Episode #019- Implementing a Sales Process featuring Colin Longren

Colin Longren is a partner and the Vice President of Global sales at the Millau Group.

Colin’s “ah-ha” moment in sales came when he was challenged to bring on the next “Key Account” at a private company. He began searching LinkedIn for the all the contacts he would pursue, collected sales materials to use, and researched current customers he serviced in the same industry.

The following week his Monday sales meeting began and he was immediately asked was: “Colin, how many phone calls did you make last week?” At that point he realized, “…our team has no sales process, nobody can coach me to my pursuits, and we’re focusing on the wrong things. Once Dave Varner, the founder of the Millau Group, introduced Colin to the Millau Group, it clicked instantly.

Now, Colin helps B2B sales teams implement a process, coach to it, and change the way they’ll look at sales forever. As part of his role at the Millau Group, Colin speaks, coaches, and influences other salespeople.

The Millau Group is in the vertical of “Sales Training,” but fundamentally fixing the fatal flaw: why organizations spend money on training without seeing the desired results. The fatal flaw is the lack of process. Here’s proof: “If you passed out a case study of an important opportunity to your individual salespeople and asked them for the next best steps to move it forward, how many different answers would you get?” If it’s more than one answer, you prove Colin’s point.

Colin and I discuss his journey in sales, the common problems he sees on sales teams, and the habits he employs in his life to bolster his own well-being and performance in his career. I hope you enjoy this podcast featuring Colin Longren!