Sales Transformation

Collin Mitchell welcomes Michael Stamison, a Business Development Manager for Röhlig Logistics, in this latest episode of Sales Transformation. Michael was involved in a BombBomb Documentary about digital pollution. He also spends some of his time as a head coach for wrestling and assistant coach for football. Together with Collin, they will be discussing sales in the logistics business, and how to keep sales communication as human as possible. 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!HIGHLIGHTSMichael’s sales storyPandemic TransformationSales go on even during the pandemicTransforming his messagesKeep being humanQUOTESMichael: “It's every day is a grind. But it is an exciting industry to be a part of because we're now we're at the forefront.”Michael: “So easy now to connect with people. But I do miss that interaction. I miss being on the road.”Michael: “It's not a traditional sales job. It's more of, you've got to figure out how to do things. It's such an abstract thing because that we were really as a service-based cuts company.”Michael: “ I'm just gonna keep doing what I can do in my small little world here, my little corner of the country, a quarter of Massachusetts, and just keep being human.”Watch Michael talk about digital pollution in the BombBomb Documentary, Dear {first_name}: A business case against digital pollution.Learn more about Michael in the link below: LinkedIn: linkedin.com/in/michael-stamison-20342934Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

With the advancement of technology and the rise of tons of social platforms, being just good in sales is no longer enough to gain your desired results. The playing field is changing, the market is changing, and sellers need to do some changes too. Collin Mitchell aims to teach us today how we can stand out as sellers by being creative. Collin explains that sellers need to be marketers as well, exploring every platform they can use and leveling the playing field by engaging with content and using personalized GIFs like the ones made via vidu.io. 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 “Seller VS Marketers” to “Sellers X Marketers”Catching attention with personalized giftsUsual methods of follow-ups are no longer enoughQUOTESCollin: "As sellers today, you need to be marketers as well. Just being good sales is no longer good enough to be a high-performing sales rep."Collin: "If you can educate somebody or bring something to their attention, I mean it really just strengthens the relationship and people will just respect the fact that you're doing something different and taking the time to stand out by bringing some creativity into the way that you are getting their attention."Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Guess who’s back? Cognism Brand Ambassador Ryan Reisert returns in Sales Transformation to join Collin Mitchell in another exciting talk. Cognism is a leading sales intelligence company that is setting the bar in data quality and service. Ryan is an expert in cold calling and created the technique called “buckets”. Ryan and Collin will be talking today about the evolution of buckets and many more. 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!HIGHLIGHTSRyan’s sales backgroundHow buckets workImportance of callbacksIns and outs of handling cold callsLeadership in cold calling and salesThe value of using the phoneQUOTESRyan: “I love cold calling, I love helping people figure out how to use cold calling to really change their trajectory. And I think sales and sales development is a big part of that so passionate about helping people learn the skills to be successful so that they can kind of own their own future.”Ryan: “Buckets is, was my way of putting some stage definitions and exit criteria at the top of the funnel.”Ryan: “if you build your buckets, as I say, over time, you don't need technology, you don't need automation, sales becomes really easy, at least one element, it becomes really easy.”Ryan: “if you as the expert will not spend time talking to that person. And why you having someone else do it, there will always be conflict.”Ryan: “The whole point of all this stuff is to get into conversations. That's the whole point.”Learn more about Ryan in the link below: LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/Cognism: https://www.linkedin.com/company/cognism/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Don’t mix up two things if they are not meant to be.Collin Mitchell shares his personal experience today in Sales Transformation and explains why it is not good to combine discovery and a demo in just one call. Collin will be giving us some tips on how we can properly structure a good discovery call in a way that the prospect understands and will not be overwhelmed and rushed. 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!HIGHLIGHTSRunning a solid discoveryHow to structure a good discoveryNever combine discovery with a demoQUOTESCollin: "I'm a big believer that your discovery and your demo should be two separate calls.”Collin: "The problem with running a discovery and then going straight into a demo, is you just don't have enough time to process the information.”Collin: "Tell them what the next steps are, what the process looks like, and then understand what their process looks like people are telling you that you need to adapt your selling process to the buying process.”Collin: "You just can't process things fast enough to run a good demo if you combine it with a discovery and a lot can go wrong if you try to do that.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Sales Transformation brings you another exciting episode as Collin Mitchell will talk about targets with none other than the RevOps Hitman himself, Rob Turley. Rob is the President and Co-Founder of White Rabbit Intel, a company that advocates “predictable prospecting”. Rob and his team created the first-ever SMARTech which helps their clients analyze their prospects if they are a fit even before meeting them. 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!HIGHLIGHTSRob’s professional journeyHow data and buying decisions tie togetherThe plague of high-volume outreachShifting of buying personasData needed to get startedQUOTESRob: “The issue is that a lot of people look at selling as a speculative process, there's no reason for it to be as speculative as it is. It's an assumption, it's an educated guess.”Rob: “You have to get as targeted as possible, we have an issue in the market, a disease going around, It's a plague. It's called high-volume outreach.”Rob: “Instead of contacting 1000 people, why not just have a technology that can find the needles in the haystack, analyze who you've done business with, who you failed to do business with, build a predictive model around that.”Rob: “Over time, businesses change the market changes, your persona shifts, your product might shift to the persona shifts with it, everything's moving, it's a moving target at all times in business.”Rob: “You need to be influential and like myself brutally honest, people either love you, or they hate you.”Learn more about Rob in the link below: LinkedIn: linkedin.com/in/the-revops-hitmanWebsite:whiterabbitintel.com  (Company Website)podcasts.whiterabbitintel.com  (RSS Feed)platform.whiterabbitintel.com  (SMARTech™ Platform)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

As a Co-Founder of his own sales training company, a New York Times best-selling author for “Take the Stairs”, and now Co-Founder of the Brand Builders Group, Rory Vaden is one amazing speaker, and he will be joining Collin Mitchell today in Sales Transformation, to talk out personal branding, and how it impacts you in sales. Rory will be sharing his personal journey and what really makes a great personal brand. 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!HIGHLIGHTSDreaming of speakingStarting his sales training companyThe birth of Brand BuildersThe power of testimonialsThe key to earning trustQUOTESRory: “The way that we define personal branding is simply the digitization of reputation, we believe that reputation precedes revenue.”Rory: “The number one thing that Americans say will cause them to buy from somebody is they have testimonials about them and their work.”Rory: “You don't need millions of followers to make millions of dollars. What you do need is a rock solid reputation.”Rory: “Our content marketing strategy is so simple. All you have to do is teach every single thing you know, for free.”Rory: “People don't pay for information, they pay for application, they want the result.”Rory: “There is no fear when the mission to serve is clear.”Learn more about Rory in the link below: LinkedIn: linkedin.com/in/roryvadenWebsite:bit.ly/influentialpersonalbrandsummitli  (Free Online Summit!)bit.ly/roryvadenblogli  (Blog)bit.ly/influentialpersonalbrandpodcastli  (Podcast)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

IF YOU’RE GONNA PLAY THE NUMBERS GAME, YOU GOTTA DO IT RIGHT.In this episode of Sales Transformation, Collin Mitchell explains how sales quotas are not enough drivers for performance when you are in sales. If you really want to hit your targets like a headshot and get the best results you could ever dream of, you have to set yourself some KPIs. For Collin, Sales is an art and has science to it, but numbers do matter. 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!HIGHLIGHTSTracking the right thingsKey Performance IndicatorsThe balance of numbers and self worthQUOTESCollin: "Let's be clear, sales is not only a numbers game, there's an art and a science to sales. But the numbers do matter. If you're going to hit your quota, you need to make sure that you're tracking the right things.”Collin: "Key Performance Indicators are numerical targets that you set for every measurable aspect of your role.”Collin: "These are different for everybody, don't take the number that maybe your sales manager has given you, in order for you to hit the number based on other people's performance.”Collin: "Make sure that you are tracking the right things and focusing on the right revenue generating activities to hit those goals that you have in front of you.”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 joined by Vidu.io Co-Founder, William Holden. Vidu.io is a free platform that helps you humanize your sales outreach with personal GIFs. For William, emails are boring, and their mission is to make them better. 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!HIGHLIGHTSWilliam’s sales journeyThe eye opening momentWilliam’s Sales TransformationBooks and MentorsThe Birth of Vidu.ioQUOTESWilliam: “If you really think about this, there is a way to manage this process, there is a way to make a buyer feel included, there is a way to do this, that actually, it focuses on this mutual outcome, this benefit, we're here to solve a problem.”Collin: “I find the biggest challenge is most people don't want to be that person that gives you feedback, because they don't know how you're going to handle it.”William: “How do we help get more bang for buck in this space? How can we grab the attention of prospects and get them in touch with us? So then we went to create Vidu.”William: “LinkedIn mobile app, you can record a video and send it. And then when the prospect receives it on LinkedIn, it's embedded in the message they can play and watch right there. And then with no redirect, it's for me, that's how I do my videos. Mostly. It's all about prospect experience.”Learn more about William in the link below: LinkedIn: linkedin.com/in/vidu-willWebsite: https://www.vidu.io/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Collin Mitchell reminds us in this episode of Sales Transformation to not be a know-it-all in sales. The sales market is ever-changing and evolving and reasons to learn new things pop-up on the daily.Collin shares tips on learning more in sales including books to read and people to follow, but it never stops there, every seller should not limit themselves in their knowledge. 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!HIGHLIGHTSNever stop learning in salesAwesome podcasts to get more knowledge in salesStart your own podcast to continuously learnQUOTESCollin:  "I know it's so easy to think that you figured it all out, and you know it all. I've come across so many tenured sales reps in my career in sales, where they just aren't open to learning new things."Collin:  "Always be open to learning, and there's tons of places around you. If you look for it where you can actually get a lot of things for free, for example, a podcast just like this one, and there's many of them."Collin:  "One of the best things that you can do to learn is actually start your own podcast. I've personally interviewed over 250 people, and I personally got to ask them any question that I want."Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Arising from his evolution from a wanna be film director, to a semi-pro DJ, to a revenue consultant to startups and public companies alike, the Vice President of Sales of JumpCrew, Jarron Vosburg is here to join Collin Mitchell to bust some beats into your sales journeys and discuss how it’s like to implement an intent-based strategy in finding customer leads and connecting with them, only here in another 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 Weird Story of Ending Up in JumpCrewWhat JumpCrew does as a businessWhat helped JumpCrew growJarron and JumpCrew’s prospecting approachImportance of telling a story than just features and benefitsQUOTESJarron: “Certainly something that we've observed over the past couple of years is that the appetite for focusing on what you're best at and finding solutions for everything else seems to be increasing.”Jarron: “There is significantly less attention being paid to meaningful connections. And that is the trend line across every single industry, every single objective, every single product.”Jarron: “What works is a combination of 1) You were put on my radar because, 2) Here is why I see a fit here, 3) And I've done some homework already to help you understand the connection.”Jarron: “We fundamentally believe that the challenge of traditional outbound can be offset through two categories; one is identification of intent, and the other is through more upstream education.”Jarron: “I can't speak more highly about the importance of making every connection internally or externally as human and personal as possible.”Learn more about Jarron in the link below: LinkedIn:Jarron: https://www.linkedin.com/in/jarronvosburg/JumpCrew: https://www.linkedin.com/company/jumpcrew/Website:Company: https://jumpcrew.com/Personal: jarronvosburg.comPortfolio: Vimeo videosConnect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast?  Book a Free Strategy Call HERE!