Sales Transformation

HIGHLIGHTS01:10 Things we look in sales for an outcome but get worked up if you don't achieve them02:28 Things that you can do to keep the focus on what's important03:41 Why do you need to focus on things that you can control and making yourself get better resultsQUOTES00:37 "If I didn't hit my number, or I didn't hit the number of meetings that I set on a particular day. I felt not good enough, I felt like less than, and this is a huge problem for a lot of sellers, specifically for sellers that are fairly new."01:50 "What you have to realize as a seller, is that you have to go into these activities, these parts of the job without the expectation that you're getting the outcome that you're looking for."02:33 "Only focus on the things that you can control."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.

HIGHLIGHTS01:14 When did Michael's sales journey begin and how it is so far04:07 What to do in the first touch using Michael's approach instead of the norm 11:58 The humble or feedback approach and how it works better15:34 Personalization and relevance in line with Michael's approach19:22 How to reach Michael and get into his worldQUOTES03:23 "People who have marketing experience and understand the sales side of the coin can be very successful in growth and thinks like that, because understanding both parts are so important regardless of what department you're in."10:15 "The thing we do is a feedback email, where most people do is a break-up email like 'Oh sounds like it's not the right time, can you introduce me to a colleague?' as we actually do a humble approach and say, 'look it seems like the messaging's aren't resonating, would you mind giving some feedback?'"11:21 "If they haven't given you a good reason as to why they're not interested to just stop at that point, you're definitely leaving money on the table."13:58 "We don't give them the piece of content, we say 'would you be interested in seeing it?' Because if we just give it to them they can just click it and go away with it."16:01 "First email is always personalized. And we're always saying 'what's the business relevance?', like how can you help the company realize the goals they're trying to achieve."Learn more about Michael in the link below:Website - https://growthgenie.co/LinkedIn - https://www.linkedin.com/in/michael-hanson-/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.

HIGHLIGHTS00:29 You have to take ownership of your own success and what to do00:57 Invest in yourself by doing these things02:14 Podcasting is a great place to get new ideas and more things to look out forQUOTES00:29 "You gotta take ownership for your own success. Don't wait for somebody else or your boss, or your manager, or your leader, or your org to roll out the red carpet for your success."01:38 "Find the opportunity to really test your skills. Find some of your colleagues that are willing to role play with you, that are willing to give you feedback on your scripts and your emails, and help listen to your calls, and you do the same for them."02:29 "One of the biggest things that you should look for is people on social media that are giving away a bunch of stuff for free. So there are tons of great sales influencers that are giving you all of their best recipes, all of the things that they have tested that are working."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.

HIGHLIGHTS01:01 How Michael started to where he started and where he's at today05:29 What are the key seller profiles that the research has uncovered in Challenger11:15 Transformations are hard and here's why it's the same for transforming yourself into a Challenger16:54 How to think and act like a Challenger22:01 How to connect with Michael and learn more about Challenger QUOTES05:55 "The 'Challenger' just kinda looks at the world a little bit differently and they seek to educate customers about problems that they don't realize exist in their business. So they're kind of the inverse of some of the other profiles we found, the 'Problem Solver', for example, who takes a consultative approach in figuring out what's going on in a customer's business because they don't know yet."09:38 "The thing that a 'Challenger' does better than anyone else is they don't lead with their products and solutions. They lead with customer problems and in particular problems that the customer either has overlooking, or under-appreciating, or just completely missed. And they seek to have a dialogue around what that problem is actually doing ... then they lead back to the product or the solution."17:37 "To be an elite seller, to have this sort of challenger mindset, you really need to think about being in your prospect's shoes. Like what's going to make them be motivated to take the next action and who are they more likely to go with." 19:38 "You might notice if that CIO is much more open to sharing information that they're likely not sharing with other reps because you've shown up and demonstrated to done the leg work to get to know them. You've built that instant credibility and with just a couple of simple questions, unlocked information that's probably not available to your competitors."20:27 "The most common misconception to be a 'Challenger' seller you just have to be a great, innate, natural-born seller. It's actually more about sweat equity, it's about whether or not you're willing to put into work, the preparation, and do the leg work before you show up in the conversation."Learn more about Michael in the links below:LinkedIn - https://www.linkedin.com/in/michaelrandazzochallengerPodcast - https://www.challengerinc.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. 

HIGHLIGHTS00:36 How it all started for Tara and how she continues her sales journey06:12 What resources Tara recommends to people who are struggling with writing in sales08:23 How salespeople are caught up in finding that perfect template and why you shouldn't chase it16:54 How writing is more than that, it's about communicating and conviction and what it brings to the table in sales21:55 How to find out more and connect with Tara and her realmQUOTES04:33 "If you just dedicate yourself to getting a little better, to getting a little bit wiser, to knowing where to look. It doesn't even need to be inside of you per se, but knowing what tools to use, what hacks, what shortcuts, what secrets out there that you can implement that aren't like 'wow, I woke up to this great idea so now I'm a writer,' ... writing is just much about being savvy and about being smart as sales as being smart."09:14 "Sales is creativity. So as much as we kind of want to hit on the repeatable process and we should within that, the more margin we give ourselves for creativity and the less we're trying to find that silver bullet. The more we're actually able to find the silver bullet."14:42 "If you're not confident in what you do or what you sell, or what you're pitching, or whatever. How on Earth is someone else going to be?"15:32 "If you just bridge that gap even in the meantime while you're learning, while you're doing that with passion, with confidence ... and believing in that goes so far to communicate. Not just what you're communicating, it's so much less about the what than what we tend to realize and it's so much more about the how and the connection point."17:35 "Just go write the thing, script the thing, do the thing that you were meant to do. Stop looking into everybody else to do what only you can do, to say it only the way you can say it."Learn more about Tara in the links below:LinkedIn - https://www.linkedin.com/in/tarahorstmeyer/Website - https://www.happywordssell.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.

HIGHLIGHTS00:16 Jake Dunlap inspired Collin to think about how to level up in sales00:47 How to pick the brains of the best your company has to offer and outside to get more feedback02:18 Why following people in social media help despite all the noiseQUOTES00:29 "Don't try to recreate the wheel. The biggest tip for beginner sellers is to go steal what is working for others. Okay? And that could be people in your organization that is hitting quota or crushing goals."01:00 "You can customize and make things your own, once you have gotten comfortable with what's already working. And if it's working, why change it anyway?"02:20 "It's hard to cut through the noise, but you can tell who is really giving sound advice. And take their advice and put it into practice."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.

HIGHLIGHTS00:54 Where it all started for Fred and how he figured he wanted to have his own business right after college03:41 The challenges people have managing relationships and how to overcome them11:02 Where Blinx comes to solving a particular problem in SaaS and more19:17 How a podcast is an underutilized tool and how it ties in with product-led growth23:24 How to connect with Fred and know more about BlinxQUOTES04:08 "It's really hard to manage a lot of relationships in scale, and data silos, and with the rise of automation. A lot of the generic stuff and tools, bots, it seemed to be really painful for people to manage that human-to-human relationship at scale, really be efficient and contextual."06:01 "People want to experience some kind of value before they make a commitment. And I think that's the whole basis of product-led growth, and it changes how sales approach, the funnel approach, the strategy. And I think that's super interesting."16:08 "There's a shift from generic automation, from generic personalization, to be contextual, and that's the role of sales in a product-led motion to is to understand the user, understand the user's intent and try to work alongside them."17:37 "If you wanna win bigger deals, right? If you want to build relationships with higher-value targets, yes, you've got to go deep, you've got to get more personalized, you've got to get more relevant, you've got to spend more time crafting your message, you gotta have good pieces of information and reach out in a meaningful way leading with value."19:57 "You deliver some kind of value, whether it's through your product, marketing content, through a podcast or whatever. And then the sales rep engages at some point in the funnel when there are enough signals that indicate to a potential to close or expand."Learn more about Fred in the links below:LinkedIn - https://ca.linkedin.com/in/fred-melanson-bliinxWebsite - https://www.bliinx.com/Podcast - https://podcasts.apple.com/ca/podcast/value-first-the-product-led-sales-podcast/id1586695683If 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.

HIGHLIGHTS01:21 A common thing among 150 podcasts and the top 1%01:55 How to start improving quality sales relationships02:30 An interesting thing about podcasts vs all other publicationsQUOTES00:38 "I want to give you some tips because I think having some balance of some quantity activities, some high-velocity cold calling, or email campaigns, there's a place for that. But I think it's very easy to get caught up in only going all-in in those activities and not dedicating enough time to those quality activities."01:55 "The easiest way to get started with this is to dedicate time in your calendar to these high-quality targets, these customized approaches, these deep research into how you're going to reach out to them, how you're going to tie in some relevance."03:42 "You should have a high-value target list that you're going after and those are the prospects you're going to spend more time creating custom videos, creating custom messages. Finding ways to catch their attention, doing some research on social media, YouTube, on podcast, these are all areas you can find the information and focus on building some more high-quality relationships with high-value targets."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.

HIGHLIGHTS01:40 Where it all started for Cole and how he got into copywriting06:11 How to become a better copywriter and overall get better at your craft in the world of sales 15:36 Short copy vs long copy and what serves what best based on Cole's mindset21:07 Some tips and techniques on how you can improve your copy24:32 How to connect with Cole and follow his newsletters and so much moreQUOTES08:05 "Something you can do is actually record yourself pitching the sale to someone, playback the recording. And kind of like write down the bits and the pitch that sounds really really solid. Like oh s*** like two minutes in, you know, I really made a good point here. Write that down in an email, have a notes pad of all your one-liner pitches, and just perfect those."09:27 "Earlier on in my outreach, something I found that by writing really solid cold emails. If I did it right, and we had a decent exchange, by the time we got on the phone, it didn't feel like a cold lead anymore. It actually felt like a warm lead like we had built up some rapport."19:12 "I do think that there's an amount of thoughtfulness that goes into taking the time to crunch down your words, to cut the fat, and just get directly to the point. Not a lot of people wanna do it because they don't have that kind of time."20:23 "I try to play a game where I highlight all the copy, look at what the word count is, and see if I can cut the fat by like 25%. Because the copy's always going to get better and you can always find 25% of the fat you can cut out. And I think generally speaking the copy's gonna get better if you do that."21:31 "Make your subject lines close to ridiculous. Especially if it's a cold email where people are just getting smacked with dozens of cold emails every day. The last thing you want to do is to try and make the cold email sound 'sales-y."Learn more about Cole in the link below:LinkedIn - https://www.linkedin.com/in/cole-schaferWebsite - https://www.honeycopy.com/Instagram - https://www.instagram.com/cole_schafer/?hl=enIf 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. 

HIGHLIGHTS02:34 How Connor started from selling rocks at the age of 7 to generating 10.5 million in 1.5 years02:03 Why sellers need to have marketing skills if they ever want to be successful02:42 How can a seller level up their marketing skills and get started on the right path to success08:08 Podcasting can be another way of educating mid-funnel and how it greatly helps businesses grow17:26 How to get in contact with Connor as well as his link to his own podcastQUOTES00:48 "You gotta be great at marketing to be great at sales today as well. So there's a yin and yang about that too, and I talk about that quite a bit is, you know, I'm a marketer at a sales person's body. And I think that's really where salespeople focus and prioritize their efforts. Learn and understand marketing that you as a salesperson pretty much are a marketer."01:49 "The reason is that they were beast at getting in front of the right people and consistently staying in front of them. And that's what I learned from door-to-door sales, cold calling, you know anything I sold over the years."05:18 "There's so many that are scared to give away all their good ideas, right? And you got to front-load with value, you got to provide and position yourself as the person or the company that's providing that education to them in that process to be considered in higher regard than some of your competition."09:41 "You as a seller can play on that, to build new relationships and you're getting infinite amounts of content from recording a single podcast. Like we're doing this podcast now, Collin takes this, transcribes it, and boom you have a blog article. You can take a micro clip, and boom, you have video, you have the audio, obviously, for podcast, you can create micrograms, quotes, and memes from it. It is like the best method to get new leads and great marketing content."15:57 "If you want people to refer you more business, be the person to take the extra action to refer business to other people, right? Everything reciprocates eventually, it's just the way the universe works."Learn more about Connor in the link below:LinkedIn - https://www.linkedin.com/in/socialsellingexpertPodcast - https://www.activeblogs.com/b2b-mentors/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.