WHEN RESULTS ARE BETTER, THERE’S LESSER TURNOVERCollin and Trevor are about to close their conversation, and in this last bit, the two talks about how the uplift in sales that personalized selling brings to the table can also uplift a seller’s enjoyment of his job. Collin confirms and explains how personalized selling helps sellers gain better results, which makes their jobs more rewarding, and overall can lessen turnover in sales roles. Learn more in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: UPLIFT IN SALES, DOWNTREND IN TURNOVER“It's really hard for salespeople to sort of detach their self-worth, tie their self-worth to booking any meetings or not in this job, and so it sort of chips away at you a bit. So to be able to have a way where you can reach out and be more personalized and yield much better results, and feel like you're actually being impactful in the role that you're doing is definitely much more rewarding, definitely much more enjoyable, and could even contribute to decreasing turnover in those types of roles as well.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMEBODY HAS TO START SOMEWHERE, RIGHT?It’s a new day and a new guest. Today, we have Christina Brady, SVP of Sales at Spekit. Christina talks about how she got into sales and worked her way up at various companies, which leads to the topic that is thinking about your own promotional path. Stay tuned until the end as Christina shares the top 3 things to do if you want to get promoted, and more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCHRISTINA: SKILL MASTERY AND VISION OF ADVANCEMENT“There are three things to focus on. One is mastery of the skill and the job in the role that you're doing today. The next is, what is advancement look like, and what gaps do I have to advance to whatever that next role is?”CHRISTINA: ABSORPTION OF KNOWLEDGE“The third piece is sitting at the table and absorbing everything you can from what's around you, even if objectively that's not your job, or you shouldn't be at that table, or it has nothing to do with what you're doing.”Connect with ChristinaChristina Brady | SpekitConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

START NOW, BEFORE EVERYBODY ELSE WOULDIt’s Collin’s last round with Ethan and in this episode, he explains that the evangelist’s work doesn’t stop when deals are closed and will continue as customers continue to have their experiences. Collin also discusses the high chance that everybody will also start evangelizing sooner or later, so if you have the plan to do so, it’s time to start. How? Tune in to find out in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EVANGELIZING NEVER STOPS“Just because they've signed up doesn't mean that they're fully bought into full adoption of what it is that you do, and so there's a lot of work that can be done in evangelizing even in closed one deal because that experience is what's going to keep them as customers.”COLLIN: COMPANIES WILL EVANGELIZE SOONER OR LATER“I do believe that at some point, everybody will need this role for the most part, whether they believe it or not, and whether they're not taking it seriously now, there are going to be companies that are early adopters of this, and then there's gonna be people that would join later on this bandwagon and wish they would have sooner.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IS THE BEAUTY OF COLD CALLING?A lot of people take cold calling for granted and treat it as a “forgotten art”, but Collin and Nancy Calabrese both disagree. Nancy is the Founder and CEO of One of a Kind Sales and the host of Conversational Selling. In this episode, Nancy talks about what changed over time in the outbound world, the benefits of cold calling, and the reason why you don’t need to have so many leads. All these and more in this latest episode of Sales Transformation. Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSNANCY: WHAT CHANGED IN OUTBOUND TODAY“What's really changed in today's world is there's a lot of voice messaging, and you still have to do it and leave your message, but be persistent. So that's really the only thing that's changed.”NANCY: ABILITY TO PRE-BUILD A TARGETED LIST“The benefit of cold calling is that you can actually pre-build a targeted list, so you are in front of the people that you know could potentially be a customer for you.”NANCY: LESS LEADS, MORE TOUCHES“People think they have to have thousands and thousands and thousands of leads, and I disagree because if you have so many leads, you're never going to be able to create a process of repeatable touches, and that's the key to outbound. If you would be marketing, you want to have a program in place so that you are in front of your target audience at least three to four times a year.”Connect with NancyNancy Calabrese | Twitter | One of a Kind SalesConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT REALLY ABOUT WHO’S RIGHT OR WRONG, IT’S ABOUT THE BUYERTrevor and Collin start off this episode with a quick discussion on which channel works well with DISC selling and why it’s effective. Collin continues to discuss that the channel, the method of selling, and whether solving problems or being likable is the best way to sell are not what really matters the most, but it is the person who is buying. Stay tuned to learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE PERSON, THE PROSPECT, IS THE ONE THAT MATTERS“There are people that say, ‘Hey, people buy from people who know, like, and trust you.’ and then you've got the camp of people that say, ‘No, Trevor, people buy from people that solve real problems for them.’ that doesn't matter. The interesting thing there, and I'd love to get with two people in the same room that have this difference of opinion, is they're both wrong. And they're both wrong because it doesn't matter. What they're saying does not matter, the only thing that matters is who the person is, who the prospect is.”COLLIN: TARGETTING INSTEAD OF SEGMENTING“Yes, you need to solve problems for your customers. Yes, but relationship matters to some people and not so much to others. So it's less about ‘this is the right way’ and ‘that's the wrong way’, and it's more about customizing how you show up based on who you're dealing with as a prospect.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT JUST ABOUT WHAT YOU EARN, BUT ALSO ABOUT WHAT YOU LEARNWe already know the three stages of founders’ involvement in the sales process. In fact, in his previous round with Collin, Scott Sambucci already started discussing founder-everything sales, the first stage. Today we will be learning the second stage, which is founder-led sales. So what is it about? For Scott, it’s not about the sales and the customer you got, it’s about learning how you got them. This is also where you start hiring your first sales talent, and it is crucial for you to pass on what you learned. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSSCOTT: IT’S NOT ABOUT WHAT YOU GET, IT’S HOW YOU GET IT“This is another reason why the founder has to do the early sales because the byproduct of you getting those sales is not just customers and revenue, it's learning about ‘How did I get those customers.”SCOTT: WHEN DO YOU START HIRING SALES-RELATED TALENT?“Now you're managing a little bit of process and a few people, and by doing that, it also teaches you as a founder how to hire sales-related talent, because you may have had experience hiring product managers or engineers, or some other type of skill.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LESS IS MORETime and time again, Collin has always been explaining that it’s better to hunt a few high-quality prospects than to stick with the spray-and-pray approach. This gets better as Mike Montague is back to discuss why it’s the better choice to prospect with lesser connections in LinkedIn, who you really know, than requesting connections and spreading DMs like crazy. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: STOP BORING PEOPLE WITH YOUR RESUME“For anybody that needs a job, you have to look like you're the best at the job you're currently doing. Not like you're out of work and need a job. So anytime you're putting your resume and other things on there, it kind of reads like, “Hey, I don't know, just a boring resume speak”. That doesn't resonate with anybody. If you're forward-looking, if you're talking about who you want to meet, who you're where you're going towards your next goal, people can connect with that, and you'll get a lot better responses.”MIKE: THE IDEAL NETWORK SIZE“The ideal network is a lot smaller than you would think, like 250 to 500 people that you actually know, that are in diverse industries that can help you fish with nets instead of poles and so they can give you a whole bunch of referrals, or they're exactly targeted to your market is really good.”MIKE: LESSER CONNECTIONS FOR BETTER CONVERSATIONS“Smaller, tighter, deeper connections with less people is way better than a big wide network with people that don't care about you and don't have any interest in helping you.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU TURN “HARD” TO “EASY”?Trevor Lee asks Collin an interesting question. Do you find it hard for sellers to adapt to DISC selling when presenting themselves? Collin says yes, it is definitely hard, but there are ways to make it easy. He explains how technology helps you prepare for a conversation and lean your strategy toward a particular target instead of trying to fit into a lot of segments. Learn how to turn “HARD” to “EASY” in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: KNOWING THE PERSONALITY MAKES HARD BECOME EASY“Now, people trying to do it in a virtual world where they're mostly meeting on Zoom, it's even a little bit harder, but if I can know who you are before we ever meet, then I can go in a little bit more prepared, where I'm not kind of trying to figure it out to get to a place where I maybe think I'm right, to then sort of adapt and change.”COLLIN: TARGETTING INSTEAD OF SEGMENTING“In some cases, we see in sort of a macro level where companies have such a vast, higher win rate with certain personalities, that they then only prospect to those people because if you win almost, 300% or 400% more often with a particular segment of personality types, why would you prospect to anybody else? So in that case, you're just getting better at your targeting. So you don't have to segment necessarily.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME FOR SOME D.I.Y.Last Monday, Scott Sambucci discussed the three stages of a founder’s involvement in the selling process, and today, Scott and Collin will go deeper on the first one, which is Founder-Everything Sales, where he talks about the importance of taking ownership and accountability to run your sales on your own first. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSSCOTT: IT ONLY TAKES ONE DECISION“It's just a matter of making the decision and accepting the responsibility and the ownership to say I must do this because if I don't, there will be no future.”SCOTT: OWNERSHIP AND ACCOUNTABILITY“It ultimately comes down to ownership and accountability for those founders being willing to do that kind of work.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS IT REALLY THAT HARD?                                                                                                               Trying out a new process or switching to a completely different approach can be intimidating. Most people would immediately think about how hard it can be to do so. Well, it is not easy, but Collin is here to give us some tips on how you can make personalization a part of your selling practice. Stay tuned as Collin also shares how you can get started with Humantic.AI in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox with the ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HARD BUT NOT IMPOSSIBLE“It's not easy, it takes a requirement of really being committed to changing the way you sell, and sellers are always going to default back to their own natural tendencies, especially if they get in a challenging conversation or situation, and that's where it becomes a little bit more challenging. But the more you adopt it, the more you practice, it does get easier.”COLLIN: BE PERSONAL AND ADAPTIVE“Be more personal in the way where you're adapting to the way that your buyer wants to buy, rather than trying to get your buyer to adopt the way you want to sell. It's massive, and it's an easy way to stand out.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok