Sales Hustle is now Sales Transformation
Aug. 17, 2021

#132 S2 Episode 1 - Sales Transformation with Collin Mitchell and Chris Decker

#132 S2 Episode 1 - Sales Transformation with Collin Mitchell and Chris Decker

This is the debut episode of the Sales Transformation Podcast (formerly known as Sales Hustle) with Collin Mitchell. Joining him as today’s co-host is Chris Decker, Co-Founder of Salescast. Change and evolution have always been themes in Collin's life. He opens up about his hardships growing up and the realization that, without change, his future is doomed to repeat his past.

As the podcast enters a new chapter, Collin shares his goal of telling the transformation stories of other salespeople and delivering their lessons to you. His vision is to build a community of sellers helping other sellers become better at sales, the world's best profession.


HIGHLIGHTS

01:34 Experiencing the Podcast Bootcamp Launch for Sales Transformation 

02:41 Collin's background: A story of perseverance and success with sales

06:54 Bad sales habits: Unlearning them and valuing long term relationships

10:11 Investing in yourself personally leads to success professionally

12:05 Sales Transformation goals: Share others' transformation stories and build a community

QUOTES

03:51 "Early on, I learned so many bad habits in sales. I treated people very transactionally. It was all about me and my commission check. And it was very typical sales is a number game sort of mentality."

06:07 "I just knew I didn't want to be poor. That was it. So I didn't have a plan A and I fell back or got into sales by accident. There was literally no other opportunities on the table for me."

07:53 "I'm getting sales and that feels good, but not being honest doesn't feel so good. And so I had to start to really figure out what type of person did I want to be."

09:35 "The long term value of delivering those great experiences was worth more than a quick sale here and there."

10:43 "I was starting to realize that the happier I was and the more that I invested in myself personally, that I would perform at a higher level professionally."

Learn more about Collin and Chris in the links below:

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Also, 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.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

 

S2 Episode 1 - Collin Mitchell and Chris Decker (Sales Transformation)

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DNS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] Hey everyone. Welcome to the new [00:00:59] sales transformation show. Previously known as sales hustle. This is a new chapter, new season new theme, and today to kick it off, we've brought on my co-founder Chris. Who's going to be the guest host to kick off the sales transformation show. Hey Colin. Thanks for, thanks for giving me the spot and having the opportunity to ask you some questions.

[00:01:22] Because we've been getting a lot of requests. Like people want to know more of your story. They want to know that the guy behind sales hustle, that's now going through its own transformation into sales transformation. Literally. Could you tell us a little bit more about that? Why, why are we changing things up?

[00:01:37] Yeah, I mean, the word transformation means a lot to me and I don't think I realized that until today. For the first time I got to go through. What we like to call our podcast bootcamp launch. And I now [00:01:58] have a better understanding of why our clients love so much that experience because for my own show, we've never done a bootcamp and it was a lot.

[00:02:14] Uncovering a lot of pieces of my own sales journey and the things that are true to me and the message that we want to put out there. And you kind of coached and guided me through coming to the realization that this sales transformation or transformation in general is been a theme for me. And I think it's something that a lot of people in sales go through.

[00:02:41] Have you made any mistakes in sales? Oh, wow. You're going to hit me right there. I have made so many mistakes. So many salespeople, even a lot of the most successful salespeople are very stubborn people. They're very [00:02:57] competitive people. They're very stubborn people in a lot of cases. And sometimes you can tell them you got to do things a certain way and until they fall on their face and experience it.

[00:03:10] They're not going to change. They're not going to, you know, evolve. They're not gonna do things that certain particular way. And I was a very stubborn person early on. And I thought, I, you know, knew what was best in a lot of cases. And I had to learn by a lot of experience myself to realize, okay, I'm not going to do that.

[00:03:28] You know, it was, it was something as simple as saying something silly on a phone call or not asking a good question or not listening intently enough to. Go deeper on a particular detail in an interaction with a customer or prospect, or even if we go back even further early in my sales. Early on. I learned so many bad habits in sales.

[00:03:54] I treated people very [00:03:56] transactionally. It was all about me and my commission check. And it was, you know, very typical sales is a number game sort of mentality. And I had to unlearn a lot of those things to get where I am today, but let's, let's take a step back. So how'd you get into the role of sales in the first place?

[00:04:16] It's not. Every someone just wakes up and you're asked in grade school, what do you want to be when you grow up? And you say, well, I want to sell copiers and printers, like what happened? Yeah. So for me, you know, a lot of people, you know, I've now interviewed 130 plus people in season one sales hustle.

[00:04:35] Right. And the common story of how a lot of people got into sales is it was their plan B or whatever they plan to do. They ended up not loving as much as they thought they were going to, or they went to school for something they thought was going to be useful that it wasn't, or they had a plan and it didn't [00:04:55] work out.

[00:04:55] And they got into sales by accident. Right. For me, it was totally different. I had, I had no other options, you know, I grew up, I was raised by a single mom who did the best she could, I was left to my own to kind of learn and figure things out. Basically getting a lot of trouble, you know, nobody was really telling me, Hey, you need to go in this direction or school's important.

[00:05:21] Or education is, is essential. You know? Um, I had to figure a lot of things out on my own, so, and I barely made it through high school. Didn't go to college and, you know, we grew up poor. We were, you know, Bought our groceries with food stamps. We grew up on government cheese, like for real, you know, I can, one thing that always sticks in my mind is sitting in the grocery store, like in middle school with my mom buying our groceries.

[00:05:50] Crossing my fingers hoping that nobody from [00:05:54] school was going to see us, you know, paying for our food with food stamps, you know? So I didn't have a lot of aspirations as a kid. I didn't really know what I wanted to do with my life. I made a lot bad choices and I just knew I didn't want to be poor. So I didn't have a plan.

[00:06:12] A and I fell back or got into sales by accident. There was literally no op other opportunities on the table for me, you know, I had a job moving furniture and at 21 years old, I didn't mind it because I could stay in shape and it wasn't bad, but I knew that if I didn't figure something out, a way out that living the way that I grew up was what was in store for me.

[00:06:39] You know what I find interesting as you say that you developed all these bad habits going into sales, it was something that you wanted to do going from moving furniture. This was like, this was your, your way. Oh, go to the next [00:06:53] stage in your life. You say that you learned all these bad habits, but it's, it's not like you installed them, yourself, someone, someone taught you these, right?

[00:07:00] Yeah. I just sort of picked up things and made a lot of my own assumptions and kind of listened to what other people were doing. I mean, I can even remember just being on the sales floor, you know, soaking up everything that I could. Same things that ever people were saying, not even fully understanding them.

[00:07:19] Um, I can remember a specific example where, you know, there was somebody on the sales floor saying, oh yeah, these are US-made products. And, and, and going on and on. And that was just part of his pitch. And I started saying that not really knowing much about the products and a more tenured person came along and said, you really, you should stop saying that.

[00:07:39] And I'm like, why. It's working, I'm getting sales. He says it all the time. It's working for him and he's like, you're not telling the truth. Oh, [00:07:52] okay. I'm getting sales. And that feels good, but not being honest, doesn't feel so good. And so I had to, you know, start to really figure out what type of person did I want to be.

[00:08:07] So you were trying to figure out what kind of person you wanted to be, what, what led to your ultimate transformation? Yeah, I mean, it really, I would say so, you know, I had that first sales job and I worked my way up to the top pretty quickly and they promised me I was going to manage a team. I thought I was ready to manage a team, looking back, I was not ready to manage a team and they were right to not give me a team to manage, but I was pissed off.

[00:08:35] So I left because I thought I was ready to manage a team. And so I got to manage it team and drive a bunch of revenue at another company. Learn a little bit more about the business. And I started to really understand just to reading blogs or listening to podcasts, [00:08:51] following people on social media that.

[00:08:52] Seemed like they had, what I wanted, you know, were being more real, being real, more authentic, really serving your customers at a high level and not making it all about you, yourself, your commission, and treating people very transactionally. And I started to understand that, like my reputation matters, you put all this work in to building relationships with people that eventually buy from you and.

