Sales Transformation

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!HIGHLIGHTSJoin salescast.community for a free book give awayHave conversations, not pitches with your prospects Listen to your prospects more Sales is not about persuasionQUOTESCollin: "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: Book: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572LinkedIn: https://www.linkedin.com/in/realandypaul/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!HIGHLIGHTSCatching the entrepreneurial bug earlyThe competitive mindset can help you do great thingsThere's always bigger fish if you look at bigger pondsLet your fear and insecurities drive you forwardMaking money out of residual paymentsThe secret to success is long-term thinking and the relationships made QUOTESDavid: "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:Website: https://residualpayments.com/Instagram and Tiktok: meetthecarlinsLinkedIn: https://www.linkedin.com/in/david-carlin-meetthecarlins-on-insta-b969161a1/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!HIGHLIGHTSTragedy turned opportunity by pioneering social sellingWhat 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 goSales intelligence and execution have to go hand-in-handQUOTESJamie: "[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:Website - https://pipelinesignals.comWebsite - https://salesforlife.comLinkedIn - https://www.linkedin.com/in/jamestshanks/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!HIGHLIGHTSSales jobs gives you flexibility and autonomyWhen you're more interested in the client than selling your productBe open to feedback and look for opportunities to improve Taking the leap to pursue an entrepreneurial visionFalling in love with design thinkingDiscovery is made better with design thinkingSelling can also be about co-creationBe obsessed about your customer's customersQUOTESAshley: "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:LinkedIn: https://www.linkedin.com/in/awelch1/Website: https://www.somersaultinnovation.com/Book: https://www.amazon.com/Naked-Sales-Thinking-Reveals-Customer/dp/1619617560Learn 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!HIGHLIGHTSVeering off the ministerial path because of a sales jobMaking a career off of commission-only door-to-door salesHandling rejection is a life skill Diving headfirst into podcasting Get yourself a thousand true fans and you'll be set for lifeYour audience as a built-in distribution engine You build true fans by creating value The deal about GuestioHelping podcasters monetize their work and audienceQUOTESTravis: "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:Website - https://guestio.com/Podcast - https://travischappell.com/podcastLearn 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!HIGHLIGHTSGet comfortable with rejectionFocus on the experience with your buyers Focus on revenue-generating activities QUOTESCollin: "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: 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 world-touring musician to entrepreneurFinding an employer that invests in their peopleGetting into 500startups and reigniting the entrepreneurial sparkDealing with rejection and improving the pitchAlways ask for feedback, especially from those that rejected youReaching your audience with influencer marketing Fusing technology with influencers to run campaigns QUOTESCollin: "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:Linkedin: https://www.linkedin.com/in/briceulrey/Website: https://opkalla.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.

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 car rentals to running an IT Solutions companyThe 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 picnicAdopt a servant-leadership mindset Catching the entrepreneurial itchConsider investing in yourself and take that leap of faithQUOTESBrice: "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:Linkedin: https://www.linkedin.com/in/briceulrey/Website: https://opkalla.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.

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!HIGHLIGHTSCounting small wins will help improve your mindsetAlways look for the bright sideIt's better to lose early on than laterThe NOs will always outnumber the YESsSome things are just out of your controlQUOTESCollin: "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: 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!HIGHLIGHTSEvery seller has done some questionable sales jobsDealing with rejection is one of the first things sellers have to learnDelving into travel sales and selling to teachers The drive to do something greater and joining Salesforce with prideBelieve in your product and rejection won't sting so hardThe physiology and the tone matter more in a sales conversationDealing with failure in a new position can be dauntingTaking a coach to deal with imposter syndromeMoving on from sales to coachingQUOTESCollin: "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:LinkedIn - https://www.linkedin.com/in/allirizacos/Website - https://www.allirizacos.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.

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 need to be marketers as wellCreate additional content from recorded podcastsGuest on podcasts regularlyStart your own podcastQUOTESCollin: "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: 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!HIGHLIGHTSEmbrace the learningBe strategic and intentionalFailing is all part of itSellers struggle because they tie their self-worth to their numbersReflect and remove the biasSeek to get better, not be scared to failHave self-awareness and willingness to be reflective.Educate not convinceQUOTESKaren: “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:Linkedin - https://www.linkedin.com/in/karen-kelly-sales-trainer-/Website - https://www.k2perform.com/Podcast - https://pod.link/1549646427Learn 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!HIGHLIGHTSIf you can sell intangibles, you can sell anything All sellers need to learn how to deal with failureEmbrace 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 failedUnderstand your personality type to do sell betterSales and marketing jobs are not meant to be handled by one personCustomer profiles should go beyond the demographicsQUOTESJonathan: "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: 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 NOs will always outnumber the YESsDon't take rejections personallyThe best sellers always bounce backQUOTESCollin: "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: 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!HIGHLIGHTSPersonal relevance is the key to better sales results The knowledge gained in personal conversations can be applied to scaleBe more relevant and provide value firstLinkedIn 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 pipelineSales teams can tell a story tooSpend some time figuring out who not to work withQUOTESKristina: "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:Linkedin: https://www.linkedin.com/in/kristinajaramillo/Website: https://www.personalabm.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.

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!HIGHLIGHTSThere isn't just one way to do things Use the scripts, but make them your ownYour sales activities should feel authentic to youQUOTESCollin: "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: 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 macrame bracelets to financial literacy for kids and moms A good reach out entails a deep understanding of the communityThe problem with aggressive use of dashboardsHyper reliance on activity metrics can be detrimentalSales leaders need to look beyond the top line revenueRemember Pareto's Principle Podcasting as a critical skill for sellers Sales is always changingWait for your results and don't quit too earlyQUOTESAmy: "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:Podcast: https://www.revenuereal.com/Linkedin: https://www.linkedin.com/in/amyhrehovcik/Website: http://salescast.community/Email - [email protected] 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 Cutco Cutlery to woking with tech startupsBuilding a team for post-sales at ZocDocGrowing 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 SuccessIntense pressure from investors can lead to poor decision makingAlways talk to your team and get a pulse Leading with vulnerability can be powerful Create a balance between sales, marketing, and customer successQUOTESMegan: "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/podcastEmail: [email protected] 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!HIGHLIGHTSBeing proactive and getting in UCLA as a jumperEmbrace vulnerability and know that you have the skills to succeedAsking for the sales opportunity and getting itSales is just about talking to peopleQUOTESSteve: "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:LinkedIn: https://www.linkedin.com/in/thinqinsurance/Email: [email protected] 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!HIGHLIGHTSObjection handling: A critical skill in sales and leveling up careersGrowing into an entrepreneur and embracing marketingSeek additional help from knowledgeable sourcesCareer next step: Get clarity, make friends, and be proactive QUOTESZoë: "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:Linkedin: https://www.linkedin.com/in/zoehart/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 non-linear path that led to writing The Social SoulWe don't need more influencers Social selling vs social engagement with intentionalityYou don't necessarily need to create your own contentYou 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 iStrive for quality over quantity in everything you doEngage first; don't pitch right awayThere's power in video You are your brand: just be yourself QUOTESRob: "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:Linkedin: https://www.linkedin.com/in/robnap/Beacons: https://beacons.page/RobNapoliPodcast: https://podcasts.apple.com/us/podcast/the-bear-necessities-of-entrepreneurship/id1569103336Learn 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!HIGHLIGHTSEntering sales via the support role Moving into a new state and acquiring a new SDR roleJob hunt tips: Build your own relationships with the companyTransition 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 outStarting a writing agencyYou don't have to have everything figure outQUOTESKelsey: "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: LinkedIn: https://www.linkedin.com/in/kelseycalabro/Twitter: https://twitter.com/antisocialkelsEmail: [email protected], 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!HIGHLIGHTSDon't hurt your own reputationBe mindful in your reach outsEnsure that people are getting value from you Do everything consistentlyQUOTESColin: "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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSFrom psychology and philosophy to sales Find the path of least resistance when it comes to your natureSalespeople have to be go-gettersAEs should know how to prospect Sales is more than just a numbers game Treat your employees right and take a long-term strategyHire fast, fire fastWhen you're cold-calling, you should know who you're callingSDRs and BDRs don’t have to be sellersQUOTESKevin: “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:Youtube: https://www.youtube.com/channel/UCthQXJkNh0Bhj_8IQOGtiAwPodcast: https://pod.link/1601548363Linkedin: https://www.linkedin.com/in/khopp/Email - [email protected], 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!Claim Your Free 200 Leads here!HIGHLIGHTSStarting with paintball park and cruise tickets Sell the experience, not the productLearning how to overcome objections through old-fashioned cold-callsHow 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 people on their strengths and they will open up about their weaknessesPurpose over product Scout ideas from your people and give proper creditThe logo challengeQUOTESCollin: "You got to know what motivates people. You can influence people to do things if you know what the important thing is to them." John: "You want to win people over? Put them on stage."John: "If you want to truly impact people, you need to hold them accountable by asking them questions. Quit making so many nice statements. Stop doing that. He said you need to ask them questions. When they answer the question, you ask them another question. When they answer that question, you ask them another one and another one and another one until they say, I don't know. When they say I don't know, that's when you become a value. Because you do know." John: "If you ask somebody what their biggest strength is, the likelihood is they're gonna tell you about that. If you build on that, and get them to build their own ego, they will, as a good human, typically bring themself down a level and open up what they tell you about that weakness. And then from there, before you pound down on that weakness, keep deifying them on the strengths." Collin: "You don't want to lead with like, hey this is what you're doing wrong. Here's how you're doing it wrong, and I'm gonna help you fix it. They're not gonna listen."John: "A great idea typically has five or six other people's viewpoints on it and different spins and versions of it so there's a lot of ownership of it. You have a much stronger likelihood of getting ownership of it if other people have had a say in it and have been involved in it, and have received credit for it."John: The product is the product. It's about solving business problems that exist. We just happen to use marketing and promotional products and brand management as the vehicle to solve problems that exist within a business. Nobody goes out and decides that they're gonna buy promotional products just because they got a thousand dollars laying around."Learn more about John in the links below:Website: https://logochallenge.ccbrands.com/Linkedin: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/Email - [email protected], 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!Claim Your Free 200 Leads here!HIGHLIGHTSThe right mindset is key to success in cold callingPermission-based openers workDon't go straight to value proposition after the openerLet the person on the line talk you QUOTESCollin: "The number one thing is your mindset. If you go into it with, cold calls suck, I hate this, nobody picks up the phone, my personal favorite: cold calling is dead, then you're not gonna have a good experience. So what mindset, what energy are you bringing to your cold calling block?"Collin: "You have to really be careful because it's tempting to want to pitch and you're really just trying to find information here to see if you can pique their interest to have the conversation to learn more."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!Claim Your Free 200 Leads here!HIGHLIGHTSA rebel without a causeGetting into selling commission-only real estate by accident Always test what works for you Find your "why" and go from thereFrom real estate to medical device sales Growing up with learning disabilities and developing a fighting spirit Following a leader and transition to IT and cybersecurity QUOTESKevin: "I think it's kind of in my nature. We'll call it a rebel without a cause. I kind of liked to pave my own path. I liked to work hard. I liked to play hard. So in doing so, everything I learned from sales while in school was you kind of create your own path. To me that was exciting."Collin: "Not everyone is for sales, but not everyone is for commission-only sales."Kevin: "I love the idea of just trying different things too. Hey I have been doing this and I have some moderate success. Let's go try this and let's test it, maybe I'll get some more success, maybe I won't. Maybe I'll create a blend of the two. I think that's part of the evolution as we continue to push and get better and don't just rest on our laurels.”Kevin: "I always had a chip on the shoulder or almost, like an insecurity like, man, I wish I could read like you and understand that. I wish I could remember that. I wish. So early in life I said that that hurt me internally. But later on in life, it's become like a super power like I recognize that I own it and it's part of who I am." Kevin: "Look in the mirror, you're not competing with anyone else. There's a lot of things in the world that are gonna distract you and you're gonna look at people's highlight reels and look at that mirror and make that person proud and I think that's kind of what drives me."Learn more about Kevin in the links below:Linkedin: https://www.linkedin.com/in/kevin-bartlett-8555a41/Email: [email protected]: https://podcasts.apple.com/us/podcast/my-average-greatness/id1508429171Also, 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!Claim Your Free 200 Leads here!HIGHLIGHTSFrom semiconductor engineer to serial salespersonRolling up the sleeves: Moving from Fortune 1000 to smaller companiesSmaller companies don't have red tape Coding on the side and forecasting quotas You can be a coder and a leader, but it may take some convincingWriting a book is not usually lucrative, but do it anywayQUOTESJeremy: “A cog in the wheel is the wrong way to put it but I felt that way sometimes that I had to stay in my lane very tightly. And then when I got into leadership at those bigger companies, I felt like my whole day was just meetings, this is long before the 'Zoom' world.” Jeremy: “One can delegate and code. You can be both. But a lot of companies I've worked in, you're sort of branded and it's hard for people to maintain in their heads that you can both be a great leader and a high impact contributor. It's really hard for people to manage those simultaneous brands.” Jeremy: “Know that if you want to be a wicked coder, or hacker, I should say, that may, in weird ways, limit your career opportunities. What's important is to understand what's possible -- that you need to know. And if you're not gonna code, you need to find somebody who can code.” Jeremy: "I can't remember the exact statistics but basically you just go in expecting you're gonna lose time and money writing books. I believe the reason you should write, particularly, business non-fiction books is because you're trying to figure something out and you're trying to structure those thoughts and learn and understand and then great if someone else picks it up."Learn more about Jeremy in the links below:Linkedin: https://www.linkedin.com/in/jeremeydonovan/TruPeer: https://truepeer.com/Email: [email protected]: https://www.amazon.com/How-Deliver-TED-Talk-Presentations/dp/1468179993Also, 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!Claim Your Free 200 Leads here!HIGHLIGHTSLess about the product, more about the client Ask only the questions that you really care about Connect with the problem and close with the value The disadvantages of using a call scriptPainful transition from SDR to AEYou can't teach negotiation skills Salespeople need to fundamentally believe in their productAdapt to the evolving sales technologies to avoid getting antiquatedQUOTESPradeep: "I hate call scripts. But the things is I can help you with the framework. Using that framework, if you are able to generate value for your buyer, you can be extremely successful. If you're failing, then keep doing it again and again, and eventually you'll learn."Pradeep: "The problem with call scripts is that you're just taking one person's opinion, and they are imposing it on tons of different people. And that often, to me, creates cringeworthy moments. Because even if I want to think of all the personas of Wingman, I cannot think of it in a blink. I'm only thinking about one persona, like the VP of sales. Then it might not appeal to a sales manager."Pradeep: "When you're hiring freshers, you will hire people who are incredibly passionate about selling. You hire people who are natural talkers, natural conversational-builders, and who genuinely care about customers. You look for all these traits. So, if all of this are in the check box, then you should let them operate in their way for quite a while to even understand and get to know-how of what their style is. Else you will just be making a flock of sheep."Pradeep: “In this kind of a complex marketing-driven, marketing-lead, then sales-led buyer persona, it is extremely important that you create value to every step of your sales process. And call scripts, they basically break that.”Pradeep: “You just got to stick with the value. And for that, as a salesperson, you need to fundamentally believe in the product. If you're not believing in the product, that is exactly why I'm saying negotiation cannot be coached. Because salespeople are not believing in the product, then they are just going to keep throwing away discounts.”Pradeep: “If you're not going to adopt these technologies, eventually, you're going to get antiquated. Because with the kind of millennial sales people, the way they think the way they sell is all different. They are too focused on the buyers and not very much focused on the admin work.”Learn more about Pradeep in the links below:Linkedin: https://www.linkedin.com/in/pradeep-sridar/Email: [email protected]: https://www.trywingman.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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSBe intentional in the people you reach out to for your podcastEnsure that the experience for your guest is ideal Arm yourself with research before the interviewBe genuinely curious about your guestsThe relationship starts after the interviewQUOTESCollin: "Have your show about this particular topic, invite these people that are your ideal customer profile on to your show, and you build a relationship with them in a very different context than you used to. You're adding value from day one, you're building a lot of trust, you're building a lot of rapport." Collin: "Show that you're an awesome host. Show that you genuinely care about them, that you're genuinely curious about them." Collin: "You gotta find ways as a podcast host and as a seller to continually stay top of mind. Engage with their content with intentionality. Continue to further the relationship."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!Claim Your Free 200 Leads here!HIGHLIGHTSTransitioning from media buying to sales The selling process should not be uncomfortable for the buyerSellers are a lot like actors Your physical state is crucial to how you present yourselfFocus on what you want to make the other person feelMaster the script and make it your own Tips for engaging people through virtual interactionEye contact and breaking the fourth wallTaking advantage of video in the time of virtual sellingDo more dialogues, not monologues Do not expect yourself to be brilliant at the spotQUOTESJulie: "I learned that there's a way to sell and be yourself and be effective and talk about product, overcome objections, and still maintain a relationship with the other person."Collin: "Actors deal with tons of rejection. It can be just soul-crushing. Not very prospect is good fit for you just like not every role is a good fit for you." Julie: "There is so much more possible. We just really scratched the surface of what's possible to connect with people through video." Julie: What salespeople do is they'll say something and they feel like they're just talking to a black hole. It's like, nobody's there, nobody's listening. And so, what do we do, we rush in and we answer our own question. Or we get nervous and we cut something out and we jump ahead and we're just all flabbergasted. When in fact, that person is still there. Whether you can see them or not, that person is there. Imagining that they're actually listening attentively is a much better visualization for you because that brings out the best in you. Julie: We're doing way more monologues than dialogues on virtual and that really has to change. But what we need to understand is that's the mindset people come to the screen with. So you have to break that pattern. You have to very quickly introduce interaction, engage like, right away. Julie: "You will improve your engagement 90% if you look at the camera when you ask a question. I guarantee you."Learn more about Julie in the links below:LinkedIn - https://www.linkedin.com/in/juliehansensalestraining/Website - https://juliehansen.live/Book - https://juliehansen.live/look-me-in-the-eye/Email - [email protected] 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!Claim Your Free 200 Leads here!HIGHLIGHTSCutting one's teeth as a door-to-door salesman in OhioDiversion as a musician and getting into credit card debtGetting back into sales at VerizonPeople generally buy from people that they already likeSales is about solving problems for your clientQUOTESMickeli: "I didn't know anything about technology, whatever I was selling, but I knew that they had a problem and I, and I knew, and I believe with all my heart, that this software would help with that problem because it's helped so many others just like them." Collin: I'd rather lose early and find out that okay, price, not in your budget, doesn't work, we're not on the same page. Totally fine. I got a hundred other people to go talk to, not a big deal. Learn more about Mickeli in the links below:LinkedIn - https://www.linkedin.com/in/mickelibedore/Website - https://mickelibedore.com/Email - [email protected] 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!Claim Your Free 200 Leads here!HIGHLIGHTSMoving away from addiction and the kitchen to salesUse all the channels available to you as a salespersonSales is about providing value, not persuasion and trickeryFind the people who resonate with you and sell to themCustomer experience is just as important as the productIt takes more than just one conversation to close a saleSDRs need to be more proactive in handing off clients to AEsKnow your real worth as a front-line salespersonQUOTESJames: "Omnipresence will win the day in 2022."James: "These types of knowledge points to open with and build rapport with becomes something that are expected by the time you finally connect with someone because you're so active in their day to day routines. It's a given that they're gonna talk to you. It's a matter of what we're gonna say to each other now."James: "It's like this mentality that's developed in our system over the course of the last decade or so where we believe our job is to convince, persuade and trick people into buying from us. This is not the way in 2022. This is the way to get bad reviews. This is the way for people to tell 10,000 others in their network not to do business with you." James: "I think people will pay more for a better customer experience all day, everyday. Especially if you can articulate the value in an effective manner, it's really difficult to say no to you."Collin: "For me, the question is how are you going to, as a sales organization, start to focus on more quality over quantity, and not try to play the numbers game."James: "The science is very clear, we know, 16 to 20 touches is what it takes to generate a meaningful conversation with a cold prospect. So, most people giving up after six, you're not even halfway there." James: "Know your real worth as a front-line salesperson and don't tie it to a number. Tie it to the impact that you can have on others and their lives and their routines. Your true worth lies right there, if you just focus right there for a minute."Learn more about James in the links below:Instagram - https://www.instagram.com/saywhatsales/Website - https://joinjbsales.com/Linkedin - https://www.linkedin.com/in/jamessaywhatsalesbuckley/Email - [email protected] 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!Claim Your Free 200 Leads here!HIGHLIGHTSEarly career in sales and marketingPressures of a new role plus dealing with the loss of a fatherWork and personal lives have become more intertwined Taking care of your mental health should be normalizedCreating an environment of vulnerability and courage Leaders need to step up in advocating for their employees' mental health Dealing with substance abuse and taking time off workQUOTESTim: “Drugs and alcohol they're just the surface level things. My core issue is that I didn't know how to handle my emotions or process them healthily.”Tim: “Addiction doesn't discriminate. It can just come up in many forms whether it's pills, or dugs, or alcohol, sex, love, social media, work, I believe that everyone has some form of hook or addiction challenge.”Collin: “It's so common that in a sales organization, it's like, leave your personal stuff at home. When you're here, you need to focus, you need to hit your activities, you need to build your pipeline, you need to hit your quota.”Tim: “It's one thing for two people in the US to speak openly about mental health. But when you start looking at cultures in Asia and India, it's like we don't speak about this.”Tim: “It's never been about me or whoever's representing Uncrushed. We share our stories to create a space of vulnerability. Really when we create the events it's about holding space for other employees to share their stories. And it just normalizes it.”Tim: “The whole point of Uncrushed is not from the point of view of someone who's already asked for help. It's before that. The whole point that we're trying to do is hopefully you'll connect with the story. You'll hear not only what they struggled but what they did to navigate those challenges and find the light.”Learn more about Tim in the links below:Website: https://www.uncrushed.org/LinkedIn: https://www.linkedin.com/in/timclarke/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!Claim Your Free 200 Leads here!HIGHLIGHTSA different brand of salesman Always put the needs of the buyer first, even in hiring salespersonPeople generally don't like to be persuadedModern selling should be about working with buyers Changing the perspective of what it means to be in salesDon't chase numbers at the expense of customer relationshipsCreating a consistently good buyer's experience will payoff in the end Don't work for sales, make sales work for you Look for managers that are as invested in your success as you areKnowing vs Understanding the buyerQUOTESAndy: “I ask sales managers all the time. I see your job posting and I'm dealing with the client or something and I say, okay, here's this job posting that you got listed for a salesperson. So these attributes that you have listed, how do they help the buyer?”Andy: “It's kind of a lunacy that we continue to have sales leadership that puts together job postings that emphasize these qualities, because in many respects, what they emphasize are behaviors that buyers resist and reject.”Andy: “We spend billions of dollars a year in the US alone, training salespeople in behaviors that the buyers universally resist. That sounds like a good idea, doesn't it?” Andy: “This is the problem, right, is we've had this sort of revolution in the last 10 to 15 years with incredible technology coming to the sales space, the marketing space, and people think that the usage of that technology constitutes modern selling. And it doesn't because when you're automating antiquated, obsolete behaviors, it's not modern. It's still the same old crap. You're just doing more of it, you're amplifying it.”Andy: “Sales is not something you do to somebody. It's something you do with somebody.”Collin: “It's so common, you know because of this end of month, end of quarter, end of year, the vast majority of people in sales are stressed out, working long hours, trying to do exactly what you did. You know, going back and forth, forcing these orders to hit numbers so sales bosses can get their bonuses.”Andy: “There's no shortage of studies that have been done about how people are more productive, more creative when they have more control of the choices they make.” Learn more about Andy in the links below:Email: [email protected]: https://www.linkedin.com/in/realandypaul/Website: https://www.andypaul.com/Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197Learn 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!Claim Your Free 200 Leads here!HIGHLIGHTSA life earned in salesLife in a boiler room-type sales environmentsLearning to put the client's interests firstScaling as a service with Sales AssemblyQUOTESMatt: "If I'm on a call with a prospect, I'm gonna be brutally honest as to whether or not I think, what I'm offering, you know today's Sales Assembly for example, is going to be a good fit for them or not. If it's not, not only am I going to tell them so, but I'm gonna go the step of actually recommending, well here's some other avenues, some other outlets, some other providers that are gonna make much better sense for you than what we have to offer at this time."Collin: "I'm not really sure why a lot of sellers are so scared to be just brutally honest and authentic with prospects from the very beginning. I think It's kinda fear-based, right? They're scared they're gonna scare the prospect off or whatever the case is, but it actually strengthens relationships, it builds a level of trust and rapport when you tell them not what maybe you think they want to hear."Matt: "It's easy to justify bending the truth, shading around the edges a little bit in order tog et that done. I just think when you start going down that path, it's easy to take it one degree further the next time until you do eventually reach the point where you're just not being honest in any way shape or form with the people that you're talking to."Matt: "Providing a platform to all these companies to take advantage of all these tools, resources, programs and expertise that would help them scale in a much more efficient and effective manner, that's the thesis on which Sales Assembly has been built on." Learn more about Matt in the links below:Website: https://www.salesassembly.com/Linkedin: https://www.linkedin.com/in/matthewcorneliusgreen/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!Claim Your Free 200 Leads here!HIGHLIGHTS01:44 Building high quality relationships through LinkedIn04:21 Sending video messages to book more meetings05:28 Understand what relationships would be valuable to them06:57 How to nurture your best connectionsQUOTES04:21 "When you send these videos, you want to keep them 30 seconds or less. And you want to invite them to connect for a call and let them know how you can maybe add value."05:12 "Make the conversation about them. Make sure that you're listening more than you're speaking, asking good questions, following up on things, and digging a little deeper."07:09 "Building a network takes a lot of time and a lot of effort, so I really recommend dedicating a certain amount of time each week that you're going to commit to building new relationships and investing in the ones that you've built."Learn more about Collin in the link below:LinkedIn (Collin) - https://www.linkedin.com/in/collin-saleshustle/If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.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!Claim Your Free 200 Leads here!HIGHLIGHTSSales is a meritocracyCold-calling is still the best way to build a pipelineYou're never above picking up the phoneAlways be willing to put in the workShifting perspectives on the meaning of successQUOTESAlex: "Everything is earned, not given in sales. There's this mantra that there's sometimes territory, timing and luck. But the reality is, you know, nothing is really just given in this game. You've got to go out there, earn your stripes, show up on the field every day."Collin: "You know, now we've got lots of fancy tools and unique ways to reach prospects and make the job a little bit easier. But there's still some things that are essential that will never change. You got to put in the work, you got to earn your stripes and consistency is key to success in any sales role.Alex: "I think the moment that anyone feels that beyond anything, is the moment, in my view, your career is in trouble."Alex: "When you are performance driven, you're going out there showing up, showing the right behaviors and delivering, you put yourself in a position where the spotlight's on you. You're going to get more recognition and get the rewards out the other end."Collin: "I used to kind of chase the money. That was like the most important thing to me. Now I have three kids, a fourth on the way, like I'm trying to figure out how I can get to a place where I'm comfortable, where I don't have to work on Fridays. You know, that's success. Like that's what I'm chasing right now."Learn more about Alex in the links below:Website: https://www.alexalleyne.com/Email: [email protected]: https://www.linkedin.com/in/alexalleyne/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!Claim Your Free 200 Leads here!HIGHLIGHTSLearning the ropes: growing up in an entrepreneurial familyNecessity is the mother of inventionSolving the peanut butter staffing issue with MonsterConnectThe prospecting game has changedCold-calling is not dead!Be clear in saying who you are and why you're callingQUOTESCollin: “There's all these people saying, 'cold calling is dead', 'you shouldn't be cold calling'. And it's still the best way to build pipeline. You're just not doing it right in a lot of cases. “Brad: “When you think of prospecting, I think about a gold miner. Their whole focus is to just identify initial specks of gold. That's their job. That's the same thing as a prospector. They're trying to identify initial points of interest. They're not trying to sell.” Brad: “When people pick up the phone, there’s only two things running in their mind: ‘Who the heck are you’ and ‘Why the heck are you calling.’ Now, people pick up the phone because they want something to be excited on the other line.” Brad:“When I see the 'Not Interested' usually people try to double down and pitch -- it's usually because they're not the right person. It's not that they're not interested because you sucked, they're not interested because that's not what they're involved in.”Learn more about Brad in the links below:LinkedIn - https://www.linkedin.com/in/brad-seaman-3ab4a049/Website - https://monsterconnect.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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTS1:37: Overcoming childhood abuse by working on oneself4:53: No excuses, just results 7:36: Take charge of your life and make decisions to get the life you want11:16: Chase fulfillment and impact, not just wealth16:47: What are you selling? Would you still sell it if you didn't get paid?QUOTES1:35: Life is whatever you choose it to be, and until you know your worth, you will never get it. 2:36: "He tells me the most important thing I've ever heard in my life. He goes, 'I didn't fail you, you failed yourself. You need to understand something: if you want something, you need to earn it. You cannot get by on charm and your good looks.'"8:48: “If somebody has done the thing you're trying to do --- if you model what they have done, you can do it too. That's all I did.”12:00 - “If you want success in life, you can be financially well-of. You can have wealth. But fulfillment is worth its weight in gold. The idea that you get up, every single day and you're living life on your terms? No amount of money will ever replace the feeling of that kind of satisfaction.” 12:50 - “People be like, be an entrepreneur, be a hustler. Like that's all fine and good, but are you happy? Are you satisfied? Are you putting something into the world of value? Are you changing the world? Are you creating impact? Or are you destroying everything around you?”21:38: “My goal is to end generational trauma in my lifetime.” 21:51: “Stop selling yourself short. You can do so much more than you believe you're capable of but you're scared to take the chance. You're scared to face your fear. You're scared of the risk.” Learn more about Michael in the links below:LinkedIn - https://www.linkedin.com/in/traumasurvivormentorandcoach/Podcast - https://podcasts.apple.com/us/podcast/think-unbroken-with-michael-unbroken-cptsd-trauma/id1477432473Learn 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!Claim Your Free 200 Leads here!HIGHLIGHTS00:51 Cold-calling is a party role for sales people01:27 'Warm up' before you do cold-calling 02:10 Always use good data and write a solid script02:55 Getting into the correct mindset is key 03:42 Review your calls, especially those that didn’t work outQUOTES01:27 Collin: "Using the phone alone will not work anymore. You want to use other channels to warm up the calls and have a reason for calling."01:43 Collin: "Ed and I have been doing live cold calls on LinkedIn and last week. We did a day's worth of prospecting in 60 minutes, thanks to our partner MonsterConnect and we had very good data provided to us by CloudLead. And what happened in that 60 minute dial session is we had over 25 conversations. We got a couple of referrals of who we should be talking to, ad we booked three meetings in 60 minutes."02:56 Collin: "Your mindset is huge as well. If you go into it with this mindset of 'Cold calling is dead', 'People don't pick up the phone', and 'This sucks' then, yeah, people aren't going to pick up the phone. It's gonna suck and you're not going to book any meetings."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!Claim Your Free 200 Leads here!HIGHLIGHTS01:15 Skipping college and outdialing everyone into a sales leadership role04:22 Prospecting for jobs like an SDR08:24 Reaching out, focusing on trigger events, and finding patterns 12:10 Transitioning from SDR to LDR to sales leader 14:29 Read and learn from resources and connect with Jed QUOTES04:43 Jed: "I would create pitch decks. It was two slides. The first slide is these are the three reasons why I think I'm a fit at your company based on your application. So I pull three things from the application and then just speak to some stories and personal attributes about myself that I think helped me align with that role."06:47 Jed: "I knew that the manager of the SDRs, he had just come in. He was brand new to the company and he was really big on call volume. He wanted everybody to increase their call volume, really go after it. So I knew what he wanted. So I was like, I'm just going to call more than your SDRs were full time as an LDR and you'll have no choice, but to promote me."09:58 Jed: "Mainly email and phone. A big part of the strategy and the cadence set up is that, anytime I make a phone call, I'm also doing two other touches at the exact same time."Learn more about Jed in the links below:LinkedIn - https://www.linkedin.com/in/outboundsales/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!Claim Your Free 200 Leads here!HIGHLIGHTS01:39 A difficult start in sales and learning from a sales leader03:47 Working with peers helped jumpstart a coaching career 06:45 Building confidence through time, practice, and leadership12:43 Deep practice: Micro and macro summaries and objection handling 19:11 Increasing receptivity and lowering resistance from prospects22:23 Put in the practice and be vulnerable 28:16 Connect with JordanaQUOTES03:53 Jordana: "When you don't have any real sales skills, you're going to be making a lot of mistakes. But the sales leader made it a really comfortable place to mess up and he'd offer feedback out loud to us in the sales pit after we got off our calls."13:01 Jordana: "Talented and successful athletes and musicians from these pockets all over the world have developed their skills, and it's usually not just through repetition, but through what they call a kind of deep practice or deeper deliberate practice."14:51 Jordana: "Conversations, it can be a really valuable thing periodically to play back what you are hearing from them, both to confirm understanding but also to give the person that you're speaking to the experience of feeling seen and heard and understood... it does wonders for lowering prospect resistance and increasing trust."Learn more about Jordana in the links below:Website (The Practice Lab) - https://www.thepracticelab.co/Website (Spriing Training) - https://www.spriingtraining.com/LinkedIn - https://www.linkedin.com/in/jordanazeldin/Email - [email protected] 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.

HIGHLIGHTS02:21 Todd's early career and experience 06:44 Behavioral Science in Sales: How does it apply?12:21 Transparency as a revolutionary sales tactic 18:13 Hot tip: Build a foundation of trust early on with your clients23:58 Always set a price in the beginning28:05 Connect with ToddQUOTES 09:07 Todd: "Why as human beings, do we want to go to the negative first? And why does that actually aid in our decision-making process? And it turns out all of that applies to human, to human or B2B — that our brains, we are wired subconsciously to know that perfection can't possibly be reality."16:10 Todd: "Disarm your competitors, win faster, lose faster and speed your sales cycles because you're helping the buyer predict a lot faster.19:24 Collin: "You need to know your strengths and your weaknesses as a company extremely well. And you need to know your competitors extremely well."24:19 Todd: "I believe that if we're talking about a six figure-solution to a four figure-buyer, one of us is in the wrong. And vice versa."26:44 Collin: "Your reputation as a seller matters. you want to make a good impression in all scenarios, regardless of the outcome."Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Todd in the links below:Book: https://www.transparencysale.com/the-bookWebsite: https://www.transparencysale.com/LinkedIn: https://www.linkedin.com/in/toddcaponi/Podcast: https://podcasts.apple.com/us/podcast/the-sales-history-podcast/id1571354113Learn 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.

HIGHLIGHTS01:04 Tip 1: Get in the right mindset01:50 Tip 2: Consistency is the key to success03:20 Tip 3: Practice to find your most effective prospecting strategyQUOTES01:23 “You need to block that time off because if you are shifting from one thing to another, and then it's just so easy to make up an excuse or have a good reason for the prospecting not to get done.”02:09 “Being consistent with your prospecting, having it on your calendar, whatever works for you. For me, I like to do it daily and I like to get it out of the way in the morning.”03:20 “You should be practicing this, get with other people, do some role playing. Test different things. Don't take the LinkedIn gurus or the sales influencers’ word that this is the only way to prospect.”Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Collin in the link below: LinkedIn -https://www.linkedin.com/in/collincmitchell/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.

Brent Keltner, Ph.D. is the founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy. He is also the author of the forthcoming book The Revenue Acceleration Playbook. Winalytics helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer and customer-defined success.Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Brent in the links below:Website - https://winalytics.com/LinkedIn - https://www.linkedin.com/in/bkeltner/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.

Brad Mulvey is a husband, dad, entrepreneur marketing consultant, podcast, host, and personal development junkie. As host of the World Class Dads podcast, he explores fatherhood with the world’s top performers to learn how they integrate being amazing dads with their pursuit of world-class achievement.He is the co-founder of GuestBoxLove, an innovative service that allows podcast hosts to automate sending thank you gifts to guests of their shows.Brad is also a VP of Customer Growth at Speedeon Data, where he works with some of the world's largest brands to execute data-driven marketing initiatives. Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Jonathan in the links below:Website - https://www.guestboxlove.com/ https://worldclassdads.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.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!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.

Jonathan is an introverted science nerd from Colorado who somehow wound up making his living as a sales practitioner. Throughout his career, he has regularly engaged in deliberate practice to improve his sales skills and become a top performer. His passion recently led him to co-found The Practice Lab, a program for B2B sellers to come together and practice their craft in the same way that performers and athletes practice theirs.Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Jonathan in the links below:Website - https://www.thepracticelab.co/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 Vidyard Account & State of Virtual Selling Report here!Claim Your Free 200 Leads here!HIGHLIGHTS02:32 KD's sales journey and his realization that there is always a job in sales 06:50 Entering SaaS sales and cutting his teeth in Snacks as a Service11:50 Imitating the repeatable outbound processes from Aaron Ross16:30 A relationship versus a transaction: Sales is not a coin-operated machine25:10 Paying people before sales are made: A radical experiment that works32:23 Buyers don't trust commission breath, so change comp plans36:04 Connect with KDQUOTES05:25 "Chips on shoulders put chips in pockets, baby. Maybe you find people that got a chip on their shoulder, something to prove, they always will outperform people that don't."09:02 "When you think about building any high-performing org, you have to have the right people, you have to have the right process, and you have to have a phenomenal understanding of your prospect. No matter what you're selling, those three things matter."17:10 "Anything that requires money for something else to occur is not a relationship, that is a transaction. Period."20:48 "IIW. Is it working? If only 35% of people are hitting their goal in sales with a compensation structure that's supposedly designed to drive the behaviors to get to their goal, is it working?"25:54 "Comp plans from most companies are lazy management. They think the comp plan will drive the behavior. It won't and it doesn't and I've tested enough times now to see that it truly does not."Learn more about KD in the links below:LinkedIn - https://www.linkedin.com/in/kddorsey3/Podcast - https://podcasts.apple.com/us/podcast/live-better-sell-better/id1518419694Patreon - https://www.patreon.com/insidesalesexcellenceLearn 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.