Sales Transformation

This episode of the Sales Transformation Podcast with Collin Mitchell features James Buckley, Chief Evangelist at JB Sales and the host of the Uncrushed Podcast. James talks about his experience as a veteran salesperson and coach, and points out some of the many problems that plague both sellers and buyers alike. James hammers on his point about sellers being value providers and wants to do away with the perception of untrustworthiness that often follows sales professionals.

James also talks about enhancing the customer experience as being as, if not more important than the product or service being sold. Nowadays and into the foreseeable future, ensuring after-sales customer satisfaction is now part of the sales process that must be honed and improved by sales teams.

Show Notes

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HIGHLIGHTS

  • Moving away from addiction and the kitchen to sales
  • Use all the channels available to you as a salesperson
  • Sales is about providing value, not persuasion and trickery
  • Find the people who resonate with you and sell to them
  • Customer experience is just as important as the product
  • It takes more than just one conversation to close a sale
  • SDRs need to be more proactive in handing off clients to AEs
  • Know your real worth as a front-line salesperson

QUOTES

James: "Omnipresence will win the day in 2022."

James: "These types of knowledge points to open with and build rapport with becomes something that are expected by the time you finally connect with someone because you're so active in their day to day routines. It's a given that they're gonna talk to you. It's a matter of what we're gonna say to each other now."

James: "It's like this mentality that's developed in our system over the course of the last decade or so where we believe our job is to convince, persuade and trick people into buying from us. This is not the way in 2022. This is the way to get bad reviews. This is the way for people to tell 10,000 others in their network not to do business with you." 

James: "I think people will pay more for a better customer experience all day, everyday. Especially if you can articulate the value in an effective manner, it's really difficult to say no to you."

Collin: "For me, the question is how are you going to, as a sales organization, start to focus on more quality over quantity, and not try to play the numbers game."

James: "The science is very clear, we know, 16 to 20 touches is what it takes to generate a meaningful conversation with a cold prospect. So, most people giving up after six, you're not even halfway there." 

James: "Know your real worth as a front-line salesperson and don't tie it to a number. Tie it to the impact that you can have on others and their lives and their routines. Your true worth lies right there, if you just focus right there for a minute."

Learn more about James 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!