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This episode of the Sales Transformation Podcast with Collin Mitchell features Wayne Morris, Principal at Morris Consulting LLC. Working as a door-to-door salesman halfway around the world, Wayne became the notorious "Donut Boy" for his zero sales.
Determined to reinvent himself, he discarded the standard sales script and decided to just present his authentic self to clients. What Wayne learned is that approaching clients with a genuine desire to help and listening to conversation cues results in dramatically more sales.
Almost overnight, he became the Golden Boy and was making 34 sales in just one day. Now a consultant, Wayne advises founders on their go to market strategies and buyer personas and streamlines their sales process to focus on high-fidelity customers.
HIGHLIGHTS
02:43 An internship sparks a curiosity in sales and how to influence its dynamics
10:30 Working as a door to door salesman and becoming "Donut Boy"
22:07 Increase sales by rewriting the script and being your authentic self
36:21 Listening as a sales strategy and knowing buyer personas
41:48 Aligning growth: Know your product, customers, and competitors
45:40 Find high-fidelity opportunities for your sales teams
47:28 Connect with Wayne
QUOTES
10:03 "These guys are just leveraging other people in the business who are super smart technically... to get the customer into vision in order to buy. So I could see the dynamic and... I was wondering how I could influence that dynamic."
22:12 "Clearly this playbook is not working for me. It's just not working for me. And I just made this decision to just rip it up and the decision I made was to figure this out for myself."
24:22 "What I realized I really enjoyed was just learning about people. Like who are you, what do you do, what's your life all about, and is there a way which I can help you."
41:54 "The work that I do today is really all about ensuring that founders have focus around the value that they're building in their product and ensuring that they have focus on their go to market teams to ensure that they're targeting the right customers."
46:25 "What the smart leaders do is they, upfront, they have much clearer definitions of who they're targeting and who the ideal customer profile is because what they want to do is to have high-fidelity opportunities landing on the salesperson's desk."
Learn more about Wayne in the links below:
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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!