Bonus Round with Collin Mitchell
#104.5: Collin Mitchell, chief evangelist at Humantic AI, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
Recapping the best sales advice from 2021 to get promoted in 2022 w/ Carl Ferreira, Anna Rofsky, & Tyler Lindley
enJanuary 05, 2022
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About this Episode
Click here for full episode show notes, transcript, links, and more!
#76: Listen as Tyler Lindley, B2B expert and host of The Sales Lift Podcast, revisits two of the most impactful episodes from 2021. First, we listen to Carl Ferreira and learn what it takes to crush the AE role at a billion-dollar scale-up. Then, we highlight our interview with Anna Rofsky and talk about taking calculated risks in your sales career.
Don’t feel like listening? Read the Episode Cliff Notes instead below:
Refining Your Mindset (0:22)
Carl just transitioned to Refine Labs, where he’s the Director of Sales, and Anna is a Sales Manager at Forethought. They both have been promoted from their days as AEs and are now in leadership positions.
In sales, a lot of us have that go-getter hunter mentality. We want to be at the top of the board.
But it takes more than just that to be the top new rep at a big company or a small company, or any company.
Don’t allow yourself to get caught up in the “new guy” mentality. You were hired for a reason, and you want to have that confidence, even if you’re first-time selling.
You need to know your product inside and out better than anyone else because you are the expert, and learning that product can help to have better conversations.
Adapt Your Coaching Style (7:32)
Look for weirdness and be open to it, and personality is at the forefront of your training style.
Transferring knowledge isn’t the same as transferring competency. When onboarding reps, it’s not just about shoving as much knowledge as you can in front of them.
Also, we also need the space to learn how to be competent on our own. Learn how to fail, learn how to get better. So you can’t always hold your trainee’s hand.
In episode 18 with Chris Walker, he and Tyler talked about how better selling starts with better marketing.
Qualifying and Disqualifying Prospects (11:03)
You have to qualify and disqualify your prospects just as they’re qualifying and disqualifying.
You have to understand their pain points, why they would buy, their whole business structure, and what their goals are in the immediate three months.
We want to think about our prospects and our customers’ long-term goals as much as their short-term goals.
Just understanding that consulting motion and how you can learn more about their business, goals, and overarching themes and strategies they’re working on.
Then hopefully, you figure out how your product or service helps move those goals forward instead of just pushing.
Important Links:
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Increase Your Positive Outbound Replies by 236% with Collin Mitchell
#104: 236 percent.
236 percent?
236 percent!
Yes, Collin Mitchell is serious. He wants to help you increase your positive outbound replies by 236% through personalization.
But he doesn’t mean traditional personalization by targeting a persona or an ICP. He doesn’t even mean combing a prospect’s LinkedIn profile to find out where they went to college or connecting based on a recent post.
Collin Mitchell and Humantic AI are taking personalization a step further by understanding a prospect’s personality type and using it to your advantage. Knowing someone’s personality type can improve your communication and pitch by helping you present information in a way your prospect is most likely to respond.
With insights into specifics such as which personality type prefers longer emails versus bulleted lists or how to increase your open rate with a perfect subject line, you can win over more prospects with tailored outreach.
EPISODE HIGHLIGHTS
01:07: Using personalization to increase your outbound sales replies
- Baseline sequences for outreach
- Moving from personas and ICPs to personality types
04:49: Tailoring your outreach based on how your prospect prefers to receive information
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- The importance of the right CTA
13:15: How is it possible to figure out a prospect’s personality type?
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- Blending different personality types using specific surveys
- How much data is needed to understand a person’s personality type
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01:00: How companies can position themselves to recruit top sales talent
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08:31: Discussion training and professional development in the hiring process
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17:39: Positing your company well during the interview process
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The basics: Explaining the sales evangelist role
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Developing an evangelist: Doing it differently than “the way it’s always been done”
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And that’s the power of a personal brand.
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EPISODE HIGHLIGHTS
Building a personal brand in sales
- 00:51: Why a personal brand is important in sales
- 02:23: Using content to create your personal brand
Why a personal brand is also important for sales leaders
- 05:04: How a company benefits from a sales leader developing a personal brand
- 06:07: How you personally benefit from developing a personal brand as a sales leader
- 12:41: How to use data to show the impact creating content can have for your company
Challenges in getting started with building a personal brand
- 16:01: Connecting with leaders in your industry
- 18:03: Overcoming imposter syndrome
- 21:27: What if no one is interacting with your content right away?
How 100 Podcast Episodes Made Me Better at Sales
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EPISODE HIGHLIGHTS
Organization
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Interviewing
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