Sales Transformation

WHY WOULD YOU WANT TO BE A SALES LEADER?This is a question that’s quite difficult to deal with, especially for sellers who are aspiring to be sales leaders, given the fact that it could mean more hours of work and less income as you are no longer earning the same level of commissions. But why do we have a lot of people wanting to do it? Dale will be answering this question today 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 MOMENTSDALE: WANTING TO BECOME A SALES LEADER“Sales is such a great profession that if you invest in yourself, you can grow your income, and it's this path. I think a lot of people are too afraid or maybe they're not getting the right development and coaching. So I've always looked at it as - hey if I can help other people realize this great career and this gift, that's what I want to do.”DALE: FINAL THOUGHTS FOR THE NEW ONES“This is a great profession. It may not be the thing you choose to do forever, but the things that you learn in it will stay with you and serve you forever.”Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

FORTIFY, DIVERSIFY, AMPLIFYHow do you start the new year with a bang? People will have a hard time giving a straight answer right now given the down market we have today, but that doesn’t mean you can’t do anything about it. Listen up as Collin discusses the top 3 things you can do to get yourself a headstart as 2023 kicks off. Find out 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 MOMENTSFORTIFY YOUR CUSTOMER RETENTION“Make sure that you're checking in with clients regularly making sure that you're not leaving any opportunity for people to leave because you weren't doing a good job on that front.”DIVERSIFY YOUR PRODUCT OFFER“diversifying your offering, setting yourself up for good cross-sell and upsell opportunities, or potentially even advancing your product in a way where you can tackle either other departments or you have additional use cases outside of what the current engagement looks like.”AMPLIFY TIME FOR PROSPECTS WITH TECHNOLOGY“Anything that takes your sales team, away from spending time with prospects and customers is the technology that you should be looking to, I know people are a little bit tight with budgets, but in some cases, it makes sense to invest in new technology if it's going to allow your team that may now be a reduced team to spend more time with prospects and customers.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU KNOW, THAT UNDERSTANDING EVENTUALLY LEADS TO CLOSING?As we have understood what the DISC Model is and how it applies to understanding people, Emily Shaw is back and this time she discusses some examples of how understanding which quadrant your prospect belongs can help you in easing the sales process, and eventually lead to closing more deals. Find out more about how you can improve your sales process with the DISC model 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 MOMENTSEMILY: HOW UNDERSTANDING DISC EASES THE SALES PROCESS“I think the ease of moving through the sales process, actually having an accurate forecast, you understand which quadrant is in which stage of your pipeline, and whereas likely for them to close, and using effective communication is going to support them in making a decision.”Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

KEEP THE FLOW GOINGIt is very important to start off a great conversation with your prospect, that’s what most trainers talk about. But how about keeping the conversation flowing? In this episode, Collin talks about the importance of having open-ended questions to keep the conversation going and to get the most information possible. Collin also talks about why every seller has to count small wins and always make cold-calling something to look forward to, 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: USE OPEN-ENDED QUESTIONS“Make sure you actually ask that question in an open-ended way. Because that's crucial, right? Because, you know, the point is, you're trying to get into good conversations, and so asking a closed question to get you a simple yes or no, is not a great way to get a conversation started.”COLLIN: HAVE A POSITIVE OUTLOOK ON CALLS“You got to count those small wins, you know, or else, it's just going to be brutal out there. And you know, it makes it more fun and enjoyable. And then you don't have to, you know, look at that block on your calendar like, Man, I gotta make some cold calls. Yeah, that's right. It should be something you need to look forward to.”Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PROCRASTINATION AND QUOTAThese are two opposing forces that salespeople have to deal with every day. How do I avoid procrastinating? How do I make sure I hit my quota? These are the questions that Stoyan will answer 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSSTOYAN: HOW TO DEAL WITH YOUR PROCRASTINATION“I would recommend you look at it holistically. First of all, who are you what is your personality? What motivates you? And you got to find the why man, like it's now become like a cliche, right? Like, why do I do what I do? Do I have a bigger purpose? Why should I wake up in the morning and actually do something Why do I do this thing”STOYAN: IT TAKES DISCIPLINE AND MANNING UP“You gotta man up, man. You got to build discipline, And the way I don't know about, you know, again, if I work with you one on one, we might be able to get into different directions. But I can talk about myself, I need to sleep, I need to have healthy habits.”Connect with Stoyan: StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHY SHOULD YOU AVOID SELLING BASED ON THE BUYER’S PERSONA?For many years, salespeople kept selling based on the persona of the buyer, but it’s kind of problematic. For Collin, this way of selling is outdated and lacks authenticity. Tune in to Collin today as he explains why selling the way your buyers want to buy is the way to go. Quite confusing? 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSTHE PROBLEM WITH PERSONA-BASED SELLING“The problem with persona-based selling is it's outdated, you won't stand out, because you're going to be showing up like every other seller, that using this way to sell, they're crafting their messaging, and their style of selling based on a persona.”GET HIGHER SUCCESS RATES BY SELLING THE WAY THEY BUY“If you can sell to the person the way they want to buy, you're going to have a much higher success rate.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IS IT FINALLY THE RIGHT TIME?It’s another round with Ari today and we will be discussing the right time to discuss anything. It was mentioned in a past episode that there are “high-trust” questions that we need to be careful about if it’s the right time to ask or not, and this applies to everything else such as price and budget, and you will 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSARI: WHEN TO START ASKING HIGH-TRUST QUESTIONS“As a seller, you’ll know when it's appropriate to ask that question, when the prospect or the human on the other end, I don't even like using the word prospect, because that's, that's an actual human being that you're talking to and conversing with, is opening up to you when they start offering information that would otherwise be in those high trust questions on their own. You know, that you have earned the right to start asking those questions.”Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsultin.caConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DISCOVER ME, DISCOVER YOUWelcome to another episode, and today we have Dale, who will be explaining the importance of having discovery in your selling process. Dale also discusses the proper way of having a discovery to have the best possible result. Make sure to tune into 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSDALE: IMPORTANCE OF DISCOVERY“I think discovery has always been important, I think most people that I've come across, that have done ride alongs, with that I've coached or that I've trained in my corporate roles, you know, it's really surface level, sometimes they'll get one layer deeper.”Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DO YOU KNOW YOU CAN GROW IN DIFFERENT SIZES?Duane is back with Collin and starts off by talking about the attributes that a seller needs to establish with their prospects, but that’s not all, make sure to stay tuned as Duane also discusses how PLG applies in SMBs, Mid markets, and Enterprise, 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSDUANE: A SELLER SHOULD BE CURIOUS“One of the biggest sales attributes in this role is curiosity. You have to be endlessly curious about your prospects and not take their answers at face value. Because you have to understand the deep need and value they're looking for in the product”DUANE: HOW PLG APPLIES IN SMB AND OTHER BUYER “The way I've approached it, is the product is always going to be the product, you're going to want to have the onboarding sequencing in place, no matter what it's it would be unnecessary work to try to segment their onboarding sequencing based on their buyer persona.”Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

KNOW THYSELF, KNOW THY PATHCollin throws in an interesting question for Emily today, about using the DISC profile in selling. Emily responds by discussing the importance of knowing yourself first to be able to know the buyer’s perception of you. Find out more with Emily 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSEMILY: The beauty of using DISC profiles in selling“I think the beauty of this, out of the gate whether you're using it to sell or not, is the principle of ‘know thyself. And, you know, understanding how someone in a different quadrant may perceive you is not objective fact or objective truth, it's perception”Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok