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Sales Transformation
June 27, 2022

Grinding It Out And Building A Solid Foundation In Sales


Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.

10 Episode Takeaways

  • James discusses his experience in inside sales, starting with a small business that lacked resources but had a strong sales focus.
  • They mention the challenges they faced, such as the lack of a CRM and a good script.
  • Despite these obstacles, they were motivated and eventually became a manager.
  • They then transitioned to a recruiting company as a physician recruiter, which was more complex than selling paper.
  • James emphasizes the importance of shifting focus from making money to helping others, resulting in increased success in sales.
  • They reflect on their humble beginnings and express gratitude for their journey and the opportunities it has provided.
  • James discusses the importance of mindset in sales and how it has shaped their approach to phone-based jobs.
  • They mention the current trend of more authentic and empathetic selling, which is seen as a departure from traditional methods.
  • James discusses the two levels of sales: the tactical approach and the evolution of salespeople.
  • They emphasize the importance of grinding through tough times in sales and preparing for the future.

Episode Recap

In this episode, Collin interviews James Bawdin, the director of Outbound View and founder of the Lunch Break Media Group. James shares his sales journey, starting from his early experience in retail sales to transitioning into B2B sales. He discusses the challenges he faced, the importance of mindset in sales, and the evolution of salespeople. James emphasizes the value of empathy, compassion, and providing value to customers, as well as the need for continuous learning and agility in sales. He also highlights the importance of outbound sales, collecting feedback, and using multiple channels in sales development. The key takeaways from this episode include the importance of perseverance, the shift towards more authentic and empathetic selling, and the need for a comprehensive approach that includes technology, processes, leadership, and training to achieve success in sales.

James also discusses the challenges he faced, such as the lack of a CRM and a good script, and how he overcame them to become a manager. James also talks about the importance of helping others in sales, shifting mindset, and grinding through tough times. He emphasizes the value of learning from difficult experiences, the importance of outbound sales and collecting feedback, and the need for personalization and an omni-channel approach in sales development.

Jump to Talking Points

  • [00:00] sales trends and win rates discussed by Andy Paul
  • [00:02:21] win rates shouldn't fall during economic downturns if salespeople qualify their time investments
  • [00:04:55] the buying experience is the most important factor in a buyer's decision-making process
  • [00:07:24] success in selling depends on the choices made in creating a positive buying experience
  • [00:09:52] the importance of disqualifying leads in sales and making the right choices for career success

Guest Bio (Who is James?)

James Bawdin has a career in sales, starting from working at Radio Shack and transitioning into B2B sales. He faced challenges during the 2008 recession but found success in the wireless retail industry before moving into inside sales for a paper company. James Vodden believes that buying behavior has changed and transitioning from retail sales to B2B sales can be challenging. He emphasizes the importance of grinding through tough times and being prepared. He believes that the sales mindset is evolving and that it is important to focus on helping rather than selling. James Vodden also highlights the crucial role of feedback for outbound success and the importance of experimentation in outbound sales.

Find James at his Website or Connect with him on LinkedIn!