Sales Transformation

WHAT IS THE PUREST FORM OF SALES?As Ethan Beute and Collin continue their conversation about evangelism, Ethan talks about what being human can do that a bot or AI can’t. AI is definitely helpful in the part of identifying important information but it is the human’s job still, that strengthens the connection between seller and buyer. Ethan also talks about evangelism being the purest form of sales, so stay tuned until the end of this episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSETHAN: FITTING INTO THE CONVERSATION“It's not about social, it's about the groups of people, how are they talking? What are they talking about? Where do we fit in this conversation, it's something that you can't send a bot out to do.”ETHAN: THE PUREST FORM OF SALES“The first time I talked with Guy Kawasaki, he pulled out a line that actually comes from the first book he ever wrote, he's written 15 books. The first one was the Macintosh Way published, I think, in 1990. And he referred to evangelism as the purest form of sales.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TOO COMPLICATED. IT’S NOT MY THING. IT’S TOO MANY.                                                                                                                                 A lot of sellers are a bit hesitant in using the personality-based model because it seems complicated being a relatively new method, and don’t get me started with the 36 variations because that’s gonna drive you nuts. But Collin explains that it is quite simpler than we thought. The important thing is to learn the four basic quadrants and start knowing your own personality. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox with the ST Newsletter.TRANSFORMING MOMENTSCOLLIN: START WITH YOURSELF“D is more dominant, I is for Influencer, S is Steady, and then C is more of a Calculative type. So that's kind of general DISC, and then there's obviously variations and things like that. But just keep it simple. You know, that's the four different types, knowing what your type is, is a good place to start.”COLLIN: HOW TO IDENTIFY PERSONALITIES“There are guides and resources where you can maybe read that person, right? Like how they respond their tone, their speed, that's like, one way that's very challenging. You can use a tool like Humantic. And so a couple of ways is, you know, we sit on top on top of LinkedIn or Twitter. And so you would scan their profile, and then it would give you their personality type. And then all of the suggestions around prospecting, negotiating compatibility, all those sorts of things.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S NOT ALWAYS JUST ABOUT THE APPOINTMENTS!Knowing your numbers is a good thing, but changing your directions every day based on your current appointment stats is not the way to go. In this episode, Kevin is back to discuss the problem with sticking with appointment metrics, and he points out that we should be looking at our performance from a market research standpoint where appointments are considered traction and not conversion. 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“If you're changing directions every day, how do you do anything consistently? Again, marketing figured it out. We just got to click over into the sales side and realize, hey, email, phone, and LinkedIn, that's structured communication channels that are getting impressions in your people all have the same structure. Why aren't we evaluating it the same way?”KEVIN: APPOINTMENT METRIC VS MARKET RESEARCH STANDPOINT“No matter if you're a brand new tech startup or a well-funded unicorn, the KPI on meeting set is the exact same conversion rate, and now you're sitting there thinking, ‘hey, you've never done outbound, you don't really know your go-to-market messaging, why do you think that's going to be the appointment metric?’, like you should be looking at this from, a market research standpoint with any meeting booked is a positive sign of traction in your market.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ONE FOR ALL, ALL FOR ONEWe already know that every person has a different personality. You can resonate with some, click very well with a few, and not so much with the rest. But what if there’s a way to connect with all of them? In this episode, Collin explains how understanding the buyer on a deeper level can help you find their soft spot and know how to deal with every personality you encounter. Get ready to dive deep into this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: BE COMPATIBLE WITH ANYONE“What if you could be compatible with every buyer that comes into your world? Well, you can, by knowing their personality type, and so you can understand their profile on social, from LinkedIn, and Twitter, and understand their personality insights. And so what does that mean? What type of person they are? Are they a high D - Dominant person? Are they an Influencer? Or a Steady person? Are they more Calculative slower paced person.”COLLIN: UNDERSTANDING THAT LEADS TO SUCCESS“Understanding their values, what to do, what not to do, traps to avoid, hot buttons, how to craft your messaging, where it's going to most resonate with them based on the way that they process information. That's all really important stuff that you can get from personality insights about your buyers.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

TOO MUCH OF SOMETHING IS NO LONGER HELPFULAs sellers, we all had a taste of being pressured with activity, doing X amount of calls, X amount of demos, X amount of emails, and many more. These are the things we get hammered for every single day. This is the activity mindset, which Kevin and Collin will be tackling and will be breaking down why it’s a broken mindset, and what should SDRs and sellers do that actually matters. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: EVERY COMPANY EVALUATES DIFFERENTLY“Every company evaluates sales, pipeline, hiring internally, and expectations of teams differently. Some are pipeline-focused, others are revenue focused, some are activity-focused, and some don't have a product-market fit. Let's just get us out there in our name out there. Who cares if we drive any pipeline, every company evaluates it differently.”COLLIN: THE BROKEN ACTIVITY MINDSET“The activity mindset is broken, for sure. Like let's just keep it real for a second, activities are not going to pay the bills, keep the lights on, or get you to your next round of fundraising. But some people still have this activity mindset, it’s so much, that's why we're seeing a lot of these layoffs. Like, they didn't have a good sound strategy. And it was like, we just need more bodies.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A LOT OF PEOPLE WOULD ASK, WHAT IF I CAN’T FIND ITIn this last conversation with Tyler Lindley, Collin explained the use of a person’s digital footprint to identify their personality type and use it for selling. Well, that’s covered, now the question is, what if that person has no digital footprint? In this episode, Collin explains how to find a person’s digital footprint with fewer posts or content. Stay tuned until the end as Collin also shares what other sources of information you can use to identify personalities, only here in Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHEN THE ICP DOESN’T POST THAT MUCH“Some particular ICPs that are a little bit trickier but also, it just depends, just because they're not posting as much as Tyler doesn't mean that they don't have a digital footprint, there could have a digital footprint that you're not aware of.”COLLIN: CHECK THE PERSON’S ONLINE ACTIVITY“I would say a good place to start is like, there's a wealth of knowledge online, podcast, blogs, people posting on social, that talk about DISC selling, generally, right. And DISC selling is not some new novel concept. It's just that there's never really been great technology to enable sellers to be able to pull that off.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO DO SOME HOCUS-POCUSWhat is a product-led sales platform? How does it work? Alexa Grabell is about to close her conversation with Collin, and today she will be putting her focus on POCUS. She explains the primary function of Pocus as a product-led sales platform to gather organizational data, create analytics, and generate actionable insights that will lead sales reps to success. Find out more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSALEXA: POCUS AS A PRODUCT-LED SALES PLATFORM“as a product lead sales platform, what we're doing is bringing data from all different parts of your organization into one place. So a sales rep can go in and see what leads should I be focusing on today and what action should I take.”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THE COMPOSITION OF YOUR SDR TEAM IS LIKE A FOOD MENU, THERE ARE A LOT OF COMBINATIONS TO CHOOSE FROMIn this episode, Kevin Warner is back to discuss SDR Teams. There are quite a handful of compositions you can actually choose. There are different compositions available depending on your preference, be it an all-internal team, a fully outsourced one, or a hybrid team. Kevin breaks down the pros and cons of each of them, so make sure to stay tuned to learn them in detail in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: THE FUTURE OF SALES DEVELOPMENT“Don't have the infrastructure to one hire an SDR know what's a good SDR or not, they don't have an infrastructure to pay for tech that might not be utilized tech that's becoming more and more expensive every day, by the way. So you have to attribute value back at some point. And so they come to an agency because it makes sense, we can provide strategy, we can provide all the content, the same reason that you might engage a marketing agency.”KEVIN: SCALE BY KNOWING THE MARKET“Hiring an SDR team is more about people management than it is about focusing on your pipeline.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PEOPLE FOLLOW PEOPLE. PERIOD.Why do we need another person to take the evangelist role when you already have your Founder, your Head of Sales, or your Head of Marketing? Isn’t it redundant? In this episode, Collin explains why a Chief Evangelist should be a unique role, a position that is separate from the masters of sales and marketing, as this role needs to be a thought leader for customers to follow because people follow people. Learn more about the unique role of an evangelist in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: PROVIDE YOUR CUSTOMERS WITH A THOUGHT LEADER“You got to give your customers somebody on your team that they can follow, that they can learn from, that can educate them, that they can look up to, that can be viewed as a thought leader in the space that you sit in.”COLLIN: DON’T LET IT SCARE YOU, LET IT EMPOWER YOU“I think a huge part of evangelism is also building that network of people that you can get information from, that you can bring back to the team, and you have to sort of evangelize internally of like, hey, we need to be doing these things, or this is how maybe some messaging should change up.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES, WHEN YOU GOT NO IDEA, FREAKING IDEA OF WHAT YOU’RE DOING, YOU JUST GOTTA DO IT ANYWAYWe are back with Alexa today, and in this conversation, she shares her experience in operating founder-led sales for Pocus. She explains the reason why she had to operate the business that way, what challenges she faced, and how she worked on it and succeeded by being intentional about leading her sales team. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSALEXA: BEING INTENTIONAL IN OPERATING FOUNDER-LED SALES“I was very intentional that I said, you know, I do not want to hire any go-to-market team until I feel confident about product market fit. We just recently hired an actual go-to-market team. So it was all founder-led sales until them and they'd say it's like, the most painful thing ever because you're doing sales, sales, engineering, and customer success and running the business. But I think it's really necessary to figure out, do we have like, do we have product market fit? What works? What are the initial sales playbooks, you should be running? What are the initial post-sales playbooks you should be running before passing that over to someone else?”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok