Sales Transformation

FAILURE IS NOTHING TO CRY ABOUT, IT’S WHAT MAKES YOU GROW.There are many times that we fail and feel that we are the failure itself, but that is not the case. Tommy Short is here to inspire us in another episode of Sales Transformation, where he explains why we should not be sad about failure, because it’s not a loss, it’s only feedback. Tune in and get a dose of Tommy’s wisdom in Sales Transformation.It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSFailure is feedbackYou have to fail to growCelebrate your lossesReframe the conversation to turn things aroundQUOTESAs Tommy says, failure is the feedback:“One thing I think that's really powerful, I'm sure we'll get into at some point today is reframing how you view failure, and I was fortunate early on that one of my mentors said, failures = feedback.”Collin says you gotta fail if you wanna grow:“There's always a learning lesson or opportunity to grow in those failures of those challenges, or those tough moments. When things are going great. You're not really growing.”What gets Tommy fired up:“The winds are great. Like, everyone's gonna celebrate those, but let's celebrate those losses. That's what gets me fired.”Connect with Tommy and learn more about what he’s been working on!About TommyAbout Think Better Perform BetterThink Better Perform Better WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

THERE IS NO SUCH THING AS MULTITASKING.This is one thing that Tommy emphasizes well in this latest episode of Sales Transformation. If you want to be really good at one thing, you have to stick to it first before you start another one. Learn more about this as Collin unpacks Tommy’s views on why no one should multitask, only here in Sales Transformation.It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSThere's no such thing as multitaskingDon't focus on too many things, focus on one at a timeQUOTESAs Tommy says, no multitasking:“I think why so many people get frustrated, whether it's in officiating or sales, is we're trying to practice on seven different things at once, and there's no such thing as multitasking, pick one thing, get a little bit better today.”Collin on taking on too much:“Too many people try to take on too much all at the same time, and ultimately just set themselves up to fail and be frustrated and get better at nothing, maybe even get worse.”Connect with Tommy and learn more about what he’s been working on!About TommyAbout Think Better Perform BetterThink Better Perform Better WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

Sometimes in our lives, we need a slap in the face to realize where to improve. That’s what Tommy is, a big slap to your face because he is there to ask questions, push back, and give feedback. Join Tommy together with Collin to discuss the power of repetitive review and specific feedback, only here in the latest episode of Sales Transformation.It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSTommy's reviewing processReviewing from an objective standpointIt's asking questions, not giving answersRepetitive reviewing is keyAsk for specific feedbackQUOTESHow Tommy reviews his calls:“Everything I was watching the first time through, was only for the non-verbal was the body language, all the things we can control, no different than in sales.”Tommy on objectivity with reviews:“You have to be objective when you're watching this. Like you can't, I can't look at it, as Tommy, the ref, I need to look at it as somebody sitting up in the 20th row at this game.”Tommy asks questions, not answer them:“It's not giving the answer. The answer is already inside of them. It's asking questions, it's asking tough questions, and I often joke that the reason you hire me is that I'm gonna push back because a lot of the people I work with, they don't have a lot of people in their lives that tell them no, and that's what I'm there for.”Tommy on repetitive review:“If you said for the last three weeks, if you're in sales, you want to get better at your opening, and you keep listing that for three weeks.”Tommy’s advice on getting feedback: “Not I think I know will be helpful, not only to individual contributors at the sales level but even if you're in leadership, one of my mentors, actually shared this with me when you go to ask for feedback, ask for specific feedback.”Connect with Tommy and learn more about what he’s been working on!About TommyAbout Think Better Perform BetterThink Better Perform Better WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

Your greatest game is the court of life. In this latest edition of Sales Transformation, we will be stepping back from sales experts and stepping into the life of a sports professional.Introducing Tommy Short, former basketball officiator turned one-on-one coach, and founder of Think Better Perform Better. Jump in as Tommy shares with Collin the early stages of his career and how it led to who he is today, only here in the latest episode of Sales Transformation.Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSIntroducing Tommy ShortOfficiating as the groundwork for coachingThe road from officiating to coachingFamily as inspiration to step backSpeak, review, repeatQUOTESHow Tommy defines officiating:“Officiating is a microcosm not only life but of sales, right, like have to make decisions.”Tommy’s family is at the top of his standards:“I wanted to create my own personal standard, and I wanted to create boundaries, and I came up with a list of things and family was the first thing at the top.”Why Tommy still chooses to speak today:“That's the reason that I still do speaking today, and it only fills about 30% of the bucket, but it still gives me that juice to prepare for the speech and the actual speech.”Connect with Tommy and learn more about what he’s been working on!About TommyAbout Think Better Perform BetterThink Better Perform Better WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

It’s the final cut of A-Nutter epic series here in Sales Transformation, and in this episode, Greg and Collin will talk about the uncontrollable factors of losing a sale. Watch out as Greg gives his final thoughts and puts this series to an epic close. All of these, are only here in Sales Transformation. Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSWhy do we lose even when doing it rightYou still gotta tryNever forget you're selling to humansDifferent cultures, the same bookQUOTESGreg’s emphasis on going to decision-makers:“Sometimes, even though you try the best to kind of get in front of people. You can't. So I always like to say you won't always get in front of all the decision-makers but you got to try.”Collin on the unavoidable human variable:“As a seller, there's just too many we're dealing with humans, there are just too many variables to be able to guarantee outcomes if you do everything right.”Greg in his book supporting across cultures:“Culture is still really important, the tactics of how you sell changes, depending on what country and but the strategies are largely the same. The things that you need to focus on. The various processes are largely the same.”Connect with Greg and learn more about what he’s been working on!About GregAbout P3 SellingP3 Selling WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

BEHIND THE SUCCESS, YOU LOSE MORE AND WIN LESS.This is Round 4 with Greg Nutter, and in this episode, Greg shares the results that his method and book have delivered to his audience. He and Collin also discussed what winning means and the reality of losing more and winning before getting your success. So tune in and get A-Nutter dose of Greg’s wisdom here in Sales Transformation. Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSOutcomes of Greg's methodStart feeling in controlThe hardest part of sellingYou lose more often than winQUOTESResults of Greg’s book and methods:“Sellers start to feel like they're in control of their lives and control of their business.”Greg’s quote of the day:“The battle doesn't always go to the strongest or the race to the swiftest. But that's how you bet.”One of the hardest parts of selling according to Collin:“One of the hardest things I think in sales is you can literally do everything right, follow the process, ask the right questions, talk to the right people, have all the right people involved, you can literally do everything right to a tee, and still lose.”Connect with Greg and learn more about what he’s been working on!About GregAbout P3 SellingP3 Selling WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

Too many sales trainings can complicate things.Simplicity is key. That is how Greg presented his book, and how he sees training should be. In this third round with Greg, he and Collin will be discussing how you can transform into a better seller in the simplest way.Tune in and find out more in round 3 with Greg Nutter in Sales Transformation. Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSHow to transform into a better sellerThe problem with too many sales trainingThe 3 things sellers need to focus onThe 4 primary processes sellers needQUOTESSimply 3 to focus, by Greg:“What I tried to do is develop something that was effective, but adaptable, you people could use it. And that is to focus on three things, problems, people, and processes. Buying processes in particular.”Greg on improving by following processes:“If you follow those processes and bring the strategies, that's how you start to get better and better at following real selling, and not product pitching.”Collin on sales trainers:“The thing that drives me nuts about a lot of sales trainers is really what you exactly said as a lot of is hard to adopt.”Connect with Greg and learn more about what he’s been working on!About GregAbout P3 SellingP3 Selling WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

In order to reach the next level, things need to change, evolve, to transform.Greg is back with Collin, and he will be talking about the top 3 transformations that need to happen in sales. Tune in to find out what these 3 transformations are, only here in the latest episode of Sales Transformation. Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSThe things sellers can do in a B2C environmentThe 3 transformations that need to happenFrom pitching to creating awarenessTransforming the seller's roleThe transformation from an art to a processQUOTESGreg says we must transform, and this is the first one:“I love the title of your program, Sales Transformation, because its transformation absolutely needs to happen, and there are three that I'm really passionate about. The first one is transitioning from pitching products   to creating awareness.”What Greg suggests as the second transformation:“The primary role is to be an expert on a customer's buying decision process. Now notice, that I didn't say an expert on the selling process is an expert on the buying process. They should be there to go there and guide, provide guidance, direction, suggestions, to help customers make better buying decisions.”What Greg suggests as the third transformation:“The last transformation we were just talking about is transforming sales from an art form to sales as a process.”Connect with Greg and learn more about what he’s been working on!About GregAbout P3 SellingP3 Selling WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

Is sale a science or an art? This is a question that a lot of sellers debate on. But what Collin wants to know is what Greg Nutter thinks about it.  Greg is the Founder of Soloquent Inc and the author of the Amazon Best-Selling Book, P3 Selling, where he helps business owners and senior sales executives solve revenue growth problems. With 35 years of experience, Greg has worked with a wide range of companies to develop skilled sales, channel, and management personnel. He has also coached over 1,000 sales professionals and offered his expertise through hundreds of executive briefings, workshops, and keynote speeches around the globe.Let’s welcome Greg as he shares how he started his sales career and unpack his best moments in sales in this new series of Sales Transformation. Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSGreg's first sales jobBeginning the sales journey with XeroxThe science vs. the art of salesSimple sale vs. Complex saleQUOTESHow Greg started his career in phone sales:“My first selling job was telephone sales. Working 100% Commission where if you didn't figure it out, you starved. They had no sales training and very little sales coaching. The model was, get on the phone and sell.”Greg’s discovery of the science of sales:“Really discovered that selling is much more of a science than an art. And there were people who followed the science and did well, and people who didn't.”Connect with Greg and learn more about what he’s been working on!About GregAbout P3 SellingP3 Selling WebsiteConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.

Like Collin always says, you think you have done everything right, but you can still lose the deal, the same goes with demos. You may have done your intro and discovery well, but you might still mess up your demo, and that’s what Ethan and Collin will be talking about in this latest episode of Sales Transformation.Power up your podcast experience by joining our Free Podcast Community!Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!HIGHLIGHTSThe 2 biggest challenges of demosEthan's demo of doing the right demoA collaborative journey with prospectsKeep things simpleQUOTESWhat Ethan sees as the biggest challenges in demos:“The biggest thing is, how the stage is set for the demo, and then the second biggest thing is we're not driving impact with what we're showing.”Ethan doing demos like a boss:“I'm connecting the dots every time making the implicit explicit, verbalizing my assumptions and a non-assumptive way, and making sure we're all aligned.”Collin on collaborating with the prospect:“You should know your product, you should know your space. Yes, but in this relationship with your prospects, this journey that you're gonna go on together, it should be more collaborative.”Connect with Ethan and learn more about what he’s been working on!About EthanAbout AltiSalesAltiSales WebsiteThe Revenue PodcastConnect with Collin and find out what’s new in Sales Transformation and other things he’s up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET’S TALK.