Success is found by the person that gets to those hard times and starts applying what they learned from those hard times, and evolving.”

Buy 10 copies of “F*cked to Focused” and DM or email Donnie at donnie@donnieboivin.com and 1 hour of exclusive coaching session FOR FREE!

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

First 10 people to DM Collin about this episode will get a copy of “F*cked to Focused” FOR FREE!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#379 S2 Episode 248 - I WANT TO BREAK FREE! Break Free From The Cycle And Evolve Your Way To Success Aug 07, 2022

It’s the final cut with business lovin’ with Donnie Boivin, and we are about to get some good stuff!

Donnie shares his final thoughts with Collin about the need to not only learn from your mistakes but actually evolve from that person who failed because evolving is the key to success.

Make sure to stay tuned until the end because Donnie and Collin are going crazy with their offers to our listeners!

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HIGHLIGHTS

Break the cycle! Evolve!
Success is for those f@#$!d, then focused
Donnie's Offer: Buy 10 books, Get 1 hour!
Collin's Offer: First 10 DMs, Free Book!

QUOTES

Donnie on evolving from your mistakes:

“When you take that step forward, you got to actually start learning. You got to figure out what you can no longer do, because now, you have to actually evolve, and what most people do, they just repeat the cycle.”

Donnie shares who is likely to succeed:

“Success is found by the person that gets to those hard times and starts applying what they learned from those hard times, and evolving.”

Buy 10 copies of “F*cked to Focused” and DM or email Donnie at donnie@donnieboivin.com and 1 hour of exclusive coaching session FOR FREE!

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

The first 10 people to DM Collin about this episode will get a copy of “F*cked to Focused” FOR FREE!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

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#378 S2 Episode 247 - IT’S A VICIOUS CYCLE: Don’t Be Fake, Man Up And Own It, Use It Aug 06, 2022

F@#k up - Learn - Improve - F@#k up - Learn - Improve - Repeat

Life and business together are a vicious cycle. You never know when you’ll succeed or fail. In this episode of Sales Transformation, Donnie and Collin discuss avoiding a false persona, owning up to your mistakes, and using them in the future.

Tune in and learn more in this latest edition of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

The business of pretentions
You meet yourself along the way
You gotta own it
Quit on quitting right away
An exchange of past f@#k ups

QUOTES

Donnie on the sad reality of doing business:

“At the end of the day, people want to do business with people, and when people are building their companies, they forget to be a person. Like you said, they've put on the show, they put on the persona.”

Own up to your mistakes - Donnie:

“As a business owner, you can't blame anybody. It's on you. I mean, success is your fault, and failure is your fault, and you got to own it.”

The cycle of mistakes and learning - Donnie:

“What's awesome about it is everything you f*** up, is going to be something you're going to use later in life.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#377 S2 Episode 246 - F’D 2 F’D: A Book For Learning From Donnie’s F@#K Ups Aug 05, 2022

EVERY F@#K UP IN LIFE IS AN OPPORTUNITY TO LEARN, ESPECIALLY IF IT’S NOT YOURS.

Learn from mistakes without even doing them by reading Donnie Boivin’s book, where he listed all the dumb things he has done that led him to the realization of doing business properly.

Learn more about Donnie’s book in this latest episode of Sales Transformation.

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HIGHLIGHTS

From f@#$!d to focused
Written to help people to not f@#k up
The irony of big vs. small

QUOTES

What Donnie’s book is all about:

“I wrote it 100% to teach people, all this sh*t I f@#$!d up. All the things that I broke, all the things I did in there is even a tough conversation with my wife of when we almost lost our entire farm and everything we owned because I didn't know how to build a business.”

Donnie advises learning the process:

“Most people don't even know the difference between growing and scaling a business, and so it just walks them through those steps and processes.”

Collin on being truthful in presenting your business:

“The interesting thing is, the things that you think will make people run away will actually bring the right people closer.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#376 S2 Episode 245 - GO.GROW.GLOW. Founder-Led Sales, Networking, and Business Transformation Aug 04, 2022

GO and don’t shy away from doing sales yourself, than just hiring a salesperson to do it.

GROW your business by adapting to changes along the way.

GLOW and stand out by networking on your own and building synergy with others.

Let’s unpack these together with Donnie and Collin in another episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

It's just about getting customers
Learning leads to change
Networks work with people who could sell
How referrals should be done

QUOTES

Collin on sales survival through feedback:

“You got to get sales to survive, but it's also not 100% about getting customers. It's also about getting good feedback.”

Donnie on businesses changing along the way:

“Maybe most businesses when they start out, you catch them year two and three, and it's not the same business. It's not even hardly the same company, because of what they've learned along the way.”

Donnie learning to love networking:

“Now, I run a networking organization that blew up because we embrace the people that could sell and realize if we could put all of them together in a room, a ton of additional business happens.”

How Donnie does referrals:

“I'm not gonna sit here and try and just go hunt for you, but I will run into a lot of people that would make good synergy for you and make great conversations.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#375 S2 Episode 244 - OH BABY, BABY! How To Raise And Grow Your Business With A CEO Mindset Aug 03, 2022

What’s the first thing you’ll do if I give you $10 million?

A question that Donnie literally asked Collin today, while talking about the early lessons he learned in entrepreneurship.

Tune in today to learn Donnie’s CEO mindset and how you grow your business by taking care of it as your baby. Let’s unpack this together in this latest episode of Sales Transformation!

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HIGHLIGHTS

What will you do with $10 million?
Mentally become a CEO
Stop thinking as an employee
Nobody cares as much as you

QUOTES

Donnie on having a CEO mindset:

“I tell most people, the first thing I had to do was mentally become a CEO man, because I spent my life being an employee, and if you think like an employee building a business, you're toast.”

How you can grow as an entrepreneur, by Donnie:

“The role of being a CEO, you never think about how do I get it done, you think who can get it done for me, then you start shifting your mindset to who versus what and how, and you start growing.”

Donnie says, sell it yourself first:

“This is your baby. This is your project. You need to figure out how you gonna sell it so you can tell others how to sell your stuff.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#374 S2 Episode 243 - NOBODY TAUGHT ME THAT! Learning How To Do A Business The Hard Way Aug 02, 2022

IT’S EASIER SAID THAN DONE!

This is Donnie Boivin’s realization when a lot of people told him that doing business can bring you an easier life, but nobody would tell him how to do it. Donnie is the CEO of Success Champions, and the host of his own badass podcast, Growth Mode.

Join Donnie as he shares with Collin his story and the challenges of doing business without knowing what to do, only here in another edition of Sales Transformation!

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HIGHLIGHTS

Introducing Donnie Boivin
People tell you how great a business is, but not how to do it
Learning business through podcasting
Doing business is great, but not easy

QUOTES

Donnie’s hard realization in business:

“Let me tell you, building a company kicked the sh*t out of me, and I realized that nobody was actually out there teaching people how to build businesses.”

Donnie on improving his business with podcasting:

“I finally turned the company around, and now built a global brand around the idea of helping people grow and scale their businesses from introductions and actually putting the right processes and systems in place.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#373 S2 Episode 242 - BE THE A.C.E. PLAYER: Attitude, Confidence, And Effort Are The Cards To Play, Every Single Day Aug 01, 2022

Be confident with your Attitude, Confidence, and Effort, for these three things are what matter the most and not your results.

The Short yet sweet story of Tommy is about to close, and there’s no better way of finishing this than knowing the secret to being an A.C.E. seller. Don’t miss this slam dunk episode as Tommy closes the series with his talk about Attitude, Confidence, and Effort, only here, in this edition of Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

Tommy's final thoughts
The 2-sided list
Left list: Uncontrollable
Right list: Controllable
Empower your confidence

QUOTES

Tommy on listing the uncontrollable factors:

“Get a piece of paper, two columns, one side of the list, and this can work as an individual sales/seller to write down everything that happens in your day that you don't have any control over.”

Tommy on listing the controllable factors:

“I distill it down to three things. And I use the ACE of cards as a reminder of your Attitude, your Confidence, and your Effort. Those are only three things you control.”

It’s what you do that matters, not the result:

“People need to stop getting upset with their results and start getting upset with your effort, because 90% of the time when you don't accomplish something, it has nothing to do with the end result. It's what you do every single day.”

It’s all about confidence:

“Confidence is your self-talk. It's how you talk to yourself. Confidence comes from your preparation, it has nothing to do with any prior success.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#372 S2 Episode 241 - LOSS MAKES YOU A BOSS: Failure Is Feedback That Fires You Up To Grow Jul 31, 2022

FAILURE IS NOTHING TO CRY ABOUT, IT’S WHAT MAKES YOU GROW.

There are many times that we fail and feel that we are the failure itself, but that is not the case. Tommy Short is here to inspire us in another episode of Sales Transformation, where he explains why we should not be sad about failure, because it’s not a loss, it’s only feedback. Tune in and get a dose of Tommy’s wisdom in Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

Failure is feedback
You have to fail to grow
Celebrate your losses
Reframe the conversation to turn things around

QUOTES

As Tommy says, failure is the feedback:

“One thing I think that's really powerful, I'm sure we'll get into at some point today is reframing how you view failure, and I was fortunate early on that one of my mentors said, failures = feedback.”

Collin says you gotta fail if you wanna grow:

“There's always a learning lesson or opportunity to grow in those failures of those challenges, or those tough moments. When things are going great. You're not really growing.”

What gets Tommy fired up:

“The winds are great. Like, everyone's gonna celebrate those, but let's celebrate those losses. That's what gets me fired.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#371 S2 Episode 240 - ONE AND ONLY: Focusing On Only One Thing At A Time Jul 30, 2022

THERE IS NO SUCH THING AS MULTITASKING.

This is one thing that Tommy emphasizes well in this latest episode of Sales Transformation. If you want to be really good at one thing, you have to stick to it first before you start another one.

Learn more about this as Collin unpacks Tommy’s views on why no one should multitask, only here in Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

There's no such thing as multitasking
Don't focus on too many things, focus on one at a time

QUOTES

As Tommy says, no multitasking:

“I think why so many people get frustrated, whether it's in officiating or sales, is we're trying to practice on seven different things at once, and there's no such thing as multitasking, pick one thing, get a little bit better today.”

Collin on taking on too much:

“Too many people try to take on too much all at the same time, and ultimately just set themselves up to fail and be frustrated and get better at nothing, maybe even get worse.”

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

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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#370 S2 Episode 239 - OBJECTIVITY, REPETITION, SPECIFICATION: The Top 3 Qualities Of Effective Coaching Jul 29, 2022

Sometimes in our lives, we need a slap in the face to realize where to improve. That’s what Tommy is, a big slap to your face because he is there to ask questions, push back, and give feedback. Join Tommy together with Collin to discuss the power of repetitive review and specific feedback, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

Tommy's reviewing process
Reviewing from an objective standpoint
It's asking questions, not giving answers
Repetitive reviewing is key
Ask for specific feedback

QUOTES

How Tommy reviews his calls:

“Everything I was watching the first time through, was only for the non-verbal was the body language, all the things we can control, no different than in sales.”

Tommy on objectivity with reviews:

“You have to be objective when you're watching this. Like you can't, I can't look at it, as Tommy, the ref, I need to look at it as somebody sitting up in the 20th row at this game.”

Tommy asks questions, not answer them:

“It's not giving the answer. The answer is already inside of them. It's asking questions, it's asking tough questions, and I often joke that the reason you hire me is that I'm gonna push back because a lot of the people I work with, they don't have a lot of people in their lives that tell them no, and that's what I'm there for.”

Tommy on repetitive review:

“If you said for the last three weeks, if you're in sales, you want to get better at your opening, and you keep listing that for three weeks.”

Tommy’s advice on getting feedback:

“Not I think I know will be helpful, not only to individual contributors at the sales level but even if you're in leadership, one of my mentors, actually shared this with me when you go to ask for feedback, ask for specific feedback.”

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#369 S2 Episode 238 - IT’S JUST A SHORT STORY: Tommy Short’s Story And His Road From Officiating To Coaching Jul 28, 2022

Your greatest game is the court of life. In this latest edition of Sales Transformation, we will be stepping back from sales experts and stepping into the life of a sports professional.

Introducing Tommy Short, former basketball officiator turned one-on-one coach, and founder of Think Better Perform Better. Jump in as Tommy shares with Collin the early stages of his career and how it led to who he is today, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

Introducing Tommy Short
Officiating as the groundwork for coaching
The road from officiating to coaching
Family as inspiration to step back
Speak, review, repeat

QUOTES

How Tommy defines officiating:

“Officiating is a microcosm not only life but of sales, right, like have to make decisions.”

Tommy’s family is at the top of his standards:

“I wanted to create my own personal standard, and I wanted to create boundaries, and I came up with a list of things and family was the first thing at the top.”

Why Tommy still chooses to speak today:

“That's the reason that I still do speaking today, and it only fills about 30% of the bucket, but it still gives me that juice to prepare for the speech and the actual speech.”

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#368 S2 Episode 237 - IT’S A-NUTTER EPIC CLOSE: Understanding The “Human Variable” In Winning Or Losing In Sales Jul 27, 2022

It’s the final cut of A-Nutter epic series here in Sales Transformation, and in this episode, Greg and Collin will talk about the uncontrollable factors of losing a sale. Watch out as Greg gives his final thoughts and puts this series to an epic close. All of these, are only here in Sales Transformation.

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HIGHLIGHTS

Why do we lose even when doing it right
You still gotta try
Never forget you're selling to humans
Different cultures, the same book

QUOTES

Greg’s emphasis on going to decision-makers:

“Sometimes, even though you try the best to kind of get in front of people. You can't. So I always like to say you won't always get in front of all the decision-makers but you got to try.”

Collin on the unavoidable human variable:

“As a seller, there's just too many we're dealing with humans, there are just too many variables to be able to guarantee outcomes if you do everything right.”

Greg in his book supporting across cultures:

“Culture is still really important, the tactics of how you sell changes, depending on what country and but the strategies are largely the same. The things that you need to focus on. The various processes are largely the same.”

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#367 S2 Episode 236 - WIN OR LOSE? A Quick Rundown About Results And Outcomes Jul 26, 2022

BEHIND THE SUCCESS, YOU LOSE MORE AND WIN LESS.

This is Round 4 with Greg Nutter, and in this episode, Greg shares the results that his method and book have delivered to his audience. He and Collin also discussed what winning means and the reality of losing more and winning before getting your success. So tune in and get A-Nutter dose of Greg’s wisdom here in Sales Transformation.

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HIGHLIGHTS

Outcomes of Greg's method
Start feeling in control
The hardest part of selling
You lose more often than win

QUOTES

Results of Greg’s book and methods:

“Sellers start to feel like they're in control of their lives and control of their business.”

Greg’s quote of the day:

“The battle doesn't always go to the strongest or the race to the swiftest. But that's how you bet.”

One of the hardest parts of selling according to Collin:

“One of the hardest things I think in sales is you can literally do everything right, follow the process, ask the right questions, talk to the right people, have all the right people involved, you can literally do everything right to a tee, and still lose.”

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#366 S2 Episode 235 - GREG’S KISS: Keep It Simple Sellers! Jul 25, 2022

Too many sales trainings can complicate things.

Simplicity is key. That is how Greg presented his book, and how he sees training should be. In this third round with Greg, he and Collin will be discussing how you can transform into a better seller in the simplest way.

Tune in and find out more in round 3 with Greg Nutter in Sales Transformation.

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HIGHLIGHTS

How to transform into a better seller
The problem with too many sales training
The 3 things sellers need to focus on
The 4 primary processes sellers need

QUOTES

Simply 3 to focus, by Greg:

“What I tried to do is develop something that was effective, but adaptable, you people could use it. And that is to focus on three things, problems, people, and processes. Buying processes in particular.”

Greg on improving by following processes:

“If you follow those processes and bring the strategies, that's how you start to get better and better at following real selling, and not product pitching.”

Collin on sales trainers:

“The thing that drives me nuts about a lot of sales trainers is really what you exactly said as a lot of is hard to adopt.”

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#365 S2 Episode 234 - TRANSFORM AND SELL OUT: The Transformations That Need To Happen In Sales Jul 24, 2022

In order to reach the next level, things need to change, evolve, to transform.

Greg is back with Collin, and he will be talking about the top 3 transformations that need to happen in sales. Tune in to find out what these 3 transformations are, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

The things sellers can do in a B2C environment
The 3 transformations that need to happen
From pitching to creating awareness
Transforming the seller's role
The transformation from an art to a process

QUOTES

Greg says we must transform, and this is the first one:

“I love the title of your program, Sales Transformation, because its transformation absolutely needs to happen, and there are three that I'm really passionate about. The first one is transitioning from pitching products to creating awareness.”

What Greg suggests as the second transformation:

“The primary role is to be an expert on a customer's buying decision process. Now notice, that I didn't say an expert on the selling process is an expert on the buying process. They should be there to go there and guide, provide guidance, direction, suggestions, to help customers make better buying decisions.”

What Greg suggests as the third transformation:

“The last transformation we were just talking about is transforming sales from an art form to sales as a process.”

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#364 S2 Episode 233 - IT’S A-NUTTER SALES GUY: Discovering What Sales Is With Greg Nutter Jul 23, 2022

Is sale a science or an art? This is a question that a lot of sellers debate on. But what Collin wants to know is what Greg Nutter thinks about it.

Greg is the Founder of Soloquent Inc and the author of the Amazon Best-Selling Book, P3 Selling, where he helps business owners and senior sales executives solve revenue growth problems. With 35 years of experience, Greg has worked with a wide range of companies to develop skilled sales, channel, and management personnel. He has also coached over 1,000 sales professionals and offered his expertise through hundreds of executive briefings, workshops, and keynote speeches around the globe.

Let’s welcome Greg as he shares how he started his sales career and unpack his best moments in sales in this new series of Sales Transformation.

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HIGHLIGHTS

Greg's first sales job
Beginning the sales journey with Xerox
The science vs. the art of sales
Simple sale vs. Complex sale

QUOTES

How Greg started his career in phone sales:

“My first selling job was telephone sales. Working 100% Commission where if you didn't figure it out, you starved. They had no sales training and very little sales coaching. The model was, get on the phone and sell.”

Greg’s discovery of the science of sales:

“Really discovered that selling is much more of a science than an art. And there were people who followed the science and did well, and people who didn't.”

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#363 S2 Episode 232 - NOW THAT’S HOW YOU DO IT! Performing Demos Like A Badass Jul 22, 2022

Like Collin always says, you think you have done everything right, but you can still lose the deal, the same goes with demos. You may have done your intro and discovery well, but you might still mess up your demo, and that’s what Ethan and Collin will be talking about in this latest episode of Sales Transformation.

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HIGHLIGHTS

The 2 biggest challenges of demos
Ethan's demo of doing the right demo
A collaborative journey with prospects
Keep things simple

QUOTES

What Ethan sees as the biggest challenges in demos:

“The biggest thing is, how the stage is set for the demo, and then the second biggest thing is we're not driving impact with what we're showing.”

Ethan doing demos like a boss:

“I'm connecting the dots every time making the implicit explicit, verbalizing my assumptions and a non-assumptive way, and making sure we're all aligned.”

Collin on collaborating with the prospect:

“You should know your product, you should know your space. Yes, but in this relationship with your prospects, this journey that you're gonna go on together, it should be more collaborative.”

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#362 S2 Episode 231 - THAT’S NOT HOW IT WORKS! Ethan & Collin On Why Assuming Pain Points Is Never The Way To Go Jul 21, 2022

While other sellers look for customer pain points when they do their calls, Ethan Parker takes the other way around. Ethan focuses on identifying the prospect’s priorities and tries to figure out if they are aligned with the opportunities that he has to offer.

Join Collin and Ethan today for another round of outbound sales goodness where they talk about the problem with assumptions and finding priorities, here in the latest episode of Sales Transformation.

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HIGHLIGHTS

The common mistake sellers still make today
Identifying instead of assuming
Identifying priorities over pain

QUOTES

Collin sees people who keep assuming:

“The other problem that I think a lot of people make, and every seller can admit that they have done this or even still do it right is making a lot of assumptions.”

Ethan on what people should align with:

“The number one winners’ did over the second place is they aligned to greater initiatives and priorities that I was caring about.”

Ethan highlights priorities over pain points:

“Yes, they have this pain. And if it's big enough, sure, you might grab their attention. But you know, a way easier way to grab their attention is aligning with their priorities.”

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#361 S2 Episode 230 - EUREKA! Discoveries, Takeaways, AHA!s, and Lightbulb Moments Jul 20, 2022

Everybody has an AHA! moment, but not everybody gets one that could really light a bulb on the mindset.

Join Collin as he welcomes Ethan once again in another round where they talk about discoveries, takeaways, and amazing lightbulb moments. Learn more about Ethan’s takeaway as he shares his AHA moment in the Outbound Squad.

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HIGHLIGHTS

Key takeaways from the program
Developing the master matrix
Ethan's lightbulb moments
What is value for Ethan

QUOTES

Ethan’s discovery in Outbound Squad:

“Folks are really good at prospecting, and they don't understand how that translates and discovery or folks are really good at discovery and closing deals, but they really suck at prospecting.”

Collin on what real booking is:

“They think the goal is just to book the meeting, but it's not. The goal is to book quality, qualified meetings that are going to stick, that are going to actually turn into opportunities.”

What value means for Ethan:

“Anything you can share with them, that other companies were trying to do, what they were thinking about what got in the way, and how they dealt with that. And then the outcome, that's value.”

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#360 S2 Episode 229 - ROAD TO REDEMPTION: Ethan Parker’s Hot Pursuit For A Mentor And Renewed Knowledge Jul 19, 2022

The higher the risk, the higher the reward. This is probably the best quote that fits Ethan Parker’s switch to remote selling. With the challenges of suddenly shifting to a different kind of selling, Ethan struggled and risked his money by going to Jason Bay’s training program. Today, not only that, Ethan is enjoying a new career, but he is also working now alongside his mentor. Join Collin and Ethan as they unpack this unlikely story of his road to The Outbound Squad, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

Ethan's passion for outbound sales
The pursuit of a mentor
The road to The Outbound Squad

QUOTES

Ethan’s first taste of remote selling:

“When COVID happened to where I was, like going complete, remote selling all over zoom, and all like, there was no I couldn't just show up and knock and like it, just things were different.”

Ethan’s pursuit of a mentor:

“I needed a mentor, I needed someone who had been doing this already that could, that could get me up to speed faster, I didn't want to go learn it on my own and reinvent the wheel.”

Ethan on his relationship with Jason Bay:

“Jason has been the most impactful mentor I've ever had in my entire life, and I'm fortunate to get to work alongside him

every day now.”

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#359 S2 Episode 228 - OH ENLIGHTENMENT! Dark Starts, Turning Points, And Breakthroughs With Ethan Parker Jul 18, 2022

From selling drugs to help his mother, to help other sellers sell better, this is the life of Ethan Parker that seemed like a journey from the dark side to the light. Join Collin as he welcomes Ethan to another series about how he went through a turning point in his career, and how his breakthrough paved his way to AltiSales. So tune in to this latest episode of Sales Transformation!

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HIGHLIGHTS

Ethan Parker: Helping sellers sell better
An unusual first taste of sales
COVID becoming a turning point
Getting into AltiSales

QUOTES

Ethan’s unusual first taste of sales: “I grew up a little bit in the hood around New Orleans, Louisiana, and my first taste of sales was selling drugs to be quite transparent to help my mom.”

How COVID changed Ethan’s career: “COVID happened and back then I was flying around taking people to dinner wine and dine and go into events all the time, and that's predominantly where I was getting business from, and everything changed overnight.”

Ethan’s self-assessment and breakthrough: “I took a little bit off for about a month and I really assessed what I wanted to do and what I really love to do the most, I love to help other sellers sell better.”

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#358 S2 Episode 227 - WINTER IS COMING: Take Command And Prepare For Tough Times Jul 17, 2022

Get ready, coz’ it’s gonna be a hell of a fight. It’s the final cut with Amy Volas and in this series’ end, she lays down the cards. Join Amy and Collin as they discuss the coming of tough times, and prepare yourself by taking command of the things you can control. Tune in and take charge, only here in Sales Transformation!

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HIGHLIGHTS

Thoughts on the coming changes
What goes up, will come down and it'll go back up again
Take control of what you can control
Get ready because it will be competitive

QUOTES

Amy’s thoughts on coming changes: “What I think is interesting is if we're heading into a recession, there is a big, big, big part of our workforce that has never seen this and has no idea what to expect.”

What Amy advises to deal with the tough times: “You control what you can control. That's the work that you do. That's the mindset that you have. That's the attitude that you take to the work that you do.”

Amy on sharpness and mastery: “It's gonna get really, really competitive. You've got to be your best sharp self, that's mastering your craft.”

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#357 S2 Episode 226 - GET IT TOGETHER! You Don’t Have To Be Alone When Dealing With Tough Times Jul 16, 2022

Get a partner that gets it! In a business world where ups and downs come and go, you will definitely need someone who will listen, understand, and help you get your sh*t together. This is Amy’s central message when it comes to dealing with tough times. Listen to more of the good stuff that Amy lays on the table only here, in Sales Transformation!

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HIGHLIGHTS

Dealing with the ups and downs of building
Importance of a support system
Get a partner that gets it!

QUOTES

Amy keeps an eye on changes: “There’s lots of ups and downs and especially as an entrepreneur, you have a lot of things that you have to do other than just prospect and build pipeline and close deals.”

Amy keeps an eye on changes: “I'm a big fan of the people that you choose to surround yourself with, it's a really big deal.”

Amy keeps an eye on changes: “On that roller coaster ride, you don't want people when you're down or when you're up to just Yes, you to death. And you also don't want them to kick you to death, either right to that fine balance of my husband will challenge the mess out of me.”

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#356 S2 Episode 225 - BRIDGE OVER TROUBLED WATER: Why You Shouldn’t Be A Jerk And Burn Bridges When Moving On Jul 15, 2022

Work and business relationships are like a bridge over troubled water, if you burn that bridge, sooner or later you fall into trouble. This is Amy’s advice to people leaving their companies in search of new ventures. Tune in and listen to Amy and Collin to learn why this is very important when it comes to the uncertainties of your new journeys, only here in the latest episode of Sales Transformation!

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HIGHLIGHTS

Things change, so don't burn bridges
Getting back to entrepreneurship
Nothing better than doing it for yourself

QUOTES

Amy keeps an eye on changes: “Whether we go into a full recession or whatever the deal is, things are going to change, and when things change, you don't want to be short-sighted.”

Amy on burning bridges: “People remember how you left, they don't remember all the work that you did leading up to it. So if you're going to go for your you're thinking about leaving, don't be the jerk that goes out like guns blazing, and just burns bridges.”

Amy loves being a builder: “I realized very quickly that I was an early stage gal and loved the build and I was the person that will come in and build out an entire enterprise sales function.”

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#355 S2 Episode 224 - THE VOLAS TO WIN: Vowing That Defeat Is Not The End Of The Journey With Amy Volas Jul 14, 2022

When the person who got the balls to startup in bad economic times is a woman, you know it’s gonna be an exciting ride. Introducing Amy Volas, the Co-Founder of Avenue Talent Partners, who grew up doing full-cycle sales and is now an entrepreneur.

Tune in to another exciting series as we discover her story and what it takes to have THE VOLaS TO WIN, here in Sales Transformation!

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HIGHLIGHTS

Amy Volas: Full cycle seller, now an entrepreneur
Opening Pandora's box: Starting a company in 2008
Not a good time for a startup
Working through a flop start
This is not the end

QUOTES

Amy grew up in full-cycle sales: “I grew up in enterprise sales, I came from the old school of full-cycle, having to do all of the jobs. So being my own research or being my own prospect, or being my own lead gen being my own customer success account manager.”

Amy experiencing a floppy start: "We went from like a forest that was plush and green to the Sahara desert in a matter of less than 10 days.”

Amy promises it’s not the end: "On the way out thinking to myself, even though I'm on the way out, this isn't the last time that I will do something.”

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#354 S2 Episode 223 - MAKE YOUR MOVE! Facing Obstacles Like A Boss With Jonathon Kendall Jul 13, 2022

It’s the finish line to the Jonathon Marathon and in this final lap, he will be discussing with Collin about marketing with the power of word of mouth, what really works in the long term, and looking at obstacles as the path itself. Don’t miss out on this marathon finale with Jonathon Kendall.

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HIGHLIGHTS

The power of word of mouth
Product beats marketing in long term
Make the first move
Flip things around!
Face the obstacle head-on

QUOTES

Jonathon on the power of word of mouth: “Number one thing is word of mouth. Ironically, not shares, not subscribers, not any of that. It's actually word of mouth. This goes for movies, it goes for products, and it makes total sense.”

Jonathon says to make the first move: “You could have had a first-mover advantage, but you didn't have the first-mover advantage because you didn't learn the other skills around your product.”

Flip things around as Jonathon advises: “You want to flip the things that you're afraid of, or something that you feel is uncomfortable on its head and go after that.”

Jonathon says the obstacle is the way: “The obstacle is the way meaning that there is no alternative. Like it's No, it's the opposite. Like it's okay. If you're feeling bad, the obstacle is fine, you can deal with it. No, no, it is the path, the thing that you're most afraid of is the path.”

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#353 S2 Episode 222 - NOPE, NOT TODAY: Jonathon Kendall On Filtering Potentials Clients And Ethical Marketing Jul 12, 2022

NOT ALL POTENTIAL CLIENTS ARE GOOD. They have potential, but some of them are gonna be a pain in the ass.

This is why Jonathon Kendall filters his clients. If he can tell that the client is going to be problematic in time, he refuses them. Join him and Collin in another lap of the Jonathon Marathon, only here in Sales Transformation!

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HIGHLIGHTS

The beauty of constantly innovating
Ethics and filtering potential clients
The full cycle karma of marketing

QUOTES

Jonathon on current market dynamics: “The market is brutal, the market wants faster and better and cheaper, and there are a lot of people that are conspiring to give everyone in every industry faster and better and cheaper, and so you're competing with that.”

Jonathon filters his potential clients: “I don't care that you can pay me the fee, it's not. I already know that six months is going to be brutal. Just based on the questions that you're asking or the mindset that you have, or I can just tell.”

What Jonathon believes is the best marketing: “You're gonna get what you put out there, and I believe fundamentally that the best marketing is a world-class product.”

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

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

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

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

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

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

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

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

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

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

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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#342 S2 Episode 211 - IT’S A PINKY SWEAR! Building Your Brand and Reputation By Never Breaking a Promise With Larry Levine Jul 01, 2022

It’s a fantastic fourth installment to this 6-part special with Larry Levine. Larry and Collin will dive again into an exchange about building your brand by building your reputation and building your reputation by keeping your word to your customer.

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HIGHLIGHTS

How Larry dealt with customer's doubt
Confidence in one's reputation
Reputation is everything
Always keep your promise

QUOTES

Larry: “I kept with me in a little padfolio a list of all my clients, I would throw that client list out on the table, I'd say call in if you're doubting anything I'm saying just going to ask you to randomly point to any name that's on that list.”

Larry: “Just always keep your promise. Do what you say you're gonna do, right? I'm telling you, and it says this is 100% of the salespeople out there. I'm talking to you all right now. never break a promise. That's the easiest way to build your brand.”

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#341 S2 Episode 210 - ME AGAINST THE WORLD! How Larry Levine Stood For His Way of Selling Jun 30, 2022

Larry Levine was not safe from detractors in his own sales environment. Many have called out his way of spending time and building relationships with his customers. Join Collin once again as he unpacks how Larry dealt with such questions on his way of selling. So tune in to this latest edition of Sales Transformation.

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HIGHLIGHTS

The "me against the world" way of selling
Rock-solid care of the customers
Invest in relationships
Standing out by selling the experience

QUOTES

Larry: “Hey, listen, without customers, y'all have no business. To me, I knew that customers were the key to my success.”

Larry: “I invested in my relationships, I invested in building those relationships. I went back, I got to know people, I got to know multiple people in that organization.”

Larry: “What I did to stand out is I sold the experience.”

Larry: “Treat people the way you want to be treated. Treat your customers as if they were your own customers. You're running your business, and that's what I believe I did very well is I ran the business like I owned my business.”

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#340 S2 Episode 209 - 1-2-3’s OF LEARNING SALES: 3 Different Ways Of Learning In Sales With Larry Levine Jun 29, 2022

It’s Round 2 with Larry Levine! In this second installment of our 6-part special, Larry and Collin exchange 3 ways of learning in sales, getting positive and negative feedback, learning the old-school and hard way, and being consistently curious and inquisitive. Buckle up for another ride in Sales Transformation!

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HIGHLIGHTS

The power of positive and negative feedback
The old-school way of learning Sales
Advantages of an inquisitive mind

QUOTES

Larry: “I think feedback is the breakfast of sales champions.”

Larry: “I'm a firm believer that salespeople are products of their environment.”

Larry: “Nobody forced me into sales. I chose sales, and when you choose sales, and when you get into sales, there are certain non-negotiables that you have to stay true to.”

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#339 S2 Episode 208 - It’s A Heart-Full: Making It About The Customer With Larry Levine, Best-Selling Author Of “Selling From The Heart” Jun 28, 2022

Successful salesperson, leader of the movement of authenticity, and a best-selling author, Larry Levine has it all! But Larry’s story didn’t start with being on top. He grew up driven by fear of living in the shadows of his parents but rose up by consistently reinventing himself. Tune in to this latest episode of Sales Transformation to learn more of Larry’s story, and the importance of always making every sale about the customer.

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HIGHLIGHTS

Reinventing one's self
The drive of fear
Larry's early sales days
Making it about the customer

QUOTES

Larry: “The big takeaway that I'd share with everybody is we must reinvent ourselves, we have to be cognizant of our surroundings. And we have to be willing to learn new things.”

Larry: “Fear actually drove the hell out of me to always be better than I was the day before, and what drove me, even more, is I grew up with it.”

Larry: “I had this sixth sense where I listened really keenly to what people are saying, Not eavesdropping. But I was aware of the sales bullpen I was in when I was doing write-outs with salespeople.”

Larry: “I still remembered it as plain as day. They said you did something completely different than everybody else. You made it about me. And it wasn't about your pride.”

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#338 - Grinding It Out And Building A Solid Foundation In Sales Jun 27, 2022

There’s no doubt that technology has made selling much easier. However, with the myriad of tools available today, it can be easy for younger sellers to forgo the fundamental skills in lieu of fancy tools.

In this episode of the Sales Transformation Podcast, sales development leader James Bawden joins Collin Mitchell to talk about his own sales journey. James talks about how working a sales job during the 2008 financial crisis helped him develop solid foundational skills that he still uses today, even as he is now concentrating on building outbound sales teams, formulating strategies, and conducting outreach experiments.

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HIGHLIGHTS

Learning inside sales during the 2008 financial crisis
The lack of technology can be a good thing
Sales can help prepare you for hard times
Great salespeople have always put the customer first
Technology can be a crutch
There's still no substitute for working the phones

QUOTES

James: "That's all through sales. That's all through the different sales jobs and growing in your career. I think you have a unique opportunity to learn how to grind through a really tough time and then feel really confident about your ability to be very prepared for the next one and put yourself consciously and intentionally in positions where, alright I'm not gonna have to worry about this next time."

James: "Just because you had a bad day yesterday doesn't mean today's gonna be bad. And just because you had a good day yesterday doesn't mean tomorrow's gonna be good."

James: "Some of these core things about providing value for your customer and caring for your customer, they've always been said. Great salespeople have always been doing it. I think what's changed is the leadership and the way that we think about and want to be seen as salespeople."

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Links to check out:

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#337 S2 Episode 206 - RUT IT OUT! Collin Mitchell’s Easy Steps To Dealing With A Sales Rut Jun 24, 2022

Sellers oftentimes lose their minds when they get into a sales rut. If you’ve been in sales long enough, you understand that no one escapes having to go through a sales rut. This is Collin Mitchell’s focus today in the latest episode of Sales Transformation. Tune in to learn from Collin on how you can deal with such a situation that is inevitable, but a lot of sellers tend to avoid talking about it.

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HIGHLIGHTS

No one escapes a sales rut
You decide how long you'll be in a rut
Focus on what you can control
Count your small wins
Keep swinging

QUOTES

Collin: “If you've been in sales long enough, you've experienced a bit of a rut in sales, and it's up to you how long you stay in that rut.”

Collin: “It can be very detrimental to you as a seller. If you allow yourself to stay in that rut for too long.”

Collin: “There are some things that you can control, you can control your mindset, you can control your attitude, you can control how you show up.”

Collin: “Give yourself some credit for those small wins, those are all going to contribute to showing up with a positive mindset even though you might not be getting the results.”

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#336 S2 Episode 205 - ALONG CAME HECTOR: Collin Mitchell's Personal Story About Standing Out To Your Prospects Jun 23, 2022

Throwing in a competitive price is not always the key to gaining new clients and successfully closing a deal. Buyers and people with service needs are actually looking for someone they can trust instead of someone who won’t make the most money out of their pockets. Collin Mitchell shares his own personal account on finding the guy who is worthy of doing business with him in his latest solo outing of Sales Transformation!

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HIGHLIGHTS

Standing out to your prospects
The coming of the 4th
Along came Hector
Build trust to stand out

QUOTES

Collin: “He came out to my house he took, he took a look at the space, he asked a lot of questions, he challenged my thinking a little bit. And he showed me some things instead of just telling me”

Collin: “Showing your prospects things rather than just telling them is a great way to build trust and rapport. And it made me really feel like he knew what he was doing.”

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#335 S2 Episode 204 - LESS IS MORE: Why Quality Prospecting Is Underrated But Effective Jun 22, 2022

Sellers often focus their energy on the “Spray and Pray” strategy of prospecting, and most of the time miss what really matters the most, finding the right fit. This is the mindset that Collin Mitchell wants to solve today, as he discusses why it is better to focus your time on making quality the top priority of your prospect list. So tune in and learn more in the latest episode of Sales Transformation!

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HIGHLIGHTS

Less is the new more in sales
Focus more on quality over quantity
Build lists in a customized way

QUOTES

Collin: “Most of the most elite sellers, top performers at large sales organization positions that I have spoken to, they know that less, actually equals more commission for them.

Collin: “Focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity to reach out in a meaningful way.”

Collin: “You got to be thinking as a seller, how can you dedicate a certain amount of time to doing those higher-quality revenue-generating activities versus just the high quantity.”

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#334 S2 Episode 203 - GUEST WHO IT IS? Podcasting as Prospecting at Its Finest Jun 21, 2022

Where do you find the best pool of prospects? Simple, podcasts. By podcasting, you can meet many people who have the potential to be a client, and having them as a guest is a good start to building relationships. Collin Mitchell focuses on this in the latest episode of Sales Transformation. Tune in to learn about how podcasting helps in prospecting and what tools are best to use.

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HIGHLIGHTS

The best kept prospecting secret
Podcasting in prospecting
The tools to use

QUOTES

Collin: “What you can do is you can go and listen to some of those podcasts directly on these websites, you don't have to leave these sites at all. And you can start to get a feel for that start to understand their personality.”

Collin: “Look for things that you may learn, that you found value in, and take notes of those personal things that you may have learned about them.”

Collin: “It's a creative way to you know, catch their attention to and move the ball forward. So this is a really simple task, it is time-consuming. You can listen to these podcasts at like one and a half or 2x speed.”

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#333 - Train & Go, with TRAINYO! Jun 20, 2022

Background, experience, and previous work are things that most sales organizations look at when hiring a new addition to the team. But what about the people who really want to get into sales but have none of these required experiences? Are we just gonna leave them behind? That is Tom Slocum and the TrainYo team’s mission, to provide sales career opportunities for people from odd job backgrounds and help them transform into highly skilled sellers.

Join Collin Mitchell today as he interviews Tom about the ins and outs of the TrainYo program and how it helped people from various walks of life in landing their first sales jobs, only here in the latest episode of Sales Transformation!

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HIGHLIGHTS

Tom's Sales Story
What Is TrainYo
Odd Backgrounds Of TrainYo Trainees
Challenge For Non-Tech Backgrounds
The TrainYo Training Process
TrainYo Graduates' Success Stories

QUOTES

Tom: “TrainYo takes underserved undervalued people that normally get overlooked or out of the UK or US market now that would love to break into the SDR role and find out how to do it correctly and get the skills they need to be successful in it.

Collin: “There's so many hidden gems of people that would do well.”

Tom: “We had another one Robert, who had never done sales in his entire life, Robert is and then he came through the program just recently, and within three days of finishing the program had secured himself a job.”

Tom: “Fight to get in, right, don't give up. It's not going to be easy. It is going to be hard. I'm not going to lie. This sounds all great butterflies, but you're gonna get rejected. You do have to go through quite a few interviews to get these candidates dropped somewhere.”

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

Connect with Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

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#332 - Sales Team Dilemmas and Understanding ComPlans Jun 17, 2022

Collin Mitchell welcomes Graham Collins, the sales nerd. Graham will be sharing his sales story, his experience and advice for sales leaders’ dilemmas, and understanding your compensation plans as a seller. Tune in today and find out more in the latest episode of Sales Transformation!

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HIGHLIGHTS

Graham's Sales Story
Startup Vs. Big Company
The Player-Coach Dilemma
Top Producer Vs. Proficient Seller
Innovations with ComPlans

QUOTES

Graham: “you can make much more of a difference at a large or a smaller company.”

Graham: “The major issue there is, you're competing against your own reps, and that was the plan that I had for a long period of time and really struggled with, there were a lot of times where my team might hit quota because I was helping them close all of their deals.”

Graham: “People think that it's about the amount of money you're gonna make or what's inevitable, but what it really comes down to is what motivates you and what you care about.”

Graham: “I fight for salespeople all the time, my three rules of competence are that they have to be simple, logical, and fair.”

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

Connect with Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

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#331 S2 Episode 200 - HIGH FIVE! Collin Mitchell’s Top 5 Cold Calling Tips Jun 16, 2022

It’s high time for the high 5, Collin Mitchell’s Top 5 cold calling tips for better relationship building and booking meetings. Collin is dropping this outright; focus on the customer, and don’t make it a big sales pitch right away. Learn more about these tips and learn by heart, here in the latest episode of Sales Transformation!

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HIGHLIGHTS

5 Cold Calling Tips
Be Selective With Prospects
Practice Your Script
Focus On The Customer
Find The Best Time To Call
Pique Their Curiosity

QUOTES

Collin: “Have a specific trigger or event or reason to give these particular people a call when you're building that list.”

Collin: “Practice your script with some colleagues. Get some practice reps in, get comfortable with it, and make it your own.”

Collin: “Make the conversation more about them, ask them questions, lean into that. Don't make it a big sales pitch because nobody wants to hear it.”

Collin: “Everybody goes for the throat or the jugular and wants to book the meeting so quick. But the goal is just to have conversations with the right people to get information and pique their curiosity with probing questions.”

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#330 - Finding Customer With Problems You Solve Jun 15, 2022

We’ve talked about the Ideal Customer Profile just recently here in Sales Transformation. This time, Collin Mitchell brings in Jordan Crawford, co-founder of Blueprint, to talk about a whole new level of searching your ICP, where you focus on finding the customers with the problems that your company solves. Jordan presents his ideas and experiments to show us that strategies can be built and solutions can be offered by finding customers by pain, not persona.

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HIGHLIGHTS

Jordan's sales story
Finding customers who have the problems you solve
Personalizing based on pain not persona
Finding pains by data
The power of experiments

QUOTES

Jordan: “People think it's about the person. And that's the thing that's not really scalable.”

Jordan: “Usually is Just about understanding that targeting and describing the work that you did back to them. And it doesn't have to be a one-by-one exercise.

Jordan: “I only focus on companies. So companies are a much easier ocean to boil than people because people's data changes very, very frequently.

Jordan: “ Understand these things, right company, right place, the right title, you know, right channel, then it's gonna, you're just going to have a much better time because you're focused on the things that are based on actual customer problems and their context.”

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

Links to check out:

Blueprint Website: https://www.blueprintgtm.com/
Clay Website: https://www.clay.com/salestransformation

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#329 S2 Episode 198 - GET SOCIAL: Tactical Tips for Creating Original Content That Sells on LinkedIn Jun 14, 2022

In this solo episode of Sales Transformation, Collin Mitchell gives out a few helpful tips for sellers who want to try their hand at using social media to build their personal brand and/or generate leads. Collin’s advice is to create original content that helps you promote your brand and in this episode, he tells you exactly how to do just that for his favorite platform: LinkedIn.

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HIGHLIGHTS

Sellers need to know how to be marketers
The benefit of creating content on social
Use your call recordings for content material
Guest on podcasts regularly
Start your own podcast

QUOTES

Collin: "Sellers essentially have to be marketers to a certain extent. You hear people talking about investing in your personal brand. A lot of the most successful sellers understand this and that they know that creating original content and being a creator on whatever platforms that their customers are hanging out on is essential to success in sales today."

Collin: "The benefit of content is that it can help build trust with your clients and prospects. It can generate leads — LinkedIn has become the number one lead source for Salescast, and it can help you build meaningful relationships."

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

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#328 - Learn How To Sell From The Heart Jun 13, 2022

As we learned from Jason Marc Campbell in the last episode, it is very important to sell with love, and where does love begin? Love comes from the heart.

In this latest episode of Sales Transformation, Collin Mitchell welcomes Jackie Joy, the Business Development & Training and Development Specialist for “Selling From The Heart”. Jackie will be sharing her personal journey in sales and how it led her to her passion for advocating for authenticity and credibility in selling.

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HIGHLIGHTS

Jackie's sales background
Bringing trust and credibility to sales
Be authentic to yourself and your words
Reputation as a seller
The pain of mistaken goals

QUOTES

Jackie: “This is my passion, to bring in trust credibility, you know, back to selling like it used to be many, many years ago and Dale Carnegie's time. It's a great profession. But when you tell people you're in sales, they look at you worse than you had COVID.”

Jackie: “For me, especially once I was a leader because I did that for many years, I saw too many agents walking out of sales because they weren't taught to be themselves.”

Jackie: “Income is the outcome. It's not what your mission should be. Everything takes care of itself when you do it the right way. It feels like it's a slower process sometimes, but those customers will stay on your books longer.”

Connect with Jackie on LinkedIn and learn more about what she’s been working on!

Links to check out:

About Jackie: https://www.sellingfromtheheart.net/Jackie-Joy
Selling From The Heart Website: https://www.sellingfromtheheart.net/
Selling From The Heart Book: https://www.sellingfromtheheart.net/book

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#327 - Selling with LOVE Jun 10, 2022

Selling is much like a love story, it needs love. This is Jason Marc Campbell’s personal mission to end the bad habits in sales. Jason is the author of “Selling With Love”, a book that teaches us how to sell with love for impact, person, and product. Tune in to this latest episode of Sales Transformation as Collin Mitchell welcomes Jason and they talk about what it takes to show love when you are selling.

PLUS: Be sure to tune in until the end of this episode as Jason has a special gift for all Sales Transformation fans!

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HIGHLIGHTS

Jason's sales story
The struggle with scams and depression
The concept of selling with love
The 3 loves of selling
Ethical businesses need to step up

QUOTES

Jason: “Having that positive identity around being a salesperson knowing it's a good thing, I think goes a long way for the mindset that you build as becoming a professional yourself.”

Jason: “If you just bring in a little love in the sales process, you're already going to be the cream of the crop, you're going to have the baseline success and be able to grow from there.”

Jason: “I'm tired of seeing a world with douchebag marketers and salespeople. So if I can get the ethical businesses and the good guys to actually learn to sell with love, which doesn't mean no hard sale means no sale.”

Jason: “You're either selling from fear or you're selling from love. That's it.”

Jason: “Selling with love is about leading the conversation, knowing the impact is actually where it starts.”

Connect with Jason and find out more about him in the links below:

LinkedIn: https://www.linkedin.com/in/jasonmarccampbell/

Get a special gift from Jason by going to sellingwithlove.com/salestransformation!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#326 S2 Episode 195 - TRANSFORMING CLIENTS: How To Turn Existing Buyers Into Ambassadors Jun 09, 2022

Referrals are one of the most effective ways of expanding your customer base without the need of knocking on every person’s door. Collin Mitchell discusses this today and will be sharing tips on how you can transform your previous customers into your very own Brand Ambassadors who will be the source of your referrals. Tune in and learn more in this latest episode of Sales Transformation.

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HIGHLIGHTS

The Art of Asking Referrals
Earn the right to ask for referrals
The proper way of getting referrals

QUOTES

Collin: “A recent report that I read said that only 11% of salespeople actually ask for referrals. And after talking to some people, I found out that most people are just uncomfortable asking for referrals.”

Collin: “You need to earn the right to ask for referrals, just like you need to earn the right to ask for somebody's business. If you haven't done the work properly, and you ask for the order too soon, you kill your chances of winning the deal.”

Collin: “Find out what is most important to them right now, what are they most worried about solving, what is the biggest thing that's, you know, on their to-do list, and sometimes that might tie back to your product.”

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#325 S2 Episode 194 - MENTAL HEALTH IS TRUE WEALTH: The Holistic Care For Sellers’ Mental Health Jun 08, 2022

One of the biggest challenges that sellers face today is to keep their mental health in good condition because let’s face it, sales are such a stressful and mind-boggling gig. And this is the focus of Collin Mitchell’s latest episode of Sales Transformation. So tune in to get some tips on how you can maintain your work-life balance and how to maintain good mental health.

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HIGHLIGHTS

The Mental Struggle
Spend time with family
Eat healthily
Proper sleep
Start your day with wins

QUOTES

Collin: “A lot of sellers struggle with mental health and emotional instability because sales is a stressful gig. We all have quotas and goals and activities that we need to hit. And we deal with a lot of rejection, a lot of uncertainty, and a lot of ups and downs.”

Collin: “Sales can be like a lone wolf sometimes. So getting that, whatever that is for you, making sure that you're making it a priority.”

Collin: “Make sure that you're good at putting good healthy non processed food into your body to get proper sleep and have the proper energy to show up as the best version of yourself.”

Collin: “Lots of sellers that I talked to have found a journaling process or practice that works well for them. And if you fall off of these things, don't be hard on yourself.”

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#324 S2 Episode 193 - THE STRONGEST LINK: The Professional Method Of LinkedIn Selling Jun 07, 2022

Among social platforms, LinkedIn has been widely used for professional connections and networking. This has become a powerful tool for people to find their prospects and book deals. But the power of LinkedIn lies in the power of your own profile and its reach is only as good as how you connect. This will be the focus of Collin Mitchell in the latest episode of Sales Transformation.

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HIGHLIGHTS

Optimizing your profile
Banner, Headshot, Headline
"Relationship first" Mindset
Relationship building formula
LinkedIn connection tips

QUOTES

Collin: “Two big places that you want to focus on; first is your banner, make sure that you don't have some generic banner, you can get somebody to make one of these for you on Fiverr or Upwork.”

Collin: “Second place that you want to focus on is your headshot, make sure it's, you know, a zoomed-in headshot that your look friendly, approachable, professional, you know, you don't need to be in a suit and tie or have a buttoned-down shirt.”

Collin: “We're all on LinkedIn to build relationships to make connections, and that's the type of mindset that you want to have with using LinkedIn. Too many people use LinkedIn in the mindset of I'm here to book meetings, I'm here to find leads, I'm here to close deals.”

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#323 S2 Episode 192 - HUMANE AND CREATIVE CONVERSIONS: The Art of Increasing Conversions Of Sales Sequences Jun 06, 2022

Sometimes sellers are so caught up with always thinking about personalization in sales sequences, but what Collin Mitchell wants to focus on today is being human in your sales sequences. Being a human in your sales sequence allows creativity for better results. Tune in now to this latest episode of Sales Transformation and discover the ways of increasing your conversion rates by simply being a human and being creative.

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HIGHLIGHTS

Be more human in your sequences
There's a sequence for everybody
Allow creativity with manual tasks

QUOTES

Collin: “A lot of sequences that sales organizations have, are very generic, they don't leave a lot of room for creativity, or, you know, personalization, or relevance or whatever the case is.”

Collin: “Sometimes to get better results, you need to do the non-scalable activities.”

Collin: “You can actually start to get more results in your sequences by scheduling manual tasks. Now, whatever sequencing tool or software that you use, should have that we personally use ample market in-house, and they have a feature where you can schedule manual tasks.”

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#322 - The Essentials Of Building A Personal Brand In Sales Jun 03, 2022

Today on Sales Transformation, Collin Mitchell talks with Troy Barter, VP of Sales for RentalMatics. Troy has recently been growing his online presence in social content and is really building a great personal brand. In this episode, Troy will be sharing his own story and how building a personal brand has become essential at work and in doing business.

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HIGHLIGHTS

Troy's sales story
The skill of vetting opportunities
The long term disadvantage if door-to-door
The beauty of a personal brand
Relevance of your content

QUOTES

Troy: “It's all there at the same opportunity. It's all in how you view it. It's all in how you respect it and treat the opportunity for sure.”

Troy: “The best salesperson also does the best job of finding the best opportunity.”

Troy: “How viable is this long-term? Am I going to want to keep knocking on these doors for five years? Am I going to want to keep traveling I might like at this level where I'm staying in hotels for a week back and forth, you know, is there A better way where I can make the same amount.”

Troy: “We're not in pursuit of, you know, the perfect company, they don't exist. You're in pursuit of the bag, you know, as much as you can make for as long as you can make it. That's what sales is all about at the end of the day.”

Troy: “You don't need to build any kind of personal resume ahead of time. Just start just get going on it. You know, just sharing your experiences and little things that you're picking up on is huge.”

Connect with Troy and find out more about him in the links below:

Troy’s LinkedIn: https://www.linkedin.com/in/troybarter/

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#321 S2 Episode 190 - LET IT GO! Achieving Better Results By Letting Go Of The Bad Ones Jun 02, 2022

One of the hardest parts of selling is letting go. In this latest episode of Sales Transformation, Collin Mitchell talks about why every seller should learn to let go of failed pipelines and set their minds to only focus on the controllable things. Collin also talks about the different items that can be controlled to be successful in selling.

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HIGHLIGHTS

Emotional ups and downs in sales
Setting your expectations
Focus on what you can control
Don't focus on outcomes

QUOTES

Collin: “You have to realize as a seller is, you've got to go into these activities, these parts of the job without the expectation of getting that outcome that you're looking for.”

Collin: “What you want to do is you want to only focus on the things that you can control. Because whether a prospect replies to an email, signs the proposal, accepts your connection request, replies in a positive way to your cold email. Those are things that you cannot control.”

Collin: “How you look at these things, the mindset, the intention, and letting go are going to be huge in you being more successful in sales by letting it go.”

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#320 S2 Episode 189 - LET’S GET IT STARTED! How To Kick Off With Content Creation In Selling Jun 01, 2022

The dawn of the Social Platform Era has given birth to the art of content creation in selling. This will be Collin Mitchell’s focus in his latest episode as he discusses what a seller needs to get started with content creation. Collin will discuss what you need to start up and what type of content you can start with, so tune in now to the latest episode of Sales Transformation!

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HIGHLIGHTS

Be a consumer and creator
Find value to give value
Taking ideas from experience and conversations
How to get started in creating content

QUOTES

Collin: “Are you a consumer, or a creator? Now, if you are in sales, you should be both.”

Collin: “Find some creators that you get a ton of value from, and reach out to them. Ask him if you know they're open to sharing some ideas or allowing you to pick their brain.”

Collin: “Take the things that you learn in your sales conversations, in your discovery calls, the things that you are hearing firsthand, from your prospects and the problems that they have.

Collin: “Becoming LinkedIn famous is not the recipe to hitting quota and making President's Club, it’s putting out content that's relevant that answers questions that talks about solving problems.”

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#319 S2 Episode 188 - WHO’S HOT AND WHO’S NOT: The Pursuit For The Ideal Customer Profile May 31, 2022

It goes by many names, target market, target niche, buyer persona, and many more. However, in every sales organization, it is known as the Ideal Customer Profile. Collin Mitchell is about to discuss that it is important to know the ideal profile to sell to and the profiles that you have to avoid selling to. Collin also explains the importance of qualifying and disqualifying customers to save time and effort. So tune in now, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

The Ideal Customer Profile
Learn to disqualify customers
Identify customer patterns

QUOTES

Collin: “If you're in sales, you should have an ideal customer profile, or maybe you have several buyer personas that you work with., and typically these ideal customer profiles or these buyer personas are going to have different characteristics.”

Collin: “As a seller, you need to realize that your time is equally as valuable, valuable, as the executives that you sell to.”

Collin: “You'll want to start to look for patterns, and maybe even just write them down so that you can disqualify people based on certain behaviors or characteristic characteristics.”

Collin: “Start to look for patterns, write these things down so that you can identify them early on in the sales process, and save both you and the prospect a lot of time and, and also avoid tons of frustration for everybody.”

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#318 S2 Episode 187 - IT’S CLOSING TIME! How To Effectively Blow Up Your Close Rates May 30, 2022

Collin Mitchell wants to give a very important piece of advice in this latest episode of Sales Transformation. And that is the importance of good discovery and qualifying your prospects before you get down to business. In this episode, you will be learning why it’s not always about the closing skills, but knowing what really comes first in the sales process.

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HIGHLIGHTS

What makes you increase your close rate
Discipline in the pipeline
Qualification and Discovery

QUOTES

Collin: “It's not increasing your closing skills, or learning how to better persuade people, or be a better negotiator, it’s how to better run discovery and qualify your prospects properly.”

Collin: “You want to be very disciplined with what you allow to get in your pipeline, make sure it's a deal that will actually have a good chance of closing.”

Collin: “In order to increase your close rate, you need to get better at qualifying and disqualifying your prospects. You need to increase your skill sets around running a good sound discovery.”

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#317 - Surviving Outside Sales May 27, 2022

In this latest edition of Sales Transformation, Collin Mitchell will be talking outside sales with expert survivor Mike O’Kelly, whose experience of around 20 years in enterprise and pharma sales has given him the tenacity to survive and outlast everyone else in the business. Mike will be sharing his personal experience and will be explaining why it is very important to invest in training your people over and over for better survival.

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HIGHLIGHTS

Mike's sales story
Mike's sales training
Outside sales experience
Invest in training and re-education

QUOTES

Mike: “I know how to create solutions for people. And that's really what I think sales is. It's finding solutions to people's problems and doing it in an efficient manner that gives them the most value for their dollar.

Mike: “I'm very passionate about outside sales. I love it. I think it's fantastic, and I think there's a cancer, where people are giving up on sales too quickly.”

Mike: “It's all about the process. says after the initial training, because initial training is kind of a roadmap, but guess what, once you get to a certain destination, you need another map.”

Mike: “I think individuals should invest at least 3% to 10% of their annual income in re-education.”

Connect with Mike and find out more about him in the links below:

Mike’s LinkedIn: https://www.linkedin.com/in/mike-o-kelly-44ba352b/
RithmAI LinkedIn: https://www.linkedin.com/company/rithm-ai/
RithmAI Website: https://www.rithmai.com/
Surviving Outside Sales Podcast: https://pod.link/1582694946

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#316 S2 Episode 185 - IT’S A TRAP! How To Avoid The Common Traps Of Video Selling May 26, 2022

Video is a very powerful tool when it comes to selling and getting prospects, but a lot of people get it wrong thinking that as long as you made the video, you’re good to go. In his latest episode of Sales Transformation, Collin Mitchell explains the 4 common traps of video selling and why they should be avoided.

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HIGHLIGHTS

The 4 Common Traps of Making Videos
Too much time on research
Lack of relevance
Absence of a reason to chat
Sending a calendar link

QUOTES

Collin: “Do yourself a favor and set a timer and stick to that whatever you find out in that timeframe is what you're going to use to then craft your video.”

Collin: “Don't be reaching out just to reach out, have a good reason to be reaching out and be relevant.”

Collin: “People don't want to feel left out. People like to learn things. So think about what it is that you can teach them what can you what sort of hook can you put in there to pique their interest.”

Collin: “Do not send a calendar link. I know it's lazy, just don't do it. Okay, because it comes off as being too salesy. And you don't want to come off as being too salesy.”

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#315 S2 Episode 184 - YOU-THENTICITY: Making Your Selling Style Your Own And Authentic To You May 25, 2022

It’s another solo episode from our very own Collin Mitchell, where he talks about the importance of being authentic in your sales activities. Whether it’s prospecting, initial connection, or meetings, we have to be communicating in a way that’s authentic to us, showing that we are true to ourselves, and we are humans. Tune in to learn how you can be your authentic self in selling, only here in Sales Transformation!

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HIGHLIGHTS

Be yourself, be human, like your prospects
Find a way that's authentic for you
Make it your own by adding your own flavor
Have your own creativity

QUOTES

Collin: “I would say the number one most important thing in sales is to be yourself, your prospects, your customers, are humans just like you.”

Collin: “In all of your sales activities, you know, running your discovery, making your cold calls, using video, using social, all of these things, find the way that feels authentic to you.”

Collin: “There are some frameworks. And there are some scripts that are helpful and useful if you're just getting started, but at some point, you sort of got to bring your own flavor to it, you've got to make them your own.”

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#314 S2 Episode 183 - STEP IT UP! 5 Step Outbound Play To Book More Meetings May 24, 2022

It’s another solo episode by Collin Mitchell where we learn another important lesson in sales. In this latest episode of Sales Transformation, Collin talks about the 5 Step Outbound Play that helps you book more meetings and get you one step closer to a successful sale.

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HIGHLIGHTS

The Outbound Prospecting Play
The 5 Step Sequence

QUOTES

Collin: “The main takeaway here overall, is there's a lot of factors that come into play on whether a particular sales sequence is going to work for you or not, who you're reaching out to, what you're saying in your messaging, what your company does, what problem you're solving.”

Collin: “Don't be overly salesy. Don't pitch features and benefits. Don't even call it an Intro-call, don't even send a booking link.”

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#313 - Empowering Sellers With Marketing Insights May 23, 2022

This latest episode of Sales Transformation brings you a very interesting discussion from a very interesting guest. Samuel Timothy, the Chief Growth Officer of OneIMS, and a B2B Demand Generation Expert with over a decade of experience in the business are here to share his story and knowledge with Collin Mitchell and his listeners.

Samuel will be sharing his expertise in demand generation and how marketing insights using technology can empower sellers.

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HIGHLIGHTS

Samuel's professional background
Doing business in an economic downturn
Changes in the business across the years
Sales + Marketing alignment
Challenges in inbound marketing approach
How sellers can do better in reaching out

QUOTES

Samuel: “But if you're an established company, and you need to be prepared, I don't think you can just sit around waiting for things to just happen.”

Samuel: “Waiting for government regulations to just be favorable to you or waiting for all the market conditions to be just favorable to you to generate customers, that's just never going to happen.”

Samuel: “Marketing has a lot of insights using technology that they can empower the salespeople with, to make the salespersons' life a lot easier, and make the sales process more relevant and enjoyable.”

Samuel: “At the end of the day, what you want is to, “How do I get in the shoes of your buyer?” Understand their pain, understand their needs, and figure out “How do I provide the insight that they need to do their job better?”

Samuel: “Be a marketer, be helpful to know. Don't always try to sell, right? Try to help and empathize with your buyer and where they are in their journey.”

Connect with Samuel and find out more about him in the links below:

Samuel’s LinkedIn: https://www.linkedin.com/in/samuelthimothy/
OneIMS LinkedIn: https://www.linkedin.com/company/oneims/
Website: https://www.oneims.com/

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#312 - Understanding Sales And Compensation May 20, 2022

Sometimes as a seller, we get confused about how our compensation is calculated. And this is a problem that AJ Bruno’s business, Quotapath, offers a solution. Collin Mitchell welcomes AJ in this latest episode of Sales Transformation to talk about his personal sales experience and how he and his co-founders came up with the idea behind Quotapath.

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HIGHLIGHTS

AJ's sales journey
Sales as a way of learning business
Success in sales through a mindset shift
Common mistakes by sales starters
Important learnings from selling experience
Understanding your compensation with Quotapath

QUOTES

AJ: “Sales will give you that background, that skill set, and learning how to operate a business. There is nothing closer to running a company than learning how revenue works in an organization.”

AJ: “All these limiting beliefs. I don't have enough money, I'm not old enough, I don't have the right education to start my own company, It's all bullshit.”

AJ: “I really gotten into a lot of experience by being curious and by trying to hone my craft of not just a seller, or a teacher or a mentor, but also in just like, understanding how the world works and how different business models work.”

AJ: “Sales is a craft sales is something you have to train on for years and years and years.”

AJ: “One is, as a seller, you have a compensation plan, you need to understand it, like just full stop, you should understand it. The second is you should get paid correctly.”

Connect with AJ and find out more about him in the links below:

AJ’s LinkedIn: https://www.linkedin.com/in/ajbruno3/
Quotapath LinkedIn: https://www.linkedin.com/company/quotapath/
Website: https://www.quotapath.com/

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#311 S2 Episode 180 - NEVER SAY NEVER! Handling Rejections Like A Boss May 19, 2022

Rejection is not the end of the line. That is the focus of Collin Mitchell in this latest episode of Sales Transformation. Tune in today to find out with Collin why is it important to remember that objections should not be taken personally, and instead make it a learning experience, leading you to your success in the near future.

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HIGHLIGHTS

Objection is universal
Don't take it personally
Rejections should not affect your self-worth

QUOTES

Collin: “A lot of successful sellers or even entrepreneurs in their story, typically, in some point of their professional journey, or their sales journey. They have some sort of job, where they're met with dealing with a lot of objections.”

Collin: “I highly recommend that you start asking for feedback from people that have told you no because you might learn something.”

Collin: “The key thing is here to remember, even if you do absolutely everything, right. You still might get a no and they're not rejecting you.”

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#310 - Breaking The Mold, Building Clarity, And Serving Others In Sales May 18, 2022

Collin Mitchell welcomes Josh Ruff in the latest episode of Sales Transformation! Josh is a Principal Sales Enablement Trainer at Beekeeper, a company that transforms the way frontline businesses work by helping companies ditch paper and manual processes to improve employee engagement, retention, and performance.

Josh will be sharing his sales story, complications caused by insecurity, and owning your success. He will further explain why it is important to have clarity when it comes to accepting the outcome of your sales activity.

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HIGHLIGHTS

Josh Ruff's sales story
Selling as a performance driven role
How insecurity complicates sales
Owning your success
The need for creativity

QUOTES

Josh: “I'm like most people in sales. I never thought I'd be in sales.”

Collin: “But at the end of the day, like it's still sales, it's a performance driven role. And so but you know, I think there's, there's people that are on kind of opposite sides of the spectrum of what that really means.”

Josh: “If you find someone and they love it, but the timing is not there, or their boards not behind them, or the product just doesn't line up with really what they're trying to accomplish, you've gained clarity, you haven't really lost”

Collin: “The goal is to give the other person a good damn experience, regardless of the outcome.”

Josh: “We need more creativity. We mean no more diverse thought in this industry. Be creative had tried this. What about that? Why haven't we looked at this?”

Connect with Josh and find out more about her business in the links below:

LinkedIn: https://www.linkedin.com/in/josh-ruff/
Website: https://www.fluint.io/

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#309 S2 Episode 178 - OH YOU’RE INTERESTING! How to Become Interesting To The Prospect’s Eye May 17, 2022

INTEREST BEGETS INTEREST.

That is the focus of Collin Mitchell’s latest episode of Sales Transformation. Collin will be explaining why talking less and listening more make your prospect more interested and invested in you. Collin further explains the common mistake done in conversations and what are the ways for you to show your customer that you are always there to listen.

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HIGHLIGHTS

The "Listening > Speaking" Equation
Asking good questions
The common mistake of assuming
Challenge your prospect by digging deeper

QUOTES

Collin: “As a seller, you can be more interesting to your prospects. And the way that you can do this is you can show that you're genuinely more interested in them a few things on how you can do this is to ask good questions, and actually do more listening than you do speaking.”

Collin: “The best sellers know how to speak less, and listen more.”

Collin: “What questions you ask or what questions you don't ask, will be affected in a potentially negative way. If you've made an assumption that is not accurate.”

Collin: “Remember this one thing, when you're asking questions when you're talking with prospects, always challenge yourself to just go a little bit deeper.”

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#308 S2 Episode 177 - WE ARE THE CHAMPIONS! Nate Nasralla On Committed Champions In Sales Processes May 16, 2022

Sell WITH your Buyers NOT TO them. This is the advocacy of Collin Mitchell’s latest guest, Nate Nasralla. Nate is the founder of Fluint.io, a company dedicated to helping you create a committed champion for every B2B deal in your pipeline.

Nate and Collin will be discussing why it is important to have a champion involved in the sales process and how it’s done. Tune in now and learn more in the latest episode of Sales Transformation!

