All Episodes
Displaying 121 - 150 of 752 in total
#632 S2 Episode 501 - NEVER DEAD: The Re-emergence of the Phone and Focus on Sales Cost
THE PHONE NEVER GETS OLDWe can come across a lot of sellers who believe that the phone is dead and nobody wants to do cold calls anymore. Ben is back and he explains t...
#631 S2 Episode 500 - DOWN AND DIRTY: Getting Down in the Trenches with Your Team
LEAD FROM THE BOTTOM-UPLeadership is sometimes mistaken as a very prestigious role. People in this position tend to isolate themselves away from their teams but for Wi...
#630 S2 Episode 499 - YOURSELF IN THE MIX: Finding Out Your Own Personality and Matching It to the Buyer
MIX ME AND MATCHWe’ve talked about personality insights for both collective buyers and specific buyers, what we haven’t talked about yet is the seller. How does a sell...
#629 S2 Episode 498 - unWHINEd: Creating the Right Mindset for Cold Calling
QUIT WHINING AND KEEP CALLINGWe keep hearing sellers complaining about cold calling that it doesn’t work, it’s too difficult, and they can’t handle the rejection. Well...
#628 S2 Episode 497 - TARGET ACQUIRED: Specific and Segmented Targeting With Personality Insights
IF YOU CAN GO BROAD AND COLLECTIVE, YOU CAN ALSO GO SPECIFIC AND TARGETEDCollin and Shawn continue to go deeper with their discussion on Humantic’s features. As Collin...
#627 S2 Episode 496 - FLEXIBILITY: Learning to Sell Without the Rigidity of the Process
DON’T BE SO RIGIDCollin introduces us to Kyle Asay today, and they will be talking about the rigidity of the sales process for both the seller and the buyer. Kyle shar...
#626 S2 Episode 495 - NOT ONE TOO MANY: Collective Personality Insights for Multiple Decision Makers
IT’S NOT JUST ONE PERSON AT ALLCollin is back with Shawn and today, they talk about personality insights in a “collective” way. First, Collin explains that though Huma...
#625 S2 Episode 494 - FIT TO SELL: The Role of Sales Enablement as Fitness Coaches
HOW FIT ARE YOU TO SELL?Your ability to sell is also like your physical fitness. Everybody who aims to be physically fit needs a fitness coach. The same goes for a sal...
#624 S2 Episode 493 - RECORD IT TO WIN IT: Recording Your Demos and Discovery Calls
STOP THINKING, JUST HIT RECORDAs Scott and Collin have discussed the various ways of documentation, the two dig deeper into the video recording method where they talk ...
#623 S2 Episode 492 - BEHIND THE SCENES: Learning the Technology Behind Humantic AI
IT’S TIME TO LEARN ABOUT THE AI IN HUMANTIC AIWe all have learned what Humantic AI is and what help it brings to every seller. But what about the actual technology beh...
#622 S2 Episode 491 - PATH IT OUT: Providing Well-planned and Equal Promotional Paths
KNOWING THE PATH IS DIFFERENT FROM WALKING THE PATHEvery employee has the responsibility to work hard to get the promotional path they are looking for, But every organ...
#621 S2 Episode 490 - TECHNOLOGY + HUMANITY: Personality Insights as a Means to Humanize the Internet
EVERYBODY HAS A PERSONALITY. WE ARE CALLED “PERSON” FOR THAT REASONCollin joins Shawn Rhodes in Bulletproof Selling, where he explains the reason why he joined Humanti...
#620 S2 Episode 489 - GIVE IT SOME LOVE: Stop Hating on Scripts and Learn to Use Them More
STOP HATING ON SCRIPTS!The usage of scripts has different camps of sellers. Some say it’s needed, some say they don’t, and some say they’ll just wing it. So, which one...
#619 S2 Episode 488 - MESSAGING FROM THE HEART: Fully Personalized Messaging and Sales Process
IT’S ALL ABOUT THE MESSAGINGAs Chief Evangelist of Humantic, Collin discusses one of their amazing new features, which is One-Click Email Personalization, where you ca...
#618 S2 Episode 487 - GIVE AND TAKE: Reciprocal Treatment of Attention on LinkedIn
GETTING ATTENTION BY GIVING ATTENTIONSocial presence, especially on LinkedIn is not all about getting attention, but also about giving it to someone. Mike is back for ...
#617 S2 Episode 486 - WHAT’S UP DOC? Documentation of Processes as a Means to Scale
IT’S SIMPLE, PROCESS IT, DOCUMENT IT, SCALE ITYou cannot scale without a process in place. You can’t move forward with a process if it’s not documented. In this episod...
#616 S2 Episode 485 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 2
IT’S TIME TO DO SOME RAPID-FIRE, ROUND 2What’s the difference between the person and the persona? Once again, Collin joins Tom Poland today, as he undergoes another se...
#615 S2 Episode 484 - FLIP THE SWITCH: Balancing Promotions and Constant Switching of Points of Contact
TOO MUCH OF A GOOD THING IS NOT SO GOOD AT ALLPromoting people is a very good practice as a leader, especially in sales. However, you cannot promote everybody as it re...
#614 S2 Episode 483 - MATCHMAKER, GAMECHANGER: Establishing Compatibility Using Personality Insights
CAN YOU MATCH YOUR SELLERS TO THE BUYERS?With the power of personality insights, yes sir you can! In this episode, Collin discusses how you can create compatibility be...
#613 S2 Episode 482 - WORKS FOR ME: Nancy Calabrese’s Best Practices for an Effective Cold Calling Team
WHAT DO YOU MEAN COLD CALLING DOESN’T WORK?Let’s face it, a lot of people hate cold calling, and it’s these people who keep saying it doesn’t work. Well, Nancy has a c...
#612 S2 Episode 481 - HOT SEAT: Rapid-Fire Questions on Personality Insights - Part 1
IT’S TIME TO DO SOME RAPID-FIRE!How do you know if you are selling it right? Are you using the right insights? Are you selling to the person and not the persona? Colli...
#611 S2 Episode 480 - PULL THE TRIGGER: In-Connection Search and Trigger Event Referrals
ONE SEARCH IS NOT ENOUGHReferrals are not always just about asking your clients for prospects. There are ways to get referrals on your own using LinkedIn and Mike is b...
#610 S2 Episode 479 - STEP UP AND STEP BACK: Scaling the Business Through Founder-Less Sales
LET IT GO AND LET IT GROWAs much as we want to be always on top of things, there comes a time that we need to start backing off and letting things operate on their own...
#609 S2 Episode 478 - TO DO OR NOT TO DO: Personality Insights as a Key to Guidance and Avoidance
IT’S NOT JUST ABOUT WHAT YOU SHOULD DO, BUT ALSO WHAT YOU SHOULDN’T DOA lot would assume that winning back customers is just all about knowing what should be done to k...
#608 S2 Episode 477 - THE MYSTERY OF MASTERY: Determining Your Mastery Timeline
IS MASTERY ACHIEVABLE IN SIX MONTHS?When it comes to skills, it actually depends. There are many factors to consider before determining if you will be able to master a...
#607 S2 Episode 476 - DEFAULT MODE OFF: Switching Up the Ways of the Winback Communication
THERE’S NO SUCH THING AS DEFAULT ANYMOREIn sales, marketing, or even winback, many have been taught that it’s all about building rapport, building relationships, and a...
#606 S2 Episode 475 - OUT-BALANCED: Balancing the Leads in an Outbound Channel
SALES IS A CIRCUS, YOU HAVE TO DO SOME BALANCING ACTA lot of sellers assume that the more leads you have, the better your chance of getting a deal. Unfortunately, that...
#605 S2 Episode 474 - WHO YOU WON & LOST: Understanding Winback Prospects on a Personal Level
PEOPLE COME BACK FOR PEOPLECollin appeared in various shows in the past weeks to discuss personality-based selling. Today, we are switching up as Collin jumps into The...
#604 S2 Episode 473 - VANITY FAIR: What Metrics Really Matter in Social Selling
SALES WILL ALWAYS HAVE THE NUMBERS GAMENumbers matter, that’s a fact. But what numbers do you have to keep an eye on? Social media, LinkedIn in particular, is full of ...
#603 S2 Episode 472 - PROCESS FOR THE MASSES: Creating the Right Process to Hire the Right People
IT’S OK, JUST TAKE YOUR TIMEOne of the biggest mistakes founders or sales leaders make is rushing the hiring process. As they try to catch up to their targets and to t...
