Sales Transformation

YOUR FIRST TIME WILL ALWAYS BE MEMORABLE Jordan is back to give us the basics of building your first-ever sales funnel. Jordan’s tips are straight to the point: 1) Make a clear offer, 2) Use simple design elements, and 3) Ask for help if you are having difficulties. Stay tuned as Jordan breaks down each of these three in this latest episode of Sales Transformation. Want to book more meetings and c...

DID YOU JUST LOSE A DEAL THAT YOU THOUGHT WAS GOOD AS SOLD? What do you think went wrong? Sometimes it’s about how you communicate. What do we mean by communicating? In this episode, Collin talks about 2 things. First is the difference between a Chief Evangelist and a Sales Leader. Second, one factor that makes or breaks a deal is not really your knowledge of the product, it’s how you communicate....

IT’S TIME TO RUN THIS SHOW As the showrunner of his own content company, Rish has his own ways in terms of using his content as means for his business. In this episode, Rish shares their unique way of doing business and finding prospects with the distribution of their content. Find out more in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selli...

YOU GOTTA GET DOWN TO THE NITTY-GRITTY DETAILS A lot of sellers today write their messaging based on a particular pattern or template that is designed for a persona, but is that enough? What about their differences in writing preferences? How about their desired formats, those things drive them nuts. Today, Collin discusses the secret sauce of boosting your positive outbound replies to 236% with t...

PRACTICE MAKES PERFECT Cheesy, cliche, and old. However, Carole believes that every seller should practice their sales conversations as it keeps them getting better and better the more they keep on engaging. Carole also sends her final piece of advice that practice is more effective if combined with an accountability partner. So start practicing, and get loaded with more of Carole’s insights in th...

HOW DO YOU BOOK YOUR MEETINGS? Shawn is back to talk about his primary channel for booking meetings. Shawn discusses one of his main sources, email. He also adds another channel that is attending events and conferences, and he breaks down how he finds prospects, builds rapport and connects with them. Make sure to stay tuned until the end as Shawn has an important message to a lot of BDRs, only her...

ARE YOU READY TO BE EVANGELIZED? What is a Chief Evangelist? What does he do? What does it take to become one? These are the questions that Collin will be answering today. Being the Chief Evangelist for Humantic AI, Collin discusses the basics that you need to know about becoming one and emphasizes that it’s about evangelizing the problem you are trying to solve, and not the product. Learn more in...

2 MAIN THINGS FOR TODAY: 1) When somebody asks you to read, you read. 2) Know your damn numbers! In this episode, Kevin shares his pro tip when interviewing a candidate with the use of an FAQ document to filter them out. He also talks about the importance of knowing your numbers which is a quality of a great salesperson. Learn more about these tips in the latest episode of Sales Transformation. Wa...

DO YOU KEEP IT SHORT AND SIMPLE? OR DO YOU WANT IT LONG AND STRONG? There’s a lot of noise going on about keeping your cold emails short, but does it really have to be short for all prospects? In this episode, Collin explains why your cold emails should be longer. As there are different buyer personas, the length of your email should also align with it. Tune in and find out when you should be writ...

BIG, USEFUL, YET COMPLEX This is how Jordan Mederich would describe WordPress, one of, if not the biggest social platform to build sales funnels. Jordan is the Founder and CEO of DropFunnels, and he discusses how he came up with its concept after seeing the complexities of WordPress. Jordan will also discuss the four main funnel archetypes so be sure to tune in to this latest episode of Sales Tran...

COME ON AND LET ME CHANGE YOUR MIND Collin is back with Carole and today, they will be discussing mindset. Collin opens up about what should sellers do to be able to change their mindset. Carole gives her insight on this, while Collin adds that every seller must find a reason to change their behavior because if it’s not based on anything, no change is gonna happen. Find out more in this latest epi...

ALWAYS SEND THE RIGHT REP FOR THE RIGHT ICP As Collin discusses that reps perform better on different channels, Mark adds on by explaining that as a leader, you must send the right rep who is skilled with the kind of channel to be used for a specific ICP. Mark also discusses the importance of providing your reps with the right tools instead of just dumping them with MQLs. Find out more in this lat...

THERE’S NO TOUGH CUSTOMER THAT A SMOOTH SCRIPT CAN’T SOLVE Salman is back for one last round and in this episode, he talks about the kinds of customers you get when doing enterprise sales. There are those you can deliver your discovery as usual, and there are tougher ones that want you to go straight to the details. Salman presents an effective script that can make the tough conversation a smooth...

SOMETIMES YOU HAVE TO SAY NO IN ORDER TO GET A YES Carole shares a quick story about saying NO to a prospect, which eventually opened other opportunities and referrals for her as her actions have established a great deal of trust. Collin explains that this is an act of a disciplined seller which is very important as it shows that you are not seeking validation. Learn more about this in the latest...

WHAT CHANNELS DO YOU COMMONLY USE? Top of mind, most sellers would say email and phone. But have you considered leveraging in content creation? Rish Bhandari, the Founder, and CEO of Content Beta discusses with Collin what leveraging through content is about and its benefits. Rish will be breaking down the importance of retention and making your customers your own sales reps. Only here, in the lat...

WHAT IF WE SET THE WORLD ON REVERSE? In this episode, Collin and Kevin talk about recruitment calls and interviews. Kevin shared an interesting way of doing an interview by flipping the tables and letting the candidate ask the questions. Collin likes this method and explains why we should do it when hiring salespeople. Collin also talks about his own method and explains why it’s very important for...

WHO IS YOUR FIRST PRIORITY IN SELLING? Definitely, a lot of you would say it’s the buyer, but is it really what you’re practicing?  Carole Mahoney, aka the Sales Therapist , joins Collin Today to share how she got into sales coaching and what she learned over the years. As the author of “Buyer First”, she discusses the common misconceptions in sales that need to be shattered. Learn more about Caro...

HOW DEEPLY DO YOU KNOW ABOUT YOUR PROSPECT? Collin is back with Salman, as he steers the conversation deeper into understanding your prospect when it comes to the enterprise selling process. Collin and Salman tap into evolving when learning in the process, how to run a good enterprise-level discovery that focuses on the prospect’s goals, and the importance of knowing who you are dealing with in th...

WHAT’S THE SECRET SAUCE TO CONSISTENTLY BOOKING MEETINGS? As Mark converses about Com Plans with Collin, he also discusses the possible reasons why some sellers can’t book enough meetings. Furthermore, Mark talks about the importance of having a laser focus on setting meetings. He also explains to Collin how various channels would correspond to different ICPs. Tune in as Mark breaks this down in t...

LANGUAGE BARRIERS IN SALES ARE AT A WHOLE NEW LEVEL Salman is back to discuss further the importance of understanding your prospect’s problem first before offering the product. He also explains that your language as a seller is different from your prospect’s, and it is their language that you should learn, not the other way around. Learn more by tuning in to this latest episode of Sales Transforma...

HOW DO YOU WEED OUT THE GOOD ONES? When is the proper time of using an assessment tool in the hiring process? A lot of recruiters make the mistake of using assessment tools at the wrong time, particularly at the end of the process. In this episode, Collin and Kevin discuss that assessment tools should be used early in the hiring process, and you can discover more about this in the latest episode o...

The anatomy of a modern sales leader is composed of 3 major qualities: DATA-DRIVEN, PROCESS-ORIENTED, AND METRICS ORIENTED. Kevin Gaither, Founder of Inside Sales Expert , joins Collin in today’s episode, where he discusses the similarities between being in Engineering and in Sales, and how it applies to building a sales team. Find out more in this latest episode of Sales Transformation. Want to b...

ARE YOU IN OR OUT? A lot of sellers may debate which channel is the best for selling, and which among outbound or inbound is better. In this episode, Collin and Shawn discuss their favorite channels with Collin emphasizing Inbound as the better approach for LinkedIn, and doing Outbound with his personal favorite, cold calling. Find out more about these channels in this latest episode of Sales Tran...

ARE YOU WORKING IN SALES AS A MEANS OR AS YOUR PASSION? A lot of sellers, BDRs, in particular, are mostly just interested in the “goodies” that the job entails, such as the income, or the travel. However, Shawn Kipnis , a BDR from Kaleyra, aka the “BDR Lifer” on LinkedIn, works for his passion as a BDR. He sees his job as something he may not do forever, but can also use the skills he learned in t...

DO YOU TREAT YOUR SDR POSITION AS A ROLE OR A TRANSITION? Mark joins Collin once again in another round of SDR talk. In our sales world today, there is a common issue among SDRs in sales organizations, which is that a lot of them don’t stay that long in their teams, mostly because they are only using this position as a stepping stone to get to another one. Mark explains that it is better to positi...