Sales Transformation

WHEN RESULTS ARE BETTER, THERE’S LESSER TURNOVER Collin and Trevor are about to close their conversation, and in this last bit, the two talks about how the uplift in sales that personalized selling brings to the table can also uplift a seller’s enjoyment of his job. Collin confirms and explains how personalized selling helps sellers gain better results, which makes their jobs more rewarding, and o...

SOMEBODY HAS TO START SOMEWHERE, RIGHT? It’s a new day and a new guest. Today, we have Christina Brady, SVP of Sales at Spekit. Christina talks about how she got into sales and worked her way up at various companies, which leads to the topic that is thinking about your own promotional path. Stay tuned until the end as Christina shares the top 3 things to do if you want to get promoted, and more in...

START NOW, BEFORE EVERYBODY ELSE WOULD It’s Collin’s last round with Ethan and in this episode, he explains that the evangelist’s work doesn’t stop when deals are closed and will continue as customers continue to have their experiences. Collin also discusses the high chance that everybody will also start evangelizing sooner or later, so if you have the plan to do so, it’s time to start. How? Tune...

WHAT IS THE BEAUTY OF COLD CALLING? A lot of people take cold calling for granted and treat it as a “forgotten art”, but Collin and Nancy Calabrese both disagree. Nancy is the Founder and CEO of One of a Kind Sales and the host of Conversational Selling . In this episode, Nancy talks about what changed over time in the outbound world, the benefits of cold calling, and the reason why you don’t need...

IT’S NOT REALLY ABOUT WHO’S RIGHT OR WRONG, IT’S ABOUT THE BUYER Trevor and Collin start off this episode with a quick discussion on which channel works well with DISC selling and why it’s effective. Collin continues to discuss that the channel, the method of selling, and whether solving problems or being likable is the best way to sell are not what really matters the most, but it is the person wh...

IT’S NOT JUST ABOUT WHAT YOU EARN, BUT ALSO ABOUT WHAT YOU LEARN We already know the three stages of founders’ involvement in the sales process. In fact, in his previous round with Collin, Scott Sambucci already started discussing founder-everything sales, the first stage. Today we will be learning the second stage, which is founder-led sales. So what is it about? For Scott, it’s not about the sal...

LESS IS MORE Time and time again, Collin has always been explaining that it’s better to hunt a few high-quality prospects than to stick with the spray-and-pray approach. This gets better as Mike Montague is back to discuss why it’s the better choice to prospect with lesser connections in LinkedIn, who you really know, than requesting connections and spreading DMs like crazy. Find out more in this...

HOW DO YOU TURN “HARD” TO “EASY”? Trevor Lee asks Collin an interesting question. Do you find it hard for sellers to adapt to DISC selling when presenting themselves? Collin says yes, it is definitely hard, but there are ways to make it easy. He explains how technology helps you prepare for a conversation and lean your strategy toward a particular target instead of trying to fit into a lot of segm...

IT’S TIME FOR SOME D.I.Y. Last Monday, Scott Sambucci discussed the three stages of a founder’s involvement in the selling process, and today, Scott and Collin will go deeper on the first one, which is Founder-Everything Sales , where he talks about the importance of taking ownership and accountability to run your sales on your own first. Learn more in this latest episode of Sales Transformation....

IS IT REALLY THAT HARD?                                                                                                                Trying out a new process or switching to a completely different approach can be intimidating. Most people would immediately think about how hard it can be to do so. Well, it is not easy, but Collin is here to give us some tips on how you can make personalization a...

IT’S TIME FOR SOME NEW TRICKS In today’s episode, Collin welcomes Mike Montague , Director of Community Engagement at Sandler, a podcast host, and author of LinkedIn the Sandler Way . Mike talks about his experience in reading outdated playbooks on social selling and the problems he saw with what they are teaching. This led him to write his own book, and you will learn more about it in this latest...

YOU HAVE TO EVANGELIZE TO NORMALIZE As evangelism is a pretty new concept in sales today, Ethan poses a rather interesting question. What if it normalizes? What if it becomes a normal part of the process? Do we still need to evangelize? Collin definitely says yes as evangelism involves content that buyers today would normally consume first before making a decision. Find out more in this latest epi...

