Sales Transformation

This episode of the Sales Transformation Podcast with Collin Mitchell features Kendra Lee, sales expert, speaker, author, and President at KLA Group. The sales landscape has changed fundamentally in the past 25 years. Kendra experienced the shift from binders to webinars and shares the impact it had on the way she does business.

Sales training used to be done out in the field where the goal was prospecting qualified contacts. Unlike today where a single search yields many quality results, sales reps used to do cold calls and even door-to-door.

But even with changing times, the goal has always been the same—provide clients with the best solutions to their problems. Kendra shares the wisdom she has learned throughout her career and advises business owners to always listen to their market's true needs.

Show Notes

HIGHLIGHTS

03:30 Sharing knowledge that helps other people 

04:47 Kendra's 25 year transformation in sales and marketing

09:30 Pay attention to the problems of your clients and succeed in sales  

13:56 Perfection is irrelevant, the best strategies are the ones you improve on now

17:55 Listen and think to come up with innovative ideas to solve problems

22:59 Connect with Kendra

QUOTES

06:05 "Unless you had the territory that your company felt was the top territory, you had no marketing support. And unless you were responsible for large accounts, I wasn't because my passion is new business, it was on you."

11:20 "You didn't follow up on any of your leads. You have to call your leads. Look, they're literally calling and asking you to call them and you're not calling them. So of course you didn't close anything because it starts with having a conversation."

12:18 "It is being able to pay attention to what's going in your market, whether it's a territory or it's an account set or it is your business and it's your target market. You've got to be able to pay attention to where their problems are."

16:25 "In sales, you have to go practice it. And I would bet you in anything, definitely with sales, when we teach prospecting, I want people to go write their value proposition and then I want them to go use it and come back."

22:08 "Marketing, we're not getting people. Let's look at what you're targeting. It could be the market, it could be the messaging. Let's share with you what we're hearing in the market that people care about why they're using our solutions."

Learn more about Kendra in the link below:

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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!