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
685 - Lessons from a Self-Taught Sales Guru, with Bowen Moody
September 19, 2023 17:10 - 16 minutes - 15.5 MBIn this episode, host Colin Mitchell interviews Bowen Moody, the sales guru and AI mastermind behind Wonder Way. They discuss the challenges of selling in tough times and how to survive as a startup founder. Moody shares his personal journey of transitioning from product management to sales and the lessons he learned along the way. They also talk about the importance of being flexible, listening to customers, and staying resilient in the face of adversity. Follow the Host: Collin M...
684 - Building a Successful Sales Career in Challenging Times, with Larry Long Jr.
September 14, 2023 17:00 - 13 minutes - 12.1 MBIn this episode, host Collin Mitchell and Larry Long Jr. discuss how to thrive in tough times and achieve outstanding sales results. Larry shares insights from his book and emphasizes the importance of mindset, mastering the basics, learning from failures, and surrounding oneself with positive influences. They also discuss the impact of consuming the right information and taking action on what is learned. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Larry...
683 - Finding Your Path to Leadership in Sales, with Andrea Morter
September 12, 2023 17:34 - 17 minutes - 15.7 MBIn this episode, host Colin Mitchell interviews Andrea Morter, the VP of Sales, Ops and Enablement at Get Beyond. They discuss Andrea's journey in sales and leadership, as well as the challenges and rewards of transitioning into sales operations. Andrea shares insights on the importance of leadership and the need to focus on helping others succeed. She also highlights the role of sales enablement in supporting sales teams and driving success. Follow the Host: Colin Mitchell (Partn...
#682 - Unleashing the Power of Sales Coaching, with Mark Cox
September 05, 2023 18:47 - 14 minutes - 13.3 MBIn this episode, host Colin Mitchell discusses the importance of sales management and effective coaching in the sales industry. He highlights the challenges faced by sales leaders and the need for them to prioritize coaching their teams. Mitchell emphasizes the role of coaching in developing salespeople and improving team performance. He also suggests practical strategies for scheduling coaching sessions and creating intentional coaching moments. Follow the Host: Collin Mitchell (P...
#681 - Calling Culture and the Future of Cold Calling, with Kevin Hopp
August 04, 2023 18:00 - 15 minutes - 14.6 MBColin Mitchell welcomes back Kevin Hopp to dig into the importance of calling culture in outbound sales. This is the episode that gets down and dirty around the misconception that cold calling is dead and the rise of AI in sales. Kevin shares his expertise in helping teams improve their phone conversations and connect rates. They also touch on the challenges of building a strong calling culture in a remote or hybrid team. Follow the Host: Collin Mitchell (Partner, Leadium) Our Epi...
#680 - Winning More Than Losing in Sales, with Andy Paul
August 01, 2023 20:39 - 17 minutes - 16.3 MBAndy Paul and Collin Mitchell discuss the problem of low win rates in sales teams. The research that shows average win rates are only around 17%, and how this has become an accepted norm in many sales organizations. Andy argues that sales leaders need to care about improving win rates and focus on helping their sellers win more than they lose. He also emphasizes the importance of tracking win rates and conducting win loss analysis to understand why deals are won or lost. Follow the...
#679 - Use a Growth Mindset to Level Up Your Sales Career, with Mark Cox
July 27, 2023 18:30 - 9 minutes - 8.97 MBIn this episode, host Collin Mitchell welcomes Mark Cox on the show to discuss the importance of negotiating the value of an opportunity in sales. He emphasizes the need for collaboration and aligning on the value of the opportunity rather than revealing all cards. Mark also talks about the challenges sales leaders face and shares his experience of closing a significant deal with a top bank in the US. Mark is all about Growth Mindsets and shares his sales transformation journey and ...
#679 - From Cashier to Sales Coach, with Kevin Hopp
July 25, 2023 14:26 - 15 minutes - 14.2 MBIn this episode, host Colin Mitchell interviews Kevin Hopp, founder of Hopp Consulting Group and host of Hopp on Calls. They discuss Kevin's background in sales, from his first job as a cashier to becoming a successful account executive and now a prolific sales coach. Kevin also talks about the changing sales environment, the challenges of technology, and the importance of being good at your job in sales. This is a conversation that highlights so much about the experiences of an ent...
