Book Your Free Revenue First Podcast Strategy here!Get Your Free Vidyard Account & State of Virtual Selling Report here!Claim Your Free 200 Leads here! HIGHLIGHTS01:14 Starting as a pilot and loving the sales process03:25 Sandler Training: Questioning strategies vs pitching09:01 Mindset: Listen, be curious, and understand from a client's perspective13:33 Assertiveness is directly proportional to your prospecting activities18:34 Respect prospects who can't afford you for the qualified referrals21:57 Using sales development practices in hiring candidates25:12 Prospecting on LinkedIn is the best channel26:06 Connect with Bryan QUOTES06:14 "It goes to the act of listening. Radical listening skills, I think, is the other reason that we don't do it, is because we don't listen well enough to be able to feed off of what was just said and dig down deeply there."09:46 "It all comes down to listening, framing that, summing it up, getting that that's right, to then have the permission to jointly move on down the path."15:44 "Just don't go too quick to pricing and then get them in the pipeline and then chase their tail for the next 6 months trying to get the thing closed because when you're saying yes to doing that, you're saying no to doing other things."18:13 "What resources will you have? What value can you bring that, when timing is right, you are the person that stood out because they're going to buy you and the sales process that you took them to, more so than your price or even your service offering."22:55 "What we've found is that sales development is no different than recruiting. It just has different names to it.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 Bryan in the links below:LinkedIn - https://www.linkedin.com/in/brywhittington/Website - https://ebsgrowth.com/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.