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HIGHLIGHTS

Nate's sales story
Big challenges in sales
Internal meetings in the rep's absence
Creating problem statements
How to deal with re-circling follow-ups

QUOTES

Nate: “I kind of got into sales by creating building things. And I realized pretty quickly in my first startup experience that if I want to continue building products, you have to sell them and generate revenue because that's what keeps a company going.”

Nate: “It's not during a sales meeting, where the buying decisions are happening, it's during the internal meetings where the buyer or one person on the buying team, the champion is going back in there actually pitching our product in their own words.”

Nate: “One practice that I've gone deep into over my career that's been super helpful with this is creating problem statements. Usually, what I found going back to kind of this topic of, how do you create and then enable a champion to sell with you, they're competing against all this other stuff internally.”

Nate: “There are two kinds of parts in it that I think about the first is cost. And then the second is consequences.”

Nate: “I don't need to actually invest a lot of time and creativity into my follow-up. It's just the consistency or the volume of follow-up, that's going to get a reply, both of which are just totally off base.”

Connect with Nate and find out more about her business in the links below:

LinkedIn: https://www.linkedin.com/in/natenasralla/
Website: https://www.fluint.io/

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#307 S2 Episode 176 - MIND YOUR MANNERS! Great Sales Rooted In Exceptional Manners With Samantha McKenna May 13, 2022

Collin Mitchell will be having a lot to unpack today as he welcomes Samantha McKenna, a former VP of sales at LinkedIn and a 5-time sales record breaker, to talk about what really drives great sales. “Sam” as many people call her, is known for being an advocate for exceptional manners in every selling opportunity, will be sharing her story and how her sales philosophy applies to the industry. Watch out, tune in now to the latest episode of Sales Transformation!

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HIGHLIGHTS

Sam's sales story
Turning down sales for the first time
The struggle of fitting in and standing out
Taking care of your sales team
Courtesy and manners in sales communication

QUOTES

Samantha: “What was interesting when I got in that role, which really changed the lens for me about sales, was it this is about helping people.”

Samantha: “You also have to have faith in yourself what you bring to the table and the person that you are.”

Samantha: “Number one, just make sure that your quotas are realistic. Number two, for reps, when you're thinking about your number, what I would advise you and how I've always been so consistently successful, is I figure out how to hit my number by myself.”

Samantha: “Help them make more money by making them more effective at their jobs.”

Samantha: “Just think about when you do your reach out, you know, are you just being human?”

Samantha: “Tell me specifically what you do. And let's see if I can find somebody who can buy from you or wants to take a meeting with you, even if it's not us.”

Samantha: “You got to build that resiliency some said at some point and we're not all getting out if you can't take the heat as they say.”

Connect with Samantha and find out more about her business in the links below:

LinkedIn: https://www.linkedin.com/in/samsalesli/
Website: samsalesconsulting.com

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#306 S2 Episode 175 - THE ATHLETIC MINDSET: Collin Mitchell On The Mindset Of A Professional Sales Athlete May 12, 2022

THINK, WORK, AND WIN LIKE AN ATHLETE.

Collin Mitchell emphasizes the importance of having the right attitude, a positive mindset, and consistent practice to be a successful seller. Collin breakdown why these things are important for a seller, and overcoming failures and mistakes is key to achieving better results.

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HIGHLIGHTS

The mindset of an athlete
The amount of an athlete's preparation
Be prepared holistically
Positive mindset and tons of practice
Learn from failure and defeats

QUOTES

Collin: “Sellers need to have the mindset of a professional athlete and the other things that they need to do in order to start hitting their quota.”

Collin: “Over 60% of sellers are not hitting their quota on a regular basis. And as crazy that is more than two-thirds of sellers in the b2b space are not hitting their quota.”

Collin: “Sellers need to think of themselves as sales athletes. And this is an unpopular opinion. I've gotten some crap for this before through a LinkedIn post. And some people think it's quite ridiculous. But I don't.”

Collin: “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 a proper mindset, they practice on a regular basis. And these are the same things that sellers need to be doing.”

Collin: “Being a positive person, and having a positive mindset is more of a lifestyle. And there are some essential things that have worked for me. And in being able to be positive most of the time have a good mindset.”

Collin: “There needs to be a culture where practicing failing, making mistakes, learning getting feedback, and asking questions, are all part of the norm to get better at the art of selling.”

Learn a lot more about practicing your selling skills by checking out The Practice Lab!

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#305 S2 Episode 174 - MASTER YOUR MIND: Nick McGowan On Building The Mindset And Self-Mastery May 11, 2022

Today on Sales Transformation, Collin Mitchell will be chatting with another podcast host, Nick McGowan. Nick is the host of The Mindset And Self-Mastery Show, where he interviews inspiring people with stories of personal development and self-mastery. Tune in to this latest episode as Nick shares his story from being a young punk who just sold anything he could get his hands on to now being an expert in developing the mindset and mastery of one’s self.

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HIGHLIGHTS

Started selling as a toddler
From MLM to Cars to Entrepreneurship
Dealing with failure
The expectation of happiness from success
Reassessing the next move to do
Nick's final advice

QUOTES

Nick: "my dad has a cleanouts company. He's had it forever, like 30 some odd years. So he would have all this different sort of junk, in a sense. And I would take some of that sell that around the kids in the area,

Nick: "I knew that I was in a bad spot mentally because I had a lot of success within that consulting company. And then it was all literally just ripped out from underneath me. So when it was ripped out, I had to do some work.”

Nick: "I really started to figure out that if I don't get out of this or figure out how to not be in this much pain, I'm just going to die. No matter what happens. I tried to make a couple of changes.”

Nick: "I think there are certain things that you have to go through, and you have to get punched in the face, to be able to feel what that pain feels like, and know that you never want to go back there to then be able to figure out ways to not ever have to feel that pain again.”

Nick: "I'd say keep moving and get your mind right. Don't look for the outward success look inward first figure out you and then I think everything else is starting to open up and show that for you.”

Connect with Nick and find out more about her business in the links below:

LinkedIn: https://www.linkedin.com/in/thenickmcgowan/
Podcast: https://nickmcgowan.com/podcast52420995
Website: medialab3dsolutions.com/our-work/

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#304 S2 Episode 173 - OPEN YOUR MIND! Open Your Mind And Remain Teachable To Achieve Further Growth May 10, 2022

Collin Mitchell gives us some real talk in this latest episode of Sales Transformation. Collin emphasizes the importance of having an open mind and always remaining teachable in order to grow. What works yesterday may no longer work tomorrow as our market continually changes together with the world. Tune in to this episode as Collin discusses further by sharing a real-life experience of gaining a good result after following the feedback from his own audience.

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HIGHLIGHTS

Remain teachable!
What works then, no longer works now
Willingness to take feedback from people
Sales leaders on accepting feedback

QUOTES

Collin: “Regardless of what role you're in, if you're an individual contributor, if you're a sales leader, if you nail this one thing, it will absolutely change the trajectory of your success. And what I'm talking about, is to remain teachable.”

Collin: “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 works tomorrow might not what worked yesterday might not work tomorrow.”

Collin: “This applies to sales leaders as well. It's okay to not always have all of the answers. vulnerability. open-mindedness and humility are essential skills if you want to level up your success in any selling role.”

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#303 S2 Episode 172 - I GOT THE POWER: Elyse Archer On Her Journey Of Embracing Change And Revolutionizing Sales May 09, 2022

The host and founder of She Sells, Elyse Archer, powers through our doors as she joins Collin Mitchell in this latest episode of Sales Transformation. Elyse and her She Sells team aims to revolutionize how sales are done by providing a coaching program and community for women in sales. She is very passionate about empowering women to sell in a way that leverages their natural gifts and helps them build wealth along the way.

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HIGHLIGHTS

Elyse' sales journey
Elyse on working for validation
It's not always about the money
Your income is not your self-worth
Fully embracing change

QUOTES

Elyse: "my younger sister and I had all these little plastic toys that we would play with growing up. And I just remember one day getting the inspiration like, I could make some coin off of these things.”

Elyse: "I was constantly hustling to push to the top of the leaderboard. And it was never enough.”

Elyse: "I left a very comfortable, you know, six-figure corporate job to go out on my own and go into sales coaching. And it's definitely been a deeper journey beyond that.”

Elyse: "It has to not matter about the money. And this is counterintuitive. And it's not a popular thing in the sales culture, but you'll actually make more.”

Elyse: "Your income will not exceed your self-worth. So if there's a certain amount of money you've been going after for a while, and it hasn't happened. It's probably because you don't feel worthy of it.”

Elyse: "You've got to want it, like, this is the key with it, you've got to want it because when you decide to change, you will bump up against every limiting belief that you have about yourself about what's possible, your identity is tied to that old version of you.”

Connect with Elyse and find out more about her business in the links below:

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#302 S2 Episode 171 - LINKEDIN DONE RIGHT: Ariel Lee On Being A LinkedIn Nerd And How It’s Done May 06, 2022

NERD UP!

Collin Mitchell talks to a fellow “LinkedIn Nerd”, Ariel Lee. Ariel worked her way up from being a seller in car dealerships to a general manager role, and she achieved all this with one technique, always making relationships matter. In this episode of Sales Transformation, Ariel and Collin will be discussing how we can build relationships by doing LinkedIn the right way.

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HIGHLIGHTS

Ariel's sales story
Early lessons in sales
Ariel's rapport-building techniques
Ariel as a "LinkedIn Nerd"
LinkedIn done right

QUOTES

Ariel: "Gosh, well, and especially in car sales, it is so important to focus on the human being you're talking to, it's not about how much you know about whatever it is you're trying to sell all of that's pretty much completely irrelevant.”

Ariel: "Just taking cues from them, what's important to them? What are they bringing up, and then mirroring those things and digging into those hot buttons?”

Ariel: "LinkedIn nerd thing. That's why I show up there pretty blatantly, very authentically because I want those right people to come into my universe.”

Ariel: "I had to hit LinkedIn pretty heavily because it is a career that's based a lot on prospecting. And I didn't have really the traditional opportunities for face-to-face prospecting. So LinkedIn was it for me.”

Ariel: "Finally, that light bulb went off that it's like, oh, well, it's not really me, they don't want to talk to. It's this templated message that I'm sending out. And so that's sort of where this switch flipped.”

Ariel: "This sort of pitch slapping phenomenon was a numbers game at increasing the numerator at all expense of the denominator. So just plumping up that number of people that you're reaching out to, but the number of people that are actually closing or even responding is dwindling terribly.”

Connect with Ariel and find out more about her business in the links below:

LinkedIn: linkedin.com/in/edjariellee
Website: edwardjones.com/ariel-lee2

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#301 S2 Episode 170 - A WIN IS A WIN! Why Every Seller Should Count Small Wins May 05, 2022

Learn to take a look on the bright side with Collin Mitchell’s latest episode of Sales transformation, where he explains why it is important for sellers to count their small wins every day. Being able to count your small wins helps you have a positive mindset, and they don’t even have to be all sales-related. Tune in to learn more and listen to examples that Collin will be presenting to us today.

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HIGHLIGHTS

Make sure to count small wins
Examples of small wins to count
Even negative outcomes can be small wins

QUOTES

Collin: "Small wins some examples for me getting up early, maybe getting a meditation in maybe journaling, making sure that I get some physical activity.”

Collin: "Counting those small wins is going to help you put you into a better mindset into a better state of mind.”

Collin: "Even somebody telling you NO on a cold call, and having a very good reason for saying no and why it's not a good fit, that's a win.”

Collin: "Even the best baseball players only hit three out of 10 times. And that's like MVP status. They're a great hitter if they're hitting a 300 batting average. So think about that. Even the best sellers here no more than they hear yes.”

Collin: "Throughout the whole sales process. You can do the process, you can do everything absolutely right, and you still could lose the deal because it's something that's beyond your control.”

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#300 S2 Episode 169 - TRANSITION + TRANSFORMATION: Leslie Venetz’s Transition From Sales Leadership To Sales Team Building And Transforming From Worker to Entrepreneur May 04, 2022

It’s been a long time coming but Collin Mitchell finally gets a second interview with Sales Leadership expert Leslie Venetz. Leslie was a guest back in Sales Hustle and she is back for another round of great sales insights. She is the founder of Sales Team Builder, a company that helps early-stage founders to transition from founder-led sales to a full business with a sales team with good sales leadership.

Tune in as Leslie and Collin discuss her background, problems faced by women in male-dominated industries, and her transition from working in sales leadership to entrepreneurship.

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HIGHLIGHTS

Leslie's sales story
Choosing to be a founder over another sales leadership role
The lack of women in leadership roles
How women are treated in male-dominated environments
The transition from sales leadership to entreneurship

QUOTES

Leslie: "There's some great research around how when there are more women in leadership, women in the organization are viewed as more competent, promoted, more often like given more responsibility.”

Leslie: "I'd love to amplify the voices of women and not put myself at the center of it.”

Leslie: "My purpose, I needed to follow that journey. And I also knew that if I didn't do it now if I was able to talk myself out of it. Now, in this moment, where my path was so clear, I would always find excuses and reasons to talk myself out of it.”

Leslie: "I love coaching, I love just working with reps and kind of getting my hands in the clay there. So that brings me a lot of joy.”

Connect with Leslie and find out more about her business in the links below:

LinkedIn: linkedin.com/in/leslievenetz
Tiktok: tiktok.com/@salestipstok?lang=en
Website: insidesalesteambuilder.com
Amazon: https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186

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#299 S2 Episode 168 - Adapting To Different Buyer Personality Types May 03, 2022

READ THE ROOM!

The game is never the same when selling to different personalities, and this will be the focus of Collin Mitchell’s solo episode today. Collin will be explaining why understanding and adapting to various personality types of buyers is very important. He will also be giving us some examples today. Tune in and learn more in this latest episode of Sales Transformation!

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HIGHLIGHTS

Importance of adapting to personality types
Approaching some sample personality types
Research about different personality types

QUOTES

Collin: "It's really important to be able to read the room, whether that's in person, whether that's virtually, you need to know the type of person that you're interacting with.”

Collin: "I highly recommend that you do some research and start to understand different personality types is going to help you extremely as a seller, and you're going to start to understand these people better.”

Collin: "Understanding what it is that they value so that you can tailor your sales process to deal with these different types of people the way that they like to be interacted with.”

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#298 S2 Episode 167 - FAIL FAST, CHEAP, FORWARD: Gopalakrishna (Kris) Presents Practical Ways Of Working And Scaling Startups May 02, 2022

As a Go-To-Market and Sales Growth Leader for WINsights, Gopalakrishna has exceptional knowledge in working with and scaling startups. Also known as Kris, he will be joining Collin Mitchell in this latest episode of Sales Transformation. Kris and Collin will be discussing what it means to fail fast and fail cheap, the importance of learning from criticism, and scaling startups to new heights.

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HIGHLIGHTS

Kris’ sales story
Fail fast and fail cheap
Learn from criticism, not from appreciation
Kris on scaling a startup

QUOTES

Kris: “you have to be agile and nimble and cheap in experimenting with what works and what doesn't. And then and then and then be successful at multiple experiments.”

Kris: “All startups are never an easy journey. Well, it's going to be an extremely valuable journey, but it's not an easy journey for sure.”

Collin: “Getting people who will be brutally honest with you with feedback is so important because it does you a disservice if there are people that are just saying, ‘ ‘Yeah, it's great. It's great.”

Kris: “Talk less, because when you talk, you're essentially talking about what you already know. But when you listen, you have the greatest opportunity to learn.”

Connect with Kris and learn more about his work in the links below:

LinkedIn: https://www.linkedin.com/in/sgcrishna/
Email: kris@winsights.com
Website: WINsights.Co

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#297 S2 Episode 166 - IT TOOK LONG ENOUGH: Colin Cray On Successfully Handling And Completing Extra Long Sales Cycles Apr 29, 2022

Collin meets Colin here on the latest episode of Sales Transformation! Today, Collin Mitchell welcomes Colin Cray, another sales individual from the BombBomb documentary about digital pollution. Colin C. is a Business Development Manager in the E-mobility space and had some of the longest sales cycles ranging from 2 to 5 years of completion, and we will be digging into that on this newest episode of Sales Transformation!

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HIGHLIGHTS

Colin on selling his whole life
Learning the basics with door-to-door
Importance of doing research and coming prepared
From Weeks of Sales Cycle to Years of Design Cycle

QUOTES

Colin C: “I took pretty much all the building blocks that I knew from those other jobs into this new one, and that's how pretty much from successful it's always fun adequate prospecting, but doing it.”

Collin M: “The people who push through and like deal with rejection and getting their teeth kicked in, and managed to be successful in door-to-door sales, typically go on to do some pretty awesome things.”

Colin C: “Coming prepared, always shows this person's not just a typical salesperson who's coming by saying, Hey, we do all this.”

Colin C: “If you're always targeting the same person having a negative result, you might not be targeting the right person. If you're showing information that isn't important to them. Well, you're wasting your time.”

Collin M: “I'm not saying sales is not a numbers game. But they think that sales is only a numbers game, and it's not.”

Connect with Colin Cray and learn more about his work in the links below:

LinkedIn: https://www.linkedin.com/in/colin-cray-6a2965a8/
Email: colin.cray98@gmail.com

Let’s also support Colin Cray’s event by visiting Cathy Cray 5K!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#296 S2 Episode 165 - Always Invest in Your Sales Education Apr 28, 2022

THE GREATEST INVESTMENT YOU COULD EVER MAKE IS YOURSELF.

If you are really aspiring to be an elite seller, you will have to invest in learning and developing your skills. Collin Mitchell will be focusing on this today in Sales Transformation. Collin will be sharing why it is important to continuously learn and where you could find the best resources for learning, at least or no cost at all. So tune in and learn more here in Sales Transformation.

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HIGHLIGHTS

Importance of Sales Education
Product knowledge is not enough
What to focus on learning
Resources for learning without a cost

QUOTES

Collin: "There's never a point in sales where you have arrived, and you have figured it out, things are changing, new technologies are coming out, buyers are buying differently.”

Collin: "Whatever activity or part of the sales process that you maybe struggle with most, you need to lean into that until you improve and get more comfortable.”

Collin: "The more you invest in learning and getting better at your craft, you're going to win more often.”

Collin: "Never stop learning and take ownership for advancing in your sales career.”

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#295 S2 Episode 164 - THE POWER OF STRATEGY: The Importance Of Strategy And Systems In Selling With Master Of Enterprise Sales, John Stopper Apr 27, 2022

Today on Sales Transformation, we are going big time! Collin Mitchell will be joined by none other than John Stopper, a master of enterprise sales and founder of NorthStar8, a company devoted to helping people learn more about strategic sales. This episode has a lot to unpack as John discusses his Compass Selling system, as well as the importance of strategy in sales.

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HIGHLIGHTS

From writing code to selling software, to enterprise deals
Compass Selling: concept and evolution
The premise of enterprise selling
The power of tactics and strategy
Today’s challenges for both sellers and sales leaders
Focusing on developing your skills

QUOTES

John: “The basic premise is, it's a navigation tool because a fixed plan or a playbook, that you see in transactional sales doesn't work.”

John: “Probably the greatest joy of my career has been helping some people be really successful.”

John: “An enterprise companies buy from companies, companies don't buy from a salesperson. So the more relationships that you could build, the stronger the bonds are, you become part of their culture.”

John: “Once you started operating at that strategic level, you start meeting with more senior executives, and you start playing at that level.”

John: “ You want to be great at your craft. And if you're great at your craft, the money comes with it. So you focus on developing your skills.”

Learn more about John in the link below:

LinkedIn: linkedin.com/in/johnstoppernorthstar8
Twitter: John_Stopper
Website: https://northstar8.com/

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#294 S2 Episode 163 - Understanding Your Buyer Personas Apr 26, 2022

Collin Mitchell discusses a very important topic today in Sales Transformation. Understanding buyer personas is key to knowing the market you have to hit and the niche that you will develop. Collin will be discussing further the benefits of knowing your buyer personas and how you can start to grow your sales.

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HIGHLIGHTS

Benefits of understanding buyer’s persona
How to understand your buyer’s persona
Looking for customer patterns

QUOTES

Collin: "If you're in sales, you may have one buyer persona, or you might have multiple. But it's extremely important that you know these personas inside and out.”

Collin: "The more that you can narrow in on a buyer persona, the more specific you can get about who it is that you best serve. And also get super clear on who you are not best to serve.”

Collin: "It's gonna be different, but you might see some patterns. And it's important to look for these patterns.”

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#293 S2 Episode 162 - THE PRICE IS RIGHT! Facing The Pricing Question Head On Apr 25, 2022

Collin goes solo this Monday by discussing why it is important to tackle the pricing of your product or service right off the bat. For Collin, discussing the price should be done early on so you could also assess if the client has the budget for your product or service which will save you some time, will also discuss a few dos and don’ts along the way.

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HIGHLIGHTS

Tackle the price early on
Take a pause after giving the price
Honesty and transparency

QUOTES

Collin: "In a lot of cases, pricing can come up early on in the discussion, and sellers sometimes don't know what to do.”

Collin: "Wouldn't you rather know, early on, if your customer your prospect is rather doesn't have the budget, you know, if you have a $10,000 service and their budget is only five why waste any more time, I would rather lose or disqualify early.”

Collin: "After you give them that range or that even more specific price depending on you know what your price for your service or product, pause, let it sink in, and see how they react.”

Collin: "Honesty and transparency are gonna go a long way.”

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#292 S2 Episode 161 - KEEP BEING HUMAN! Michael Stamison’s Take On Keeping The Human Touch In Sales Communications Apr 22, 2022

Collin Mitchell welcomes Michael Stamison, a Business Development Manager for Röhlig Logistics, in this latest episode of Sales Transformation. Michael was involved in a BombBomb Documentary about digital pollution. He also spends some of his time as a head coach for wrestling and assistant coach for football. Together with Collin, they will be discussing sales in the logistics business, and how to keep sales communication as human as possible.

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HIGHLIGHTS

Michael’s sales story
Pandemic Transformation
Sales go on even during the pandemic
Transforming his messages
Keep being human

QUOTES

Michael: “It's every day is a grind. But it is an exciting industry to be a part of because we're now we're at the forefront.”

Michael: “So easy now to connect with people. But I do miss that interaction. I miss being on the road.”

Michael: “It's not a traditional sales job. It's more of, you've got to figure out how to do things. It's such an abstract thing because that we were really as a service-based cuts company.”

Michael: “ I'm just gonna keep doing what I can do in my small little world here, my little corner of the country, a quarter of Massachusetts, and just keep being human.”

Watch Michael talk about digital pollution in the BombBomb Documentary, Dear {first_name}: A business case against digital pollution.

Learn more about Michael in the link below:

LinkedIn: linkedin.com/in/michael-stamison-20342934

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#291 S2 Episode 160 - CREATIVITY IS KEY! Standing Out As A Creative Seller Apr 21, 2022

With the advancement of technology and the rise of tons of social platforms, being just good in sales is no longer enough to gain your desired results. The playing field is changing, the market is changing, and sellers need to do some changes too. Collin Mitchell aims to teach us today how we can stand out as sellers by being creative. Collin explains that sellers need to be marketers as well, exploring every platform they can use and leveling the playing field by engaging with content and using personalized GIFs like the ones made via vidu.io.

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HIGHLIGHTS

From “Seller VS Marketers” to “Sellers X Marketers”
Catching attention with personalized gifts
Usual methods of follow-ups are no longer enough

QUOTES

Collin: "As sellers today, you need to be marketers as well. Just being good sales is no longer good enough to be a high-performing sales rep."

Collin: "If you can educate somebody or bring something to their attention, I mean it really just strengthens the relationship and people will just respect the fact that you're doing something different and taking the time to stand out by bringing some creativity into the way that you are getting their attention."

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#290 S2 Episode 159 - BUCKETS UP! Ryan Reisert Talking Buckets, Callbacks, and Leadership Apr 20, 2022

Guess who’s back? Cognism Brand Ambassador Ryan Reisert returns in Sales Transformation to join Collin Mitchell in another exciting talk. Cognism is a leading sales intelligence company that is setting the bar in data quality and service. Ryan is an expert in cold calling and created the technique called “buckets”. Ryan and Collin will be talking today about the evolution of buckets and many more.

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HIGHLIGHTS

Ryan’s sales background
How buckets work
Importance of callbacks
Ins and outs of handling cold calls
Leadership in cold calling and sales
The value of using the phone

QUOTES

Ryan: “I love cold calling, I love helping people figure out how to use cold calling to really change their trajectory. And I think sales and sales development is a big part of that so passionate about helping people learn the skills to be successful so that they can kind of own their own future.”

Ryan: “Buckets is, was my way of putting some stage definitions and exit criteria at the top of the funnel.”

Ryan: “if you build your buckets, as I say, over time, you don't need technology, you don't need automation, sales becomes really easy, at least one element, it becomes really easy.”

Ryan: “if you as the expert will not spend time talking to that person. And why you having someone else do it, there will always be conflict.”

Ryan: “The whole point of all this stuff is to get into conversations. That's the whole point.”

Learn more about Ryan in the link below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/
Cognism: https://www.linkedin.com/company/cognism/

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#289 S2 Episode 158 - How to Structure Your Discovery Calls Apr 19, 2022

Don’t mix up two things if they are not meant to be.

Collin Mitchell shares his personal experience today in Sales Transformation and explains why it is not good to combine discovery and a demo in just one call. Collin will be giving us some tips on how we can properly structure a good discovery call in a way that the prospect understands and will not be overwhelmed and rushed.

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HIGHLIGHTS

Running a solid discovery
How to structure a good discovery
Never combine discovery with a demo

QUOTES

Collin: "I'm a big believer that your discovery and your demo should be two separate calls.”

Collin: "The problem with running a discovery and then going straight into a demo, is you just don't have enough time to process the information.”

Collin: "Tell them what the next steps are, what the process looks like, and then understand what their process looks like people are telling you that you need to adapt your selling process to the buying process.”

Collin: "You just can't process things fast enough to run a good demo if you combine it with a discovery and a lot can go wrong if you try to do that.”

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#288 S2 Episode 157 - HYPER-TARGET YOUR MARKET: How Rob “The RevOps Hitman” Changes The Game With Data-Driven Prospecting Apr 18, 2022

Sales Transformation brings you another exciting episode as Collin Mitchell will talk about targets with none other than the RevOps Hitman himself, Rob Turley. Rob is the President and Co-Founder of White Rabbit Intel, a company that advocates “predictable prospecting”. Rob and his team created the first-ever SMARTech which helps their clients analyze their prospects if they are a fit even before meeting them.

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HIGHLIGHTS

Rob’s professional journey
How data and buying decisions tie together
The plague of high-volume outreach
Shifting of buying personas
Data needed to get started

QUOTES

Rob: “The issue is that a lot of people look at selling as a speculative process, there's no reason for it to be as speculative as it is. It's an assumption, it's an educated guess.”

Rob: “You have to get as targeted as possible, we have an issue in the market, a disease going around, It's a plague. It's called high-volume outreach.”

Rob: “Instead of contacting 1000 people, why not just have a technology that can find the needles in the haystack, analyze who you've done business with, who you failed to do business with, build a predictive model around that.”

Rob: “Over time, businesses change the market changes, your persona shifts, your product might shift to the persona shifts with it, everything's moving, it's a moving target at all times in business.”

Rob: “You need to be influential and like myself brutally honest, people either love you, or they hate you.”

