Sales Transformation

YOUR FIRST TIME WILL ALWAYS BE MEMORABLEJordan is back to give us the basics of building your first-ever sales funnel. Jordan’s tips are straight to the point: 1) Make a clear offer, 2) Use simple design elements, and 3) Ask for help if you are having difficulties. Stay tuned as Jordan breaks down each of these three 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: CLARITY OF YOUR OFFER“You need to have a crystal clear offer. So what are we pointing them to do? And how do we communicate that extremely clearly, to that buyer?”JORDAN: SIMPLICITY OF YOUR DESIGN“Keep any of your design elements very simple. It sounds counterintuitive, but I see it all the time, the more complex you make your marketing, message, design, and copy, the lower your conversions tend to be. And so we always say you can be clear, or you can be clever, which one do you want to be? I'd rather be clear because clear is going to win, hands down.”Connect with JordanJordan Mederich | DropFunnels | DropFunnels.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DID YOU JUST LOSE A DEAL THAT YOU THOUGHT WAS GOOD AS SOLD?What do you think went wrong? Sometimes it’s about how you communicate. What do we mean by communicating?In this episode, Collin talks about 2 things. First is the difference between a Chief Evangelist and a Sales Leader. Second, one factor that makes or breaks a deal is not really your knowledge of the product, it’s how you communicate. Collin emphasizes the importance of selling to the person, authentic personalized selling, not the patterned and automated persona selling, that brings the win. 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: A SMALL CHANGE CAN MAKE A HUGE DIFFERENCE“The default for most sellers, is to just show up and use the communication style and preferences that they prefer, and that's why a lot of sellers end up feeling like they mesh with certain prospects, and they don't with others. But if they just changed things a little bit to communicate in the way that that person likes to receive and process information, it can make a huge difference.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO RUN THIS SHOWAs the showrunner of his own content company, Rish has his own ways in terms of using his content as means for his business. In this episode, Rish shares their unique way of doing business and finding prospects with the distribution of their content. 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: THE BEST SALES REPS“We've given up on always selling and we've picked up always be helping. Now, the way this is different is you can say stock social. So basically, you go on social media, you go on communities, it could be Facebook groups could be slack communities, and I'm engaged with the audience set. ”Connect with RishRishabh Bhandari | Content Beta | ContentBeta.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU GOTTA GET DOWN TO THE NITTY-GRITTY DETAILSA lot of sellers today write their messaging based on a particular pattern or template that is designed for a persona, but is that enough? What about their differences in writing preferences? How about their desired formats, those things drive them nuts. Today, Collin discusses the secret sauce of boosting your positive outbound replies to 236% with the power of personalization. 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: THAT’S NOT HOW PERSONALIZATION IS DONE“Most people have sort of a baseline sequence that they're running, which is really typically based more on a persona. This is our ICP, maybe here's their size, here are the problems that we think that they may have, all that stuff is valuable. But what isn't taken into consideration is the variations of different people that are recipients of that message. And that's where you can really see a big lift, is when you personalize to the person.”COLLIN: THE SECRET SAUCE TO PERSONALIZATION“The secret sauce is knowing your prospects and knowing what their personality type is, knowing certain things like, what your subject line should be based on their personality. What do you know? Should you say hi? Should you say, Hey, should you put the first name only? Right? These are all small details that a lot of people think are meaningless.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PRACTICE MAKES PERFECTCheesy, cliche, and old. However, Carole believes that every seller should practice their sales conversations as it keeps them getting better and better the more they keep on engaging. Carole also sends her final piece of advice that practice is more effective if combined with an accountability partner. So start practicing, and get loaded with more of Carole’s insights 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 MOMENTSCAROLE: PRACTICE YOUR SALES CONVERSATIONS“The more you can practice these conversations before you get into these conversations, you're not practicing on your buyers, you're actually getting more comfortable with whatever new technique or approach it is that you're trying to take.”CAROLE: PRACTICE AND ACCOUNTABILITY GO TOGETHER“It's that practice and accountability that helps us to keep the commitments we all have desires, but when we somehow have to answer to someone else either to show up to the gym, we are more likely to do it.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU BOOK YOUR MEETINGS?Shawn is back to talk about his primary channel for booking meetings. Shawn discusses one of his main sources, email. He also adds another channel that is attending events and conferences, and he breaks down how he finds prospects, builds rapport and connects with them. Make sure to stay tuned until the end as Shawn has an important message to a lot of BDRs, 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 MOMENTSSHAWN: JUST TRUST THE PROCESS AND BUILD YOUR SKILL SET“If you're trying to get out of your BDR work pretty quick, just have faith in the process, have faith in the time you spent there, and just really build up your skill set, because you're probably going to use it your entire career. So really focus on that.”Connect with ShawnShawn Kipnis | Kaleyra | Kaleyra.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU READY TO BE EVANGELIZED?What is a Chief Evangelist? What does he do? What does it take to become one?These are the questions that Collin will be answering today. Being the Chief Evangelist for Humantic AI, Collin discusses the basics that you need to know about becoming one and emphasizes that it’s about evangelizing the problem you are trying to solve, and not the product. 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: EVANGELIZE THE PROBLEM BEING SOLVED, NOT THE PRODUCT“Evangelists should be evangelizing the problem they solve, and really being sort of that thought leader in that space that people can seek and learn from and more of a general level, rather than, like, only relevant to buying my product.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

2 MAIN THINGS FOR TODAY:1) When somebody asks you to read, you read.2) Know your damn numbers!In this episode, Kevin shares his pro tip when interviewing a candidate with the use of an FAQ document to filter them out. He also talks about the importance of knowing your numbers which is a quality of a great salesperson. Learn more about these tips 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: GREAT SALESPEOPLE SHOULD KNOW THEIR NUMBERS“Great salespeople know their numbers, because then what follows after that is, what was your deal size? What was your quota? What was your achievement to quota? Great salespeople know the answers to those questions.”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU KEEP IT SHORT AND SIMPLE? OR DO YOU WANT IT LONG AND STRONG?There’s a lot of noise going on about keeping your cold emails short, but does it really have to be short for all prospects? In this episode, Collin explains why your cold emails should be longer. As there are different buyer personas, the length of your email should also align with it. Tune in and find out when you should be writing longer emails 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: ALIGN YOUR EMAIL TO WHO YOU SEND IT TO“Emails should be written in the way that is going to be best suited for the person that you are sending it to.”COLLIN: SOME PEOPLE WANT DETAILS, INDULGE THEM“There are certain people that want more detail and want your emails to be written properly and not so casually. So a lot of people get fancy with email, and they write very casual language and they make them super short, which is effective for a lot of people. But when you're sending it to the type of person that has a personality that wants things to be very formal, very detailed. That is when a longer email is merited.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

BIG, USEFUL, YET COMPLEXThis is how Jordan Mederich would describe WordPress, one of, if not the biggest social platform to build sales funnels. Jordan is the Founder and CEO of DropFunnels, and he discusses how he came up with its concept after seeing the complexities of WordPress. Jordan will also discuss the four main funnel archetypes so be sure to tune in to 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: THERE’S ALWAYS A NEXT STEP“You've never really arrived. You've never really made it because once you hit a goal, you're always going on to the next thing.”JORDAN: INTRODUCTION TO THE FOUR SALES FUNNEL ARCHETYPES“I think people are trying to be really clever. By making things sophisticated, when really, it's pretty simple. There are really only four funnel archetypes that you could plug in virtually any offer to and all businesses can fit into these particular models.”Connect with JordanJordan Mederich | DropFunnels | DropFunnels.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

COME ON AND LET ME CHANGE YOUR MINDCollin is back with Carole and today, they will be discussing mindset. Collin opens up about what should sellers do to be able to change their mindset. Carole gives her insight on this, while Collin adds that every seller must find a reason to change their behavior because if it’s not based on anything, no change is gonna happen. 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: CHANGE YOUR BEHAVIOR FOR A REASON“Why is it even important to change this behavior? Because if you don't have a good reason for wanting to change this, guess what? Probably not gonna happen.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ALWAYS SEND THE RIGHT REP FOR THE RIGHT ICPAs Collin discusses that reps perform better on different channels, Mark adds on by explaining that as a leader, you must send the right rep who is skilled with the kind of channel to be used for a specific ICP. Mark also discusses the importance of providing your reps with the right tools instead of just dumping them with MQLs. 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 MOMENTSMARK: SEND THE RIGHT REP FOR THE RIGHT ICP“Most organizations are only selling to one or two ICPs. So then just make sure that you've got the right reps to deliver the channel. So you've got a guy that's great on video, but your ICP is not answering video, maybe don't hire. You know, and I'm not sure that people are going through that level of due diligence when they should be.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THERE’S NO TOUGH CUSTOMER THAT A SMOOTH SCRIPT CAN’T SOLVESalman is back for one last round and in this episode, he talks about the kinds of customers you get when doing enterprise sales. There are those you can deliver your discovery as usual, and there are tougher ones that want you to go straight to the details. Salman presents an effective script that can make the tough conversation a smooth one. Learn this script 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 MOMENTSSALMAN: SAMPLE SCRIPT TO DEAL WITH “What I would say is I would do this, I will say something like this, Hey, listen, Colin, I could tell you all about our solution, our capabilities or features, but I'd be personally doing you a disservice if it didn't resonate with you. So what I'd like to do with your permission, Colin is, I like to tell you a little bit about the specific problems that some of your industry peers and folks in your role are facing today. And if that resonates with you, we can dive in further. If it doesn't, we can shake hands and walk away.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES YOU HAVE TO SAY NO IN ORDER TO GET A YESCarole shares a quick story about saying NO to a prospect, which eventually opened other opportunities and referrals for her as her actions have established a great deal of trust. Collin explains that this is an act of a disciplined seller which is very important as it shows that you are not seeking validation. Learn more about 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 MOMENTSCOLLIN: SOMETIMES A “NO”, GETS YOU A “YES”“It takes a very disciplined seller to know how to say no, in certain situations.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT CHANNELS DO YOU COMMONLY USE?Top of mind, most sellers would say email and phone. But have you considered leveraging in content creation?Rish Bhandari, the Founder, and CEO of Content Beta discusses with Collin what leveraging through content is about and its benefits. Rish will be breaking down the importance of retention and making your customers your own sales reps. 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 MOMENTSRISH: THE BEST SALES REPS“Make your customer speak about your product and what benefit they got. Remember customers are the best sales reps and they can truly speak the language your customer understands.”Connect with RishRishabh Bhandari | Content Beta | ContentBeta.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IF WE SET THE WORLD ON REVERSE?In this episode, Collin and Kevin talk about recruitment calls and interviews. Kevin shared an interesting way of doing an interview by flipping the tables and letting the candidate ask the questions. Collin likes this method and explains why we should do it when hiring salespeople. Collin also talks about his own method and explains why it’s very important for candidates to be able to think of great questions. 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: WHY DO WE LET CANDIDATES ASK QUESTIONS“That's what salespeople do. I mean, they need to ask great questions. Do you need to show how deep they can go in their level of curiosity? Like, are you going to be able to get on a call and do what we do every day as salespeople and do a damn good job at it?”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHO IS YOUR FIRST PRIORITY IN SELLING?Definitely, a lot of you would say it’s the buyer, but is it really what you’re practicing? Carole Mahoney, aka the Sales Therapist, joins Collin Today to share how she got into sales coaching and what she learned over the years. As the author of “Buyer First”, she discusses the common misconceptions in sales that need to be shattered. Learn more about Carole 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 MOMENTSCAROLE: BE THE ONE THEY TRUST, NOT THE ONE THEY LIKE“There's plenty of people who I trust that I might not hang out with every day. But at the same time, there are people who I trust to give me advice when I don't necessarily want to hear what I want to hear. We don't trust those people that just tell us what we want to hear, and that was one of the things that I had this misconception about in sales.”CAROLE: DON’T BE NEEDY AND ASK FOR APPROVAL“If you have a very high need for approval, then you're going to suffocate your buyer by saying yes to everything that they say, you're not going to ask those tough, challenging questions when they come up, you're certainly not going to ask the questions that would ask them to get their boss involved.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DEEPLY DO YOU KNOW ABOUT YOUR PROSPECT?Collin is back with Salman, as he steers the conversation deeper into understanding your prospect when it comes to the enterprise selling process. Collin and Salman tap into evolving when learning in the process, how to run a good enterprise-level discovery that focuses on the prospect’s goals, and the importance of knowing who you are dealing with in the conversation. 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 AN EVOLVING LEARNING PROCESS“Your knowledge is going to evolve over time. You could do a lot of research, but then once you started having these conversations, it's all an evolving learning process.”COLLIN: KNOW WHO YOU ARE DEALING WITH“Some people don't like small talk, not everybody likes small talk. So you got to know who you're dealing with, and be able to adjust and adapt your approach based on who it is you're having a conversation with.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT’S THE SECRET SAUCE TO CONSISTENTLY BOOKING MEETINGS?As Mark converses about Com Plans with Collin, he also discusses the possible reasons why some sellers can’t book enough meetings. Furthermore, Mark talks about the importance of having a laser focus on setting meetings. He also explains to Collin how various channels would correspond to different ICPs. Tune in as Mark breaks this down 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 MOMENTSMARK: WHY DO PEOPLE FAIL TO BOOK A LOT OF MEETINGS“The biggest reason why I see this, why people aren't booking that many meetings because they don't have a hard-nosed focus on sales development. Right. But you know, that sales development leader role is critical.”MARK: FOCUS IS THE KEY“I think when you've got the focus, if you're specializing in just setting meetings, you can really outperform.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LANGUAGE BARRIERS IN SALES ARE AT A WHOLE NEW LEVELSalman is back to discuss further the importance of understanding your prospect’s problem first before offering the product. He also explains that your language as a seller is different from your prospect’s, and it is their language that you should learn, not the other way around. Learn more by tuning in to 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: PROBLEMS FIRST, PRODUCT LATER“Bottom line is if you don't deeply understand those problems and the impact they make for the individual in the organization. Nobody gives a sh*t about your product, period.”SALMAN: THEIR LANGUAGE IS WHAT MATTERS“Learn your prospect's language, not your language, because that's what's going to resonate with them.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU WEED OUT THE GOOD ONES?When is the proper time of using an assessment tool in the hiring process? A lot of recruiters make the mistake of using assessment tools at the wrong time, particularly at the end of the process. In this episode, Collin and Kevin discuss that assessment tools should be used early in the hiring process, and you can discover more about 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 MOMENTSCOLLIN: USE THE TOOL EARLY ON“There's a lot of folks using the assessment tool incorrectly, and to kind of clarify, that is they're using it too late in the process. You know, if you're in a high-growth company, and you're reviewing hundreds of candidates to hire 40 a month, you can't meet with everybody. So you've got to weed people out early on.”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

The anatomy of a modern sales leader is composed of 3 major qualities:DATA-DRIVEN, PROCESS-ORIENTED, AND METRICS ORIENTED.Kevin Gaither, Founder of Inside Sales Expert, joins Collin in today’s episode, where he discusses the similarities between being in Engineering and in Sales, and how it applies to building a 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 MOMENTSKEVIN: SIMILARITIES OF ENGINEERING AND SALES LEADERSHIP“The modern sales leader has to be data-driven, process-oriented, and metrics-oriented. If you don't have systems thinking mentality, you will fail as a modern leader.”KEVIN: INVEST TIME IN BUILDING THE PROCESS“Invest a lot of time in building a very intentional interview process, because those early people that you hire are critical to the future success of your business, full stop.”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU IN OR OUT?A lot of sellers may debate which channel is the best for selling, and which among outbound or inbound is better. In this episode, Collin and Shawn discuss their favorite channels with Collin emphasizing Inbound as the better approach for LinkedIn, and doing Outbound with his personal favorite, cold calling. Find out more about these channels 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: LINKEDIN IS BEST USED AS INBOUND“I think people that have really figured out LinkedIn well is to use it more as an inbound channel, like creating content that resonates that provides value and education to the people that you serve.”COLLIN: JUST HAVE FUN ON THE PHONE“Main thing is, man, when you're on the phone, just have fun, if you ain't having fun, then you're not doing it right.”Connect with ShawnShawn Kipnis | Kaleyra | Kaleyra.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU WORKING IN SALES AS A MEANS OR AS YOUR PASSION?A lot of sellers, BDRs, in particular, are mostly just interested in the “goodies” that the job entails, such as the income, or the travel. However, Shawn Kipnis, a BDR from Kaleyra, aka the “BDR Lifer” on LinkedIn, works for his passion as a BDR. He sees his job as something he may not do forever, but can also use the skills he learned in the future, and he will be sharing all of these 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 MOMENTSSHAWN: TO BE A LEADER WHO GETS IN THE TRENCHES“I just found my passion in where I want to be, which is a BDR. Not necessarily being a BDR, forever, but using those skills forever, because right now, I want to get into management next year. So I think a good manager gets in the trenches with their team.”Connect with ShawnShawn Kipnis | Kaleyra | Kaleyra.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU TREAT YOUR SDR POSITION AS A ROLE OR A TRANSITION?Mark joins Collin once again in another round of SDR talk. In our sales world today, there is a common issue among SDRs in sales organizations, which is that a lot of them don’t stay that long in their teams, mostly because they are only using this position as a stepping stone to get to another one. Mark explains that it is better to position yourself as a sales development expert than rush your way out to finding new positions, and you will 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 MOMENTSMARK: POSITION YOURSELF AS AN EXPERT“If you've positioned yourself as a sales development or business development expert, rather than just treating it as a transitional role, my money says you're going to find it very easy to find another position”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LARGE ACCOUNTS, MID-MARKET, AND ENTERPRISE ACCOUNTSHow do you sell to these guys? Do you treat them the same way as smaller accounts? Or do you need to have a separate strategy? These are questions that we will be answering together with Salman Mohiuddin, who works with Strategic Enterprise Sales at Asana, 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 MOMENTSSALMAN: LARGE-SCALE ACCOUNTS ARE NEVER LINEAR“When it comes to larger accounts, and even larger mid-market accounts, or larger enterprise accounts, we know that the sales cycle is not linear. It's never linear.”SALMAN: UNDERSTAND THE PROBLEM FIRST“I would put away the product to the side for a second, just set, set it to the side, the product, the capabilities, your fancy features, we'll get there, but let's really understand what is the specific problem that we're solving?”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW WOULD YOU HANDLE AN ENTERPRISE SALES CALL?Krysten is back with Collin and today, she will be discussing staying on top of mind with your buyers, maintaining a good sequence, and understanding the buyer’s arc. Find out more of Krysten’s ways of handling an enterprise process 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: KNOW YOUR AUDIENCE TO TAILOR FIT YOUR MESSAGE“Knowing your audience, knowing your buyers, you know, is definitely an important piece to how you tailor the message across, I think is really important for folks to think about.”KRYSTEN: UNDERSTANDING THE BUYER’S ARC“If you look at the arc of the buyer journey, at the beginning of the buyer journey they're interested in, like, Is this thing, really a problem? Is it a problem that's big enough to solve? And then it's okay, well, if we're going to solve this problem, what needs do we have? What would it have to do?”Connect with KrystenKrysten Conner | UserGems | UserGems.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU TREATING YOUR SDRs WELL?One of the hardest jobs for an SDR manager is to keep his team intact. The problem is a lot of SDRs think of their roles as temporary. Collin and guest, Mark McInnes, Founder and Chief Outbound Officer of Sales Development As A Service, will be talking about this issue and how it can be resolved. Very important stuff, so tune in to 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: SDRs THINK THEIR ROLE ARE JUST TEMPORARY“If you don't have a lot of patience, and you don't like managing projects, then maybe just maybe enterprise something's not for you.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF YOU’RE GONNA PUT SOMETHING THERE, MAKE SURE IT’S MEANINGFULUtilizing LinkedIn is trickier than most sellers think. A lot think that simple comments are enough, but let’s face it, that’s lazy and boring. Mandy is back for another round, and in this episode, she’ll be going deep into several ways of using LinkedIn properly, particularly on being active in engagement, ensuring that your comments are meaningful, and keeping track of your prospect’s comments as well. All these are 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 MOMENTSMANDY: TAKE ADVANTAGE OF EVERYTHING“Comment on their posts, like their posts, react to their posts, whatever you want to do… give it a clap, give it a light bulb, whatever you want to do… give it a funny, now that they have a new funny reaction, and then leave a meaningful comment or two, or look at their comments like are they actively commenting on other people's posts, because sometimes people don't post a lot, but they comment a lot, and you can engage with those comments.”Connect with MandyMandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU HAVE WHAT IT TAKES TO BE A GREAT SALES LEADER?Do you have to be the greatest salesman in the world to become a sales leader? Or do you have to hit the highest quota on the face of the Earth? In this episode, Collin presents his Top 5 picks for the qualities of a great sales leader, and it’s not one of those flashy things at all. If you really wanna know, tune in to 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: BE A GREAT COMMUNICATOR“You need to be a very good communicator. As a sales leader, you need to know how to talk to people and how to get your message across.”COLLIN: BE GREAT BY BEING PASSIONATE“Being passionate as a sales leader is extremely important. It shows that you really truly care about your team, and the work that you do.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF YOU’RE GONNA DO IT ANYWAY, WHY DON’T YOU JUST DO IT NOW?If there’s one thing that frustrates Jarrod, it’s the sad fact that LinkedIn Video sending has not taken off as much as the other trends in the platform. Jarrod argues that now is the time to use it because with the eventual need of meeting face-to-face or on a virtual call, you’ll need to show up your face anyway. Learn more from Jarrod 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 MOMENTSJARROD: YOU WILL BE FACING THE CAMERA ONE WAY OR ANOTHER“For those who say they’re introverted or they don't like their look on the camera, actually you are eventually going to have to meet the customer either face to face or for once you actually have to put on a camera feed, a video call. So what's the excuse?”Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Think you’re really using LinkedIn at its full potential?THINK AGAIN!You may think that LinkedIn is fully utilized by just having a profile photo, a video pronouncing your name, and a couple of links here and there. But there’s so much more you can do with them. Tune in as Mandy talks about the different ways you can use LinkedIn features to have a catchier profile, one that’s really noticeable and grabs attention, all 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 MOMENTSMANDY:“I would just say take advantage of everything. Like there's so much I have a free LinkedIn checklist, I can send you the link if you want to give your viewers it helps people just go through. But you know, fill out the entire about section, make sure you have featured links and featured media, fill out your entire experience section and make sure you get recommendations.”Connect with MandyMandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ST TIP OF THE DAY: CREATE VIDEOS ONLY FOR THE RIGHT PEOPLEGreat prospecting videos take time, effort, and some research, so it has to be sent to the right people to avoid wasting your time. But how do you figure out which prospect to send your video to? What do you do if they don’t reply? Tune in as Meghna answers these questions 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 MOMENTSMEGHNA: FILTERING PROSPECTS TO SEND VIDEO“After I do all my research, I then enroll them into a campaign and it's like a lot of emails at first, and I am using this SAP, which tells me all the hot leads, like the people who are opening up your emails multiple times, and you're clicking on links, and these leads get compiled in an auto lead. So for them, only I am creating a video.”MEGHNA: HOW MANY VIDEOS TO SEND AND WHAT’S THE BACKUP PLAN“One video per prospect, if you don't get a reply, you should just look for similar job titles or their manager or the subordinates, like people who will actually use our product and go with another approach.”Connect with MeghnaMeghna Khari | Gan.ai | Gan.ai websiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU PERSONALIZE WHEN EVERYBODY ELSE IS DOING IT?Rod is back to discuss how you can leverage personalization in your cold outreach and be effective even when everybody else is doing it too. Whether it’s on the phone or via messages, there is a surefire way for it, and you will find out how 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 MOMENTSROD: LEVERAGE ON PERSONA, COMPLIMENTS, AND ONE-LINERS“People love being complimented, and people love talking about themselves, so just kind of lead into those things, too. Find out what your persona is, generally speaking, what’s your persona, what's a good go-to one line of personalization.”Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DON’T POST FOR THE SAKE OF POSTINGA lot of sellers post on LinkedIn and other social media with all the high-level ideas and the so-called “million-dollar” concepts, but they tend to forget to ask themselves…IS THIS GOING TO HELP OR EVEN MEAN ANYTHING FOR MY ICP?Collin discusses the importance of making your content relevant and useful for your ICP, even when not promoting your business. 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: MIX IT UP, BUT KEEP IT ICP-FRIENDLY“I think that being relevant, you know, with your content is extremely important. I'm okay to mix it up a little bit, you can't be like promoting all of the time, and a little bit of self-promotions, keeping it very educational, and tactical on things that your ICP are going to benefit from, are really important.”COLLIN: HIGH-LEVEL IDEA POSTS? NOT SO MUCH“ Just posting like kind of high-level idea stuff, not that helpful. Getting a little bit more tactical with content is definitely helpful because people want to know the “why” and the “how”, I think that's really, really important, especially if you want to be adding value to the people that follow you, and hopefully, it's your ideal customer profile that follows you on the platform, or the content strategy just doesn't make a ton of sense.”Connect with MeghnaMeghna Khari | Gan.ai | Gan.ai websiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES YOU JUST GOTTA DO IT ANYWAYJarrod is back to talk more about prospecting with video, and how it can be a primary way of getting in touch with your prospect. Two important things here, 1) Don’t worry about mistakes, because they can be a good source of pattern interrupt, and 2) Even if it’s not your first approach, just send the video anyway. More of these by tuning in to 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 MOMENTSJARROD: PATTERN INTERRUPT IS BEST WHEN IT COMES NATURALLY“When you do a video and you stutter or you mess up a sentence. Trust me, folks, clients love that. That is one of the most human things you can do to interrupt somebody, we always talk about pattern interrupt, that is a pattern interrupt.”JARROD: SEND A VIDEO ANYWAY“Even if you send them a text message before, send them a video message now as the follow-up and say, Hey, not too sure if you might see my text messages, just wanted to introduce you to the person. So you can give me some feedback, and let me know if what I'm saying makes sense for your organization.”Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO PUT IT ON PUBLICLet’s say you’re done making your video, what are you gonna do with it? Are you gonna send it? Or just keep it? Collin, together with Meghna Khari, explains how you can put your video on public and post it to get noticed. Stay tuned as Collin also discusses why you should set your own expectations in creating a video, which helps in sharpening your skills in the long run. 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: POST THE VIDEO SOCIALLY“You got to get super creative when your ICP is not hanging out on the platform. That's your preference, and I think that you know, actually posting the video is a pretty good way to stand out is very very bold, but not a lot of people are willing to do that. So I love that.”Connect with MeghnaMeghna Khari | Gan.ai | Gan.ai websiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU GIVING ENOUGH?There are times when hiring companies ask so many things about the candidate but tend to forget that they must provide information as well and need to turn the interview into a real conversation. In this episode, Darin explains how to make an interview a 2-way conversation between the hiring manager and candidate. Stay tuned until the end to 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 MOMENTSDARIN: THE IMBALANCE OF INFORMATION IN INTERVIEWS“The imbalance of information flow in interviews like most interview processes is dominated by the company that's doing the hiring, and the flow of information from the company to the candidate is not nearly as high.”DARIN: WHAT THE CANDIDATES NEED TO KNOW“There's a lot of salespeople that go into a company, the companies crushing their revenue goals, they're growing like crazy, but what you don't hear on the back end is attrition, and how many reps in a given division are hitting their quarter or hitting their quota versus like, the overall team hitting quota.”Connect with DarinDarin Alpert | RepVue | Sign up at RepVue.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SHOULD I OR SHOULD I NOT?There are so many ways of doing your first touch to your prospect, but the real question is, should you try all of these different approaches? Collin says YES, and you can learn more about why you should and how you can do it, 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 MOMENTSCOLLIN: KNOW YOUR ICP AND DEVELOP A STYLE“Knowing your ICP, or your persona is one thing, but also, if you're doing a little bit of research on that person, that specific person, their title, how they comment, how they engage that type of content, you're gonna get a better sense of their communication styles as well.”COLLIN: TEST ALL POSSIBLE WAYS OF COMMUNICATING“There is no silver bullet here. Like you've got to test all these different things. Should you send a message in the connection request? Should you not or should you send a video? Should you be direct, all of these things are gonna highly depend on you.”Connect with MandyMandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU DIFFERENTIATE YOURSELF?A lot of people are really engaging in socials today as a way to gain more awareness from prospects and build their own brands. With all that noise and countless posts about their businesses and whatnot, how do you stand out? Ari gives his own piece of advice on standing out on social, and you can learn about it 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 MOMENTSARI: HOW TO STAND OUT ON SOCIAL“You stand out by doing something that no one else is currently doing, and you do that by being yourself because no one is yourself. I love to cook, I love to play the guitar, and I'm a huge nerd, and I relate playing the guitar to business, I relate cooking to business, I relate being a nerd to business, and you know what? Someone is going and scrolling and they see someone playing the guitar, they stop. It's a pattern interrupt.”Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsulting.caConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHY WOULD YOU WANT TO BE A SALES LEADER?This is a question that’s quite difficult to deal with, especially for sellers who are aspiring to be sales leaders, given the fact that it could mean more hours of work and less income as you are no longer earning the same level of commissions. But why do we have a lot of people wanting to do it? Dale will be answering this question today so tune in to 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 MOMENTSDALE: WANTING TO BECOME A SALES LEADER“Sales is such a great profession that if you invest in yourself, you can grow your income, and it's this path. I think a lot of people are too afraid or maybe they're not getting the right development and coaching. So I've always looked at it as - hey if I can help other people realize this great career and this gift, that's what I want to do.”DALE: FINAL THOUGHTS FOR THE NEW ONES“This is a great profession. It may not be the thing you choose to do forever, but the things that you learn in it will stay with you and serve you forever.”Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

FORTIFY, DIVERSIFY, AMPLIFYHow do you start the new year with a bang? People will have a hard time giving a straight answer right now given the down market we have today, but that doesn’t mean you can’t do anything about it. Listen up as Collin discusses the top 3 things you can do to get yourself a headstart as 2023 kicks off. Find out 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 MOMENTSFORTIFY YOUR CUSTOMER RETENTION“Make sure that you're checking in with clients regularly making sure that you're not leaving any opportunity for people to leave because you weren't doing a good job on that front.”DIVERSIFY YOUR PRODUCT OFFER“diversifying your offering, setting yourself up for good cross-sell and upsell opportunities, or potentially even advancing your product in a way where you can tackle either other departments or you have additional use cases outside of what the current engagement looks like.”AMPLIFY TIME FOR PROSPECTS WITH TECHNOLOGY“Anything that takes your sales team, away from spending time with prospects and customers is the technology that you should be looking to, I know people are a little bit tight with budgets, but in some cases, it makes sense to invest in new technology if it's going to allow your team that may now be a reduced team to spend more time with prospects and customers.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU KNOW, THAT UNDERSTANDING EVENTUALLY LEADS TO CLOSING?As we have understood what the DISC Model is and how it applies to understanding people, Emily Shaw is back and this time she discusses some examples of how understanding which quadrant your prospect belongs can help you in easing the sales process, and eventually lead to closing more deals. Find out more about how you can improve your sales process with the DISC model 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 MOMENTSEMILY: HOW UNDERSTANDING DISC EASES THE SALES PROCESS“I think the ease of moving through the sales process, actually having an accurate forecast, you understand which quadrant is in which stage of your pipeline, and whereas likely for them to close, and using effective communication is going to support them in making a decision.”Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

KEEP THE FLOW GOINGIt is very important to start off a great conversation with your prospect, that’s what most trainers talk about. But how about keeping the conversation flowing? In this episode, Collin talks about the importance of having open-ended questions to keep the conversation going and to get the most information possible. Collin also talks about why every seller has to count small wins and always make cold-calling something to look forward to, 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: USE OPEN-ENDED QUESTIONS“Make sure you actually ask that question in an open-ended way. Because that's crucial, right? Because, you know, the point is, you're trying to get into good conversations, and so asking a closed question to get you a simple yes or no, is not a great way to get a conversation started.”COLLIN: HAVE A POSITIVE OUTLOOK ON CALLS“You got to count those small wins, you know, or else, it's just going to be brutal out there. And you know, it makes it more fun and enjoyable. And then you don't have to, you know, look at that block on your calendar like, Man, I gotta make some cold calls. Yeah, that's right. It should be something you need to look forward to.”Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PROCRASTINATION AND QUOTAThese are two opposing forces that salespeople have to deal with every day. How do I avoid procrastinating? How do I make sure I hit my quota? These are the questions that Stoyan will answer 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSSTOYAN: HOW TO DEAL WITH YOUR PROCRASTINATION“I would recommend you look at it holistically. First of all, who are you what is your personality? What motivates you? And you got to find the why man, like it's now become like a cliche, right? Like, why do I do what I do? Do I have a bigger purpose? Why should I wake up in the morning and actually do something Why do I do this thing”STOYAN: IT TAKES DISCIPLINE AND MANNING UP“You gotta man up, man. You got to build discipline, And the way I don't know about, you know, again, if I work with you one on one, we might be able to get into different directions. But I can talk about myself, I need to sleep, I need to have healthy habits.”Connect with Stoyan: StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHY SHOULD YOU AVOID SELLING BASED ON THE BUYER’S PERSONA?For many years, salespeople kept selling based on the persona of the buyer, but it’s kind of problematic. For Collin, this way of selling is outdated and lacks authenticity. Tune in to Collin today as he explains why selling the way your buyers want to buy is the way to go. Quite confusing? 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSTHE PROBLEM WITH PERSONA-BASED SELLING“The problem with persona-based selling is it's outdated, you won't stand out, because you're going to be showing up like every other seller, that using this way to sell, they're crafting their messaging, and their style of selling based on a persona.”GET HIGHER SUCCESS RATES BY SELLING THE WAY THEY BUY“If you can sell to the person the way they want to buy, you're going to have a much higher success rate.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS IT FINALLY THE RIGHT TIME?It’s another round with Ari today and we will be discussing the right time to discuss anything. It was mentioned in a past episode that there are “high-trust” questions that we need to be careful about if it’s the right time to ask or not, and this applies to everything else such as price and budget, 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSARI: WHEN TO START ASKING HIGH-TRUST QUESTIONS“As a seller, you’ll know when it's appropriate to ask that question, when the prospect or the human on the other end, I don't even like using the word prospect, because that's, that's an actual human being that you're talking to and conversing with, is opening up to you when they start offering information that would otherwise be in those high trust questions on their own. You know, that you have earned the right to start asking those questions.”Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsultin.caConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DISCOVER ME, DISCOVER YOUWelcome to another episode, and today we have Dale, who will be explaining the importance of having discovery in your selling process. Dale also discusses the proper way of having a discovery to have the best possible result. Make sure to tune into 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSDALE: IMPORTANCE OF DISCOVERY“I think discovery has always been important, I think most people that I've come across, that have done ride alongs, with that I've coached or that I've trained in my corporate roles, you know, it's really surface level, sometimes they'll get one layer deeper.”Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU KNOW YOU CAN GROW IN DIFFERENT SIZES?Duane is back with Collin and starts off by talking about the attributes that a seller needs to establish with their prospects, but that’s not all, make sure to stay tuned as Duane also discusses how PLG applies in SMBs, Mid markets, and Enterprise, 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSDUANE: A SELLER SHOULD BE CURIOUS“One of the biggest sales attributes in this role is curiosity. You have to be endlessly curious about your prospects and not take their answers at face value. Because you have to understand the deep need and value they're looking for in the product”DUANE: HOW PLG APPLIES IN SMB AND OTHER BUYER “The way I've approached it, is the product is always going to be the product, you're going to want to have the onboarding sequencing in place, no matter what it's it would be unnecessary work to try to segment their onboarding sequencing based on their buyer persona.”Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

KNOW THYSELF, KNOW THY PATHCollin throws in an interesting question for Emily today, about using the DISC profile in selling. Emily responds by discussing the importance of knowing yourself first to be able to know the buyer’s perception of you. Find out more with Emily 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSEMILY: The beauty of using DISC profiles in selling“I think the beauty of this, out of the gate whether you're using it to sell or not, is the principle of ‘know thyself. And, you know, understanding how someone in a different quadrant may perceive you is not objective fact or objective truth, it's perception”Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok