Sales Transformation

HOW DO YOU WEED OUT THE GOOD ONES?When is the proper time of using an assessment tool in the hiring process? A lot of recruiters make the mistake of using assessment tools at the wrong time, particularly at the end of the process. In this episode, Collin and Kevin discuss that assessment tools should be used early in the hiring process, and you can discover 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: USE THE TOOL EARLY ON“There's a lot of folks using the assessment tool incorrectly, and to kind of clarify, that is they're using it too late in the process. You know, if you're in a high-growth company, and you're reviewing hundreds of candidates to hire 40 a month, you can't meet with everybody. So you've got to weed people out early on.”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

The anatomy of a modern sales leader is composed of 3 major qualities:DATA-DRIVEN, PROCESS-ORIENTED, AND METRICS ORIENTED.Kevin Gaither, Founder of Inside Sales Expert, joins Collin in today’s episode, where he discusses the similarities between being in Engineering and in Sales, and how it applies to building a 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 MOMENTSKEVIN: SIMILARITIES OF ENGINEERING AND SALES LEADERSHIP“The modern sales leader has to be data-driven, process-oriented, and metrics-oriented. If you don't have systems thinking mentality, you will fail as a modern leader.”KEVIN: INVEST TIME IN BUILDING THE PROCESS“Invest a lot of time in building a very intentional interview process, because those early people that you hire are critical to the future success of your business, full stop.”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU IN OR OUT?A lot of sellers may debate which channel is the best for selling, and which among outbound or inbound is better. In this episode, Collin and Shawn discuss their favorite channels with Collin emphasizing Inbound as the better approach for LinkedIn, and doing Outbound with his personal favorite, cold calling. Find out more about these channels 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: LINKEDIN IS BEST USED AS INBOUND“I think people that have really figured out LinkedIn well is to use it more as an inbound channel, like creating content that resonates that provides value and education to the people that you serve.”COLLIN: JUST HAVE FUN ON THE PHONE“Main thing is, man, when you're on the phone, just have fun, if you ain't having fun, then you're not doing it right.”Connect with ShawnShawn Kipnis | Kaleyra | Kaleyra.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU WORKING IN SALES AS A MEANS OR AS YOUR PASSION?A lot of sellers, BDRs, in particular, are mostly just interested in the “goodies” that the job entails, such as the income, or the travel. However, Shawn Kipnis, a BDR from Kaleyra, aka the “BDR Lifer” on LinkedIn, works for his passion as a BDR. He sees his job as something he may not do forever, but can also use the skills he learned in the future, and he will be sharing all of these 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 MOMENTSSHAWN: TO BE A LEADER WHO GETS IN THE TRENCHES“I just found my passion in where I want to be, which is a BDR. Not necessarily being a BDR, forever, but using those skills forever, because right now, I want to get into management next year. So I think a good manager gets in the trenches with their team.”Connect with ShawnShawn Kipnis | Kaleyra | Kaleyra.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU TREAT YOUR SDR POSITION AS A ROLE OR A TRANSITION?Mark joins Collin once again in another round of SDR talk. In our sales world today, there is a common issue among SDRs in sales organizations, which is that a lot of them don’t stay that long in their teams, mostly because they are only using this position as a stepping stone to get to another one. Mark explains that it is better to position yourself as a sales development expert than rush your way out to finding new positions, and you will 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: POSITION YOURSELF AS AN EXPERT“If you've positioned yourself as a sales development or business development expert, rather than just treating it as a transitional role, my money says you're going to find it very easy to find another position”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LARGE ACCOUNTS, MID-MARKET, AND ENTERPRISE ACCOUNTSHow do you sell to these guys? Do you treat them the same way as smaller accounts? Or do you need to have a separate strategy? These are questions that we will be answering together with Salman Mohiuddin, who works with Strategic Enterprise Sales at Asana, 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: LARGE-SCALE ACCOUNTS ARE NEVER LINEAR“When it comes to larger accounts, and even larger mid-market accounts, or larger enterprise accounts, we know that the sales cycle is not linear. It's never linear.”SALMAN: UNDERSTAND THE PROBLEM FIRST“I would put away the product to the side for a second, just set, set it to the side, the product, the capabilities, your fancy features, we'll get there, but let's really understand what is the specific problem that we're solving?”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 

HOW WOULD YOU HANDLE AN ENTERPRISE SALES CALL?Krysten is back with Collin and today, she will be discussing staying on top of mind with your buyers, maintaining a good sequence, and understanding the buyer’s arc. Find out more of Krysten’s ways of handling an enterprise process 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: KNOW YOUR AUDIENCE TO TAILOR FIT YOUR MESSAGE“Knowing your audience, knowing your buyers, you know, is definitely an important piece to how you tailor the message across, I think is really important for folks to think about.”KRYSTEN: UNDERSTANDING THE BUYER’S ARC“If you look at the arc of the buyer journey, at the beginning of the buyer journey they're interested in, like, Is this thing, really a problem? Is it a problem that's big enough to solve? And then it's okay, well, if we're going to solve this problem, what needs do we have? What would it have to do?”Connect with KrystenKrysten Conner | UserGems | UserGems.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU TREATING YOUR SDRs WELL?One of the hardest jobs for an SDR manager is to keep his team intact. The problem is a lot of SDRs think of their roles as temporary. Collin and guest, Mark McInnes, Founder and Chief Outbound Officer of Sales Development As A Service, will be talking about this issue and how it can be resolved. Very important stuff, so tune 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: SDRs THINK THEIR ROLE ARE JUST TEMPORARY“If you don't have a lot of patience, and you don't like managing projects, then maybe just maybe enterprise something's not for you.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF YOU’RE GONNA PUT SOMETHING THERE, MAKE SURE IT’S MEANINGFULUtilizing LinkedIn is trickier than most sellers think. A lot think that simple comments are enough, but let’s face it, that’s lazy and boring. Mandy is back for another round, and in this episode, she’ll be going deep into several ways of using LinkedIn properly, particularly on being active in engagement, ensuring that your comments are meaningful, and keeping track of your prospect’s comments as well. All these are 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 MOMENTSMANDY: TAKE ADVANTAGE OF EVERYTHING“Comment on their posts, like their posts, react to their posts, whatever you want to do… give it a clap, give it a light bulb, whatever you want to do… give it a funny, now that they have a new funny reaction, and then leave a meaningful comment or two, or look at their comments like are they actively commenting on other people's posts, because sometimes people don't post a lot, but they comment a lot, and you can engage with those comments.”Connect with MandyMandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU HAVE WHAT IT TAKES TO BE A GREAT SALES LEADER?Do you have to be the greatest salesman in the world to become a sales leader? Or do you have to hit the highest quota on the face of the Earth? In this episode, Collin presents his Top 5 picks for the qualities of a great sales leader, and it’s not one of those flashy things at all. If you really wanna know, tune 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: BE A GREAT COMMUNICATOR“You need to be a very good communicator. As a sales leader, you need to know how to talk to people and how to get your message across.”COLLIN: BE GREAT BY BEING PASSIONATE“Being passionate as a sales leader is extremely important. It shows that you really truly care about your team, and the work that you do.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok