Sales Transformation

COME ON AND LET ME CHANGE YOUR MINDCollin is back with Carole and today, they will be discussing mindset. Collin opens up about what should sellers do to be able to change their mindset. Carole gives her insight on this, while Collin adds that every seller must find a reason to change their behavior because if it’s not based on anything, no change is gonna happen. 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: CHANGE YOUR BEHAVIOR FOR A REASON“Why is it even important to change this behavior? Because if you don't have a good reason for wanting to change this, guess what? Probably not gonna happen.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ALWAYS SEND THE RIGHT REP FOR THE RIGHT ICPAs Collin discusses that reps perform better on different channels, Mark adds on by explaining that as a leader, you must send the right rep who is skilled with the kind of channel to be used for a specific ICP. Mark also discusses the importance of providing your reps with the right tools instead of just dumping them with MQLs. 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 MOMENTSMARK: SEND THE RIGHT REP FOR THE RIGHT ICP“Most organizations are only selling to one or two ICPs. So then just make sure that you've got the right reps to deliver the channel. So you've got a guy that's great on video, but your ICP is not answering video, maybe don't hire. You know, and I'm not sure that people are going through that level of due diligence when they should be.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THERE’S NO TOUGH CUSTOMER THAT A SMOOTH SCRIPT CAN’T SOLVESalman is back for one last round and in this episode, he talks about the kinds of customers you get when doing enterprise sales. There are those you can deliver your discovery as usual, and there are tougher ones that want you to go straight to the details. Salman presents an effective script that can make the tough conversation a smooth one. Learn this script 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 MOMENTSSALMAN: SAMPLE SCRIPT TO DEAL WITH “What I would say is I would do this, I will say something like this, Hey, listen, Colin, I could tell you all about our solution, our capabilities or features, but I'd be personally doing you a disservice if it didn't resonate with you. So what I'd like to do with your permission, Colin is, I like to tell you a little bit about the specific problems that some of your industry peers and folks in your role are facing today. And if that resonates with you, we can dive in further. If it doesn't, we can shake hands and walk away.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 

SOMETIMES YOU HAVE TO SAY NO IN ORDER TO GET A YESCarole shares a quick story about saying NO to a prospect, which eventually opened other opportunities and referrals for her as her actions have established a great deal of trust. Collin explains that this is an act of a disciplined seller which is very important as it shows that you are not seeking validation. Learn more about 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 MOMENTSCOLLIN: SOMETIMES A “NO”, GETS YOU A “YES”“It takes a very disciplined seller to know how to say no, in certain situations.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT CHANNELS DO YOU COMMONLY USE?Top of mind, most sellers would say email and phone. But have you considered leveraging in content creation?Rish Bhandari, the Founder, and CEO of Content Beta discusses with Collin what leveraging through content is about and its benefits. Rish will be breaking down the importance of retention and making your customers your own sales reps. 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 MOMENTSRISH: THE BEST SALES REPS“Make your customer speak about your product and what benefit they got. Remember customers are the best sales reps and they can truly speak the language your customer understands.”Connect with RishRishabh Bhandari | Content Beta | ContentBeta.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT IF WE SET THE WORLD ON REVERSE?In this episode, Collin and Kevin talk about recruitment calls and interviews. Kevin shared an interesting way of doing an interview by flipping the tables and letting the candidate ask the questions. Collin likes this method and explains why we should do it when hiring salespeople. Collin also talks about his own method and explains why it’s very important for candidates to be able to think of great questions. 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: WHY DO WE LET CANDIDATES ASK QUESTIONS“That's what salespeople do. I mean, they need to ask great questions. Do you need to show how deep they can go in their level of curiosity? Like, are you going to be able to get on a call and do what we do every day as salespeople and do a damn good job at it?”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHO IS YOUR FIRST PRIORITY IN SELLING?Definitely, a lot of you would say it’s the buyer, but is it really what you’re practicing? Carole Mahoney, aka the Sales Therapist, joins Collin Today to share how she got into sales coaching and what she learned over the years. As the author of “Buyer First”, she discusses the common misconceptions in sales that need to be shattered. Learn more about Carole 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 MOMENTSCAROLE: BE THE ONE THEY TRUST, NOT THE ONE THEY LIKE“There's plenty of people who I trust that I might not hang out with every day. But at the same time, there are people who I trust to give me advice when I don't necessarily want to hear what I want to hear. We don't trust those people that just tell us what we want to hear, and that was one of the things that I had this misconception about in sales.”CAROLE: DON’T BE NEEDY AND ASK FOR APPROVAL“If you have a very high need for approval, then you're going to suffocate your buyer by saying yes to everything that they say, you're not going to ask those tough, challenging questions when they come up, you're certainly not going to ask the questions that would ask them to get their boss involved.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DEEPLY DO YOU KNOW ABOUT YOUR PROSPECT?Collin is back with Salman, as he steers the conversation deeper into understanding your prospect when it comes to the enterprise selling process. Collin and Salman tap into evolving when learning in the process, how to run a good enterprise-level discovery that focuses on the prospect’s goals, and the importance of knowing who you are dealing with in the conversation. 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: IT’S AN EVOLVING LEARNING PROCESS“Your knowledge is going to evolve over time. You could do a lot of research, but then once you started having these conversations, it's all an evolving learning process.”COLLIN: KNOW WHO YOU ARE DEALING WITH“Some people don't like small talk, not everybody likes small talk. So you got to know who you're dealing with, and be able to adjust and adapt your approach based on who it is you're having a conversation with.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 

WHAT’S THE SECRET SAUCE TO CONSISTENTLY BOOKING MEETINGS?As Mark converses about Com Plans with Collin, he also discusses the possible reasons why some sellers can’t book enough meetings. Furthermore, Mark talks about the importance of having a laser focus on setting meetings. He also explains to Collin how various channels would correspond to different ICPs. Tune in as Mark breaks this down 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 MOMENTSMARK: WHY DO PEOPLE FAIL TO BOOK A LOT OF MEETINGS“The biggest reason why I see this, why people aren't booking that many meetings because they don't have a hard-nosed focus on sales development. Right. But you know, that sales development leader role is critical.”MARK: FOCUS IS THE KEY“I think when you've got the focus, if you're specializing in just setting meetings, you can really outperform.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LANGUAGE BARRIERS IN SALES ARE AT A WHOLE NEW LEVELSalman is back to discuss further the importance of understanding your prospect’s problem first before offering the product. He also explains that your language as a seller is different from your prospect’s, and it is their language that you should learn, not the other way around. Learn more by tuning in to 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: PROBLEMS FIRST, PRODUCT LATER“Bottom line is if you don't deeply understand those problems and the impact they make for the individual in the organization. Nobody gives a sh*t about your product, period.”SALMAN: THEIR LANGUAGE IS WHAT MATTERS“Learn your prospect's language, not your language, because that's what's going to resonate with them.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok