Sales Transformation

Today on Sales Transformation, Collin Mitchell talks with Troy Barter, VP of Sales for RentalMatics. Troy has recently been growing his online presence in social content and is really building a great personal brand. In this episode, Troy will be sharing his own story and how building a personal brand has become essential at work and in doing business.Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSTroy's sales storyThe skill of vetting opportunitiesThe long term disadvantage if door-to-doorThe beauty of a personal brandRelevance of your contentQUOTESTroy: “It's all there at the same opportunity. It's all in how you view it. It's all in how you respect it and treat the opportunity for sure.”Troy: “The best salesperson also does the best job of finding the best opportunity.”Troy: “How viable is this long-term? Am I going to want to keep knocking on these doors for five years? Am I going to want to keep traveling I might like at this level where I'm staying in hotels for a week back and forth, you know, is there A better way where I can make the same amount.”Troy: “We're not in pursuit of, you know, the perfect company, they don't exist. You're in pursuit of the bag, you know, as much as you can make for as long as you can make it. That's what sales is all about at the end of the day.”Troy: “You don't need to build any kind of personal resume ahead of time. Just start just get going on it. You know, just sharing your experiences and little things that you're picking up on is huge.”Connect with Troy and find out more about him in the links below:Troy’s LinkedIn: https://www.linkedin.com/in/troybarter/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

One of the hardest parts of selling is letting go. In this latest episode of Sales Transformation, Collin Mitchell talks about why every seller should learn to let go of failed pipelines and set their minds to only focus on the controllable things. Collin also talks about the different items that can be controlled to be successful in selling.Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSEmotional ups and downs in salesSetting your expectationsFocus on what you can controlDon't focus on outcomesQUOTESCollin: “You have to realize as a seller is, you've got to go into these activities, these parts of the job without the expectation of getting that outcome that you're looking for.”Collin: “What you want to do is you want to only focus on the things that you can control. Because whether a prospect replies to an email, signs the proposal, accepts your connection request, replies in a positive way to your cold email. Those are things that you cannot control.”Collin: “How you look at these things, the mindset, the intention, and letting go are going to be huge in you being more successful in sales by letting it go.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

The dawn of the Social Platform Era has given birth to the art of content creation in selling. This will be Collin Mitchell’s focus in his latest episode as he discusses what a seller needs to get started with content creation. Collin will discuss what you need to start up and what type of content you can start with, so tune in now to the latest episode of Sales Transformation!Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSBe a consumer and creatorFind value to give valueTaking ideas from experience and conversationsHow to get started in creating contentQUOTESCollin: “Are you a consumer, or a creator? Now, if you are in sales, you should be both.”Collin: “Find some creators that you get a ton of value from, and reach out to them. Ask him if you know they're open to sharing some ideas or allowing you to pick their brain.”Collin: “Take the things that you learn in your sales conversations, in your discovery calls, the things that you are hearing firsthand, from your prospects and the problems that they have.Collin: “Becoming LinkedIn famous is not the recipe to hitting quota and making President's Club, it’s putting out content that's relevant that answers questions that talks about solving problems.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

It goes by many names, target market, target niche, buyer persona, and many more. However, in every sales organization, it is known as the Ideal Customer Profile. Collin Mitchell is about to discuss that it is important to know the ideal profile to sell to and the profiles that you have to avoid selling to. Collin also explains the importance of qualifying and disqualifying customers to save time and effort. So tune in now, only here in the latest episode of Sales Transformation.Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSThe Ideal Customer ProfileLearn to disqualify customersIdentify customer patternsQUOTESCollin: “If you're in sales, you should have an ideal customer profile, or maybe you have several buyer personas that you work with., and typically these ideal customer profiles or these buyer personas are going to have different characteristics.”Collin: “As a seller, you need to realize that your time is equally as valuable, valuable, as the executives that you sell to.”Collin: “You'll want to start to look for patterns, and maybe even just write them down so that you can disqualify people based on certain behaviors or characteristic characteristics.”Collin: “Start to look for patterns, write these things down so that you can identify them early on in the sales process, and save both you and the prospect a lot of time and, and also avoid tons of frustration for everybody.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Collin Mitchell wants to give a very important piece of advice in this latest episode of Sales Transformation. And that is the importance of good discovery and qualifying your prospects before you get down to business. In this episode, you will be learning why it’s not always about the closing skills, but knowing what really comes first in the sales process.Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSWhat makes you increase your close rateDiscipline in the pipelineQualification and DiscoveryQUOTESCollin: “It's not increasing your closing skills, or learning how to better persuade people, or be a better negotiator, it’s how to better run discovery and qualify your prospects properly.”Collin: “You want to be very disciplined with what you allow to get in your pipeline, make sure it's a deal that will actually have a good chance of closing.”Collin: “In order to increase your close rate, you need to get better at qualifying and disqualifying your prospects. You need to increase your skill sets around running a good sound discovery.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

In this latest edition of Sales Transformation, Collin Mitchell will be talking outside sales with expert survivor Mike O’Kelly, whose experience of around 20 years in enterprise and pharma sales has given him the tenacity to survive and outlast everyone else in the business. Mike will be sharing his personal experience and will be explaining why it is very important to invest in training your people over and over for better survival.Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSMike's sales storyMike's sales trainingOutside sales experienceInvest in training and re-educationQUOTESMike: “I know how to create solutions for people. And that's really what I think sales is. It's finding solutions to people's problems and doing it in an efficient manner that gives them the most value for their dollar.Mike: “I'm very passionate about outside sales. I love it. I think it's fantastic, and I think there's a cancer, where people are giving up on sales too quickly.”Mike: “It's all about the process. says after the initial training, because initial training is kind of a roadmap, but guess what, once you get to a certain destination, you need another map.”Mike: “I think individuals should invest at least 3% to 10% of their annual income in re-education.”Connect with Mike and find out more about him in the links below:Mike’s LinkedIn: https://www.linkedin.com/in/mike-o-kelly-44ba352b/RithmAI LinkedIn: https://www.linkedin.com/company/rithm-ai/RithmAI Website: https://www.rithmai.com/Surviving Outside Sales Podcast: https://pod.link/1582694946Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Video is a very powerful tool when it comes to selling and getting prospects, but a lot of people get it wrong thinking that as long as you made the video, you’re good to go. In his latest episode of Sales Transformation, Collin Mitchell explains the 4 common traps of video selling and why they should be avoided.Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSThe 4 Common Traps of Making VideosToo much time on researchLack of relevanceAbsence of a reason to chatSending a calendar linkQUOTESCollin: “Do yourself a favor and set a timer and stick to that whatever you find out in that timeframe is what you're going to use to then craft your video.”Collin: “Don't be reaching out just to reach out, have a good reason to be reaching out and be relevant.”Collin: “People don't want to feel left out. People like to learn things. So think about what it is that you can teach them what can you what sort of hook can you put in there to pique their interest.”Collin: “Do not send a calendar link. I know it's lazy, just don't do it. Okay, because it comes off as being too salesy. And you don't want to come off as being too salesy.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

It’s another solo episode from our very own Collin Mitchell, where he talks about the importance of being authentic in your sales activities. Whether it’s prospecting, initial connection, or meetings, we have to be communicating in a way that’s authentic to us, showing that we are true to ourselves, and we are humans. Tune in to learn how you can be your authentic self in selling, only here in Sales Transformation!Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSBe yourself, be human, like your prospectsFind a way that's authentic for youMake it your own by adding your own flavorHave your own creativityQUOTESCollin: “I would say the number one most important thing in sales is to be yourself, your prospects, your customers, are humans just like you.”Collin: “In all of your sales activities, you know, running your discovery, making your cold calls, using video, using social, all of these things, find the way that feels authentic to you.”Collin: “There are some frameworks. And there are some scripts that are helpful and useful if you're just getting started, but at some point, you sort of got to bring your own flavor to it, you've got to make them your own.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

It’s another solo episode by Collin Mitchell where we learn another important lesson in sales. In this latest episode of Sales Transformation, Collin talks about the 5 Step Outbound Play that helps you book more meetings and get you one step closer to a successful sale.  Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSThe Outbound Prospecting PlayThe 5 Step SequenceQUOTESCollin: “The main takeaway here overall, is there's a lot of factors that come into play on whether a particular sales sequence is going to work for you or not, who you're reaching out to, what you're saying in your messaging, what your company does, what problem you're solving.”Collin: “Don't be overly salesy. Don't pitch features and benefits. Don't even call it an Intro-call, don't even send a booking link.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

This latest episode of Sales Transformation brings you a very interesting discussion from a very interesting guest. Samuel Timothy, the Chief Growth Officer of OneIMS, and a B2B Demand Generation Expert with over a decade of experience in the business are here to share his story and knowledge with Collin Mitchell and his listeners.Samuel will be sharing his expertise in demand generation and how marketing insights using technology can empower sellers. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSSamuel's professional backgroundDoing business in an economic downturnChanges in the business across the yearsSales + Marketing alignmentChallenges in inbound marketing approachHow sellers can do better in reaching outQUOTESSamuel: “But if you're an established company, and you need to be prepared, I don't think you can just sit around waiting for things to just happen.”Samuel: “Waiting for government regulations to just be favorable to you or waiting for all the market conditions to be just favorable to you to generate customers, that's just never going to happen.”Samuel: “Marketing has a lot of insights using technology that they can empower the salespeople with, to make the salespersons' life a lot easier, and make the sales process more relevant and enjoyable.”Samuel: “At the end of the day, what you want is to, “How do I get in the shoes of your buyer?” Understand their pain, understand their needs, and figure out “How do I provide the insight that they need to do their job better?”Samuel: “Be a marketer, be helpful to know. Don't always try to sell, right? Try to help and empathize with your buyer and where they are in their journey.”Connect with Samuel and find out more about him in the links below:Samuel’s LinkedIn: https://www.linkedin.com/in/samuelthimothy/OneIMS LinkedIn: https://www.linkedin.com/company/oneims/Website: https://www.oneims.com/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!