Sales Transformation

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:41 Running an experiment in LinkedIn and how it bore fruit01:41 The thought process behind the LinkedIn video experiment03:10 Real-world application on how the same philosophy works03:32 Percentage of success based on this method versus traditional05:30 Tips on how Collin would do it that you can try outQUOTES01:27 "I really wanted to debunk the myth that you should never send a video on the first touch. I know you've heard, I've heard it, many people will say this. I will let you know what will happen while I ran this experiment."02:03 "I also like to let folks know about my no sales pitch guarantee. You want them to feel safe to hop in the call and say yes, you want them to know that you're not just gonna ‘pitch slap’ them as soon as they got on your Zoom."02:18 "Now you need to find something how you can add value to people that you're working with, that you're building relationships."04:48 "When that first impression is a video, people are much more likely to watch it, much more likely to reply, they're much more likely to raise their hand to book a meeting. Now this is what worked for me, and there's people who sit on different sides of the fence on this."05:07 "You need to run your own test, there's just too many variables with what you do, who you are, your profile, who you're connecting with, what you're offering them. So run your own experiment."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!HIGHLIGHTS00:24 Introduction to Walker McKay and what he has to offer16:10 Walker built and sold the house of his dreams and how he was able to bounce back from it17:39 Defining your own definition of success while continuing to move forward23:22 Surrounding yourself with negativity and how to overcome it with commitment28:36 Connect more with Walker QUOTES11:52 "Admit where you're wrong is huge. So many people don't even have the ability to do that."13:44 "You need people in your life that are gonna call you out. If you don't have that, or you're hiding from that, or you're scared to get that. You're gonna be stuck wherever you are."17:02 "Some people are like, I can't believe you quit, who quits a job with nothing to do? I was like, "I couldn't stay there, that's not me, I'd be lying if I'd stay there."17:17 "If you're not happy, but you're making good money, that's not success."26:59 "Are you committed? I found the places in my life where I have had to make the changes. So like when I started my own company, I was committed. Whatever the hell it took, if I failed I was gonna start something else. If I failed that, I was gonna start something else. Just keep moving until something works."Learn more about Walker in the link below:LinkedIn - https://www.linkedin.com/in/walkermckay/Podcast - https://podcasts.apple.com/us/podcast/id1448894635Website - https://www.walkermckay.com/Twitter - https://twitter.com/walkermckay?lang=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.

HIGHLIGHTS00:32 Never stop learning in sales01:18 Awesome podcasts to get more knowledge in sales01:58 Start your own podcast to continuously learnQUOTES00:36  "I know it's so easy to think that you figured it all out and you know, it all, I've come across so many tenured sales reps in my career in sales, where they just aren't open to learning new things."00:59 "Always be opening to open, to learning. And there's tons of places around you. If you look for it where you can actually get a lot of things for free, uh, for example, a podcast just like this one, and there's many of."02:02 "One of the best things that you can do to learn is actually start your own podcast. I've personally interviewed over 250 people, and I personally got to ask them any question that I want."Learn more about Collin in the link below:LinkedIn (Collin) - https://www.linkedin.com/in/collin-saleshustle/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.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.

HIGHLIGHTS03:30 Sharing knowledge that helps other people 04:47 Kendra's 25 year transformation in sales and marketing09:30 Pay attention to the problems of your clients and succeed in sales  13:56 Perfection is irrelevant, the best strategies are the ones you improve on now17:55 Listen and think to come up with innovative ideas to solve problems22:59 Connect with KendraQUOTES06:05 "Unless you had the territory that your company felt was the top territory, you had no marketing support. And unless you were responsible for large accounts, I wasn't because my passion is new business, it was on you."11:20 "You didn't follow up on any of your leads. You have to call your leads. Look, they're literally calling and asking you to call them and you're not calling them. So of course you didn't close anything because it starts with having a conversation."12:18 "It is being able to pay attention to what's going in your market, whether it's a territory or it's an account set or it is your business and it's your target market. You've got to be able to pay attention to where their problems are."16:25 "In sales, you have to go practice it. And I would bet you in anything, definitely with sales, when we teach prospecting, I want people to go write their value proposition and then I want them to go use it and come back."22:08 "Marketing, we're not getting people. Let's look at what you're targeting. It could be the market, it could be the messaging. Let's share with you what we're hearing in the market that people care about why they're using our solutions."Learn more about Kendra in the link below:LinkedIn - https://www.linkedin.com/in/kendralee/Website - https://www.klagroup.com/Telephone - 303-741-6636If 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.

HIGHLIGHTS02:27 Realizing the importance of money and entering business very early06:27 A business may be successful and yet not scalable09:39 Knowing when to let go and make an exit 14:30 Having a side business is the standard today19:31 Founding TAIA, a software technology translation company23:38 Finding the sweet spot of B2B demand and offering a solution24:54 Connect with MarkoQUOTES05:06 "Being poor actually means to suffer and out of suffering, in my belief, motivation thrives. So actually at those times, I believe I've gained something that I still have today, so a lot of motivation and especially motivation to grow."15:58 "When you have a culture with values that embrace this, of course autonomy and just trust at the end and that people feel good and grow with you, then the risk of them leaving even if they have a good side business is low."17:05 "There is a scientifically-proven fact that if your employee learns something new regardless of which field he learned it at, not something that he works on, the employee is going to get better at what they do at their job."24:14 "It's a business service in the background. Translation is something that is not so interesting, so this is where we at the time, we saw that we found a sweet spot."25:27 "If it's a game, if it's a product, if it's ecommerce site, if it's localized to a native speaker, there's a much higher probability of a sales being closed. Which means that all ecommerce or any international businesses are getting more and more aware."Learn more about Marko in the link below:LinkedIn - https://www.linkedin.com/in/marko-hozjan/Website - https://taia.io/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.

HIGHLIGHTS03:25 A former theater kid discovers the advertising world07:41 Tiffany decides to nurture her personal life10:58 Being an influencer during its nascent stages and having Tweetups13:27 Curating your personal brand and people's perceptions of you17:54 Advice to entrepreneurs and building a team based on trust23:26 How to be adaptable and collaborative with your team25:54 Connect with TiffanyQUOTES07:58 "I have to get hobbies and create relationships. And so, honestly, I remember just being like, I don't know how to do this because coming from agency, your whole world is that."11:40 "I found the influencer life when I started going to Tweetups and meeting people. I was meeting them from all different walks of life, like from government to pharma. Everyone had these moonlighting lives, if you will, and then we'd meet."16:07 "You don't have to do more work like that. You just have to use those keywords in the work you're currently doing... Just start consistently using those 3 words or 5 words you want to be identified with."20:09 "I have a degree in costume design. I've never taken a business class. Everything I know is from asking and being vulnerable and open to people telling me when I'm wrong and fixing stuff."25:25 "You get to watch people develop, you get to hopefully take that diamond that might be covered in some dirt and shine it up and everyone is like wow, who is this magical I see? And you're like, I had a tiny part to play in that."Learn more about Tiffany in the link below:LinkedIn - https://www.linkedin.com/in/tiffanyheimpel/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.

HIGHLIGHTS02:12 Having a pulse for sales forecasts and the value of commit culture 07:48 Creating discipline and weekly accountability in the sales team13:03 Commit culture requires leadership buy-in to get accurate forecasts20:10 Activity capture technology provides real-time data on sales funnel health26:40 Analytics data provides CRO's data to gain control of the revenue processQUOTES08:48 "We had a commit culture that was every week. So you committed every week. If you missed last week, why'd you miss? So it wasn't monthly or quarterly cycles of learning. It was weekly."16:59 "You don't want fear in the organization. And so you got to strike that right balance of you're letting your peers down because your peers are going to have to make up when you don't meet your commitment more than your job's in jeopardy."22:29 "When a customer is engaging, meaning they're responding to your rep's email, they're scheduling meetings, they're looking at your attachments, they're engaging with you. They'll do that when your value prop resonates with them."24:47 "With this activity capture and the analytics you can provide, we can provide real-time insights through the sales process and identify potential deals that are stalling or worse, are dead, like that's all false positive on funnel coverage."31:44 "What I'm really after is helping CRO's gain control of the revenue process and the alignment of the functions by everybody looking at the same data. This is the sales process, team. Help me improve conversions here or here."Learn more about Todd in the links below:LinkedIn - https://www.linkedin.com/in/todd-abbott-659b891/Website (Website) - https://www.insightsquared.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.

HIGHLIGHTS02:43 An internship sparks a curiosity in sales and how to influence its dynamics10:30 Working as a door to door salesman and becoming "Donut Boy"22:07 Increase sales by rewriting the script and being your authentic self36:21 Listening as a sales strategy and knowing buyer personas41:48 Aligning growth: Know your product, customers, and competitors45:40 Find high-fidelity opportunities for your sales teams47:28 Connect with WayneQUOTES10:03 "These guys are just leveraging other people in the business who are super smart technically... to get the customer into vision in order to buy. So I could see the dynamic and... I was wondering how I could influence that dynamic."22:12 "Clearly this playbook is not working for me. It's just not working for me. And I just made this decision to just rip it up and the decision I made was to figure this out for myself."24:22 "What I realized I really enjoyed was just learning about people. Like who are you, what do you do, what's your life all about, and is there a way which I can help you."41:54 "The work that I do today is really all about ensuring that founders have focus around the value that they're building in their product and ensuring that they have focus on their go to market teams to ensure that they're targeting the right customers."46:25 "What the smart leaders do is they, upfront, they have much clearer definitions of who they're targeting and who the ideal customer profile is because what they want to do is to have high-fidelity opportunities landing on the salesperson's desk."Learn more about Wayne in the links below:LinkedIn (Wayne) - https://www.linkedin.com/in/waynemorris/Website (Website) - https://waynemorris.co/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.

HIGHLIGHTS03:15 Brandon's background and finding sales success with passion08:32 Falling in love with your personal brand 15:23 Lessons on learning, earning, and moving on  22:12 Starting Be Focused. Live Great by applying the athlete mindset 26:22 Deep work: Prioritizing time and health to achieve meaningful results29:22 Brandon's 5 intentions and keeping a "Thrive Score"35:58 The PREP Framework and using energy levels 39:21 Flexiplinurious: Flexible, disciplined, and curious 43:43 Connect with BrandonQUOTES26:27 "Deep work is making an intentional I'm going to use my time to work in a very undistracted environment so that something meaningful can be an output of that work."31:52 "When I'm healthier and I'm well-rested, I'm going to be better for my prospects and my teammates. When I focus on no more than 4 hours in meetings and get myself 4 hours for deep work, I can get really quality work done."32:20 "I sort of create these 5 intentions of working out, you know, a wellness activity, being mindful, and spending time with my wife, and sharing content with the world."32:52 "When my sleep is good and my schedule's well-aligned and I complete my 5 intentions, that adds up to a really high Thrive Score. And the more times I hit that high Thrive Score, the natural output is good business. Closing deals."36:01 "This framework called PREP, which is Plan, Rest, Effort, and Perform."38:38 "I have everything labeled by the energy level, and I can just naturally say okay, this is a peak activity, I'll push that to the morning. This is a dip activity, that's perfect in the afternoon."Learn more about Brandon in the links below:LinkedIn (Brandon) - https://www.linkedin.com/in/brandonfluharty/Website (Be Focused. Live Great.) - https://befocusedlivegreat.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.

HIGHLIGHTS01:44 Building high quality relationships through LinkedIn04:21 Sending video messages to book more meetings05:28 Understand what relationships would be valuable to them06:57 How to nurture your best connectionsQUOTES04:21 "When you send these videos, you want to keep them 30 seconds or less. And you want to invite them to connect for a call and let them know how you can maybe add value."05:12 "Make the conversation about them. Make sure that you're listening more than you're speaking, asking good questions, following up on things, and digging a little deeper."07:09 "Building a network takes a lot of time and a lot of effort, so I really recommend dedicating a certain amount of time each week that you're going to commit to building new relationships and investing in the ones that you've built."Learn more about Collin in the link below:LinkedIn (Collin) - https://www.linkedin.com/in/collin-saleshustle/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.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.