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
#586 S2 Episode 455 - BE A PRO: Applying Personality-Based Selling Like A Pro
March 02, 2023 05:00 - 8 minutes - 20.5 MBLEARN IT, UNDERSTAND IT, APPLY IT Practice makes perfect as many would say, and as Collin closes his interview with Marki about social selling, he talks about the application of DISC and OCEAN selling. Collin explains that this can be used in any channel and with enough practice you can sell to your buyer the way they want to buy. Learn to be a pro in social selling in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter....
#585 S2 Episode 454 - YOU’VE BEEN WARNED: Create A Strategy And Process Based On The Individual With Kevin Warner
March 01, 2023 05:00 - 6 minutes - 14.6 MBA TARGET WITHOUT A STRATEGY OR A PROCESS IS SET TO FAIL Kevin is about to close his series with Collin and shares his final thoughts. He talks about the different ways of targeting and messaging when working on your outbound channel. Kevin also adds the importance of breaking down your channel as a strategy and process, and that you should be adjusting based on the individual you are connecting with. Find out more in this latest episode of Sales Transformation. Get Fresh Sales Pla...
#584 S2 Episode 453 - THANKS 4 ASKING: Questioning Behavior Between The 4 DISC Quadrants
February 28, 2023 05:00 - 7 minutes - 18.8 MBLET’S CLOSE THIS DEAL! As Collin’s interview with Tyler Lindley is coming to a close, he compares the questioning behavior of the 4 buyer types using DISC and provides advice on how to deal with each of them. Stay tuned until the end because Tyler will be running Collin with some rapid-fire questions where you can get some quick tips and tricks in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter. TRANSFORMING MOMENTS...
#583 S2 Episode 452 - FIT N’ RIGHT: Assessing If The Outbound Channel Is A Good Fit Or Not
February 27, 2023 05:00 - 5 minutes - 12.7 MBIS THIS REALLY FOR YOU? There are companies that immediately gravitate towards outbound as a channel without checking if it’s a good fit. Some do it because they see it work with others, but it doesn’t work that way. Like prospects, the type of channel you should be doing needs to be assessed if it’s a good fit for your business or not, and Kevin Warner is back to discuss this in detail. Find out more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The T...
#582 S2 Episode 451 - PURELY HUMAN: The Human’s Crucial Role In Evangelism And Sales
February 26, 2023 05:00 - 6 minutes - 16.7 MBWHAT IS THE PUREST FORM OF SALES? As Ethan Beute and Collin continue their conversation about evangelism, Ethan talks about what being human can do that a bot or AI can’t. AI is definitely helpful in the part of identifying important information but it is the human’s job still, that strengthens the connection between seller and buyer. Ethan also talks about evangelism being the purest form of sales, so stay tuned until the end of this episode of Sales Transformation. Get Fresh Sal...
#581 S2 Episode 450 - THERE’S AN EASY WAY: The Not-So-Complicated Side Of Personality-Based Selling
February 25, 2023 05:00 - 5 minutes - 12.2 MBIT’S TOO COMPLICATED. IT’S NOT MY THING. IT’S TOO MANY. A lot of sellers are a bit hesitant in using the personality-based model because it seems complicated being a relatively new method, and don’t get me started with the 36 variations because that’s gonna drive you nuts. But Collin explains that it is quite simpler than we thought. The important thing i...
#580 S2 Episode 449 - TRACTION, NOT CONVERSION: The Problem With Appointment-Based Metrics
February 24, 2023 05:00 - 6 minutes - 14.5 MBIT’S NOT ALWAYS JUST ABOUT THE APPOINTMENTS! Knowing your numbers is a good thing, but changing your directions every day based on your current appointment stats is not the way to go. In this episode, Kevin is back to discuss the problem with sticking with appointment metrics, and he points out that we should be looking at our performance from a market research standpoint where appointments are considered traction and not conversion. Find out more in this latest episode of Sales Tr...
