Sales Transformation

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:56 The first way to drive sales using podcasting and techniques to get started02:37 Having a podcast vs not having a podcast, how to attract listeners04:00 Where to start making your podcast and where to find guests or be a guest for the first time06:07 The second way to drive sales using podcasting08:03 The third and last way to deliver sales with podcastingQUOTES00:56 "First way to drive revenue with a podcast, podcast guesting. Alright, sounds simple, pretty straightforward."01:51 "Get very clear on a one single call-to-action. So many people go on podcasts and they really miss the mark on this one. Most podcasts end the same way, when their guest is finished, they'll wrap it up and say 'hey thanks so much for coming on, how can people find out more on what you're doing to get into your world'"06:10 "Land more clients, yes, what everybody wants, more clients. This is my personal favorite, it's the way of leveraging podcasting that I believe in the most. It's the most direct way to land clients and you need to execute it properly."08:03 "The last way that you can use podcasting to get sales is to get personal with your prospects. Everybody is looking for creative ways of how to stand out, how to personalize, how to be different, how to be unique, how to show that you've done your research. And the podcast platform is the perfect place."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. 

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:57 Scott's journey from a CEO of a mental health clinic to a thought leader in Artificial Empathy05:04 The jump from starting from scratch and how you can do it yourself learning from Scott's experience07:22 The founding team who helped create the AI, how it became a real company, and how the AI works16:08 How psychographics work as well as its benefits and strategies it can create20:35 How to get in contact with Scott and learn more about his patented AI or anything under the sunQUOTES03:31 "I shut it all down because I realized we were getting to the people to late, and by the time people were working with me they were already off track. So I wanted to build a scalable tool to help prevent that from happening, and help people on a good track rather than clean up the pieces after they are a mess."05:07 "There were absolutely hours, days, and weeks where I was like 'Oh I made a huge mistake,' I had predictable income and no homework. And I can't believe I took that for granted. Because I went from that to always having homework, and always having a to-do list, and all that stuff that comes with startup."09:51 "What we're really focusing on is empathy and strategy. So our assessments are subjective in nature, and they can show up before, during, or after the call. And they're designed for the salesperson to listen to and get the feedback so that they can become better at their job."15:18 "Speech is a behavior, and a lot of people don't think of that. People think behavior is like if you bought a thing or not, or your prior search history, or those kinds of things and everyone says 'the past is a great indicator of the future' which is fairly true. But the present is a really good indicator of the future also."18:24 "Sellers are typically stuck with operating based on their own type, right? You know? How they make decisions and their more likely to win deals with people that are aligned with them. That makes decisions the way that they do, and this gives you the insights of sorta to tweak your approach or meet how the buyer would like to receive the information."Learn more about Scott in the link below: LinkedIn - https://www.linkedin.com/in/scottsandland/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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!On this short solo episode of the Sales Transformation Podcast with Collin Mitchell, he will be talking about the importance of a growth versus fixed mindset.Sellers needs to grow, learn, and not be afraid to ask for feedback regardless if it's a positive or a negative. Collin talks about why this is so in order not to be stuck in a rut and a constant growth mindset is needed to excel.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.HIGHLIGHTS00:08 The how and why you should foster a growth mindset for sales00:39 The two different types of growth mindsets and why they matter02:39 Ask your prospects for feedback in order to grow and learn how you can do betterQUOTES00:17 "Your mindset is essential to performance, it's going to shape everything that you do and when you go into your cold-calling block or interaction with a prospect or running a demo or discovering with a negative mindset or not a positive attitude; you're not gonna get good results."00:43 "You can have a growth mindset, you can have a fixed mindset. Now a fixed mindset typically looks like 'ugh this sucks, this isn't fair, the leads are horrible, i hate my manager.' Those are the types of thoughts that you're gonna have if you're operating in a fixed mindset. Typically this means that you think the situation is unfair and you do not have the ability to change it."01:09 "Now let's look at the other side which is a growth mindset, this is where you feel like you can lean. You're open to getting feedback when your prospects, your manager gives you feedback on your performance or how you ran a particular sales call, it encourages you. Because you now have a level of awareness that you can change it."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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:07 How Carson got into sales and how he transformed from there06:40 Transitioning to being effective in a virtual world by using fundamentals learned as a core10:53 Winning vs. learning, the mind set it develops and what Carson's books can teach you16:19 Learning even when you're losing and celebrate from it21:46 How to connect with Carson and where to look and purchase his booksQUOTES03:02 "I've always been a big believer in people and relationship creation, but also process. How can I best execute process and so if I can figure out the best we're doing and I look to these metrics that will ultimately lead to me getting paid."07:54 "Being able to talk to sales people all over the world, it's amazing to me how many different approaches do work. And frankly, I think that's why team selling or even leveraging different colleagues or different perspectives as your are building your sales process."10:16 "The best elite sellers like yourself know that you never stop learning in sales. There's gonna be new ways of doing things, new technology, new things that you can do to help you do your job better. New ways to figure out what is the best way to approach this deal or this buying team or team selling."14:17 "You gotta make sure that you take strategic risks in your career and I've taken some that didn't pan out. But I learned a heck of a lot from them, and every one of them led me to where I am today. I have zero regrets and I'm truly living my dream."18:14 "You look back and kind of do a post mortem on that deal, and you look at what went wrong and get feedback from the customer. Go to them and say like, 'hey I understand you went this direction and I respect that, I'd love to just sit down and help me understand how we could have supported better.'"Learn more about Carson on the links below: LinkedIn - https://www.linkedin.com/in/carsonvheady/Amazon - https://www.amazon.com/Salesman-Fire-Carson-Heady-ebook/dp/B087JYMPYCWebsite - https://carsonvheady.wordpress.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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:11 Sarah's journey into sales and how she evolved after that04:56 Selling something you're passionate about versus selling something you're forced to07:49 The origins of the podcast "Selling Without Sleaze" and how it is so far17:15 Why sales and dating are similar in so many ways24:22 How to properly make a discount especially if the client is worth it30:55 How to get into Sarah's world and get in contact with herQUOTES05:35 "When you have that confidence that actually 'I can really help you.' God that puts you in a position in where you're not feeling like you're badgering someone, you're feeling like it's your calling and your need to go out there and share with them and make them see."07:07 "If your heart isn't in what you're selling then try and find something that your heart is in. Or look at how you can inject that passion into what you're doing. We all have lows and feeling that you've lost you're 'umph' but it's about getting it back."15:39 "In that moment of desperation is not a great place to be making sales conversations or anything else."18:07 "As a seller, it takes an extreme amount of discipline and confidence and just respect for yourself to not book a deal that you know you shouldn't. And that could be for another of different reasons, like you really know you're not the best fit."21:49 "Don't be so quick to discount, when you're desperate and you discount to get a deal, that really sets the precedent of the relationship with that client. Like, 'oh they need me more than I need them' and there's a huge lack of respect for what you do and a huge disconnect of them valueing what you do."Learn more about Sarah in the link below: LinkedIn - https://linkedin.com/in/sarahjolleyjarvis/Podcast - https://sellingwithoutsleaze.com/podcast/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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS0:06 Few tips on how to use video in regards to your sales process0:25 Using videos in terms of prospecting to get 3-5 meetings per day1:12 How to use Vidyard in creating your own personal videos for prospecting2:02 What else can you use video for?3:02 The importance of using video to help and benefit you and your prospectsQUOTES0:16 "What part of the process should I use video? And my answer to that question is in all stages of your sales process, video is appropriate."0:25 "So if you're using video for prospecting it's a great way to stand out and to be different then a lot of the messages people are getting is to use video. Now there are some people that will tell you to never use video on the first touch and I disagree."1:47 "Keep the video short, have a message or call to action that's enticing for them to actually play it. Be smiling and have your face out of the frame."2:03 "In other stages of the sales process where there's after discovery, after demo, or with a proposal. Video is a great way to stand out to help people digest the information, a lot of times often seller's will send a four paragraph post mortem email of everything."2:40 "What I like to do is type those emails up and actually use them as a script to then record a video. Now it's up to you whether you send them the text, email, and the video."3:00 "It's much more helpful and to your benefit that you say everything that you need to and you're not relying on them to relay that information to everybody else in the buying committee."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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:35 The how, when, and why David started his journey and progression in sales04:00 The "Cobra Kai Paradox" based on David's first chapter of his book08:35 Sales is all just about helping14:20 How to manifest passion and conviction that is "regular"19:26 Being prescriptive or sometimes called the "challenger method"23:30 How to connect with DavidQUOTES04:02 "The way we learn how to do sales is from our sensei, right? Whoever our manager was is a lot of 'here's what I do, here's what you should do.'"06:00 "Sales is so different than it was 10, 20 years ago because buying is so different. But the average age of a seller is also decreasing. Some people know that if you're out there hiring a manager and you know the average age of a sales person you're getting less experience for the money nowadays."10:11 "Leading with what you believe, or leading with feelings. So rather than leading with the product"13:58 "With all due respect, most of us, especially in B2B tech, we do like normal things. We sell CRM, we sell middleware, we sell security software, we're not curing cancer. Or we're not feeding starving children in third-world countries."19:09 "The impression that you leave, the experience that you give people, whether you work with them and whether you don't, whether you stop working with them, it really matters."23:05 "People can tell if you're being authentic, people can tell if you're lying, people can tell if you're being prescriptive, people can tell if you believe in what you're selling or not."Learn more about David in the link below: LinkedIn - https://linkedin.com/in/dpriemer/Website - https://cerebralselling.com/Website - https://cerebralselling.com/salesacademy/Amazon - https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS0:25 Number one tip to getting the best results for yourself not just in sales but as a whole1:02 Some more tips on how to take care of yourself1:40 Final thoughts and lessons to learn to be the best version of yourselfQUOTES0:40 “Invest in yourself, now what does that mean? That doesn’t mean working crazy hours. What it means is taking care of yourself. Treating yourself like a professional athlete.”0:52 “What you do out of the office matters and it’s going to directly affect your role in the office or if you’re working from home.” 1:25 “Taking care of yourself personally, investing in your personal growth so that you can crush your quota. And experience what it is to experience what it is to perform at the highest level in your professional goal.”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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS02:16 Transitioning to the marine corps to sales, and why?05:31 Donnie's 20-year experience doing straight commission sales and how it changed his life10:55 How to effectively teach and immediately apply knowledge towards cold calling in sales24:36 An example of making your own podcast that doesn't talks about everyday life than transitions to more business opportunities30:48 How to learn from Donnie Boivin himself and connect with himQUOTES04:31 "Literally on a complete fluke, I learned that if you just become a human, you can sell."10:04 "I was lucky enough to grow up in a training environment that I couldn't teach unless I sold. So if I was out actively selling and keeping my skills sharp, there was nobody to teach."13:53 "If I get on a call with somebody, I'm not holding anything back. I'm gonna tell them every single thing that I think that they can benefit from to let them make a decision and what happens in most cases is you frontload it with so much value that they're like you know, this is clearly somebody I want to work with."14:23 "Sales is just a conversation, right? When you sit across somebody, you need to pour so much into them that even if you decide not to do business, they walk away going holy hell that was one of the best conversations I ever had."28:10 "Podcasts puts a voice to my brand. I can talk like how I talk to the people I want to talk to and tell them any story that I wanna tell. And when you can just put that klnd of information out there, you really build a trust factor with the people that are into your style of talking and the way you carry."Learn more about Donnie in the link below: LinkedIn - https://linkedin.com/in/donnieboivin/Website - https://growth-mode.captivate.fm/SMS - Text Success to 817-318-6030If 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.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:14 Cherilynn's start in sales and why she went into the business03:14 The importance of getting good in sales and why you should be excited about it07:14 Asking the right questions to get things done and how it improves everything10:07 How the pandemic has equaled the playing field17:37 How to support and connect with Cherilynn has invested her time and resources inQUOTES02:45 "If you have to had to sell a 16-year-old on why to get in bed and go to school in the morning, you can sell anything to anybody."08:01 "You know what I'd like to know? I said, what is your wish for your team when it comes to this? What is your wild wish? And what is your fantasy?"09:10 "The huge learning lesson there is that people are just people, and if you become, you know, a lot of people struggle with going into conversations like that. Or with people at that level where they don't consider themselves as equal. Which is a lack of confidence."11:39 "The key thing there is, you know, a lot of people in sales tend to think oh I can help everybody or everybody is my client and that's not true. Being able to have those types of conversations to say hey is this a relationship where I can add some value or maybe it's not." 20:17 "If you criticize people you raise their defensiveness, but if you challenge people you raise their game."Learn more about Cherilynn in the link below: Website - https://sistasinsales.com/Website - https://postpandemicselling.com/Website - https://cherilynncastleman.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.