Explore every episode of the podcast Sales Transformation
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Serving Sales Teams the Right Way - Gail Kasper, TV Host, 2x TEDx Speaker & Sell Like A Cockatoo | 01 Aug 2024 | 00:33:16 | |
Today's episode welcomes Gail Kasper - the world’s leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She’s also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes. When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university. College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don’t have a fallback, you’re much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy. Tune into the full episode to learn how to Sell Like A Cockatoo! Key Insights: Connect with the guest, Gail Kasper Connect with the host, Kevin Warne | |||
| How to Sell a Franchise - Marcos Moura, Co-Owner & CDO at Amada Senior Care | 25 Jul 2024 | 00:40:26 | |
Today's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services. Amada Senior Care was founded by two college football players - Tafa Jefferson and Chad Fotheringham. When they graduated, Chad went into the pharmaceutical industry while Tafa went on to be drafted into the NFL. Tafa’s NFL run was cut short after the first year, so he immediately started shaping his post-NFL career and looking for his next north star. He took his moms advice and called up Chad, and that conversation ultimately led to them founding Amada Senior Care. Together they scaled Amada Orange County to $8 million in gross billings. Franchising wasn’t part of the initial vision. After a dear friend of Marcos, Robert Christensen, was fired from Pfizer, he wanted to begin his own entrepreneurial journey. He then called Chad and asked if he could start an Amada Senior Care franchise in Washington. Chad was in, and the franchise model of Amada officially began.
KEY INSIGHTS: 01:02 The origins of Amada Senior Care 06:52 How to sell a franchise 08:31 Finding the right franchisee 12:46 How to find your first 10 franchisees 16:26 Building a franchise sales team 19:31 Setting up KPI’s for a franchise sales team 23:58 What it takes to succeed in sales 26:46 Thriving in a growing market 32:01 Learning to leverage extra resources 35:24 What you should know before franchising Connect with the guest, Marcos Moura Connect with the host, Kevin Warner Check out Amada Senior Care | |||
| 741 - From Layoff to Sales Leader Sales Success, with Feras Alhlou | 08 May 2024 | 00:09:55 | |
Colin interviews Feras Alhlou, co-founder of Startup with Feras, who shares his journey into entrepreneurship after being forced into it due to a layoff. Ferris discusses the challenges he faced starting a web design and search engine optimization business in the early days of the internet. He highlights the importance of learning sales skills, sharing his experience of starting without any sales background and the strategies he used to overcome rejection and scale his business successfully. Follow the Host:
Sponsored By: *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can! | |||
| #652 S2 Episode 521 - DROP THE MAIL: Stop Checking In on Unresponded Emails | 07 May 2023 | 00:04:18 | |
WHAT’S AN EMAIL FOR? DO YOU REALLY HAVE TO KEEP CHECKING IN? Sellers have the tendency to dwell on an email that never got a response and obsess over it by checking in repeatedly. Mark explains why this is completely wrong, that what it only does is remind the prospect of your bad email and instead, you should be working on a new one. Mark also reminds everyone to always think about the objective of the email before sending it. All these are in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS MARK: CHECKING IN ON A PATHETIC EMAIL “All you're doing, is you're calling out your own stupidity. You are literally calling because here's the thing. Chances are, I saw that initial email, but it didn't grab my attention. So boom, I delete it. I didn't respond. So now all you're doing is you're bringing it back to my attention that pathetic email that you already sent me. Oh, nice job. Nice job, loser.” MARK: OBJECTIVE OF AN EMAIL “We got to understand what is our objective with an email. it's to create enough interest to warrant a conversation. That's what it is.” Connect with Mark Mark Hunter | The Sales Hunter | The Sales Logic Podcast Connect with Collin | |||
| #651 S2 Episode 520 - OUT FOR THE HUNT PART 3: Leveraging Social for Selling Takes Time | 06 May 2023 | 00:02:08 | |
RESULTS DON’T COME OUT SO EASILY A lot of sellers start shifting to social and expect to get results overnight. Well, Social selling is not that easy. Collin explains in this episode that leveraging social as your channel to build relationships will not pay off right away, it’s a long-term journey that requires patience and consistency. Tune in to learn more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: IT DOESN’T PAY OFF RIGHT AWAY “So if you start posting tomorrow and do it for 30 days, it may result in zero pipelines for you. If you start using social as part of your strategy, start focusing on building your brand and your reputation online, it's not going to pay off immediately.” Connect with Collin | |||
