Sales Transformation

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! HIGHLIGHTS01:04 Focus on conversations: Earn the right to pitch your product or service 02:34 LinkedIn DMs and emails: How to take the conversation off the platform03:49 Cold calls: Realize that you're interrupting their day, so get permission QUOTES01:42 "Focus on building relationships and having conversations. You want to target the right people and have high quality conversations with those people. Be genuinely curious learning about them, what problems they have, what things you might be able to solve, creating some value, offering some value."02:37 "When you send a LinkedIn DM, the goal is to build a relationship and take the conversation off of the platform. So sending your pitch as part of the DM ruins any chance of that ever happening."03:51 "When you cold call to people, you're interrupting their day. Get permission to speak with the opener. Tell them why you're reaching out to pique their interest to want to have a further conversation and continue to talk."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. 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! HIGHLIGHTS01:35 Working as a busboy and entering sales by selling knives05:25 Initially sucking at sales and how Ryan reached President's Club11:01 Applying the Perfect Customer Profile: Going from 0 to 30M with just 4 reps18:09 2x your revenue: 2x your deal size or halve the time it takes to close a deal20:50 Update quarterly your Dream 100 and have a balanced portfolio23:09 Referral operating system: Increase deal size in half the time26:18 Four-step framework: Pathways, Peaks, Process and Persuasion33:51 Connect with Ryan QUOTES10:36 "Information is aggressively accelerating that things change so fast that, what you take is something that's just like brushing your teeth or putting on deodorant, is life-changing to someone else who specialized in a different area."13:36 "If you are listening and you are serious about doubling the deal size for your business, you want to write this down now. Okay, so it's called the Perfect Customer Profile...  it's like if your ICP had a baby with Pareto's principle, the 80-20 rule where 20% of what you do creates 80% of your results."15:27 "You look at the five biggest clients that you've closed, the five fastest clients that you've closed, and the five biggest losses that you've had. And then, what you do is you look at it and you look at the ownership structure across those, the functional areas, the biggest result that you created for them." 24:38 "Create a referral operating system. And that referral is beautiful because it helps you close deals in half the amount of time. And the deal size is, once again, it's 125, 150%, and that's just by leveraging all the investments you've already made and then systemizing it so you continually get warm leads."29:14 "90% of what we do as adults, I think it's once you get past the age of 30, is hardwired and based in our subconscious. So it's tapping into that subconscious and aligning that the right way and saying the right thing at the right time."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.  Learn more about Ryan in the links below:LinkedIn - https://www.linkedin.com/in/ryan-staley/Website - www.ryanstaley.ioPodcast (Spotify) - https://open.spotify.com/show/39FMS44jbijarB1VR55klaLearn 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!HIGHLIGHTS00:18 Prioritize your efforts in prospecting02:00 Key aspects that salespeople struggle with03:17 Put some manual tasks on top of the automated process04:26 Follow your own version of a script  QUOTES 00:23 "Prioritize your prospecting efforts. And what I mean by that is you wanna prioritize your prospecting with let's say your warmer prospects. These could be inbound leads, connected from Linkedin, these could be leads that opened your email multiple times. I would highly suggest that you prioritize those."02:05 "You really wanna go into it with a mindset of really trying to add value. Have a good solid value proposition where you're trading something that's of value for their time so they're equally excited to have the conversation, to want to move forward."03:51 "Something that shows that you really care and you do wanna help them, and it also positions you as an expert as the person to help them with that particular thing. So find a way that you can layer in some tasks into your sequences that are manual."04:40 "Have a good solid talk track so that when they do pick up the phone, you know exactly what you're gonna say, how you're gonna say it, and how you're going to move that conversation forward. So be prepared when you are hammering the phone."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. 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!HIGHLIGHTS00:12 Monster Connect, a parallel dialer that gives you more conversations00:26 Live cold calls event every Wednesday from 10 AM - 11 AM PST01:39 First episode of live calling starting next Wednesday, November 17QUOTES00:08 "We are super pumped that we are partnering with Monster Connect. Monster Connect is a parallel dialer that allows your outbound team to have more conversations than they're ever used to having."00:53 "If you have a role that requires you to make cold calls, which should be most sales roles. Then this is something you don't wanna miss, you can always watch the replay but it's never as fun as joining us live."01:08 "You can see how Ed and I go about making cold calls, we're gonna be breaking those conversations down. We're gonna be talking about permission-based openers, we're gonna be taking some of the things that we've learned and putting them out there so you can learn from us."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. 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!HIGHLIGHTS02:31 Larry's quick introduction to the sales world and how he started05:13 Hiring a business coach at 40 years old to transform Larry into someone better08:05 Switching to a podcast, sipping coffee in the lobby of the Bellagio, Selling From The Heart14:12 Actually giving a rip, genuine care, that comfortable feeling: Making it all about the customer19:20 Bringing the small things into sales, being genuine, authentic, honest makes it easier22:57 Trust and credibility in sales is really low for a very long time28:50 In order to be you, you have to get to know you: Being true to yourself36:52 Uncovering your gift that comes easy and natural45:15 Final thoughts and how to reach LarryQUOTES04:37 "What concern about salespeople today is that they're afraid to try new things ... I was always open to trying new ideas, new ways to help me grow. I held myself to a higher degree of a standard than anybody else."10:49 "But you know what, that's how you learn, that's how you grow. You gotta be willing to try new things. Because anything I can part on your listeners is the only way to grow is try new things. And you gotta be willing to do it, and you gotta be willing to s*** at it and learn from it."18:19 "Whatever you do in your career, don't ever half-a** your sales career. Go at it 100% because if you can't do the small things correctly, you'll never be able to do the big things correctly."21:51 "Six percent of people will remember what you said 10 minutes after you leave ... your buyers and your current customers are gonna remember six percent of what you said after you leave the room or the virtual room. However, they're gonna remember 100 percent of how you made them feel ... the message matters so much in sales."26:47 "I lacked confidence, I lacked believability in myself, maybe I had low self-worth at that time and I go 'I just can't do this.' However, where I really started to understand is when I started to bring care and appreciation in all this to the forefront ... 'Listen, I'm putting me out there. I'm providing a level of service and experience you're not getting with other people, there's a cost associated with that." 29:08 "In order to really be a truly great sales professional out there, you gotta really get to know who you really are. You gotta get on the road to self-discovery, acceptance, self-acknowledgement, and self-care. You really gotta do the hard work."33:36 "If y'all wanna have an overflowing sales funnel, you gotta build a network flowing relationship funnel. And the way you build relationships is through conversation. And you understand what makes that person tick."37:30 "I'm a big believer of if you want to get to know somebody, you got to be willing to go first. And I go first all the time. I share something of me to get the ball rolling. And it doesn't have to be deep dark secrets or anything like that, just a little piece of me to somebody."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. Learn more about Larry in the link below:LinkedIn - https://www.linkedin.com/in/larrylevine1992/Website - https://www.sellingfromtheheart.net/Website - https://www.sellingfromtheheart.net/trust-intensiveBook - https://www.sellingfromtheheart.net/bookPodcast - https://www.sellingfromtheheart.net/podcasts/selling-from-the-heart-podcastEmail - llevine@sellingfromtheheart.netLearn 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!HIGHLIGHTS00:21 Running discovery and better qualify your prospects01:17 Not everything is under your control02:00 Increase your skillset in running discovery02:55 Final thoughtsQUOTES00:35 "Get very clear on who you best serve and who you don't."01:07 "You want to be very disciplined with what you allow to get in your pipeline. Make sure it's a deal that you actually have a good chance to close."01:26 "You wanna do your best work on the front end of the sales process to make sure that the deals that you have in there are highly qualified prospects. Prospects that are highly engaged, prospects that you have identified have a business problem that they care about solving and you are the best candidate to solve that problem for them."02:11 "It's not enough to just tell your prospect that they have a problem, you need to ask enough good questions to help them realize they have a problem. And that it's actually a business problem, not a technical problem or a nice to have the type of problem of solving and what is the impact and priority of solving the problem."03:07 "Disqualifying your prospects is important because your time is valuable, you're pipeline should be treated as a coveted space for deals that have been qualified and validated that is worthy of going to the next step of your sales process."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. 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!HIGHLIGHTS01:02 Darrell's early sales experience selling sports great at the trunk of his car03:50 Finding the leads that you can close and eliminate the follow-up mindset07:22 Understanding patience and the long game11:59 Five star prospect and the ideal customer16:29 Honing the customer journey and your mind bring sales23:32 Telling potential customers to slow down and have the courage to say you're not the right person for their needs if it applies28:49 When Darrell made the jump from sales to marketing34:24 Final thoughts and how to connect with DarrellQUOTES05:14 "The best salespeople become resources to their prospective customers in such a way that you essentially eliminate competition. So what most people would do is if you aren't ready to buy a home or mortgage and you don't close today ... they pretty much move on to the next lead."07:06 "Salespeople can elevate their game is understanding that you can't control timing. Even if there is 'triggering event' that would likely want to purchase your job is to understand you don't control timing, they do."11:49 "Another problem that salespeople make is that they try to close everybody. Well everybody is not your customer."15:21 "If you sell from a scarcity mentality, if you sell to a prospect who is more educated than you about it, you're going to lose the sale anyway."19:35 "If you get real refined about who it is you wanna sell to, who you want to be an expert to and who do you want to be known as your life gets easier."26:26 "You are in control of your business, you're in control of who you want to be in the marketplace. I decided that I wasn't going to be a rate junkie, that was what we called them in the game. I'm going to be an adviser, that's how I approach my business ... and that simple distinction means you behave in a different way."32:38 "The digital marketspace feels very much as nasty and scammy as some of the days in the mortgage industry ... I talk to business owners today, and they're in such a jam, a mess because of someone who 'call themselves an SEO expert.'"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. Learn more about Darrell in the link below:LinkedIn - https://www.linkedin.com/in/mrdarrellevans/Website - https://www.linkedin.com/in/mrdarrellevans/Podcast - https://www.themindshiftpodcast.com/Email - darrell@darrellevans.netLearn 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!HIGHLIGHTS00:15 Optimize your profile and why it matters01:34 LinkedIn headline should be simple, straight to the point, and why people should reach out to you02:27 LinkedIn mindset that you should have03:50 Sales Navigator, the tool you need to try out05:26 Video vs text In terms of booking meetings in LinkedIn in Collin's experienceQUOTES00:33 "Two big places that you want to focus on first is your banner. Make sure that you don't have some generic banner ... it should be something unique to you, your brand, and what it is that you do for your prospects."00:55 "Second place that you wanna focus on is your headshot. Make sure that it's zoomed in a headshot that you look friendly, approachable, professional. You don't need to have a suit and tie or have a buttoned-up shirt, but look approachable."02:14 "Because when you reach out to people to connect with them, they are going to check out your profile in most cases before they decide to accept it. So this is a very important piece."04:19 "Connect with as many as possible, you can only do a 100 a week. So you might as well maximize that every single week. I typically recommend that you don't do all 100 in one day, maybe do 80 on a Monday and save yourself 10 or 20 that way if there's anything that comes up throughout the week like a prospect or inbound ... you haven't maxed out your connections."05:30 "I was able to book 15 minutes per week following this recipe. Sending them a video telling them about a way I can add value that piqued their interest to have a conversation. Not a discovery call, not a sales conversation, not a demo of my product, but something that was related about what it is that I do ... that was of value to them."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. 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!HIGHLIGHTS01:15 The origin story of Nadja and a little about lemlist04:21 What works with handling a remote team with all its success 06:02 How to find and figure out people who can excel in the right work environment08:41 How to manage people to not burn out and how lemlist handle their team12:23 What happened to the team when KPI was removed for two months and how it affected their morale and performance17:29 How lemlist has grown since Nadja came on board23:15 Nadja's final thoughts and how to connect with herQUOTES04:34 "The most important lesson that I've learned and what really helped me create that team bond was actually me as a manager being very vulnerable and transparent with my teammates."09:30 "We have regular one-on-one's, I think that's the crucial part when you're managing a team remotely. Not to only talk about work, but how they're satisfied with their own role ... how they're feeling if they're feeling overworked, overworked, etc., I think that's the crucial part."11:20 "Communication is key, right? And holding a space where people are comfortable to not just tell you about their pipeline but what's going on in their personal life as well. And I think that is something that a lot of sales leaders lack today, unfortunately."16:15 "The reality is if you can't trust your team to do their job by doing something bold like that when your team needs it, then you really need to question your own leadership skills."22:35 "The way that we really grew was that no matter what we were always focused on the customer. We were never focused on our metrics, on our revenue ... But everything we've done was with a mission of how we can help them succeed because if our customers succeed, they're gonna be helping us succeed as well."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. Learn more about Nadja in the link below:LinkedIn - https://www.linkedin.com/in/nadjakomnenic/?originalSubdomain=rsLearn 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.

HIGHLIGHTS01:36 Harry's early life as a missionary and how it all transitioned for him in sales09:36 Jumped on in B2B sales despite not having any experience besides doing missionary work 13:40 Placing missionary principles into sales and how it worked for Harry16:12 Treat others the way they want to be treated24:50 What people expect on Harry's book as well as closing statementsQUOTES10:34 "I will succeed with love. So here I was a missionary work was all about serving people, and I'm going to bring love into the world into the corporate environment."14:55 "Simple things like, listen before you speak, would be one example, right? Showing that you had empathy. So, I would listen to others who would ask questions and It would be a question, response, next question."15:28 "Sales conversations are, you know, people are so quick to look for the silver bullet or the perfect script, questions, or this is how you run discovery. And the reality is every person, every situation, every company, there are just too many things that are dynamic to have one size fits all in every situation."19:11 "So a lot of sellers think 'oh I can only ask for referrals if somebody bought from me. That's not really true, if you do the right thing and you help people you can actually build people who want to help. Build an army who want to help you."21:56 "People don't buy that anymore, that high pressure super urgent urgency close. And also it devalues you, the seller, your company, the solution or the product or service that you sell. And ultimately it just pisses prospects off."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.Learn more about Harry in the link below:LinkedIn - https://www.linkedin.com/in/harryspaight/Selling With Dignity - https://www.amazon.com/Selling-Dignity-Harry-Spaight/dp/1956353011Learn 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.