Sales Transformation

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSAriel's sales storyEarly lessons in salesAriel's rapport-building techniquesAriel as a "LinkedIn Nerd"LinkedIn done rightQUOTESAriel: "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.”Connect with Ariel and find out more about her business in the links below:LinkedIn: linkedin.com/in/edjarielleeWebsite: edwardjones.com/ariel-lee2Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSMake sure to count small winsExamples of small wins to countEven negative outcomes can be small winsQUOTESCollin: "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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSLeslie's sales storyChoosing to be a founder over another sales leadership roleThe lack of women in leadership rolesHow women are treated in male-dominated environmentsThe transition from sales leadership to entreneurshipQUOTESLeslie: "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.”Connect with Leslie and find out more about her business in the links below:LinkedIn: linkedin.com/in/leslievenetzTiktok: tiktok.com/@salestipstok?lang=enWebsite: insidesalesteambuilder.comAmazon: https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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! Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSImportance of adapting to personality typesApproaching some sample personality typesResearch about different personality typesQUOTESCollin: "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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSKris’ sales storyFail fast and fail cheapLearn from criticism, not from appreciationKris on scaling a startupQUOTESKris: “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.”Connect with Kris and learn more about his work in the links below: LinkedIn: https://www.linkedin.com/in/sgcrishna/Email: [email protected]: WINsights.CoConnect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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! Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSColin on selling his whole lifeLearning the basics with door-to-doorImportance of doing research and coming preparedFrom Weeks of Sales Cycle to Years of Design CycleQUOTESColin 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: LinkedIn: https://www.linkedin.com/in/colin-cray-6a2965a8/Email: [email protected]’s also support Colin Cray’s event by visiting Cathy Cray 5K!Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSImportance of Sales EducationProduct knowledge is not enoughWhat to focus on learningResources for learning without a costQUOTESCollin: "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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSFrom writing code to selling software, to enterprise dealsCompass Selling: concept and evolutionThe premise of enterprise sellingThe power of tactics and strategyToday’s challenges for both sellers and sales leadersFocusing on developing your skillsQUOTESJohn: “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: LinkedIn: linkedin.com/in/johnstoppernorthstar8Twitter: John_StopperWebsite: https://northstar8.com/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSBenefits of understanding buyer’s personaHow to understand your buyer’s personaLooking for customer patternsQUOTESCollin: "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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSTackle the price early onTake a pause after giving the priceHonesty and transparencyQUOTESCollin: "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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSMichael’s sales storyPandemic TransformationSales go on even during the pandemicTransforming his messagesKeep being humanQUOTESMichael: “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.Learn more about Michael in the link below: LinkedIn: linkedin.com/in/michael-stamison-20342934Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSFrom “Seller VS Marketers” to “Sellers X Marketers”Catching attention with personalized giftsUsual methods of follow-ups are no longer enoughQUOTESCollin: "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."Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSRyan’s sales backgroundHow buckets workImportance of callbacksIns and outs of handling cold callsLeadership in cold calling and salesThe value of using the phoneQUOTESRyan: “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.”Learn more about Ryan in the link below: LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/Cognism: https://www.linkedin.com/company/cognism/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSRunning a solid discoveryHow to structure a good discoveryNever combine discovery with a demoQUOTESCollin: "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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSRob’s professional journeyHow data and buying decisions tie togetherThe plague of high-volume outreachShifting of buying personasData needed to get startedQUOTESRob: “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: LinkedIn: linkedin.com/in/the-revops-hitmanWebsite:whiterabbitintel.com (Company Website)podcasts.whiterabbitintel.com (RSS Feed)platform.whiterabbitintel.com (SMARTech™ Platform)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSDreaming of speakingStarting his sales training companyThe birth of Brand BuildersThe power of testimonialsThe key to earning trustQUOTESRory: “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.”Learn more about Rory in the link below: LinkedIn: linkedin.com/in/roryvadenWebsite:bit.ly/influentialpersonalbrandsummitli (Free Online Summit!)bit.ly/roryvadenblogli (Blog)bit.ly/influentialpersonalbrandpodcastli (Podcast)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSTracking the right thingsKey Performance IndicatorsThe balance of numbers and self worthQUOTESCollin: "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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSWilliam’s sales journeyThe eye opening momentWilliam’s Sales TransformationBooks and MentorsThe Birth of Vidu.ioQUOTESWilliam: “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.”Learn more about William in the link below: LinkedIn: linkedin.com/in/vidu-willWebsite: https://www.vidu.io/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSNever stop learning in salesAwesome podcasts to get more knowledge in salesStart your own podcast to continuously learnQUOTESCollin: "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."Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSThe Weird Story of Ending Up in JumpCrewWhat JumpCrew does as a businessWhat helped JumpCrew growJarron and JumpCrew’s prospecting approachImportance of telling a story than just features and benefitsQUOTESJarron: “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.”Learn more about Jarron in the link below: LinkedIn:Jarron: https://www.linkedin.com/in/jarronvosburg/JumpCrew: https://www.linkedin.com/company/jumpcrew/Website:Company: https://jumpcrew.com/Personal: jarronvosburg.comPortfolio: Vimeo videosConnect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSJustin’s career before Somersault InnovationThe Somersault OriginsWhat the heck is Design Thinking?How Design Thinking benefits salesQUOTESJustin: “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: LinkedIn: https://www.linkedin.com/company/somersaultinnovation/Website: https://www.somersaultinnovation.com/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!Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSGetting to know your candidateChecking if your candidate is aligned with your core valuesChecking for your candidate’s authenticityUnderstanding body gesturesFlipping it over, let them ask questionsLead generation for hiringQUOTESCollin: “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! Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSRylee’s Professional JourneyPassion vs. Hard WorkRylee’s Sales SystemRylee’s Passion for CoachingQUOTESRylee: “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.”Learn more about Rylee in the link below: LinkedIn: linkedin.com/in/rylee-meek-1556a919Websites:RyleeMeek.com (Personal Website)SocialDynamicSelling.com (Company Website)KingsCouncilCoaching.com (Company Website)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSCollin’s personal experienceClosing vs. Pipeline ProblemFocusing on on what you can controlLetting go of what is out of your controlQUOTESCollin: “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.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSJeff’s Sales StoryExperiencing the pains of working in salesDiscovering the importance of mental resilienceMisconception of mental health as mental illnessHow sales leaders deal with their mental healthQUOTESJeff: “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.”Learn more about Jeff in the link below: LinkedIn: linkedin.com/in/jeffriseleyWebsites:sales-health-alliance.teachable.com/ (Company Website)saleshealthalliance.com/ (Company Website)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSDonald’s Sales StoryThe transition to podcastingThe Birth of The Sales EvangelistIns and Outs of Effective SellingDonald Kelly’s “Sell It Like A Mango”QUOTESDonald: “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.”Learn more about Donald in the link below: LinkedIn: https://www.linkedin.com/in/donaldckelly/Twitter: DonaldCKellyWebsites:thesalesevangelist.com (Personal Website)donaldckelly.com (Personal Website)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSThe Power of StorytellingThe Do’s and Don’ts of StorytellingPractice Makes PerfectQUOTESCollin: “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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSHumble beginnings in door-to-door salesThe journey to SAS SalesHow Jamal started selling mega dealsJamal moves again from working to entrepreneurshipJamal’s book: Mega Deal SecretsUtilizing executives and the right people for mega dealsQUOTESJamal: “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: LinkedIn: linkedin.com/in/jamal-reimerTwitter: Jamal_ReimerWebsites:saama.com (Company Website)megadealsecrets.com (Company Website)megadealsecretsbook.com (Personal Website)Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSAlways be prospecting!The attitude of people towards prospectingHow to ensure you have time for prospectingQUOTESCollin: “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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSStarting up in the recessionLearning business modelsDeveloping and Self-testing TykrEvolution of Tykr in the marketFinding the right channel partnersQUOTESSean: “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: LinkedIn - linkedin.com/in/seantepperWebsites - tykr.comLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSHow Josh started in salesJosh’s first businessLearning business on-the-flyThe Focus on Digital TransformationJosh on Sales LeadershipQUOTESJosh: “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: LinkedIn - linkedin.com/in/joshwagnerazPodcast - lovesellinghatesales.comWebsites:Personal - joshuadwagner.comCompany - leadmd.comLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSActually caring about your customerSelling as a relationship, not a transactionSlow down there, and show you careLose Now, Win LaterQUOTESCollin: “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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSNick’s Sales JourneyBecoming #3 guy by working part-timeNick’s approach to sellingCorrelation of feedback and moneyValue of conversationsDrainers and DriversQUOTESNick: “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: LinkedIn - https://www.linkedin.com/in/nickcavuoto/Website - nickcavuoto.com/aboutLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSExperienced 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.QUOTESCollin: “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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSPreparing a separate workplaceChoosing the right providerAlong came HectorBuilding trust and rapportQUOTESCollin: “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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSLuigi’s sales storyScience of Selling vs. Art of SellingThe right mindset to deal with rejectionUpcoming changes in sales in the next yearsQUOTESLuigi: “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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Website - linkedin.com/in/luigiprestinenziTwitter - LPrestinenziLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSLess is more in salesThe focus on quantity prospects and dealsImportance of creativity and meaningful way to reach outWays of applying “Less is more” approach in prospectingQUOTESCollin: “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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSFrom skateboarding to marketingKeeping the creative juices flowingRyan’s unique strategy in prospectingUtilizing call out videos and surprising resultsTips for creating prospecting videos with low resourcesThe formula to prospecting videosQUOTESRyan: “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: LinkedIn - linkedin.com/in/ryanmoharaWebsite - https://leadiq.com/Twitter - ryoharaLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTS#1 Thing For Sellers To Crush QuotaHow to practice consistency in sales activitiesOther areas to utilize consistencyQUOTESCollin: "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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSPre-Discovery calls save time Long discovery calls waste yours and your prospect's timeMake more time for revenue-generating activitiesQUOTESCollin: "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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSMake your customer the hero of your storyListen well to gather valuable informationResearch on past sales case studies QUOTESCollin: "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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSKeep your videos shortDon't forget the CTACome up with a great subject line and video titleWrite a scriptMake eye contact with the camera QUOTESCollin: "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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSPodcasting is a great prospecting toolLook for your prospects on Podchaser and ListennotesListen for things you can use to reach out in a meaningful wayUse the information in a creative wayQUOTESCollin: "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: Listen Notes: https://www.listennotes.com/Podchaser: https://www.podchaser.comLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSThe losses always outnumber the winsMost losses come with lessons to be learned Ask for honest feedback from prospects you lost Make it personal, but don't take it personallyQUOTESCollin: "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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSBe selective in building your own lists Practice your scriptFocus on your prospects Look for the best time to callPique your customer's attention firstQUOTESCollin: "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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSSellers today need to be marketers as wellSend out personalized gifts to catch prospect's attentionFollowing up with the usual methods is no longer enoughQUOTESCollin: "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:Website: https://www.vidu.io/Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSA 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 strategyWhen cold-texting is acceptableNobody does their best work when they hate their jobA personalized video for reach outs will do wondersQUOTESKevin: "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:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/Podcast: https://pod.link/1601548363Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSDo more listening than speakingDon't make assumptionsStart your own podcastQUOTESCollin: "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: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSCold-calling 97 doors in the first day of the first sales jobGoing back to the basics after experiencing a setbackGetting back in the groove and achieving success in software salesQuitting VP position to pursue consultancy Introducing Quotaless Salespeople should be living better lives, but they're notQUOTESBobby: "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:Website: https://quotaless.io/LinkedIn: https://www.linkedin.com/in/bobbydysart/Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTS"Growing up" and becoming an entrepreneur at 21Working better under pressure Keep your eyes open for possible opportunities Don't be afraid to seek guidance and supportPut yourself in your customer's shoes and think about the experience It all starts with cultureMoving from fitness gyms to financial services It's all about the customer experience Master the basics before trying to change them QUOTESAndre: "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:LinkedIn: https://www.linkedin.com/in/andre-vicario/Podcast: https://podcasts.apple.com/us/podcast/the-modern-financial-podcast/id1564157872Website: https://www.flymodjets.com/, https://modfinancial.com/Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.