Sales Transformation

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTS00:51 Cold-calling is a party role for sales people01:27 'Warm up' before you do cold-calling 02:10 Always use good data and write a solid script02:55 Getting into the correct mindset is key 03:42 Review your calls, especially those that didn’t work outQUOTES01:27 Collin: "Using the phone alone will not work anymore. You want to use other channels to warm up the calls and have a reason for calling."01:43 Collin: "Ed and I have been doing live cold calls on LinkedIn and last week. We did a day's worth of prospecting in 60 minutes, thanks to our partner MonsterConnect and we had very good data provided to us by CloudLead. And what happened in that 60 minute dial session is we had over 25 conversations. We got a couple of referrals of who we should be talking to, ad we booked three meetings in 60 minutes."02:56 Collin: "Your mindset is huge as well. If you go into it with this mindset of 'Cold calling is dead', 'People don't pick up the phone', and 'This sucks' then, yeah, people aren't going to pick up the phone. It's gonna suck and you're not going to book any meetings."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!Claim Your Free 200 Leads here!HIGHLIGHTS01:15 Skipping college and outdialing everyone into a sales leadership role04:22 Prospecting for jobs like an SDR08:24 Reaching out, focusing on trigger events, and finding patterns 12:10 Transitioning from SDR to LDR to sales leader 14:29 Read and learn from resources and connect with Jed QUOTES04:43 Jed: "I would create pitch decks. It was two slides. The first slide is these are the three reasons why I think I'm a fit at your company based on your application. So I pull three things from the application and then just speak to some stories and personal attributes about myself that I think helped me align with that role."06:47 Jed: "I knew that the manager of the SDRs, he had just come in. He was brand new to the company and he was really big on call volume. He wanted everybody to increase their call volume, really go after it. So I knew what he wanted. So I was like, I'm just going to call more than your SDRs were full time as an LDR and you'll have no choice, but to promote me."09:58 Jed: "Mainly email and phone. A big part of the strategy and the cadence set up is that, anytime I make a phone call, I'm also doing two other touches at the exact same time."Learn more about Jed in the links below:LinkedIn - https://www.linkedin.com/in/outboundsales/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!Claim Your Free 200 Leads here!HIGHLIGHTS01:39 A difficult start in sales and learning from a sales leader03:47 Working with peers helped jumpstart a coaching career 06:45 Building confidence through time, practice, and leadership12:43 Deep practice: Micro and macro summaries and objection handling 19:11 Increasing receptivity and lowering resistance from prospects22:23 Put in the practice and be vulnerable 28:16 Connect with JordanaQUOTES03:53 Jordana: "When you don't have any real sales skills, you're going to be making a lot of mistakes. But the sales leader made it a really comfortable place to mess up and he'd offer feedback out loud to us in the sales pit after we got off our calls."13:01 Jordana: "Talented and successful athletes and musicians from these pockets all over the world have developed their skills, and it's usually not just through repetition, but through what they call a kind of deep practice or deeper deliberate practice."14:51 Jordana: "Conversations, it can be a really valuable thing periodically to play back what you are hearing from them, both to confirm understanding but also to give the person that you're speaking to the experience of feeling seen and heard and understood... it does wonders for lowering prospect resistance and increasing trust."Learn more about Jordana in the links below:Website (The Practice Lab) - https://www.thepracticelab.co/Website (Spriing Training) - https://www.spriingtraining.com/LinkedIn - https://www.linkedin.com/in/jordanazeldin/Email - thepracticelabsales@gmail.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. 

HIGHLIGHTS02:21 Todd's early career and experience 06:44 Behavioral Science in Sales: How does it apply?12:21 Transparency as a revolutionary sales tactic 18:13 Hot tip: Build a foundation of trust early on with your clients23:58 Always set a price in the beginning28:05 Connect with ToddQUOTES 09:07 Todd: "Why as human beings, do we want to go to the negative first? And why does that actually aid in our decision-making process? And it turns out all of that applies to human, to human or B2B — that our brains, we are wired subconsciously to know that perfection can't possibly be reality."16:10 Todd: "Disarm your competitors, win faster, lose faster and speed your sales cycles because you're helping the buyer predict a lot faster.19:24 Collin: "You need to know your strengths and your weaknesses as a company extremely well. And you need to know your competitors extremely well."24:19 Todd: "I believe that if we're talking about a six figure-solution to a four figure-buyer, one of us is in the wrong. And vice versa."26:44 Collin: "Your reputation as a seller matters. you want to make a good impression in all scenarios, regardless of the outcome."Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Todd in the links below:Book: https://www.transparencysale.com/the-bookWebsite: https://www.transparencysale.com/LinkedIn:  https://www.linkedin.com/in/toddcaponi/Podcast: https://podcasts.apple.com/us/podcast/the-sales-history-podcast/id1571354113Learn 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. 

HIGHLIGHTS01:04  Tip 1: Get in the right mindset01:50 Tip 2: Consistency is the key to success03:20 Tip 3: Practice to find your most effective prospecting strategyQUOTES01:23 “You need to block that time off because if you are shifting from one thing to another, and then it's just so easy to make up an excuse or have a good reason for the prospecting not to get done.”02:09 “Being consistent with your prospecting, having it on your calendar, whatever works for you. For me, I like to do it daily and I like to get it out of the way in the morning.”03:20 “You should be practicing this, get with other people, do some role playing. Test different things. Don't take the LinkedIn gurus or the sales influencers’ word that this is the only way to prospect.”Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Collin in the link below: LinkedIn -https://www.linkedin.com/in/collincmitchell/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. 

Brent Keltner, Ph.D. is the founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy.  He is also the author of the forthcoming book The Revenue Acceleration Playbook.  Winalytics helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer and customer-defined success.Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Brent in the links below:Website - https://winalytics.com/LinkedIn - https://www.linkedin.com/in/bkeltner/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. 

Brad Mulvey is a husband, dad, entrepreneur marketing consultant, podcast, host, and personal development junkie. As host of the World Class Dads podcast, he explores fatherhood with the world’s top performers to learn how they integrate being amazing dads with their pursuit of world-class achievement.He is the co-founder of GuestBoxLove, an innovative service that allows podcast hosts to automate sending thank you gifts to guests of their shows.Brad is also a VP of Customer Growth at Speedeon Data, where he works with some of the world's largest brands to execute data-driven marketing initiatives. Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Jonathan in the links below:Website - https://www.guestboxlove.com/                                 https://worldclassdads.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!Claim Your Free 200 Leads here!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. 

Jonathan is an introverted science nerd from Colorado who somehow wound up making his living as a sales practitioner. Throughout his career, he has regularly engaged in deliberate practice to improve his sales skills and become a top performer.  His passion recently led him to co-found The Practice Lab, a program for B2B sellers to come together and practice their craft in the same way that performers and athletes practice theirs.Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Jonathan in the links below:Website - https://www.thepracticelab.co/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 Vidyard Account & State of Virtual Selling Report here!Claim Your Free 200 Leads here!HIGHLIGHTS02:32 KD's sales journey and his realization that there is always a job in sales 06:50 Entering SaaS sales and cutting his teeth in Snacks as a Service11:50 Imitating the repeatable outbound processes from Aaron Ross16:30 A relationship versus a transaction: Sales is not a coin-operated machine25:10 Paying people before sales are made: A radical experiment that works32:23 Buyers don't trust commission breath, so change comp plans36:04 Connect with KDQUOTES05:25 "Chips on shoulders put chips in pockets, baby. Maybe you find people that got a chip on their shoulder, something to prove, they always will outperform people that don't."09:02 "When you think about building any high-performing org, you have to have the right people, you have to have the right process, and you have to have a phenomenal understanding of your prospect. No matter what you're selling, those three things matter."17:10 "Anything that requires money for something else to occur is not a relationship, that is a transaction. Period."20:48 "IIW. Is it working? If only 35% of people are hitting their goal in sales with a compensation structure that's supposedly designed to drive the behaviors to get to their goal, is it working?"25:54 "Comp plans from most companies are lazy management. They think the comp plan will drive the behavior. It won't and it doesn't and I've tested enough times now to see that it truly does not."Learn more about KD in the links below:LinkedIn - https://www.linkedin.com/in/kddorsey3/Podcast - https://podcasts.apple.com/us/podcast/live-better-sell-better/id1518419694Patreon - https://www.patreon.com/insidesalesexcellenceLearn 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.