Sales Transformation

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!HIGHLIGHTS01:05 Tip 1: Search podcasts your ideal guest has been on 01: Tip 2: Guest on podcasts02:12 Reach out and follow up: A requirement before getting guest’s commitment02:32 Tip 3: Look for podcasts trying to monetize their show and create partner or affiliate relationships with themQUOTES01:55 "You can find it on LinkedIn, get on book masterclass by sales cast. Um, we're going to cover all these strategies, but high level, you want to figure out what type of podcasts are your buyers or your customers or ICP listening. And those are the types of shows that you should go on. You should reach out to these people in a meaningful way."02:32 "Solid simple single call to action at the end of every podcast that you go on. Right? So that's number two. And then the third way that you can actually use podcasting to drive revenue, as you can find podcasts that are looking to monetize their shows, there's many, um, successful shows. Trying to find ways to make money through their show and you can create partner or affiliate relationships with these shows."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. Check out these links to become the pro sales athlete you were meant to be:https://www.salestransformation.fm/blog/the-sales-athlete-needs-to-practice/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.

This episode of the Sales Transformation Podcast with Collin Mitchell features Mor Assouline, a three-times sales leader, two-times VP, and Founder of the From Demo to Close Program (FDTC) that teaches AEs how to close fifty plus percent more of sales demos. Mor learned a valuable lesson from his father that in life and sales you sometimes need to be naïve. Taking blind risks, not overthinking, and pretending you’re seeing things for the first time paved the way to overcoming his fear and initial doubts about sales. One of the essentials of mic drop demos is tonality, which salespeople don't really have any formal training on. However, when used effectively, you can leverage it and make your demo appear more dramatic and heighten the engagement on the demo.

