All Episodes
Displaying 151 - 180 of 752 in total
#602 S2 Episode 471 - TURNOVER IS OVER: Personalized Selling’s Impact on Sales Roles Turnover
WHEN RESULTS ARE BETTER, THERE’S LESSER TURNOVERCollin and Trevor are about to close their conversation, and in this last bit, the two talks about how the uplift in sa...
#601 S2 Episode 470 - AND HERE WE ARE NOW: Finding Your Promotional Path
SOMEBODY HAS TO START SOMEWHERE, RIGHT?It’s a new day and a new guest. Today, we have Christina Brady, SVP of Sales at Spekit. Christina talks about how she got into s...
#600 S2 Episode 469 - SOONER OR LATER: Everybody’s Going to Evangelize Sooner or Later
START NOW, BEFORE EVERYBODY ELSE WOULDIt’s Collin’s last round with Ethan and in this episode, he explains that the evangelist’s work doesn’t stop when deals are close...
#599 S2 Episode 468 - OLD BUT GOLD: The True Power of Cold Calling with Nancy Calabrese
WHAT IS THE BEAUTY OF COLD CALLING?A lot of people take cold calling for granted and treat it as a “forgotten art”, but Collin and Nancy Calabrese both disagree. Nancy...
#598 S2 Episode 467 - NEITHER RIGHT NOR WRONG: The True Thing that Matters When Selling
IT’S NOT REALLY ABOUT WHO’S RIGHT OR WRONG, IT’S ABOUT THE BUYERTrevor and Collin start off this episode with a quick discussion on which channel works well with DISC ...
#597 S2 Episode 466 - 2ND STAGE INVOLVEMENT: Founder-Led Sales and The Beginning of Sales Hiring
IT’S NOT JUST ABOUT WHAT YOU EARN, BUT ALSO ABOUT WHAT YOU LEARNWe already know the three stages of founders’ involvement in the sales process. In fact, in his previou...
#596 S2 Episode 465 - CONNECT WITH WHO? Lesser Connections, More Conversations
LESS IS MORETime and time again, Collin has always been explaining that it’s better to hunt a few high-quality prospects than to stick with the spray-and-pray approach...
#595 S2 Episode 464 - LET’S MAKE IT EASY: DISC Selling Strategy That’s Easy
HOW DO YOU TURN “HARD” TO “EASY”?Trevor Lee asks Collin an interesting question. Do you find it hard for sellers to adapt to DISC selling when presenting themselves? C...
#594 S2 Episode 463 - DO IT YOURSELF: The Basics of Founder-Everything-Sales
IT’S TIME FOR SOME D.I.Y.Last Monday, Scott Sambucci discussed the three stages of a founder’s involvement in the selling process, and today, Scott and Collin will go ...
#593 S2 Episode 462 - HARDCORE? NOPE: Is Personality-Based Selling Really That Hard?
IS IT REALLY THAT HARD? Trying out a new process or switc...
#592 S2 Episode 461 - SOCIALIZE THE RIGHT WAY: The Problem with Outdated Playbooks, and What To Do Instead
IT’S TIME FOR SOME NEW TRICKSIn today’s episode, Collin welcomes Mike Montague, Director of Community Engagement at Sandler, a podcast host, and author of LinkedIn the...
#591 S2 Episode 460 - NEW NORMAL: Normalizing and Continuing Evangelism
YOU HAVE TO EVANGELIZE TO NORMALIZEAs evangelism is a pretty new concept in sales today, Ethan poses a rather interesting question. What if it normalizes? What if it b...
#590 S2 Episode 459 - STARTUP, RAMP UP, SCALE UP: The Three Stages Of Founder Involvement In Sales
NOT EVERYTHING CAN BE DONE IN ONE GOOne of the biggest mistakes of founders and startups is the assumption that they can immediately start operating and selling throug...
#589 S2 Episode 458 - STONE COLD: Personalizing A Cold Call While Staying True To Its Goal
IT’S SUPPOSED TO BE QUICK AND EASYCold calls are one of the shortest conversations you can ever make when selling. In just 2 minutes or less of talk time, there’s not ...
#588 S2 Episode 457 - CRUISE CONTROL: Different Levels Of Control Over Champion And Buyer Types With DISC
WHAT’S THE BEST WAY OF USING DISC ON YOUR CALLS? ...
#587 S2 Episode 456 - BIG NO-NOs: How To Stop Sending Terrible DMs and Horrendous Emails
AREN’T YOU BORED OF THE SAME OLD TRICKS YOU DO IN YOUR EMAILS?In this episode, Trevor Lee welcomes Collin to his show, Better Presentations, More Sales. In this interv...
#586 S2 Episode 455 - BE A PRO: Applying Personality-Based Selling Like A Pro
LEARN IT, UNDERSTAND IT, APPLY ITPractice makes perfect as many would say, and as Collin closes his interview with Marki about social selling, he talks about the appli...
#585 S2 Episode 454 - YOU’VE BEEN WARNED: Create A Strategy And Process Based On The Individual With Kevin Warner
A TARGET WITHOUT A STRATEGY OR A PROCESS IS SET TO FAILKevin is about to close his series with Collin and shares his final thoughts. He talks about the different ways ...
#584 S2 Episode 453 - THANKS 4 ASKING: Questioning Behavior Between The 4 DISC Quadrants
LET’S CLOSE THIS DEAL!As Collin’s interview with Tyler Lindley is coming to a close, he compares the questioning behavior of the 4 buyer types using DISC and provides ...
#583 S2 Episode 452 - FIT N’ RIGHT: Assessing If The Outbound Channel Is A Good Fit Or Not
IS THIS REALLY FOR YOU?There are companies that immediately gravitate towards outbound as a channel without checking if it’s a good fit. Some do it because they see it...
#582 S2 Episode 451 - PURELY HUMAN: The Human’s Crucial Role In Evangelism And Sales
WHAT IS THE PUREST FORM OF SALES?As Ethan Beute and Collin continue their conversation about evangelism, Ethan talks about what being human can do that a bot or AI can...
#581 S2 Episode 450 - THERE’S AN EASY WAY: The Not-So-Complicated Side Of Personality-Based Selling
IT’S TOO COMPLICATED. IT’S NOT MY THING. IT’S TOO MANY. ...
#580 S2 Episode 449 - TRACTION, NOT CONVERSION: The Problem With Appointment-Based Metrics
IT’S NOT ALWAYS JUST ABOUT THE APPOINTMENTS!Knowing your numbers is a good thing, but changing your directions every day based on your current appointment stats is not...
#579 S2 Episode 448 - DEEP DOWN INSIDE: Increasing Results By Understanding The Buyer On A Deeper Level
ONE FOR ALL, ALL FOR ONEWe already know that every person has a different personality. You can resonate with some, click very well with a few, and not so much with the...
#578 S2 Episode 447 - BREAK IT, CHANGE IT: Dealing With The Broken Activity Mindset
TOO MUCH OF SOMETHING IS NO LONGER HELPFULAs sellers, we all had a taste of being pressured with activity, doing X amount of calls, X amount of demos, X amount of emai...
#577 S2 Episode 446 - FOOTPRINTS ON THE WEB: Alternative Ways Of Finding A Person’s Digital Footprint
A LOT OF PEOPLE WOULD ASK, WHAT IF I CAN’T FIND ITIn this last conversation with Tyler Lindley, Collin explained the use of a person’s digital footprint to identify th...
#576 S2 Episode 445 - POCUS ON YOUR SALES: Understanding Pocus’ Function As A Product-Led Sales Platform
IT’S TIME TO DO SOME HOCUS-POCUSWhat is a product-led sales platform? How does it work? Alexa Grabell is about to close her conversation with Collin, and today she wil...
#575 S2 Episode 444 - AND THE MENU TODAY IS… Assessing The Various SDR Team Compositions
THE COMPOSITION OF YOUR SDR TEAM IS LIKE A FOOD MENU, THERE ARE A LOT OF COMBINATIONS TO CHOOSE FROMIn this episode, Kevin Warner is back to discuss SDR Teams. There a...
#574 S2 Episode 443 - THOUGHT LEADER: Why A Chief Evangelist Should Be A Separate Entity
PEOPLE FOLLOW PEOPLE. PERIOD.Why do we need another person to take the evangelist role when you already have your Founder, your Head of Sales, or your Head of Marketin...
#573 S2 Episode 442 - POTENT INTENT: Intentional Management Of Founder-Led Sales
SOMETIMES, WHEN YOU GOT NO IDEA, FREAKING IDEA OF WHAT YOU’RE DOING, YOU JUST GOTTA DO IT ANYWAYWe are back with Alexa today, and in this conversation, she shares her ...
