Sales Transformation

By Collin Mitchell

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Description

When it comes to sales, you can either sink or breakthrough to the next level to become a top performer. Salespeople come from all walks of life and some of the most successful sellers have the most interesting sales stories. We dig into their background to uncover what makes them successful and get tactical with the sales skills that have made them stand out in their sales careers. We bring on sellers in all different stages of their sales careers and cover a broad range of sales topics from Mindset, Cold Calling, Social Selling, Selling with Video, Outbound sales techniques, Enterprise selling strategies, Podcasting for sellers, and sales leadership topics from the world's best sellers. You can count on new guest interviews every Monday, Wednesday, and Friday as well as short sales tips from Collin Mitchell every Tuesday & Thursday. We help that this podcast help helps you transform the way you sell and if you enjoy the content please write us a review, and share the show with your friends and sales colleagues.

Episode Date
#557 S2 Episode 426 - ENOUGH OF THIS! Knowing The Limit Of Upsells In Sales Funnels
551

HOW 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 your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


JORDAN: MAKE IT QUICK AND EASY

“I think as what I would hope to get myself to be an ethical entrepreneur, I think there are boundaries, where at some point you've got to really consider, what are some things that are actually going to add value to somebody's life? And does that make sense? Right, instead of endlessly selling pointless objects to people.”

Connect with Jordan

Jordan Mederich | DropFunnels | DropFunnels.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Feb 01, 2023
#556 S2 Episode 425 - TO BE OR NOT TO BE: Deciding When To Have A Chief Evangelist
452

WHY 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 Transformation.



Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


COLLIN: HOW HUMANTIC REALIZED THE NEED FOR AN EVANGELIST
“It was because of the feedback that they were getting in the market, lots of inbounds coming in, but then a lot of deals getting stuck. And you know, mainly because of just lack of education, lack of knowledge of what DISC, is what these different personal personality types are, what the business applications are, why should people care about these things? Why does it matter?”


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 31, 2023
555 S2 Episode 424 - FUNNEL TACTICS: How To Find The Right Funnel For You
332

WHERE’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 with Humantic AI


TRANSFORMING MOMENTS


JORDAN: MAKE IT QUICK AND EASY

“You can really start with an opt-in page collecting name, email, and phone and maybe there's a training or a guide that they're getting access to, maybe it's a mini course, maybe they're just literally opting in, in order to get connected with you on a private call. The key here is obviously speed to lead. So if you can get to that lead within 10 minutes of them opting in, you're gonna see a radical change in your conversions.”


Connect with Jordan

Jordan Mederich | DropFunnels | DropFunnels.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


Jan 30, 2023
#554 S2 Episode 423 - TRUSTED RISH-ource: How To Become A Trusted Source Of Information
415

ARE 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 with Humantic AI


TRANSFORMING MOMENTS


RISH: TAKE TIME TO BECOME A TRUSTED SOURCE OF INFORMATION

“You've got to become a trusted source of information, and I'm not saying that if you start posting today, you will start picking up, you'll start having the trust, it takes some time, you need to invest some both time and effort. Because you've got to create those resources yourself.”


Connect with Rish

Rishabh Bhandari | Content Beta | ContentBeta.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 29, 2023
#553 S2 Episode 422 - HOLY SHIFT! Shifting To A Positive Mindset On Cold-Calling
447

IF 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 coz’ it’s gonna be a wild ride 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


COLLIN: IT’S ABOUT THE MINDSET BEYOND ANYTHING ELSE

“Mindset is huge with cold calling. If you have an attitude of cold calling sucks, cold calling sucks, I'm not good at cold calling, then guess what, you're not gonna be good at cold calling, and cold calling is gonna suck. But if you can shift that, and go into more of a positive mindset, and actually have some fun with it, you can actually get some results.”


Connect with Collin 

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Jan 28, 2023
#552 S2 Episode 421 - TEACH ME HOW TO FUNNEL: The Basics Of Building Your First Sales Funnel
353

YOUR 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


TRANSFORMING MOMENTS


JORDAN: CLARITY OF YOUR OFFER

“You need to have a crystal clear offer. So what are we pointing them to do? And how do we communicate that extremely clearly, to that buyer?”


JORDAN: SIMPLICITY OF YOUR DESIGN

“Keep any of your design elements very simple. It sounds counterintuitive, but I see it all the time, the more complex you make your marketing, message, design, and copy, the lower your conversions tend to be. And so we always say you can be clear, or you can be clever, which one do you want to be? I'd rather be clear because clear is going to win, hands down.”


Connect with Jordan

Jordan Mederich | DropFunnels | DropFunnels.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 27, 2023
#551 S2 Episode 420 - DEAL OR NO DEAL? Keep Winning Deals With The Right Personalization
551

DID 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 selling, not the patterned and automated persona selling, that brings the win. Learn 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


COLLIN: A SMALL CHANGE CAN MAKE A HUGE DIFFERENCE
“The default for most sellers, is to just show up and use the communication style and preferences that they prefer, and that's why a lot of sellers end up feeling like they mesh with certain prospects, and they don't with others. But if they just changed things a little bit to communicate in the way that that person likes to receive and process information, it can make a huge difference.”


Connect with Collin 

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Jan 26, 2023
#550 S2 Episode 419 - CONTENTED: Business And Prospecting Through Content Distribution
300

IT’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: THE BEST SALES REPS

“We've given up on always selling and we've picked up always be helping. Now, the way this is different is you can say stock social. So basically, you go on social media, you go on communities, it could be Facebook groups could be slack communities, and I'm engaged with the audience set. ”


Connect with Rish

Rishabh Bhandari | Content Beta | ContentBeta.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 25, 2023
#549 S2 Episode 418 - THE SECRET SAUCE: Get A 236% Boost On Your Positive Outbound Replies!
483

YOU 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.



Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


COLLIN: THAT’S NOT HOW PERSONALIZATION IS DONE
“Most people have sort of a baseline sequence that they're running, which is really typically based more on a persona. This is our ICP, maybe here's their size, here are the problems that we think that they may have, all that stuff is valuable. But what isn't taken into consideration is the variations of different people that are recipients of that message. And that's where you can really see a big lift, is when you personalize to the person.”


COLLIN: THE SECRET SAUCE TO PERSONALIZATION
“The secret sauce is knowing your prospects and knowing what their personality type is, knowing certain things like, what your subject line should be based on their personality. What do you know? Should you say hi? Should you say, Hey, should you put the first name only? Right? These are all small details that a lot of people think are meaningless.”

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 24, 2023
#548 S2 Episode 417 - DAILY GRIND: Constant Improvement Through Practice And Accountability
340

PRACTICE 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 deals? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


CAROLE: PRACTICE YOUR SALES CONVERSATIONS

“The more you can practice these conversations before you get into these conversations, you're not practicing on your buyers, you're actually getting more comfortable with whatever new technique or approach it is that you're trying to take.”


CAROLE: PRACTICE AND ACCOUNTABILITY GO TOGETHER

“It's that practice and accountability that helps us to keep the commitments we all have desires, but when we somehow have to answer to someone else either to show up to the gym, we are more likely to do it.”


Connect with Carole

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 23, 2023
#547 S2 Episode 416 - NON-VIRTUAL, BUT STILL SOCIAL: Connecting With People In Events And Conferences
398

HOW 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 close more deals? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


SHAWN: JUST TRUST THE PROCESS AND BUILD YOUR SKILL SET
“If you're trying to get out of your BDR work pretty quick, just have faith in the process, have faith in the time you spent there, and just really build up your skill set, because you're probably going to use it your entire career. So really focus on that.”


Connect with Shawn

Shawn Kipnis | Kaleyra | Kaleyra.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


Jan 22, 2023
#546 S2 Episode 415 - THE CHIEF IS IN: Learning What It Takes To Be A Chief Evangelist
344

ARE 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 more deals? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


COLLIN: EVANGELIZE THE PROBLEM BEING SOLVED, NOT THE PRODUCT
“Evangelists should be evangelizing the problem they solve, and really being sort of that thought leader in that space that people can seek and learn from and more of a general level, rather than, like, only relevant to buying my product.”

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 21, 2023
#545 S2 Episode 414 - QUESTIONABLE NUMBERS: Crafting The Right Questions And Knowing Your Numbers
399

2 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 want to buy with Humantic AI


TRANSFORMING MOMENTS


KEVIN: GREAT SALESPEOPLE SHOULD KNOW THEIR NUMBERS
“Great salespeople know their numbers, because then what follows after that is, what was your deal size? What was your quota? What was your achievement to quota? Great salespeople know the answers to those questions.”


Connect with Kevin

Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 20, 2023
#544 S2 Episode 413 - LONG AND STRONG: Why Cold Emails Should Be Longer
303

DO 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 meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


COLLIN: ALIGN YOUR EMAIL TO WHO YOU SEND IT TO

“Emails should be written in the way that is going to be best suited for the person that you are sending it to.”


COLLIN: SOME PEOPLE WANT DETAILS, INDULGE THEM

“There are certain people that want more detail and want your emails to be written properly and not so casually. So a lot of people get fancy with email, and they write very casual language and they make them super short, which is effective for a lot of people. But when you're sending it to the type of person that has a personality that wants things to be very formal, very detailed. That is when a longer email is merited.”

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


Jan 19, 2023
#543 S2 Episode 412 - DROP IT LIKE IT’S HOT: Jordan Mederich’s Journey To Building DropFunnels
577

BIG, 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 your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


JORDAN: THERE’S ALWAYS A NEXT STEP

“You've never really arrived. You've never really made it because once you hit a goal, you're always going on to the next thing.”


JORDAN: INTRODUCTION TO THE FOUR SALES FUNNEL ARCHETYPES

“I think people are trying to be really clever. By making things sophisticated, when really, it's pretty simple. There are really only four funnel archetypes that you could plug in virtually any offer to and all businesses can fit into these particular models.”


Connect with Jordan

Jordan Mederich | DropFunnels | DropFunnels.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 18, 2023
#542 S2 Episode 411 - PARADIGM SHIFT: How To Effectively Change The Mindset
327

COME 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 selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


COLLIN: CHANGE YOUR BEHAVIOR FOR A REASON

“Why is it even important to change this behavior? Because if you don't have a good reason for wanting to change this, guess what? Probably not gonna happen.”


Connect with Carole

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 17, 2023
#541 S2 Episode 410 - APPLES TO APPLES: Matching Your Rep’s Skill Set To The Target ICP
470

ALWAYS 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? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


MARK: SEND THE RIGHT REP FOR THE RIGHT ICP
“Most organizations are only selling to one or two ICPs. So then just make sure that you've got the right reps to deliver the channel. So you've got a guy that's great on video, but your ICP is not answering video, maybe don't hire. You know, and I'm not sure that people are going through that level of due diligence when they should be.”

Connect with Mark

Mark McInnes | Sales Development As A Service | Sales-Dev.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok


Jan 16, 2023
#540 S2 Episode 409 - WHEN THE TOUGH GETS GOIN’: Getting To Discovery With Tough Customers
266

THERE’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 more meetings and close more deals? Start selling the way your buyers want to buy with
Humantic AI



TRANSFORMING MOMENTS


SALMAN: SAMPLE SCRIPT TO DEAL WITH 

“What I would say is I would do this, I will say something like this, Hey, listen, Colin, I could tell you all about our solution, our capabilities or features, but I'd be personally doing you a disservice if it didn't resonate with you. So what I'd like to do with your permission, Colin is, I like to tell you a little bit about the specific problems that some of your industry peers and folks in your role are facing today. And if that resonates with you, we can dive in further. If it doesn't, we can shake hands and walk away.”


Connect with Salman

Salman Mohiuddin | Asana | Asana.com

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 

Jan 15, 2023
#539 S2 Episode 408 - NO MEANS YES? The Discipline Every Seller Needs To Have
339

SOMETIMES 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? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


COLLIN: SOMETIMES A “NO”, GETS YOU A “YES”

“It takes a very disciplined seller to know how to say no, in certain situations.”


Connect with Carole

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 14, 2023
#538 S2 Episode 407 - POWER OF CONTENT: Leveraging Through Content As A Sales Channel
527

WHAT 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 deals? Start selling the way your buyers want to buy with Humantic AI


TRANSFORMING MOMENTS


RISH: THE BEST SALES REPS

“Make your customer speak about your product and what benefit they got. Remember customers are the best sales reps and they can truly speak the language your customer understands.”


Connect with Rish

Rishabh Bhandari | Content Beta | ContentBeta.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 13, 2023
#537 S2 Episode 406 - FLIPPIN’ THE TABLES: An Interesting Way Of Reversing The Interview Process
454

WHAT 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 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


COLLIN: WHY DO WE LET CANDIDATES ASK QUESTIONS
“That's what salespeople do. I mean, they need to ask great questions. Do you need to show how deep they can go in their level of curiosity? Like, are you going to be able to get on a call and do what we do every day as salespeople and do a damn good job at it?”


Connect with Kevin

Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 12, 2023
#536 S2 Episode 405 - SHATTERED MYTHS: Shattering The Common Misconceptions In Sales
561

WHO IS YOUR FIRST PRIORITY IN SELLING?


Definitely, a lot of you would say it’s the buyer, but is it really what you’re practicing? 


Carole Mahoney, aka the Sales Therapist, joins Collin Today to share how she got into sales coaching and what she learned over the years. As the author of “Buyer First”, she discusses the common misconceptions in sales that need to be shattered. Learn more about Carole 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


CAROLE: BE THE ONE THEY TRUST, NOT THE ONE THEY LIKE

“There's plenty of people who I trust that I might not hang out with every day. But at the same time, there are people who I trust to give me advice when I don't necessarily want to hear what I want to hear. We don't trust those people that just tell us what we want to hear, and that was one of the things that I had this misconception about in sales.”


CAROLE: DON’T BE NEEDY AND ASK FOR APPROVAL
“If you have a very high need for approval, then you're going to suffocate your buyer by saying yes to everything that they say, you're not going to ask those tough, challenging questions when they come up, you're certainly not going to ask the questions that would ask them to get their boss involved.”


Connect with Carole

Carole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & Noble


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 11, 2023
#535 S2 Episode 404 - HOW MUCH DO YOU KNOW? Understanding The Prospect Beyond The Surface
690

HOW DEEPLY DO YOU KNOW ABOUT YOUR PROSPECT?


Collin is back with Salman, as he steers the conversation deeper into understanding your prospect when it comes to the enterprise selling process. Collin and Salman tap into evolving when learning in the process, how to run a good enterprise-level discovery that focuses on the prospect’s goals, and the importance of knowing who you are dealing with in the conversation. 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


COLLIN: IT’S AN EVOLVING LEARNING PROCESS

“Your knowledge is going to evolve over time. You could do a lot of research, but then once you started having these conversations, it's all an evolving learning process.”


COLLIN: KNOW WHO YOU ARE DEALING WITH

“Some people don't like small talk, not everybody likes small talk. So you got to know who you're dealing with, and be able to adjust and adapt your approach based on who it is you're having a conversation with.”


Connect with Salman

Salman Mohiuddin | Asana | Asana.com


Connect with
Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 

Jan 10, 2023
#534 S2 Episode 403 - LET’S MEET UP: The Secret Dynamics of Booking Meetings
455

WHAT’S THE SECRET SAUCE TO CONSISTENTLY BOOKING MEETINGS?

As Mark converses about Com Plans with Collin, he also discusses the possible reasons why some sellers can’t book enough meetings. Furthermore, Mark talks about the importance of having a laser focus on setting meetings. He also explains to Collin how various channels would correspond to different ICPs. Tune in as Mark breaks this down 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


MARK: WHY DO PEOPLE FAIL TO BOOK A LOT OF MEETINGS
“The biggest reason why I see this, why people aren't booking that many meetings because they don't have a hard-nosed focus on sales development. Right. But you know, that sales development leader role is critical.”


MARK: FOCUS IS THE KEY
“I think when you've got the focus, if you're specializing in just setting meetings, you can really outperform.”


Connect with Mark

Mark McInnes | Sales Development As A Service | Sales-Dev.com


Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Jan 09, 2023
#533 S2 Episode 402 - LOVE LANGUAGE: Understanding Your Prospects’ Language To Understand Their Problem
286

LANGUAGE BARRIERS IN SALES ARE AT A WHOLE NEW LEVEL


Salman is back to discuss further the importance of understanding your prospect’s problem first before offering the product. He also explains that your language as a seller is different from your prospect’s, and it is their language that you should learn, not the other way around. Learn more by tuning in to 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


COLLIN: PROBLEMS FIRST, PRODUCT LATER

“Bottom line is if you don't deeply understand those problems and the impact they make for the individual in the organization. Nobody gives a sh*t about your product, period.”


SALMAN: THEIR LANGUAGE IS WHAT MATTERS

“Learn your prospect's language, not your language, because that's what's going to resonate with them.”



Connect with Salman

Salman Mohiuddin | Asana | Asana.com


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Collin 

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Jan 08, 2023
#532 S2 Episode 401 - WEED IT OUT: Assessing How Assessments Are Used
394

HOW DO YOU WEED OUT THE GOOD ONES?


When is the proper time of using an assessment tool in the hiring process? A lot of recruiters make the mistake of using assessment tools at the wrong time, particularly at the end of the process. In this episode, Collin and Kevin discuss that assessment tools should be used early in the hiring process, and you can discover more about this in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: USE THE TOOL EARLY ON
“There's a lot of folks using the assessment tool incorrectly, and to kind of clarify, that is they're using it too late in the process. You know, if you're in a high-growth company, and you're reviewing hundreds of candidates to hire 40 a month, you can't meet with everybody. So you've got to weed people out early on.”


Connect with Kevin

Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com


Connect with Collin 

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Jan 07, 2023
#531 S2 Episode 400 - BUILD ME UP: Engineering The Modern Sales Leader
416

The anatomy of a modern sales leader is composed of 3 major qualities:


DATA-DRIVEN, PROCESS-ORIENTED, AND METRICS ORIENTED.


Kevin Gaither, Founder of Inside Sales Expert, joins Collin in today’s episode, where he discusses the similarities between being in Engineering and in Sales, and how it applies to building a sales team. Find out more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


KEVIN: SIMILARITIES OF ENGINEERING AND SALES LEADERSHIP
“The modern sales leader has to be data-driven, process-oriented, and metrics-oriented. If you don't have systems thinking mentality, you will fail as a modern leader.”


KEVIN: INVEST TIME IN BUILDING THE PROCESS

“Invest a lot of time in building a very intentional interview process, because those early people that you hire are critical to the future success of your business, full stop.”


Connect with Kevin

Kevin Gaither | Inside Sales Expert | InsideSalesExpert.com


Connect with Collin 

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Jan 06, 2023
#530 S2 Episode 399 - CHANNELS AND FUNNELS: Determining The Best Selling Approach
416

ARE YOU IN OR OUT?


A lot of sellers may debate which channel is the best for selling, and which among outbound or inbound is better. In this episode, Collin and Shawn discuss their favorite channels with Collin emphasizing Inbound as the better approach for LinkedIn, and doing Outbound with his personal favorite, cold calling. Find out more about these channels in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: LINKEDIN IS BEST USED AS INBOUND
“I think people that have really figured out LinkedIn well is to use it more as an inbound channel, like creating content that resonates that provides value and education to the people that you serve.”


COLLIN: JUST HAVE FUN ON THE PHONE

“Main thing is, man, when you're on the phone, just have fun, if you ain't having fun, then you're not doing it right.”


Connect with Shawn

Shawn Kipnis | Kaleyra | Kaleyra.com


Connect with Collin 

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Jan 05, 2023
#529 S2 Episode 398 - BDR LIFER: The Life and Career of Shawn Kipnis
448

ARE YOU WORKING IN SALES AS A MEANS OR AS YOUR PASSION?


A lot of sellers, BDRs, in particular, are mostly just interested in the “goodies” that the job entails, such as the income, or the travel. However, Shawn Kipnis, a BDR from Kaleyra, aka the “BDR Lifer” on LinkedIn, works for his passion as a BDR. He sees his job as something he may not do forever, but can also use the skills he learned in the future, and he will be sharing all of these in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


SHAWN: TO BE A LEADER WHO GETS IN THE TRENCHES
“I just found my passion in where I want to be, which is a BDR. Not necessarily being a BDR, forever, but using those skills forever, because right now, I want to get into management next year. So I think a good manager gets in the trenches with their team.”


Connect with Shawn

Shawn Kipnis | Kaleyra | Kaleyra.com


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Jan 04, 2023
#528 S2 Episode 397 - POSITION VS TRANSITION: Treating Your Role As An SDR As An Expertise And Not Just A Stepping Stone
434

DO YOU TREAT YOUR SDR POSITION AS A ROLE OR A TRANSITION?


Mark joins Collin once again in another round of SDR talk. In our sales world today, there is a common issue among SDRs in sales organizations, which is that a lot of them don’t stay that long in their teams, mostly because they are only using this position as a stepping stone to get to another one. Mark explains that it is better to position yourself as a sales development expert than rush your way out to finding new positions, and you will find out more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


MARK: POSITION YOURSELF AS AN EXPERT
“If you've positioned yourself as a sales development or business development expert, rather than just treating it as a transitional role, my money says you're going to find it very easy to find another position”


Connect with Mark

Mark McInnes | Sales Development As A Service | Sales-Dev.com


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Jan 03, 2023
#527 S2 Episode 396 - SUPERSIZE: A Walkthrough On The Enterprise Sales Process
493

LARGE ACCOUNTS, MID-MARKET, AND ENTERPRISE ACCOUNTS


How do you sell to these guys? Do you treat them the same way as smaller accounts? Or do you need to have a separate strategy? These are questions that we will be answering together with Salman Mohiuddin, who works with Strategic Enterprise Sales at Asana, in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


SALMAN: LARGE-SCALE ACCOUNTS ARE NEVER LINEAR

“When it comes to larger accounts, and even larger mid-market accounts, or larger enterprise accounts, we know that the sales cycle is not linear. It's never linear.”


SALMAN: UNDERSTAND THE PROBLEM FIRST

“I would put away the product to the side for a second, just set, set it to the side, the product, the capabilities, your fancy features, we'll get there, but let's really understand what is the specific problem that we're solving?”


Connect with Salman

Salman Mohiuddin | Asana | Asana.com


Connect with
Collin 

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Jan 02, 2023
#526 S2 Episode 395 - TOP OF MIND: Handling An Enterprise Sales Call And Process
499

HOW WOULD YOU HANDLE AN ENTERPRISE SALES CALL?


Krysten is back with Collin and today, she will be discussing staying on top of mind with your buyers, maintaining a good sequence, and understanding the buyer’s arc. Find out more of Krysten’s ways of handling an enterprise process in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: KNOW YOUR AUDIENCE TO TAILOR FIT YOUR MESSAGE


“Knowing your audience, knowing your buyers, you know, is definitely an important piece to how you tailor the message across, I think is really important for folks to think about.”


KRYSTEN: UNDERSTANDING THE BUYER’S ARC


“If you look at the arc of the buyer journey, at the beginning of the buyer journey they're interested in, like, Is this thing, really a problem? Is it a problem that's big enough to solve? And then it's okay, well, if we're going to solve this problem, what needs do we have? What would it have to do?”


Connect with Krysten


Krysten Conner
| UserGems | UserGems.com


Connect with
Collin 


LinkedIn
| YouTube | Newsletter | Twitter | IG | TikTok

Jan 01, 2023
#525 S2 Episode 394 - GETTING IT TOGETHER: Ensuring Your SDR Team Stays Intact
320

ARE YOU TREATING YOUR SDRs WELL?


One of the hardest jobs for an SDR manager is to keep his team intact. The problem is a lot of SDRs think of their roles as temporary. Collin and guest, Mark McInnes, Founder and Chief Outbound Officer of Sales Development As A Service, will be talking about this issue and how it can be resolved. Very important stuff, so tune in to this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: SDRs THINK THEIR ROLE ARE JUST TEMPORARY
“If you don't have a lot of patience, and you don't like managing projects, then maybe just maybe enterprise something's not for you.”


Connect with Mark

Mark McInnes | Sales Development As A Service | Sales-Dev.com


Connect with Collin 

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Dec 31, 2022
#524 S2 Episode 393 - ALIVE AND KICKING: Proper Ways Of Active Engagement On Linkedin
382

IF YOU’RE GONNA PUT SOMETHING THERE, MAKE SURE IT’S MEANINGFUL


Utilizing LinkedIn is trickier than most sellers think. A lot think that simple comments are enough, but let’s face it, that’s lazy and boring. Mandy is back for another round, and in this episode, she’ll be going deep into several ways of using LinkedIn properly, particularly on being active in engagement, ensuring that your comments are meaningful, and keeping track of your prospect’s comments as well. All these are in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


MANDY: TAKE ADVANTAGE OF EVERYTHING
“Comment on their posts, like their posts, react to their posts, whatever you want to do… give it a clap, give it a light bulb, whatever you want to do… give it a funny, now that they have a new funny reaction, and then leave a meaningful comment or two, or look at their comments like are they actively commenting on other people's posts, because sometimes people don't post a lot, but they comment a lot, and you can engage with those comments.”


Connect with Mandy

Mandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.com


Connect with Collin 

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Dec 30, 2022
#523 S2 Episode 392 - 5 STAR: Top 5 Qualities Of A Great Sales Leader
271

DO YOU HAVE WHAT IT TAKES TO BE A GREAT SALES LEADER?


Do you have to be the greatest salesman in the world to become a sales leader? Or do you have to hit the highest quota on the face of the Earth? In this episode, Collin presents his Top 5 picks for the qualities of a great sales leader, and it’s not one of those flashy things at all. If you really wanna know, tune in to this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: BE A GREAT COMMUNICATOR

“You need to be a very good communicator. As a sales leader, you need to know how to talk to people and how to get your message across.”

COLLIN: BE GREAT BY BEING PASSIONATE

“Being passionate as a sales leader is extremely important. It shows that you really truly care about your team, and the work that you do.”


Connect with Collin 

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Dec 29, 2022
#522 S2 Episode 391 - WHAT’S THE EXCUSE? Using Video Right Away In Your Sales Connect
365

IF YOU’RE GONNA DO IT ANYWAY, WHY DON’T YOU JUST DO IT NOW?


If there’s one thing that frustrates Jarrod, it’s the sad fact that LinkedIn Video sending has not taken off as much as the other trends in the platform. Jarrod argues that now is the time to use it because with the eventual need of meeting face-to-face or on a virtual call, you’ll need to show up your face anyway. Learn more from Jarrod in this latest episode of Sales Transformation. 



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TRANSFORMING MOMENTS


JARROD: YOU WILL BE FACING THE CAMERA ONE WAY OR ANOTHER

“For those who say they’re introverted or they don't like their look on the camera, actually you are eventually going to have to meet the customer either face to face or for once you actually have to put on a camera feed, a video call. So what's the excuse?”


Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com


Connect with Collin 

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Dec 28, 2022
#521 S2 Episode 390 - MORE THAN MEETS THE EYE: Tools And Features For A Catchier Profile on LinkedIn
431

Think you’re really using LinkedIn at its full potential?


THINK AGAIN!


You may think that LinkedIn is fully utilized by just having a profile photo, a video pronouncing your name, and a couple of links here and there. But there’s so much more you can do with them. Tune in as Mandy talks about the different ways you can use LinkedIn features to have a catchier profile, one that’s really noticeable and grabs attention, all here in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


MANDY:
“I would just say take advantage of everything. Like there's so much I have a free LinkedIn checklist, I can send you the link if you want to give your viewers it helps people just go through. But you know, fill out the entire about section, make sure you have featured links and featured media, fill out your entire experience section and make sure you get recommendations.”


Connect with Mandy

Mandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.com


Connect with Collin 

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Dec 27, 2022
#520 S2 Episode 389 - IS HE THE ONE? Finding Out The Right People To Send Videos
409

ST TIP OF THE DAY: CREATE VIDEOS ONLY FOR THE RIGHT PEOPLE


Great prospecting videos take time, effort, and some research, so it has to be sent to the right people to avoid wasting your time. But how do you figure out which prospect to send your video to? What do you do if they don’t reply? Tune in as Meghna answers these questions here, in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


MEGHNA: FILTERING PROSPECTS TO SEND VIDEO

“After I do all my research, I then enroll them into a campaign and it's like a lot of emails at first, and I am using this SAP, which tells me all the hot leads, like the people who are opening up your emails multiple times, and you're clicking on links, and these leads get compiled in an auto lead. So for them, only I am creating a video.”


MEGHNA: HOW MANY VIDEOS TO SEND AND WHAT’S THE BACKUP PLAN

“One video per prospect, if you don't get a reply, you should just look for similar job titles or their manager or the subordinates, like people who will actually use our product and go with another approach.”


Connect with Meghna

Meghna Khari | Gan.ai | Gan.ai website


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Dec 26, 2022
#519 S2 Episode 388 - BAPTISM OF FIRE: Rod Baptista’s Surefire Way To Leverage Personalization in Your Cold Outreach
488

HOW DO YOU PERSONALIZE WHEN EVERYBODY ELSE IS DOING IT?


Rod is back to discuss how you can leverage personalization in your cold outreach and be effective even when everybody else is doing it too. Whether it’s on the phone or via messages, there is a surefire way for it, and you will find out how in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


ROD: LEVERAGE ON PERSONA, COMPLIMENTS, AND ONE-LINERS

“People love being complimented, and people love talking about themselves, so just kind of lead into those things, too. Find out what your persona is, generally speaking, what’s your persona, what's a good go-to one line of personalization.”


Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial


Connect with Collin 

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Dec 25, 2022
#518 S2 Episode 387 - NOW YOU SEE ME, ICP: Keeping Your Content Relevant and ICP Friendly
457

DON’T POST FOR THE SAKE OF POSTING


A lot of sellers post on LinkedIn and other social media with all the high-level ideas and the so-called “million-dollar” concepts, but they tend to forget to ask themselves…


IS THIS GOING TO HELP OR EVEN MEAN ANYTHING FOR MY ICP?


Collin discusses the importance of making your content relevant and useful for your ICP, even when not promoting your business. Find out more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: MIX IT UP, BUT KEEP IT ICP-FRIENDLY

“I think that being relevant, you know, with your content is extremely important. I'm okay to mix it up a little bit, you can't be like promoting all of the time, and a little bit of self-promotions, keeping it very educational, and tactical on things that your ICP are going to benefit from, are really important.”


COLLIN: HIGH-LEVEL IDEA POSTS? NOT SO MUCH

“ Just posting like kind of high-level idea stuff, not that helpful. Getting a little bit more tactical with content is definitely helpful because people want to know the “why” and the “how”, I think that's really, really important, especially if you want to be adding value to the people that follow you, and hopefully, it's your ideal customer profile that follows you on the platform, or the content strategy just doesn't make a ton of sense.”


Connect with Meghna

Meghna Khari | Gan.ai | Gan.ai website


Connect with Collin 

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Dec 24, 2022
#517 S2 Episode 386 - JUST SEND IT: Sending Video As A Primary Approach
291

SOMETIMES YOU JUST GOTTA DO IT ANYWAY


Jarrod is back to talk more about prospecting with video, and how it can be a primary way of getting in touch with your prospect. Two important things here, 1) Don’t worry about mistakes, because they can be a good source of pattern interrupt, and 2) Even if it’s not your first approach, just send the video anyway. More of these by tuning in to the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


JARROD: PATTERN INTERRUPT IS BEST WHEN IT COMES NATURALLY

“When you do a video and you stutter or you mess up a sentence. Trust me, folks, clients love that. That is one of the most human things you can do to interrupt somebody, we always talk about pattern interrupt, that is a pattern interrupt.”


JARROD: SEND A VIDEO ANYWAY

“Even if you send them a text message before, send them a video message now as the follow-up and say, Hey, not too sure if you might see my text messages, just wanted to introduce you to the person. So you can give me some feedback, and let me know if what I'm saying makes sense for your organization.”


Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com


Connect with Collin 

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Dec 23, 2022
#516 S2 Episode 385 - BOLD GETS SOLD: Posting Your Video Publicly And Setting Personal Expectations
520

IT’S TIME TO PUT IT ON PUBLIC


Let’s say you’re done making your video, what are you gonna do with it? Are you gonna send it? Or just keep it? Collin, together with Meghna Khari, explains how you can put your video on public and post it to get noticed. Stay tuned as Collin also discusses why you should set your own expectations in creating a video, which helps in sharpening your skills in the long run. Find out more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: POST THE VIDEO SOCIALLY

“You got to get super creative when your ICP is not hanging out on the platform. That's your preference, and I think that you know, actually posting the video is a pretty good way to stand out is very very bold, but not a lot of people are willing to do that. So I love that.”


Connect with Meghna

Meghna Khari | Gan.ai | Gan.ai website


Connect with Collin 

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Dec 22, 2022
#515 S2 Episode 384 - GIVE & TAKE: Turning An Interview Into A 2-Way Conversation
446

ARE YOU GIVING ENOUGH?


There are times when hiring companies ask so many things about the candidate but tend to forget that they must provide information as well and need to turn the interview into a real conversation. In this episode, Darin explains how to make an interview a 2-way conversation between the hiring manager and candidate. Stay tuned until the end to learn more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


DARIN: THE IMBALANCE OF INFORMATION IN INTERVIEWS

“The imbalance of information flow in interviews like most interview processes is dominated by the company that's doing the hiring, and the flow of information from the company to the candidate is not nearly as high.”


DARIN: WHAT THE CANDIDATES NEED TO KNOW

“There's a lot of salespeople that go into a company, the companies crushing their revenue goals, they're growing like crazy, but what you don't hear on the back end is attrition, and how many reps in a given division are hitting their quarter or hitting their quota versus like, the overall team hitting quota.”


Connect with Darin

Darin Alpert | RepVue | Sign up at RepVue.com


Connect with Collin 

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Dec 21, 2022
#514 S2 Episode 383 - FIRST TOUCH: How To Do Your First Contact With A Prospect
365

SHOULD I OR SHOULD I NOT?


There are so many ways of doing your first touch to your prospect, but the real question is, should you try all of these different approaches? Collin says YES, and you can learn more about why you should and how you can do it, only here in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: KNOW YOUR ICP AND DEVELOP A STYLE

“Knowing your ICP, or your persona is one thing, but also, if you're doing a little bit of research on that person, that specific person, their title, how they comment, how they engage that type of content, you're gonna get a better sense of their communication styles as well.”


COLLIN: TEST ALL POSSIBLE WAYS OF COMMUNICATING

“There is no silver bullet here. Like you've got to test all these different things. Should you send a message in the connection request? Should you not or should you send a video? Should you be direct, all of these things are gonna highly depend on you.”


Connect with Mandy

Mandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.com


Connect with Collin 

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Dec 20, 2022
#513 S2 Episode 382 - BEYOND THE NOISE: How To Stand Out From The Crowd In Social
500

HOW DO YOU DIFFERENTIATE YOURSELF?


A lot of people are really engaging in socials today as a way to gain more awareness from prospects and build their own brands. With all that noise and countless posts about their businesses and whatnot, how do you stand out? Ari gives his own piece of advice on standing out on social, and you can learn about it in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


ARI: HOW TO STAND OUT ON SOCIAL

“You stand out by doing something that no one else is currently doing, and you do that by being yourself because no one is yourself. I love to cook, I love to play the guitar, and I'm a huge nerd, and I relate playing the guitar to business, I relate cooking to business, I relate being a nerd to business, and you know what? Someone is going and scrolling and they see someone playing the guitar, they stop. It's a pattern interrupt.”


Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsulting.ca


Connect with Collin 

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Dec 19, 2022
#512 S2 Episode 381 - TIME TO LEVEL UP: Why Aspiring To Be A Sales Leader Is A Good Thing
523

WHY WOULD YOU WANT TO BE A SALES LEADER?


This is a question that’s quite difficult to deal with, especially for sellers who are aspiring to be sales leaders, given the fact that it could mean more hours of work and less income as you are no longer earning the same level of commissions. But why do we have a lot of people wanting to do it? Dale will be answering this question today so tune in to this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


DALE: WANTING TO BECOME A SALES LEADER

“Sales is such a great profession that if you invest in yourself, you can grow your income, and it's this path. I think a lot of people are too afraid or maybe they're not getting the right development and coaching. So I've always looked at it as - hey if I can help other people realize this great career and this gift, that's what I want to do.”


DALE: FINAL THOUGHTS FOR THE NEW ONES

“This is a great profession. It may not be the thing you choose to do forever, but the things that you learn in it will stay with you and serve you forever.”

Connect with Dale

Dale Yasunaga | Sales Mastery Coaching


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Dec 18, 2022
#511 S2 Episode 380 - GAINING A HEADSTART: How To Prepare For 2023 In A Down Market
356

FORTIFY, DIVERSIFY, AMPLIFY


How do you start the new year with a bang? People will have a hard time giving a straight answer right now given the down market we have today, but that doesn’t mean you can’t do anything about it. Listen up as Collin discusses the top 3 things you can do to get yourself a headstart as 2023 kicks off. Find out here, in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


FORTIFY YOUR CUSTOMER RETENTION

“Make sure that you're checking in with clients regularly making sure that you're not leaving any opportunity for people to leave because you weren't doing a good job on that front.”


DIVERSIFY YOUR PRODUCT OFFER

“diversifying your offering, setting yourself up for good cross-sell and upsell opportunities, or potentially even advancing your product in a way where you can tackle either other departments or you have additional use cases outside of what the current engagement looks like.”


AMPLIFY TIME FOR PROSPECTS WITH TECHNOLOGY

“Anything that takes your sales team, away from spending time with prospects and customers is the technology that you should be looking to, I know people are a little bit tight with budgets, but in some cases, it makes sense to invest in new technology if it's going to allow your team that may now be a reduced team to spend more time with prospects and customers.”


Connect with Collin 

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Dec 17, 2022
#510 S2 Episode 379 - SHAW ME HOW IT’S DONE: Understanding DISC Quadrants To Ease The Sales Process
403

DO YOU KNOW, THAT UNDERSTANDING EVENTUALLY LEADS TO CLOSING?


As we have understood what the DISC Model is and how it applies to understanding people, Emily Shaw is back and this time she discusses some examples of how understanding which quadrant your prospect belongs can help you in easing the sales process, and eventually lead to closing more deals. Find out more about how you can improve your sales process with the DISC model in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


EMILY: HOW UNDERSTANDING DISC EASES THE SALES PROCESS

“I think the ease of moving through the sales process, actually having an accurate forecast, you understand which quadrant is in which stage of your pipeline, and whereas likely for them to close, and using effective communication is going to support them in making a decision.”


Connect with Emily

Emily Shaw | Lushin, Inc. | Lushin.com


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Dec 16, 2022
#509 S2 Episode 378 - KEEP IT GOING: How To Keep Great Conversations Flowing
332

KEEP THE FLOW GOING


It is very important to start off a great conversation with your prospect, that’s what most trainers talk about. But how about keeping the conversation flowing? In this episode, Collin talks about the importance of having open-ended questions to keep the conversation going and to get the most information possible. Collin also talks about why every seller has to count small wins and always make cold-calling something to look forward to, in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


COLLIN: USE OPEN-ENDED QUESTIONS

“Make sure you actually ask that question in an open-ended way. Because that's crucial, right? Because, you know, the point is, you're trying to get into good conversations, and so asking a closed question to get you a simple yes or no, is not a great way to get a conversation started.”


COLLIN: HAVE A POSITIVE OUTLOOK ON CALLS

“You got to count those small wins, you know, or else, it's just going to be brutal out there. And you know, it makes it more fun and enjoyable. And then you don't have to, you know, look at that block on your calendar like, Man, I gotta make some cold calls. Yeah, that's right. It should be something you need to look forward to.”


Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial


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Dec 15, 2022
#508 S2 Episode 377 - PRO-QUO: Dealing With Procrastination And Quotas Like A Boss
504

PROCRASTINATION AND QUOTA


These are two opposing forces that salespeople have to deal with every day. How do I avoid procrastinating? How do I make sure I hit my quota? These are the questions that Stoyan will answer today in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


STOYAN: HOW TO DEAL WITH YOUR PROCRASTINATION

“I would recommend you look at it holistically. First of all, who are you what is your personality? What motivates you? And you got to find the why man, like it's now become like a cliche, right? Like, why do I do what I do? Do I have a bigger purpose? Why should I wake up in the morning and actually do something Why do I do this thing”


STOYAN: IT TAKES DISCIPLINE AND MANNING UP

“You gotta man up, man. You got to build discipline, And the way I don't know about, you know, again, if I work with you one on one, we might be able to get into different directions. But I can talk about myself, I need to sleep, I need to have healthy habits.”


Connect with Stoyan: 

StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast 


Connect with Collin 

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Dec 14, 2022
#507 S2 Episode 376 - PERSONIFIED: How To Get Away From Persona-Based Selling
316

WHY SHOULD YOU AVOID SELLING BASED ON THE BUYER’S PERSONA?


For many years, salespeople kept selling based on the persona of the buyer, but it’s kind of problematic. For Collin, this way of selling is outdated and lacks authenticity. Tune in to Collin today as he explains why selling the way your buyers want to buy is the way to go. Quite confusing? Find out more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


THE PROBLEM WITH PERSONA-BASED SELLING

“The problem with persona-based selling is it's outdated, you won't stand out, because you're going to be showing up like every other seller, that using this way to sell, they're crafting their messaging, and their style of selling based on a persona.”


GET HIGHER SUCCESS RATES BY SELLING THE WAY THEY BUY

“If you can sell to the person the way they want to buy, you're going to have a much higher success rate.”


Connect with Collin 

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Dec 13, 2022
#506 S2 Episode 375 - A MOMENT IN TIME: Finding The Right Time To Ask Anything
335

IS IT FINALLY THE RIGHT TIME?


It’s another round with Ari today and we will be discussing the right time to discuss anything. It was mentioned in a past episode that there are “high-trust” questions that we need to be careful about if it’s the right time to ask or not, and this applies to everything else such as price and budget, and you will learn more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


ARI: WHEN TO START ASKING HIGH-TRUST QUESTIONS

“As a seller, you’ll know when it's appropriate to ask that question, when the prospect or the human on the other end, I don't even like using the word prospect, because that's, that's an actual human being that you're talking to and conversing with, is opening up to you when they start offering information that would otherwise be in those high trust questions on their own. You know, that you have earned the right to start asking those questions.”


Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca


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Dec 12, 2022
#505 S2 Episode 374 - WHAT’S INSIDE? Having The Proper Discovery In Your Selling Process
377

DISCOVER ME, DISCOVER YOU


Welcome to another episode, and today we have Dale, who will be explaining the importance of having discovery in your selling process. Dale also discusses the proper way of having a discovery to have the best possible result. Make sure to tune into this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


DALE: IMPORTANCE OF DISCOVERY

“I think discovery has always been important, I think most people that I've come across, that have done ride alongs, with that I've coached or that I've trained in my corporate roles, you know, it's really surface level, sometimes they'll get one layer deeper.”

Connect with Dale

Dale Yasunaga | Sales Mastery Coaching


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Dec 11, 2022
#504 S2 Episode 373 - ONE SIZE FITS ALL: How PLG Applies In Various Market And Business Sizes
351

DO YOU KNOW YOU CAN GROW IN DIFFERENT SIZES?


Duane is back with Collin and starts off by talking about the attributes that a seller needs to establish with their prospects, but that’s not all, make sure to stay tuned as Duane also discusses how PLG applies in SMBs, Mid markets, and Enterprise, only here in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


DUANE: A SELLER SHOULD BE CURIOUS

“One of the biggest sales attributes in this role is curiosity. You have to be endlessly curious about your prospects and not take their answers at face value. Because you have to understand the deep need and value they're looking for in the product”


DUANE: HOW PLG APPLIES IN SMB AND OTHER BUYER 

“The way I've approached it, is the product is always going to be the product, you're going to want to have the onboarding sequencing in place, no matter what it's it would be unnecessary work to try to segment their onboarding sequencing based on their buyer persona.”


Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com


Connect with Collin 

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Dec 10, 2022
#503 S2 Episode 372 - MATCHMAKER: Knowing The Profile That Matches You By Understanding Yourself
251

KNOW THYSELF, KNOW THY PATH


Collin throws in an interesting question for Emily today, about using the DISC profile in selling. Emily responds by discussing the importance of knowing yourself first to be able to know the buyer’s perception of you. Find out more with Emily in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


EMILY: The beauty of using DISC profiles in selling

“I think the beauty of this, out of the gate whether you're using it to sell or not, is the principle of ‘know thyself. And, you know, understanding how someone in a different quadrant may perceive you is not objective fact or objective truth, it's perception”


Connect with Emily

Emily Shaw | Lushin, Inc. | Lushin.com


Connect with Collin 

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Dec 09, 2022
#502 S2 Episode 371 - BACK IT UP OR SUCK IT UP: Sifting The Truest Candidate Through A Long Process
397

DON’T PUT IT THERE IF YOU CAN’T BACK IT UP


One of the common downfalls of sales candidates is putting something in their resume that they can’t even prove. Nigel is back to discuss why having a long hiring process helps make sure that candidates are really who they say they are. Find out more in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


NIGEL: Every detail must have proof such as references

“You close a really big deal to change the landscape of your company, chances are, you're probably still buddies with the person that bought from you.”


NIGEL: Make your process long if you have to

“Some of the best jobs I've ever had were a long, lengthy process. And there were times that I had to follow up, and I had to show them that I really, really wanted the job and that I was the one out of all the qualified candidates that was uniquely qualified to come in and be a game changer.”



Connect with Nigel

Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest


Connect with Collin 

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Dec 08, 2022
#501 S2 Episode 370 - DEMO LIKE A PRO: How Demos Are Done Like You’re #1
248

IF YOU’RE GONNA DO IT, DO IT RIGHT


A lot of sellers call their prospects out for a demo and when they get to it, they would just show them a deck and present it, or worse, read it. Duane is with us today to give us light on how a demo should be done like a pro, so stay tuned, in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


DUANE: How a demo should be done

“So your demo isn't a deck, it's not some still PDF thing that you click through, it's a demo of their product, and it's a partial account setup. So you want the demo to be of their own tool, and then as you're doing your discovery, you're showing them how to solve that problem by using their own tool.”


Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com


Connect with Collin 

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Dec 07, 2022
#500 S2 Episode 369 - NIGEL’S TESTament: The Tests You Need To Give To Your Candidates
495

ALRIGHT, LET’S SEE WHAT YOU GOT


Testing candidates especially for sales is a very important step of the hiring process. However, it is not the difficulty of the test that really matters, it’s the type and purpose of the test that you give. Join Nigel today as he explains why you need a personality test and a written assessment for candidates, to be able to hire the right person, only here in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


NIGEL: Why you need a personality assessment

“You need to have some kind of personality assessment tool, and you need to understand how it works, and not just use it for the sake of using it otherwise, you can blow your whole process up there because you use a tool that you didn't understand is like using a hammer when you need a screwdriver.”


NIGEL: Why you need a written assessment

“The real reason I do it is because writing is a window into the brain. I want to know how you think I want to know, can you write in a way that's just as compelling as the way you talk.”


Connect with Nigel

Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest


Connect with Collin 

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Dec 06, 2022
#499 S2 Episode 368 - IN A RELATIONSHIP: Understanding Your Buyer’s Relationship To Your Product
481

IT’S TIME WE HAVE A DEEPER UNDERSTANDING


What sellers usually fail to take into consideration is that buyers have a relationship with the product they are using and not just the seller. Duane gives light on this matter and explains why it’s important to understand your buyers’ relationship with your product, and you will learn more about it in this latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


DUANE: Understand your buyers’ interaction with your product

“You have to understand your buyers' relationship with your product. Meaning, if you're selling into a market, that is not normally very tech-savvy, you can't expect them to self-serve the entire time, because it goes against their grain and their way of buying.”


Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com


Connect with Collin 

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Dec 05, 2022
#498 S2 Episode 367 - THE HIRING FORMULA: What Really Matters In An Interview (Not The Resume)
374

What is Nigel Green’s equation for screening new hires?


CHEMISTRY + CHARACTER > COMPETENCY


As Nigel said, Competency is just one-third of the equation. In this episode, Nigel explains why he doesn’t look at a candidate's resume, as it is not the full picture of a person. Tune in today as Nigel discusses what really matters to him when interviewing a candidate in this latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


NIGEL: A resume doesn’t show you the bad things

“The reason why I don't look at a resume is half the story. A resume is someone's highlight reel. What it doesn't tell me is what they suck at, where they fell short in their job, how they were a bad chemistry addition to the team, you get the point, right, it doesn't tell me all the bad things.”


NIGEL: Character and chemistry over competency

“What I'm looking for first and foremost, because competency, which is all the resume stuff, is only a third of the recipe for a good candidate. The other two-thirds is chemistry and character, I don't need to look at your resume to establish chemistry and your character.”


Connect with Nigel

Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest


Connect with Collin 

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Dec 04, 2022
#497 S2 Episode 366 - PLAYBACK AS A SALES HACK: Using Videos From The First To The Last Touch
417

USE VIDEO THROUGH AND THROUGH


There are 2 main misconceptions about using video in sales. First, a lot of people say that you shouldn’t send a video on the first touch with your prospect, and second, most sellers only use video in prospecting. Tune in to Collin today and discover how much results you can get by sending videos right away and that video can even be used in the entire sales process, only here in the latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


COLLIN: Use video throughout the sales process

“What sellers often don't think about is using video throughout the entire sales process, not just prospecting,  plenty of opportunities to use video throughout the sales process.”


COLLIN: Build a FAQ video library

“I love that idea of like an FAQ video library, we used to have like different videos for showing specific integrations are showing specific things that we know, customers are going to ask in different parts of the sales process, and we could just send that.”


Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com


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Dec 03, 2022
#496 S2 Episode 365 - IT’S ALWAYS FOR SALE: Importance Of Sales As An Aspect Of Your Business
283

SALES WILL ALWAYS HAVE A SPECIAL PLACE


Aaron talks about the importance of remembering that sales will always be an aspect of executing your business, no matter how great your idea or concept is. Tune in today as Aaron also discusses that it is very important to be able to tell your story very well so you can really sell, only here in the latest episode of Sales Transformation.



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TRANSFORMING MOMENTS


AARON: Ideas are great if you can tell the story right

“I think the ability to tell your story, the why, like, why do we Why do you work with us, and then follow through, like, if you follow through really well, that'll sell itself like, you don't need to do it, if you have a great product, you just need to learn like how to tell your story.”


Connect with Aaron

Aaron Bock | Opkalla | Opkalla.com


Connect with Collin 

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Dec 02, 2022
#495 S2 Episode 364 - HARDCORE: Dealing With The Hard Stuff In Our Hard Lives
263

HOW DO YOU GET BY THROUGH YOUR DAY?


How do you deal with the hard sh*t at work? These are very important questions that Anthony will be answering today, and make sure to stay till the end of this episode as he will be giving his final thoughts to people who have personal struggles and having a hard time dealing with them. Don’t miss Anthony’s amazing wisdom in this latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


ANTHONY: Do the hard sh*t first

“Do the hardest thing first. Like, yeah, I don't feel like doing the Peloton every day, like no one feels like doing the hard sh*t. But that hard sh*t is what gets you to where you want to go. So just do it first thing in the morning, and I guarantee at the end of the day, you'll feel proud as hell of yourself.”


ANTHONY: Seek help, you’ll need it

“Final thoughts here that for anyone that's kind of struggling or can relate to my story at all, I think the first step is acceptance and being okay with realizing that you may need some help, and realizing that trying to figure everything out on your own is not like a badge of honor, it's actually courageous to ask for help. So I encourage you to seek it out.”


Connect with Anthony

Anthony Natoli | Lattice | Lattice.com


Connect with Collin

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Dec 01, 2022
#494 S2 Episode 363 - HIRING TRIANGLE: Three Key Items To Consider When In Search For A New Sales Hire
617

PREPARATION, RECOMMENDATION, COMPENSATION


How do you prepare in investing to a new sales hire? Where do you find the best salespeople? How much do you have to compensate for your employees’ referrals? These are 3 key items that Nigel Green covers today, and you will find out his insights by tuning in to this latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


NIGEL: What to think about when investing in a sales hire

“What we need to do is pause and say, if this rep that I'm about to invest all this time and energy into recruiting and training and onboarding, if they're going to be successful in a year from now, what do I need to see in the first 30 days, first 90 days? What do I need to see from them at six months, it may be it's, it probably is a combination of a set of behaviors, a set of attitudes, and then assert a quality quantifiable objectives at certain periods of time.”


NIGEL: The best salespeople are not out there looking for jobs

“The best salespeople don't apply to jobs. And the reason they don't apply for jobs is because they're busy being successful at their current job. They don't need a job. And so if I made you mad, I'm sorry, but it's probably true.”


NIGEL: Compensate your employees fairly for their referrals

“The reason why the employee referral program, why most of them suck is because the bonus isn't worth your employees’ time. If you're gonna go pay a recruiter 20% to 25% of that employee's first-year salary, why in the hell wouldn't you pay one of your existing sales reps or any employee in the company the same amount? It's all at risk. It's meaning that your agreement with the recruiter is contingent, it's contingent on that recruiter delivering a candidate that you deem worthy of hiring.”


Connect with Nigel

Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest


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Nov 30, 2022
#493 S2 Episode 362 - HyperLINKED: How To Be A Total Badass On LinkedIn
488

IT’S TIME TO BECOME THE STRONGEST LINK!


Collin is in for a solo episode today, as he discusses the power of LinkedIn as a platform for sellers to connect with potential buyers and build relationships with them. We have three reasons why you should tune in, Collin’s tips for creating content, tips for connecting and engaging, and amazing tools you can use to rock the platform, all of these, only here in the latest episode of Sales Transformation.


Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!


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TRANSFORMING MOMENTS


HOW TO STAND OUT AS A B2B SELLER

“An easy way to stand out as a b2b seller is to not do what everybody else does and content can help you with this.


CONSUME CONTENT TO CREATE CONTENT

“To actually become a great creator, you actually need to be a consumer as well. So make sure you're following some people in enriching your own feed, to maybe give you some ideas on what you want to talk about.


CONSISTENCY IS THE KEY. PERIOD.

“The key here is consistency. If you're connecting with the right people, you're engaging with them regularly, and you're adding value to their feed. That is the best way to build relationships on this platform. So then if you do reach out to them to get a conversation started, it's a much warmer conversation.”


Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!


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Connect with Collin 

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Nov 29, 2022
#492 S2 Episode 361 - HELP IS ON THE WAY: Making A Lasting Impact By Helping People Without Minding The Numbers
310

IT’S NOT THE NUMBERS YOU DELIVERED THAT MATTER, IT’S THE IMPACT THAT LASTS


Many sellers today are so focused on the numbers to deliver, just trying to hit their quota, but are those the things that really matter? Aaron Bock is back to discuss why it’s more important to do the right thing and help out prospects even when they don’t become your customer because the impact you made will surely pay off one day. Learn about making this kind of impact in this latest episode of Sales Transformation.


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TRANSFORMING MOMENTS


AARON:

“Just make an impact on people in a positive way. Always. And like, yeah, not everyone will be a customer but, but a lot will if you just keep doing the right things.”


AARON:

“You can't just go around helping all day and just not following through, but I think if you're truly helping, you're helping follow through all the way to the end, which is when you're making a sale, but you're helping the customer find the right solution, at the end of the day.”

Connect with Aaron

Aaron Bock | Opkalla | Opkalla.com


Connect with Collin 

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Nov 28, 2022
#491 S2 Episode 360 - SWITCHING MODES: Different Approaches In Winning Back Current And Lost Customers
350

THERE’S ALWAYS SOMETHING FOR EVERYONE…


If you got people who are out, and people who are on the edge, which one do you hit first? Are you going to take the same approach to win them back? These are questions that Dan Pfister will answer, as he talks about the different methods you use for customers who are already lost, and for the ones who are on the brink of leaving. Find out more in this latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


DAN: Different approaches between current and lost customers

“If you want to know how to keep a customer, talk to your current customers, and give them what they want, but if you want to win back a lost customer, you have got to talk to lost customers and find out why they left.”


DAN: Customers first, protocols later

“People leave for a reason. People who have that reason, are your at-risk customers, hit them up first, and then after you do that, use that knowledge to strengthen retention protocols.”


Connect with Dan

Dan Pfister | Winback Labs | WinbackLabs.com


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Nov 27, 2022
#490 S2 Episode 359 - OH, I GOTTA HAVE THAT! Accountability On Tool’s Success And Avoiding Shiny Object Syndrome
362

STOP BLAMING THE TOOL, AND START GETTING YOUR SH*T TOGETHER


Many sellers or even sales leaders have the tendency to blame their failure on the tool they’re using, then go out buying another tool, and the downward spiral goes on. So Collin says STOP, and figure out where YOU failed and start working on it, not the tool. Listen up today as Collin also talks about the shiny object syndrome and how you can avoid it, all these, only here in the latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


COLLIN: Stop blaming the tool and start getting your sh*t together

“You can't just keep blaming things on the tool and then buying a new tool, especially if you're a sales leader, your leadership is only gonna buy that story once, maybe twice, but eventually, they're gonna realize it's you that don't have your sh*t together, and it's not the tool that's broken.”


COLLIN: Think of the must-haves than the nice-to-haves

“Tools are going to be strong, they're going to have strengths in whatever their core competency is, and if they can bolt some other things on there to make it easier so you don't have to have multiple tools, whatever that additional feature set is, it's probably not going to be their strongest. So it really just depends on, what the most important things like must-haves are versus nice-to-haves.”


Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com


Connect with Collin 

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Nov 26, 2022
#489 S2 Episode 358 - LET’S GO TOOL SHOPPING: The Easy Principle In Picking Tool Solutions Among A Ton Of Options
302

IF IT’S NOT EASY TO USE, THEN IT’S NOT WHAT YOU SHOULD CHOOSE


Imagine going to a sneaker store with 50 pairs, all the same design, only they are in different color combinations. That is how the market for tools looks like today. So how would you choose one? Laxman talks about an interesting 80-20 rule that everyone should hear about, plus why it is still better to pick the one that’s easy to use, and you can learn all of these in this latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


LAXMAN: Tools have very little difference from each other

“Every tool is the same, almost like so everyone has almost similar features. Probably one or two extra features, as you said those are and I'm calling them bells and whistles and you've said shiny objects, but otherwise, everyone is trying to solve the same problem with the almost similar feature set.”


LAXMAN: If it’s not easy to use, don’t buy it

“Salespeople are fed up with all these different tools and all these different processes. So they don't feel all this technology in our world is making their life easy. In fact, it's the opposite way. So every buyer will start focusing on what are those tools that will help my sales rep sell easily and get that numbers.”


Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com


Connect with Collin 

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Nov 25, 2022
#488 S2 Episode 357 - UNCHARTERED WATERS: Challenges Of Getting Into Enterprise Sales With Krysten Conner
435

IT’S A WHOLE NEW WORLD…


Krysten Conner is back in Collin’s pod and with her second appearance in the show, comes a whole new story to share. Krysten is currently an Enterprise Account Executive at UserGems and will be sharing her story about the new challenges she is facing in her new role today, and how big of a jump she just took. So take a big jump and dive into this latest episode of Sales Transformation.




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TRANSFORMING MOMENTS


KRYSTEN: Think about the kind of company you will work for

“I think that it's really important to think about the kind of company you want to work for, and especially the conversations that you want to have, like so who is the buyer.”


KRYSTEN: Challenges in moving into Enterprise Sales

“I didn't know how big of a jump it would be. So the biggest difference that I had to learn in the enterprise was the first one was like team selling, and instead of you been, it's just like you and your SE, like whenever you are selling a really large software package, like at Salesforce, like there are going to be multiple people and multiple departments involved.”


Connect with Krysten

Krysten Conner | UserGems | UserGems.com


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Nov 24, 2022
#487 S2 Episode 356 - TOOL-UTIONS TO PROBLEMS: Are Tools Really The Solution To Your Problem?
408

TOOLS… TOOLS EVERYWHERE…


Nowadays, we see tools for everything, especially in sales, where almost every move you make is paired with a tool or tech solution, but are tools really the solution? Tune in today as Collin explains that tools or technology are not the solutions to your problems, but a way for you to implement the solution you have planned to do in a more efficient and effective way, only here, in the latest episode of Sales Transformation.


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TRANSFORMING MOMENTS


COLLIN: It’s too late to let them in the conversation now

“A lot of times, the people that are used going to be using the tools are brought into the conversation way too late. I get it, okay, they’re sellers, their individual contributors, they’re STRS, AES, whatever the case is, but a lot of the people that are making the decisions on what tools to buy, don't even know necessarily how the team is going to use it.”


COLLIN: Technology is not the solution, it only helps you solve problems

“The sales technology isn't necessarily going to solve your sales problem, technology is there to help make things more efficient, more productive, and scale through a sound strategy that’s working.”


Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com


Connect with Collin 

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Nov 23, 2022
#486 S2 Episode 355 - FACE VALUE: Building A Valuable, Not Saleable Profile With Mandy McEwen
374

MAKE YOUR PROFILE VALUABLE, NOT SALEABLE


Today we welcome Mandy McEwen, CEO, and Founder of Mod Girl Marketing, and she will be sharing some tips on how to build your LinkedIn profile, or any social, the right way. Learn how to make your profile valuable with a unique headline from Mandy in this latest episode of Sales Transformation.




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TRANSFORMING MOMENTS

  • Mission to train tech sales teams to be badasses on LinkedIn
  • You need to own your personal brand
  • You should come from a place of value
  • Headlines should not only contain your job title


“Optimize your profile, like make yourself look like an industry expert, and an actual industry thought leader that provides value, and not just some other sales rep out there trying to selfishly get appointments and demos, books, so come from a place of value, what it is, what are you trying to do? Who are you going after what results have you accomplished for people, so your profile shouldn't be a glorified resume, it should be more about the end user and how you help them.”  - MANDY: Optimize your profile and provide value


Connect with Mandy

Mandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.com


Connect with Collin 

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Nov 22, 2022
#485 S2 Episode 354 - SHIFT TO REVERSE: Reverse Engineering In Life And In Sales With Darin Alpert
403

I JUST GOT INTO SALES, THEN I’M STUCK

Many people say this, but are they stuck because they have no choice? Or they just really chose to stick with it? In this episode, we welcome Darin Alpert, VP of Strategy at RepVue, as he shares his story of how he got into sales, and why he chose to stay in it, as part of reverse engineering his life. So make the choice of tuning in today and learn more in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • From selling tickets to VP
  • The flexibilities in sales
  • Reverse engineer the life you want
  • It's the job title, it's the life want to live
  • Reverse engineering people's problems

“Reverse engineer the life you want. Don't go after a job you think you want. Because at the end of the day, what kind of time freedom do you want? What do you want to be able to travel? You want to be able to do all these things? And I think that's, that's so important in hindsight.”  - DARIN: Reverse engineer your choices in life

 

Connect with Darin

Darin Alpert | RepVue | Sign up at RepVue.com

Connect with Collin

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Nov 21, 2022
#484 S2 Episode 353 - TOO MUCH IS NOT GOOD: Balancing Time For Research And The Rest Of The Sales Process
393

INFORMATION IS PRECIOUS, BUT TIME IS ALWAYS GOLD

It is great to be able to do research about your prospects and the problems that you want to solve for them, but you shouldn’t spend all your time with it as well. In this episode, Collin talks to Rod about the importance of allocating just the right amount of time for research, and setting a time limit for yourself can help you get information faster, so you can work further into the next steps. Research more about this by tuning in to the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The foresight methodology
  • Knowing just enough to be deadly
  • Don't fall into the trap of doing too much research
  • The more practice, the faster you get information

“I think it's so easy for people to fall into the trap of doing too much research. When I work with folks, I put that timer on, you've got to put the timer on, and when the three minutes are up, that's it, but you start to get better at finding things faster, the more that you put that into practice, it's kind of like muscle memory.” - COLLIN: Don’t put too much time into research

 

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

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Nov 20, 2022
#483 S2 Episode 352 - PLAN IT BEFORE YOU RUN IT: The Not-So-Rocket-Science Way Of Planning Your Day
538

DON’T START IF YOU’RE NOT EVEN DONE WITH IT

This may sound weird and confusing but Stoyan Yankov explained this really well and it made sense. You should not start your day unless you are done planning it, and if you stay tuned, Stoyan will be giving us his 5 easy steps in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Don't start your day until you haven't finished it
  • Stoyan's 5-step method: Capture, Group, Define, Daily Menu, Schedule

“Instead of from 10 to 12, I'm going to do sales, it's probably broken down into smaller chunks, and it says, call these five prospects, whatever. Something tangible and measurable, the more measurable you are, the more likely you're going to achieve it, and it's simple man.”   - STOYAN: Make your goals tangible and measurable

 

Connect with Stoyan

StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast

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Nov 19, 2022
#482 S2 Episode 351 - DON’T WING IT IF YOU CAN’T WIN IT: How To Tackle Common Prospecting Challenges
349

SOLVING PROBLEMS IS THE BEST WAY TO GO

Anthony is back to discuss the common prospecting challenges he sees with sales folks these days, and #1 is not knowing the problems their business is solving. He also talks about the importance of optimizing your time, than just blindly winging it all day. So solve your selling problems and optimize your time today by learning from Anthony in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Anthony's view on the common challenges folks face today
  • Ditch the features and functions, focus on problem-solving
  • Stop winging it if you're not winning it, instead, be intentional with it

“When you prospect with a person's potential problem in mind, you allow them to connect the dots of who the hell you are, what you're here to talk to them about, and why you're reaching out to them in the first place.”   - ANTHONY: How prospecting should be done

 

Connect with Anthony and learn more about what he’s been working on!

Anthony Natoli | Lattice | Lattice.com

Connect with Collin

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Nov 18, 2022
#481 S2 Episode 350 - ME, MYSELF, AND I: Understanding One’s Self To Better Understand Buyers
453

UNDERSTAND YOURSELF FIRST BEFORE UNDERSTANDING OTHERS

Today, Collin talks to Emily about really knowing yourself, finding resources on how to better understand your own traits and the importance of understanding how other people want to receive information. Make sure to jump in to learn more in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • You have to really know yourself
  • Resources to understand behavioral models
  • Understand how your prospects want to receive information

“I think you brought up a really important point too is, really knowing yourself, knowing what your personality type and traits are. So that you understand when working with people in different quadrants that how things that you naturally do based on how you're hardwired might be received, there's just like silly little things like, do or don't put bullet points in an email that might drive some people insane.”  - COLLIN: Know yourself before knowing others

 

Connect with Emily

Emily Shaw | Lushin, Inc. | Lushin.com

Connect with Collin

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Nov 17, 2022
#480 S2 Episode 349 - CIRCLE OF LIFE: Understanding Customer Lifecycle As A Means Of Product-Led Growth
434

ALL ROADS LEAD TO CUSTOMER EXPERIENCE

Duane Dufault is back with this very important message.

Duane explains that understanding the customer lifecycle is the key to putting product, sales, and marketing, all on the same page. So tune in today and understand why with Duane in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Product, sales, and marketing, all on the same page
  • Product is right in the middle of it all
  • Understand and breakdown your entire customer lifecycle

“You just have to understand that all roads lead to customer experience, if you're not building an amazing product customer is going to churn.”   - DUANE: It’s the customer that matters, not the department

 

Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com

Connect with Collin

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Nov 16, 2022
#479 S2 Episode 348 - INTO THE LAB: The Winback Labs’ Winning Framework
364

IT ALL DEPENDS ON THE SITUATION…

Dan is back and will be giving us an overview of when and how he and his team get involved in the winback process. Learn more about the Winback Labs framework and discover why it’s not the number of people to win back that matters but the circumstances, in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • When does Winback Labs get involved
  • The Winback Labs framework
  • How much data do you need
  • Circumstances over numbers

“It's really not dependent on the number of customers, it truly isn't. What we've found in the survey, in the study was that, under different circumstances, different percentages of people come back, they're just thumbnails, but it gives you a really good idea of how many people will come back under different circumstances…”  - DAN: It’s not the number, it’s the circumstances that matter

 

Connect with Dan

Dan Pfister | Winback Labs | WinbackLabs.com

Connect with Collin

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Nov 15, 2022
#478 S2 Episode 347 - YOU DO YOU: What Is The Best Way To Do Things When People Keep Telling Otherwise
364

WHAT WORKS FOR YOU IS WHAT’S BEST FOR YOU

Collin talks to Ari about their personal approaches to social selling and discusses further being told by everyone on what is best to do when cold calling, or for any sales activity for that matter. Collin only has one tip, do what works for you, and you’re on your way. Don’t miss this and tune in now to the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Personal approach to social selling
  • There's so much noise online
  • People hate being told what to do
  • The #1 thing to do is what works for you
  • It's not about the content, it's about your confidence

“You want to know what the perfect cold call opener is? It’s the one that works for you best the one that you feel the most confident in delivering” - COLLIN: What works for you, not them

 

Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca

Connect with Collin

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Nov 14, 2022
#477 S2 Episode 346 - THE GOOD, THE BAD, AND THE HIRING: Properly Determining The Parameters Of What Is Good And Bad
354

THERE’S NO BAD IF THERE’S NO GOOD

Leaders tend to judge candidates or rookies for being bad hires. The question is, have they established what is good, so they know if it’s really bad? Once again, enter Nigel Green, to clarify this and give leaders advice on what to prepare first, before jumping into hiring. Learn more from Nigel in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The core problem of the sales hiring process
  • The 3 phases of the sales hiring process
  • You won't know what bad is if you don't know what good is
  • Dealing with your personal biases

“Let's do a job analysis. Let's figure out what needs to be done, and what quality in these areas of work, what does quality look like so that we can quickly and more accurately determine what's good or bad.” - NIGEL: How to truly determine what’s good and bad

 

Connect with Nigel

Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest

Connect with Collin

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Nov 13, 2022
#476 S2 Episode 345 - LITTLE BY LITTLE: A Little Encouragement Can Start Something Small And Grow Big
471

SOMETIMES IT JUST NEEDS A LITTLE PUSH FROM OTHERS

Tune in today and listen to Cole Gordon as he shares how a little encouragement has led him to start up his own content, eventually evolving into his business today. Learn more about Cole’s evolution only here in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The evolution of Cole's business
  • How Cole's business works
  • The industries Cole's business is in

“I just got a little bit of encouragement at the beginning, which was really helpful, and then once I got started, and I started putting stuff out there and content out there, it was really obvious like, ‘Okay, I definitely am good at this.’ So that's how it started.” - COLE: How encouragement paved the way to startup

 

Connect with Cole and learn more about what he’s been working on!

Cole Gordon | HighEndClient.com

Connect with Collin

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Nov 12, 2022
#475 S2 Episode 344 - GOOD COP, BAD COP: Executing A Good Discovery Without Making It An Interrogation
298

INTERROGATIONS ARE UNCOMFORTABLE

Prospects hate to feel like they are in an interrogation. In this episode, Collin talks about the struggles of a salesperson when doing a discovery, from the lack of confidence to thinking of the right questions to ask, to finding the right timing for your questions. Find out more by tuning in to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The trap of nervousness and lacking confidence
  • Some people struggle with what questions to ask
  • The timing of your questions is very important

“This is something we've actually never talked about, is these different types of questions and the timing of the questions is so important because what you mentioned earlier, Ari is the discovery shouldn't feel like an interrogation, and when you ask those high-trust questions too early, then it's like, ‘Oh, this guy's just running bad on me, and it does feel like an interrogation.” - COLLIN: Proper timing for high-trust questions

 

Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca

Connect with Collin

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Nov 11, 2022
#474 S2 Episode 343 - EVERYTHING’S BIGGER WHEN YOU GO DEEPER: Great Discoveries Can Be A Goldmine For Bigger Deals
294

A REALLY GOOD DISCOVERY CAN BE A KEY TO BIGGER DEALS

When you have a really, really good discovery, you unlock the potential of other products and services you can offer that fit your prospect’s pains, making your deals bigger. Learn more about this by tuning in to Marcus, and check out his final thoughts in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • A really good discovery can make deals bigger
  • Tools are important, and so are the people who use it
  • Marcus' final thoughts

“With a really good discovery, not only do you solve that first layer of pain that they have, and you solve that problem, but your deals are actually bigger as well, you'll be able to add more products, offers, and solutions to solve the overall issue.” - MARCUS: A good discovery can bring bigger business

 

Connect with Marcus and learn more about what he’s been working on!

Marcus Chan | 6 Figure Sales Secrets

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Nov 10, 2022
#473 S2 Episode 342 - BIRD SET FREE: Letting Your Employees Know That Posting On Social Is Welcomed And Embraced
298

YOU POST, YOU’RE FIRED

This is one of the misconceptions today why sellers don’t post on social about their work and business as they fear that they will be fired for doing it. Bradley explains that companies should embrace this new trend and that leaders should welcome this behavior, and let their people know that they are free to build their own brands. Learn more by tuning in to Bradley on this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Everything wrong with the old social media policy
  • The fear of getting fired for posting on social
  • Let your people know that posting is a welcomed behavior
  • Let your people develop their own personal brands

“It turns out the most common reason why somebody won't share on social is because they think that their bosses are going to fire them because they're going to assume that they're looking for another job. So if you go from zero, I don't post all of a sudden, posting every single day, and everyone in the company thinks I'll branch out looking for another job, and so that's the reason people don't share. So all you have to do is tell people, this is welcomed behavior.”   - BRADLEY: Let your people know they are free to post

 

Connect with Bradley

Bradley Keenan | The Employee Advocacy and Influence Podcast | DSMN8 | DSMN8.com

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Nov 09, 2022
#472 S2 Episode 341 - OUT OF THE COMFORT ZONE: Focusing Your Energy On The Things You Suck At, Not The Ones You’re Good At
430

SPEND TIME ON DIFFICULT AND UNCOMFORTABLE STUFF

A lot of sellers complain about not getting enough results, and this sometimes happens because they are only good at one thing, which they are most comfortable working with. Today, Collin discusses the importance of working on things out of your comfort zone, because you can only improve on the things you suck at. It sounds cliche but true, and you will learn more by tuning in to the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Sales training is broken because of biases
  • Identify and focus your energy on what you can control
  • Getting granular with your prospecting
  • Lean on the things that are uncomfortable

“You're always going to lean to the things that are like comfortable, versus the things that are not and you actually need to lean more into the things that are uncomfortable, because those are the things you probably need to push yourself to get better at, If you're strong on video prospecting, you're going to spend most of your time there, but if you suck on the phone, you really should spend more time on the phone and try to get better at prospecting on the phone.”   - COLLIN: Work on the stuff you suck at

 

Connect with Anthony

Anthony Natoli | Lattice | Lattice.com

Connect with Collin

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Nov 08, 2022
#471 S2 Episode 340 - FLIP THE SWITCH: Changing The Salesperson’s Focus In Assisting Prospects
317

WHAT DO SELLERS HAVE TO FOCUS ON TODAY?