| #650 S2 Episode 519 - EQUAL TREATMENT: The Proper Treatment for Prospects and New Value Messaging | 05 May 2023 | 00:04:59 | |
HOW DO YOU TREAT YOUR PROSPECTS? Prospects come and go, but why they go is quite trivial to some sellers. As Mark continues to talk to Collin about the changes in today’s market, he emphasizes the importance of treating your prospects the same way you treat your customers. Mark also talks about delivering new value with each message you send to the prospect, and you can learn more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS MARK: TREAT THEM AS IS “Treat the prospect the same way you would a customer.” MARK: DELIVER NEW VALUE WITH EACH MESSAGE “What's not working? is repeating the same, the same, the same, the same email over and over and over again. It's all about delivering new value with each message. I mean, you got to do your homework, but if you're gonna break through, that's what you're gonna have to do.” Connect with Mark Mark Hunter | The Sales Hunter | The Sales Logic Podcast Connect with Collin | |||
| #649 S2 Episode 518 - OUT FOR THE HUNT PART 2: Engagement Through Knowledge-based Content | 04 May 2023 | 00:02:16 | |
YOU MUST KNOW SOMETHING AT THIS POINT, RIGHT? Collin gets down with social selling tactics once again with Mark and today we focus on engagement. Collin defines what being engaged means and how it ties up with content. He also discusses the use of your acquired knowledge as the foundation of your content, and you can learn more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: WHAT DOES “BEING ENGAGED” MEANS “Engaged means you're consistently showing up and you're active, actively engaged. That means sharing your original thoughts in comments and threats, you know, posting original content.” Connect with Collin | |||
| #648 S2 Episode 517 - HARSH MARKET: Shiny Objects, False Flags, and a Brutal Market | 03 May 2023 | 00:05:13 | |
DON’T RAISE THE WRONG FLAGS As Mark continues his conversation with Collin about the changes in today’s market, he highlights the problem of rushing demos as a trigger in creating shiny objects and false flags. Tune in and learn why Mark describes the market today as “brutal” and how you can thrive in it in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS MARK: CREATING FALSE FLAGS “We all like what we have to offer. But what happens is we create false flags, we create shiny objects, we get bad thinking, ‘ ‘Oh, you know what, maybe we should look at this, oh, maybe we should do this. Maybe we should do this. And then what happens is, oh, we need to talk to some other companies.” MARK: THE MARKET IS BRUTAL “Today's market is absolutely brutal. So customers are reticent even more, to bring on a new vendor and new supplier to work with a new company, they are more reticent of staying with status quo.” Connect with Mark Mark Hunter | The Sales Hunter | The Sales Logic Podcast Connect with Collin | |||
| #647 S2 Episode 516 - OUT FOR THE HUNT PART 1: Connections and Content | 02 May 2023 | 00:02:19 | |
IT’S ALL ABOUT WHO CONNECTS WITH YOU, AND HOW YOU GIVE VALUE Connections and Content, these two are the key ingredients in providing value and building strong relationships in social selling, or in any kind of selling for that matter. Join Collin and Mark as they give you quick but heavy sales tactics that help you go on a hunt in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: IT’S ALL ABOUT THE CONNECTIONS AND CONTENT “Connect with the right people and put out valuable content that serves them, that teaches them, that challenges their thinking, that gives them insights that maybe couldn't get anywhere else.” Connect with Collin | |||
| #646 S2 Episode 515 - LOSE CONTROL: Giving the Buyer Freedom in the Conversation | 01 May 2023 | 00:05:09 | |
HANDS OFF THE WHEEL! People hate being controlled, especially when trying to make a buying decision. Kyle is back and in this last part of his conversation with Collin, he emphasizes the importance of avoiding taking too much control of the conversation. Stay tuned as Kyle delivers his final thoughts in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS KYLE: BUYERS DON’T LIKE BEING CONTROLLED “If buyers feel like you're trying to control them, they're going to step away because they're from pretty much any product out there. There are suitable alternatives and people will select in and out based on the evaluation process and how it goes.” KYLE: THE SELLER’S BURDEN “The burden is on the seller to go prove that you're actually trying to help the buyer make the right decision. You're not just trying to make the sale. There are lots of ways that you can be doing that.” Connect with Kyle Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok | |||
| #645 S2 Episode 514 - RACE AGAINST TIME: Your True Adversary in Sales is the Clock | 30 Apr 2023 | 00:05:24 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Mark Mark Hunter | The Sales Hunter | The Sales Logic Podcast Connect with Collin | |||
| #644 S2 Episode 513 - INTERNAL QUERY: Evaluating Yourself for Growth and Improvement | 29 Apr 2023 | 00:05:16 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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?” Connect with Will William Diaz | Arrive Logistics Connect with Collin | |||
| #643 S2 Episode 512 - DUAL CONTROLS: Balancing the Control of the Conversation Between Buyer and Seller | 28 Apr 2023 | 00:06:17 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Kyle Connect with Collin | |||
| 740 - Embracing Remote Culture for Global Sales Success, with Chris Parker | 06 May 2024 | 00:10:32 | |
Colin Mitchell chats with Chris Parker about his journey from technical marketing to sales leadership at Customer IO. They discuss the challenges of growing a global sales team while operating lean and the importance of meeting customers where they are. Chris shares insights on building a strong culture in a fully distributed team and the strategies that have helped Customer IO triple its revenue. Follow the Host:
Sponsored By: *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can! | |||
| #642 S2 Episode 511 - SUPPORT THAT LASTS: Keeping Sales Enablement in the Organization | 27 Apr 2023 | 00:06:22 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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. ” Connect with Ben Connect with Collin | |||
| #641 S2 Episode 510 - BEING FRANK TAKES THE BANK: Straight Forward Ranking Approach | 26 Apr 2023 | 00:04:35 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Mark Mark Hunter | The Sales Hunter | The Sales Logic Podcast Connect with Collin | |||
| #640 S2 Episode 509 - WAR ROOM: Teams and Counter Measures to Crisis Events | 25 Apr 2023 | 00:07:01 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Will William Diaz | Arrive Logistics Connect with Collin | |||
| #639 S2 Episode 508 - UNDIVIDED ATTENTION: Capturing and Maintaining the Buyer’s Attention in the Demo | 24 Apr 2023 | 00:05:07 | |
“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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Kyle Connect with Collin | |||
| #638 S2 Episode 507 - LOTS FOR LESS: Making More in Sales with Less the Cost | 23 Apr 2023 | 00:05:02 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Ben Connect with Collin | |||
| #637 S2 Episode 506 - TIME AFTER TIME: Keeping Up with the Sales Environment | 22 Apr 2023 | 00:07:55 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Mark Mark Hunter | The Sales Hunter | The Sales Logic Podcast Connect with Collin | |||
| #636 S2 Episode 505 - THE WILL TO LEAD: What It Really Takes To Be a Leader | 21 Apr 2023 | 00:05:01 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Will William Diaz | Arrive Logistics Connect with Collin | |||
| #635 S2 Episode 504 - EYE OF THE TRACKER: Metrics to Keep an Eye on When Segmenting Personality Types | 20 Apr 2023 | 00:04:10 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #634 S2 Episode 503 - DISCOVERING YOU & ME: Making the Buyer Comfortable In A Discovery Call | 19 Apr 2023 | 00:05:57 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Kyle Connect with Collin | |||
| #633 S2 Episode 502 - WITH OR WITHOUT: Detecting Personality Types Even Without a Platform to Use | 18 Apr 2023 | 00:07:21 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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” Connect with Collin | |||
| 739- First-Time Leader Mistakes: Asking for Help, One-on-Ones, and Firing People, with Kate O'Neil | 03 May 2024 | 00:12:37 | |
Collin Mitchell interviews Kate O'Neil, CEO of Teeming, about her experience transitioning from sales to marketing and the importance of alignment between finance, sales, and marketing. They also discuss the challenges faced by first-time leaders and the common mistakes they make, such as not asking for help and neglecting one-on-one meetings with their team. The episode also touches on the topic of firing employees and the impact it can have on their future job prospects. Follow the Host:
Sponsored By: *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can! | |||
| #632 S2 Episode 501 - NEVER DEAD: The Re-emergence of the Phone and Focus on Sales Cost | 17 Apr 2023 | 00:06:53 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Ben Connect with Collin | |||
| #631 S2 Episode 500 - DOWN AND DIRTY: Getting Down in the Trenches with Your Team | 16 Apr 2023 | 00:05:08 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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” Connect with Will William Diaz | Arrive Logistics Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok | |||
| #630 S2 Episode 499 - YOURSELF IN THE MIX: Finding Out Your Own Personality and Matching It to the Buyer | 15 Apr 2023 | 00:04:39 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #629 S2 Episode 498 - unWHINEd: Creating the Right Mindset for Cold Calling | 14 Apr 2023 | 00:05:06 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Nancy Nancy Calabrese | Twitter | One of a Kind Sales Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok | |||
| #628 S2 Episode 497 - TARGET ACQUIRED: Specific and Segmented Targeting With Personality Insights | 13 Apr 2023 | 00:04:46 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #627 S2 Episode 496 - FLEXIBILITY: Learning to Sell Without the Rigidity of the Process | 12 Apr 2023 | 00:05:20 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Kyle Connect with Collin | |||
| #626 S2 Episode 495 - NOT ONE TOO MANY: Collective Personality Insights for Multiple Decision Makers | 11 Apr 2023 | 00:06:29 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #625 S2 Episode 494 - FIT TO SELL: The Role of Sales Enablement as Fitness Coaches | 10 Apr 2023 | 00:08:23 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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,” Connect with Ben Connect with Collin | |||
| #624 S2 Episode 493 - RECORD IT TO WIN IT: Recording Your Demos and Discovery Calls | 09 Apr 2023 | 00:05:11 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Scott Scott Sambucci | SalesQualia | SalesQualia.com Connect with Collin | |||
| #623 S2 Episode 492 - BEHIND THE SCENES: Learning the Technology Behind Humantic AI | 08 Apr 2023 | 00:06:39 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| 738 - Signal-Based Selling: Aligning Marketing and Sales Efforts, with Alan Zhao | 01 May 2024 | 00:10:36 | |
Collin Mitchell and Alan Zhao from Warmly dive into the world of revenue orchestration and the challenges of engaging prospects at the right time. They discuss the importance of aligning sales and marketing efforts, emphasizing the need for quality engagement over quantity. The hosts highlight the significance of signal-based selling and leveraging website traffic to enhance conversion rates. They also touch on the evolving landscape of sales and marketing post-2020, emphasizing the shift towards warm approaches for better results. Follow the Host:
Sponsored By: *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can! | |||
| #622 S2 Episode 491 - PATH IT OUT: Providing Well-planned and Equal Promotional Paths | 07 Apr 2023 | 00:07:13 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Christina Connect with Collin | |||
| #621 S2 Episode 490 - TECHNOLOGY + HUMANITY: Personality Insights as a Means to Humanize the Internet | 06 Apr 2023 | 00:07:28 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #620 S2 Episode 489 - GIVE IT SOME LOVE: Stop Hating on Scripts and Learn to Use Them More | 05 Apr 2023 | 00:04:44 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Nancy Nancy Calabrese | Twitter | One of a Kind Sales Connect with Collin | |||
| #619 S2 Episode 488 - MESSAGING FROM THE HEART: Fully Personalized Messaging and Sales Process | 04 Apr 2023 | 00:04:12 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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,” Connect with Collin | |||
| #618 S2 Episode 487 - GIVE AND TAKE: Reciprocal Treatment of Attention on LinkedIn | 03 Apr 2023 | 00:07:10 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Mike Mike Montague | Sandler | LinkedIn the Sandler Way Connect with Collin | |||
| #617 S2 Episode 486 - WHAT’S UP DOC? Documentation of Processes as a Means to Scale | 02 Apr 2023 | 00:05:16 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Scott Scott Sambucci | SalesQualia | SalesQualia.com Connect with Collin | |||
| #616 S2 Episode 485 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 2 | 01 Apr 2023 | 00:04:10 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #615 S2 Episode 484 - FLIP THE SWITCH: Balancing Promotions and Constant Switching of Points of Contact | 31 Mar 2023 | 00:06:46 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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 Connect with Collin | |||
| #614 S2 Episode 483 - MATCHMAKER, GAMECHANGER: Establishing Compatibility Using Personality Insights | 30 Mar 2023 | 00:05:05 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #613 S2 Episode 482 - WORKS FOR ME: Nancy Calabrese’s Best Practices for an Effective Cold Calling Team | 29 Mar 2023 | 00:06:41 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Nancy Nancy Calabrese | Twitter | One of a Kind Sales Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok | |||
| 737 - Mastering Sales and Influence, with Jason Wojo | 29 Apr 2024 | 00:12:48 | |
In this episode, Jason Wojo discusses his journey in entrepreneurship, transitioning from CEO to focusing on events and private clients. He emphasizes the importance of staying in one's zone of genius and delegating tasks to achieve better results. Jason also shares insights on sales strategies, lead quality, and the value of building a strong network in business. Follow the Host:
Sponsored By: *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can! | |||
| #612 S2 Episode 481 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 1 | 28 Mar 2023 | 00:05:27 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Collin | |||
| #611 S2 Episode 480 - PULL THE TRIGGER: In-Connection Search and Trigger Event Referrals | 27 Mar 2023 | 00:05:42 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Mike Mike Montague | Sandler | LinkedIn the Sandler Way Connect with Collin | |||
| #610 S2 Episode 479 - STEP UP AND STEP BACK: Scaling the Business Through Founder-Less Sales | 26 Mar 2023 | 00:06:49 | |
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. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. 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.” Connect with Scott Scott Sambucci | SalesQualia | SalesQualia.com Connect with Collin | |||