Sales Transformation

This episode of the Sales Transformation Podcast with Collin Mitchell features Pradeep Sridar, currently the VP of Sales at Wingman, software that allows you to record your calls, review deals, scale coaching and build a repeatable sales machine.

Pradeep recalls cutting his teeth as a young SDR and getting heaps of rejections until he switched his tactics and deviated from the call script. As a sales leader, Pradeep’s leadership skills draw from his own experience of tweaking his process to his personal selling style.

Today, he encourages his sales reps to be creative, believe in the product that they are selling, and be genuinely interested in solving the client’s problem.

Show Notes

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HIGHLIGHTS

  • Less about the product, more about the client 
  • Ask only the questions that you really care about 
  • Connect with the problem and close with the value 
  • The disadvantages of using a call script
  • Painful transition from SDR to AE
  • You can't teach negotiation skills 
  • Salespeople need to fundamentally believe in their product
  • Adapt to the evolving sales technologies to avoid getting antiquated

QUOTES

Pradeep: "I hate call scripts. But the things is I can help you with the framework. Using that framework, if you are able to generate value for your buyer, you can be extremely successful. If you're failing, then keep doing it again and again, and eventually you'll learn."

Pradeep: "The problem with call scripts is that you're just taking one person's opinion, and they are imposing it on tons of different people. And that often, to me, creates cringeworthy moments. Because even if I want to think of all the personas of Wingman, I cannot think of it in a blink. I'm only thinking about one persona, like the VP of sales. Then it might not appeal to a sales manager."

Pradeep: "When you're hiring freshers, you will hire people who are incredibly passionate about selling. You hire people who are natural talkers, natural conversational-builders, and who genuinely care about customers. You look for all these traits. So, if all of this are in the check box, then you should let them operate in their way for quite a while to even understand and get to know-how of what their style is. Else you will just be making a flock of sheep."

Pradeep: “In this kind of a complex marketing-driven, marketing-lead, then sales-led buyer persona, it is extremely important that you create value to every step of your sales process. And call scripts, they basically break that.”

Pradeep: “You just got to stick with the value. And for that, as a salesperson, you need to fundamentally believe in the product. If you're not believing in the product, that is exactly why I'm saying negotiation cannot be coached. Because salespeople are not believing in the product, then they are just going to keep throwing away discounts.”

Pradeep: “If you're not going to adopt these technologies, eventually, you're going to get antiquated. Because with the kind of millennial sales people, the way they think the way they sell is all different. They are too focused on the buyers and not very much focused on the admin work.”

Learn more about Pradeep in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

What is 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!