Sales Transformation

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HIGHLIGHTS

• A different brand of salesman
• Always put the needs of the buyer first, even in hiring salesperson
• People generally don't like to be persuaded
• Modern selling should be about working with buyers
• Changing the perspective of what it means to be in sales
• Don't chase numbers at the expense of customer relationships
• Creating a consistently good buyer's experience will payoff in the end
• Don't work for sales, make sales work for you
• Look for managers that are as invested in your success as you are
• Knowing vs Understanding the buyer

QUOTES

Andy: “I ask sales managers all the time. I see your job posting and I'm dealing with the client or something and I say, okay, here's this job posting that you got listed for a salesperson. So these attributes that you have listed, how do they help the buyer?”

Andy: “It's kind of a lunacy that we continue to have sales leadership that puts together job postings that emphasize these qualities, because in many respects, what they emphasize are behaviors that buyers resist and reject.”

Andy: “We spend billions of dollars a year in the US alone, training salespeople in behaviors that the buyers universally resist. That sounds like a good idea, doesn't it?”

Andy: “This is the problem, right, is we've had this sort of revolution in the last 10 to 15 years with incredible technology coming to the sales space, the marketing space, and people think that the usage of that technology constitutes modern selling. And it doesn't because when you're automating antiquated, obsolete behaviors, it's not modern. It's still the same old crap. You're just doing more of it, you're amplifying it.”

Andy: “Sales is not something you do to somebody. It's something you do with somebody.”

Collin: “It's so common, you know because of this end of month, end of quarter, end of year, the vast majority of people in sales are stressed out, working long hours, trying to do exactly what you did. You know, going back and forth, forcing these orders to hit numbers so sales bosses can get their bonuses.”

Andy: “There's no shortage of studies that have been done about how people are more productive, more creative when they have more control of the choices they make.”

Learn more about Andy in the links below:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/realandypaul/
• Website: https://www.andypaul.com/
• Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197

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.

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Dial Session here!

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HIGHLIGHTS

• From macrame bracelets to financial literacy for kids and moms
• A good reach out entails a deep understanding of the community
• The problem with aggressive use of dashboards
• Hyper reliance on activity metrics can be detrimental
• Sales leaders need to look beyond the top line revenue
• Remember Pareto's Principle
• Podcasting as a critical skill for sellers
• Sales is always changing
• Wait for your results and don't quit too early

QUOTES

Amy: "Aggressive use of dashboards, I think the first and biggest one is not focusing on effectiveness and a hyper reliance on activity metrics as opposed to effectiveness is a massive mistake. I think that we do not do a good enough job as a profession differentiating between those that are applying effort to change and grow and develop and maybe not getting the results, versus those that are applying no effort at all."

Amy: "You are going to get 80% of your results from 20% of your activities. Your job, especially at the beginning, is to identify what those 20% of your activities are so that you can both do more of them and stop doing the things that are not working."

Amy: "There's a million reasons why we're burning through sellers mental health-wise. But focusing on activity for activity's sake, without the connection between the results and not teaching people how to make these decisions for themselves, this is a big part of that problem."

Collin: "There's a lot of waste. We're coaching on the wrong things. Because a lot of the coaching is around how to focus, how to do more of the activities that are not the majority of the results. You got to know what are those things that are gonna get the majority of the results and coach around them."

Amy: "We've done ourselves a tremendous disservice with these turnkey dashboards. When we're just able to just turnkey buy a dashboard and integrate it into Salesforce, we've lost the principles of these numbers."

Amy: "Sales is always changing. The way that buyers are buying is always changing. Are you?"

Amy: "Everything works and nothing works. You just have to do it long enough in order to give your results enough time to come in. So don't quit too early. And that goes for podcasting too."

Learn more about Amy in the links below:

• Podcast: https://www.revenuereal.com/
• Linkedin: https://www.linkedin.com/in/amyhrehovcik/
• Website: http://salescast.community/
• Email - [email protected]

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.

Today's episode welcomes Gail Kasper - the world’s leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-TechniqueTM️ (SAD-TTM️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She’s also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes.

When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university.

College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don’t have a fallback, you’re much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy.

Tune into the full episode to learn how to Sell Like A Cockatoo!

Key Insights:
00:57 How Gail started in sales & media
02:02 Do salespeople lack drive in 2024?
04:07 How to succeed in sales today
06:03 Gail’s approach to coaching engagements
12:02 The Cockatoo framework
15:17 Driving outcomes for sales teams
21:47 How Gail helped recoup a $30 mil. loss
24:36 What makes a great seller
28:08 Sales keeps the lights on

Connect with the guest, Gail Kasper

Connect with the host, Kevin Warne

HIGHLIGHTS

03:30 Sharing knowledge that helps other people

04:47 Kendra's 25 year transformation in sales and marketing

09:30 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 now

17:55 Listen and think to come up with innovative ideas to solve problems

22:59 Connect with Kendra

QUOTES

06:05 "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 - 303-741-6636

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.

As an Outsourced HVAC Sales Manager, Chris gets to help business owners who are self-managing sales and should not be. He has been around sales and management for 30 years and has seen people struggle with having a solid sales process.

Chris believes that some are born with the ability to sell and need to be fine-tuned in their process, while others need help finding a sales process that will help them get on track and become a solid salesperson. He is inspired to help people do what inspires them so they will be fulfilled.

Specializing in consultative sales, Chris has years of sales, training, and management experience with award-winning results. He has been the winner of numerous local and regional awards. Chris has mentored and coached some of the top salespeople and sales teams in his career. He has worked with all types of companies (small, medium, and large), helping decision-makers at all levels make the appropriate choices for their companies and their people to succeed in their business goals. He has managed P&L's and budgets for multimillion-dollar organizations and successfully helped organizations develop sales processes, develop employees, effectively reduce inventory levels and A/R balances to achieve company goals. In addition, Chris helped achieve high online customer service ratings through team motivation and coaching.

To get Chris Michel’s digital business card, text CoachChris to 21000.

You can also connect with Chris on LinkedIn and read about the Red Chair Experience, a book he’s currently working on.

• LinkedIn - https://www.linkedin.com/in/coachchris84/

Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. Also, if you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.

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