HIGHLIGHTS02:43 An internship sparks a curiosity in sales and how to influence its dynamics10:30 Working as a door to door salesman and becoming "Donut Boy"22:07 Increase sales by rewriting the script and being your authentic self36:21 Listening as a sales strategy and knowing buyer personas41:48 Aligning growth: Know your product, customers, and competitors45:40 Find high-fidelity opportunities for your sales teams47:28 Connect with WayneQUOTES10:03 "These guys are just leveraging other people in the business who are super smart technically... to get the customer into vision in order to buy. So I could see the dynamic and... I was wondering how I could influence that dynamic."22:12 "Clearly this playbook is not working for me. It's just not working for me. And I just made this decision to just rip it up and the decision I made was to figure this out for myself."24:22 "What I realized I really enjoyed was just learning about people. Like who are you, what do you do, what's your life all about, and is there a way which I can help you."41:54 "The work that I do today is really all about ensuring that founders have focus around the value that they're building in their product and ensuring that they have focus on their go to market teams to ensure that they're targeting the right customers."46:25 "What the smart leaders do is they, upfront, they have much clearer definitions of who they're targeting and who the ideal customer profile is because what they want to do is to have high-fidelity opportunities landing on the salesperson's desk."Learn more about Wayne in the links below:LinkedIn (Wayne) - https://www.linkedin.com/in/waynemorris/Website (Website) - https://waynemorris.co/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.Learn more about Collin in the link below:LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.