If you are still selling by spitting made-up facts to your prospects, you are living under a rock. Aaron is back to discuss what sellers should focus on nowadays, which is helping prospects find the right solutions and making the right buying decisions because they have access to information, and your facts don’t matter anymore. Tune in and discover what really matters in selling today with the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Prospects today have so much information
  • Sellers are dealing with the flipside
  • Everyone can google and check the facts you present
  • Help people find solutions and make the best decisions, not talk about facts

“I think there was this stereotype of salespeople back from the movies in the 70s, 80s, and the 90s, about hardcore selling. You get the car salesman stereotype all the time. You can't do that anymore. You can't just make up facts. You can't just sell someone on things. Because if I'm a buyer, you leave the room, I Google everything you just said to fact-check it.” - AARON: You can’t just make up facts anymore these days

 

Connect with Aaron

Aaron Bock | Opkalla | Opkalla.com

Connect with Collin

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Nov 07, 2022
#470 S2 Episode 339 - CAN’T STOP US: Shrugging Off Rejections, Picking The Right People, And Overcoming Disability
461

WHEN YOUR SO-CALLED “WEAKNESS” BECOMES YOUR STRENGTH, NOTHING CAN STOP YOU

Matthew Provins is back with a rather inspirational episode. Matt talks about choosing the right people to approach rather than making your process just another numbers game, and what makes disabled and marginalized people stand out against an average salesperson. Tune in and learn to overcome your weakness in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Getting beyond used to rejection
  • Getting feedback from the people he called
  • Find the right people instead of making it a numbers game
  • Proving that the tech space is for anybody

“Anybody that's come from a marginalized community is having that mindset of improvise, adapt, overcome, find a way to accomplish something, never give up, and that's what makes us stand apart from the average salesperson. That rejection is something we faced since the day we were born. People see us as different, and so when it comes to sales, it's a whole different level for us. We're used to that, and so we can overcome that easy peasy.” - MATTHEW: My disability is an advantage

 

Connect with Matthew

Matthew Provins | Pause | DialPause.com

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Nov 06, 2022
#469 S2 Episode 338 - EXPERIENCE BEFORE CONVENIENCE: Why Everybody Needs To Work Hard First, Before Working Smart
338

WORK HARD, BEFORE YOU WORK SMART

A lot of people preach about working smart instead of working hard, but did they really get this far with just that? What about gaining the experience to be able to work smart? These are the questions that Collin will answer in this episode. Tune in today as Collin explains why everybody’s got to work hard first, before they get to work smart, in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Working hard is no longer a popular opinion
  • People are confused about what working hard really means
  • Working hard is part of every person's story
  • The effort is still the biggest competitive differentiation

“At some point, you got to put the work in, but then over time, you learn how to work hard and work smart.” - COLLIN: Work hard, then work smart

 

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

Connect with Collin

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Nov 05, 2022
#468 S2 Episode 337 - PUT THAT ON FILE! The Significance Of Documentation In A Sales Operations System
319

DOCUMENTATION IS MORE IMPORTANT THAN YOU THINK

People keep talking about the right process of hiring, onboarding, and even training, but most of them only focus on the candidate’s learning curve and tend to forget about the importance of documenting these processes. Tune in as Joe talks about why it’s important to get your documentation in place, in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Key things needed to be documented before hiring
  • You got to have your documentation accordingly
  • Have an attorney review your documentation

“You want to have those systems in place. And I'll give you a few keys. And again, you'll watch more of the training, but on the hiring side of things, you've got to have your documentation in order.” - JOE: Documentation should always be in order

 

Connect with Joe and Josh

Joe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.Ventures

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Nov 04, 2022
#467 S2 Episode 336 - BAPTISM OF FIRE: Rod Baptista’s Underdog Story That Sets Him Apart From His Competition
449

ACUMEN, PROFESSIONALISM, AND GRIT

These are the qualities that led Rod Baptista to skyrocket from waiting tables to cold calling, to thought leader, and paid sales trainer. Tune in today to get a quick view of Rod’s story, and what really sets him apart from his colleagues, even when he is the underdog, only here in Sales Transformation.

 

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TRANSFORMING MOMENTS

  • More than half of salespeople never intended to be in sales
  • Coming from a non-traditional background
  • Rod's professionalism & grit vs other's educational background
  • What sets Rod apart from other reps in his day

“Showing people that you have the grit, you can put in either the hours or in our world, the metrics, you can make a lot of calls, you can send a lot of emails, you can have a lot of conversations, showing people that being told no doesn't faze you, that was the biggest thing that set me apart.” - ROD: ‘Work Harder’ is not dumb

 

Connect with Rod

Rod Baptista | ZoomInfo | ZoomInfo Free Trial

Connect with Collin

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Nov 03, 2022
#466 S2 Episode 335 - COLLIN OUT FOR VIDEOS: Gaining Better Numbers With Videos
378

ONE TAKE IS ALL IT TAKES

Collin lays down some statistics on how effective videos are in producing open rates, how it impacts your first impression to the prospect, and why it’s best to do only one take on your videos. Tune in and learn more in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Sending videos has higher open rates
  • It's all about first (and lasting) impressions
  • Do some research before shooting
  • Why Collin doesn’t do second takes

“I'm a one-take video guy. I don't do second takes, like yeah man one take, I don't care. Like there's been moments where, like, ‘Ah, maybe I should redo that’, but I'm like, ‘No, I'm going to wear that like a badge of honor.’ One take. That's it. And the reason for that is because the perfect video is the video that's not perfect because it shows that you're human.”  - COLLIN: Why one take is all it takes

 

Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com

Connect with Collin

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Nov 02, 2022
#465 S2 Episode 334 - BEST IN VIDEO: Why Sellers Don’t Utilize Videos Even When They’re Effective With Jarrod Best-Mitchell
549

WHY OH WHY?

Video messaging in prospecting is highly recommended by sales experts everywhere, but why aren’t sellers using it? Why are they still using the same old boring text-based messaging? Our guest today, Jarrod Best-Mitchell answers these questions and more in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Videos: A known yet underutilized tool in sales.
  • Ask directly and add some value
  • Sellers resort to automation due to targets
  • Sending a few videos is more successful than hundreds of automated  messages

“I think, a lot of sales professionals, the SDRS, as I was trying to go on LinkedIn, trying to get meetings are being forced to push numbers. So automation is the easiest thing to do. It's easier to automate 250 messages to your ICP versus taking the time to send a video message to 25 on the top and that list and see what works.” - JARROD: Why do sellers choose messages over videos

 

Connect with Jarrod

Jarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.com

Connect with Collin

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Nov 01, 2022
#464 S2 Episode 333 - TOOLS FOR FOOLS: The Problem With Tools And How To Deal With Them With Laxman Papineni
370

REMEMBER THE GOOD OLD DAYS WHEN ALL YOU HAD WERE WHITEBOARDS AND NOTEPADS?

The sales field today is too loud with all the tools being provided and enforced for you to use, that sometimes it's even best not to have them at all. Join us today with our guest, the Founder, and CEO of Outplay, Laxman Papineni, as he talks about the biggest problem when acquiring tools, and you’ll be surprised about this because it’s not the budget or features, so tune in to the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • So much noise on sales tools
  • Less is more, even in using tools
  • Adoption is the biggest challenge

“Adoption is the biggest challenge. For all sales organizations, it's not about the budget. Probably, you may have all the budget in the world to buy all these tools, but adoption is the biggest challenge for all the sales folks.” - LAXMAN: The biggest challenge with so many tools

 

Connect with Laxman

Laxman Papineni | Outplay | OutplayHQ.com

Connect with Collin

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Oct 31, 2022
#463 S2 Episode 332 - Humanit-ARI: Ari Barmapov’s HR Story And Discovery Call Tactic
306

WHAT MAKES A GOOD DISCOVERY CALL?

Many people think discovery calls are good because you have the most analytical questions or the flashiest presentation on Earth. However, our guest, Ari Barmapov, has different ideas. Ari is the founder of Foundations Sales Consulting and will be sharing about falling in love with HR work and what really makes a good discovery call, only here in Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Falling in love with HR’s genuine care
  • Loneliness and happiness of being in HR
  • What makes a good discovery call
  • The best discovery call is when you're not talking

“The best discovery calls are the ones I am doing almost no talking, and the one where the prospect is doing a ton of talking, just like this podcast and this conversation, it's not an interrogation.” - ARI: The anatomy of the best discovery calls

 

Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsulting.ca

Connect with Collin

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Oct 30, 2022
#462 S2 Episode 331 - RED FLAG: Unlearning Bad Habits Of Lying, Misleading, And Deception
305

HEY, IT’S TIME TO STOP THAT NONSENSE!

Most sellers develop bad habits just because it’s successful on the scoreboard, but it can cause you more harm than good. Imagine being hated by everyone else because of the lies and manipulation you do, sucks right? Tune in as Collin talks about unlearning bad habits of lying and misleading, here in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Bad culture of misleading people
  • Stop lying just to make a sale
  • The need to unlearn bad habits

“Somebody who had been around quite a bit longer came over and is like, ‘Hey, you should stop saying that.’ And I'm like, ‘Have you seen the board? Like, it's clearly working? Why would I not say that anymore?’ He's like, ‘Well, because it's not true, and to be completely frank, I was one of those salespeople in the beginning that everybody hates, and I had to unlearn a lot of bad habits.’” - COLLIN: Bad habits needed to be unlearned

 

Connect with Ari

Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca

Connect with Collin

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Oct 29, 2022
#461 S2 Episode 330 - DON’T BE INSANE! Stop Doing The Same Thing And Try Something New
322

INSANITY IS DOING THE SAME THING OVER AND OVER AGAIN AND EXPECTING DIFFERENT RESULTS - Einstein

No one will succeed in repeatedly doing the same thing that never works. In a field where the more seasoned reps kept telling him what to do or not to do, Dale Yasunaga went against the waves and counterflowed his strategy. Find out further how this brought him success in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • What Dale did differently to succeed
  • Succeed with a healthy dose of grit and determination
  • No fear to try a different angle

“I looked at my territory and went, ‘This territory has never seen a President's Club performer before because it was a geographic area I was given.’ I said, ‘So if all these prior folks kind of follow the same advice, and could never, hit this level of performance, maybe there's something about trying a different approach.’ And so I did some things that were a little bit different. In that area, I focused on vertical industries that traditionally were not tapped into that I felt were undermined.” - DALE: If the old ways don’t work, trust in yours

 

Connect with Dale

Dale Yasunaga | Sales Mastery Coaching

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Oct 28, 2022
#460 S2 Episode 329 - ROLLING IN THE DEEP: Dig Deeper To Discover Problems To Offer The Right Solutions
326

YOU HAVE TO FIND THE ANSWERS DEEP WITHIN

Discovery calls are not just about educating our prospects on what we do and what we offer, it is also a chance for us to find out what problems they have and how we can offer solutions. Collin talks about the importance of digging deeper into these problems, and you can learn all these in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Sellers need to get better at finding problems beyond the surface level
  • Everybody's worst competitor is the status quo
  • Think about other initiatives going in while doing the discovery

“Support tickets are creating other problems that trickle down into multiple departments, and sellers need to get better at identifying those breadcrumbs like you mentioned, and not just taking the surface level answer in discovery to then, you know, check that box and move to the next question.” - COLLIN: Go deeper than the surface-level problem

 

Connect with Dale

Dale Yasunaga | Sales Mastery Coaching

Connect with Collin

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Oct 27, 2022
#459 S2 Episode 328 - SHAW ME THE WAY: Understanding The Human Aspect In Selling With Emily Shaw
393

A LOT OF SELLERS ARE SO OBSESSED WITH THE NUMBERS THAT THEY FORGET THEY ARE SELLING TO HUMANS

This is a problem we face today in the sales process. That’s why we have Emily Shaw back in the show to talk about the importance of the human aspect in training sellers. Tune in to learn what matters more than just numbers in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • What pisses Emily off about training
  • Why people don't spend time training in the human aspect
  • The problem with the "numbers game" perspective
  • There's no better personality type for selling
  • Match selling and buyer compatibility

“Typically, people think that they have competency issues, and nearly everyone comes to me in the beginning with my people just need to close more, which is true, but they think that's where the problem resides. And there's some element of conversation that needs to happen on wherever you see the problem that happened three steps before that.” - EMILY: Why people don’t spend time with the human aspect

 

Connect with Emily

Emily Shaw | Lushin, Inc. | Lushin.com

Connect with Collin

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Oct 26, 2022
#458 S2 Episode 327 - MIND GAMES: Understanding The Human Mind As Part Of Training
327

COME ON! READ MY MIND!

A lot of sellers are well-trained when it comes to their product knowledge, but organizations tend to forget the importance of being trained to understand different types of people, which Collin will be discussing in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Studying the human mind in sales
  • We are all hardwired differently
  • Organizations should invest in psychological training.

“Product and service knowledge is important, but they need to invest in this so that their sellers can actually be equipped to show up the right way when dealing with all of these different types of people.” - COLLIN: Investing in Training and Psychological studies

 

Connect with Emily

Emily Shaw | Lushin, Inc. | Lushin.com

Connect with Collin

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Oct 25, 2022
#457 S2 Episode 326 - GEAR UP FOR THE GAME: Providing Consistent Training And Tools For Sales Hires
356

IT’S TIME TO PLAY THE GAME

Founders usually have 2 problems. First, they fail to train their people before and after the brief, and second, they can be allergic to supplying tools to their sales hires because there’s some cost involved. Joe talks about the importance of training and supplying the sales hires with the right tools for Sales Gamification, which you will learn in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The importance of training before and after the brief
  • The concept of sales gamification
  • The importance of learning tools
  • The Metagrowth prospecting formula

“As founders, we sometimes are allergic to taking on these expenses, because there are a gazillion things that you could put into your tech stack. And so, we started coming up with what we call the Gamified Tech Stack. And so, it might be, as a salesperson comes on. It's like they earn the tools by doing activities…” - JOE: Applying the Gamified Tech Stack

 

Connect with Joe and Josh

Joe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.Ventures

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Oct 24, 2022
#456 S2 Episode 325 - NO BRAINER: Productivity Is Not Rocket Science At All
551

PRODUCTIVITY IS NOT SO TRIVIAL AS MANY PEOPLE SEE IT

Sometimes, it only needs mastery and the right mindset, and that’s what productivity coach, Stoyan Yankov is here to discuss. He will be explaining that productivity is not rocket science and can be achieved in a few easy steps. Tune in and find out how you can be a productivity ninja, like Stoyan, in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Meet the Productivity Ninja: Stoyan Yankov
  • Being productive is not rocket science
  • The Top 5s and 3s approach
  • Inspire people to have more focus

“I sometimes work with sales teams, I get brought on board to help them to be more productive, and it's actually not rocket science. The problem is we don't do what we know we should do.”  - STOYAN: Being productive is simpler than you thought

 

Connect with Stoyan

StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast

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Oct 23, 2022
#455 S2 Episode 324 - GET S#*T DONE! Stop Slacking Off By Not Avoiding The Challenging Bits Of Work
347

WE NEED TO STOP SLACKING OFF AND START GETTING SH*T DONE

As sellers or any employee for that matter, we tend to be selective with the tasks that we want to be productive with. We often slack off by avoiding the more challenging tasks, and it’s hurting our productivity. Tune in as Collin discusses how this is happening in sales and how this can be fixed in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Figuring out your revenue-generating activities
  • You're spending less time than you admit
  • Getting the real value out of your work
  • Don't be vague, make it granular
  • You have to put in your calendar

“That's three channels that you could essentially prospect on, but there's always going to be one that you prefer doing more than the other one that maybe is a little bit more challenging. And you're always going to avoid that one, you're always going to spend less time on that, or you're gonna easily be like, ‘Oh, my hour’s done, I got meetings now’, and it's just not gonna get done.”  - COLLIN: Things aren’t getting done because you’re avoiding them

 

Connect with Stoyan

StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast

Connect with Collin

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Oct 22, 2022
#454 S2 Episode 323 - DUFAULT MODE: The Power And Impact Of PLG And How To Achieve It With Duane Dufault
406

RIVALS CAN BRING THE BEST OUT OF EACH OTHER

For so long, marketing and sales have been a rivalry when it comes to providing growth for the company. However, with product-led growth, both can work together with the goal of having the product as the center of attention. Tune in as we welcome Duane Dufault, the host of SellingSaaS, as he discusses this further in this latest episode of Sales Transformation. 

 

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TRANSFORMING MOMENTS

  • Get to know Duane Dufault
  • The rivalry between marketing and sales
  • From door-to-door to SaaS
  • The importance of PLG in business

“It takes a lot of determination. It takes a lot of decision-making skills to make a bootstrap company happen. But today's topic is literally what made that company, that company's growth acceleration possible because it just requires constant, fine-tuning of the process, constant iteration on the relationship between product sales and marketing.” - DUANE: The power of PLG

 

Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com

Connect with Collin

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Oct 21, 2022
#453 S2 Episode 322 - THE YOU-NIQUE SELLER: Right Setup, Correct Mindset, And Unique Model Of A Seller
453

WHAT I HAVE ARE A VERY PARTICULAR SET OF SKILLS

What makes a seller unique? What is the right approach to becoming one? Do you have the skills to back it up? Collin talks to Duane Dufault about this today, so tune in and find out if you fit right into this uniqueness in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Have the right setup and mindset
  • Sales' role in helping the buyer know the product more
  • The product-led sales assistant approach

“With this hybrid model, this product-led sales assistant approach, it's a unique type of seller. Like, I don't think any seller can fill the shoes, because you've got to be a very strategic thinker. Because there is no playbook like, ‘Hey, here's how you run a solid discovery. Here's how you do a mic drop demo. And here's how you negotiate like an FBI, you know, hostage negotiator’.” - COLLIN: What makes a unique seller?

 

Connect with Duane

Duane Dufault | SellingSaaS | DuaneDufault.com

Connect with Collin

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Oct 20, 2022
#452 S2 Episode 321 - MOM KNOWS BEST: Anthony Natoli’s Downward Spiral And Realization
368

GET YOUR ACT TOGETHER!

Moms can be annoying and nagging, but they know best when it comes to how their kids should fix themselves. Anthony Natoli shares his story of falling into a downward spiral and how his mother’s ultimatum became a wake-up call for him that it’s time to fix himself. Tune in and learn more in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Anthony's story led him into helping people in sales
  • Anthony's wake-up call to take better care of himself
  • Mom's ultimatum to get his act together

“I went through a lot of mental health battles with depression, anxiety, and addiction. I did well in sales, but my personal life really did suffer, and the last three years have been transformable for me. In that I finally found, you know, my purpose and you know, my core values, and what's really important to me in life.”  - ANTHONY: His 3-year transformation to a better self

 

Connect with Anthony and learn more about what he’s been working on!

About Anthony

About Lattice

Lattice.com

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Oct 19, 2022
#451 S2 Episode 320 - BREAK THE CHAIN: Know Your Worth, Transcend Beyond Valuing To A Number
453

DON’T BE SO HARSH ON YOURSELF. YOU ARE MORE THAN JUST A NUMBER.

Many sellers suffer from mental health because of performance anxiety, spiraling into depression, and destructive habits. Today, Collin focuses his talk with Anthony Natoli on breaking this norm, and that people should stop valuing themselves based on their number, and start working on their improvement. It’s time to transcend this norm by tuning in to the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Struggles with inner chaos despite the successful exterior
  • Problem with validating yourself based on your performance
  • Sales can be rough on you
  • The best sellers lose more than they win

“Even some of the best sellers, lose more than they win, and so the interesting thing there is that, by working on yourself, you were able to detach from some outcomes that you couldn't control, and be confident and not really tie yourself worth to like your number.”- Collin: Don’t tie your worth to a number

 

Connect with Anthony and learn more about what he’s been working on!

About Anthony

About Lattice

Lattice.com

Connect with Collin

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Oct 18, 2022
#450 S2 Episode 319 - KEEPIN’ IT SIMPLE: Breaking The Belief That Building Relationships Is Difficult
339

IT’S NOT THAT COMPLICATED

A lot of sellers act like building a relationship is such a trivial thing to do, but in this episode, Aaron discusses how fascinatingly simple it is. He will also explain why transparency is very important and why you should show your value upfront, only here, in Sales Transformation.

 

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TRANSFORMING MOMENTS

  • There's always some element of a relationship
  • Transparency is very important
  • We have to show our value upfront

“Building a relationship is as much as just sending a text to say hello, or happy birthday or something. It doesn't have to take you to know, lunches and breakfasts and things like that. It's just constantly remaining a good person, top of mind to people.” - Aaron: It’s just about being a good person upfront

 

Connect with Aaron and learn more about what he’s been working on!

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

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Oct 17, 2022
#449 S2 Episode 318 - WITH GREAT POWER… Learning the P.O.W.E.R.F.U.L. Framework
373

ARE YOU P.O.W.E.R.F.U.L ENOUGH?

Marcus is back to discuss the P.O.W.E.R.F.U.L. Framework, which he included in his book, and explain its meaning. He will also touch on other bits such as what it means to be a true decision-maker. Let’s harness the power together by tuning in to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The P.O.W.E.R.F.U.L. Framework
  • Level 10 power of beliefs
  • What is true decision making

“A true high-level decision-maker, if he allocates, say, let's call 100k towards your sales tech stack for the year, if there is true high a decision-maker if they find a solution to make them even better, help them achieve their solve big problems that either big goals, they can take another 50k from somewhere else and move it or they find a different way to fund it. That's what true decision-making can truly do.” - Marcus: What a true decision-maker does

 

Connect with Marcus and learn more about what he’s been working on!

Connect with Collin HERE or through LinkedIn!

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Oct 16, 2022
#448 S2 Episode 317 - IT’S A GOLD MINE!!! The Valuable Things You Get From The Winback Process
477

THERE’S GOLD BURIED IN YOUR LOST CUSTOMERS.

Doing the winback process brings out a lot of valuable things, and it doesn’t only mean money. You can actually learn a ton of things through the feedback that you can collect along the way, and these learnings can help you get better. Let’s dig up more of this buried gold in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Things you learn from winback that you can't from anywhere else
  • Timing is very important in mitigating churn
  • Not winning them back today doesn't mean forever
  • Sometimes you need to leave something to appreciate what you had

“There are things that you learn in the Winback process that you can't learn anywhere else. So we're talking about feedback. So even if somebody doesn't necessarily come back, let's say, you're in the average, and 20% to 30% of the people you try to win back, come back, but you have conversations with a good majority of the remaining people that didn't come back. There's so much that you learn through those interviews in those surveys, they're going to help you overall, as a business” - Collin 

 

Connect with Dan and learn more about what he’s been working on!

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

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Oct 15, 2022
#447 S2 Episode 316 - BABY COME BACK! The Wonders Of Winback With Dan Pfister
443

THE PROBLEM WITH SALES CULTURE IS THAT WE ARE SO FOCUSED ON ACQUISITION

We tend to overlook the hidden gems from customers that we lost along the way. Join us today as we welcome Dan Pfister, Founder of Winback Labs, as he talks about the importance of Winback and what tremendous impact it can bring to your sales. Tune in and learn more from Dan that there’s gold buried in your lost customers, here in Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Winback is not treated as part of the sales culture
  • People always talk about the acquisition
  • Can't help falling in love with winback
  • We can win back people if we do it properly

“What I learned about just doing this, like on an Adhoc basis, is that I didn't know that a lot of people would come back. I didn't know there's a lot of people who tried our competitors and found that they liked us better and if we just simply reached out properly.” - Dan: Discovering the power of Winback

 

Connect with Dan and learn more about what he’s been working on!

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

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Oct 14, 2022
#446 S2 Episode 315 - WHEN THE PRICE IS NOT RIGHT: Why People Leave And How To Win Them Back
272

A lot of people assume that it’s always the price. 

GUESS WHAT? THEY ARE WRONG!

In today’s episode, Collin talks to Dan Pfister about the wrong assumptions by most people that customers who leave you are just not satisfied with the price. Tune in and together let’s bust this myth in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Let's talk about hiring with Nigel Green
  • Why you should listen to Nigel
  • We all have a bias in hiring
  • Instincts vs. evidence-based practice

“It's just people naturally, just assume that it's got to be price, it's got to be something about the price, and I'm going to take a bit of a wild guess here, but I'm assuming a lot of times, it has nothing to do with price.” - Collin: It has nothing to do with the price

 

Connect with Dan and learn more about what he’s been working on!

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

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Oct 13, 2022
#445 S2 Episode 314 - BASIC INSTINCT: How Biases Affect Hiring Decisions With Nigel Green
427

LEFT OR RIGHT, THIS GUY OR THAT GUY, EVERYONE HAS A BIAS

One element of being a human is instinct, and sometimes it’s basic nature for us to use it rather than more reasonable criteria when making a decision. Nigel Green, the author of Revenue Harvest, talks about the battle between biases and instinct versus evidence-based practice when hiring people, and you will learn more by tuning in to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Let's talk about hiring with Nigel Green
  • Why you should listen to Nigel
  • We all have a bias in hiring
  • Instincts vs. evidence-based practice

“I think that all of us have a bias, and that's the first reason, we all have a bias. Meaning that we have a bias with our relationship with hiring, meaning we think we're better than we might actually be, and so we tend to do the second part, which is the second most important thing, we tend to rely more on instincts than we do an actual evidence-based practice.” - Nigel: We all have a bias when hiring

 

Connect with Nigel and learn more about what he’s been working on!

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

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Oct 12, 2022
#444 S2 Episode 313 - DO GOOD, HIRE GOOD: The Right Approach In Looking For Sales Hires
374

YOU ONLY GET GOOD PEOPLE IF YOU DO GOOD YOURSELF

In this episode, Collin talks to Nigel Green and discusses why it is important to actively search for the best talent by looking outbound, and when you’re doing inbound, compensate your referring employees fairly. Learn more about this in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Actively search for the best talent
  • Hire from customer referrals
  • Compensate your employees who refer new hires
  • Pause, slow down, and take time to make good hires

“Why wouldn't you offer the exact same compensation that you would to a recruiter to your own employees? Make it worth their time? Make it matter?” - Collin: Compensate referring employees fairly 

 

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Oct 11, 2022
#443 S2 Episode 312 - SOCIAL WARFARE: Why You Should Keep Posting On Social
333

“STRIKE FIRST, STRIKE HARD.” - Cobra Kai

Bradley talks about the importance of posting on social as a salesperson. If a salesperson is not posting on social, he is essentially giving his competitor the chance to do so. It’s very important to be more active on social than your competitor and you will learn more about it from Bradley in this episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Getting started in engaging with content and podcasting
  • Frustration from salespeople who don't do social
  • Social is where your audience and potential buyers are

“If you're a salesperson, you're not posting on social, you're essentially giving airtime to competitors, to communicate with your buyers.” - Bradley: Not posting on social is enabling competitors

 

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Oct 10, 2022
#442 S2 Episode 311 - YOU’RE ON THE RIGHT TRACK: Things To Track And Monitor In A Sales Operation
335

SALES = ART + SCIENCE + MATH

Sales is definitely an art and a science, but we cannot deny the fact that it’s also a numbers game. Josh will be discussing the important things to track and monitor in a sales operation and gives his piece of advice about paying attention to your numbers. Learn this by tuning in to this episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Metrics to monitor and track
  • The difference between leading and lagging
  • Paying attention to your numbers is critical

“Paying attention to numbers is absolutely critical. And they have to do their numbers every day. That's a fireable offense in our world. If you don't put your numbers in, you may get fired. Unless you're absolute crushing it will give you another chance.” - Josh: Pay attention to your numbers

 

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Oct 09, 2022
#441 S2 Episode 310 - PAY IT FORWARD: Helpfulness As A Core Value In Sales And Business
262

IT WILL PAY OFF, IT MIGHT NOT BE TODAY, BUT IT DOES

In today’s episode, Collin explains that being helpful should be the core value of every company. Helpfulness may not always pay off immediately, but it actually opens other windows of opportunity for you as a seller, and you will learn more from Collin in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Prospects and buyers are too smart these days
  • Truly helping could be not helping at all
  • Being helpful should be a core value of every company

“It may not always pay off, like how you think you should, and I mean, I have lots of examples where, I've been generous with my time and helped people, and they didn't end up being clients, but they might have referred me somebody, or they might have been left and went to another company.” - Collin: It may not always pay off, but it opens other opportunities 

 

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Oct 08, 2022
#440 S2 Episode 309 - MAN IN THE MIRROR: Watch How You Make Your Mistakes And Learn From Them
452

SOMETIMES YOU HAVE TO WATCH YOURSELF FLOP SO HARD SO YOU LEARN NOT TO EVER DO IT AGAIN

In this episode, Joe shares one of their best practices where they engage their salespeople using recorded calls, watching them, and using them as a reference on where they can improve. It can be a bit cringy seeing yourself flop in front of your colleagues, but you will learn that it does make sense by tuning in to this episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The importance of hands-on training
  • Let your sales hire figure out answers on their own
  • Review on your tapes and spot your mistakes

“If you record your calls, which you really shouldn't be doing, record your calls, or if you have a team, review it together not to like poke fun at people, but everyone can learn from those experiences. You know, and my take is, there's a difference between just watching a video recording of a previous sales call led by said founder, and going on that call because money's on the line.”- Joe: Reviewing your calls as a way of improvement

 

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Oct 07, 2022
#439 S2 Episode 308 - VICE-VERSA: Putting Yourself In Your Sales Hire’s Shoes
382

We often tell our sales hires to put themselves in the founder’s shoes, but the real question is… DID WE CONSIDER DOING THE SAME FOR THEM?

Collin, together with Joe and Josh, explains that founders should also think like their sales hire, and get into the trenches with them, so they can grow the way we want them to. Dive in and learn more in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Put yourself in the sales hire's shoes
  • Do not over-promise to sales hires
  • Lead by example

“If you're going to test something new, or try something new, just get in the trenches with him, like, ‘Hey, we're going to test this new target, we're going to test this new messaging, we're going to, you know, test this, like, I don't know if it's going to work, here's what we're hoping happens, but let's get in there and do it together and figure it out.’ ” - Collin: Leading by example as a founder

 

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Oct 06, 2022
#438 S2 Episode 307 - SE7EN: The 7 Beliefs Prospects Need To Have To Start Buying
544

LIKE A LOT OF THEM SAY, SEVEN IS THE NUMBER OF PERFECTION

And to Cole Gordon, it is! Cole shares his story of learning the seven beliefs that prospects need to have to start buying from you, and how it helped him develop himself to be the top performer that he is today. Learn more about Cole and his epic sales journey in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The benefit of selling with an owner's mentality
  • Preventing vs handling objections
  • The 7 beliefs that prospects need to have
  • Improving by treating sales as a profession

“I really treated it like it was a profession. So I plan tomorrow out, every single day. I reflected on how I could get better, I got mentoring, I got training, I got coaching, even outside of the organization I was with. I read all the books that you could read. I also would review tons of my calls, like I'd review multiple calls per day of how I could get better and break down my own calls and listen to other people's calls.” - Cole: Treat your sales job like it’s a profession

 

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Oct 05, 2022
#437 S2 Episode 306 - PROBE WITH CAUTION: Asking The Right Questions Is The Key
243

IT IS ANNOYING TO BE ASKED OBVIOUS QUESTIONS OR QUERIES THAT LEAD TO NOWHERE.

A lot of sellers know about the need for probing questions when doing discovery, but only a few truly understand what it is for and what questions to ask. Collin shares his thoughts on this in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Win by asking the right questions
  • Your questions should not be obvious
  • Your questions must be aligned with your direction

“I think a lot of sellers are kind of used to hearing like,  ‘Oh, you need to, listen more than you speak and you need to ask better questions, deals are won in discovery, and like they've heard all of these things’ , but very few of them have actually, like really grasped it.”- Collin: A lot of people say it, but don’t really grasp it

 

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Oct 04, 2022
#436 S2 Episode 305 - 6F$$: The Secrets To Writing “6 Figure Sales Secrets” With Author, Marcus Chan
299

IT’S TIME TO BOOK IT UP

Marcus Chan, author of 6 Figure Sales Secrets, and Founder of Venli Consulting Group wrote his book in a way that people can resonate with by telling his personal stories. Today, he will be sharing his story on how and why he wrote his book that way, only here, in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The reality of not finishing books
  • Consistent posting on social media is like writing a book
  • The power of stories and tactics thru a book

“I wanted to write a book that was not going to be not just a best seller, but something that would actually resonate, and speak to the soul of salespeople. So that's why it was really, really important that I was able to look back on what's resonated last several years from what I put out there, and be you'll take some of those core concepts to make sure I make it more polished and make it better and simpler to understand in the book.”- Marcus: The secrets of writing 6 Figure Sales Secrets

 

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Oct 03, 2022
#435 S2 Episode 304 - SOCIO-DIGITAL TRANSFORMATION: Adapting Digitally And Leveraging Socially In Selling
400

IT’S EASIER SAID THAN DONE

For a fellow cold-calling enthusiast, it was a difficult transition for Bradley, especially when he had to prioritize the transactional aspects of the call instead of building relationships, telling jokes, and getting closer to the prospect. Learn how he was able to move on and fully shift to social in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The difficult yet needed transition
  • The transformation to leveraging social
  • From cold-calling to content-creating

“When we moved through, especially through COVID. It just felt like everything becomes so transactional, where the call starts. There's a discovery. There's a presentation. And I'm not necessarily saying that's a bad thing. But the shift between it being all about relationships and making jokes and being likable, and all those things to actually tell me how you helped me and tell me how easy this is to implement. For me as a salesperson was a difficult transition to make.”- Bradley: The difficult transition in a selling style

 

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Oct 02, 2022
#434 S2 Episode 303 - VANITY FAIR: The Greater Value Of Good Content Mix Over Vanity Metrics
315

LIKERS AND ENGAGERS WILL NOT NECESSARILY BECOME BUYERS

Collin explains why we should not take the value of a good content mix for granted, because likes, comments, and engagements are just numbers pieced together to look like a scoreboard. Learn more about this with Collin in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Likers don't exactly translate to buyers
  • The good content mix is what matters
  • The problem with vanity metrics

“I still believe video is still important, because there's a lot of people that are seeing that and consuming that video, and having a good content mix is important, even though it's not getting those vanity metrics of likes and comments that you're hoping for.” - Collin: Good content mix tramples vanity metrics, all-day

 

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Oct 01, 2022
#433 S2 Episode 302 - HANDLING ROB-jections: How To Constructively Handle Contradictions With Rob Napoli
254

WHAT THE HELL DO WE DO WITH OBJECTIONS?

Instead of shrugging it off, it is best to dig in and learn why people contradict you because there’s a possibility that there is a problem with your message. This is what Rob explains in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Go find people who don't believe in what you're doing
  • Put your ego aside and listen to contradictions
  • An objection is an opportunity to keep going
  • Look for contradiction and ask why

“Look for [a] contradiction, or look for people who object to you a little bit and ask why, dig in, because that's how you're gonna go find product market fit. That's how you can better. Know if you're missing the market and the product. If you're missing your mark in the messaging, if you're missing your mark in the approach.”- Rob: Find contradiction and learn from it

 

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Sep 30, 2022
#432 S2 Episode 301 - DEEP IMPACT: Helping Prospects While Making A Lasting Impact
368

THIS IS AN EPIC CALL BACK TO THE HEROICS OF HECTOR

Collin once shared a story about Hector the handyman, and how he stood out among all other options. In this episode, Collin shares another story about Hector as a great example of helping while making an impact. Learn more about Hector and many more in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Follow through till the end
  • A callback to Hector the handyman
  • Helping before selling something
  • Be helpful while making an impact

“You should be shooting to try to give your prospects that sort of experience that they're not used to.” - Collin: How to help and make an impact

 

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Sep 29, 2022
#431 S2 Episode 300 - VANTAGE POINT: Clear View And Assessing If Being Used Or Taken Advantage Of
350

HOW MUCH IS TOO MUCH?

There are times when people take advantage of the good things you do, and this is also common in sales. How would you know if your prospect is just using you? When will you say, “No more”? These are the questions that Aaron will be answering in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Some people take advantage of the ones who do good
  • Evaluate where you're spending your time
  • It's the long game, it's the risk we run

“I would say that typically, the more you give, the more likely you are to add value. People will eventually do something with you, whether that's at their current role or in a future role.” - Aaron: The balancing act of helping without being taken advantage of 

 

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Sep 28, 2022
#430 S2 Episode 299 - IT’S TIME FOR QUALITY: Time Management And Emphasis On Quality As A Means Of Sales Improvement
401

IF YOU MANAGE YOUR TIME WELL, YOU CAN DEFINITELY PERFORM AND SELL.

Today, we head back to Collin to discuss two things, managing your time well, and an emphasis on “Quality over Quantity”. Collin talks about how these two can make a difference and help you sell well. Don’t miss this opportunity, so tune in now to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Having your own playbook for yourself is helpful
  • Defining traits of being a “GOOD VS  GREAT” salesperson
  • Manage your time efficiently and effectively
  • “Quality over Quantity” matters a lot

“There's definitely numbers part of it, but there's also an art to it as well, and being able to manage your time is one of the things that is extremely, extremely important.” - Collin: Manage your time efficiently

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Sep 27, 2022
#429 S2 Episode 298 - GOSPEL OF MATTHEW: Matthew Provins’ Playbook Of Failures And His Learnings
318

IT PAYS TO LEARN FROM YOUR MISTAKES AND FROM OTHERS.

In this episode, Matthew shares his learnings from his first sales job and his journey from an SDR to a CEO. Matthew discusses how he built his playbook from his failures and how he used other people’s content as a source of knowledge. You can learn this too by tuning in to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Learnings in his first job
  • Building a personal playbook
  • Learning from others

“There's an unlimited number of ways to do things, and I believe that for sure, but there's a limited number of ways to do things wrong, and so if you're able to start cutting out the ways you can do things wrong, it enables you to really figure out the path doing the right way and there's millions of different paths.” - Matthew on building his playbook about his failures

 

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Sep 26, 2022
#428 S2 Episode 297 - AM I READY? Knowing When A Founder Is Ready To Have A First Sales Hire
338

IT TAKES TIME AND SOME CASH.

Josh explains when is the right time for a founder to have his first sales hire, or sales team for that matter. In his discussion, Josh emphasizes that a founder should spend time and of course, some cash to provide support for his new team. Tune in to learn more about this in the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • When are founders ready to make sales hires
  • It takes a window of time to provide support
  • Sell your product or service using a format
  • Invest in tools for your sales team

“You need to have enough time in your schedule to be able to give them adequate support, and help and materials or leads or whatever you're going to do. So you have to have enough time for that. But you have to have enough business to support the rest of it. So it is kind of a window of time if you will.” - Josh: You need to invest time to provide support

 

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Sep 25, 2022
#427 S2 Episode 296 - EXPECTATION VS REALITY: Understanding That Sellers Have Different Skills On Channels
355

PEOPLE ARE UNIQUE, THEY WILL ALWAYS DIFFER IN SKILLS.

Collin discusses the wrong expectations of people on sellers that they should be good in all selling channels. But you really don’t need that, you just have to hire someone who is as good as you on one channel, and you can get a better understanding of seller skillsets by tuning in to this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Not all sellers are equal
  • Sellers are not great on all channels
  • Find someone who can emulate your skill
  • Have realistic expectations

“I think it's a misconception that a lot of people expect sellers like to be great on all channels, you got to be good on social, you got to be good on email, and be creative and write good copy and be good on the phone, and manage your pipeline and your time and close deals. You know, it's a lot. Typically, I see sellers are much stronger on one channel, in most cases.” - Collin: Sellers have different strengths in channels

 

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Sep 24, 2022
#426 S2 Episode 295 - NAIL, SCALE, PREVAIL: The Right Mindset And Process For Transitioning
231

NAIL IT BEFORE YOU SCALE IT!

This is Joe’s message to founders who are transitioning and looking to hire someone to take over. People get frustrated for not having the right process and mindset in transitions, and you can learn more of Joe’s thoughts in this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • What's frustrating in founder-led sales
  • Founders do so much
  • Nobody will care as much as you do unless it's their livelihood

“I think there are some important mindsets that a founder has to adopt when they start making this transition that set the success up for the entire team. But you've got to get it right, you got what I say “Nail it before you scale it” is it's really important that that happens.”  - Joe on having the right mindset before transitioning

 

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Sep 23, 2022
#425 S2 Episode 294 - VIRTUAL TRANSFORMATION: The New Normal For Salespeople
376

VIRTUAL SHIFT, CONTENT-LED GROWTH, DARK SOCIAL. WELCOME TO THE NEW NORMAL!

Collin talks about 3 things in this episode, 1.) How people coped with the shift to virtual selling, 2.) The stats he learned in embarking on content-led growth, and 3.) Dark facts about dark social. Tune in today and discover more in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • The virtual shift in the pandemic
  • Selling in unfamiliar territory
  • Selling through content
  • Dark social is a real thing

“A big percentage of salespeople don't post content, and then the interesting thing is, there's even a large percentage of salespeople that post content that's not relevant at all.” - Collin with a dose of sales content statistics

 

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Sep 22, 2022
#424 S2 Episode 293 - KEEN EYE FOR BUSINESS: Bradley Keenan’s Journey From Enterprise Sales To Owning A Business
389

YOU’LL NEVER KNOW THE DIFFERENCE UNLESS YOU STARTED DOING IT.

Bradley Keenan, Founder, and CEO of DSMN8, was used to being a high-performing salesperson, but later on, realized that starting a business would require him more than being good at sales. Tune in and learn more about Bradley and his transition to business in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Who is Bradley Keenan?
  • Being born a salesperson
  • Starting and selling his first company
  • Challenges as a seller and leader

“As you start to build a business, you realize that actually, the salesperson isn't the center of the company, and especially nowadays, if you haven't got a good product, then a salesperson can't sell a shitty product, because we've got G2 crowd, it's pretty easy to find out if something's good or not nowadays.” - Bradley’s realization after starting his own company

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Sep 21, 2022
#423 S2 Episode 292 - BRUTAL SOCIAL: Staying Positive In A Harshly Negative Social Environment
321

WOAH! TAKE IT EASY! YOU DON’T HAVE TO BE SO HARSH.

In today’s episode, Collin talks to Rob about the negativity in social nowadays and the unspoken cancel culture that’s happening. Collin emphasizes that opinions can be shared in a positive way and you can find out more by tuning in to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Going crazy over opinions
  • Getting out of context
  • Problematic nature of cancel culture
  • You don't have to agree all the time

“Be more positive, like, you can have a difference of opinion. You don't need to agree with everything, but sometimes, sometimes you're better off just saying nothing. Now, there are times where maybe you need to speak up and you feel that you need to say something, but there's a way to be respectful. Do it in a tactical way, where you're not looking like the asshole.” - Collin on difference of opinions

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Sep 20, 2022
#422 S2 Episode 291 - CHANGE, TRANSFORM, EVOLVE: Dealing With Negativity And Allowing Changes To Happen
337

“NOTHING IS PERMANENT BUT CHANGE”

Rob shares his experience when he stepped away from LinkedIn due to a lot of negativity, how he got through it, and how to allow changes to happen. Join Rob once again in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • It all comes down to being human
  • You have to be ok with detractors
  • Rob's LinkedIn hiatus
  • Allow the change to happen

“Understand that where you fit in today may move, and you have to allow for that time to happen. Meaning you have to change your network, change your content, and it's okay. It's an evolution of you as a person, but it's not easy.”- Rob: Changes need to happen

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Sep 19, 2022
#421 S2 Episode 290 - BANG FOR YOUR BOCK: Aaron Bock And The Value Of Doing Good For Others
472

“DO TO OTHERS WHAT YOU WANT OTHERS TO DO UNTO YOU”

Good karma also applies when you’re in business or sales in particular. Join Aaron Bock, Managing Director at Opkalla, as he shares his sales story, the birth of Opkalla, and why doing good for others will come back to you, only here in Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Who is Aaron Bock?
  • The birth of Opkalla
  • Safe routing vs. risk-taking

 

“Good things happen to people who constantly do things for others, and I think that's the thing I've learned the most is just be patient, just keep doing what you can do for others, and good things will happen.” - Aaron: Do good for others, it will come back to you

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Sep 18, 2022
#420 S2 Episode 289 - AGAINST THE CURRENT: Why You Should Learn From Your Own Experience
338

DO THIS, DO THAT, AVOID THIS, GO WITH THAT

A lot of people will tell you what to do with your business, but they don’t exactly know your own experience. Collin shares why every seller should know their sales cycle by experiencing it on their own. You can experience this insightful talk by tuning in to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • What's an average sales cycle?
  • The time to build a relationship behind a sales process
  • Experience the sales cycle to know what works for you

“Who you're working with the size of the deals, the complexity, what industry you're in, what industry your prospects are in, there are so many variables, that you can't listen to all of the noise, and you've got to have your own experience and figure out what works for your, for your business” - Collin: Learning by experiencing

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Sep 17, 2022
#419 S2 Episode 288 - PROVIN’ THE WORLD WRONG: Matthew Provins’ 2-Year Journey From SDR To CEO
291

ANYONE CAN BE SUCCESSFUL IF HE LOVES HIS WORK

As someone who worked from an SDR to Manager to CEO of Pause, Matthew Provins showed everyone that anyone who has a genuine passion for cold calling can get to the top of the tech space. Join Matthew and Collin in this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Who is Matthew Provins?
  • The 2-year road to CEO in the tech space
  • The genuine joy of cold-calling

“I did my first cold call when I was 14 years old. I absolutely fell in love with it. I know that there are not a lot of people out there that genuinely enjoy cold calling. I'm one of those few who really enjoyed listening to people's stories and convincing them to vote for a person was awesome.” - Matthew on his love for cold calling

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Sep 16, 2022
#418 S2 Episode 287 - COLLIN LOVES COLD CALLIN’: Passion For Cold Calling And Value Of Listening
255

COLLIN CAN’T HELP FALLIN’ IN LOVE WITH COLD CALLIN’

Collin shares his passion for cold calling with his latest guest, Matthew Provins. He talks about falling in love with cold calling and the value of actually listening to your prospect. Fall in love with cold calling too by tuning in to this latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

  • Falling in love with cold-calling
  • The value of actually listening

“The people that actually do well in cold calling, or even sales in general, learn early on that listening, like actually listening, not listening and like thinking about what you're gonna say next, but like actually listening, asking good questions is how you can actually be successful.” - Collin on actually listening in a call

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Sep 15, 2022
#417 S2 Episode 286 - ATTACK OF THE CLONES: Figuring Out How To Clone One’s Self In Building Teams
311

TO CLONE OR NOT TO CLONE?

Founders can be confused about what cloning of one’s self to build their sales teams really means. Josh clarifies that and gives his pointers on how it’s done effectively, only here in the latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Who is Joshua Hirsch?
  • The misconception of cloning one's self
  • Clone the information, not the person

“What they should be trying to do is clone the information that they understand. That's the biggest, the easiest. That's why Joe talks about sales operating systems is all the information being there. They can then go to the market and have the answers and feel comfortable with responses and not having to go back and forth to the stakeholder repeatedly.”- Josh on how cloning should be done

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Sep 14, 2022
#416 S2 Episode 285 - WHOAH, NOT SO FAST! Hiring Too Early And Hastily Buying Technology
265

TOO FAST, TOO FURIOUS, SLOW DOWN MY FRIEND.

Many founders make the mistake of getting their first sales hire or buying technology for their teams too early. In this episode, Collin explains why we should not be making such hasty decisions. 

Learn more about this by tuning in to this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Why you should not hire too early
  • You should invest in tech stack too
  • Things to nail first before buying tech

“People get confused thinking that technology is going to solve their problem. It's like, technology is great, but if you haven't nailed your targeting, you haven't nailed your messaging. You can buy all the technology you want, you're just going to be doing what's not working at scale.” - Collin on hastily buying technology without the legwork

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Sep 13, 2022
#415 S2 Episode 284 - YOU BETTA’ GROW WITH METAGROWTH: Learning To Clone Yourself To Create A Great Sales Team
311

EVERYTHING NEEDS TO HAVE A SYSTEM

Sales Transformation brings double trouble as MetaGrowth co-founders, Joe Arioto and Josh Hirsch, join Collin in this special series called Founder-Led Sales. We will be starting off with Joe as he introduces us to what MetaGrowth does and how it helps founders build their sales teams. Tune in to find out more in this episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Who is Joe Arioto?
  • What does MetaGrowth do?
  • Helping founders in building sales teams
  • You need to have a sales operating system

“You have to have what we call a sales operating system. If you have a sales operating system, you can clone yourself, you can create a great sales team. Without that, you have all kinds of difficulties and challenges.” - Joe on having a well designed sales operating system

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Sep 12, 2022
#414 S2 Episode 283 - JUST DO IT: Creating And Managing Content, Done Easy With Rob Napoli
429

“DON’T THINK, JUST DO” - Maverick

Many people overthink what content to create or how to consistently create it, but Rob has a very simple piece of advice, do what you always do, it's just a matter of turning it into usable content.

Learn the steps of creating usable content with Rob in this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Build a value-added network
  • Start engaging in the platform
  • Talk about things that matter to you
  • Never talk bigger than what you are

“I know it sounds kind of like really negative, but it comes down to people want to see you win, and they like to see you succeed when they see the true journey, but people don't want to see you succeed when you try to talk bigger than you are.” - Rob’s advice: Don’t be a big talker

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Sep 11, 2022
#413 S2 Episode 282 - CHANGING UP A BIT: Changing Networks And How Your Approach Matters
272

NOTHING’S PERMANENT BUT CHANGE.

Like individuals, networks can change too, and it is up to you whether you keep it or cut off some of it. Collin shares why there is a necessity of pruning your network to stay fit with your brand, and why your approach in branding matters. All of these, are only here in the latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • There will be people who are not into it
  • The necessity of pruning your network
  • It all ties to your brand
  • Your approach matters

“You often think like, man, that person actually might be a really good dude, and we maybe could have done business together, but because of the approach, because of the first impression, that chances like basically gone out the window, because you've basically burned the bridge before you even built it.”- Collin on how your approach affects your connection

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Sep 10, 2022
#412 S2 Episode 281 - BEAR NECESSITIES OF BRANDING: Rob Napoli On Building And Fixing Brands For Companies And Employees Alike
469

EXERCISE YOUR FREEDOM TO HAVE YOUR OWN BRAND.

Rob Napoli, the host of The Bear Necessities of Entrepreneurship, discovered how building or fixing brands can be a good business to leverage, and so he went on a quest to help companies and individuals to do so.

Tune in today as this beast in branding and entrepreneurship shares his experience in this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Helping a company with its brand
  • Fixing the market segmentation and customer
  • Executing the influencer model
  • Discovering the opportunity in doing business with branding

“Founders and companies need to allow their employees to have their own personal brand and leverage that personal brand to scale.” 

- Rob Napoli on employee freedom for branding

 

Connect with Rob and learn more about what he’s been working on!

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Sep 09, 2022
#411 S2 Episode 280 - POWER ME UP! Empowering Your People’s Own Brand By Building A Value-Added Network
402

ONE OF THE BIGGEST MISTAKES BY COMPANIES: NOT SUPPORTING THEIR PEOPLE’S OWN BRAND.

Collin shares why companies should empower their people’s own brand and how it can help in building the company’s brand as well. Together with Rob Napoli, Collin will also be tapping into the power of building a value-added network. So tune in now in this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Empower the branding of your people
  • Startups are more open to people branding
  • Build a value-added network

“I'm blown away when companies don't support people on their team to create content or invest in their personal brand, because, this is not 2000 like, people want to follow people not empty brands, and your company brand now is essentially the people, the people on your team's brand. That's what it is.”- Collin Mitchell on the need to empower people’s own brand

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Sep 08, 2022
#410 S2 Episode 279 - LET ME GET BACK TO YOU: Learning To Admit That “You Don’t Know” To Build Trust From Prospects
516

IT’S OK, YOU CAN SAY “I DON’T KNOW”

Greg shares another unique method of communicating with prospects in this episode. Greg highlights his technique by saying you don’t know while building trust as the process goes by.

What else? I don’t know, tune in to find out in this latest episode of Sales Transformation!

 

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EPISODE HIGHLIGHTS

  • Abstrakt solutions to sales conversations
  • The real-time call coaching feature
  • When you don't have the answer, just say "I don’t know"

“I've intentionally thrown in an ‘I don't know’, even when I know the answer. Because to your point, it allowed me to build trust, and in some situations, you can feel like, ‘Oh, this person doesn't trust me at all.’”- Greg Reffner on using “I don’t know” like a charm

Connect with Greg and learn more about what he’s been working on!

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Sep 07, 2022
#409 S2 Episode 278 - THE SOUND OF SILENCE: The Power Of Shutting Up And Listening Intently
354

IT PAYS OFF TO JUST SHUT UP.

Collin unpacks the wonders of shutting up and listening intently in the whole sales process as he digs this deep with Greg in today’s episode.

So tune in, keep your mouth shut, and learn more, in this latest edition of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Using pauses in the entire sales process
  • The power of the mute button
  • The psychology of shutting up
  • People want to be heard, so listen intently

“People want to be heard, and they want to feel understood. So, make sure that you're not intentionally just not talking but you're intently listening, and depending on what you say next, or what question you might tee up next, should be pretty solid, based on the information that you have received up to that point.”- Collin Mitchell on listening intently while on mute

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Sep 06, 2022
#408 S2 Episode 277 - I’M JUST A GREG-ular GUY: How Greg Reffner Got Into Sales And Why He Loves It
393

TURN YOUR WEAK POINT INTO YOUR WEAPON.

What will an introvert do to be able to sell without the need of talking a lot? Simple, he makes the prospect talk. This is how Greg Reffner, CEO, and Founder of Abstrakt, learned how to communicate with prospects with limited talk time. 

Learn more about Greg and why he loves being in sales here in this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Let's meet Greg Reffner on Founder-Led Sales!
  • How Greg eventually got into sales
  • Why Greg loves being in sales

“You mentioned, salespeople love to talk. I'm not a big talker, actually, I’m a huge introvert, most people that know me know that I would prefer kind of being alone with a book, you know, with my close friends, and what I love about being an SDR is that if I could ask the right questions, I could actually get other people to do more talking than I had to do.” - Greg Reffner

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Sep 05, 2022
#407 S2 Episode 276 - STOP, LOOK, AND LISTEN! Less Talk, Less Mistakes, Listen More, Connect More
368

WANNA AVOID MAKING MISTAKES? THEN STOP TALKING AND LISTEN MORE!

A lot of people make mistakes in conversations because they talk too much, and fail to allow the prospects to share their valuable information. Join Collin today as he breaks down why people should listen more to connect more, only here in Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • People make mistakes because they talk too much
  • Turning the game around by asking the right questions
  • Listen more, learn more, connect more

“If you actually are listening, you'll actually learn a lot more. You're in your case, like, you know, allowing your prospect to speak more, where a lot of people would naturally just feel like they need to say something to fill that space, or to respond” - Collin Mitchell

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Sep 04, 2022
#406 S2 Episode 275 - IT’S TIME TO TURN THE TIDES: Learning To Connect With Questions Over Brochures
379

THROW THE BROCHURE, YOU’LL NOT GONNA NEED THAT ANYMORE!

Eric is back and in this highlight, he shares how he was able to shift from a quantity to a quality mindset, and why it is important to figure out your prospect’s goals before even selling to them.

Tune in and learn more with Eric and Collin in this edition of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Spend more time with fewer people
  • How to shift your selling process
  • The five magic questions to learn about your prospect
  • Figure out your prospect's goal

“They need to understand what your company or your product can do for them. How can you help them achieve a specific goal that they have? And if we don't know what goal they have, we don't know what they value, and if we don't know what they value, we can't be valuable to them.” - Eric Konovalov

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

Connect with Eric and learn more about what he’s been working on!

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Sep 03, 2022
#405 S2 Episode 274 - B.R.A.N.D. - Build Relationships with Authenticity and No Deception
247

BELIEVE IN WHO YOU ARE.

Many sellers make personal branding complicated by thinking it has to be created.

However, Collin wants to emphasize that your personal brand doesn’t have to be created because it’s who you are, and you will learn why in this episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Your personal brand is born not made
  • Show up as your real self and connect to aligned people
  • Consistency is always the key

“Here's one thing about that personal brand, if you're a salesperson, create your brand, you know, actually it's yes, create your brand, but your brand is not something you need to create, your brand is who you are.” - Collin Mitchell

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

Connect with Eric and learn more about what he’s been working on!

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Sep 02, 2022
#404 S2 Episode 273 - PARADIGM SHIFT: Shifting Cold Calls From Quantity To Quality
417

LESS IS MORE. AGAIN. LESS IS MORE.

It’s another transforming series of highlights as we show off some wisdom from Eric Konovalov, Executive Leadership Coach, and B2B Sales Trainer at The Goal Guide. Eric shares his life-changing opportunity in a Dale Carnegie course where he learned to shift from quantity to quality cold calls.

Learn more about how Eric transformed his way of selling here in Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Time management in Military vs. Sales
  • The difference in selling, then and now
  • The life-changing course
  • The shift from quantity to quality

“Where it shifted was I do a ton of research, I want to understand who I want to go after before I go after them. Even when I'm cold calling, I'd rather I changed it from quantity to quality of cold calls.” - Eric Konovalov

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

Connect with Eric and learn more about what he’s been working on!

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Sep 01, 2022
#403 S2 Episode 272 - TRUE LOVE’S K.I.S.S. - Keeping It Short and Simple with Collin
317

STOP RUINING LINKEDIN!

Many sellers forget that they went to LinkedIn to connect with their prospects and show value, not to bug them with long messages or stress them out with meeting and calendar links. This is what Collin points out with full force and you gotta find out why only here in Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Keep It Short and Simple
  • Don't push for a meeting on your DMs
  • Add thoughts to your comments

“Buyers are smarter today, that stuff doesn't work, be very relevant, keep it short, keep it sweet, even be clear on what your intention is, or offer something of value before you ask for their time, then when they raise their hand, you can send a link or schedule a meeting or send them the resource.” - Collin Mitchell

Can’t get enough of Eric and Collin’s conversation?

No problem! Tune in to the FULL INTERVIEW and get more of the good stuff!

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Aug 31, 2022
#402 S2 Episode 271 - STRENGTH IN NUMBERS: Math Of Sales 101 With Ryan Reisert
548

SALES IS NOT JUST AN ART, OR SCIENCE, IT ALSO HAS SOME MATH IN IT!

Ryan Reisert is back to talk about what he does best, the Math of Sales. Tune in to Ryan as he shares with Collin what the Math of Sales is, and a little demonstration using his own sales numbers, all these only here in Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Discussing the “Math of Sales”
  • Ryan discusses his own numbers
  • What to look at in the campaign creation process

“Every time I have an offer, that offer needs to go back to who cares about this? What is it that they care about from a targeted message? What is it that we're actually offering you, and how to articulate that via the channel? What channel should I be using to send this information? Is it phone, email, ads, events, whatever, and then finally, timing.” - Ryan Reisert

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Aug 30, 2022
#401 S2 Episode 270 - NEXT: The Mindset Of Always Moving Forward To The Next Call
187

THE PAST IS HISTORY, AND SO ARE YOUR PREVIOUS CALLS.

Collin shares in this episode that some people have difficulties moving on to the next call. Is it really a big deal?

Tune in and learn about the mindset needed to be able to brush off your last call, and get to the next, only here in Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Getting into the mindset of making the calls
  • Difficulties in setting aside others to get on the call

“There's a big piece of mindset and a lot of people have a hard time setting their last call aside to get into the next call.” - Collin Mitchell

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Aug 29, 2022
#400 S2 Episode 269 - FEAR NOT, WE’RE ALWAYS HOT: Collin Shares Why Salespeople Should Not Worry Too Much
209

WHAT LAYOFF?

Many salespeople, like other workers, fear being laid off. But fear not as Collin shares some encouragement, clarifying why salespeople are still sought after and that there will always be opportunities for them.

Learn more here in this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Companies will always need salespeople
  • Why salespeople should not worry about layoffs

“Regardless of what they're doing today, if they lost it or the company folded, they could get a job and get right back to where they were selling something else.” - Collin Mitchell

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Aug 28, 2022
#399 S2 Episode 268 - DO IT LIVE! Ryan Reisert’s Approach To Motivating Cold Callers
234

“DO IT LIVE!”

This is one of Ryan Reisert’s famous lines in his own podcast, Outbound Sales No Fluff. Ryan is one of the most active live cold call performers on social platforms today and he explains why he wants to motivate people this way.

Check out Ryan in this latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • Be transparent on what works, and what doesn't
  • Doing live calls to motivate others to do calls

“If I can motivate just one more salesperson to get out there and they want more call and their results and one more sale like that's a good thing for our economy right now” - Ryan Reisert

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Aug 27, 2022
#398 S2 Episode 267 - TIME FOR A RAVI-shing STORY: The Power Of Storytelling While Done Easy And Sexy
2077

ONCE UPON A TIME…

Storytelling in selling is something that a lot of sellers won’t take seriously as they either think they are not cut for it or they think it’s a waste of time. What they don’t realize is that storytelling is a very powerful tool to build up a relationship with your prospect toward the selling part of the conversation.

Tune in to the full interview of Ravi Rajani and discover the power of storytelling and you can make it sexy and effective, only here in Sales Transformation.

 

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EPISODE HIGHLIGHTS

  • IT’S STORY TIME! Discovering The Selling Power Of Storytelling
  • WRAP IT UP! Developing A Relevant Story For The Prospect
  • EASY-PEASY! How To Deliver A Quick And Impactful Story
  • STORYTELLING FOR VIRTUAL SELLING: How To Effectively Deliver A Story In A Virtual Selling Set-Up
  • TREAD WITH CAUTION: Avoid Saying The Wrong Thing To The Right Person

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Aug 26, 2022
#397 S2 Episode 266 - TREAD WITH CAUTION: Avoid Saying The Wrong Thing To The Right Person
553

WATCH OUT ON YOUR WAY!

Like any other conversation, you have to be careful with what you say or ask when storytelling, especially when you are asking about something to relate with the prospect.

Tune in now and learn more about this in Ravi and Collin’s conversation, only here in the latest episode of Sales Transformation.

 

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EPISODE HIGHLIGHTS

Collin - Be careful with what you assume

“I guess they could go either way, so be careful. Be careful with what you assume, in how you ask the question, to tee them up to tell you a story.”

Ravi - Be mindful with your questions

“Be very, very mindful of what you're asking, and in that case, I couldn't say the wrong thing to the right person.”

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Aug 25, 2022
#396 S2 Episode 265 - STORYTELLING FOR VIRTUAL SELLING: How To Effectively Deliver A Story In A Virtual Selling Set-Up
400

LOOK AT ME NOW!

The beauty of a story is nothing if you fail to do proper eye contact, whether it’s face-to-face or virtually.

Ravi will be giving us tips on how to properly deliver a good story virtually for more effective storytelling, especially in this virtual selling age.

Tune in to learn these tips here in the latest episode of Sales Transformation!

 

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EPISODE HIGHLIGHTS

Look down the lens of your camera

“Here's what I want you to do people, I want you to look down the lens of the camera, and think of it as the eyes of your best friend.”

It's weird, but get used to it!

“The demeanor in the emotion that you put into what you're saying matters a lot, and it is weird looking at the camera lens, but look, this is the way that we're doing business.”

Always ask an open-ended question

“That immediately starts to build a connection so something small that you can do is ask an open-ended question.”

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Aug 24, 2022
#395 S2 Episode 264 - EASY-PEASY! How To Deliver A Quick And Impactful Story
574

WHY MAKE IT SO COMPLICATED?

A lot of sellers do not engage in storytelling because they think it complicates things when it is not. 

Ravi is back to talk about how you can create an impactful story with a 10-day 60-second video challenge using the PSA method. Discover how you can do this in 4 easy steps only here in the latest episode of Sales Transformation!

 

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EPISODE HIGHLIGHTS

Why reps don't apply storytelling

“The first one is a belief that you're not an innate storyteller. There's this belief that it's not a skillset or a muscle that can be worked on. You're either born with it, or you're not, and I don't believe it. My opinion, that's not the truth. I believe it's something you can obtain.”

Try the PSA method

“You've got to use a specific method, and this method is called the PSA method to share the story. And now a great dude called Victor Antonio calls this the SPAR framework and different people call it the P framework. Whatever it is, but I believe in it as a PSA method, point, story, audience impact.”

4 easy-peasy steps of storytelling

“You're going to give the context, the conflict, the turning point, and the transformation, and then you're gonna head to why this is important to the individual watching this video today.”

Less is more

“It's about plucking the moral of the story from that and aligning it with a million dollar problem.”

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Aug 23, 2022
#394 S2 Episode 263 - WRAP IT UP! Developing A Relevant Story For The Prospect
556

STORIES ARE MEANT TO RELATE.

Ravi is back to talk about the ins and outs of storytelling.

In this episode, Ravi and Collin will discuss the need to wrap your story around the prospect’s problem and ensure that it’s the right story for the client.

Start telling amazing stories with what you’ll learn in this latest edition of Sales Transformation.

 

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HIGHLIGHTS

  • Wrap your story around the million-dollar problem
  • Focus on your delivery and description
  • Case studies vs. success stories
  • Pick the right story for the prospect

QUOTES

Ravi - Wrap it up with relevance:

“Wrapping your story around how you've served somebody with a similar DNA, who's gone from pain to glory, and alleviated that problem is huge.”

Ravi - Delivery makes the difference:

“You really got to think about the delivery because that's one really, really good way to separate you.”

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Aug 22, 2022
#393 S2 Episode 262 - IT’S STORY TIME! Discovering The Selling Power Of Storytelling With Ravi Rajani
625

DITCH THE FEATURE SELLING AND START STORYTELLING.

Many sellers are too focused on the features, the benefits, and the scripts are getting too boring. It’s time for some storytelling to get the message across.

Ravi, Founder of Ravi Rajani Consulting is here to discuss the power of storytelling and how it can be a game changer for you, listen up only here in Sales Transformation.

 

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HIGHLIGHTS

  • Build relationships with stories
  • Becoming a storyteller
  • You shouldn't make up stories
  • Find the million dollar problem
  • It's all about the delivery
  • Wrap your story on the prospect's problem

QUOTES

Collin - Don’t sell, there are stories to tell:

“Ditch feature selling and start storytelling so they can increase their ACV, reduce their sales cycle and win relationships for life.”

Ravi - Shut up if you’re just making it up:

“You're not going to have a conviction in what you're saying. It's just not ethically moral.”

Ravi - It’s all about the delivery of the story:

“A lot of people feel like their stories are boring when actually it's just framing and the way they describe it, and the way that they share the story. That's a game changer.”

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Aug 21, 2022
#392 S2 Episode 261 - IT’S THE FINAL MARC: Marc Nudelberg’s Top 3 Tips To Effective Selling
391

BE DIFFERENT. CARE ABOUT OTHERS. SPEND TIME RESEARCHING.

These are Marc’s last pieces of advice for all the Sales Transformers. In the art of selling, it is very important to apply these 3 pieces of advice to heart. 

Tune in to this final cut with Marc Nudelberg and learn more about this advice, only here in Sales Transformation!

 

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HIGHLIGHTS

  • Invest daily, work daily
  • Don't stop investing time until it's payday
  • Marc's final advice

QUOTES

Collin - Emphasis on consistency:

“The biggest part of your process, especially for social media, is got to be consistency. Because if you show up every day for three or four weeks, and then you go on hiatus for two or four weeks, you're back at zero. You're starting all over.”

Marc - Stop your work, everything else stops too:

“As soon as you stop putting into the process, I guarantee that your pipeline dries up, and there go all of your revenue.”

Marc - Final advice to everyone:

“Just show up different guys. Show up different. Make it about other people. Don't make it about yourself and spend time doing research.”

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Aug 20, 2022
#391 S2 Episode 260 - STEP IT UP! Using Step-by-step Processes In Social Media Marketing
409

THERE’S A PROCESS IN EVERYTHING.

Selling, marketing, social media usage, everything can be developed with a process. In fact, Marc and his dad have a course that shows how to apply a process on LinkedIn.

Find out more about this and other insights from Marc and Collin, in this episode of Sales Transformation!

 

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HIGHLIGHTS

  • Creating a process for using your platforms
  • There are no more boundaries
  • Show up differently in all your channels
  • Have a process for everything

QUOTES

Marc - LinkedIn like a pro:

“We teach a course called LinkedIn Like A Pro, that for those of you who don't have a process, that will give you a process. We've created the rules of engagement within this platform to create relationships.”

Collin - Why people fail in using platforms correctly:

“A lot of people, they have been given the benefit of the doubt. They're doing things that way because they don't know any better, or they've been taught incorrectly.”

Connect with Marc and learn more about what he’s been working on!

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Aug 19, 2022
#390 S2 Episode 259 - MY KIND OF DAILY GRIND: Build Your Social Profile And Presence With Consistency
359

CONSISTENCY IS NOT JUST THE KEY, IT’S A LIFE-LONG WORK.

Many people have goals but failed to reach them because they give up when there’s no result in a given time. Well, that sucks!

Marc schools us today about working on your presence in social media with consistency. Together with Collin, they will be talking about how social media helps in growing your reach, and why you should not give up so easily. Listen up and level up in this latest outing of Sales Transformation!

 

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HIGHLIGHTS

  • Sales is a 2-way street
  • Who you are matters
  • Stay on top of mind with social media
  • You gotta put in the work

QUOTES

Marc - You matter above everything else:

“Who you are matters, not your company, not your job, marketing yourself, what are the things that are unique to you that make you who you are.”

Marc - Stay top of mind with social media presence:

“I could care less about whether or not somebody likes comments or shares, my posts, all I care about is that they saw it because if they read my name and saw my face, that means I'm staying top of mind for them.”

Marc - Consistently put in the work:

“You got to invest in it daily. Put something into it daily, so that at the end of your career, you know you've got something to fall back on.”

Connect with Marc and learn more about what he’s been working on!

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Aug 18, 2022
#389 S2 Episode 258 - WALK THE TALK: Practice What You Preach As A Coach On The Frontlines
372

GET OFF THE DAMN CHAIR AND GET OUT THERE!

The problem with many coaches is they only share by books or by theory but lack actual experience or practice of what they preach.

Marc shares with Collin how he and his father practice what they preach, by doing the sales process themselves and sharing the experience with their clients.

So tune in today and get a dose of Marc’s preaching here in the latest episode of Sales Transformation.

 

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HIGHLIGHTS

  • Practicing what he preaches
  • Being a coach on the frontlines
  • Content creation as part of the sales process

QUOTES

Marc - How he practices what he preaches:

“I'm coaching, and training organizations and individuals, I'm also responsible for filling my own pipeline, and qualifying new, new, you know, new prospects and moving them through our own sales process.”

Marc - The advantage of being a coach on the frontlines:

“Both my dad and myself, because we're constantly out there doing it ourselves, we're able to see what's happening in the environment, and we adapt our own teachings, we continue to evolve with what's happening.”

Collin - Content creation within the sales process:

“Creating content is part of the sales process. It's your brand it’s so important, you said it yourself, people do business with people that they like and trust, and putting out content is the easiest way to do that.”

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Aug 17, 2022
#388 S2 Episode 257 - EPIC FAIL, ZERO SALE: Why Sellers Often Miss The Mark
393

OOPS, YOU MISSED THE MARC!

Sellers often take inbound responses as go signals to jump into pitching rather than starting a conversation to connect with their prospects, leading to an epic fail, with no sale.

Tune in as Marc and Collin break down why sellers miss their targets and why they should always lead with value in this latest episode of Sales Transformation.

 

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HIGHLIGHTS

  • The awful missed of most reps
  • Figure out what made your prospect connect
  • Lead with value, convert it to a conversation

QUOTES

Collin - Missing the opportunity to lead with value:

“The miss is not leading with value, wanting to help to want to serve, taking the time to see what it is that you even gave a sh*t about before trying to go for the conversation.”

Marc - Convert it to a conversation, not a sale:

“I showed up on an inbound leads list, all you have to do is convert it to a conversation, but because you don't understand how to lead with value, you miss them immediately.”

Connect with Marc and learn more about what he’s been working on!

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Aug 16, 2022
#387 S2 Episode 256 - MOVE ALONG: Focusing More Of Your Time To Less People
464

YOU GOTTA LET GO IF YOU’RE NOT GOING ANYWHERE.

Collin quotes his friend Ian Koniak’s biggest secret is “spending more time with less people” and it definitely makes sense.

In this episode, Collin and Marc will talk about ensuring quality over quantity, making sure you only spend time with prospects who like you, and stop chasing a lead that will never be yours. Let’s unpack this together only here, in Sales Transformation.

 

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HIGHLIGHTS

  • What it takes to land the next client
  • Earn the right to talk business, then be an expert about it
  • If they don't like you, move on

QUOTES

Collin - What’s next after building trust:

“Let's say interacting with somebody that you know, like and trust is the first step. Next, you got to have some skills, some problem-solving skills, to be able to actually land your next client.”

Marc - Be an expert in your field:

“You need to be an expert, you need to understand not only what you represent and the value that you have, but you need to understand the market that you live in.”

Marc - If they don’t like you, you’re not going anywhere:

“Not all prospects are created equal, and let me give you a big heads up right now. If a prospect doesn't like you, the chances of them doing business with you are absolutely zero.”

Connect with Marc and learn more about what he’s been working on!

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Aug 15, 2022
#386 S2 Episode 255 - I TRUST IN YOU: Building The Foundation Of Knowing, Liking, And Trusting
386

KNOWING. LIKING. TRUSTING.

Sometimes we focus too much on the profile but forget about what’s important, which is the prospect’s point of view. Letting the prospect know about you, if they would like and trust you, is equally as important as you get to know them.

Don’t miss this very insightful round with Marc as he and Collin unpack more about building trust here in the latest episode of Sales Transformation!

 

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HIGHLIGHTS

  • Control the outcome? NOPE
  • Control the activities? YEP
  • Show up differently to succeed
  • Find what they care about and use it
  • The process works, TRUST IT
  • Liking and trusting first, before anything else

QUOTES

Marc - There’s no controlling of the outcome:

“Here's what I know from coaching, here's what I know from being successful in sports, here's what I know from having success in sales is that you can never control the outcome.”

Marc - Take control of getting attention:

“What you can control are the activities, and so as a sales professional, I know the one thing that I need to own across the board in order to be successful, is attention.”

Marc - Find out something your prospect cares about:

“I'm going to find something that I know means something to them. And that's the first thing I'm talking about with them before I go anywhere else is that thing that I noted matters to them, and is about them.”

Collin - Process brings more positive outcomes:

“If you have that process and that discipline to consistently do it, you're going to get more yeses, more wins, more positive replies than if you're not.”

Marc - Make the prospect like and trust you:

“I want to work with somebody that I know, like, and trust. So how can you build that foundation of knowing, liking, and trusting in the very first interaction that you have with the prospect.”

Connect with Marc and learn more about what he’s been working on!

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Aug 14, 2022
#385 S2 Episode 254 - MARC HITS THE MARK: Success Through Utilization Of Other Channels With Marc Nudelberg
499

WHAT DO YOU MEAN YOU NEVER MADE A COLD CALL?

Sounds ridiculous but Marc Nudelberg had tremendous success in sales without making a single cold call. Marc, currently the president of On The Ball Ventures, shares his story with Collin on how he had success by focusing on other platforms in selling aside from cold calling.

Tune in and learn more about how Marc hit the mark only here in Sales Transformation!

 

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HIGHLIGHTS

  • Introducing Marc Nudelberg
  • From team coaching to sales coaching
  • It's about the process
  • Quality and action drive numbers

QUOTES

Collin - There is no single standard in sales:

“What I think is so great about sales are some core values and things that you do, but your methods and your outreach and how you do it can be different. There is no one size fits all.”

Marc - You need to have a process:

“The thing that came out of coaching to me was the process, what I realized is that most people around me in the sales world really didn't have a process.”

Marc - The numbers game is also a quality and action game:

“No matter what kind of outreach you're trying to do, it's still a numbers game, but those numbers depend on how much quality and action you put into those things.”

Connect with Marc and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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Aug 13, 2022
#384 S2 Episode 253 - I LONG FOR YOUR CARE: How Sellers Can Care More And BS Less
535

PEOPLE CAN SMELL BS FROM A MILE AWAY.

Larry and Collin will be talking about showing genuine care for customers. How do you show people you are thinking about what’s in it for them? How do you invest in relationships? How do you show you really care?

Find the answers by jumping in on this latest episode of Sales Transformation!

 

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HIGHLIGHTS

  • Show genuine care for others
  • Ask yourself what's in it for the other person
  • Listen more, talk less
  • Never skip the small details
  • Do more with less people

QUOTES

Larry - Be genuine because people can smell BS:

“People, they can smell BS a mile away. I hate to break it to you, but they can tell if you're genuine or not.”

Larry - What it means to really care about others:

“What's in it for the other person? If you are truly genuine, it shines through and I just encourage everyone to really care about people. When you care about people. You're curious. You ask questions, you work on nurturing the relationship.”

Collin - Thinking about how you can take care of people:

“How do I care more? How do I invest in relationships? Do things for your prospects, do things for your customers, without expecting anything in return.”

Collin - How to show others you really care:

“It's the people that are doing less of the talking, asking more questions, and doing more listening, and sometimes just the small thing of really listening shows how much you care.”

Connect with Larry and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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Aug 12, 2022
#383 S2 Episode 252 - I CAME IN LIKE A WRECKING BALL: Shattering Knowledge Barriers And Growing By Breaking Norms
506

IF IT AIN’T BROKE, BREAK IT!

Many people believe that you should not be fixing what is not broken. It’s true, but Larry delivers it with a twist, saying we should break it, and grow with it.

Join Collin and Larry today as they talk about doing your part to constantly learn new things and be disruptive in your journey to true growth. Let’s all get hyped up in this latest Episode of Sales Transformation!

 

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • Avoid being a know-it-all
  • Do your part to up your game
  • Take ownership of your business
  • If it's not broken, break it

QUOTES

Collin - The problem with know-it-alls:

“I think a common mistake of a lot of salespeople, especially ones that been around a while, is thinking they know it all, not remaining teachable, not being open-minded enough to think that somebody might be able to teach them something.”

Collin - Go out and get your resources:

“If you're not getting the support inside your organization to up your game, then you are responsible for your own success. Go out and get it.”

Larry - Don’t just sit there, move and own it:

“If you sit back and wait for someone else to invest in your business. For me, it's Larry long Jr. Incorporated. I run my business I might get a paycheck from my company. But I run my business I take control of the outcome I take ownership of it.”

Larry - Grow by breaking things up:

“If it ain't broke, break it. I love it, break it up, shake it up, flip it upside down. Sure you better break it because that's where you grow.”

Connect with Larry and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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Aug 11, 2022
#382 S2 Episode 251 - MORE THAN WORDS: Take Action, Take Control, Take It All Home!
566

TALK, TALK, ALL TALK, AND TALK SOME MORE.

We keep talking about what we think but forget to ask, forget to listen, forget to take action, forget to take control.

Join Larry and Collin as they talk about asking and listening, taking action and control, and the 5 pillars of leveling up your game. Tune in now and get hyped with Larry in this latest episode of Sales Transformation!

 

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • WIIFM - What's in it for me
  • Why you should take action
  • You have to care
  • The 5 pillars of leveling up your game

QUOTES

Collin - Ask the right questions to find out the pain points:

“And the thing is, you have to be good at asking the right questions, you talked about asking the right questions to help, because sometimes the pain is there, and they don't even know it.”

Larry - Action speaks louder than words:

“Do you care about that person on the other side, and not just care? Like, oh, yeah, I care about him. Care about him through your actions. Your actions speak so loud, I can't hear what you're saying.”

Larry - Take full control:

“That's a quote from Jim Rohn. Either you run their day, or your day will run you.”

Connect with Larry and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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Aug 10, 2022
#381 S2 Episode 250 - A LONG AND WINDING ROAD: Larry Long Jr. On His Story Of Defeat That Sold With Wonders
499

It’s a LONG and winding road to success.

This week’s edition of Sales Transformation brings you Larry Long Jr., the CEO (Chief Energy Officer) & Keynote Speaker/Emcee of LLJR Enterprises. Larry is just like any other guy, who had a taste of failure, but stood up and carried on. The difference between him and others who shared the same fate is that Larry used his story to sell and educate small businesses and help them avoid what he’s been through. 

Tune in and learn about this amazing journey with Larry and Collin here in Sales Transformation!

 

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • Help those who've been in the same shoes
  • The art of story selling
  • Be a sales doctor
  • The intensity needed for people to change

QUOTES

Larry - Always think about the small businesses you can help:

“When I worked for the accounting software company, I wasn't motivated by helping accountants per se, I wanted to help them, but most importantly, I wanted to help the small business owners that they supported that were in the shoes that I was once in.”

Larry - Story selling is powerful and connects with wonders:

“Story selling, it's so important. What's your story? People can refute anything that you say, but my story is my story. My business failed because my partner and I did not understand our numbers.”

Collin - Recognize the pain, take action, start changing:

“The pain exists, but people don't like change. The pain has got to be great enough for them to be willing to go through the change.”

Connect with Larry and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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Aug 09, 2022
#380 S2 Episode 249 - BUSINESS LOVIN’ WITH DONNIE BOIVIN: Learn What It Means To F@#K Up, Learn, And Evolve As A True Entrepreneur
1737

Welcome to another week in Sales Transformation!

And what better way to start the week than by dropping a special episode about last week's series? 

If you missed some of the episodes in last week's series, where we got some business lovin' with Donnie Boivin, then enjoy listening to this full-length interview with Donnie.

Have fun and enjoy learning in this special episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • NOBODY TAUGHT ME THAT! Learning How To Do A Business The Hard Way
  • OH BABY, BABY! How To Raise And Grow Your Business With A CEO Mindset
  • GO.GROW.GLOW. Founder-Led Sales, Networking, and Business Transformation
  • F’D 2 F’D: A Book For Learning From Donnie’s F@#K Ups
  • IT’S A VICIOUS CYCLE: Don’t Be Fake, Man Up And Own It, Use It
  • I WANT TO BREAK FREE! Break Free From The Cycle And Evolve Your Way To Success

QUOTES

Donnie’s hard realization in business:

“Let me tell you, building a company kicked the sh*t out of me, and I realized that nobody was actually out there teaching people how to build businesses.”

Donnie on having a CEO mindset:

“I tell most people, the first thing I had to do was mentally become a CEO man, because I spent my life being an employee, and if you think like an employee building a business, you're toast.”

Collin on sales survival through feedback:

“You got to get sales to survive, but it's also not 100% about getting customers. It's also about getting good feedback.”

What Donnie’s book is all about:

“I wrote it 100% to teach people, all this sh*t I f@#$!d up. All the things that I broke, all the things I did in there is even a tough conversation with my wife of when we almost lost our entire farm and everything we owned because I didn't know how to build a business.”

The cycle of mistakes and learning - Donnie:

“What's awesome about it is everything you f@#k up, is going to be something you're going to use later in life.”

Donnie shares who is likely to succeed:

“Success is found by the person that gets to those hard times and starts applying what they learned from those hard times, and evolving.”

Buy 10 copies of “F*cked to Focused” and DM or email Donnie at donnie@donnieboivin.com and 1 hour of exclusive coaching session FOR FREE!

Connect with Donnie and learn more about what he’s been working on!

First 10 people to DM Collin about this episode will get a copy of “F*cked to Focused” FOR FREE!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

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LET’S TALK.

Aug 08, 2022
#379 S2 Episode 248 - I WANT TO BREAK FREE! Break Free From The Cycle And Evolve Your Way To Success
364

It’s the final cut with business lovin’ with Donnie Boivin, and we are about to get some good stuff!

Donnie shares his final thoughts with Collin about the need to not only learn from your mistakes but actually evolve from that person who failed because evolving is the key to success.

Make sure to stay tuned until the end because Donnie and Collin are going crazy with their offers to our listeners!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • Break the cycle! Evolve!
  • Success is for those f@#$!d, then focused
  • Donnie's Offer: Buy 10 books, Get 1 hour!
  • Collin's Offer: First 10 DMs, Free Book!

QUOTES

Donnie on evolving from your mistakes:

“When you take that step forward, you got to actually start learning. You got to figure out what you can no longer do, because now, you have to actually evolve, and what most people do, they just repeat the cycle.”

Donnie shares who is likely to succeed:

“Success is found by the person that gets to those hard times and starts applying what they learned from those hard times, and evolving.”

Buy 10 copies of “F*cked to Focused” and DM or email Donnie at donnie@donnieboivin.com and 1 hour of exclusive coaching session FOR FREE!

Connect with Donnie and learn more about what he’s been working on!

The first 10 people to DM Collin about this episode will get a copy of “F*cked to Focused” FOR FREE!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

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LET’S TALK.

Aug 07, 2022
#378 S2 Episode 247 - IT’S A VICIOUS CYCLE: Don’t Be Fake, Man Up And Own It, Use It
522

F@#k up - Learn - Improve - F@#k up - Learn - Improve - Repeat

Life and business together are a vicious cycle. You never know when you’ll succeed or fail. In this episode of Sales Transformation, Donnie and Collin discuss avoiding a false persona, owning up to your mistakes, and using them in the future.

Tune in and learn more in this latest edition of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • The business of pretentions
  • You meet yourself along the way
  • You gotta own it
  • Quit on quitting right away
  • An exchange of past f@#k ups

QUOTES

Donnie on the sad reality of doing business:

“At the end of the day, people want to do business with people, and when people are building their companies, they forget to be a person. Like you said, they've put on the show, they put on the persona.”

Own up to your mistakes - Donnie:

“As a business owner, you can't blame anybody. It's on you. I mean, success is your fault, and failure is your fault, and you got to own it.”

The cycle of mistakes and learning - Donnie:

“What's awesome about it is everything you f*** up, is going to be something you're going to use later in life.”

Connect with Donnie and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

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LET’S TALK.

Aug 06, 2022
#377 S2 Episode 246 - F’D 2 F’D: A Book For Learning From Donnie’s F@#K Ups
316

EVERY F@#K UP IN LIFE IS AN OPPORTUNITY TO LEARN, ESPECIALLY IF IT’S NOT YOURS.

Learn from mistakes without even doing them by reading Donnie Boivin’s book, where he listed all the dumb things he has done that led him to the realization of doing business properly.

Learn more about Donnie’s book in this latest episode of Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • From f@#$!d to focused
  • Written to help people to not f@#k up
  • The irony of big vs. small

QUOTES

What Donnie’s book is all about:

“I wrote it 100% to teach people, all this sh*t I f@#$!d up. All the things that I broke, all the things I did in there is even a tough conversation with my wife of when we almost lost our entire farm and everything we owned because I didn't know how to build a business.”

Donnie advises learning the process:

“Most people don't even know the difference between growing and scaling a business, and so it just walks them through those steps and processes.”

Collin on being truthful in presenting your business:

“The interesting thing is, the things that you think will make people run away will actually bring the right people closer.”

Connect with Donnie and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Aug 05, 2022
#376 S2 Episode 245 - GO.GROW.GLOW. Founder-Led Sales, Networking, and Business Transformation
483

GO and don’t shy away from doing sales yourself, than just hiring a salesperson to do it.

GROW your business by adapting to changes along the way.

GLOW and stand out by networking on your own and building synergy with others.

Let’s unpack these together with Donnie and Collin in another episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • It's just about getting customers
  • Learning leads to change
  • Networks work with people who could sell
  • How referrals should be done

QUOTES

Collin on sales survival through feedback:

“You got to get sales to survive, but it's also not 100% about getting customers. It's also about getting good feedback.”

Donnie on businesses changing along the way:

“Maybe most businesses when they start out, you catch them year two and three, and it's not the same business. It's not even hardly the same company, because of what they've learned along the way.”

Donnie learning to love networking:

“Now, I run a networking organization that blew  up because we embrace the people that could sell and realize if we could put all of them together in a room, a ton of additional business happens.”

How Donnie does referrals:

“I'm not gonna sit here and try and just go hunt for you, but I will run into a lot of people that would make good synergy for you and make great conversations.”

Connect with Donnie and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Aug 04, 2022
#375 S2 Episode 244 - OH BABY, BABY! How To Raise And Grow Your Business With A CEO Mindset
388

What’s the first thing you’ll do if I give you $10 million?

A question that Donnie literally asked Collin today, while talking about the early lessons he learned in entrepreneurship. 

Tune in today to learn Donnie’s CEO mindset and how you grow your business by taking care of it as your baby. Let’s unpack this together in this latest episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

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HIGHLIGHTS

  • What will you do with $10 million?
  • Mentally become a CEO
  • Stop thinking as an employee
  • Nobody cares as much as you

QUOTES

Donnie on having a CEO mindset:

“I tell most people, the first thing I had to do was mentally become a CEO man, because I spent my life being an employee, and if you think like an employee building a business, you're toast.”

How you can grow as an entrepreneur, by Donnie:

“The role of being a CEO, you never think about how do I get it done, you think who can get it done for me, then you start shifting your mindset to who versus what and how, and you start growing.”

Donnie says, sell it yourself first:

“This is your baby. This is your project. You need to figure out how you gonna sell it so you can tell others how to sell your stuff.”

Connect with Donnie and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Aug 03, 2022
#374 S2 Episode 243 - NOBODY TAUGHT ME THAT! Learning How To Do A Business The Hard Way
475

IT’S EASIER SAID THAN DONE!

This is Donnie Boivin’s realization when a lot of people told him that doing business can bring you an easier life, but nobody would tell him how to do it. Donnie is the CEO of Success Champions, and the host of his own badass podcast, Growth Mode.

Join Donnie as he shares with Collin his story and the challenges of doing business without knowing what to do, only here in another edition of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

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HIGHLIGHTS

  • Introducing Donnie Boivin
  • People tell you how great a business is, but not how to do it
  • Learning business through podcasting
  • Doing business is great, but not easy

QUOTES

Donnie’s hard realization in business:

“Let me tell you, building a company kicked the sh*t out of me, and I realized that nobody was actually out there teaching people how to build businesses.”

Donnie on improving his business with podcasting:

“I finally turned the company around, and now built a global brand around the idea of helping people grow and scale their businesses from introductions and actually putting the right processes and systems in place.”

Connect with Tommy and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

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LET’S TALK.

Aug 02, 2022
#373 S2 Episode 242 - BE THE A.C.E. PLAYER: Attitude, Confidence, And Effort Are The Cards To Play, Every Single Day
548

Be confident with your Attitude, Confidence, and Effort, for these three things are what matter the most and not your results.

The Short yet sweet story of Tommy is about to close, and there’s no better way of finishing this than knowing the secret to being an A.C.E. seller. Don’t miss this slam dunk episode as Tommy closes the series with his talk about Attitude, Confidence, and Effort, only here, in this edition of Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Tommy's final thoughts
  • The 2-sided list
  • Left list: Uncontrollable
  • Right list: Controllable
  • Empower your confidence

QUOTES

Tommy on listing the uncontrollable factors:

“Get a piece of paper, two columns, one side of the list, and this can work as an individual sales/seller to write down everything that happens in your day that you don't have any control over.”

Tommy on listing the controllable factors:

“I distill it down to three things. And I use the ACE of cards as a reminder of your Attitude, your Confidence, and your Effort. Those are only three things you control.”

It’s what you do that matters, not the result:

“People need to stop getting upset with their results and start getting upset with your effort, because 90% of the time when you don't accomplish something, it has nothing to do with the end result. It's what you do every single day.”

It’s all about confidence:

“Confidence is your self-talk. It's how you talk to yourself. Confidence comes from your preparation, it has nothing to do with any prior success.”

Connect with Tommy and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Aug 01, 2022
#372 S2 Episode 241 - LOSS MAKES YOU A BOSS: Failure Is Feedback That Fires You Up To Grow
453

FAILURE IS NOTHING TO CRY ABOUT, IT’S WHAT MAKES YOU GROW.

There are many times that we fail and feel that we are the failure itself, but that is not the case. Tommy Short is here to inspire us in another episode of Sales Transformation, where he explains why we should not be sad about failure, because it’s not a loss, it’s only feedback. Tune in and get a dose of Tommy’s wisdom in Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Failure is feedback
  • You have to fail to grow
  • Celebrate your losses
  • Reframe the conversation to turn things around

QUOTES

As Tommy says, failure is the feedback:

“One thing I think that's really powerful, I'm sure we'll get into at some point today is reframing how you view failure, and I was fortunate early on that one of my mentors said, failures = feedback.”

Collin says you gotta fail if you wanna grow:

“There's always a learning lesson or opportunity to grow in those failures of those challenges, or those tough moments. When things are going great. You're not really growing.”

What gets Tommy fired up:

“The winds are great. Like, everyone's gonna celebrate those, but let's celebrate those losses. That's what gets me fired.”

Connect with Tommy and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Jul 31, 2022
#371 S2 Episode 240 - ONE AND ONLY: Focusing On Only One Thing At A Time
382

THERE IS NO SUCH THING AS MULTITASKING.

This is one thing that Tommy emphasizes well in this latest episode of Sales Transformation. If you want to be really good at one thing, you have to stick to it first before you start another one. 

Learn more about this as Collin unpacks Tommy’s views on why no one should multitask, only here in Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • There's no such thing as multitasking
  • Don't focus on too many things, focus on one at a time

QUOTES

As Tommy says, no multitasking:

“I think why so many people get frustrated, whether it's in officiating or sales, is we're trying to practice on seven different things at once, and there's no such thing as multitasking, pick one thing, get a little bit better today.”

Collin on taking on too much:

“Too many people try to take on too much all at the same time, and ultimately just set themselves up to fail and be frustrated and get better at nothing, maybe even get worse.”

Connect with Tommy and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Jul 30, 2022
#370 S2 Episode 239 - OBJECTIVITY, REPETITION, SPECIFICATION: The Top 3 Qualities Of Effective Coaching
566

Sometimes in our lives, we need a slap in the face to realize where to improve. That’s what Tommy is, a big slap to your face because he is there to ask questions, push back, and give feedback. Join Tommy together with Collin to discuss the power of repetitive review and specific feedback, only here in the latest episode of Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Tommy's reviewing process
  • Reviewing from an objective standpoint
  • It's asking questions, not giving answers
  • Repetitive reviewing is key
  • Ask for specific feedback

QUOTES

How Tommy reviews his calls:

“Everything I was watching the first time through, was only for the non-verbal was the body language, all the things we can control, no different than in sales.”

Tommy on objectivity with reviews:

“You have to be objective when you're watching this. Like you can't, I can't look at it, as Tommy, the ref, I need to look at it as somebody sitting up in the 20th row at this game.”

Tommy asks questions, not answer them:

“It's not giving the answer. The answer is already inside of them. It's asking questions, it's asking tough questions, and I often joke that the reason you hire me is that I'm gonna push back because a lot of the people I work with, they don't have a lot of people in their lives that tell them no, and that's what I'm there for.”

Tommy on repetitive review:

“If you said for the last three weeks, if you're in sales, you want to get better at your opening, and you keep listing that for three weeks.”

Tommy’s advice on getting feedback: 

“Not I think I know will be helpful, not only to individual contributors at the sales level but even if you're in leadership, one of my mentors, actually shared this with me when you go to ask for feedback, ask for specific feedback.”

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Jul 29, 2022
#369 S2 Episode 238 - IT’S JUST A SHORT STORY: Tommy Short’s Story And His Road From Officiating To Coaching
618

Your greatest game is the court of life. In this latest edition of Sales Transformation, we will be stepping back from sales experts and stepping into the life of a sports professional.

Introducing Tommy Short, former basketball officiator turned one-on-one coach, and founder of Think Better Perform Better. Jump in as Tommy shares with Collin the early stages of his career and how it led to who he is today, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

  • Introducing Tommy Short
  • Officiating as the groundwork for coaching
  • The road from officiating to coaching
  • Family as inspiration to step back
  • Speak, review, repeat

QUOTES

How Tommy defines officiating:

“Officiating is a microcosm not only life but of sales, right, like have to make decisions.”

Tommy’s family is at the top of his standards:

“I wanted to create my own personal standard, and I wanted to create boundaries, and I came up with a list of things and family was the first thing at the top.”

Why Tommy still chooses to speak today:

“That's the reason that I still do speaking today, and it only fills about 30% of the bucket, but it still gives me that juice to prepare for the speech and the actual speech.”

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Jul 28, 2022
#368 S2 Episode 237 - IT’S A-NUTTER EPIC CLOSE: Understanding The “Human Variable” In Winning Or Losing In Sales
436

It’s the final cut of A-Nutter epic series here in Sales Transformation, and in this episode, Greg and Collin will talk about the uncontrollable factors of losing a sale. Watch out as Greg gives his final thoughts and puts this series to an epic close. All of these, are only here in Sales Transformation.

 

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HIGHLIGHTS

  • Why do we lose even when doing it right
  • You still gotta try
  • Never forget you're selling to humans
  • Different cultures, the same book

QUOTES

Greg’s emphasis on going to decision-makers:

“Sometimes, even though you try the best to kind of get in front of people. You can't. So I always like to say you won't always get in front of all the decision-makers but you got to try.”

Collin on the unavoidable human variable:

“As a seller, there's just too many we're dealing with humans, there are just too many variables to be able to guarantee outcomes if you do everything right.”

Greg in his book supporting across cultures:

“Culture is still really important, the tactics of how you sell changes, depending on what country and but the strategies are largely the same. The things that you need to focus on. The various processes are largely the same.”

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Jul 27, 2022
#367 S2 Episode 236 - WIN OR LOSE? A Quick Rundown About Results And Outcomes
358

BEHIND THE SUCCESS, YOU LOSE MORE AND WIN LESS.

This is Round 4 with Greg Nutter, and in this episode, Greg shares the results that his method and book have delivered to his audience. He and Collin also discussed what winning means and the reality of losing more and winning before getting your success. So tune in and get A-Nutter dose of Greg’s wisdom here in Sales Transformation.

 

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HIGHLIGHTS

  • Outcomes of Greg's method
  • Start feeling in control
  • The hardest part of selling
  • You lose more often than win

QUOTES

Results of Greg’s book and methods:

“Sellers start to feel like they're in control of their lives and control of their business.”

Greg’s quote of the day:

“The battle doesn't always go to the strongest or the race to the swiftest. But that's how you bet.”

One of the hardest parts of selling according to Collin:

“One of the hardest things I think in sales is you can literally do everything right, follow the process, ask the right questions, talk to the right people, have all the right people involved, you can literally do everything right to a tee, and still lose.”

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Jul 26, 2022
#366 S2 Episode 235 - GREG’S KISS: Keep It Simple Sellers!
345

Too many sales trainings can complicate things.

Simplicity is key. That is how Greg presented his book, and how he sees training should be. In this third round with Greg, he and Collin will be discussing how you can transform into a better seller in the simplest way.

Tune in and find out more in round 3 with Greg Nutter in Sales Transformation.

 

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HIGHLIGHTS

  • How to transform into a better seller
  • The problem with too many sales training
  • The 3 things sellers need to focus on
  • The 4 primary processes sellers need

QUOTES

Simply 3 to focus, by Greg:

“What I tried to do is develop something that was effective, but adaptable, you people could use it. And that is to focus on three things, problems, people, and processes. Buying processes in particular.”

Greg on improving by following processes:

“If you follow those processes and bring the strategies, that's how you start to get better and better at following real selling, and not product pitching.”

Collin on sales trainers:

“The thing that drives me nuts about a lot of sales trainers is really what you exactly said as a lot of is hard to adopt.”

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Jul 25, 2022
#365 S2 Episode 234 - TRANSFORM AND SELL OUT: The Transformations That Need To Happen In Sales
556

In order to reach the next level, things need to change, evolve, to transform.

Greg is back with Collin, and he will be talking about the top 3 transformations that need to happen in sales. Tune in to find out what these 3 transformations are, only here in the latest episode of Sales Transformation.

 

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HIGHLIGHTS

  • The things sellers can do in a B2C environment
  • The 3 transformations that need to happen
  • From pitching to creating awareness
  • Transforming the seller's role
  • The transformation from an art to a process

QUOTES

Greg says we must transform, and this is the first one:

“I love the title of your program, Sales Transformation, because its transformation absolutely needs to happen, and there are three that I'm really passionate about. The first one is transitioning from pitching products   to creating awareness.”

What Greg suggests as the second transformation:

“The primary role is to be an expert on a customer's buying decision process. Now notice, that I didn't say an expert on the selling process is an expert on the buying process. They should be there to go there and guide, provide guidance, direction, suggestions, to help customers make better buying decisions.”

What Greg suggests as the third transformation:

“The last transformation we were just talking about is transforming sales from an art form to sales as a process.”

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Jul 24, 2022
#364 S2 Episode 233 - IT’S A-NUTTER SALES GUY: Discovering What Sales Is With Greg Nutter
505

Is sale a science or an art? This is a question that a lot of sellers debate on. But what Collin wants to know is what Greg Nutter thinks about it.  

Greg is the Founder of Soloquent Inc and the author of the Amazon Best-Selling Book, P3 Selling, where he helps business owners and senior sales executives solve revenue growth problems. With 35 years of experience, Greg has worked with a wide range of companies to develop skilled sales, channel, and management personnel. He has also coached over 1,000 sales professionals and offered his expertise through hundreds of executive briefings, workshops, and keynote speeches around the globe.

Let’s welcome Greg as he shares how he started his sales career and unpack his best moments in sales in this new series of Sales Transformation.

 

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HIGHLIGHTS

  • Greg's first sales job
  • Beginning the sales journey with Xerox
  • The science vs. the art of sales
  • Simple sale vs. Complex sale

QUOTES

How Greg started his career in phone sales:

“My first selling job was telephone sales. Working 100% Commission where if you didn't figure it out, you starved. They had no sales training and very little sales coaching. The model was, get on the phone and sell.”

Greg’s discovery of the science of sales:

“Really discovered that selling is much more of a science than an art. And there were people who followed the science and did well, and people who didn't.”

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Jul 23, 2022
#363 S2 Episode 232 - NOW THAT’S HOW YOU DO IT! Performing Demos Like A Badass
590

Like Collin always says, you think you have done everything right, but you can still lose the deal, the same goes with demos. You may have done your intro and discovery well, but you might still mess up your demo, and that’s what Ethan and Collin will be talking about in this latest episode of Sales Transformation.

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HIGHLIGHTS

  • The 2 biggest challenges of demos
  • Ethan's demo of doing the right demo
  • A collaborative journey with prospects
  • Keep things simple

QUOTES

What Ethan sees as the biggest challenges in demos:

“The biggest thing is, how the stage is set for the demo, and then the second biggest thing is we're not driving impact with what we're showing.”

Ethan doing demos like a boss:

“I'm connecting the dots every time making the implicit explicit, verbalizing my assumptions and a non-assumptive way, and making sure we're all aligned.”

Collin on collaborating with the prospect:

“You should know your product, you should know your space. Yes, but in this relationship with your prospects, this journey that you're gonna go on together, it should be more collaborative.”

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Jul 22, 2022
#362 S2 Episode 231 - THAT’S NOT HOW IT WORKS! Ethan & Collin On Why Assuming Pain Points Is Never The Way To Go
346

While other sellers look for customer pain points when they do their calls, Ethan Parker takes the other way around. Ethan focuses on identifying the prospect’s priorities and tries to figure out if they are aligned with the opportunities that he has to offer.

Join Collin and Ethan today for another round of outbound sales goodness where they talk about the problem with assumptions and finding priorities, here in the latest episode of Sales Transformation.

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HIGHLIGHTS

  • The common mistake sellers still make today
  • Identifying instead of assuming
  • Identifying priorities over pain

QUOTES

Collin sees people who keep assuming:

“The other problem that I think a lot of people make, and every seller can admit that they have done this or even still do it right is making a lot of assumptions.”

Ethan on what people should align with:

“The number one winners’ did over the second place is they aligned to greater initiatives and priorities that I was caring about.”

Ethan highlights priorities over pain points:

“Yes, they have this pain. And if it's big enough, sure, you might grab their attention. But you know, a way easier way to grab their attention is aligning with their priorities.”

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Jul 21, 2022
#361 S2 Episode 230 - EUREKA! Discoveries, Takeaways, AHA!s, and Lightbulb Moments
559

Everybody has an AHA! moment, but not everybody gets one that could really light a bulb on the mindset. 

Join Collin as he welcomes Ethan once again in another round where they talk about discoveries, takeaways, and amazing lightbulb moments. Learn more about Ethan’s takeaway as he shares his AHA moment in the Outbound Squad.

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HIGHLIGHTS

  • Key takeaways from the program
  • Developing the master matrix
  • Ethan's lightbulb moments
  • What is value for Ethan

QUOTES

Ethan’s discovery in Outbound Squad:

“Folks are really good at prospecting, and they don't understand how that translates and discovery or folks are really good at discovery and closing deals, but they really suck at prospecting.”

Collin on what real booking is:

“They think the goal is just to book the meeting, but it's not. The goal is to book quality, qualified meetings that are going to stick, that are going to actually turn into opportunities.”

What value means for Ethan:

“Anything you can share with them, that other companies were trying to do, what they were thinking about what got in the way, and how they dealt with that. And then the outcome, that's value.”

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Jul 20, 2022
#360 S2 Episode 229 - ROAD TO REDEMPTION: Ethan Parker’s Hot Pursuit For A Mentor And Renewed Knowledge
395

The higher the risk, the higher the reward. This is probably the best quote that fits Ethan Parker’s switch to remote selling. With the challenges of suddenly shifting to a different kind of selling, Ethan struggled and risked his money by going to Jason Bay’s training program. Today, not only that, Ethan is enjoying a new career, but he is also working now alongside his mentor. Join Collin and Ethan as they unpack this unlikely story of his road to The Outbound Squad, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

  • Ethan's passion for outbound sales
  • The pursuit of a mentor
  • The road to The Outbound Squad

QUOTES

Ethan’s first taste of remote selling:

“When COVID happened to where I was, like going complete, remote selling all over zoom, and all like, there was no I couldn't just show up and knock and like it, just things were different.”

Ethan’s pursuit of a mentor:

“I needed a mentor, I needed someone who had been doing this already that could, that could get me up to speed faster, I didn't want to go learn it on my own and reinvent the wheel.”

Ethan on his relationship with Jason Bay:

“Jason has been the most impactful mentor I've ever had in my entire life, and I'm fortunate to get to work alongside him

every day now.”

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Jul 19, 2022
#359 S2 Episode 228 - OH ENLIGHTENMENT! Dark Starts, Turning Points, And Breakthroughs With Ethan Parker
482

From selling drugs to help his mother, to help other sellers sell better, this is the life of Ethan Parker that seemed like a journey from the dark side to the light. Join Collin as he welcomes Ethan to another series about how he went through a turning point in his career, and how his breakthrough paved his way to AltiSales. So tune in to this latest episode of Sales Transformation!

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HIGHLIGHTS

  • Ethan Parker: Helping sellers sell better
  • An unusual first taste of sales
  • COVID becoming a turning point
  • Getting into AltiSales

QUOTES

Ethan’s unusual first taste of sales: “I grew up a little bit in the hood around New Orleans, Louisiana, and my first taste of sales was selling drugs to be quite transparent to help my mom.”

How COVID changed Ethan’s career: “COVID happened and back then I was flying around taking people to dinner wine and dine and go into events all the time, and that's predominantly where I was getting business from, and everything changed overnight.”

Ethan’s self-assessment and breakthrough: “I took a little bit off for about a month and I really assessed what I wanted to do and what I really love to do the most, I love to help other sellers sell better.”

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Jul 18, 2022
#358 S2 Episode 227 - WINTER IS COMING: Take Command And Prepare For Tough Times
501

Get ready, coz’ it’s gonna be a hell of a fight. It’s the final cut with Amy Volas and in this series’ end, she lays down the cards. Join Amy and Collin as they discuss the coming of tough times, and prepare yourself by taking command of the things you can control. Tune in and take charge, only here in Sales Transformation!

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HIGHLIGHTS

  • Thoughts on the coming changes
  • What goes up, will come down and it'll go back up again
  • Take control of what you can control
  • Get ready because it will be competitive

QUOTES

Amy’s thoughts on coming changes: “What I think is interesting is if we're heading into a recession, there is a big, big, big part of our workforce that has never seen this and has no idea what to expect.”

What Amy advises to deal with the tough times: “You control what you can control. That's the work that you do. That's the mindset that you have. That's the attitude that you take to the work that you do.”

Amy on sharpness and mastery: “It's gonna get really, really competitive. You've got to be your best sharp self, that's mastering your craft.”

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Jul 17, 2022
#357 S2 Episode 226 - GET IT TOGETHER! You Don’t Have To Be Alone When Dealing With Tough Times
387

Get a partner that gets it! In a business world where ups and downs come and go, you will definitely need someone who will listen, understand, and help you get your sh*t together. This is Amy’s central message when it comes to dealing with tough times. Listen to more of the good stuff that Amy lays on the table only here, in Sales Transformation!

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HIGHLIGHTS

  • Dealing with the ups and downs of building
  • Importance of a support system
  • Get a partner that gets it!

QUOTES

Amy keeps an eye on changes: “There’s lots of ups and downs and especially as an entrepreneur, you have a lot of things that you have to do other than just prospect and build pipeline and close deals.”

Amy keeps an eye on changes: “I'm a big fan of the people that you choose to surround yourself with, it's a really big deal.”

Amy keeps an eye on changes: “On that roller coaster ride, you don't want people when you're down or when you're up to just Yes, you to death. And you also don't want them to kick you to death, either right to that fine balance of my husband will challenge the mess out of me.”

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Jul 16, 2022
#356 S2 Episode 225 - BRIDGE OVER TROUBLED WATER: Why You Shouldn’t Be A Jerk And Burn Bridges When Moving On
526

Work and business relationships are like a bridge over troubled water, if you burn that bridge, sooner or later you fall into trouble. This is Amy’s advice to people leaving their companies in search of new ventures. Tune in and listen to Amy and Collin to learn why this is very important when it comes to the uncertainties of your new journeys, only here in the latest episode of Sales Transformation!

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HIGHLIGHTS

  • Things change, so don't burn bridges
  • Getting back to entrepreneurship
  • Nothing better than doing it for yourself

QUOTES

Amy keeps an eye on changes: “Whether we go into a full recession or whatever the deal is, things are going to change, and when things change, you don't want to be short-sighted.”

Amy on burning bridges: “People remember how you left, they don't remember all the work that you did leading up to it. So if you're going to go for your you're thinking about leaving, don't be the jerk that goes out like guns blazing, and just burns bridges.”

Amy loves being a builder: “I realized very quickly that I was an early stage gal and loved the build and I was the person that will come in and build out an entire enterprise sales function.”

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Jul 15, 2022
#355 S2 Episode 224 - THE VOLAS TO WIN: Vowing That Defeat Is Not The End Of The Journey With Amy Volas
603

When the person who got the balls to startup in bad economic times is a woman, you know it’s gonna be an exciting ride. Introducing Amy Volas, the Co-Founder of Avenue Talent Partners, who grew up doing full-cycle sales and is now an entrepreneur.

Tune in to another exciting series as we discover her story and what it takes to have THE VOLaS TO WIN, here in Sales Transformation!

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HIGHLIGHTS

  • Amy Volas: Full cycle seller, now an entrepreneur
  • Opening Pandora's box: Starting a company in 2008
  • Not a good time for a startup
  • Working through a flop start
  • This is not the end

QUOTES

Amy grew up in full-cycle sales: “I grew up in enterprise sales, I came from the old school of full-cycle, having to do all of the jobs. So being my own research or being my own prospect, or being my own lead gen being my own customer success account manager.”

Amy experiencing a floppy start: "We went from like a forest that was plush and green to the Sahara desert in a matter of less than 10 days.”

Amy promises it’s not the end: "On the way out thinking to myself, even though I'm on the way out, this isn't the last time that I will do something.”

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Jul 14, 2022
#354 S2 Episode 223 - MAKE YOUR MOVE! Facing Obstacles Like A Boss With Jonathon Kendall
457

It’s the finish line to the Jonathon Marathon and in this final lap, he will be discussing with Collin about marketing with the power of word of mouth, what really works in the long term, and looking at obstacles as the path itself. Don’t miss out on this marathon finale with Jonathon Kendall.

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HIGHLIGHTS

  • The power of word of mouth
  • Product beats marketing in long term
  • Make the first move
  • Flip things around!
  • Face the obstacle head-on

QUOTES

Jonathon on the power of word of mouth: “Number one thing is word of mouth. Ironically, not shares, not subscribers, not any of that. It's actually word of mouth. This goes for movies, it goes for products, and it makes total sense.”

Jonathon says to make the first move: “You could have had a first-mover advantage, but you didn't have the first-mover advantage because you didn't learn the other skills around your product.”

Flip things around as Jonathon advises: “You want to flip the things that you're afraid of, or something that you feel is uncomfortable on its head and go after that.”

Jonathon says the obstacle is the way: “The obstacle is the way meaning that there is no alternative. Like it's No, it's the opposite. Like it's okay. If you're feeling bad, the obstacle is fine, you can deal with it. No, no, it is the path, the thing that you're most afraid of is the path.”

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Jul 13, 2022
#353 S2 Episode 222 - NOPE, NOT TODAY: Jonathon Kendall On Filtering Potentials Clients And Ethical Marketing
369

NOT ALL POTENTIAL CLIENTS ARE GOOD. They have potential, but some of them are gonna be a pain in the ass.

This is why Jonathon Kendall filters his clients. If he can tell that the client is going to be problematic in time, he refuses them. Join him and Collin in another lap of the Jonathon Marathon, only here in Sales Transformation!

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HIGHLIGHTS

  • The beauty of constantly innovating
  • Ethics and filtering potential clients
  • The full cycle karma of marketing

QUOTES

Jonathon on current market dynamics: “The market is brutal, the market wants faster and better and cheaper, and there are a lot of people that are conspiring to give everyone in every industry faster and better and cheaper, and so you're competing with that.”

Jonathon filters his potential clients: “I don't care that you can pay me the fee, it's not. I already know that six months is going to be brutal. Just based on the questions that you're asking or the mindset that you have, or I can just tell.”

What Jonathon believes is the best marketing: “You're gonna get what you put out there, and I believe fundamentally that the best marketing is a world-class product.”

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Jul 12, 2022
#352 S2 Episode 221 - EMAILS-DETAILS: Learning The Ideal Email Frequency And Tools To Utilize
498

It’s Lap #3 of the Jonathon Marathon!

Collin goes deep with email writing as he asks Jonathon what’s the ideal number of emails to send in an entire process, and what tools a writer should use? These and many more will be uncovered by tuning in to this latest episode of Sales Transformation.

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HIGHLIGHTS

  • How many emails does it take?
  • Learn to create limits
  • What tool to use?
  • Keep up with the tools
  • Learn to do the difficult things

QUOTES

Jonathon answers how many emails it would take: “I would say seven, I generally write seven per phase, and every day, so 1-2-3-4-5-7 days in a row, and then I'll even do an eight, that's a week later.”

Jonathon tells people to keep up with tools: “Entrepreneurs, and copywriters, if you are not keeping up with the tools that are necessary in order to give more value to the world, then you're not serious about giving more value to the world.”

Jonathon teaches us not to be lazy: “Rather than passively waiting and hoping that someone else on the team fixes my problem for me, just go ahead and fix your own problem.”

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Jul 11, 2022
#351 S2 Episode 220 - MAGNIFICENT 7: The 7 Stages Of A Sale In The Writing Process
558

It’s another stage of the Jonathon Marathon here in Sales Transformation!

In this episode, Jonathan shares with Collin his writing process. Jonathan introduces the audience to the 7 major stages of a sale, which he effectively uses as a framework for writing his emails. Tune in to find out more, in Sales Transformation.

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HIGHLIGHTS

  • Jonathon's process
  • The 7 major stages of a sale
  • Transforming something micro to macro
  • Pre-answer objections

QUOTES

Jonathon’s content writing process: “Something that's micro also becomes macro, so I use this framework when I'm writing an email, or if I'm writing an email sequence…”

Jonathon’s content breakdown: “The lesson that you're going to teach in the 80% of the content, should be a lesson that pre answers their objection. 

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Jul 10, 2022
#350 S2 Episode 219 - LEARN, OUTLINE, WRITE, REPEAT: Kicking Off The Jonathon Marathon
538

If you liked the recently finished Josh Wilson Experience, then you’ll surely enjoy the Jonathon Marathon. Jonathon Kendall is the CEO of Virtual Worker Now and Co-Founder of LeadNurture.

Join Jonathon and Collin as they embark on another journey about copywriting, outsourcing, and many more, here in Sales Transformation.

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HIGHLIGHTS

  • Who is Jonathon Kendall
  • Obsessed with learning how to learn
  • Getting into copywriting
  • Repetition till fruition
  • Never write on a blank page

QUOTES

Jonathon on his learning process: “I got really obsessed with learning how to learn. I think that's the most powerful skill, how to learn quickly. 

Jonathan on his copywriting process: “If you have all of those bullet points, it's a lot easier to write the copy. So I suggest whether it's in sales or in copywriting, focus more on the outline, and the words will write themselves."

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Jul 09, 2022
#349 S2 Episode 218 - BUILD ME UP BUTTERCUP! Building Relationships With Both Your Guest And Audience
670

It’s the final cut for the Josh Wilson experience!

In this episode, Josh and Collin will talk about dealing with people, vetting who to make deals with, and finding who between the audience and the guest you should be building relationships with, especially when leveraging your podcast to sell. Tune in now to the latest episode of Sales Transformation.

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HIGHLIGHTS

  • Who's hot, who's not
  • Vetting the right people to do deals with
  • Finding what works
  • Leverage podcasts, build relationships
  • It's not always the audience

QUOTES

Josh on dealing with people: “I love what you say, man, it's some people you don't want to do deals with, a good deal with a bad person is a bad deal.”

Josh on building relationships: “It's very expensive to accumulate an audience, and I found that 99% of the time when I'm interviewing someone, we build a relationship. After the interview, they go, ‘Hey, we should do something together’.

Collin on forsaking relationships with guests: “It's underestimated as people go on a show to want to tap into that audience, and then, don't do anything to nurture that relationship right in front of them.”

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Jul 08, 2022
#348 S2 Episode 217 - DOUBLE EDGED SWORD: 2 Different Executions Of Selling In A Podcast
433

It’s another exciting round of the Josh Wilson experience. In this episode, Josh and Collin talk about using the podcast in sales. Josh shares how he came up with The Deal Scout, while Collin shared his experience of going through a podcast selling attempt. Tune in to listen to these two opposing stories, one with a great start, and another with a plot twist.

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HIGHLIGHTS

  • The power of podcasting in sales
  • The birth of The Deal Scout
  • The problem with other podcasters who sell

QUOTES

Josh on creating The Deal Scout: “I created a show because I was like, “Wait a second, alright, who would be an ideal client? For me?” I'd be like, “Okay, an investor or someone who wants to buy something, right? So why not create a show where I'm having conversations with them?”

Collin on the surprise pitch: “He tried to sell me some high ticket BS that like I didn't need, right. If he would have spent like 30 seconds on my profile, he would have known that I did not need his How To Launch A Podcast Course Program.

Collin on selling through a podcast: “I was thinking about it. I was like, it's actually really smart. It was just horrible execution.”

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Jul 07, 2022
#347 S2 Episode 216 - HARD TO PULL, NOT COOL: Collin On Cold Callin’, Why It’s Hard And Sometimes Not Fun
348

It’s the third round of the Josh Wilson experience.

In this episode, Collin is in the hot seat as Josh is the one asking the question. The boys talk about the hardships of cold calling and why it’s not really fun sometimes. Tune in as Collin and Josh lay down what you should do to make cold calling fun and cool.

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HIGHLIGHTS

  • The hard part of cold calling
  • What's the perfect script?
  • Expectation vs. Reality
  • Count the small wins
  • When is selling cool?

QUOTES

Collin on cold callin’: “So that's the hard part because if you do everything right on a cold call, it still might not go well.”

Collin on the perfect script: “The perfect script is whatever script you're most confident in delivering.”

Collin on selling frameworks: “There's a framework to follow, but there's got to be words that you would like to use or that you feel comfortable saying.”

Josh on when cold calling is cool: “You need to make a sale to pay bills or something like that. Yeah, that's not fun when you're in that spot, but when you have something really cool to share with people or you're excited about chatting with them, then it can be cool.”

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Jul 06, 2022
#346 S2 Episode 215 - WRESTLE WITH FAILURE, HUSTLE THE FUTURE: Josh Wilson’s Journey Of Years of Failure And Finally Taking Off
445

It’s the second round of the Josh Wilson experience.

In this episode, Josh and Collin talk about success stemming from years of failure, how his real estate brokerage took off, and how podcasting became a new way to connect and convert. Tune in now and learn more here in Sales Transformation.

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HIGHLIGHTS

  • From wrestling alligators to $330 million
  • Tons of failure toward success
  • Getting into the real estate game
  • Podcasting adds value, networks people
  • Keeping it sharp

QUOTES

Josh on the $330M success: “That's 20 years of failure, Okay? And like getting my ass what? And then I started getting traction within the last year. So that's a massive amount of failure.”

Collin on podcasting: “It's the new way to network with people, you know, like, who doesn't want to hop on and talk about themselves for a little while, pretty much everybody.”

Collin on continuing to cold call: “Gotta keep it sharp. Gotta keep it sharp. There's a lot of people that are like, ‘ ‘oh, you know, never make a cold call again, do this and I'm like, why would you want to do that?”

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Jul 05, 2022
#345 S2 Episode 214 - I’M GONNA POP SOME TAGS: The Humble Beginnings and Values of Josh Wilson
626

Welcome to another week, another daily dose of the best moments in Sales Transformation. Let’s kick off the week by introducing our week’s guest, Josh Wilson, and learn a little about his own sales journey. Hailing from a background of thrift stores and swap shops, Josh shares his story on his dinosaur sales experience and the value of teaching your kids the art of value exchange early on.

Learn more about Josh and his journey here in this latest episode of Sales Transformation.

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HIGHLIGHTS

  • The Unemployable Josh Wilson
  • Being a dinosaur in sales
  • Hailing from thrift stores and swap shops
  • Teaching his kids the art of value exchange

QUOTES

Josh on humble beginnings: “I got my start in sales by going to garage sales with my Jewish grandmother right in South Florida at the Swap Shop and you know learn how to buy stuff I would buy, you know, fake Oakleys and fake Rolexes and knives and I would sell them in school.”

Collin on Gary Vee: “I always love the Gary Vee clips where he's like, still buying stuff at a garage sale is like, dude has no business going to a garage sale but like he just loves the hustle of it.”

Josh on teaching his kids: “If I could teach my kids to see a value exchange early on, they're gonna be much better at sales, especially in 10 years where everybody's looking at their devices all day or scrolling on this if they know how to talk to people.”

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Jul 04, 2022
#344 S2 Episode 213 - KNOW, GROW, GLOW: How Learning From Your Customers Lead You To Success With Larry Levine
379

It’s the final cut and Larry Levine still dropped some wisdom bombs. Collin and Larry are closing in toward the end of their conversation but still managed to drop very important bits and pieces. Tune in to this episode of Sales Transformation and learn about how the right treatment of your customer will ultimately lead you to growth.

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HIGHLIGHTS

  • People trust people
  • The empty suit problem
  • The more you know, the more you grow
  • The more you learn, the more you earn

QUOTES

Collin: “People trust people, not brands, right. So they're not going to buy because your company won a bunch of awards and has been around for decades, they're going to buy because of the experience that you give them.”

Larry: “There's so many salespeople that are breaking promises, not educating, not engaging, not leading with insights, and not serving up the best version of themselves to their customers. They're running around with commission breath.”

Larry: “The more you learn from your clients, the more you grow with your clients”

Larry: “The more you learn from your clients, the more you earn from your clients.”

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Jul 03, 2022
#343 S2 Episode 212 - MAJESTY OF HONESTY: Learning The Golden Rule Of Selling with Larry Levine
457

High five for Round 5 with Larry Levine! As Collin and Larry talked about keeping your word to build your reputation and brand, today, they will be talking about honesty and being true to yourself in selling. It’s high time to stop identifying yourself with your company and start selling as your true self. Tune in and learn more in this latest episode of Sales Transformation!

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HIGHLIGHTS

  • Be honest, beyond anything else
  • Inner work first, outer work follows
  • Perception is reality
  • Step away from the company and make yourself the center

QUOTES

Collin: “People think their brand is something they need to create, and it's not. Your brand is who you are, who you really are.”

Larry: “The toughest work that salespeople have to do, it's the work that many just choose to just push off to the side is the inner work.”

Larry: “If you can really key in on the inner work, the outer work becomes so much easier, but that's the crap everybody wants to run away from.”

Larry: “It's time to step away from your company. It's time to step away from your product. You got to become front and center because in my opinion, if they can't make it past you, you're dead in the frickin water.”

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Jul 02, 2022
#342 S2 Episode 211 - IT’S A PINKY SWEAR! Building Your Brand and Reputation By Never Breaking a Promise With Larry Levine
356

It’s a fantastic fourth installment to this 6-part special with Larry Levine. Larry and Collin will dive again into an exchange about building your brand by building your reputation and building your reputation by keeping your word to your customer.

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HIGHLIGHTS

  • How Larry dealt with customer's doubt
  • Confidence in one's reputation
  • Reputation is everything
  • Always keep your promise

QUOTES

Larry: “I kept with me in a little padfolio a list of all my clients, I would throw that client list out on the table, I'd say call in if you're doubting anything I'm saying just going to ask you to randomly point to any name that's on that list.”

Larry: “Just always keep your promise. Do what you say you're gonna do, right? I'm telling you, and it says this is 100% of the salespeople out there. I'm talking to you all right now. never break a promise. That's the easiest way to build your brand.”

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Jul 01, 2022
#341 S2 Episode 210 - ME AGAINST THE WORLD! How Larry Levine Stood For His Way of Selling