[00:09:22] How do you want them to remember you? How do you want them to view that experience of working with you so that they tell their friends or recommend you, or you can use them as a reference. And I started to realize that that was that the long-term value of delivering those great experiences was worth more than a quick sale here.

[00:09:44] Now did you just wake up one day and all these things happened or was something else going [00:09:50] on in your life that led to these changes? Um, you know, there, for me, there wasn't any like big moments where like, in, in my professional career that like led to seeking change. I just. Picked up little things here and there and started to implement them or, or get a little bit better, you know?

[00:10:18] And you know, at that time, you know, my life as a whole had changed, um, you know, I was kind of newly sober at the time I had just met, you know, my, um, Wife, you know, we met in a running group. I was starting to get more into meditation. I was starting to care more about myself, you know, taking care of myself physically.

[00:10:43] I was starting to realize that, you know, the happier I was and the more that I invested in myself, [00:10:49] personally, that I would perform at a higher level professionally. Okay. So that's, that's when we don't want to miss is that as you, as you started to invest in yourself, personally, that started to spill over professionally.

[00:11:01] So this, this, this transformation happened in many ways, because before that, I thought to be better in sales to earn bigger commission checks, I needed to just work harder or I needed to do more. And that served me to a certain point, right? Where at the first company, it was first one in the office. Last one to leave every day coming in on the weekends.

[00:11:25] Right. And that took me so far, but then I sort of plateaued, right. And you start to burn out. You start to not feel as fulfilled. You know, sales becomes starts to feel more like a job and like not something that you just truly enjoy. And so figuring that out and, and, and starting to kind of go through a [00:11:48] personal transformation, really transformed who I was in my business relationships, in the interactions with customers and prospects and the team that I was building and all of these other things, you know, what I'm really curious to learn about is.

[00:12:05] Where are you hope this show goes from here? What kind of stories do you want to pull out? What do you want to teach? What kind of community do you want to build? What's your why here? Because it, it seems like we've gotten a lot closer to it. Yeah, that's a great question. And we definitely have, you know, the first season was a lot of fun and I got to.

[00:12:26] Interview a lot of great people and many of them I've built fantastic relationships with some of them are clients. Now, you know, some of them, you know, we've we've and the focus was really just, how do we pull as much value out of these awesome people and share it with more people in the sales community [00:12:47] and this new transformation of the show and evolution is more focused.

[00:12:54] How do we take. I believe everybody in sales has their own transformation story and some are going to be willing to be more open about it than others. But I really, you know, in a world today where it's very easy to compare yourself and judge yourself with people who from the outside look like they have wild success, but you have no idea.

[00:13:18] What the full story is. And so I want to bring people on in this new season and really just dig into their own sales transformation and pull as many learning lessons as possible out of there to bring more light and education and transformation to the sales community. We're building. What kind of community are you building a community where it's really all about?

[00:13:45] [00:13:46] Sellers helping sellers become better at the world's best profession on this planet.

[00:13:56] What, what else do you hope happens with this? With the.

[00:14:02] I think that P I want to, I want to transform the way people think about sales and really understand that there's more behind the people that there's a better way of selling and show them through experiences and other people's transformations. It's possible for them to, regardless of what lifestyle they come from, where they are in their journey, that there's room for improvement.

[00:14:33] And that they're not. So we've heard a little bit about your story and I, and I hope that through the, as this, as this show evolves, that we get to hear more about who [00:14:45] you are and what your transformation was. Yeah. I think that, you know, as we bring other people on and highlight them in their stories, in their transformations, you know, there'll be more to be revealed of my own experience.

[00:15:00] Awesome. Do you have any closing thoughts? Mm, no, no closing thoughts. Um, I'm super excited for this new season for the new theme, for the new format of the show. Uh, I don't know what's going to happen. I don't have any expectations. I know that it feels right. It feels more aligned and I help everybody. He enjoys it.

[00:15:30] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same page. Head over to sales, cast.community and crush your [00:15:44] numbers on your leaderboard. Yeah. It's free sales cast.community.

[00:15:47] Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.