#579 S2 Episode 448 - DEEP DOWN INSIDE: Increasing Results By Understanding The Buyer On A Deeper Level
February 23, 2023 05:00 - 5 minutes - 12.9 MBONE FOR ALL, ALL FOR ONE We already know that every person has a different personality. You can resonate with some, click very well with a few, and not so much with the rest. But what if there’s a way to connect with all of them? In this episode, Collin explains how understanding the buyer on a deeper level can help you find their soft spot and know how to deal with every personality you encounter. Get ready to dive deep into this latest episode of Sales Transformation. Get Fresh ...
#578 S2 Episode 447 - BREAK IT, CHANGE IT: Dealing With The Broken Activity Mindset
February 22, 2023 05:00 - 6 minutes - 14.9 MBTOO MUCH OF SOMETHING IS NO LONGER HELPFUL As sellers, we all had a taste of being pressured with activity, doing X amount of calls, X amount of demos, X amount of emails, and many more. These are the things we get hammered for every single day. This is the activity mindset, which Kevin and Collin will be tackling and will be breaking down why it’s a broken mindset, and what should SDRs and sellers do that actually matters. Find out more in this latest episode of Sales Transformati...
#577 S2 Episode 446 - FOOTPRINTS ON THE WEB: Alternative Ways Of Finding A Person’s Digital Footprint
February 21, 2023 05:00 - 7 minutes - 18.9 MBA LOT OF PEOPLE WOULD ASK, WHAT IF I CAN’T FIND IT In this last conversation with Tyler Lindley, Collin explained the use of a person’s digital footprint to identify their personality type and use it for selling. Well, that’s covered, now the question is, what if that person has no digital footprint? In this episode, Collin explains how to find a person’s digital footprint with fewer posts or content. Stay tuned until the end as Collin also shares what other sources of information ...
#576 S2 Episode 445 - POCUS ON YOUR SALES: Understanding Pocus’ Function As A Product-Led Sales Platform
February 20, 2023 05:00 - 4 minutes - 12.1 MBIT’S TIME TO DO SOME HOCUS-POCUS What is a product-led sales platform? How does it work? Alexa Grabell is about to close her conversation with Collin, and today she will be putting her focus on POCUS. She explains the primary function of Pocus as a product-led sales platform to gather organizational data, create analytics, and generate actionable insights that will lead sales reps to success. Find out more in this latest episode of Sales Transformation. Get Fresh Sales Plays From ...
#575 S2 Episode 444 - AND THE MENU TODAY IS… Assessing The Various SDR Team Compositions
February 19, 2023 05:00 - 5 minutes - 14 MBTHE COMPOSITION OF YOUR SDR TEAM IS LIKE A FOOD MENU, THERE ARE A LOT OF COMBINATIONS TO CHOOSE FROM In this episode, Kevin Warner is back to discuss SDR Teams. There are quite a handful of compositions you can actually choose. There are different compositions available depending on your preference, be it an all-internal team, a fully outsourced one, or a hybrid team. Kevin breaks down the pros and cons of each of them, so make sure to stay tuned to learn them in detail in this lat...
#574 S2 Episode 443 - THOUGHT LEADER: Why A Chief Evangelist Should Be A Separate Entity
February 18, 2023 05:00 - 7 minutes - 17.8 MBPEOPLE FOLLOW PEOPLE. PERIOD. Why do we need another person to take the evangelist role when you already have your Founder, your Head of Sales, or your Head of Marketing? Isn’t it redundant? In this episode, Collin explains why a Chief Evangelist should be a unique role, a position that is separate from the masters of sales and marketing, as this role needs to be a thought leader for customers to follow because people follow people. Learn more about the unique role of an evangelist...
#573 S2 Episode 442 - POTENT INTENT: Intentional Management Of Founder-Led Sales
February 17, 2023 05:00 - 5 minutes - 14.1 MBSOMETIMES, WHEN YOU GOT NO IDEA, FREAKING IDEA OF WHAT YOU’RE DOING, YOU JUST GOTTA DO IT ANYWAY We are back with Alexa today, and in this conversation, she shares her experience in operating founder-led sales for Pocus. She explains the reason why she had to operate the business that way, what challenges she faced, and how she worked on it and succeeded by being intentional about leading her sales team. Find out more in this latest episode of Sales Transformation. Want to book mo...
#572 S2 Episode 441 - OUT OF THE BOX: Leaving Behind Your Default Message
February 16, 2023 05:00 - 6 minutes - 16.6 MBHOW DO YOU FIGURE OUT THE RIGHT MESSAGE FOR THE RIGHT PERSON? Saying tailoring your message based on their personality is easier said than done for most sellers. However, Collin explains that it’s not as complicated as you think. It all comes in two steps, leaving your default in writing behind, and knowing yourself first to know who would be comp...
#571 S2 Episode 440 - PART-TIME SDR: The Future Of Sales Development Vs. Full-Time SDRs
February 15, 2023 05:00 - 7 minutes - 18.6 MBWHAT IS SALES DEVELOPMENT WITHOUT A FULL-TIME SDR? With its definition as a Sales Development Rep, many people in the sales space are used to having full-time SDRs as the major channel for sales development. However, Kevin Warner believes otherwise. In this episode, Kevin discusses the reasons why the future of sales development does not really require a full-time SDR, as what we really need to measure is ROI and revenue, instead of just SDR activity. Find out more in this latest e...
#570 S2 Episode 439 - OVERWHELMINGLY GOOD: The Balance Of Overwhelming Value And Overly Aggressive Pitches
February 14, 2023 05:00 - 5 minutes - 12.9 MBHOW MUCH IS TOO MUCH? As a seller, the best way to earn your audience’s trust is to provide value beyond their expectations. Marki starts off the episode by sharing her habit of overwhelming people with value without expecting anything in return. Collin also dives in by discussing the importance of focusing on providing overwhelming value instead of burning out the audience with pitch slaps and offers. Tune in and learn more in this latest episode of Sales Transformation. Want to ...
#569 S2 Episode 438 - GO OR THROW? Hypothetical Approach Of A Business Idea’s Feasibility
February 13, 2023 05:00 - 5 minutes - 13.5 MBDO YOU HAVE A MILLION-DOLLAR IDEA? How well do you think it is? Some people are too passionate about their ideas that they blindly execute them and ultimately fail in the process. In this episode, Alexa is back to discuss the ways of knowing whether your idea is business-worthy or not. She also explains that you need to have a hypothetical approach and think about the possibility of failure. Learn more in this latest episode of Sales Transformation. Want to book more meetings and ...
#568 S2 Episode 437 - MAGIC WITH ANALYTICS: Researching And Understanding The Customer Base As A Whole
February 12, 2023 05:00 - 5 minutes - 14.1 MBARE YOU ANALYTICAL ENOUGH? Being a seller is not always about knowing just one customer, it also involves knowing your entire customer base as a whole. Kevin Warner is back and today he talks about the importance of having analytics in your sales process. Kevin also explains how every outbound channel has just the same structure, the true big factor is having enough analysis on your customers to know how to communicate with them well. Let’s dig deeper and analyze this in the latest...
#567 S2 Episode 436 - OPERATION APPLICATION: The Humantic Way Of Applying DISC And OCEAN In Personality-Based Selling
February 11, 2023 05:00 - 6 minutes - 14.4 MBLET’S GET TACTICAL Knowing the personality types of your prospects or customers and using them as your foundation in selling is quite a cool strategy. But the question is, how exactly are you using them? How do you apply them in your actual selling strategy? Collin breaks down the process of using DISC and OCEAN and how to use their results to start the perfect conversation with your prospect. Learn more in this latest episode of Sales Transformation. Want to book more meetings an...
#566 S2 Episode 435 - HOCUS POCUS: Unlocking Customer Data With Pocus
February 10, 2023 05:00 - 6 minutes - 16.2 MBUNLOCKING YOUR CUSTOMER’S DATA IS LIKE MAGIC Collin welcomes Alexa Grabell to the show. She is the Co-founder and CEO of Pocus. Alexa shares her sales story and how her career led her to found Pocus, the first Product-Led Sales platform that turns data into revenue. We all know that sellers need customer data to build their lists and it was difficult to unlock back in the day. Tune in as Alexa discusses how Pocus was made to solve this problem. Learn more in this latest episode of ...