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!HIGHLIGHTS01:11 Be a sales athlete and prepare for game day02:37 A positive mindset is a lifestyle 03:50 Practicing is the solution: Make it a priority and hit your quota04:26 Review the game tape to see why you won or lost to improve for tomorrowQUOTES01:32 "Athletes don't just show up on game day and hope for the best. There are many things that they do to prepare, to have proper mindset. They practice on a regular basis, and these are the same things that sellers need to be doing."03:31 "You want to get proper sleep. You want to eat healthy. You want to exercise regularly. For me, meditation is huge. I meditate in the morning and throughout the day. These are all things that helped me have a proper mindset in my selling role."05:01 "There needs to be culture where practicing, failing, making mistakes, learning, getting feedback, asking questions is all part of the norm to get better at the art of selling."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. Check out these links to become the pro sales athlete you were meant to be:https://www.salestransformation.fm/blog/the-sales-athlete-needs-to-practice/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!HIGHLIGHTS01:17 Edward's unplanned but successful entry into sales 07:37 Prioritizing morals over the hunt for commissions 12:00 LinkedIn and RevGenius: Platforms to rebound from the losses of 2020 18:46 Selling to salespeople can be easier because of their natural curiosity21:30 Surround yourself with people who value you24:19 Embracing social media and starting his own podcast27:08 The Level Up Show: Success stories of where you fit in the business worldQUOTES07:16 "If you're constantly in an environment of people who really indulge in the narcissistic and manipulative ways, you'll see yourself slowly growing into that, and that didn't lead to anything good. I had to get a real reality check."10:01 "The best, most brilliant, top performing sellers that I know all have those traits, all have the ability to always be open-minded, willing to learn, willing to take feedback, and willing to put it into action, and understand patience and playing the long game."22:02 "I'd say losing a lot of confidence is pretty normal, if you lose the things that you have. And the biggest lesson that I learned is to surround yourself with people who actually understand your value and understand your growth."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. Learn more about Edward and follow his podcast in the links below:LinkedIn - https://www.linkedin.com/in/edward-purmalis/Podcast - https://pod.link/1595662150Learn 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!HIGHLIGHTS01:39 Entering sales in tech pre-Y2K and starting a place to practice the craft 05:33 Giving feedback is a skill that needs to be practiced too10:27 Patience as a seller: Learn to listen and aim to educate17:33 5 on Friday: Receiving feedback provides actionable improvement ideas20:06 Connect with François and sign up with 5 on FridayQUOTES02:51 "I still fundamentally believe (sales) is one of the jobs that allows you the highest earning potential with the lowest barrier to entry. And I mean that in a good way. Anybody, really, can sell and I think it is an admirable trait."11:30 "Your job really is just to wait, not to send that email every two days and check in or call and check in. They have a whole process internally... but waiting and being patient is probably one of the hardest things."16:14 "You're coming there and there's got to be a consultative component. There's got to be some background. They're looking you to educate them, and if you can't, you're dead in the water."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. Learn more about François in the links below:LinkedIn - https://www.linkedin.com/in/fbourdeau/Website - https://www.5onfriday.live/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!HIGHLIGHTS00:40 Remain teachable: A hard one for established sellers to do02:02 Case study: Implementing user-provided feedback during live cold calls03:34 Get ego out of the way and be willing to take feedbackQUOTES00:57 "Sometimes sellers can tend to have a big ego or think that they have it all figured out or they know what works and they know what doesn't, but things change and new approaches, new ways of doing things, work that used to not work." 02:52 "As a seller, you need to have an open mind. You need to be willing to test things. You need to be willing to change and pivot to what might work. What worked yesterday might not work tomorrow."03:05 "We ditched the permission-based opener and we went right into the opening, sort of, poke the bear, pique their interest statement question. And boom, we got a referral on the next call and we booked a meeting."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. 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! HIGHLIGHTS01:14 Starting as a pilot and loving the sales process03:25 Sandler Training: Questioning strategies vs pitching09:01 Mindset: Listen, be curious, and understand from a client's perspective13:33 Assertiveness is directly proportional to your prospecting activities18:34 Respect prospects who can't afford you for the qualified referrals21:57 Using sales development practices in hiring candidates25:12 Prospecting on LinkedIn is the best channel26:06 Connect with Bryan QUOTES06:14 "It goes to the act of listening. Radical listening skills, I think, is the other reason that we don't do it, is because we don't listen well enough to be able to feed off of what was just said and dig down deeply there."09:46 "It all comes down to listening, framing that, summing it up, getting that that's right, to then have the permission to jointly move on down the path."15:44 "Just don't go too quick to pricing and then get them in the pipeline and then chase their tail for the next 6 months trying to get the thing closed because when you're saying yes to doing that, you're saying no to doing other things."18:13 "What resources will you have? What value can you bring that, when timing is right, you are the person that stood out because they're going to buy you and the sales process that you took them to, more so than your price or even your service offering."22:55 "What we've found is that sales development is no different than recruiting. It just has different names to it.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. Learn more about Bryan in the links below:LinkedIn - https://www.linkedin.com/in/brywhittington/Website - https://ebsgrowth.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 Vidyard Account & State of Virtual Selling Report here!Claim Your Free 200 Leads here! HIGHLIGHTS01:22 Tip 1: Permission-based opener02:31 Tip 2: Give them the reason for your call immediately03:27 Tip 3: Educate don't interrogate: Bring insights and provide value04:00 Tip 4: Have a purpose: The longer the call, the better 04:24 Tip 5: Let the customer speak: Ask probing questions QUOTES02:02 "Once you get permission to move forward and continue to speak and have a conversation, you're going to have a higher success rate and have more conversations rather than just trying to brute force, go into a conversation and start pitching."03:27 "You really want to educate them. You don't want to interrogate them with questions or BANT questions or anything like that. Bring key insights, share strategies, share things that are working for other companies like them."04:24 "You want to actually be doing less of the speaking, so you would ask questions, probing questions, pique their interest and their curiosity to learn more about what it is that you have to offer." 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. 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! HIGHLIGHTS01:20 Connecting Bryan's love for opera performance with sales success08:03 Bryan's talent for learning the needs of companies and providing it11:44 Apply yourself and transform from a good seller to a great one15:42 Bryan's work ethic: Work until the job is done21:18 Seeking out leadership and struggling25:42 SaaStr: Largest community for execs, entrepreneurs, and founders27:12 Engage with SaaStr University and connect with Bryan QUOTES05:05 "I now treat (sales) as much of a science as practicing law and medicine. There is so much to study, there's so much to know, there's so much to learn in terms of psychology of people, in terms of human relationships. And if you can become a master of human relationships, you can do anything."09:22 "One of the biggest pieces of learning that I had was learning how to help others understand the growth bottle for their own business. And I was doing this at 23 off of a sales training in methodology after a music degree."13:04 "It's not even product and business. If you can build a relationship and actually build one that lasts a lifetime, that you can take with you wherever you go, if you can build a relationship, that is what top sales people do."20:19 "As long as I accomplish that job and I do it well, I know someone's going to notice. And if nobody notices, I know I'm going to notice. I know because I'll see it in my results, I'll see it in my paycheck. We're in a performance business, so if I'm doing right, I'm going to see it."24:54 "It was something that I had in the back of my head when I first got started was like, I know how to do this. Everyone should just do it the way I did it. And it's like, that's not leadership. That's management."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. Learn more about Bryan in the links below:LinkedIn - https://www.linkedin.com/in/bryanelsesser/Website (SaaStr) - https://www.saastr.com/SaaStr University - http://app.saastruniversity.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. 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! HIGHLIGHTS01:27 Using LinkedIn to sell to VPs of sales and training SDRs04:19 Innovating sales and interview processes for clients 07:01 Sales manager vs sales coach: Play to individual strengths with a vision board11:03 Personal branding on LinkedIn: Use video and become a thought leader15:48 Personalize LinkedIn videos: Do your research on your prospect18:57 Creating a course and monthly on-demand access for clients21:13 Connect with Katherine QUOTES02:21 "I was selling to VPs of sales, which people say is the hardest persona to sell to. And so I was really having to figure out how can I break through the noise in this crazy time? So I started using LinkedIn like crazy."07:23 "We can't have that management approach where everyone is doing ABC every single day. We have to have the coach mindset where we're able to easily pick out what people are good at and then get them doing that on repeat." 09:25 "I don't think a lot of managers know that their new SDR wants a Mercedes next year or that someone's playing to buy a house or have another child coming soon. And so being able to create that vision board and have the holistic view of your salesperson will help you tap in as a coach in an insane way that no one else is doing."13:12 "My golden nugget of advice is, after you've sent a video, they've heard your voice, he's seen your face, they've seen some follow-up, that's when you start cold calling. Because I just found so much gold in being able to call people."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. Learn more about Katherine in the links below:LinkedIn - https://www.linkedin.com/in/katherine-caldwell/Website - https://www.katchsolutions.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 Vidyard Account & State of Virtual Selling Report here!Claim Your Free 200 Leads here! HIGHLIGHTS01:04 Focus on conversations: Earn the right to pitch your product or service 02:34 LinkedIn DMs and emails: How to take the conversation off the platform03:49 Cold calls: Realize that you're interrupting their day, so get permission QUOTES01:42 "Focus on building relationships and having conversations. You want to target the right people and have high quality conversations with those people. Be genuinely curious learning about them, what problems they have, what things you might be able to solve, creating some value, offering some value."02:37 "When you send a LinkedIn DM, the goal is to build a relationship and take the conversation off of the platform. So sending your pitch as part of the DM ruins any chance of that ever happening."03:51 "When you cold call to people, you're interrupting their day. Get permission to speak with the opener. Tell them why you're reaching out to pique their interest to want to have a further conversation and continue to talk."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. 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! HIGHLIGHTS01:35 Working as a busboy and entering sales by selling knives05:25 Initially sucking at sales and how Ryan reached President's Club11:01 Applying the Perfect Customer Profile: Going from 0 to 30M with just 4 reps18:09 2x your revenue: 2x your deal size or halve the time it takes to close a deal20:50 Update quarterly your Dream 100 and have a balanced portfolio23:09 Referral operating system: Increase deal size in half the time26:18 Four-step framework: Pathways, Peaks, Process and Persuasion33:51 Connect with Ryan QUOTES10:36 "Information is aggressively accelerating that things change so fast that, what you take is something that's just like brushing your teeth or putting on deodorant, is life-changing to someone else who specialized in a different area."13:36 "If you are listening and you are serious about doubling the deal size for your business, you want to write this down now. Okay, so it's called the Perfect Customer Profile... it's like if your ICP had a baby with Pareto's principle, the 80-20 rule where 20% of what you do creates 80% of your results."15:27 "You look at the five biggest clients that you've closed, the five fastest clients that you've closed, and the five biggest losses that you've had. And then, what you do is you look at it and you look at the ownership structure across those, the functional areas, the biggest result that you created for them." 24:38 "Create a referral operating system. And that referral is beautiful because it helps you close deals in half the amount of time. And the deal size is, once again, it's 125, 150%, and that's just by leveraging all the investments you've already made and then systemizing it so you continually get warm leads."29:14 "90% of what we do as adults, I think it's once you get past the age of 30, is hardwired and based in our subconscious. So it's tapping into that subconscious and aligning that the right way and saying the right thing at the right time."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. Learn more about Ryan in the links below:LinkedIn - https://www.linkedin.com/in/ryan-staley/Website - www.ryanstaley.ioPodcast (Spotify) - https://open.spotify.com/show/39FMS44jbijarB1VR55klaLearn 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!HIGHLIGHTS00:18 Prioritize your efforts in prospecting02:00 Key aspects that salespeople struggle with03:17 Put some manual tasks on top of the automated process04:26 Follow your own version of a script QUOTES 00:23 "Prioritize your prospecting efforts. And what I mean by that is you wanna prioritize your prospecting with let's say your warmer prospects. These could be inbound leads, connected from Linkedin, these could be leads that opened your email multiple times. I would highly suggest that you prioritize those."02:05 "You really wanna go into it with a mindset of really trying to add value. Have a good solid value proposition where you're trading something that's of value for their time so they're equally excited to have the conversation, to want to move forward."03:51 "Something that shows that you really care and you do wanna help them, and it also positions you as an expert as the person to help them with that particular thing. So find a way that you can layer in some tasks into your sequences that are manual."04:40 "Have a good solid talk track so that when they do pick up the phone, you know exactly what you're gonna say, how you're gonna say it, and how you're going to move that conversation forward. So be prepared when you are hammering the phone."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. 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!HIGHLIGHTS00:12 Monster Connect, a parallel dialer that gives you more conversations00:26 Live cold calls event every Wednesday from 10 AM - 11 AM PST01:39 First episode of live calling starting next Wednesday, November 17QUOTES00:08 "We are super pumped that we are partnering with Monster Connect. Monster Connect is a parallel dialer that allows your outbound team to have more conversations than they're ever used to having."00:53 "If you have a role that requires you to make cold calls, which should be most sales roles. Then this is something you don't wanna miss, you can always watch the replay but it's never as fun as joining us live."01:08 "You can see how Ed and I go about making cold calls, we're gonna be breaking those conversations down. We're gonna be talking about permission-based openers, we're gonna be taking some of the things that we've learned and putting them out there so you can learn from us."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. 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!HIGHLIGHTS02:31 Larry's quick introduction to the sales world and how he started05:13 Hiring a business coach at 40 years old to transform Larry into someone better08:05 Switching to a podcast, sipping coffee in the lobby of the Bellagio, Selling From The Heart14:12 Actually giving a rip, genuine care, that comfortable feeling: Making it all about the customer19:20 Bringing the small things into sales, being genuine, authentic, honest makes it easier22:57 Trust and credibility in sales is really low for a very long time28:50 In order to be you, you have to get to know you: Being true to yourself36:52 Uncovering your gift that comes easy and natural45:15 Final thoughts and how to reach LarryQUOTES04:37 "What concern about salespeople today is that they're afraid to try new things ... I was always open to trying new ideas, new ways to help me grow. I held myself to a higher degree of a standard than anybody else."10:49 "But you know what, that's how you learn, that's how you grow. You gotta be willing to try new things. Because anything I can part on your listeners is the only way to grow is try new things. And you gotta be willing to do it, and you gotta be willing to s*** at it and learn from it."18:19 "Whatever you do in your career, don't ever half-a** your sales career. Go at it 100% because if you can't do the small things correctly, you'll never be able to do the big things correctly."21:51 "Six percent of people will remember what you said 10 minutes after you leave ... your buyers and your current customers are gonna remember six percent of what you said after you leave the room or the virtual room. However, they're gonna remember 100 percent of how you made them feel ... the message matters so much in sales."26:47 "I lacked confidence, I lacked believability in myself, maybe I had low self-worth at that time and I go 'I just can't do this.' However, where I really started to understand is when I started to bring care and appreciation in all this to the forefront ... 'Listen, I'm putting me out there. I'm providing a level of service and experience you're not getting with other people, there's a cost associated with that." 29:08 "In order to really be a truly great sales professional out there, you gotta really get to know who you really are. You gotta get on the road to self-discovery, acceptance, self-acknowledgement, and self-care. You really gotta do the hard work."33:36 "If y'all wanna have an overflowing sales funnel, you gotta build a network flowing relationship funnel. And the way you build relationships is through conversation. And you understand what makes that person tick."37:30 "I'm a big believer of if you want to get to know somebody, you got to be willing to go first. And I go first all the time. I share something of me to get the ball rolling. And it doesn't have to be deep dark secrets or anything like that, just a little piece of me to somebody."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. Learn more about Larry in the link below:LinkedIn - https://www.linkedin.com/in/larrylevine1992/Website - https://www.sellingfromtheheart.net/Website - https://www.sellingfromtheheart.net/trust-intensiveBook - https://www.sellingfromtheheart.net/bookPodcast - https://www.sellingfromtheheart.net/podcasts/selling-from-the-heart-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 Vidyard Account & State of Virtual Selling Report here!Claim Your Free 200 Leads here!HIGHLIGHTS00:21 Running discovery and better qualify your prospects01:17 Not everything is under your control02:00 Increase your skillset in running discovery02:55 Final thoughtsQUOTES00:35 "Get very clear on who you best serve and who you don't."01:07 "You want to be very disciplined with what you allow to get in your pipeline. Make sure it's a deal that you actually have a good chance to close."01:26 "You wanna do your best work on the front end of the sales process to make sure that the deals that you have in there are highly qualified prospects. Prospects that are highly engaged, prospects that you have identified have a business problem that they care about solving and you are the best candidate to solve that problem for them."02:11 "It's not enough to just tell your prospect that they have a problem, you need to ask enough good questions to help them realize they have a problem. And that it's actually a business problem, not a technical problem or a nice to have the type of problem of solving and what is the impact and priority of solving the problem."03:07 "Disqualifying your prospects is important because your time is valuable, you're pipeline should be treated as a coveted space for deals that have been qualified and validated that is worthy of going to the next step of your sales process."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. 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!HIGHLIGHTS01:02 Darrell's early sales experience selling sports great at the trunk of his car03:50 Finding the leads that you can close and eliminate the follow-up mindset07:22 Understanding patience and the long game11:59 Five star prospect and the ideal customer16:29 Honing the customer journey and your mind bring sales23:32 Telling potential customers to slow down and have the courage to say you're not the right person for their needs if it applies28:49 When Darrell made the jump from sales to marketing34:24 Final thoughts and how to connect with DarrellQUOTES05:14 "The best salespeople become resources to their prospective customers in such a way that you essentially eliminate competition. So what most people would do is if you aren't ready to buy a home or mortgage and you don't close today ... they pretty much move on to the next lead."07:06 "Salespeople can elevate their game is understanding that you can't control timing. Even if there is 'triggering event' that would likely want to purchase your job is to understand you don't control timing, they do."11:49 "Another problem that salespeople make is that they try to close everybody. Well everybody is not your customer."15:21 "If you sell from a scarcity mentality, if you sell to a prospect who is more educated than you about it, you're going to lose the sale anyway."19:35 "If you get real refined about who it is you wanna sell to, who you want to be an expert to and who do you want to be known as your life gets easier."26:26 "You are in control of your business, you're in control of who you want to be in the marketplace. I decided that I wasn't going to be a rate junkie, that was what we called them in the game. I'm going to be an adviser, that's how I approach my business ... and that simple distinction means you behave in a different way."32:38 "The digital marketspace feels very much as nasty and scammy as some of the days in the mortgage industry ... I talk to business owners today, and they're in such a jam, a mess because of someone who 'call themselves an SEO expert.'"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. Learn more about Darrell in the link below:LinkedIn - https://www.linkedin.com/in/mrdarrellevans/Website - https://www.linkedin.com/in/mrdarrellevans/Podcast - https://www.themindshiftpodcast.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 Vidyard Account & State of Virtual Selling Report here!Claim Your Free 200 Leads here!HIGHLIGHTS00:15 Optimize your profile and why it matters01:34 LinkedIn headline should be simple, straight to the point, and why people should reach out to you02:27 LinkedIn mindset that you should have03:50 Sales Navigator, the tool you need to try out05:26 Video vs text In terms of booking meetings in LinkedIn in Collin's experienceQUOTES00:33 "Two big places that you want to focus on first is your banner. Make sure that you don't have some generic banner ... it should be something unique to you, your brand, and what it is that you do for your prospects."00:55 "Second place that you wanna focus on is your headshot. Make sure that it's zoomed in a headshot that you look friendly, approachable, professional. You don't need to have a suit and tie or have a buttoned-up shirt, but look approachable."02:14 "Because when you reach out to people to connect with them, they are going to check out your profile in most cases before they decide to accept it. So this is a very important piece."04:19 "Connect with as many as possible, you can only do a 100 a week. So you might as well maximize that every single week. I typically recommend that you don't do all 100 in one day, maybe do 80 on a Monday and save yourself 10 or 20 that way if there's anything that comes up throughout the week like a prospect or inbound ... you haven't maxed out your connections."05:30 "I was able to book 15 minutes per week following this recipe. Sending them a video telling them about a way I can add value that piqued their interest to have a conversation. Not a discovery call, not a sales conversation, not a demo of my product, but something that was related about what it is that I do ... that was of value to them."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. 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!HIGHLIGHTS01:15 The origin story of Nadja and a little about lemlist04:21 What works with handling a remote team with all its success 06:02 How to find and figure out people who can excel in the right work environment08:41 How to manage people to not burn out and how lemlist handle their team12:23 What happened to the team when KPI was removed for two months and how it affected their morale and performance17:29 How lemlist has grown since Nadja came on board23:15 Nadja's final thoughts and how to connect with herQUOTES04:34 "The most important lesson that I've learned and what really helped me create that team bond was actually me as a manager being very vulnerable and transparent with my teammates."09:30 "We have regular one-on-one's, I think that's the crucial part when you're managing a team remotely. Not to only talk about work, but how they're satisfied with their own role ... how they're feeling if they're feeling overworked, overworked, etc., I think that's the crucial part."11:20 "Communication is key, right? And holding a space where people are comfortable to not just tell you about their pipeline but what's going on in their personal life as well. And I think that is something that a lot of sales leaders lack today, unfortunately."16:15 "The reality is if you can't trust your team to do their job by doing something bold like that when your team needs it, then you really need to question your own leadership skills."22:35 "The way that we really grew was that no matter what we were always focused on the customer. We were never focused on our metrics, on our revenue ... But everything we've done was with a mission of how we can help them succeed because if our customers succeed, they're gonna be helping us succeed as well."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. Learn more about Nadja in the link below:LinkedIn - https://www.linkedin.com/in/nadjakomnenic/?originalSubdomain=rsLearn 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.

HIGHLIGHTS01:36 Harry's early life as a missionary and how it all transitioned for him in sales09:36 Jumped on in B2B sales despite not having any experience besides doing missionary work 13:40 Placing missionary principles into sales and how it worked for Harry16:12 Treat others the way they want to be treated24:50 What people expect on Harry's book as well as closing statementsQUOTES10:34 "I will succeed with love. So here I was a missionary work was all about serving people, and I'm going to bring love into the world into the corporate environment."14:55 "Simple things like, listen before you speak, would be one example, right? Showing that you had empathy. So, I would listen to others who would ask questions and It would be a question, response, next question."15:28 "Sales conversations are, you know, people are so quick to look for the silver bullet or the perfect script, questions, or this is how you run discovery. And the reality is every person, every situation, every company, there are just too many things that are dynamic to have one size fits all in every situation."19:11 "So a lot of sellers think 'oh I can only ask for referrals if somebody bought from me. That's not really true, if you do the right thing and you help people you can actually build people who want to help. Build an army who want to help you."21:56 "People don't buy that anymore, that high pressure super urgent urgency close. And also it devalues you, the seller, your company, the solution or the product or service that you sell. And ultimately it just pisses prospects off."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.Learn more about Harry in the link below:LinkedIn - https://www.linkedin.com/in/harryspaight/Selling With Dignity - https://www.amazon.com/Selling-Dignity-Harry-Spaight/dp/1956353011Learn 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.

HIGHLIGHTS01:13 How to be more human in your sequences and what it means02:30 Tools and ways to get leads on how to best approach with your list03:37 How to effectively do an even blended approach to your sequence04:14 Examples of manual tasks mean in a sequence05:09 Layer multiple manual tasks in your sequence and whyQUOTES01:27 "Sometimes to get better results, you need to do the non-scalable activities. A couple of things here that sort of happened when we started to shift some of our sequences and implement some of these things and see significant results."02:30 "There are lots of tools that you can use to get leads but if you really wanna go deep on how to best approach each of your lists. Cloudlead can do some really interesting things where they can identify which people are more active in social. So your sequences can have more social touches in the sequence."03:52 "The thing that I wanna address here is how you can actually start to get more results in your sequences is by scheduling manual tasks. Now, whatever sequencing tool or software that you use should have that."04:45 "This allows having more creativity in your outreach to bring more of yourself into what you do rather than just relying on the templated sequences that are provided to you."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. 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.

HIGHLIGHTS01:11 The beginning of Michael's sales journey in the early days of 2000 and where he is now04:46 True moments where Michael had almost had to stop what he was doing but how he was able to jump from that ledge successfully06:37 What Michael experienced with online retailers and how he was able to bring it to his own company and beyond11:32 Customer Acquisition vs. Customer Retention14:41 How Post Pilot started and where it is now19:55 Final thoughts and where people can get started for Post Pilot and connect with MichaelQUOTES07:13 "It was interesting to look under the hood of how these eight or nine-figure brands really operated and for the entrepreneurs out there who think 'Gosh this hundred, two hundred million dollar companies must just be running like clockwork.' When you look under the hood, a lot of times it's a lot messier than you would think."09:13 "One of the core advantages of Post Pilot is it makes sending direct mail as easy as setting up an email campaign or an automated flow. Where you can set triggers based on behaviour, you know? Like it's been more than sixty days and they haven't come back, trigger a personal card to go out to them."11:03 "Most businesses think they need more customers, but what they actually need is more revenue. So, your existing customer base, and I'm not saying take your eye off customer acquisition, absolutely do that. But before you go out and keep spending on your customer acquisition, you gotta make sure that retention model is at least dialled in where you know when you acquire a new customer you've got a better chance of retaining that customer over time."18:22 "It's really cool. There's nothing that beats receiving a hand-written card in the mail in an envelope, with a stamp, hand-written address on it, opening it up, and seeing a personalized card inside? Whether it's from an e-commerce store to a salesperson who just did a demo for a product to a prospect and what's to send a follow-up note ... you can do it in minutes, it's personalized and an unforgettable experience."19:16 "It's hard to compete on just features and value propositions because your competition can copy that. If you create an unforgettable brand experience and surprise and delight your customers ... that's what's gonna be memorable, that's what's gonna create loyalty, and that's what's gonna keep them to keep coming back to you and keep doing business with you for a long time." Learn more about Michael:LinkedIn - https://www.linkedin.com/in/mepstein1/Website - https://landing.postpilot.com/podcast?podcast=Sales+TransformationIf 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. 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.

Want to read rather than listen? Here's a two-three minute read that covers an important sales topic: How To Create Brand Ambassadors 🚀HIGHLIGHTS00:32 Breaking down how to get to ask for referrals and getting comfortable with the idea of asking for them01:08 When is the right time to ask for referrals03:08 Always be helping and know when you earned the right to ask for referralsQUOTES00:15 "What I'm talking about here is referrals, everybody has heard of referrals, this is nothing new. However, a recent report that I read said that only 11% of salespeople actually ask for referrals."00:52 "You need to earn the right to ask for referrals, just like you need to earn the right for somebody's business. If you haven't done the work properly and you ask for the order too soon, you'll kill your chances of winning the deal and the same is true for referrals."03:42 "If you made a great enough impact and it was a good enough experience, those people can be your best brand ambassadors."04:40 "Maybe you give them a good idea of 'hey our prospects typically look like these or these are the people that we found that we can help most.' And go on to say how you can help them, so be very specific about what types of people, what problems they have or how you solve them or ask for specific people."05:11 "The key here in all of it is to make sure that you are listening, asking good questions, adding value, insights, and delivering a good experience in all your interactions from the very beginning throughout the sales response regardless of the outcome."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.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. Want to read rather than listen? Here's a two-three minute read that covers the entire podcast topic: How To Create Brand Ambassadors 🚀

HIGHLIGHTS01:14 A recap of the previous episode they shared about the beginning stages of the sales process to discovery11:20 What sellers can do to accomplish more than what they have right now18:07 Examples of real-world examples of people who have a hard time following the complex sales cycles and how they overcome it28:45 What you can do if you don't have the resources or funds to drive insight rather than product32:25 Final thoughts on the episode and how Michael invites you to go to his monthly podcast to tactically incorporate an inside-led pitch to a discovery call and moreQUOTES07:08 "Schedule as many meetings as you possibly can, we need opportunity volume, we need activity volume, but do it in a very limited access environment. Which is very noisy and in some cases customers are just tuning us out right now because there's so much noise."12:22 "Tailoring a message/insight to the needs to not only companies, which is where you'd start that first conversation, but also to individuals. And then recognizing individuals from all those different functions have different perspectives."17:58 "Commercial insight is your North star to manage the mid and late stages of complex sales cycles today."28:49 "First focus on answering a few basic questions about your customer status quo. Build a hypothesis of need and is nothing more complex than let's say, 'here's what my customer is currently doing today around whatever workflow, strategy, a process that you're focused on because you're ultimately selling a product or solution that enables that.'"30:09 "Step two is to figure out how your solution helps solve that problem uniquely well, and this is where it gets tricky. Because you may start to at the thing that you're used to selling, all the features, functions, and benefits that you sell on and realize, 'look, we're not uniquely differentiated in our market.'"Learn more about Michael:LinkedIn - https://www.linkedin.com/in/michaelrandazzochallenger/Website - https://www.challengerinc.com/events/winning-the-challenger-sale/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. 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.

HIGHLIGHTS01:36 Henna's origin story and how she got to where she is now08:12 What was hard in the beginning for a salesperson and how Henna got past it and so can you18:06 The science behind seeking uncomfortable experiences rather than just react to them26:26 What makes Henna uncomfortable at the moment and line she does not cross28:51 How to connect to Henna's world and some final thoughtsQUOTES08:37 "There is a big component of winning your clients over, right? You want them to think 'hey I'm here to support you, I'm here to help you, I'm not just here to bother you.'"08:59 "What I was not prepared for at all was abject rejection over and over again. I was not prepared for people to have preconceived notions of me before I even opened my mouth, that was something that was new to me. And I also don't think of the way people do this job and how much time and attention it takes."15:41 "One of the things that I have realized and can now point to has been a huge factor of my success is the desire to seek out the uncomfortable. Not just react to it when it arrives on my doorstep and not just to be in the discomfort that is given to me and address it as it's there but to actually go seek it out and practice what it feels like."25:20 "You gotta know when to stop digging too, right? There's like a balance like, 'ok we're gonna put this one in the lost column,' and that's key too, right? Like as an experiment you gotta find how this works for you, where you're comfortable at and realizing you can do everything right and still lose the deal many times."25:55 "Just be willing to try something you know is awkward and that it's not gonna be natural, but be willing to try anyway. And if it doesn't work out you still win, you still benefit, because you tried it. And you feel a little less terrified for trying it the next time, it's a win-win either way."Learn more about Henna in the links below:LinkedIn - https://www.linkedin.com/in/hennapryor/Website - https://salescopyclinic.com/guide/ and https://pryoritygroup.com/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. 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.

HIGHLIGHTS01:31 The three essential things to take note of to be in a good mental state for your day of selling02:07 Why eating healthy has to be talked about more often in sales in terms of performance output03:01 Proper sleep the night before selling and why this should be your routineQUOTES01:32 "For me, I spend time with my family. That's a piece that's very important for me to be in a good mental health state ... Maybe you have a significant other, family, friends. That social element, that's an important piece and a lot of people need to take those things seriously." 03:02 "I recommend 6+ hours of sleep, I typically get 7 hours of sleep on average. I like to go to bed early and wake up early. And when I wake up early that is typically when my morning routine starts."04:09 "Starting your day off with some wins. For me, I like to get my exercise out of the way in the morning ... have a consistent schedule of getting that out of the way, because if you have a long day and you're feeling stressed out. It's a little bit harder to be motivated."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. 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.

HIGHLIGHTS01:13 How Daniel started his sales journey, from not being hired to being successful through perseverance07:20 Prospects are smart and can see through your game, how to get past that10:08 Why mastering your emotions and feelings in sales professions and not the other way around13:06 Daniel's Inverted Triangle method and why it matters17:11 The most elite sellers make it about their prospects more than themselves and listen more than they speak30:02 Final thoughts and how to connect with DanielQUOTES06:23 "I think so many times in sales, we don't have the confidence in what we're doing in ourselves ... we get stressed out or we hit that rut or dry spell for a week or two weeks and we lose our confidence and we go into that flight or fight mode and the next thing you know guess what? Those bad habits come out."07:56 "People think you have to be great in the beginning, all you gotta do is believe in yourself and your product. And the rest will feed off of that."09:27 "Your brain is a VCR, your face is a TV, and whatever's playing on your VCR is gonna play on your face and they can see that, and we think they can't but they can."15:33 "People try to sell without bringing value, right? The marketplace is gonna play Collin based on the value he brings. It's a give and take. You can't deliver a $100 worth of value and expect somebody to pay you a $1000, it doesn't work that way."19:42 "If you did most of the talking the conversation then good chance you aren't getting that deal."Learn more about Daniel in the links below:LinkedIn - https://www.linkedin.com/in/daniel-gomez-3345876/Website - https://danielgomezglobal.com/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. 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.

HIGHLIGHTS00:34 What you do prior to your work affects the entire day02:39 What to do during the middle of the day and how to deal with them in priority03:35 What you should focus on by the end of the day and what podcast episode to follow to know more about this methodQUOTES01:06 "Your mindset is a huge component on whether you're setting your day up for success."03:04 "Make sure you're taking proper breaks, eating throughout the day, drinking lots of water. Those are all things that are very important."03:59 "Save time for a little bit more of your "deep work," whether that is really crafting proposals, research on your higher target higher-value prospects. Save time towards the tail end of your day for those types of things."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.

HIGHLIGHTS02:03 How Jesse started out in his sales journey and his origin story13:57 How getting a journalism degree helped Jesse up his game in sales18:25 The skill sets that translate to being a better seller22:28 Transactional SAAS seller to a Strategic SAAS seller37:01 How to connect with Jesse and learn more about SAASQUOTES10:10 "So many people are not willing to bet on themselves, like go all in, take a risk, no money in a bank ... there's something to be said about that."17:58 "Breaking through the noise of all the traditional junk that executives are used to seeing. Like those are skills that people or sellers that need a lot of help in that area."19:14 "Salesmen are all content creators, and whether we want to be that or not, we're all content creators."28:36 "You have to surround yourself with people that are doing what you wanna do, and you gotta get close. And what I mean close is literally shoulder-to-shoulder." 31:46 "Look for an opportunity that has leadership and with somebody with a proven track record."Learn more about Jesse in the links below:LinkedIn - https://www.linkedin.com/in/jessewoodbury/Podcast - https://pod.link/1533620540If 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. 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.

HIGHLIGHTS01:19 How it all started for Ethan and how he transitioned to his new position which is Chief Evangelist at BombBomb10:55 How to NOT miss an opportunity in terms of video emails22:44 The "Holy Grail" and debunking it in the world of sales35:00 The default go-to is not good enough, Ethan explains what it is and why43:50 How to contact and connect with the movement Ethan and his team is trying to doQUOTES12:19 "Whether it's someone you've never met, like you and I call going back and forth before we got on this call. I don't know when I'll meet you in person. I hope to one day, but in the meantime, I still feel like I know you, and whenever we do meet, I'm going to feel. Like we've already met. I've had that happen so many times with people."19:50 "One line of text minimum to compel them to play the video. It's either a promise of value, something fun and provocative, a reason to click to play. And then when line underneath the video to drive the call to action just to make it more approachable. But don't just send a video for them to watch it but give them a reason to watch it."23:25 "Stepping out from your cloak of digital anonymity and presenting yourself and being who you are and introducing yourself to other human beings as we would at any kind of a social function"30:38 "The machines know that that person 14 times through their behavior said, 'I don't care what this person has to say...' So the person has made that decision, but the machines are going to increasingly choke your opportunities to reach that type of person ever again in the future. And if you're blind to that, you are not set up for success tomorrow."39:21 "We need to start thinking about the people before we design all these things. If it's designed to serve them. The last thing I do draw out is the relationship between environmental pollution and digital pollution. And I'll end on this kind of back and forth between the two, just as poisoning our air, water, and soil. We're poisoning ourselves." Learn more about Ethan in the links below:LinkedIn - https://www.linkedin.com/in/ethanbeuteWebsite - https://www.BombBomb.com/bookIf 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. 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.

HIGHLIGHTS01:10 Things we look in sales for an outcome but get worked up if you don't achieve them02:28 Things that you can do to keep the focus on what's important03:41 Why do you need to focus on things that you can control and making yourself get better resultsQUOTES00:37 "If I didn't hit my number, or I didn't hit the number of meetings that I set on a particular day. I felt not good enough, I felt like less than, and this is a huge problem for a lot of sellers, specifically for sellers that are fairly new."01:50 "What you have to realize as a seller, is that you have to go into these activities, these parts of the job without the expectation that you're getting the outcome that you're looking for."02:33 "Only focus on the things that you can control."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. 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.

HIGHLIGHTS01:14 When did Michael's sales journey begin and how it is so far04:07 What to do in the first touch using Michael's approach instead of the norm 11:58 The humble or feedback approach and how it works better15:34 Personalization and relevance in line with Michael's approach19:22 How to reach Michael and get into his worldQUOTES03:23 "People who have marketing experience and understand the sales side of the coin can be very successful in growth and thinks like that, because understanding both parts are so important regardless of what department you're in."10:15 "The thing we do is a feedback email, where most people do is a break-up email like 'Oh sounds like it's not the right time, can you introduce me to a colleague?' as we actually do a humble approach and say, 'look it seems like the messaging's aren't resonating, would you mind giving some feedback?'"11:21 "If they haven't given you a good reason as to why they're not interested to just stop at that point, you're definitely leaving money on the table."13:58 "We don't give them the piece of content, we say 'would you be interested in seeing it?' Because if we just give it to them they can just click it and go away with it."16:01 "First email is always personalized. And we're always saying 'what's the business relevance?', like how can you help the company realize the goals they're trying to achieve."Learn more about Michael in the link below:Website - https://growthgenie.co/LinkedIn - https://www.linkedin.com/in/michael-hanson-/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. 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.

HIGHLIGHTS00:29 You have to take ownership of your own success and what to do00:57 Invest in yourself by doing these things02:14 Podcasting is a great place to get new ideas and more things to look out forQUOTES00:29 "You gotta take ownership for your own success. Don't wait for somebody else or your boss, or your manager, or your leader, or your org to roll out the red carpet for your success."01:38 "Find the opportunity to really test your skills. Find some of your colleagues that are willing to role play with you, that are willing to give you feedback on your scripts and your emails, and help listen to your calls, and you do the same for them."02:29 "One of the biggest things that you should look for is people on social media that are giving away a bunch of stuff for free. So there are tons of great sales influencers that are giving you all of their best recipes, all of the things that they have tested that are working."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.

HIGHLIGHTS01:01 How Michael started to where he started and where he's at today05:29 What are the key seller profiles that the research has uncovered in Challenger11:15 Transformations are hard and here's why it's the same for transforming yourself into a Challenger16:54 How to think and act like a Challenger22:01 How to connect with Michael and learn more about Challenger QUOTES05:55 "The 'Challenger' just kinda looks at the world a little bit differently and they seek to educate customers about problems that they don't realize exist in their business. So they're kind of the inverse of some of the other profiles we found, the 'Problem Solver', for example, who takes a consultative approach in figuring out what's going on in a customer's business because they don't know yet."09:38 "The thing that a 'Challenger' does better than anyone else is they don't lead with their products and solutions. They lead with customer problems and in particular problems that the customer either has overlooking, or under-appreciating, or just completely missed. And they seek to have a dialogue around what that problem is actually doing ... then they lead back to the product or the solution."17:37 "To be an elite seller, to have this sort of challenger mindset, you really need to think about being in your prospect's shoes. Like what's going to make them be motivated to take the next action and who are they more likely to go with." 19:38 "You might notice if that CIO is much more open to sharing information that they're likely not sharing with other reps because you've shown up and demonstrated to done the leg work to get to know them. You've built that instant credibility and with just a couple of simple questions, unlocked information that's probably not available to your competitors."20:27 "The most common misconception to be a 'Challenger' seller you just have to be a great, innate, natural-born seller. It's actually more about sweat equity, it's about whether or not you're willing to put into work, the preparation, and do the leg work before you show up in the conversation."Learn more about Michael in the links below:LinkedIn - https://www.linkedin.com/in/michaelrandazzochallengerPodcast - https://www.challengerinc.com/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. 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.

HIGHLIGHTS00:36 How it all started for Tara and how she continues her sales journey06:12 What resources Tara recommends to people who are struggling with writing in sales08:23 How salespeople are caught up in finding that perfect template and why you shouldn't chase it16:54 How writing is more than that, it's about communicating and conviction and what it brings to the table in sales21:55 How to find out more and connect with Tara and her realmQUOTES04:33 "If you just dedicate yourself to getting a little better, to getting a little bit wiser, to knowing where to look. It doesn't even need to be inside of you per se, but knowing what tools to use, what hacks, what shortcuts, what secrets out there that you can implement that aren't like 'wow, I woke up to this great idea so now I'm a writer,' ... writing is just much about being savvy and about being smart as sales as being smart."09:14 "Sales is creativity. So as much as we kind of want to hit on the repeatable process and we should within that, the more margin we give ourselves for creativity and the less we're trying to find that silver bullet. The more we're actually able to find the silver bullet."14:42 "If you're not confident in what you do or what you sell, or what you're pitching, or whatever. How on Earth is someone else going to be?"15:32 "If you just bridge that gap even in the meantime while you're learning, while you're doing that with passion, with confidence ... and believing in that goes so far to communicate. Not just what you're communicating, it's so much less about the what than what we tend to realize and it's so much more about the how and the connection point."17:35 "Just go write the thing, script the thing, do the thing that you were meant to do. Stop looking into everybody else to do what only you can do, to say it only the way you can say it."Learn more about Tara in the links below:LinkedIn - https://www.linkedin.com/in/tarahorstmeyer/Website - https://www.happywordssell.com/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. 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.

HIGHLIGHTS00:16 Jake Dunlap inspired Collin to think about how to level up in sales00:47 How to pick the brains of the best your company has to offer and outside to get more feedback02:18 Why following people in social media help despite all the noiseQUOTES00:29 "Don't try to recreate the wheel. The biggest tip for beginner sellers is to go steal what is working for others. Okay? And that could be people in your organization that is hitting quota or crushing goals."01:00 "You can customize and make things your own, once you have gotten comfortable with what's already working. And if it's working, why change it anyway?"02:20 "It's hard to cut through the noise, but you can tell who is really giving sound advice. And take their advice and put it into practice."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. 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.

HIGHLIGHTS00:54 Where it all started for Fred and how he figured he wanted to have his own business right after college03:41 The challenges people have managing relationships and how to overcome them11:02 Where Blinx comes to solving a particular problem in SaaS and more19:17 How a podcast is an underutilized tool and how it ties in with product-led growth23:24 How to connect with Fred and know more about BlinxQUOTES04:08 "It's really hard to manage a lot of relationships in scale, and data silos, and with the rise of automation. A lot of the generic stuff and tools, bots, it seemed to be really painful for people to manage that human-to-human relationship at scale, really be efficient and contextual."06:01 "People want to experience some kind of value before they make a commitment. And I think that's the whole basis of product-led growth, and it changes how sales approach, the funnel approach, the strategy. And I think that's super interesting."16:08 "There's a shift from generic automation, from generic personalization, to be contextual, and that's the role of sales in a product-led motion to is to understand the user, understand the user's intent and try to work alongside them."17:37 "If you wanna win bigger deals, right? If you want to build relationships with higher-value targets, yes, you've got to go deep, you've got to get more personalized, you've got to get more relevant, you've got to spend more time crafting your message, you gotta have good pieces of information and reach out in a meaningful way leading with value."19:57 "You deliver some kind of value, whether it's through your product, marketing content, through a podcast or whatever. And then the sales rep engages at some point in the funnel when there are enough signals that indicate to a potential to close or expand."Learn more about Fred in the links below:LinkedIn - https://ca.linkedin.com/in/fred-melanson-bliinxWebsite - https://www.bliinx.com/Podcast - https://podcasts.apple.com/ca/podcast/value-first-the-product-led-sales-podcast/id1586695683If 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. 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.

HIGHLIGHTS01:21 A common thing among 150 podcasts and the top 1%01:55 How to start improving quality sales relationships02:30 An interesting thing about podcasts vs all other publicationsQUOTES00:38 "I want to give you some tips because I think having some balance of some quantity activities, some high-velocity cold calling, or email campaigns, there's a place for that. But I think it's very easy to get caught up in only going all-in in those activities and not dedicating enough time to those quality activities."01:55 "The easiest way to get started with this is to dedicate time in your calendar to these high-quality targets, these customized approaches, these deep research into how you're going to reach out to them, how you're going to tie in some relevance."03:42 "You should have a high-value target list that you're going after and those are the prospects you're going to spend more time creating custom videos, creating custom messages. Finding ways to catch their attention, doing some research on social media, YouTube, on podcast, these are all areas you can find the information and focus on building some more high-quality relationships with high-value targets."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. 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.

HIGHLIGHTS01:40 Where it all started for Cole and how he got into copywriting06:11 How to become a better copywriter and overall get better at your craft in the world of sales 15:36 Short copy vs long copy and what serves what best based on Cole's mindset21:07 Some tips and techniques on how you can improve your copy24:32 How to connect with Cole and follow his newsletters and so much moreQUOTES08:05 "Something you can do is actually record yourself pitching the sale to someone, playback the recording. And kind of like write down the bits and the pitch that sounds really really solid. Like oh s*** like two minutes in, you know, I really made a good point here. Write that down in an email, have a notes pad of all your one-liner pitches, and just perfect those."09:27 "Earlier on in my outreach, something I found that by writing really solid cold emails. If I did it right, and we had a decent exchange, by the time we got on the phone, it didn't feel like a cold lead anymore. It actually felt like a warm lead like we had built up some rapport."19:12 "I do think that there's an amount of thoughtfulness that goes into taking the time to crunch down your words, to cut the fat, and just get directly to the point. Not a lot of people wanna do it because they don't have that kind of time."20:23 "I try to play a game where I highlight all the copy, look at what the word count is, and see if I can cut the fat by like 25%. Because the copy's always going to get better and you can always find 25% of the fat you can cut out. And I think generally speaking the copy's gonna get better if you do that."21:31 "Make your subject lines close to ridiculous. Especially if it's a cold email where people are just getting smacked with dozens of cold emails every day. The last thing you want to do is to try and make the cold email sound 'sales-y."Learn more about Cole in the link below:LinkedIn - https://www.linkedin.com/in/cole-schaferWebsite - https://www.honeycopy.com/Instagram - https://www.instagram.com/cole_schafer/?hl=enIf 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. 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.

HIGHLIGHTS02:34 How Connor started from selling rocks at the age of 7 to generating 10.5 million in 1.5 years02:03 Why sellers need to have marketing skills if they ever want to be successful02:42 How can a seller level up their marketing skills and get started on the right path to success08:08 Podcasting can be another way of educating mid-funnel and how it greatly helps businesses grow17:26 How to get in contact with Connor as well as his link to his own podcastQUOTES00:48 "You gotta be great at marketing to be great at sales today as well. So there's a yin and yang about that too, and I talk about that quite a bit is, you know, I'm a marketer at a sales person's body. And I think that's really where salespeople focus and prioritize their efforts. Learn and understand marketing that you as a salesperson pretty much are a marketer."01:49 "The reason is that they were beast at getting in front of the right people and consistently staying in front of them. And that's what I learned from door-to-door sales, cold calling, you know anything I sold over the years."05:18 "There's so many that are scared to give away all their good ideas, right? And you got to front-load with value, you got to provide and position yourself as the person or the company that's providing that education to them in that process to be considered in higher regard than some of your competition."09:41 "You as a seller can play on that, to build new relationships and you're getting infinite amounts of content from recording a single podcast. Like we're doing this podcast now, Collin takes this, transcribes it, and boom you have a blog article. You can take a micro clip, and boom, you have video, you have the audio, obviously, for podcast, you can create micrograms, quotes, and memes from it. It is like the best method to get new leads and great marketing content."15:57 "If you want people to refer you more business, be the person to take the extra action to refer business to other people, right? Everything reciprocates eventually, it's just the way the universe works."Learn more about Connor in the link below:LinkedIn - https://www.linkedin.com/in/socialsellingexpertPodcast - https://www.activeblogs.com/b2b-mentors/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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:44 Collin's everyday routine and how he does things to be in full-on mode01:28 Meditate the night before and getting proper sleep, here's why03:01 Journal practice and more that you should be on top of to boost overall mental performanceQUOTES01:46 "Making sure that you get proper sleep is essential. I can't tell you how many people in sales burn the midnight oil and go full hustle mode and don't get enough sleep. And that's just not the proper way to set yourself up for success."03:49 "Meditation is a huge piece of that morning routine, getting physical exercise is huge. But me, I'm a swimmer so I go swim with a masters program and then before I go in to the office, I go meditate again before I get ready for my day."04:17 "Throughout the day there are some other things that I do. Staying hydrated is so important I can't emphasize that enough. I drink a gallon plus of water everyday, I personally invested recently in a standing desk, it's been one of the best things that I've done."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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:07 Hoyin's journey in entrepreneurship along with his failures and successes that shaped him to be the man he is today08:22 Hoyin's first pot of gold and his first song that was the right tune for him13:47 All about Remo.co and what they're all about22:33 Takeaways from scaling a fully virtual team to 6 to 100+27:44 How to connect to Hoyin and explore more about his thoughtsQUOTES06:17 "It's like, everyone has a song that they could sing to. Like something that's just really good at or is the right fit for them."10:36 "If you believe in it enough, or you worked on it enough, then you would get some good benefits later. No one makes money off of mediocrity, right? If you're doing something that everyone else is doing, there's barely any opportunity there."19:56 "Virtual office helped me achieve that statement, but when I found out that virtual events achieved it even better; it didn't matter what the opportunity was. It didn't matter if it was a virtual office or virtual event, all that mattered is that I achieved that goal."20:19 You don't get stuck on the idea, you're trying to pursue the output, the effect, the end goal. And I think that was actually what saved me because if I didn't have that it and I just said 'virtual office, virtual office, virtual office,' I would never have found virtual events"21:24 "At the end of the day, you're not creating the product for yourself. Which sounds obvious when you say it, but is actually really true. People fall into this trap all the time, that they're like 'oh it's just me, I'm building it so it's obviously for me.' So it's constant desire to go and ask for feedback."Learn more about Hoyin in the link below:LinkedIn - https://www.linkedin.com/in/hoyincheung/Website - Remo.co10% off code: COLPOD10OFFIf 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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:09 How to be customized to win larger deals, follow these steps and make it your sales bible03:43 The right time to get back to prospects or leads with the right mindset, strategy, and options to move forward05:15 Why Collin prefers prospects choosing their own pathQUOTES00:27 "Now this can start at the very beginning of the sales process. And it looks like not using templated email messages provided to you by your manager or by the marketing department. Not sending generic DM's on LinkedIn. Be customized from the very beginning to stand out from everybody else that's making noise."01:43 "Stand out, use unique messaging, find ways to personalize, find some relevant things that you could tie in on what their initiatives are, the content that they're putting out, or the things that they are talking about to get the conversation going."04:08 "Give some unique opinions that feel specific to them."04:19 "Prospects don't want to feel like you're trying to force them into a box, which looks like, 'hey we offer package A B and C. Based on what you told me I think B would be best for you.'"06:04 "I like it to make it easy for my prospects to say, 'Hey it's not a fit, I'm not interested. We're gonna park this.' Because nobody wants to spin their wheels and people don't like to let you down. So if you make it easy for them to also just say 'No, we're not moving forward.' That's gonna save you a ton of time and is also gonna make you standout from everybody else who is high pressure..."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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:26 How Tom started his sales journey and being an introvert didn't stop him from learning and getting money to mastering the craft of sales08:00 Things you should consider before jumping into a new role12:46 Why podcasting is great for levelling up your sales game17:12 How Tom started podcasting with a friend to running it solo19:35 Why Tom is passionate about giving back to the sales community and why22:05 How to connect with Tom and get in his radarQUOTES06:57 "When you here that voice kinda like inside you at like 5 in the morning, it wakes you up and you can't get back to sleep. Or you're hanging by yourself in the morning or in the evening and it just something that gets a little too out there ... that's an indicator like 'somethings gotta change.'"09:07 "As I started to have tons and tons of conversations, it started to become more and more clear of what I didn't want. And that started to lead me to what I was passionate about and what I really did want. So at the end of the day, what I was really looking for was a place that really believed in what I was selling and was very passionate about it."16:07 "I think people are just a little bit overwhelmed with how to get started so they just do nothing. And the biggest thing I like to tell people is like, because most people don't get started with anything generally, we're talking about podcasting here, is because they're scared they're gonna suck at it. And I tell people, 'you are gonna suck at it and that's totally ok.'"16:34 "And if you get over that then you will get better over time, you'll interview more people, you'll find a little bit more of your own voice, you'll find your rhythm, and you'll level up personally and professionally through the activity."20:03 "The reason for the salespeople part is because one because that's what I know to do and that's the community that I'm in. But I distinctly believe getting into sales can change your life, right? And it did for me and it's one of those careers that, you know, there's not that many of them that the success that you have is equally determining how far that you can go."Learn more about Tom in the link below: LinkedIn - https://www.linkedin.com/in/tomalaimo/Email - [email protected] - https://pod.link/1294132895If 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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS02:09 The story of how listening to Zig Zigler CD's did a phenomenal job of selling sales to young Wayne and how his sales life followed from there04:20 What is "Automobile University" and why you should apply it in your life07:47 Three core things to look at to determine if a person is worthy of giving advice and why it matters18:21 All about Ugly Mug Marketing driven by Wayne's insatiable appetite to help others and be something better30:40 How to stop assuming you're either overdelivering or underpromising by following this shortlist33:44 Connect with Wayne and get ready to learn more how to create your own army of brand evangelistsQUOTES04:23 "Never get in your vehicle and go anywhere unless you're listening to something that's educational, something motivational, something that's going to fill your head with things that are useful. Things that you can use in your life, use in your career."06:16 "There's a big difference between advice and opinion. Any single person that walks into a room, any of your friends, any of your family, they can give you their opinion about what you should do at a certain situation. But those who can give you true advise, that's a different set of people."20:10 "There's a whole other aspect, and that is the ability to take existing customers and turn them into what we call 'evangelists.' So as a salesperson, with a little bit of intention, with a little bit of effort, I can take a customer and convert them into an evangelist. And the beauty of having evangelists have there for you whether as a company or as a salesperson is they go out and share your message, your name, with their friends and family."26:34 "You have the ability to turn those people with very simple actions into evangelists for you, and anyone listening to this would say that the easiest person for you to close is the person who came to as a referral, through word of mouth."29:41 "We just have to be disciplined, we have to take the time, we have to invest the time upfront to put those processes and systems into place. And again, the compounding effect over time is just significant."Learn more about Wayne in the link below: LinkedIn - https://www.linkedin.com/in/fireyourselfEmail - [email protected] - https://www.uglymugmarketing.com/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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:18 Are you a consumer or a creator? Why does this matter in sales?01:57 Collin's personal favorite way to start creating content is...02:41 A big misconception that you need to hear to believe03:43 Try other things like writing, making videos, and see where it gets you and how it can help exponentially05:33 Having your own podcast can solve a lot of the problems for youQUOTES00:40 "The social media platform of choice for B2B is LinkedIn, now on LinkedIn, find some creators that you get a ton of value from and reach out to them. Ask them if they're open to sharing some ideas or allowing you to pick your brain."02:05 "Take the things that you learn in your sales conversations, in your discovery calls, the things that you are hearing first hand from your prospects, and the problems that they have. And turn those into content ideas, how would you solve that problem, what is the impact of those problems. Things that you can put out there as content that will also attract your ideal clients."03:10 "Putting out content that's relevant that answers questions, that talks about solving problems, that provides problem to your ideal audience which should be the people you want to do business with."04:31 "Be yourself on the platform, share your original ideas, the posts don't even need to be long, alright? The best thing is just to get started, you can see which content does well. Don't get discouraged, okay? It's very easy to get discouraged."05:03 "There's a million reasons why a post can underperform and it doesn't mean because it's bad in content. And not everything you put out is gonna be fantastic, but creating a consistent habit and getting started, finding a rhythm that works for you, matching your message and your content that's gonna attract your ideal clients is the winning recipe for content."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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:52 Jen discusses her life going on towards sales and her current status in life04:10 The lessons learned and debunking the usual stereotypes of a "salesperson"10:26 Solving business problems for Jen is something that everyone should get into especially if you're in sales18:03 An interesting concept about people being overly concerned but is actually the complete opposite23:09 Final thoughts from Jen and how to connect with herQUOTES05:19 "Having a good sales leader can really make a big difference on whether you love the career or don't love the career."09:38 "I don't know what you think about sales but to me walking in a room that are completely skeptical of you, of why they're there, what you're even there for, who you are, what you represent, makes me want to get up in the morning and do this job. And I love going in changing someone's opinion about the way they look at their business.""Like someone else did the hard work to sell it. Now you just have to make sure you don't drop the ball. I wanted to be the person that convinced that company that you don't think you need."16:38 "That grit, that tenacity to be like 'I'm gonna go out and challenge people and get them to think differently,' is something we've always viewed as you either have it or you don't. I think the unfortunate thing is that we as organizations just don't tend to teach our people to behave that way. "17:40 "If I'm truly there as a seller to help my customer, I have to ask those hard questions because otherwise I'm just letting them sit in unnecessary cost and risk, and that's not being a good partner to our customers."Learn more about Jen in the link below: LinkedIn - https://www.linkedin.com/in/jenniferallen1121/Website - https://www.challengerinc.com/events/winning-the-challenger-sale/Podcast - https://pod.link/1559020842If 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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:01 Why the sellers need to have their own sales experience02:02 Examples of why sellers own sales experience can work03:09 Final thoughts as why your own sales experience can and will drive you to revenueQUOTES00:14 "These days there are so many opinions that get posted on social media, in podcasts, in books, blogs, courses, you name it. There's tons of ways to consume information and content about things that you maybe should or shouldn't do in your sales role."00:39 "Some of it's good, some of it's maybe not so good, but you need to be the judge to decide what is relevant to you and what is not."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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:22 The how, when, and why Fred Diamond's transformation story is worth knowing05:07 How sales and marketing teams can work better together13:43 How marketing is a journey and how each experience enhances you in sales23:48 A huge miss for a lot of sellers and how to overcome that mindset27:23 How to reach Fred and get in touch with him as he's not a "busy guy" at allQUOTES06:50 "Any marketing stuff that is done well that doesn't help either drive revenue or whatever else the corporate goals might be, is truly a waste of time and money. And the problem is not every marketer understands that."10:40 "I'll be perfectly frank with you man, I think it's the other way. I think marketing really needs to understand what drives sales. I would say it's a 9 to 1 balance, and if the marketing people don't understand which is driving revenue, then they're basically wasting their companies money."14:19 "Sales is a process that's why one of the challenges is we measure sales these days but what's the journey? What has to happen at various stages and why does it happen? That's how you get better as a sales professional."22:31 "Make everyone you're talking to feel important. Imagine like they have a little placard on their chest that says 'make me feel important' because here's the number one rule in sales, 'it aint about you.'"26:09 "People are starting to realize that investing more on these type of things, in themselves personally are gonna help them perform better, you know? It's great to talk about all the tactics and social selling and how to negotiate better and all those things that are important, but if you take care of yourself personally, you're gonna be better at all those things."Learn more about John in the link below: LinkedIn - https://www.linkedin.com/in/freddiamond/Website - https://i4esbd.com/Email - [email protected] 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. 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:54 How John started out knocking on doors at a young age of 11 to a level five aficionado as he is today07:18 The when and the why John started making his amazing sales books10:52 The level five selling framework and how it works and why people believe in it15:45 The reason why level five sales experts are so important for sales companies to have and need to strive for21:13 Where and how to connect with John and get a chance to be a better version of you in salesQUOTES09:58 "The problem with most sales training is not its bad content, but there is no reinforcement, there's no follow up, there's no coaching, there's no practice. And 30 days later, everybody goes back to normal."10:30 "We really moved from an idea of event training to ongoing development, and more of a SAS model. Where you continue to develop as a salesperson, you never stop, you're leaning in micro bites as to big chunks. And you get lots of coaching and deep reinforcement and practice."14:19 "So the 3, 2, 1, those levels represent our claim to 60% of all calls you're scrapping waste. So if a company is spending 10 million dollars a year on sales and marketing, 6 million dollars is probably scrap and waste. It's not producing anything, no other functioning area in the company would tolerate that performance, but sales does."18:25 "Clients or customers will drive you into different levels, so all the customer wants to do is just, 'look, what does this cost?' you're gonna move right down to level two. And you need to think about how to navigate yourself out of that."20:13 "Because a great coach asks questions versus tells people what to do, it allows you to have that dialogue with that person. Because you have a common understanding of what good looks like."Learn more about John in the link below: LinkedIn - https://www.linkedin.com/in/johnphoskins/Website - https://levelfiveselling.com/Email - [email protected]/Text - 480-235-5582If 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. 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.