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Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies. Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success. With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights. So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!
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Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies. Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success. With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights. So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!
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752 episodes
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Sales Transformation
1 Serving Sales Teams the Right Way - Gail Kasper, TV Host, 2x TEDx Speaker & Sell Like A Cockatoo 33:16
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Play Later Play Later Lists Like LikedToday'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-Technique™️ (SAD-T™️) 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…
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1 How to Sell a Franchise - Marcos Moura, Co-Owner & CDO at Amada Senior Care 40:26
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Play Later Play Later Lists Like LikedToday's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services. Amada Senior Care was founded by two college football players - Tafa Jefferson and Chad Fotheringham. When they graduated, Chad went into the pharmaceutical industry while Tafa went on to be drafted into the NFL. Tafa’s NFL run was cut short after the first year, so he immediately started shaping his post-NFL career and looking for his next north star. He took his moms advice and called up Chad, and that conversation ultimately led to them founding Amada Senior Care. Together they scaled Amada Orange County to $8 million in gross billings. Franchising wasn’t part of the initial vision. After a dear friend of Marcos, Robert Christensen, was fired from Pfizer, he wanted to begin his own entrepreneurial journey. He then called Chad and asked if he could start an Amada Senior Care franchise in Washington. Chad was in, and the franchise model of Amada officially began. Every big purchase carries a certain level of risk, but buying a franchise is on the upper echelon of that spectrum. Instead of buying something that either will or won’t meet your expectations, you’re making a bet on yourself and your ability to consistently show up, perform, and find solutions to evergreen problems. When selling someone on the idea of becoming a franchisee, understand that your TAM is tiny - so every opportunity counts tenfold. Tune into the full episode to learn more on how to sell franchises! KEY INSIGHTS: 01:02 The origins of Amada Senior Care 06:52 How to sell a franchise 08:31 Finding the right franchisee 12:46 How to find your first 10 franchisees 16:26 Building a franchise sales team 19:31 Setting up KPI’s for a franchise sales team 23:58 What it takes to succeed in sales 26:46 Thriving in a growing market 32:01 Learning to leverage extra resources 35:24 What you should know before franchising Connect with the guest, Marcos Moura Connect with the host, Kevin Warner Check out Amada Senior Care…
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1 Building a Tech-Enhanced Cold Calling Culture - Sahil Mehra, Head of Strategic Sales at Nooks 25:38
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Play Later Play Later Lists Like LikedToday’s episode welcomes Sahil Mehra, Head of Strategic Sales at Nooks - an AI-Powered Parallel Dialer & Virtual Salesfloor powering the best SDR and BDR teams. They help train the team, boost conversion rates, and multiply connect rates all while having fun in the Nooks platform. Sahil also has 6 years of experience running a go-to-market agency for B2B tech companies. Sahil’s path to his previous agency started by working as an SDR, AE and Sales Leader in multiple tech startups. Over the years, he realized that all early stage startups suffer from the same GTM caveat - they don’t have a recognisable brand. This becomes a huge inefficiency for revenue teams, as your sellers are seeing unfavorable engagement metrics across the sales process and get stuck building trust from 0. A big part of building a known brand is working with those who your ICP already trusts - that’s why Sahil took a full-cycle sales approach with his clients to make sure they close logos that bring much needed credibility to new brands. If you blindly follow every LinkedIn thought leadership post when tweaking your GTM motion, you’re very likely to fail. A huge portion of content has one single goal - explain why you’re in pain and position a product as the solution. This often leads to people investing in methods that don’t work in their market. Tune into the full episode to learn more on how to build an outbound motion that works in 2024! KEY INSIGHTS: 01:07 Why early-stage startups have bad sales metrics 03:10 Oversimplification of outbound sales 04:45 Why most GTM advice doesn’t work for you 06:58 More tools =/= more results 11:01 Building a cold calling culture 14:10 Remote vs in-office sales 18:45 Email only won’t cut it in 2024 22:28 The future of outbound Connect with the guest, Sahil Mehra Connect with the host, Kevin Warner Check out Nooks…
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1 The Allbound Approach to B2B Revenue - Evan Dunn, Head of Marketing at ServiceBell 49:06
