Sales Transformation

WHAT’S AN EMAIL FOR? DO YOU REALLY HAVE TO KEEP CHECKING IN?Sellers have the tendency to dwell on an email that never got a response and obsess over it by checking in repeatedly. Mark explains why this is completely wrong, that what it only does is remind the prospect of your bad email and instead, you should be working on a new one. Mark also reminds everyone to always think about the objective of the email before sending it. All these are in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: CHECKING IN ON A PATHETIC EMAIL“All you're doing, is you're calling out your own stupidity. You are literally calling because here's the thing. Chances are, I saw that initial email, but it didn't grab my attention. So boom, I delete it. I didn't respond. So now all you're doing is you're bringing it back to my attention that pathetic email that you already sent me. Oh, nice job. Nice job, loser.”MARK: OBJECTIVE OF AN EMAIL“We got to understand what is our objective with an email. it's to create enough interest to warrant a conversation. That's what it is.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

RESULTS DON’T COME OUT SO EASILYA lot of sellers start shifting to social and expect to get results overnight. Well, Social selling is not that easy. Collin explains in this episode that leveraging social as your channel to build relationships will not pay off right away, it’s a long-term journey that requires patience and consistency. Tune in to learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT DOESN’T PAY OFF RIGHT AWAY“So if you start posting tomorrow and do it for 30 days, it may result in zero pipelines for you. If you start using social as part of your strategy, start focusing on building your brand and your reputation online, it's not going to pay off immediately.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU TREAT YOUR PROSPECTS?Prospects come and go, but why they go is quite trivial to some sellers. As Mark continues to talk to Collin about the changes in today’s market, he emphasizes the importance of treating your prospects the same way you treat your customers. Mark also talks about delivering new value with each message you send to the prospect, and you can learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: TREAT THEM AS IS“Treat the prospect the same way you would a customer.”MARK: DELIVER NEW VALUE WITH EACH MESSAGE“What's not working? is repeating the same, the same, the same, the same email over and over and over again. It's all about delivering new value with each message. I mean, you got to do your homework, but if you're gonna break through, that's what you're gonna have to do.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU MUST KNOW SOMETHING AT THIS POINT, RIGHT?Collin gets down with social selling tactics once again with Mark and today we focus on engagement. Collin defines what being engaged means and how it ties up with content. He also discusses the use of your acquired knowledge as the foundation of your content, and you can learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHAT DOES “BEING ENGAGED” MEANS“Engaged means you're consistently showing up and you're active, actively engaged. That means sharing your original thoughts in comments and threats, you know, posting original content.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DON’T RAISE THE WRONG FLAGSAs Mark continues his conversation with Collin about the changes in today’s market, he highlights the problem of rushing demos as a trigger in creating shiny objects and false flags. Tune in and learn why Mark describes the market today as “brutal” and how you can thrive in it in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: CREATING FALSE FLAGS“We all like what we have to offer. But what happens is we create false flags, we create shiny objects, we get bad thinking, ‘ ‘Oh, you know what, maybe we should look at this, oh, maybe we should do this. Maybe we should do this. And then what happens is, oh, we need to talk to some other companies.”MARK: THE MARKET IS BRUTAL“Today's market is absolutely brutal. So customers are reticent even more, to bring on a new vendor and new supplier to work with a new company, they are more reticent of staying with status quo.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S ALL ABOUT WHO CONNECTS WITH YOU, AND HOW YOU GIVE VALUEConnections and Content, these two are the key ingredients in providing value and building strong relationships in social selling, or in any kind of selling for that matter. Join Collin and Mark as they give you quick but heavy sales tactics that help you go on a hunt in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT’S ALL ABOUT THE CONNECTIONS AND CONTENT“Connect with the right people and put out valuable content that serves them, that teaches them, that challenges their thinking, that gives them insights that maybe couldn't get anywhere else.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HANDS OFF THE WHEEL!People hate being controlled, especially when trying to make a buying decision. Kyle is back and in this last part of his conversation with Collin, he emphasizes the importance of avoiding taking too much control of the conversation. Stay tuned as Kyle delivers his final thoughts in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKYLE: BUYERS DON’T LIKE BEING CONTROLLED“If buyers feel like you're trying to control them, they're going to step away because they're from pretty much any product out there. There are suitable alternatives and people will select in and out based on the evaluation process and how it goes.”KYLE: THE SELLER’S BURDEN“The burden is on the seller to go prove that you're actually trying to help the buyer make the right decision. You're not just trying to make the sale. There are lots of ways that you can be doing that.”Connect with KyleKyle Asay | MongoDBConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

EVERYBODY HAS A WORTHY ADVERSARY, AND TIME IS ONE OF THEMMany sellers had this wrong impression that other sellers that they always faced against are their competitors. Mark has a different idea. He explains why your true competitor is time, relating it to the time within your sales process and rushing in demos in particular. Learn more in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: TIME IS THE ENEMY“Tomorrow's your competitor, because time kills all deals, and so many times what happens is sellers go in thinking that their competition is this company that they've always faced before. No, not at all. Not at all.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

MIRROR, MIRROR ON THE WALL, WHO GREW THE MOST OF THEM ALL?Will’s conversation with Collin is about to close, so it’s high time for him to give his final thoughts. He talks about the importance of thinking about growth and what it takes to achieve it. Will gives emphasis on asking yourself in the mirror if you have done whatever it takes to succeed in sales and in growth as a team, so tune in to this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSWILL: TIME TO ASK YOURSELF“What I would say to any salesperson, or any leader is, every single day, look in the mirror and say, What can I be doing for growth is, am I doing everything I can to be able to grow? Ultimately, am I leading with empathy, when I'm leading my team, as an individual?”Connect with WillWilliam Diaz | Arrive LogisticsConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

GIVE THEM CONTROL AND DEALS WILL ROLLSellers are so used to taking control of the conversation. Aiming to get the deal done as quickly as possible leads them to eat up the entire conversation without giving the buyer a chance to talk. Guess what? That doesn’t anymore. Kyle is back to discuss the importance of giving the buyer control in some aspects of the conversation to give them the freedom to express their concerns and appreciate your product hands-on. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKYLE: GIVING BUYERS CONTROL IN THE DEMO“I think there's a lot of demo fatigue right now, where people have purchased things that looked really good in the sales cycle, and then they don't work. Anything we can do either in the demo by giving them screen control, or by giving them a very guided real life trial experience is valuable to overcome that skepticism.”Connect with KyleKyle Asay | MongoDBConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SELLERS NEED A SUPPORT THAT LASTSNo matter how good your sellers are, as a leader or an organization, you will need to support them at any given point in time, and that’s why Ben emphasizes the importance of keeping sales enablement present. Ben shares his final thoughts so make sure you stay until the end of this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSBEN: THE PHONE IS COMING BACK IN FASHION“If you're in enablement, you need to get the one-liners get in the trenches with sales, feel their pain and understand them, qualify them out as if they're a customer. My other thought to businesses is you have to keep enablement. ”Connect with BenBen Purton | RingCentralConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

BEING BLUNT AND FRANK IS NOT SO BADIf you are a seller who doesn’t want to waste your time and just wants to get down to business, then this is the episode for you. Mark is back with Collin and he talks more about his blunt and frank approach with the buyer. He emphasizes that bluntness and frankness are key ingredients to his ranking order approach. Learn more about this technique in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: WHERE BLUNTNESS AND FRANKNESS MATTER“People appreciate the bluntness the frankness, I don't have time time to spend with people who aren't going to buy for me. And you know what? People who I'm selling to, they don't have time to spend, they don't have the time to spend with sellers who sell, it's not going to happen. So let's cut to the chase, let's cut to the chase early. I want to find out where this comes out in a rank order.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

COUNTER DOOM WITH A WAR ROOMWill is back and today is all about teams and countermeasures. He shares with Collin the structure of his team amidst the pandemic and the strategies they used to create a close-to-office virtual set-up, where he highlights their “Zoom War Room” where anybody can jump in and raise their concerns, and effectively made the operations smoother. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSWILL: ZOOM WAR ROOM“Some of our teams have a lot of success with like kind of a zoom war room type of setting where no matter what video platform you're using, like you could jump in there, and if you had a question, you didn't have to just slack it into a group, you could actually jump in there.”Connect with WillWilliam Diaz | Arrive LogisticsConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

“INSANITY IS DOING THE SAME THING OVER AND OVER AGAIN AND EXPECTING DIFFERENT RESULTS” - Albert EinsteinIf you keep doing the same thing that other sellers do on their demos, you will never capture and keep your buyer’s attention. Kyle is back with Collin and today, he talks about how buyers react to how he starts his demos differently and how he takes advantage of the attention and keeps the buyer in tune with their conversation. Learn more about this strategy in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKYLE: KEEPING THE ATTENTION ON THE DEMO“The way I'm going to capture and maintain their attention in the demo is I'm going to do a really strong recap of the problems we're going to solve and how we're going to solve them then show them specifically how they would use a technology or solution to solve their problem in their environment.”Connect with KyleKyle Asay | MongoDBConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES WE ARE CAUSING THE COST TO GO UP WITHOUT KNOWINGBen is back to continue discussing with Collin about the cost of sales. He breaks down what you can do to make more sales with less cost. There are times when we are causing the costs to go up without knowing and Ben explains that one of the biggest causes of this is making assumptions and sharing a story about it. So tune in and find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSBEN: THE PHONE IS COMING BACK IN FASHION“A lot of times one of the most dangerous things I see is assumptions are always made.”BEN: SALES ENABLERS AS FITNESS COACHES“If you go in and go ‘Okay, this customer's problem is going to be exactly the same as the one in the vertical that they're in that I just spoke to last week, you're going to miss the target nine times out of ten if not more.”Connect with BenBen Purton | RingCentralConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT DO YOU DO WHEN THINGS ARE NOT THE WAY THEY USED TO BE?Times have passed, rules have changed, and sellers are not exempted. The sales environment, particularly with the customer has changed over time, and sellers need to know what to do to cope with it. Mark Hunter is back in the show to talk about how sellers can cope with the ever-changing sales environment today. Learn more with Mark in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: SPREAD YOUR WINGS MORE“Here's the deal. We have got to spread our wings more with our customers, go back to the Gardner study that in terms of the number of people who are involved, it's real, it's real.”MARK: THE RULES HAVE CHANGED“The problem was the person, wasn't the decision maker. No, excuse me, the person wasn't the economic buyer, and many times those are two different people. You've got to make sure, and the question I'm telling everybody to ask right now is, ‘How have you made decisions like this in the last 30 days?’ I don't even say in the past, I say in the last 30 days? Because the rules have changed. I want to hear what's the criteria they're using? To put a deal across the finish line? I'm asking that of the customer.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A LEADER DOESN’T HAVE TO BE THE BESTWhat does it take to be a leader? A great leader. Do you have to be the top performer? Or the best contributor? Will is back with Collin as they talk further about leadership in the trenches. Will explains that great leaders don’t have to be your top performers or your best individual contributor, what matters the most is being intentional in improving and having the ability to pass on knowledge. Learn more from Will in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSWILL: THE CULTURE HE CULTIVATES DAILY“If you're in a leadership position, or even if you're not, at the end of the day, we all lead ourselves, and having the ability to pass on knowledge information, and then be able to communicate, cross-functionally is imperative because then that allows the person next to you to learn something more, and then be able to incorporate into their style, and that's really how you can build scale.”Connect with WillWilliam Diaz | Arrive LogisticsConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU ON THE RIGHT TRACK?In the last part of Collin’s conversation with Shawn, they discussed the importance of tracking and monitoring the sales performance of each of the DISC personality types. Today, Collin further breaks down how the tracking is properly done and which metrics you should keep an eye on. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE METRICS TO CHECK FOR RESULTS“There's a few, I always like to say, what KPI is your top priority to improve? Is that first-time-to-engagement? Is that response rate on outbound? Is that pipeline generated? Is that moving more meetings from first meeting to second meeting is shortening sales cycles. So there's all kinds of different things that you can measure, pick one, they'll try to measure them all, pick one.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT MAKES YOU WORTH DISCOVERING?One of the most hated parts of the selling process by most buyers is the discovery call. Most buyers feel that they are only on the discovery call to be questioned and interviewed by people who know very little about them and their industry. Kyle is back and he will be discussing what makes a discovery call worth the buyer’s time and how you can improve it by letting them know that you are there to help. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKYLE: WHAT A BUYER WANTS FROM A DISCOVERY CALL“You have to keep in mind the reason why the buyer agreed to a discovery call is not to answer your questions, it is to find out as quickly as possible if you can actually help them. A big fear for the buyer is they're going to finish the first call, they will have given you their heart and soul and details for what they're worried about, what they're stressed about, and they still won't know if you can help them.”Connect with KyleKyle Asay | MongoDBConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S HARD BUT DOABLECollin is back with Shawn and today they discuss more the ins and outs of personality insights in selling. Collin breaks down what each of the 4 DISC profiles would normally ask a seller, and further explains that it may be challenging but finding a buyer’s personality type is doable, with or without a platform. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHAT IS ASKED BY EACH OF THE 4 DISC PROFILES“So you can pick up certain things, a D type might want to know more about what, and I type more about who, and then a C type would want to know how, and S would be more like why.”COLLIN: CHALLENGING BUT DOABLE“it starts with being able to track and measure it. So if you are not using something like Humantic, could you still pull this off? Yes. Would it be more challenging? Yes. But it is possible”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THE PHONE NEVER GETS OLDWe can come across a lot of sellers who believe that the phone is dead and nobody wants to do cold calls anymore. Ben is back and he explains to Collin that the phone may have been overshadowed by the dawn of social selling and LinkedIn but nowadays it is coming back in fashion. Stay tuned as Ben also discusses the emerging focus on the cost of sales in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSBEN: THE PHONE IS COMING BACK IN FASHION“One of the big things is, and it sounds a bit of Wolf of Wall Street, but the phone is coming back in fashion, and that's not because I worked for RingCentral.”BEN: SALES ENABLERS AS FITNESS COACHES“I think one of the big things is that a hot sort of topic is the cost of the sale, that's what you hear all the time, how much does the sale cost, and we want to get that pipeline cost of sale down. The big thing in enablement is we've got to get our sales staff as fit as possible.”Connect with BenBen Purton | RingCentralConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LEAD FROM THE BOTTOM-UPLeadership is sometimes mistaken as a very prestigious role. People in this position tend to isolate themselves away from their teams but for Will Diaz, this is not the way. Will is the VP of Business Development at Arrive Logistics. He will be sharing his experience in the transportation industry and the importance of being in the trenches with your team. Find out more about Will in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSWILL: THE CULTURE HE CULTIVATES DAILY“One of the things that I always share with our sales teams is that there's not one person in any leadership role or industry or athlete that isn't really confident in their job who is doing really well, and it's one of the things that you have to cultivate. You can't purchase it and you cultivate that by being open and willing to ask questions and to learn on a daily basis, and so that's to me what I think is foundational.”WILL: WALK THE FLOOR AND BE WITH YOUR TEAM“If you want to run a business, you need to really be on the floor and in the trenches with your team, and so, for me, I've taken that and every day, I make it a point to walk our floor to sit down with our team”Connect with WillWilliam Diaz | Arrive LogisticsConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

MIX ME AND MATCHWe’ve talked about personality insights for both collective buyers and specific buyers, what we haven’t talked about yet is the seller. How does a seller find out his own personality type? How does he match this to his buyers? Collin explains the 2 ways of getting personality insights for yourself and how you will fit in with each of the 4 profiles in DISC. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EVERYBODY HAS A PERSONALITY TYPE“There are two ways really, there's like these disc assessments that you can take that have a ton of questions and take some time. And that's one way. The simpler path is you can look at your humanity profile, right, you can check out your humanity profile and see what it says about you.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

QUIT WHINING AND KEEP CALLINGWe keep hearing sellers complaining about cold calling that it doesn’t work, it’s too difficult, and they can’t handle the rejection. Well, Nancy is back for one last round with Collin to explain why we should stop thinking that way, and start having the mindset that it works, and by consistently doing the right activities, you will achieve success. Stay tuned as Nancy shares her final thoughts in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSNANCY: ALWAYS THINK IT WORKS BECAUSE IT DOES“You always want to go in with the mindset that this works because it does you also. If you are lucky enough to be in an organization that provides ongoing sales training, you're good that it is a privilege to engage them to be their representative.”NANCY: JUST KEEP DOING THE RIGHT ACTIVITIES“We all have moments during the day that something happened that really pissed you off, and I say stand up, take a walk, take a breather, and then come back and just do it. Just keep doing it. Because sales is an activity game. If you're doing all the right activities, you will achieve your goals.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF YOU CAN GO BROAD AND COLLECTIVE, YOU CAN ALSO GO SPECIFIC AND TARGETEDCollin and Shawn continue to go deeper with their discussion on Humantic’s features. As Collin explained in the earlier conversation that a seller can use collective insights on a group of buyers, now he breaks down how you can use it to have specific and segmented target buyers. Learn the specifics in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EVERYBODY HAS A PERSONALITY TYPE“This is something that you want to implement from the very beginning and what I mean is exactly what you touched on Shawn before you ever reach out because segmenting by personality type can help you better target and select and prioritize right maybe selling outside of your type is really challenging. So maybe you only target people like you.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DON’T BE SO RIGIDCollin introduces us to Kyle Asay today, and they will be talking about the rigidity of the sales process for both the seller and the buyer. Kyle shared his experience of being able to have a snowballing success after learning not to be too rigid in the process and starting to try new ways of selling, he then gives the advice to stop pushing your process to the buyer and let them evaluate the situation on their own. Learn all these in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKYLE: PEOPLE DON’T LIKE TO BE SOLD TO“Everybody knows that no one wants to be sold to, people don't like to feel like they're being sold to.”KYLE: BREAKING OUT OF RIGIDITY“I had to learn to get away from rigidity. When I learned the sales process, being somebody that is very detail oriented, I just started to follow the sales process to exactness, even when there was an uncomfortable amount of friction with the buyer.”KYLE: LET THE BUYER EVALUATE“When you push your process, and you're trying to get the buyer out of the actual evaluation that they are trying to conduct, that friction often doesn't work.”Connect with KyleKyle Asay | MongoDBConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT JUST ONE PERSON AT ALLCollin is back with Shawn and today, they talk about personality insights in a “collective” way. First, Collin explains that though Humantic brings a lot of insights that are very useful, you still need to do some research on the company side. Then he discusses that Humantic doesn’t only provide insights on one person because when you are in a room with multiple decision makers, it can provide you with collective insight on how to handle these many personalities. Learn more in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHY MOVE TO HUMANTIC?“You still need to know like the company, the org chart, the people that you're selling to the stakeholders, all of that stuff. You need to know what they do, who they serve, who their customers are, who their competitors are, you still need to know all that stuff.”COLLIN: EVERYBODY HAS A PERSONALITY TYPE“The person is the most important thing in the sales process, it's human to human, and so knowing what they value most, what you should or shouldn't do, or even knowing if you're selling to a group of people, which can become more challenging, hey, there are five people in the room, virtually or in person, they all have different personalities, then what do I do? We’ll actually analyze that committee for you to give you the collective personality.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW FIT ARE YOU TO SELL?Your ability to sell is also like your physical fitness. Everybody who aims to be physically fit needs a fitness coach. The same goes for a salesperson, you need to be “fit” to sell, and a sales enabler is your “fitness coach”. Collin introduces us to Ben Purton, Director of International Sales Enablement at RingCentral, and he is here to talk about the role of Sales Enablers as fitness coaches for sellers around the world. Learn more about Ben in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSBEN: WHAT TRUST AND HONESTY CAN BRING“Trust, honesty, build relationships, and sometimes you can have not only a buyer for life but also referrals.”BEN: SALES ENABLERS AS FITNESS COACHES“The big thing in enablement is we've got to get our sales staff as fit as possible. We often use a fitness analogy, and my boss at RingCentral, she uses it a lot, where the fitness coaches of sales, that is what we do. And in 2023, some companies have decided that enablement, they don't carry a quota. See you later. Not quite sure, that's a good strategy, because if you get rid of your fitness coach, what would happen to a sports team,”Connect with BenBen Purton | RingCentralConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

STOP THINKING, JUST HIT RECORDAs Scott and Collin have discussed the various ways of documentation, the two dig deeper into the video recording method where they talk about what tools can be used and what to tell the prospect when they ask about the recording. Scott emphasizes the importance of using the tools around you and just hitting the record. Stay tuned as Scott also gives his last thoughts in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSSCOTT: JUST HIT RECORD“Just click record. And now you've got documentation, you got transcriptions, you can take that recording and slice it into small pieces using a tool like grain. I mean, there are so many ways that you can put together the how-tos in your sales playbook, just with the basic tools that are available to you.”SCOTT: YOU HAVE TO BE COMMITTED“I don't care what the economic conditions are out there, if you're a startup founder, and you're just trying to get like a million, or two or three in revenue, or you're just trying to get your first 10 customers. Like, if you're looking around at exogenous variables as to why you can't sell your stuff, you probably got much bigger problems, it probably means that you're actually not committing to the sale.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO LEARN ABOUT THE AI IN HUMANTIC AIWe all have learned what Humantic AI is and what help it brings to every seller. But what about the actual technology behind it? Well, it’s about time to learn about the AI in Humantic AI. Keep tuned as Collin discusses which information is being gathered and how it’s processed to get the DISC and OCEAN profile of a person, only here in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHY MOVE TO HUMANTIC?“Hope is a dangerous thing to rely on. Hope is good, in many ways, but to rely on that in your sales process is not so good.”COLLIN: EVERYBODY HAS A PERSONALITY TYPE“So we look at the about section, comments, posts, things that go out, we pull from Google search, Twitter, LinkedIn, a lot come from LinkedIn, we even look at education level, promotion path, we even look at recommendations on your LinkedIn profile that have been given and what those say, ones that you've given to others, and how those are written in words that are too. So all of that goes through natural language processing, and then it goes into our machine learning that's built off psycholinguistics in order to identify the DISC and the OCEAN personality type of that person.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

KNOWING THE PATH IS DIFFERENT FROM WALKING THE PATHEvery employee has the responsibility to work hard to get the promotional path they are looking for, But every organization also has the responsibility for their employees’ growth. This is Christina’s message to every business organization that they need to outline the promotional paths for their employees and give them equal opportunities. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: OUTLINE THE PROMOTIONAL PATHS“You want your organization to outline what are the different promotion paths, be honest about that, and then support all of them.”CHRISTINA: PROVIDE EQUAL OPPORTUNITY FOR EVERY PATH“As an organization, you have to path out what the careers are, and then you have to make sure that you're celebrating and giving equal opportunity for them. So we can make one career path feel really, really sexy and normal, and then other career paths feel like whoo, that's, that's sort of frowned upon.”CHRISTINA: HELPS YOUR EMPLOYEES GROW“The best companies in the world think through how they can help their employees grow into being the best possible people. So if you've never had that conversation, this is the time to have that conversation because it ties directly back to your culture.”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

EVERYBODY HAS A PERSONALITY. WE ARE CALLED “PERSON” FOR THAT REASONCollin joins Shawn Rhodes in Bulletproof Selling, where he explains the reason why he joined Humantic as he refers to it as something bigger than anything he has ever built on his own before and it is a great way to leverage technology and personality insights as a means to humanize the internet. Collin also explains Humantic’s function to tap into every buyer’s human side as we all have our own personality types. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHY MOVE TO HUMANTIC?“I really wanted to be a part of something bigger than anything that I've ever built before on my own, and just was really passionate about their mission to humanize the internet, and to help sales teams be more authentic in the way that they sell by leveraging the personality insights that Humantic provides through AI.”COLLIN: EVERYBODY HAS A PERSONALITY TYPE“I think something we all can agree on is we all have personality types, everybody has a personality type, some are compatible, some are not.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

STOP HATING ON SCRIPTS!The usage of scripts has different camps of sellers. Some say it’s needed, some say they don’t, and some say they’ll just wing it. So, which one is exactly right?In this episode, Nancy and Collin explain why scripts are still important no matter how good you are at winging them, as scripts provide you with a basic guide to follow as a flow of your conversation. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE PROBLEM WITH JUST WINGING IT“If everybody is freestyling and winging it, you can't make decisions to see if there are needs to be something fixed, changed, or optimized because if everybody is doing something different, you don't know what's working, and what's not.”NANCY: KEEP THE INTEGRITY“A script doesn't mean you need to do it word for word, but you have to keep the integrity. So I may use a word naturally, that you wouldn't use, but use a different word that reflects the same meaning. So you don't want people to be clones of one another. I think the most important is the tonality, and learning how to speak in different communication styles to be the most effective, and most listened to.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S ALL ABOUT THE MESSAGINGAs Chief Evangelist of Humantic, Collin discusses one of their amazing new features, which is One-Click Email Personalization, where you can turn your usual email draft into a tailor-fit personalized version that really hits your client where it matters most. But that’s not all, Collin explains that the insights from Humantic can be used to personalize all of your messaging and even your entire sales process from start to finish. Tune in to learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: ONE-CLICK EMAIL PERSONALIZATION“One of the things that we have in beta right now, which I'm super excited about is One-Click Email Personalization. If you're a seller, you're running a winback campaign, whatever it is, you write your email the way you would try to get your points across, you click a button, and then it'll rewrite it for you based on that person's personality that's receiving that email.”COLLIN: PERSONALIZE IT TO TAILOR-FIT“It's for everything. You're tailoring your messaging, to focus on the things that are most important to your buyer. So basically, it's enabling you to sell throughout the entire sales process the way your buyer wants to buy, and you're personalizing the entire sales process,”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

GETTING ATTENTION BY GIVING ATTENTIONSocial presence, especially on LinkedIn is not all about getting attention, but also about giving it to someone. Mike is back for one last round with Collin and today, they discuss how you can get more attention on LinkedIn without the need for purely original content, and how giving attention to other people’s content can be beneficial for you. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: POST MORE THAN YOU THINK“Post more than you think, like morning, noon, and night, the feed goes so fast on most people that they're not even seeing it. But it doesn't all have to be original content, do cool things, talk about the cool things that you do, share the marketing content, and then curate other people's stuff. So curate industry knowledge from whatever industry you're in, or groups and associations that you're in, and share that stuff. You don't have to originally write brand new thought leadership pieces three times a day.”MIKE: SATISFY THEIR DESIRE FOR ATTENTION“There are millions of people, maybe even billions on Facebook that are dying for somebody to pay attention to them. If you're the salesperson that's actually paying attention, and listening and asking them questions. You are way more valuable to social media than anybody who's posting and trying to grow an audience. Yeah, especially for that buyer.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S SIMPLE, PROCESS IT, DOCUMENT IT, SCALE ITYou cannot scale without a process in place. You can’t move forward with a process if it’s not documented. In this episode, Scott and Collin talk about the importance of having a process in place before even attempting to scale, and they present 2 easy ways to do your documentation of the process which you can learn more about in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: SCALING, PROCESSES, DOCUMENTATION“You can't scale if the process doesn't exist, at this point, there should be a process, and as you and I both know, because you've done this a few times, and so have I in the early days, the process changes a lot and becomes more fine-tuned and well-defined over time, but a lot of times, that stuff is not well documented.”SCOTT: EASY WAYS TO DOCUMENT THE PROCESS“There's really kind of two things you can do there that’s super easy, which is, as you're sending out emails, or as you're sending out LinkedIn messages, take a screenshot, just start throwing that stuff in the Doc, because that alone can be the first version of some documentation. The second thing, which I love to do, and I do it for my team all the time internally, is as I'm doing a process where I use a screen recording software like loom.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO DO SOME RAPID-FIRE, ROUND 2What’s the difference between the person and the persona? Once again, Collin joins Tom Poland today, as he undergoes another set of rapid-fire questions about Humantic and selling using personality insights. Collin discusses the difference between the person and the persona, and what amazing results Humantic can bring to your team. Tune in and learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: PERSONA VS PERSON“So persona might be really basic, like, you know, is it B2B? Is it B2C? Are they in this particular industry? Are they this company size? Do they have this job title, and then people that are maybe doing a halfway decent job with persona might even take it a level deeper, and they have this specific problem that defines their ICP and they sell based on that.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

TOO MUCH OF A GOOD THING IS NOT SO GOOD AT ALLPromoting people is a very good practice as a leader, especially in sales. However, you cannot promote everybody as it requires you to introduce new points of contact to your customer, and when done consistently, can be detrimental to your relationship with the customer. Christina is back to discuss this furthermore and will break down why you should not switch your customer’s points of contact so often. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: THE PROBLEM WITH SWITCHING POINTS OF CONTACT“Switching points of contact consistently on your customers, hits your bottom line, really, really hard. And I'm not saying don't do it, you should promote your people absolutely promote your people. But you also have to have a plan for customer whiplash and making sure that they're not getting a new introduction for what feels like should be a one-to-one relationship really consistently.”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

CAN YOU MATCH YOUR SELLERS TO THE BUYERS?With the power of personality insights, yes sir you can! In this episode, Collin discusses how you can create compatibility between your sellers and buyers using the information you get from personality insights. He further explains that this also varies between different scales of deals. Lastly, Collin shares why he got so excited about becoming Humantic’s Chief Evangelist, and why it’s a game changer, so make sure to tune in until the end of this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHERE COMPATIBILITY COMES INTO PLAY“So there's the whole like compatibility way of approaching it, and in some businesses, I feel like that makes a lot of sense. Where it's like, ‘Hey, these are our ICP, these are the people we're most likely to win with. So we need to hire people that are compatible’, that in a more transactional type of business environment, that makes more sense.”COLLIN: GETTING TO KNOW THE BUYER BEFORE EVEN MEETING THEM“It's super powerful when I started to see some of this stuff go to work where you get a person on a zoom call, and prior to having a meeting with these people, you'd get sort of a brief of like, ‘Hey, here's who you're meeting with, here's their personality type, here's the things to avoid, here's how you can win with them in’, going into those meetings with that information was just a total game changer.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT DO YOU MEAN COLD CALLING DOESN’T WORK?Let’s face it, a lot of people hate cold calling, and it’s these people who keep saying it doesn’t work. Well, Nancy has a counter to that, as she explains how providing the right training, consistent practice, and making it fun are the key to success in cold calling. Tune in to learn Nancy’s best practices with her team that involves deconstructing calls, training sessions, and constructive feedback, only here in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSNANCY: APPRECIATE THE COLD CALLERS“I think what's really important is you have to appreciate anybody in a position that it's making cold calls, they're living in a NO world. How many NOs you're gonna have to get until you get to your YES.”NANCY: BEING CONSTRUCTIVE TOWARD THE TEAM“I have taken it to be my responsibility to keep the culture fun and provide ongoing sales training, and that makes all the difference. They love it. We deconstruct the cold call every single week, we've had people come to our training, that are perhaps students of our trainer, just to listen to the team talk about it, and celebrate the successes, you know what they're doing great, and if they're not hitting their numbers, be constructive about different ways and techniques. But bottom line, it's a practice like anything else.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO DO SOME RAPID-FIRE!How do you know if you are selling it right? Are you using the right insights? Are you selling to the person and not the persona? Collin joins Tom Poland today, as he undergoes a series of rapid-fire questions about Humantic and selling, using personality insights. Collin discusses who are the clients that Humantic aims to help, what problems it tries to solve, and the common mistakes that sellers make. Tune in and learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE PROBLEM THAT HUMANTIC AIMS TO SOLVE“The problem that we're solving for them is helping them to better understand their buyers and to change their sales process in a way, which can be more authentic, and they can personalize the entire sales process.”COLLIN: SELLERS’ BIGGEST MISTAKE“The biggest mistake that a lot of people make, just generally in sales is exactly what you said it's selling to the persona instead of the person, and that's just not authentic enough. It's not personalized enough at the level.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ONE SEARCH IS NOT ENOUGHReferrals are not always just about asking your clients for prospects. There are ways to get referrals on your own using LinkedIn and Mike is back to break it down. In this episode, Mike shares how you can get referrals by doing a search within a person’s list of connections and identifying potential buyers by analyzing trigger events from these connections. Find out more in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: A SEARCH WITHIN A SEARCH“If I know I'm meeting with Collin here at one o'clock, I go on Collin's profile, and you can click on their number of connections, and see their connections listed. There's actually a search bar there. So, you can search within Collin’s connections for like a VP of sales or, you know, HR, whoever you're selling to, and find connections that Collin already knows.”MIKE: UNRAVELING TRIGGER EVENTS“When you're doing these searches, there are a couple of other tricks I'd add here to, number one is thinking about trigger events that are leading indicators to when somebody needs to buy your services.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LET IT GO AND LET IT GROWAs much as we want to be always on top of things, there comes a time that we need to start backing off and letting things operate on their own. Some founders find it hard to do this, and Scott is back to discuss why this has to happen. He explains at what point is the perfect time for a founder to start looking into giving up some responsibilities, begin letting go of control, and let the team figure out the ways to operate with just a bit of guidance. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSSCOTT: WHEN TO START BACKING OFF“It’s usually around like 3 million in revenue, where the founder really needs to think hard about, how do we get out of the day-to-day, like the founder at that point should not be doing every demo or be on every implementation call.”SCOTT: GUIDE YOUR TEAM, AND LET THEM DO THE REST“We think about this like, ‘How do you elevate yourself up in your organization, and be comfortable letting the team figure it out with your guidance, as opposed to us swooping in and putting out every fire.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT JUST ABOUT WHAT YOU SHOULD DO, BUT ALSO WHAT YOU SHOULDN’T DOA lot would assume that winning back customers is just all about knowing what should be done to keep them, but we tend to forget that we also need to consider the things that we need to avoid. What did we do to cause the customer to leave? How did we communicate with the lost customer? In this episode, Collin explains that personality insights will not just help you find out what to do for the customer, but also what you should avoid when dealing with them. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: ACCURATE DIGITAL FOOTPRINT SCANNING“The way we approach it is like we're scanning their entire digital footprint. So we're getting a really accurate assessment of who they are, and so that's one of the advantages of using something like that, to be able to identify personality to then adapt and change, how you might approach them in a sales motion, or in a winback campaign.”COLLIN: AVOID THE TRAPS AND MINES“The next way to really sort of take a bite out of understanding this stuff, and then being able to actually put it into application in your sales motion or winback campaign is knowing the things to avoid because those are the big ones. So knowing which traps to avoid which sales landmines.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS MASTERY ACHIEVABLE IN SIX MONTHS?When it comes to skills, it actually depends. There are many factors to consider before determining if you will be able to master a skill in a given time, and that is what Christina will be talking about today. She explains that before determining how long or short you need to master something, you need to define what mastery of that skill looks like. Find out more as Christina breaks this down in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: WHAT MASTERY LOOKS LIKE“Before letting that become the norm, you almost have to catch that and focus first on what a set regimented idea of what mastery looks like. What are the skills? What are the behaviors? What kind of consistency do we need to see before we both consider this mastery? And then what is the timeline for advancement look like?”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THERE’S NO SUCH THING AS DEFAULT ANYMOREIn sales, marketing, or even winback, many have been taught that it’s all about building rapport, building relationships, and all the other defaults. However, the market is changing. These things are still important but it will now depend on who is on the other side of the table, your customer. Dan and Collin continue to explore the application of models such as DISC and OCEAN in the winback process, and you will learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT’S NOT A ONE-SIZE-FITS-ALL“Organizations are taught that small talk and building rapport matters in every situation, and it's highly dependent on who's the on the other side of the table. It's not a one-size-fits-all. So, if they're more of an ROI-driven person, then focusing on that is going to be the most important thing to increase your likelihood of winning them back.”COLLIN: SELLERS' AND MARKETERS’ DEFAULTS“The challenge is that sellers or even marketers rather are going to always show up the way that they would if they were on the other side of the table. That's the bias because they're communicating in a way that would make the most sense to them if they are buying. So, that's their default. So, knowing this information about these people and being able to adapt it based on what you know about them is really important.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SALES IS A CIRCUS, YOU HAVE TO DO SOME BALANCING ACTA lot of sellers assume that the more leads you have, the better your chance of getting a deal. Unfortunately, that is not the case anymore. Today, Nancy is back, and she will be discussing with Collin the importance of having the right size of leads and how every industry has its own unique ramp-up period, which you need to consider when you plan on making cold calls. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSNANCY: RIGHT SIZE YOUR LEADS“I was on the phone with a client earlier, and one of his accounts wanted to stop his program because he was getting too many leads. Well, I say, ‘Then hire more people, so you don't do it’. I guess it's a balance, you need to know how many leads you can handle and handle them well, that's the key.”NANCY: DIFFERENT INDUSTRY, DIFFERENT RAMP-UP PERIOD“The larger the company, the longer it takes to get the attention of a decision-maker. That's just the reality. So when you go into a call campaign, you have to look at all of those factors to set reasonable expectations. Unfortunately, a lot of people give cold calling a bad rep, ‘Oh, it doesn't work. It doesn't work.’ And the reality is, it does work, but every vertical or industry has a different ramp-up period.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PEOPLE COME BACK FOR PEOPLECollin appeared in various shows in the past weeks to discuss personality-based selling. Today, we are switching up as Collin jumps into The Winback Marketing Podcast with Dan Pfister.In this episode, Collin discusses how you can use personality insights as a means of having a stronger Winback campaign by identifying personalities that you are able to win back and the ones that you don’t. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WE ARE DEALING WITH PEOPLE“I think what sales and marketing teams forget is, we're dealing with people. At the end of the day, we are dealing with people, and not all people tick the same way, so there are a lot of different ways you can use Personality Insights to better understand the people that you're in your sales process, or in your winback campaign,”COLLIN: ANALYZING YOUR CHURN WITH PERSONALITY INSIGHTS“You can analyze your churn. Who are we losing? And are there any patterns there with personality? Are there certain types of people that we are losing more often than others?”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SALES WILL ALWAYS HAVE THE NUMBERS GAMENumbers matter, that’s a fact. But what numbers do you have to keep an eye on? Social media, LinkedIn in particular, is full of vanity metrics such as likes, reactions, comments, and more, but what do we really have to look at? Mike is back with Collin to discuss that these metrics are not really what you want to focus on, but the conversations, referrals, and conversions you get out of your content. Stay tuned until the end because Mike explains why referrals are still the gold standard for leads in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: STOP LOOKING AT VANITY METRICS“Don't worry about the metrics and the likes, and the comments, and engagement, worry about how are you? How many sales conversations are you starting out of this? How many referrals are you asking for? Or getting in a week, a day, or a month? depending on what your product and sales cycle is?”MIKE: THE GOLD STANDARD LEAD FOR SALESPEOPLE“The number one gold standard lead for salespeople, hopefully, you agree, is referrals. If you get like a warm introduction from somebody who's like a client who's doing business with you, and they introduce you to somebody else, there's like a really high chance of that closing, studies show like a 50 to 80% chance of closing that business.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S OK, JUST TAKE YOUR TIMEOne of the biggest mistakes founders or sales leaders make is rushing the hiring process. As they try to catch up to their targets and to their goal of scaling the business, they tend to forget what really matters, which is finding the right person for the job. In today’s episode, Scott and Collin talk about the importance of putting a hiring process in place and taking your sweet time to find the right person. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HAVE A PROCESS AND DON’T RUSH IT“The number one thing there that I'll say is, you can't rush that process. Number one, you need to have a process in place, and two, you can't rush it. I think that's where a lot of people make a lot of mistakes because they're like, ‘we need to get here with the business in a timeline of yesterday, and that means we need to hire people.’ and they skip crucial steps in the hiring process.”SCOTT: WHEN DO YOU START HIRING SALES-RELATED TALENT?“You got to run that process, you got to figure out what's out there, and as you said, I've been a sales manager, or sales leader, or head of sales, and I can't tell you how many people that even after the best vetting and interview process, three months in, I'm putting them on a PIP (Performance Improvement Plan). It's just like ‘where did I miss here?’ It's hard, and you have to be willing to put in the time, the effort, and the patience because if you don't, that's where those hires become even more expensive to you.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok