Sales Transformation

HEY, IT’S TIME TO STOP THAT NONSENSE!Most sellers develop bad habits just because it’s successful on the scoreboard, but it can cause you more harm than good. Imagine being hated by everyone else because of the lies and manipulation you do, sucks right? Tune in as Collin talks about unlearning bad habits of lying and misleading, 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 MOMENTSBad culture of misleading peopleStop lying just to make a saleThe need to unlearn bad habits“Somebody who had been around quite a bit longer came over and is like, ‘Hey, you should stop saying that.’ And I'm like, ‘Have you seen the board? Like, it's clearly working? Why would I not say that anymore?’ He's like, ‘Well, because it's not true, and to be completely frank, I was one of those salespeople in the beginning that everybody hates, and I had to unlearn a lot of bad habits.’” - COLLIN: Bad habits needed to be unlearned Connect with AriAri Barmapov | Foundations Sales Consulting | FoundationsConsultin.caConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

INSANITY IS DOING THE SAME THING OVER AND OVER AGAIN AND EXPECTING DIFFERENT RESULTS - EinsteinNo one will succeed in repeatedly doing the same thing that never works. In a field where the more seasoned reps kept telling him what to do or not to do, Dale Yasunaga went against the waves and counterflowed his strategy. Find out further how this brought him success 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 MOMENTSWhat Dale did differently to succeedSucceed with a healthy dose of grit and determinationNo fear to try a different angle“I looked at my territory and went, ‘This territory has never seen a President's Club performer before because it was a geographic area I was given.’ I said, ‘So if all these prior folks kind of follow the same advice, and could never, hit this level of performance, maybe there's something about trying a different approach.’ And so I did some things that were a little bit different. In that area, I focused on vertical industries that traditionally were not tapped into that I felt were undermined.” - DALE: If the old ways don’t work, trust in yours Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU HAVE TO FIND THE ANSWERS DEEP WITHINDiscovery calls are not just about educating our prospects on what we do and what we offer, it is also a chance for us to find out what problems they have and how we can offer solutions. Collin talks about the importance of digging deeper into these problems, and you can learn all these 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 MOMENTSSellers need to get better at finding problems beyond the surface levelEverybody's worst competitor is the status quoThink about other initiatives going in while doing the discovery“Support tickets are creating other problems that trickle down into multiple departments, and sellers need to get better at identifying those breadcrumbs like you mentioned, and not just taking the surface level answer in discovery to then, you know, check that box and move to the next question.” - COLLIN: Go deeper than the surface-level problem Connect with DaleDale Yasunaga | Sales Mastery CoachingConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

A LOT OF SELLERS ARE SO OBSESSED WITH THE NUMBERS THAT THEY FORGET THEY ARE SELLING TO HUMANSThis is a problem we face today in the sales process. That’s why we have Emily Shaw back in the show to talk about the importance of the human aspect in training sellers. Tune in to learn what matters more than just numbers 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 MOMENTSWhat pisses Emily off about trainingWhy people don't spend time training in the human aspectThe problem with the "numbers game" perspectiveThere's no better personality type for sellingMatch selling and buyer compatibility“Typically, people think that they have competency issues, and nearly everyone comes to me in the beginning with my people just need to close more, which is true, but they think that's where the problem resides. And there's some element of conversation that needs to happen on wherever you see the problem that happened three steps before that.” - EMILY: Why people don’t spend time with the human aspect Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

COME ON! READ MY MIND!A lot of sellers are well-trained when it comes to their product knowledge, but organizations tend to forget the importance of being trained to understand different types of people, which Collin will be discussing 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 MOMENTSStudying the human mind in salesWe are all hardwired differentlyOrganizations should invest in psychological training.“Product and service knowledge is important, but they need to invest in this so that their sellers can actually be equipped to show up the right way when dealing with all of these different types of people.” - COLLIN: Investing in Training and Psychological studies Connect with EmilyEmily Shaw | Lushin, Inc. | Lushin.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S TIME TO PLAY THE GAMEFounders usually have 2 problems. First, they fail to train their people before and after the brief, and second, they can be allergic to supplying tools to their sales hires because there’s some cost involved. Joe talks about the importance of training and supplying the sales hires with the right tools for Sales Gamification, which you will learn 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 importance of training before and after the briefThe concept of sales gamificationThe importance of learning toolsThe Metagrowth prospecting formula“As founders, we sometimes are allergic to taking on these expenses, because there are a gazillion things that you could put into your tech stack. And so, we started coming up with what we call the Gamified Tech Stack. And so, it might be, as a salesperson comes on. It's like they earn the tools by doing activities…” - JOE: Applying the Gamified Tech Stack Connect with Joe and JoshJoe Arioto | Josh Hirsch | MetaGrowth | MetaGrowth.VenturesConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PRODUCTIVITY IS NOT SO TRIVIAL AS MANY PEOPLE SEE ITSometimes, it only needs mastery and the right mindset, and that’s what productivity coach, Stoyan Yankov is here to discuss. He will be explaining that productivity is not rocket science and can be achieved in a few easy steps. Tune in and find out how you can be a productivity ninja, like Stoyan, 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 MOMENTSMeet the Productivity Ninja: Stoyan YankovBeing productive is not rocket scienceThe Top 5s and 3s approachInspire people to have more focus“I sometimes work with sales teams, I get brought on board to help them to be more productive, and it's actually not rocket science. The problem is we don't do what we know we should do.”  - STOYAN: Being productive is simpler than you thought Connect with Stoyan: StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery PodcastConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WE NEED TO STOP SLACKING OFF AND START GETTING SH*T DONEAs sellers or any employee for that matter, we tend to be selective with the tasks that we want to be productive with. We often slack off by avoiding the more challenging tasks, and it’s hurting our productivity. Tune in as Collin discusses how this is happening in sales and how this can be fixed 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 MOMENTSFiguring out your revenue-generating activitiesYou're spending less time than you admitGetting the real value out of your workDon't be vague, make it granularYou have to put in your calendar“That's three channels that you could essentially prospect on, but there's always going to be one that you prefer doing more than the other one that maybe is a little bit more challenging. And you're always going to avoid that one, you're always going to spend less time on that, or you're gonna easily be like, ‘Oh, my hour’s done, I got meetings now’, and it's just not gonna get done.”  - COLLIN: Things aren’t getting done because you’re avoiding them Connect with Stoyan: StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery PodcastConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

RIVALS CAN BRING THE BEST OUT OF EACH OTHERFor so long, marketing and sales have been a rivalry when it comes to providing growth for the company. However, with product-led growth, both can work together with the goal of having the product as the center of attention. Tune in as we welcome Duane Dufault, the host of SellingSaaS, as he discusses this further 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 MOMENTSGet to know Duane DufaultThe rivalry between marketing and salesFrom door-to-door to SaaSThe importance of PLG in business“It takes a lot of determination. It takes a lot of decision-making skills to make a bootstrap company happen. But today's topic is literally what made that company, that company's growth acceleration possible because it just requires constant, fine-tuning of the process, constant iteration on the relationship between product sales and marketing.” - DUANE: The power of PLG Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

WHAT I HAVE ARE A VERY PARTICULAR SET OF SKILLSWhat makes a seller unique? What is the right approach to becoming one? Do you have the skills to back it up? Collin talks to Duane Dufault about this today, so tune in and find out if you fit right into this uniqueness 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 MOMENTSHave the right setup and mindsetSales' role in helping the buyer know the product moreThe product-led sales assistant approach“With this hybrid model, this product-led sales assistant approach, it's a unique type of seller. Like, I don't think any seller can fill the shoes, because you've got to be a very strategic thinker. Because there is no playbook like, ‘Hey, here's how you run a solid discovery. Here's how you do a mic drop demo. And here's how you negotiate like an FBI, you know, hostage negotiator’.” - COLLIN: What makes a unique seller? Connect with DuaneDuane Dufault | SellingSaaS | DuaneDufault.comConnect with CollinLinkedIn | YouTube | Newsletter | Twitter | IG | TikTok