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Sales Transformation

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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Episodes

Serving Sales Teams the Right Way - Gail Kasper, TV Host, 2x TEDx Speaker & Sell Like A Cockatoo

Today'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 ...

Aug 01, 202433 min

How to Sell a Franchise - Marcos Moura, Co-Owner & CDO at Amada Senior Care

Today'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 o...

Jul 25, 202440 min

Building a Tech-Enhanced Cold Calling Culture - Sahil Mehra, Head of Strategic Sales at Nooks

Today’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 y...

Jul 18, 202426 min

The Allbound Approach to B2B Revenue - Evan Dunn, Head of Marketing at ServiceBell

Today’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...

Jul 10, 202449 min

747 - Scaling Your Business and Navigating Enterprise Sales, Feras Alhlou

Colin 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 ) Sponsor...

May 22, 202412 min

746 - Building a Culture for a Globally Distributed Sales Team, with Chris Parker

Colin 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 outbo...

May 20, 20248 min

745 - Navigating Leadership Challenges and Embracing Management Training, with Kate O'Neil

Collin 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:...

May 17, 202411 min

744 - Maximizing Sales Efficiency: The Art of Disqualifying Deals, with Jeff Torbeck

Collin 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 Mi...

May 15, 202410 min

743 - Measuring the Buyer-Seller Experience, with Carl Cox

Collin 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: Leadi...

May 13, 20247 min

742 - Data-Driven Sales Transformation Insights, with Alan Zhao

Collin 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-...

May 10, 20246 min

741 - From Layoff to Sales Leader Sales Success, with Feras Alhlou

Colin 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. Fol...

May 08, 202410 min

740 - Embracing Remote Culture for Global Sales Success, with Chris Parker

Colin 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 ...

May 06, 202411 min

739- First-Time Leader Mistakes: Asking for Help, One-on-Ones, and Firing People, with Kate O'Neil

Collin 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: Colli...

May 03, 202413 min

738 - Signal-Based Selling: Aligning Marketing and Sales Efforts, with Alan Zhao

Collin 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 toward...

May 01, 202411 min

737 - Mastering Sales and Influence, with Jason Wojo

In 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 lea...

Apr 29, 202413 min

736 - Empower Your Career Trajectory, with Leandra Fishman

Collin 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, Apoll...

Apr 26, 20249 min

735 - Data-Driven Sales Strategies for Success, with Jeff Torbeck

Collin 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...

Apr 24, 202414 min

734 - Campus Visit: The Ultimate Sales Indicator, with Carl Cox

Colin 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 Epi...

Apr 22, 202412 min

733 - AI-Powered Chat Revolutionizes Sales, with Alan Zhao

Colin 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 e...

Apr 19, 20249 min

732 - How to Build and Hire a Successful SDR Team, with Ronen Pessar

In 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 p...

Apr 17, 202420 min

731 - Aligning Sales, Marketing, and Finance for Business Success, with Kate O'Neil

Kate 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 runn...

Apr 15, 20249 min

730 - Niche Down to Scale Up: Community-Led Growth, with Lloyed Lobo

Collin 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...

Apr 12, 202412 min

729 - Nine-Figure Advertiser Reveals Sales Insights, with Jason Wojo

Collin 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 Medi...

Apr 10, 202412 min

728 - Sales Karma: Customer-Centric Leadership, with Leandra Fishman

Colin 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: Le...

Apr 08, 202415 min

727 - Future of Marketplaces in Sales, with Jeff Torbeck

In 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 ) ...

Apr 04, 202418 min

726 - The Power of Radical Collaboration in Sales Transformation, with Ronen Pessar

Ronen 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 u...

Mar 22, 202411 min

725 - Mastering Sales Strategy, with Carl Cox

In 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 ) ...

Mar 04, 202414 min

724 - Enterprise Sales Acceleration: Warmly's Game-Changing Insights, with Alan Zhao

Alan 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, War...

Mar 01, 202411 min

723 - Using AI to Transform Sales: Deep Work Examples and Tactical Strategies, with Ryan Staley

Collin 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:...

Feb 28, 202410 min

722 - Sales and Marketing Alignment: The Key to Revenue Success, with Kate O'Neil

In 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...

Feb 26, 202412 min
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