Sales Transformation

WHEN RESULTS ARE BETTER, THERE’S LESSER TURNOVERCollin and Trevor are about to close their conversation, and in this last bit, the two talks about how the uplift in sales that personalized selling brings to the table can also uplift a seller’s enjoyment of his job. Collin confirms and explains how personalized selling helps sellers gain better results, which makes their jobs more rewarding, and overall can lessen turnover in sales roles. 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: UPLIFT IN SALES, DOWNTREND IN TURNOVER“It's really hard for salespeople to sort of detach their self-worth, tie their self-worth to booking any meetings or not in this job, and so it sort of chips away at you a bit. So to be able to have a way where you can reach out and be more personalized and yield much better results, and feel like you're actually being impactful in the role that you're doing is definitely much more rewarding, definitely much more enjoyable, and could even contribute to decreasing turnover in those types of roles as well.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMEBODY HAS TO START SOMEWHERE, RIGHT?It’s a new day and a new guest. Today, we have Christina Brady, SVP of Sales at Spekit. Christina talks about how she got into sales and worked her way up at various companies, which leads to the topic that is thinking about your own promotional path. Stay tuned until the end as Christina shares the top 3 things to do if you want to get promoted, and more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: SKILL MASTERY AND VISION OF ADVANCEMENT“There are three things to focus on. One is mastery of the skill and the job in the role that you're doing today. The next is, what is advancement look like, and what gaps do I have to advance to whatever that next role is?”CHRISTINA: ABSORPTION OF KNOWLEDGE“The third piece is sitting at the table and absorbing everything you can from what's around you, even if objectively that's not your job, or you shouldn't be at that table, or it has nothing to do with what you're doing.”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

START NOW, BEFORE EVERYBODY ELSE WOULDIt’s Collin’s last round with Ethan and in this episode, he explains that the evangelist’s work doesn’t stop when deals are closed and will continue as customers continue to have their experiences. Collin also discusses the high chance that everybody will also start evangelizing sooner or later, so if you have the plan to do so, it’s time to start. How? Tune in to find out in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EVANGELIZING NEVER STOPS“Just because they've signed up doesn't mean that they're fully bought into full adoption of what it is that you do, and so there's a lot of work that can be done in evangelizing even in closed one deal because that experience is what's going to keep them as customers.”COLLIN: COMPANIES WILL EVANGELIZE SOONER OR LATER“I do believe that at some point, everybody will need this role for the most part, whether they believe it or not, and whether they're not taking it seriously now, there are going to be companies that are early adopters of this, and then there's gonna be people that would join later on this bandwagon and wish they would have sooner.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IS THE BEAUTY OF COLD CALLING?A lot of people take cold calling for granted and treat it as a “forgotten art”, but Collin and Nancy Calabrese both disagree. Nancy is the Founder and CEO of One of a Kind Sales and the host of Conversational Selling. In this episode, Nancy talks about what changed over time in the outbound world, the benefits of cold calling, and the reason why you don’t need to have so many leads. All these and more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSNANCY: WHAT CHANGED IN OUTBOUND TODAY“What's really changed in today's world is there's a lot of voice messaging, and you still have to do it and leave your message, but be persistent. So that's really the only thing that's changed.”NANCY: ABILITY TO PRE-BUILD A TARGETED LIST“The benefit of cold calling is that you can actually pre-build a targeted list, so you are in front of the people that you know could potentially be a customer for you.”NANCY: LESS LEADS, MORE TOUCHES“People think they have to have thousands and thousands and thousands of leads, and I disagree because if you have so many leads, you're never going to be able to create a process of repeatable touches, and that's the key to outbound. If you would be marketing, you want to have a program in place so that you are in front of your target audience at least three to four times a year.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT REALLY ABOUT WHO’S RIGHT OR WRONG, IT’S ABOUT THE BUYERTrevor and Collin start off this episode with a quick discussion on which channel works well with DISC selling and why it’s effective. Collin continues to discuss that the channel, the method of selling, and whether solving problems or being likable is the best way to sell are not what really matters the most, but it is the person who is buying. Stay tuned to learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE PERSON, THE PROSPECT, IS THE ONE THAT MATTERS“There are people that say, ‘Hey, people buy from people who know, like, and trust you.’ and then you've got the camp of people that say, ‘No, Trevor, people buy from people that solve real problems for them.’ that doesn't matter. The interesting thing there, and I'd love to get with two people in the same room that have this difference of opinion, is they're both wrong. And they're both wrong because it doesn't matter. What they're saying does not matter, the only thing that matters is who the person is, who the prospect is.”COLLIN: TARGETTING INSTEAD OF SEGMENTING“Yes, you need to solve problems for your customers. Yes, but relationship matters to some people and not so much to others. So it's less about ‘this is the right way’ and ‘that's the wrong way’, and it's more about customizing how you show up based on who you're dealing with as a prospect.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT JUST ABOUT WHAT YOU EARN, BUT ALSO ABOUT WHAT YOU LEARNWe already know the three stages of founders’ involvement in the sales process. In fact, in his previous round with Collin, Scott Sambucci already started discussing founder-everything sales, the first stage. Today we will be learning the second stage, which is founder-led sales. So what is it about? For Scott, it’s not about the sales and the customer you got, it’s about learning how you got them. This is also where you start hiring your first sales talent, and it is crucial for you to pass on what you learned. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSSCOTT: IT’S NOT ABOUT WHAT YOU GET, IT’S HOW YOU GET IT“This is another reason why the founder has to do the early sales because the byproduct of you getting those sales is not just customers and revenue, it's learning about ‘How did I get those customers.”SCOTT: WHEN DO YOU START HIRING SALES-RELATED TALENT?“Now you're managing a little bit of process and a few people, and by doing that, it also teaches you as a founder how to hire sales-related talent, because you may have had experience hiring product managers or engineers, or some other type of skill.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LESS IS MORETime and time again, Collin has always been explaining that it’s better to hunt a few high-quality prospects than to stick with the spray-and-pray approach. This gets better as Mike Montague is back to discuss why it’s the better choice to prospect with lesser connections in LinkedIn, who you really know, than requesting connections and spreading DMs like crazy. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: STOP BORING PEOPLE WITH YOUR RESUME“For anybody that needs a job, you have to look like you're the best at the job you're currently doing. Not like you're out of work and need a job. So anytime you're putting your resume and other things on there, it kind of reads like, “Hey, I don't know, just a boring resume speak”. That doesn't resonate with anybody. If you're forward-looking, if you're talking about who you want to meet, who you're where you're going towards your next goal, people can connect with that, and you'll get a lot better responses.”MIKE: THE IDEAL NETWORK SIZE“The ideal network is a lot smaller than you would think, like 250 to 500 people that you actually know, that are in diverse industries that can help you fish with nets instead of poles and so they can give you a whole bunch of referrals, or they're exactly targeted to your market is really good.”MIKE: LESSER CONNECTIONS FOR BETTER CONVERSATIONS“Smaller, tighter, deeper connections with less people is way better than a big wide network with people that don't care about you and don't have any interest in helping you.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU TURN “HARD” TO “EASY”?Trevor Lee asks Collin an interesting question. Do you find it hard for sellers to adapt to DISC selling when presenting themselves? Collin says yes, it is definitely hard, but there are ways to make it easy. He explains how technology helps you prepare for a conversation and lean your strategy toward a particular target instead of trying to fit into a lot of segments. Learn how to turn “HARD” to “EASY” in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: KNOWING THE PERSONALITY MAKES HARD BECOME EASY“Now, people trying to do it in a virtual world where they're mostly meeting on Zoom, it's even a little bit harder, but if I can know who you are before we ever meet, then I can go in a little bit more prepared, where I'm not kind of trying to figure it out to get to a place where I maybe think I'm right, to then sort of adapt and change.”COLLIN: TARGETTING INSTEAD OF SEGMENTING“In some cases, we see in sort of a macro level where companies have such a vast, higher win rate with certain personalities, that they then only prospect to those people because if you win almost, 300% or 400% more often with a particular segment of personality types, why would you prospect to anybody else? So in that case, you're just getting better at your targeting. So you don't have to segment necessarily.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME FOR SOME D.I.Y.Last Monday, Scott Sambucci discussed the three stages of a founder’s involvement in the selling process, and today, Scott and Collin will go deeper on the first one, which is Founder-Everything Sales, where he talks about the importance of taking ownership and accountability to run your sales on your own first. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSSCOTT: IT ONLY TAKES ONE DECISION“It's just a matter of making the decision and accepting the responsibility and the ownership to say I must do this because if I don't, there will be no future.”SCOTT: OWNERSHIP AND ACCOUNTABILITY“It ultimately comes down to ownership and accountability for those founders being willing to do that kind of work.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS IT REALLY THAT HARD? Trying out a new process or switching to a completely different approach can be intimidating. Most people would immediately think about how hard it can be to do so. Well, it is not easy, but Collin is here to give us some tips on how you can make personalization a part of your selling practice. Stay tuned as Collin also shares how you can get started with Humantic.AI in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox with the ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HARD BUT NOT IMPOSSIBLE“It's not easy, it takes a requirement of really being committed to changing the way you sell, and sellers are always going to default back to their own natural tendencies, especially if they get in a challenging conversation or situation, and that's where it becomes a little bit more challenging. But the more you adopt it, the more you practice, it does get easier.”COLLIN: BE PERSONAL AND ADAPTIVE“Be more personal in the way where you're adapting to the way that your buyer wants to buy, rather than trying to get your buyer to adopt the way you want to sell. It's massive, and it's an easy way to stand out.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME FOR SOME NEW TRICKSIn today’s episode, Collin welcomes Mike Montague, Director of Community Engagement at Sandler, a podcast host, and author of LinkedIn the Sandler Way. Mike talks about his experience in reading outdated playbooks on social selling and the problems he saw with what they are teaching. This led him to write his own book, and you will learn more about it in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: THE PROBLEM WITH THE OLD PLAYBOOKS“I realized that social media was blowing up. But all of the books said like, you build this huge audience, you joined 50 groups, you blast messages and post three times, seven times a day, and hopefully, someday somebody will buy it from you, or the book ended on and now you engage the audience, and I kept thinking like, that's exactly why I'm reading this book, I wanted to learn how do I use this as a salesperson to start a sales conversation, get something into my pipeline.”MIKE: THE DIFFERENCE BETWEEN MARKETING AND SALES“If you're marketing for a company, you want that brand and brand awareness as wide as possible. If you're in sales, you want your target audience to be as small and qualified as possible.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU HAVE TO EVANGELIZE TO NORMALIZEAs evangelism is a pretty new concept in sales today, Ethan poses a rather interesting question. What if it normalizes? What if it becomes a normal part of the process? Do we still need to evangelize? Collin definitely says yes as evangelism involves content that buyers today would normally consume first before making a decision. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EVANGELIZING IS CONTENT, AND LEADS YOU TO THE CONVERSATION“A lot of evangelizing is content, podcasting, webinars, speaking events, written stuff, like a lot of what you do is evangelizing through content and through different distribution channels, and when somebody's making a buying decision, on average they're going to consume 13 pieces of content when they're making that buying decision. So do you want to be a part of that conversation? If you aren't evangelizing, or if you've decided maybe ‘we don't need an evangelist anymore’, well, then you're probably not going to be part of that conversation.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

NOT EVERYTHING CAN BE DONE IN ONE GOOne of the biggest mistakes of founders and startups is the assumption that they can immediately start operating and selling through new hires. Well, that’s a big NO-NO for Scott Sambucci. He is the CEO and Founder of SalesQualia and a sales coach for tech startups. Scott talks about the three main stages of sales involvement by founders; Founder Everything Sales, Founder-Led Sales, and Founder Less Sales. Quite intriguing, right? 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 MOMENTSSCOTT: THE BIGGEST MISTAKES FOUNDERS MAKE“They think like, ‘Well, I'm a tech founder, I'm an engineer, I'm a product person, I'm a financial person, I'm not good at sales. So I should hire somebody to do it for me.’ And that really is the biggest mistake because no one else is going to be able to sell your product, as well as you in those early stages, because you have the vision, you've got the founder magic that you sprinkle on the deals, the way that people answer questions when you ask them that certain intuition that you have, that no one else in the world is going to have. So until you go and do those things, you're not going to be able to teach other people what needs to be done in order to prospect and convert deals and service them.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S SUPPOSED TO BE QUICK AND EASYCold calls are one of the shortest conversations you can ever make when selling. In just 2 minutes or less of talk time, there’s not much you can do about it. What if you are trying to personalize that call? Collin discusses the small things that you can change to personalize a cold call, and also explains the true goal of it. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THINGS YOU CAN CHANGE TO PERSONALIZE A COLD CALL“There's not a lot that you can change on a cold call to personalize to the personality, but there's a few things that you can do, you can change your tone, you can change your speed, you can change a little bit of what you say like the context, you can change a bit as well.”COLLIN: THE REAL GOAL OF A COLD CALL“The goal of a cold call is to get into a conversation, to get into a high-quality business conversation, to learn something new, and maybe, maybe it makes sense for us to talk again, just maybe.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT’S THE BEST WAY OF USING DISC ON YOUR CALLS? Unfortunately, there’s no one-size-fits-all answer to that. As DISC has its own model, it may seem to have a way to make a standard strategy for every personality type. Collin explains the different ways of strategizing your approach based on personality and how much control you have over your champions and the types that you will target for your product or service. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox with the ST Newsletter.TRANSFORMING MOMENTSCOLLIN: CONTROL THE CHAMPION, NOT THE BUYER“It kind of goes out the window, it's like you can control it a little bit around like who your champion is, and hope that you work with people as your champion that are compatible with you because things are going to be easier. But you have less control of like everybody else that's a stakeholder or in the buying committee.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

AREN’T YOU BORED OF THE SAME OLD TRICKS YOU DO IN YOUR EMAILS?In this episode, Trevor Lee welcomes Collin to his show, Better Presentations, More Sales. In this interview, Collin gives an overview of what Humantic does to personalize your outbound messaging into something that resonates with the buyer. Collin explains this by sharing his daily experiences dealing with awful LinkedIn DMs and bad emails. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT ALL DEPENDS ON THE OTHER PERSON“I can't tell you how many terrible LinkedIn DMs I get and horrendous emails I get on a daily basis. I mean, it's out of control, and so the best way that you can stand out in the noise is to personalize how you reach out to show people, to deliver messaging that is going to resonate with them based on who they are, what matters most to them, and do what most are not doing.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LEARN IT, UNDERSTAND IT, APPLY ITPractice makes perfect as many would say, and as Collin closes his interview with Marki about social selling, he talks about the application of DISC and OCEAN selling. Collin explains that this can be used in any channel and with enough practice you can sell to your buyer the way they want to buy. Learn to be a pro in social selling in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT ALL DEPENDS ON THE OTHER PERSON“Everybody teaches sales is about rapport building, and it's like, yes, but no, because it's not everybody, whether the people think relationships and rapport building is important, and then there's the camp of people that think that it's not, well, they're both wrong, because it depends on who the other person is.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A TARGET WITHOUT A STRATEGY OR A PROCESS IS SET TO FAILKevin is about to close his series with Collin and shares his final thoughts. He talks about the different ways of targeting and messaging when working on your outbound channel. Kevin also adds the importance of breaking down your channel as a strategy and process, and that you should be adjusting based on the individual you are connecting with. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: YOUR WEBSITE SHOULD CONTINUE YOUR STORY, NOT END IT“If your website is not doing any help, then what good is an outbound effort if it's directing people to a website that doesn't continue the story and position you as we did in that channel.”KEVIN: MAKE IT A STRATEGY AND PROCESS“To be successful you have to break it down as a strategy and process, understand that we should be adjusting based on the individual, understand that if you're not having opens from a prospect, it's probably because they don't prefer email so convert it to a different channel you have to look at all those micro engagements to really dial in your campaigns.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LET’S CLOSE THIS DEAL!As Collin’s interview with Tyler Lindley is coming to a close, he compares the questioning behavior of the 4 buyer types using DISC and provides advice on how to deal with each of them. Stay tuned until the end because Tyler will be running Collin with some rapid-fire questions where you can get some quick tips and tricks in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HOW TO GET STARTED WITH PERSONALITY-BASED SELLING“If you're curious about this sort of stuff, and you're wondering, how do I get started? knowing yourself first is a good place to start, and knowing some of these things to avoid and really just starting to put it into practice?”COLLIN: PHONE, ALL-DAY“Why phone? It's just the most effective way you get instant feedback, you send an email, even if you're good at email, the people who don't respond, don't respond. But you get real-time candid, sometimes very candid feedback on the phone where you can really nail target and messaging fast when trying to scale and get to product market fit all that good stuff”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS THIS REALLY FOR YOU?There are companies that immediately gravitate towards outbound as a channel without checking if it’s a good fit. Some do it because they see it work with others, but it doesn’t work that way. Like prospects, the type of channel you should be doing needs to be assessed if it’s a good fit for your business or not, and Kevin Warner is back to discuss this in detail. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: STOP CHANGING DIRECTIONS EVERY DAY“The biggest thing we'll run against is the expectation of outbound. So I think outbound it as an acquisition channel, you should always test it if you can it be profitable for your business. The problem is the expectation alongside it.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IS THE PUREST FORM OF SALES?As Ethan Beute and Collin continue their conversation about evangelism, Ethan talks about what being human can do that a bot or AI can’t. AI is definitely helpful in the part of identifying important information but it is the human’s job still, that strengthens the connection between seller and buyer. Ethan also talks about evangelism being the purest form of sales, so stay tuned until the end of this episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSETHAN: FITTING INTO THE CONVERSATION“It's not about social, it's about the groups of people, how are they talking? What are they talking about? Where do we fit in this conversation, it's something that you can't send a bot out to do.”ETHAN: THE PUREST FORM OF SALES“The first time I talked with Guy Kawasaki, he pulled out a line that actually comes from the first book he ever wrote, he's written 15 books. The first one was the Macintosh Way published, I think, in 1990. And he referred to evangelism as the purest form of sales.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TOO COMPLICATED. IT’S NOT MY THING. IT’S TOO MANY. A lot of sellers are a bit hesitant in using the personality-based model because it seems complicated being a relatively new method, and don’t get me started with the 36 variations because that’s gonna drive you nuts. But Collin explains that it is quite simpler than we thought. The important thing is to learn the four basic quadrants and start knowing your own personality. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox with the ST Newsletter.TRANSFORMING MOMENTSCOLLIN: START WITH YOURSELF“D is more dominant, I is for Influencer, S is Steady, and then C is more of a Calculative type. So that's kind of general DISC, and then there's obviously variations and things like that. But just keep it simple. You know, that's the four different types, knowing what your type is, is a good place to start.”COLLIN: HOW TO IDENTIFY PERSONALITIES“There are guides and resources where you can maybe read that person, right? Like how they respond their tone, their speed, that's like, one way that's very challenging. You can use a tool like Humantic. And so a couple of ways is, you know, we sit on top on top of LinkedIn or Twitter. And so you would scan their profile, and then it would give you their personality type. And then all of the suggestions around prospecting, negotiating compatibility, all those sorts of things.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT ALWAYS JUST ABOUT THE APPOINTMENTS!Knowing your numbers is a good thing, but changing your directions every day based on your current appointment stats is not the way to go. In this episode, Kevin is back to discuss the problem with sticking with appointment metrics, and he points out that we should be looking at our performance from a market research standpoint where appointments are considered traction and not conversion. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: STOP CHANGING DIRECTIONS EVERY DAY“If you're changing directions every day, how do you do anything consistently? Again, marketing figured it out. We just got to click over into the sales side and realize, hey, email, phone, and LinkedIn, that's structured communication channels that are getting impressions in your people all have the same structure. Why aren't we evaluating it the same way?”KEVIN: APPOINTMENT METRIC VS MARKET RESEARCH STANDPOINT“No matter if you're a brand new tech startup or a well-funded unicorn, the KPI on meeting set is the exact same conversion rate, and now you're sitting there thinking, ‘hey, you've never done outbound, you don't really know your go-to-market messaging, why do you think that's going to be the appointment metric?’, like you should be looking at this from, a market research standpoint with any meeting booked is a positive sign of traction in your market.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ONE FOR ALL, ALL FOR ONEWe already know that every person has a different personality. You can resonate with some, click very well with a few, and not so much with the rest. But what if there’s a way to connect with all of them? In this episode, Collin explains how understanding the buyer on a deeper level can help you find their soft spot and know how to deal with every personality you encounter. Get ready to dive deep into this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: BE COMPATIBLE WITH ANYONE“What if you could be compatible with every buyer that comes into your world? Well, you can, by knowing their personality type, and so you can understand their profile on social, from LinkedIn, and Twitter, and understand their personality insights. And so what does that mean? What type of person they are? Are they a high D - Dominant person? Are they an Influencer? Or a Steady person? Are they more Calculative slower paced person.”COLLIN: UNDERSTANDING THAT LEADS TO SUCCESS“Understanding their values, what to do, what not to do, traps to avoid, hot buttons, how to craft your messaging, where it's going to most resonate with them based on the way that they process information. That's all really important stuff that you can get from personality insights about your buyers.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

TOO MUCH OF SOMETHING IS NO LONGER HELPFULAs sellers, we all had a taste of being pressured with activity, doing X amount of calls, X amount of demos, X amount of emails, and many more. These are the things we get hammered for every single day. This is the activity mindset, which Kevin and Collin will be tackling and will be breaking down why it’s a broken mindset, and what should SDRs and sellers do that actually matters. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: EVERY COMPANY EVALUATES DIFFERENTLY“Every company evaluates sales, pipeline, hiring internally, and expectations of teams differently. Some are pipeline-focused, others are revenue focused, some are activity-focused, and some don't have a product-market fit. Let's just get us out there in our name out there. Who cares if we drive any pipeline, every company evaluates it differently.”COLLIN: THE BROKEN ACTIVITY MINDSET“The activity mindset is broken, for sure. Like let's just keep it real for a second, activities are not going to pay the bills, keep the lights on, or get you to your next round of fundraising. But some people still have this activity mindset, it’s so much, that's why we're seeing a lot of these layoffs. Like, they didn't have a good sound strategy. And it was like, we just need more bodies.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A LOT OF PEOPLE WOULD ASK, WHAT IF I CAN’T FIND ITIn this last conversation with Tyler Lindley, Collin explained the use of a person’s digital footprint to identify their personality type and use it for selling. Well, that’s covered, now the question is, what if that person has no digital footprint? In this episode, Collin explains how to find a person’s digital footprint with fewer posts or content. Stay tuned until the end as Collin also shares what other sources of information you can use to identify personalities, only here in Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHEN THE ICP DOESN’T POST THAT MUCH“Some particular ICPs that are a little bit trickier but also, it just depends, just because they're not posting as much as Tyler doesn't mean that they don't have a digital footprint, there could have a digital footprint that you're not aware of.”COLLIN: CHECK THE PERSON’S ONLINE ACTIVITY“I would say a good place to start is like, there's a wealth of knowledge online, podcast, blogs, people posting on social, that talk about DISC selling, generally, right. And DISC selling is not some new novel concept. It's just that there's never really been great technology to enable sellers to be able to pull that off.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO DO SOME HOCUS-POCUSWhat is a product-led sales platform? How does it work? Alexa Grabell is about to close her conversation with Collin, and today she will be putting her focus on POCUS. She explains the primary function of Pocus as a product-led sales platform to gather organizational data, create analytics, and generate actionable insights that will lead sales reps to success. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSALEXA: POCUS AS A PRODUCT-LED SALES PLATFORM“as a product lead sales platform, what we're doing is bringing data from all different parts of your organization into one place. So a sales rep can go in and see what leads should I be focusing on today and what action should I take.”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THE COMPOSITION OF YOUR SDR TEAM IS LIKE A FOOD MENU, THERE ARE A LOT OF COMBINATIONS TO CHOOSE FROMIn this episode, Kevin Warner is back to discuss SDR Teams. There are quite a handful of compositions you can actually choose. There are different compositions available depending on your preference, be it an all-internal team, a fully outsourced one, or a hybrid team. Kevin breaks down the pros and cons of each of them, so make sure to stay tuned to learn them in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: THE FUTURE OF SALES DEVELOPMENT“Don't have the infrastructure to one hire an SDR know what's a good SDR or not, they don't have an infrastructure to pay for tech that might not be utilized tech that's becoming more and more expensive every day, by the way. So you have to attribute value back at some point. And so they come to an agency because it makes sense, we can provide strategy, we can provide all the content, the same reason that you might engage a marketing agency.”KEVIN: SCALE BY KNOWING THE MARKET“Hiring an SDR team is more about people management than it is about focusing on your pipeline.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PEOPLE FOLLOW PEOPLE. PERIOD.Why do we need another person to take the evangelist role when you already have your Founder, your Head of Sales, or your Head of Marketing? Isn’t it redundant? In this episode, Collin explains why a Chief Evangelist should be a unique role, a position that is separate from the masters of sales and marketing, as this role needs to be a thought leader for customers to follow because people follow people. Learn more about the unique role of an evangelist in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: PROVIDE YOUR CUSTOMERS WITH A THOUGHT LEADER“You got to give your customers somebody on your team that they can follow, that they can learn from, that can educate them, that they can look up to, that can be viewed as a thought leader in the space that you sit in.”COLLIN: DON’T LET IT SCARE YOU, LET IT EMPOWER YOU“I think a huge part of evangelism is also building that network of people that you can get information from, that you can bring back to the team, and you have to sort of evangelize internally of like, hey, we need to be doing these things, or this is how maybe some messaging should change up.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES, WHEN YOU GOT NO IDEA, FREAKING IDEA OF WHAT YOU’RE DOING, YOU JUST GOTTA DO IT ANYWAYWe are back with Alexa today, and in this conversation, she shares her experience in operating founder-led sales for Pocus. She explains the reason why she had to operate the business that way, what challenges she faced, and how she worked on it and succeeded by being intentional about leading her sales team. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSALEXA: BEING INTENTIONAL IN OPERATING FOUNDER-LED SALES“I was very intentional that I said, you know, I do not want to hire any go-to-market team until I feel confident about product market fit. We just recently hired an actual go-to-market team. So it was all founder-led sales until them and they'd say it's like, the most painful thing ever because you're doing sales, sales, engineering, and customer success and running the business. But I think it's really necessary to figure out, do we have like, do we have product market fit? What works? What are the initial sales playbooks, you should be running? What are the initial post-sales playbooks you should be running before passing that over to someone else?”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU FIGURE OUT THE RIGHT MESSAGE FOR THE RIGHT PERSON? Saying tailoring your message based on their personality is easier said than done for most sellers. However, Collin explains that it’s not as complicated as you think. It all comes in two steps, leaving your default in writing behind, and knowing yourself first to know who would be compatible with you. Collin has more up his sleeves so stayed tune on this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: THE PROBLEM WITH YOUR DEFAULT“The challenge a lot of sellers have is that they always default to their own style. If they were on the other side of the table, if they were a buyer, they're going to sell the way that they would want to buy, and that's only going to work if you're selling to people that have exactly the same personality to you.”COLLIN: KNOW YOURSELF FIRST“I always say the best place to start is self-awareness, know yourself. Because if you know yourself, then that's gonna give you a pretty good indicator of maybe identifying other people that are like you. If you think about it, if you're a seller, and you're listening to this podcast, there are probably prospects that you just feel like, things were just a little easier, and you jive with them. And that's because you are compatible, you probably had a lot of similarities”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IS SALES DEVELOPMENT WITHOUT A FULL-TIME SDR?With its definition as a Sales Development Rep, many people in the sales space are used to having full-time SDRs as the major channel for sales development. However, Kevin Warner believes otherwise. In this episode, Kevin discusses the reasons why the future of sales development does not really require a full-time SDR, as what we really need to measure is ROI and revenue, instead of just SDR activity. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSKEVIN: THE FUTURE OF SALES DEVELOPMENT“We say the future of sales development is not having a full-time SDR, because companies, the way you evaluate an SDR is activity-driven, not ROI driven. Marketing campaigns at their core, if you run an ad on Facebook, on Instagram on Google AdWords, it is revenue driven from every analytic point.”KEVIN: SCALE BY KNOWING THE MARKET“In my mind, the sales development spaces leading to marketing, you should have campaign managers, you shouldn't be structuring these with very unique campaigns, you should be segmenting your market as much as possible and running unique campaigns that you can then measure. And we should be valuing the strategy and the management of those and not just an SDR team.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW MUCH IS TOO MUCH?As a seller, the best way to earn your audience’s trust is to provide value beyond their expectations. Marki starts off the episode by sharing her habit of overwhelming people with value without expecting anything in return. Collin also dives in by discussing the importance of focusing on providing overwhelming value instead of burning out the audience with pitch slaps and offers. Tune in and learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSMARKI: OVERWHELM THEM WITH VALUE“I am going to overwhelm them with information tomorrow because my whole goal is to exceed expectations. I don't ever want to be mediocre. Just okay. I don't know about that. No, I want to overwhelm you. That's what I strive for.”COLLIN: CREATE SUPER FANS WITH YOUR VALUE“You create what's called super fans, super fans want to support whatever it is that you do because you've added so much value to them over time, that it really doesn't even matter what the offer is, they just want to support what you're doing.”COLLIN: DON’T BURN OUT YOUR AUDIENCE“The thing is, you gotta have a balance. You can't over-promote, because if every single post you put out there is to buy my stuff, buy my stuff, then it's not going to work, you're gonna burn your audience.”Connect with MarkiMarki Lemons | National Association of REALTORS ®Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU HAVE A MILLION-DOLLAR IDEA?How well do you think it is? Some people are too passionate about their ideas that they blindly execute them and ultimately fail in the process. In this episode, Alexa is back to discuss the ways of knowing whether your idea is business-worthy or not. She also explains that you need to have a hypothetical approach and think about the possibility of failure. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSALEXA: THINK ABOUT THE POSSIBILITY OF FAILURE“You have to go into every hypothesis that this idea will fail, and like poke holes and figure out like, why is this not a real idea? Why is this not a business and really poke into that rather than going into conversations with customers and saying, like, this is a good idea, right? Like, tell me how you would use this. And so it's really being not tied to any idea and letting the idea pull you in.”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU ANALYTICAL ENOUGH?Being a seller is not always about knowing just one customer, it also involves knowing your entire customer base as a whole. Kevin Warner is back and today he talks about the importance of having analytics in your sales process. Kevin also explains how every outbound channel has just the same structure, the true big factor is having enough analysis on your customers to know how to communicate with them well. Let’s dig deeper and analyze this in the latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSKEVIN: VOLUME WORKS IF DONE RIGHT“Volume still works. If you're doing it the right way. The problem is a lot of companies, to achieve volume, don't do it the right way because of human resources or capital problems.”KEVIN: OUTBOUND IS ANALYTICS DRIVEN“The one unique thing about outbound is it is an acquisition channel, and at the core of an acquisition channel, it's analytic driven.”KEVIN: SCALE BY KNOWING THE MARKET“You can still achieve scale, you can if you know your market well enough if you can segment them well enough if you can personalize the messaging to those segments if you can interject personality data if you can understand that not all people use all of those communication channels the same.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LET’S GET TACTICALKnowing the personality types of your prospects or customers and using them as your foundation in selling is quite a cool strategy. But the question is, how exactly are you using them? How do you apply them in your actual selling strategy? Collin breaks down the process of using DISC and OCEAN and how to use their results to start the perfect conversation with your prospect. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: RELATIONSHIP-FOCUSED APPROACH TO MESSAGING “We see teams, basically bucket their leads based on personality. We've run some tests ourselves as well, where you're not necessarily changing the call script as much because that can be a little bit overwhelming. But the goal of a cold call is to get into a conversation. And so once you get into a conversation with somebody based on whatever your script is and stuff like that, how you frame that conversation, the tone of how you get into that conversation can be different based on the person's personality. That your overall messaging should be focused on, with some people, it needs to be more output driven, on other types of people, it needs to be more relationship-focused because that's something that really matters to them a lot.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

UNLOCKING YOUR CUSTOMER’S DATA IS LIKE MAGICCollin welcomes Alexa Grabell to the show. She is the Co-founder and CEO of Pocus. Alexa shares her sales story and how her career led her to found Pocus, the first Product-Led Sales platform that turns data into revenue. We all know that sellers need customer data to build their lists and it was difficult to unlock back in the day. Tune in as Alexa discusses how Pocus was made to solve this problem. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSALEXA: THE PAIN POINT BEHIND POCUS“Data lived all over the place, and sales teams would always say, how do I even get access to what my customers are doing? Who are they? Where are they in the sales journey, how many users from the company are already on the product on the free plan, or whatever that was? And so I ended up hacking together solutions to give sales reps the power of getting access to the data that they needed.”ALEXA: UNLOCKING THE POCUS IDEA“I then left Data Miner to go to Stanford for Business School, where I met my co-founder, and we went really deep into this topic of how you unlock data for revenue teams for sales, customer success, and marketing. And that led to the founding of POCUS as a product lead sales platform on how do you unlock all this great data and make it very usable for a salesperson.”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

GO FORTH AND MULTIPLYAs more and more companies join the growing trend of having evangelists in their ranks, you gotta wonder, why do we need one? What are the pros and cons of having an evangelist? Collin shares how he ended up with this title which they never really discussed right away, and what he thinks are the pros and cons that come with it. He also discusses that the reason why this role is starting to grow in numbers is the shift of content, in general, to cater to customers' need for education. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: THE EVANGELIST ROLE TRENDS AMIDST UNCERTAINTIES“I think that more people are going to start to jump on board with this, and I think a lot of companies are going to be unsure on how to handle it, how to track ROI, how to attribute revenue, what success looks like.”COLLIN: BUYERS NEED TO BE EDUCATED MORE“I think it has to do with the shift of just content in general, people’s understanding that buyers need to be much more educated before they have a sales conversation.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS YOUR COMPANY SALES DRIVEN?In this episode, Collin welcomes Kevin Warner, Founder and CEO of Leadium. The two will be talking about the future of sales and sales organizations. Kevin shares his history of founding Leadium after learning that sales is the driving force of a company. Stay tuned as Kevin also discusses his learnings after running the sales agency business, only here, in the latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSKEVIN: SALES IS THE DRIVING FORCE OF EVERY BUSINESS“When you're on product development and the success team, you learn that your company is only as good as sales, if you have revenue coming into the door, who cares about product success a lot of times, so that's when I shifted my focus is about the early stage tech startup companies that sales is really what drives a company, and sales is what can get you through a lot of your early stage problems if you can have this continual pipeline.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

EVERYBODY HAS A PERSONALITYWe all have our likes, dislikes, things we love, and things that drive us nuts. The question now is, how do we sell to each of these personalities? In his interview with Mark McInnes in Best of Sales Skills, Collin briefly explains his role as a Chief Evangelist. He also discusses the different capabilities and benefits of HumanticAI and cites sample results of their recent pilots. Join Mark and Collin today in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: WHAT HUMANTIC IS CAPABLE OF“We're able to tell you the reason that they might be a challenging prospect, the magic lever of like, what it is that really matters most to them, and then we give sales reps, the playbook all the way from prospecting of like, here's this particular prospect, here's their personality type, here's even your compatibility with that prospect. Here's how you should structure an email for this particular type of person. And then here's how you should prospect into this person.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IS SOCIAL SELLING TO YOU?This episode starts off with Marki and Collin discussing the value of consistency in any channel you use when selling. Marki then posed a question for Collin on his thoughts on what is social selling. Collin explains that social selling should be treated as an inbound channel rather than an outbound one and breaks down how adding value comes into play with it. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: IT’S ALL ABOUT THE MINDSET“The actions and activities that you do are a result of your mindset and how you approach it.”COLLIN: CONTRIBUTION, INSTEAD OF SEEKING ATTENTION“You got to shift to what can I contribute? What can I give to the platform to a community, it's a long game, again, most people will give up before they start to see results because they're gonna throw their hands up.”COLLIN: WHAT SOCIAL SELLING IS MEANT TO BE“I like to think of social media as more of an inbound channel, not an outbound channel. A lot of people are treating social like an outbound channel, which is connecting with everybody, sending automated messages, and doing all that stuff. I'm not some big anti-tech automation type of person, but there's a right way to do it, and it's about building relationships on the channels. It's adding value to an audience and community that you build up.”Connect with MarkiMarki Lemons | National Association of REALTORS ®Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU DELIVER A “CALL TO ACTION”?Sellers differ in closing styles but if there’s something that’s common about them, it’s that they will close with a call to action, AKA, CTA. If you are wondering why your standard CTA doesn’t work all the time, it’s because it’s not fit for your prospect’s personality type. Collin explains that CTAs also need to be fit to personality types, and you will learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: PEOPLE FROM TWO SIDES OF THE COIN“What your overall messaging should be focused on, with some people, it needs to be more output driven, on other types of people, it needs to be more relationship-focused because that's something that really matters to them a lot.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU PLAY THE GAME?Collin’s Chief Evangelist role is pretty much new as well as it is for Humantic. Having said that, positive results are only expected if a proper plan is created and executed. Collin lays down his cards today and breaks down their game plan on how to evangelize their product well into the market. Collin also explains how an evangelist’s integration into the team is important in order for it to be utilized properly. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: THE EVANGELIST GAMEPLAN“One is starting a podcast. They don't currently have a podcast. So we'll be starting to podcast. Step one is to start doing regular LinkedIn lives around authentic selling, right, we're doing our first one next week, and then the other sort of big goal is building this board of strategic advisors.”COLLIN: HOW AN EVANGELIST IS INTEGRATED“I think what the legal paperwork says is less important. What's more important, is how that person is integrated into the team”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU GOTTA LOVE IT TO BE GOOD AT ITWhile interviewing Collin about cold-calling, Marki Lemons recalls her own experience with a cold-caller where she resonates with the importance of having a positive mindset toward it. Marki shares the story of this cold caller who built a great rapport with her because he is happy and loves his work. Collin affirms this by explaining that you can only be good at cold calling if you find a way to really enjoy it. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSMARKI: IT WAS NOT HIS JOB, IT WAS HIS CAREER“It was the most pleasant conversation because of the rapport that he built. And it wasn't like that same dry person who's always calling me. He actually had a little pep and personality in his tone. And what I gathered from all of our conversations was he liked his job. But what I learned was that he came from AT&T. So this wasn't just a job, this is his career, and he took his career seriously. So when I go back and think about it, I need to change my mindset.”COLLIN: MAKE IT YOURS, DESIGN THE CALL YOUR WAY“You got to start to bring your own flavor, your own style, bring yourself into the conversation, how I use a permission-based opener may not be the way that you know, somebody else would. Does everybody want to say what's the perfect script? Well, the perfect script is however, you're going to feel most confident in delivering it, because what you say matters a bit, but how you say it matters far more than what you say.”Connect with MarkiMarki Lemons | National Association of REALTORS ®Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

36 IS A LOT, HOW DO YOU DEAL WITH THAT?It’s all about personality types and reply rates between Tyler Lindley and Collin. In this episode, Collin discusses the logic behind people’s preferences in messaging such as being detail-oriented, being very particular with grammar, and going nuts over bullet points. Collin reveals that there are actually 36 personality types that you have to deal with when it comes to writing the right message, and you will learn more about them in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: 36 PERSONALITY TYPES TO DEAL WITH“When we're talking about personality, it's not so black and white. Between the models that we use in Humantic, there are 36 different possible variations of personality”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW MUCH IS TOO MUCH?Jordan is back with Collin, and today, he talks about different price levels in sales funnels, which are considered low tickets, and which are high tickets. Jordan also discusses the importance of knowing your limit when it comes to the items you sell using sales funnels and knowing the right number of upsells you should make. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSJORDAN: MAKE IT QUICK AND EASY“I think as what I would hope to get myself to be an ethical entrepreneur, I think there are boundaries, where at some point you've got to really consider, what are some things that are actually going to add value to somebody's life? And does that make sense? Right, instead of endlessly selling pointless objects to people.”Connect with JordanJordan Mederich | DropFunnels | DropFunnels.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHY DO I EVEN NEED THAT?As companies and the market evolve in these modern times, new roles and functions are being created to help organizations scale to a higher level, or simply succeed in their mission. The question is, do we really need them? In this episode, Collin explains how his evangelist role came to be and its importance to HumanticAI. Collin also discusses the initiatives they started with his new role and their results. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: HOW HUMANTIC REALIZED THE NEED FOR AN EVANGELIST“It was because of the feedback that they were getting in the market, lots of inbounds coming in, but then a lot of deals getting stuck. And you know, mainly because of just lack of education, lack of knowledge of what DISC, is what these different personal personality types are, what the business applications are, why should people care about these things? Why does it matter?”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHERE’S THE FUN IN FUNNELS?Jordan is back with Collin, and today, he talks about how you can figure out what it is you want on your funnel. Jordan breaks down the different approaches to making funnels depending on your goal as a seller, whether it’s selling high-ticket products or just finding the right fit. Learn more about these tactics in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSJORDAN: MAKE IT QUICK AND EASY“You can really start with an opt-in page collecting name, email, and phone and maybe there's a training or a guide that they're getting access to, maybe it's a mini course, maybe they're just literally opting in, in order to get connected with you on a private call. The key here is obviously speed to lead. So if you can get to that lead within 10 minutes of them opting in, you're gonna see a radical change in your conversions.”Connect with JordanJordan Mederich | DropFunnels | DropFunnels.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU TRUSTWORTHY?Rish Bhandari is back and in today’s episode, he and Collin talk about how dark social is starting to become a means of building pipelines for those who are using it properly. Rish also talks about how sellers can leverage dark social by taking time and effort to become a trusted source of information. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSRISH: TAKE TIME TO BECOME A TRUSTED SOURCE OF INFORMATION“You've got to become a trusted source of information, and I'm not saying that if you start posting today, you will start picking up, you'll start having the trust, it takes some time, you need to invest some both time and effort. Because you've got to create those resources yourself.”Connect with RishRishabh Bhandari | Content Beta | ContentBeta.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF YOU THINK IT SUCKS, IT’S GONNA SUCKCold-calling has a bad rep with a number of sellers, saying it’s too difficult, it’s too time-consuming, and it’s not gonna get results, but for Collin who really loves cold-calling, it just depends on your mindset. Collin explains how you can make a positive shift in your mindset toward cold-calling, and breaks down some details like people’s common mistakes, and techniques such as permission-based openers and pattern interrupt. So buckle up coz’ it’s gonna be a wild ride in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: IT’S ABOUT THE MINDSET BEYOND ANYTHING ELSE“Mindset is huge with cold calling. If you have an attitude of cold calling sucks, cold calling sucks, I'm not good at cold calling, then guess what, you're not gonna be good at cold calling, and cold calling is gonna suck. But if you can shift that, and go into more of a positive mindset, and actually have some fun with it, you can actually get some results.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok