Sales Transformation

Collin Mitchell

1 Creator

5.0

(4)

When it comes to sales, you can either sink or breakthrough to the next level to become a top performer. Salespeople come from all walks of life and some of the most successful sellers have the most interesting sales stories. We dig into their background to uncover what makes them successful and get tactical with the sales skills that have made them stand out in their sales careers. We bring on sellers in all different stages of their sales careers and cover a broad range of sales topics from Mindset, Cold Calling, Social Selling, Selling with Video, Outbound sales techniques, Enterprise selling strategies, Podcasting for sellers, and sales leadership topics from the world's best sellers. You can count on new guest interviews every Monday, Wednesday, and Friday as well as short sales tips from Collin Mitchell every Tuesday & Thursday. We help that this podcast help helps you transform the way you sell and if you enjoy the content please write us a review, and share the show with your friends and sales colleagues.

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#218 S2 Episode 87 - Sell Without Selling Out with Andy Paul

Sales Transformation

12/24/21 • 55 min

5.0

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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: andy@andypaul.com
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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3 Listeners

#236 S2 Episode 105 - How to Stand Out as Revenue Human with Amy Hrehovcik

Sales Transformation

01/31/22 • 41 min

5.0

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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 - amy@revenuereal.com

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

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#194 S2 Episode 63 - From of Opera Singer to Presidents Club with Bryan Elsesser

Sales Transformation

11/16/21 • 31 min

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HIGHLIGHTS

01:20 Connecting Bryan's love for opera performance with sales success

08:03 Bryan's talent for learning the needs of companies and providing it

11:44 Apply yourself and transform from a good seller to a great one

15:42 Bryan's work ethic: Work until the job is done

21:18 Seeking out leadership and struggling

25:42 SaaStr: Largest community for execs, entrepreneurs, and founders

27:12 Engage with SaaStr University and connect with Bryan

QUOTES

05:05 "I now treat (sales) as much of a science as practicing law and medicine. There is so much to study, there's so much to know, there's so much to learn in terms of psychology of people, in terms of human relationships. And if you can become a master of human relationships, you can do anything."

09:22 "One of the biggest pieces of learning that I had was learning how to help others understand the growth bottle for their own business. And I was doing this at 23 off of a sales training in methodology after a music degree."

13:04 "It's not even product and business. If you can build a relationship and actually build one that lasts a lifetime, that you can take with you wherever you go, if you can build a relationship, that is what top sales people do."

20:19 "As long as I accomplish that job and I do it well, I know someone's going to notice. And if nobody notices, I know I'm going to notice. I know because I'll see it in my results, I'll see it in my paycheck. We're in a performance business, so if I'm doing right, I'm going to see it."

24:54 "It was something that I had in the back of my head when I first got started was like, I know how to do this. Everyone should just do it the way I did it. And it's like, that's not leadership. That's management."

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 Bryan in the links below:

LinkedIn - https://www.linkedin.com/in/bryanelsesser/
Website (SaaStr) - https://www.saastr.com/
SaaStr University - http://app.saastruniversity.com/

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

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#192 S2 Episode 61 - Stop Pitching Your Product

Sales Transformation

11/11/21 • 6 min

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HIGHLIGHTS

01:04 Focus on conversations: Earn the right to pitch your product or service

02:34 LinkedIn DMs and emails: How to take the conversation off the platform

03:49 Cold calls: Realize that you're interrupting their day, so get permission

QUOTES

01:42 "Focus on building relationships and having conversations. You want to target the right people and have high quality conversations with those people. Be genuinely curious learning about them, what problems they have, what things you might be able to solve, creating some value, offering some value."

02:37 "When you send a LinkedIn DM, the goal is to build a relationship and take the conversation off of the platform. So sending your pitch as part of the DM ruins any chance of that ever happening."

03:51 "When you cold call to people, you're interrupting their day. Get permission to speak with the opener. Tell them why you're reaching out to pique their interest to want to have a further conversation and continue to talk."

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/

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#191 S2 Episode 60 - From Busboy to Scaling 0-30M ARR with Four Sales Reps

Sales Transformation

11/11/21 • 36 min

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HIGHLIGHTS

01:35 Working as a busboy and entering sales by selling knives

05:25 Initially sucking at sales and how Ryan reached President's Club

11:01 Applying the Perfect Customer Profile: Going from 0 to 30M with just 4 reps

18:09 2x your revenue: 2x your deal size or halve the time it takes to close a deal

20:50 Update quarterly your Dream 100 and have a balanced portfolio

23:09 Referral operating system: Increase deal size in half the time

26:18 Four-step framework: Pathways, Peaks, Process and Persuasion

33:51 Connect with Ryan

QUOTES

10:36 "Information is aggressively accelerating that things change so fast that, what you take is something that's just like brushing your teeth or putting on deodorant, is life-changing to someone else who specialized in a different area."

13:36 "If you are listening and you are serious about doubling the deal size for your business, you want to write this down now. Okay, so it's called the Perfect Customer Profile... it's like if your ICP had a baby with Pareto's principle, the 80-20 rule where 20% of what you do creates 80% of your results."

15:27 "You look at the five biggest clients that you've closed, the five fastest clients that you've closed, and the five biggest losses that you've had. And then, what you do is you look at it and you look at the ownership structure across those, the functional areas, the biggest result that you created for them."

24:38 "Create a referral operating system. And that referral is beautiful because it helps you close deals in half the amount of time. And the deal size is, once again, it's 125, 150%, and that's just by leveraging all the investments you've already made and then systemizing it so you continually get warm leads."

29:14 "90% of what we do as adults, I think it's once you get past the age of 30, is hardwired and based in our subconscious. So it's tapping into that subconscious and aligning that the right way and saying the right thing at the right time."

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 Ryan in the links below:

LinkedIn - https://www.linkedin.com/in/ryan-staley/
Website - www.ryanstaley.io
Podcast (Spotify) - https://open.spotify.com/show/39FMS44jbijarB1VR55kla

Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

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#190 S2 Episode 59 - Tips on More Productive Prospecting

Sales Transformation

11/10/21 • 7 min

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HIGHLIGHTS

00:18 Prioritize your efforts in prospecting

02:00 Key aspects that salespeople struggle with

03:17 Put some manual tasks on top of the automated process

04:26 Follow your own version of a script

QUOTES

00:23 "Prioritize your prospecting efforts. And what I mean by that is you wanna prioritize your prospecting with let's say your warmer prospects. These could be inbound leads, connected from Linkedin, these could be leads that opened your email multiple times. I would highly suggest that you prioritize those."

02:05 "You really wanna go into it with a mindset of really trying to add value. Have a good solid value proposition where you're trading something that's of value for their time so they're equally excited to have the conversation, to want to move forward."

03:51 "Something that shows that you really care and you do wanna help them, and it also positions you as an expert as the person to help them with that particular thing. So find a way that you can layer in some tasks into your sequences that are manual."

04:40 "Have a good solid talk track so that when they do pick up the phone, you know exactly what you're gonna say, how you're gonna say it, and how you're going to move that conversation forward. So be prepared when you are hammering the phone."

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/

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#188 S2 Episode 57 - From Copier Salesman to Selling From The Heart Leader

Sales Transformation

11/05/21 • 49 min

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HIGHLIGHTS

02:31 Larry's quick introduction to the sales world and how he started

05:13 Hiring a business coach at 40 years old to transform Larry into someone better

08:05 Switching to a podcast, sipping coffee in the lobby of the Bellagio, Selling From The Heart

14:12 Actually giving a rip, genuine care, that comfortable feeling: Making it all about the customer

19:20 Bringing the small things into sales, being genuine, authentic, honest makes it easier

22:57 Trust and credibility in sales is really low for a very long time

28:50 In order to be you, you have to get to know you: Being true to yourself

36:52 Uncovering your gift that comes easy and natural

45:15 Final thoughts and how to reach Larry

QUOTES

04:37 "What concern about salespeople today is that they're afraid to try new things ... I was always open to trying new ideas, new ways to help me grow. I held myself to a higher degree of a standard than anybody else."

10:49 "But you know what, that's how you learn, that's how you grow. You gotta be willing to try new things. Because anything I can part on your listeners is the only way to grow is try new things. And you gotta be willing to do it, and you gotta be willing to s*** at it and learn from it."

18:19 "Whatever you do in your career, don't ever half-a** your sales career. Go at it 100% because if you can't do the small things correctly, you'll never be able to do the big things correctly."

21:51 "Six percent of people will remember what you said 10 minutes after you leave ... your buyers and your current customers are gonna remember six percent of what you said after you leave the room or the virtual room. However, they're gonna remember 100 percent of how you made them feel ... the message matters so much in sales."

26:47 "I lacked confidence, I lacked believability in myself, maybe I had low self-worth at that time and I go 'I just can't do this.' However, where I really started to understand is when I started to bring care and appreciation in all this to the forefront ... 'Listen, I'm putting me out there. I'm providing a level of service and experience you're not getting with other people, there's a cost associated with that."

29:08 "In order to really be a truly great sales professional out there, you gotta really get to know who you really are. You gotta get on the road to self-discovery, acceptance, self-acknowledgement, and self-care. You really gotta do the hard work."

33:36 "If y'all wanna have an overflowing sales funnel, you gotta build a network flowing relationship funnel. And the way you build relationships is through conversation. And you understand what makes that person tick."

37:30 "I'm a big believer of if you want to get to know somebody, you got to be willing to go first. And I go first all the time. I share something of me to get the ball rolling. And it doesn't have to be deep dark secrets or anything like that, just a little piece of me to somebody."

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 Larry in the link below:

LinkedIn - https://www.linkedin.com/in/larrylevine1992/
Website - https://www.sellingfromtheheart.net/
Website - https://www.sellingfromtheheart.net/trust-intensive
Book - https://www.sellingfromtheheart.net/book
Podcast - https://www.sellingfromtheheart.net/podcasts/selling-from-the-heart-podcast
Email - llevine@sellingfromtheheart.net

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://salescas...

#189 S2 Episode 58 - Salescast LIVE - Cold Calls Live Announcement Powered by Monster Connect

Sales Transformation

11/08/21 • 4 min

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HIGHLIGHTS

00:12 Monster Connect, a parallel dialer that gives you more conversations

00:26 Live cold calls event every Wednesday from 10 AM - 11 AM PST

01:39 First episode of live calling starting next Wednesday, November 17

QUOTES

00:08 "We are super pumped that we are partnering with Monster Connect. Monster Connect is a parallel dialer that allows your outbound team to have more conversations than they're ever used to having."

00:53 "If you have a role that requires you to make cold calls, which should be most sales roles. Then this is something you don't wanna miss, you can always watch the replay but it's never as fun as joining us live."

01:08 "You can see how Ed and I go about making cold calls, we're gonna be breaking those conversations down. We're gonna be talking about permission-based openers, we're gonna be taking some of the things that we've learned and putting them out there so you can learn from us."

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/

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#187 S2 Episode 56 - How Sellers Can Increase Their Close Rates

Sales Transformation

11/04/21 • 5 min

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HIGHLIGHTS

00:21 Running discovery and better qualify your prospects

01:17 Not everything is under your control

02:00 Increase your skillset in running discovery

02:55 Final thoughts

QUOTES

00:35 "Get very clear on who you best serve and who you don't."

01:07 "You want to be very disciplined with what you allow to get in your pipeline. Make sure it's a deal that you actually have a good chance to close."

01:26 "You wanna do your best work on the front end of the sales process to make sure that the deals that you have in there are highly qualified prospects. Prospects that are highly engaged, prospects that you have identified have a business problem that they care about solving and you are the best candidate to solve that problem for them."

02:11 "It's not enough to just tell your prospect that they have a problem, you need to ask enough good questions to help them realize they have a problem. And that it's actually a business problem, not a technical problem or a nice to have the type of problem of solving and what is the impact and priority of solving the problem."

03:07 "Disqualifying your prospects is important because your time is valuable, you're pipeline should be treated as a coveted space for deals that have been qualified and validated that is worthy of going to the next step of your sales process."

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/

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#193 S2 Episode 62 - From College Graduate to Rock Star SDR Coach with Katherine Caldwell

Sales Transformation

11/12/21 • 24 min

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HIGHLIGHTS

01:27 Using LinkedIn to sell to VPs of sales and training SDRs

04:19 Innovating sales and interview processes for clients

07:01 Sales manager vs sales coach: Play to individual strengths with a vision board

11:03 Personal branding on LinkedIn: Use video and become a thought leader

15:48 Personalize LinkedIn videos: Do your research on your prospect

18:57 Creating a course and monthly on-demand access for clients

21:13 Connect with Katherine

QUOTES

02:21 "I was selling to VPs of sales, which people say is the hardest persona to sell to. And so I was really having to figure out how can I break through the noise in this crazy time? So I started using LinkedIn like crazy."

07:23 "We can't have that management approach where everyone is doing ABC every single day. We have to have the coach mindset where we're able to easily pick out what people are good at and then get them doing that on repeat."

09:25 "I don't think a lot of managers know that their new SDR wants a Mercedes next year or that someone's playing to buy a house or have another child coming soon. And so being able to create that vision board and have the holistic view of your salesperson will help you tap in as a coach in an insane way that no one else is doing."

13:12 "My golden nugget of advice is, after you've sent a video, they've heard your voice, he's seen your face, they've seen some follow-up, that's when you start cold calling. Because I just found so much gold in being able to call people."

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 Katherine in the links below: