Transformed Sales

Wesleyne

As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership is difficult. The Transformed Sales podcast equips sales leaders with the skills to develop high-performance teams. We provide coaching strategies for improving sales team performance, mentoring developing sellers, and providing ongoing support for best practices. As a result sales leaders can guide, create, and nurture long-term relationships with their teams. You will learn how to enhance your ability to engage in productive conversations with internal team members, resulting in a collaborative, dynamic environment where sellers feel supported. Transformed Sales assists businesses in developing and building the culture necessary to build high-performing sales teams. In this leadership coaching program, coaching strategies are offered that can be used to improve the performance of sales teams. These strategies provide ongoing support and reinforcement of best practices read less
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Episodes

Finding Consistency and Healthy Close Rates with Harry Sims
Apr 3 2024
Finding Consistency and Healthy Close Rates with Harry Sims
In this episode, Wesleyne interviews Harry Sims, an experienced account executive and leader in the sales industry. They discuss the importance of networking and building connections, as well as the impact of good leadership. Harry shares his journey and the struggles he faced in career building, emphasizing the need for an experimental mindset. They also delve into the concept of finding efficiency in outbound sales and the transition to running and automation. The conversation concludes with a discussion on the challenges of rapid iteration and turnover in early-stage sales. In this conversation, Harry Sims and Wesleyne discuss various aspects of sales, including finding consistency in sales processes, the importance of sales skills, knowing your strengths in sales, the value of sales playlists, personal and professional impact, and cultural adaptation.TakeawaysNetworking and building connections are crucial in the sales industry.Good leadership involves understanding and empathizing with the experiences of your team members.An experimental mindset is essential for overcoming challenges and finding success in career building.Efficiency is key in outbound sales, and a focus on targeting and measurable metrics can drive results. Finding a consistent and effective sales process takes time and iteration.Sales skills are crucial for success, and not all salespeople are suited for the same roles.Knowing your strengths and focusing on what you enjoy in sales can lead to greater fulfillment and success.Sales playlists, or living sales playbooks, can be a valuable tool for onboarding and ongoing sales training.Personal experiences, such as becoming a parent and adapting to new cultures, can have a significant impact on how we show up in the world.Chapters00:00- Introduction and Background01:06- Meeting Wesleyne and the Impact03:37- The Value of In-Person Events04:58- Building Connections and Demonstrating Care07:11- The Power of Good Leadership09:18- Uncovering Challenges and Providing Solutions10:18- Overcoming Struggles in Career Building12:03- Embracing the Experimental Mindset13:39- Finding Efficiency in Outbound Sales17:25- Product-Led Growth and Automation20:02- The Challenge of Rapid Iteration20:45- Navigating Turnover in Early-Stage Sales21:05- Finding Consistency in Sales Processes23:04- The Importance of Sales Skills25:19- Knowing Your Strengths in Sales28:21- The Value of Sales Playlists33:37- Personal and Professional Impact36:06- Cultural Adaptation38:17- Contact InformationConnect with HarryLinkedIn- linkedin.com/in/harry-personal-prospectingWebsite- personal-prospecting.com/ (Company)Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question. For daily tips on sales and leadership connect with WesleyneLinkedIn- linkedin.com/in/wesleyne Instagram-
Taking Actions and Learning From Mistakes with Larry Long Jnr
Mar 27 2024
Taking Actions and Learning From Mistakes with Larry Long Jnr
In this episode, Larry Long Jr. shares his journey from college athlete to sales leader and motivational speaker. He emphasizes the importance of having a clear vision, working hard, and embracing teamwork. Larry also discusses the process of finding your vision and purpose, investing in yourself, and surrounding yourself with the right people. He encourages listeners to overcome fear and self-doubt, practice their skills, and take action. Larry shares the three-minute challenge, a daily habit of reaching out to someone and making a positive impact. He credits his mentors and his father for shaping his mindset and values.TakeawaysHaving a clear vision, working hard, and embracing teamwork are key to success.Invest in yourself and surround yourself with the right people.Overcome fear and self-doubt by practicing positive self-talk and seeking guidance.Practice your skills and take action to achieve growth and transformation.Chapters00:00- Introduction and Background01:06- Larry's Journey to Sales03:27- Teamwork and Collaboration07:06- Finding Your Vision and Purpose09:05- Investing in Yourself and Surrounding Yourself with the Right People09:41- Overcoming Fear and Self-Doubt11:22- Dealing with Rejection and Challenges13:07- The Importance of Practice and Role-Playing14:17- The Power of Daily Habits and the Three-Minute Challenge20:06- The Journey of Transformation and Personal Growth23:37- The Impact of Relationships and Serving Others25:51- Influential Mentors and Role Models28:10- Closing and Contact InformationConnect with Larry Long JnrLinkedIn- linkedin.com/in/longjr7Website- larrylongjr.com Connect with Wesleyne LinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- podcast@transformedsales.com
Debunking The High Risk, High Reward Myth with Chris Miles
Mar 20 2024
Debunking The High Risk, High Reward Myth with Chris Miles
Chris Miles shares his journey from financial struggles to financial freedom and offers insights on how to take control of your money. He emphasizes the importance of serving others, being vulnerable, and asking for help. Chris also challenges conventional wisdom about money and encourages listeners to take calculated risks and create value for others. Overall, his story and advice provide hope and inspiration for those seeking financial independence.TakeawaysTake ownership of your money and treat it like your own small business.Challenge conventional wisdom about money and seek advice from those who have achieved financial freedom.Overcome fear by taking calculated risks and focusing on creating value for others.Be vulnerable and ask for help when needed, as there is always hope and support available.Chapters00:00Introduction and Background04:19Early Lessons About Money08:16Overcoming Fear and Taking Risks12:08Taking Ownership of Your Money18:49Climbing Out of Financial Struggles24:26The Power of Serving Others27:46Asking for Help and Being Vulnerable31:53Final Words and HopeConnect With ChrisLinkedIn- linkedin.com/in/chriscmilesWebsite- moneyripples.com Connect With WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- email...podcast@transformedsales.com
Turning Disadvantages Into Advantages in Your Entrepreneurship Journey with Jonathan Green
Mar 13 2024
Turning Disadvantages Into Advantages in Your Entrepreneurship Journey with Jonathan Green
SummaryIn this episode, Jonathan Green shares his journey from being an employee to becoming a successful entrepreneur. He emphasizes the importance of taking control of your own destiny and the high risk, high reward nature of entrepreneurship. Jonathan provides advice for those considering entrepreneurship and highlights the need to determine if you have the mindset and willingness to do whatever it takes to succeed. He also discusses the power of embracing your uniqueness and using it as an advantage in your business. Jonathan then delves into the world of artificial intelligence and how it can be used to accelerate business growth and increase profits. He shares practical tips for leveraging AI effectively and saving time. Finally, Jonathan reflects on life-changing experiences that have shaped his perspective and approach to business.TakeawaysEntrepreneurship is about taking control of your own destiny and making your own decisions.To succeed as an entrepreneur, you need to have the mindset and willingness to do whatever it takes.Embrace your uniqueness and use it as an advantage in your business.Artificial intelligence can be a powerful tool for accelerating business growth and increasing profits.Chapters00:00Introduction and Background00:48Discovering Entrepreneurship01:56Making the Decision to Become an Entrepreneur04:26Determining if Entrepreneurship is Right for You05:21First Steps in Entrepreneurship10:04Embracing Your Uniqueness13:08The Power of Your Story16:15The Importance of Clear Communication18:30Stepping into Artificial Intelligence20:23Using AI to Boost Profits27:48Life-Changing Experiences29:05ConclusionConnect With JonathanLinkedIn- linkedin.com/in/servenomasterWebsite- GiveToGetFree.com Connect With WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- email...podcast@transformedsales.com
The Power Of Focusing On Your Customer's Why With Mark Phinick
Mar 6 2024
The Power Of Focusing On Your Customer's Why With Mark Phinick
In this episode, Mark Phinick, a fractional B2B deal coach, shares his insights and experiences in the sales industry. He discusses the changes he has witnessed over the past four decades, including the shift from initial public offerings to selling organizations to private equity firms. Mark emphasizes the importance of empathy in sales and the need for sellers to understand their clients' goals and challenges. He also highlights the role of a deal coach in helping sales reps navigate complex deals and close them at higher margins. Mark encourages sellers to focus on the why behind a client's purchase and become trusted advisors.TakeawaysEmpathy is crucial in sales, as it allows sellers to understand their clients' goals and challenges.The role of a salesperson is to empower clients on how to buy and articulate the value of a solution in terms of business outcomes.Becoming a top vendor for a client requires consistently delivering value and understanding the language of the business.Sellers should focus on the why behind a client's purchase and the impact their solution will have on the client's business.Chapters00:00Introduction and Background03:00Changes in the Sales Industry05:07The Evolution of Organizations08:07The Role of AI in Sales09:01Nurturing and Developing Sales Reps11:52Empowering Clients to Buy14:14Becoming a Trusted Advisor17:44The Importance of Being a Top Vendor19:57The Role of a Deal Coach23:52Transitioning from Selling to Buying26:49Understanding the Why30:08Empowering Sponsors to Translate Technology31:46Conclusion and Contact InformationConnect With MarkLinkedIn- linkedin.com/in/markphinickWebsite- letsmakeitrain.net Connect With WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- email...podcast@transformedsales.com
The Role of DEI in the Sales Workforce With The Untapped Podcast Hosted By Jeremy L. Neal
Feb 28 2024
The Role of DEI in the Sales Workforce With The Untapped Podcast Hosted By Jeremy L. Neal
In this episode, Wesleyne got featured in the Untapped where she throws more light into the Diversity and Inclusitivity in the sales workforce.In this conversation, Wesleyne Whitaker discusses various topics related to diversity, equity, and inclusion in the workplace, as well as her experiences as a black woman in sales. She emphasizes the importance of inclusion and equal opportunities for women in leadership roles. Wesleyne also shares advice for women navigating corporate America, including advocating for oneself and finding a balance between work and family life. She highlights the need for organizations to hire based on skills and potential rather than solely on prestigious educational backgrounds. Additionally, Wesleyne discusses the importance of supporting and uplifting women in the workplace and offers tips for individuals considering starting their businesses. In this conversation, Wesleyne discusses key tips for entrepreneurs and sales professionals. She emphasizes the importance of understanding your ideal client and setting measurable goals. Wesleyne also introduces her upcoming project, the Sales Mastery Circle, which aims to provide comprehensive sales training. She shares information about her podcasts and social media presence, where she offers valuable content and inspiration. The conversation concludes with gratitude and appreciation for the opportunity to share insights and collaborate.Chapters00:00Introduction and Background01:15Diversity, Equity, and Inclusion03:07Challenges for Women in Leadership04:58Advice for Women in Corporate America06:42Differences in Women in Technical Fields and Sales09:04Balancing Travel and Family Life10:54Choosing the Right Education and Certifications13:44Overcoming Bias in Hiring16:34Defining Success and Core Values20:26Interacting Professionally on LinkedIn25:38Increasing Hiring from HBCUs31:11Addressing Uncomfortable Situations in the Workplace38:27Supporting and Uplifting Women in the Workplace40:51Improving Hiring from HBCUs46:29Tips for Starting a Business47:25Understanding Your Ideal Client and Setting Goals50:11Sales Mastery Circle51:32Podcasts and Social Media52:31ConclusionConnect with JeremyLinkedIn- linkedin.com/in/jneal84Website - Untappedrecruiting.com Connect With WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website-
Understanding Your Sales Funnel with Liz Heiman
Feb 21 2024
Understanding Your Sales Funnel with Liz Heiman
In this episode, Liz Heiman discusses the importance of having a sales operating system to bring predictability and structure to sales organizations. She emphasizes the need for founders and business owners to understand their sales process and develop a clear vision, positioning, and value proposition. Liz also highlights the role of AI in prospecting and research, as well as the importance of managing cash flow and understanding profitability. She advises business owners to be actively involved in sales and hold their sales teams accountable.TakeawaysDeveloping a sales operating system brings predictability and structure to sales organizations.Understanding the sales process and having a clear vision, positioning, and value proposition are crucial for success.AI can be used in prospecting, follow-up messaging, and research to enhance sales effectiveness.Business owners need to actively manage cash flow, understand profitability, and be involved in sales to ensure success.Chapters00:00 Introduction and Background02:01 The Need for a Sales Operating System03:18 Understanding Predictability in Sales06:06 Building Blocks of a Sales Operating System09:17 The Importance of Vision, Positioning, and Value Proposition13:17 Managing the Sales Strategy17:47 The Impact of Sales on Cash Flow20:46 Utilizing AI in Sales26:36 The Blind Spot of Business Owners28:06 The Role of Business Owners in Sales29:18 Closing and Contact InformationConnect with LizLinkedIn: linkedin.com/in/lizheimanWebsite: regardingsales.com Connect with WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- email...podcast@transformedsales.com
Embracing Servant Leadership To Have a Lasting Impact On Your Teams with Luis Baez
Feb 14 2024
Embracing Servant Leadership To Have a Lasting Impact On Your Teams with Luis Baez
In this episode, Luis Baez, a sales enablement strategist and consultant, shares his journey from growing up in poverty in the South Bronx to becoming a successful sales leader and entrepreneur. Luis discusses the role models and books that inspired him, the challenges he faced in pursuing education, and his transition into sales. He emphasizes the importance of leadership development and creating a positive culture in sales teams. Luis also highlights the need for purpose-driven companies and shares his experience of bad buying experience that shaped his approach to sales. To connect with Luis, visit his website or LinkedIn profile. In this episode, Luis Báez discusses his Flex and Flourish Academy training, where he shares his Sales and Leadership Playbooks. He covers topics such as persuasion, guiding through hesitation, building high-performing teams, and influencing culture.TakeawaysEmbrace the power of storytelling and find inspiration from unlikely sources.Overcome challenges and pursue education to create a better future.Develop leadership skills and create a positive culture in sales teams.Be the change you want to see in the sales industry.Chapters00:00 Introduction and Background02:22 Inspiration from Superheroes and the New York Public Library05:12 Climbing Out of Poverty and Pursuing Education09:05 Transition from College to Law School12:31 Discovering Sales as a Career Path15:39 Lessons Learned as a Sales Leader19:14 The Importance of Leadership Development23:13 Developing Empathy and Creating a Positive Culture30:24 Transition to Entrepreneurship35:31 Working with Purpose-Driven Companies37:38- Impact of a Bad Buying Experience39:37- Be the Change You Want to See39:45- Conclusion and Contact Information39:52- Flex and Flourish AcademyConnect With LuisLinkedIn- linkedin.com/in/baezluisWebsite- LuisBaez.com Connect with WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- email...podcast@transformedsales.com
Delivering Value and Satisfaction to The Customer With Cynthia Zenti
Feb 7 2024
Delivering Value and Satisfaction to The Customer With Cynthia Zenti
In this episode, Cynthia Zenti shares her journey in sales, starting at the age of 13 and selling over $1 billion in cumulative revenue. She emphasizes the importance of understanding the purpose of selling and how it can help people. Cynthia discusses the need for salespeople to step outside of themselves and empathize with their customers, detaching emotionally from the sale. She also highlights the significance of creating a safe space for diversity, equity, and inclusion in the workplace. Cynthia shares her experiences in transforming company culture and the impact of being impeccable with your word. She concludes by discussing the influential people in her life and how to connect with her.TakeawaysUnderstanding the purpose of selling is crucial in helping people and making a difference in their lives.Salespeople need to step outside of themselves and empathize with their customers, focusing on their needs and goals.Creating a safe space for diversity, equity, and inclusion in the workplace is essential for fostering growth and performance.Being impeccable with your word and taking ownership as a leader can have a significant impact on team performance and engagement.Chapters00:00 Introduction and Background01:02 Starting in Sales at 1302:29 Lessons from Early Sales Experience03:27 Teaching the Purpose of Selling05:14 Stepping Outside of Yourself in Sales06:51 Detaching Emotionally from the Sale07:21 Career Progression in Sales08:24 Dealing with Imposter Syndrome09:49 Creating a Safe Space for Diversity, Equity, and Inclusion17:35 Transforming Company Culture23:49 Incorporating Diversity, Equity, and Inclusion in Sales31:36 Influential People in Cynthia's Life34:43 How to Connect with CynthiaConnect With CynthiaLinkedIn- linkedin.com/in/cynthiazentiConnect With WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter - https://x.com/wesleyne  Website- TransformedSales.com   Email- email...podcast@transformedsales.com
The Importance Of Building a Relationship With The Product Team With Melissa Moody
Jan 31 2024
The Importance Of Building a Relationship With The Product Team With Melissa Moody
Melissa Moody, a full-stack marketing executive and entrepreneur, discusses the importance of human-centric marketing and putting the human at the center of sales and marketing. She shares her journey from a large tech company to the startup world and the power of knowing when to make a career move. Melissa also talks about her passion projects, including the Two Pizza Marketing podcast and Wednesday Women, which aims to raise the visibility of extraordinary women leaders. She emphasizes the importance of doing the work and taking action to achieve success. In this conversation, Wesleyne and Melissa discuss the importance of helping others and the abundance mindset in business. They also explore the idea of unstuck sessions and how they can benefit entrepreneurs. The conversation concludes with a discussion on how to connect with Melissa.TakeawaysHuman-centric marketing focuses on understanding and connecting with the audience on a personal level.Putting the human at the center of sales and marketing involves considering the individual's needs, preferences, and communication styles.Knowing when to make a career move is essential for personal and professional growth.Passion projects can provide fulfillment and opportunities to make a positive impact. Helping others without expecting anything in return can lead to valuable connections and opportunities.Embracing an abundance mindset allows for collaboration and success for everyone.Unstuck sessions can be a helpful way to provide guidance and support to those in need.Experimenting with new business models and approaches can lead to innovative solutions.Chapters00:00Introduction and Background03:30The Importance of Human-Centric Marketing09:16Putting the Human at the Center of Sales and Marketing15:04Knowing When to Make a Career Move18:19Transitioning from a Large Tech Company to a Startup25:06The Power of Saying 'I'm Done'31:54Passion Projects: Two Pizza Marketing and Wednesday Women35:26Empowering Women Leaders through Wednesday Women39:34The Importance of Doing the Work40:29Helping Others for Free41:22There's Enough for Everyone41:57Unstuck Sessions42:44Experimenting with Unstuck Sessions42:46Connect With MelissaLinkedIn- linkedin.com/in/melissammoodyWebsite- wednesdaywomen.org (Company)matcha.so/moody (Personal)Connect With WesleyneLinkedIn- linkedin.com/in/wesleyne  Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en Tiktok- https://www.tiktok.com/@thewesleynewhittaker Facebook - https://www.facebook.com/transformedsales  Youtube- www.youtube.com/@wesleynewhittaker Twitter -
Foolproof Sales Strategies to Implement with Jakub Hon
Oct 18 2023
Foolproof Sales Strategies to Implement with Jakub Hon
Highlights[01:00] - Getting into sales while in high school and thriving to become a respected sales guru.[04:06] - Experience he had with sales managers early on in his sales career.[10:08] - The pivotal moment when he made the transition from being an employee to being a CEO.[16:49] - Some sales misconceptions that every sales leader should avoid.[18:18] - Sales leaders and mentors who have influenced how he leads.[22:14] - Why it’s important to take calculated risks to succeed in business and sales.In this episode of the Transformed Sales Podcast, I had a chat with Jakub Hon, the Co-Founder and CEO of SALESDOCk. With a hands-on approach to sales, he has provided leadership and consulting services to over 150 organizations, including UberEats, Microsoft, Y Soft, and Google, helping them set up effective sales processes and implement scalable sales methodologies. Alongside his work at SALESDOCk, Jakub has co-founded Banana.bi and served as the Head of Sales for YSOFT Clerbo. Through his various roles, he has developed a passion for helping organizations break free from sales mediocrity and unlock their full potential. Jakub is dedicated to showing audiences that sales can be a fulfilling and rewarding profession when approached with the right mindset and techniques. With his years of sales and business experience, Jakub offers insights on how to transform prospects into profitable ventures. He underscores the necessity of a well-organized sales team, guiding clients seamlessly through their purchase process, and harnessing top-tier strategies and tools for peak efficiency. Furthermore, he advocates for the recruitment of seasoned sales professionals, seasoned in the sector. Jakub stresses the cruciality of laying a robust foundation and instituting a systematic approach from the outset of a business venture. Tune in to hear more of the sales and business leadership wisdom he had to share.Quotes“You should always define your target customers, what you want to serve them and who is best suited to person to win the customer” - Jakub Hon“Figure out where your product market is, where you have higher chances to win, and build your sales team on that” - Jakub HonLearn More About Jakub Hon in the Links Below:LinkedIn - https://www.linkedin.com/in/jakubhon/Website - https://www.salesdock.com/Connect with Wesleyne:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at wesleyne@transformedsales.com
Sales Success Secrets to Implement with Randi-Sue Deckard
Oct 11 2023
Sales Success Secrets to Implement with Randi-Sue Deckard
Highlights[00:50] - Transitioning from a clinical scientist to an accomplished executive and entrepreneur who is now a marketing, sales, and customer success executive at Besler.[02:01] - The value of ally ship and mentorship for any sales professional.[05:33] - Sales vs Science: How she decided to change the trajectory of her career to get into sales.[11:13] - Empowerment as a tool to retain the sales people you hire.[13:23] - Why it’s important to have playbooks, documentations, and processes for your sales team.[16:43] - Taking a sales team from product-focused to customer-centric. [20:35] - How she successfully integrates and manages marketing, sales, and customer success departments.[23:49] - Difficult experiences she has encountered as a woman in sales.[27:38] - Advice for aspiring and new sales people: Network and connect with other sales professionals from the very beginning.In this episode of the Transformed Sales Podcast, I interviewed Randi-Sue Deckard, a clinical scientist turned accomplished executive with an entrepreneurial mindset and extensive experience in developing and implementing transformational, customer-centric strategies designed to propel revenue, optimize operations, and enable rapid, sustainable organizational growth. She aligns high-performing teams with the corporate vision, forges value-add partnerships at all levels of the organization and delivers tactical roadmaps to unlock business value.Randi-Sue shared her incredible career journey transitioning from a clinical scientist to an executive role at Besler, where she now heads marketing, sales, and customer success, why empowering salespeople helps retain talent, and the importance of sales teams evolving from a product-focused approach to a customer-centric one. She also shared insights on successfully integrating the marketing, sales, and customer success realms, and so much more. Tune in to the episode to learn more from her.Quotes“Lean into the uncomfortable because that’s where the growth is” - Randi Sue Deckard“Because I obsess about the customer and data, I think that’s what makes me good at sales” - Randi Sue Deckard“Sales and science is not that far apart” - Randi Sue Deckard“Sales is just a conversation” - Randi Sue Deckard“Be customer obsessed” - Randi Sue DeckardResources Mentioned:Learn More About Randi Sue Deckard in the Links Below:LinkedIn - https://www.linkedin.com/in/randisuedeckard/Website - https://www.besler.com/Connect with Wesleyne:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at wesleyne@transformedsales.com
Why You Must Adopt Collaborative Selling with Carole Mahoney
Oct 4 2023
Why You Must Adopt Collaborative Selling with Carole Mahoney
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:51] - Her initial misconception of sales and she eventually fell in love with it after a career in marketing.[05:11] - Tackling a disconnect between marketing, sales, and buyers.[08:14] - Why businesses must focus on buyer experience just as much as they do on customer experience.[16:41] - How beliefs and mindsets impact the way that sales people show up in their sales careers.[24:41] - A positively minded sales manager = a positively minded and successful sales team.[27:17] - Buyer First: Writing a book to help business owners, startup entrepreneurs, and struggling salespeople to sell better.In this episode of the Transformed Sales Podcast, I had a chat with Carole Mahoney, the Founder of Unbound Growth, a scientific sales development firm, eliminates the guesswork of how to hire the right salespeople and develop superhero sales teams using a using a cognitive-behavioral approach that is driven by data that delivers predictable revenue. Carole is also the author of Buyer First: Grow Your Business with Collaborative Selling. She is on a mission to change how the sales industry sees itself, and how buyers see it too. She is President of the Boston chapter of the Association of Inside Sales Professionals, has been named as a top sales influencer by LinkedIn and Sales Hacker, and is a sales Coach for the Harvard Entrepreneurial MBA Program. In our conversation, Carole discussed the concept of "buyer first" and how it can revolutionize the way we approach sales, shared her insights on self-awareness, mindset shifts, and the importance of collaborative selling, and so much more. Listen (Or watch on YouTube) to the whole episode to gain from her valuable wisdom.Quotes“As a business owner, you’re a sales person whether you like it or not” - Carole Mahoney“Sales is about helping people. It’s about connecting problems and solutions together” - Carole Mahoney“When we put our buyers first, we create buying experiences that add more value, and customer retention and acquisition becomes much easier” - Carole Mahoney“Retention has less to do with customer success and more with the buying experience people initially have” - Carole Mahoney“Before we can have a great customer experience, we have to have a great buyer experience” - Carole Mahoney“The power of the positive mindset in impact is huge” - Carole Mahoney“Selling is not something we do to others, it’s something we do with them. It’s a collaboration. It’s an exchange of value” - Carole Mahoney“A salesperson is really someone who is building a book of business within another business” - Carole MahoneyResources Mentioned:Get a copy of Buyer First: Grow Your Business with Collaborative Selling - https://carolemahoney.com/buyerfirstbookGet the worksheets mentioned in the book and infographics to help guide you to shift your sales mindsets and engage in collaborative conversations with buyers - https://carolemahoney.com/buyerfirstbook-workbookLearn More About Carole Mahoney in the Links Below:LinkedIn -
Email Deliverability For Sales Teams with Nicolas Toper
Sep 27 2023
Email Deliverability For Sales Teams with Nicolas Toper
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:51] - Necessity is the mother of invention - How a personal challenge pushed him into the job market and led him through the incredible career he’s had.[03:37] - Why he had to close his first business and the lessons he learned from the experience.[11:21] - Problem solving and leadership strategies for sales professionals and business owners.[16:21] - Building multiple businesses in France’s challenging business environment, getting US investors, and trying to balance business and personal life.[21:14] - How Inboxbooster helps businesses thrive in a competitive landscape.In this episode of the Transformed Sales Podcast, I interviewed Nicolas Toper, the CEO and Co-Founder of Inboxbooster, a platform that uses AI to ensure emails don't end up in Spam/Promotions on Gmail, Outlook, and Yahoo. The platform serves over 2,000 clients including YCombinator, Zengo, and Wisbee, and has recently been featured in several articles including Forbes, FinSMEs, and Business Mole. Nicolas has a Master of Science in Computer Science degree from the Conservatoire National des Arts et Métiers, has been awarded 4 patents on computer compiler optimization and email deliverability, and speaks French, English, and German.Nicolas candidly discussed the challenges he faced in the early stages of his career. From grappling with the intricacies of email deliverability to ensuring that his platform catered to the needs of different corporate giants, his journey was not without its hurdles. One of the most poignant moments of the interview was when Nicolas reflected on a previous business venture that didn't succeed. However, instead of viewing it as a setback, he treated it as a learning experience. Drawing lessons from his past failures, he channeled his insights and experiences into the creation of Inboxbooster. Tune in to get a dose of inspiration from Nicolas that will definitely help you successfully navigate your sales career.Quotes“The fact that you make money is a sign that you’re selling something good that people want to buy” - Nicolas Toper“You need to be comfortable being uncomfortable when you’re in sales” - Nicolas Toper“You have to be very clear about leadership expectations and what you want from other people” - Nicolas ToperLearn More About Nicolas Toper in the Links Below:LinkedIn - https://www.linkedin.com/in/nicolas/Twitter - https://twitter.com/ntoperWebsite - https://inboxbooster.com/Connect with Wesleyne:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at
How to Improve Your Win Rate with Rhett Nelson
Sep 20 2023
How to Improve Your Win Rate with Rhett Nelson
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:57] - From playing baseball for BYU to becoming a seasoned tech sales professional.[06:57] - One lesson he got from being a collegiate athlete that he applies to date.[09:33] - Period it took him to move from an account executive role to a sales management one.[10:54] - Why every sales leader should set very clear and manageable expectations with their sales team.[19:12] - Coaching an underperforming sales rep towards becoming a successful sales professional.[25:58] - Revolutionizing win-loss analysis.In this episode of the Transformed Sales Podcast, I had a very insightful chat with Rhett Nelson, a seasoned tech sales professional with over eight years of experience in various sales positions. He is currently the Sales Director at Clozd and has worked in diverse industries such as SMB HR tech and enterprise e-commerce technology. Rhett has dealt with clients from more than 80 countries worldwide and communicated in multiple languages. He is an accomplished leader, adept at coaching, mentoring, and scaling teams. Before starting his career, Rhett played baseball for BYU, where he learned the significance of building and contributing to high-performing teams. Rhett and the Clozd team helps sales organizations predictably improve what is arguably the most important metric in sales: Your win rate. Rhett will discuss transitioning from merely reading the box scores to actively watching game film. This pivotal conversation is one you'll surely appreciate having tuned into. Additionally, seize the exclusive offer from Clozd: A complimentary Win-Loss Interview led by a Clozd team expert. Don't hesitate to embrace this invaluable insight into the reactions of prospects to your engagements.Quotes“In sales, it’s imperative that salespeople develop the ability to roll with the punches” - Rhett Nelson“The largest barriers that prohibit us from reaching our goals are typically the barriers that we impose upon ourselves” - Rhett Nelson“Every sales leader knows that that initial dive into full leadership is always kind of a daunting one” - Rhett Nelson“The most valuable insights relative to why you’re winning and losing, are the insights that will be pulled directly from your buyers and non-buyers” - Rhett NelsonResources Mentioned:If you recently lost a big deal, or had an important customer churn and you don’t know why, you can get some “game tape” to study. Clozd will perform a free win-loss interview for you. Just go to FreeBuyerInterview.com and fill out the form. Someone from Clozd will reach out, get some information about your company, your buyers, and your industry… then we’ll go do some buyer interviews for you to show you what you’ve been missing from your buyer’s perspective.Learn More About Rhett Nelson in the Links Below:LinkedIn - https://www.linkedin.com/in/rhett-nelson-195052bb/Website - https://www.clozd.com/Connect with Wesleyne:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn -
Sales Leaders Leading Through Influence and Impact with Joshua McKenty
Sep 13 2023
Sales Leaders Leading Through Influence and Impact with Joshua McKenty
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:48] - His exciting journey in tech and how he transformed the way people use Excel.[04:02] - A problem solving mindset that every sales professional should have.[11:55] - How he went from being a technologist to a Chief Technology Officer (CTO).[15:49] - Sales engineering: Why salespeople should work towards being more than just door-to-door salespeople.[22:48] - Why sales leaders should lead through influence and impact.[25:45] - Transitioning from being in the corporate realm to starting his own business.[29:06] - Process automation for spreadsheets - Helping organizations with their boring and important spreadsheets.[32:37] - Being a sales leader that ensures inclusivity and equity in their sales team.In this episode of the Transformed Sales Podcast, I interviewed Joshua McKenty, the Founder and CEO of Delving, an enterprise platform to track and manage changes to mission critical Excel workbooks. He is a founder and startup executive with more than 20 years in transforming science into software. Joshua previously held senior technical roles in the field as the CTO of many different companies. From Netscape to NASA to Pivotal, Josh McKenty has always paid attention to the details, which led to starting Delving. He’s an active angel investor and humanitarian.Joshua emphasized the importance of attentive listening in the tech and sales sectors. He stressed the value of celebrating the achievements of sales teams and highlighted that the depth of problem-solving required is contingent on the target audience. Joshua also pointed out how sales leaders should go about leading their teams effectively and so much. You won’t wanna miss this episode. Stay tuned!Quotes“There are so many places where technologists and salespeople go off the rails because they’re not listening or because they think they know better than what they’re hearing” - Joshua McKenty“You have to learn to take pride in your sales team’s accomplishments” - Joshua McKenty“How much pain you have to solve really depends on who you’re doing it for” - Joshua McKenty“As soon as you can raise money, hire people, and do sales, you’re an executive” - Joshua McKentyLearn More About Joshua McKenty in the Links Below:LinkedIn - https://www.linkedin.com/in/joshuamckenty/Twitter - https://twitter.com/jmckentyWebsite - http://www.foo.com/Connect with Wesleyne:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at wesleyne@transformedsales.com
Why You Need to Maximize Your Customer Lifetime Value with Valentin Radu
Sep 6 2023
Why You Need to Maximize Your Customer Lifetime Value with Valentin Radu
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:49] - The ex-poor kid from Romania who worked had to become a customer value optimization evangelist and international speaker. [03:58] - Playing games all day: His first step into the business world.[06:36] - Lessons for sales leaders to build strong sales teams.[10:40] - From making $85,000 a month to building a business empire.[13:14] - Why every sales professional should speak power to themselves.[16:08] - His journey into building a SaaS business around customer segmentation and customer value optimization.[18:37] - The value of employing effective customer acquisition and retention strategies. [22:03] - Being the authority in customer lifetime value that every company should approach.In this episode of the Transformed Sales Podcast, I had a chat with Valentin Radu, the Founder and CEO of Omniconvert, a growth enabler for mid-size DTC eCommerce and retail companies looking to increase customer lifetime value and decrease customer acquisition costs. Before anything else - Valentin is a perseverant experimenter. He has gone through various jobs, companies, and entrepreneurial ventures before identifying customers' real needs and defining the perfect go-to-market strategy. Nowadays, he is a Customer Value Optimization evangelist and international speaker, defining a new category and helping retailers grow. Valentin is also the Founder and Instructor at CVO Academy, where he coaches and teaches e-commerce businesses how to scale their brands profitably and sustainably. Customer retention is something that any brand looking for continuous success should invest in, and there’s no better person to talk about it than Valentin. He will talk about that and explain why sales leaders knowing their lifetime customer value is more important than ever if they are going to deal with elongated sales cycles. Don’t miss out on his valuable insights on that and so much more.Quotes“Many companies disregard customer lifetime value even though this is the sure highway to profit” - Valentin Radu“Be kind to the people that you give a chance to, because it’s not always about the numbers. It’s about the emotions and the learning journey for those people” - Valentin Radu“Google, Facebook, and other companies are teaching us a lot of things about acquiring customers but nobody is taking care of keeping customers happy and providing for them based on their expectations” - Valentin Radu“You can’t be profitable if you don’t care about your customers coming back to buy again and to become evangelists for your company” - Valentin RaduResources Mentioned:Go to TheCLVRevolution.com to read the first chapter of Valentin’s book and access 9 tools you can apply in your business TODAY!Learn about Customer Lifetime Value from Valentin - https://www.youtube.com/@OmniconvertLearn More About Valentin Radu in the Links Below:LinkedIn - https://www.linkedin.com/in/valentinradu/Twitter - https://twitter.com/ValentinRaduWebsite -
Empathy and Financial Fluency in Sales Leadership with Tommy McNulty
Aug 30 2023
Empathy and Financial Fluency in Sales Leadership with Tommy McNulty
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:51] - From an SDR who grew a company to $70 Million to starting his own company.[04:50] - The Journey Up: Moving up in his sales career.[08:08] - Shifting careers to get more fulfillment.[10:09] - Going from an account executive position to become VP of Sales.[13:09] - Why he took a 75% pay cut and how it paid off.[15:46] - Leveraging his years of sales experience to start his own company.[20:46] - Why it’s important for VPs of sales to become financially fluent.[25:41] - The power of empathy in sales leadership.In this episode of the Transformed Sales Podcast, I interviewed Tommy McNulty, the Founder and CEO of Rhythm, a venture-backed SaaS startup using AI to find and monitor areas for profit maximization. Prior to Rhythm, Tommy was the Head of B2B at NerdWallet, overseeing a team of 80+ and a $70M revenue P&L. Tommy joined NerdWallet via the acquisition of Fundera where he helped grow the company from $0 to $50M in revenue over five years. Tommy started his career as an SDR and AE at ZocDoc.Tommy McNulty shares his remarkable journey from an SDR who elevated a company's revenue to $70M, to spearheading Rhythm. From his vast experience, Tommy sheds light on the nuances of ascending the sales hierarchy, the essence of financial fluency for VPs, and the indispensable role of empathy in sales leadership. His insights underscore the core belief that profound skill development can lead to unprecedented opportunities in the sales domain. Tune in to learn about that and more from Tommy. You’ll get a lot of valuable insights out of it.Quotes“If you have big aspirations, you have to throw yourself into the fire” - Tommy McNulty“Get the idea of money, success, and showmanship out of your head, and build as much skill as you possibly can because that skill will meet an opportunity and then you’ll just take off” - Tommy McNulty“VP of Sales will have to become financially fluent and be capable of digging deep into a P&L and making decisions based on that P&L” - Tommy McNulty“As a sales leader, you have to make decisions and some of those decisions are difficult decisions. You have to have the courage to make them” - Tommy McNultyLearn More About Tommy McNulty in the Links Below:LinkedIn - https://www.linkedin.com/in/tommcnulty1/Twitter - https://twitter.com/rhythmtommyWebsite - http://www.onrhythm.ioEmail - Tommy@onrhythm.ioConnect with Wesleyne:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at
Integrating Strategic Direct Mail Into Sales with Rick Elmore
Aug 23 2023
Integrating Strategic Direct Mail Into Sales with Rick Elmore
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:38] - How he ended up in sales after starting out in athletics.[05:05] - Life changing sport: How playing football helped him deal with the childhood trauma of losing his dad at a young age.[08:29] - Lessons he got playing professional football that he applied in business.[12:23] - The power of being a sales leader who protects his team.[14:12] - Key strategies he applied to build a culture that produced zero employee turnover.[19:07] - Incredible backstory behind why he started SimplyNoted.[26:04] - Why gurus and influencers may not be the best people to take business growth advice from.[30:45] - The value in putting yourself in good situations with good people.In this episode of the Transformed Sales Podcast, I had a chat with Rick Elmore, an entrepreneur, sales and marketing expert, former college and professional football athlete. As the Founder and CEO of SimplyNoted, Rick developed a proprietary technology that puts real pen and ink to paper to scale handwritten communication, helping businesses of all industries scale this unique marketing platform to stand out from their competition and build meaningful relationships with clients, customers, and employees. Founded in 2018 and based in Tempe, Arizona, SimplyNoted has grown into a thriving company with clients of various sizes across the country including in hospitality, real-estate, insurance, nonprofit, franchise, B2B, and others. Rick has served as the company’s CEO since its founding, for more than three years, and has over a decade of sales and marketing industry experience. Rick delved into the huge sales growth potential of personalizing sales automation by incorporating handwritten notes, how sales leaders can build growth oriented teams with zero employee turnover, what it takes to retain customers long term, and so much more. Don’t miss out.Quotes“You’re preparing yourself for success if you know how to take what you’ve learned and bring it to the real world” - Rick Elmore“Your sales team has to know that you literally have their backs no matter” - Rick Elmore“Make sure the advice you take fits your journey” - Rick Elmore“How you win business is how you’ll lose business” - Rick Elmore“Sell on a great relationship instead of a great product because competitors will have a hard time outworking you on a relationship versus outworking you on a product” - Rick ElmoreLearn More About Rick Elmore in the Links Below:LinkedIn - https://www.linkedin.com/in/rick-elmoreWebsite - https://simplynoted.com/Connect with Wesleyne:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at