Sales Transformation

NERD UP!Collin Mitchell talks to a fellow “LinkedIn Nerd”, Ariel Lee. Ariel worked her way up from being a seller in car dealerships to a general manager role, and she achieved all this with one technique, always making relationships matter. In this episode of Sales Transformation, Ariel and Collin will be discussing how we can build relationships by doing LinkedIn the right 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!HIGHLIGHTSAriel's sales storyEarly lessons in salesAriel's rapport-building techniquesAriel as a "LinkedIn Nerd"LinkedIn done rightQUOTESAriel: "Gosh, well, and especially in car sales, it is so important to focus on the human being you're talking to, it's not about how much you know about whatever it is you're trying to sell all of that's pretty much completely irrelevant.”Ariel: "Just taking cues from them, what's important to them? What are they bringing up, and then mirroring those things and digging into those hot buttons?”Ariel: "LinkedIn nerd thing. That's why I show up there pretty blatantly, very authentically because I want those right people to come into my universe.”Ariel: "I had to hit LinkedIn pretty heavily because it is a career that's based a lot on prospecting. And I didn't have really the traditional opportunities for face-to-face prospecting. So LinkedIn was it for me.”Ariel: "Finally, that light bulb went off that it's like, oh, well, it's not really me, they don't want to talk to. It's this templated message that I'm sending out. And so that's sort of where this switch flipped.”Ariel: "This sort of pitch slapping phenomenon was a numbers game at increasing the numerator at all expense of the denominator. So just plumping up that number of people that you're reaching out to, but the number of people that are actually closing or even responding is dwindling terribly.”Connect with Ariel and find out more about her business in the links below:LinkedIn: linkedin.com/in/edjarielleeWebsite: edwardjones.com/ariel-lee2Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Learn to take a look on the bright side with Collin Mitchell’s latest episode of Sales transformation, where he explains why it is important for sellers to count their small wins every day. Being able to count your small wins helps you have a positive mindset, and they don’t even have to be all sales-related. Tune in to learn more and listen to examples that Collin will be presenting to us today. 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!HIGHLIGHTSMake sure to count small winsExamples of small wins to countEven negative outcomes can be small winsQUOTESCollin: "Small wins some examples for me getting up early, maybe getting a meditation in maybe journaling, making sure that I get some physical activity.”Collin: "Counting those small wins is going to help you put you into a better mindset into a better state of mind.”Collin: "Even somebody telling you NO on a cold call, and having a very good reason for saying no and why it's not a good fit, that's a win.”Collin: "Even the best baseball players only hit three out of 10 times. And that's like MVP status. They're a great hitter if they're hitting a 300 batting average. So think about that. Even the best sellers here no more than they hear yes.”Collin: "Throughout the whole sales process. You can do the process, you can do everything absolutely right, and you still could lose the deal because it's something that's beyond your control.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

It’s been a long time coming but Collin Mitchell finally gets a second interview with Sales Leadership expert Leslie Venetz. Leslie was a guest back in Sales Hustle and she is back for another round of great sales insights. She is the founder of Sales Team Builder, a company that helps early-stage founders to transition from founder-led sales to a full business with a sales team with good sales leadership.Tune in as Leslie and Collin discuss her background, problems faced by women in male-dominated industries, and her transition from working in sales leadership to entrepreneurship. 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!HIGHLIGHTSLeslie's sales storyChoosing to be a founder over another sales leadership roleThe lack of women in leadership rolesHow women are treated in male-dominated environmentsThe transition from sales leadership to entreneurshipQUOTESLeslie: "There's some great research around how when there are more women in leadership, women in the organization are viewed as more competent, promoted, more often like given more responsibility.”Leslie: "I'd love to amplify the voices of women and not put myself at the center of it.”Leslie: "My purpose, I needed to follow that journey. And I also knew that if I didn't do it now if I was able to talk myself out of it. Now, in this moment, where my path was so clear, I would always find excuses and reasons to talk myself out of it.”Leslie: "I love coaching, I love just working with reps and kind of getting my hands in the clay there. So that brings me a lot of joy.”Connect with Leslie and find out more about her business in the links below:LinkedIn: linkedin.com/in/leslievenetzTiktok: tiktok.com/@salestipstok?lang=enWebsite: insidesalesteambuilder.comAmazon: https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

READ THE ROOM!The game is never the same when selling to different personalities, and this will be the focus of Collin Mitchell’s solo episode today. Collin will be explaining why understanding and adapting to various personality types of buyers is very important. He will also be giving us some examples today. Tune in and learn more in this 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!HIGHLIGHTSImportance of adapting to personality typesApproaching some sample personality typesResearch about different personality typesQUOTESCollin: "It's really important to be able to read the room, whether that's in person, whether that's virtually, you need to know the type of person that you're interacting with.”Collin: "I highly recommend that you do some research and start to understand different personality types is going to help you extremely as a seller, and you're going to start to understand these people better.”Collin: "Understanding what it is that they value so that you can tailor your sales process to deal with these different types of people the way that they like to be interacted with.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

As a Go-To-Market and Sales Growth Leader for WINsights, Gopalakrishna has exceptional knowledge in working with and scaling startups. Also known as Kris, he will be joining Collin Mitchell in this latest episode of Sales Transformation. Kris and Collin will be discussing what it means to fail fast and fail cheap, the importance of learning from criticism, and scaling startups to new heights. 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!HIGHLIGHTSKris’ sales storyFail fast and fail cheapLearn from criticism, not from appreciationKris on scaling a startupQUOTESKris: “you have to be agile and nimble and cheap in experimenting with what works and what doesn't. And then and then and then be successful at multiple experiments.”Kris: “All startups are never an easy journey. Well, it's going to be an extremely valuable journey, but it's not an easy journey for sure.”Collin: “Getting people who will be brutally honest with you with feedback is so important because it does you a disservice if there are people that are just saying, ‘ ‘Yeah, it's great. It's great.”Kris: “Talk less, because when you talk, you're essentially talking about what you already know. But when you listen, you have the greatest opportunity to learn.”Connect with Kris and learn more about his work in the links below: LinkedIn: https://www.linkedin.com/in/sgcrishna/Email: kris@winsights.comWebsite: WINsights.CoConnect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Collin meets Colin here on the latest episode of Sales Transformation! Today, Collin Mitchell welcomes Colin Cray, another sales individual from the BombBomb documentary about digital pollution. Colin C. is a Business Development Manager in the E-mobility space and had some of the longest sales cycles ranging from 2 to 5 years of completion, and we will be digging into that on this newest 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!HIGHLIGHTSColin on selling his whole lifeLearning the basics with door-to-doorImportance of doing research and coming preparedFrom Weeks of Sales Cycle to Years of Design CycleQUOTESColin C: “I took pretty much all the building blocks that I knew from those other jobs into this new one, and that's how pretty much from successful it's always fun adequate prospecting, but doing it.”Collin M: “The people who push through and like deal with rejection and getting their teeth kicked in, and managed to be successful in door-to-door sales, typically go on to do some pretty awesome things.”Colin C: “Coming prepared, always shows this person's not just a typical salesperson who's coming by saying, Hey, we do all this.”Colin C: “If you're always targeting the same person having a negative result, you might not be targeting the right person. If you're showing information that isn't important to them. Well, you're wasting your time.”Collin M: “I'm not saying sales is not a numbers game. But they think that sales is only a numbers game, and it's not.”Connect with Colin Cray and learn more about his work in the links below: LinkedIn: https://www.linkedin.com/in/colin-cray-6a2965a8/Email: colin.cray98@gmail.comLet’s also support Colin Cray’s event by visiting Cathy Cray 5K!Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

THE GREATEST INVESTMENT YOU COULD EVER MAKE IS YOURSELF.If you are really aspiring to be an elite seller, you will have to invest in learning and developing your skills. Collin Mitchell will be focusing on this today in Sales Transformation. Collin will be sharing why it is important to continuously learn and where you could find the best resources for learning, at least or no cost at all. So tune in and learn more 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!HIGHLIGHTSImportance of Sales EducationProduct knowledge is not enoughWhat to focus on learningResources for learning without a costQUOTESCollin: "There's never a point in sales where you have arrived, and you have figured it out, things are changing, new technologies are coming out, buyers are buying differently.”Collin: "Whatever activity or part of the sales process that you maybe struggle with most, you need to lean into that until you improve and get more comfortable.”Collin: "The more you invest in learning and getting better at your craft, you're going to win more often.”Collin: "Never stop learning and take ownership for advancing in your sales career.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Today on Sales Transformation, we are going big time! Collin Mitchell will be joined by none other than John Stopper, a master of enterprise sales and founder of NorthStar8, a company devoted to helping people learn more about strategic sales. This episode has a lot to unpack as John discusses his Compass Selling system, as well as the importance of strategy in sales. 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!HIGHLIGHTSFrom writing code to selling software, to enterprise dealsCompass Selling: concept and evolutionThe premise of enterprise sellingThe power of tactics and strategyToday’s challenges for both sellers and sales leadersFocusing on developing your skillsQUOTESJohn: “The basic premise is, it's a navigation tool because a fixed plan or a playbook, that you see in transactional sales doesn't work.”John: “Probably the greatest joy of my career has been helping some people be really successful.”John: “An enterprise companies buy from companies, companies don't buy from a salesperson. So the more relationships that you could build, the stronger the bonds are, you become part of their culture.”John: “Once you started operating at that strategic level, you start meeting with more senior executives, and you start playing at that level.”John: “ You want to be great at your craft. And if you're great at your craft, the money comes with it. So you focus on developing your skills.”Learn more about John in the link below: LinkedIn: linkedin.com/in/johnstoppernorthstar8Twitter: John_StopperWebsite: https://northstar8.com/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Collin Mitchell discusses a very important topic today in Sales Transformation. Understanding buyer personas is key to knowing the market you have to hit and the niche that you will develop. Collin will be discussing further the benefits of knowing your buyer personas and how you can start to grow your sales.  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!HIGHLIGHTSBenefits of understanding buyer’s personaHow to understand your buyer’s personaLooking for customer patternsQUOTESCollin: "If you're in sales, you may have one buyer persona, or you might have multiple. But it's extremely important that you know these personas inside and out.”Collin: "The more that you can narrow in on a buyer persona, the more specific you can get about who it is that you best serve. And also get super clear on who you are not best to serve.”Collin: "It's gonna be different, but you might see some patterns. And it's important to look for these patterns.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Collin goes solo this Monday by discussing why it is important to tackle the pricing of your product or service right off the bat. For Collin, discussing the price should be done early on so you could also assess if the client has the budget for your product or service which will save you some time, will also discuss a few dos and don’ts 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!HIGHLIGHTSTackle the price early onTake a pause after giving the priceHonesty and transparencyQUOTESCollin: "In a lot of cases, pricing can come up early on in the discussion, and sellers sometimes don't know what to do.”Collin: "Wouldn't you rather know, early on, if your customer your prospect is rather doesn't have the budget, you know, if you have a $10,000 service and their budget is only five why waste any more time, I would rather lose or disqualify early.”Collin: "After you give them that range or that even more specific price depending on you know what your price for your service or product, pause, let it sink in, and see how they react.”Collin: "Honesty and transparency are gonna go a long way.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!