Sales Transformation

DON’T PUT IT THERE IF YOU CAN’T BACK IT UPOne of the common downfalls of sales candidates is putting something in their resume that they can’t even prove. Nigel is back to discuss why having a long hiring process helps make sure that candidates are really who they say they are. 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 MOMENTSNIGEL: Every detail must have proof such as references“You close a really big deal to change the landscape of your company, chances are, you're probably still buddies with the person that bought from you.”NIGEL: Make your process long if you have to“Some of the best jobs I've ever had were a long, lengthy process. And there were times that I had to follow up, and I had to show them that I really, really wanted the job and that I was the one out of all the qualified candidates that was uniquely qualified to come in and be a game changer.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IF YOU’RE GONNA DO IT, DO IT RIGHTA lot of sellers call their prospects out for a demo and when they get to it, they would just show them a deck and present it, or worse, read it. Duane is with us today to give us light on how a demo should be done like a pro, so stay tuned, 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 MOMENTSDUANE: How a demo should be done“So your demo isn't a deck, it's not some still PDF thing that you click through, it's a demo of their product, and it's a partial account setup. So you want the demo to be of their own tool, and then as you're doing your discovery, you're showing them how to solve that problem by using their own tool.”Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ALRIGHT, LET’S SEE WHAT YOU GOTTesting candidates especially for sales is a very important step of the hiring process. However, it is not the difficulty of the test that really matters, it’s the type and purpose of the test that you give. Join Nigel today as he explains why you need a personality test and a written assessment for candidates, to be able to hire the right person, 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 MOMENTSNIGEL: Why you need a personality assessment“You need to have some kind of personality assessment tool, and you need to understand how it works, and not just use it for the sake of using it otherwise, you can blow your whole process up there because you use a tool that you didn't understand is like using a hammer when you need a screwdriver.”NIGEL: Why you need a written assessment“The real reason I do it is because writing is a window into the brain. I want to know how you think I want to know, can you write in a way that's just as compelling as the way you talk.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME WE HAVE A DEEPER UNDERSTANDINGWhat sellers usually fail to take into consideration is that buyers have a relationship with the product they are using and not just the seller. Duane gives light on this matter and explains why it’s important to understand your buyers’ relationship with your product, and you will learn more about it 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 MOMENTSDUANE: Understand your buyers’ interaction with your product“You have to understand your buyers' relationship with your product. Meaning, if you're selling into a market, that is not normally very tech-savvy, you can't expect them to self-serve the entire time, because it goes against their grain and their way of buying.”Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

What is Nigel Green’s equation for screening new hires?CHEMISTRY + CHARACTER > COMPETENCYAs Nigel said, Competency is just one-third of the equation. In this episode, Nigel explains why he doesn’t look at a candidate's resume, as it is not the full picture of a person. Tune in today as Nigel discusses what really matters to him when interviewing a candidate 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 MOMENTSNIGEL: A resume doesn’t show you the bad things“The reason why I don't look at a resume is half the story. A resume is someone's highlight reel. What it doesn't tell me is what they suck at, where they fell short in their job, how they were a bad chemistry addition to the team, you get the point, right, it doesn't tell me all the bad things.”NIGEL: Character and chemistry over competency“What I'm looking for first and foremost, because competency, which is all the resume stuff, is only a third of the recipe for a good candidate. The other two-thirds is chemistry and character, I don't need to look at your resume to establish chemistry and your character.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

USE VIDEO THROUGH AND THROUGHThere are 2 main misconceptions about using video in sales. First, a lot of people say that you shouldn’t send a video on the first touch with your prospect, and second, most sellers only use video in prospecting. Tune in to Collin today and discover how much results you can get by sending videos right away and that video can even be used in the entire sales process, 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 MOMENTSCOLLIN: Use video throughout the sales process“What sellers often don't think about is using video throughout the entire sales process, not just prospecting,  plenty of opportunities to use video throughout the sales process.”COLLIN: Build a FAQ video library“I love that idea of like an FAQ video library, we used to have like different videos for showing specific integrations are showing specific things that we know, customers are going to ask in different parts of the sales process, and we could just send that.”Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SALES WILL ALWAYS HAVE A SPECIAL PLACEAaron talks about the importance of remembering that sales will always be an aspect of executing your business, no matter how great your idea or concept is. Tune in today as Aaron also discusses that it is very important to be able to tell your story very well so you can really sell, 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 MOMENTSAARON: Ideas are great if you can tell the story right“I think the ability to tell your story, the why, like, why do we Why do you work with us, and then follow through, like, if you follow through really well, that'll sell itself like, you don't need to do it, if you have a great product, you just need to learn like how to tell your story.”Connect with AaronAaron Bock | Opkalla | Opkalla.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU GET BY THROUGH YOUR DAY?How do you deal with the hard sh*t at work? These are very important questions that Anthony will be answering today, and make sure to stay till the end of this episode as he will be giving his final thoughts to people who have personal struggles and having a hard time dealing with them. Don’t miss Anthony’s amazing wisdom 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 MOMENTSANTHONY: Do the hard sh*t first“Do the hardest thing first. Like, yeah, I don't feel like doing the Peloton every day, like no one feels like doing the hard sh*t. But that hard sh*t is what gets you to where you want to go. So just do it first thing in the morning, and I guarantee at the end of the day, you'll feel proud as hell of yourself.”ANTHONY: Seek help, you’ll need it“Final thoughts here that for anyone that's kind of struggling or can relate to my story at all, I think the first step is acceptance and being okay with realizing that you may need some help, and realizing that trying to figure everything out on your own is not like a badge of honor, it's actually courageous to ask for help. So I encourage you to seek it out.”Connect with AnthonyAnthony Natoli | Lattice | Lattice.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PREPARATION, RECOMMENDATION, COMPENSATIONHow do you prepare in investing to a new sales hire? Where do you find the best salespeople? How much do you have to compensate for your employees’ referrals? These are 3 key items that Nigel Green covers today, and you will find out his insights 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSNIGEL: What to think about when investing in a sales hire“What we need to do is pause and say, if this rep that I'm about to invest all this time and energy into recruiting and training and onboarding, if they're going to be successful in a year from now, what do I need to see in the first 30 days, first 90 days? What do I need to see from them at six months, it may be it's, it probably is a combination of a set of behaviors, a set of attitudes, and then assert a quality quantifiable objectives at certain periods of time.”NIGEL: The best salespeople are not out there looking for jobs“The best salespeople don't apply to jobs. And the reason they don't apply for jobs is because they're busy being successful at their current job. They don't need a job. And so if I made you mad, I'm sorry, but it's probably true.”NIGEL: Compensate your employees fairly for their referrals“The reason why the employee referral program, why most of them suck is because the bonus isn't worth your employees’ time. If you're gonna go pay a recruiter 20% to 25% of that employee's first-year salary, why in the hell wouldn't you pay one of your existing sales reps or any employee in the company the same amount? It's all at risk. It's meaning that your agreement with the recruiter is contingent, it's contingent on that recruiter delivering a candidate that you deem worthy of hiring.”Connect with NigelNigel Green | Affirm Health | AffirmHealth.com | Revenue HarvestConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO BECOME THE STRONGEST LINK!Collin is in for a solo episode today, as he discusses the power of LinkedIn as a platform for sellers to connect with potential buyers and build relationships with them. We have three reasons why you should tune in, Collin’s tips for creating content, tips for connecting and engaging, and amazing tools you can use to rock the platform, all of these, only here in the latest episode of Sales Transformation.Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!Organize your LinkedIn connections the way you want. No ads, no distractions with LeadDelta!Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSHOW TO STAND OUT AS A B2B SELLER“An easy way to stand out as a b2b seller is to not do what everybody else does and content can help you with this.CONSUME CONTENT TO CREATE CONTENT“To actually become a great creator, you actually need to be a consumer as well. So make sure you're following some people in enriching your own feed, to maybe give you some ideas on what you want to talk about.CONSISTENCY IS THE KEY. PERIOD.“The key here is consistency. If you're connecting with the right people, you're engaging with them regularly, and you're adding value to their feed. That is the best way to build relationships on this platform. So then if you do reach out to them to get a conversation started, it's a much warmer conversation.”Create better LinkedIn content and schedule your posts at the right time in 10min a day with Taplio!Organize your LinkedIn connections the way you want. No ads, no distractions with LeadDelta!Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok