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Sales Transformation

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Jan 3, 2022 • 38min

#222 S2 Episode 91 - From Being A Buyer To Teaching Sellers How To Use Video with Julie Hansen

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSTransitioning from media buying to sales The selling process should not be uncomfortable for the buyerSellers are a lot like actors Your physical state is crucial to how you present yourselfFocus on what you want to make the other person feelMaster the script and make it your own Tips for engaging people through virtual interactionEye contact and breaking the fourth wallTaking advantage of video in the time of virtual sellingDo more dialogues, not monologues Do not expect yourself to be brilliant at the spotQUOTESJulie: "I learned that there's a way to sell and be yourself and be effective and talk about product, overcome objections, and still maintain a relationship with the other person."Collin: "Actors deal with tons of rejection. It can be just soul-crushing. Not very prospect is good fit for you just like not every role is a good fit for you."  Julie: "There is so much more possible. We just really scratched the surface of what's possible to connect with people through video." Julie: What salespeople do is they'll say something and they feel like they're just talking to a black hole. It's like, nobody's there, nobody's listening. And so, what do we do, we rush in and we answer our own question. Or we get nervous and we cut something out and we jump ahead and we're just all flabbergasted. When in fact, that person is still there. Whether you can see them or not, that person is there. Imagining that they're actually listening attentively is a much better visualization for you because that brings out the best in you. Julie: We're doing way more monologues than dialogues on virtual and that really has to change. But what we need to understand is that's the mindset people come to the screen with. So you have to break that pattern. You have to very quickly introduce interaction, engage like, right away. Julie: "You will improve your engagement 90% if you look at the camera when you ask a question. I guarantee you."Learn more about Julie in the links below:LinkedIn - https://www.linkedin.com/in/juliehansensalestraining/Website - https://juliehansen.live/Book - https://juliehansen.live/look-me-in-the-eye/Email - julie@actingforsales.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.
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Dec 31, 2021 • 39min

#221 S2 Episode 90 - From SaaS Sales to Helping Team Close More Deals with Mickeli Bedore

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSCutting one's teeth as a door-to-door salesman in OhioDiversion as a musician and getting into credit card debtGetting back into sales at VerizonPeople generally buy from people that they already likeSales is about solving problems for your clientQUOTESMickeli: "I didn't know anything about technology, whatever I was selling, but I knew that they had a problem and I, and I knew, and I believe with all my heart, that this software would help with that problem because it's helped so many others just like them." Collin: I'd rather lose early and find out that okay, price, not in your budget, doesn't work, we're not on the same page. Totally fine. I got a hundred other people to go talk to, not a big deal. Learn more about Mickeli in the links below:LinkedIn - https://www.linkedin.com/in/mickelibedore/Website - https://mickelibedore.com/Email - mickeli@closersmedia.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. 
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Dec 29, 2021 • 40min

#220 S2 Episode 89 - From Working In The Kitchen To Changing The Sales Profession with James Buckley

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSMoving away from addiction and the kitchen to salesUse all the channels available to you as a salespersonSales is about providing value, not persuasion and trickeryFind the people who resonate with you and sell to themCustomer experience is just as important as the productIt takes more than just one conversation to close a saleSDRs need to be more proactive in handing off clients to AEsKnow your real worth as a front-line salespersonQUOTESJames: "Omnipresence will win the day in 2022."James: "These types of knowledge points to open with and build rapport with becomes something that are expected by the time you finally connect with someone because you're so active in their day to day routines. It's a given that they're gonna talk to you. It's a matter of what we're gonna say to each other now."James: "It's like this mentality that's developed in our system over the course of the last decade or so where we believe our job is to convince, persuade and trick people into buying from us. This is not the way in 2022. This is the way to get bad reviews. This is the way for people to tell 10,000 others in their network not to do business with you." James: "I think people will pay more for a better customer experience all day, everyday. Especially if you can articulate the value in an effective manner, it's really difficult to say no to you."Collin: "For me, the question is how are you going to, as a sales organization, start to focus on more quality over quantity, and not try to play the numbers game."James: "The science is very clear, we know, 16 to 20 touches is what it takes to generate a meaningful conversation with a cold prospect. So, most people giving up after six, you're not even halfway there." James: "Know your real worth as a front-line salesperson and don't tie it to a number. Tie it to the impact that you can have on others and their lives and their routines. Your true worth lies right there, if you just focus right there for a minute."Learn more about James in the links below:Instagram - https://www.instagram.com/saywhatsales/Website - https://joinjbsales.com/Linkedin - https://www.linkedin.com/in/jamessaywhatsalesbuckley/Email - james@jbarrows.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.
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Dec 27, 2021 • 31min

#219 S2 Episode 88 - Overcoming Personal Struggles to Helping Sellers become Uncrushed with Tim Clarke

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSEarly career in sales and marketingPressures of a new role plus dealing with the loss of a fatherWork and personal lives have become more intertwined Taking care of your mental health should be normalizedCreating an environment of vulnerability and courage Leaders need to step up in advocating for their employees' mental health Dealing with substance abuse and taking time off workQUOTESTim: “Drugs and alcohol they're just the surface level things. My core issue is that I didn't know how to handle my emotions or process them healthily.”Tim: “Addiction doesn't discriminate. It can just come up in many forms whether it's pills, or dugs, or alcohol, sex, love, social media, work, I believe that everyone has some form of hook or addiction challenge.”Collin: “It's so common that in a sales organization, it's like, leave your personal stuff at home. When you're here, you need to focus, you need to hit your activities, you need to build your pipeline, you need to hit your quota.”Tim: “It's one thing for two people in the US to speak openly about mental health. But when you start looking at cultures in Asia and India, it's like we don't speak about this.”Tim: “It's never been about me or whoever's representing Uncrushed. We share our stories to create a space of vulnerability. Really when we create the events it's about holding space for other employees to share their stories. And it just normalizes it.”Tim: “The whole point of Uncrushed is not from the point of view of someone who's already asked for help. It's before that. The whole point that we're trying to do is hopefully you'll connect with the story. You'll hear not only what they struggled but what they did to navigate those challenges and find the light.”Learn more about Tim in the links below:Website: https://www.uncrushed.org/LinkedIn: https://www.linkedin.com/in/timclarke/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.
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Dec 24, 2021 • 55min

#218 S2 Episode 87 - Sell Without Selling Out with Andy Paul

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSA different brand of salesman Always put the needs of the buyer first, even in hiring salespersonPeople generally don't like to be persuadedModern selling should be about working with buyers Changing the perspective of what it means to be in salesDon't chase numbers at the expense of customer relationshipsCreating a consistently good buyer's experience will payoff in the end Don't work for sales, make sales work for you Look for managers that are as invested in your success as you areKnowing vs Understanding the buyerQUOTESAndy: “I ask sales managers all the time. I see your job posting and I'm dealing with the client or something and I say, okay, here's this job posting that you got listed for a salesperson. So these attributes that you have listed, how do they help the buyer?”Andy: “It's kind of a lunacy that we continue to have sales leadership that puts together job postings that emphasize these qualities, because in many respects, what they emphasize are behaviors that buyers resist and reject.”Andy: “We spend billions of dollars a year in the US alone, training salespeople in behaviors that the buyers universally resist. That sounds like a good idea, doesn't it?”  Andy: “This is the problem, right, is we've had this sort of revolution in the last 10 to 15 years with incredible technology coming to the sales space, the marketing space, and people think that the usage of that technology constitutes modern selling. And it doesn't because when you're automating antiquated, obsolete behaviors, it's not modern. It's still the same old crap. You're just doing more of it, you're amplifying it.”Andy: “Sales is not something you do to somebody. It's something you do with somebody.”Collin: “It's so common, you know because of this end of month, end of quarter, end of year, the vast majority of people in sales are stressed out, working long hours, trying to do exactly what you did. You know, going back and forth, forcing these orders to hit numbers so sales bosses can get their bonuses.”Andy: “There's no shortage of studies that have been done about how people are more productive, more creative when they have more control of the choices they make.” Learn more about Andy in the links below:Email: andy@andypaul.comLinkedIn: https://www.linkedin.com/in/realandypaul/Website: https://www.andypaul.com/Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197Learn 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. 
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Dec 22, 2021 • 24min

#217 S2 Episode 86 - Helping B2B Tech Companies Scale Better, Smarter & Faster with Matt Green

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSA life earned in salesLife in a boiler room-type sales environmentsLearning to put the client's interests firstScaling as a service with Sales AssemblyQUOTESMatt: "If I'm on a call with a prospect, I'm gonna be brutally honest as to whether or not I think, what I'm offering, you know today's Sales Assembly for example, is going to be a good fit for them or not. If it's not, not only am I going to tell them so, but I'm gonna go the step of actually recommending, well here's some other avenues, some other outlets, some other providers that are gonna make much better sense for you than what we have to offer at this time."Collin: "I'm not really sure why a lot of sellers are so scared to be just brutally honest and authentic with prospects from the very beginning. I think It's kinda fear-based, right? They're scared they're gonna scare the prospect off or whatever the case is, but it actually strengthens relationships, it builds a level of trust and rapport when you tell them not what maybe you think they want to hear."Matt: "It's easy to justify bending the truth, shading around the edges a little bit in order tog et that done. I just think when you start going down that path, it's easy to take it one degree further the next time until you do eventually reach the point where you're just not being honest in any way shape or form with the people that you're talking to."Matt:  "Providing a platform to all these companies to take advantage of all these tools, resources, programs and expertise that would help them scale in a much more efficient and effective manner, that's the thesis on which Sales Assembly has been built on."  Learn more about Matt in the links below:Website: https://www.salesassembly.com/Linkedin: https://www.linkedin.com/in/matthewcorneliusgreen/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.
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Dec 21, 2021 • 9min

#216 S2 Episode 85 - Put People Over Profit & Sell More

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTS01:44 Building high quality relationships through LinkedIn04:21 Sending video messages to book more meetings05:28 Understand what relationships would be valuable to them06:57 How to nurture your best connectionsQUOTES04:21 "When you send these videos, you want to keep them 30 seconds or less. And you want to invite them to connect for a call and let them know how you can maybe add value."05:12 "Make the conversation about them. Make sure that you're listening more than you're speaking, asking good questions, following up on things, and digging a little deeper."07:09 "Building a network takes a lot of time and a lot of effort, so I really recommend dedicating a certain amount of time each week that you're going to commit to building new relationships and investing in the ones that you've built."Learn more about Collin in the link below:LinkedIn (Collin) - https://www.linkedin.com/in/collin-saleshustle/If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.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.
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Dec 20, 2021 • 27min

#215 S2 Episode 84 - From Selling Office Equipment to Helping Sellers Go From Good to Elite with Alex Allyeyne

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSSales is a meritocracyCold-calling is still the best way to build a pipelineYou're never above picking up the phoneAlways be willing to put in the workShifting perspectives on the meaning of successQUOTESAlex: "Everything is earned, not given in sales. There's this mantra that there's sometimes territory, timing and luck. But the reality is, you know, nothing is really just given in this game. You've got to go out there, earn your stripes, show up on the field every day."Collin: "You know, now we've got lots of fancy tools and unique ways to reach prospects and make the job a little bit easier. But there's still some things that are essential that will never change. You got to put in the work, you got to earn your stripes and consistency is key to success in any sales role.Alex: "I think the moment that anyone feels that beyond anything, is the moment, in my view, your career is in trouble."Alex: "When you are performance driven, you're going out there showing up, showing the right behaviors and delivering, you put yourself in a position where the spotlight's on you. You're going to get more recognition and get the rewards out the other end."Collin: "I used to kind of chase the money. That was like the most important thing to me. Now I have three kids, a fourth on the way, like I'm trying to figure out how I can get to a place where I'm comfortable, where I don't have to work on Fridays. You know, that's success. Like that's what I'm chasing right now."Learn more about Alex in the links below:Website: https://www.alexalleyne.com/Email: alex.alleyne@lacework.netLinkedin: https://www.linkedin.com/in/alexalleyne/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.
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Dec 17, 2021 • 28min

#214 S2 Episode 83 - From Running Call Centers To Helping Reps Be 8-10X More Productive with Brad Seaman

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSLearning the ropes: growing up in an entrepreneurial familyNecessity is the mother of inventionSolving the peanut butter staffing issue with MonsterConnectThe prospecting game has changedCold-calling is not dead!Be clear in saying who you are and why you're callingQUOTESCollin: “There's all these people saying, 'cold calling is dead', 'you shouldn't be cold calling'. And it's still the best way to build pipeline. You're just not doing it right in a lot of cases. “Brad: “When you think of prospecting, I think about a gold miner. Their whole focus is to just identify initial specks of gold. That's their job. That's the same thing as a prospector. They're trying to identify initial points of interest. They're not trying to sell.” Brad:   “When people pick up the phone, there’s only two things running in their mind: ‘Who the heck are you’ and ‘Why the heck are you calling.’  Now, people pick up the phone because they want something to be excited on the other line.” Brad:“When I see the 'Not Interested' usually people try to double down and pitch -- it's usually because they're not the right person. It's not that they're not interested because you sucked, they're not interested because that's not what they're involved in.”Learn more about Brad in the links below:LinkedIn - https://www.linkedin.com/in/brad-seaman-3ab4a049/Website - https://monsterconnect.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.
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Dec 15, 2021 • 27min

#213 S2 Episode 82 - Surviving Trauma To Helping Others Understand Their Self-Worth with Michael Unbroken

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTS1:37: Overcoming childhood abuse by working on oneself4:53: No excuses, just results 7:36: Take charge of your life and make decisions to get the life you want11:16: Chase fulfillment and impact, not just wealth16:47: What are you selling? Would you still sell it if you didn't get paid?QUOTES1:35: Life is whatever you choose it to be, and until you know your worth, you will never get it. 2:36: "He tells me the most important thing I've ever heard in my life. He goes, 'I didn't fail you, you failed yourself. You need to understand something: if you want something, you need to earn it. You cannot get by on charm and your good looks.'"8:48: “If somebody has done the thing you're trying to do --- if you model what they have done, you can do it too. That's all I did.”12:00 - “If you want success in life, you can be financially well-of. You can have wealth. But fulfillment is worth its weight in gold.  The idea that you get up, every single day and you're living life on your terms? No amount of money will ever replace the feeling of that kind of satisfaction.” 12:50 - “People be like, be an entrepreneur, be a hustler. Like that's all fine and good, but are you happy? Are you satisfied? Are you putting something into the world of value? Are you changing the world? Are you creating impact? Or are you destroying everything around you?”21:38: “My goal is to end generational trauma in my lifetime.” 21:51: “Stop selling yourself short. You can do so much more than you believe you're capable of but you're scared to take the chance. You're scared to face your fear. You're scared of the risk.” Learn more about Michael in the links below:LinkedIn - https://www.linkedin.com/in/traumasurvivormentorandcoach/Podcast - https://podcasts.apple.com/us/podcast/think-unbroken-with-michael-unbroken-cptsd-trauma/id1477432473Learn 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.

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