NOT EVERYTHING CAN BE DONE IN ONE GO One of the biggest mistakes of founders and startups is the assumption that they can immediately start operating and selling through new hires. Well, that’s a big NO-NO for Scott Sambucci. He is the CEO and Founder of SalesQualia and a sales coach for tech startups. Scott talks about the three main stages of sales involvement by founders; Founder Everything Sal...

IT’S SUPPOSED TO BE QUICK AND EASY Cold calls are one of the shortest conversations you can ever make when selling. In just 2 minutes or less of talk time, there’s not much you can do about it. What if you are trying to personalize that call? Collin discusses the small things that you can change to personalize a cold call, and also explains the true goal of it. Find out more in this latest episode...

WHAT’S THE BEST WAY OF USING DISC ON YOUR CALLS?                                                                                                                          Unfortunately, there’s no one-size-fits-all answer to that. As DISC has its own model, it may seem to have a way to make a standard strategy for every personality type. Collin explains the different ways of strategizing your appro...

AREN’T YOU BORED OF THE SAME OLD TRICKS YOU DO IN YOUR EMAILS? In this episode, Trevor Lee welcomes Collin to his show, Better Presentations, More Sales . In this interview, Collin gives an overview of what Humantic does to personalize your outbound messaging into something that resonates with the buyer. Collin explains this by sharing his daily experiences dealing with awful LinkedIn DMs and bad...

LEARN IT, UNDERSTAND IT, APPLY IT Practice makes perfect as many would say, and as Collin closes his interview with Marki about social selling, he talks about the application of DISC and OCEAN selling. Collin explains that this can be used in any channel and with enough practice you can sell to your buyer the way they want to buy. Learn to be a pro in social selling in this latest episode of Sales...

A TARGET WITHOUT A STRATEGY OR A PROCESS IS SET TO FAIL Kevin is about to close his series with Collin and shares his final thoughts. He talks about the different ways of targeting and messaging when working on your outbound channel. Kevin also adds the importance of breaking down your channel as a strategy and process, and that you should be adjusting based on the individual you are connecting wi...

LET’S CLOSE THIS DEAL! As Collin’s interview with Tyler Lindley is coming to a close, he compares the questioning behavior of the 4 buyer types using DISC and provides advice on how to deal with each of them. Stay tuned until the end because Tyler will be running Collin with some rapid-fire questions where you can get some quick tips and tricks in this latest episode of Sales Transformation. Get F...

IS THIS REALLY FOR YOU? There are companies that immediately gravitate towards outbound as a channel without checking if it’s a good fit. Some do it because they see it work with others, but it doesn’t work that way. Like prospects, the type of channel you should be doing needs to be assessed if it’s a good fit for your business or not, and Kevin Warner is back to discuss this in detail. Find out...

WHAT IS THE PUREST FORM OF SALES? As Ethan Beute and Collin continue their conversation about evangelism, Ethan talks about what being human can do that a bot or AI can’t. AI is definitely helpful in the part of identifying important information but it is the human’s job still, that strengthens the connection between seller and buyer. Ethan also talks about evangelism being the purest form of sale...

IT’S TOO COMPLICATED. IT’S NOT MY THING. IT’S TOO MANY.                                                                                                                                  A lot of sellers are a bit hesitant in using the personality-based model because it seems complicated being a relatively new method, and don’t get me started with the 36 variations because that’s gonna drive you nut...

IT’S NOT ALWAYS JUST ABOUT THE APPOINTMENTS! Knowing your numbers is a good thing, but changing your directions every day based on your current appointment stats is not the way to go. In this episode, Kevin is back to discuss the problem with sticking with appointment metrics, and he points out that we should be looking at our performance from a market research standpoint where appointments are co...

ONE FOR ALL, ALL FOR ONE We already know that every person has a different personality. You can resonate with some, click very well with a few, and not so much with the rest. But what if there’s a way to connect with all of them? In this episode, Collin explains how understanding the buyer on a deeper level can help you find their soft spot and know how to deal with every personality you encounter...

TOO MUCH OF SOMETHING IS NO LONGER HELPFUL As sellers, we all had a taste of being pressured with activity, doing X amount of calls, X amount of demos, X amount of emails, and many more. These are the things we get hammered for every single day. This is the activity mindset, which Kevin and Collin will be tackling and will be breaking down why it’s a broken mindset, and what should SDRs and seller...