Sales Transformation

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#135 S2 Episode 4 - From Donut Boy to Golden Boy with 34 Sales in One Day with Wayne Morris

/ 51:31/S2 E4
This episode of the Sales Transformation Podcast with Collin Mitchell features Wayne Morris, Principal at Morris Consulting LLC. Working as a door-to-door salesman halfway around the world, Wayne became the notorious "Donut Boy" for his zero sales. Determined to reinvent himself, he discarded the standard sales script and decided to just present his authentic self to clients. What Wayne learned is that approaching clients with a genuine desire to help and listening to conversation cues results in dramatically more sales. Almost overnight, he became the Golden Boy and was making 34 sales in just one day. Now a consultant, Wayne advises founders on their go to market strategies and buyer personas and streamlines their sales process to focus on high-fidelity customers.

HIGHLIGHTS

02:43 An internship sparks a curiosity in sales and how to influence its dynamics

10:30 Working as a door to door salesman and becoming "Donut Boy"

22:07 Increase sales by rewriting the script and being your authentic self

36:21 Listening as a sales strategy and knowing buyer personas

41:48 Aligning growth: Know your product, customers, and competitors

45:40 Find high-fidelity opportunities for your sales teams

47:28 Connect with Wayne

QUOTES

10:03 "These guys are just leveraging other people in the business who are super smart technically... to get the customer into vision in order to buy. So I could see the dynamic and... I was wondering how I could influence that dynamic."

22:12 "Clearly this playbook is not working for me. It's just not working for me. And I just made this decision to just rip it up and the decision I made was to figure this out for myself."

24:22 "What I realized I really enjoyed was just learning about people. Like who are you, what do you do, what's your life all about, and is there a way which I can help you."

41:54 "The work that I do today is really all about ensuring that founders have focus around the value that they're building in their product and ensuring that they have focus on their go to market teams to ensure that they're targeting the right customers."

46:25 "What the smart leaders do is they, upfront, they have much clearer definitions of who they're targeting and who the ideal customer profile is because what they want to do is to have high-fidelity opportunities landing on the salesperson's desk."

Learn more about Wayne in the links below:

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#135 S2 Episode 4 - From Donut Boy to Golden Boy with 34 Sales in One Day with Wayne Morris

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