#565 S2 Episode 434 - ROLE PLAY: The Pros And Cons Of The Growing Trend Of Chief Evangelists
February 09, 2023 05:00 - 6 minutes - 15.9 MBGO FORTH AND MULTIPLY As more and more companies join the growing trend of having evangelists in their ranks, you gotta wonder, why do we need one? What are the pros and cons of having an evangelist? Collin shares how he ended up with this title which they never really discussed right away, and what he thinks are the pros and cons that come with it. He also discusses that the reason why this role is starting to grow in numbers is the shift of content, in general, to cater to custom...
#564 S2 Episode 433 - DAILY DRIVEN: The Future Of Sales As A Driving Force For Every Business
February 08, 2023 05:00 - 5 minutes - 13.7 MBIS YOUR COMPANY SALES DRIVEN? In this episode, Collin welcomes Kevin Warner, Founder and CEO of Leadium. The two will be talking about the future of sales and sales organizations. Kevin shares his history of founding Leadium after learning that sales is the driving force of a company. Stay tuned as Kevin also discusses his learnings after running the sales agency business, only here, in the latest episode of Sales Transformation. Want to book more meetings and close more deals? St...
#563 S2 Episode 432 - CLICK WITH HUMANTIC: Capabilities Of Personality-Based Selling
February 07, 2023 05:00 - 6 minutes - 16 MBEVERYBODY HAS A PERSONALITY We all have our likes, dislikes, things we love, and things that drive us nuts. The question now is, how do we sell to each of these personalities? In his interview with Mark McInnes in Best of Sales Skills, Collin briefly explains his role as a Chief Evangelist. He also discusses the different capabilities and benefits of HumanticAI and cites sample results of their recent pilots. Join Mark and Collin today in this latest episode of Sales Transformati...
#562 S2 Episode 431 - KEEP THE BALL ROLLING IN: Consistent Build-Up Of Value In An Inbound Approach
February 06, 2023 05:00 - 6 minutes - 15 MBWHAT IS SOCIAL SELLING TO YOU? This episode starts off with Marki and Collin discussing the value of consistency in any channel you use when selling. Marki then posed a question for Collin on his thoughts on what is social selling. Collin explains that social selling should be treated as an inbound channel rather than an outbound one and breaks down how adding value comes into play with it. Find out more in this latest episode of Sales Transformation. Want to book more meetings an...
#561 S2 Episode 430 - LIGHTS, CAMERA, ACTION! Personality-Based Closers And Call To Action
February 05, 2023 05:00 - 4 minutes - 10.3 MBHOW DO YOU DELIVER A “CALL TO ACTION”? Sellers differ in closing styles but if there’s something that’s common about them, it’s that they will close with a call to action, AKA, CTA. If you are wondering why your standard CTA doesn’t work all the time, it’s because it’s not fit for your prospect’s personality type. Collin explains that CTAs also need to be fit to personality types, and you will learn more in this latest episode of Sales Transformation. Want to book more meetings an...
#560 S2 Episode 429 - GAME PLAN: Steps In Kicking Off The Evangelist Role
February 04, 2023 05:00 - 5 minutes - 13.6 MBHOW DO YOU PLAY THE GAME? Collin’s Chief Evangelist role is pretty much new as well as it is for Humantic. Having said that, positive results are only expected if a proper plan is created and executed. Collin lays down his cards today and breaks down their game plan on how to evangelize their product well into the market. Collin also explains how an evangelist’s integration into the team is important in order for it to be utilized properly. Find out more in this latest episode of S...
#559 S2 Episode 428 - HAVE FUN WITH THE CALLS! Improve Your Cold-Calling Skills By Enjoying It
February 03, 2023 05:00 - 5 minutes - 13.2 MBYOU GOTTA LOVE IT TO BE GOOD AT IT While interviewing Collin about cold-calling, Marki Lemons recalls her own experience with a cold-caller where she resonates with the importance of having a positive mindset toward it. Marki shares the story of this cold caller who built a great rapport with her because he is happy and loves his work. Collin affirms this by explaining that you can only be good at cold calling if you find a way to really enjoy it. Find out more in this latest episo...
#558 S2 Episode 427 - WRITE IT RIGHT: Proper Messaging For Every Personality, 36 Times The Fun
February 02, 2023 05:00 - 4 minutes - 12 MB36 IS A LOT, HOW DO YOU DEAL WITH THAT? It’s all about personality types and reply rates between Tyler Lindley and Collin. In this episode, Collin discusses the logic behind people’s preferences in messaging such as being detail-oriented, being very particular with grammar, and going nuts over bullet points. Collin reveals that there are actually 36 personality types that you have to deal with when it comes to writing the right message, and you will learn more about them in this la...
#557 S2 Episode 426 - ENOUGH OF THIS! Knowing The Limit Of Upsells In Sales Funnels
February 01, 2023 05:00 - 8 minutes - 20.4 MBHOW MUCH IS TOO MUCH? Jordan is back with Collin, and today, he talks about different price levels in sales funnels, which are considered low tickets, and which are high tickets. Jordan also discusses the importance of knowing your limit when it comes to the items you sell using sales funnels and knowing the right number of upsells you should make. Find out more in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way y...
#556 S2 Episode 425 - TO BE OR NOT TO BE: Deciding When To Have A Chief Evangelist
January 31, 2023 05:00 - 6 minutes - 16.6 MBWHY DO I EVEN NEED THAT? As companies and the market evolve in these modern times, new roles and functions are being created to help organizations scale to a higher level, or simply succeed in their mission. The question is, do we really need them? In this episode, Collin explains how his evangelist role came to be and its importance to HumanticAI. Collin also discusses the initiatives they started with his new role and their results. Learn more in this latest episode of Sales Tran...
555 S2 Episode 424 - FUNNEL TACTICS: How To Find The Right Funnel For You
January 30, 2023 05:00 - 4 minutes - 12 MBWHERE’S THE FUN IN FUNNELS? Jordan is back with Collin, and today, he talks about how you can figure out what it is you want on your funnel. Jordan breaks down the different approaches to making funnels depending on your goal as a seller, whether it’s selling high-ticket products or just finding the right fit. Learn more about these tactics in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers want to buy...
#554 S2 Episode 423 - TRUSTED RISH-ource: How To Become A Trusted Source Of Information
January 29, 2023 05:57 - 6 minutes - 15.2 MBARE YOU TRUSTWORTHY? Rish Bhandari is back and in today’s episode, he and Collin talk about how dark social is starting to become a means of building pipelines for those who are using it properly. Rish also talks about how sellers can leverage dark social by taking time and effort to become a trusted source of information. Find out more in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers want to buy wit...
#553 S2 Episode 422 - HOLY SHIFT! Shifting To A Positive Mindset On Cold-Calling
January 28, 2023 05:00 - 6 minutes - 16.4 MBIF YOU THINK IT SUCKS, IT’S GONNA SUCK Cold-calling has a bad rep with a number of sellers, saying it’s too difficult, it’s too time-consuming, and it’s not gonna get results, but for Collin who really loves cold-calling, it just depends on your mindset. Collin explains how you can make a positive shift in your mindset toward cold-calling, and breaks down some details like people’s common mistakes, and techniques such as permission-based openers and pattern interrupt. So buckle up ...
#552 S2 Episode 421 - TEACH ME HOW TO FUNNEL: The Basics Of Building Your First Sales Funnel
January 27, 2023 05:00 - 5 minutes - 12.8 MBYOUR FIRST TIME WILL ALWAYS BE MEMORABLE Jordan is back to give us the basics of building your first-ever sales funnel. Jordan’s tips are straight to the point: 1) Make a clear offer, 2) Use simple design elements, and 3) Ask for help if you are having difficulties. Stay tuned as Jordan breaks down each of these three in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TR...
#551 S2 Episode 420 - DEAL OR NO DEAL? Keep Winning Deals With The Right Personalization
January 26, 2023 05:00 - 8 minutes - 20.4 MBDID YOU JUST LOSE A DEAL THAT YOU THOUGHT WAS GOOD AS SOLD? What do you think went wrong? Sometimes it’s about how you communicate. What do we mean by communicating? In this episode, Collin talks about 2 things. First is the difference between a Chief Evangelist and a Sales Leader. Second, one factor that makes or breaks a deal is not really your knowledge of the product, it’s how you communicate. Collin emphasizes the importance of selling to the person, authentic personalized se...
#550 S2 Episode 419 - CONTENTED: Business And Prospecting Through Content Distribution
January 25, 2023 05:00 - 4 minutes - 10.8 MBIT’S TIME TO RUN THIS SHOW As the showrunner of his own content company, Rish has his own ways in terms of using his content as means for his business. In this episode, Rish shares their unique way of doing business and finding prospects with the distribution of their content. Find out more in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTS RISH: TH...
#549 S2 Episode 418 - THE SECRET SAUCE: Get A 236% Boost On Your Positive Outbound Replies!
January 24, 2023 05:00 - 7 minutes - 17.8 MBYOU GOTTA GET DOWN TO THE NITTY-GRITTY DETAILS A lot of sellers today write their messaging based on a particular pattern or template that is designed for a persona, but is that enough? What about their differences in writing preferences? How about their desired formats, those things drive them nuts. Today, Collin discusses the secret sauce of boosting your positive outbound replies to 236% with the power of personalization. Learn more in this latest episode of Sales Transformation...
#548 S2 Episode 417 - DAILY GRIND: Constant Improvement Through Practice And Accountability
January 23, 2023 05:00 - 5 minutes - 12.3 MBPRACTICE MAKES PERFECT Cheesy, cliche, and old. However, Carole believes that every seller should practice their sales conversations as it keeps them getting better and better the more they keep on engaging. Carole also sends her final piece of advice that practice is more effective if combined with an accountability partner. So start practicing, and get loaded with more of Carole’s insights in this latest episode of Sales Transformation. Want to book more meetings and close more ...
#547 S2 Episode 416 - NON-VIRTUAL, BUT STILL SOCIAL: Connecting With People In Events And Conferences
January 22, 2023 05:00 - 6 minutes - 14.5 MBHOW DO YOU BOOK YOUR MEETINGS? Shawn is back to talk about his primary channel for booking meetings. Shawn discusses one of his main sources, email. He also adds another channel that is attending events and conferences, and he breaks down how he finds prospects, builds rapport and connects with them. Make sure to stay tuned until the end as Shawn has an important message to a lot of BDRs, only here, in the latest episode of Sales Transformation. Want to book more meetings and clos...
#546 S2 Episode 415 - THE CHIEF IS IN: Learning What It Takes To Be A Chief Evangelist
January 21, 2023 05:00 - 5 minutes - 12.5 MBARE YOU READY TO BE EVANGELIZED? What is a Chief Evangelist? What does he do? What does it take to become one? These are the questions that Collin will be answering today. Being the Chief Evangelist for Humantic AI, Collin discusses the basics that you need to know about becoming one and emphasizes that it’s about evangelizing the problem you are trying to solve, and not the product. Learn more in this latest episode of Sales Transformation. Want to book more meetings and close m...
#545 S2 Episode 414 - QUESTIONABLE NUMBERS: Crafting The Right Questions And Knowing Your Numbers
January 20, 2023 05:00 - 6 minutes - 14.5 MB2 MAIN THINGS FOR TODAY: 1) When somebody asks you to read, you read. 2) Know your damn numbers! In this episode, Kevin shares his pro tip when interviewing a candidate with the use of an FAQ document to filter them out. He also talks about the importance of knowing your numbers which is a quality of a great salesperson. Learn more about these tips in the latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers wa...
#544 S2 Episode 413 - LONG AND STRONG: Why Cold Emails Should Be Longer
January 19, 2023 05:00 - 4 minutes - 10.9 MBDO YOU KEEP IT SHORT AND SIMPLE? OR DO YOU WANT IT LONG AND STRONG? There’s a lot of noise going on about keeping your cold emails short, but does it really have to be short for all prospects? In this episode, Collin explains why your cold emails should be longer. As there are different buyer personas, the length of your email should also align with it. Tune in and find out when you should be writing longer emails in this latest episode of Sales Transformation. Want to book more m...
#543 S2 Episode 412 - DROP IT LIKE IT’S HOT: Jordan Mederich’s Journey To Building DropFunnels
January 18, 2023 05:00 - 9 minutes - 20.7 MBBIG, USEFUL, YET COMPLEX This is how Jordan Mederich would describe WordPress, one of, if not the biggest social platform to build sales funnels. Jordan is the Founder and CEO of DropFunnels, and he discusses how he came up with its concept after seeing the complexities of WordPress. Jordan will also discuss the four main funnel archetypes so be sure to tune in to this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way yo...
#542 S2 Episode 411 - PARADIGM SHIFT: How To Effectively Change The Mindset
January 17, 2023 05:00 - 4 minutes - 11.8 MBCOME ON AND LET ME CHANGE YOUR MIND Collin is back with Carole and today, they will be discussing mindset. Collin opens up about what should sellers do to be able to change their mindset. Carole gives her insight on this, while Collin adds that every seller must find a reason to change their behavior because if it’s not based on anything, no change is gonna happen. Find out more in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start ...
#541 S2 Episode 410 - APPLES TO APPLES: Matching Your Rep’s Skill Set To The Target ICP
January 16, 2023 05:00 - 7 minutes - 16.6 MBALWAYS SEND THE RIGHT REP FOR THE RIGHT ICP As Collin discusses that reps perform better on different channels, Mark adds on by explaining that as a leader, you must send the right rep who is skilled with the kind of channel to be used for a specific ICP. Mark also discusses the importance of providing your reps with the right tools instead of just dumping them with MQLs. Find out more in this latest episode of Sales Transformation. Want to book more meetings and close more deals?...
#540 S2 Episode 409 - WHEN THE TOUGH GETS GOIN’: Getting To Discovery With Tough Customers
January 15, 2023 05:00 - 3 minutes - 8.84 MBTHERE’S NO TOUGH CUSTOMER THAT A SMOOTH SCRIPT CAN’T SOLVE Salman is back for one last round and in this episode, he talks about the kinds of customers you get when doing enterprise sales. There are those you can deliver your discovery as usual, and there are tougher ones that want you to go straight to the details. Salman presents an effective script that can make the tough conversation a smooth one. Learn this script in this latest episode of Sales Transformation. Want to book m...
#539 S2 Episode 408 - NO MEANS YES? The Discipline Every Seller Needs To Have
January 14, 2023 05:00 - 5 minutes - 11.6 MBSOMETIMES YOU HAVE TO SAY NO IN ORDER TO GET A YES Carole shares a quick story about saying NO to a prospect, which eventually opened other opportunities and referrals for her as her actions have established a great deal of trust. Collin explains that this is an act of a disciplined seller which is very important as it shows that you are not seeking validation. Learn more about this in the latest episode of Sales Transformation. Want to book more meetings and close more deals? Sta...
#538 S2 Episode 407 - POWER OF CONTENT: Leveraging Through Content As A Sales Channel
January 13, 2023 05:00 - 8 minutes - 18.8 MBWHAT CHANNELS DO YOU COMMONLY USE? Top of mind, most sellers would say email and phone. But have you considered leveraging in content creation? Rish Bhandari, the Founder, and CEO of Content Beta discusses with Collin what leveraging through content is about and its benefits. Rish will be breaking down the importance of retention and making your customers your own sales reps. Only here, in the latest episode of Sales Transformation. Want to book more meetings and close more deal...
#537 S2 Episode 406 - FLIPPIN’ THE TABLES: An Interesting Way Of Reversing The Interview Process
January 12, 2023 05:00 - 6 minutes - 16 MBWHAT IF WE SET THE WORLD ON REVERSE? In this episode, Collin and Kevin talk about recruitment calls and interviews. Kevin shared an interesting way of doing an interview by flipping the tables and letting the candidate ask the questions. Collin likes this method and explains why we should do it when hiring salespeople. Collin also talks about his own method and explains why it’s very important for candidates to be able to think of great questions. Find out more in this latest episo...