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From just a sales intern selling radio ads in the early 2000s, to selling specialized consulting to Fortune 500 companies, Josh Wagner is a man with a whopping 20 years experience in B2B Sales. Collin welcomes him in this episode of Sales Transformation, where Josh will be sharing his “build a pipeline for life” mentality.
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HIGHLIGHTS
QUOTES
Josh: “There's a compounding effect. If you just treat people the right way, no matter if they're a fit for you or not. How often those people come around, and you'll see deals five years later that you completely forgot about just coming out of nowhere.”
Josh: “Nobody really gives a shit about what you sell. Like, focus on them, focus on their business, how they make money, and then figure out if what you sell is the right fit. And be honest about it.”
Josh: “Executives are looking for a perspective. So if you take the time to go experience it yourself, experience their product and bring them back your findings and your learnings and a solution, dude, anyone would get excited about that.”
Josh: “As a seller, I evolved, like I went from volume and velocity like product based services. Now it's more of a consultative sale. There's more services we can wrap around this, how do we expand and then all of a sudden, we're playing with bigger companies.”
Collin: “It takes a lot of discipline to know, and not just take that path, because I think sellers think you gotta know when you're ready, and you gotta know like if you’re built for it? Like not everybody wants that? For sure. And top performing, high performing reps don't make great sales leaders.”
Collin: “The problem with a lot of top performers is they think everybody should sound like them. This is how I get the job done. Why can't you get the job done? And why can't you get the job done the way I get the job done? And that is a recipe for disaster rather than managing a team of people.”
Learn more about Josh in the link 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.
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!