Sales Transformation

DON’T BE SO RIGID Collin introduces us to Kyle Asay today, and they will be talking about the rigidity of the sales process for both the seller and the buyer. Kyle shared his experience of being able to have a snowballing success after learning not to be too rigid in the process and starting to try new ways of selling, he then gives the advice to stop pushing your process to the buyer and let them...

IT’S NOT JUST ONE PERSON AT ALL Collin is back with Shawn and today, they talk about personality insights in a “collective” way. First, Collin explains that though Humantic brings a lot of insights that are very useful, you still need to do some research on the company side. Then he discusses that Humantic doesn’t only provide insights on one person because when you are in a room with multiple dec...

HOW FIT ARE YOU TO SELL? Your ability to sell is also like your physical fitness. Everybody who aims to be physically fit needs a fitness coach. The same goes for a salesperson, you need to be “fit” to sell, and a sales enabler is your “fitness coach”.  Collin introduces us to Ben Purton, Director of International Sales Enablement at RingCentral, and he is here to talk about the role of Sales Enab...

STOP THINKING, JUST HIT RECORD As Scott and Collin have discussed the various ways of documentation, the two dig deeper into the video recording method where they talk about what tools can be used and what to tell the prospect when they ask about the recording. Scott emphasizes the importance of using the tools around you and just hitting the record. Stay tuned as Scott also gives his last thought...

IT’S TIME TO LEARN ABOUT THE AI IN HUMANTIC AI We all have learned what Humantic AI is and what help it brings to every seller. But what about the actual technology behind it?  Well, it’s about time to learn about the AI in Humantic AI. Keep tuned as Collin discusses which information is being gathered and how it’s processed to get the DISC and OCEAN profile of a person, only here in the latest ep...

KNOWING THE PATH IS DIFFERENT FROM WALKING THE PATH Every employee has the responsibility to work hard to get the promotional path they are looking for, But every organization also has the responsibility for their employees’ growth. This is Christina’s message to every business organization that they need to outline the promotional paths for their employees and give them equal opportunities. Learn...

EVERYBODY HAS A PERSONALITY. WE ARE CALLED “PERSON” FOR THAT REASON Collin joins Shawn Rhodes in Bulletproof Selling, where he explains the reason why he joined Humantic as he refers to it as something bigger than anything he has ever built on his own before and it is a great way to leverage technology and personality insights as a means to humanize the internet. Collin also explains Humantic’s fu...

STOP HATING ON SCRIPTS! The usage of scripts has different camps of sellers. Some say it’s needed, some say they don’t, and some say they’ll just wing it. So, which one is exactly right? In this episode, Nancy and Collin explain why scripts are still important no matter how good you are at winging them, as scripts provide you with a basic guide to follow as a flow of your conversation. Learn more...

IT’S ALL ABOUT THE MESSAGING As Chief Evangelist of Humantic, Collin discusses one of their amazing new features, which is One-Click Email Personalization, where you can turn your usual email draft into a tailor-fit personalized version that really hits your client where it matters most. But that’s not all, Collin explains that the insights from Humantic can be used to personalize all of your mess...

GETTING ATTENTION BY GIVING ATTENTION Social presence, especially on LinkedIn is not all about getting attention, but also about giving it to someone. Mike is back for one last round with Collin and today, they discuss how you can get more attention on LinkedIn without the need for purely original content, and how giving attention to other people’s content can be beneficial for you. Learn more in...

IT’S SIMPLE, PROCESS IT, DOCUMENT IT, SCALE IT You cannot scale without a process in place. You can’t move forward with a process if it’s not documented. In this episode, Scott and Collin talk about the importance of having a process in place before even attempting to scale, and they present 2 easy ways to do your documentation of the process which you can learn more about in this latest episode o...

IT’S TIME TO DO SOME RAPID-FIRE, ROUND 2 What’s the difference between the person and the persona? Once again, Collin joins Tom Poland today, as he undergoes another set of rapid-fire questions about Humantic and selling using personality insights. Collin discusses the difference between the person and the persona, and what amazing results Humantic can bring to your team. Tune in and learn more in...

TOO MUCH OF A GOOD THING IS NOT SO GOOD AT ALL Promoting people is a very good practice as a leader, especially in sales. However, you cannot promote everybody as it requires you to introduce new points of contact to your customer, and when done consistently, can be detrimental to your relationship with the customer. Christina is back to discuss this furthermore and will break down why you should...

CAN YOU MATCH YOUR SELLERS TO THE BUYERS? With the power of personality insights, yes sir you can! In this episode, Collin discusses how you can create compatibility between your sellers and buyers using the information you get from personality insights. He further explains that this also varies between different scales of deals. Lastly, Collin shares why he got so excited about becoming Humantic’...

WHAT DO YOU MEAN COLD CALLING DOESN’T WORK? Let’s face it, a lot of people hate cold calling, and it’s these people who keep saying it doesn’t work. Well, Nancy has a counter to that, as she explains how providing the right training, consistent practice, and making it fun are the key to success in cold calling. Tune in to learn Nancy’s best practices with her team that involves deconstructing call...

IT’S TIME TO DO SOME RAPID-FIRE! How do you know if you are selling it right? Are you using the right insights? Are you selling to the person and not the persona? Collin joins Tom Poland today, as he undergoes a series of rapid-fire questions about Humantic and selling, using personality insights. Collin discusses who are the clients that Humantic aims to help, what problems it tries to solve, and...

ONE SEARCH IS NOT ENOUGH Referrals are not always just about asking your clients for prospects. There are ways to get referrals on your own using LinkedIn and Mike is back to break it down. In this episode, Mike shares how you can get referrals by doing a search within a person’s list of connections and identifying potential buyers by analyzing trigger events from these connections. Find out more...

LET IT GO AND LET IT GROW As much as we want to be always on top of things, there comes a time that we need to start backing off and letting things operate on their own. Some founders find it hard to do this, and Scott is back to discuss why this has to happen. He explains at what point is the perfect time for a founder to start looking into giving up some responsibilities, begin letting go of con...

IT’S NOT JUST ABOUT WHAT YOU SHOULD DO, BUT ALSO WHAT YOU SHOULDN’T DO A lot would assume that winning back customers is just all about knowing what should be done to keep them, but we tend to forget that we also need to consider the things that we need to avoid. What did we do to cause the customer to leave? How did we communicate with the lost customer? In this episode, Collin explains that pers...

IS MASTERY ACHIEVABLE IN SIX MONTHS? When it comes to skills, it actually depends. There are many factors to consider before determining if you will be able to master a skill in a given time, and that is what Christina will be talking about today. She explains that before determining how long or short you need to master something, you need to define what mastery of that skill looks like. Find out...

THERE’S NO SUCH THING AS DEFAULT ANYMORE In sales, marketing, or even winback, many have been taught that it’s all about building rapport, building relationships, and all the other defaults. However, the market is changing. These things are still important but it will now depend on who is on the other side of the table, your customer. Dan and Collin continue to explore the application of models su...

SALES IS A CIRCUS, YOU HAVE TO DO SOME BALANCING ACT A lot of sellers assume that the more leads you have, the better your chance of getting a deal. Unfortunately, that is not the case anymore. Today, Nancy is back, and she will be discussing with Collin the importance of having the right size of leads and how every industry has its own unique ramp-up period, which you need to consider when you pl...

PEOPLE COME BACK FOR PEOPLE Collin appeared in various shows in the past weeks to discuss personality-based selling. Today, we are switching up as Collin jumps into The Winback Marketing Podcast with Dan Pfister. In this episode, Collin discusses how you can use personality insights as a means of having a stronger Winback campaign by identifying personalities that you are able to win back and the...

SALES WILL ALWAYS HAVE THE NUMBERS GAME Numbers matter, that’s a fact. But what numbers do you have to keep an eye on? Social media, LinkedIn in particular, is full of vanity metrics such as likes, reactions, comments, and more, but what do we really have to look at? Mike is back with Collin to discuss that these metrics are not really what you want to focus on, but the conversations, referrals, a...

IT’S OK, JUST TAKE YOUR TIME One of the biggest mistakes founders or sales leaders make is rushing the hiring process. As they try to catch up to their targets and to their goal of scaling the business, they tend to forget what really matters, which is finding the right person for the job. In today’s episode, Scott and Collin talk about the importance of putting a hiring process in place and takin...