IT’S TIME TO DO SOME RAPID-FIRE!How do you know if you are selling it right? Are you using the right insights? Are you selling to the person and not the persona? Collin joins Tom Poland today, as he undergoes a series of rapid-fire questions about Humantic and selling, using personality insights. Collin discusses who are the clients that Humantic aims to help, what problems it tries to solve, and the common mistakes that sellers make. 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: THE PROBLEM THAT HUMANTIC AIMS TO SOLVE“The problem that we're solving for them is helping them to better understand their buyers and to change their sales process in a way, which can be more authentic, and they can personalize the entire sales process.”COLLIN: SELLERS’ BIGGEST MISTAKE“The biggest mistake that a lot of people make, just generally in sales is exactly what you said it's selling to the persona instead of the person, and that's just not authentic enough. It's not personalized enough at the level.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ONE SEARCH IS NOT ENOUGHReferrals are not always just about asking your clients for prospects. There are ways to get referrals on your own using LinkedIn and Mike is back to break it down. In this episode, Mike shares how you can get referrals by doing a search within a person’s list of connections and identifying potential buyers by analyzing trigger events from these connections. Find out more in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: A SEARCH WITHIN A SEARCH“If I know I'm meeting with Collin here at one o'clock, I go on Collin's profile, and you can click on their number of connections, and see their connections listed. There's actually a search bar there. So, you can search within Collin’s connections for like a VP of sales or, you know, HR, whoever you're selling to, and find connections that Collin already knows.”MIKE: UNRAVELING TRIGGER EVENTS“When you're doing these searches, there are a couple of other tricks I'd add here to, number one is thinking about trigger events that are leading indicators to when somebody needs to buy your services.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LET IT GO AND LET IT GROWAs much as we want to be always on top of things, there comes a time that we need to start backing off and letting things operate on their own. Some founders find it hard to do this, and Scott is back to discuss why this has to happen. He explains at what point is the perfect time for a founder to start looking into giving up some responsibilities, begin letting go of control, and let the team figure out the ways to operate with just a bit of guidance. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSSCOTT: WHEN TO START BACKING OFF“It’s usually around like 3 million in revenue, where the founder really needs to think hard about, how do we get out of the day-to-day, like the founder at that point should not be doing every demo or be on every implementation call.”SCOTT: GUIDE YOUR TEAM, AND LET THEM DO THE REST“We think about this like, ‘How do you elevate yourself up in your organization, and be comfortable letting the team figure it out with your guidance, as opposed to us swooping in and putting out every fire.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT JUST ABOUT WHAT YOU SHOULD DO, BUT ALSO WHAT YOU SHOULDN’T DOA lot would assume that winning back customers is just all about knowing what should be done to keep them, but we tend to forget that we also need to consider the things that we need to avoid. What did we do to cause the customer to leave? How did we communicate with the lost customer? In this episode, Collin explains that personality insights will not just help you find out what to do for the customer, but also what you should avoid when dealing with them. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: ACCURATE DIGITAL FOOTPRINT SCANNING“The way we approach it is like we're scanning their entire digital footprint. So we're getting a really accurate assessment of who they are, and so that's one of the advantages of using something like that, to be able to identify personality to then adapt and change, how you might approach them in a sales motion, or in a winback campaign.”COLLIN: AVOID THE TRAPS AND MINES“The next way to really sort of take a bite out of understanding this stuff, and then being able to actually put it into application in your sales motion or winback campaign is knowing the things to avoid because those are the big ones. So knowing which traps to avoid which sales landmines.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS MASTERY ACHIEVABLE IN SIX MONTHS?When it comes to skills, it actually depends. There are many factors to consider before determining if you will be able to master a skill in a given time, and that is what Christina will be talking about today. She explains that before determining how long or short you need to master something, you need to define what mastery of that skill looks like. Find out more as Christina breaks this down in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: WHAT MASTERY LOOKS LIKE“Before letting that become the norm, you almost have to catch that and focus first on what a set regimented idea of what mastery looks like. What are the skills? What are the behaviors? What kind of consistency do we need to see before we both consider this mastery? And then what is the timeline for advancement look like?”