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
#437 S2 Episode 306 - PROBE WITH CAUTION: Asking The Right Questions Is The Key
00:02:42

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
00:03:38

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
00:05:19

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
00:03:54

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
00:02:53

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
00:04:47

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
00:04:29

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
00:05:20

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
00:03:57

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
00:04:17

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
00:04:34

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
00:02:30

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
00:04:55

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
00:05:08

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
00:04:00

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
00:04:16

“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
00:06:31

“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
00:04:17

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.

 

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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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
00:03:30

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.

 

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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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
00:02:54

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.

 

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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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
00:03:50

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.

 

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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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
00:03:04

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
00:03:50

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
00:05:48

“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

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

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Sep 11, 2022
#413 S2 Episode 282 - CHANGING UP A BIT: Changing Networks And How Your Approach Matters
00:03:11

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

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

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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
00:06:28

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
00:05:21

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

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

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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
00:07:15

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
00:04:33

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
00:05:12

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
00:04:47

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

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

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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
00:04:58

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
00:02:46

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
00:05:36

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!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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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
00:03:56

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!

Connect with Eric 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 31, 2022
#402 S2 Episode 271 - STRENGTH IN NUMBERS: Math Of Sales 101 With Ryan Reisert
00:07:47

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
00:01:46

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

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

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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
00:02:08

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
00:02:33

“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
00:33:15

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

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

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Aug 26, 2022
#397 S2 Episode 266 - TREAD WITH CAUTION: Avoid Saying The Wrong Thing To The Right Person
00:07:52

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
00:05:19

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.”

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

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Aug 24, 2022
#395 S2 Episode 264 - EASY-PEASY! How To Deliver A Quick And Impactful Story
00:08:13

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
00:07:55

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
00:09:04

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
00:05:10

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
00:05:28

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
00:04:38

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
00:04:51

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.”

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

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Aug 17, 2022
#388 S2 Episode 257 - EPIC FAIL, ZERO SALE: Why Sellers Often Miss The Mark
00:05:12

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
00:06:22

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
00:05:05

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!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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Aug 14, 2022
#385 S2 Episode 254 - MARC HITS THE MARK: Success Through Utilization Of Other Channels With Marc Nudelberg
00:06:58

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!

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Aug 13, 2022
#384 S2 Episode 253 - I LONG FOR YOUR CARE: How Sellers Can Care More And BS Less
00:07:34

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
00:07:05

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!

 

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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!

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Aug 11, 2022
#382 S2 Episode 251 - MORE THAN WORDS: Take Action, Take Control, Take It All Home!
00:08:05

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!

 

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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
00:06:58

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!

 

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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
00:27:36

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:

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Aug 08, 2022
#379 S2 Episode 248 - I WANT TO BREAK FREE! Break Free From The Cycle And Evolve Your Way To Success
00:04:43

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:

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Aug 07, 2022
#378 S2 Episode 247 - IT’S A VICIOUS CYCLE: Don’t Be Fake, Man Up And Own It, Use It
00:07:21

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:

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Aug 06, 2022
#377 S2 Episode 246 - F’D 2 F’D: A Book For Learning From Donnie’s F@#K Ups
00:03:55

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:

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Aug 05, 2022
#376 S2 Episode 245 - GO.GROW.GLOW. Founder-Led Sales, Networking, and Business Transformation
00:06:42

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:

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Aug 04, 2022
#375 S2 Episode 244 - OH BABY, BABY! How To Raise And Grow Your Business With A CEO Mindset
00:05:07

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:

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Aug 03, 2022
#374 S2 Episode 243 - NOBODY TAUGHT ME THAT! Learning How To Do A Business The Hard Way
00:06:34

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!

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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:

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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
00:07:47

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!

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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:

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Aug 01, 2022
#372 S2 Episode 241 - LOSS MAKES YOU A BOSS: Failure Is Feedback That Fires You Up To Grow
00:06:12

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!

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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:

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Jul 31, 2022
#371 S2 Episode 240 - ONE AND ONLY: Focusing On Only One Thing At A Time
00:05:01

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!

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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!

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Jul 30, 2022
#370 S2 Episode 239 - OBJECTIVITY, REPETITION, SPECIFICATION: The Top 3 Qualities Of Effective Coaching
00:08:05

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!

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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.”

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

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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
00:08:57

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.”

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

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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
00:05:55

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.”

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

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Jul 27, 2022
#367 S2 Episode 236 - WIN OR LOSE? A Quick Rundown About Results And Outcomes
00:04:37

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.”

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

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Jul 26, 2022
#366 S2 Episode 235 - GREG’S KISS: Keep It Simple Sellers!
00:04:24

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.”

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

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Jul 25, 2022
#365 S2 Episode 234 - TRANSFORM AND SELL OUT: The Transformations That Need To Happen In Sales
00:07:55

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
00:07:04

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 Nutter is the author of the best-selling book, P3 Selling, and the founder of Soloquent Inc., 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
00:08:29

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
00:04:25

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
00:07:58

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
00:05:14

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
00:06:41

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
00:07:00

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
00:05:06

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
00:07:25

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
00:08:42

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
00:06:16

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
00:04:48

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
00:06:57

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
00:07:57

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
00:07:37

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
00:09:49

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
00:05:52

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.”

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

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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
00:04:27

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
00:06:04

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
00:09:05

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
00:04:58

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
00:06:16

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
00:04:36

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
00:07:47

Larry Levine was not safe from detractors in his own sales environment. Many have called out his way of spending time and building relationships with his customers. Join Collin once again as he unpacks how Larry dealt with such questions on his way of selling. So tune in to this latest edition of Sales Transformation.

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HIGHLIGHTS

  • The "me against the world" way of selling
  • Rock-solid care of the customers
  • Invest in relationships
  • Standing out by selling the experience

QUOTES

Larry: “Hey, listen, without customers, y'all have no business. To me, I knew that customers were the key to my success.”

Larry: “I invested in my relationships, I invested in building those relationships. I went back, I got to know people, I got to know multiple people in that organization.”

Larry: “What I did to stand out is I sold the experience.”

Larry: “Treat people the way you want to be treated. Treat your customers as if they were your own customers. You're running your business, and that's what I believe I did very well is I ran the business like I owned my business.”

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Jun 30, 2022
#340 S2 Episode 209 - 1-2-3’s OF LEARNING SALES: 3 Different Ways Of Learning In Sales With Larry Levine
00:06:03

It’s Round 2 with Larry Levine! In this second installment of our 6-part special, Larry and Collin exchange 3 ways of learning in sales, getting positive and negative feedback, learning the old-school and hard way, and being consistently curious and inquisitive. Buckle up for another ride in Sales Transformation!

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HIGHLIGHTS

  • The power of positive and negative feedback
  • The old-school way of learning Sales
  • Advantages of an inquisitive mind

QUOTES

Larry: “I think feedback is the breakfast of sales champions.”

Larry: “I'm a firm believer that salespeople are products of their environment.”

Larry: “Nobody forced me into sales. I chose sales, and when you choose sales, and when you get into sales, there are certain non-negotiables that you have to stay true to.”

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Jun 29, 2022
#339 S2 Episode 208 - It’s A Heart-Full: Making It About The Customer With Larry Levine, Best-Selling Author Of “Selling From The Heart”
00:07:43

Successful salesperson, leader of the movement of authenticity, and a best-selling author, Larry Levine has it all! But Larry’s story didn’t start with being on top. He grew up driven by fear of living in the shadows of his parents but rose up by consistently reinventing himself. Tune in to this latest episode of Sales Transformation to learn more of Larry’s story, and the importance of always making every sale about the customer.

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HIGHLIGHTS

  • Reinventing one's self
  • The drive of fear
  • Larry's early sales days
  • Making it about the customer

QUOTES

Larry: “The big takeaway that I'd share with everybody is we must reinvent ourselves, we have to be cognizant of our surroundings. And we have to be willing to learn new things.”

Larry: “Fear actually drove the hell out of me to always be better than I was the day before, and what drove me, even more, is I grew up with it.”

Larry: “I had this sixth sense where I listened really keenly to what people are saying, Not eavesdropping. But I was aware of the sales bullpen I was in when I was doing write-outs with salespeople.”

Larry: “I still remembered it as plain as day. They said you did something completely different than everybody else. You made it about me. And it wasn't about your pride.”

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Jun 28, 2022
#338 S2 Episode 207 - NO SHORTCUTS: James Bawden On Grinding It Out And Building A Solid Foundation In Sales
00:37:16

There’s no doubt that technology has made selling much easier. However, with the myriad of tools available today, it can be easy for younger sellers to forgo the fundamental skills in lieu of fancy tools. 

In this episode of the Sales Transformation Podcast, sales development leader James Bawden joins Collin Mitchell to talk about his own sales journey. James talks about how working a sales job during the 2008 financial crisis helped him develop solid foundational skills that he still uses today, even as he is now concentrating on building outbound sales teams, formulating strategies, and conducting outreach experiments.

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HIGHLIGHTS

  • Learning inside sales during the 2008 financial crisis
  • The lack of technology can be a good thing 
  • Sales can help prepare you for hard times
  • Great salespeople have always put the customer first
  • Technology can be a crutch 
  • There's still no substitute for working the phones

QUOTES

James: "That's all through sales. That's all through the different sales jobs and growing in your career. I think you have a unique opportunity to learn how to grind through a really tough time and then feel really confident about your ability to be very prepared for the next one and put yourself consciously and intentionally in positions where, alright I'm not gonna have to worry about this next time."

James: "Just because you had a bad day yesterday doesn't mean today's gonna be bad. And just because you had a good day yesterday doesn't mean tomorrow's gonna be good."

James: "Some of these core things about providing value for your customer and caring for your customer, they've always been said. Great salespeople have always been doing it. I think what's changed is the leadership and the way that we think about and want to be seen as salespeople." 

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Links to check out:

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Jun 27, 2022
#337 S2 Episode 206 - RUT IT OUT! Collin Mitchell’s Easy Steps To Dealing With A Sales Rut
00:04:31

Sellers oftentimes lose their minds when they get into a sales rut. If you’ve been in sales long enough, you understand that no one escapes having to go through a sales rut. This is Collin Mitchell’s focus today in the latest episode of Sales Transformation. Tune in to learn from Collin on how you can deal with such a situation that is inevitable, but a lot of sellers tend to avoid talking about it.  

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HIGHLIGHTS 

  • No one escapes a sales rut
  • You decide how long you'll be in a rut
  • Focus on what you can control
  • Count your small wins
  • Keep swinging

QUOTES

Collin: “If you've been in sales long enough, you've experienced a bit of a rut in sales, and it's up to you how long you stay in that rut.”

Collin: “It can be very detrimental to you as a seller. If you allow yourself to stay in that rut for too long.”

Collin: “There are some things that you can control, you can control your mindset, you can control your attitude, you can control how you show up.”

Collin: “Give yourself some credit for those small wins, those are all going to contribute to showing up with a positive mindset even though you might not be getting the results.”

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Jun 24, 2022
#336 S2 Episode 205 - ALONG CAME HECTOR: Collin Mitchell's Personal Story About Standing Out To Your Prospects
00:06:06

Throwing in a competitive price is not always the key to gaining new clients and successfully closing a deal. Buyers and people with service needs are actually looking for someone they can trust instead of someone who won’t make the most money out of their pockets. Collin Mitchell shares his own personal account on finding the guy who is worthy of doing business with him in his latest solo outing of Sales Transformation!    

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HIGHLIGHTS                 

  • Standing out to your prospects
  • The coming of the 4th
  • Along came Hector
  • Build trust to stand out

QUOTES

Collin: “He came out to my house he took, he took a look at the space, he asked a lot of questions, he challenged my thinking a little bit. And he showed me some things instead of just telling me”

Collin: “Showing your prospects things rather than just telling them is a great way to build trust and rapport. And it made me really feel like he knew what he was doing.”

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Jun 23, 2022
#335 S2 Episode 204 - LESS IS MORE: Why Quality Prospecting Is Underrated But Effective
00:04:42

Sellers often focus their energy on the “Spray and Pray” strategy of prospecting, and most of the time miss what really matters the most, finding the right fit. This is the mindset that Collin Mitchell wants to solve today, as he discusses why it is better to focus your time on making quality the top priority of your prospect list. So tune in and learn more in the latest episode of Sales Transformation!     

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HIGHLIGHTS      

  • Less is the new more in sales
  • Focus more on quality over quantity
  • Build lists in a customized way

QUOTES

Collin: “Most of the most elite sellers, top performers at large sales organization positions that I have spoken to, they know that less, actually equals more commission for them.

Collin: “Focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity to reach out in a meaningful way.”

Collin: “You got to be thinking as a seller, how can you dedicate a certain amount of time to doing those higher-quality revenue-generating activities versus just the high quantity.”

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Jun 22, 2022
#334 S2 Episode 203 - GUEST WHO IT IS? Podcasting as Prospecting at Its Finest
00:05:08

Where do you find the best pool of prospects? Simple, podcasts. By podcasting, you can meet many people who have the potential to be a client, and having them as a guest is a good start to building relationships. Collin Mitchell focuses on this in the latest episode of Sales Transformation. Tune in to learn about how podcasting helps in prospecting and what tools are best to use.

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HIGHLIGHTS

  • The best kept prospecting secret
  • Podcasting in prospecting
  • The tools to use

QUOTES

Collin: “What you can do is you can go and listen to some of those podcasts directly on these websites, you don't have to leave these sites at all. And you can start to get a feel for that start to understand their personality.”

Collin: “Look for things that you may learn, that you found value in, and take notes of those personal things that you may have learned about them.”

Collin: “It's a creative way to you know, catch their attention to and move the ball forward. So this is a really simple task, it is time-consuming. You can listen to these podcasts at like one and a half or 2x speed.”

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Jun 21, 2022
#333 S2 Episode 202 - TRAIN & GO, WITH TRAINYO! Tom Slocum on Providing Sales Career Opportunities under Guidance From TrainYo
00:25:39

Background, experience, and previous work are things that most sales organizations look at when hiring a new addition to the team. But what about the people who really want to get into sales but have none of these required experiences? Are we just gonna leave them behind? That is Tom Slocum and the TrainYo team’s mission, to provide sales career opportunities for people from odd job backgrounds and help them transform into highly skilled sellers.

Join Collin Mitchell today as he interviews Tom about the ins and outs of the TrainYo program and how it helped people from various walks of life in landing their first sales jobs, only here in the latest episode of Sales Transformation!

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HIGHLIGHTS

  • Tom's Sales Story
  • What Is TrainYo
  • Odd Backgrounds Of TrainYo Trainees
  • Challenge For Non-Tech Backgrounds
  • The TrainYo Training Process
  • TrainYo Graduates' Success Stories

QUOTES

Tom: “TrainYo takes underserved undervalued people that normally get overlooked or out of the UK or US market now that would love to break into the SDR role and find out how to do it correctly and get the skills they need to be successful in it.

Collin: “There's so many hidden gems of people that would do well.”

Tom: “We had another one Robert, who had never done sales in his entire life, Robert is and then he came through the program just recently, and within three days of finishing the program had secured himself a job.”

Tom: “Fight to get in, right, don't give up. It's not going to be easy. It is going to be hard. I'm not going to lie. This sounds all great butterflies, but you're gonna get rejected. You do have to go through quite a few interviews to get these candidates dropped somewhere.”

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Jun 20, 2022
#332 S2 Episode 201 - IT’S THE SALES NERD! Graham Collins on Sales Team Dilemmas and Understanding ComPlans
00:31:52

Collin Mitchell welcomes Graham Collins, the sales nerd. Graham will be sharing his sales story, his experience and advice for sales leaders’ dilemmas, and understanding your compensation plans as a seller. Tune in today and find out more in the latest episode of Sales Transformation!

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HIGHLIGHTS

  • Graham's Sales Story
  • Startup Vs. Big Company
  • The Player-Coach Dilemma
  • Top Producer Vs. Proficient Seller
  • Innovations with ComPlans

QUOTES

Graham: “you can make much more of a difference at a large or a smaller company.”

Graham: “The major issue there is, you're competing against your own reps, and that was the plan that I had for a long period of time and really struggled with, there were a lot of times where my team might hit quota because I was helping them close all of their deals.”

Graham: “People think that it's about the amount of money you're gonna make or what's inevitable, but what it really comes down to is what motivates you and what you care about.”

Graham: “I fight for salespeople all the time, my three rules of competence are that they have to be simple, logical, and fair.”

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Jun 17, 2022
#331 S2 Episode 200 - HIGH FIVE! Collin Mitchell’s Top 5 Cold Calling Tips
00:04:59

It’s high time for the high 5, Collin Mitchell’s Top 5 cold calling tips for better relationship building and booking meetings. Collin is dropping this outright; focus on the customer, and don’t make it a big sales pitch right away. Learn more about these tips and learn by heart, here in the latest episode of Sales Transformation!

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HIGHLIGHTS

  • 5 Cold Calling Tips
  • Be Selective With Prospects
  • Practice Your Script
  • Focus On The Customer
  • Find The Best Time To Call
  • Pique Their Curiosity

QUOTES

Collin: “Have a specific trigger or event or reason to give these particular people a call when you're building that list.”

Collin: “Practice your script with some colleagues. Get some practice reps in, get comfortable with it, and make it your own.”

Collin: “Make the conversation more about them, ask them questions, lean into that. Don't make it a big sales pitch because nobody wants to hear it.”

Collin: “Everybody goes for the throat or the jugular and wants to book the meeting so quick. But the goal is just to have conversations with the right people to get information and pique their curiosity with probing questions.”

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Jun 16, 2022
#330 S2 Episode 199 - PAIN, NOT PERSONA: Finding Customer With Problems You Solve with Jordan Crawford
00:29:04

We’ve talked about the Ideal Customer Profile just recently here in Sales Transformation. This time, Collin Mitchell brings in Jordan Crawford, co-founder of Blueprint, to talk about a whole new level of searching your ICP, where you focus on finding the customers with the problems that your company solves. Jordan presents his ideas and experiments to show us that strategies can be built and solutions can be offered by finding customers by pain, not persona.

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HIGHLIGHTS

  • Jordan's sales story
  • Finding customers who have the problems you solve
  • Personalizing based on pain not persona
  • Finding pains by data
  • The power of experiments

QUOTES

Jordan: “People think it's about the person. And that's the thing that's not really scalable.”

Jordan: “Usually is Just about understanding that targeting and describing the work that you did back to them. And it doesn't have to be a one-by-one exercise.

Jordan: “I only focus on companies. So companies are a much easier ocean to boil than people because people's data changes very, very frequently.

Jordan: “ Understand these things, right company, right place, the right title, you know, right channel, then it's gonna, you're just going to have a much better time because you're focused on the things that are based on actual customer problems and their context.”

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

Links to check out:

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Jun 15, 2022
#329 S2 Episode 198 - GET SOCIAL: Tactical Tips for Creating Original Content That Sells on LinkedIn
00:06:44

In this solo episode of Sales Transformation, Collin Mitchell gives out a few helpful tips for sellers who want to try their hand at using social media to build their personal brand and/or generate leads. Collin’s advice is to create original content that helps you promote your brand and in this episode, he tells you exactly how to do just that for his favorite platform: LinkedIn.

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HIGHLIGHTS

  • Sellers need to know how to be marketers
  • The benefit of creating content on social
  • Use your call recordings for content material
  • Guest on podcasts regularly
  • Start your own podcast

QUOTES

Collin: "Sellers essentially have to be marketers to a certain extent. You hear people talking about investing in your personal brand. A lot of the most successful sellers understand this and that they know that creating original content and being a creator on whatever platforms that their customers are hanging out on is essential to success in sales today."

Collin: "The benefit of content is that it can help build trust with your clients and prospects. It can generate leads — LinkedIn has become the number one lead source for Salescast, and it can help you build meaningful relationships."

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

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Jun 14, 2022
#328 S2 Episode 197 - A HEART FULL OF JOY: Learn How To Sell From The Heart with Jackie Joy
00:26:42

As we learned from Jason Marc Campbell in the last episode, it is very important to sell with love, and where does love begin? Love comes from the heart. 

In this latest episode of Sales Transformation, Collin Mitchell welcomes Jackie Joy, the Business Development & Training and Development Specialist for “Selling From The Heart”. Jackie will be sharing her personal journey in sales and how it led her to her passion for advocating for authenticity and credibility in selling.

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HIGHLIGHTS

  • Jackie's sales background
  • Bringing trust and credibility to sales
  • Be authentic to yourself and your words
  • Reputation as a seller
  • The pain of mistaken goals

QUOTES

Jackie: “This is my passion, to bring in trust credibility, you know, back to selling like it used to be many, many years ago and Dale Carnegie's time. It's a great profession. But when you tell people you're in sales, they look at you worse than you had COVID.”

Jackie: “For me, especially once I was a leader because I did that for many years, I saw too many agents walking out of sales because they weren't taught to be themselves.”

Jackie: “Income is the outcome. It's not what your mission should be. Everything takes care of itself when you do it the right way. It feels like it's a slower process sometimes, but those customers will stay on your books longer.”

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Jun 13, 2022
#327 S2 Episode 196 - SELLING WITH LOVE with Jason Marc Campbell
00:25:42

Selling is much like a love story, it needs love. This is Jason Marc Campbell’s personal mission to end the bad habits in sales. Jason is the author of “Selling With Love”, a book that teaches us how to sell with love for impact, person, and product. Tune in to this latest episode of Sales Transformation as Collin Mitchell welcomes Jason and they talk about what it takes to show love when you are selling. 

PLUS: Be sure to tune in until the end of this episode as Jason has a special gift for all Sales Transformation fans!

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HIGHLIGHTS

  • Jason's sales story
  • The struggle with scams and depression
  • The concept of selling with love
  • The 3 loves of selling
  • Ethical businesses need to step up

QUOTES

Jason: “Having that positive identity around being a salesperson knowing it's a good thing, I think goes a long way for the mindset that you build as becoming a professional yourself.”

Jason: “If you just bring in a little love in the sales process, you're already going to be the cream of the crop, you're going to have the baseline success and be able to grow from there.”

Jason: “I'm tired of seeing a world with douchebag marketers and salespeople. So if I can get the ethical businesses and the good guys to actually learn to sell with love, which doesn't mean no hard sale means no sale.”

Jason: “You're either selling from fear or you're selling from love. That's it.”

Jason: “Selling with love is about leading the conversation, knowing the impact is actually where it starts.”

Connect with Jason and find out more about him in the links below:

Get a special gift from Jason by going to sellingwithlove.com/salestransformation!

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Jun 10, 2022
#326 S2 Episode 195 - TRANSFORMING CLIENTS: How To Turn Existing Buyers Into Ambassadors
00:07:22

Referrals are one of the most effective ways of expanding your customer base without the need of knocking on every person’s door. Collin Mitchell discusses this today and will be sharing tips on how you can transform your previous customers into your very own Brand Ambassadors who will be the source of your referrals. Tune in and learn more in this latest episode of Sales Transformation.

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HIGHLIGHTS

  • The Art of Asking Referrals
  • Earn the right to ask for referrals
  • The proper way of getting referrals

QUOTES

Collin: “A recent report that I read said that only 11% of salespeople actually ask for referrals. And after talking to some people, I found out that most people are just uncomfortable asking for referrals.”

Collin: “You need to earn the right to ask for referrals, just like you need to earn the right to ask for somebody's business. If you haven't done the work properly, and you ask for the order too soon, you kill your chances of winning the deal.”

Collin: “Find out what is most important to them right now, what are they most worried about solving, what is the biggest thing that's, you know, on their to-do list, and sometimes that might tie back to your product.”

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Jun 09, 2022
#325 S2 Episode 194 - MENTAL HEALTH IS TRUE WEALTH: The Holistic Care For Sellers’ Mental Health
00:07:11

One of the biggest challenges that sellers face today is to keep their mental health in good condition because let’s face it, sales are such a stressful and mind-boggling gig. And this is the focus of Collin Mitchell’s latest episode of Sales Transformation. So tune in to get some tips on how you can maintain your work-life balance and how to maintain good mental health.

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HIGHLIGHTS

  • The Mental Struggle
  • Spend time with family
  • Eat healthily
  • Proper sleep
  • Start your day with wins

QUOTES

Collin: “A lot of sellers struggle with mental health and emotional instability because sales is a stressful gig. We all have quotas and goals and activities that we need to hit. And we deal with a lot of rejection, a lot of uncertainty, and a lot of ups and downs.”

Collin: “Sales can be like a lone wolf sometimes. So getting that, whatever that is for you, making sure that you're making it a priority.”

Collin: “Make sure that you're good at putting good healthy non processed food into your body to get proper sleep and have the proper energy to show up as the best version of yourself.”

Collin: “Lots of sellers that I talked to have found a journaling process or practice that works well for them. And if you fall off of these things, don't be hard on yourself.”

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Jun 08, 2022
#324 S2 Episode 193 - THE STRONGEST LINK: The Professional Method Of LinkedIn Selling
00:08:49

Among social platforms, LinkedIn has been widely used for professional connections and networking. This has become a powerful tool for people to find their prospects and book deals. But the power of LinkedIn lies in the power of your own profile and its reach is only as good as how you connect. This will be the focus of Collin Mitchell in the latest episode of Sales Transformation.

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HIGHLIGHTS

  • Optimizing your profile
  • Banner, Headshot, Headline
  • "Relationship first" Mindset
  • Relationship building formula
  • LinkedIn connection tips

QUOTES

Collin: “Two big places that you want to focus on; first is your banner, make sure that you don't have some generic banner, you can get somebody to make one of these for you on Fiverr or Upwork.”

Collin: “Second place that you want to focus on is your headshot, make sure it's, you know, a zoomed-in headshot that your look friendly, approachable, professional, you know, you don't need to be in a suit and tie or have a buttoned-down shirt.”

Collin: “We're all on LinkedIn to build relationships to make connections, and that's the type of mindset that you want to have with using LinkedIn. Too many people use LinkedIn in the mindset of I'm here to book meetings, I'm here to find leads, I'm here to close deals.”

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Jun 07, 2022
#323 S2 Episode 192 - HUMANE AND CREATIVE CONVERSIONS: The Art of Increasing Conversions Of Sales Sequences
00:07:08

Sometimes sellers are so caught up with always thinking about personalization in sales sequences, but what Collin Mitchell wants to focus on today is being human in your sales sequences. Being a human in your sales sequence allows creativity for better results. Tune in now to this latest episode of Sales Transformation and discover the ways of increasing your conversion rates by simply being a human and being creative.

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HIGHLIGHTS

  • Be more human in your sequences
  • There's a sequence for everybody
  • Allow creativity with manual tasks

QUOTES

Collin: “A lot of sequences that sales organizations have, are very generic, they don't leave a lot of room for creativity, or, you know, personalization, or relevance or whatever the case is.”

Collin: “Sometimes to get better results, you need to do the non-scalable activities.”

Collin: “You can actually start to get more results in your sequences by scheduling manual tasks. Now, whatever sequencing tool or software that you use, should have that we personally use ample market in-house, and they have a feature where you can schedule manual tasks.”

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Jun 06, 2022
#322 S2 Episode 191 - PERSONAL BRAND DYNAMICS: The Essentials Of Building A Personal Brand In Sales And Business With Troy Barter
00:34:44

Today on Sales Transformation, Collin Mitchell talks with Troy Barter, VP of Sales for RentalMatics. Troy has recently been growing his online presence in social content and is really building a great personal brand. In this episode, Troy will be sharing his own story and how building a personal brand has become essential at work and in doing business.

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HIGHLIGHTS

  • Troy's sales story
  • The skill of vetting opportunities
  • The long term disadvantage if door-to-door
  • The beauty of a personal brand
  • Relevance of your content

QUOTES

Troy: “It's all there at the same opportunity. It's all in how you view it. It's all in how you respect it and treat the opportunity for sure.”

Troy: “The best salesperson also does the best job of finding the best opportunity.”

Troy: “How viable is this long-term? Am I going to want to keep knocking on these doors for five years? Am I going to want to keep traveling I might like at this level where I'm staying in hotels for a week back and forth, you know, is there A better way where I can make the same amount.”

Troy: “We're not in pursuit of, you know, the perfect company, they don't exist. You're in pursuit of the bag, you know, as much as you can make for as long as you can make it. That's what sales is all about at the end of the day.”

Troy: “You don't need to build any kind of personal resume ahead of time. Just start just get going on it. You know, just sharing your experiences and little things that you're picking up on is huge.”

Connect with Troy and find out more about him in the links below:

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Jun 03, 2022
#321 S2 Episode 190 - LET IT GO! Achieving Better Results By Letting Go Of The Bad Ones
00:06:30

One of the hardest parts of selling is letting go. In this latest episode of Sales Transformation, Collin Mitchell talks about why every seller should learn to let go of failed pipelines and set their minds to only focus on the controllable things. Collin also talks about the different items that can be controlled to be successful in selling.

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HIGHLIGHTS

  • Emotional ups and downs in sales
  • Setting your expectations
  • Focus on what you can control
  • Don't focus on outcomes

QUOTES

Collin: “You have to realize as a seller is, you've got to go into these activities, these parts of the job without the expectation of getting that outcome that you're looking for.”

Collin: “What you want to do is you want to only focus on the things that you can control. Because whether a prospect replies to an email, signs the proposal, accepts your connection request, replies in a positive way to your cold email. Those are things that you cannot control.”

Collin: “How you look at these things, the mindset, the intention, and letting go are going to be huge in you being more successful in sales by letting it go.”

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Jun 02, 2022
#320 S2 Episode 189 - LET’S GET IT STARTED! How To Kick Off With Content Creation In Selling
00:07:38

The dawn of the Social Platform Era has given birth to the art of content creation in selling. This will be Collin Mitchell’s focus in his latest episode as he discusses what a seller needs to get started with content creation. Collin will discuss what you need to start up and what type of content you can start with, so tune in now to the latest episode of Sales Transformation!

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HIGHLIGHTS

  • Be a consumer and creator
  • Find value to give value
  • Taking ideas from experience and conversations
  • How to get started in creating content

QUOTES

Collin: “Are you a consumer, or a creator? Now, if you are in sales, you should be both.”

Collin: “Find some creators that you get a ton of value from, and reach out to them. Ask him if you know they're open to sharing some ideas or allowing you to pick their brain.”

Collin: “Take the things that you learn in your sales conversations, in your discovery calls, the things that you are hearing firsthand, from your prospects and the problems that they have.

Collin: “Becoming LinkedIn famous is not the recipe to hitting quota and making President's Club, it’s putting out content that's relevant that answers questions that talks about solving problems.”

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Jun 01, 2022
#319 S2 Episode 188 - WHO’S HOT AND WHO’S NOT: The Pursuit For The Ideal Customer Profile
00:05:02

It goes by many names, target market, target niche, buyer persona, and many more. However, in every sales organization, it is known as the Ideal Customer Profile. Collin Mitchell is about to discuss that it is important to know the ideal profile to sell to and the profiles that you have to avoid selling to. Collin also explains the importance of qualifying and disqualifying customers to save time and effort. So tune in now, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

  • The Ideal Customer Profile
  • Learn to disqualify customers
  • Identify customer patterns

QUOTES

Collin: “If you're in sales, you should have an ideal customer profile, or maybe you have several buyer personas that you work with., and typically these ideal customer profiles or these buyer personas are going to have different characteristics.”

Collin: “As a seller, you need to realize that your time is equally as valuable, valuable, as the executives that you sell to.”

Collin: “You'll want to start to look for patterns, and maybe even just write them down so that you can disqualify people based on certain behaviors or characteristic characteristics.”

Collin: “Start to look for patterns, write these things down so that you can identify them early on in the sales process, and save both you and the prospect a lot of time and, and also avoid tons of frustration for everybody.”

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May 31, 2022
#318 S2 Episode 187 - IT’S CLOSING TIME! How To Effectively Blow Up Your Close Rates
00:05:01

Collin Mitchell wants to give a very important piece of advice in this latest episode of Sales Transformation. And that is the importance of good discovery and qualifying your prospects before you get down to business. In this episode, you will be learning why it’s not always about the closing skills, but knowing what really comes first in the sales process.

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HIGHLIGHTS

  • What makes you increase your close rate
  • Discipline in the pipeline
  • Qualification and Discovery

QUOTES

Collin: “It's not increasing your closing skills, or learning how to better persuade people, or be a better negotiator, it’s how to better run discovery and qualify your prospects properly.”

Collin: “You want to be very disciplined with what you allow to get in your pipeline, make sure it's a deal that will actually have a good chance of closing.”

Collin: “In order to increase your close rate, you need to get better at qualifying and disqualifying your prospects. You need to increase your skill sets around running a good sound discovery.”

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May 30, 2022
#317 S2 Episode 186 - OUTSTAND AND OUTLAST OUTSIDE: Surviving Outside Sales with Mike O’Kelly
00:29:52

In this latest edition of Sales Transformation, Collin Mitchell will be talking outside sales with expert survivor Mike O’Kelly, whose experience of around 20 years in enterprise and pharma sales has given him the tenacity to survive and outlast everyone else in the business. Mike will be sharing his personal experience and will be explaining why it is very important to invest in training your people over and over for better survival.

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HIGHLIGHTS

  • Mike's sales story
  • Mike's sales training
  • Outside sales experience
  • Invest in training and re-education

QUOTES

Mike: “I know how to create solutions for people. And that's really what I think sales is. It's finding solutions to people's problems and doing it in an efficient manner that gives them the most value for their dollar.

Mike: “I'm very passionate about outside sales. I love it. I think it's fantastic, and I think there's a cancer, where people are giving up on sales too quickly.”

Mike: “It's all about the process. says after the initial training, because initial training is kind of a roadmap, but guess what, once you get to a certain destination, you need another map.”

Mike: “I think individuals should invest at least 3% to 10% of their annual income in re-education.”

Connect with Mike and find out more about him in the links below:

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May 27, 2022
#316 S2 Episode 185 - IT’S A TRAP! How To Avoid The Common Traps Of Video Selling
00:06:52

Video is a very powerful tool when it comes to selling and getting prospects, but a lot of people get it wrong thinking that as long as you made the video, you’re good to go. In his latest episode of Sales Transformation, Collin Mitchell explains the 4 common traps of video selling and why they should be avoided.

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HIGHLIGHTS

  • The 4 Common Traps of Making Videos
  • Too much time on research
  • Lack of relevance
  • Absence of a reason to chat
  • Sending a calendar link

QUOTES

Collin: “Do yourself a favor and set a timer and stick to that whatever you find out in that timeframe is what you're going to use to then craft your video.”

Collin: “Don't be reaching out just to reach out, have a good reason to be reaching out and be relevant.”

Collin: “People don't want to feel left out. People like to learn things. So think about what it is that you can teach them what can you what sort of hook can you put in there to pique their interest.”

Collin: “Do not send a calendar link. I know it's lazy, just don't do it. Okay, because it comes off as being too salesy. And you don't want to come off as being too salesy.”

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May 26, 2022
#315 S2 Episode 184 - YOU-THENTICITY: Making Your Selling Style Your Own And Authentic To You
00:04:03

It’s another solo episode from our very own Collin Mitchell, where he talks about the importance of being authentic in your sales activities. Whether it’s prospecting, initial connection, or meetings, we have to be communicating in a way that’s authentic to us, showing that we are true to ourselves, and we are humans. Tune in to learn how you can be your authentic self in selling, only here in Sales Transformation!

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HIGHLIGHTS

  • Be yourself, be human, like your prospects
  • Find a way that's authentic for you
  • Make it your own by adding your own flavor
  • Have your own creativity

QUOTES

Collin: “I would say the number one most important thing in sales is to be yourself, your prospects, your customers, are humans just like you.”

Collin: “In all of your sales activities, you know, running your discovery, making your cold calls, using video, using social, all of these things, find the way that feels authentic to you.”

Collin: “There are some frameworks. And there are some scripts that are helpful and useful if you're just getting started, but at some point, you sort of got to bring your own flavor to it, you've got to make them your own.”

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May 25, 2022
#314 S2 Episode 183 - STEP IT UP! 5 Step Outbound Play To Book More Meetings
00:06:43

It’s another solo episode by Collin Mitchell where we learn another important lesson in sales. In this latest episode of Sales Transformation, Collin talks about the 5 Step Outbound Play that helps you book more meetings and get you one step closer to a successful sale. 

 

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HIGHLIGHTS

  • The Outbound Prospecting Play
  • The 5 Step Sequence

QUOTES

Collin: “The main takeaway here overall, is there's a lot of factors that come into play on whether a particular sales sequence is going to work for you or not, who you're reaching out to, what you're saying in your messaging, what your company does, what problem you're solving.”

Collin: “Don't be overly salesy. Don't pitch features and benefits. Don't even call it an Intro-call, don't even send a booking link.”

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May 24, 2022
#313 S2 Episode 182 - DEMAND GENERATION, INSIDEOUT: Samuel Timothy On Empowering Sellers With Marketing Insights From Technology And Demand Generation
00:23:30

This latest episode of Sales Transformation brings you a very interesting discussion from a very interesting guest. Samuel Timothy, the Chief Growth Officer of OneIMS, and a B2B Demand Generation Expert with over a decade of experience in the business are here to share his story and knowledge with Collin Mitchell and his listeners.

Samuel will be sharing his expertise in demand generation and how marketing insights using technology can empower sellers.

 

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HIGHLIGHTS

  • Samuel's professional background
  • Doing business in an economic downturn
  • Changes in the business across the years
  • Sales + Marketing alignment
  • Challenges in inbound marketing approach
  • How sellers can do better in reaching out

QUOTES

Samuel: “But if you're an established company, and you need to be prepared, I don't think you can just sit around waiting for things to just happen.”

Samuel: “Waiting for government regulations to just be favorable to you or waiting for all the market conditions to be just favorable to you to generate customers, that's just never going to happen.”

Samuel: “Marketing has a lot of insights using technology that they can empower the salespeople with, to make the salespersons' life a lot easier, and make the sales process more relevant and enjoyable.”

Samuel: “At the end of the day, what you want is to, “How do I get in the shoes of your buyer?” Understand their pain, understand their needs, and figure out “How do I provide the insight that they need to do their job better?”

Samuel: “Be a marketer, be helpful to know. Don't always try to sell, right? Try to help and empathize with your buyer and where they are in their journey.”

Connect with Samuel and find out more about him in the links below:

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May 23, 2022
#312 S2 Episode 181 - LEARNINGS AND EARNINGS: AJ Bruno On Understanding Sales And Compensation With Quotapath
00:25:56

Sometimes as a seller, we get confused about how our compensation is calculated. And this is a problem that AJ Bruno’s business, Quotapath, offers a solution. Collin Mitchell welcomes AJ in this latest episode of Sales Transformation to talk about his personal sales experience and how he and his co-founders came up with the idea behind Quotapath. 

 

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HIGHLIGHTS

  • AJ's sales journey
  • Sales as a way of learning business
  • Success in sales through a mindset shift
  • Common mistakes by sales starters
  • Important learnings from selling experience
  • Understanding your compensation with Quotapath

QUOTES

AJ: “Sales will give you that background, that skill set, and learning how to operate a business. There is nothing closer to running a company than learning how revenue works in an organization.”

AJ: “All these limiting beliefs. I don't have enough money, I'm not old enough, I don't have the right education to start my own company, It's all bullshit.”

AJ: “I really gotten into a lot of experience by being curious and by trying to hone my craft of not just a seller, or a teacher or a mentor, but also in just like, understanding how the world works and how different business models work.”

AJ: “Sales is a craft sales is something you have to train on for years and years and years.”

AJ: “One is, as a seller, you have a compensation plan, you need to understand it, like just full stop, you should understand it. The second is you should get paid correctly.”

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May 20, 2022
#311 S2 Episode 180 - NEVER SAY NEVER! Handling Rejections Like A Boss
00:04:01

Rejection is not the end of the line. That is the focus of Collin Mitchell in this latest episode of Sales Transformation. Tune in today to find out with Collin why is it important to remember that objections should not be taken personally, and instead make it a learning experience, leading you to your success in the near future.

 

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HIGHLIGHTS

  • Objection is universal
  • Don't take it personally
  • Rejections should not affect your self-worth

QUOTES

Collin: “A lot of successful sellers or even entrepreneurs in their story, typically, in some point of their professional journey, or their sales journey. They have some sort of job, where they're met with dealing with a lot of objections.”

Collin: “I highly recommend that you start asking for feedback from people that have told you no because you might learn something.”

Collin: “The key thing is here to remember, even if you do absolutely everything, right. You still might get a no and they're not rejecting you.”

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May 19, 2022
#310 S2 Episode 179 - I CAN SEE CLEARLY NOW! Josh Ruff On Breaking The Mold, Building Clarity, And Serving Others In Sales
00:28:14

Collin Mitchell welcomes Josh Ruff in the latest episode of Sales Transformation! Josh is a Principal Sales Enablement Trainer at Beekeeper, a company that transforms the way frontline businesses work by helping companies ditch paper and manual processes to improve employee engagement, retention, and performance.

Josh will be sharing his sales story, complications caused by insecurity, and owning your success. He will further explain why it is important to have clarity when it comes to accepting the outcome of your sales activity.

 

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HIGHLIGHTS

  • Josh Ruff's sales story
  • Selling as a performance driven role
  • How insecurity complicates sales
  • Owning your success
  • The need for creativity

QUOTES

Josh: “I'm like most people in sales. I never thought I'd be in sales.”

Collin: “But at the end of the day, like it's still sales, it's a performance driven role. And so but you know, I think there's, there's people that are on kind of opposite sides of the spectrum of what that really means.”

Josh: “If you find someone and they love it, but the timing is not there, or their boards not behind them, or the product just doesn't line up with really what they're trying to accomplish, you've gained clarity, you haven't really lost”

Collin: “The goal is to give the other person a good damn experience, regardless of the outcome.”

Josh: “We need more creativity. We mean no more diverse thought in this industry. Be creative had tried this. What about that? Why haven't we looked at this?”

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May 18, 2022
#309 S2 Episode 178 - OH YOU’RE INTERESTING! How to Become Interesting To The Prospect’s Eye
00:05:18

INTEREST BEGETS INTEREST.

That is the focus of Collin Mitchell’s latest episode of Sales Transformation. Collin will be explaining why talking less and listening more make your prospect more interested and invested in you. Collin further explains the common mistake done in conversations and what are the ways for you to show your customer that you are always there to listen.

 

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HIGHLIGHTS

  • The "Listening > Speaking" Equation
  • Asking good questions
  • The common mistake of assuming
  • Challenge your prospect by digging deeper

QUOTES

Collin: “As a seller, you can be more interesting to your prospects. And the way that you can do this is you can show that you're genuinely more interested in them a few things on how you can do this is to ask good questions, and actually do more listening than you do speaking.”

Collin: “The best sellers know how to speak less, and listen more.”

Collin: “What questions you ask or what questions you don't ask, will be affected in a potentially negative way. If you've made an assumption that is not accurate.”

Collin: “Remember this one thing, when you're asking questions when you're talking with prospects, always challenge yourself to just go a little bit deeper.”

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May 17, 2022
#308 S2 Episode 177 - WE ARE THE CHAMPIONS! Nate Nasralla On Committed Champions In Sales Processes
00:29:09

Sell WITH your Buyers NOT TO them. This is the advocacy of Collin Mitchell’s latest guest, Nate Nasralla. Nate is the founder of Fluint.io, a company dedicated to helping you create a committed champion for every B2B deal in your pipeline.

Nate and Collin will be discussing why it is important to have a champion involved in the sales process and how it’s done. Tune in now and learn more in the latest episode of Sales Transformation!

 

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HIGHLIGHTS

  • Nate's sales story
  • Big challenges in sales
  • Internal meetings in the rep's absence
  • Creating problem statements
  • How to deal with re-circling follow-ups

QUOTES

Nate: “I kind of got into sales by creating building things. And I realized pretty quickly in my first startup experience that if I want to continue building products, you have to sell them and generate revenue because that's what keeps a company going.”

Nate: “It's not during a sales meeting, where the buying decisions are happening, it's during the internal meetings where the buyer or one person on the buying team, the champion is going back in there actually pitching our product in their own words.”

Nate: “One practice that I've gone deep into over my career that's been super helpful with this is creating problem statements. Usually, what I found going back to kind of this topic of, how do you create and then enable a champion to sell with you, they're competing against all this other stuff internally.”

Nate: “There are two kinds of parts in it that I think about the first is cost. And then the second is consequences.”

Nate: “I don't need to actually invest a lot of time and creativity into my follow-up. It's just the consistency or the volume of follow-up, that's going to get a reply, both of which are just totally off base.”

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May 16, 2022
#307 S2 Episode 176 - MIND YOUR MANNERS! Great Sales Rooted In Exceptional Manners With Samantha McKenna
00:28:09

Collin Mitchell will be having a lot to unpack today as he welcomes Samantha McKenna, a former VP of sales at LinkedIn and a 5-time sales record breaker, to talk about what really drives great sales. “Sam” as many people call her, is known for being an advocate for exceptional manners in every selling opportunity, will be sharing her story and how her sales philosophy applies to the industry. Watch out, tune in now to the latest episode of Sales Transformation!

 

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HIGHLIGHTS

  • Sam's sales story
  • Turning down sales for the first time
  • The struggle of fitting in and standing out
  • Taking care of your sales team
  • Courtesy and manners in sales communication

QUOTES

Samantha: “What was interesting when I got in that role, which really changed the lens for me about sales, was it this is about helping people.”

Samantha: “You also have to have faith in yourself what you bring to the table and the person that you are.”

Samantha: “Number one, just make sure that your quotas are realistic. Number two, for reps, when you're thinking about your number, what I would advise you and how I've always been so consistently successful, is I figure out how to hit my number by myself.”

Samantha: “Help them make more money by making them more effective at their jobs.”

Samantha: “Just think about when you do your reach out, you know, are you just being human?”

Samantha: “Tell me specifically what you do. And let's see if I can find somebody who can buy from you or wants to take a meeting with you, even if it's not us.”

Samantha: “You got to build that resiliency some said at some point and we're not all getting out if you can't take the heat as they say.”

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May 13, 2022
#306 S2 Episode 175 - THE ATHLETIC MINDSET: Collin Mitchell On The Mindset Of A Professional Sales Athlete
00:07:02

THINK, WORK, AND WIN LIKE AN ATHLETE.

Collin Mitchell emphasizes the importance of having the right attitude, a positive mindset, and consistent practice to be a successful seller. Collin breakdown why these things are important for a seller, and overcoming failures and mistakes is key to achieving better results.

 

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HIGHLIGHTS

  • The mindset of an athlete
  • The amount of an athlete's preparation
  • Be prepared holistically
  • Positive mindset and tons of practice
  • Learn from failure and defeats

QUOTES

Collin: “Sellers need to have the mindset of a professional athlete and the other things that they need to do in order to start hitting their quota.”

Collin: “Over 60% of sellers are not hitting their quota on a regular basis. And as crazy that is more than two-thirds of sellers in the b2b space are not hitting their quota.”

Collin: “Sellers need to think of themselves as sales athletes. And this is an unpopular opinion. I've gotten some crap for this before through a LinkedIn post. And some people think it's quite ridiculous. But I don't.”

Collin: “Athletes don't just show up on game-day and hope for the best. There are many things that they do to prepare to have a proper mindset, they practice on a regular basis. And these are the same things that sellers need to be doing.”

Collin: “Being a positive person, and having a positive mindset is more of a lifestyle. And there are some essential things that have worked for me. And in being able to be positive most of the time have a good mindset.”

Collin: “There needs to be a culture where practicing failing, making mistakes, learning getting feedback, and asking questions, are all part of the norm to get better at the art of selling.”

 

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May 12, 2022
#305 S2 Episode 174 - MASTER YOUR MIND: Nick McGowan On Building The Mindset And Self-Mastery
00:35:35

Today on Sales Transformation, Collin Mitchell will be chatting with another podcast host, Nick McGowan. Nick is the host of The Mindset And Self-Mastery Show, where he interviews inspiring people with stories of personal development and self-mastery. Tune in to this latest episode as Nick shares his story from being a young punk who just sold anything he could get his hands on to now being an expert in developing the mindset and mastery of one’s self.

 

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HIGHLIGHTS

  • Started selling as a toddler
  • From MLM to Cars to Entrepreneurship
  • Dealing with failure
  • The expectation of happiness from success
  • Reassessing the next move to do
  • Nick's final advice

QUOTES

Nick: "my dad has a cleanouts company. He's had it forever, like 30 some odd years. So he would have all this different sort of junk, in a sense. And I would take some of that sell that around the kids in the area,

Nick: "I knew that I was in a bad spot mentally because I had a lot of success within that consulting company. And then it was all literally just ripped out from underneath me. So when it was ripped out, I had to do some work.”

Nick: "I really started to figure out that if I don't get out of this or figure out how to not be in this much pain, I'm just going to die. No matter what happens. I tried to make a couple of changes.”

Nick: "I think there are certain things that you have to go through, and you have to get punched in the face, to be able to feel what that pain feels like, and know that you never want to go back there to then be able to figure out ways to not ever have to feel that pain again.”

Nick: "I'd say keep moving and get your mind right. Don't look for the outward success look inward first figure out you and then I think everything else is starting to open up and show that for you.”

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May 11, 2022
#304 S2 Episode 173 - OPEN YOUR MIND! Open Your Mind And Remain Teachable To Achieve Further Growth
00:05:31

Collin Mitchell gives us some real talk in this latest episode of Sales Transformation. Collin emphasizes the importance of having an open mind and always remaining teachable in order to grow. What works yesterday may no longer work tomorrow as our market continually changes together with the world. Tune in to this episode as Collin discusses further by sharing a real-life experience of gaining a good result after following the feedback from his own audience.

 

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HIGHLIGHTS

  • Remain teachable!
  • What works then, no longer works now
  • Willingness to take feedback from people
  • Sales leaders on accepting feedback

QUOTES

Collin: “Regardless of what role you're in, if you're an individual contributor, if you're a sales leader, if you nail this one thing, it will absolutely change the trajectory of your success. And what I'm talking about, is to remain teachable.”

Collin: “As a seller, you need to have an open mind. You need to be willing to test things you need to be willing to change and pivot to what might work, what works tomorrow might not what worked yesterday might not work tomorrow.”

Collin: “This applies to sales leaders as well. It's okay to not always have all of the answers. vulnerability. open-mindedness and humility are essential skills if you want to level up your success in any selling role.”

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May 10, 2022
#303 S2 Episode 172 - I GOT THE POWER: Elyse Archer On Her Journey Of Embracing Change And Revolutionizing Sales
00:41:22

The host and founder of She Sells, Elyse Archer, powers through our doors as she joins Collin Mitchell in this latest episode of Sales Transformation. Elyse and her She Sells team aims to revolutionize how sales are done by providing a coaching program and community for women in sales. She is very passionate about empowering women to sell in a way that leverages their natural gifts and helps them build wealth along the way.

 

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HIGHLIGHTS

  • Elyse' sales journey
  • Elyse on working for validation
  • It's not always about the money
  • Your income is not your self-worth
  • Fully embracing change

QUOTES

Elyse: "my younger sister and I had all these little plastic toys that we would play with growing up. And I just remember one day getting the inspiration like, I could make some coin off of these things.”

Elyse: "I was constantly hustling to push to the top of the leaderboard. And it was never enough.”

Elyse: "I left a very comfortable, you know, six-figure corporate job to go out on my own and go into sales coaching. And it's definitely been a deeper journey beyond that.”

Elyse: "It has to not matter about the money. And this is counterintuitive. And it's not a popular thing in the sales culture, but you'll actually make more.”

Elyse: "Your income will not exceed your self-worth. So if there's a certain amount of money you've been going after for a while, and it hasn't happened. It's probably because you don't feel worthy of it.”

Elyse: "You've got to want it, like, this is the key with it, you've got to want it because when you decide to change, you will bump up against every limiting belief that you have about yourself about what's possible, your identity is tied to that old version of you.”

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May 09, 2022
#302 S2 Episode 171 - LINKEDIN DONE RIGHT: Ariel Lee On Being A LinkedIn Nerd And How It’s Done
00:27:42

NERD UP!

Collin Mitchell talks to a fellow “LinkedIn Nerd”, Ariel Lee. Ariel worked her way up from being a seller in car dealerships to a general manager role, and she achieved all this with one technique, always making relationships matter. In this episode of Sales Transformation, Ariel and Collin will be discussing how we can build relationships by doing LinkedIn the right way.

 

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HIGHLIGHTS

  • Ariel's sales story
  • Early lessons in sales
  • Ariel's rapport-building techniques
  • Ariel as a "LinkedIn Nerd"
  • LinkedIn done right

QUOTES

Ariel: "Gosh, well, and especially in car sales, it is so important to focus on the human being you're talking to, it's not about how much you know about whatever it is you're trying to sell all of that's pretty much completely irrelevant.”

Ariel: "Just taking cues from them, what's important to them? What are they bringing up, and then mirroring those things and digging into those hot buttons?”

Ariel: "LinkedIn nerd thing. That's why I show up there pretty blatantly, very authentically because I want those right people to come into my universe.”

Ariel: "I had to hit LinkedIn pretty heavily because it is a career that's based a lot on prospecting. And I didn't have really the traditional opportunities for face-to-face prospecting. So LinkedIn was it for me.”

Ariel: "Finally, that light bulb went off that it's like, oh, well, it's not really me, they don't want to talk to. It's this templated message that I'm sending out. And so that's sort of where this switch flipped.”

Ariel: "This sort of pitch slapping phenomenon was a numbers game at increasing the numerator at all expense of the denominator. So just plumping up that number of people that you're reaching out to, but the number of people that are actually closing or even responding is dwindling terribly.”

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May 06, 2022
#301 S2 Episode 170 - A WIN IS A WIN! Why Every Seller Should Count Small Wins
00:04:42

Learn to take a look on the bright side with Collin Mitchell’s latest episode of Sales transformation, where he explains why it is important for sellers to count their small wins every day. Being able to count your small wins helps you have a positive mindset, and they don’t even have to be all sales-related. Tune in to learn more and listen to examples that Collin will be presenting to us today.

 

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HIGHLIGHTS

  • Make sure to count small wins
  • Examples of small wins to count
  • Even negative outcomes can be small wins

QUOTES

Collin: "Small wins some examples for me getting up early, maybe getting a meditation in maybe journaling, making sure that I get some physical activity.”

Collin: "Counting those small wins is going to help you put you into a better mindset into a better state of mind.”

Collin: "Even somebody telling you NO on a cold call, and having a very good reason for saying no and why it's not a good fit, that's a win.”

Collin: "Even the best baseball players only hit three out of 10 times. And that's like MVP status. They're a great hitter if they're hitting a 300 batting average. So think about that. Even the best sellers here no more than they hear yes.”

Collin: "Throughout the whole sales process. You can do the process, you can do everything absolutely right, and you still could lose the deal because it's something that's beyond your control.”

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May 05, 2022
#300 S2 Episode 169 - TRANSITION + TRANSFORMATION: Leslie Venetz’s Transition From Sales Leadership To Sales Team Building And Transforming From Worker to Entrepreneur
00:32:26

It’s been a long time coming but Collin Mitchell finally gets a second interview with Sales Leadership expert Leslie Venetz. Leslie was a guest back in Sales Hustle and she is back for another round of great sales insights. She is the founder of Sales Team Builder, a company that helps early-stage founders to transition from founder-led sales to a full business with a sales team with good sales leadership.

Tune in as Leslie and Collin discuss her background, problems faced by women in male-dominated industries, and her transition from working in sales leadership to entrepreneurship.

 

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HIGHLIGHTS

  • Leslie's sales story
  • Choosing to be a founder over another sales leadership role
  • The lack of women in leadership roles
  • How women are treated in male-dominated environments
  • The transition from sales leadership to entreneurship

QUOTES

Leslie: "There's some great research around how when there are more women in leadership, women in the organization are viewed as more competent, promoted, more often like given more responsibility.”

Leslie: "I'd love to amplify the voices of women and not put myself at the center of it.”

Leslie: "My purpose, I needed to follow that journey. And I also knew that if I didn't do it now if I was able to talk myself out of it. Now, in this moment, where my path was so clear, I would always find excuses and reasons to talk myself out of it.”

Leslie: "I love coaching, I love just working with reps and kind of getting my hands in the clay there. So that brings me a lot of joy.”

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May 04, 2022
#299 S2 Episode 168 - Adapting To Different Buyer Personality Types
00:06:30

READ THE ROOM!

The game is never the same when selling to different personalities, and this will be the focus of Collin Mitchell’s solo episode today. Collin will be explaining why understanding and adapting to various personality types of buyers is very important. He will also be giving us some examples today. Tune in and learn more in this latest episode of Sales Transformation!

 

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HIGHLIGHTS

  • Importance of adapting to personality types
  • Approaching some sample personality types
  • Research about different personality types

QUOTES

Collin: "It's really important to be able to read the room, whether that's in person, whether that's virtually, you need to know the type of person that you're interacting with.”

Collin: "I highly recommend that you do some research and start to understand different personality types is going to help you extremely as a seller, and you're going to start to understand these people better.”

Collin: "Understanding what it is that they value so that you can tailor your sales process to deal with these different types of people the way that they like to be interacted with.”

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May 03, 2022
#298 S2 Episode 167 - FAIL FAST, CHEAP, FORWARD: Gopalakrishna (Kris) Presents Practical Ways Of Working And Scaling Startups
00:28:45

As a Go-To-Market and Sales Growth Leader for WINsights, Gopalakrishna has exceptional knowledge in working with and scaling startups. Also known as Kris, he will be joining Collin Mitchell in this latest episode of Sales Transformation. Kris and Collin will be discussing what it means to fail fast and fail cheap, the importance of learning from criticism, and scaling startups to new heights.

 

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HIGHLIGHTS

  • Kris’ sales story
  • Fail fast and fail cheap
  • Learn from criticism, not from appreciation
  • Kris on scaling a startup

QUOTES

Kris: “you have to be agile and nimble and cheap in experimenting with what works and what doesn't. And then and then and then be successful at multiple experiments.”

Kris: “All startups are never an easy journey. Well, it's going to be an extremely valuable journey, but it's not an easy journey for sure.”

Collin: “Getting people who will be brutally honest with you with feedback is so important because it does you a disservice if there are people that are just saying, ‘ ‘Yeah, it's great. It's great.”

Kris: “Talk less, because when you talk, you're essentially talking about what you already know. But when you listen, you have the greatest opportunity to learn.”

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May 02, 2022
#297 S2 Episode 166 - IT TOOK LONG ENOUGH: Colin Cray On Successfully Handling And Completing Extra Long Sales Cycles
00:29:13

Collin meets Colin here on the latest episode of Sales Transformation! Today, Collin Mitchell welcomes Colin Cray, another sales individual from the BombBomb documentary about digital pollution. Colin C. is a Business Development Manager in the E-mobility space and had some of the longest sales cycles ranging from 2 to 5 years of completion, and we will be digging into that on this newest episode of Sales Transformation!

 

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HIGHLIGHTS

  • Colin on selling his whole life
  • Learning the basics with door-to-door
  • Importance of doing research and coming prepared
  • From Weeks of Sales Cycle to Years of Design Cycle

QUOTES

Colin C: “I took pretty much all the building blocks that I knew from those other jobs into this new one, and that's how pretty much from successful it's always fun adequate prospecting, but doing it.”

Collin M: “The people who push through and like deal with rejection and getting their teeth kicked in, and managed to be successful in door-to-door sales, typically go on to do some pretty awesome things.”

Colin C: “Coming prepared, always shows this person's not just a typical salesperson who's coming by saying, Hey, we do all this.”

Colin C: “If you're always targeting the same person having a negative result, you might not be targeting the right person. If you're showing information that isn't important to them. Well, you're wasting your time.”

Collin M: “I'm not saying sales is not a numbers game. But they think that sales is only a numbers game, and it's not.”

Connect with Colin Cray and learn more about his work in the links below: 

Let’s also support Colin Cray’s event by visiting Cathy Cray 5K!

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Apr 29, 2022
#296 S2 Episode 165 - Always Invest in Your Sales Education
00:06:25

THE GREATEST INVESTMENT YOU COULD EVER MAKE IS YOURSELF.

If you are really aspiring to be an elite seller, you will have to invest in learning and developing your skills. Collin Mitchell will be focusing on this today in Sales Transformation. Collin will be sharing why it is important to continuously learn and where you could find the best resources for learning, at least or no cost at all. So tune in and learn more here in Sales Transformation.

 

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HIGHLIGHTS

  • Importance of Sales Education
  • Product knowledge is not enough
  • What to focus on learning
  • Resources for learning without a cost

QUOTES

Collin: "There's never a point in sales where you have arrived, and you have figured it out, things are changing, new technologies are coming out, buyers are buying differently.”

Collin: "Whatever activity or part of the sales process that you maybe struggle with most, you need to lean into that until you improve and get more comfortable.”

Collin: "The more you invest in learning and getting better at your craft, you're going to win more often.”

Collin: "Never stop learning and take ownership for advancing in your sales career.”

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Apr 28, 2022
#295 S2 Episode 164 - THE POWER OF STRATEGY: The Importance Of Strategy And Systems In Selling With Master Of Enterprise Sales, John Stopper
00:32:32

Today on Sales Transformation, we are going big time! Collin Mitchell will be joined by none other than John Stopper, a master of enterprise sales and founder of NorthStar8, a company devoted to helping people learn more about strategic sales. This episode has a lot to unpack as John discusses his Compass Selling system, as well as the importance of strategy in sales.

 

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HIGHLIGHTS

  • From writing code to selling software, to enterprise deals
  • Compass Selling: concept and evolution
  • The premise of enterprise selling
  • The power of tactics and strategy
  • Today’s challenges for both sellers and sales leaders
  • Focusing on developing your skills

QUOTES

John: “The basic premise is, it's a navigation tool because a fixed plan or a playbook, that you see in transactional sales doesn't work.”

John: “Probably the greatest joy of my career has been helping some people be really successful.”

John: “An enterprise companies buy from companies, companies don't buy from a salesperson. So the more relationships that you could build, the stronger the bonds are, you become part of their culture.”

John: “Once you started operating at that strategic level, you start meeting with more senior executives, and you start playing at that level.”

John: “ You want to be great at your craft. And if you're great at your craft, the money comes with it. So you focus on developing your skills.”

Learn more about John in the link below: 

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Apr 27, 2022
#294 S2 Episode 163 - Understanding Your Buyer Personas
00:05:37

Collin Mitchell discusses a very important topic today in Sales Transformation. Understanding buyer personas is key to knowing the market you have to hit and the niche that you will develop. Collin will be discussing further the benefits of knowing your buyer personas and how you can start to grow your sales. 

 

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HIGHLIGHTS

  • Benefits of understanding buyer’s persona
  • How to understand your buyer’s persona
  • Looking for customer patterns

QUOTES

Collin: "If you're in sales, you may have one buyer persona, or you might have multiple. But it's extremely important that you know these personas inside and out.”

Collin: "The more that you can narrow in on a buyer persona, the more specific you can get about who it is that you best serve. And also get super clear on who you are not best to serve.”

Collin: "It's gonna be different, but you might see some patterns. And it's important to look for these patterns.”

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Apr 26, 2022
#293 S2 Episode 162 - THE PRICE IS RIGHT! Facing The Pricing Question Head On
00:06:08

Collin goes solo this Monday by discussing why it is important to tackle the pricing of your product or service right off the bat. For Collin, discussing the price should be done early on so you could also assess if the client has the budget for your product or service which will save you some time, will also discuss a few dos and don’ts along the way.

 

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HIGHLIGHTS

  • Tackle the price early on
  • Take a pause after giving the price
  • Honesty and transparency

QUOTES

Collin: "In a lot of cases, pricing can come up early on in the discussion, and sellers sometimes don't know what to do.”

Collin: "Wouldn't you rather know, early on, if your customer your prospect is rather doesn't have the budget, you know, if you have a $10,000 service and their budget is only five why waste any more time, I would rather lose or disqualify early.”

Collin: "After you give them that range or that even more specific price depending on you know what your price for your service or product, pause, let it sink in, and see how they react.”

Collin: "Honesty and transparency are gonna go a long way.”

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Apr 25, 2022
#292 S2 Episode 161 - KEEP BEING HUMAN! Michael Stamison’s Take On Keeping The Human Touch In Sales Communications
00:27:59

Collin Mitchell welcomes Michael Stamison, a Business Development Manager for Röhlig Logistics, in this latest episode of Sales Transformation. Michael was involved in a BombBomb Documentary about digital pollution. He also spends some of his time as a head coach for wrestling and assistant coach for football. Together with Collin, they will be discussing sales in the logistics business, and how to keep sales communication as human as possible.

 

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HIGHLIGHTS

  • Michael’s sales story
  • Pandemic Transformation
  • Sales go on even during the pandemic
  • Transforming his messages
  • Keep being human

QUOTES

Michael: “It's every day is a grind. But it is an exciting industry to be a part of because we're now we're at the forefront.”

Michael: “So easy now to connect with people. But I do miss that interaction. I miss being on the road.”

Michael: “It's not a traditional sales job. It's more of, you've got to figure out how to do things. It's such an abstract thing because that we were really as a service-based cuts company.”

Michael: “ I'm just gonna keep doing what I can do in my small little world here, my little corner of the country, a quarter of Massachusetts, and just keep being human.”

Watch Michael talk about digital pollution in the BombBomb Documentary, Dear {first_name}: A business case against digital pollution.

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Apr 22, 2022
#291 S2 Episode 160 - CREATIVITY IS KEY! Standing Out As A Creative Seller
00:06:04

With the advancement of technology and the rise of tons of social platforms, being just good in sales is no longer enough to gain your desired results. The playing field is changing, the market is changing, and sellers need to do some changes too. Collin Mitchell aims to teach us today how we can stand out as sellers by being creative. Collin explains that sellers need to be marketers as well, exploring every platform they can use and leveling the playing field by engaging with content and using personalized GIFs like the ones made via vidu.io.

 

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HIGHLIGHTS

  • From “Seller VS Marketers” to “Sellers X Marketers”
  • Catching attention with personalized gifts
  • Usual methods of follow-ups are no longer enough

QUOTES

Collin: "As sellers today, you need to be marketers as well. Just being good sales is no longer good enough to be a high-performing sales rep."

Collin: "If you can educate somebody or bring something to their attention, I mean it really just strengthens the relationship and people will just respect the fact that you're doing something different and taking the time to stand out by bringing some creativity into the way that you are getting their attention."

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Apr 21, 2022
#290 S2 Episode 159 - BUCKETS UP! Ryan Reisert Talking Buckets, Callbacks, and Leadership
00:37:49

Guess who’s back? Cognism Brand Ambassador Ryan Reisert returns in Sales Transformation to join Collin Mitchell in another exciting talk. Cognism is a leading sales intelligence company that is setting the bar in data quality and service. Ryan is an expert in cold calling and created the technique called “buckets”. Ryan and Collin will be talking today about the evolution of buckets and many more.

 

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HIGHLIGHTS

  • Ryan’s sales background
  • How buckets work
  • Importance of callbacks
  • Ins and outs of handling cold calls
  • Leadership in cold calling and sales
  • The value of using the phone

QUOTES

Ryan: “I love cold calling, I love helping people figure out how to use cold calling to really change their trajectory. And I think sales and sales development is a big part of that so passionate about helping people learn the skills to be successful so that they can kind of own their own future.”

Ryan: “Buckets is, was my way of putting some stage definitions and exit criteria at the top of the funnel.”

Ryan: “if you build your buckets, as I say, over time, you don't need technology, you don't need automation, sales becomes really easy, at least one element, it becomes really easy.”

Ryan: “if you as the expert will not spend time talking to that person. And why you having someone else do it, there will always be conflict.”

Ryan: “The whole point of all this stuff is to get into conversations. That's the whole point.”

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Apr 20, 2022
#289 S2 Episode 158 - How to Structure Your Discovery Calls
00:07:42

Don’t mix up two things if they are not meant to be.

Collin Mitchell shares his personal experience today in Sales Transformation and explains why it is not good to combine discovery and a demo in just one call. Collin will be giving us some tips on how we can properly structure a good discovery call in a way that the prospect understands and will not be overwhelmed and rushed.

 

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HIGHLIGHTS

  • Running a solid discovery
  • How to structure a good discovery
  • Never combine discovery with a demo

QUOTES

Collin: "I'm a big believer that your discovery and your demo should be two separate calls.”

Collin: "The problem with running a discovery and then going straight into a demo, is you just don't have enough time to process the information.”

Collin: "Tell them what the next steps are, what the process looks like, and then understand what their process looks like people are telling you that you need to adapt your selling process to the buying process.”

Collin: "You just can't process things fast enough to run a good demo if you combine it with a discovery and a lot can go wrong if you try to do that.”

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Apr 19, 2022
#288 S2 Episode 157 - HYPER-TARGET YOUR MARKET: How Rob “The RevOps Hitman” Changes The Game With Data-Driven Prospecting
00:25:23

Sales Transformation brings you another exciting episode as Collin Mitchell will talk about targets with none other than the RevOps Hitman himself, Rob Turley. Rob is the President and Co-Founder of White Rabbit Intel, a company that advocates “predictable prospecting”. Rob and his team created the first-ever SMARTech which helps their clients analyze their prospects if they are a fit even before meeting them.

 

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HIGHLIGHTS

  • Rob’s professional journey
  • How data and buying decisions tie together
  • The plague of high-volume outreach
  • Shifting of buying personas
  • Data needed to get started

QUOTES

Rob: “The issue is that a lot of people look at selling as a speculative process, there's no reason for it to be as speculative as it is. It's an assumption, it's an educated guess.”

Rob: “You have to get as targeted as possible, we have an issue in the market, a disease going around, It's a plague. It's called high-volume outreach.”

Rob: “Instead of contacting 1000 people, why not just have a technology that can find the needles in the haystack, analyze who you've done business with, who you failed to do business with, build a predictive model around that.”

Rob: “Over time, businesses change the market changes, your persona shifts, your product might shift to the persona shifts with it, everything's moving, it's a moving target at all times in business.”

Rob: “You need to be influential and like myself brutally honest, people either love you, or they hate you.”

Learn more about Rob in the link below: 

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Apr 18, 2022
#287 S2 Episode 156 - YOUR BRAND IS KEY: Rory Vaden on How Personal Branding Powers Up Your Selling Experience
00:37:15

As a Co-Founder of his own sales training company, a New York Times best-selling author for “Take the Stairs”, and now Co-Founder of the Brand Builders Group, Rory Vaden is one amazing speaker, and he will be joining Collin Mitchell today in Sales Transformation, to talk out personal branding, and how it impacts you in sales. Rory will be sharing his personal journey and what really makes a great personal brand.

 

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HIGHLIGHTS

  • Dreaming of speaking
  • Starting his sales training company
  • The birth of Brand Builders
  • The power of testimonials
  • The key to earning trust

QUOTES

Rory: “The way that we define personal branding is simply the digitization of reputation, we believe that reputation precedes revenue.”

Rory: “The number one thing that Americans say will cause them to buy from somebody is they have testimonials about them and their work.”

Rory: “You don't need millions of followers to make millions of dollars. What you do need is a rock solid reputation.”

Rory: “Our content marketing strategy is so simple. All you have to do is teach every single thing you know, for free.”

Rory: “People don't pay for information, they pay for application, they want the result.”

Rory: “There is no fear when the mission to serve is clear.”

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Apr 15, 2022
#286 S2 Episode 155 - Know Your Personal Sales Numbers
00:04:57

IF YOU’RE GONNA PLAY THE NUMBERS GAME, YOU GOTTA DO IT RIGHT.

In this episode of Sales Transformation, Collin Mitchell explains how sales quotas are not enough drivers for performance when you are in sales. If you really want to hit your targets like a headshot and get the best results you could ever dream of, you have to set yourself some KPIs. For Collin, Sales is an art and has science to it, but numbers do matter.

 

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HIGHLIGHTS

  • Tracking the right things
  • Key Performance Indicators
  • The balance of numbers and self worth

QUOTES

Collin: "Let's be clear, sales is not only a numbers game, there's an art and a science to sales. But the numbers do matter. If you're going to hit your quota, you need to make sure that you're tracking the right things.”

Collin: "Key Performance Indicators are numerical targets that you set for every measurable aspect of your role.”

Collin: "These are different for everybody, don't take the number that maybe your sales manager has given you, in order for you to hit the number based on other people's performance.”

Collin: "Make sure that you are tracking the right things and focusing on the right revenue generating activities to hit those goals that you have in front of you.”

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Apr 14, 2022
#285 S2 Episode 154 - How to Stand Out & Grab The Attention of Prospects with Personalized GIFs w/ William Holden
00:35:37

Today on Sales Transformation, Collin Mitchell will be joined by Vidu.io Co-Founder, William Holden. Vidu.io is a free platform that helps you humanize your sales outreach with personal GIFs. For William, emails are boring, and their mission is to make them better.

 

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HIGHLIGHTS

  • William’s sales journey
  • The eye opening moment
  • William’s Sales Transformation
  • Books and Mentors
  • The Birth of Vidu.io

QUOTES

William: “If you really think about this, there is a way to manage this process, there is a way to make a buyer feel included, there is a way to do this, that actually, it focuses on this mutual outcome, this benefit, we're here to solve a problem.”

Collin: “I find the biggest challenge is most people don't want to be that person that gives you feedback, because they don't know how you're going to handle it.”

William: “How do we help get more bang for buck in this space? How can we grab the attention of prospects and get them in touch with us? So then we went to create Vidu.”

William: “LinkedIn mobile app, you can record a video and send it. And then when the prospect receives it on LinkedIn, it's embedded in the message they can play and watch right there. And then with no redirect, it's for me, that's how I do my videos. Mostly. It's all about prospect experience.”

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Apr 13, 2022
#284 S2 Episode 153 - DON’T BE A KNOW-IT-ALL: Learning Never Stops in Sales
00:03:35

Collin Mitchell reminds us in this episode of Sales Transformation to not be a know-it-all in sales. The sales market is ever-changing and evolving and reasons to learn new things pop-up on the daily.

Collin shares tips on learning more in sales including books to read and people to follow, but it never stops there, every seller should not limit themselves in their knowledge.

 

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HIGHLIGHTS

  • Never stop learning in sales
  • Awesome podcasts to get more knowledge in sales
  • Start your own podcast to continuously learn

QUOTES

Collin:  "I know it's so easy to think that you figured it all out, and you know it all. I've come across so many tenured sales reps in my career in sales, where they just aren't open to learning new things."

Collin:  "Always be open to learning, and there's tons of places around you. If you look for it where you can actually get a lot of things for free, for example, a podcast just like this one, and there's many of them."

Collin:  "One of the best things that you can do to learn is actually start your own podcast. I've personally interviewed over 250 people, and I personally got to ask them any question that I want."

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Apr 12, 2022
#283 S2 Episode 152 - JUMP IN! With JumpCrew VP of Sales, Jarron Vosburg, on Understanding the Customer’s Intent to Build Solid Connections
00:28:09

Arising from his evolution from a wanna be film director, to a semi-pro DJ, to a revenue consultant to startups and public companies alike, the Vice President of Sales of JumpCrew, Jarron Vosburg is here to join Collin Mitchell to bust some beats into your sales journeys and discuss how it’s like to implement an intent-based strategy in finding customer leads and connecting with them, only here in another episode of Sales Transformation.

 

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HIGHLIGHTS

  • The Weird Story of Ending Up in JumpCrew
  • What JumpCrew does as a business
  • What helped JumpCrew grow
  • Jarron and JumpCrew’s prospecting approach
  • Importance of telling a story than just features and benefits

QUOTES

Jarron: “Certainly something that we've observed over the past couple of years is that the appetite for focusing on what you're best at and finding solutions for everything else seems to be increasing.”

Jarron: “There is significantly less attention being paid to meaningful connections. And that is the trend line across every single industry, every single objective, every single product.”

Jarron: “What works is a combination of 1) You were put on my radar because, 2) Here is why I see a fit here, 3) And I've done some homework already to help you understand the connection.”

Jarron: “We fundamentally believe that the challenge of traditional outbound can be offset through two categories; one is identification of intent, and the other is through more upstream education.”

Jarron: “I can't speak more highly about the importance of making every connection internally or externally as human and personal as possible.”

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Apr 11, 2022
#282 S2 Episode 151 - Level Up Sales Discovery with Design Thinking with Justin Jones
00:25:18

Sales Transformation excitedly brings you Justin Jones, co-founder of Somersault Innovation. Together with Ashley Welch, who was also a guest of the show, they help companies close transformational deals with the customer-centric approach and the methods of design thinking. Justin will be sharing his professional journey and his side of the story on how design thinking works.

 

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HIGHLIGHTS

  • Justin’s career before Somersault Innovation
  • The Somersault Origins
  • What the heck is Design Thinking?
  • How Design Thinking benefits sales

QUOTES

Justin: “I think what's so great about design for me personally, and then maybe for a seller, is that it is so human centered. Like it's problem solving for human beings, it sort of honors humanity and all of us.”

Justin: “What's so cool about design is it helps us in a really realistic and practical way, stay fresh and frosty, and diverge more, and like really get deep and wide in the organization and have fun doing that.”

Collin: “The biggest thing is like really just reviewing all the time, because even if you're at the top of your game, like you're still gonna miss things sometimes and you won't know that unless you're really just reviewing.”

Justin: “I think, you know, what we're looking for, which I think is what every seller is looking for with their customer is energy.”

Learn more about Somersault Innovation in the link below: 

Learn more about Design Thinking by grabbing a copy of Justin and Ashley’s book: Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue at Amazon now!

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Apr 08, 2022
#281 S2 Episode 150 - Some Simple Hiring Tip For Sales Leaders
00:05:45

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HIGHLIGHTS

  • Getting to know your candidate
  • Checking if your candidate is aligned with your core values
  • Checking for your candidate’s authenticity
  • Understanding body gestures
  • Flipping it over, let them ask questions
  • Lead generation for hiring

QUOTES

Collin: “Something that I found really helpful in the initial steps of the sales process is starting with a couple things. Step one, starting with just a 30 minute call, okay. And in this 30 minute call, you can let the candidate know that you're going to ask him a bunch of questions.”

Collin: “One of my favorite questions, just to see how people answer this question is, what is the biggest personal challenge that you've overcome?”

Collin: “Flip it over to them, allow them to ask questions. You want to see one? Do they have any questions? Because if they don't have any questions, then they're not that curious.”

Evolve yourself into a great sales leader by grabbing a copy of Nigel Green’s book:
Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year  on Amazon right now! 

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Apr 07, 2022
#280 S2 Episode 149 - PASSION OVER MONEY! Prioritizing One’s Passion Rather Than Making More Money with the King’s Council founder and host, Rylee Meek
00:29:33

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HIGHLIGHTS

  • Rylee’s Professional Journey
  • Passion vs. Hard Work
  • Rylee’s Sales System
  • Rylee’s Passion for Coaching

QUOTES

Rylee: “I realized that, you know, my income was capped still in the sales world, yes, I sold higher ticket products and looked for things that I could earn more per transaction. But I was still somewhat capped by just the amount of time in the day.”

Rylee: “The things that most people are passionate about don't make any money, like one of my business partners, his wife's passion is, is to rock babies, like, cool, you aren't gonna make any money doing that.”

Rylee: “My real passion is coaching, and you mentioned I hosted the king's Council podcast. Coaching is somewhat of a new world for me over the last year and a half or so because I've you know, I have employees, I've sales guys all over the country, which is great.”

Rylee: “My real goal with coaching and what my passion is, is yes, I could still teach you how to make a lot of money using our systems. But I'm really only interested in doing that if we've got your other areas of your life dialed in as well.”

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Apr 06, 2022
#279 S2 Episode 148 - A Reminder to Sellers, You are not Your Number
00:04:18

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HIGHLIGHTS

  • Collin’s personal experience
  • Closing vs. Pipeline Problem
  • Focusing on on what you can control
  • Letting go of what is out of your control

QUOTES

Collin: “What I want to get into today is whether you hit your quota or not, it's important to remember that you are not your number.”

Collin: “Even if you do everything right. You gotta let go, and you gotta focus on the things that you can control.”

Collin: “Just remember that even if you do everything right, you can still lose in sales. The most elite sellers lose more than they win, whether they want to admit it or not, or whether they're posting about it on social media or not. That is the absolute truth.”

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Apr 05, 2022
#278 S2 Episode 147 - FEEL WELL BEFORE YOU SELL! Improving your Mental Resilience and Wellness with Jeff Riseley
00:22:06

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HIGHLIGHTS

  • Jeff’s Sales Story
  • Experiencing the pains of working in sales
  • Discovering the importance of mental resilience
  • Misconception of mental health as mental illness
  • How sales leaders deal with their mental health

QUOTES

Jeff: “I started to realize that anxiety and sales are not optional. It's really part of everyday life, and when teams start to become anxious, depressed and burnt out, their performance really starts to suffer.”

Jeff: “Salespeople are corporate athletes and need to help them provide them with tools to help them navigate these unique stresses in sales in a mentally healthy way.”

Jeff: “I always say sort of the mental health strategy that too many sales organizations implement is Having a really fun drinking culture as a way to kind of blow off steam. But that really just perpetuates the ability to take care of yourself and lean into what these emotions are trying to tell you and sort through them in a healthy way.”

Jeff: “Many people are still defining mental health using a definition closer to mental illness, where mental health is, in fact, the spectrum of well being that we fluctuate along, based on what's happening in our internal environment, like our thoughts, feelings, and emotions, as well as our external environment.”

Jeff: “No one's immune to it, and leaders kind of overcome that vulnerability, vulnerability paradox, they absolutely need to share first to create that safe space and it doesn't happen in one massive swing, like leading a wellness initiative or bringing me in to kind of leave a little one hour session with your team.”

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Apr 04, 2022
#277 S2 Episode 146 - Always Be Serving Internally & Externally with Donald Kelly
00:34:05

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HIGHLIGHTS

  • Donald’s Sales Story
  • The transition to podcasting
  • The Birth of The Sales Evangelist
  • Ins and Outs of Effective Selling
  • Donald Kelly’s “Sell It Like A Mango”

QUOTES

Donald: “The issue that many of those people are facing right now is swimming upstream going for larger accounts. A lot of people who started off with us have grown and got into different positions or got into different roles, and now they're enterprise sellers.”

Donald: “I think sometimes people just want to put everything in sales, loft or outreach, and just like, you know, just put the same thing over and over, you tweak your message according to the role. But you gotta make sure you do stuff.”

Collin: “You have to be personalized, like you have to be creative. You have to stand out in a big way.”

Donald: “Sellers like you need to keep showing up. What are you gonna do to make sure you're following up, and you're doing, you're being present and, staying with the right mindset so you can be successful. So many principles from people selling mangoes on the street to somebody selling complex software to an enterprise organization.”

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Apr 01, 2022
#276 S2 Episode 145 - Storytelling Basics for Sellers
00:04:07

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HIGHLIGHTS

  • The Power of Storytelling
  • The Do’s and Don’ts of Storytelling
  • Practice Makes Perfect

QUOTES

Collin: “The power of storytelling is extremely powerful. And if you can learn how to use storytelling in your sales process with your prospects, it can do some pretty incredible things for you.”

Collin: “People enjoy stories, right, or they wouldn't watch TV, they wouldn't go to movies. Stories are entertaining, it helps them connect with what you're saying, at a deeper level, it helps them actually remember what you're saying.

Collin: “Make sure you make the customer or the prospect in there the hero, don't make yourself or your product the hero, because they're less likely to actually believe your story in that case.”

Collin: “Make sure that you don't lose them. Okay, that's a really, really, really important piece and personalize it as much as you possibly can. Okay, in practice it so you definitely want to practice your story.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 31, 2022
#275 S2 Episode 144 - From Being Fired to Selling Mega Deals with Jamal Reimer
00:29:43

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HIGHLIGHTS

  • Humble beginnings in door-to-door sales
  • The journey to SAS Sales
  • How Jamal started selling mega deals
  • Jamal moves again from working to entrepreneurship
  • Jamal’s book: Mega Deal Secrets
  • Utilizing executives and the right people for mega deals

QUOTES

Jamal: “I sucked my first year, I worked 80 hours a week for 13 weeks, and I came home with 2200 bucks. Well, I was so scared of the experience, I was so beaten up by the rejection, that I actually had an interesting response, I said ‘ ‘I just can't let something that I'm that scared of, to exist’ ’. So I gotta go back. And I kind of do it again. And so I'm not that scared. And so I did.”

Jamal: “I got into a rut where I got fired twice in a row for underperforming. I just couldn't get my arms around how to sell what I was selling.”

Jamal: “A high quality, buying and selling process can lead to the establishment of a relationship and a model that almost has its own moat around it. That would be tough as nails for a competitor to come in and try to eat down. “

Jamal: “I want to stay with the executives. It's more fun, it's simpler, you get more done in like a fraction of the time. And that was kind of the permanent change in my mindset. I'm like, I want to go to the top, because that's where stuff gets done.”

Learn more about Jamal in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 30, 2022
#274 S2 Episode 143 - Always Be Prospecting
00:03:51

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HIGHLIGHTS

  • Always be prospecting!
  • The attitude of people towards prospecting
  • How to ensure you have time for prospecting

QUOTES

Collin: “The first thing that you need to do to even be able to open and line up pre-discovery or discovery calls or whatever your sales process looks like, is you need to be prospecting.”

Collin: “Let's face it, most people hate prospecting. One of the biggest challenges for a lot of sellers is consistently prospecting.”

Collin: “It's the first thing that you will make excuses not to do, forget to do, or even intentionally not do, you should be prospecting if your funnel is full. You should be prospecting if your funnel is not full, obviously.”

Collin: “You got to do the work today so that you can close deals in the future. So just because your pipeline is looking good now doesn't mean it's time to stop prospecting.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Mar 29, 2022
#273 S2 Episode 142 - Channels Sales with Sean Tepper
00:21:51

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HIGHLIGHTS

  • Starting up in the recession
  • Learning business models
  • Developing and Self-testing Tykr
  • Evolution of Tykr in the market
  • Finding the right channel partners

QUOTES

Sean: “We're essentially a stock screener, an educational platform. So if you're new to investing or you want to manage your own investments, we tell people Tykr is the best place to start.”

Sean: “Anybody who wants to get started managing their own investments, your goal right away should not be making money. Yes, that's what you want to build, your wealth, and of course have financial independence earlier if you so desire, but your first objective should be increasing confidence. So start small with like 100 to 1000 bucks.”

Sean: “With Tykr, the more confidence you can give people the better. So we try to provide more data in the tool, but it has to be meaningful data.”

Learn more about Sean in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 28, 2022
#272 S2 Episode 141 - PIPELINE IS LIFE! How "Building a Pipeline for Life" creates long lasting business relationships with Josh Wagner
00:26:00

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HIGHLIGHTS

  • How Josh started in sales
  • Josh’s first business
  • Learning business on-the-fly
  • The Focus on Digital Transformation
  • Josh on Sales Leadership

QUOTES

Josh: “There's a compounding effect. If you just treat people the right way, no matter if they're a fit for you or not. How often those people come around, and you'll see deals five years later that you completely forgot about just coming out of nowhere.”

Josh: “Nobody really gives a shit about what you sell. Like, focus on them, focus on their business, how they make money, and then figure out if what you sell is the right fit. And be honest about it.”

Josh: “Executives are looking for a perspective. So if you take the time to go experience it yourself, experience their product and bring them back your findings and your learnings and a solution, dude, anyone would get excited about that.”

Josh: “As a seller, I evolved, like I went from volume and velocity like product based services. Now it's more of a consultative sale. There's more services we can wrap around this, how do we expand and then all of a sudden, we're playing with bigger companies.”

Collin: “It takes a lot of discipline to know, and not just take that path, because I think sellers think you gotta know when you're ready, and you gotta know like if you’re built for it? Like not everybody wants that? For sure. And top performing, high performing reps don't make great sales leaders.”

Collin: “The problem with a lot of top performers is they think everybody should sound like them. This is how I get the job done. Why can't you get the job done? And why can't you get the job done the way I get the job done? And that is a recipe for disaster rather than managing a team of people.”

Learn more about Josh in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Mar 25, 2022
#271 S2 Episode 140 - Show Your Customers & Prospects You Actually Give a Sh**
00:03:34

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HIGHLIGHTS

  • Actually caring about your customer
  • Selling as a relationship, not a transaction
  • Slow down there, and show you care
  • Lose Now, Win Later

QUOTES

Collin: “If you want to be successful in sales, one thing that's going to be a key ingredient to that is actually giving a sh** about your customer, or giving a riff, whatever you want to say. But what that means is showing that you actually care.”

Collin: “Treat the relationship, like something that you're investing in, that you're actually contributing and adding value to. Maybe that means identifying that you're not the right fit to work with them and providing them resources, which takes a lot of discipline for a seller to be able to do something like that.”

Collin: “You got to invest in the relationship. And sometimes that doesn't always mean business doing business together. And that's how you're going to win in the long run.”

Collin: “Slow down a little bit. Take time to show your customers and your prospects that you actually give a sh**.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Mar 24, 2022
#270 S2 Episode 139 - Moving Prospects by 1 Degree of Readiness with Nick Cavuoto
00:29:46

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HIGHLIGHTS

  • Nick’s Sales Journey
  • Becoming #3 guy by working part-time
  • Nick’s approach to selling
  • Correlation of feedback and money
  • Value of conversations
  • Drainers and Drivers

QUOTES

Nick: “Product validation is the most important thing to get the proper fit for the proper person.”

Nick: “The minute that ‘ ‘them purchasing’ ’ is your idea and not theirs, you've lost. Like you might as well just stop right there.”

Nick: “I think the balances and having open hands and holding rather loosely to the reality that you cannot control the outcome. You can only ever move someone's readiness to one degree.”

Nick: “Getting the wrong product fit to the wrong customers is a monster that will grow. And that's the surest way to reduce your credibility, your reliability and the intimacy with that client.”

Nick: “The best strategy ever is to care. When you truly care, you have the empathy, and the authority to help them get what it is that they want, relating with them, understanding with them.”

Nick: “Just have a conversation with a human being. Be real, be open, be credible, be reliable, be trustworthy, create intimacy, uncommon bonds, common bonds, sometimes common wounds, it works.”

Nick: “People are the world's most powerful brands. I don't think that people buy from companies anymore.”

Learn more about Nick in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/and set a call with Collin and Chris. 

Mar 23, 2022
#269 S2 Episode 138 - How You Can Deal with a Sales Rut
00:04:32

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HIGHLIGHTS

  • Experienced salespeople have gone through their own sales ruts.
  • Focusing on controllable things.
  • Taking care of yourself!
  • Give yourself some credit!
  • Count your small wins! They matter.
  • Keep swinging and avoid negative talk.

QUOTES

Collin: “I don't care how good you are in sales. If you've been in sales long enough, you've experienced a bit of a rut. And it's up to you how long you stay in that rut.”

Collin: “Talk to people, talk to your sales leader, talk to your mentor, whoever you look up to talk to people on your team get support.”

Collin: “Take a deep breath, give yourself some grace. Think about some of the wins that you have had in the past.”

Collin: “Focus on the things that you can control. Work on your mindset. count those small wins and keep swinging. This will pass. It always does.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Mar 22, 2022
#268 S2 Episode 137 - How You Can Stand Out To Your Prospects
00:06:07

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HIGHLIGHTS

  • Preparing a separate workplace
  • Choosing the right provider
  • Along came Hector
  • Building trust and rapport

QUOTES

Collin: “He challenged my thinking a little bit. And he showed me some things instead of just telling me.”

Collin: “Showing your prospects things rather than just telling them is a great way to build trust and rapport. And it made me really feel like he knew what he was doing.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Mar 21, 2022
#267 S2 Episode 136 - Being Told He Can't Sell to Closing 20M with Luigi Prestinenzi
00:29:08

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HIGHLIGHTS

  • Luigi’s sales story
  • Science of Selling vs. Art of Selling
  • The right mindset to deal with rejection
  • Upcoming changes in sales in the next years

QUOTES

Luigi: “I think, for every seller out there, right, the reality is rejection, being ghosted, not achieving an outcome is part of the process. And we can't be defined by the fact that things go wrong. And those are the moments which make us who we are.”

Luigi: “I think the reality is we need to be thinking about the buyer, we need to be thinking about there is an art there is a buyer going through a buying journey, and how to create an experience that's unique for them. And that's the art of the sale. That's the art of being creative. That's the art of thinking outside the box.”

Collin: “You can as a seller, you can do everything right, and you can still lose.”

Luigi: “92% of decisions are made with emotion, and then justify with logic.”

Collin: “The key is focusing on the things that you can control.”

Luigi: “I've still got so much opportunity for growth. This is what I love about the profession of selling. Because every step forward I take, there are still another 50 or 60 positive steps that I can take, that will help me be the best I can be.”

Learn more about Luigi in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Mar 18, 2022
#266 S2 Episode 135 - Is Less The New More in Sales?
00:04:42

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HIGHLIGHTS

  • Less is more in sales
  • The focus on quantity prospects and deals
  • Importance of creativity and meaningful way to reach out
  • Ways of applying “Less is more” approach in prospecting

QUOTES

Collin: “Most of the most elite sellers, top performers at large sales organizations that I have spoken to, know that less actually equals more commission for them.”

Collin: “Having less prospects, focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity to reach out in a meaningful way.”

Collin: “You gotta be thinking as a seller, how can you dedicate a certain amount of time to doing those higher quality revenue generating activities versus just the high quantity.”

Collin: “Building lists in a much more customized way reaching out in a much more customized way much more personalized way to knocking down bigger deals, because in this case, you're going to be working less prospects, you're going to have a lead, you're going to have fewer quantity of deals in your pipeline, but the deals you have are going to be worth a lot more.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 17, 2022
#265 S2 Episode 134 - A Marketing Perspective on Creative Outreach with Ryan O'Hara
00:27:56

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HIGHLIGHTS

  • From skateboarding to marketing
  • Keeping the creative juices flowing
  • Ryan’s unique strategy in prospecting
  • Utilizing call out videos and surprising results
  • Tips for creating prospecting videos with low resources
  • The formula to prospecting videos

QUOTES

Ryan: “A lot of the times I'd come up with a good idea. I'd repeat the same idea, I would just change the inputs.”

Ryan: “Make a whole campaign around it, grab a list of top 10 accounts to try to break into, come up with one really good idea and go repeat it 10 times and personalize it a little bit more about the person than your company you're offering and work from there.”

Ryan: “Let's face it, you can write the greatest email in the world, and you're only gonna get a certain open rate.”

Ryan: “You have to do more than one step. The whole reason you're doing this is to make your cold email, your social follow up, your InMail and your cold calling, all that stuff more interesting. If you do the first thing, something really cool. All the other parts just kind of fall into place.”

Ryan: “If you can find something that you have in common with the prospect, you'll have a much higher conversion rate in response than if you just randomly pick something that's about where they work and their role.”

Learn more about Ryan in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Mar 16, 2022
#264 S2 Episode 133 - #1 Thing For Sellers To Crush Quota
00:03:23

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HIGHLIGHTS

  • #1 Thing For Sellers To Crush Quota
  • How to practice consistency in sales activities
  • Other areas to utilize consistency

QUOTES

Collin: "One of the biggest things to be consistent with your revenue generating activities is to schedule them in your calendar. So maybe you have two prospecting blocks a day, maybe one in the morning, maybe one in the afternoon. If it's not on the calendar, it's so easy to make excuses for it to not get done.”

Collin: "Consistency applies in all sales activities, not just in prospecting. However, prospecting I find is one of the things that sellers often have the most difficulty being consistent with.”

Collin: "Consistency is key to crushing your quota. Sellers often have a hard time with this. It's such a simple thing, but so difficult.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 15, 2022
#263 S2 Episode 132 - How Pre-Discovery Can Increase Close Rates
00:04:21

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HIGHLIGHTS

  • Pre-Discovery calls save time 
  • Long discovery calls waste yours and your prospect's time
  • Make more time for revenue-generating activities

QUOTES

Collin: "It's just another layer of qualifying people before spending too much time with them, wasting their time and yours. A lot of sellers don't value their time as much as they value their prospect's time."

Collin: "You'll have more time to spend with prospects, you'll have more time to prospect, you'll have more time to follow up with engaged prospects and what's gonna happen is less deals are gonna make it to your pipeline. But what does make it to your pipeline is gonna be extremely more qualified."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 14, 2022
#262 S2 Episode 131 - How Sellers Can Use Storytelling
00:04:06

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HIGHLIGHTS

  • Make your customer the hero of your story
  • Listen well to gather valuable information
  • Research on past sales case studies 

QUOTES

Collin: "The key is to make the customer the hero. Not you, not your product, or not your company."

Collin: "If you do one thing right in sales, you want to listen more than you speak. And this is where you're going to learn a lot of really valuable information in your discovery calls, in your demo calls, and that information is going to help you to align with other past case studies."

Collin: "You're not always going to be able to do this, but the more that you seek out this information, the more opportunity that you will get to be able to utilize this in your sales process."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 11, 2022
#261 S2 Episode 130 - 5 Tips on Video Prospecting For Sellers
00:05:00

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HIGHLIGHTS

  • Keep your videos short
  • Don't forget the CTA
  • Come up with a great subject line and video title
  • Write a script
  • Make eye contact with the camera 

QUOTES

Collin: "Keep your videos short. Don't go into a rant. Don't go into a tangent. Keep it short and concise."

Collin: "Make sure you have a call to action in the video. It's like sending an email with no next steps or ending a sales call without the next sales call booked. Very important that you let these people know what it is you want them to do. Maybe it's reviewing a proposal, maybe it's booking a call. Whatever the call to action is, call that out at the end of the video."

Collin: Try not to look away, try not to look down. It shows lack of confidence and it's much less engaging of a video if you're not making eye contact with the camera."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 09, 2022
#260 S2 Episode 129 - The Best Kept Prospecting Secret
00:04:38

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HIGHLIGHTS

  • Podcasting is a great prospecting tool
  • Look for your prospects on Podchaser and Listennotes
  • Listen for things you can use to reach out in a meaningful way
  • Use the information in a creative way

QUOTES

Collin: "People tend to get a little bit personal on podcasts for whatever reason. They just have a better comfort level or in a lot of cases, they go on a show that just has a great host that really gets them comfortable and is able to dig deep on particular things."

Collin: "Look for things that you learned that you found value in. Take notes of those. Personal things that you may have learned about them. If they talk about business problems, maybe they talked about things that they really do well at as  a company. Anything that you could use to reach out to them in a meaningful way."

Use these websites to search for shows that your prospects have guested in: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 08, 2022
#259 S2 Episode 128 - How Sellers Can Learn From Their Losses
00:04:47

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HIGHLIGHTS

  • The losses always outnumber the wins
  • Most losses come with lessons to be learned 
  • Ask for honest feedback from prospects you lost 
  • Make it personal, but don't take it personally

QUOTES

Collin: "The key between people who excel from those losses or allow those losses to hold them back is if you can shift your mindset into viewing it as a positive."

Collin: "Always be looking for those areas of improvement. And you can do this by reviewing your calls, looking back at some signs that the prospect wasn't a good fit, or that they didn't really value you solving the problem. There's a lot of different things that you can maybe find in these recordings. But the key is to be seeking it out." 

Collin: "It has nothing to do with you as a seller or as a person, or you not being good enough. That's not why you lose deals. You lose deals for many reasons beyond your control. And sometimes there's things you could have done better, but the key is not to take it personal, but make it personal."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 07, 2022
#258 S2 Episode 127 - Five Simple Cold Calling Tips
00:04:29

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HIGHLIGHTS

  • Be selective in building your own lists 
  • Practice your script
  • Focus on your prospects 
  • Look for the best time to call
  • Pique your customer's attention first

QUOTES

Collin: "I'm a big fan of scripts, but I'm also a big fan of sellers having autonomy and creativity in making something their own, using their own words, their own language so that they're comfortable with it." 

 Collin: "Everybody goes for the throat or the jugular, and wants to book the meeting so quick. But the goal is just to have the right conversations with the right people, get information, and pique their curiosity with probing questions."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 04, 2022
#257 S2 Episode 126 - How Sellers Can Stand Out By Being Creative
00:05:32

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HIGHLIGHTS

  • Sellers today need to be marketers as well
  • Send out personalized gifts to catch prospect's attention
  • Following up with the usual methods is no longer enough

QUOTES

Collin: "As sellers today, you need to be marketers as well. Just being good sales is no longer good enough to be a high performing sales rep."

Collin: "If you can educate somebody or bring something to their attention, I mean it really just strengthens the relationship and people will just respect the fact that you're doing something different and taking the time to stand out by bringing some creativity into the way that you are getting their attention."

Learn more about sending personalized gifts with Vidu in the link below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 03, 2022
#256 S2 Episode 125 - What It Takes To Be Successful In Sales With Kevin Hopp
00:41:27

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HIGHLIGHTS

  • A discussion about current events 
  • An obsession with creating a new pipeline 
  • Cold-calling is an extreme sport 
  • It takes all kinds of people to be successful in sales 
  • The list is the strategy
  • When cold-texting is acceptable
  • Nobody does their best work when they hate their job
  • A personalized video for reach outs will do wonders

QUOTES

Kevin: "What am I obsessed with? Three things: technology, process, and people. You blend the three of them, outbound suddenly becomes a formulaic machine just like the Model T. You crank it up, you get it going, and once it's running you can drive anywhere you want. But you got to blend the three the right way."

Kevin: "There's so many really technical products out there and really technical buyers that it's not really about the gift of the gab. It's a much more consultative and technical sale, and that takes a lot of documentation, a lot of explanation, a lot of demo stuff."

Kevin: "There's more opportunity out there than ever before for salespeople, for SDRs, for AEs, for anyone who's like in SaaS sales. Now is the time to get an awesome job, an awesome offer. Every company is hiring, venture capital is flowing like water."

Kevin: "What are salespeople for? You're hiring a salesperson to fuss around the CRM, and build lists all day and write emails that never get opened? That's now why you hire salespeople. Salespeople are in the job because they like talking to people, they like solving people for people, and they want to communicate with people. Nothing about sales, even if you're an inbound rep, nothing about sales is just sitting, alone in your desk."

Learn more about Kevin in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 02, 2022
#255 S2 Episode 124 - How Sellers Can Be More Interesting
00:04:47

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HIGHLIGHTS

  • Do more listening than speaking
  • Don't make assumptions
  • Start your own podcast

QUOTES

Collin: "A lot of times, we assume that because a prospect is maybe in a particular industry, or maybe because they hold a particular role, that the same things are gonna apply to them, that have applied to other people like them. Don't ever make assumptions." 

Collin: "How you frame the entire conversation, or what questions you ask, or what questions you don't ask will be affected in a potentially negative way if you've made an assumption that is not accurate."

Collin: "There's so many skills that you get to practice on a regular basis as a podcaster that are transferable over to being a seller. If you don't remember anything that I said today, remember this one thing: when you're asking questions, when you're talking with your prospects, always challenge yourself to go a little bit deeper, to learn a little bit more." 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Mar 01, 2022
#254 S2 Episode 123 - Live The Life You Want with Bobby Dysart
00:27:31

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HIGHLIGHTS

  • Cold-calling 97 doors in the first day of the first sales job
  • Going back to the basics after experiencing a setback
  • Getting back in the groove and achieving success in software sales
  • Quitting VP position to pursue consultancy 
  • Introducing Quotaless 
  • Salespeople should be living better lives, but they're not

QUOTES

Bobby: "Companies like up to 50, 75 employees  they really have a hard time nailing the VP of Sales hire. Most of the time  they don't get it right. They hire somebody too big, too expensive, maybe even overqualified for that exact stage in time. 

Bobby: "I think there's an element of consulting that I think could be presented into the W2 world and the world of work as it's always been where there's just a transparency of  either you're doing your job and getting it done and the company is helping you do it that way, or not. And it's okay if it's not happening, it's not working out. Let's figure something else out."

Bobby: "With consulting, having that month to month setup has really given me that clarity and transparency to say hey, every month either I'm creating that value or I'm not, and I want you to have the flexibility to tell me when I'm not. Hopefully give me an opportunity to correct it. But I don't want this to be something that just doesn't feel good because we signed something that we thought was gonna work out better than it does." 

Bobby: "People in sales should be living really really awesome lives and they're just not. And I've been one of those people for a long time."

Learn more about Bobby in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 28, 2022
#253 S2 Episode 122 - Always Keep Your Eyes Open For New Opportunities with Andre Vicario
00:26:47

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HIGHLIGHTS

  • "Growing up" and becoming an entrepreneur at 21
  • Working better under pressure 
  • Keep your eyes open for possible opportunities 
  • Don't be afraid to seek guidance and support
  • Put yourself in your customer's shoes and think about the experience 
  • It all starts with culture
  • Moving from fitness gyms to financial services 
  • It's all about the customer experience 
  • Master the basics before trying to change them 

QUOTES

Andre: "It's important that there's opportunities around us all the time, and sometimes we don't even know what those opportunities are so we gotta keep our eyes open and remind ourselves so we have that conscious awareness to look and say wow, can that we be a potential opportunity for me or do I even want it to be a potential opportunity for me."

Andre: "I strongly encourage people to think a little bit differently versus immediately looking for problems. Look at what the possibilities might be because we're so ingrained and taught to look for problems. Which you have to but sometimes we need to look at it from a different perspective and say okay, this is cool. How do I make it even better, and then go to great, and all the bad things will just take care of themselves when you just dive in."

Andre: "I firmly believe it all starts with culture. And the culture they were coming from may not have been the best, but right now I told them all yesterday, we have the opportunity to create the culture that we want and we're gonna start it today."

Collin: "Sometimes it doesn't mean that we're necessarily gonna get the outcome that we're hoping for. Maybe we do business together, maybe we don't. Maybe for whatever reason it doesn't end up working out after we've done business together. But the goal still remains to make sure that it's a good experience, regardless of the outcome."

Andre: "Experience and value. If you can create a great experience and provide the value, there's no reason people won't do business with you."

Andre: "We always want to try to cut a corner because we see a different path, like maybe that's gonna work better for us. We always try to feel that we can change our shiftings. I would tell people and I still tell people all the time, get the foundation dialed in before you try to deviate from anything. If you try to deviate too early, you're gonna get hammered."

Learn more about Andre in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 25, 2022
#252 S2 Episode 121 - Sell Without Selling Out By Andy Paul Book Teaser
00:04:06

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HIGHLIGHTS

  • Join salescast.community for a free book give away
  • Have conversations, not pitches with your prospects 
  • Listen to your prospects more 
  • Sales is not about persuasion

QUOTES

Collin: "There are some interesting things in here. I've been in sales for 10 plus years, and there are even some things in here that had me question if I was selling out for being too salesy."

Collin: "Pitching means you're throwing up features and benefits and talking at your prospect. But if you go into it with the mindset and an intention of having conversations, you'll have some different outcomes."

Collin: "Listening more than you're speaking is a big part of being successful in sales. You learn a lot of things that you wouldn't otherwise."

Collin: "Your job as a seller is to influence them into making the right decision based on informing them about things and educating them and asking the right questions for them to make a decision. And that decision may or may not be going with you."

Learn more about Andy in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 24, 2022
#251 S2 Episode 120 - Cut Out The Middleman To Make Residual Income with David Carlin
00:27:10

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HIGHLIGHTS

  • Catching the entrepreneurial bug early
  • The competitive mindset can help you do great things
  • There's always bigger fish if you look at bigger ponds
  • Let your fear and insecurities drive you forward
  • Making money out of residual payments
  • The secret to success is long-term thinking and the relationships made 

QUOTES

David: "Not everyone needs to make millions. Not everyone needs to make a couple hundred thousand dollars. Some people can live where they want to live and sell small things. It's not about being the best of the best or being a billionaire. But for me, even if it's you, Collin, if it's between you and me closing something, no matter what, if you give me a five-minute pitch on something, I'm going to beat you."

David: "When I speak to our people on a weekly basis and the same with the live event, I'm not here to tell you that I've figured everything out. I'm not here to tell you that making money is going to change your life. I'm not here to tell you that all my insecurities are gone. But I could retire tomorrow and be very secure and live a very varied life the rest of my life. But I feel like I'm poor. I feel every single day like I'm about to lose everything. I feel like I am not enough."

David: "The biggest reason for our success is partnerships. With our banking partners, our payments partners and our partners with people who refer us deals. I'm a long-term thinker." 

Collin: I think that's the biggest differentiator, the having a long-term mindset to really take care of people makes a difference, right. People take a shortcuts and try to screw people over when they're not thinking more long-term."

Learn more abou David in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 23, 2022
#250 S2 Episode 119 - How To Look For The Right Sales Signals with Jamie Shanks
00:26:45

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HIGHLIGHTS

  • Tragedy turned opportunity by pioneering social selling
  • What is social selling?
  • Sellers need to learn how to do account prioritization 
  • Introducing the Spheres of Influence 
  • Teaching people to fish in the exact spot where fishes go
  • Sales intelligence and execution have to go hand-in-hand

QUOTES

Jamie: "[Social selling] is not filled with tools. I'm a huge believer in Process Before Platform. Meaning, you are applying a set of principles and processes before you care that this is LinkedIn, Twitter, or Facebook. The easiest way to think about it is from the customer's perspective. All you're doing is applying what you have done in a traditional sales process or customer journey. You're just digitizing the very process and actions that you take along that journey to meet the customer where they're learning, which is online." 

Jamie: "Human capitalism is a showcase of where a priority is about to go, either in a business or out of a business. And if you track the people, you track the change. And if you follow the change, you'll have a much greater probability of being able to open a door and start a conversation and focus on where things are about to happen in a business."

Jamie: "We as people, we're connected to the stories that are closest to us. And so if you reverse-engineer your customers, you will realize that there are people who no longer work there, who are advocates, who go to other places who know your product and solutions. They will compete against that company and so forth. That's where doors get opened. That particular relationship map we call spheres of influence, is one of the fastest ways to connect company to company. That's why we do it."

Jamie: "Even if you have the greatest sales intelligence in the world, if your message sucks, it's going nowhere."

Learn more about Jamie  in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out

 @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 21, 2022
#249 S2 Episode 118 - Sales Made Better Via Design Thinking with Ashley Welch
00:34:30

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HIGHLIGHTS

  • Sales jobs gives you flexibility and autonomy
  • When you're more interested in the client than selling your product
  • Be open to feedback and look for opportunities to improve 
  • Taking the leap to pursue an entrepreneurial vision
  • Falling in love with design thinking
  • Discovery is made better with design thinking
  • Selling can also be about co-creation
  • Be obsessed about your customer's customers

QUOTES

Ashley: "To see what would happen when we used this methodology (design thinking) with people is incredible. You start with deep discovery on whatever challenge or opportunity you're trying to discover and having people put it on post-its, and think out of the box about things, and think sort of wild and crazy as a way to diverge, we say. And before you start to narrow in your ideas was just this amazing process that would decrease the risk of failure and increase your chance of delighting the end customer. It works every time."

Ashley: "The bias of sellers is to go narrow too quickly and narrow right into, tell me exactly about the system you use today, what doesn't work about it, let me show you mine, let me compare the features, and we're off to the races. Versus staying more open about not necessarily so personal, but their life, and business, and what they care about." 

Collin: "You don't want to exhaust them like, hey we've got to stay in discovery for three weeks before we can move forward, right? But you know, you can move forward but still stay curious, still stay open throughout the whole process because more might be revealed."

Ashley: "The other mindset we talk a lot about is this notion of co-creation. So that's a same-side of the table kind of idea. The reason I'm staying curious and open and learning about you is because I'm trying to co-create with you the best thing for you."

Learn more about Ashley in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 18, 2022
#248 S2 Episode 117 - From Knocking on Doors to All-in on Podcasting with Travis Chappell
00:49:51

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HIGHLIGHTS

  • Veering off the ministerial path because of a sales job
  • Making a career off of commission-only door-to-door sales
  • Handling rejection is a life skill 
  • Diving headfirst into podcasting 
  • Get yourself a thousand true fans and you'll be set for life
  • Your audience as a built-in distribution engine 
  • You build true fans by creating value 
  • The deal about Guestio
  • Helping podcasters monetize their work and audience

QUOTES

Travis: "If you're a high performer, and you're in a sales environment, the more commission to me, the better. Because to me, all the other perks we're just distractions from how much commission I could potentially make. To me, it was like, yeah, you get a salary and a company car but that's because they're only paying you like 2% on this deal. I don't know if I wanna sacrifice that. Plus, you got a boss now. With a great salary comes great oversight and micro management."

Travis: "You put yourself in this negative feedback loop that just highlights the negative parts and then before you know it, you're talking yourself out of a sale before you're even getting through the first part of your pitch. The other person that just rejected you sold you into their rejection of you." 

Travis: "Success is nothing but the ability to move from failure to failure without loss of enthusiasm. And that's never more true when you're knocking at a door and somebody tells you to f-off, and you have to shake it off and knock on their next-door neighbor's door without letting that previous encounter poison the first words out of your mouth."

Travis: "If you can get a thousand people who know, like, and trust you enough to support anything that you put out just because they know, like, and trust you that much, then you can future-proof your entire life. You can future-proof your revenue, future-proof your net-worth, your relationships, you can future-proof everything that you're working on." 

Travis: "You cannot think about yourself and your quest to building true fans, if you want to build true fans. You have to turn your attention to those people and how you can help bring some sort of value to their lives." 

Travis: "Joe Shmo podcaster, who works at 9 to 5 and puts out a podcast about business advice and is editing his show from 9 pm to 11:30 pm before he's got to get up tomorrow at 6 am, like that person is not making money regardless of what happens. And if they put in the blood, sweat, and tears to build the audience, which is the only asset in the entire transaction, then they should be the ones getting paid." 

Learn more about Travis in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 16, 2022
#247 S2 Episode 116 - 3 Simple Things Every Seller Should Know
00:04:25

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HIGHLIGHTS

  • Get comfortable with rejection
  • Focus on the experience with your buyers 
  • Focus on revenue-generating activities 

QUOTES

Collin: "Some people will be willing to talk to you, some people will be willing to work with you, some people will be willing to take a meeting, and others won't. And it has, sometimes nothing to do with you, or how you handled the situation. It's really beyond your control."

Collin: “Really focus on nailing the experience in every interaction with your prospects, with your buyers throughout the entire sales process and this will serve you extremely well.”

Collin: "Something that you may have to remind yourself constantly but it's extremely important: make sure you're prioritizing your revenue generating activities in any sales role that you have."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 15, 2022
#246 S2 Episode 115 - Playing Music Around the World to All in on Entrepreneurship with Justin Kline
00:28:57

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HIGHLIGHTS

  • From world-touring musician to entrepreneur
  • Finding an employer that invests in their people
  • Getting into 500startups and reigniting the entrepreneurial spark
  • Dealing with rejection and improving the pitch
  • Always ask for feedback, especially from those that rejected you
  • Reaching your audience with influencer marketing 
  • Fusing technology with influencers to run campaigns 

QUOTES

Collin: "I think sales is the number one skill that you need as entrepreneur because even if you have the best product, but you don't know how to get people to buy it, or to care about it, then it's never gonna be successful."

Justin: "Everyone is kind of like a child. We're all just children. You have to be nurturing. You have to be understanding. They might have  a temper tantrum. They might not want something. And that's okay. You still treat people with respect, ask them for feedback. 'Oh you don't want to invest, why? What about the business model do you not like? What could be changed to make it better, to where you'd want to invest?'"

Justin: "I feel like it's important to be persistent, even if you know that they're not gonna buy it. It's like, 'I know you're not gonna buy this, because you're not returning my call. But tell me why, give me a reason. Because think that's important information that you should always expect of a prospect. Don't just take nothing for an answer."

Justin: "It's not that time consuming if you just want to get like 1,2,3,4,5,6 influencers, like to make content for you. You can do that on your own. But it's when you want to have like, 30 people a month, or 20 people a month, putting out content constantly. You need to have a dashboard, track everything, and you want to have this engine running at all times. Then it gets increasingly more difficult and more complicated." 

Learn more about Justin in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 15, 2022
#245 S2 Episode 114 - From Selling Car Rentals to Selling IT and Building a New Territory with Brice Ulrey
00:33:45

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HIGHLIGHTS

  • From car rentals to running an IT Solutions company
  • The difference between B2B and B2C sales operations 
  • Don't be scared to ask for advice 
  • Going from top sales performer to sales manager isn't a picnic
  • Adopt a servant-leadership mindset 
  • Catching the entrepreneurial itch
  • Consider investing in yourself and take that leap of faith

QUOTES

Brice: "Everyone doesn't have to like you and want to hang out with you ad have drinks with you, but they have to respect you. And each person, you gain that respect differently."

Brice: "A lot of sales managers that come in and try to lead with authority fail. Because at the end of the day, sales people know that they're the fuel to the organization. You have a top salesperson, if they treat everybody with respect and they're good to the company, they could call the CEO and be like, here's what's going on. They have a lot of authority, I mean, they're bringing in the money."

Brice: "I know a lot of salespeople that do well and they invest in real estate, they invest in the stock market, they invest in all these different things to grow that. Hey I've got a big commission check, what do I with this money? My salary is kind of paying the bills, what do I do with this money? And when you really think about it, like you're investing in Microsoft and Apple, and real estate property, whatever rental property, right? Think if you invest it in yourself. Think if you took that pot of money and said, I'm gonna start a business. Worst case scenario is that you might lose the money just like you might lose it in a speculative stock."

Learn more about Brice in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 11, 2022
#244 S2 Episode 113 - Make Sure As A Seller You Count Your Small Wins
00:04:11

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HIGHLIGHTS

  • Counting small wins will help improve your mindset
  • Always look for the bright side
  • It's better to lose early on than later
  • The NOs will always outnumber the YESs
  • Some things are just out of your control

QUOTES

Collin: "In sales, we get our teeth kicked in a lot. In cold calling blocks, when we deal with rejection, and lots of people telling us no. And it's hard to not let that sting a little bit. So it's very important to count the small wins.". 

Collin: "Even somebody telling you no in a cold call, and having a very good reason for saying no and why it's not a good fit, that's a win. Because you've now refined your list and you know you don't have to call that person back." 

Collin: "As much as not winning a deal hurts, it's better to lose early on than later on in the process. That way you can focus your time and our attention on other people that do actually do need your help or value the problem that you solve for them." 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 10, 2022
#243 S2 Episode 112 - How To Deal With Rejection And Imposter Syndrome with Alli Rizacos
00:33:13

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HIGHLIGHTS

  • Every seller has done some questionable sales jobs
  • Dealing with rejection is one of the first things sellers have to learn
  • Delving into travel sales and selling to teachers 
  • The drive to do something greater and joining Salesforce with pride
  • Believe in your product and rejection won't sting so hard
  • The physiology and the tone matter more in a sales conversation
  • Dealing with failure in a new position can be daunting
  • Taking a coach to deal with imposter syndrome
  • Moving on from sales to coaching

QUOTES

Collin: "What stings more is not the rejection of the lost deal, but the people that aren't willing to be real with you and give you feedback on it didn't move forward." 

Alli: "Your tone is the first thing anyone hears, really. We all know that our words are only 7% of the whole equation. It's actually your physiology and your tone that actually matter. That is your energy. You can obviously fake a tone but at some point in the conversation and at some point in your day you're gonna be so tired of faking something." 

Alli: "Because I was sucking at work, I felt that I had to show up with a mask on everyday. I had to put on a show of like 'Yeah it's cool' but inside I was totally in shambles. And so when I talk to this woman who is obviously not in Salesforce and has nothing to do with the whole crazy world of Salesforce, I could just be myself and actually tell her what's really going on."

Alli: "I've always known that I love psychology and I love helping people. And in sales you're obviously helping people solve problems and helping people, of course. But you don't get that same satisfaction of knowing that because of you, someone's life has changed and has been impacted for the better."

Alli: “Everybody is always looking for tactics and tools and tips and tricks. And it's like literally mastering what's in here in your mind, it's the best thing that you can invest in.”

Learn more about Alli  in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 09, 2022
#242 S2 Episode 111 - How Sellers Can Get Started As Creators
00:06:14

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HIGHLIGHTS

  • Sellers need to be marketers as well
  • Create additional content from recorded podcasts
  • Guest on podcasts regularly
  • Start your own podcast

QUOTES

Collin: "Sellers essentially have to be marketers to a certain extent. You hear people talking about investing in your personal brand. A lot of the most successful sellers understand this and they know that creating original content and being a creator on whatever platforms that their customers are hanging out on is essential to success in sales today."

Collin: "If you guest on podcasts regularly, all you gotta do is show up, give a good message, and typically, that podcast is going to give you content to share. You can even request the raw files to create additional content, whether it's text or video, or you could chop it up."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 08, 2022
#241 S2 Episode 110 - Never Be Scared To Fail with Karen Kelly
00:33:14

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HIGHLIGHTS

  • Embrace the learning
  • Be strategic and intentional
  • Failing is all part of it
  • Sellers struggle because they tie their self-worth to their numbers
  • Reflect and remove the bias
  • Seek to get better, not be scared to fail
  • Have self-awareness and willingness to be reflective.
  • Educate not convince

QUOTES

Karen: “I left no rock unturned and I made it impossible for them to say no to me and that desire to always push myself never left me that’s why I had a great career.”

Collin: " I think the biggest thing and such an important skill if you wanna be an elite seller is not being afraid to fail because if you’re scared to fail, you don’t get your bat or you never take your shot, and if people can get over that and test and experiment and push themselves farther than they thought possible, which can lead to very successful results in whatever it is your doing in your role.”

Karen: "If you’re not willing to fail then you can cross off your willingness to succeed because it’s all part of it. " 

Karen: "You gotta build it from the ground up based on how your buyers are buying. You can’t just retrofit it. You got to start from the ground up with your buyers in mind." 

Collin: "Mapping out the buyer's journeys and building the sales process around that. So many sales organizations get stuck around trying to make the buyer's journey mapped to their sales process."

Karen: It’s common upon us, sales professionals,  to take our future in our hands. For whatever reason your company is not supporting you and not giving you your sales force navigator, take the $300 a month and invest in yourself. Don’t be afraid to spend on that. You’re developing you as a person. The stronger you are as a person, that’s gonna spill over your professional world.

Karen: “I think a lot of people start at the behavioral level. Back it up and start with a belief. The behavioral level is going to be short-lived because willpower will only take you so far. Really look inward and ask if there is a bit of self-sabotage going on? Do I believe in myself and my abilities? That belief will influence the behavior and that will drive the results.”

Karen: “Believe in yourself, and if you don’t, lean into why, what’s holding you back. Whether you can get that awareness of yourself, or you can talk to a friend or a mentor. A lot of the behavior stops because the belief is missing.”

Learn more about Karen in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 07, 2022
#240 S2 Episode 109 - How To Succeed In Sales And Leadership with Jonathan Goldhill
00:32:12

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HIGHLIGHTS

  • If you can sell intangibles, you can sell anything 
  • All sellers need to learn how to deal with failure
  • Embrace the mindset that works best for you 
  • People buy for their own reason and their own timeline, not yours 
  • Always ask for feedback from the sales deals that failed
  • Understand your personality type to do sell better
  • Sales and marketing jobs are not meant to be handled by one person
  • Customer profiles should go beyond the demographics

QUOTES

Jonathan: "Selling consulting services was pretty much selling intangibles. I think if you can sell yourself and sell intangibles, you can probably sell anything."

Jonathan: "Failure is just feedback. If you personalize it, then it's not gonna go well. You need to sort of depersonalize it. You need to make yourself a little bit more immune or numb to that rejection." 

Collin: "A common thread with salespeople who do or don't make it, or entrepreneurs that tend to fail is that they take it just too darn personal. And it actually has nothing to do with them. Sometimes people don't buy just because it's actually just not a good fit. It has absolutely nothing to do with you." 

Jonathan: "Some people are real natural or their great business developers, but they stink at account management. And so if you're getting a side hustle or applying for a sales job, understand your personality type. And which one are you? Are you the hunter or are you the farmer who tills the soil of your existing crops?" 

Jonathan: "Entrepreneurs need to have a vision about how to build and scale, and that requires leveraging other people. So I help coach them on how to become a more effective leader in that situation. Because leadership is about creating followership, it's about getting results done through other people."

Learn more about Jonathan in the links below:

  • LinkedIn - https://www.linkedin.com/in/thegoldhillgroup/
  • Website - https://www.thegoldhillgroup.com/

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 04, 2022
#239 S2 Episode 108 - Managing Rejection as A Seller
00:03:30

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HIGHLIGHTS

  • The NOs will always outnumber the YESs
  • Don't take rejections personally
  • The best sellers always bounce back

QUOTES

Collin: "Don't tie your self worth to why somebody said no and rejected you."

Collin: "Remember, even if you do absolutely everything right, you still might get a no."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 03, 2022
#238 S2 Episode 107 - How To Get Started With An ABM Strategy with Kristina Jaramillo
00:29:36

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HIGHLIGHTS

  • Personal relevance is the key to better sales results 
  • The knowledge gained in personal conversations can be applied to scale
  • Be more relevant and provide value first
  • LinkedIn is the best place to do ABM strategy-based sales 
  • Increasing your reach is just one of the things you need to do 
  • Marketing should stop hyper focusing on the pipeline
  • Sales teams can tell a story too
  • Spend some time figuring out who not to work with

QUOTES

Kristina: "When you go to maybe 95% of sales people's profiles, it talks about the president's club, the quota, you know, the sales that they've achieved. But I get it, I understand. But if I'm a prospect and I see that, I'm not gonna want to connect with you because I'm gonna be like, oh no, they're gonna hit me within two seconds of connecting with ‘let's get me on a  demo, let's get me on a sales call.’"

Kristina: "Going for reach is what sales and marketing love to do. And I think that can kinda shoot you in the foot because obviously it needs to be done. But if that's all you're doing and you're not focusing on that interaction that you're having or the experience you're delivering with your prospect audience or even like your network, I think you're leaving money on the table especially for your tier-ones."

Kristina: As a seller, you need to ask marketing for content that is relevant  to these target accounts, not content that is brand awareness, or speaking at accounts -- actual content that is making these connection with those target accounts ."

Kristina: "Content for marketing needs to be for specific selling conversations. Like what do we need to talk about with this particular account or this groups of accounts. What are those internal conversations that are being had without us that we can fuel whether it's with content or with other pieces of information?" 

Kristina: "When we do a win-loss analysis in working with clients we find that most of the time where they are losing, most of the deals are because those internal conversations are not going in their favor. Their champion or their mobilizer isn't able to get that internal consensus and it's because there wasn't that content to make that happen."

Kristina: That's what I mean when sales and marketing need to actually work together instead of marketing just focusing on just pipeline and what are we gonna do to fill that pipeline. Because if it trickles down into nothing at the end, then you can fill it as much as you want, and what's the point?" 

Collin: "So many times, revenue teams can get so focused on who their target is, who their perfect ICP is, who their customer profile is, like who should we be working with, that they don't spend enough time identifying who should we not be working with. What red flags, what priorities, what things do we know or have we learned through our experience that we know this is gonna lengthen the sales cycle significantly?" 

Learn more about Kristina in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 02, 2022
#237 S2 Episode 106 - Be Yourself In All Your Sales Activities
00:03:33

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HIGHLIGHTS

  • There isn't just one way to do things 
  • Use the scripts, but make them your own
  • Your sales activities should feel authentic to you

QUOTES

Collin: "Be yourself. Your prospects or customers are human, just like you."

Collin: "If you're just getting started in sales, use the scripts. Use what other people have used before you. You don't need to recreate the wheel. But you do need to find a way to have your own creativity and your autonomy to do these sales activities in the way that feels best for you."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Feb 01, 2022
#236 S2 Episode 105 - How to Stand Out as Revenue Human with Amy Hrehovcik
00:40:26

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HIGHLIGHTS

  • From macrame bracelets to financial literacy for kids and moms 
  • A good reach out entails a deep understanding of the community
  • The problem with aggressive use of dashboards
  • Hyper reliance on activity metrics can be detrimental
  • Sales leaders need to look beyond the top line revenue
  • Remember Pareto's Principle 
  • Podcasting as a critical skill for sellers 
  • Sales is always changing
  • Wait for your results and don't quit too early

QUOTES

Amy: "Aggressive use of dashboards, I think the first and biggest one is not focusing on effectiveness and a hyper reliance on activity metrics as opposed to effectiveness is a massive mistake. I think that we do not do a good enough job as a profession differentiating between those that are applying effort to change and grow and develop and maybe not getting the results, versus those that are applying no effort at all."

Amy: "You are going to get 80% of your results from 20% of your activities. Your job, especially at the beginning, is to identify what those 20% of your activities are so that you can both do more of them and stop doing the things that are not working."

Amy: "There's a million reasons why we're burning through sellers mental health-wise. But focusing on activity for activity's sake, without the connection between the results and not teaching people how to make these decisions for themselves, this is a big part of that problem." 

Collin: "There's a lot of waste. We're coaching on the wrong things. Because a lot of the coaching is around how to focus, how to do more of the activities that are not the majority of the results. You got to know what are those things that are gonna get the majority of the results and coach around them."

Amy: "We've done ourselves a tremendous disservice with these turnkey dashboards. When we're just able to just turnkey buy a dashboard and integrate it into Salesforce, we've lost the principles of these numbers."

Amy: "Sales is always changing. The way that buyers are buying is always changing. Are you?"

Amy: "Everything works and nothing works. You just have to do it long enough in order to give your results enough time to come in. So don't quit too early. And that goes for podcasting too."

Learn more about Amy in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 31, 2022
#235 S2 Episode 104 - How To Put Your People First & Build High Performing Teams with Megan Bowen
00:35:01

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HIGHLIGHTS

  • From Cutco Cutlery to woking with tech startups
  • Building a team for post-sales at ZocDoc
  • Growing teams at scale and integrating existing systems 
  • Your people impact everything 
  • Everything boils down to having the right team 
  • People's success = Customer's Success = Company's Success
  • Intense pressure from investors can lead to poor decision making
  • Always talk to your team and get a pulse 
  • Leading with vulnerability can be powerful 
  • Create a balance between sales, marketing, and customer success

QUOTES

Megan: "I love building from scratch but there are tons of challenges. Recruiting is really hard. Also, when you are starting from nothing, you really have to be thoughtful about how you can't do all the things at once. And so it's really thinking of what are the key foundational elements when you're building a team from scratch to get in place in the beginning and what you have to do as you scale."

Megan: "You don't always exactly know what needs to happen. But someone has to be the one that like, throws paint on the canvas right? Do something, learn, and then change and evolve."

Megan: "I ran into mistakes because it was like you can't just rip one playbook from one company and just paste it into another and so, that was an important lesson of, yeah there are fundamental things that are consistent but every context is different. After that experience, I was much more thoughtful about understanding the context and the customer and then taking the right things from my past experience while integrating the realities of my new context.”

Megan: "If you empower your people, bring the right people in the organization, if you have a compelling vision and mission that they all want to get behind, if you create trust and psychological safety so people feel comfortable taking risks and trying new things and pushing the boundaries, if you give people feedback and recognition, opportunities for achievement and growth -- these are all the necessary ingredients that if you can create those conditions and get the right people doing the right things, that as a leader is what I focus on the most."

Megan: "Unfortunately, I've been a part of a lot of companies where they make decisions with shareholders in mind, or what's in the best interest of the company. I'm like, I want to flip that paradigm and say like, actually if you make decisions that are in the best interests of your people, you're gonna achieve the company outcomes that you wanna have."

Megan: "Really rearticulating the purpose of the salesperson: it's not to talk to as many people as possible and convince them to buy. It's to talk to highly-qualified buyers as a subject-matter expert and have a much more mutually-beneficial conversation around fit and whether the partnership makes sense."

Learn more about Megan in the links below:

  • Linkedin: https://www.linkedin.com/in/meganwhitebowen/
  • Website: https://www.refinelabs.com/
  • Podcast: https://www.refinelabs.com/podcast
  • Email: megan@refinelabs.com

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 28, 2022
#234 S2 Episode 103 - Don't Wait For Opportunity To Knock On Your Door with Steve Taylor
00:36:44

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HIGHLIGHTS

  • Being proactive and getting in UCLA as a jumper
  • Embrace vulnerability and know that you have the skills to succeed
  • Asking for the sales opportunity and getting it
  • Sales is just about talking to people

QUOTES

Steve:  "I realized there's no shame in being vulnerable and asking people for what you want. There's no shame in being told 'no' because I'm more afraid of having to walk around with that voice in my head telling me what I should have done."

Steve:  "Learning how your own mentality works... and figuring out ways around that and using it as a resource kind of comes from having the gratitude of being thankful for all your limitations or failures or challenges... knowing that on the other side of that is something nobody can take away from you, which is you got all the skills to be able to get over that fear."

Learn more about Steve in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 26, 2022
#233 S2 Episode 102 - The Path From SDR To Marketing with Zoë Hartsfield
00:26:40

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HIGHLIGHTS

  • Objection handling: A critical skill in sales and leveling up careers
  • Growing into an entrepreneur and embracing marketing
  • Seek additional help from knowledgeable sources
  • Career next step: Get clarity, make friends, and be proactive   

QUOTES

Zoë: "Learning how to really listen, how to read people, how to have a conversation and not just talk at people was really important for me to figure out."

Zoë: "Six months before you even want to make a move, I met with the VP of marketing and said hey, this is where I want to go. What do I need to do to be the obvious choice six months from now for a role like this?"

Zoë: "When you're proactive about where you want to go and you're actively trying to upskill and you're actively trying to do the job in the role that you want to have, you get a lot more success a lot faster."

Learn more about Zoë in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 24, 2022
#232 S2 Episode 101 - How To Get Started With Creating Your Social Soul with Rob Napoli
00:49:03

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HIGHLIGHTS

  • A non-linear path that led to writing The Social Soul
  • We don't need more influencers 
  • Social selling vs social engagement with intentionality
  • You don't necessarily need to create your own content
  • You might need to prune your network at some point 
  • Your network and your interests need to be aligned 
  • Stop wasting your time and be authentically you 
  • If you engage with intentionality, good thing will come from i
  • Strive for quality over quantity in everything you do
  • Engage first; don't pitch right away
  • There's power in video 
  • You are your brand: just be yourself 

QUOTES

Rob: "It's amazing what happens when you take a chance on things and you open up to life's experiences and that's what I wanted to convey in The Social Soul. It's when you do that, and start having these different networks and different things that you're doing, and different communities you serve, and different places you've lived, how do you manage that?"

Rob: "A lot of us don't actually need to create a lot of content to start those conversations because we can go engage. Think about your audience.  If I engage on Collin's post and have a meaningful value added comment, it might be marked at the top, most relevant, get sub threads, other likes and comments, other people start seeing it and start conversations off that thread. And that's just as valuable as creating content." 

Rob: "We don't realize how easy it is to provide value through engagement versus thinking about how to be an influencer, and we don't need more of those." 

Rob: "I'd rather have 500 highly active and engaged followers that are saying, hey thank you, and I'm helping and providing value because those 500 will tell their friends and that will slowly grow with the right people in. I don't need a million people just to have a million people." 

Rob: "My network needs to be aligned to my conversation, my topic, what I want to learn, where I wanna grow into, and what I wanna do. And so I wanna prune it." 

Rob: "There's a lot of toxicity going on. People copying and pasting to be influencers, and the space and taking bigger peoples' stuff and calling it their own, it's a whole big mess. And that's something that I don't want to see more of. The whole idea is to stop doing that. That's not helping you grow at all. And it's not doing anything for you but likes and comments. And it makes you look bad. It's not driving business, it's not driving real relationships, it's not driving opportunity. Stop wasting your time."  

Rob: "Build with intentionality. Follow, connect, engage with those that are gonna help you level up in the ways that you want to level up in. Be authentic. Talk about from a real place of who you are and what you learned, your experiences, and how to talk through that. And then engage. Engage, engage, engage."

Learn more about Rob in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 21, 2022
#231 S2 Episode 100 - The Path Of SDR To CSM with Kelsey Calabro
00:20:54

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HIGHLIGHTS

  • Entering sales via the support role 
  • Moving into a new state and acquiring a new SDR role
  • Job hunt tips: Build your own relationships with the company
  • Transition to CSM and enjoying the long game 
  • Try different paths in sales and see where you really fit 
  • Run into the water and figure it out
  • Starting a writing agency
  • You don't have to have everything figure out

QUOTES

Kelsey: "I wasn't the best cold caller. I'm not the best person that you meet on a call and 30 seconds I can pitch you and you see the value and you're like, yea, that was compelling enough. I had a lot of blind spots, a lot of weaknesses as an SDR. I'm definitely a better closer. And then for CS, that transition to Customer Success just really came down to, I like the adrenaline of sales, I'm just kind of tired of holding this heavy quota every month even though now I have churn and retention, and all these other things on my back, it's different."

Kelsey: "If you can, anywhere you're at, try to carve a path into different roles. AE if you're an SDR, don't be afraid to go backwards if you're an account executive and you want to try your hand in SDR work, that's great too."

Kelsey: "The vernacular of CS life is different. You have to learn a lot about advocacy and how you can champion and play into your customers. You're selling them constantly on the value, but you don't want to be a seller. So there's a fine line and a fine balance to walk there which was hard for me at first, as understanding the difference between demo and training and supporting and selling." 

Kelsey: "It is a role where you are given autonomy truthfully, and ownership. At the end of the day, if your accounts fail, it's the same as quota for sellers. Like if you don't hit quota, you got to look at your process. For CS it's the same thing. If your accounts aren't succeeding, you're gonna go back and keep tweaking your process and figure out how you can make it better."

Connect with Kelsey with the links below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 19, 2022
#230 S2 Episode 99 - 4 Things That Can Improve Your Sales Prospecting
00:05:17

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HIGHLIGHTS

  • Don't hurt your own reputation
  • Be mindful in your reach outs
  • Ensure that people are getting value from you 
  • Do everything consistently

QUOTES

Colin: "You got to view sales as a relationship. And if you're doing things that are gonna hurt your reputation early on, it's really hard to recover from that."

Colin: "Before you send an email or make a call, or send a message in Linkedin, ask yourself this simple question and think about it: will this have any value to the person that I am calling, that I am sending this to?"

Colin: "Consistently, use all of the channels at your disposal. Consistently, look for ways to improve, and consistently look for new things to test."

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 18, 2022
#229 S2 Episode 98 - From Psychology Major to A Phone Freak & SDR/BDR Advocate with Kevin Hopp
00:31:42

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HIGHLIGHTS

  • From psychology and philosophy to sales 
  • Find the path of least resistance when it comes to your nature
  • Salespeople have to be go-getters
  • AEs should know how to prospect 
  • Sales is more than just a numbers game 
  • Treat your employees right  and take a long-term strategy
  • Hire fast, fire fast
  • When you're cold-calling, you should know who you're calling
  • SDRs and BDRs don’t have to be sellers

QUOTES

Kevin: “One of the things that I highly advocate for other people to do is to try and find your path of least resistance when it comes to your nature. What's Kevin Hopp's nature? I'm kind of loud, I'm kind of outgoing, I am an extrovert.”

Kevin: “The nature of sales is you have to have a forward-leaning mindset.”

Kevin: "Salespeople are the kind of people that say, okay, I'm gonna go make it happen today. You gotta have a little bit of that spunk, little bit of that pizzaz in your attitude. Otherwise, it's not gonna work out well for you. You can't sit on your ass and wait for anyone to do anything for you in sales. You have to do things. Even if you got inbound leads, you have to call them."

Kevin: “AEs absolutely need to remember that going out and creating a connection with someone, in an absolutely cold environment with no preconceived notion on either side, full stop. I will argue that against anybody. It's harder than closing, it's harder than you know, complex deal management, it's harder than enterprise sales."

Kevin: “It's a rare breed of sales leader that understands modern prospecting and also understands the sales closing aspect of it, the higher level sales management stuff.”

Kevin: "I think that's one of the biggest problems is, Sales leaders don't see SDR as a long-term investment and they don't put the thought into, okay, well their day can't suck. Like how come the AEs are travelling all over the country and taking their Zoom calls, whatever and they just get to say, oh the leads aren't qualified and they miss quota and they don't get fired but a BDR, whose doing 300 calls a day and not converting as high as they could or should, gets axed."

Kevin: "When you're cold calling, you should know who you're calling. You should know what role they play in their organization and why that's relevant, what business challenge you can solve for them, and then you need to have a specialized, very differentiated pitch for them." 

Kevin: “Cold-calling and top of funnel is about aligning business challenges and valuable outcomes, and having high-level discussions about that. And that's when sales starts.”

Learn more about Kevin in the links below:

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Jan 17, 2022
#228 S2 Episode 97 - From Selling Paint Ball Tickets To The Respected Sales Leader with John Morris
00:46:27

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HIGHLIGHTS

  • Starting with paintball park and cruise tickets 
  • Sell the experience, not the product
  • Learning how to overcome objections through old-fashioned cold-calls
  • How to lead people with more experience than you 
  • Just ask a lot of questions until you find one that only you know the answer 
  • Deify p