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.

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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

In this latest edition of Sales Transformation, Collin Mitchell will be talking outside sales with expert survivor Mike O’Kelly, whose experience of around 20 years in enterprise and pharma sales has given him the tenacity to survive and outlast everyone else in the business. Mike will be sharing his personal experience and will be explaining why it is very important to invest in training your people over and over for better survival.

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HIGHLIGHTS

• Mike's sales story
• Mike's sales training
• Outside sales experience
• Invest in training and re-education

QUOTES

Mike: “I know how to create solutions for people. And that's really what I think sales is. It's finding solutions to people's problems and doing it in an efficient manner that gives them the most value for their dollar.

Mike: “I'm very passionate about outside sales. I love it. I think it's fantastic, and I think there's a cancer, where people are giving up on sales too quickly.”

Mike: “It's all about the process. says after the initial training, because initial training is kind of a roadmap, but guess what, once you get to a certain destination, you need another map.”

Mike: “I think individuals should invest at least 3% to 10% of their annual income in re-education.”

Connect with Mike and find out more about him in the links below:

• Mike’s LinkedIn: https://www.linkedin.com/in/mike-o-kelly-44ba352b/
• RithmAI LinkedIn: https://www.linkedin.com/company/rithm-ai/
• RithmAI Website: https://www.rithmai.com/
• Surviving Outside Sales Podcast: https://pod.link/1582694946

Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

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Get Your Free Dial Session here!

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HIGHLIGHTS

• Veering off the ministerial path because of a sales job
• Making a career off of commission-only door-to-door sales
• Handling rejection is a life skill
• Diving headfirst into podcasting
• Get yourself a thousand true fans and you'll be set for life
• Your audience as a built-in distribution engine
• You build true fans by creating value
• The deal about Guestio
• Helping podcasters monetize their work and audience

QUOTES

Travis: "If you're a high performer, and you're in a sales environment, the more commission to me, the better. Because to me, all the other perks we're just distractions from how much commission I could potentially make. To me, it was like, yeah, you get a salary and a company car but that's because they're only paying you like 2% on this deal. I don't know if I wanna sacrifice that. Plus, you got a boss now. With a great salary comes great oversight and micro management."

Travis: "You put yourself in this negative feedback loop that just highlights the negative parts and then before you know it, you're talking yourself out of a sale before you're even getting through the first part of your pitch. The other person that just rejected you sold you into their rejection of you."

Travis: "Success is nothing but the ability to move from failure to failure without loss of enthusiasm. And that's never more true when you're knocking at a door and somebody tells you to f-off, and you have to shake it off and knock on their next-door neighbor's door without letting that previous encounter poison the first words out of your mouth."

Travis: "If you can get a thousand people who know, like, and trust you enough to support anything that you put out just because they know, like, and trust you that much, then you can future-proof your entire life. You can future-proof your revenue, future-proof your net-worth, your relationships, you can future-proof everything that you're working on."

Travis: "You cannot think about yourself and your quest to building true fans, if you want to build true fans. You have to turn your attention to those people and how you can help bring some sort of value to their lives."

Travis: "Joe Shmo podcaster, who works at 9 to 5 and puts out a podcast about business advice and is editing his show from 9 pm to 11:30 pm before he's got to get up tomorrow at 6 am, like that person is not making money regardless of what happens. And if they put in the blood, sweat, and tears to build the audience, which is the only asset in the entire transaction, then they should be the ones getting paid."

Learn more about Travis in the links below:

• Website - https://guestio.com/
• Podcast - https://travischappell.com/podcast

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.