ACHIEVE CONSISTENCY IN PODCASTINGHow often should you release podcast episodes? 1 in a month? 7 in a week? In today's episode of Sales Transformation, Collin dives into how he started doing podcasts, the time he was told to do 21 episodes consecutively, and what he's learned about how to do his podcast recordings effectively over time.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HACKING THE ALGORITHM GOT HIM SOMETHING BETTER“Never got listed on the New Noteworthy Section but built up that habit and that frequency in a really scalable way to have a podcast on a high frequency. Initially, I was interviewing people that I wanted to build business relationships with, so it was a little podcast prospecting way of building relationships and networking with folks.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

PODCASTS ALLOW YOU TO OPEN NEW DOORSConnections, pipeline, revenue - no matter how you think about it, these are all about building the right relationships with the right people. Collin dives into how podcasts help you do just that. Additionally, it's a reliable way to engage with people in a different context beyond just asking for meetings. You can learn about all of this and more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHAT DOES “BEING ENGAGED” MEANS“The B2B buyer is consuming at least 13 pieces of content before they make a business decision. Do you want to be one of those pieces of content or not? So you can be left out of the conversation or you could be producing content around the topics that the people you want to do business with care about most.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

FAILURE TO PREPARE IS PREPARING TO FAILWhat’s the #1 mistake that sellers make when they get the chance to negotiate? Sellers fail in the negotiation stage of their selling process because they fail to prepare properly for it. Collin explains the importance of preparing properly for every negotiation, big or small. Tune in to learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: FAILURE TO PREPARE PROPERLY“Most people lack the ability to close more deals because they're not fully prepared to negotiate properly. And what I mean by that is they don't fully understand the needs and motivations of the person on the other side of the deal.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LEADERSHIP INVOLVES GOING THROUGH CHANGES AND PUSHING CHANGESTeams are one of the most difficult things to manage in a sales environment, especially when it comes to advocating change. But how do you push your team to change? In this episode, Collin talks about motivating your team to change. He breaks down the top 3 things you can do to push your team to change, and you will find out these 3 in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: LEADING BY EXAMPLE“Be a positive example by demonstrating the behaviors, that will reinforce and show your team that you're willing to do what you're asking them to do.”COLLIN: FEEDBACK AND ADVICE“Offer constructive feedback on performance and give them very actionable suggestions for improvement.”COLLIN: KEEPING PEOPLE ACCOUNTABLE“Make sure that you keep people accountable to whatever that thing is that you're working on to help them change.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

“ENGAGE” IS THE SOCIAL LOVE LANGUAGEHow do you engage with your ICP? How do you make a strong connection with them and start building relationships? In this age of social media-based selling, It is imperative that you engage in valuable content, and that is what Collin talks about today. Tune in now and find out from Collin how you can use the content as a surefire tactic to engage with your ICP, only here, in Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: SOCIAL DONE WRONG“Most people are doing social selling wrong, they're viewing it as an outbound channel with their connecting with people and then pitching in the DMS, hoping to get a meeting. But ultimately, all that does is burn your prospect and ruin any chance of building rapport and trust, and it's no way to add value.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THE TRANSFORMATION TO TRANSITIONWhat is it like to transition from one selling approach to another? Today, Collin talks about transitioning from being a transactional seller to a strategic seller. He emphasizes the importance of patience since strategic selling takes more time and effort. Collin also explains that strategic selling requires a consultative approach and the knack for more creative solutions. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: PATIENCE IS KEY“I would say the number one thing that can be really challenging for people in this sort of transition is patience.”COLLIN: CONSULTATIVE AND CREATIVE“Strategic selling requires you to be much more consultative in your approach, and to be able to come up with solutions and give you the ability to be creative in your deals, so there are lots of benefits, but it also can be challenging.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES, IT’S TRICKS THAT YOU NEED, NOT THE SMARTSAre you a great leader? How sure are you? Do you really have what it takes to be a great sales leader? In this episode, Collin explains that it’s not always about the smarts and experience that you need to be a great leader, it actually needs the right tricks of the trade. Tune in as Collin presents the top 3 tricks to mastering sales leadership in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EMPOWER AND MENTOR YOUR TEAM“You need to know how to empower and mentor your team. You want to be able to encourage professional development for your team, and also invest in them as people.”COLLIN: LEAD BY EXAMPLE“Lead by example. This is the best way to be a role model to your team to demonstrate the values that you expect from them. So lead by example, don't be scared to get in the trenches with your team.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU INTERESTING ENOUGH?Many of us sellers are scratching our heads about why we can’t keep our prospects in the conversation or even in the sales process. The question is, are we interesting enough for the prospect to spend time with us? In this episode, Collin breaks down how listening, understanding, sharing relevant information, being authentic, and engaging can help us become more interesting to our prospects. Stay tuned as Collin gives us a bonus tip in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: LISTEN AND UNDERSTAND“Listen and understand their needs. Pay attention to your prospects, challenges, goals, and pain-points, and tailor how you address those, and this shows that you really heard them.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU NAIL YOUR SALES PROCESS?Well, Collin has 3 sure-fire tips for doing it. Nail your targeting and perfect your ICP, fine-tune your entire sales process, and leverage technology to automate your process. Tune in as Collin breaks down these 3 tips, only here in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: NAIL YOUR TARGETING“Nail your targeting, that might mean that you need to test several different ICPs until you really hit your targeting well, where you're getting some momentum with those particular prospects. So that might be a certain persona. That might be, you know, particular people that really care about solving the problem that you solve for.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

FROM THE BEGINNING, UNTIL THE ENDMany sellers treat personalization as a transactional approach, where they only apply it in prospecting, and off they go. But personalization is so much more than that. It can be applied up to the very end of the process, from prospecting to closing deals. Stay tuned as Collin shares a game-changing tip that will make your full process personalization easy as taking candy from a baby, only here in Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT DOESN’T STOP WITH COLD OUTBOUND“Personalization usually stops at cold outbound, but it doesn't have to in 2023. If you want to close more deals, if you want to drive more revenue, you as a seller need to learn how to personalize the entire sales process, all the way from the top of funnel to closing deals.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok