Sales Transformation
763 episodes - English - Latest episode: 5 days ago - ★★★★★ - 379 ratingsWelcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Collin Mitchell, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.
Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.
With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Collin Mitchell also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.
So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!
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Episodes
735 - Data-Driven Sales Strategies for Success, with Jeff Torbeck
April 24, 2024 12:00 - 14 minutes - 13.1 MBCollin and Jeff Torback discuss the importance of making data-driven decisions in sales. They highlight the significance of tracking key metrics, setting up proper sales stages, and utilizing tools like CRM and conversational intelligence. The conversation emphasizes the need for accurate data, effective training, and continuous improvement to drive sales success. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Jeff Torbeck (VP, Gun.io) Sponsored By: Leadiu...
734 - Campus Visit: The Ultimate Sales Indicator, with Carl Cox
April 22, 2024 12:00 - 12 minutes - 11.2 MBColin and Carl delve into the world of strategic planning and key performance indicators (KPIs). They discuss the importance of focusing on essential strategies that have a significant impact on outcomes, using the Pareto principle to streamline the planning process. Carl shares a compelling story about finding the most crucial KPI, emphasizing the concept of a "campus visit" as a leading indicator for success in various organizations. Follow the Host: Collin Mitchell (Partner, Lea...
733 - AI-Powered Chat Revolutionizes Sales, with Alan Zhao
April 19, 2024 12:00 - 8 minutes - 7.93 MBColin and Alan Zhao from Warmly discuss the importance of engaging with website visitors in real-time to maximize conversions. They share success stories of companies increasing their pipeline by three times through proactive engagement strategies. Zhao highlights the role of AI chatbots in identifying high-intent visitors and routing them to the right sales representatives for personalized interactions. They also touch on the significance of having 24-hour coverage for engaging wit...
732 - How to Build and Hire a Successful SDR Team, with Ronen Pessar
April 17, 2024 12:00 - 20 minutes - 18.4 MBIn this episode of Sales Transformation, Collin Mitchell and Ronan Pessar discuss how to build a successful SDR (Sales Development Representative) team. They cover topics such as the financial considerations of building a team, the importance of understanding the value of conversations in sales, and the cost of hiring and managing SDRs. They also provide tips for hiring the right people, including using asynchronous video interviews and structured interviewing techniques. Overall, t...
731 - Aligning Sales, Marketing, and Finance for Business Success, with Kate O'Neil
April 15, 2024 16:09 - 9 minutes - 8.41 MBKate O'Neil and Collin Mitchell discuss the importance of alignment between sales, marketing, and finance in a business. Kate emphasizes the need for these departments to work together and share information to achieve the company's goals. Mitchell and guest Kate O'Neill, CEO of Teeming, also discuss the impact of financial models on sales and marketing goals and the consequences of not aligning these areas. They also highlight the changing landscape where finance is playing a bigger...
730 - Niche Down to Scale Up: Community-Led Growth, with Lloyed Lobo
April 12, 2024 12:00 - 12 minutes - 11.1 MBCollin Mitchell and guest Lloyed Lobo delve into the world of entrepreneurship and sales. They discuss the challenges of starting a niche business, the importance of finding your ideal customer profile, and the power of building a community around your brand. Lloyd shares his journey of building Boast.ai and the strategies they used to bootstrap to 10 million ARR. The episode highlights the significance of authenticity, perseverance, and niche targeting in the entrepreneurial journe...
729 - Nine-Figure Advertiser Reveals Sales Insights, with Jason Wojo
April 10, 2024 12:00 - 11 minutes - 10.6 MBCollin Mitchell interviews Jason Wojo, a nine-figure advertiser, who shares his journey from culinary school to building a successful social media marketing agency. Jason discusses his experiences with door knocking, upselling clients, and the challenges of scaling a business. He also highlights the importance of learning from mentors and the struggles of managing finances while growing a business. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Jason Wojo (...
728 - Sales Karma: Customer-Centric Leadership, with Leandra Fishman
April 08, 2024 18:52 - 14 minutes - 13.5 MBColin Mitchell and Leandra Fishman discuss their journeys in sales and leadership. Leandra shares her experiences transitioning from sales to leadership roles, emphasizing the importance of building relationships and solving problems. They highlight the challenges and rewards of leadership, focusing on the significance of listening, learning, and empowering teams to succeed. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Leandra Fishman (CRO, Apollo.io) Sp...
727 - Future of Marketplaces in Sales, with Jeff Torbeck
April 04, 2024 12:54 - 17 minutes - 16.3 MBIn this episode, Collin and Jeff Torbeck discuss the future of marketplaces and the challenges faced by startups in today's funding landscape. Jeff highlights the importance of building profitable businesses and the shift towards efficiency and profitability. Torbeck also explores the role of marketplaces in connecting candidates and companies efficiently, emphasizing the need for understanding candidate preferences beyond just company names. Follow the Host: Collin Mitchell (Partn...
726 - The Power of Radical Collaboration in Sales Transformation, with Ronen Pessar
March 22, 2024 12:00 - 11 minutes - 10.2 MBRonen shares a personal experience of miscommunication and highlights the need for understanding different communication styles. Pessar also explores the concept of radical collaboration and how it can improve teamwork and productivity. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Ronen Pessar (Founder, Ronen Pessar Advisory) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any que...
725 - Mastering Sales Strategy, with Carl Cox
March 04, 2024 13:00 - 13 minutes - 12.7 MBIn this episode, host Colin Mitchell delves into the world of sales strategies with guest Carl Cox, CEO of Forty Strategy. They discuss the importance of focusing on leading indicators rather than just lagging indicators in sales. Carl emphasizes the significance of controlling actions that lead to outcomes and highlights the need for transparency and effectiveness in measuring sales activities. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Carl Cox (CEO, ...
724 - Enterprise Sales Acceleration: Warmly's Game-Changing Insights, with Alan Zhao
March 01, 2024 13:00 - 10 minutes - 10.1 MBAlan and Collin discuss the evolution of Warmly from its initial concept as a co-founder matching platform to its current focus on enterprise solutions like Zoom Name Tags. Alan shares insights into the challenges faced and the pivotal moments that led to the company's success. The episode highlights the importance of adaptability and perseverance in the ever-changing landscape of sales technology. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Alan Zhao (C...
723 - Using AI to Transform Sales: Deep Work Examples and Tactical Strategies, with Ryan Staley
February 28, 2024 13:00 - 10 minutes - 9.31 MBCollin welcomes back Ryan Staley to discuss specific use cases of AI in sales. They explore how sales leaders can leverage AI to create an entire sales organization in just 20 minutes, as well as using AI for predictive analysis and client segmentation. They emphasize the importance of providing enough context when using AI and how regular use improves the ability to ask specific questions. They also discuss the potential for sales leaders with AI skills to earn higher salaries. Fo...
722 - Sales and Marketing Alignment: The Key to Revenue Success, with Kate O'Neil
February 26, 2024 13:00 - 11 minutes - 10.7 MBIn this episode, host Colin Mitchell interviews Kate O'Neil, CEO of Teeming, about her journey from sales to marketing. They discuss the challenges and pressures of sales, the lack of diversity in the sales industry, and the importance of aligning sales and marketing teams. Kate shares her insights on how sales and marketing can work together more effectively to achieve revenue goals. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Kate O'Neil (CEO, Teaming)...
721 - The Power of Psychological Safety in Sales Teams, with Ronen Pessar
February 21, 2024 13:00 - 15 minutes - 13.9 MBCollin Mitchell welcomes guest Ronen Pessar to discuss high-performance results-driven culture. They delve into the importance of building relationships and investing in the people you work with, as well as the concept of psychological safety in the workplace. Ronan shares his personal journey from property management to sales development and leadership training. The episode highlights the impact of psychological safety on team performance and the success of companies in the long ru...
720 - Mastering Founder-Led Sales, with Lloyd Lobo
February 19, 2024 13:00 - 15 minutes - 13.8 MBIn this episode, host Collin Mitchell interviews Lloyed Lobo, co-founder of fintech company Boast. They discuss Lobo's journey from being a Gulf War refugee to becoming an engineer, accidental salesperson, and eventually an entrepreneur. Lobo shares his experiences in running founder-led sales and emphasizes the importance of communication and selling skills for entrepreneurs. He also highlights the four key elements for success as a founder: community, communication, creation, and ...
719 - Unconventional Strategies for Capturing and Maintaining Buyer Attention, with Amy Hrehovcik
February 13, 2024 13:40 - 18 minutes - 17 MBIn this episode of Sales Transformation, host Collin Mitchell is joined by guest Amy Hrehovcik, a sales expert focused on teaching reps how to capture and maintain the attention of buyers. They discuss creative ways to prospect and the importance of understanding the broader scope of the business problem that sales reps address. Amy shares her experience using the speaking circuit for conferences and the value of speaking at live events. They also explore the idea of learning alongs...
718 - Leveraging AI Skills for Sales Transformation, with Ryan Staley
February 09, 2024 13:00 - 10 minutes - 9.23 MBIn this episode, host Collin Mitchell and guest Ryan Staley discuss the power of AI in sales and marketing. They explore the potential for AI to revolutionize the sales process and the increasing demand for AI skills in the workforce. They also discuss the role of AI in increasing productivity and efficiency in sales roles. Overall, the episode highlights the importance of embracing AI and acquiring AI skills to future-proof one's career in sales. Follow the Host: Collin Mitchell (...
717 - Playing the Long Game: Keys to Success in Sales Today, with Dale Dupree
January 25, 2024 15:15 - 16 minutes - 15.1 MBIn this episode, host Collin Mitchell welcomes Dale Dupree, founder and leader of the Sales Rebellion. They discuss the importance of playing the long game in sales and how it leads to success. They also talk about the need for finding good leadership and not settling for a job that doesn't align with your values. Dale shares his personal journey and how he found fulfillment in sales. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Dale Dupree (Founder and C...
716 - Building a Pipeline Faster: The Key Mistakes and Strategies, with Wendy Weiss
January 23, 2024 13:00 - 20 minutes - 19.1 MBCollin Mitchell and Wendy Weiss, founder of Salesology, discuss the art of building a sales pipeline. They emphasize the importance of targeting a specific audience and crafting messaging that resonates with that audience's problems. Wendy shares her unique approach of setting appointments before asking questions, which helps eliminate resistance and leads to more productive conversations. They also touch on the significance of delivery and authenticity in sales conversations. Foll...
715 - Unlocking the Power of AI for Revenue Teams, with Ryan Staley
January 18, 2024 13:00 - 9 minutes - 8.97 MBIn this episode, Collin Mitchell and Ryan Staley discuss the potential impact of AI on sales and revenue generation. Ryan shares his background in sales and his journey into AI, highlighting the transformative power of AI in unlocking new possibilities for businesses. They also touch on the future of AI in videos and entertainment. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Ryan Staley (Founder and CEO, Whale Boss) Sponsored By: Leadium | The leader in...
714 - Unleashing Creativity in Sales: Using Personalized Videos to Land Meetings, with Ryan O'Hara
December 28, 2023 13:00 - 13 minutes - 12.8 MBIn this episode, Collin welcomes Ryan O'Hara to discuss creative video prospecting in sales. They talk about the power of using personalized videos to grab prospects' attention and increase response rates. Ryan shares his experience of creating customized jingles and commercials for companies he wants to break into, which has led to successful meetings and conversions. They also emphasize the importance of being yourself and showcasing your unique experiences in your prospecting eff...
713 - Unconventional Sales Strategies: Building Trust and Standing Out in the Sales Process, with Dale Dupree
December 26, 2023 15:34 - 16 minutes - 15.6 MBCollin Mitchell welcomes guest Dale Dupree, a legendary sales expert, to discuss the importance of building relationships in sales. They emphasize that people buy from people they know, like, and trust, and that price is not always the determining factor. Dale shares his unique approach to the sales process, including creating memorable experiences during the proposal stage. He highlights the importance of differentiation and authenticity in standing out from the competition. Follo...
712 - Overcoming Call Reluctance and Building a Strong Sales Pipeline, with Wendy Weiss
December 21, 2023 13:00 - 17 minutes - 15.8 MBIn this episode, host Collin Mitchell interviews Wendy Weiss, the founder of Salesology, a prospecting method that generates predictable sales results. They discuss Wendy's background as a ballerina and how her dance training taught her valuable skills for sales. Wendy shares her three-step salesology prospecting model, emphasizing the importance of warming up, rehearsing, and performing in sales. They also discuss call reluctance and the power of the phone in sales. Follow the Hos...
711 - The Power of Gratitude in Sales and Leadership, with Elizabeth Frederick
December 19, 2023 18:00 - 14 minutes - 13.5 MBColin Mitchell welcomes Elizabeth Frederick, an operations officer and senior advisor at Criteria for Success, to discuss the topic of gratitude in sales and leadership. They explore the benefits of having a gratitude practice, including improved relationships, reduced stress, and better mental health. Elizabeth shares practical ways to incorporate gratitude into daily life, such as reflecting on gratitude in the morning and at the end of the day, and expressing gratitude to others....
710 - Unlocking LinkedIn Success: Offline Strategies for Sales Professionals, with Lindsey McMillion
December 14, 2023 13:00 - 19 minutes - 18.1 MBColin welcomes Lindsey McMillon-Steeman back to the show to discuss leveraging LinkedIn for sales success. They talk about the importance of having a profile that reflects who you are offline, and how to make sure your online presence matches your real-life persona. Lindsey shares tips on optimizing your LinkedIn profile and using features like the name pronunciation audio to humanize yourself. They also discuss the power of handwritten notes in building relationships with prospects...
709 - Putting People Before Products: The Power of Relationships in Sales, with Dale Dupree
December 12, 2023 19:49 - 13 minutes - 12.3 MBCollin Mitchell welcomes guest Dale Dupree, also known as the "Copier Warrior," to discuss his unique approach to sales. Dale shares his philosophy of putting people before products and building relationships based on emotion and community. He talks about the importance of reputation and the impact it can have on sales success. The conversation also touches on the role of authenticity and perseverance in sales. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest:...
708 - Building an Effective Sales Playbook: Key Insights and Tips, with Tom Slocum
December 07, 2023 13:00 - 13 minutes - 12 MBIn this episode, the Collin discusses with Tom Slocum the importance of building a sales playbook and how it can benefit a company's go-to-market team. They explore what should and shouldn't be included in a playbook and who should be involved in its creation. Tom also shares insights on measuring the effectiveness of a playbook and the positive results that can be expected, such as improved sales performance, unified processes, and reduced onboarding time. Follow the Host: Collin ...
707 - The State of Outbound: Prospecting in a Crowded Market, with Ryan O'Hara
December 05, 2023 19:19 - 9 minutes - 9.08 MBIn this episode, host Colin Mitchell discusses the state of outbound sales with guest Ryan O'Hara, CEO and founder of Pitchfire. They talk about the challenges of prospecting in today's competitive market, with statistics showing that the average person gets prospected 780 times a year. They discuss the decreasing response rates to cold emails and calls, and the need for sales reps to be creative and personalized in their outreach. They also highlight the importance of using the pho...
706 - Mastering Deliverability: How to Get Your Emails in the Primary Inbox, with Leslie Venetz
November 30, 2023 13:00 - 23 minutes - 21.7 MBIn this episode, host Colin Mitchell welcomes Leslie Venetz, a corporate sales trainer and go-to-market consultant. They discuss the importance of deliverability and domain reputation in sales. Leslie provides tips for individual sellers who may be experiencing deliverability issues, such as taking a multi-channel approach and leveraging voicemails to point prospects to their emails. They also discuss the dos and don'ts of using LinkedIn as a sales channel. Follow the Host: Collin ...
705 - Taking Action in Sales: More Than Just Talk, with Larry Long Jr.
November 28, 2023 13:00 - 16 minutes - 14.9 MBIn this episode, host Colin Mitchell welcomes Larry Long Jr., an exceptional sales coach, to discuss the importance of taking action in sales. They talk about the difference between talking the talk and walking the walk, emphasizing the need for intentionality in prospecting and learning from lost opportunities. Larry shares his personal experiences and encourages listeners to ask tough questions of themselves and their prospects. Overall, the episode highlights the importance of be...
704 - The Key to Effective Goal Setting in Sales, with Elizabeth Frederick
November 23, 2023 13:00 - 21 minutes - 20 MBIn this episode, host Colin Mitchell interviews Elizabeth Frederick, the host of Let's Talk Sales podcast and the president and CEO of Collavia. They discuss the concept of setting "stupid goals" and how to avoid them. Elizabeth breaks down the acronym SMART (Specific, Measurable, Achievable, Relevant, Time-bound) and introduces her own acronym, STUPID (Shoulds, Tasks, Unaligned, Procrastination, Inattentive, Disconnected), to help people set more effective goals. They emphasize the...
703 - Eliminate Complexity and Focus on What Matters, with Mike Simmons
November 21, 2023 15:42 - 17 minutes - 16 MBIn this episode, host Colin Mitchell welcomes back Mike Simmons, a seasoned coach and leader with 22 years of experience in high-growth tech companies. They discuss the importance of simplifying execution in sales and how to avoid overcomplicating things. They emphasize the need for clarity and focus in goal setting and execution, and the importance of eliminating unnecessary tasks and metrics. The episode provides practical tips for sales teams and leaders to streamline their proce...
702 - The Process of Buying Sales Technology, with David Dulany
November 16, 2023 17:00 - 22 minutes - 20.3 MBIn this episode, host Collin Mitchell welcomes David Dulany, CEO and founder of TenBound, to discuss the process of buying sales technology. They talk about the importance of having a well-defined process for evaluating and buying technology, including documenting the company's buying policy and consolidating the tool list. They also discuss the power that buyers have in negotiating contracts and terms with technology vendors. David emphasizes the need for companies to be proactive ...
701 - Building Authentic Relationships and Taking Conversations Offline, with Lindsey McMillion
November 14, 2023 14:21 - 18 minutes - 16.7 MBIn this episode, host Collin Mitchell interviews Lindsey McMillon, the founder of McMillon Consulting. They discuss the common mistakes people make on LinkedIn and how to use the platform effectively for sales prospecting. Lindsey emphasizes the importance of building genuine relationships and taking conversations offline. She shares tips on engaging with connections, using personalized outreach, and providing value. Overall, the episode provides valuable insights on leveraging Link...
700 - Hiring for Right Stage Fit, with Jay Webb
November 09, 2023 17:09 - 17 minutes - 15.7 MBIn this episode, host Colin Mitchell welcomes Jay Webb to discuss hiring revenue leaders and the importance of hiring for the right stage fit. They explore the changing landscape of hiring, including the decreasing emphasis on four-year degrees and the value of curiosity as a soft skill. Jay emphasizes the need to avoid over-indexing on domain expertise and highlights the importance of finding candidates who are a good fit for the stage and culture of the company. Follow the Host: ...
699 - AI-Powered Sales Transforming Sales Performance, with Bowen Moody
November 07, 2023 18:56 - 15 minutes - 14 MBIn this episode, host Colin Mitchell welcomes guest Bowen Moody, the sales guru and AI mastermind behind Wonder Way. They discuss the problem of sales coaching and training in today's market and how AI is playing a role in solving it. Bowen explains how Wonder Way listens to sales calls and provides instant feedback to sales reps, eliminating the need for managers to watch recordings. They also address concerns about relying on AI and the potential impact on job roles. Follow the H...
698 - Prospecting with Impact and Adding Value, with Mark Hunter
November 02, 2023 17:00 - 8 minutes - 8.2 MBIn this episode, host Mark and Collin discuss prospecting in today's sales environment. Mark emphasizes the importance of treating prospects like customers and providing value in every interaction. They also criticizes ineffective email strategies, such as generic "checking in" messages, and highlights the need for quality over quantity in prospecting. Also, Hunter shares insights on separating oneself from the competition and creating meaningful connections with prospects. Follow ...
697 - Personalization at Scale for Sales Success, with Leslie Venetz
October 31, 2023 17:00 - 20 minutes - 19.1 MBIn this episode, host Colin Mitchell and guest Leslie Venetz discuss value-based segmentation in sales. They explore the concept of segmenting prospects based on their specific needs and challenges, rather than just basic demographics. Leslie shares examples of how to effectively personalize outreach based on trigger events and other segmentation criteria. They emphasize the importance of strategic thinking and personalization in outbound sales. Follow the Host: Collin Mitchell (Pa...
696 - The Science of Hard Work and Continuous Improvement, with John Barrows
October 26, 2023 17:00 - 21 minutes - 19.9 MBIn this episode, the John Barrows talks about the importance of hard work and the role it plays in achieving success. He shares his own experience of working hard to reach the top of a company in less than 12 months. Barrows also emphasizes the value of money and how it can eliminate unhappiness. He encourages listeners to take ownership of their careers and to continuously learn and improve through testing and trying different approaches. Follow the Host: Collin Mitchell (Partner,...
695 - Creating a Game Plan for Sales Success, with Larry Long Jr
October 24, 2023 17:00 - 8 minutes - 7.71 MBIn this episode, Colin Mitchell discusses with Larry Long Jr. the importance of sales transformation and the need for intentional action to achieve success. They emphasize the need for continuous learning and adapting to the changing sales environment. Mitchell also highlights the significance of focusing on revenue-generating activities and executing a well-defined plan. Larry also shares insights on thriving in challenging times and the power of belief in achieving success. Follo...
694 - Building a Winning Sales Playbook: Key Ingredients and Best Practices, with Tom Slocum
October 19, 2023 17:00 - 12 minutes - 11.2 MBIn this episode, host Colin Mitchell interviews Tom Slocum, the CEO and founder of the SD Lab, about sales development and building effective sales playbooks. They discuss the importance of having a playbook and the common mistakes companies make when creating one. Tom shares key ingredients for a great playbook, including buyer personas, sales scripts, and objection handling. He also provides insights on where the playbook should live and how to make it easily accessible and intera...
693 - Creating Content for Different Stages of the Sales Funnel, with Mike Swigunski
October 17, 2023 17:00 - 12 minutes - 11.3 MBIn this episode, host Colin Mitchell discusses with Mike Swigunski the importance of creating focused content to attract the right audience and build trust. Mike shares his own experiences and mistakes in content creation and offers tips on how to cater to specific target groups. Mike Swiginski, an expert in buying and selling online businesses, who provides insights on the basics of these transactions also discuss liquidity, risk tolerance, and the factors that determine the value ...
692 - The Importance of Tracking Win Rates in Sales, with Andy Paul
October 12, 2023 17:00 - 12 minutes - 11.8 MBIn this episode, Andy Paul discusses the importance of tracking win rates in sales teams. He shares his experience of finding that most sales teams do not track win rates, which is a crucial metric for understanding the effectiveness of sales efforts. Andy emphasizes the need for salespeople to focus on creating positive buying experiences to increase their win rates. He also talks about his book "Sell Without Selling Out," which provides a framework for sellers to connect with buye...
691 - Navigating the Sales Technology Landscape, with David Dulany
October 10, 2023 18:00 - 17 minutes - 15.9 MBIn this episode, host Collin Mitchell interviews David Dulany, CEO and founder of TenBound, about sales technology and its impact on sales teams. They discuss the importance of having a strong foundation in people and processes before investing in new technology. They also talk about the trend of consolidation in the sales tech space and the emergence of the "seller action hub" concept. Listeners can visit tenbound.com for more information and access to a free directory of sales tec...
690 - Finding the Right Sales Leader for Early Stage Companies, with jay Webb
October 06, 2023 16:00 - 19 minutes - 18 MBIn this episode, host Collin Mitchell welcomes Jay Webb, the mastermind behind the Goats of Growth podcast. They discuss the common mistakes made when hiring revenue leaders and the importance of finding a leader who is a stage fit for the company. Jay emphasizes the need for expeditionary sales leaders who can handle the ambiguity and uncertainty of early-stage startups. They also touch on the importance of data-driven decision-making and the need for transparency and realistic exp...
689 - The Lost Fundamentals of Sales in the Tech Industry, with John Barrows
October 03, 2023 16:00 - 13 minutes - 12.1 MBIn this episode, host Colin Mitchell discusses the state of sales and the importance of fundamentals with guest John Barrows, founder of JB Sales. They talk about how the sales industry has become reliant on technology and automation, leading to a lack of essential skills and a false sense of success. They also touch on the impact of COVID-19 on sales and the challenges of virtual selling. The conversation highlights the need for feedback, resilience, and hard work in sales. Follow...
688 - Mastering the Art of Sales, with Mark Hunter
September 28, 2023 17:00 - 15 minutes - 13.9 MBIn this episode, host Colin Mitchell welcomes sales author Mark Hunter to discuss how to sell in today's environment. They talk about the challenges sales leaders are facing and provide strategies for navigating tough times. Mark emphasizes the importance of understanding customer priorities and decision-making processes. He also highlights the need for sellers to focus on building relationships and creating value for customers. Follow the Host: Collin Mitchell (Partner, Leadium) ...
687 - Breaking Down Barriers to Achieve Greatness, with Mike Simmons
September 26, 2023 17:56 - 17 minutes - 16.4 MBIn this episode, host Colin Mitchell interviews Mike Simmons, a seasoned coach and leader with over 22 years of experience in high-growth tech companies. They discuss the importance of sellers taking ownership and leading themselves instead of relying on leaders. Simmons shares insights from his own journey and emphasizes the need for self-reflection and asking important questions like "Who am I?" and "What problems do I like to solve?" They also discuss the impact of focusing on hi...
686 - Equipping Salespeople for the Future, with Fred Copestake
September 21, 2023 18:00 - 17 minutes - 16.2 MBIn this episode, host Colin Mitchell welcomes Fred Copestake, author of "Hybrid Selling" and "Selling Through Partnership Skills," to discuss the changing landscape of B2B sales. They explore the concept of hybrid selling and how it has transformed sales in the digital age. Fred emphasizes the importance of equipping salespeople with the skills to stay relevant and meet the evolving needs of customers. He also highlights the value of understanding customer pain points and providing ...