Sales Transformation

SPEND TIME ON DIFFICULT AND UNCOMFORTABLE STUFFA lot of sellers complain about not getting enough results, and this sometimes happens because they are only good at one thing, which they are most comfortable working with. Today, Collin discusses the importance of working on things out of your comfort zone, because you can only improve on the things you suck at. It sounds cliche but true, and you will learn more by tuning in to 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 MOMENTSSales training is broken because of biasesIdentify and focus your energy on what you can controlGetting granular with your prospectingLean on the things that are uncomfortable“You're always going to lean to the things that are like comfortable, versus the things that are not and you actually need to lean more into the things that are uncomfortable, because those are the things you probably need to push yourself to get better at, If you're strong on video prospecting, you're going to spend most of your time there, but if you suck on the phone, you really should spend more time on the phone and try to get better at prospecting on the phone.”   - COLLIN: Work on the stuff you suck at Connect with AnthonyAnthony Natoli | Lattice | Lattice.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG  | TikTok

WHAT DO SELLERS HAVE TO FOCUS ON TODAY?If you are still selling by spitting made-up facts to your prospects, you are living under a rock. Aaron is back to discuss what sellers should focus on nowadays, which is helping prospects find the right solutions and making the right buying decisions because they have access to information, and your facts don’t matter anymore. Tune in and discover what really matters in selling today with 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 MOMENTSProspects today have so much informationSellers are dealing with the flipsideEveryone can google and check the facts you presentHelp people find solutions and make the best decisions, not talk about facts“I think there was this stereotype of salespeople back from the movies in the 70s, 80s, and the 90s, about hardcore selling. You get the car salesman stereotype all the time. You can't do that anymore. You can't just make up facts. You can't just sell someone on things. Because if I'm a buyer, you leave the room, I Google everything you just said to fact-check it.” - AARON: You can’t just make up facts anymore these days Connect with AaronAaron Bock | Opkalla | Opkalla.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHEN YOUR SO-CALLED “WEAKNESS” BECOMES YOUR STRENGTH, NOTHING CAN STOP YOUMatthew Provins is back with a rather inspirational episode. Matt talks about choosing the right people to approach rather than making your process just another numbers game, and what makes disabled and marginalized people stand out against an average salesperson. Tune in and learn to overcome your weakness 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 MOMENTSGetting beyond used to rejectionGetting feedback from the people he calledFind the right people instead of making it a numbers gameProving that the tech space is for anybody“Anybody that's come from a marginalized community is having that mindset of improvise, adapt, overcome, find a way to accomplish something, never give up, and that's what makes us stand apart from the average salesperson. That rejection is something we faced since the day we were born. People see us as different, and so when it comes to sales, it's a whole different level for us. We're used to that, and so we can overcome that easy peasy.” - MATTHEW: My disability is an advantage Connect with MatthewMatthew Provins | Pause | DialPause.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WORK HARD, BEFORE YOU WORK SMARTA lot of people preach about working smart instead of working hard, but did they really get this far with just that? What about gaining the experience to be able to work smart? These are the questions that Collin will answer in this episode. Tune in today as Collin explains why everybody’s got to work hard first, before they get to work smart, 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 MOMENTSWorking hard is no longer a popular opinionPeople are confused about what working hard really meansWorking hard is part of every person's storyThe effort is still the biggest competitive differentiation“At some point, you got to put the work in, but then over time, you learn how to work hard and work smart.” - COLLIN: Work hard, then work smart Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DOCUMENTATION IS MORE IMPORTANT THAN YOU THINKPeople keep talking about the right process of hiring, onboarding, and even training, but most of them only focus on the candidate’s learning curve and tend to forget about the importance of documenting these processes. Tune in as Joe talks about why it’s important to get your documentation in place, 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 MOMENTSKey things needed to be documented before hiringYou got to have your documentation accordinglyHave an attorney review your documentation“You want to have those systems in place. And I'll give you a few keys. And again, you'll watch more of the training, but on the hiring side of things, you've got to have your documentation in order.” - JOE: Documentation should always be in order Connect with Joe and JoshJoe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.VenturesConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ACUMEN, PROFESSIONALISM, AND GRITThese are the qualities that led Rod Baptista to skyrocket from waiting tables to cold calling, to thought leader, and paid sales trainer. Tune in today to get a quick view of Rod’s story, and what really sets him apart from his colleagues, even when he is the underdog, only here in 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 MOMENTSMore than half of salespeople never intended to be in salesComing from a non-traditional backgroundRod's professionalism & grit vs other's educational backgroundWhat sets Rod apart from other reps in his day“Showing people that you have the grit, you can put in either the hours or in our world, the metrics, you can make a lot of calls, you can send a lot of emails, you can have a lot of conversations, showing people that being told no doesn't faze you, that was the biggest thing that set me apart.” - ROD: ‘Work Harder’ is not dumb Connect with RodRod Baptista | ZoomInfo | ZoomInfo Free TrialConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ONE TAKE IS ALL IT TAKESCollin lays down some statistics on how effective videos are in producing open rates, how it impacts your first impression to the prospect, and why it’s best to do only one take on your videos. 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! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSSending videos has higher open ratesIt's all about first (and lasting) impressionsDo some research before shootingWhy Collin doesn’t do second takes“I'm a one-take video guy. I don't do second takes, like yeah man one take, I don't care. Like there's been moments where, like, ‘Ah, maybe I should redo that’, but I'm like, ‘No, I'm going to wear that like a badge of honor.’ One take. That's it. And the reason for that is because the perfect video is the video that's not perfect because it shows that you're human.”  - COLLIN: Why one take is all it takes Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with CollinLinkedIn | YouTube | Newsletter| Twitter| IG | TikTok

WHY OH WHY?Video messaging in prospecting is highly recommended by sales experts everywhere, but why aren’t sellers using it? Why are they still using the same old boring text-based messaging? Our guest today, Jarrod Best-Mitchell answers these questions and more 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 MOMENTSVideos: A known yet underutilized tool in sales.Ask directly and add some valueSellers resort to automation due to targetsSending a few videos is more successful than hundreds of automated  messages“I think, a lot of sales professionals, the SDRS, as I was trying to go on LinkedIn, trying to get meetings are being forced to push numbers. So automation is the easiest thing to do. It's easier to automate 250 messages to your ICP versus taking the time to send a video message to 25 on the top and that list and see what works.” - JARROD: Why do sellers choose messages over videos Connect with JarrodJarrod Best-Mitchell | Help Me Sell | JarrodBestMitchell.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

REMEMBER THE GOOD OLD DAYS WHEN ALL YOU HAD WERE WHITEBOARDS AND NOTEPADS?The sales field today is too loud with all the tools being provided and enforced for you to use, that sometimes it's even best not to have them at all. Join us today with our guest, the Founder, and CEO of Outplay, Laxman Papineni, as he talks about the biggest problem when acquiring tools, and you’ll be surprised about this because it’s not the budget or features, so tune in to 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 MOMENTSSo much noise on sales toolsLess is more, even in using toolsAdoption is the biggest challenge“Adoption is the biggest challenge. For all sales organizations, it's not about the budget. Probably, you may have all the budget in the world to buy all these tools, but adoption is the biggest challenge for all the sales folks.” - LAXMAN: The biggest challenge with so many tools Connect with LaxmanLaxman Papineni | Outplay | OutplayHQ.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT MAKES A GOOD DISCOVERY CALL?Many people think discovery calls are good because you have the most analytical questions or the flashiest presentation on Earth. However, our guest, Ari Barmapov, has different ideas. Ari is the founder of Foundations Sales Consulting and will be sharing about falling in love with HR work and what really makes a good discovery call, only here in 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 MOMENTSFalling in love with HR’s genuine careLoneliness and happiness of being in HRWhat makes a good discovery callThe best discovery call is when you're not talking“The best discovery calls are the ones I am doing almost no talking, and the one where the prospect is doing a ton of talking, just like this podcast and this conversation, it's not an interrogation.” - ARI: The anatomy of the best discovery calls Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsulting.caConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok