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
#636 S2 Episode 505 - THE WILL TO LEAD: What It Really Takes To Be a Leader
April 21, 2023 05:00 - 5 minutes - 12.2 MBA 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 Sa...
#635 S2 Episode 504 - EYE OF THE TRACKER: Metrics to Keep an Eye on When Segmenting Personality Types
April 20, 2023 05:00 - 4 minutes - 10.2 MBARE 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 METRIC...
#634 S2 Episode 503 - DISCOVERING YOU & ME: Making the Buyer Comfortable In A Discovery Call
April 19, 2023 05:00 - 5 minutes - 14.3 MBWHAT 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 T...
#633 S2 Episode 502 - WITH OR WITHOUT: Detecting Personality Types Even Without a Platform to Use
April 18, 2023 05:00 - 7 minutes - 17.5 MBIT’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 MOMEN...
#632 S2 Episode 501 - NEVER DEAD: The Re-emergence of the Phone and Focus on Sales Cost
April 17, 2023 05:00 - 6 minutes - 16.4 MBTHE 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 Ne...
#631 S2 Episode 500 - DOWN AND DIRTY: Getting Down in the Trenches with Your Team
April 16, 2023 05:00 - 5 minutes - 12.4 MBLEAD 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 Th...
#630 S2 Episode 499 - YOURSELF IN THE MIX: Finding Out Your Own Personality and Matching It to the Buyer
April 15, 2023 05:00 - 4 minutes - 11.3 MBMIX 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 You...
#629 S2 Episode 498 - unWHINEd: Creating the Right Mindset for Cold Calling
April 14, 2023 05:00 - 5 minutes - 12.4 MBQUIT 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...
#628 S2 Episode 497 - TARGET ACQUIRED: Specific and Segmented Targeting With Personality Insights
April 13, 2023 05:00 - 4 minutes - 11.6 MBIF 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 Newsl...
#627 S2 Episode 496 - FLEXIBILITY: Learning to Sell Without the Rigidity of the Process
April 12, 2023 05:00 - 5 minutes - 12.9 MBDON’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 ...
#626 S2 Episode 495 - NOT ONE TOO MANY: Collective Personality Insights for Multiple Decision Makers
April 11, 2023 05:00 - 6 minutes - 15.5 MBIT’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 p...
#625 S2 Episode 494 - FIT TO SELL: The Role of Sales Enablement as Fitness Coaches
April 10, 2023 05:00 - 8 minutes - 19.9 MBHOW 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 la...
#624 S2 Episode 493 - RECORD IT TO WIN IT: Recording Your Demos and Discovery Calls
April 09, 2023 05:00 - 5 minutes - 12.5 MBSTOP 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 Tren...
#623 S2 Episode 492 - BEHIND THE SCENES: Learning the Technology Behind Humantic AI
April 08, 2023 05:00 - 6 minutes - 15.9 MBIT’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...
#622 S2 Episode 491 - PATH IT OUT: Providing Well-planned and Equal Promotional Paths
April 07, 2023 05:00 - 7 minutes - 17.2 MBKNOWING 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 ...
#621 S2 Episode 490 - TECHNOLOGY + HUMANITY: Personality Insights as a Means to Humanize the Internet
April 06, 2023 05:00 - 7 minutes - 17.8 MBEVERYBODY 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. ...
#620 S2 Episode 489 - GIVE IT SOME LOVE: Stop Hating on Scripts and Learn to Use Them More
April 05, 2023 05:00 - 4 minutes - 11.5 MBSTOP 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 Trenc...
#619 S2 Episode 488 - MESSAGING FROM THE HEART: Fully Personalized Messaging and Sales Process
April 04, 2023 05:00 - 4 minutes - 10.3 MBIT’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 i...
#618 S2 Episode 487 - GIVE AND TAKE: Reciprocal Treatment of Attention on LinkedIn
April 03, 2023 05:00 - 7 minutes - 17.1 MBGETTING 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 ...
#617 S2 Episode 486 - WHAT’S UP DOC? Documentation of Processes as a Means to Scale
April 02, 2023 05:00 - 5 minutes - 12.7 MBIT’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 News...
#616 S2 Episode 485 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 2
April 01, 2023 05:00 - 4 minutes - 10.2 MBIT’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...
#615 S2 Episode 484 - FLIP THE SWITCH: Balancing Promotions and Constant Switching of Points of Contact
March 31, 2023 05:00 - 6 minutes - 16.2 MBTOO 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 episo...
#614 S2 Episode 483 - MATCHMAKER, GAMECHANGER: Establishing Compatibility Using Personality Insights
March 30, 2023 05:00 - 5 minutes - 12.3 MBCAN 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...
#613 S2 Episode 482 - WORKS FOR ME: Nancy Calabrese’s Best Practices for an Effective Cold Calling Team
March 29, 2023 05:00 - 6 minutes - 16 MBWHAT 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 Sa...
#612 S2 Episode 481 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 1
March 28, 2023 05:00 - 5 minutes - 13.1 MBIT’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 ...
#611 S2 Episode 480 - PULL THE TRIGGER: In-Connection Search and Trigger Event Referrals
March 27, 2023 05:00 - 5 minutes - 13.7 MBONE 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 ...
#610 S2 Episode 479 - STEP UP AND STEP BACK: Scaling the Business Through Founder-Less Sales
March 26, 2023 05:00 - 6 minutes - 16.3 MBLET 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. Fin...
#609 S2 Episode 478 - TO DO OR NOT TO DO: Personality Insights as a Key to Guidance and Avoidance
March 25, 2023 05:00 - 5 minutes - 13.8 MBIT’S NOT JUST ABOUT WHAT YOU SHOULD DO, BUT ALSO WHAT YOU SHOULDN’T DO A lot would assume that winning back customers is just all about knowing what should be done to keep them, but we tend to forget that we also need to consider the things that we need to avoid. What did we do to cause the customer to leave? How did we communicate with the lost customer? In this episode, Collin explains that personality insights will not just help you find out what to do for the customer, but also...
#608 S2 Episode 477 - THE MYSTERY OF MASTERY: Determining Your Mastery Timeline
March 24, 2023 05:00 - 4 minutes - 11.3 MBIS MASTERY ACHIEVABLE IN SIX MONTHS? When it comes to skills, it actually depends. There are many factors to consider before determining if you will be able to master a skill in a given time, and that is what Christina will be talking about today. She explains that before determining how long or short you need to master something, you need to define what mastery of that skill looks like. Find out more as Christina breaks this down in this latest episode of Sales Transformation. Ge...
#607 S2 Episode 476 - DEFAULT MODE OFF: Switching Up the Ways of the Winback Communication
March 23, 2023 05:00 - 5 minutes - 12.3 MBTHERE’S NO SUCH THING AS DEFAULT ANYMORE In sales, marketing, or even winback, many have been taught that it’s all about building rapport, building relationships, and all the other defaults. However, the market is changing. These things are still important but it will now depend on who is on the other side of the table, your customer. Dan and Collin continue to explore the application of models such as DISC and OCEAN in the winback process, and you will learn more in this latest ep...
#606 S2 Episode 475 - OUT-BALANCED: Balancing the Leads in an Outbound Channel
March 22, 2023 05:00 - 8 minutes - 20.1 MBSALES IS A CIRCUS, YOU HAVE TO DO SOME BALANCING ACT A lot of sellers assume that the more leads you have, the better your chance of getting a deal. Unfortunately, that is not the case anymore. Today, Nancy is back, and she will be discussing with Collin the importance of having the right size of leads and how every industry has its own unique ramp-up period, which you need to consider when you plan on making cold calls. Learn more in this latest episode of Sales Transformation. G...
#605 S2 Episode 474 - WHO YOU WON & LOST: Understanding Winback Prospects on a Personal Level
March 21, 2023 05:00 - 4 minutes - 11.1 MBPEOPLE COME BACK FOR PEOPLE Collin appeared in various shows in the past weeks to discuss personality-based selling. Today, we are switching up as Collin jumps into The Winback Marketing Podcast with Dan Pfister. In this episode, Collin discusses how you can use personality insights as a means of having a stronger Winback campaign by identifying personalities that you are able to win back and the ones that you don’t. Learn more in this latest episode of Sales Transformation. Get ...
#604 S2 Episode 473 - VANITY FAIR: What Metrics Really Matter in Social Selling
March 20, 2023 05:00 - 6 minutes - 15.6 MBSALES WILL ALWAYS HAVE THE NUMBERS GAME Numbers matter, that’s a fact. But what numbers do you have to keep an eye on? Social media, LinkedIn in particular, is full of vanity metrics such as likes, reactions, comments, and more, but what do we really have to look at? Mike is back with Collin to discuss that these metrics are not really what you want to focus on, but the conversations, referrals, and conversions you get out of your content. Stay tuned until the end because Mike expl...
#603 S2 Episode 472 - PROCESS FOR THE MASSES: Creating the Right Process to Hire the Right People
March 19, 2023 05:00 - 5 minutes - 13.6 MBIT’S OK, JUST TAKE YOUR TIME One of the biggest mistakes founders or sales leaders make is rushing the hiring process. As they try to catch up to their targets and to their goal of scaling the business, they tend to forget what really matters, which is finding the right person for the job. In today’s episode, Scott and Collin talk about the importance of putting a hiring process in place and taking your sweet time to find the right person. Learn more in this latest episode of Sales...
#602 S2 Episode 471 - TURNOVER IS OVER: Personalized Selling’s Impact on Sales Roles Turnover
March 18, 2023 05:00 - 4 minutes - 11.7 MBWHEN RESULTS ARE BETTER, THERE’S LESSER TURNOVER Collin and Trevor are about to close their conversation, and in this last bit, the two talks about how the uplift in sales that personalized selling brings to the table can also uplift a seller’s enjoyment of his job. Collin confirms and explains how personalized selling helps sellers gain better results, which makes their jobs more rewarding, and overall can lessen turnover in sales roles. Learn more in detail in this latest episode...
#601 S2 Episode 470 - AND HERE WE ARE NOW: Finding Your Promotional Path
March 17, 2023 05:00 - 6 minutes - 16.6 MBSOMEBODY HAS TO START SOMEWHERE, RIGHT? It’s a new day and a new guest. Today, we have Christina Brady, SVP of Sales at Spekit. Christina talks about how she got into sales and worked her way up at various companies, which leads to the topic that is thinking about your own promotional path. Stay tuned until the end as Christina shares the top 3 things to do if you want to get promoted, and more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches...
#600 S2 Episode 469 - SOONER OR LATER: Everybody’s Going to Evangelize Sooner or Later
March 16, 2023 05:00 - 4 minutes - 11.2 MBSTART NOW, BEFORE EVERYBODY ELSE WOULD It’s Collin’s last round with Ethan and in this episode, he explains that the evangelist’s work doesn’t stop when deals are closed and will continue as customers continue to have their experiences. Collin also discusses the high chance that everybody will also start evangelizing sooner or later, so if you have the plan to do so, it’s time to start. How? Tune in to find out in this latest episode of Sales Transformation. Get Fresh Sales Plays ...
#599 S2 Episode 468 - OLD BUT GOLD: The True Power of Cold Calling with Nancy Calabrese
March 15, 2023 05:00 - 6 minutes - 14.8 MBWHAT IS THE BEAUTY OF COLD CALLING? A lot of people take cold calling for granted and treat it as a “forgotten art”, but Collin and Nancy Calabrese both disagree. Nancy is the Founder and CEO of One of a Kind Sales and the host of Conversational Selling. In this episode, Nancy talks about what changed over time in the outbound world, the benefits of cold calling, and the reason why you don’t need to have so many leads. All these and more in this latest episode of Sales Transformati...
#598 S2 Episode 467 - NEITHER RIGHT NOR WRONG: The True Thing that Matters When Selling
March 14, 2023 05:00 - 6 minutes - 14.5 MBIT’S NOT REALLY ABOUT WHO’S RIGHT OR WRONG, IT’S ABOUT THE BUYER Trevor and Collin start off this episode with a quick discussion on which channel works well with DISC selling and why it’s effective. Collin continues to discuss that the channel, the method of selling, and whether solving problems or being likable is the best way to sell are not what really matters the most, but it is the person who is buying. Stay tuned to learn more in this latest episode of Sales Transformation. ...
#597 S2 Episode 466 - 2ND STAGE INVOLVEMENT: Founder-Led Sales and The Beginning of Sales Hiring
March 13, 2023 04:00 - 5 minutes - 14 MBIT’S NOT JUST ABOUT WHAT YOU EARN, BUT ALSO ABOUT WHAT YOU LEARN We already know the three stages of founders’ involvement in the sales process. In fact, in his previous round with Collin, Scott Sambucci already started discussing founder-everything sales, the first stage. Today we will be learning the second stage, which is founder-led sales. So what is it about? For Scott, it’s not about the sales and the customer you got, it’s about learning how you got them. This is also where ...
#596 S2 Episode 465 - CONNECT WITH WHO? Lesser Connections, More Conversations
March 12, 2023 05:00 - 6 minutes - 14.7 MBLESS IS MORE Time and time again, Collin has always been explaining that it’s better to hunt a few high-quality prospects than to stick with the spray-and-pray approach. This gets better as Mike Montague is back to discuss why it’s the better choice to prospect with lesser connections in LinkedIn, who you really know, than requesting connections and spreading DMs like crazy. Find out more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Yo...
#595 S2 Episode 464 - LET’S MAKE IT EASY: DISC Selling Strategy That’s Easy
March 11, 2023 05:22 - 6 minutes - 14.8 MBHOW DO YOU TURN “HARD” TO “EASY”? Trevor Lee asks Collin an interesting question. Do you find it hard for sellers to adapt to DISC selling when presenting themselves? Collin says yes, it is definitely hard, but there are ways to make it easy. He explains how technology helps you prepare for a conversation and lean your strategy toward a particular target instead of trying to fit into a lot of segments. Learn how to turn “HARD” to “EASY” in this latest episode of Sales Transformatio...
#594 S2 Episode 463 - DO IT YOURSELF: The Basics of Founder-Everything-Sales
March 10, 2023 05:00 - 7 minutes - 17 MBIT’S TIME FOR SOME D.I.Y. Last Monday, Scott Sambucci discussed the three stages of a founder’s involvement in the selling process, and today, Scott and Collin will go deeper on the first one, which is Founder-Everything Sales, where he talks about the importance of taking ownership and accountability to run your sales on your own first. Learn more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOM...
#593 S2 Episode 462 - HARDCORE? NOPE: Is Personality-Based Selling Really That Hard?
March 09, 2023 05:00 - 5 minutes - 12.6 MBIS IT REALLY THAT HARD? Trying out a new process or switching to a completely different approach can be intimidating. Most people would immediately think about how hard it can be to do so. Well, it is not easy, but Collin is here to give us some tips on how you can make personalization a part of your selling practice. Stay tuned as Collin also shares how you can get starte...
#592 S2 Episode 461 - SOCIALIZE THE RIGHT WAY: The Problem with Outdated Playbooks, and What To Do Instead
March 08, 2023 05:00 - 7 minutes - 16.8 MBIT’S TIME FOR SOME NEW TRICKS In today’s episode, Collin welcomes Mike Montague, Director of Community Engagement at Sandler, a podcast host, and author of LinkedIn the Sandler Way. Mike talks about his experience in reading outdated playbooks on social selling and the problems he saw with what they are teaching. This led him to write his own book, and you will learn more about it in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox...
#591 S2 Episode 460 - NEW NORMAL: Normalizing and Continuing Evangelism
March 07, 2023 05:00 - 7 minutes - 17.6 MBYOU HAVE TO EVANGELIZE TO NORMALIZE As evangelism is a pretty new concept in sales today, Ethan poses a rather interesting question. What if it normalizes? What if it becomes a normal part of the process? Do we still need to evangelize? Collin definitely says yes as evangelism involves content that buyers today would normally consume first before making a decision. Find out more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox S...
#590 S2 Episode 459 - STARTUP, RAMP UP, SCALE UP: The Three Stages Of Founder Involvement In Sales
March 06, 2023 05:00 - 5 minutes - 12.5 MBNOT EVERYTHING CAN BE DONE IN ONE GO One of the biggest mistakes of founders and startups is the assumption that they can immediately start operating and selling through new hires. Well, that’s a big NO-NO for Scott Sambucci. He is the CEO and Founder of SalesQualia and a sales coach for tech startups. Scott talks about the three main stages of sales involvement by founders; Founder Everything Sales, Founder-Led Sales, and Founder Less Sales. Quite intriguing, right? Tune in to lea...
#589 S2 Episode 458 - STONE COLD: Personalizing A Cold Call While Staying True To Its Goal
March 05, 2023 05:00 - 5 minutes - 13.2 MBIT’S SUPPOSED TO BE QUICK AND EASY Cold calls are one of the shortest conversations you can ever make when selling. In just 2 minutes or less of talk time, there’s not much you can do about it. What if you are trying to personalize that call? Collin discusses the small things that you can change to personalize a cold call, and also explains the true goal of it. Find out more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Ne...
#588 S2 Episode 457 - CRUISE CONTROL: Different Levels Of Control Over Champion And Buyer Types With DISC
March 04, 2023 05:00 - 5 minutes - 13.7 MBWHAT’S THE BEST WAY OF USING DISC ON YOUR CALLS? Unfortunately, there’s no one-size-fits-all answer to that. As DISC has its own model, it may seem to have a way to make a standard strategy for every personality type. Collin explains the different ways of strategizing your approach based on personality and how much control you have over your champions and the typ...
#587 S2 Episode 456 - BIG NO-NOs: How To Stop Sending Terrible DMs and Horrendous Emails
March 03, 2023 05:00 - 4 minutes - 10.8 MBAREN’T YOU BORED OF THE SAME OLD TRICKS YOU DO IN YOUR EMAILS? In this episode, Trevor Lee welcomes Collin to his show, Better Presentations, More Sales. In this interview, Collin gives an overview of what Humantic does to personalize your outbound messaging into something that resonates with the buyer. Collin explains this by sharing his daily experiences dealing with awful LinkedIn DMs and bad emails. Learn more in this latest episode of Sales Transformation. Get Fresh Sales Pla...