Sales Transformation

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!HIGHLIGHTSSellers need to be marketers as wellCreate additional content from recorded podcastsGuest on podcasts regularlyStart your own podcastQUOTESCollin: "Sellers essentially have to be marketers to a certain extent. You hear people talking about investing in your personal brand. A lot of the most successful sellers understand this and they know that creating original content and being a creator on whatever platforms that their customers are hanging out on is essential to success in sales today."Collin: "If you guest on podcasts regularly, all you gotta do is show up, give a good message, and typically, that podcast is going to give you content to share. You can even request the raw files to create additional content, whether it's text or video, or you could chop it up."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!HIGHLIGHTSEmbrace the learningBe strategic and intentionalFailing is all part of itSellers struggle because they tie their self-worth to their numbersReflect and remove the biasSeek to get better, not be scared to failHave self-awareness and willingness to be reflective.Educate not convinceQUOTESKaren: “I left no rock unturned and I made it impossible for them to say no to me and that desire to always push myself never left me that’s why I had a great career.”Collin: " I think the biggest thing and such an important skill if you wanna be an elite seller is not being afraid to fail because if you’re scared to fail, you don’t get your bat or you never take your shot, and if people can get over that and test and experiment and push themselves farther than they thought possible, which can lead to very successful results in whatever it is your doing in your role.”Karen: "If you’re not willing to fail then you can cross off your willingness to succeed because it’s all part of it. " Karen: "You gotta build it from the ground up based on how your buyers are buying. You can’t just retrofit it. You got to start from the ground up with your buyers in mind." Collin: "Mapping out the buyer's journeys and building the sales process around that. So many sales organizations get stuck around trying to make the buyer's journey mapped to their sales process."Karen: It’s common upon us, sales professionals,  to take our future in our hands. For whatever reason your company is not supporting you and not giving you your sales force navigator, take the $300 a month and invest in yourself. Don’t be afraid to spend on that. You’re developing you as a person. The stronger you are as a person, that’s gonna spill over your professional world.Karen: “I think a lot of people start at the behavioral level. Back it up and start with a belief. The behavioral level is going to be short-lived because willpower will only take you so far. Really look inward and ask if there is a bit of self-sabotage going on? Do I believe in myself and my abilities? That belief will influence the behavior and that will drive the results.”Karen: “Believe in yourself, and if you don’t, lean into why, what’s holding you back. Whether you can get that awareness of yourself, or you can talk to a friend or a mentor. A lot of the behavior stops because the belief is missing.”Learn more about Karen in the links below:Linkedin - https://www.linkedin.com/in/karen-kelly-sales-trainer-/Website - https://www.k2perform.com/Podcast - https://pod.link/1549646427Learn 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!HIGHLIGHTSIf you can sell intangibles, you can sell anything All sellers need to learn how to deal with failureEmbrace the mindset that works best for you People buy for their own reason and their own timeline, not yours Always ask for feedback from the sales deals that failedUnderstand your personality type to do sell betterSales and marketing jobs are not meant to be handled by one personCustomer profiles should go beyond the demographicsQUOTESJonathan: "Selling consulting services was pretty much selling intangibles. I think if you can sell yourself and sell intangibles, you can probably sell anything."Jonathan: "Failure is just feedback. If you personalize it, then it's not gonna go well. You need to sort of depersonalize it. You need to make yourself a little bit more immune or numb to that rejection." Collin: "A common thread with salespeople who do or don't make it, or entrepreneurs that tend to fail is that they take it just too darn personal. And it actually has nothing to do with them. Sometimes people don't buy just because it's actually just not a good fit. It has absolutely nothing to do with you." Jonathan: "Some people are real natural or their great business developers, but they stink at account management. And so if you're getting a side hustle or applying for a sales job, understand your personality type. And which one are you? Are you the hunter or are you the farmer who tills the soil of your existing crops?" Jonathan: "Entrepreneurs need to have a vision about how to build and scale, and that requires leveraging other people. So I help coach them on how to become a more effective leader in that situation. Because leadership is about creating followership, it's about getting results done through other people."Learn more about Jonathan in the links below:LinkedIn - https://www.linkedin.com/in/thegoldhillgroup/Website - https://www.thegoldhillgroup.com/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!HIGHLIGHTSThe NOs will always outnumber the YESsDon't take rejections personallyThe best sellers always bounce backQUOTESCollin: "Don't tie your self worth to why somebody said no and rejected you."Collin: "Remember, even if you do absolutely everything right, you still might get a no."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!HIGHLIGHTSPersonal relevance is the key to better sales results The knowledge gained in personal conversations can be applied to scaleBe more relevant and provide value firstLinkedIn is the best place to do ABM strategy-based sales Increasing your reach is just one of the things you need to do Marketing should stop hyper focusing on the pipelineSales teams can tell a story tooSpend some time figuring out who not to work withQUOTESKristina: "When you go to maybe 95% of sales people's profiles, it talks about the president's club, the quota, you know, the sales that they've achieved. But I get it, I understand. But if I'm a prospect and I see that, I'm not gonna want to connect with you because I'm gonna be like, oh no, they're gonna hit me within two seconds of connecting with ‘let's get me on a  demo, let's get me on a sales call.’"Kristina: "Going for reach is what sales and marketing love to do. And I think that can kinda shoot you in the foot because obviously it needs to be done. But if that's all you're doing and you're not focusing on that interaction that you're having or the experience you're delivering with your prospect audience or even like your network, I think you're leaving money on the table especially for your tier-ones."Kristina: As a seller, you need to ask marketing for content that is relevant  to these target accounts, not content that is brand awareness, or speaking at accounts -- actual content that is making these connection with those target accounts ."Kristina: "Content for marketing needs to be for specific selling conversations. Like what do we need to talk about with this particular account or this groups of accounts. What are those internal conversations that are being had without us that we can fuel whether it's with content or with other pieces of information?" Kristina: "When we do a win-loss analysis in working with clients we find that most of the time where they are losing, most of the deals are because those internal conversations are not going in their favor. Their champion or their mobilizer isn't able to get that internal consensus and it's because there wasn't that content to make that happen."Kristina: That's what I mean when sales and marketing need to actually work together instead of marketing just focusing on just pipeline and what are we gonna do to fill that pipeline. Because if it trickles down into nothing at the end, then you can fill it as much as you want, and what's the point?" Collin: "So many times, revenue teams can get so focused on who their target is, who their perfect ICP is, who their customer profile is, like who should we be working with, that they don't spend enough time identifying who should we not be working with. What red flags, what priorities, what things do we know or have we learned through our experience that we know this is gonna lengthen the sales cycle significantly?" Learn more about Kristina in the links below:Linkedin: https://www.linkedin.com/in/kristinajaramillo/Website: https://www.personalabm.com/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!HIGHLIGHTSThere isn't just one way to do things Use the scripts, but make them your ownYour sales activities should feel authentic to youQUOTESCollin: "Be yourself. Your prospects or customers are human, just like you."Collin: "If you're just getting started in sales, use the scripts. Use what other people have used before you. You don't need to recreate the wheel. But you do need to find a way to have your own creativity and your autonomy to do these sales activities in the way that feels best for you."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!HIGHLIGHTSFrom macrame bracelets to financial literacy for kids and moms A good reach out entails a deep understanding of the communityThe problem with aggressive use of dashboardsHyper reliance on activity metrics can be detrimentalSales leaders need to look beyond the top line revenueRemember Pareto's Principle Podcasting as a critical skill for sellers Sales is always changingWait for your results and don't quit too earlyQUOTESAmy: "Aggressive use of dashboards, I think the first and biggest one is not focusing on effectiveness and a hyper reliance on activity metrics as opposed to effectiveness is a massive mistake. I think that we do not do a good enough job as a profession differentiating between those that are applying effort to change and grow and develop and maybe not getting the results, versus those that are applying no effort at all."Amy: "You are going to get 80% of your results from 20% of your activities. Your job, especially at the beginning, is to identify what those 20% of your activities are so that you can both do more of them and stop doing the things that are not working."Amy: "There's a million reasons why we're burning through sellers mental health-wise. But focusing on activity for activity's sake, without the connection between the results and not teaching people how to make these decisions for themselves, this is a big part of that problem." Collin: "There's a lot of waste. We're coaching on the wrong things. Because a lot of the coaching is around how to focus, how to do more of the activities that are not the majority of the results. You got to know what are those things that are gonna get the majority of the results and coach around them."Amy: "We've done ourselves a tremendous disservice with these turnkey dashboards. When we're just able to just turnkey buy a dashboard and integrate it into Salesforce, we've lost the principles of these numbers."Amy: "Sales is always changing. The way that buyers are buying is always changing. Are you?"Amy: "Everything works and nothing works. You just have to do it long enough in order to give your results enough time to come in. So don't quit too early. And that goes for podcasting too."Learn more about Amy in the links below:Podcast: https://www.revenuereal.com/Linkedin: https://www.linkedin.com/in/amyhrehovcik/Website: http://salescast.community/Email - amy@revenuereal.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.

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!HIGHLIGHTSFrom Cutco Cutlery to woking with tech startupsBuilding a team for post-sales at ZocDocGrowing teams at scale and integrating existing systems Your people impact everything Everything boils down to having the right team People's success = Customer's Success = Company's SuccessIntense pressure from investors can lead to poor decision makingAlways talk to your team and get a pulse Leading with vulnerability can be powerful Create a balance between sales, marketing, and customer successQUOTESMegan: "I love building from scratch but there are tons of challenges. Recruiting is really hard. Also, when you are starting from nothing, you really have to be thoughtful about how you can't do all the things at once. And so it's really thinking of what are the key foundational elements when you're building a team from scratch to get in place in the beginning and what you have to do as you scale."Megan: "You don't always exactly know what needs to happen. But someone has to be the one that like, throws paint on the canvas right? Do something, learn, and then change and evolve."Megan: "I ran into mistakes because it was like you can't just rip one playbook from one company and just paste it into another and so, that was an important lesson of, yeah there are fundamental things that are consistent but every context is different. After that experience, I was much more thoughtful about understanding the context and the customer and then taking the right things from my past experience while integrating the realities of my new context.”Megan: "If you empower your people, bring the right people in the organization, if you have a compelling vision and mission that they all want to get behind, if you create trust and psychological safety so people feel comfortable taking risks and trying new things and pushing the boundaries, if you give people feedback and recognition, opportunities for achievement and growth -- these are all the necessary ingredients that if you can create those conditions and get the right people doing the right things, that as a leader is what I focus on the most."Megan: "Unfortunately, I've been a part of a lot of companies where they make decisions with shareholders in mind, or what's in the best interest of the company. I'm like, I want to flip that paradigm and say like, actually if you make decisions that are in the best interests of your people, you're gonna achieve the company outcomes that you wanna have."Megan: "Really rearticulating the purpose of the salesperson: it's not to talk to as many people as possible and convince them to buy. It's to talk to highly-qualified buyers as a subject-matter expert and have a much more mutually-beneficial conversation around fit and whether the partnership makes sense."Learn more about Megan in the links below:Linkedin: https://www.linkedin.com/in/meganwhitebowen/Website: https://www.refinelabs.com/Podcast: https://www.refinelabs.com/podcastEmail: megan@refinelabs.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.

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!HIGHLIGHTSBeing proactive and getting in UCLA as a jumperEmbrace vulnerability and know that you have the skills to succeedAsking for the sales opportunity and getting itSales is just about talking to peopleQUOTESSteve:  "I realized there's no shame in being vulnerable and asking people for what you want. There's no shame in being told 'no' because I'm more afraid of having to walk around with that voice in my head telling me what I should have done."Steve:  "Learning how your own mentality works... and figuring out ways around that and using it as a resource kind of comes from having the gratitude of being thankful for all your limitations or failures or challenges... knowing that on the other side of that is something nobody can take away from you, which is you got all the skills to be able to get over that fear."Learn more about Steve in the links below:LinkedIn: https://www.linkedin.com/in/thinqinsurance/Email: steve@thinqinsurance.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.

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!HIGHLIGHTSObjection handling: A critical skill in sales and leveling up careersGrowing into an entrepreneur and embracing marketingSeek additional help from knowledgeable sourcesCareer next step: Get clarity, make friends, and be proactive   QUOTESZoë: "Learning how to really listen, how to read people, how to have a conversation and not just talk at people was really important for me to figure out."Zoë: "Six months before you even want to make a move, I met with the VP of marketing and said hey, this is where I want to go. What do I need to do to be the obvious choice six months from now for a role like this?"Zoë: "When you're proactive about where you want to go and you're actively trying to upskill and you're actively trying to do the job in the role that you want to have, you get a lot more success a lot faster."Learn more about Zoë in the links below:Linkedin: https://www.linkedin.com/in/zoehart/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.