#678 - VAULT: The Never Ending Chase for Sales Quotas, with Elyse Archer
July 21, 2023 14:11 - 14 minutes - 13.8 MBIn this episode, Colin Mitchell discusses the journey of Elyse Archer, the Founder and CEO of She Sells, a coaching program for women in sales. Elyse shares her early entrepreneurial spirit and her college experience studying journalism. She talks about the pressure to constantly strive for success in sales and the unhealthy habits it can lead to. Elyse also discusses the creation of the She Sells brand and the importance of redefining success and finding self-worth within oneself. ...
#677 - Building Trust through Content Creation, with Mike Swigunski
July 19, 2023 18:33 - 10 minutes - 9.71 MBIn this episode, host Colin Mitchell introduces Mike Swigunski, a bestselling author and nomadic entrepreneur. Mike shares his experiences of working and traveling around the world for the past decade. He also discusses his expertise in online transactions and buying and selling deals worth over $120 million. The episode emphasizes the importance of creating content to build trust and establish credibility with potential clients. Mike shares his personal experience of starting with ...
#676 - The Importance of the Buying Experience in Sales, with Andy Paul
July 13, 2023 17:54 - 13 minutes - 12.1 MBIn this episode, host Colin Mitchell welcomes Andy Paul to discuss the importance of the buying experience in sales. Andy highlights data that shows the buying experience is the most important factor in a buyer's decision-making process. He emphasizes the need for sales teams to focus on creating a positive buying experience to compete and win against other vendors. He also discusses the importance of disqualifying leads and making the right choices in sales. Follow the Host: Col...
#675 S2 Episode 544 - CUT OUT THE MIDDLEMAN: Creating Residual Income with David Carlin
June 08, 2023 21:36 - 12 minutes - 11.5 MBMAKE MONEY IN YOUR PAYMENTS PROCESSING Payments industry expert David Carlin discusses how to cut out the middleman in the sales process and make residual income. Businesses can make money off every transaction made through their merchant account, and this income can continue for years to come. Learn more about David’s insights on making money from processing your own payments in this episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsle...
#674 S2 Episode 543 - WHAT'S YOUR WHY: Putting Thought Into Your Future
May 29, 2023 08:00 - 5 minutes - 11.6 MBYOU DON'T HAVE TO HAVE EVERYTHING SET UP AT FIRST It's definitely possible to make goals for yourself based on your 'why' even if it's not exactly present in your life yet. In today's episode, Collin has an insightful conversation with Kevin Bartlett, Regional Sales Manager at ExtraHop on how and why puts a lot of long-term thought into his every decision. There are a lot of nuggets of inspiration so tune in to this latest episode of Sales Transformation. Get Fresh Sales Plays Fro...
#673 S2 Episode 542 - CREATING STORY: Writing Books For Storytelling in Sales
May 28, 2023 08:00 - 5 minutes - 13.6 MBMASTERFUL STORYTELLING Writing books is not only about sharing information but also comes from a love of learning. In today's episode, we throwback to Collin's conversation with Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners regarding the books he's written in the previous years. He shares golden nuggets not only on writing books but also on what inspired him to create the ones he's written. Catch all of this in the latest episode of Sales Transformation. Get Fres...
#672 S2 Episode 541 - BECOME A GREAT HOST: The Experience Matters Throughout the Process
May 27, 2023 02:23 - 5 minutes - 11.5 MBELEVATE THE PODCAST EXPERIENCE You never want the guest to question, "Why did you want me in the show in the first place?". Fortunately, it's very possible to get the hang of handling a podcast and providing your guest with a memorable experience from before the interview to post-recording! In today's episode of Sales Transformation, Collin tells us how you can create a meaningful experience for your guests from start to finish. Get Fresh Sales Plays From The Trenches In Your Inbo...
#671 S2 Episode 540 - FORECASTING ALGORITHMS: Reach Higher Heights with Accuracy
May 27, 2023 01:16 - 4 minutes - 11.1 MBHUMAN FORECASTING + ALGORITHMS = ACCURACY It's crucial to get forecasting as accurate as we can. And we have individuals who've made it their goal to make these forecasting algorithms as accurate for different companies as possible. In today's episode, we throwback to Collin's conversation with Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners. Make sure you don't miss all the juicy details in the latest episode of Sales Transformation. Get Fresh Sales Plays From The...
#670 S2 Episode 539 - LET'S RUN THE SHOW: How to Use Podcasting as a Seller
May 25, 2023 20:00 - 4 minutes - 11.1 MBBUILD TRUST AND RAPPORT FASTER There are a lot of steps to building trust and rapport if you want to position yourself as someone who can solve your customers' problems. In today's episode, Collin dives deep into how we can use a podcast to essentially speed through these steps. Learn more about what exactly this means in the latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: THE BEST WAY TO U...
#669 S2 EP538 - HOW HAMISH’S BOOK CAME ABOUT: Laying Down Accountability and All the Details
May 24, 2023 08:00 - 4 minutes - 10.9 MBATTAIN EFFICIENCY EVEN IN TIGHT TIME WINDOWS Every salesperson, at some point in their career, could ask "Did this need to be a meeting" or "Was this even an effective meeting?" One way to take accountability while also managing time effectively is to think in chunks or blocks of time instead! In today's episode, Hamish explains exactly what that means and shares his experience on writing his first book and how it actually came about. Find out more in this episode of Sales Transf...
#668 S2 Episode 537 - STAY ACCOUNTABLE: Understand Your Role and Thrive
May 23, 2023 04:35 - 4 minutes - 11.1 MBACCOUNTABILITY TAKES YOU A LONG WAY Sometimes sales leaders just manage more people than they can manage. Then they end up being part player, part coach in their role and essentially stop being accountable to themselves. In today's episode of Sales Transformation, Collin discusses accountability and why it can be so advantageous to have a full funnel. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: HAVING A FULL-FUNNEL CAN MAKE A...
#667 S2 Episode 536 - FULL FUNNEL FREEDOM: What It Means to Have a Healthy Funnel
May 22, 2023 03:24 - 5 minutes - 13.5 MBDO YOU HAVE FLUFF IN YOUR FUNNEL? OR NOT ENOUGH? Not many people think about it but it's amazing how much you can serve your prospects better when you have a healthy pipeline. This also means you feel a bit more freedom to say no especially recognizing that not all business means good business! In today's episode, Collin and Hamish talk about what full funnel freedom means and leading up to a healthy funnel. Learn about these in more detail in this episode of Sales Transformation....
#666 S2 Episode 535 - MIND THE CLOCK: The Trick for Time Efficiency
May 21, 2023 15:19 - 3 minutes - 8.44 MBI HAVE TOO MANY PEOPLE ON MY TEAM The reality is, some sales leaders are just managing more people than they can effectively manage. Today's episode has Collin in an insightful discussion with Hamish on how sales leaders can better approach time constraints especially when handling multiple people. Find out more in this edition of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS HAMISH: YOU HAVE MORE TIME THAN YOU TH...
#665 S2 Episode 534 - REVIEW AND REFLECT: You Cannot Hide Between the Numbers
May 21, 2023 06:14 - 5 minutes - 5.02 MBTHINK ABOUT WHAT'S ACTUALLY IMPORTANT "Are we even going to hit our numbers?" A lot of times some sales leaders just want to talk about the fun stuff that they're going to do for the weekend and not even bother to ask this question. In today's episode, Collin is joined by Hamish Knox to talk about crippling beliefs common in salespeople and even in sales leaders, only here in the latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST News...
#664 S2 Episode 533 - PEOPLE ARE NATURALLY CURIOUS: Giving a Unique Experience in the Podcast
May 19, 2023 05:24 - 2 minutes - 5.6 MBIs podcasting already a reliable way to sell without selling? Collin shares some tips and tricks to leverage podcasts to build relationships and get people curious about you and what you do. In today's episode of Sales Transformation, Collin also talks about how you can add value after recording and help them better determine if you're a good fit. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: YOU CAN ALWAYS HAVE HIGH-VALUE CONVE...
#663 S2 Episode 532 - GETTING MY PODCAST STARTED: Just Jump Right Into It
May 18, 2023 08:29 - 2 minutes - 6.43 MBHOW DO I GET STARTED? What's the worst thing that can happen when you start a podcast? The easy answer is when no one listens to your show. But what we don't often think about is the value and special learning experiences we get to go through along the way! In today's episode of Sales Transformation, Collin explains how to stay realistic so that you can start your own podcast. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: DON'T...
#662 S2 Episode 531 - HACK THE ALGORITHM: Build the Habit of Podcast Frequency
May 17, 2023 05:00 - 3 minutes - 8.89 MBACHIEVE CONSISTENCY IN PODCASTING How often should you release podcast episodes? 1 in a month? 7 in a week? In today's episode of Sales Transformation, Collin dives into how he started doing podcasts, the time he was told to do 21 episodes consecutively, and what he's learned about how to do his podcast recordings effectively over time. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: HACKING THE ALGORITHM GOT HIM SOMETHING BETTER...
#661 S2 Episode 530 - POWER OF PODCASTS: Build Relationships In A Meaningful Way
May 16, 2023 05:00 - 3 minutes - 8.52 MBPODCASTS ALLOW YOU TO OPEN NEW DOORS Connections, pipeline, revenue - no matter how you think about it, these are all about building the right relationships with the right people. Collin dives into how podcasts help you do just that. Additionally, it's a reliable way to engage with people in a different context beyond just asking for meetings. You can learn about all of this and more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your In...
#660 S2 Episode 529 - BE PREPARED! The Biggest Mistake Sellers Make in the Negotiation Stage
May 15, 2023 05:00 - 3 minutes - 7.56 MBFAILURE TO PREPARE IS PREPARING TO FAIL What’s the #1 mistake that sellers make when they get the chance to negotiate? Sellers fail in the negotiation stage of their selling process because they fail to prepare properly for it. Collin explains the importance of preparing properly for every negotiation, big or small. 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 COLLI...
#659 S2 Episode 528 - CHANGE UP TO LEVEL UP: How to Motivate Your Team to Change
May 14, 2023 05:00 - 2 minutes - 5.92 MBLEADERSHIP INVOLVES GOING THROUGH CHANGES AND PUSHING CHANGES Teams are one of the most difficult things to manage in a sales environment, especially when it comes to advocating change. But how do you push your team to change? In this episode, Collin talks about motivating your team to change. He breaks down the top 3 things you can do to push your team to change, and you will find out these 3 in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches ...
#658 S2 Episode 527 - TARGET ENGAGED, TARGET LOCKED: Use Content to Engage with Your ICP
May 13, 2023 05:00 - 3 minutes - 7.5 MB“ENGAGE” IS THE SOCIAL LOVE LANGUAGE How do you engage with your ICP? How do you make a strong connection with them and start building relationships? In this age of social media-based selling, It is imperative that you engage in valuable content, and that is what Collin talks about today. Tune in now and find out from Collin how you can use the content as a surefire tactic to engage with your ICP, only here, in Sales Transformation. Get Fresh Sales Plays From The Trenches In Your ...
#657 S2 Episode 526 - LOST IN TRANSITION: From Transactional Seller to Strategic Seller
May 12, 2023 05:00 - 4 minutes - 10.2 MBTHE TRANSFORMATION TO TRANSITION What is it like to transition from one selling approach to another? Today, Collin talks about transitioning from being a transactional seller to a strategic seller. He emphasizes the importance of patience since strategic selling takes more time and effort. Collin also explains that strategic selling requires a consultative approach and the knack for more creative solutions. Learn more in this latest episode of Sales Transformation. Get Fresh Sales...
#656 S2 Episode 525 - MASTERS IN SALES: 3 Tricks to Mastering Sales Leadership
May 11, 2023 05:00 - 2 minutes - 5.63 MBSOMETIMES, IT’S TRICKS THAT YOU NEED, NOT THE SMARTS Are you a great leader? How sure are you? Do you really have what it takes to be a great sales leader? In this episode, Collin explains that it’s not always about the smarts and experience that you need to be a great leader, it actually needs the right tricks of the trade. Tune in as Collin presents the top 3 tricks to mastering sales leadership in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenc...
#655 S2 Episode 524 - KEEPING THE INTEREST: 3 Ways to be Interesting to Your Prospect
May 10, 2023 05:00 - 2 minutes - 6.72 MBARE YOU INTERESTING ENOUGH? Many of us sellers are scratching our heads about why we can’t keep our prospects in the conversation or even in the sales process. The question is, are we interesting enough for the prospect to spend time with us? In this episode, Collin breaks down how listening, understanding, sharing relevant information, being authentic, and engaging can help us become more interesting to our prospects. Stay tuned as Collin gives us a bonus tip in this latest episod...
#654 S2 Episode 523 - NAIL IT! 3 Tips to Nail Your Sales Process
May 09, 2023 05:00 - 3 minutes - 7.59 MBHOW DO YOU NAIL YOUR SALES PROCESS? Well, Collin has 3 sure-fire tips for doing it. Nail your targeting and perfect your ICP, fine-tune your entire sales process, and leverage technology to automate your process. Tune in as Collin breaks down these 3 tips, only here in the latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS COLLIN: NAIL YOUR TARGETING “Nail your targeting, that might mean that you nee...
#653 S2 Episode 522 - HOLISTIC: Personalizing Your Entire Sales Process from Top to Bottom
May 08, 2023 05:00 - 2 minutes - 6.5 MBFROM THE BEGINNING, UNTIL THE END Many sellers treat personalization as a transactional approach, where they only apply it in prospecting, and off they go. But personalization is so much more than that. It can be applied up to the very end of the process, from prospecting to closing deals. Stay tuned as Collin shares a game-changing tip that will make your full process personalization easy as taking candy from a baby, only here in Sales Transformation. Get Fresh Sales Plays From T...
#652 S2 Episode 521 - DROP THE MAIL: Stop Checking In on Unresponded Emails
May 07, 2023 05:00 - 4 minutes - 9.87 MBWHAT’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 Transfor...
#651 S2 Episode 520 - OUT FOR THE HUNT PART 3: Leveraging Social for Selling Takes Time
May 06, 2023 05:00 - 2 minutes - 5.56 MBRESULTS 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. TRANSF...
#650 S2 Episode 519 - EQUAL TREATMENT: The Proper Treatment for Prospects and New Value Messaging
May 05, 2023 05:00 - 4 minutes - 11.5 MBHOW 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...
#649 S2 Episode 518 - OUT FOR THE HUNT PART 2: Engagement Through Knowledge-based Content
May 04, 2023 05:00 - 2 minutes - 5.87 MBYOU 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 DO...
#648 S2 Episode 517 - HARSH MARKET: Shiny Objects, False Flags, and a Brutal Market
May 03, 2023 06:00 - 5 minutes - 12.6 MBDON’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 lik...
#647 S2 Episode 516 - OUT FOR THE HUNT PART 1: Connections and Content
May 02, 2023 05:00 - 2 minutes - 5.37 MBIT’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 AL...
#646 S2 Episode 515 - LOSE CONTROL: Giving the Buyer Freedom in the Conversation
May 01, 2023 05:00 - 5 minutes - 12.5 MBHANDS 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 “...
#645 S2 Episode 514 - RACE AGAINST TIME: Your True Adversary in Sales is the Clock
April 30, 2023 05:00 - 5 minutes - 13.1 MBEVERYBODY 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 MOME...
#644 S2 Episode 513 - INTERNAL QUERY: Evaluating Yourself for Growth and Improvement
April 29, 2023 05:00 - 5 minutes - 12.7 MBMIRROR, 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 I...
#643 S2 Episode 512 - DUAL CONTROLS: Balancing the Control of the Conversation Between Buyer and Seller
April 28, 2023 05:00 - 6 minutes - 6.45 MBGIVE 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 lates...
#642 S2 Episode 511 - SUPPORT THAT LASTS: Keeping Sales Enablement in the Organization
April 27, 2023 05:00 - 6 minutes - 15.2 MBSELLERS 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 FAS...
#641 S2 Episode 510 - BEING FRANK TAKES THE BANK: Straight Forward Ranking Approach
April 26, 2023 05:00 - 4 minutes - 11.2 MBBEING 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 Inb...
#640 S2 Episode 509 - WAR ROOM: Teams and Counter Measures to Crisis Events
April 25, 2023 05:00 - 7 minutes - 16.7 MBCOUNTER 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...
#639 S2 Episode 508 - UNDIVIDED ATTENTION: Capturing and Maintaining the Buyer’s Attention in the Demo
April 24, 2023 05:00 - 5 minutes - 12.4 MB“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 epis...
#638 S2 Episode 507 - LOTS FOR LESS: Making More in Sales with Less the Cost
April 23, 2023 05:00 - 5 minutes - 12.2 MBSOMETIMES 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 T...
#637 S2 Episode 506 - TIME AFTER TIME: Keeping Up with the Sales Environment
April 22, 2023 05:00 - 7 minutes - 18.8 MBWHAT 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...