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Play Later Play Later Lists Like LikedToday’s episode welcomes Evan Dunn , Head of Marketing at ServiceBell - a SaaS platform that enables their users to create first party intent and convert it into pipeline using the best account-based tactics across inbound, outbound, and marketing channels. In rare cases, an executive that isn’t the CEO or Founder becomes the leading voice in the company they work for. When Evan joined ServiceBell 8 months ago, he quickly realized that their product is in a great position to capture market share from giants like Drift and Qualified.com . Then it became apparent that their platform was both an inbound and outbound solution, which led them to the term “allbound”. Evan saw the opportunity to evangelize this fairly underserved category, so he got to work and became one of those rare individuals that becomes synonymous with the brand and the category. The concept of an allbound approach isn’t new, but it’s certainly lost on many. Relying on only educating the 97% of buyers who aren’t in the market or only trying to capture the 3% that are ready is a losing strategy, as it doesn’t account for the fact that buyers make decisions based on circumstances that are outside of the go-to-market teams control, which means you should have both your inbound and outbound functions dialed in throughout the year. It’s much less important to figure out the right sequence as it is to stay consistent across all channels. Tune into the full episode to learn how to build an Allbound approach to revenue! KEY INSIGHTS: 00:35 Evan’s Sales Transformation 06:55 What makes a good B2B role? 10:42 How Evan chose the Allbound category 12:52 The importance of Demand Generation 18:01 The tech bubble of workaholics 21:47 There’s too much noise in tech 30:02 The right way to use AI in go-to-market 36:42 Utilizing video in your sales process 43:04 How to pick the right channels 44:12 Handling competition in a crowded space Connect with the guest, Evan Dunn Connect with the host, Kevin Warner Check out ServiceBell…
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1 747 - Scaling Your Business and Navigating Enterprise Sales, Feras Alhlou 11:37
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Play Later Play Later Lists Like LikedColin chats with Feras Alhlou, co-founder of Startup with Ferris, about scaling businesses and preparing for larger contracts. Ferris shares insights on learning from competitors, building a strong business, and the importance of passion, skills, and sacrifice in entrepreneurship. They also discuss the process of selling a business and the evolving landscape of startups. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Feras Alhlou (Co-founder, Startup with Feras ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 746 - Building a Culture for a Globally Distributed Sales Team, with Chris Parker 7:53
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Play Later Play Later Lists Like LikedColin chats with Chris Parker about building a thriving culture in a fully distributed team and scaling globally. Chris shares insights on hiring the right people, promoting internal talent, and strategically expanding into new markets. They discuss the importance of customer-centric strategies and minimizing risks in business growth. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Chris Parker (VP of Global Sales, Customer.io ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 745 - Navigating Leadership Challenges and Embracing Management Training, with Kate O'Neil 10:31
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Play Later Play Later Lists Like LikedCollin welcomes Kate O'Neil once again, CEO of Teeming, to discuss the challenges of leadership. They talk about the importance of effective communication and adapting to change in a leadership role. Kate shares her experiences of being promoted to a higher position and the mistakes she made along the way. She also emphasizes the need for proper management training and the impact it can have on both managers and their teams. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Kate O'Neil (CEO, Teaming ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 744 - Maximizing Sales Efficiency: The Art of Disqualifying Deals, with Jeff Torbeck 10:07
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Play Later Play Later Lists Like LikedCollin and guest Jeff Torbeck discuss the importance of qualifying leads in sales. They highlight the significance of spending time on high-potential accounts and efficiently disqualifying deals that are not a good fit. The conversation emphasizes the value of feedback from lost deals and the need for salespeople to prioritize their time effectively. Key takeaways include the importance of understanding buyer readiness and being open to saying no in sales interactions. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Jeff Torbeck (VP, Gun.io ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 743 - Measuring the Buyer-Seller Experience, with Carl Cox 7:09
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Play Later Play Later Lists Like LikedCollin Mitchell and guest Carl J. Cox delve into the importance of measuring and improving the buyer-seller experience in sales. They discuss the significance of data, self-reflection, and customer feedback in enhancing sales performance. The conversation highlights the impact of timely responses to leads and the value of learning from closed loss deals to drive sales success. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Carl Cox (CEO, 40 Strategy ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 742 - Data-Driven Sales Transformation Insights, with Alan Zhao 6:10
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Play Later Play Later Lists Like LikedCollin Mitchell and Alan Zhao dive into the world of sales transformation, exploring the effective criteria for identifying high-intent website visitors. They discuss key indicators like page views, visit frequency, and active session time that signal serious evaluation by potential leads. The hosts also shed light on the impact of remote work on data accuracy and the evolution of IP identification post-COVID. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Alan Zhao (Co-Founder, Warmly ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 741 - From Layoff to Sales Leader Sales Success, with Feras Alhlou 9:55
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Play Later Play Later Lists Like LikedColin interviews Feras Alhlou, co-founder of Startup with Feras, who shares his journey into entrepreneurship after being forced into it due to a layoff. Ferris discusses the challenges he faced starting a web design and search engine optimization business in the early days of the internet. He highlights the importance of learning sales skills, sharing his experience of starting without any sales background and the strategies he used to overcome rejection and scale his business successfully. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Feras Alhlou (Co-founder, Startup with Feras ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 740 - Embracing Remote Culture for Global Sales Success, with Chris Parker 10:32
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Play Later Play Later Lists Like LikedColin Mitchell chats with Chris Parker about his journey from technical marketing to sales leadership at Customer IO. They discuss the challenges of growing a global sales team while operating lean and the importance of meeting customers where they are. Chris shares insights on building a strong culture in a fully distributed team and the strategies that have helped Customer IO triple its revenue. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Chris Parker (VP of Global Sales, Customer.io ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 739- First-Time Leader Mistakes: Asking for Help, One-on-Ones, and Firing People, with Kate O'Neil 12:37
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Play Later Play Later Lists Like LikedCollin Mitchell interviews Kate O'Neil, CEO of Teeming, about her experience transitioning from sales to marketing and the importance of alignment between finance, sales, and marketing. They also discuss the challenges faced by first-time leaders and the common mistakes they make, such as not asking for help and neglecting one-on-one meetings with their team. The episode also touches on the topic of firing employees and the impact it can have on their future job prospects. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Kate O'Neil (CEO, Teaming ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 738 - Signal-Based Selling: Aligning Marketing and Sales Efforts, with Alan Zhao 10:36
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Play Later Play Later Lists Like LikedCollin Mitchell and Alan Zhao from Warmly dive into the world of revenue orchestration and the challenges of engaging prospects at the right time. They discuss the importance of aligning sales and marketing efforts, emphasizing the need for quality engagement over quantity. The hosts highlight the significance of signal-based selling and leveraging website traffic to enhance conversion rates. They also touch on the evolving landscape of sales and marketing post-2020, emphasizing the shift towards warm approaches for better results. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Alan Zhao (Co-Founder, Warmly ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 737 - Mastering Sales and Influence, with Jason Wojo 12:48
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Play Later Play Later Lists Like LikedIn this episode, Jason Wojo discusses his journey in entrepreneurship, transitioning from CEO to focusing on events and private clients. He emphasizes the importance of staying in one's zone of genius and delegating tasks to achieve better results. Jason also shares insights on sales strategies, lead quality, and the value of building a strong network in business. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Jason Wojo (CEO, Wojo Media ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 736 - Empower Your Career Trajectory, with Leandra Fishman 9:21
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Play Later Play Later Lists Like LikedCollin and Leandra Fishman discuss the importance of taking ownership of your career trajectory and embracing entrepreneurship. The conversation touches on the value of problem-solving, creativity, and pushing oneself outside of their comfort zone. The guest shares personal experiences of making difficult decisions and emphasizes the significance of self-worth and self-connection in career growth. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Leandra Fishman (CRO, Apollo.io ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 735 - Data-Driven Sales Strategies for Success, with Jeff Torbeck 14:15
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Play Later Play Later Lists Like LikedCollin and Jeff Torback discuss the importance of making data-driven decisions in sales. They highlight the significance of tracking key metrics, setting up proper sales stages, and utilizing tools like CRM and conversational intelligence. The conversation emphasizes the need for accurate data, effective training, and continuous improvement to drive sales success. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Jeff Torbeck (VP, Gun.io ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 734 - Campus Visit: The Ultimate Sales Indicator, with Carl Cox 12:14
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Play Later Play Later Lists Like LikedColin and Carl delve into the world of strategic planning and key performance indicators (KPIs). They discuss the importance of focusing on essential strategies that have a significant impact on outcomes, using the Pareto principle to streamline the planning process. Carl shares a compelling story about finding the most crucial KPI, emphasizing the concept of a "campus visit" as a leading indicator for success in various organizations. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Carl Cox (CEO, 40 Strategy ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 733 - AI-Powered Chat Revolutionizes Sales, with Alan Zhao 8:38
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Play Later Play Later Lists Like LikedColin and Alan Zhao from Warmly discuss the importance of engaging with website visitors in real-time to maximize conversions. They share success stories of companies increasing their pipeline by three times through proactive engagement strategies. Zhao highlights the role of AI chatbots in identifying high-intent visitors and routing them to the right sales representatives for personalized interactions. They also touch on the significance of having 24-hour coverage for engaging with prospects effectively. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Alan Zhao (Co-Founder, Warmly ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 732 - How to Build and Hire a Successful SDR Team, with Ronen Pessar 20:06
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Play Later Play Later Lists Like LikedIn this episode of Sales Transformation, Collin Mitchell and Ronan Pessar discuss how to build a successful SDR (Sales Development Representative) team. They cover topics such as the financial considerations of building a team, the importance of understanding the value of conversations in sales, and the cost of hiring and managing SDRs. They also provide tips for hiring the right people, including using asynchronous video interviews and structured interviewing techniques. Overall, this episode provides valuable insights for sales leaders looking to optimize their SDR teams. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ronen Pessar (Founder, Ronen Pessar Advisory ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 731 - Aligning Sales, Marketing, and Finance for Business Success, with Kate O'Neil 9:08
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Play Later Play Later Lists Like LikedKate O'Neil and Collin Mitchell discuss the importance of alignment between sales, marketing, and finance in a business. Kate emphasizes the need for these departments to work together and share information to achieve the company's goals. Mitchell and guest Kate O'Neill, CEO of Teeming, also discuss the impact of financial models on sales and marketing goals and the consequences of not aligning these areas. They also highlight the changing landscape where finance is playing a bigger role in running the business. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Kate O'Neil (CEO, Teaming ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 730 - Niche Down to Scale Up: Community-Led Growth, with Lloyed Lobo 12:03
12:03 Play Later Play Later Lists Like Liked12:03
Play Later Play Later Lists Like LikedCollin Mitchell and guest Lloyed Lobo delve into the world of entrepreneurship and sales. They discuss the challenges of starting a niche business, the importance of finding your ideal customer profile, and the power of building a community around your brand. Lloyd shares his journey of building Boast.ai and the strategies they used to bootstrap to 10 million ARR. The episode highlights the significance of authenticity, perseverance, and niche targeting in the entrepreneurial journey. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Lloyed Lobo (Co-founder, Boast ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 729 - Nine-Figure Advertiser Reveals Sales Insights, with Jason Wojo 11:34
11:34 Play Later Play Later Lists Like Liked11:34
Play Later Play Later Lists Like LikedCollin Mitchell interviews Jason Wojo, a nine-figure advertiser, who shares his journey from culinary school to building a successful social media marketing agency. Jason discusses his experiences with door knocking, upselling clients, and the challenges of scaling a business. He also highlights the importance of learning from mentors and the struggles of managing finances while growing a business. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Jason Wojo (CEO, Wojo Media ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 728 - Sales Karma: Customer-Centric Leadership, with Leandra Fishman 14:40
14:40 Play Later Play Later Lists Like Liked14:40
Play Later Play Later Lists Like LikedColin Mitchell and Leandra Fishman discuss their journeys in sales and leadership. Leandra shares her experiences transitioning from sales to leadership roles, emphasizing the importance of building relationships and solving problems. They highlight the challenges and rewards of leadership, focusing on the significance of listening, learning, and empowering teams to succeed. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Leandra Fishman (CRO, Apollo.io ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 727 - Future of Marketplaces in Sales, with Jeff Torbeck 17:44
17:44 Play Later Play Later Lists Like Liked17:44
Play Later Play Later Lists Like LikedIn this episode, Collin and Jeff Torbeck discuss the future of marketplaces and the challenges faced by startups in today's funding landscape. Jeff highlights the importance of building profitable businesses and the shift towards efficiency and profitability. Torbeck also explores the role of marketplaces in connecting candidates and companies efficiently, emphasizing the need for understanding candidate preferences beyond just company names. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Jeff Torbeck (VP, Gun.io) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 726 - The Power of Radical Collaboration in Sales Transformation, with Ronen Pessar 11:02
11:02 Play Later Play Later Lists Like Liked11:02
Play Later Play Later Lists Like LikedRonen shares a personal experience of miscommunication and highlights the need for understanding different communication styles. Pessar also explores the concept of radical collaboration and how it can improve teamwork and productivity. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ronen Pessar (Founder, Ronen Pessar Advisory ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 725 - Mastering Sales Strategy, with Carl Cox 13:49
13:49 Play Later Play Later Lists Like Liked13:49
Play Later Play Later Lists Like LikedIn this episode, host Colin Mitchell delves into the world of sales strategies with guest Carl Cox, CEO of Forty Strategy. They discuss the importance of focusing on leading indicators rather than just lagging indicators in sales. Carl emphasizes the significance of controlling actions that lead to outcomes and highlights the need for transparency and effectiveness in measuring sales activities. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Carl Cox (CEO, 40 Strategy ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 724 - Enterprise Sales Acceleration: Warmly's Game-Changing Insights, with Alan Zhao 10:56
10:56 Play Later Play Later Lists Like Liked10:56
Play Later Play Later Lists Like LikedAlan and Collin discuss the evolution of Warmly from its initial concept as a co-founder matching platform to its current focus on enterprise solutions like Zoom Name Tags. Alan shares insights into the challenges faced and the pivotal moments that led to the company's success. The episode highlights the importance of adaptability and perseverance in the ever-changing landscape of sales technology. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Alan Zhao (Co-Founder, Warmly ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 723 - Using AI to Transform Sales: Deep Work Examples and Tactical Strategies, with Ryan Staley 10:07
10:07 Play Later Play Later Lists Like Liked10:07
Play Later Play Later Lists Like LikedCollin welcomes back Ryan Staley to discuss specific use cases of AI in sales. They explore how sales leaders can leverage AI to create an entire sales organization in just 20 minutes, as well as using AI for predictive analysis and client segmentation. They emphasize the importance of providing enough context when using AI and how regular use improves the ability to ask specific questions. They also discuss the potential for sales leaders with AI skills to earn higher salaries. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ryan Staley (Founder and CEO, Whale Boss ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 722 - Sales and Marketing Alignment: The Key to Revenue Success, with Kate O'Neil 11:37
11:37 Play Later Play Later Lists Like Liked11:37
Play Later Play Later Lists Like LikedIn this episode, host Colin Mitchell interviews Kate O'Neil, CEO of Teeming, about her journey from sales to marketing. They discuss the challenges and pressures of sales, the lack of diversity in the sales industry, and the importance of aligning sales and marketing teams. Kate shares her insights on how sales and marketing can work together more effectively to achieve revenue goals. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Kate O'Neil (CEO, Teaming ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 721 - The Power of Psychological Safety in Sales Teams, with Ronen Pessar 15:11
15:11 Play Later Play Later Lists Like Liked15:11
Play Later Play Later Lists Like LikedCollin Mitchell welcomes guest Ronen Pessar to discuss high-performance results-driven culture. They delve into the importance of building relationships and investing in the people you work with, as well as the concept of psychological safety in the workplace. Ronan shares his personal journey from property management to sales development and leadership training. The episode highlights the impact of psychological safety on team performance and the success of companies in the long run. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ronen Pessar (Founder, Ronen Pessar Advisory ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 720 - Mastering Founder-Led Sales, with Lloyd Lobo 15:01
15:01 Play Later Play Later Lists Like Liked15:01
Play Later Play Later Lists Like LikedIn this episode, host Collin Mitchell interviews Lloyed Lobo, co-founder of fintech company Boast. They discuss Lobo's journey from being a Gulf War refugee to becoming an engineer, accidental salesperson, and eventually an entrepreneur. Lobo shares his experiences in running founder-led sales and emphasizes the importance of communication and selling skills for entrepreneurs. He also highlights the four key elements for success as a founder: community, communication, creation, and consistency. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Lloyed Lobo (Co-founder, Boast ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 719 - Unconventional Strategies for Capturing and Maintaining Buyer Attention, with Amy Hrehovcik 18:30
18:30 Play Later Play Later Lists Like Liked18:30
Play Later Play Later Lists Like LikedIn this episode of Sales Transformation, host Collin Mitchell is joined by guest Amy Hrehovcik, a sales expert focused on teaching reps how to capture and maintain the attention of buyers. They discuss creative ways to prospect and the importance of understanding the broader scope of the business problem that sales reps address. Amy shares her experience using the speaking circuit for conferences and the value of speaking at live events. They also explore the idea of learning alongside buyers and building relationships with influencers and industry publications. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Amy Hrehovcik (Sales Enabler, Host of the Revenue Reel Hotline Podcast ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 718 - Leveraging AI Skills for Sales Transformation, with Ryan Staley 10:02
10:02 Play Later Play Later Lists Like Liked10:02
Play Later Play Later Lists Like LikedIn this episode, host Collin Mitchell and guest Ryan Staley discuss the power of AI in sales and marketing. They explore the potential for AI to revolutionize the sales process and the increasing demand for AI skills in the workforce. They also discuss the role of AI in increasing productivity and efficiency in sales roles. Overall, the episode highlights the importance of embracing AI and acquiring AI skills to future-proof one's career in sales. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ryan Staley (Founder and CEO, Whale Boss ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 717 - Playing the Long Game: Keys to Success in Sales Today, with Dale Dupree 16:28
16:28 Play Later Play Later Lists Like Liked16:28
Play Later Play Later Lists Like LikedIn this episode, host Collin Mitchell welcomes Dale Dupree, founder and leader of the Sales Rebellion. They discuss the importance of playing the long game in sales and how it leads to success. They also talk about the need for finding good leadership and not settling for a job that doesn't align with your values. Dale shares his personal journey and how he found fulfillment in sales. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Dale Dupree (Founder and CSO, The Sales Rebellion ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 716 - Building a Pipeline Faster: The Key Mistakes and Strategies, with Wendy Weiss 20:46
20:46 Play Later Play Later Lists Like Liked20:46
Play Later Play Later Lists Like LikedCollin Mitchell and Wendy Weiss, founder of Salesology, discuss the art of building a sales pipeline. They emphasize the importance of targeting a specific audience and crafting messaging that resonates with that audience's problems. Wendy shares her unique approach of setting appointments before asking questions, which helps eliminate resistance and leads to more productive conversations. They also touch on the significance of delivery and authenticity in sales conversations. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Wendy Weiss (Founder, Salesology ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 715 - Unlocking the Power of AI for Revenue Teams, with Ryan Staley 9:45
9:45 Play Later Play Later Lists Like Liked9:45
Play Later Play Later Lists Like LikedIn this episode, Collin Mitchell and Ryan Staley discuss the potential impact of AI on sales and revenue generation. Ryan shares his background in sales and his journey into AI, highlighting the transformative power of AI in unlocking new possibilities for businesses. They also touch on the future of AI in videos and entertainment. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ryan Staley (Founder and CEO, Whale Boss ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 714 - Unleashing Creativity in Sales: Using Personalized Videos to Land Meetings, with Ryan O'Hara 13:57
13:57 Play Later Play Later Lists Like Liked13:57
Play Later Play Later Lists Like LikedIn this episode, Collin welcomes Ryan O'Hara to discuss creative video prospecting in sales. They talk about the power of using personalized videos to grab prospects' attention and increase response rates. Ryan shares his experience of creating customized jingles and commercials for companies he wants to break into, which has led to successful meetings and conversions. They also emphasize the importance of being yourself and showcasing your unique experiences in your prospecting efforts. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ryan O'Hara (Founder and CEO, Pitchfire ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 713 - Unconventional Sales Strategies: Building Trust and Standing Out in the Sales Process, with Dale Dupree 16:57
16:57 Play Later Play Later Lists Like Liked16:57
Play Later Play Later Lists Like LikedCollin Mitchell welcomes guest Dale Dupree, a legendary sales expert, to discuss the importance of building relationships in sales. They emphasize that people buy from people they know, like, and trust, and that price is not always the determining factor. Dale shares his unique approach to the sales process, including creating memorable experiences during the proposal stage. He highlights the importance of differentiation and authenticity in standing out from the competition. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Dale Dupree (Founder and CSO, The Sales Rebellion ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 712 - Overcoming Call Reluctance and Building a Strong Sales Pipeline, with Wendy Weiss 17:14
17:14 Play Later Play Later Lists Like Liked17:14
Play Later Play Later Lists Like LikedIn this episode, host Collin Mitchell interviews Wendy Weiss, the founder of Salesology, a prospecting method that generates predictable sales results. They discuss Wendy's background as a ballerina and how her dance training taught her valuable skills for sales. Wendy shares her three-step salesology prospecting model, emphasizing the importance of warming up, rehearsing, and performing in sales. They also discuss call reluctance and the power of the phone in sales. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Wendy Weiss (Founder, Salesology ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 711 - The Power of Gratitude in Sales and Leadership, with Elizabeth Frederick 14:43
14:43 Play Later Play Later Lists Like Liked14:43
Play Later Play Later Lists Like LikedColin Mitchell welcomes Elizabeth Frederick, an operations officer and senior advisor at Criteria for Success, to discuss the topic of gratitude in sales and leadership. They explore the benefits of having a gratitude practice, including improved relationships, reduced stress, and better mental health. Elizabeth shares practical ways to incorporate gratitude into daily life, such as reflecting on gratitude in the morning and at the end of the day, and expressing gratitude to others. They also discuss how gratitude can improve team dynamics and create a positive work culture. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Elizabeth Frederick (President and CEO, Collavia ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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1 710 - Unlocking LinkedIn Success: Offline Strategies for Sales Professionals, with Lindsey McMillion 19:46
19:46 Play Later Play Later Lists Like Liked19:46
Play Later Play Later Lists Like LikedColin welcomes Lindsey McMillon-Steeman back to the show to discuss leveraging LinkedIn for sales success. They talk about the importance of having a profile that reflects who you are offline, and how to make sure your online presence matches your real-life persona. Lindsey shares tips on optimizing your LinkedIn profile and using features like the name pronunciation audio to humanize yourself. They also discuss the power of handwritten notes in building relationships with prospects. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Lindsey McMillon (Founder, McMillon Consulting ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 709 - Putting People Before Products: The Power of Relationships in Sales, with Dale Dupree 13:23
13:23 Play Later Play Later Lists Like Liked13:23
Play Later Play Later Lists Like LikedCollin Mitchell welcomes guest Dale Dupree, also known as the "Copier Warrior," to discuss his unique approach to sales. Dale shares his philosophy of putting people before products and building relationships based on emotion and community. He talks about the importance of reputation and the impact it can have on sales success. The conversation also touches on the role of authenticity and perseverance in sales. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Dale Dupree (Founder and CSO, The Sales Rebellion ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 708 - Building an Effective Sales Playbook: Key Insights and Tips, with Tom Slocum 13:02
13:02 Play Later Play Later Lists Like Liked13:02
Play Later Play Later Lists Like LikedIn this episode, the Collin discusses with Tom Slocum the importance of building a sales playbook and how it can benefit a company's go-to-market team. They explore what should and shouldn't be included in a playbook and who should be involved in its creation. Tom also shares insights on measuring the effectiveness of a playbook and the positive results that can be expected, such as improved sales performance, unified processes, and reduced onboarding time. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Tom Slocum (CEO and Founder, The SD Lab ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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Sales Transformation
1 707 - The State of Outbound: Prospecting in a Crowded Market, with Ryan O'Hara 9:52
9:52 Play Later Play Later Lists Like Liked9:52
Play Later Play Later Lists Like LikedIn this episode, host Colin Mitchell discusses the state of outbound sales with guest Ryan O'Hara, CEO and founder of Pitchfire. They talk about the challenges of prospecting in today's competitive market, with statistics showing that the average person gets prospected 780 times a year. They discuss the decreasing response rates to cold emails and calls, and the need for sales reps to be creative and personalized in their outreach. They also highlight the importance of using the phone as a less competitive channel for outbound sales. Follow the Host: Collin Mitchell (Partner, Leadium ) Our Episode Guest: Ryan O'Hara (Founder and CEO, Pitchfire ) Sponsored By: Leadium | The leader in outbound sales appointment setting *If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!…
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