Sales Transformation

Sales Transformation excitedly brings you Justin Jones, co-founder of Somersault Innovation. Together with Ashley Welch, who was also a guest of the show, they help companies close transformational deals with the customer-centric approach and the methods of design thinking. Justin will be sharing his professional journey and his side of the story on how design thinking works. 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!HIGHLIGHTSJustin’s career before Somersault InnovationThe Somersault OriginsWhat the heck is Design Thinking?How Design Thinking benefits salesQUOTESJustin: “I think what's so great about design for me personally, and then maybe for a seller, is that it is so human centered. Like it's problem solving for human beings, it sort of honors humanity and all of us.”Justin: “What's so cool about design is it helps us in a really realistic and practical way, stay fresh and frosty, and diverge more, and like really get deep and wide in the organization and have fun doing that.”Collin: “The biggest thing is like really just reviewing all the time, because even if you're at the top of your game, like you're still gonna miss things sometimes and you won't know that unless you're really just reviewing.”Justin: “I think, you know, what we're looking for, which I think is what every seller is looking for with their customer is energy.”Learn more about Somersault Innovation in the link below: LinkedIn: https://www.linkedin.com/company/somersaultinnovation/Website: https://www.somersaultinnovation.com/Learn more about Design Thinking by grabbing a copy of Justin and Ashley’s book: Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue at Amazon now!Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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!HIGHLIGHTSGetting to know your candidateChecking if your candidate is aligned with your core valuesChecking for your candidate’s authenticityUnderstanding body gesturesFlipping it over, let them ask questionsLead generation for hiringQUOTESCollin: “Something that I found really helpful in the initial steps of the sales process is starting with a couple things. Step one, starting with just a 30 minute call, okay. And in this 30 minute call, you can let the candidate know that you're going to ask him a bunch of questions.”Collin: “One of my favorite questions, just to see how people answer this question is, what is the biggest personal challenge that you've overcome?”Collin: “Flip it over to them, allow them to ask questions. You want to see one? Do they have any questions? Because if they don't have any questions, then they're not that curious.”Evolve yourself into a great sales leader by grabbing a copy of Nigel Green’s book:Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year  on Amazon right now! Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

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!HIGHLIGHTSRylee’s Professional JourneyPassion vs. Hard WorkRylee’s Sales SystemRylee’s Passion for CoachingQUOTESRylee: “I realized that, you know, my income was capped still in the sales world, yes, I sold higher ticket products and looked for things that I could earn more per transaction. But I was still somewhat capped by just the amount of time in the day.”Rylee: “The things that most people are passionate about don't make any money, like one of my business partners, his wife's passion is, is to rock babies, like, cool, you aren't gonna make any money doing that.”Rylee: “My real passion is coaching, and you mentioned I hosted the king's Council podcast. Coaching is somewhat of a new world for me over the last year and a half or so because I've you know, I have employees, I've sales guys all over the country, which is great.”Rylee: “My real goal with coaching and what my passion is, is yes, I could still teach you how to make a lot of money using our systems. But I'm really only interested in doing that if we've got your other areas of your life dialed in as well.”Learn more about Rylee in the link below: LinkedIn: linkedin.com/in/rylee-meek-1556a919Websites:RyleeMeek.com  (Personal Website)SocialDynamicSelling.com  (Company Website)KingsCouncilCoaching.com  (Company Website)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

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!HIGHLIGHTSCollin’s personal experienceClosing vs. Pipeline ProblemFocusing on on what you can controlLetting go of what is out of your controlQUOTESCollin: “What I want to get into today is whether you hit your quota or not, it's important to remember that you are not your number.”Collin: “Even if you do everything right. You gotta let go, and you gotta focus on the things that you can control.”Collin: “Just remember that even if you do everything right, you can still lose in sales. The most elite sellers lose more than they win, whether they want to admit it or not, or whether they're posting about it on social media or not. That is the absolute truth.”Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

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!HIGHLIGHTSJeff’s Sales StoryExperiencing the pains of working in salesDiscovering the importance of mental resilienceMisconception of mental health as mental illnessHow sales leaders deal with their mental healthQUOTESJeff: “I started to realize that anxiety and sales are not optional. It's really part of everyday life, and when teams start to become anxious, depressed and burnt out, their performance really starts to suffer.”Jeff: “Salespeople are corporate athletes and need to help them provide them with tools to help them navigate these unique stresses in sales in a mentally healthy way.”Jeff: “I always say sort of the mental health strategy that too many sales organizations implement is Having a really fun drinking culture as a way to kind of blow off steam. But that really just perpetuates the ability to take care of yourself and lean into what these emotions are trying to tell you and sort through them in a healthy way.”Jeff: “Many people are still defining mental health using a definition closer to mental illness, where mental health is, in fact, the spectrum of well being that we fluctuate along, based on what's happening in our internal environment, like our thoughts, feelings, and emotions, as well as our external environment.”Jeff: “No one's immune to it, and leaders kind of overcome that vulnerability, vulnerability paradox, they absolutely need to share first to create that safe space and it doesn't happen in one massive swing, like leading a wellness initiative or bringing me in to kind of leave a little one hour session with your team.”Learn more about Jeff in the link below: LinkedIn: linkedin.com/in/jeffriseleyWebsites:sales-health-alliance.teachable.com/  (Company Website)saleshealthalliance.com/  (Company Website)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

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!HIGHLIGHTSDonald’s Sales StoryThe transition to podcastingThe Birth of The Sales EvangelistIns and Outs of Effective SellingDonald Kelly’s “Sell It Like A Mango”QUOTESDonald: “The issue that many of those people are facing right now is swimming upstream going for larger accounts. A lot of people who started off with us have grown and got into different positions or got into different roles, and now they're enterprise sellers.”Donald: “I think sometimes people just want to put everything in sales, loft or outreach, and just like, you know, just put the same thing over and over, you tweak your message according to the role. But you gotta make sure you do stuff.”Collin: “You have to be personalized, like you have to be creative. You have to stand out in a big way.”Donald: “Sellers like you need to keep showing up. What are you gonna do to make sure you're following up, and you're doing, you're being present and, staying with the right mindset so you can be successful. So many principles from people selling mangoes on the street to somebody selling complex software to an enterprise organization.”Learn more about Donald in the link below: LinkedIn: https://www.linkedin.com/in/donaldckelly/Twitter: DonaldCKellyWebsites:thesalesevangelist.com  (Personal Website)donaldckelly.com  (Personal Website)Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSThe Power of StorytellingThe Do’s and Don’ts of StorytellingPractice Makes PerfectQUOTESCollin: “The power of storytelling is extremely powerful. And if you can learn how to use storytelling in your sales process with your prospects, it can do some pretty incredible things for you.”Collin: “People enjoy stories, right, or they wouldn't watch TV, they wouldn't go to movies. Stories are entertaining, it helps them connect with what you're saying, at a deeper level, it helps them actually remember what you're saying.Collin: “Make sure you make the customer or the prospect in there the hero, don't make yourself or your product the hero, because they're less likely to actually believe your story in that case.”Collin: “Make sure that you don't lose them. Okay, that's a really, really, really important piece and personalize it as much as you possibly can. Okay, in practice it so you definitely want to practice your story.”Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSHumble beginnings in door-to-door salesThe journey to SAS SalesHow Jamal started selling mega dealsJamal moves again from working to entrepreneurshipJamal’s book: Mega Deal SecretsUtilizing executives and the right people for mega dealsQUOTESJamal: “I sucked my first year, I worked 80 hours a week for 13 weeks, and I came home with 2200 bucks. Well, I was so scared of the experience, I was so beaten up by the rejection, that I actually had an interesting response, I said ‘ ‘I just can't let something that I'm that scared of, to exist’ ’. So I gotta go back. And I kind of do it again. And so I'm not that scared. And so I did.”Jamal: “I got into a rut where I got fired twice in a row for underperforming. I just couldn't get my arms around how to sell what I was selling.”Jamal: “A high quality, buying and selling process can lead to the establishment of a relationship and a model that almost has its own moat around it. That would be tough as nails for a competitor to come in and try to eat down. “Jamal: “I want to stay with the executives. It's more fun, it's simpler, you get more done in like a fraction of the time. And that was kind of the permanent change in my mindset. I'm like, I want to go to the top, because that's where stuff gets done.”Learn more about Jamal in the link below: LinkedIn: linkedin.com/in/jamal-reimerTwitter: Jamal_ReimerWebsites:saama.com  (Company Website)megadealsecrets.com  (Company Website)megadealsecretsbook.com  (Personal Website)Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSAlways be prospecting!The attitude of people towards prospectingHow to ensure you have time for prospectingQUOTESCollin: “The first thing that you need to do to even be able to open and line up pre-discovery or discovery calls or whatever your sales process looks like, is you need to be prospecting.”Collin: “Let's face it, most people hate prospecting. One of the biggest challenges for a lot of sellers is consistently prospecting.”Collin: “It's the first thing that you will make excuses not to do, forget to do, or even intentionally not do, you should be prospecting if your funnel is full. You should be prospecting if your funnel is not full, obviously.”Collin: “You got to do the work today so that you can close deals in the future. So just because your pipeline is looking good now doesn't mean it's time to stop prospecting.”Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSStarting up in the recessionLearning business modelsDeveloping and Self-testing TykrEvolution of Tykr in the marketFinding the right channel partnersQUOTESSean: “We're essentially a stock screener, an educational platform. So if you're new to investing or you want to manage your own investments, we tell people Tykr is the best place to start.”Sean: “Anybody who wants to get started managing their own investments, your goal right away should not be making money. Yes, that's what you want to build, your wealth, and of course have financial independence earlier if you so desire, but your first objective should be increasing confidence. So start small with like 100 to 1000 bucks.”Sean: “With Tykr, the more confidence you can give people the better. So we try to provide more data in the tool, but it has to be meaningful data.”Learn more about Sean in the link below: LinkedIn - linkedin.com/in/seantepperWebsites - tykr.comLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.