Learn more about Rob in the link below:

LinkedIn: linkedin.com/in/the-revops-hitman
Website:
- whiterabbitintel.com (Company Website)
- podcasts.whiterabbitintel.com (RSS Feed)
- platform.whiterabbitintel.com (SMARTech™ Platform)

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#287 S2 Episode 156 - YOUR BRAND IS KEY: Rory Vaden on How Personal Branding Powers Up Your Selling Experience Apr 15, 2022

As a Co-Founder of his own sales training company, a New York Times best-selling author for “Take the Stairs”, and now Co-Founder of the Brand Builders Group, Rory Vaden is one amazing speaker, and he will be joining Collin Mitchell today in Sales Transformation, to talk out personal branding, and how it impacts you in sales. Rory will be sharing his personal journey and what really makes a great personal brand.

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HIGHLIGHTS

Dreaming of speaking
Starting his sales training company
The birth of Brand Builders
The power of testimonials
The key to earning trust

QUOTES

Rory: “The way that we define personal branding is simply the digitization of reputation, we believe that reputation precedes revenue.”

Rory: “The number one thing that Americans say will cause them to buy from somebody is they have testimonials about them and their work.”

Rory: “You don't need millions of followers to make millions of dollars. What you do need is a rock solid reputation.”

Rory: “Our content marketing strategy is so simple. All you have to do is teach every single thing you know, for free.”

Rory: “People don't pay for information, they pay for application, they want the result.”

Rory: “There is no fear when the mission to serve is clear.”

Learn more about Rory in the link below:

LinkedIn: linkedin.com/in/roryvaden
Website:
- bit.ly/influentialpersonalbrandsummitli (Free Online Summit!)
- bit.ly/roryvadenblogli (Blog)
- bit.ly/influentialpersonalbrandpodcastli (Podcast)

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#286 S2 Episode 155 - Know Your Personal Sales Numbers Apr 14, 2022

IF YOU’RE GONNA PLAY THE NUMBERS GAME, YOU GOTTA DO IT RIGHT.

In this episode of Sales Transformation, Collin Mitchell explains how sales quotas are not enough drivers for performance when you are in sales. If you really want to hit your targets like a headshot and get the best results you could ever dream of, you have to set yourself some KPIs. For Collin, Sales is an art and has science to it, but numbers do matter.

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HIGHLIGHTS

Tracking the right things
Key Performance Indicators
The balance of numbers and self worth

QUOTES

Collin: "Let's be clear, sales is not only a numbers game, there's an art and a science to sales. But the numbers do matter. If you're going to hit your quota, you need to make sure that you're tracking the right things.”

Collin: "Key Performance Indicators are numerical targets that you set for every measurable aspect of your role.”

Collin: "These are different for everybody, don't take the number that maybe your sales manager has given you, in order for you to hit the number based on other people's performance.”

Collin: "Make sure that you are tracking the right things and focusing on the right revenue generating activities to hit those goals that you have in front of you.”

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#285 S2 Episode 154 - How to Stand Out & Grab The Attention of Prospects with Personalized GIFs w/ William Holden Apr 13, 2022

Today on Sales Transformation, Collin Mitchell will be joined by Vidu.io Co-Founder, William Holden. Vidu.io is a free platform that helps you humanize your sales outreach with personal GIFs. For William, emails are boring, and their mission is to make them better.

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HIGHLIGHTS

William’s sales journey
The eye opening moment
William’s Sales Transformation
Books and Mentors
The Birth of Vidu.io

QUOTES

William: “If you really think about this, there is a way to manage this process, there is a way to make a buyer feel included, there is a way to do this, that actually, it focuses on this mutual outcome, this benefit, we're here to solve a problem.”

Collin: “I find the biggest challenge is most people don't want to be that person that gives you feedback, because they don't know how you're going to handle it.”

William: “How do we help get more bang for buck in this space? How can we grab the attention of prospects and get them in touch with us? So then we went to create Vidu.”

William: “LinkedIn mobile app, you can record a video and send it. And then when the prospect receives it on LinkedIn, it's embedded in the message they can play and watch right there. And then with no redirect, it's for me, that's how I do my videos. Mostly. It's all about prospect experience.”

Learn more about William in the link below:

LinkedIn: linkedin.com/in/vidu-will
Website: https://www.vidu.io/

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

#284 S2 Episode 153 - DON’T BE A KNOW-IT-ALL: Learning Never Stops in Sales Apr 12, 2022

Collin Mitchell reminds us in this episode of Sales Transformation to not be a know-it-all in sales. The sales market is ever-changing and evolving and reasons to learn new things pop-up on the daily.

Collin shares tips on learning more in sales including books to read and people to follow, but it never stops there, every seller should not limit themselves in their knowledge.

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HIGHLIGHTS

Never stop learning in sales
Awesome podcasts to get more knowledge in sales
Start your own podcast to continuously learn

QUOTES

Collin: "I know it's so easy to think that you figured it all out, and you know it all. I've come across so many tenured sales reps in my career in sales, where they just aren't open to learning new things."

Collin: "Always be open to learning, and there's tons of places around you. If you look for it where you can actually get a lot of things for free, for example, a podcast just like this one, and there's many of them."

Collin: "One of the best things that you can do to learn is actually start your own podcast. I've personally interviewed over 250 people, and I personally got to ask them any question that I want."

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#283 S2 Episode 152 - JUMP IN! With JumpCrew VP of Sales, Jarron Vosburg, on Understanding the Customer’s Intent to Build Solid Connections Apr 11, 2022

Arising from his evolution from a wanna be film director, to a semi-pro DJ, to a revenue consultant to startups and public companies alike, the Vice President of Sales of JumpCrew, Jarron Vosburg is here to join Collin Mitchell to bust some beats into your sales journeys and discuss how it’s like to implement an intent-based strategy in finding customer leads and connecting with them, only here in another episode of Sales Transformation.

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HIGHLIGHTS

The Weird Story of Ending Up in JumpCrew
What JumpCrew does as a business
What helped JumpCrew grow
Jarron and JumpCrew’s prospecting approach
Importance of telling a story than just features and benefits

QUOTES

Jarron: “Certainly something that we've observed over the past couple of years is that the appetite for focusing on what you're best at and finding solutions for everything else seems to be increasing.”

Jarron: “There is significantly less attention being paid to meaningful connections. And that is the trend line across every single industry, every single objective, every single product.”

Jarron: “What works is a combination of 1) You were put on my radar because, 2) Here is why I see a fit here, 3) And I've done some homework already to help you understand the connection.”

Jarron: “We fundamentally believe that the challenge of traditional outbound can be offset through two categories; one is identification of intent, and the other is through more upstream education.”

Jarron: “I can't speak more highly about the importance of making every connection internally or externally as human and personal as possible.”

Learn more about Jarron in the link below:

LinkedIn:
- Jarron: https://www.linkedin.com/in/jarronvosburg/
- JumpCrew: https://www.linkedin.com/company/jumpcrew/
Website:
- Company: https://jumpcrew.com/
- Personal: jarronvosburg.com
- Portfolio: Vimeo videos

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#282 S2 Episode 151 - Level Up Sales Discovery with Design Thinking with Justin Jones Apr 08, 2022

Sales Transformation excitedly brings you Justin Jones, co-founder of Somersault Innovation. Together with Ashley Welch, who was also a guest of the show, they help companies close transformational deals with the customer-centric approach and the methods of design thinking. Justin will be sharing his professional journey and his side of the story on how design thinking works.

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HIGHLIGHTS

Justin’s career before Somersault Innovation
The Somersault Origins
What the heck is Design Thinking?
How Design Thinking benefits sales

QUOTES

Justin: “I think what's so great about design for me personally, and then maybe for a seller, is that it is so human centered. Like it's problem solving for human beings, it sort of honors humanity and all of us.”

Justin: “What's so cool about design is it helps us in a really realistic and practical way, stay fresh and frosty, and diverge more, and like really get deep and wide in the organization and have fun doing that.”

Collin: “The biggest thing is like really just reviewing all the time, because even if you're at the top of your game, like you're still gonna miss things sometimes and you won't know that unless you're really just reviewing.”

Justin: “I think, you know, what we're looking for, which I think is what every seller is looking for with their customer is energy.”

Learn more about Somersault Innovation in the link below:

LinkedIn: https://www.linkedin.com/company/somersaultinnovation/
Website: https://www.somersaultinnovation.com/

Learn more about Design Thinking by grabbing a copy of Justin and Ashley’s book: Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue at Amazon now!

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#281 S2 Episode 150 - Some Simple Hiring Tip For Sales Leaders Apr 07, 2022

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HIGHLIGHTS

Getting to know your candidate
Checking if your candidate is aligned with your core values
Checking for your candidate’s authenticity
Understanding body gestures
Flipping it over, let them ask questions
Lead generation for hiring

QUOTES

Collin: “Something that I found really helpful in the initial steps of the sales process is starting with a couple things. Step one, starting with just a 30 minute call, okay. And in this 30 minute call, you can let the candidate know that you're going to ask him a bunch of questions.”

Collin: “One of my favorite questions, just to see how people answer this question is, what is the biggest personal challenge that you've overcome?”

Collin: “Flip it over to them, allow them to ask questions. You want to see one? Do they have any questions? Because if they don't have any questions, then they're not that curious.”

Evolve yourself into a great sales leader by grabbing a copy of Nigel Green’s book:
Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year on Amazon right now!

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#280 S2 Episode 149 - PASSION OVER MONEY! Prioritizing One’s Passion Rather Than Making More Money with the King’s Council founder and host, Rylee Meek Apr 06, 2022

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HIGHLIGHTS

Rylee’s Professional Journey
Passion vs. Hard Work
Rylee’s Sales System
Rylee’s Passion for Coaching

QUOTES

Rylee: “I realized that, you know, my income was capped still in the sales world, yes, I sold higher ticket products and looked for things that I could earn more per transaction. But I was still somewhat capped by just the amount of time in the day.”

Rylee: “The things that most people are passionate about don't make any money, like one of my business partners, his wife's passion is, is to rock babies, like, cool, you aren't gonna make any money doing that.”

Rylee: “My real passion is coaching, and you mentioned I hosted the king's Council podcast. Coaching is somewhat of a new world for me over the last year and a half or so because I've you know, I have employees, I've sales guys all over the country, which is great.”

Rylee: “My real goal with coaching and what my passion is, is yes, I could still teach you how to make a lot of money using our systems. But I'm really only interested in doing that if we've got your other areas of your life dialed in as well.”

Learn more about Rylee in the link below:

LinkedIn: linkedin.com/in/rylee-meek-1556a919
Websites:
- RyleeMeek.com (Personal Website)
- SocialDynamicSelling.com (Company Website)
- KingsCouncilCoaching.com (Company Website)

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#279 S2 Episode 148 - A Reminder to Sellers, You are not Your Number Apr 05, 2022

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HIGHLIGHTS

Collin’s personal experience
Closing vs. Pipeline Problem
Focusing on on what you can control
Letting go of what is out of your control

QUOTES

Collin: “What I want to get into today is whether you hit your quota or not, it's important to remember that you are not your number.”

Collin: “Even if you do everything right. You gotta let go, and you gotta focus on the things that you can control.”

Collin: “Just remember that even if you do everything right, you can still lose in sales. The most elite sellers lose more than they win, whether they want to admit it or not, or whether they're posting about it on social media or not. That is the absolute truth.”

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#278 S2 Episode 147 - FEEL WELL BEFORE YOU SELL! Improving your Mental Resilience and Wellness with Jeff Riseley Apr 04, 2022

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HIGHLIGHTS

Jeff’s Sales Story
Experiencing the pains of working in sales
Discovering the importance of mental resilience
Misconception of mental health as mental illness
How sales leaders deal with their mental health

QUOTES

Jeff: “I started to realize that anxiety and sales are not optional. It's really part of everyday life, and when teams start to become anxious, depressed and burnt out, their performance really starts to suffer.”

Jeff: “Salespeople are corporate athletes and need to help them provide them with tools to help them navigate these unique stresses in sales in a mentally healthy way.”

Jeff: “I always say sort of the mental health strategy that too many sales organizations implement is Having a really fun drinking culture as a way to kind of blow off steam. But that really just perpetuates the ability to take care of yourself and lean into what these emotions are trying to tell you and sort through them in a healthy way.”

Jeff: “Many people are still defining mental health using a definition closer to mental illness, where mental health is, in fact, the spectrum of well being that we fluctuate along, based on what's happening in our internal environment, like our thoughts, feelings, and emotions, as well as our external environment.”

Jeff: “No one's immune to it, and leaders kind of overcome that vulnerability, vulnerability paradox, they absolutely need to share first to create that safe space and it doesn't happen in one massive swing, like leading a wellness initiative or bringing me in to kind of leave a little one hour session with your team.”

Learn more about Jeff in the link below:

LinkedIn: linkedin.com/in/jeffriseley
Websites:
- sales-health-alliance.teachable.com/ (Company Website)
- saleshealthalliance.com/ (Company Website)

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#277 S2 Episode 146 - Always Be Serving Internally & Externally with Donald Kelly Apr 01, 2022

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HIGHLIGHTS

Donald’s Sales Story
The transition to podcasting
The Birth of The Sales Evangelist
Ins and Outs of Effective Selling
Donald Kelly’s “Sell It Like A Mango”

QUOTES

Donald: “The issue that many of those people are facing right now is swimming upstream going for larger accounts. A lot of people who started off with us have grown and got into different positions or got into different roles, and now they're enterprise sellers.”

Donald: “I think sometimes people just want to put everything in sales, loft or outreach, and just like, you know, just put the same thing over and over, you tweak your message according to the role. But you gotta make sure you do stuff.”

Collin: “You have to be personalized, like you have to be creative. You have to stand out in a big way.”

Donald: “Sellers like you need to keep showing up. What are you gonna do to make sure you're following up, and you're doing, you're being present and, staying with the right mindset so you can be successful. So many principles from people selling mangoes on the street to somebody selling complex software to an enterprise organization.”

Learn more about Donald in the link below:

LinkedIn: https://www.linkedin.com/in/donaldckelly/
Twitter: DonaldCKelly
Websites:
- thesalesevangelist.com (Personal Website)
- donaldckelly.com (Personal Website)