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THERE’S NO SUCH THING AS DEFAULT ANYMOREIn sales, marketing, or even winback, many have been taught that it’s all about building rapport, building relationships, and all the other defaults. However, the market is changing. These things are still important but it will now depend on who is on the other side of the table, your customer. Dan and Collin continue to explore the application of models such as DISC and OCEAN in the winback process, and you will learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT’S NOT A ONE-SIZE-FITS-ALL“Organizations are taught that small talk and building rapport matters in every situation, and it's highly dependent on who's the on the other side of the table. It's not a one-size-fits-all. So, if they're more of an ROI-driven person, then focusing on that is going to be the most important thing to increase your likelihood of winning them back.”COLLIN: SELLERS' AND MARKETERS’ DEFAULTS“The challenge is that sellers or even marketers rather are going to always show up the way that they would if they were on the other side of the table. That's the bias because they're communicating in a way that would make the most sense to them if they are buying. So, that's their default. So, knowing this information about these people and being able to adapt it based on what you know about them is really important.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SALES IS A CIRCUS, YOU HAVE TO DO SOME BALANCING ACTA lot of sellers assume that the more leads you have, the better your chance of getting a deal. Unfortunately, that is not the case anymore. Today, Nancy is back, and she will be discussing with Collin the importance of having the right size of leads and how every industry has its own unique ramp-up period, which you need to consider when you plan on making cold calls. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSNANCY: RIGHT SIZE YOUR LEADS“I was on the phone with a client earlier, and one of his accounts wanted to stop his program because he was getting too many leads. Well, I say, ‘Then hire more people, so you don't do it’. I guess it's a balance, you need to know how many leads you can handle and handle them well, that's the key.”NANCY: DIFFERENT INDUSTRY, DIFFERENT RAMP-UP PERIOD“The larger the company, the longer it takes to get the attention of a decision-maker. That's just the reality. So when you go into a call campaign, you have to look at all of those factors to set reasonable expectations. Unfortunately, a lot of people give cold calling a bad rep, ‘Oh, it doesn't work. It doesn't work.’ And the reality is, it does work, but every vertical or industry has a different ramp-up period.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PEOPLE COME BACK FOR PEOPLECollin appeared in various shows in the past weeks to discuss personality-based selling. Today, we are switching up as Collin jumps into The Winback Marketing Podcast with Dan Pfister.In this episode, Collin discusses how you can use personality insights as a means of having a stronger Winback campaign by identifying personalities that you are able to win back and the ones that you don’t. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WE ARE DEALING WITH PEOPLE“I think what sales and marketing teams forget is, we're dealing with people. At the end of the day, we are dealing with people, and not all people tick the same way, so there are a lot of different ways you can use Personality Insights to better understand the people that you're in your sales process, or in your winback campaign,”COLLIN: ANALYZING YOUR CHURN WITH PERSONALITY INSIGHTS“You can analyze your churn. Who are we losing? And are there any patterns there with personality? Are there certain types of people that we are losing more often than others?”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SALES WILL ALWAYS HAVE THE NUMBERS GAMENumbers matter, that’s a fact. But what numbers do you have to keep an eye on? Social media, LinkedIn in particular, is full of vanity metrics such as likes, reactions, comments, and more, but what do we really have to look at? Mike is back with Collin to discuss that these metrics are not really what you want to focus on, but the conversations, referrals, and conversions you get out of your content. Stay tuned until the end because Mike explains why referrals are still the gold standard for leads in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: STOP LOOKING AT VANITY METRICS“Don't worry about the metrics and the likes, and the comments, and engagement, worry about how are you? How many sales conversations are you starting out of this? How many referrals are you asking for? Or getting in a week, a day, or a month? depending on what your product and sales cycle is?”MIKE: THE GOLD STANDARD LEAD FOR SALESPEOPLE“The number one gold standard lead for salespeople, hopefully, you agree, is referrals. If you get like a warm introduction from somebody who's like a client who's doing business with you, and they introduce you to somebody else, there's like a really high chance of that closing, studies show like a 50 to 80% chance of closing that business.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S OK, JUST TAKE YOUR TIMEOne of the biggest mistakes founders or sales leaders make is rushing the hiring process. As they try to catch up to their targets and to their goal of scaling the business, they tend to forget what really matters, which is finding the right person for the job. In today’s episode, Scott and Collin talk about the importance of putting a hiring process in place and taking your sweet time to find the right person. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HAVE A PROCESS AND DON’T RUSH IT“The number one thing there that I'll say is, you can't rush that process. Number one, you need to have a process in place, and two, you can't rush it. I think that's where a lot of people make a lot of mistakes because they're like, ‘we need to get here with the business in a timeline of yesterday, and that means we need to hire people.’ and they skip crucial steps in the hiring process.”SCOTT: WHEN DO YOU START HIRING SALES-RELATED TALENT?“You got to run that process, you got to figure out what's out there, and as you said, I've been a sales manager, or sales leader, or head of sales, and I can't tell you how many people that even after the best vetting and interview process, three months in, I'm putting them on a PIP (Performance Improvement Plan). It's just like ‘where did I miss here?’ It's hard, and you have to be willing to put in the time, the effort, and the patience because if you don't, that's where those hires become even more expensive to you.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok