Sales Transformation

HIGHLIGHTS01:13 How to be more human in your sequences and what it means02:30 Tools and ways to get leads on how to best approach with your list03:37 How to effectively do an even blended approach to your sequence04:14 Examples of manual tasks mean in a sequence05:09 Layer multiple manual tasks in your sequence and whyQUOTES01:27 "Sometimes to get better results, you need to do the non-scalable activities. A couple of things here that sort of happened when we started to shift some of our sequences and implement some of these things and see significant results."02:30 "There are lots of tools that you can use to get leads but if you really wanna go deep on how to best approach each of your lists. Cloudlead can do some really interesting things where they can identify which people are more active in social. So your sequences can have more social touches in the sequence."03:52 "The thing that I wanna address here is how you can actually start to get more results in your sequences is by scheduling manual tasks. Now, whatever sequencing tool or software that you use should have that."04:45 "This allows having more creativity in your outreach to bring more of yourself into what you do rather than just relying on the templated sequences that are provided to you."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.

HIGHLIGHTS01:11 The beginning of Michael's sales journey in the early days of 2000 and where he is now04:46 True moments where Michael had almost had to stop what he was doing but how he was able to jump from that ledge successfully06:37 What Michael experienced with online retailers and how he was able to bring it to his own company and beyond11:32 Customer Acquisition vs. Customer Retention14:41 How Post Pilot started and where it is now19:55 Final thoughts and where people can get started for Post Pilot and connect with MichaelQUOTES07:13 "It was interesting to look under the hood of how these eight or nine-figure brands really operated and for the entrepreneurs out there who think 'Gosh this hundred, two hundred million dollar companies must just be running like clockwork.' When you look under the hood, a lot of times it's a lot messier than you would think."09:13 "One of the core advantages of Post Pilot is it makes sending direct mail as easy as setting up an email campaign or an automated flow. Where you can set triggers based on behaviour, you know? Like it's been more than sixty days and they haven't come back, trigger a personal card to go out to them."11:03 "Most businesses think they need more customers, but what they actually need is more revenue. So, your existing customer base, and I'm not saying take your eye off customer acquisition, absolutely do that. But before you go out and keep spending on your customer acquisition, you gotta make sure that retention model is at least dialled in where you know when you acquire a new customer you've got a better chance of retaining that customer over time."18:22 "It's really cool. There's nothing that beats receiving a hand-written card in the mail in an envelope, with a stamp, hand-written address on it, opening it up, and seeing a personalized card inside? Whether it's from an e-commerce store to a salesperson who just did a demo for a product to a prospect and what's to send a follow-up note ... you can do it in minutes, it's personalized and an unforgettable experience."19:16 "It's hard to compete on just features and value propositions because your competition can copy that. If you create an unforgettable brand experience and surprise and delight your customers ... that's what's gonna be memorable, that's what's gonna create loyalty, and that's what's gonna keep them to keep coming back to you and keep doing business with you for a long time." Learn more about Michael:LinkedIn - https://www.linkedin.com/in/mepstein1/Website - https://landing.postpilot.com/podcast?podcast=Sales+TransformationIf 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.

Want to read rather than listen? Here's a two-three minute read that covers an important sales topic: How To Create Brand Ambassadors 🚀HIGHLIGHTS00:32 Breaking down how to get to ask for referrals and getting comfortable with the idea of asking for them01:08 When is the right time to ask for referrals03:08 Always be helping and know when you earned the right to ask for referralsQUOTES00:15 "What I'm talking about here is referrals, everybody has heard of referrals, this is nothing new. However, a recent report that I read said that only 11% of salespeople actually ask for referrals."00:52 "You need to earn the right to ask for referrals, just like you need to earn the right for somebody's business. If you haven't done the work properly and you ask for the order too soon, you'll kill your chances of winning the deal and the same is true for referrals."03:42 "If you made a great enough impact and it was a good enough experience, those people can be your best brand ambassadors."04:40 "Maybe you give them a good idea of 'hey our prospects typically look like these or these are the people that we found that we can help most.' And go on to say how you can help them, so be very specific about what types of people, what problems they have or how you solve them or ask for specific people."05:11 "The key here in all of it is to make sure that you are listening, asking good questions, adding value, insights, and delivering a good experience in all your interactions from the very beginning throughout the sales response regardless of the outcome."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. Want to read rather than listen? Here's a two-three minute read that covers the entire podcast topic: How To Create Brand Ambassadors 🚀

HIGHLIGHTS01:14 A recap of the previous episode they shared about the beginning stages of the sales process to discovery11:20 What sellers can do to accomplish more than what they have right now18:07 Examples of real-world examples of people who have a hard time following the complex sales cycles and how they overcome it28:45 What you can do if you don't have the resources or funds to drive insight rather than product32:25 Final thoughts on the episode and how Michael invites you to go to his monthly podcast to tactically incorporate an inside-led pitch to a discovery call and moreQUOTES07:08 "Schedule as many meetings as you possibly can, we need opportunity volume, we need activity volume, but do it in a very limited access environment. Which is very noisy and in some cases customers are just tuning us out right now because there's so much noise."12:22 "Tailoring a message/insight to the needs to not only companies, which is where you'd start that first conversation, but also to individuals. And then recognizing individuals from all those different functions have different perspectives."17:58 "Commercial insight is your North star to manage the mid and late stages of complex sales cycles today."28:49 "First focus on answering a few basic questions about your customer status quo. Build a hypothesis of need and is nothing more complex than let's say, 'here's what my customer is currently doing today around whatever workflow, strategy, a process that you're focused on because you're ultimately selling a product or solution that enables that.'"30:09 "Step two is to figure out how your solution helps solve that problem uniquely well, and this is where it gets tricky. Because you may start to at the thing that you're used to selling, all the features, functions, and benefits that you sell on and realize, 'look, we're not uniquely differentiated in our market.'"Learn more about Michael:LinkedIn - https://www.linkedin.com/in/michaelrandazzochallenger/Website - https://www.challengerinc.com/events/winning-the-challenger-sale/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.

HIGHLIGHTS01:36 Henna's origin story and how she got to where she is now08:12 What was hard in the beginning for a salesperson and how Henna got past it and so can you18:06 The science behind seeking uncomfortable experiences rather than just react to them26:26 What makes Henna uncomfortable at the moment and line she does not cross28:51 How to connect to Henna's world and some final thoughtsQUOTES08:37 "There is a big component of winning your clients over, right? You want them to think 'hey I'm here to support you, I'm here to help you, I'm not just here to bother you.'"08:59 "What I was not prepared for at all was abject rejection over and over again. I was not prepared for people to have preconceived notions of me before I even opened my mouth, that was something that was new to me. And I also don't think of the way people do this job and how much time and attention it takes."15:41 "One of the things that I have realized and can now point to has been a huge factor of my success is the desire to seek out the uncomfortable. Not just react to it when it arrives on my doorstep and not just to be in the discomfort that is given to me and address it as it's there but to actually go seek it out and practice what it feels like."25:20 "You gotta know when to stop digging too, right? There's like a balance like, 'ok we're gonna put this one in the lost column,' and that's key too, right? Like as an experiment you gotta find how this works for you, where you're comfortable at and realizing you can do everything right and still lose the deal many times."25:55 "Just be willing to try something you know is awkward and that it's not gonna be natural, but be willing to try anyway. And if it doesn't work out you still win, you still benefit, because you tried it. And you feel a little less terrified for trying it the next time, it's a win-win either way."Learn more about Henna in the links below:LinkedIn - https://www.linkedin.com/in/hennapryor/Website - https://salescopyclinic.com/guide/ and https://pryoritygroup.com/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.

HIGHLIGHTS01:31 The three essential things to take note of to be in a good mental state for your day of selling02:07 Why eating healthy has to be talked about more often in sales in terms of performance output03:01 Proper sleep the night before selling and why this should be your routineQUOTES01:32 "For me, I spend time with my family. That's a piece that's very important for me to be in a good mental health state ... Maybe you have a significant other, family, friends. That social element, that's an important piece and a lot of people need to take those things seriously." 03:02 "I recommend 6+ hours of sleep, I typically get 7 hours of sleep on average. I like to go to bed early and wake up early. And when I wake up early that is typically when my morning routine starts."04:09 "Starting your day off with some wins. For me, I like to get my exercise out of the way in the morning ... have a consistent schedule of getting that out of the way, because if you have a long day and you're feeling stressed out. It's a little bit harder to be motivated."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.

HIGHLIGHTS01:13 How Daniel started his sales journey, from not being hired to being successful through perseverance07:20 Prospects are smart and can see through your game, how to get past that10:08 Why mastering your emotions and feelings in sales professions and not the other way around13:06 Daniel's Inverted Triangle method and why it matters17:11 The most elite sellers make it about their prospects more than themselves and listen more than they speak30:02 Final thoughts and how to connect with DanielQUOTES06:23 "I think so many times in sales, we don't have the confidence in what we're doing in ourselves ... we get stressed out or we hit that rut or dry spell for a week or two weeks and we lose our confidence and we go into that flight or fight mode and the next thing you know guess what? Those bad habits come out."07:56 "People think you have to be great in the beginning, all you gotta do is believe in yourself and your product. And the rest will feed off of that."09:27 "Your brain is a VCR, your face is a TV, and whatever's playing on your VCR is gonna play on your face and they can see that, and we think they can't but they can."15:33 "People try to sell without bringing value, right? The marketplace is gonna play Collin based on the value he brings. It's a give and take. You can't deliver a $100 worth of value and expect somebody to pay you a $1000, it doesn't work that way."19:42 "If you did most of the talking the conversation then good chance you aren't getting that deal."Learn more about Daniel in the links below:LinkedIn - https://www.linkedin.com/in/daniel-gomez-3345876/Website - https://danielgomezglobal.com/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.

HIGHLIGHTS00:34 What you do prior to your work affects the entire day02:39 What to do during the middle of the day and how to deal with them in priority03:35 What you should focus on by the end of the day and what podcast episode to follow to know more about this methodQUOTES01:06 "Your mindset is a huge component on whether you're setting your day up for success."03:04 "Make sure you're taking proper breaks, eating throughout the day, drinking lots of water. Those are all things that are very important."03:59 "Save time for a little bit more of your "deep work," whether that is really crafting proposals, research on your higher target higher-value prospects. Save time towards the tail end of your day for those types of things."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.

HIGHLIGHTS02:03 How Jesse started out in his sales journey and his origin story13:57 How getting a journalism degree helped Jesse up his game in sales18:25 The skill sets that translate to being a better seller22:28 Transactional SAAS seller to a Strategic SAAS seller37:01 How to connect with Jesse and learn more about SAASQUOTES10:10 "So many people are not willing to bet on themselves, like go all in, take a risk, no money in a bank ... there's something to be said about that."17:58 "Breaking through the noise of all the traditional junk that executives are used to seeing. Like those are skills that people or sellers that need a lot of help in that area."19:14 "Salesmen are all content creators, and whether we want to be that or not, we're all content creators."28:36 "You have to surround yourself with people that are doing what you wanna do, and you gotta get close. And what I mean close is literally shoulder-to-shoulder." 31:46 "Look for an opportunity that has leadership and with somebody with a proven track record."Learn more about Jesse in the links below:LinkedIn - https://www.linkedin.com/in/jessewoodbury/Podcast - https://pod.link/1533620540If 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.

HIGHLIGHTS01:19 How it all started for Ethan and how he transitioned to his new position which is Chief Evangelist at BombBomb10:55 How to NOT miss an opportunity in terms of video emails22:44 The "Holy Grail" and debunking it in the world of sales35:00 The default go-to is not good enough, Ethan explains what it is and why43:50 How to contact and connect with the movement Ethan and his team is trying to doQUOTES12:19 "Whether it's someone you've never met, like you and I call going back and forth before we got on this call. I don't know when I'll meet you in person. I hope to one day, but in the meantime, I still feel like I know you, and whenever we do meet, I'm going to feel. Like we've already met. I've had that happen so many times with people."19:50 "One line of text minimum to compel them to play the video. It's either a promise of value, something fun and provocative, a reason to click to play. And then when line underneath the video to drive the call to action just to make it more approachable. But don't just send a video for them to watch it but give them a reason to watch it."23:25 "Stepping out from your cloak of digital anonymity and presenting yourself and being who you are and introducing yourself to other human beings as we would at any kind of a social function"30:38 "The machines know that that person 14 times through their behavior said, 'I don't care what this person has to say...' So the person has made that decision, but the machines are going to increasingly choke your opportunities to reach that type of person ever again in the future. And if you're blind to that, you are not set up for success tomorrow."39:21 "We need to start thinking about the people before we design all these things. If it's designed to serve them. The last thing I do draw out is the relationship between environmental pollution and digital pollution. And I'll end on this kind of back and forth between the two, just as poisoning our air, water, and soil. We're poisoning ourselves." Learn more about Ethan in the links below:LinkedIn - https://www.linkedin.com/in/ethanbeuteWebsite - https://www.BombBomb.com/bookIf 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.