Sales Transformation

IT’S TIME FOR SOME NEW TRICKSIn today’s episode, Collin welcomes Mike Montague, Director of Community Engagement at Sandler, a podcast host, and author of LinkedIn the Sandler Way. Mike talks about his experience in reading outdated playbooks on social selling and the problems he saw with what they are teaching. This led him to write his own book, and you will learn more about it in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSMIKE: THE PROBLEM WITH THE OLD PLAYBOOKS“I realized that social media was blowing up. But all of the books said like, you build this huge audience, you joined 50 groups, you blast messages and post three times, seven times a day, and hopefully, someday somebody will buy it from you, or the book ended on and now you engage the audience, and I kept thinking like, that's exactly why I'm reading this book, I wanted to learn how do I use this as a salesperson to start a sales conversation, get something into my pipeline.”MIKE: THE DIFFERENCE BETWEEN MARKETING AND SALES“If you're marketing for a company, you want that brand and brand awareness as wide as possible. If you're in sales, you want your target audience to be as small and qualified as possible.”Connect with MikeMike Montague | Sandler | LinkedIn the Sandler WayConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU HAVE TO EVANGELIZE TO NORMALIZEAs evangelism is a pretty new concept in sales today, Ethan poses a rather interesting question. What if it normalizes? What if it becomes a normal part of the process? Do we still need to evangelize? Collin definitely says yes as evangelism involves content that buyers today would normally consume first before making a decision. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EVANGELIZING IS CONTENT, AND LEADS YOU TO THE CONVERSATION“A lot of evangelizing is content, podcasting, webinars, speaking events, written stuff, like a lot of what you do is evangelizing through content and through different distribution channels, and when somebody's making a buying decision, on average they're going to consume 13 pieces of content when they're making that buying decision. So do you want to be a part of that conversation? If you aren't evangelizing, or if you've decided maybe ‘we don't need an evangelist anymore’, well, then you're probably not going to be part of that conversation.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

NOT EVERYTHING CAN BE DONE IN ONE GOOne of the biggest mistakes of founders and startups is the assumption that they can immediately start operating and selling through new hires. Well, that’s a big NO-NO for Scott Sambucci. He is the CEO and Founder of SalesQualia and a sales coach for tech startups. Scott talks about the three main stages of sales involvement by founders; Founder Everything Sales, Founder-Led Sales, and Founder Less Sales. Quite intriguing, right? 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 MOMENTSSCOTT: THE BIGGEST MISTAKES FOUNDERS MAKE“They think like, ‘Well, I'm a tech founder, I'm an engineer, I'm a product person, I'm a financial person, I'm not good at sales. So I should hire somebody to do it for me.’ And that really is the biggest mistake because no one else is going to be able to sell your product, as well as you in those early stages, because you have the vision, you've got the founder magic that you sprinkle on the deals, the way that people answer questions when you ask them that certain intuition that you have, that no one else in the world is going to have. So until you go and do those things, you're not going to be able to teach other people what needs to be done in order to prospect and convert deals and service them.”Connect with ScottScott Sambucci | SalesQualia | SalesQualia.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S SUPPOSED TO BE QUICK AND EASYCold calls are one of the shortest conversations you can ever make when selling. In just 2 minutes or less of talk time, there’s not much you can do about it. What if you are trying to personalize that call? Collin discusses the small things that you can change to personalize a cold call, and also explains the true goal of it. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THINGS YOU CAN CHANGE TO PERSONALIZE A COLD CALL“There's not a lot that you can change on a cold call to personalize to the personality, but there's a few things that you can do, you can change your tone, you can change your speed, you can change a little bit of what you say like the context, you can change a bit as well.”COLLIN: THE REAL GOAL OF A COLD CALL“The goal of a cold call is to get into a conversation, to get into a high-quality business conversation, to learn something new, and maybe, maybe it makes sense for us to talk again, just maybe.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT’S THE BEST WAY OF USING DISC ON YOUR CALLS?                                                                                                                         Unfortunately, there’s no one-size-fits-all answer to that. As DISC has its own model, it may seem to have a way to make a standard strategy for every personality type. Collin explains the different ways of strategizing your approach based on personality and how much control you have over your champions and the types that you will target for your product or service. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox with the ST Newsletter.TRANSFORMING MOMENTSCOLLIN: CONTROL THE CHAMPION, NOT THE BUYER“It kind of goes out the window, it's like you can control it a little bit around like who your champion is, and hope that you work with people as your champion that are compatible with you because things are going to be easier. But you have less control of like everybody else that's a stakeholder or in the buying committee.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

AREN’T YOU BORED OF THE SAME OLD TRICKS YOU DO IN YOUR EMAILS?In this episode, Trevor Lee welcomes Collin to his show, Better Presentations, More Sales. In this interview, Collin gives an overview of what Humantic does to personalize your outbound messaging into something that resonates with the buyer. Collin explains this by sharing his daily experiences dealing with awful LinkedIn DMs and bad emails. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT ALL DEPENDS ON THE OTHER PERSON“I can't tell you how many terrible LinkedIn DMs I get and horrendous emails I get on a daily basis. I mean, it's out of control, and so the best way that you can stand out in the noise is to personalize how you reach out to show people, to deliver messaging that is going to resonate with them based on who they are, what matters most to them, and do what most are not doing.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LEARN IT, UNDERSTAND IT, APPLY ITPractice makes perfect as many would say, and as Collin closes his interview with Marki about social selling, he talks about the application of DISC and OCEAN selling. Collin explains that this can be used in any channel and with enough practice you can sell to your buyer the way they want to buy. Learn to be a pro in social selling in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT ALL DEPENDS ON THE OTHER PERSON“Everybody teaches sales is about rapport building, and it's like, yes, but no, because it's not everybody, whether the people think relationships and rapport building is important, and then there's the camp of people that think that it's not, well, they're both wrong, because it depends on who the other person is.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A TARGET WITHOUT A STRATEGY OR A PROCESS IS SET TO FAILKevin is about to close his series with Collin and shares his final thoughts. He talks about the different ways of targeting and messaging when working on your outbound channel. Kevin also adds the importance of breaking down your channel as a strategy and process, and that you should be adjusting based on the individual you are connecting with. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: YOUR WEBSITE SHOULD CONTINUE YOUR STORY, NOT END IT“If your website is not doing any help, then what good is an outbound effort if it's directing people to a website that doesn't continue the story and position you as we did in that channel.”KEVIN: MAKE IT A STRATEGY AND PROCESS“To be successful you have to break it down as a strategy and process, understand that we should be adjusting based on the individual, understand that if you're not having opens from a prospect, it's probably because they don't prefer email so convert it to a different channel you have to look at all those micro engagements to really dial in your campaigns.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LET’S CLOSE THIS DEAL!As Collin’s interview with Tyler Lindley is coming to a close, he compares the questioning behavior of the 4 buyer types using DISC and provides advice on how to deal with each of them. Stay tuned until the end because Tyler will be running Collin with some rapid-fire questions where you can get some quick tips and tricks in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HOW TO GET STARTED WITH PERSONALITY-BASED SELLING“If you're curious about this sort of stuff, and you're wondering, how do I get started? knowing yourself first is a good place to start, and knowing some of these things to avoid and really just starting to put it into practice?”COLLIN: PHONE, ALL-DAY“Why phone? It's just the most effective way you get instant feedback, you send an email, even if you're good at email, the people who don't respond, don't respond. But you get real-time candid, sometimes very candid feedback on the phone where you can really nail target and messaging fast when trying to scale and get to product market fit all that good stuff”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS THIS REALLY FOR YOU?There are companies that immediately gravitate towards outbound as a channel without checking if it’s a good fit. Some do it because they see it work with others, but it doesn’t work that way. Like prospects, the type of channel you should be doing needs to be assessed if it’s a good fit for your business or not, and Kevin Warner is back to discuss this in detail. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: STOP CHANGING DIRECTIONS EVERY DAY“The biggest thing we'll run against is the expectation of outbound. So I think outbound it as an acquisition channel, you should always test it if you can it be profitable for your business. The problem is the expectation alongside it.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok