Leadium

Sales Transformation

Business EN ↓ 752 episodes

Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies. Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizi...

Author

Leadium

Episodes

#502 S2 Episode 371 - BACK IT UP OR SUCK IT UP: Sifting The Truest Candidate Through A Long Process 08.12.2022 6:02

DON’T PUT IT THERE IF YOU CAN’T BACK IT UP One 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 sel...

#501 S2 Episode 370 - DEMO LIKE A PRO: How Demos Are Done Like You’re #1 07.12.2022 3:32

IF YOU’RE GONNA DO IT, DO IT RIGHT A 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...

#500 S2 Episode 369 - NIGEL’S TESTament: The Tests You Need To Give To Your Candidates 06.12.2022 7:40

ALRIGHT, LET’S SEE WHAT YOU GOT Testing 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 l...

#499 S2 Episode 368 - IN A RELATIONSHIP: Understanding Your Buyer’s Relationship To Your Product 05.12.2022 7:26

IT’S TIME WE HAVE A DEEPER UNDERSTANDING What 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 b...

#498 S2 Episode 367 - THE HIRING FORMULA: What Really Matters In An Interview (Not The Resume) 04.12.2022 5:38

What is Nigel Green’s equation for screening new hires? CHEMISTRY + CHARACTER > COMPETENCY As 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 Tra...

#497 S2 Episode 366 - PLAYBACK AS A SALES HACK: Using Videos From The First To The Last Touch 03.12.2022 6:21

USE VIDEO THROUGH AND THROUGH There 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,...

#496 S2 Episode 365 - IT’S ALWAYS FOR SALE: Importance Of Sales As An Aspect Of Your Business 02.12.2022 4:08

SALES WILL ALWAYS HAVE A SPECIAL PLACE Aaron 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 m...

#495 S2 Episode 364 - HARDCORE: Dealing With The Hard Stuff In Our Hard Lives 01.12.2022 3:48

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 Transfor...

#494 S2 Episode 363 - HIRING TRIANGLE: Three Key Items To Consider When In Search For A New Sales Hire 30.11.2022 9:41

PREPARATION, RECOMMENDATION, COMPENSATION How 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? S...

#493 S2 Episode 362 - HyperLINKED: How To Be A Total Badass On LinkedIn 29.11.2022 7:32

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 he...

#492 S2 Episode 361 - HELP IS ON THE WAY: Making A Lasting Impact By Helping People Without Minding The Numbers 28.11.2022 4:35

IT’S NOT THE NUMBERS YOU DELIVERED THAT MATTER, IT’S THE IMPACT THAT LASTS Many 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 of...

#491 S2 Episode 360 - SWITCHING MODES: Different Approaches In Winning Back Current And Lost Customers 27.11.2022 5:14

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...

#490 S2 Episode 359 - OH, I GOTTA HAVE THAT! Accountability On Tool’s Success And Avoiding Shiny Object Syndrome 26.11.2022 5:27

STOP BLAMING THE TOOL, AND START GETTING YOUR SH*T TOGETHER Many 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 y...

#489 S2 Episode 358 - LET’S GO TOOL SHOPPING: The Easy Principle In Picking Tool Solutions Among A Ton Of Options 25.11.2022 4:27

IF IT’S NOT EASY TO USE, THEN IT’S NOT WHAT YOU SHOULD CHOOSE Imagine 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,...

#488 S2 Episode 357 - UNCHARTERED WATERS: Challenges Of Getting Into Enterprise Sales With Krysten Conner 24.11.2022 6:40

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 Tra...

#487 S2 Episode 356 - TOOL-UTIONS TO PROBLEMS: Are Tools Really The Solution To Your Problem? 23.11.2022 6:13

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, onl...

#486 S2 Episode 355 - FACE VALUE: Building A Valuable, Not Saleable Profile With Mandy McEwen 22.11.2022 5:39

MAKE YOUR PROFILE VALUABLE, NOT SALEABLE Today 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...

#485 S2 Episode 354 - SHIFT TO REVERSE: Reverse Engineering In Life And In Sales With Darin Alpert 21.11.2022 6:08

I JUST GOT INTO SALES, THEN I’M STUCK Many 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 th...

#484 S2 Episode 353 - TOO MUCH IS NOT GOOD: Balancing Time For Research And The Rest Of The Sales Process 20.11.2022 5:58

INFORMATION IS PRECIOUS, BUT TIME IS ALWAYS GOLD It 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 fast...

#483 S2 Episode 352 - PLAN IT BEFORE YOU RUN IT: The Not-So-Rocket-Science Way Of Planning Your Day 19.11.2022 8:23

DON’T START IF YOU’RE NOT EVEN DONE WITH IT This 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 buye...

#482 S2 Episode 351 - DON’T WING IT IF YOU CAN’T WIN IT: How To Tackle Common Prospecting Challenges 18.11.2022 5:14

SOLVING PROBLEMS IS THE BEST WAY TO GO Anthony 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 epi...

#481 S2 Episode 350 - ME, MYSELF, AND I: Understanding One’s Self To Better Understand Buyers 17.11.2022 6:58

UNDERSTAND YOURSELF FIRST BEFORE UNDERSTANDING OTHERS Today, 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 se...

#480 S2 Episode 349 - CIRCLE OF LIFE: Understanding Customer Lifecycle As A Means Of Product-Led Growth 16.11.2022 6:39

ALL ROADS LEAD TO CUSTOMER EXPERIENCE Duane 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 b...

#479 S2 Episode 348 - INTO THE LAB: The Winback Labs’ Winning Framework 15.11.2022 5:29

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 t...

#478 S2 Episode 347 - YOU DO YOU: What Is The Best Way To Do Things When People Keep Telling Otherwise 14.11.2022 5:28

WHAT WORKS FOR YOU IS WHAT’S BEST FOR YOU Collin 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 t...