KNOWING THE PATH IS DIFFERENT FROM WALKING THE PATHEvery employee has the responsibility to work hard to get the promotional path they are looking for, But every organization also has the responsibility for their employees’ growth. This is Christina’s message to every business organization that they need to outline the promotional paths for their employees and give them equal opportunities. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: OUTLINE THE PROMOTIONAL PATHS“You want your organization to outline what are the different promotion paths, be honest about that, and then support all of them.”CHRISTINA: PROVIDE EQUAL OPPORTUNITY FOR EVERY PATH“As an organization, you have to path out what the careers are, and then you have to make sure that you're celebrating and giving equal opportunity for them. So we can make one career path feel really, really sexy and normal, and then other career paths feel like whoo, that's, that's sort of frowned upon.”CHRISTINA: HELPS YOUR EMPLOYEES GROW“The best companies in the world think through how they can help their employees grow into being the best possible people. So if you've never had that conversation, this is the time to have that conversation because it ties directly back to your culture.”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

EVERYBODY HAS A PERSONALITY. WE ARE CALLED “PERSON” FOR THAT REASONCollin joins Shawn Rhodes in Bulletproof Selling, where he explains the reason why he joined Humantic as he refers to it as something bigger than anything he has ever built on his own before and it is a great way to leverage technology and personality insights as a means to humanize the internet. Collin also explains Humantic’s function to tap into every buyer’s human side as we all have our own personality types. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHY MOVE TO HUMANTIC?“I really wanted to be a part of something bigger than anything that I've ever built before on my own, and just was really passionate about their mission to humanize the internet, and to help sales teams be more authentic in the way that they sell by leveraging the personality insights that Humantic provides through AI.”COLLIN: EVERYBODY HAS A PERSONALITY TYPE“I think something we all can agree on is we all have personality types, everybody has a personality type, some are compatible, some are not.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

STOP HATING ON SCRIPTS!The usage of scripts has different camps of sellers. Some say it’s needed, some say they don’t, and some say they’ll just wing it. So, which one is exactly right?In this episode, Nancy and Collin explain why scripts are still important no matter how good you are at winging them, as scripts provide you with a basic guide to follow as a flow of your conversation. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE PROBLEM WITH JUST WINGING IT“If everybody is freestyling and winging it, you can't make decisions to see if there are needs to be something fixed, changed, or optimized because if everybody is doing something different, you don't know what's working, and what's not.”NANCY: KEEP THE INTEGRITY“A script doesn't mean you need to do it word for word, but you have to keep the integrity. So I may use a word naturally, that you wouldn't use, but use a different word that reflects the same meaning. So you don't want people to be clones of one another. I think the most important is the tonality, and learning how to speak in different communication styles to be the most effective, and most listened to.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S ALL ABOUT THE MESSAGINGAs Chief Evangelist of Humantic, Collin discusses one of their amazing new features, which is One-Click Email Personalization, where you can turn your usual email draft into a tailor-fit personalized version that really hits your client where it matters most. But that’s not all, Collin explains that the insights from Humantic can be used to personalize all of your messaging and even your entire sales process from start to finish. 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: ONE-CLICK EMAIL PERSONALIZATION“One of the things that we have in beta right now, which I'm super excited about is One-Click Email Personalization. If you're a seller, you're running a winback campaign, whatever it is, you write your email the way you would try to get your points across, you click a button, and then it'll rewrite it for you based on that person's personality that's receiving that email.”COLLIN: PERSONALIZE IT TO TAILOR-FIT“It's for everything. You're tailoring your messaging, to focus on the things that are most important to your buyer. So basically, it's enabling you to sell throughout the entire sales process the way your buyer wants to buy, and you're personalizing the entire sales process,”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

GETTING ATTENTION BY GIVING ATTENTIONSocial presence, especially on LinkedIn is not all about getting attention, but also about giving it to someone. Mike is back for one last round with Collin and today, they discuss how you can get more attention on LinkedIn without the need for purely original content, and how giving attention to other people’s content can be beneficial for you. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: POST MORE THAN YOU THINK“Post more than you think, like morning, noon, and night, the feed goes so fast on most people that they're not even seeing it. But it doesn't all have to be original content, do cool things, talk about the cool things that you do, share the marketing content, and then curate other people's stuff. So curate industry knowledge from whatever industry you're in, or groups and associations that you're in, and share that stuff. You don't have to originally write brand new thought leadership pieces three times a day.”MIKE: SATISFY THEIR DESIRE FOR ATTENTION“There are millions of people, maybe even billions on Facebook that are dying for somebody to pay attention to them. If you're the salesperson that's actually paying attention, and listening and asking them questions. You are way more valuable to social media than anybody who's posting and trying to grow an audience. Yeah, especially for that buyer.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S SIMPLE, PROCESS IT, DOCUMENT IT, SCALE ITYou cannot scale without a process in place. You can’t move forward with a process if it’s not documented. In this episode, Scott and Collin talk about the importance of having a process in place before even attempting to scale, and they present 2 easy ways to do your documentation of the process which you can learn more about in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: SCALING, PROCESSES, DOCUMENTATION“You can't scale if the process doesn't exist, at this point, there should be a process, and as you and I both know, because you've done this a few times, and so have I in the early days, the process changes a lot and becomes more fine-tuned and well-defined over time, but a lot of times, that stuff is not well documented.”SCOTT: EASY WAYS TO DOCUMENT THE PROCESS“There's really kind of two things you can do there that’s super easy, which is, as you're sending out emails, or as you're sending out LinkedIn messages, take a screenshot, just start throwing that stuff in the Doc, because that alone can be the first version of some documentation. The second thing, which I love to do, and I do it for my team all the time internally, is as I'm doing a process where I use a screen recording software like loom.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO DO SOME RAPID-FIRE, ROUND 2What’s the difference between the person and the persona? Once again, Collin joins Tom Poland today, as he undergoes another set of rapid-fire questions about Humantic and selling using personality insights. Collin discusses the difference between the person and the persona, and what amazing results Humantic can bring to your team. Tune in and learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: PERSONA VS PERSON“So persona might be really basic, like, you know, is it B2B? Is it B2C? Are they in this particular industry? Are they this company size? Do they have this job title, and then people that are maybe doing a halfway decent job with persona might even take it a level deeper, and they have this specific problem that defines their ICP and they sell based on that.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

TOO MUCH OF A GOOD THING IS NOT SO GOOD AT ALLPromoting people is a very good practice as a leader, especially in sales. However, you cannot promote everybody as it requires you to introduce new points of contact to your customer, and when done consistently, can be detrimental to your relationship with the customer. Christina is back to discuss this furthermore and will break down why you should not switch your customer’s points of contact so often. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: THE PROBLEM WITH SWITCHING POINTS OF CONTACT“Switching points of contact consistently on your customers, hits your bottom line, really, really hard. And I'm not saying don't do it, you should promote your people absolutely promote your people. But you also have to have a plan for customer whiplash and making sure that they're not getting a new introduction for what feels like should be a one-to-one relationship really consistently.”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

CAN YOU MATCH YOUR SELLERS TO THE BUYERS?With the power of personality insights, yes sir you can! In this episode, Collin discusses how you can create compatibility between your sellers and buyers using the information you get from personality insights. He further explains that this also varies between different scales of deals. Lastly, Collin shares why he got so excited about becoming Humantic’s Chief Evangelist, and why it’s a game changer, so make sure to tune in until the end of this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHERE COMPATIBILITY COMES INTO PLAY“So there's the whole like compatibility way of approaching it, and in some businesses, I feel like that makes a lot of sense. Where it's like, ‘Hey, these are our ICP, these are the people we're most likely to win with. So we need to hire people that are compatible’, that in a more transactional type of business environment, that makes more sense.”COLLIN: GETTING TO KNOW THE BUYER BEFORE EVEN MEETING THEM“It's super powerful when I started to see some of this stuff go to work where you get a person on a zoom call, and prior to having a meeting with these people, you'd get sort of a brief of like, ‘Hey, here's who you're meeting with, here's their personality type, here's the things to avoid, here's how you can win with them in’, going into those meetings with that information was just a total game changer.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT DO YOU MEAN COLD CALLING DOESN’T WORK?Let’s face it, a lot of people hate cold calling, and it’s these people who keep saying it doesn’t work. Well, Nancy has a counter to that, as she explains how providing the right training, consistent practice, and making it fun are the key to success in cold calling. Tune in to learn Nancy’s best practices with her team that involves deconstructing calls, training sessions, and constructive feedback, only here in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSNANCY: APPRECIATE THE COLD CALLERS“I think what's really important is you have to appreciate anybody in a position that it's making cold calls, they're living in a NO world. How many NOs you're gonna have to get until you get to your YES.”NANCY: BEING CONSTRUCTIVE TOWARD THE TEAM“I have taken it to be my responsibility to keep the culture fun and provide ongoing sales training, and that makes all the difference. They love it. We deconstruct the cold call every single week, we've had people come to our training, that are perhaps students of our trainer, just to listen to the team talk about it, and celebrate the successes, you know what they're doing great, and if they're not hitting their numbers, be constructive about different ways and techniques. But bottom line, it's a practice like anything else.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok