Sales Transformation

Sometimes as a seller, we get confused about how our compensation is calculated. And this is a problem that AJ Bruno’s business, Quotapath, offers a solution. Collin Mitchell welcomes AJ in this latest episode of Sales Transformation to talk about his personal sales experience and how he and his co-founders came up with the idea behind Quotapath.  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!HIGHLIGHTSAJ's sales journeySales as a way of learning businessSuccess in sales through a mindset shiftCommon mistakes by sales startersImportant learnings from selling experienceUnderstanding your compensation with QuotapathQUOTESAJ: “Sales will give you that background, that skill set, and learning how to operate a business. There is nothing closer to running a company than learning how revenue works in an organization.”AJ: “All these limiting beliefs. I don't have enough money, I'm not old enough, I don't have the right education to start my own company, It's all bullshit.”AJ: “I really gotten into a lot of experience by being curious and by trying to hone my craft of not just a seller, or a teacher or a mentor, but also in just like, understanding how the world works and how different business models work.”AJ: “Sales is a craft sales is something you have to train on for years and years and years.”AJ: “One is, as a seller, you have a compensation plan, you need to understand it, like just full stop, you should understand it. The second is you should get paid correctly.”Connect with AJ and find out more about him in the links below:AJ’s LinkedIn: https://www.linkedin.com/in/ajbruno3/Quotapath LinkedIn: https://www.linkedin.com/company/quotapath/Website: https://www.quotapath.com/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Rejection is not the end of the line. That is the focus of Collin Mitchell in this latest episode of Sales Transformation. Tune in today to find out with Collin why is it important to remember that objections should not be taken personally, and instead make it a learning experience, leading you to your success in the near future. 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!HIGHLIGHTSObjection is universalDon't take it personallyRejections should not affect your self-worthQUOTESCollin: “A lot of successful sellers or even entrepreneurs in their story, typically, in some point of their professional journey, or their sales journey. They have some sort of job, where they're met with dealing with a lot of objections.”Collin: “I highly recommend that you start asking for feedback from people that have told you no because you might learn something.”Collin: “The key thing is here to remember, even if you do absolutely everything, right. You still might get a no and they're not rejecting you.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Collin Mitchell welcomes Josh Ruff in the latest episode of Sales Transformation! Josh is a Principal Sales Enablement Trainer at Beekeeper, a company that transforms the way frontline businesses work by helping companies ditch paper and manual processes to improve employee engagement, retention, and performance.Josh will be sharing his sales story, complications caused by insecurity, and owning your success. He will further explain why it is important to have clarity when it comes to accepting the outcome of your sales activity. 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!HIGHLIGHTSJosh Ruff's sales storySelling as a performance driven roleHow insecurity complicates salesOwning your successThe need for creativityQUOTESJosh: “I'm like most people in sales. I never thought I'd be in sales.”Collin: “But at the end of the day, like it's still sales, it's a performance driven role. And so but you know, I think there's, there's people that are on kind of opposite sides of the spectrum of what that really means.”Josh: “If you find someone and they love it, but the timing is not there, or their boards not behind them, or the product just doesn't line up with really what they're trying to accomplish, you've gained clarity, you haven't really lost”Collin: “The goal is to give the other person a good damn experience, regardless of the outcome.”Josh: “We need more creativity. We mean no more diverse thought in this industry. Be creative had tried this. What about that? Why haven't we looked at this?”Connect with Josh and find out more about her business in the links below:LinkedIn: https://www.linkedin.com/in/josh-ruff/Website: https://www.fluint.io/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

INTEREST BEGETS INTEREST.That is the focus of Collin Mitchell’s latest episode of Sales Transformation. Collin will be explaining why talking less and listening more make your prospect more interested and invested in you. Collin further explains the common mistake done in conversations and what are the ways for you to show your customer that you are always there to listen. 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 "Listening > Speaking" EquationAsking good questionsThe common mistake of assumingChallenge your prospect by digging deeperQUOTESCollin: “As a seller, you can be more interesting to your prospects. And the way that you can do this is you can show that you're genuinely more interested in them a few things on how you can do this is to ask good questions, and actually do more listening than you do speaking.”Collin: “The best sellers know how to speak less, and listen more.”Collin: “What questions you ask or what questions you don't ask, will be affected in a potentially negative way. If you've made an assumption that is not accurate.”Collin: “Remember this one thing, when you're asking questions when you're talking with prospects, always challenge yourself to just go a little bit deeper.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Sell WITH your Buyers NOT TO them. This is the advocacy of Collin Mitchell’s latest guest, Nate Nasralla. Nate is the founder of Fluint.io, a company dedicated to helping you create a committed champion for every B2B deal in your pipeline.Nate and Collin will be discussing why it is important to have a champion involved in the sales process and how it’s done. Tune in now and learn more 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!HIGHLIGHTSNate's sales storyBig challenges in salesInternal meetings in the rep's absenceCreating problem statementsHow to deal with re-circling follow-upsQUOTESNate: “I kind of got into sales by creating building things. And I realized pretty quickly in my first startup experience that if I want to continue building products, you have to sell them and generate revenue because that's what keeps a company going.”Nate: “It's not during a sales meeting, where the buying decisions are happening, it's during the internal meetings where the buyer or one person on the buying team, the champion is going back in there actually pitching our product in their own words.”Nate: “One practice that I've gone deep into over my career that's been super helpful with this is creating problem statements. Usually, what I found going back to kind of this topic of, how do you create and then enable a champion to sell with you, they're competing against all this other stuff internally.”Nate: “There are two kinds of parts in it that I think about the first is cost. And then the second is consequences.”Nate: “I don't need to actually invest a lot of time and creativity into my follow-up. It's just the consistency or the volume of follow-up, that's going to get a reply, both of which are just totally off base.”Connect with Nate and find out more about her business in the links below:LinkedIn: https://www.linkedin.com/in/natenasralla/Website: https://www.fluint.io/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Collin Mitchell will be having a lot to unpack today as he welcomes Samantha McKenna, a former VP of sales at LinkedIn and a 5-time sales record breaker, to talk about what really drives great sales. “Sam” as many people call her, is known for being an advocate for exceptional manners in every selling opportunity, will be sharing her story and how her sales philosophy applies to the industry. Watch out, 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!HIGHLIGHTSSam's sales storyTurning down sales for the first timeThe struggle of fitting in and standing outTaking care of your sales teamCourtesy and manners in sales communicationQUOTESSamantha: “What was interesting when I got in that role, which really changed the lens for me about sales, was it this is about helping people.”Samantha: “You also have to have faith in yourself what you bring to the table and the person that you are.”Samantha: “Number one, just make sure that your quotas are realistic. Number two, for reps, when you're thinking about your number, what I would advise you and how I've always been so consistently successful, is I figure out how to hit my number by myself.”Samantha: “Help them make more money by making them more effective at their jobs.”Samantha: “Just think about when you do your reach out, you know, are you just being human?”Samantha: “Tell me specifically what you do. And let's see if I can find somebody who can buy from you or wants to take a meeting with you, even if it's not us.”Samantha: “You got to build that resiliency some said at some point and we're not all getting out if you can't take the heat as they say.”Connect with Samantha and find out more about her business in the links below:LinkedIn: https://www.linkedin.com/in/samsalesli/Website: samsalesconsulting.comConnect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

THINK, WORK, AND WIN LIKE AN ATHLETE.Collin Mitchell emphasizes the importance of having the right attitude, a positive mindset, and consistent practice to be a successful seller. Collin breakdown why these things are important for a seller, and overcoming failures and mistakes is key to achieving better results. 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 mindset of an athleteThe amount of an athlete's preparationBe prepared holisticallyPositive mindset and tons of practiceLearn from failure and defeatsQUOTESCollin: “Sellers need to have the mindset of a professional athlete and the other things that they need to do in order to start hitting their quota.”Collin: “Over 60% of sellers are not hitting their quota on a regular basis. And as crazy that is more than two-thirds of sellers in the b2b space are not hitting their quota.”Collin: “Sellers need to think of themselves as sales athletes. And this is an unpopular opinion. I've gotten some crap for this before through a LinkedIn post. And some people think it's quite ridiculous. But I don't.”Collin: “Athletes don't just show up on game-day and hope for the best. There are many things that they do to prepare to have a proper mindset, they practice on a regular basis. And these are the same things that sellers need to be doing.”Collin: “Being a positive person, and having a positive mindset is more of a lifestyle. And there are some essential things that have worked for me. And in being able to be positive most of the time have a good mindset.”Collin: “There needs to be a culture where practicing failing, making mistakes, learning getting feedback, and asking questions, are all part of the norm to get better at the art of selling.” Learn a lot more about practicing your selling skills by checking out The Practice Lab!Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Today on Sales Transformation, Collin Mitchell will be chatting with another podcast host, Nick McGowan. Nick is the host of The Mindset And Self-Mastery Show, where he interviews inspiring people with stories of personal development and self-mastery. Tune in to this latest episode as Nick shares his story from being a young punk who just sold anything he could get his hands on to now being an expert in developing the mindset and mastery of one’s self. 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!HIGHLIGHTSStarted selling as a toddlerFrom MLM to Cars to EntrepreneurshipDealing with failureThe expectation of happiness from successReassessing the next move to doNick's final adviceQUOTESNick: "my dad has a cleanouts company. He's had it forever, like 30 some odd years. So he would have all this different sort of junk, in a sense. And I would take some of that sell that around the kids in the area,Nick: "I knew that I was in a bad spot mentally because I had a lot of success within that consulting company. And then it was all literally just ripped out from underneath me. So when it was ripped out, I had to do some work.”Nick: "I really started to figure out that if I don't get out of this or figure out how to not be in this much pain, I'm just going to die. No matter what happens. I tried to make a couple of changes.”Nick: "I think there are certain things that you have to go through, and you have to get punched in the face, to be able to feel what that pain feels like, and know that you never want to go back there to then be able to figure out ways to not ever have to feel that pain again.”Nick: "I'd say keep moving and get your mind right. Don't look for the outward success look inward first figure out you and then I think everything else is starting to open up and show that for you.”Connect with Nick and find out more about her business in the links below:LinkedIn: https://www.linkedin.com/in/thenickmcgowan/Podcast: https://nickmcgowan.com/podcast52420995Website: medialab3dsolutions.com/our-work/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Collin Mitchell gives us some real talk in this latest episode of Sales Transformation. Collin emphasizes the importance of having an open mind and always remaining teachable in order to grow. What works yesterday may no longer work tomorrow as our market continually changes together with the world. Tune in to this episode as Collin discusses further by sharing a real-life experience of gaining a good result after following the feedback from his own audience. 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!HIGHLIGHTSRemain teachable!What works then, no longer works nowWillingness to take feedback from peopleSales leaders on accepting feedbackQUOTESCollin: “Regardless of what role you're in, if you're an individual contributor, if you're a sales leader, if you nail this one thing, it will absolutely change the trajectory of your success. And what I'm talking about, is to remain teachable.”Collin: “As a seller, you need to have an open mind. You need to be willing to test things you need to be willing to change and pivot to what might work, what works tomorrow might not what worked yesterday might not work tomorrow.”Collin: “This applies to sales leaders as well. It's okay to not always have all of the answers. vulnerability. open-mindedness and humility are essential skills if you want to level up your success in any selling role.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

The host and founder of She Sells, Elyse Archer, powers through our doors as she joins Collin Mitchell in this latest episode of Sales Transformation. Elyse and her She Sells team aims to revolutionize how sales are done by providing a coaching program and community for women in sales. She is very passionate about empowering women to sell in a way that leverages their natural gifts and helps them build wealth along the way. 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!HIGHLIGHTSElyse' sales journeyElyse on working for validationIt's not always about the moneyYour income is not your self-worthFully embracing changeQUOTESElyse: "my younger sister and I had all these little plastic toys that we would play with growing up. And I just remember one day getting the inspiration like, I could make some coin off of these things.”Elyse: "I was constantly hustling to push to the top of the leaderboard. And it was never enough.”Elyse: "I left a very comfortable, you know, six-figure corporate job to go out on my own and go into sales coaching. And it's definitely been a deeper journey beyond that.”Elyse: "It has to not matter about the money. And this is counterintuitive. And it's not a popular thing in the sales culture, but you'll actually make more.”Elyse: "Your income will not exceed your self-worth. So if there's a certain amount of money you've been going after for a while, and it hasn't happened. It's probably because you don't feel worthy of it.”Elyse: "You've got to want it, like, this is the key with it, you've got to want it because when you decide to change, you will bump up against every limiting belief that you have about yourself about what's possible, your identity is tied to that old version of you.”Connect with Elyse and find out more about her business in the links below:LinkedIn: linkedin.com/in/elysearcherTwitter: elysearcherWebsite: ElyseArcher.comScripts: elysearcher.com/scriptsConnect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!