WHAT’S AN EMAIL FOR? DO YOU REALLY HAVE TO KEEP CHECKING IN?Sellers have the tendency to dwell on an email that never got a response and obsess over it by checking in repeatedly. Mark explains why this is completely wrong, that what it only does is remind the prospect of your bad email and instead, you should be working on a new one. Mark also reminds everyone to always think about the objective of the email before sending it. All these are in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: CHECKING IN ON A PATHETIC EMAIL“All you're doing, is you're calling out your own stupidity. You are literally calling because here's the thing. Chances are, I saw that initial email, but it didn't grab my attention. So boom, I delete it. I didn't respond. So now all you're doing is you're bringing it back to my attention that pathetic email that you already sent me. Oh, nice job. Nice job, loser.”MARK: OBJECTIVE OF AN EMAIL“We got to understand what is our objective with an email. it's to create enough interest to warrant a conversation. That's what it is.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

RESULTS DON’T COME OUT SO EASILYA lot of sellers start shifting to social and expect to get results overnight. Well, Social selling is not that easy. Collin explains in this episode that leveraging social as your channel to build relationships will not pay off right away, it’s a long-term journey that requires patience and consistency. Tune in to learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT DOESN’T PAY OFF RIGHT AWAY“So if you start posting tomorrow and do it for 30 days, it may result in zero pipelines for you. If you start using social as part of your strategy, start focusing on building your brand and your reputation online, it's not going to pay off immediately.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU TREAT YOUR PROSPECTS?Prospects come and go, but why they go is quite trivial to some sellers. As Mark continues to talk to Collin about the changes in today’s market, he emphasizes the importance of treating your prospects the same way you treat your customers. Mark also talks about delivering new value with each message you send to the prospect, and you can learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: TREAT THEM AS IS“Treat the prospect the same way you would a customer.”MARK: DELIVER NEW VALUE WITH EACH MESSAGE“What's not working? is repeating the same, the same, the same, the same email over and over and over again. It's all about delivering new value with each message. I mean, you got to do your homework, but if you're gonna break through, that's what you're gonna have to do.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU MUST KNOW SOMETHING AT THIS POINT, RIGHT?Collin gets down with social selling tactics once again with Mark and today we focus on engagement. Collin defines what being engaged means and how it ties up with content. He also discusses the use of your acquired knowledge as the foundation of your content, and you can learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHAT DOES “BEING ENGAGED” MEANS“Engaged means you're consistently showing up and you're active, actively engaged. That means sharing your original thoughts in comments and threats, you know, posting original content.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DON’T RAISE THE WRONG FLAGSAs Mark continues his conversation with Collin about the changes in today’s market, he highlights the problem of rushing demos as a trigger in creating shiny objects and false flags. Tune in and learn why Mark describes the market today as “brutal” and how you can thrive in it in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: CREATING FALSE FLAGS“We all like what we have to offer. But what happens is we create false flags, we create shiny objects, we get bad thinking, ‘ ‘Oh, you know what, maybe we should look at this, oh, maybe we should do this. Maybe we should do this. And then what happens is, oh, we need to talk to some other companies.”MARK: THE MARKET IS BRUTAL“Today's market is absolutely brutal. So customers are reticent even more, to bring on a new vendor and new supplier to work with a new company, they are more reticent of staying with status quo.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S ALL ABOUT WHO CONNECTS WITH YOU, AND HOW YOU GIVE VALUEConnections and Content, these two are the key ingredients in providing value and building strong relationships in social selling, or in any kind of selling for that matter. Join Collin and Mark as they give you quick but heavy sales tactics that help you go on a hunt in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT’S ALL ABOUT THE CONNECTIONS AND CONTENT“Connect with the right people and put out valuable content that serves them, that teaches them, that challenges their thinking, that gives them insights that maybe couldn't get anywhere else.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HANDS OFF THE WHEEL!People hate being controlled, especially when trying to make a buying decision. Kyle is back and in this last part of his conversation with Collin, he emphasizes the importance of avoiding taking too much control of the conversation. Stay tuned as Kyle delivers his final thoughts in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKYLE: BUYERS DON’T LIKE BEING CONTROLLED“If buyers feel like you're trying to control them, they're going to step away because they're from pretty much any product out there. There are suitable alternatives and people will select in and out based on the evaluation process and how it goes.”KYLE: THE SELLER’S BURDEN“The burden is on the seller to go prove that you're actually trying to help the buyer make the right decision. You're not just trying to make the sale. There are lots of ways that you can be doing that.”Connect with KyleKyle Asay | MongoDBConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

EVERYBODY HAS A WORTHY ADVERSARY, AND TIME IS ONE OF THEMMany sellers had this wrong impression that other sellers that they always faced against are their competitors. Mark has a different idea. He explains why your true competitor is time, relating it to the time within your sales process and rushing in demos in particular. Learn more in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMARK: TIME IS THE ENEMY“Tomorrow's your competitor, because time kills all deals, and so many times what happens is sellers go in thinking that their competition is this company that they've always faced before. No, not at all. Not at all.”Connect with MarkMark Hunter | The Sales Hunter | The Sales Logic PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

MIRROR, MIRROR ON THE WALL, WHO GREW THE MOST OF THEM ALL?Will’s conversation with Collin is about to close, so it’s high time for him to give his final thoughts. He talks about the importance of thinking about growth and what it takes to achieve it. Will gives emphasis on asking yourself in the mirror if you have done whatever it takes to succeed in sales and in growth as a team, so tune in to this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSWILL: TIME TO ASK YOURSELF“What I would say to any salesperson, or any leader is, every single day, look in the mirror and say, What can I be doing for growth is, am I doing everything I can to be able to grow? Ultimately, am I leading with empathy, when I'm leading my team, as an individual?”Connect with WillWilliam Diaz | Arrive LogisticsConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

GIVE THEM CONTROL AND DEALS WILL ROLLSellers are so used to taking control of the conversation. Aiming to get the deal done as quickly as possible leads them to eat up the entire conversation without giving the buyer a chance to talk. Guess what? That doesn’t anymore. Kyle is back to discuss the importance of giving the buyer control in some aspects of the conversation to give them the freedom to express their concerns and appreciate your product hands-on. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKYLE: GIVING BUYERS CONTROL IN THE DEMO“I think there's a lot of demo fatigue right now, where people have purchased things that looked really good in the sales cycle, and then they don't work. Anything we can do either in the demo by giving them screen control, or by giving them a very guided real life trial experience is valuable to overcome that skepticism.”Connect with KyleKyle Asay | MongoDBConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok