Podcasts about sales transformation podcast

Join us for another revisiting of a coaching episiode from the archives this week on The Sales Transformation Podcast, with Phil interviewing Bianca Portulan.   ORIGINAL SHOW NOTES:  What type of effect can coaching have when transforming an entire organisation? This is a question that is asked by many senior leaders in high-ranking roles.     Dr Phil Squire is joined by Bianca Portulan, an Executive and Organisational Coach for Versum Consulting to discuss the impact that a coaching approach can have on organisational transformation.    Bianca brings over 20 years of international business experience to her role as an executive coach. With an early career in Banking, Bianca held multiple senior positions in Business Operations and Sales, later becoming a Transformation and Change Management Lead, working directly with board members to support and advise on global transformational strategies. She is a highly regarded executive and organizational coach certified by Columbia University, a member of the International Coaching Federation and Fellow of the Institute of Coaching at Mclean, Harvard Medical School.    Dr Phil and Bianca discuss:    The reason why some transformation projects fail  The perception of coaching within organisations following the pandemic  Generic coaching vs specific coaching: which is best?   If you're interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/coaching  Connect with Philip Squire on LinkedIn Connect with Bianca Portulan on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

We're revisiting another coaching-themed episode of The Sales Transformation Podcast this week, as we rewind back to episode #9, featuring Mohammed AlKhotani, who has since gone on to become Senior Vice President at Salesforce ME.   ORIGINAL SHOW NOTES:  Mohammed AlKhotani, Managing Director, Saudi Arabia of SAP joins Dr Phil on this podcast where the pair discuss the role that coaching plays on perceptions of sales leaders and how this contributed to earning the trust of his team.   If you're interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/coaching  Connect with Philip Squire on LinkedIn Connect with Mohammed AlKhotani on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

In this week's Consalia Roundtable edition of The Sales Transformation Podcast, Will Squire and Jesus Llamazares, Our Heads of Sales and Consulting respectively, explore how the modern sales landscape is being shaped by economic, political, and global instability.  From tariffs and Brexit to AI and shifting buyer behaviours, they dive deep into how salespeople and organisations can adapt, stay resilient, and turn volatility into opportunity.   Highlights include:  [05:52] – It's now key to understand your client's whole ecosystem [14:42] – Like it or not, uncertainty is here to stay [32:55] – Listening is more important than ever Connect with Will Squire on LinkedIn Connect with Jesus Llamazares on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

Ahead of new cohort of our Level 5 ILM Coaching for Sales Transformation programme in the Autumn we're going to be revisiting a few coaching-themed episodes of the podcast in the coming months!   This week we're going all the way back to before The Sales Transformation Podcast had video to revisit the fifth episode of the show, with special guest Dr Carole Pemberton.   ORIGINAL SHOW NOTES:  How can sales leaders develop their own resiliency and pass this onto their own sales teams?    In the last episode of our Resiliency trilogy, Dr Philip Squire discusses the notion of teaching resiliency with Dr Carole Pemberton, a professor who has dedicated her doctorate to the topic of resiliency. The pair explore whether or not resiliency can truly be taught to people and how this can be applied to sales teams.    The pair discuss a number of topics:    Carole's background as to how and why she focused her doctorate on the topic of resiliency  The types of themes found in her doctorate that can help build up resilience  If and how resiliency can be taught and how to apply this to sales teams.   If you're interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/sales-business-school/coaching-for-sales-transformation/ilm-coaching-for-sales-transformation/  Connect with Philip Squire on LinkedIn Connect with Carole Pemberton on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

This week we're taking a look back and some of the best moments from Q1 on The Sales Transformation Podcast, including highlights from GST XIX, our Network Effect webinar, and more.   Connect with Philip Squire on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

Since it was International Women's day on Saturday we're taking a look back at some of the incredible female guests we've had on The Sales Transformation Podcast with a special “Best of” episode this week!   Connect with Philip Squire on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

We finally return to GST XIX this week on The Sales Transformation Podcast as we revisit our keynote talk from Professor Elizabeth Stokoe from the Department of Psychological and Behavioural Science of The London School of Economics and Political Science.  Professor Stokoe is an expert in conversation analysis, and in this session guides us through some of the results of her research and how it can relate back to sales. If tiny word choices can have big effects on crisis negotiations, can how we talk have an impact on sales conversations as well?  Please note that during this talk Professor Stokoe played clips from real conversations, including those with people in distress. Although they were anonymised we have taken the extra step of completely distorting them to protect the people in question's privacy. We hope this does not disrupt your enjoyment of this episode too much, and you can see transcripts of these sections on the YouTube version of this episode.   Highlights include:  [02:27] – Studying conversation “in the wild” [18:15] – Is communication really mostly non-verbal? [28:03] –  The surprising difference between “talk” and “speak”  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/pHSa1iNoqI0   Connect with Philip Squire on LinkedIn Connect with Elizabeth Stokoe on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

We have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect' Phil was joined by Introhive's Dr Ryan O'Sullivan and NTT's Julia Munn to discuss how account managers can leverage their networks to generate more value.  The conversation focuses on three types of network: your network of contacts within your client's organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deployed correctly all these networks can help to massively grow your accounts.   Highlights include:  [13:26] – Identifying the relationships you need to build is as important as nurturing existing ones [20:23] – Mapping people in your client's business to people in your own [43:58] – Look to connect with Analysts who know about your client  You can find a recording of Ryan's talk from Global Sales Transformation XIX, which was mentioned during the webinar, on our YouTube channel. Ryan's book, Building B2B Relationships, is available to buy on Amazon. You can find out more about how Introhive can help you map and foster relationships with your clients on their website.  Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn Connect with Julia Munn on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

This week on The Sales Transformation Podcast we have Dr Ryan O'Sullivan's talk from Global Sales Transformation XIX – his second time speaking at a GST event!  Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships. Understanding the full network of relationships in both your and a client's organisations, he argues, can lead to exponential revenue growth via discovering new ways to multi-thread different service lines.  If you'd like to hear more from Ryan, he will be joining NTT's Julia Munn and our own Dr Phil Squire for a free webinar at 16:00 GMT on 13th February. Sign up below: https://us02web.zoom.us/webinar/register/2317382540925/WN_Eq8wVcBbRDu8atp_iJrG2w   Highlights include:  [00:43] – A rude awakening to neglecting relationships with senior management [04:21] – The key stats behind the importance of existing relationships [22:15] – Outperform your competitors with multi-threading  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/BlJe6Kt7xR4  Ryan's book, Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business, is available to buy on Amazon.  Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it's Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face.  Drawing on the research he conducted while studying for his master's with Consalia, Luke splits the traits a GAM needs into foundational and leading characteristics. Above all, he stresses the fact that they need to be able to work effectively with people from all levels of both their own and their clients' organisations.  Highlights include:  [03:00] – Global Account Management is a boundary spanning role [12:35] – The leading characteristics of an exceptional Global Account Manager [21:56] – As a Global Account Manager you are an expert in your customer  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/oOImd9Olhl0 Connect with Philip Squire on LinkedIn Connect with Luke Skinner on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

For the next few weeks on The Sales Transformation Podcast we'll be uploading the sessions from Global Sales Transformation XIX, all focusing on the theme of Cracking The Code of Key Account Management. First up is David Beare, Global Practice Leader at Mott MacDonald.  David talks us through his relationship with major client Heathrow Airport through big projects and tough times, emphasising that humanity can be the key to nurturing strong partnerships. Sometimes that means empathy, and sometimes that means getting on “the fun bus” together!  Highlights include:  [08:50] – Becoming the fun bus to attract new talent [11:37] – Going above and beyond during covid [26:02] – What are some of the key characteristics to look for when hiring a Key Account Manager?  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/JW9Oqr6c8N8  Connect with Philip Squire on LinkedIn Connect with David Beare on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

As a new year begins Phil sat down with Will to discuss his reflections on 2024 and predictions for 2025 on this week's Sales Transformation Podcast.  As well as talking about big issues like ongoing conflicts and the rise of AI, Phil also takes the time to share his thoughts on the state of Consalia as a business and the kinds of bold decisions the company needs to take going forward.  Highlights include:  [11:03] – What is Phil excited for in 2025?[16:58] – Are salespeople still feeling the effects of the pandemic? [22:29] – Consalia's new global research project  Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

As we come towards the end of the year let's take a look back at some of the highlights from Q4 on The Sales Transformation Podcast, including clips from Jeffrey Hatchell, Carl Day, and our Sales Transformation Forum Hangouts.   Connect with Philip Squire on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

It's time for another Consalia Roundtable this week on The Sales Transformation Podcast as Phil, Will, and Eddie discuss our recent Global Sales Transformation XIX event.  The team share some of their highlights from the event and talk about some big Consalia announcements that we unveiled: our new app, Phoebe, and Phil's major research project that will be starting in 2025.  Highlights include:  [04:35] – Who were the speakers at GST XIX? [13:44] – Introducing Phoebe [22:31] – A new study into how customers want to be sold to  Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn Connect with Eddie Guevarra on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

It's a pre-GST special this week on The Sales Transformation Podcast as Phil is joined by Dr Ryan O'Sullivan, Global Account Manager at Introhive.  Ryan returns to the show to discuss his new book on B2B relationships and how relationship mapping can help to turn you into a trusted partner in the eyes of your customers.  Highlights include:  [09:27] – Why do relationships matter? [23:45] – Mutual disclosure can both you and your client build a stronger network [41:11] – A three-step process for developing relationships  Introhive are very kindly sponsoring Global Sales Transformation XIX on 28th November, and Ryan will be speaking at the event. There are still a small number of tickets left if you want to hear him and the rest of our amazing speakers!  Ryan's new book, Building B2B Relationships, is available to pre-order at Kogan Page.  Connect with Philip Squire on LinkedIn Connect with Dr Ryan O'Sullivan on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

It's the second part of Phil's interview with Carl Day, Chief Sales Officer at Apogee, this week on The Sales Transformation Podcast. If you haven't listened to Part 1, please go back to last week's episode and check it out!  This time the discussion turns to how Carl addressed the challenges of covid, the importance of middle-management, and managing multi-service pipelines.  Highlights include:  [00:56] – How the pandemic wasn't entirely bad for Apogee's transformation [08:14] – Hiring more salespeople isn't always the answer [16:58] – The evolving skillsets demands of sales  You can find Part 1 of the discussion here.  Connect with Philip Squire on LinkedIn Connect with Carl Day on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

Welcome back to Win Rate Weekends. Today Andy is joined by  Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group. This episode focuses on the usefulness and limitations of AI in sales, particularly for research and personalization, without replacing the human element crucial to sales relationships. The roundtable experts share their insights on AI's current capabilities, potential future developments, including AGI, and the overall impact on sales roles like SDRs, emphasizing AI as a tool for enhancement rather than replacement.Listen to the full episode on Apple or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today on the show, Andy is highlighting his conversation with Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group, about the challenges faced by SaaS companies in a crowded market, focusing on differentiation, scaling, and adapting to changes like AI. They talk about understanding market nuances, finding a niche, and focusing on core strengths rather than attempting to serve all needs. They also explore some expected and not-so-expected shift in strategies due to budget constraints. Listen to the full episode on Apple or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome back to The Win Rate Podcast. Today Andy brings together another extraordinary panel of sales experts - Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group to discuss the impact of AI on sales processes, differentiation in a crowded marketplace, and if technology is doing as much good as harm. The guests talk about their experiences with AI-enhanced sales strategies, its potential in research and preparation for sales meetings, and caution against over-reliance without integrating human judgment and personalization. They explore the future of AI in sales, its current limitations, and the critical role of human interaction for effective sales outcomes.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

This week on The Exit: Collin Mitchell, Managing Partner at Leadium, shares insights from his entrepreneurial journey with three successful exits, one business which he and his wife grew from zero to $5M in only 26 months. Collin discusses the importance of sales, scaling teams, and the preparedness needed for exits. From starting in sales to founding businesses like Monster VoIP and Salescast, he emphasizes the significance of understanding deal points, having a clear exit plan, and recognizing when it's the right time to move on. Despite experiencing such meteoric success with his ventures, one notable piece of advice for Collin's past self is to practice more patience in the entrepreneurial journey. For more details and insights from his entrepreneurial journey, listen to the latest episode of The Exit here. Collin Mitchell has over 15 years of sales experience with a passion for driving revenue growth for sales teams with top of funnel services. As the VP of Sales at Leadium, Collin leads a team of high-performing sales professionals who help B2B SaaS companies generate qualified leads and appointments. He is also the host of the Sales Transformation Podcast, a top 1% sales podcast that delivers daily insights and tips on how to sell better and faster. LinkedIn: https://www.linkedin.com/in/collincmitchell/ Website: https://www.leadium.com/ Podcast: https://www.leadium.com/resources/podcasts/sales-transformation For a Free Flippa Business Valuation: https://flippa.com/exit -- The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You'll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Mark was recenlty on The Sales Transformation Podcast and we wanted to share this great interview Mark did with host Collin Mitchell. If you'd like to check out The Sales Transformation Podcast, use the link below! https://pod.link/saleshustle ~~ Episode Description Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Collin Mitchell, 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, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success. With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Collin Mitchell also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights. So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together! Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com SPECIAL OFFER for our Listeners! Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

In this episode, host Colin Mitchell discusses the state of sales and the importance of fundamentals with guest John Barrows, founder of JB Sales. They talk about how the sales industry has become reliant on technology and automation, leading to a lack of essential skills and a false sense of success. They also touch on the impact of COVID-19 on sales and the challenges of virtual selling. The conversation highlights the need for feedback, resilience, and hard work in sales.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:John Barrows (Founder, JB Sales)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

#sandler #sandlerworldwide Are you looking to up your sales game?  In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.   In today's tech-driven world, it's easy to get lost in a sea of AI and tech tools. But Colin reminds us that the key to success is tailoring the sales process to the individual customer based on their personality and what they care about. He shares valuable insights on how to build a connection with customers, from prospecting to negotiating and closing.   So if you're ready to take your sales game to the next level, make sure to join this episode!   Timestamps:  0:00:18 - Selling to the Person and Not the Persona with Colin Mitchell 0:02:23 - The Power of Human Selling in the Age of AI 0:04:14 - Exploring the Benefits of AI for Sales Teams 0:08:02 - Exploring the Benefits of Technology in the Sales Process 0:13:57 - Leveraging AI and Human Instincts 0:20:56 - Selling to the Person, Not the Persona 0:22:44 - Applying Sales Methodology Differently to Every Call 0:24:46 - Succeeding at Selling to the Person, Not the Persona   Key Highlights:  Human salespeople are most valuable in tailoring the sales process to the individual customer, not just a general persona. Technology should be leveraged at different stages of the sales process, depending on the specific use case. This can include early prospecting, marketing automation, conversational intelligence, and follow-up and closing tactics. Use technology to enhance the sales process, not replace it entirely. AI can be used to read scripts, but human judgment is still valuable in sales. =========================================   SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos  Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

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

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 MOMENTS From selling tickets to VP The flexibilities in sales Reverse engineer the life you want It's the job title, it's the life want to live Reverse 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 MOMENTS The foresight methodology Knowing just enough to be deadly Don't fall into the trap of doing too much research The 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 MOMENTS Don't start your day until you haven't finished it Stoyan'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 MOMENTS Anthony's view on the common challenges folks face today Ditch the features and functions, focus on problem-solving Stop 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 MOMENTS You have to really know yourself Resources to understand behavioral models Understand 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