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YOUR FIRST TIME WILL ALWAYS BE MEMORABLEJordan is back to give us the basics of building your first-ever sales funnel. Jordan’s tips are straight to the point: 1) Make a clear offer, 2) Use simple design elements, and 3) Ask for help if you are having difficulties. Stay tuned as Jordan breaks down each of these three in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSJORDAN: CLARITY OF YOUR OFFER“You need to have a crystal clear offer. So what are we pointing them to do? And how do we communicate that extremely clearly, to that buyer?”JORDAN: SIMPLICITY OF YOUR DESIGN“Keep any of your design elements very simple. It sounds counterintuitive, but I see it all the time, the more complex you make your marketing, message, design, and copy, the lower your conversions tend to be. And so we always say you can be clear, or you can be clever, which one do you want to be? I'd rather be clear because clear is going to win, hands down.”Connect with JordanJordan Mederich | DropFunnels | DropFunnels.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
DID YOU JUST LOSE A DEAL THAT YOU THOUGHT WAS GOOD AS SOLD?What do you think went wrong? Sometimes it’s about how you communicate. What do we mean by communicating?In this episode, Collin talks about 2 things. First is the difference between a Chief Evangelist and a Sales Leader. Second, one factor that makes or breaks a deal is not really your knowledge of the product, it’s how you communicate. Collin emphasizes the importance of selling to the person, authentic personalized selling, not the patterned and automated persona selling, that brings the win. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: A SMALL CHANGE CAN MAKE A HUGE DIFFERENCE“The default for most sellers, is to just show up and use the communication style and preferences that they prefer, and that's why a lot of sellers end up feeling like they mesh with certain prospects, and they don't with others. But if they just changed things a little bit to communicate in the way that that person likes to receive and process information, it can make a huge difference.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
IT’S TIME TO RUN THIS SHOWAs the showrunner of his own content company, Rish has his own ways in terms of using his content as means for his business. In this episode, Rish shares their unique way of doing business and finding prospects with the distribution of their content. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSRISH: THE BEST SALES REPS“We've given up on always selling and we've picked up always be helping. Now, the way this is different is you can say stock social. So basically, you go on social media, you go on communities, it could be Facebook groups could be slack communities, and I'm engaged with the audience set. ”Connect with RishRishabh Bhandari | Content Beta | ContentBeta.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
YOU GOTTA GET DOWN TO THE NITTY-GRITTY DETAILSA lot of sellers today write their messaging based on a particular pattern or template that is designed for a persona, but is that enough? What about their differences in writing preferences? How about their desired formats, those things drive them nuts. Today, Collin discusses the secret sauce of boosting your positive outbound replies to 236% with the power of personalization. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: THAT’S NOT HOW PERSONALIZATION IS DONE“Most people have sort of a baseline sequence that they're running, which is really typically based more on a persona. This is our ICP, maybe here's their size, here are the problems that we think that they may have, all that stuff is valuable. But what isn't taken into consideration is the variations of different people that are recipients of that message. And that's where you can really see a big lift, is when you personalize to the person.”COLLIN: THE SECRET SAUCE TO PERSONALIZATION“The secret sauce is knowing your prospects and knowing what their personality type is, knowing certain things like, what your subject line should be based on their personality. What do you know? Should you say hi? Should you say, Hey, should you put the first name only? Right? These are all small details that a lot of people think are meaningless.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
PRACTICE MAKES PERFECTCheesy, cliche, and old. However, Carole believes that every seller should practice their sales conversations as it keeps them getting better and better the more they keep on engaging. Carole also sends her final piece of advice that practice is more effective if combined with an accountability partner. So start practicing, and get loaded with more of Carole’s insights in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCAROLE: PRACTICE YOUR SALES CONVERSATIONS“The more you can practice these conversations before you get into these conversations, you're not practicing on your buyers, you're actually getting more comfortable with whatever new technique or approach it is that you're trying to take.”CAROLE: PRACTICE AND ACCOUNTABILITY GO TOGETHER“It's that practice and accountability that helps us to keep the commitments we all have desires, but when we somehow have to answer to someone else either to show up to the gym, we are more likely to do it.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
HOW DO YOU BOOK YOUR MEETINGS?Shawn is back to talk about his primary channel for booking meetings. Shawn discusses one of his main sources, email. He also adds another channel that is attending events and conferences, and he breaks down how he finds prospects, builds rapport and connects with them. Make sure to stay tuned until the end as Shawn has an important message to a lot of BDRs, only here, in the latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSSHAWN: JUST TRUST THE PROCESS AND BUILD YOUR SKILL SET“If you're trying to get out of your BDR work pretty quick, just have faith in the process, have faith in the time you spent there, and just really build up your skill set, because you're probably going to use it your entire career. So really focus on that.”Connect with ShawnShawn Kipnis | Kaleyra | Kaleyra.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
ARE YOU READY TO BE EVANGELIZED?What is a Chief Evangelist? What does he do? What does it take to become one?These are the questions that Collin will be answering today. Being the Chief Evangelist for Humantic AI, Collin discusses the basics that you need to know about becoming one and emphasizes that it’s about evangelizing the problem you are trying to solve, and not the product. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: EVANGELIZE THE PROBLEM BEING SOLVED, NOT THE PRODUCT“Evangelists should be evangelizing the problem they solve, and really being sort of that thought leader in that space that people can seek and learn from and more of a general level, rather than, like, only relevant to buying my product.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
2 MAIN THINGS FOR TODAY:1) When somebody asks you to read, you read.2) Know your damn numbers!In this episode, Kevin shares his pro tip when interviewing a candidate with the use of an FAQ document to filter them out. He also talks about the importance of knowing your numbers which is a quality of a great salesperson. Learn more about these tips in the latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSKEVIN: GREAT SALESPEOPLE SHOULD KNOW THEIR NUMBERS“Great salespeople know their numbers, because then what follows after that is, what was your deal size? What was your quota? What was your achievement to quota? Great salespeople know the answers to those questions.”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
DO YOU KEEP IT SHORT AND SIMPLE? OR DO YOU WANT IT LONG AND STRONG?There’s a lot of noise going on about keeping your cold emails short, but does it really have to be short for all prospects? In this episode, Collin explains why your cold emails should be longer. As there are different buyer personas, the length of your email should also align with it. Tune in and find out when you should be writing longer emails in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: ALIGN YOUR EMAIL TO WHO YOU SEND IT TO“Emails should be written in the way that is going to be best suited for the person that you are sending it to.”COLLIN: SOME PEOPLE WANT DETAILS, INDULGE THEM“There are certain people that want more detail and want your emails to be written properly and not so casually. So a lot of people get fancy with email, and they write very casual language and they make them super short, which is effective for a lot of people. But when you're sending it to the type of person that has a personality that wants things to be very formal, very detailed. That is when a longer email is merited.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
BIG, USEFUL, YET COMPLEXThis is how Jordan Mederich would describe WordPress, one of, if not the biggest social platform to build sales funnels. Jordan is the Founder and CEO of DropFunnels, and he discusses how he came up with its concept after seeing the complexities of WordPress. Jordan will also discuss the four main funnel archetypes so be sure to tune in to this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSJORDAN: THERE’S ALWAYS A NEXT STEP“You've never really arrived. You've never really made it because once you hit a goal, you're always going on to the next thing.”JORDAN: INTRODUCTION TO THE FOUR SALES FUNNEL ARCHETYPES“I think people are trying to be really clever. By making things sophisticated, when really, it's pretty simple. There are really only four funnel archetypes that you could plug in virtually any offer to and all businesses can fit into these particular models.”Connect with JordanJordan Mederich | DropFunnels | DropFunnels.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
COME ON AND LET ME CHANGE YOUR MINDCollin is back with Carole and today, they will be discussing mindset. Collin opens up about what should sellers do to be able to change their mindset. Carole gives her insight on this, while Collin adds that every seller must find a reason to change their behavior because if it’s not based on anything, no change is gonna happen. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: CHANGE YOUR BEHAVIOR FOR A REASON“Why is it even important to change this behavior? Because if you don't have a good reason for wanting to change this, guess what? Probably not gonna happen.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
ALWAYS SEND THE RIGHT REP FOR THE RIGHT ICPAs Collin discusses that reps perform better on different channels, Mark adds on by explaining that as a leader, you must send the right rep who is skilled with the kind of channel to be used for a specific ICP. Mark also discusses the importance of providing your reps with the right tools instead of just dumping them with MQLs. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSMARK: SEND THE RIGHT REP FOR THE RIGHT ICP“Most organizations are only selling to one or two ICPs. So then just make sure that you've got the right reps to deliver the channel. So you've got a guy that's great on video, but your ICP is not answering video, maybe don't hire. You know, and I'm not sure that people are going through that level of due diligence when they should be.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
THERE’S NO TOUGH CUSTOMER THAT A SMOOTH SCRIPT CAN’T SOLVESalman is back for one last round and in this episode, he talks about the kinds of customers you get when doing enterprise sales. There are those you can deliver your discovery as usual, and there are tougher ones that want you to go straight to the details. Salman presents an effective script that can make the tough conversation a smooth one. Learn this script in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSSALMAN: SAMPLE SCRIPT TO DEAL WITH “What I would say is I would do this, I will say something like this, Hey, listen, Colin, I could tell you all about our solution, our capabilities or features, but I'd be personally doing you a disservice if it didn't resonate with you. So what I'd like to do with your permission, Colin is, I like to tell you a little bit about the specific problems that some of your industry peers and folks in your role are facing today. And if that resonates with you, we can dive in further. If it doesn't, we can shake hands and walk away.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 
SOMETIMES YOU HAVE TO SAY NO IN ORDER TO GET A YESCarole shares a quick story about saying NO to a prospect, which eventually opened other opportunities and referrals for her as her actions have established a great deal of trust. Collin explains that this is an act of a disciplined seller which is very important as it shows that you are not seeking validation. Learn more about this in the latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: SOMETIMES A “NO”, GETS YOU A “YES”“It takes a very disciplined seller to know how to say no, in certain situations.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
WHAT CHANNELS DO YOU COMMONLY USE?Top of mind, most sellers would say email and phone. But have you considered leveraging in content creation?Rish Bhandari, the Founder, and CEO of Content Beta discusses with Collin what leveraging through content is about and its benefits. Rish will be breaking down the importance of retention and making your customers your own sales reps. Only here, in the latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSRISH: THE BEST SALES REPS“Make your customer speak about your product and what benefit they got. Remember customers are the best sales reps and they can truly speak the language your customer understands.”Connect with RishRishabh Bhandari | Content Beta | ContentBeta.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
WHAT IF WE SET THE WORLD ON REVERSE?In this episode, Collin and Kevin talk about recruitment calls and interviews. Kevin shared an interesting way of doing an interview by flipping the tables and letting the candidate ask the questions. Collin likes this method and explains why we should do it when hiring salespeople. Collin also talks about his own method and explains why it’s very important for candidates to be able to think of great questions. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: WHY DO WE LET CANDIDATES ASK QUESTIONS“That's what salespeople do. I mean, they need to ask great questions. Do you need to show how deep they can go in their level of curiosity? Like, are you going to be able to get on a call and do what we do every day as salespeople and do a damn good job at it?”Connect with KevinKevin Gaither | Inside Sales Expert | InsideSalesExpert.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
WHO IS YOUR FIRST PRIORITY IN SELLING?Definitely, a lot of you would say it’s the buyer, but is it really what you’re practicing? Carole Mahoney, aka the Sales Therapist, joins Collin Today to share how she got into sales coaching and what she learned over the years. As the author of “Buyer First”, she discusses the common misconceptions in sales that need to be shattered. Learn more about Carole in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCAROLE: BE THE ONE THEY TRUST, NOT THE ONE THEY LIKE“There's plenty of people who I trust that I might not hang out with every day. But at the same time, there are people who I trust to give me advice when I don't necessarily want to hear what I want to hear. We don't trust those people that just tell us what we want to hear, and that was one of the things that I had this misconception about in sales.”CAROLE: DON’T BE NEEDY AND ASK FOR APPROVAL“If you have a very high need for approval, then you're going to suffocate your buyer by saying yes to everything that they say, you're not going to ask those tough, challenging questions when they come up, you're certainly not going to ask the questions that would ask them to get their boss involved.”Connect with CaroleCarole Mahoney | UnboundGrowth.com | Gey a copy of Buyer First at Barnes & NobleConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
HOW DEEPLY DO YOU KNOW ABOUT YOUR PROSPECT?Collin is back with Salman, as he steers the conversation deeper into understanding your prospect when it comes to the enterprise selling process. Collin and Salman tap into evolving when learning in the process, how to run a good enterprise-level discovery that focuses on the prospect’s goals, and the importance of knowing who you are dealing with in the conversation. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: IT’S AN EVOLVING LEARNING PROCESS“Your knowledge is going to evolve over time. You could do a lot of research, but then once you started having these conversations, it's all an evolving learning process.”COLLIN: KNOW WHO YOU ARE DEALING WITH“Some people don't like small talk, not everybody likes small talk. So you got to know who you're dealing with, and be able to adjust and adapt your approach based on who it is you're having a conversation with.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 
WHAT’S THE SECRET SAUCE TO CONSISTENTLY BOOKING MEETINGS?As Mark converses about Com Plans with Collin, he also discusses the possible reasons why some sellers can’t book enough meetings. Furthermore, Mark talks about the importance of having a laser focus on setting meetings. He also explains to Collin how various channels would correspond to different ICPs. Tune in as Mark breaks this down in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSMARK: WHY DO PEOPLE FAIL TO BOOK A LOT OF MEETINGS“The biggest reason why I see this, why people aren't booking that many meetings because they don't have a hard-nosed focus on sales development. Right. But you know, that sales development leader role is critical.”MARK: FOCUS IS THE KEY“I think when you've got the focus, if you're specializing in just setting meetings, you can really outperform.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
LANGUAGE BARRIERS IN SALES ARE AT A WHOLE NEW LEVELSalman is back to discuss further the importance of understanding your prospect’s problem first before offering the product. He also explains that your language as a seller is different from your prospect’s, and it is their language that you should learn, not the other way around. Learn more by tuning in to this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: PROBLEMS FIRST, PRODUCT LATER“Bottom line is if you don't deeply understand those problems and the impact they make for the individual in the organization. Nobody gives a sh*t about your product, period.”SALMAN: THEIR LANGUAGE IS WHAT MATTERS“Learn your prospect's language, not your language, because that's what's going to resonate with them.”Connect with SalmanSalman Mohiuddin | Asana | Asana.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok 
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