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!HIGHLIGHTS02:32 KD's sales journey and his realization that there is always a job in sales 06:50 Entering SaaS sales and cutting his teeth in Snacks as a Service11:50 Imitating the repeatable outbound processes from Aaron Ross16:30 A relationship versus a transaction: Sales is not a coin-operated machine25:10 Paying people before sales are made: A radical experiment that works32:23 Buyers don't trust commission breath, so change comp plans36:04 Connect with KDQUOTES05:25 "Chips on shoulders put chips in pockets, baby. Maybe you find people that got a chip on their shoulder, something to prove, they always will outperform people that don't."09:02 "When you think about building any high-performing org, you have to have the right people, you have to have the right process, and you have to have a phenomenal understanding of your prospect. No matter what you're selling, those three things matter."17:10 "Anything that requires money for something else to occur is not a relationship, that is a transaction. Period."20:48 "IIW. Is it working? If only 35% of people are hitting their goal in sales with a compensation structure that's supposedly designed to drive the behaviors to get to their goal, is it working?"25:54 "Comp plans from most companies are lazy management. They think the comp plan will drive the behavior. It won't and it doesn't and I've tested enough times now to see that it truly does not."Learn more about KD in the links below:LinkedIn - https://www.linkedin.com/in/kddorsey3/Podcast - https://podcasts.apple.com/us/podcast/live-better-sell-better/id1518419694Patreon - https://www.patreon.com/insidesalesexcellenceLearn 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.