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.
Click here for full episode show notes, transcripts, and more!
#82: Listen as Matt Austin, Head of Global Inside Sales at Comfy, discusses the sales mindset. He shares his experience with building high-achieving teams, the importance of setting concrete goals, and how to break goals into achievable parts.
Don’t feel like listening? Read the Episode Cliff Notes instead below:
Importance of the Sales Mindset (0:26)
Tactics are great, but if you don’t look at how they fit into an overall methodology, you can get lost trying too many things at once.
Some tactics will work, some won’t, but we never know which way to go if we don’t have some consistency.
Part of the biggest problem is that people don’t have a set way to implement these tactics in their day-to-day lives. So it becomes this nebulous thing of, “I know I should show up as my best self today, but I don’t don’t know how.”
The first part of developing a strong sales mindset is being clear about your “why.” Why are you doing what you’re doing?
Get down and ask it for several different reasons you want to be in sales. That’ll get you down to the core of what you’re doing.
Then remind yourself of those whys every day. That’s what will keep you going, so put physical reminders on your desk.
Concrete Goals (5:12)
Having concrete goals allows us not to get overwhelmed by the big picture because it can sometimes be intimidating. If we can break them down into smaller bones, that will enable us to feel good about ourselves when we’re in the process.
It’s not just goals- but concrete goals and breaking them down step by step. This gives us actionable pieces we can take a day or week at a time.
It helps to focus on what we can control because there’s so much in sales that we don’t.
The numbers don’t lie. If you want to succeed, look at the math of what you have to do. It makes everything a lot more black and white. Sometimes you have to let your goals come to you.
Putting it into Practice (12:08)
Every time a deal slips or someone would tell us “no,” it’s easy to take it personally.
We can’t worry about the rejection we had yesterday because it’s about what we need to do today to take the next step toward those goals.
If we can stay focused on today, show up as our best selves, and improve a little bit from yesterday, it allows us to remain focused on our process. That will get us closer to accomplishing concrete goals.
Focus on small goals. Write them down and put them in front of you on sticky notes on your monitor or desk.
Know your math. And keep a continuous learning mindset. Finally, stay curious and focused on your professional development.
The ones that control all of these things take ownership of a sales mindset.
Matt’s Bio:
I am an accomplished sales leader with a passion for bulding high-achieving teams. There is nothing that brings more joy in the workplace than to be able to watch professionals grow in an environment where being human is the center of our interactions.
Now on my third sales organization build-out, I have developed a deep understanding of the metrics that drive a SaaS business and the requirements necessary components of a Go-To-Market organization to drive growth.
Important Links:
#104.5: Collin Mitchell, chief evangelist at Humantic AI, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#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
04:49: Tailoring your outreach based on how your prospect prefers to receive information
13:15: How is it possible to figure out a prospect’s personality type?
#103.5: JR Butler, founder and CEO of Shift Group, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#103: In this episode, JR Butler joins Outbound Sales Lift to discuss how companies can recruit top sales talent. He discusses factors like sales process, unique IP, and equity that can help incoming SDRs get excited about an opportunity.
However, JR explains that companies should consider taking their recruiting efforts a step further by targeting entry-level sales reps who are focused on getting better and want to grow in their role versus those who are solely focused on a paycheck.
Lastly, JR shares his tips for closing a deal and ensuring that the top sales talent will thrive at your company.
EPISODE HIGHLIGHTS
01:00: How companies can position themselves to recruit top sales talent
08:31: Discussion training and professional development in the hiring process
17:39: Positing your company well during the interview process
#102.5: Amelia Taylor, lead evangelist at Regie.ai, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#102: Amelia Taylor joins Outbound Sales Lift to describe the role of sales evangelist and why more companies should consider investing in the position. An evangelist is focused on networking, connecting directly with prospects to build strong, trusting relationships.
Amelia explains that evangelists typically use social media, making connections online then having one-on-one conversations with prospects. She believes that no matter what stage of growth a company is in, the sales evangelist role can help develop key relationships that drive sales.
EPISODE HIGHLIGHTS
The basics: Explaining the sales evangelist role
Digging deeper: How to incorporate a sales evangelist role in your company
Developing an evangelist: Doing it differently than “the way it’s always been done”
#101.5: Yurii Veremchuk, head of business growth at Woodpecker, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#101: Imagine this — you start a cold call, mention your name and company, and instead of immediately remembering an important meeting they just can’t miss, your prospect says, “Hey, I know you.” Once you’re able to pick your jaw off the floor and start asking a few questions, you learn that your prospect has read a few of your posts on LinkedIn and maybe watched some of the sales videos you shared. What started as a cold call has quickly turned into a warm conversation.
And that’s the power of a personal brand.
Yurii Veremchuk joins Tyler Lindley to share tips and insights around how to build your personal brand and the importance of content in sales. He explains how social media can boost sales by elevating both individuals and the company profile. While it may seem daunting to get started, once you do, a personal brand can elevate your work in sales and may also enhance your understanding of yourself.
EPISODE HIGHLIGHTS
Building a personal brand in sales
Why a personal brand is also important for sales leaders
Challenges in getting started with building a personal brand
#100: Host Tyler Lindley celebrates his 100th podcast episode by considering the connections between podcasting and sales. He explains how recording, producing, and releasing 100 podcast episodes have actually improved his sales techniques.
Tyler focuses on three things — organization, interviewing, and consistency — and explores how he’s had to hone each skill to deliver engaging and relevant episodes while also exploring the relationship to his work in sales.
EPISODE HIGHLIGHTS
Organization
Interviewing
Consistency
#99.5: Kellen Casebeer, sales advisor for Sales Driven Agency, and founder of a paid sales community called The Speakeasy, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
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