Sales Transformation

HOW DO YOU FIGURE OUT THE RIGHT MESSAGE FOR THE RIGHT PERSON?                                                                                                                                         Saying tailoring your message based on their personality is easier said than done for most sellers. However, Collin explains that it’s not as complicated as you think. It all comes in two steps, leaving your default in writing behind, and knowing yourself first to know who would be compatible with you. Collin has more up his sleeves so stayed tune on 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 MOMENTSCOLLIN: THE PROBLEM WITH YOUR DEFAULT“The challenge a lot of sellers have is that they always default to their own style. If they were on the other side of the table, if they were a buyer, they're going to sell the way that they would want to buy, and that's only going to work if you're selling to people that have exactly the same personality to you.”COLLIN: KNOW YOURSELF FIRST“I always say the best place to start is self-awareness, know yourself. Because if you know yourself, then that's gonna give you a pretty good indicator of maybe identifying other people that are like you. If you think about it, if you're a seller, and you're listening to this podcast, there are probably prospects that you just feel like, things were just a little easier, and you jive with them. And that's because you are compatible, you probably had a lot of similarities”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IS SALES DEVELOPMENT WITHOUT A FULL-TIME SDR?With its definition as a Sales Development Rep, many people in the sales space are used to having full-time SDRs as the major channel for sales development. However, Kevin Warner believes otherwise. In this episode, Kevin discusses the reasons why the future of sales development does not really require a full-time SDR, as what we really need to measure is ROI and revenue, instead of just SDR activity. 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 MOMENTSKEVIN: THE FUTURE OF SALES DEVELOPMENT“We say the future of sales development is not having a full-time SDR, because companies, the way you evaluate an SDR is activity-driven, not ROI driven. Marketing campaigns at their core, if you run an ad on Facebook, on Instagram on Google AdWords, it is revenue driven from every analytic point.”KEVIN: SCALE BY KNOWING THE MARKET“In my mind, the sales development spaces leading to marketing, you should have campaign managers, you shouldn't be structuring these with very unique campaigns, you should be segmenting your market as much as possible and running unique campaigns that you can then measure. And we should be valuing the strategy and the management of those and not just an SDR team.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW MUCH IS TOO MUCH?As a seller, the best way to earn your audience’s trust is to provide value beyond their expectations. Marki starts off the episode by sharing her habit of overwhelming people with value without expecting anything in return. Collin also dives in by discussing the importance of focusing on providing overwhelming value instead of burning out the audience with pitch slaps and offers. Tune in and learn 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 MOMENTSMARKI: OVERWHELM THEM WITH VALUE“I am going to overwhelm them with information tomorrow because my whole goal is to exceed expectations. I don't ever want to be mediocre. Just okay. I don't know about that. No, I want to overwhelm you. That's what I strive for.”COLLIN: CREATE SUPER FANS WITH YOUR VALUE“You create what's called super fans, super fans want to support whatever it is that you do because you've added so much value to them over time, that it really doesn't even matter what the offer is, they just want to support what you're doing.”COLLIN: DON’T BURN OUT YOUR AUDIENCE“The thing is, you gotta have a balance. You can't over-promote, because if every single post you put out there is to buy my stuff, buy my stuff, then it's not going to work, you're gonna burn your audience.”Connect with MarkiMarki Lemons | National Association of REALTORS ®Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU HAVE A MILLION-DOLLAR IDEA?How well do you think it is? Some people are too passionate about their ideas that they blindly execute them and ultimately fail in the process. In this episode, Alexa is back to discuss the ways of knowing whether your idea is business-worthy or not. She also explains that you need to have a hypothetical approach and think about the possibility of failure. Learn 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: THINK ABOUT THE POSSIBILITY OF FAILURE“You have to go into every hypothesis that this idea will fail, and like poke holes and figure out like, why is this not a real idea? Why is this not a business and really poke into that rather than going into conversations with customers and saying, like, this is a good idea, right? Like, tell me how you would use this. And so it's really being not tied to any idea and letting the idea pull you in.”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU ANALYTICAL ENOUGH?Being a seller is not always about knowing just one customer, it also involves knowing your entire customer base as a whole. Kevin Warner is back and today he talks about the importance of having analytics in your sales process. Kevin also explains how every outbound channel has just the same structure, the true big factor is having enough analysis on your customers to know how to communicate with them well. Let’s dig deeper and analyze this in the 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 MOMENTSKEVIN: VOLUME WORKS IF DONE RIGHT“Volume still works. If you're doing it the right way. The problem is a lot of companies, to achieve volume, don't do it the right way because of human resources or capital problems.”KEVIN: OUTBOUND IS ANALYTICS DRIVEN“The one unique thing about outbound is it is an acquisition channel, and at the core of an acquisition channel, it's analytic driven.”KEVIN: SCALE BY KNOWING THE MARKET“You can still achieve scale, you can if you know your market well enough if you can segment them well enough if you can personalize the messaging to those segments if you can interject personality data if you can understand that not all people use all of those communication channels the same.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LET’S GET TACTICALKnowing the personality types of your prospects or customers and using them as your foundation in selling is quite a cool strategy. But the question is, how exactly are you using them? How do you apply them in your actual selling strategy? Collin breaks down the process of using DISC and OCEAN and how to use their results to start the perfect conversation with your prospect. Learn 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 MOMENTSCOLLIN: RELATIONSHIP-FOCUSED APPROACH TO MESSAGING “We see teams, basically bucket their leads based on personality. We've run some tests ourselves as well, where you're not necessarily changing the call script as much because that can be a little bit overwhelming. But the goal of a cold call is to get into a conversation. And so once you get into a conversation with somebody based on whatever your script is and stuff like that, how you frame that conversation, the tone of how you get into that conversation can be different based on the person's personality. That your overall messaging should be focused on, with some people, it needs to be more output driven, on other types of people, it needs to be more relationship-focused because that's something that really matters to them a lot.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

UNLOCKING YOUR CUSTOMER’S DATA IS LIKE MAGICCollin welcomes Alexa Grabell to the show. She is the Co-founder and CEO of Pocus. Alexa shares her sales story and how her career led her to found Pocus, the first Product-Led Sales platform that turns data into revenue. We all know that sellers need customer data to build their lists and it was difficult to unlock back in the day. Tune in as Alexa discusses how Pocus was made to solve this problem. Learn 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: THE PAIN POINT BEHIND POCUS“Data lived all over the place, and sales teams would always say, how do I even get access to what my customers are doing? Who are they? Where are they in the sales journey, how many users from the company are already on the product on the free plan, or whatever that was? And so I ended up hacking together solutions to give sales reps the power of getting access to the data that they needed.”ALEXA: UNLOCKING THE POCUS IDEA“I then left Data Miner to go to Stanford for Business School, where I met my co-founder, and we went really deep into this topic of how you unlock data for revenue teams for sales, customer success, and marketing. And that led to the founding of POCUS as a product lead sales platform on how do you unlock all this great data and make it very usable for a salesperson.”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

GO FORTH AND MULTIPLYAs more and more companies join the growing trend of having evangelists in their ranks, you gotta wonder, why do we need one? What are the pros and cons of having an evangelist? Collin shares how he ended up with this title which they never really discussed right away, and what he thinks are the pros and cons that come with it. He also discusses that the reason why this role is starting to grow in numbers is the shift of content, in general, to cater to customers' need for education. 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 MOMENTSCOLLIN: THE EVANGELIST ROLE TRENDS AMIDST UNCERTAINTIES“I think that more people are going to start to jump on board with this, and I think a lot of companies are going to be unsure on how to handle it, how to track ROI, how to attribute revenue, what success looks like.”COLLIN: BUYERS NEED TO BE EDUCATED MORE“I think it has to do with the shift of just content in general, people’s understanding that buyers need to be much more educated before they have a sales conversation.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS YOUR COMPANY SALES DRIVEN?In this episode, Collin welcomes Kevin Warner, Founder and CEO of Leadium. The two will be talking about the future of sales and sales organizations. Kevin shares his history of founding Leadium after learning that sales is the driving force of a company. Stay tuned as Kevin also discusses his learnings after running the sales agency business, only here, in the 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 MOMENTSKEVIN: SALES IS THE DRIVING FORCE OF EVERY BUSINESS“When you're on product development and the success team, you learn that your company is only as good as sales, if you have revenue coming into the door, who cares about product success a lot of times, so that's when I shifted my focus is about the early stage tech startup companies that sales is really what drives a company, and sales is what can get you through a lot of your early stage problems if you can have this continual pipeline.”Connect with KevinKevin Warner | Leadium | Leadium.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

EVERYBODY HAS A PERSONALITYWe all have our likes, dislikes, things we love, and things that drive us nuts. The question now is, how do we sell to each of these personalities? In his interview with Mark McInnes in Best of Sales Skills, Collin briefly explains his role as a Chief Evangelist. He also discusses the different capabilities and benefits of HumanticAI and cites sample results of their recent pilots. Join Mark and Collin today 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 MOMENTSCOLLIN: WHAT HUMANTIC IS CAPABLE OF“We're able to tell you the reason that they might be a challenging prospect, the magic lever of like, what it is that really matters most to them, and then we give sales reps, the playbook all the way from prospecting of like, here's this particular prospect, here's their personality type, here's even your compatibility with that prospect. Here's how you should structure an email for this particular type of person. And then here's how you should prospect into this person.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok