Sales Transformation

DON’T PUT IT THERE IF YOU CAN’T BACK IT UPOne of the common downfalls of sales candidates is putting something in their resume that they can’t even prove. Nigel is back to discuss why having a long hiring process helps make sure that candidates are really who they say they are. 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 MOMENTSNIGEL: Every detail must have proof such as references“You close a really big deal to change the landscape of your company, chances are, you're probably still buddies with the person that bought from you.”NIGEL: Make your process long if you have to“Some of the best jobs I've ever had were a long, lengthy process. And there were times that I had to follow up, and I had to show them that I really, really wanted the job and that I was the one out of all the qualified candidates that was uniquely qualified to come in and be a game changer.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF YOU’RE GONNA DO IT, DO IT RIGHTA lot of sellers call their prospects out for a demo and when they get to it, they would just show them a deck and present it, or worse, read it. Duane is with us today to give us light on how a demo should be done like a pro, so stay tuned, 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 MOMENTSDUANE: How a demo should be done“So your demo isn't a deck, it's not some still PDF thing that you click through, it's a demo of their product, and it's a partial account setup. So you want the demo to be of their own tool, and then as you're doing your discovery, you're showing them how to solve that problem by using their own tool.”Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ALRIGHT, LET’S SEE WHAT YOU GOTTesting candidates especially for sales is a very important step of the hiring process. However, it is not the difficulty of the test that really matters, it’s the type and purpose of the test that you give. Join Nigel today as he explains why you need a personality test and a written assessment for candidates, to be able to hire the right person, 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 MOMENTSNIGEL: Why you need a personality assessment“You need to have some kind of personality assessment tool, and you need to understand how it works, and not just use it for the sake of using it otherwise, you can blow your whole process up there because you use a tool that you didn't understand is like using a hammer when you need a screwdriver.”NIGEL: Why you need a written assessment“The real reason I do it is because writing is a window into the brain. I want to know how you think I want to know, can you write in a way that's just as compelling as the way you talk.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME WE HAVE A DEEPER UNDERSTANDINGWhat sellers usually fail to take into consideration is that buyers have a relationship with the product they are using and not just the seller. Duane gives light on this matter and explains why it’s important to understand your buyers’ relationship with your product, and you will learn more 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSDUANE: Understand your buyers’ interaction with your product“You have to understand your buyers' relationship with your product. Meaning, if you're selling into a market, that is not normally very tech-savvy, you can't expect them to self-serve the entire time, because it goes against their grain and their way of buying.”Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

What is Nigel Green’s equation for screening new hires?CHEMISTRY + CHARACTER > COMPETENCYAs Nigel said, Competency is just one-third of the equation. In this episode, Nigel explains why he doesn’t look at a candidate's resume, as it is not the full picture of a person. Tune in today as Nigel discusses what really matters to him when interviewing a candidate 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 MOMENTSNIGEL: A resume doesn’t show you the bad things“The reason why I don't look at a resume is half the story. A resume is someone's highlight reel. What it doesn't tell me is what they suck at, where they fell short in their job, how they were a bad chemistry addition to the team, you get the point, right, it doesn't tell me all the bad things.”NIGEL: Character and chemistry over competency“What I'm looking for first and foremost, because competency, which is all the resume stuff, is only a third of the recipe for a good candidate. The other two-thirds is chemistry and character, I don't need to look at your resume to establish chemistry and your character.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

USE VIDEO THROUGH AND THROUGHThere are 2 main misconceptions about using video in sales. First, a lot of people say that you shouldn’t send a video on the first touch with your prospect, and second, most sellers only use video in prospecting. Tune in to Collin today and discover how much results you can get by sending videos right away and that video can even be used in the entire sales process, 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 MOMENTSCOLLIN: Use video throughout the sales process“What sellers often don't think about is using video throughout the entire sales process, not just prospecting, plenty of opportunities to use video throughout the sales process.”COLLIN: Build a FAQ video library“I love that idea of like an FAQ video library, we used to have like different videos for showing specific integrations are showing specific things that we know, customers are going to ask in different parts of the sales process, and we could just send that.”Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SALES WILL ALWAYS HAVE A SPECIAL PLACEAaron talks about the importance of remembering that sales will always be an aspect of executing your business, no matter how great your idea or concept is. Tune in today as Aaron also discusses that it is very important to be able to tell your story very well so you can really sell, 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 MOMENTSAARON: Ideas are great if you can tell the story right“I think the ability to tell your story, the why, like, why do we Why do you work with us, and then follow through, like, if you follow through really well, that'll sell itself like, you don't need to do it, if you have a great product, you just need to learn like how to tell your story.”Connect with AaronAaron Bock | Opkalla | Opkalla.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU GET BY THROUGH YOUR DAY?How do you deal with the hard sh*t at work? These are very important questions that Anthony will be answering today, and make sure to stay till the end of this episode as he will be giving his final thoughts to people who have personal struggles and having a hard time dealing with them. Don’t miss Anthony’s amazing wisdom 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 MOMENTSANTHONY: Do the hard sh*t first“Do the hardest thing first. Like, yeah, I don't feel like doing the Peloton every day, like no one feels like doing the hard sh*t. But that hard sh*t is what gets you to where you want to go. So just do it first thing in the morning, and I guarantee at the end of the day, you'll feel proud as hell of yourself.”ANTHONY: Seek help, you’ll need it“Final thoughts here that for anyone that's kind of struggling or can relate to my story at all, I think the first step is acceptance and being okay with realizing that you may need some help, and realizing that trying to figure everything out on your own is not like a badge of honor, it's actually courageous to ask for help. So I encourage you to seek it out.”Connect with AnthonyAnthony Natoli | Lattice | Lattice.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PREPARATION, RECOMMENDATION, COMPENSATIONHow do you prepare in investing to a new sales hire? Where do you find the best salespeople? How much do you have to compensate for your employees’ referrals? These are 3 key items that Nigel Green covers today, and you will find out his insights 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSNIGEL: What to think about when investing in a sales hire“What we need to do is pause and say, if this rep that I'm about to invest all this time and energy into recruiting and training and onboarding, if they're going to be successful in a year from now, what do I need to see in the first 30 days, first 90 days? What do I need to see from them at six months, it may be it's, it probably is a combination of a set of behaviors, a set of attitudes, and then assert a quality quantifiable objectives at certain periods of time.”NIGEL: The best salespeople are not out there looking for jobs“The best salespeople don't apply to jobs. And the reason they don't apply for jobs is because they're busy being successful at their current job. They don't need a job. And so if I made you mad, I'm sorry, but it's probably true.”NIGEL: Compensate your employees fairly for their referrals“The reason why the employee referral program, why most of them suck is because the bonus isn't worth your employees’ time. If you're gonna go pay a recruiter 20% to 25% of that employee's first-year salary, why in the hell wouldn't you pay one of your existing sales reps or any employee in the company the same amount? It's all at risk. It's meaning that your agreement with the recruiter is contingent, it's contingent on that recruiter delivering a candidate that you deem worthy of hiring.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO BECOME THE STRONGEST LINK!Collin is in for a solo episode today, as he discusses the power of LinkedIn as a platform for sellers to connect with potential buyers and build relationships with them. We have three reasons why you should tune in, Collin’s tips for creating content, tips for connecting and engaging, and amazing tools you can use to rock the platform, all of these, only here in the latest episode of Sales Transformation.Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!Organize your LinkedIn connections the way you want. No ads, no distractions with LeadDelta!Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSHOW TO STAND OUT AS A B2B SELLER“An easy way to stand out as a b2b seller is to not do what everybody else does and content can help you with this.CONSUME CONTENT TO CREATE CONTENT“To actually become a great creator, you actually need to be a consumer as well. So make sure you're following some people in enriching your own feed, to maybe give you some ideas on what you want to talk about.CONSISTENCY IS THE KEY. PERIOD.“The key here is consistency. If you're connecting with the right people, you're engaging with them regularly, and you're adding value to their feed. That is the best way to build relationships on this platform. So then if you do reach out to them to get a conversation started, it's a much warmer conversation.”Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!Organize your LinkedIn connections the way you want. No ads, no distractions with LeadDelta!Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT THE NUMBERS YOU DELIVERED THAT MATTER, IT’S THE IMPACT THAT LASTSMany sellers today are so focused on the numbers to deliver, just trying to hit their quota, but are those the things that really matter? Aaron Bock is back to discuss why it’s more important to do the right thing and help out prospects even when they don’t become your customer because the impact you made will surely pay off one day. Learn about making this kind of impact 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 MOMENTSAARON:“Just make an impact on people in a positive way. Always. And like, yeah, not everyone will be a customer but, but a lot will if you just keep doing the right things.”AARON:“You can't just go around helping all day and just not following through, but I think if you're truly helping, you're helping follow through all the way to the end, which is when you're making a sale, but you're helping the customer find the right solution, at the end of the day.”Connect with AaronAaron Bock | Opkalla | Opkalla.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THERE’S ALWAYS SOMETHING FOR EVERYONE…If you got people who are out, and people who are on the edge, which one do you hit first? Are you going to take the same approach to win them back? These are questions that Dan Pfister will answer, as he talks about the different methods you use for customers who are already lost, and for the ones who are on the brink of leaving. 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 MOMENTSDAN: Different approaches between current and lost customers“If you want to know how to keep a customer, talk to your current customers, and give them what they want, but if you want to win back a lost customer, you have got to talk to lost customers and find out why they left.”DAN: Customers first, protocols later“People leave for a reason. People who have that reason, are your at-risk customers, hit them up first, and then after you do that, use that knowledge to strengthen retention protocols.”Connect with DanDan Pfister | Winback Labs | WinbackLabs.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

STOP BLAMING THE TOOL, AND START GETTING YOUR SH*T TOGETHERMany sellers or even sales leaders have the tendency to blame their failure on the tool they’re using, then go out buying another tool, and the downward spiral goes on. So Collin says STOP, and figure out where YOU failed and start working on it, not the tool. Listen up today as Collin also talks about the shiny object syndrome and how you can avoid it, all these, 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 MOMENTSCOLLIN: Stop blaming the tool and start getting your sh*t together“You can't just keep blaming things on the tool and then buying a new tool, especially if you're a sales leader, your leadership is only gonna buy that story once, maybe twice, but eventually, they're gonna realize it's you that don't have your sh*t together, and it's not the tool that's broken.”COLLIN: Think of the must-haves than the nice-to-haves“Tools are going to be strong, they're going to have strengths in whatever their core competency is, and if they can bolt some other things on there to make it easier so you don't have to have multiple tools, whatever that additional feature set is, it's probably not going to be their strongest. So it really just depends on, what the most important things like must-haves are versus nice-to-haves.”Connect with LaxmanLaxman Papineni | Outplay | OutplayHQ.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF IT’S NOT EASY TO USE, THEN IT’S NOT WHAT YOU SHOULD CHOOSEImagine going to a sneaker store with 50 pairs, all the same design, only they are in different color combinations. That is how the market for tools looks like today. So how would you choose one? Laxman talks about an interesting 80-20 rule that everyone should hear about, plus why it is still better to pick the one that’s easy to use, and you can learn all of these 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 MOMENTSLAXMAN: Tools have very little difference from each other“Every tool is the same, almost like so everyone has almost similar features. Probably one or two extra features, as you said those are and I'm calling them bells and whistles and you've said shiny objects, but otherwise, everyone is trying to solve the same problem with the almost similar feature set.”LAXMAN: If it’s not easy to use, don’t buy it“Salespeople are fed up with all these different tools and all these different processes. So they don't feel all this technology in our world is making their life easy. In fact, it's the opposite way. So every buyer will start focusing on what are those tools that will help my sales rep sell easily and get that numbers.”Connect with LaxmanLaxman Papineni | Outplay | OutplayHQ.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S A WHOLE NEW WORLD…Krysten Conner is back in Collin’s pod and with her second appearance in the show, comes a whole new story to share. Krysten is currently an Enterprise Account Executive at UserGems and will be sharing her story about the new challenges she is facing in her new role today, and how big of a jump she just took. So take a big jump and dive 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 MOMENTSKRYSTEN: Think about the kind of company you will work for“I think that it's really important to think about the kind of company you want to work for, and especially the conversations that you want to have, like so who is the buyer.”KRYSTEN: Challenges in moving into Enterprise Sales“I didn't know how big of a jump it would be. So the biggest difference that I had to learn in the enterprise was the first one was like team selling, and instead of you been, it's just like you and your SE, like whenever you are selling a really large software package, like at Salesforce, like there are going to be multiple people and multiple departments involved.”Connect with KrystenKrysten Conner | UserGems | UserGems.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

TOOLS… TOOLS EVERYWHERE…Nowadays, we see tools for everything, especially in sales, where almost every move you make is paired with a tool or tech solution, but are tools really the solution? Tune in today as Collin explains that tools or technology are not the solutions to your problems, but a way for you to implement the solution you have planned to do in a more efficient and effective way, 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 MOMENTSCOLLIN: It’s too late to let them in the conversation now“A lot of times, the people that are used going to be using the tools are brought into the conversation way too late. I get it, okay, they’re sellers, their individual contributors, they’re STRS, AES, whatever the case is, but a lot of the people that are making the decisions on what tools to buy, don't even know necessarily how the team is going to use it.”COLLIN: Technology is not the solution, it only helps you solve problems“The sales technology isn't necessarily going to solve your sales problem, technology is there to help make things more efficient, more productive, and scale through a sound strategy that’s working.”Connect with LaxmanLaxman Papineni | Outplay | OutplayHQ.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

MAKE YOUR PROFILE VALUABLE, NOT SALEABLEToday we welcome Mandy McEwen, CEO, and Founder of Mod Girl Marketing, and she will be sharing some tips on how to build your LinkedIn profile, or any social, the right way. Learn how to make your profile valuable with a unique headline from Mandy 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 MOMENTSMission to train tech sales teams to be badasses on LinkedInYou need to own your personal brandYou should come from a place of valueHeadlines should not only contain your job title“Optimize your profile, like make yourself look like an industry expert, and an actual industry thought leader that provides value, and not just some other sales rep out there trying to selfishly get appointments and demos, books, so come from a place of value, what it is, what are you trying to do? Who are you going after what results have you accomplished for people, so your profile shouldn't be a glorified resume, it should be more about the end user and how you help them.” - MANDY: Optimize your profile and provide valueConnect with MandyMandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

I JUST GOT INTO SALES, THEN I’M STUCKMany people say this, but are they stuck because they have no choice? Or they just really chose to stick with it? In this episode, we welcome Darin Alpert, VP of Strategy at RepVue, as he shares his story of how he got into sales, and why he chose to stay in it, as part of reverse engineering his life. So make the choice of tuning in today 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSFrom selling tickets to VPThe flexibilities in salesReverse engineer the life you wantIt's the job title, it's the life want to liveReverse engineering people's problems“Reverse engineer the life you want. Don't go after a job you think you want. Because at the end of the day, what kind of time freedom do you want? What do you want to be able to travel? You want to be able to do all these things? And I think that's, that's so important in hindsight.” - DARIN: Reverse engineer your choices in life Connect with DarinDarin Alpert | RepVue | Sign up at RepVue.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

INFORMATION IS PRECIOUS, BUT TIME IS ALWAYS GOLDIt is great to be able to do research about your prospects and the problems that you want to solve for them, but you shouldn’t spend all your time with it as well. In this episode, Collin talks to Rod about the importance of allocating just the right amount of time for research, and setting a time limit for yourself can help you get information faster, so you can work further into the next steps. Research more about this 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSThe foresight methodologyKnowing just enough to be deadlyDon't fall into the trap of doing too much researchThe more practice, the faster you get information“I think it's so easy for people to fall into the trap of doing too much research. When I work with folks, I put that timer on, you've got to put the timer on, and when the three minutes are up, that's it, but you start to get better at finding things faster, the more that you put that into practice, it's kind of like muscle memory.” - COLLIN: Don’t put too much time into research Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DON’T START IF YOU’RE NOT EVEN DONE WITH ITThis may sound weird and confusing but Stoyan Yankov explained this really well and it made sense. You should not start your day unless you are done planning it, and if you stay tuned, Stoyan will be giving us his 5 easy steps 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 MOMENTSDon't start your day until you haven't finished itStoyan's 5-step method: Capture, Group, Define, Daily Menu, Schedule“Instead of from 10 to 12, I'm going to do sales, it's probably broken down into smaller chunks, and it says, call these five prospects, whatever. Something tangible and measurable, the more measurable you are, the more likely you're going to achieve it, and it's simple man.” - STOYAN: Make your goals tangible and measurable Connect with Stoyan: StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery PodcastConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOLVING PROBLEMS IS THE BEST WAY TO GOAnthony is back to discuss the common prospecting challenges he sees with sales folks these days, and #1 is not knowing the problems their business is solving. He also talks about the importance of optimizing your time, than just blindly winging it all day. So solve your selling problems and optimize your time today by learning from Anthony 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 MOMENTSAnthony's view on the common challenges folks face todayDitch the features and functions, focus on problem-solvingStop winging it if you're not winning it, instead, be intentional with it“When you prospect with a person's potential problem in mind, you allow them to connect the dots of who the hell you are, what you're here to talk to them about, and why you're reaching out to them in the first place.” - ANTHONY: How prospecting should be done Connect with Anthony and learn more about what he’s been working on!Anthony Natoli | Lattice | Lattice.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

UNDERSTAND YOURSELF FIRST BEFORE UNDERSTANDING OTHERSToday, Collin talks to Emily about really knowing yourself, finding resources on how to better understand your own traits and the importance of understanding how other people want to receive information. Make sure to jump in 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSYou have to really know yourselfResources to understand behavioral modelsUnderstand how your prospects want to receive information“I think you brought up a really important point too is, really knowing yourself, knowing what your personality type and traits are. So that you understand when working with people in different quadrants that how things that you naturally do based on how you're hardwired might be received, there's just like silly little things like, do or don't put bullet points in an email that might drive some people insane.” - COLLIN: Know yourself before knowing others Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ALL ROADS LEAD TO CUSTOMER EXPERIENCEDuane Dufault is back with this very important message.Duane explains that understanding the customer lifecycle is the key to putting product, sales, and marketing, all on the same page. So tune in today and understand why with Duane 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 MOMENTSProduct, sales, and marketing, all on the same pageProduct is right in the middle of it allUnderstand and breakdown your entire customer lifecycle“You just have to understand that all roads lead to customer experience, if you're not building an amazing product customer is going to churn.” - DUANE: It’s the customer that matters, not the department Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT ALL DEPENDS ON THE SITUATION…Dan is back and will be giving us an overview of when and how he and his team get involved in the winback process. Learn more about the Winback Labs framework and discover why it’s not the number of people to win back that matters but the circumstances, 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 MOMENTSWhen does Winback Labs get involvedThe Winback Labs frameworkHow much data do you needCircumstances over numbers“It's really not dependent on the number of customers, it truly isn't. What we've found in the survey, in the study was that, under different circumstances, different percentages of people come back, they're just thumbnails, but it gives you a really good idea of how many people will come back under different circumstances…” - DAN: It’s not the number, it’s the circumstances that matter Connect with DanDan Pfister | Winback Labs | WinbackLabs.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT WORKS FOR YOU IS WHAT’S BEST FOR YOUCollin talks to Ari about their personal approaches to social selling and discusses further being told by everyone on what is best to do when cold calling, or for any sales activity for that matter. Collin only has one tip, do what works for you, and you’re on your way. Don’t miss this and tune in now 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSPersonal approach to social sellingThere's so much noise onlinePeople hate being told what to doThe #1 thing to do is what works for youIt's not about the content, it's about your confidence“You want to know what the perfect cold call opener is? It’s the one that works for you best the one that you feel the most confident in delivering” - COLLIN: What works for you, not them Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsultin.caConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THERE’S NO BAD IF THERE’S NO GOODLeaders tend to judge candidates or rookies for being bad hires. The question is, have they established what is good, so they know if it’s really bad? Once again, enter Nigel Green, to clarify this and give leaders advice on what to prepare first, before jumping into hiring. Learn more from Nigel 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 core problem of the sales hiring processThe 3 phases of the sales hiring processYou won't know what bad is if you don't know what good isDealing with your personal biases“Let's do a job analysis. Let's figure out what needs to be done, and what quality in these areas of work, what does quality look like so that we can quickly and more accurately determine what's good or bad.” - NIGEL: How to truly determine what’s good and bad Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES IT JUST NEEDS A LITTLE PUSH FROM OTHERSTune in today and listen to Cole Gordon as he shares how a little encouragement has led him to start up his own content, eventually evolving into his business today. Learn more about Cole’s evolution 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 MOMENTSThe evolution of Cole's businessHow Cole's business worksThe industries Cole's business is in“I just got a little bit of encouragement at the beginning, which was really helpful, and then once I got started, and I started putting stuff out there and content out there, it was really obvious like, ‘Okay, I definitely am good at this.’ So that's how it started.” - COLE: How encouragement paved the way to startup Connect with Cole and learn more about what he’s been working on!Cole Gordon | HighEndClient.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

INTERROGATIONS ARE UNCOMFORTABLEProspects hate to feel like they are in an interrogation. In this episode, Collin talks about the struggles of a salesperson when doing a discovery, from the lack of confidence to thinking of the right questions to ask, to finding the right timing for your questions. Find out 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSThe trap of nervousness and lacking confidenceSome people struggle with what questions to askThe timing of your questions is very important“This is something we've actually never talked about, is these different types of questions and the timing of the questions is so important because what you mentioned earlier, Ari is the discovery shouldn't feel like an interrogation, and when you ask those high-trust questions too early, then it's like, ‘Oh, this guy's just running bad on me, and it does feel like an interrogation.” - COLLIN: Proper timing for high-trust questions Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsultin.caConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A REALLY GOOD DISCOVERY CAN BE A KEY TO BIGGER DEALSWhen you have a really, really good discovery, you unlock the potential of other products and services you can offer that fit your prospect’s pains, making your deals bigger. Learn more about this by tuning in to Marcus, and check out his final thoughts in this latest episode of Sales Transformation. Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!Power up your podcast experience by joining our Free Podcast Community!TRANSFORMING MOMENTSA really good discovery can make deals biggerTools are important, and so are the people who use itMarcus' final thoughts“With a really good discovery, not only do you solve that first layer of pain that they have, and you solve that problem, but your deals are actually bigger as well, you'll be able to add more products, offers, and solutions to solve the overall issue.” - MARCUS: A good discovery can bring bigger business Connect with Marcus and learn more about what he’s been working on!Marcus Chan | 6 Figure Sales SecretsConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU POST, YOU’RE FIREDThis is one of the misconceptions today why sellers don’t post on social about their work and business as they fear that they will be fired for doing it. Bradley explains that companies should embrace this new trend and that leaders should welcome this behavior, and let their people know that they are free to build their own brands. Learn more by tuning in to Bradley 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSEverything wrong with the old social media policyThe fear of getting fired for posting on socialLet your people know that posting is a welcomed behaviorLet your people develop their own personal brands“It turns out the most common reason why somebody won't share on social is because they think that their bosses are going to fire them because they're going to assume that they're looking for another job. So if you go from zero, I don't post all of a sudden, posting every single day, and everyone in the company thinks I'll branch out looking for another job, and so that's the reason people don't share. So all you have to do is tell people, this is welcomed behavior.” - BRADLEY: Let your people know they are free to post Connect with BradleyBradley Keenan | The Employee Advocacy and Influence Podcast | DSMN8 | DSMN8.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SPEND TIME ON DIFFICULT AND UNCOMFORTABLE STUFFA lot of sellers complain about not getting enough results, and this sometimes happens because they are only good at one thing, which they are most comfortable working with. Today, Collin discusses the importance of working on things out of your comfort zone, because you can only improve on the things you suck at. It sounds cliche but true, and you will learn more 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSSales training is broken because of biasesIdentify and focus your energy on what you can controlGetting granular with your prospectingLean on the things that are uncomfortable“You're always going to lean to the things that are like comfortable, versus the things that are not and you actually need to lean more into the things that are uncomfortable, because those are the things you probably need to push yourself to get better at, If you're strong on video prospecting, you're going to spend most of your time there, but if you suck on the phone, you really should spend more time on the phone and try to get better at prospecting on the phone.” - COLLIN: Work on the stuff you suck at Connect with AnthonyAnthony Natoli | Lattice | Lattice.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT DO SELLERS HAVE TO FOCUS ON TODAY?If you are still selling by spitting made-up facts to your prospects, you are living under a rock. Aaron is back to discuss what sellers should focus on nowadays, which is helping prospects find the right solutions and making the right buying decisions because they have access to information, and your facts don’t matter anymore. Tune in and discover what really matters in selling today with 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 MOMENTSProspects today have so much informationSellers are dealing with the flipsideEveryone can google and check the facts you presentHelp people find solutions and make the best decisions, not talk about facts“I think there was this stereotype of salespeople back from the movies in the 70s, 80s, and the 90s, about hardcore selling. You get the car salesman stereotype all the time. You can't do that anymore. You can't just make up facts. You can't just sell someone on things. Because if I'm a buyer, you leave the room, I Google everything you just said to fact-check it.” - AARON: You can’t just make up facts anymore these days Connect with AaronAaron Bock | Opkalla | Opkalla.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHEN YOUR SO-CALLED “WEAKNESS” BECOMES YOUR STRENGTH, NOTHING CAN STOP YOUMatthew Provins is back with a rather inspirational episode. Matt talks about choosing the right people to approach rather than making your process just another numbers game, and what makes disabled and marginalized people stand out against an average salesperson. Tune in and learn to overcome your weakness 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 MOMENTSGetting beyond used to rejectionGetting feedback from the people he calledFind the right people instead of making it a numbers gameProving that the tech space is for anybody“Anybody that's come from a marginalized community is having that mindset of improvise, adapt, overcome, find a way to accomplish something, never give up, and that's what makes us stand apart from the average salesperson. That rejection is something we faced since the day we were born. People see us as different, and so when it comes to sales, it's a whole different level for us. We're used to that, and so we can overcome that easy peasy.” - MATTHEW: My disability is an advantage Connect with MatthewMatthew Provins | Pause | DialPause.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WORK HARD, BEFORE YOU WORK SMARTA lot of people preach about working smart instead of working hard, but did they really get this far with just that? What about gaining the experience to be able to work smart? These are the questions that Collin will answer in this episode. Tune in today as Collin explains why everybody’s got to work hard first, before they get to work smart, 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 MOMENTSWorking hard is no longer a popular opinionPeople are confused about what working hard really meansWorking hard is part of every person's storyThe effort is still the biggest competitive differentiation“At some point, you got to put the work in, but then over time, you learn how to work hard and work smart.” - COLLIN: Work hard, then work smart Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DOCUMENTATION IS MORE IMPORTANT THAN YOU THINKPeople keep talking about the right process of hiring, onboarding, and even training, but most of them only focus on the candidate’s learning curve and tend to forget about the importance of documenting these processes. Tune in as Joe talks about why it’s important to get your documentation in place, 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 MOMENTSKey things needed to be documented before hiringYou got to have your documentation accordinglyHave an attorney review your documentation“You want to have those systems in place. And I'll give you a few keys. And again, you'll watch more of the training, but on the hiring side of things, you've got to have your documentation in order.” - JOE: Documentation should always be in order Connect with Joe and JoshJoe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.VenturesConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ACUMEN, PROFESSIONALISM, AND GRITThese are the qualities that led Rod Baptista to skyrocket from waiting tables to cold calling, to thought leader, and paid sales trainer. Tune in today to get a quick view of Rod’s story, and what really sets him apart from his colleagues, even when he is the underdog, only here in 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 MOMENTSMore than half of salespeople never intended to be in salesComing from a non-traditional backgroundRod's professionalism & grit vs other's educational backgroundWhat sets Rod apart from other reps in his day“Showing people that you have the grit, you can put in either the hours or in our world, the metrics, you can make a lot of calls, you can send a lot of emails, you can have a lot of conversations, showing people that being told no doesn't faze you, that was the biggest thing that set me apart.” - ROD: ‘Work Harder’ is not dumb Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ONE TAKE IS ALL IT TAKESCollin lays down some statistics on how effective videos are in producing open rates, how it impacts your first impression to the prospect, and why it’s best to do only one take on your videos. 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSSending videos has higher open ratesIt's all about first (and lasting) impressionsDo some research before shootingWhy Collin doesn’t do second takes“I'm a one-take video guy. I don't do second takes, like yeah man one take, I don't care. Like there's been moments where, like, ‘Ah, maybe I should redo that’, but I'm like, ‘No, I'm going to wear that like a badge of honor.’ One take. That's it. And the reason for that is because the perfect video is the video that's not perfect because it shows that you're human.” - COLLIN: Why one take is all it takes Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with CollinLinkedIn | YouTube | Newsletter| Twitter| IG | TikTok

WHY OH WHY?Video messaging in prospecting is highly recommended by sales experts everywhere, but why aren’t sellers using it? Why are they still using the same old boring text-based messaging? Our guest today, Jarrod Best-Mitchell answers these questions and more 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 MOMENTSVideos: A known yet underutilized tool in sales.Ask directly and add some valueSellers resort to automation due to targetsSending a few videos is more successful than hundreds of automated messages“I think, a lot of sales professionals, the SDRS, as I was trying to go on LinkedIn, trying to get meetings are being forced to push numbers. So automation is the easiest thing to do. It's easier to automate 250 messages to your ICP versus taking the time to send a video message to 25 on the top and that list and see what works.” - JARROD: Why do sellers choose messages over videos Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

REMEMBER THE GOOD OLD DAYS WHEN ALL YOU HAD WERE WHITEBOARDS AND NOTEPADS?The sales field today is too loud with all the tools being provided and enforced for you to use, that sometimes it's even best not to have them at all. Join us today with our guest, the Founder, and CEO of Outplay, Laxman Papineni, as he talks about the biggest problem when acquiring tools, and you’ll be surprised about this because it’s not the budget or features, so tune 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSSo much noise on sales toolsLess is more, even in using toolsAdoption is the biggest challenge“Adoption is the biggest challenge. For all sales organizations, it's not about the budget. Probably, you may have all the budget in the world to buy all these tools, but adoption is the biggest challenge for all the sales folks.” - LAXMAN: The biggest challenge with so many tools Connect with LaxmanLaxman Papineni | Outplay | OutplayHQ.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT MAKES A GOOD DISCOVERY CALL?Many people think discovery calls are good because you have the most analytical questions or the flashiest presentation on Earth. However, our guest, Ari Barmapov, has different ideas. Ari is the founder of Foundations Sales Consulting and will be sharing about falling in love with HR work and what really makes a good discovery call, only here in 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 MOMENTSFalling in love with HR’s genuine careLoneliness and happiness of being in HRWhat makes a good discovery callThe best discovery call is when you're not talking“The best discovery calls are the ones I am doing almost no talking, and the one where the prospect is doing a ton of talking, just like this podcast and this conversation, it's not an interrogation.” - ARI: The anatomy of the best discovery calls Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsulting.caConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HEY, IT’S TIME TO STOP THAT NONSENSE!Most sellers develop bad habits just because it’s successful on the scoreboard, but it can cause you more harm than good. Imagine being hated by everyone else because of the lies and manipulation you do, sucks right? Tune in as Collin talks about unlearning bad habits of lying and misleading, 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 MOMENTSBad culture of misleading peopleStop lying just to make a saleThe need to unlearn bad habits“Somebody who had been around quite a bit longer came over and is like, ‘Hey, you should stop saying that.’ And I'm like, ‘Have you seen the board? Like, it's clearly working? Why would I not say that anymore?’ He's like, ‘Well, because it's not true, and to be completely frank, I was one of those salespeople in the beginning that everybody hates, and I had to unlearn a lot of bad habits.’” - COLLIN: Bad habits needed to be unlearned Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsultin.caConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

INSANITY IS DOING THE SAME THING OVER AND OVER AGAIN AND EXPECTING DIFFERENT RESULTS - EinsteinNo one will succeed in repeatedly doing the same thing that never works. In a field where the more seasoned reps kept telling him what to do or not to do, Dale Yasunaga went against the waves and counterflowed his strategy. Find out further how this brought him success 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 MOMENTSWhat Dale did differently to succeedSucceed with a healthy dose of grit and determinationNo fear to try a different angle“I looked at my territory and went, ‘This territory has never seen a President's Club performer before because it was a geographic area I was given.’ I said, ‘So if all these prior folks kind of follow the same advice, and could never, hit this level of performance, maybe there's something about trying a different approach.’ And so I did some things that were a little bit different. In that area, I focused on vertical industries that traditionally were not tapped into that I felt were undermined.” - DALE: If the old ways don’t work, trust in yours Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU HAVE TO FIND THE ANSWERS DEEP WITHINDiscovery calls are not just about educating our prospects on what we do and what we offer, it is also a chance for us to find out what problems they have and how we can offer solutions. Collin talks about the importance of digging deeper into these problems, and you can learn all these 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 MOMENTSSellers need to get better at finding problems beyond the surface levelEverybody's worst competitor is the status quoThink about other initiatives going in while doing the discovery“Support tickets are creating other problems that trickle down into multiple departments, and sellers need to get better at identifying those breadcrumbs like you mentioned, and not just taking the surface level answer in discovery to then, you know, check that box and move to the next question.” - COLLIN: Go deeper than the surface-level problem Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A LOT OF SELLERS ARE SO OBSESSED WITH THE NUMBERS THAT THEY FORGET THEY ARE SELLING TO HUMANSThis is a problem we face today in the sales process. That’s why we have Emily Shaw back in the show to talk about the importance of the human aspect in training sellers. Tune in to learn what matters more than just numbers 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 MOMENTSWhat pisses Emily off about trainingWhy people don't spend time training in the human aspectThe problem with the "numbers game" perspectiveThere's no better personality type for sellingMatch selling and buyer compatibility“Typically, people think that they have competency issues, and nearly everyone comes to me in the beginning with my people just need to close more, which is true, but they think that's where the problem resides. And there's some element of conversation that needs to happen on wherever you see the problem that happened three steps before that.” - EMILY: Why people don’t spend time with the human aspect Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

COME ON! READ MY MIND!A lot of sellers are well-trained when it comes to their product knowledge, but organizations tend to forget the importance of being trained to understand different types of people, which Collin will be discussing 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 MOMENTSStudying the human mind in salesWe are all hardwired differentlyOrganizations should invest in psychological training.“Product and service knowledge is important, but they need to invest in this so that their sellers can actually be equipped to show up the right way when dealing with all of these different types of people.” - COLLIN: Investing in Training and Psychological studies Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO PLAY THE GAMEFounders usually have 2 problems. First, they fail to train their people before and after the brief, and second, they can be allergic to supplying tools to their sales hires because there’s some cost involved. Joe talks about the importance of training and supplying the sales hires with the right tools for Sales Gamification, which you will learn 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 importance of training before and after the briefThe concept of sales gamificationThe importance of learning toolsThe Metagrowth prospecting formula“As founders, we sometimes are allergic to taking on these expenses, because there are a gazillion things that you could put into your tech stack. And so, we started coming up with what we call the Gamified Tech Stack. And so, it might be, as a salesperson comes on. It's like they earn the tools by doing activities…” - JOE: Applying the Gamified Tech Stack Connect with Joe and JoshJoe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.VenturesConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PRODUCTIVITY IS NOT SO TRIVIAL AS MANY PEOPLE SEE ITSometimes, it only needs mastery and the right mindset, and that’s what productivity coach, Stoyan Yankov is here to discuss. He will be explaining that productivity is not rocket science and can be achieved in a few easy steps. Tune in and find out how you can be a productivity ninja, like Stoyan, 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 MOMENTSMeet the Productivity Ninja: Stoyan YankovBeing productive is not rocket scienceThe Top 5s and 3s approachInspire people to have more focus“I sometimes work with sales teams, I get brought on board to help them to be more productive, and it's actually not rocket science. The problem is we don't do what we know we should do.” - STOYAN: Being productive is simpler than you thought Connect with Stoyan: StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery PodcastConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WE NEED TO STOP SLACKING OFF AND START GETTING SH*T DONEAs sellers or any employee for that matter, we tend to be selective with the tasks that we want to be productive with. We often slack off by avoiding the more challenging tasks, and it’s hurting our productivity. Tune in as Collin discusses how this is happening in sales and how this can be fixed 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 MOMENTSFiguring out your revenue-generating activitiesYou're spending less time than you admitGetting the real value out of your workDon't be vague, make it granularYou have to put in your calendar“That's three channels that you could essentially prospect on, but there's always going to be one that you prefer doing more than the other one that maybe is a little bit more challenging. And you're always going to avoid that one, you're always going to spend less time on that, or you're gonna easily be like, ‘Oh, my hour’s done, I got meetings now’, and it's just not gonna get done.” - COLLIN: Things aren’t getting done because you’re avoiding them Connect with Stoyan: StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery PodcastConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

RIVALS CAN BRING THE BEST OUT OF EACH OTHERFor so long, marketing and sales have been a rivalry when it comes to providing growth for the company. However, with product-led growth, both can work together with the goal of having the product as the center of attention. Tune in as we welcome Duane Dufault, the host of SellingSaaS, as he discusses this further 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 MOMENTSGet to know Duane DufaultThe rivalry between marketing and salesFrom door-to-door to SaaSThe importance of PLG in business“It takes a lot of determination. It takes a lot of decision-making skills to make a bootstrap company happen. But today's topic is literally what made that company, that company's growth acceleration possible because it just requires constant, fine-tuning of the process, constant iteration on the relationship between product sales and marketing.” - DUANE: The power of PLG Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT I HAVE ARE A VERY PARTICULAR SET OF SKILLSWhat makes a seller unique? What is the right approach to becoming one? Do you have the skills to back it up? Collin talks to Duane Dufault about this today, so tune in and find out if you fit right into this uniqueness 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 MOMENTSHave the right setup and mindsetSales' role in helping the buyer know the product moreThe product-led sales assistant approach“With this hybrid model, this product-led sales assistant approach, it's a unique type of seller. Like, I don't think any seller can fill the shoes, because you've got to be a very strategic thinker. Because there is no playbook like, ‘Hey, here's how you run a solid discovery. Here's how you do a mic drop demo. And here's how you negotiate like an FBI, you know, hostage negotiator’.” - COLLIN: What makes a unique seller? Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok