All Episodes
Displaying 101 - 120 of 752 in total
#652 S2 Episode 521 - DROP THE MAIL: Stop Checking In on Unresponded Emails
WHAT’S AN EMAIL FOR? DO YOU REALLY HAVE TO KEEP CHECKING IN?Sellers have the tendency to dwell on an email that never got a response and obsess over it by checking in ...
#651 S2 Episode 520 - OUT FOR THE HUNT PART 3: Leveraging Social for Selling Takes Time
RESULTS DON’T COME OUT SO EASILYA lot of sellers start shifting to social and expect to get results overnight. Well, Social selling is not that easy. Collin explains i...
#650 S2 Episode 519 - EQUAL TREATMENT: The Proper Treatment for Prospects and New Value Messaging
HOW DO YOU TREAT YOUR PROSPECTS?Prospects come and go, but why they go is quite trivial to some sellers. As Mark continues to talk to Collin about the changes in today...
#649 S2 Episode 518 - OUT FOR THE HUNT PART 2: Engagement Through Knowledge-based Content
YOU MUST KNOW SOMETHING AT THIS POINT, RIGHT?Collin gets down with social selling tactics once again with Mark and today we focus on engagement. Collin defines what be...
#648 S2 Episode 517 - HARSH MARKET: Shiny Objects, False Flags, and a Brutal Market
DON’T RAISE THE WRONG FLAGSAs Mark continues his conversation with Collin about the changes in today’s market, he highlights the problem of rushing demos as a trigger ...
#647 S2 Episode 516 - OUT FOR THE HUNT PART 1: Connections and Content
IT’S ALL ABOUT WHO CONNECTS WITH YOU, AND HOW YOU GIVE VALUEConnections and Content, these two are the key ingredients in providing value and building strong relations...
#646 S2 Episode 515 - LOSE CONTROL: Giving the Buyer Freedom in the Conversation
HANDS OFF THE WHEEL!People hate being controlled, especially when trying to make a buying decision. Kyle is back and in this last part of his conversation with Collin,...
#645 S2 Episode 514 - RACE AGAINST TIME: Your True Adversary in Sales is the Clock
EVERYBODY HAS A WORTHY ADVERSARY, AND TIME IS ONE OF THEMMany sellers had this wrong impression that other sellers that they always faced against are their competitors...
#644 S2 Episode 513 - INTERNAL QUERY: Evaluating Yourself for Growth and Improvement
MIRROR, MIRROR ON THE WALL, WHO GREW THE MOST OF THEM ALL?Will’s conversation with Collin is about to close, so it’s high time for him to give his final thoughts. He t...
#643 S2 Episode 512 - DUAL CONTROLS: Balancing the Control of the Conversation Between Buyer and Seller
GIVE THEM CONTROL AND DEALS WILL ROLLSellers are so used to taking control of the conversation. Aiming to get the deal done as quickly as possible leads them to eat up...
#642 S2 Episode 511 - SUPPORT THAT LASTS: Keeping Sales Enablement in the Organization
SELLERS NEED A SUPPORT THAT LASTSNo matter how good your sellers are, as a leader or an organization, you will need to support them at any given point in time, and tha...
#641 S2 Episode 510 - BEING FRANK TAKES THE BANK: Straight Forward Ranking Approach
BEING BLUNT AND FRANK IS NOT SO BADIf you are a seller who doesn’t want to waste your time and just wants to get down to business, then this is the episode for you. Ma...
#640 S2 Episode 509 - WAR ROOM: Teams and Counter Measures to Crisis Events
COUNTER DOOM WITH A WAR ROOMWill is back and today is all about teams and countermeasures. He shares with Collin the structure of his team amidst the pandemic and the ...
#639 S2 Episode 508 - UNDIVIDED ATTENTION: Capturing and Maintaining the Buyer’s Attention in the Demo
“INSANITY IS DOING THE SAME THING OVER AND OVER AGAIN AND EXPECTING DIFFERENT RESULTS” - Albert EinsteinIf you keep doing the same thing that other sellers do on their...
#638 S2 Episode 507 - LOTS FOR LESS: Making More in Sales with Less the Cost
SOMETIMES WE ARE CAUSING THE COST TO GO UP WITHOUT KNOWINGBen is back to continue discussing with Collin about the cost of sales. He breaks down what you can do to mak...
#637 S2 Episode 506 - TIME AFTER TIME: Keeping Up with the Sales Environment
WHAT DO YOU DO WHEN THINGS ARE NOT THE WAY THEY USED TO BE?Times have passed, rules have changed, and sellers are not exempted. The sales environment, particularly wit...
#636 S2 Episode 505 - THE WILL TO LEAD: What It Really Takes To Be a Leader
A LEADER DOESN’T HAVE TO BE THE BESTWhat does it take to be a leader? A great leader. Do you have to be the top performer? Or the best contributor? Will is back with C...
#635 S2 Episode 504 - EYE OF THE TRACKER: Metrics to Keep an Eye on When Segmenting Personality Types
ARE YOU ON THE RIGHT TRACK?In the last part of Collin’s conversation with Shawn, they discussed the importance of tracking and monitoring the sales performance of each...
#634 S2 Episode 503 - DISCOVERING YOU & ME: Making the Buyer Comfortable In A Discovery Call
WHAT MAKES YOU WORTH DISCOVERING?One of the most hated parts of the selling process by most buyers is the discovery call. Most buyers feel that they are only on the di...
#633 S2 Episode 502 - WITH OR WITHOUT: Detecting Personality Types Even Without a Platform to Use
IT’S HARD BUT DOABLECollin is back with Shawn and today they discuss more the ins and outs of personality insights in selling. Collin breaks down what each of the 4 DI...
