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The final month of 2023 is here and it’s time to look back at how some of the key ASX sectors performed this year so far. Some sectors like staples and discretionary stocks have surprised the market for respective reasons, while healthcare has underperformed which opens some investment opportunities heading into 2024.

Key strategic moves from companies included capital structure restructuring and inventory reduction which helped boost the share prices of some retailers, while a slowing growth outlook is hurting some key tech names as we motor towards 2024.

In this week’s wrap, Grady covers:

• (0:44) Why the technology sector soared in 2023.
• (2:15) Headwinds facing some consumer staples stocks.
• (3:22) Discretionary stocks that surprised the market in 2023.
• (4:34) Financials pulling back late this year.
• (4:52) Energy and geopolitical tensions & output fluctuations.
• (6:51) The most traded stocks by Bell Direct clients this week.
• (7:22) RBA rate decision & US jobs data out next week.

Read the transcript here.

In this episode, the John Barrows talks about the importance of hard work and the role it plays in achieving success. He shares his own experience of working hard to reach the top of a company in less than 12 months. Barrows also emphasizes the value of money and how it can eliminate unhappiness. He encourages listeners to take ownership of their careers and to continuously learn and improve through testing and trying different approaches.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
John Barrows (Founder, JB Sales)

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 us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Kevin Hopp, founder of Hopp Consulting Group and host of Hopp on Calls. They discuss Kevin's background in sales, from his first job as a cashier to becoming a successful account executive and now a prolific sales coach. Kevin also talks about the changing sales environment, the challenges of technology, and the importance of being good at your job in sales. This is a conversation that highlights so much about the experiences of an entrepreneur and the importance of resilience in the tech industry.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Kevin Hopp (Founder,  Hopp Consulting Group)

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 us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

He was physically and verbally abused by students and teachers in school. Growing up in a homophobic town made school especially challenging for Evan Patterson. So much so it made him physically sick and his parents pulled him out of the classroom and placed him in an online high school instead. 

Listen in as he tells Jonaed about getting paid to write at 16, why he decided to drop out of college and how he learned not to shoe-horn himself.

Get in touch and/or support Evan here:

• LinkedIn
• Linktree

Thank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast or subscribe to our Patreon.

Want to get in touch with NoDegree?

• Listen to more podcast episodes here
• Follow and/or connect with our CEO Jonaed Iqbal on LinkedIn
• Follow NoDegree on LinkedIn,  Facebook , Instagram and Twitter

Remember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.

Need career or resume advice? Follow and/or connect with Jonaed Iqbal on LinkedIn.

- LinkedIn: https://bit.ly/JonaedIqbalND

Connect with us on social media!

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Thank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast and/or subscribe to our Patreon: https://www.patreon.com/nodegree.

Remember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.

KNOWING THE PATH IS DIFFERENT FROM WALKING THE PATH

Every employee has the responsibility to work hard to get the promotional path they are looking for, But every organization also has the responsibility for their employees’ growth. This is Christina’s message to every business organization that they need to outline the promotional paths for their employees and give them equal opportunities. Learn more in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

CHRISTINA: OUTLINE THE PROMOTIONAL PATHS

“You want your organization to outline what are the different promotion paths, be honest about that, and then support all of them.”

CHRISTINA: PROVIDE EQUAL OPPORTUNITY FOR EVERY PATH

“As an organization, you have to path out what the careers are, and then you have to make sure that you're celebrating and giving equal opportunity for them. So we can make one career path feel really, really sexy and normal, and then other career paths feel like whoo, that's, that's sort of frowned upon.”

CHRISTINA: HELPS YOUR EMPLOYEES GROW

“The best companies in the world think through how they can help their employees grow into being the best possible people. So if you've never had that conversation, this is the time to have that conversation because it ties directly back to your culture.”

Connect with Christina

Christina Brady | Spekit

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

#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

• 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

• Subject lines, bullet points, and message content
• The importance of the right CTA

13:15: How is it possible to figure out a prospect’s personality type?

• Using social media profiles to your advantage
• Blending different personality types using specific surveys
• How much data is needed to understand a person’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

• Missionary versus mercenary employees — how to spot them and which one is right for your company
• The importance of work-life balance and remote work

08:31: Discussion training and professional development in the hiring process

• Emphasizing competitive culture while providing the skills needed to succeed
• Selling a position through a job description

17:39: Positing your company well during the interview process

• Who should participate in interviews

#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

• 01:27: What it means to be a lead evangelist
• 03:28: The difference between a sales evangelist and an SDR
• 06:42: Does the evangelist role sit in sales or marketing?

Digging deeper: How to incorporate a sales evangelist role in your company

• 10:34: The stage of growth during which companies should start thinking about a sales evangelist role
• 19:07: The differences between social selling and evangelism

Developing an evangelist: Doing it differently than “the way it’s always been done”

• 20:47: Moving beyond cold calling to a different type of outreach
• 23:35: Finding the right roles for your team

#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

• 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?

#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

• 00:55: The importance of research, production, and release when recording a podcast episode

Interviewing

• 01:40: Why staying quiet is just as important as asking good questions
• 02:41: How sales deals can be won or lost depending on the questions you ask

Consistency

• 02:36: Sales is about showing up

#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.

#99: Do you know who you’re selling to? Sure, you have a name on a list, but who are they really? What keeps them up at night? What opening line will make them stay on the phone a beat longer to help you close a deal?

On the latest episode of Outbound Sales Lift, Kellen Casebeer shares the ins and outs of building and using an Ideal Customer Profile to help you sell. He explains how deep to go when developing a customer profile, who should be creating an ICP (hint: it’s probably you, at least in part), and how to use your profile to have a memorable conversation with a prospect.

Tyler and Kellen also dive in to attention-grabbing cold call introductions and how to use the concept of dilemmas to engage prospects.

If you want more than just a name on a list for your prospecting, this episode will help you understand the true value of developing an Ideal Customer Profile.

EPISODE HIGHLIGHTS

00:47: Kellen explains what an Ideal Customer Profile is, how to develop one, and who should be responsible for developing an ICP

05:24: How SDRs can go deeper in building their understanding of an ICP

07:11: Why being direct, and starting with known objections, can improve your cold calls

13:01: Defining dilemmas and using pattern interruption to better connect with prospects

17:26: The importance of not just understanding prospects’ pain points, but why they have yet to be resolved

ABOUT KELLEN CASEBEER

Kellen is a Sales Advisor for SDA & Founder of a paid sales community called The Speakeasy. He also sells a guide for breaking into remote sales without any selling experience.

#98.5 Channing Ferrer joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.

#98: As sales teams are increasingly embracing remote work, leaders are finding that managing a remote sales team comes with a unique set of challenges. To explore the differences between in-person and remote management, Channing Ferrer joins Outbound Sales Lift to discuss his experience managing remote sales teams.<br>

Channing and Tyler explore the ins and outs of remote management including hybrid versus fully remote teams, how to connect and communicate with remote SDRs, in-person meetings, and peer enablement.<br>
EPISODE HIGHLIGHTS

Remote Leadership versus In-Person Leadership

• 02:06: How can you create accountability remotely given that SDRs are typically entry level employees?
• 03:38: Importance of a daily standup meeting to bring the sales team together for time-blocking
• 06:29: Advantages and disadvantages of hybrid sales teams

Communicating with Remote Sales Teams

• 09:41: How to set team norms when using Slack to communicate
• 13:06: Establishing communication methods as a manager — text, phone calls, etc.

Building Trust with Remote SDRs

• 17:45: Remote SDR enablement
• 19:18: Benefits of peer-to-peer sales coaching
• 21:48: Giving feedback when managing a remote sales team

ABOUT CHANNING FERRER

Channing is a Go-To-Market advisor, proven Chief Revenue Officer, and an early-stage investor. He has extensive experience developing and growing international teams, implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. His reputation for success is based on his experience designing inside and field sales teams and building processes across multiple Saas companies. He has consistently driven market leading revenue growth.

#97.5: Outbound Sales Lift Bonus Round is a series of rapid fire questions about sales. Thanks to our first bonus round guest, Jack Knight, for joining us.