In this episode, Kevin welcomes the resilient Jack Ryan to share his extraordinary journey that intertwines living better and selling better. Jack's story is one of overcoming adversity, including paralysis from a jiu-jitsu accident and multiple strokes, conquered through unwavering determination and physical rehabilitation. His "you don't know me" attitude, influenced by his mother, fueled his resilience in facing life's challenges head-on. Explore with us: - Jack's transformative mindset, shaped through overcoming trauma and adopting an "I'll show you" mentality. - The power of letting one's story and actions speak for themselves, illustrated through Jack's personal journey in weightlifting and extreme sports. - Insights into financial wisdom, from saving and wise investments to seeking guidance from financial advisors, crucial for career progression. - Jack's emphasis on the importance of slowing down to contemplate long-term goals like retirement. - His perspective on the growing field of data engineering and the potential for financial growth, advocating for self-investment through education and skills development. - The significance of community and networking in personal and professional success, as Jack reflects on finding peace and contentment after overcoming health-related challenges. Join us for an inspiring conversation as Jack Ryan unveils his life's triumphs and outlines future adventures, including a captivating journey in Iceland and a commitment to building meaningful professional partnerships. Don't miss this opportunity to gain valuable insights and apply them to your own journey towards success and personal growth. The key moments in this episode are: 0:00:00 Intro 0:00:47 The Ups and Downs of Success 0:01:54 From Surfing to Tech: A Journey of Transformation 0:09:20 The Power of Grit 0:11:47 Nurturing a Mindset of Grit 0:13:46 Embracing Self-Worth and Letting Go of the Need to Prove 0:15:15 Overcoming Challenges and Investing in Self 0:20:00 The Importance of Not Having Regrets and Investing Early 0:23:16 Exploring New Career Path in Data Engineering 0:24:40 Investing in Skills for Financial Success 0:25:38 The Power of Learning from Others 0:27:32 Building on Clarity 0:28:57 Partnerships: The Future of Revenue 0:31:06 Partnerships: The Future of Sales 0:32:20 Building Community and Leading with Empathy

Does this sound familiar? You've been told to follow a generic sales processin order to achieve better results, but it's not working. You're feeling the painof wasted time and missed opportunities as you struggle to align with yourbuyer's needs. It's time to break free from the ineffective actions anddiscover a new approach that will truly improve your sales outcomes. In this episode, you will be able to:- Discover champion selling and advocacy strategies to boost your sales success.- Learn the importance of building trust with champions and how it can drive your sales results.- Gain insights on aligning your sales process with the needs of your buyers for better outcomes.- Unlock the power of multithreading and engaging multiple stakeholders to close more deals.- Harness the effectiveness of texting in your communication to increase sales engagement and conversions.My special guest isDarin Alpert, an experienced GTM professional and entrepreneur, joinsKevin Dorsey on the Live Better Sell Better podcast to share his expertise onaligning the sales process with buyer needs. With a background in foundingand selling companies, as well as receiving backing from renowned investorMark Cuban, Darren brings a wealth of knowledge and practical insights tothe discussion. Together, they delve into the importance of having achampion or coach in the sales process, exploring the characteristics thatdefine a true champion and offering guidance on how to identify and developthem. With a focus on multithreading and transforming champions intoadvocates, Darren provides actionable strategies for maximizing salesoutcomes by aligning with the needs of buyers. Sales professionals looking toenhance their success will find this episode to be a valuable resource. The key moments in this episode are:         00:00:06 - Introduction          00:01:14 - The Importance of Champions                   00:03:57 - Defining Champions, Coaches, and Mobilizers                   00:06:11 - Challenges as a Buyer                   00:09:02 - Buying Reputation          00:12:32 - The Importance of Communication and Understanding in Sales          00:13:34 - The Role of Salespeople as Consultants          00:14:53 - The Negative Impact of Speed in Sales            00:17:37 - The Importance of Multithreading in Sales          00:24:57 - The Importance of Customer Stories          00:26:07 - Buyers Prefer Talking to Yodas            00:27:32 - Power and Influence in Sales          00:29:03 - Leveraging Internal Champions          00:30:57 - Building Champions Through Product-Led Growth

Unlocking the Sales Mind: Discover the powerful journey of SDR Troy Barteras he defies conventional beliefs, unleashes the potential of mindset training,and battles the paradoxical challenge of transforming perspectives for long-term sales success. In this episode, you will be able to:- Unlock the power of a positive mindset to supercharge your salessuccess.- Develop effective sales habits that will consistently drive results.- Gain a new perspective on the role mindset plays in your salessuccess.- Fuel your motivation and drive to achieve your sales goals.- Discover the benefits of mindset training for your entire sales team. My special guest isOur guest for today's episode is Troy Barter, the head of revenue at RocketShipping. With over two decades of experience in the sales industry, Troybrings a wealth of knowledge and expertise to the table. What sets Troyapart is his deep understanding of the importance of mindset in sales. Hefirmly believes that mindset is not something innate, but rather a skill thatcan be trained and developed. Through his book and upcoming course, "TheSales Development Mindset PhD," Troy aims to equip sales developmentrepresentatives (SDRs) with the tools and strategies they need to cultivate amindset of resilience, discipline, and unwavering motivation. With Troy'sguidance, SDRs can unlock their full potential and achieve long-term successin their sales careers. Get ready to learn from Troy's invaluable insights onmindset coaching in this episode of the Live Better Sell Better podcast.The key moments in this episode are:00:00:06 -  Introduction         00:01:26 - The Importance of Mindset          00:04:07 - The Mindset of an SDR          00:06:00 - The Components of a Sales Development Mindset          00:08:53 -  Unlocking and Maintaining the Sales Development Mindset          00:12:38 - The Importance of Perspective          00:18:19 - Coaching Mindset for Success          00:19:26 - Creating a Winning Mindset          00:20:59 - Turning Habits into Success          00:25:14 - The Importance of Dedication and Breaks          00:26:40 - The Benefits of Dedicating Time to Activity          00:28:06 - Developing Effective Habits          00:30:10 - The Power of Mindset          00:33:41 -  Finding Long-Term Motivation          00:36:56 - The Importance of Repeatable Actions          00:37:53 - Investing Time in Family          00:39:05 - Making Your Children Laugh          00:39:39 - Connecting with Troy Barter          00:40:11 - Wrapping Up with Troy   

Discover the secret sauce to crafting a buyer enablement environment thatleaves sales professionals in a bind. With outdated content overwhelmingbuyers, find out how to provide the most relevant information at the righttime, leaving sellers questioning their approach and eager for the nextepisode. In this episode, you will be able to:- Boost sales success with effective buyer enablement strategies: Learnhow to empower your buyers and close deals faster.- Increase deal closure rates with customizable content libraries:Discover how tailored content can give your sales team a competitive edge.- Harness the importance of leadership in sales for remarkable results:Learn how effective leadership can drive your sales team to new heights.- Achieve personal fulfillment and sales success: Uncover the secrets to finding personal satisfaction and achieving remarkable sales results.- Elevate sales performance with a positive mindset: Discover how a positive mindset can drive your sales performance to new heights.The key moments in this episode are:         00:00:06 - Introduction          00:01:34 - Defining Buyer Enablement          00:03:34 - The Problem with Sales Enablement          00:06:17 - The Challenges of Buying in B2B                   00:08:08 -  Building an Ecosystem for Buyer Enablement                   00:12:55 - Crafting an Environment that is Helpful, Not Overwhelming                  00:14:11 - The Secret Sauce of the Platform          00:15:09 - Customer Success as the Driver of Sales          00:16:39 - The Importance of Intention and Using the Tool          00:24:50 - The Importance of Easy Access to Resources          00:25:58 - Building a Holistic Approach to Sales          00:26:36 - Leveraging Analytics for Personalized Outreach          00:27:41 - Asking for Feedback and Providing Value          00:28:20 - Recommended Content for Sales Teams          00:36:54 - Leadership Page          00:37:40 - Creativity and Intentionality in Sales          00:39:08 - Believing in What You Sell          00:40:00 - Happiness Breeds Success          00:41:26 -  Buyer Enablement and Building Trust

Does this sound familiar? You pick up the phone, ready to make a cold call,only to be met with disinterested prospects and unanswered voicemails.You've been told to start your pitch with a long-winded introduction aboutyour company, but all it does is bore your prospects and leave you feelingfrustrated and unproductive. It's time to break free from this ineffectiveaction that only leads to wasted time and missed opportunities. Instead,discover the power of crafting a compelling cold call opener that capturesyour prospect's attention and sets the stage for a meaningful conversation.In this episode, you will be able to:- Unlock the secret importance of training your greenhorn sales reps andnurturing their talents.- Dive into the journey of overcoming obstructive mindsets that canhobble one's sales performance.- Learn the key to constructing a safety net for practicing role-play andsimulation exercises.- Get a grip on strategic methods for launching a successful cold call andpitch to potential customers.- Explore the route of managing disagreements and cementing trust withyour potential customers.The key moments in this episode are:00:00:06 -                        Welcome to the Live Better, Sell Better podcast,          00:01:02 -                        Training and SDR Tactics,          00:02:37 -                        Breaking Down Mental Barriers,          00:04:22 -                        Implementing Practice and Repetition,          00:09:39 -                        Effective Practice Sessions,          00:13:08 -                        The importance of readiness in sales enablement,          00:14:00 -                        Hiring for characteristics and potential,          00:16:30 -                        The need for skilled sales reps,          00:19:00 -                        Chunking and practicing specific skills,          00:20:19 -                        Effective cold call openers,          00:26:35 -                        Building Genuine Connections,          00:27:03 -                        Making Sense of the Conversation,          00:27:49 -                        Steer the Conversation,          00:28:38 -                        Handling Objections,          00:29:42 -                        Handling Early Objections,           

If you're feeling frustrated because your demos aren't connecting withprospects and leading to con, then you are not alone! Many salesprofessionals in the SaaS industry struggle with presenting engaging andvalue-adding demos that truly resonate with their audience. Instead of thedesired result, prospects may feel disinterested, unimpressed, or confused,causing them to hesitate or even walk away. It's time to find a betterapproach and create demos that leave a lasting impact. In this episode, you will be able to:- Unearth how to make your SaaS sales talk with value-adding demos.- See the need for altering your presentation from persuading to helpingyour clients see the benefits.- Get insights into the impact of setting the scene before unveiling a- Master the art of asking the right questions to put your potentialclient's needs under the spotlight.- Grasp the need to center your demos around the emotional experienceto spur excitement and create value. The key moments in this episode are:         00:00:06 -                        Introduction,                   00:02:03 -                        Purpose of Demos,                  00:05:31 -                        What People Do Wrong,                  00:08:36 -                        How to Execute a Great Demo,                   00:11:26 -                        The Impact of Demonstrating Value,                   00:11:49 -                        The Importance of Helping Buyers Process the Demo,                   00:12:50 -                        The Educate, Demonstrate, Connect the Dots, Buy It Framework,             00:13:58 -                        Types of Questions to Keep the Demo Engaging,                   00:16:30 -                        Make Them Hold It Questions,                   00:20:06 -                        Value-Oriented Anchors and Closing the Demo,                   00:23:03 -                        The Importance of Want,                   00:24:04 -                        Helping Customers Get What They Want,                   00:25:51 -                        Confusing Like and ROI with Want,                   00:26:25 -                        Navigating Off-Topic Questions,                   00:30:19 -                        The Power of Emotional Experience,                 00:34:42 -                        Bringing About Change,                   00:35:22 -                        The Importance of Practice,                   00:35:54 -                        Learning More About The Practice Lab,          00:37:16 -                        Key Takeaways, 

 - Unearth novel strategies for outbound prospecting and leadcultivation.- Craft relevant and value-oriented messaging for client interaction.- Comprehend the need for personal touches in your outboundprospecting endeavors.- Grasp effective cold call strategies and initiating conversations withconfidence.- Leverage LinkedIn to its utmost potential in aggressive outreach andsocial selling.  The key moments in this episode are:00:00:06 - Introduction,00:01:03 - The Importance of Outbound,00:03:33 - Channels of Outbound Prospecting,00:05:39 - Standing Out in Outbound,00:11:21 - Relevant and Value-Based Messaging,00:13:50 - Examples of Relevance and Value,00:15:41 - Importance of Creating Valuable Assets,00:17:50 - Taking Ownership and Leading with Value,00:20:48 - Follow-up Strategies for Unresponsive Prospects,00:25:46 - Sending Follow-up Emails and Hyper-Personalization,00:28:05 - The Importance of Cold Calling,00:30:22 - The Importance of Optimizing Phone Calls,00:31:31 - Natural and Effective Call Openers,00:35:17 - The Structure of Cold Calls,00:38:24 - The Role of LinkedIn in Outbound,00:39:53 - Making Time for Self-Work,00:44:58 - Thank you and farewell,00:45:11 - Good luck in Q4, 

Does this sound familiar? You've been told to simply submit your resume andhope for the best, but all you're feeling is the pain of rejection and frustrationin the highly competitive job market. It's time to discover the effective  strategies that will truly make you stand out and increase your chances of  getting hired.In this episode, you will be able to:Discover how to separate yourself from the crowd in a highly  competitive job market.  Uncover the importance of forging personal relationships and  efficiently engaging on social media platforms.  Gain insights on how to demonstrate an exceptional expertise in cold  calling during hiring procedures.  Find out how a well-executed demonstration can effectively highlight  your skills and abilities.  Understand how to emphasize on long-term growth and development  opportunities to boost your professional journey.The key moments in this episode are:00:00:06 -                          Introduction and Purpose,            00:01:22 -                          Hiring in the Current Market,            00:04:38 -                          Standing Out as a Candidate,            00:07:36 -                          Selling Yourself as a Sales Professional,            00:09:38 -                          Projects and Proactive Efforts,            00:12:51 -                          Standing Out in the Hiring Process,            00:13:21 -                          Interviewing Differently in a Competitive Market,            00:14:51 -                          Negotiating Compensation,            00:16:33 -                          Negotiating or Getting the Job,            00:21:41 -                          Investing in Employee Growth,            00:25:36 -                          Referral Bonuses and Standing Out in the Application Process,          00:26:33 -                          The Importance of a Digital Footprint,            00:29:28 -                          Effective Filtering in the Hiring Process,            00:33:45 -                          Realistic Ramp Time,            00:38:28 -                          Importance of Handling Customer Problems Professionally,            00:38:40 -                          Living Better to Sell Better,            00:39:15 -                          Myth of the Nine-to-Five,            00:39:28 -                          Guarding and Being Intentional with Time,            00:39:49 -                          Appreciation for the Guest,    

Does this sound familiar? You've been told to hire more salespeople to boost  your declining sales, but it's not delivering the results you expected. The  pain of investing time and money into new hires without seeing significant  growth can be frustrating. In this episode, we'll show you a more effective  approach by focusing on top-of-funnel metrics and lead qualification to drive  sustainable growth and overcome this challenge.In this episode, you will be able to:Unravel the impact of leading metrics and lead qualification in  powering growth.  Disclose the efficacy of harmonized messaging in enhancing the resultsof sales talks.  Extract valuable cues from customer interactions to bolster your  messaging strategy.  Familiarize with the magic of six probing questions to collect vital  feedback and optimize messaging.  Appreciate the importance of building faith and formulating a method  for uniform message uptake.The key moments in this episode are:           00:00:06 -                          Introduction,            00:01:03 -                          The Issue of Throwing People at Problems,            00:03:37 -                          Analyzing Top of Funnel,            00:06:26 -                          Fine-Tuning Messaging,            00:10:22 -                          Messaging vs. People Problem,            00:13:08 -                          Messaging and Sales Process,            00:14:38 -                          Understanding Capacity,            00:15:11 -                          Timing and Capacity Planning,            00:17:23 -                          Quality Over Quantity,            00:21:10 -                          Hiring the Right Way,            00:25:28 -                          Leading with Why in Communication,            00:26:24 -                          Involving the Team in Hiring and Growth,            00:27:20 -                          Evolving and Adapting to Change,            00:28:29 -                          Prioritizing Physical and Mental Health,            00:29:45 -                          Finding Adam J Online,           

Do you want to skyrocket your sales performance and achieve  unprecedented productivity? Are you tired of struggling with time  management skills that hinder your success in the sales industry? If so, I  have the solution you've been searching for. In this podcast episode, I will  reveal the key to unlocking unparalleled results in sales by mastering the art  of time management and productivity. By implementing the strategies and  techniques shared, you will experience a transformative boost in your sales  effectiveness and efficiency. Say goodbye to missed opportunities and hello  to a whole new level of success. Get ready to achieve remarkable outcomes  and reach your full potential in sales.In this episode, you will be able to:Uncover the transformative effect of effective time management on  sales productivity.  Delve into the innovative two-hour solution and its potential to  supercharge your time management strategy.  Understand the significance of weekly assessments and the potential  for progressive improvements.  Explore the concept of prioritization through the lens of an urgent-important model, enabling better decision making.  Grasp the integral role of intentionality in influencing how we most  effectively utilize our time.The key moments in this episode are:           00:00:05 -                          Introduction,                       00:02:04 -                          The Two Hour Solution,           00:04:02 -                          Weekly Review,            00:07:10 -                          Prioritization and Time Management,            00:09:49 -                          Failing to Plan is Planning to Fail,            00:12:35 -                          Reconnecting with Your Goals,            00:13:55 -                          Reviewing and Blocking Commitments,            00:15:29 -                          Scheduling Excellence Time,            00:17:15 -                          Scheduling Green Time,            00:20:40 -                          Managing Red Time,            00:24:45 -                          The Importance of Recreation,            00:25:38 -                          Proactive Communication and Boundaries,            00:27:45 -                          Maximizing Productivity at Work,            00:29:18 -                          Recognizing the 80/20 Rule,            00:32:30 -                          Planning for Success,           

In this episode, learn how to mobilize and champion your sales deals with key insights and questions to ask your champions. But what happens when your champion isn't sold? Tune in to find out.In this episode, you will be able to:Discover how to effectively mobilize sales deals, even in the most competitive markets.Unearth the significance of being problem-oriented in the discovery phase, setting the base for solution-focused strategies.Identify how an upfront agreement for next steps can catalyze your business’s forward momentum.Learn to forge impactful relationships with industry champions, fostering mutually beneficial collaborations.Understand how providing clear value propositions can elevate your brand recognition and trust.Master the art of driving sales deals, using a tactical approach to overcome barriers.Decode the key to successful problem-based discovery that leads to constructive decision-making.Get insights on setting collaborative upfront agreements that pave the way for efficient future operations.Absorb strategies on establishing robust relationships with your industry’s movers and shakers, influencing your growth trajectory.Delve into creating transparent value propositions, a vital element to bolster your business’s integrity.Unveil proven strategies to propel your sales deals, turning competition into an advantage.Grasp the integral role of problem-based discovery in devising innovative solutions to consumer needs.Ascertain the importance of formulated upfront agreements to streamline your operations.Nurture business relationships with influential industry figures, a primary ingredient for sustained growth.Recognize how presenting distinct value propositions can reinforce your brand’s reputation and recall.The key moments in this episode are:          00:00:06 -                        Introduction,                    00:02:06 -                        Buyer's Focus Process,                    00:05:20 -                        Champion and Mobilizer,                    00:08:26 -                        Navigating the Call,                    00:11:44 -                        Summary,                    00:12:57 -                        The Importance of Having a Champion and Mobilizer,                    00:13:40 -                        Suggesting Next Steps and Homework,                    00:16:40 -                        Closing the Deal,                    00:18:20 -                        Getting the Schedule and Commitment,                    00:21:27 -                        Recap and Coaching,                    00:25:25 -                        Mobilizing and Championing,                    00:25:45 -                        Importance of Proposals,                    00:26:56 -                        Core Format for Mobilizing and Championing,                    00:27:18 -                        Building Relationships, 

Have you heard the myths? Myth #1: SDRs are replaceable and don't need proper training. Myth #2: SDRs are simply cold callers and don't require coaching. Myth #3: SDRs will learn on the job, so mentorship isn't necessary. But the truth is, investing in the training, coaching, and mentorship of SDRs is crucial for their success and for the success of the company. In fact, this investment can lead to a successful transition to the role of an account executive. So, how can you ensure that you're receiving the proper support and guidance to reach your full potential? Stay tuned for our strategy to excel as an SDR.In this episode, you will be able to:Unveil the critical components for successfully growing SDR teams to new heights.Comprehend the importance of being mindful of regional distinctions and cultural aspects when constructing high-performing SDR teams.Recognize the significance of equipping SDRs with top-notch training, coaching, and mentorship for sustained accomplishments.Examine the potential of establishing a creative payment structure for SDRs that presents boundless earning potential.Embrace the importance of maintaining work-life balance and nurturing satisfaction in all aspects of life.The key moments in this episode are:          00:00:00 -                        Introduction,                    00:02:08 -                        Why Carmela has stayed in the SDR role,                    00:04:31 -                        How the SDR role has evolved,                    00:06:47 -                        Building a remote SDR team,                    00:09:37 -                        Helping the remote team feel like they belong,                    00:14:36 -                        Multicultural and Multinational SDR Team,                    00:19:14 -                        Remote Onboarding,                    00:23:10 -                        SDR Pitch Certification,                    00:25:44 -                        Experienced SDRs,                    00:27:39 -                        Tribal Training,                    00:28:57 -                        Hiring and Paying SDRs,                    00:29:54 -                        Compensation and Specialization,                    00:30:23 -                        Live Better Advice,                    00:31:35 -                        Motivation and Fun,                    00:32:08 -                        Finding Carmelo, 

In this episode, you will be able to:Unveil the secret behind successful sales teams through strategic planning.Grasp the concept of focused capacity to make the most of your resources.Explore the perfect blend of structure and autonomy for top-performing sales teams.Delve into the art of establishing realistic annual objectives for your sales force.Find out how encouraging open dialogue and vulnerability leads to a collaborative work environment.My special guest is Anthony Cessario VP Revenue at ClariWith a deep understanding of sales dynamics and team efficiency, Anthony Cesario, the VP of Revenue at Clari, shares his insights on the vital importance of focused capacity in driving higher impact outcomes. Drawing upon his experience working closely with go-to-market teams and helping them achieve their objectives, Anthony stresses the importance of identifying and prioritizing the highest potential accounts, establishing equitable sales territories, and fostering a transparent environment among sales teams. Tune in to learn how to optimize your sales team's performance by implementing Anthony's effective strategies.The key moments in this episode are:00:00:06 - Introduction, 00:03:06 - Determining Highest Impact Outcomes, 00:09:16 - Operationalizing Focus Capacity, 00:14:24 - Importance of Focused Capacity in Today's Sales Environment, 00:12:42 - Coaching Managers for Success, 00:15:54 - Maintaining Priorities Throughout the Year, 00:19:51 - Balancing Structure and Autonomy, 00:23:37 - Building a Business Plan, 00:25:28 - Creating a Sales Framework, 00:26:48 - Measuring Success, 00:28:07 - Live Better Advice, 00:29:12 - Future Letter to Self, 00:30:57 - Work-Life Integration, 

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Zoe Hartsfield on leadership and experience from the eyes of high-performing individual contributors and the role that recognition plays in performance and empowering others. HIGHLIGHT QUOTESSaying something nice vs meaning your compliment - Zoe: "Even when you're complimenting people or giving that recognition, you are so specific. You said my name. Those are the things that perk up in the back of our head and make us feel like this person actually means what they're saying." You can find out more about Zoe in the links below:LinkedIn: https://www.linkedin.com/in/zoehart/Website: https://www.swantide.com/ Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | rocketreach.co

In this episode of the Live Better Sell Better Podcast, we have another throwback about video prospecting. This time we have KD's conversation with Katherine Caldwell on her best practices for video prospecting, how to get your video watched, and what to do if the prospect doesn't watch it. HIGHLIGHT QUOTESWhat platforms should I use to send my video? - Katherine: "I prefer to send videos on LinkedIn because you don't have to even mess with the link. They can just instantly hear the notification and watch it quickly. That being said, not everyone's prospects are on LinkedIn so email is a good tool. But you will want something like Vidyard or Loom to make sure you're not going to spam." You can find out more about Katherine  in the links below:LinkedIn: https://www.linkedin.com/in/katherine-caldwell/Website: https://www.katchsolutions.com/ Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | rocketreach.co

In this episode of the Live Better Sell Better Podcast, we're throwing back to KD's conversation with Morgan Ingram on the foundations of video prospecting the right way. They talk about utilizing video when there's still not much competition, using it as a new way of cold calling, and the ideal length of each video that you send.HIGHLIGHT QUOTESStart video prospecting while you still can - Morgan: "I'd say 3% of sales reps consistently do video prospecting. That's a fair number I'm leaning towards. The fact that I told you that is because a lot of people aren't doing it, you should do it because it's going to help you break through the noise."You can find out more about Morgan in the links below:LinkedIn: https://www.linkedin.com/in/morganjingram/Website: https://ampcreative.io/Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | rocketreach.co

In this episode of the Live Better Sell Better Podcast, KD sits down with Brandon Bornancin, CEO & Founder of Seamless.AI. The duo talk about intertwining values not only in business but in life in general. More than anything, taking action to do what's right for your customers is a given that many salespersons and leaders should recognize. HIGHLIGHT QUOTESTake actions and find solutions - Brandon: "Finding solutions, not problems is like finding the answers and being grateful and happy that you're alive. Because there's a solution for everything, as long as you're positive, and you're looking for that opportunity. And I just leveraged so many learnings from the demo day and my mom passing with like appreciating life being grateful for everything." You can find out more about Brandon in the links below:LinkedIn: https://www.linkedin.com/in/brandonbornancin/Website: https://seamless.ai/ Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | rocketreach.co

In this episode of the Live Better Sell Better Podcast, KD sits down with  Christian Banach, Principal and Chief Growth Officer of Christian Banach LLC. Everybody wants to land the big 6-figure, 7-figure deals. However, it's more crucial to know how we can put our foot on the door for those opportunities in the first place! HIGHLIGHT QUOTESSomething to note before doing enterprise deals - Christian: "When you're doing more enterprise-level deals, there's not an endless supply of companies. We may be reaching out to automotive, but think about how many automotive companies there really are. So you can't just blast out these lists. I think taking a more quality of quantity-based approach is the mentality you need to have when you're doing more of these enterprise type of deals." You can find out more about Christian in the links below:LinkedIn: https://www.linkedin.com/in/christianbanach/Website: https://christianbanach.com/ Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach |  rocketreach.co

Today's episode of the Live Better Sell Better Podcast is a throwback to KD's conversation with Alex Schlinsky, Founder of Prospecting on Demand. As salespeople, it's natural to want to learn what goes on in the consumer's mind. Alex discusses why humans make certain decisions when it comes to buying and how we can take hold of that as sellers.HIGHLIGHT QUOTESSimplify your sales process because consumers have to choose between too many things already - Alex: "You can literally find anything to disrupt your day at any point. And so making decisions has become significantly more challenging in our day and age which is already a proven challenge for human beings because of the availability of so many options."You can find out more about Alex in the links below:LinkedIn: https://www.linkedin.com/in/alexschlinsky/Website: https://prospectingondemand.com/Facebook: https://www.facebook.com/schlinskyLive Better. Sell Better. is sponsored by our proud partners:Rocket Reach | rocketreach.co

This throwback episode of the Live Better Sell Better Podcast features Stephanie Herre, the Regional Manager for UK Enterprise at Remote. Leadership development starts with determining if leadership is even for you. Stephanie digs into the realities of leadership like accountability and loss of control, as well as tips on how companies should hire and develop leaders.HIGHLIGHT QUOTESTake coaching seriously or get a leadership coach - Stephanie: "They need to take it a lot more seriously because the cost of attrition is way more detrimental than just keeping on somebody who you just get along with, or you don't really have the time to mentor or coach. At the very least just hire a leadership coach for all of your first-time managers who is an unbiased person in the room."You can find out more about Stephanie in the links below:LinkedIn: https://www.linkedin.com/in/stephtaiwo/Website: https://stephanietaiwo.me/Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This throwback episode of the Live Better Sell Better Podcast features Jed Mahrle, the Head of Outbound Sales at Mailshake. Every inbound lead was an outbound lead yesterday. Jed shares how he makes his emails relevant but not necessarily personalized using buying triggers, while KD discusses the 3 I's of Targeting: target low for Info, middle for Insight, and high for Influence.HIGHLIGHT QUOTESBuying triggers inform your messaging to your ICP - Jed: "Most of my messaging and the sequences in email campaigns that we build out is based around buying triggers. First of all, it starts with looking at who are our customers and why did they buy? Why are these inbound leads coming in? For example, oh, they just hired their first sales leader and now he came inbound and wants to look at our software. So that's like a buying trigger."You can find out more about Jed in the links below:LinkedIn: https://www.linkedin.com/in/outboundsales/Newsletter: https://jed.substack.com/Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This throwback episode of the Live Better Sell Better Podcast features Peter Kazanjy, Co-Founder of Atrium. Having a data-driven organization is more relevant than ever. Peter discusses the key quantity and quality metrics sales leaders should look out for in their sales team, as well as how to put that data in front of the team through an open culture of coaching.HIGHLIGHT QUOTESNet new accounts interacted with is a quantity metric for SDRs - Peter: "One of the non-obvious things that people really get kind of tripped up on is not sufficiently paying attention to net new accounts interacted with or net new contacts interacted with.""Oftentimes what can happen is SDRs—it's like stale accounts. They can have their couple hundred accounts that they're going after and it's kind of like flogging the dead horse. And so what you want to make sure is that there's like ongoing inflow."Email reply rate is a quality metric echo - Peter: "Success in sales is all about a high quantity of high-quality selling behavior. And so there's also a number of metrics that are really important for characterizing the level of quality of the behavior in question. So again, going back to SDRs, those would be things like email reply rate, and that's like a good echo."You can find out more about Peter in the links below:LinkedIn: https://www.linkedin.com/in/kazanjy/Website: https://www.atriumhq.com/Twitter: https://twitter.com/KazanjyConnect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This episode of the Live Better Sell Better Podcast features JR Butler, the CEO and Founder of Shift Group. Athletes who played at the collegiate level or higher tend to have a certain competitiveness and coachability that make them star salespeople. JR talks about honing their raw talent and really nailing the basics of prospecting, qualification, and creating rapport to mold truly successful sales reps.HIGHLIGHT QUOTESSales athletes see the positive impact of feedback - JR: "When they got constructive criticism or feedback, they didn't take it personally because they were like, okay, like this is something that I can get better at, and if I listen to this person who's an expert and I enact their feedback, then I'm going to see an outcome where it's positive and I'm not gonna take it personally like they're attacking me."Qualification means getting to no faster than you get to yes - JR: "You need to be able to prospect forever. It's the most important skill you can have as a salesperson. So we try to hammer that home with these folks. And then the other pieces we work on are building rapport and doing discovery, like qualification.""And when I say discovery, I'm really talking about qualification. We have a course called happy ears and we really want people to get to no faster than they get to yes."You can find out more about JR in the links below:LinkedIn: https://www.linkedin.com/in/jrbutler/Website: https://www.shiftgroup.io/Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This episode of the Live Better Sell Better Podcast features Sahil Mansuri, CEO of Bravado. With layoffs happening left and right, it is critical for salespeople to know how best to protect themselves. Sahil educates on why equity is worthless in 95% of startups and why salespeople should look at a company's profitability when looking for their next job. HIGHLIGHT QUOTESDetermine a company's profitability before joining it - Sahil: "How do you evaluate an employer in a down market? It all comes down to profitability. It comes down to whether your company is turning a profit or not.""Any company that's turning a profit's completely fine. I mean, completely fine maybe too glib, but you're still fine. You control your own destiny. If you make more money than you spend, your company's going to be fine. For 99% of startups, that's not true."The 3 numbers you need from a potential employer - Sahil: "Get those three numbers. How much do you spend per month? How much do you make per month, and how much money is in the bank? So again, easy math."Let's say a company spends a million dollars a month and they make $500,000 in revenue. So they've burned 500k a month in spend. How much money do you have? Company has $50 million in the bank. Great. Go work for that company."You can find out more about Sahil in the links below:LinkedIn: https://www.linkedin.com/in/sahilmansuri/Website: https://bravado.co/Email: sahil.mansuri@bravado.coConnect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.com

This throwback episode of the Live Better Sell Better Podcast features Brandon Lee, Founder and CEO of FunnelAmplified. Social selling leverages the power of platforms like LinkedIn to create an authentic connection and make sales organic. Brandon gets tactical and teaches us how to use Professional/Personal Insight Posts (PIPs) to get it right.HIGHLIGHT QUOTESPIPs prove your value even before setting the meeting - Brandon: "To earn the right to a meeting, our buyers, our prospects, need to be able to read and see who we are, what we think, and the value we offer before they'll agree to a meeting with us."Create rapport BEFORE sending a connection request - Brandon: "I'm a big believer in the story of the rabbit and the hare. We got to go slow to move fast. I'm a big believer in getting ourselves into that familiar territory. They need to know our name, see our face, see us involved in some of the things that they're involved with online before we ask for the connection request." You can find out more about Brandon in the links below:LinkedIn: https://www.linkedin.com/in/brandonleedigital/Website: https://funnelamplified.com/Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This throwback episode of the Live Better Sell Better Podcast features Jonathan Mahan, Co-Founder of The Practice Lab. Every person in the world is motivated by both extrinsic and intrinsic factors. However, in sales, salespeople are rewarded as if the extrinsic reward of a commission is the only thing that matters. This induces a fear state and it also promotes an environment where this is normalized. HIGHLIGHT QUOTESSales culture pushes salespeople into moral gray areas - Jonathan: "Salespeople's mental health tends to degrade. Salespeople tend to burn out, so it's not good for your team. It tends to lead salespeople to act in stereotypical salesy ways where they're focused on high pressure, high volume, lazy prospecting. They're focused on pushing customers, being pushy, and being aggressive. Customers don't like that. This pushes salespeople into a moral gray area."You can find out more about Jonathan in the links below:LinkedIn: https://www.linkedin.com/in/jtmahan/Website: https://www.thepracticelab.co/Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Depending on the channels we read, cryptocurrency is either the future that makes you produce generational wealth or a scam that will break you into losses. This episode of the Live Better Sell Better Podcast features Josh Rhodes, Founder of Crypto Ya'll.Josh shares insights into both perspectives and how we can use this knowledge if we ever decide to invest in cryptocurrencies. Josh provides us with knowledge on the different types of assets one can trade or invest in, either short or long-term. He also shares a few ways to secure your investments, mitigate risk, and profit from them. With these insights, we can look into both perspectives and understand how we can use this knowledge if we ever decide to invest in cryptocurrencies. HIGHLIGHT QUOTESLargest computer and peer-to-peer network in the world - Josh: “if you're entertaining Bitcoin as an investment, or as a utility, it's very important to look at it as a peer to peer network, before you actually look at it as another kind of money. It's important to understand that it's the largest decentralized network of computers on the planet, larger than any Google server farms, larger than any government building or network of spyware. It's the largest computer network on the planet, and it's decentralized.”You can find out more about Josh in the links below:LinkedIn: https://www.linkedin.com/in/josherhodes/Website: https://www.cryptoyall.co/learn54634203Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This episode of the Live Better Sell Better Podcast features Ian Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc. When you execute what you plan and accomplish all you set out to do, you allow yourself to be fully present in your life outside of work. It is all about working smarter, not harder. You have to set boundaries for the time you work and plan out your weeks and days.HIGHLIGHT QUOTESWork during work hours to be fully present outside of work - Ian: "The quality of time you work determines both the quality and quantity of time you have outside of work."Set time boundaries for work and work according to it - Ian: "You have to set boundaries for the time you work. That's the number 1 thing I do. Now there's a Parkinson's Law that says work will expand to the time allotted, so if you don't have boundaries, you'll work 70 or 80 hours a week, and that's just stupid."You can find out more about Ian in the links below:LinkedIn: https://www.linkedin.com/in/iankoniak/Website: https://www.untapyoursalespotential.com/Youtube: https://www.youtube.com/c/IanKoniakConnect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This episode of the Live Better Sell Better Podcast features William Ballance, CEO at Lavender. The Herrmann Brain Dominance Instrument (HBDI) divides people into four quadrants: Action, Vision, People, and Data. Each quadrant represents a different aspect of decision-making.You can structure your messaging to target all four quadrants or use personality assessments like DISC or OCEAN to determine an individual's decision-making pattern. Depending on an individual's personality, they may focus on different quadrants, which can lead to different decision-making patterns, and therefore a different messaging.HIGHLIGHT QUOTESAppeal your messaging to a prospect’s personality type - William: "If you're going after someone who's action-oriented, you want to drive them into that decision and remove any sort of friction in that decision. For someone who is more vision-oriented, they are the big-picture thinkers, they’re very high on openness. You want to inspire them in that decision-making. You can see this a lot with Nike commercials, Just do it. Like you look at those commercials and you're like, I can do anything."You can find out more about William in the links below:LinkedIn: https://www.linkedin.com/in/wmb1/Website: https://www.lavender.ai/Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Connect rates, conversion rates, and many more. Cold calling may be an art with the messaging, tonality, and delivery, but it is also a science where we need to understand its data for a better sales process. This episode of the Live Better Sell Better Podcast features Colin Specter, Vice President of Sales at Orum.Desired outcomes can be achieved by calculating a mathematical formula that you can use to derive the number of calls you have to make. Colin shares what metrics you should be tracking and how you can tweak your messaging to increase conversion and book more meetings. HIGHLIGHT QUOTESThe metrics to look at - Colin: "You want to look at your dial-to-connect ratio, you want to look at your connect-to-conversation ratio, how many conversations are you getting out of each at-bat? And then, how many of those conversations are leading to a meeting?"Different approaches in openers - Colin: "There are different openers, there are different ways people love to approach the cold call. It really comes down to tonality and enthusiasm in many cases. But there are all kinds of openers. You could try what works for you."You can find out more about Colin in the links below:LinkedIn: https://www.linkedin.com/in/colinspecter/Orum: https://www.orum.com/Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Hana Elliot, the former Vice President of Revenue at Vendition and current Vice President for Marketing at Solutions by Text joins KD in this throwback episode of the Live Better Sell Better podcast. Hana talks all about the value of onboarding and why setting up your reps for success takes intentionality and regular practice.HIGHLIGHT QUOTESOnboard your people because some of them have no experience - Hana: "I think it's not setting aside the time to do it. Especially with SDRs, you have to remember that a lot of these folks are entry-level. They're coming straight out of college, straight out of high school, straight out of a technical career. And maybe they're a total career switcher who just hasn't had the experience of working in a sales environment before."You can find out more about Hana in the link below:LinkedIn: https://www.linkedin.com/in/hanaelliott/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Todd Caponi, the author of The Transparency Sale, joins KD in this throwback episode of the Live Better Sell Better podcast. Living through economic cycles can be scary because of the uncertainty it brings. Todd shares how bubbles look like great opportunities before they burst and why leaders must see economic patterns to create a sense of certainty during uncertain times.HIGHLIGHT QUOTESLeaders must have empathy for the uncertain brain - Todd: "Uncertainty is like kryptonite for our brain. Like literally, when we're uncertain, we don't sleep, we don't perform well, we're less creative, and at its core, our IQ literally goes down in those situations where there's uncertainty.""Now, I want, as a leader, for you to think about your team, your sales team, and they're looking around, they're talking to their buddies, and seeing layoffs happen. And you're sitting there not saying anything."You can find out more about Todd in the links below:LinkedIn: https://www.linkedin.com/in/toddcaponi/Amazon: https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Erika Davis, mental health advocate and former Vice President of Go to Market Strategy at Greaser Consulting join KD in this throwback episode of the Live Better Sell Better podcast. Burnout happens but understanding why and what you can do about it is less commonly known. Erika shares how understanding your priorities helps you focus on what matters to you and provides fulfillment.HIGHLIGHT QUOTESKnow your priorities to avoid burnout - Erika: " It really comes down to understanding what's important to you. I think burnout, a lot of times, comes not necessarily from working too hard but from putting yourself in a situation where you're working really hard at things that aren't important to you."And you don't find meaning in those things anymore. So I think getting really honest about what's important to you in letting the other things kind of go, prioritizing what's important, and letting those other things go."When you’ve exhausted your output, consider your inputs - Erika: "When you feel like you've pushed as hard as you can with output, think about input. Like what are you reading? What are you listening to? How are you getting new ideas so you're not just like banging your head against a brick wall again and again and again?"You can find out more about Erika in the link below:LinkedInLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Rachel Nazhand, Vice President of Business Operations at Zelis, sits down with KD in this throwback episode of the Live Better Sell Better podcast. Effective systems, processes, and operations are some of the most essential aspects of scale and growth. These serve as foundations and you'll find them everywhere!Rachel dives deep into how sales leaders could and should leverage revenue operations and business operations for growth. For one, data should not only be looked at as numbers and figures. Data can help tell stories and many of these stories can be explored and expressed regardless if you're in sales or operations.HIGHLIGHT QUOTESFigure out what works best for someone through empathy - Rachel: "Building empathy is what makes someone amazing at their job versus good at their job. And so how do you connect back to reality? You connect back to the reality to say, 'If I were in their shoes, could I do it that way?' and it's like watching to see something in action and being willing to be wrong."Rachel's tip for sales leaders to leverage RevOps and BizOps - Rachel: "Get really comfortable dumping all of your problems on the table and letting your operators help you figure out how to attack them. If you come to me with these one-offs, I may not be able to pick up on the themes and I may not be able to support you. You give me all 15 of your problems at once, I'll show you that 3 of them are actually the same thing and can be solved overnight and these other 12 can be hit in this order." You can find out more about Rachel in the link below:LinkedInLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Saad Khan, former BDR Manager at Dooly and current Business Development Manager at Vendr, joins KD in this throwback episode of the Live Better Sell Better podcast. The transition from BDR/SDR to AE requires training and coaching because not every BDR is a good fit to become an AE.Saad suggests doing the 3 layers of pain activity and explains the elements of his Initiation: Give and Get, and Mirroring or turning an I conversation into an Our conversation. He also shares his hot take that there is a 4th unknown phase in the buyer's journey called the Unaware phase.HIGHLIGHT QUOTESDon't create "super reps" and instead coach them on the field - Saad: "Training could be just showing people how to use a tool, how to use Salesforce, how to use Dooly, what to do on a day-to-day. Coaching is you're on the trenches, you're on the field with them, you're working on plays every single day."The 4th phase of the buyer's journey is the Unaware phase - Saad: "People say the Buyer's Consideration Journey is made of 3 phases: Awareness, Consideration, Purchase. I disagree. I think there's one other phase which is the Unaware phase. The standard model suggests that the Awareness Phase is where people are downloading blogs, webinars, and articles. I disagree with that. If people are aware, awareness to me is you're not just aware that my company exists, you're aware of the problem that it solves." You can find out more about Saad in the links below:LinkedIn | InstagramLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

In this episode of the Live Better Seller Better Podcast, Mandi Graziano, a sales veteran, and best-selling author, shares insights on how to differentiate yourself in sales. She suggests being memorable in all the right ways, engaging prospects with "choose your own adventure" emails and finding your own voice in sales. Mandi also talks about unique ways to bond with prospects, such as sweat-working, and emphasizes the importance of authentic follow-ups to build stronger relationships. Learn more about Mandi in this latest episode of the Live Better Seller Better Podcast.HIGHLIGHT QUOTESEvery attempt is an opportunity - Mandi: "Choose your own adventure email is a great memorable way to get a customer to call you back or email you back, and the thing is, they may email you back saying uh, who are you? And I don't want to work with you, but then that's an opportunity for a no and an opportunity to ask why or how you can improve or who they're working with."The power of iteration - Mandi: "Iteration, I think, is one of the best ways to find your own voice. Just try a whole bunch of different ways. But I think closing your eyes, taking a deep breath, and thinking about what it is that makes it your own is really important."Try, fail, and try again - KD: "You have to keep trying things and you have to be open to failing because the magic is in the fail. It is. So you have to try."You can find out more about Mandi in the links below:LinkedIn: https://www.linkedin.com/in/mandigraziano/Website: https://www.mandigraziano.com/Email: coach@mandigraziano.comAmazon book link: https://www.amazon.com/Sales-Tales-Hustle-Humor-Lessons/dp/1949635945Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

In today's episode of the Live Better Sell Better podcast, KD talks about planning. Good leaders know their what and why, but great leaders deal with the how—and this involves planning. A plan needs a destination and it needs to be specific. KD gives examples of losing weight and sales and the principles are the same for both!HIGHLIGHT QUOTESThe elements of a plan - KD: "What's the end result we're looking for? But then the next is who? Who's involved in this plan? Who's doing what? And that's when we get to the next part of - what needs to be done? What things could you do to get you to your goal?"Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Heidi Solomon-Orlick, Senior Vice President for Business Development at Arise Virtual Solutions Inc., Founder of GirlzWhoSell, and author of Heels to Deals, joins KD in this throwback episode of the Live Better Sell Better podcast.Women must lean into their authentic selves rather than force themselves into something they are not. This includes the natural ability of women to listen and empathize, but it also takes work in unpacking pivotal moments and leveraging these as their own superpower.HIGHLIGHT QUOTESUnpack pivotal moments to reveal your superpower - Heidi: "When I mentor them, I really coach them to try to get in touch with their authentic self. So what is it that is their superpower? And an exercise that I take women through a lot as I'm coaching them or mentoring them is to begin unpacking or taking a look at some of the pivotal moments in your life, and they can be big massive, big decision moments." You can find out more about Heidi in the links below:LinkedIn: https://www.linkedin.com/in/heidisolomon1/Website: https://girlzwhosell.com/Amazon book link: https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

In today's episode of the Live Better Sell Better podcast, KD talks about establishing the right mindset toward goals both as a rep and as a sales leader. For one, we have to understand that the quota is set by someone else, hence should not exactly be your goal all the time.  HIGHLIGHT QUOTESEvery individual should set their own goals - KD: "You give someone a quota, the quota is set by somebody else. The target is set by somebody else. But a goal is set by the individual. So often, especially in the sales leadership side, we confuse quota with the goal."What motivates you more? Professional vs personal goals - KD: "Most people will probably say personal goals. Well, what do we spend 99% of our time talking about? Professional goals. Even then we may not even know the professional goals, we just talk about quotas and targets. So our goal as great leaders is to connect the dots between professional goals and personal goals."Connect with KD in the links below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Patreon: https://www.patreon.com/insidesalesexcellenceLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Casey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal, join KD in this throwback episode of the Live Better Sell Better podcast. Building relationships is the heart of sales. But how do you do it? Casey gives us quick tips on being intentional, listening rather than hearing, using TED-based questions, and making the meeting about the prospect, not the seller.HIGHLIGHT QUOTESSellers must always think about these 4 questions - Casey: "One of my mentors in my career taught me four great questions to ask or to be thinking about which is, do I understand the problems in my industry? What problems exist? Do I understand what problems I solve? Do I understand how I solve them better or differently than my competition? And do I understand my proof?"TED-based questions  - Casey: "It's called TED-based questions: Tell me, explain, describe. And it's not just the first level, like, hey, you know, tell me one thing that's going right in the world, Mr/Mrs. Client and one thing you might change, and once they give you something and you say, tell me more, tell me more about that. Describe why that's important to you. Explain what you like to see differently, but give them space to answer."You can find out more about Casey in the links below:LinkedIn: https://www.linkedin.com/in/caseyjacox/Website: https://www.caseyjacox.com/Amazon book link: https://www.amazon.com/gp/product/B088T289BZ/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Townsend Wardlaw, the Coach of BEing at PFC Coaching, joins KD in this edition of the Live Better Sell Better podcast. Every action begins as a thought, but thoughts are just a function of something beyond that called Being. Shifting your being gives you a completely different view that translates into different thoughts, and ultimately different actions and results.HIGHLIGHT QUOTESResults are produced by choosing to act or not to act - Townsend: "What is true is that every single outcome or result that has ever been produced was the product of action. Nobody ever built a company taking no action. Nobody ever made a million dollars taking no action. Nobody ever had a baby taking no action. You got to have an action to make a baby. You also have to take action to not have a baby."Being lies beyond our thoughts and actions - Townsend: "Being is a function of a lot of things, our upbringing, our race, our age, our sex, our trauma as a child. Some people will even say there are things like past life trauma. I would also say there's something even upstream of that in the world of being that some might call the universe or consciousness or God."You can find out more about Townsend in the links below:LinkedIn: https://www.linkedin.com/in/townsendwardlaw/Website: https://peacefreedomconnection.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Devin Williams, VP of Sales at DataRobot, joins KD in this edition of the Live Better Sell Better podcast. Emotional intelligence is thrown around as something that is related to soft skills. But is it something that can actually be taught, much like a hard skill?Devin defines the Emotional Quotient (EQ) or emotional intelligence and what it means for sales professionals. He talks about the connection between self-awareness and social awareness and how both essentially make our complexities as human beings.HIGHLIGHT QUOTESSelf-awareness can be scary because it involves self-inspection - Devin: "You can't get started on self-awareness until you're ready to take a hard look in the mirror and agree to go make some changes."What else can you do to improve social awareness? - Devin: "The more questions that you can ask in a genuine and authentic level of curiosity, the more your social awareness is going to improve. Because you've put in the effort and work to grow your self-awareness, you are now more able to see the world for what it really is."You can find out more about Devin in the links below:LinkedIn: https://www.linkedin.com/in/devinwilliamspfp/Non-Profit: https://www.peoplefirstprofessionals.org/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

Melissa Gaglione, a former AE at LivePerson and current AE at Deel, joins KD in this edition of the Live Better Sell Better podcast. Routines may appear to be restrictions, but in reality, they give you a framework so that the remainder of your day can be spent however you like.Melissa talks about how adapting in situations where you can't control your time has been essential to her success as a grade 1 teacher. Routines at work are wonderful, but salespeople need to be able to prioritize and complete duties during crucial periods of the day.She reveals what habits help her be happy and, by implication, improve herself when she shows up since for her, the periods before and after work are moments she can influence.HIGHLIGHT QUOTESHave a routine to build focus - Melissa: "Have a routine, and that's because routines allow people to actually focus on what's important to them, and when you focus on what's important, or if you just focus on something specific, that specific thing is going to grow."Routines help you to have more freedom, not a constraint - Melissa: "Having those routines literally allows you to have more freedom. It's not to constrain you. It's to allow you to have more fun and do more things and be around the people that you want to be around."You can find out more about Melissa in the link below:LinkedIn: https://www.linkedin.com/in/melissagaglione/Deel: https://www.deel.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This Live Better Sell Better Podcast episode throws back to our conversation with Carol Malakasis, former Managing Partner and Head of Training at Rampd and current Envoy at Pavilion. Many founders have awesome ideas but fall short of realizing that a process to sell is fundamental to making a successful business. Carol drills down the top founder mistakes she has seen over the years and how many times it is the founder, not the product, that really matters in the end.HIGHLIGHT QUOTESBe strategic because building does NOT make them come - Carol: "The mistake that I see often is that there's this notion of people will come to me, so we need to go through that hump of no, no one's going to come, and now we're both on the same page that no one's going to come, let's talk about how you need to start thinking about your process."Make founders realize the problem they are solving - Carol: "Get them thinking, what problem am I solving? Who am I solving that problem for? Who are the different players in the space already doing what I'm doing right now? And how am I different or better? And that's when they're like, okay, got it. Because you need to be able to explain what you do to anyone."You can find out more about Carol in the link below:LinkedIn: https://www.linkedin.com/in/carolmalakasis/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.co

This Live Better Sell Better Podcast episode throws back to our conversation with Arthur Castillo, Head of Dark Social and Evangelism at Chili Piper. Before tackling outbound prospecting, make sure that your inbound process is done.Arthur shares his experience in transitioning from sales to marketing and optimizing both the inbound and outbound channels efficiently altogether. He also gives insight into what a sales rep can learn from the marketing perspective and vice versa.HIGHLIGHT QUOTESUnderstand how you can get someone into your sales funnel as quickly as possible - Arthur: "They know they're not buying the best product, it's just 'Hey, who can solve my problem in the quickest way possible at a fair price?' They're really looking to solve that problem and move on."Utilize the right resources to establish credibility - Arthur: "If a buyer can learn from one of their peers over a sales rep, they have way more credibility than a sales rep ever would. Partly because as a sales rep, you've probably never have done the job or you probably have never used the service that you're about to sell." You can find out more about Arthur in the links below:LinkedIn: https://www.linkedin.com/in/arthur-castillo/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.com

This Live Better Sell Better Podcast episode throws back to our conversation with Nadja Komnenic, former Head of Business Development at lemlist and now a Senior Sales Development Manager at Lokalise. Utilizing unorthodox, outside-the-box ways of building and running a team is always an option we should be open to.Nadja recounts how they grew lemlist over time with social selling, social media content, and a reliable product and consistency within the team. She also talks about cold emailing being underutilized and how SDRs can actually do it the right way.HIGHLIGHT QUOTESReaching out to an ICP that essentially does the same as you - Nadja: "First thing that I teach is that we are targeting sales teams so you are targeting the exact same ICP as you are. So what it is that would make you stop while you're scrolling and read and think, Okay I got so much value from this that I want to do and test it out.' So what is the type of content you like to see."When you know who you're targeting and why it becomes effortless - Nadja: "Highlight the pain and offer a solution based on that. It becomes so easy when you have this ICP because you can connect it all together. Tying it in is about mentioning, 'because of this reason, this is why I thought this would be interesting to you.' Highlighting the pain, maybe they are not aware that they have it and then bringing them to an ideal world." You can find out more about Nadja in the links below:LinkedIn: https://www.linkedin.com/in/nadjakomnenic/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.com

This episode of the Live Better Sell Better Podcast features Ryan Frampton, former Senior Manager at Vidyard and ex-Head of Sales at HyperComply. Champion selling starts with discovery. Set your KPIs first; what is the goal? Then after articulating the ROI to your champion, empower them with the proper tools to be able to communicate this effectively to their own leadership.HIGHLIGHT QUOTESEmpower your champion to communicate ROI forward up - Ryan: "Be their sales manager. Exactly what I would ask you, ask them those questions, and come from a place of empathy, of course. But that's the key thing is enable them with resources." You can find out more about Ryan in the links below:LinkedIn: https://www.linkedin.com/in/ryan-frampton-02623a100/Website: https://www.vidyard.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.com

This episode of the Live Better Sell Better Podcast throws back to our conversation with Scott Ingram, Founder of Sales Success Media and Account Director at Relationship One. Surrounding yourself with top doers and contributors is only a small part of becoming one yourself.Scott talks about how to become someone that is worth keeping the company of. He shares a few tips on associating yourself with individuals that are on your ideal level, whether that be in growth, self-improvement, leadership, and more.  HIGHLIGHT QUOTESDeveloping a mindset of where you want to be - Scott: "You don't get any of those opportunities unless you perform in the role that you're in. So you have to find that balance of 'How do I nail what I'm doing while I'm also learning about what's going to help me be successful at the next step.' Either way, you've just got to keep learning."Ask the right question - Scott: Start with something where you know they're informed and have an idea. Start with that question and the key here is to report back. Share what you're finding and then just continue to build on that. You can find out more about Scott in the links below:LinkedIn: https://www.linkedin.com/in/scottingram/Website: https://www.salessuccesseverything.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Christoph Karger, the VP of Sales of Sparrks, a Sales Coach at Hyrise Academy, and a Pavillion member. Here's a statistic for you: 91% of buyers would give referrals but only 11% of salespeople actually ask for them.Christoph advises salespeople to be in the moment so they can recognize opportunities to ask for a referral. He breaks down what a referral is and why it is NOT a scary thing to ask your customers. Christoph gets tactical and gives tips on using customer feedback to keep the relationship going and coursing referrals through this very same relationship. HIGHLIGHT QUOTESReferrals aren't about business, they are introductions - Christoph: "Referrals and social work best together because I got so many leads and introductions from LinkedIn that are not my customers just because I was present. I was helping people and asking for their support in return. I think that's something we should also think about, and if not, opening it up a bit more, again, we often think about business when we speak about referrals. What we want is actually introductions and introductions can basically come from anybody who's willing to support us."Communicate with customers after the sale for referrals - KD: "It's this singular road mentality of like, well, I already closed it so now it's in CS's world and I don't get to do those things, I do think it is really, really foolish because we should be staying in touch with our customers because that allows for the referrals to come through regularly."  You can find out more about Christoph in the links below:LinkedIn: https://www.linkedin.com/in/christophkarger/Website: https://sparrks.io/en/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast throws back to our conversation with Meagan Suckling, Senior Director of Global Sales Development at Shutterstock. She dives deep into setting the foundations for success from the very first steps of onboarding. Meagan also talks about how different onboarding in a remote setting can be and how to involve your current team to onboard new reps effectively.HIGHLIGHT QUOTESThe impact of remote work in hiring and onboarding - Meagan: "If you do focus on hiring the right people and measuring them consistently on some KPIs that you've communicated clearly to them and still finding ways to create a fun and motivating culture, then it's very possible to actually create a more productive environment than being chained to a desk." You can find out more about Meagan in the links below:LinkedIn: https://www.linkedin.com/in/meagansuckling/Community: https://sdrnation.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Sam Schaut, Corporate Sales Manager at Sharebite. A standout customer experience begins with the salesperson, the prospect's first touchpoint with you. The tone is key and Sam highlights that how you say something is just as important as what you say.Tone sets the mood for the entire sales interaction, so salespeople must find an authentic tone that resonates. Sam discusses some inherent qualities of an authentic salesperson based on Danny Meyer's principles in Setting the Table, and how a consistent framework and process reps can rely on is central to a great customer experience.HIGHLIGHT QUOTESDanny Meyer's Excellence Reflex or core emotional skills - Sam: "The first is optimistic warmth, the second is intelligence, but the way that he defines intelligence I would more closely relate to natural curiosity. The third one is empathy, the fourth one is self-awareness and integrity, and then the fifth one which is sort of the title of the book is the way that he defines work ethic which is people who care enough to take great care and pride in setting the table beautifully each time."The best salespeople find key business insight for prospects - Sam: "People talk a lot about a consultative sales process or being a "trusted advisor". I think that gets conflated a lot for being the opposite of an "old-school seller". Like it's this big departure, but in my opinion, every great seller I've ever talked to at any age, at any time, with any amount of technology, they all do that. They're all finding a key business insight that either the prospect didn't know about, or they knew about but no one's been talking about it." You can find out more about Sam in the links below:LinkedIn: https://www.linkedin.com/in/sam-schaut/Website: https://sharebite.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast throws back to our conversation with Kevin Hopp, Co-Founder of Stealth and Host of the Hopp on Calls Podcast. He talks about the shift in cold calling and goes against the claim that it's not something we should be doing it anymore. Kevin shares his insights on eliminating the mindset that cold calling doesn't work and how we can actually do it effectively.HIGHLIGHT QUOTESYou have to learn to follow up - Kevin: "Every cold call is just to get that person out of that stage in the prospect lifecycle which is 'cold' into 'aware'. Once they're aware, all of a sudden they're going to be thinking of the business problems that you have if you follow up."You can find out more about Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast throws back to our conversation with Mark Kosoglow, the VP for Sales at Outreach. Passion for selling starts with figuring out why you should get excited about what you are selling in the first place. Mark teaches passion over professionalism where being authentic thrives and salespeople are not afraid to toe the line to communicate this.Mark also talks about how closing begins with good discovery. Start by asking a provocative question, then dig, then diagnose and confirm, and then reveal a vision for the future. Mark shares their Hypothesis Statement and how to sell by unselling first and brings it home with "sales judo" tips on negotiating and closing.HIGHLIGHT QUOTESThe Hypothesis Statement explained - Mark: "We have a thing called a Hypothesis Statement that we use in our sales cycle, and the Hypothesis Statement is constructed as despite A, we can't do X which means we don't get Y as measured by Z. A is an investment you have right now, despite this investment we've already made in this, we still can't do X, we still can't convert our inbound leads, which means we don't get Y, that step above the line, high executive thing, which means we don't hit our growth plans, which means we're going to miss our IPO next year or whatever as measured by Z."Practice sales judo during negotiations to close the deal - Mark: "Judo is the martial arts practice that uses someone's own energy against them. The idea is you can do the same thing with an objection is you take the energy of that objection and you transfer it back to the person for the answer. So if somebody says, hey Mark, I don't think that we can because of price. KD, I'm sure there's a lot of negotiations that you're in where you can't go down in price the way some do, how do you handle that? And you just throw their question back to them and I'm telling you, nine times out of ten, people answer their own question." You can find out more about Mark in the links below:LinkedIn: https://www.linkedin.com/in/mkosoglow/Website: https://www.outreach.io/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast throws back to our conversation with Alli Rizacos, Imposter Syndrome Coach and Founder of Alli Rizacos Coaching. She talks about how to stop holding ourselves back with the thinking that we are our own worst enemies. Eliminating feelings of doubt in our skills and accomplishments takes time, courage, and sometimes even luck.HIGHLIGHT QUOTESThe importance of having a community - Alli: "You need to feel like you belong somewhere. And when you belong, you feel safe, and when you feel safe, you feel brave. You feel like you always have people behind you that are going to catch you even if you fall. " You can find out more about Alli in the links below:LinkedIn: https://www.linkedin.com/in/allirizacos/Website: https://www.allirizacos.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast throws back to our conversation with Andy Paul, Author of Sell Without Selling Out and Host of the Sales Enablement Podcast. He talks about how the predictable revenue model is a 20-year-old strategy that needs updating. From being pitch-oriented and product-focused, especially in SaaS, sales leaders need to instead enable their salespeople by developing their human skills to win more deals. HIGHLIGHT QUOTESReevaluate how you win to close more complex SaaS deals - Andy: "I think that SaaS as a business, the overall win rate that companies have is relatively low. And when they try to bring that type of win rate into a more enterprise, complex enterprise environment where there aren't as many prospects, you can't be as wasteful. And so you have to make sure that you win a higher fraction of your deals." You can find out more about Andy and get his book in the links below:LinkedIn: https://www.linkedin.com/in/realandypaul/Website: https://www.andypaul.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Mike Rosenberg, VP of Sales at RocketReach.co. Everyone talks about how we can "do more with less," but there's not much discussion on the ways we can actually do this.Mike talks about how we can do "less but better" and scaling towards that mindset for your team. He shares about how to figure out the person's capacity as a leader and not assume that your people can do more just because their quota went up.HIGHLIGHT QUOTES"More with less" in terms of hiring the right people - Mike: "In a world in which you want to grow what the numbers happen to be, you want to grow year to year and you want to do it with the people that have done it for you. That you can trust more as opposed to hiring an unproven commodity of someone who is successful in another company."Running in situations where you're hiring someone for sales but they get into marketing - Mike: "First it's the mindset of this is exactly how we're going to grow. I tell everyone who works for me, if you're successful, I'm going to trust you way more with whatever the next role is even though you haven't done it before versus someone who is doing it successfully in another organization."Getting someone with the right mindset in the team - Mike: "Sometimes it's skill, other times they'll tell you it's luck. Especially with people that come in through sales and I tell them as your leader it's my job to get you to the next level. If that's within these walls, great, that's why I'm doing this. If it's outside of these walls, that's still my job." You can find out more about Mike in the links below:LinkedIn: https://www.linkedin.com/in/michael-a-rosenberg-1489b65/Website: https://rocketreach.co/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Yaakov Carno, Founder of Valubyl. Is PLG the right strategy for you? Yaakov breaks down the questions companies must first answer before deciding that PLG is the one for them.He then discusses the differences between PLG and a traditional sales-led motion which flows from the buyer down to the user. Yaakov shares some experience best practices for successful PLG which primarily includes finding and getting feedback from real users and then sharing this data across the organization.HIGHLIGHT QUOTESThe top 3 qualifiers for PLG - Yaakov: "I like to break it down into 3 categories that each company has to ask themselves to see if PLG is the right fit for them. And there is a huge misunderstanding that complex products don't fit PLG. That's not true at all, but there are certain things that don't work as well. So the 3 things are self-servability, user motivation, and permissions and accessibility."PLG prioritizes the value provided to the end user - Yaakov: "The alignment that needs to be between product leadership and sales leadership to even understand the different roles of packages and pricing because the packages are going now have to be redesigned in a way that expresses the increase in end-user value rather than organization value, even on the enterprise level where classic motions... just has organizational value."Share the end user feedback across departments - Yaakov: "Feedback should be prioritized in the deepest sense across the organization. So one thing that I see that companies struggle with, but if you get this right, it's such a fuel for growth, is sharing feedback across departments because sales, the feedback they're getting should be affecting the product roadmap and product data that the product managers are getting and analyzing should be affecting the way that CS is interacting with the customers and the next marketing campaign." You can find out more about Yaakov in the links below:LinkedIn: https://www.linkedin.com/in/yaakovcarno/Website: https://www.valubyl.com/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he discusses the most effective way to follow up with your proposals. Remind your prospect of their problems using their own language and what a better future looks like. KD also talks about the 4 things you MUST ask your mobilizer to make your deals push through.HIGHLIGHT QUOTESMobilize a champion with these 4 questions  - KD: "These are the four must-ask or must-do things when you're trying to mobilize and champion. One, is your champion sold? Two, why are they sold? Three, what has to be in the proposal, and four, how can we get this done by X with reasons? Even if they're rushing you off the phone, you got to get the answer to these 4 questions." Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he talks about the value of recapping and coaching your contacts. This is a great opportunity to go over what not to say to help them get what they want, as well as to role-play and practice to set them up for success.HIGHLIGHT QUOTESCoach your contact and help them buy better - KD: "Everyone talks about coaching like their contact but we don't actually coach them. Do they know what they're going to say? Do they know what they shouldn't say? This is important. This is working with your contact."Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he talks about using a bit of psychology to get more people on the email proposal thread and how to close something where you get prospects to agree to some sort of action. Frame it as a way of giving them the best chances of solving the problem they agreed to and getting the result they wanted.HIGHLIGHT QUOTESResearch the person you need to pull in to give you the best shot - KD: "You've got to close something, and one of the biggest ones is making sure the next steps are always scheduled. Everything needs to be scheduled. Everything. When are they going to discuss this with the team? When is the next meeting going to happen? This is one of my favorite questions as I'm navigating the sales process: Okay, so how can we get X done by Y?" Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he discusses the how and why behind giving mobilizers what they want to get what you want. Act as a guide, learn about the boss, and then suggest the next steps and homework double the quality or the quantity of the people on the next call.HIGHLIGHT QUOTESResearch the person you need to pull in to give you the best shot - KD: "Especially for the bigger deals, do your pre-research. You should be able to namedrop the VP of people or the VP of sales. Namedrop who you think should come next. This is part of that prep going into a demo."Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Today, he talks about why sellers have to ask tough questions and how to have fun while you're at it. He shares some tactics to get to these tough questions, from a humbling disclaimer (aka disclaimer sandwich) to ask for permission to ask the question directly, as well as his top 3 takeaways that make discovery better.HIGHLIGHT QUOTESBe mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm". You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/ Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey. Creating a mobilizer requires empowerment. Kevin breaks down the steps you need: discovery, seeding and priming, the upfront contract, and confirming your mobilizer is sold. He also clarifies the difference between a decision-maker and an approver and why creating a mobilizer is vital. HIGHLIGHT QUOTESDiscern the difference between a decision-maker and an approver - KD: "Decision-maker is different than approver. The CFO might approve but they're not the decision-maker if I'm picking Salesloft or Outreach. They're not the decision-maker if I'm picking Salesforce or HubSpot. They might approve the financial commitment but they're not the decision-maker. You need to find out the difference. In order to create a mobilizer, you have to empower them throughout the entire process."Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The best discovery is the one where you ask prospects about things that are left unsaid. Charles shares how to utilize tone and the power of recapping to gain clarity and insight into what your prospect really means.HIGHLIGHT QUOTESBe mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm"."You're treating me like somebody you know. You're much more casual, still professional... I find that the AEs that perform really well...  sound just the same on the phone as they do when they're talking to me. There is no difference. And so the tone is a big thing.Recap what your prospects just said to gain clarity- Charles: The second thing... when paying attention to things that are unsaid, which are sometimes the most important, the way to help get there is to recap. and there are AEs that are afraid to recap because they are afraid to indirectly communicate to the prospect that they don't understand something." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/ Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Too many times calls end the wrong way because we're not thinking about what the buyer is about to go through. If you struggle with closing, you're most likely really struggling with discovery, and this cascades into bad championing and mobilizing prospects. KD also touches on the upfront agreement and how sellers can ask for too much too soon. HIGHLIGHT QUOTESProblems with closing are actually problems with discovery - KD: "Almost every single time I have a rep struggling with closing, they're actually struggling with discovery, and that sets up a bad close and a bad championing and mobilizing."Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The upfront contract is a tricky thing as many sellers end up asking for too much when they haven't provided the prospect any value yet. Charles shares the ways you can deliver it so that the prospect feels comfortable enough to tell you no.HIGHLIGHT QUOTESThe upfront contract gives your prospect an out from the conversation - Charles: "There are really kind of one of two outcomes from this conversation. Either one, you say, Charles, this conversation was garbage, totally useless, not interested, thanks but no thanks. Or it's compelling enough to talk further and see whether or not there could be something here." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Discovery can seem like a seller ticking boxes of questions. Charles shares how to make the conversation flow by taking your prospect's answers and contextualizing them back to them. He also gives tactical advice on being accurate rather than optimistic and how this takes the pressure off of the prospect to be upfront about "no."HIGHLIGHT QUOTESBase your questions on what the prospect just said - Charles: "You can have the best discovery questions on planet Earth, but if your discovery questions are not based on what the prospect literally just told you, it will be an interrogation."Get a reply by being accurate rather than optimistic - Charles: "The main reason a prospect will ghost you is that they are afraid to tell you no. So I love always telling the prospect I'd rather be more accurate than optimistic here. It's okay to tell me no, don't worry about it. I'll say it all day." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. There are 4 triggers during discovery that alert sellers that they should stay and keep asking questions. Charles shares what these triggers are and how you, as sellers, can stay curious and STAY in the conversation.HIGHLIGHT QUOTESKeep the mindset of curiosity and stay there - Charles: "It's a mindset and the mindset is I want to complete, as an AE, I want to completely forget about myself totally and I just want to stay in curiosity land. And for people who have trouble being curious, I tell them to try to act as if the person that is telling you something is telling them something that's one of the most interesting things they've ever heard of in their life, and stay there." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. During discovery, you want to make prospects think about problems. But to get to this conversation, you must create trust first. Charles shares the roadmaps he uses which aim to gain the trust of the prospect.HIGHLIGHT QUOTESThe roadmap for gaining trust through teaching - Charles: "Team them something first which is problem-related. So I'm a big fan of roadmaps. I love roadmaps. So roadmaps to ask a question, roadmaps to answer a question, followed by asking another question, etc. So the mini roadmap is one... sharing context, two sharing insight, three humbling disclaimers, and four asking an open-ended question to what extent." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Discovery is the foundation of everything in the sales process and Charles shares his insights on the differences between qualifying questions and discovery questions. He provides examples that show how qualifying is all about finding a fit to talk more while discovery questions make the prospect think.HIGHLIGHT QUOTESMake comp plans simple and data accessible - Charles: "Discovery gives you the AE a chance to give the prospect the ability to think. That's why discovery is everything you're allowing the prospect to think about how they're doing things today. To think about an insight that you found that might surprise them." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Sean Paulseth, VP of Strategic Partnership at Wedge. Partnerships can grow startups from the localized AE to AE level all the way to the company to company level. Sean shares how networking is key and how members of every rank in the sales team can capitalize on others' expertise and wisdom.Integrating with other organizations makes winning enterprise clients more attainable. Sean discusses how to discern the best types of partners for your growth, as well as the mindset of giving first to activate a partnership. He also talks about how to find a partner you can go all in with to ultimately win together.HIGHLIGHT QUOTESApproach potential partners with a win-win proposal - Sean: "If you're scaling a small startup, maybe there's another one out there, maybe there's another one that's emerging, and you know for a fact that if we work together or we integrate or we work together and we come to an enterprise client, we'll be like, we're actually more cost-effective than an enterprise product here and a Salesforce."Have a clear understanding of your partner's goals and metrics - Sean: "I think that is the key to a partnership is going in there and understanding. I know all the partner leaders that have been in partnerships much longer than me understand that going in there with a bigger product and a bigger player, what is that metric that helps drive them? Why did we integrate into the first place? And let's highlight all of these things with like a top-down approach." You can find out more about Sean in the links below:LinkedIn: https://www.linkedin.com/in/sean-paulseth/Website: https://www.wedgehr.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. He rounds out the discussion on how to perform problem-based discovery by providing tips and tactics on notetaking, asking about the cost of staying the same, and learning how to save some of your questions for the demo.HIGHLIGHT QUOTESDon't just sell a better future as people change because of the NOW - KD: "The cost of staying the same. These are also great discovery questions. So what happens if nothing changes? What happens if this is still a problem a year from now? What is this costing you right now? What would be better after? That's fine. We want to talk about what it's causing now."Ask the minimum amount of discovery questions so you can ask more during the demo - KD: "Keep your powder dry. Save some questions for the demo. So often, every once in a while, someone takes me through a great discovery but then they ask nothing in the demo because they asked all of their questions. Discovery can be 7 to 10 questions." Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Dan Goodman, Founder, and CEO of TruCommish. The conversation about a seller's comp plan should be simple and transparent, with computations upfront, to meaningfully drive certain behaviors.Otherwise, compensating on variables other than the sale itself will just create unnecessary clutter that makes it more difficult to pay sellers, a key factor in retaining top talent. Dan also stresses the need to give employees access to the data. Not doing so creates distrust and can even expose companies to legal action.   HIGHLIGHT QUOTESMake comp plans simple and data accessible - Dan: "It's not so much the variables. Obviously, the fewer, the better, and the more simplistic it will be. But as long as you have the reporting and it's easy to understand and access and the calculations are at the forefront or easy to back up, then I'm okay with somewhat complicated comp plans to drive certain behaviors and incent reps in a certain way."Compensating fairly means leaders have a longer-term view of the company - Dan: "What I would really recommend to leadership is to take more of a longer view. I mean, there's so much pressure on the month-to-month and quarter-to-quarter performance, I think that's what's driving all of this really bad behavior by leadership. They're trying to earn their bonuses, they're trying to keep their investors happy, they're trying to pump up their sales in the perception of what things look like." You can find out more about Dan and get their app in the links below:LinkedIn: https://www.linkedin.com/in/daniel-goodman2001/Website: https://trucommish.com/App: https://app.trucommish.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Stephanie Valenti, Chief Revenue Officer at SmartBug Media. Lead conversion is the biggest indicator that personalization works. Stephanie shares her insights on bringing old-school customization tactics back to the field.She digs into how salespeople need to learn to grind it out over the phone, learn to use the mailer to send snail mail, and rethink their in-person meetings which can close big deals. The point is to slow down and become more creative in prospecting to truly stand out.HIGHLIGHT QUOTESOld school methods provide creativity in selling - Stephanie: "We had followed Sandler methodology, so then you use that mailer as your pattern interrupt. Did you get the card I sent you? When the receptionist would stop you, are they expecting your call? Yes, they are. You're not lying. You said you were going to be reaching out and they received your card."So we would plan those and then reach out a week later from the card sent to make sure they received it, opened it, et cetera. But so it kind of goes into personalization, but it also goes into how are you getting creative and trying something new and giving them a reason why you are calling outside of what you're selling."Target hand raisers and personalize a message to them - Stephanie: "On a hand raiser, why not take a second? Why not utilize the tools that you have, such as ZoomInfo? Why not go research the company a little bit, understand what they do, and customize a message saying, I know that you inquired, and this is why I think that we should meet. And then provide that simplicity of scheduling." You can find out more about Stephanie in the links below:LinkedIn: https://www.linkedin.com/in/valentis/Website: https://www.smartbugmedia.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. After confirming the problem that your buyer is facing today, now it's time to get down to the WHY. You need to understand the better future that you are trying to create. KD also dives into tactics to create the illusion of choice and unsell early. Not only does this make conversations flow better, steer them in favorable directions, and prime you to make your pitch, but unselling early plants useful seeds of doubt that the status quo is NOT working.HIGHLIGHT QUOTESStrategic use of down tones unsells early in the conversation - KD: "Stop confirming, especially in discovery, that they're doing the right things. Remove the good/great/awesome and replace it with oh/ah/wow/oh no/shoot/really/ooh. What you're doing, again, you're planting seeds of doubt into what they're doing right now. That is the key to discovery. A good downtone and a pause, it will pull all sorts of information out of people."  Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Kyle Norton, SVP of Sales at Owner.com. Today, Kyle talks not about career trajectory, but company choice. He invites salespeople to become proactive instead of reactive, to pursue companies that they've vetted and bet their efforts on.He gives advice on how to measure a company's capacity to grow and shares insights on when it's best to fold on an opportunity. He also shares some actionable tips on personalizing messages and not being afraid to reach out to decision-makers. HIGHLIGHT QUOTESFor the asymmetric risks of a startup, there have to be asymmetric upsides too - Kyle: "You need to look for an asymmetric upside. You're getting asymmetric risk, as we've all seen in this market. Lay-offs, a lot of companies are zombies at this point like there's a lot of not great stuff happening, and so there is more risk than being at a big established company... if you're going to take that risk and take that chaos and all that comes with startup land, you need to bet big."Be proactive and reach out to decision-makers for an interview - Kyle: "If you want a great job at a good company where you definitely can't get an interview just applying online, which is most of the time... but all of securing the interview is in the personalized outreach, the research, and having a really tight value prop." You can find out more about Kyle and cold call him to find out about available jobs in the links below:LinkedIn: https://www.linkedin.com/in/kylecnorton/Website: https://www.owner.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Once a prospect agrees that they have a problem that they would buy your product for, now we get to the status alignment question. This question establishes you as an authority in this space. KD also emphasizes that asking about a problem makes a prospect want to solve it, so ask follow-up impact questions such as why? tell me more, and what does it cause you?HIGHLIGHT QUOTESThe status alignment question establishes you as an authority - KD: "The status alignment question's when you go, and you ask something that only someone that understands the space would know. So that can be something like 'why do you think that is? Is it a call reluctance thing? Are they not empowered by RevOps? Is it taking too long to find the leads?' It's where you show that you know what posits the problems often."  Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Permission sets the stage and agenda for your sales discovery. It is a natural way to set the tone and relieves everyone of the pressure to rush to answers. KD also dives into how to set an upfront agreement the right way, piquing curiosity, and getting to your bucket question that gets the buyer to agree that there is a problem right out of the gate.HIGHLIGHT QUOTESThe steps of a bucket question to get to the problem immediately - KD: "I talk to blank all day long and they all seem to be struggling with X, Y, or Z. Does that sound like your world, or do you got that already figured out? You've got that perfect? You're already swimming in the pipeline? You're already booking all the appointments you possibly can? This is your framework for a bucket question." Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Deals are won and lost in the beginning during discovery. And to set it straight, discovery is NOT qualification. Qualification is done before discovery or throughout the presentation. It answers the question "can they?" while discovery answers the question "should they?"HIGHLIGHT QUOTESThe most important goal of discovery is to get the buyer to agree to a problem - KD: "Let's talk about the goal of discovery. What is the actual goal? First bullet point: to agree to a problem. If you forget everything I say right now, except for this, you could stop the presentation right now and go listen to all of your discovery calls and go how often am I getting them to agree they have a problem?"Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Gail Kasper, a two-time TEDx speaker and author of 2 books including Unstoppable and Selling Like a Cockatoo. She talks about how to become unstoppable and light that internal Ferociously Important Reason to Exist (FIRE) that allows us to push through challenges instead of folding.Gail takes a deep dive into finding your FIRE and gives actionable tips on how you can figure out yours. She connects it to sales and what sellers can do in their sales life to find a sense of purpose and find success because of the passion they feel for what they do.With her advice, sellers can chase their dreams and goals instead of putting them on the shelf and letting others go after them instead. She emphasizes the need for FAMILY (Friends, Associates, Mentors, Instructors, Loved Ones, You) and how to ask for help that jolts you into action.HIGHLIGHT QUOTESYour FIRE defined - Gail: "It is your Ferociously Important Reason to Exist. That thing that you have to do because the result of failing is worse than if you went after it and it just didn't go your way. So not doing is worse than that. You'd rather fail."Take the action steps to find your FIRE - Gail: "The way to find your FIRE is to explore. It's to take classes. It's to look at what you're good at, what you enjoy doing, and then to follow through on other courses and programs and network and meet people and find if is there a place from the ground up where I can kind of get my foot in the door somewhere. But it's uncovering what's the FIRE? What's so important, so passionate to you that you'd rather risk and fail than not do it? That's what real FIRE is." You can find out more about Gail in the links below:LinkedIn: https://www.linkedin.com/in/gailkasper/Website: https://gailkasper.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Daisy Chung, Director of Sales at Orum. She talks about her unique journey from being an individual contributor (IC) to a manager and back to an IC and back to management.She talks about the decision-making process behind these choices and offers advice to others who may be facing a similar decision. Daisy reflects on her first experience managing a team of salespeople and notes that she quickly learned that being a good manager requires completely different skills than being a good salesperson.Daisy discusses the biggest lessons she learned about managing people, including learning how to strike the balance and delineate friendship from professional roles, hiring hard and fast but maintaining diversity, and how to have tough conversations because you are looking out for everyone’s best interests.HIGHLIGHT QUOTESManagement is much more than just teaching others what worked for you - Daisy: "All because you're really good at your individual role doesn't mean you're really good at being a manager. Or it could be that, but it's a completely different role. I think a lot of times you think, oh, I know how to do this role, I'm going to be a great manager, I'm just going to teach them exactly what I did and everyone's going to crush it.""No. That was my first mistake. It's a completely different role. You have to learn how to work with people, how to understand different strengths and skill sets, and know that all because you did it well, does not mean they can just mimic what you did and they're going to do it well as well."If you’re considering management roles, talk to other managers first - Daisy: "Talk to other managers in other departments because when you're in a management role, you have lot more similarities to the HR people manager role, to the client of success role, to the engineering manager than you think. You think that you can relate to everyone in sales, but really, your skillset in that management role is going to relate a lot more to other people other managers, and how to hire correctly, how to train correctly, how to fire when you have to, all those things it takes to be a good manager. How to motivate, how to inspire." You can find out more about Daisy in the links below:LinkedIn: https://www.linkedin.com/in/daisychung13/YouTube: https://www.youtube.com/@DaisyChungLive Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares how sellers should lean back to suss out a prospect's willingness to change on a cold call. Today, Belal gives a real-world example of how to give the sizzle without the steak.HIGHLIGHT QUOTESEntice with the sizzle without the steak - Belal: "You give them that sizzle before the steak, you give them that enticement. You address the problem, they embrace it, and they tell you, yes, I'm having that problem. Yes, I'm trying to work on... that, we have not been able to solve that problem. And then, they're going to start asking you out of just curiosity, well how do you address it?" Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.comOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares why sellers can avoid no decision by trading their cleverness for bewilderment. Instead of rushing in flashing your solution, take a step back to find out more about the problem and really understand the deeper why behind the issue.HIGHLIGHT QUOTESThe poet Rumi suggests trading cleverness for bewilderment - Belal: "Trade your cleverness for bewilderment. Somebody tells you, yeah, I've got that problem. Really? How are you addressing it, right? Oh, we've got something for that. Oh, you do? Well, what are you using to solve it? Just have some curiosity. Give the person a chance to explain further what's going [on]. Tell me more." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he digs into why sellers need to focus on creating messaging that is compelling and provocative, and that invokes the limbic brain in order to be successful. He also suggests that salespeople should think about who the hero of the story is, and make sure that it is the customer or prospect, rather than the salesperson.HIGHLIGHT QUOTESThe prospect is the hero of the story, not you - Belal: "People don't want unsolicited help. We're not interested in that. It's a turn off for us. So you look at your sales copy, you look at your messages, your emails, your demo, your disco questions. Who is it about? Who is the center of the sentence? Is it your buyer? Or is it you?" Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, who discusses his Mic Drop Method for cold calling. It is a 4-step process: Permission, Problem, Provoke, and Promise. By framing your question thoughtfully, you make yourself to be part of the ingroup even though you are from the outside looking in.HIGHLIGHT QUOTESThe inverse outgroup explained - Belal: "This idea of inverse outgroup. If you're in, you know what the problem is. If you're in, you know what's up. If you're out, you're just talking about yourself and not really understanding what's going on in my world. When you can frame a problem and then ask me a thought-provoking question around that problem, you show me you're here, not here instantly." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Leslie Greenwood, Founder, and CEO of Chief Evangelist Consulting. The future of sales is customer-led, evangelist-led, and community-led.Leslie shares her insights on how salespeople can best serve their customers and grow their businesses through evangelism, a grassroots way of taking care of customers and building a community that organically speaks about your product without being told to do so.Leslie emphasizes how important it is for companies to create a connection with their customers beyond just the product. People want to feel like they are part of something, and if a company can create that feeling, they will be much more successful.HIGHLIGHT QUOTESBuild your community by establishing your values first - Leslie: "This is an investment and it's a long-term investment. So some of the things, like I talked earlier, it's what are the values of the company, values of the community, what will be your competitive advantage over other communities? How are you going to differentiate yourself? Then what challenges do your community members have that you're going to be able to solve?"Research your community and prepare a 30-day content calendar - Leslie: "You definitely have to have a content calendar. You should have, at least, 30 days of content before you start. If you've done your research, you already know what they want to talk about, what their pains are, what they think the value is of the community. You just take that and you put a content calendar out."  You can find out more about Leslie and join her course in the links below:LinkedIn: https://www.linkedin.com/in/leslie-greenwood/Website: https://thechiefevangelist.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Seller Better Podcast features Kevin "KG" Gaither, Founder of Inside Sales Expert. It is more relevant than ever to discuss the importance of leading through tough times and making decisions when the market is uncertain. It is easy to be negative and critical of CEOs for the decisions they have to make during uncertain times, but it is equally important to remember how difficult making those decisions are. For high-performing sales organizations, they need to focus more on pipeline generation, sales process adherence, and then sales morale.When communicating changes like necessary layoffs, leaders should be clear and concise about why the change is necessary and what the expectations are for the sales team. KG also emphasizes how being a caring leader helps sales teams succeed. Be transparent with team members about quotas and goals, and provide support to help them reach these goals at all times.HIGHLIGHT QUOTESThe highest priority of a sales organization is pipeline generation - KG: "High-performing sales organizations and companies, they focus more on pipeline generation and sales process adherence, and third or fourth along, they focus on sales morale. They focus on sales morale.Communicate with the team that’s left about these 3 compasses - KG: "Autonomy, mastery, purpose. When you can think about your leadership during tough times and how you're instilling autonomy, mastery, and purpose, those are good compasses to lead through tough times with those that are remaining on your team." You can find out more about KG in the links below:LinkedIn: https://www.linkedin.com/in/kevingaither/Twitter: https://twitter.com/kevinsgaitherLive Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, who digs into what Prospect Theory is and how people are motivated more by the fear of loss rather than the prospect of gain. Emotional messaging shows buyers the cost of inaction and how they can be embarrassed or fall behind by not trying something new.HIGHLIGHT QUOTESProspect Theory explains emotional messaging  - Belal: "The fear of loss is 2 times more compelling than the pleasure of gain. Most of us are lining up knowing that we're not going to win, but we're still going to give it a hundred percent. Why? Because we don't want to lose. We don't want to fall down. We don't want to look stupid. We don't want our name posted dead last." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Seller Better Podcast features Alli Rizacos, Founder and Imposter Syndrome Coach at Alli Rizacos Coaching Inc. Humans are distinct from animals because of our prefrontal cortex, the part of the brain that gives us the ability to reason and see the logic.To thrive and not just survive, we humans need to be able to express our feelings and feel safe doing so to be true to our authentic selves. Survival mode is an operating system that is hardwired into our animalistic brains. The reason so many people get stuck here is because of unmet emotional needs. Thriving means rewiring our brains to recognize when we make judgments on ourselves and others that are reinforcements of childhood beliefs. Catching these judgment calls as they happen takes time and intention, but what this offers is a brand new path and way of thinking and moving forward.HIGHLIGHT QUOTESWe are taught that feeling our feelings and being vulnerable is not safe - Alli: "As a child, then, as we grow into adults, we keep those beliefs about ourselves, that I need to suppress my feelings and I need to do what mommy and daddy say in order to get love and acceptance, which is what we all need in this world to be here... so we then become a version of ourselves that isn't truly us because we've been taught to suppress."Realize that emotions can be felt and expressed safely - Alli: "That is the definition of thriving, to be able to feel what you're feeling safely and be able to able to express it safely... express my anger in a healthy way and have the person I'm expressing it to listen and mirror back to me and hear me because, as children, we felt unheard." You can find out more about Alli in the link below:LinkedIn: https://www.linkedin.com/in/allirizacos/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Seller Better Podcast features Jill Bruno, Sales Development Manager at RocketReach.co, as well as a mentor at #GirlsClub and founding member of Tenbound.  In order to motivate, you need to be intentional with your words and actions. Listen intently to understand your team's motivations and get an understanding of their life outside of work. A change in mind is what changes behavior, so your goal should be to motivate a mindset change to see behavior change.Sales leaders can build trust by being authentically themselves and sharing their own strengths, weaknesses, and vulnerabilities. Jill also gives tips for women in sales leadership roles to thrive in their careers and avoid fear-based decisions that hold them back.HIGHLIGHT QUOTESMotivation starts with intentional words and actions to learn more - Jill: "You have to be so intentional with the individual that you're speaking with. So when you are motivating, you have to know, first off, what are they motivated by. What's going on in their outside life that your reps are willing to disclose? Not saying we need to know every detail but, if there's something impacting them at work based on things outside of work, okay, that could be a lever for motivation."Change what’s in your control to help motivate others - Jill: "This is my whole other mantra. What can you can control and what is out of your control? But paying attention to words that your reps say, that's a choice. I could choose to sit and Slack people when I'm in a one-on-one, answer emails, be filling out a report, no. The choice has to be I'm making virtual eye contact with you in Zoom. You have me right now. That is a choice. And if you don't make it, why would you ever expect to get to know your reps." You can find out more about Jill in the links below:LinkedIn: https://www.linkedin.com/in/jill-bruno-47b81855/Email: jillian@rocketreach.coLive Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our FIVE amazing guests for the month of November. Everything from finding a fit in terms of your value as a leader, when to utilize a paywall effectively, defining the stages of the buyer's journey, and the importance of diversity in leadership will be discussed in these episodes! HIGHLIGHTSBeth Jacobs, Chief Growth Officer at vChiefAmelia Taylor, Strategic Sales & Lead Evangelist at regie.aiBelal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddyKaty McFee, Founder and Principal of i2a Insights to Action Coaching and ConsultingChet Lovegren, Head of Sales Development at JellySmack and Portfolio Advisor at Hatchet Ventures Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | Rocketreach.coVidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the social paradigm between the buyer and the seller. He shares that the paradigm between these two sides is naturally of conflict and how you can overcome it as a seller. QUOTESOn finding a way to stand out  - Belal: "The problem is, when you talk to your buyers or your prospects and you pitch about yourself, you sound like everybody else. Every other cold email, every other cold call, and every other demo that they're going to get sounds exactly the same. And when you do that you fall back into the social paradigm of buyer vs seller, which we said is one of conflict."   Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | Rocketreach.coVidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Anthony Natoli, Co-Founder of The Revenue Lab and Enterprise Account Executive at Lattice. The internal habits, mindsets, and beliefs that we have will always translate to our external results.Anthony shares valuable insight on what it took to change and develop his inner game to eventually find success through his words and actions. He also talks about how to approach improvement in mindset and gives a few techniques on producing pipeline as an account executive (AE). HIGHLIGHTSAwareness, acceptance, and courageChanges in work behavior that led to resultsTactics to use as an AE to produce pipelineCrafting a problem statement for your persona QUOTESRealize that you have to take steps to think and live a different way, says Anthony: "I viewed it as I had two choices, I could go down the path that I had been going down and get the same results or I can go down that uncomfortable route that I had always removed myself from and actually take that first step to making change."Anthony on what he started to do differently: "I wasn't showing up in that needy, insecure way. I was just comfortable with who I was and people feel that energy. They feel when someone's comfortable with who they are and they want to be surrounded by those types of people."It's better to find relevant information that ties to the problem that you solve, says Anthony: "I'm not trying to figure out where KD went to college or if he likes dogs or what sports team he likes. Because that doesn't relate to the problem that we solve and doesn't help the prospect connect the dots of why I'm reaching out." You can find out more about Anthony in the links below:LinkedIn: https://www.linkedin.com/in/anthony-natoli/Newsletter: https://anthonynatoli.me/ Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the main things you'll need to get a prospect to become a buyer and, technically, they're not in your control as a seller! QUOTESOn the things that the buyer needs to show up with - Belal: "You do not make problems, they already exist for your buyer. You do not get to decide the impact, they have to decide. You can manipulate it, you can explain it, and you can formulate it but they need to be the ones to embrace it." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Chet Lovegren, Head of Sales Development at JellySmack and Portfolio Advisor at Hatchet Ventures. Everyone wants to be great! But you have to understand that in order to be great, you should be ready to do things differently.Chet talks about identifying and learning the differences between what makes you good and what will take you to the next level. He shares a lesson on setting and achieving your goals and living the "why" behind each of them. HIGHLIGHTSBehavioral differentiators between good and great salespeopleSetting goals and how the greats treat goals differentlyHabits that attribute to greatnessFinding the why behind your goals QUOTESWhat happens when you actually dedicate time to set goals  - Chet: "I think it's part of that conversation of you've got to take time to make time. Hopefully, those goals are going to give you back some time in the long-run, right?"Having habits that can set you apart - Chet: "I did something that ninety percent of people probably aren't doing which is self-educating through books or I meditated this morning which a lot of people talk about but maybe only two percent of people actually we're able to accomplish. There's something very proud about that and I think that helps drive momentum."Chet's Live Better advice: "Am I focusing on being diligent and strategic in my activity? I'm not just pressing the buttons. You've just got to detach yourself mentally from those outcomes and realize that it could get a lot worse so embrace what you have and don't justify that as the reason for failure and try to focus on more." You can find out more about Chet in the links below:LinkedIn: https://www.linkedin.com/in/chetlovegren/Twitter: https://twitter.com/thesalesdoc_rxPodcast: https://podcasts.apple.com/us/podcast/sales-rx-podcast/id1467645573?uo=4 Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Katy McFee, Founder and Principal of i2a Insights to Action Coaching and Consulting. More and more professionals talk about becoming a woman in leadership but not enough talk about how to actually thrive in that space.Katy shares her insights on what it actually takes to take ownership and understand your role as a woman in leadership. She talks about how she started mentoring and teaches how to lean into your authenticity and succeed in the environment you're in. HIGHLIGHTSRealizing her passion for mentoring and working with womenHow do you thrive as a woman in leadership?Owning one's authenticity and leaning into itIdentifying if you are in an environment conducive to women in leadership QUOTESOn being introspective - Katy: "I think a lot of us just go through life and sort of seewhat happens and we don't spend a lot of time thinking about, 'what am I really good at?' And perhaps had I just gone straight up to VP, maybe I never would've done that. My struggle was kind of a blessing in a way because it forced me to really think about what does it take to get to this level?"Leaning into your authentic self - Katy: "I think there was a belief, it was more subconscious, but this idea that I had to act like the guys in the room in order to be welcome. And I found that my biggest asset or one of my biggest assets was the fact that I was different. I Ihad a different perspective. I had a different lived experience. So when I really shared that and led with that, even, it was well received and appreciated."Difference between good leadership and great leadership - Katy: "There is sometimes I think a desire to blame a little bit. And even with my former boss, I don't think this person was trying to hold me back. I think he didn't know how to tell me how to get to the next level. I think had I been showing up as the VP I wanted to be, would he have made me a VP? Probably. But he didn't know how to tell me to get from point A to point B. And a lot of people don't." You can find out more about Katy in the links below:LinkedIn: https://www.linkedin.com/in/katy-mcfee-3880b4a/Website: https://www.insightstoactioncc.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the thought process or overall psychology when it comes to no decisions and how to avoid them.  QUOTESThe 5 stages of the buyer's journey and where salespeople could go wrong - Belal: "Sometimes you'll see sales leaders use these words like synonyms, they swap them in and out. They're totally not. Be really clear on how you define the stages of the buyer's journey because that dictates how you sell." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Amelia Taylor, Strategic Sales & Lead Evangelist at regie.ai. SaaS has gone from sales-led growth to product-led growth, and is now more focused on building connections through community-led growth.Amelia shares what it takes to build or join a community that will cut through all the noise, especially now that more and more people are getting into community-led growth. She also talks about having a balance between providing and gaining value within a community. HIGHLIGHTSBuilding a community that can sustain through the oversaturationThe end goal of building a community should be establishedJoining a community is one thing, but how do you gain value from it?Understanding the line between a fun community and a strict community QUOTESOne factor to consider when planning to build a community - Amelia: "I would put that paywall up 100% because if you pay, you are looking for something more. You're looking for that business insight that's going to get you to that next level. You're looking for that guidance and wealth of knowledge that's not going to be in that free version of this community.Joining too many communities without paying mind to their value - Amelia: "Other ones I'm a part of just because it was the right timing to join but there's nothing I'm gaining from it. There's nothing that is setting it apart from being a Pavilion than kind of a 'jump in and vent' maybe it's just a place to vent."On providing value for your communities - Amelia: "Give, plant seeds, water them the right way, and show up. But don't show up with all your time. There's no need to give all your time within these communities because you do have a day job." You can find out more about Amelia in the links below:LinkedIn: https://www.linkedin.com/in/amelia-taylor1/Website: https://www.regie.ai/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Beth Jacobs, Chief Growth Officer at vChief. Ever since the pandemic prompted lockdowns and many people have changed to a remote work set-up, most have started to think differently about working in an office and having autonomy.Beth shares her experience working from home since 2009 and how she got there, finding out where which work environment you thrive in, and why working remotely is effective for some and not others. She also provides insights for leaders in building structure to make sure their teams are still getting things done. HIGHLIGHTSDistinguishing the difference between performing and thriving Your work experiences brought you to where you are todayHow leadership can make sure people are getting things done when working remotelyThe connection and importance of accountability and autonomy QUOTESWorking too many hours a week - Beth: "So what did I do? I worked more. And the problem is that you get into a cycle where that is rewarded. Like I can have you instead of two people. It worked for me for a while and I was rewarded for it so it has taken me many years to break some of those habits."Understanding what people value in terms of working hours - Beth: "People can think about what they are valuing and the fact that you are working so hard and what that actually means in terms of what you're producing and how you're performing."Building a healthy and sustainable work set-up as a leader - Beth: "As leaders, it comes down to finding a fit for you in an organization that values the same things that you value and then ensuring that that is the leadership that you are giving to your team." You can find out more about Beth in the links below:LinkedIn: https://www.linkedin.com/in/beth-jacobs-55952b18/Twitter: https://twitter.com/_beth_jacobs_ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our amazing guests for the month of October. From understanding that there are things much bigger than yourself, equipping the right people with the right knowledge, likening hip-hop and sales, protecting your company domain, and structuring engagements for consulting are some of the topics we tackle throughout these episodes. So sit back, relax, and put the Live Better Sell Better Podcast on! HIGHLIGHTSShawn Buxton, Global Director of Sales Enablement at SirionLabsKrysten Conner, an Enterprise Account Executive at UserGemMorgan Ingram, VP of GTM Talent and Development at Sales Acadamey and Strategic Advisor at LavenderJesse Ouellette, Founder of LeadMagic, Revenue Advisory, and Co-Founder of Agency SourceScott Leese, CEO and Founder of Scott Leese Consulting and Surf and Sales Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Scott Leese, CEO and Founder of Scott Leese Consulting and Surf and Sales. When it comes to earning money, there's always been the old adage of not putting all your eggs in one basket.Scott joins us today to talk about how you can get multiple income streams to support your lifestyle and achieve your goals. He shares his experience working on his main roles while also starting his consulting work on the side. Scott gives a wealth of knowledge regarding the crucial factors to consider when working on a side hustle and still focusing on your main job. HIGHLIGHTSWhen do you start to consider selling your services or knowledgeGoing through different responsibilities before doing the on-demand content like coursesDealing with the stress of working on the side and focusing on your main gig at the same timeThe size of your network will matter when you start putting out content QUOTESDelay until you have a good enough body of work for consulting - Scott: "I didn't get into consulting to replicate what I can earn in a W2 role. I got into consulting and doing my own thing so that I can add a zero on top of it. But if I would have tried to do that after a year or two of experience, I never would have made it."Deciding when it's time to do consulting from doing things for free - Scott: "I have enough of a reputation out there of being helpful and doing this stuff and enough people who've gone on to succeed that I have to put up a filter to protect my time."Succeed first in your main roles - Scott: "Side income is not commission replacement, that's not the way to look at it. The side hustle income should be augmenting your full on-target earnings and your commission. You're definitely thinking of it backwards if it's a replacement." You can find out more about Scott in the links below:LinkedIn: https://www.linkedin.com/in/scottleese/Website: https://www.thescottleese.comCourse: https://www.thescottleese.com/the-untethered-blueprint Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Jesse Ouellette, Founder of LeadMagic, Revenue Advisory, and Co-Founder of Agency Source. One of the main killers of SaaS pipeline barely goes noticed and even if it does, not many know how to actually address it. And that is deliverability – are your emails getting through to the people they are being sent to?Today, Jesse shares a lot of valuable insight on the use of domains and how to effectively use them to actually help us produce pipeline and not the other way around. He also talks about thinking critically about the use of emails in connection to your domains not only so that your emails are getting read but also to get your prospects to follow through. HIGHLIGHTSEarly signals showing your domain isn't the bestWhat should you do to protect your domainOne of the rules of cold email is to respect the person's decision to opt out Establish rules when building and using your system QUOTESThe strength of email when you learn to avoid spam  - Jesse: "Email is a protocol. It is not a web application or a social media algorithm control. It is an incredibly valuable asset if you learn how to use it right and you learn how to run the right response marketing or sales motion with it."You still have to make it easy to unsubscribe - Jesse: "Remember you want this not to be automated emails. This is not a marketing email, this is not an automated newsletter or a promo to a webinar. This is a person emailing another person with legitimate interest and that's why you're able to continue to do it."Understand that when you take somebody’s time they could be upset - Jesse: "As much as people say they hate spam or whatever, I think if you surveyed everybody, they'd probably say 'well, it doesn't take any of my time to respond and I don't have to respond.' So that's why I think there's a tremendous amount of value for a start-up to really figure out how to do this right." You can find out more about Jesse in the links below:LinkedIn: https://www.linkedin.com/in/jesseoue/Newsletter: https://www.linkedin.com/newsletters/saas-growth-tips-tools-6865821061750030336/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on presenting yourself as an expert in an industry you're not directly involved with. QUOTESTalk to your customers and learn about how they make decisions - KD: "That's the key, the better you understand your prospect, the better it all works. Like selling to doctors, I'm not a doctor. But, to Morgan's point, I definitely am a subject matter expert in terms of how to run a successful business and acquire patients." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD continues the conversation with Morgan Ingram on hip-hop and sales. They have a little fun and talk about what rap songs they can rewrite into a sales parody. KD shares why this can be an interesting exercise! QUOTESWhy KD disagrees with, "People don't like to be sold but love to buy": "When you work with a  world-class salesperson, how does it feel? It's an experience, you enjoy it, you look forward to it, and you feel more confident in your decision. Working with a great salesperson who gives you the experience you're looking for, that's where I think we all need to dive in." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD continues the conversation with Morgan Ingram on hip-hop and sales. The duo talks about what the sales world can learn from hip-hop's evolution when it comes to creating the best experiences. QUOTESHow branding makes it easier for you to sell - Morgan: "The best way to think about that is building your reputation. Because ultimately, at the end of the day we all have reputations, whether we like it or not. So I'd rather bolster it than keep it as it is." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on the similarities between the hip-hop world and the sales world throughout the years. QUOTESHow do we elevate the sales community - Morgan: "I think there are multiple avenues to do this but the biggest piece is collaboration. Having other voices elevate sales, just like if you think of hip-hop, for example, Nelly did a country song. That's what hip-hop started to do. It started to be ingrained in the culture." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Krysten Conner, an Enterprise Account Executive at UserGem. We don't actually hear enough from sales representatives on what they want when it comes to training and coaching.Krysten talks about her passion for teaching and how she eventually ended up in sales. She shares key insights into what training looks like for top performers. Taking ownership and responsibility for your own development is also a key point she highlights in this episode! HIGHLIGHTSHow Krysten went from teaching to salesIdentifying what good looks likeFollowing and learning from top performersHow to apply what you learn and add confidence to it QUOTESThe SaaS industry when it comes to educating reps - Krysten: "The first thing you've talked about many times is practice and the second thing is synthesis. Most organizations do not carve out time for their reps to practice. They don't dedicate any time to practice and they're not coaching them in that practice either."Having the mindset of self-development and taking ownership - Krysten: "I think both can be true. It can be true that you didn't get any good coaching and it can also be true that you didn't do any work. It can be true that you need to do work and the company needs to provide input. Half of your income in sales depends on your ability to execute. If you're not motivated by that, I don't understand you." You can find out more about Krysten in the links below:LinkedIn: https://www.linkedin.com/in/krystenconner/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Shawn Buxton, Global Director of Sales Enablement at SirionLabs. Manager development and leadership development aren't even near where it needs to be to level up sellers. Shawn joins the show to talk about what happens when managers get next to no training and coaching. He shares his insights on how to address this, current practices he deems effective, and how to become a great leader in your role overall. He also sheds light on why we should pay attention to the difference between being a manager and being a leader first of all. HIGHLIGHTSWhat manager enablement isLeadership enablement: Manager skills vs leadership skillsVision, values, and virtuesHow to proceed with enablement from a leadership level QUOTESThe leadership component is the hard component -Shawn: "Leadership, the way I define it, is helping people get somewhere they can never get on their own. Not taking them there, not dragging them there, but helping them so it's a partnership. So it requires a lot of soft skills and involves a lot of nuances that you don't need as a manager."Why add to company values to bring teams together - Shawn: "And I'm not talking about the company vision, obviously, your's has to plug up to that, but that's not enough for salespeople. It needs to be more around the values of the company don't really resonate with a sales team with 7 people that  are remote all over the country."Shawn's Live Better advice: "You have to have a relationship with something greater than yourself. I think it's easy in sales because usually, we have big egos, right? Even when we try to act like we have some humility, inside we still think we're pretty killer." You can find out more about Shawn in the links below:LinkedIn: https://www.linkedin.com/in/shawnbuxton/Website: https://www.shawnbuxton.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our remarkable guests for the month of September. Everything from sharing success stories with employees, the best practices on video prospecting, becoming a leader as an individual contributor, having a formula to stay consistent, and many more insights and lessons. Tune in and enjoy! HIGHLIGHTSBrandon Bornancin, Brandon Bornancin, Founder and CEO of Seamless.AIKatherine Caldwell, Founder of Katch ConsultingZoe Hartsfield, Head of Outbound Sales at MailshakeMorgan Ingram, VP of GTM Talent and Development at Sales Acadamey and Strategic Advisor at Lavender Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD continues the conversation with Morgan Ingram on video prospecting. The pair discuss if you should reuse videos and when the best time is to actually do that. Morgan also shares a bit on the use of a LinkedIn hover compared to a face video. QUOTESPersonalized videos are flexible and can be updated accordingly - KD: "Keep going, don't let the video go to waste. Because you took the time to personalize it. Keep using it until they watch it. This is where that awareness section of influence is so key. You'll be shocked the amount of people that watch it the second time " Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on finding the right balance between being serious and being all smiles when presenting yourself in a video. QUOTESUnderstand your own tone, delivery, and personality - Morgan: "Everyone's personality is going to be different. I always say mirror the audience in how your tone and delivery is going to be as well. " Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on how we can hone the ability to prime people on what it is you want them to do. But before that, you have to understand your reason. QUOTESYou need to know your own reason first - Morgan: "The prospect now knows there's a reason that is coming. When you can provide that insight or that trigger, it shows you that you know them. And if I can come with an insight and show them that I've done a little bit of research, then I can earn that interest, or time, or whatever I'm asking for at the end of the day." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on having a formula to deliver a video that your prospect will click, watch, finish, and respond to. QUOTESHaving the 10-30-10 formula to see results - Morgan: "I realized that for every single thing I was doing, there has to be a formula. Because if there's a formula, I can consistently do it myself but also coach and train others on it as well. And it's universal." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on calling out the video in your own email and having Call To Action that makes sense. QUOTESWhy avoid the “Are you free for 30 minutes” Call To Action - Morgan: "The whole goal is I want you to watch the video. Why would I have Call To Action in the email saying 30 minutes when you haven't watched the video yet? That's like at the end of the movie trailer saying, 'Hey, this is going to be who's in the movie.’ Cool, I don't need to watch this anymore." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on the 3 most important components of a video email: the subject line, the main copy of the email, and the thumbnail. QUOTESCall out immediately that the video is weird for the most engagement - Morgan: "If I'm going after a sales leader, I'm looking at if they're hiring sales reps or if they have a product update because that means that they update their messaging, or did they get a new sales leader. You want to mention that and then relay it to the point. However, what I found the most interesting is to basically call out that the video is weird." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Zoe Hartsfield, Community Manager at Spekit. Many of the leadership books are written by, well, leaders! However, we don't often get the perspective of high-performing individual contributors.Zoe joins the show to share about leading your best to drive results and career growth. She breaks down how to bring the best out of your best performers and peers and what it will take to become a good leader. She also gives insight into how the individual aspects can tie in with creating a healthy and productive overall work environment. HIGHLIGHTSWhat does it mean to be a good managerDiscovering how people want to be ledFinding out what motivates youHow do you empower and show recognitionNavigating management of the best vs the rest QUOTESZoe on having a manager that led with curiosity: "Just like, honestly, paying attention. That sounds so basic but there are a lot of managers out there that I know of who never actively coach their reps. They don't listen to calls and then they just show up to one-on-one's and get pissed about numbers."Spending time talking at a personal level as a leader - Zoe: "That understanding that we are more than just the forty hours we spend at our desk and that people can be more and you can get more out of your employees if you know them on that personal level."Celebrating as a team instead of individually - Zoe: "Some of it is coaching your best to be team players and to be leaders without the title. I didn't have that skill and awareness but somebody coached that into me and I think it helped my leader then lead the team because there wasn't that delineation and more psychological safety." You can find out more about Zoe in the links below:LinkedIn: https://www.linkedin.com/in/zoehart/Twitter: https://twitter.com/zoehrtsfld Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Katherine Caldwell, Founder of Katch Consulting. There are many misconceptions around video messaging and that's why it remains an underutilized tool in sales. Katherine shares her video prospecting best practices and dispels some myths on the dos and don’t of video. She offers tips based on experience and shares nuggets of wisdom like where you shoot your video is less important than having welcoming body language and the overall professionalism you present. HIGHLIGHTSEnd it and send it: Don't overthink your video messageVideo best practices to get watched: Look professional and keep it shortBalance the amount of time on research—but more is better QUOTESThe visual details of video messaging are less important - Katherine: "I don't think it matters if you're wearing a hoodie, if you're in your kitchen, or your bedroom. I just think, in general, look somewhat professional. I mean, I guess you could say, you could look at it and say, would I watch video type of thing."The optimal length of a video message - Katherine: "I think 45 seconds is the sweet spot. I think everyone's pretty familiar with that. No one's going to watch more than 45 seconds and, when you send a clip, they can instantly see how long it is so they'll already determine if they're going to watch it from that." Start small and refine your video message - Katherine: "When you've really honed in on your message and you're not spending way too much time and you're being efficient with it, it really pays off. So what I would, if you're a sales manager, do not overcommit sales reps to sending 20, 30 videos in their first week of video prospecting." You can find out more about Katherine in the links below:LinkedIn: https://www.linkedin.com/in/katherine-caldwell/Website: https://www.katchsolutions.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our SIX amazing guests for the month of August. Everything from studying ICPs, having honest self-reflection as a sales leader, utilizing heuristics and priming for improvement, personalizing emails for prospects, and many more were discussed. So go ahead and tune in! HIGHLIGHTSZach Selch, Founder and Principal of Global Sales MentorJed Mahrle, Head of Outbound Sales at MailshakeStephanie Taiwo, Manager in UKI SMB Sales for RemoteAlex Schlinsky, Founder of Prospecting on DemandChristian Banach, Principal and Chief Growth Officer of Christian Banach LLCBrandon Bornancin, Founder and CEO of Seamless.AI Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on how to start video prospecting the right way. Morgan lays down the common themes around how to stand out with video content, using video in cold calls, and how to approach the creation of these types of content. QUOTESA vast majority of sales reps don’t do video prospecting Morgan "I'd say 3% of sales reps consistently do video prospecting. I think that's a fair number that I'm leaning towards. So that's number 1. So the fact that I told you that is that, because a lot of people aren't doing it, you should do it because it's going to help you break through the noise." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Brandon Bornancin, Founder and CEO of Seamless.AI. A lot of people claim that "culture eats strategy for breakfast." But the simple truth is, you have to combine the two! The challenge now is how you design a strategy to develop culture.Brandon shares a wealth of knowledge and insight into what exactly culture should mean for leaders and their businesses. He gives a glimpse of their own core values and how to effectively establish your own to build a culture that is positive, productive, inspiring, and success-driven. HIGHLIGHTSWhat does building a culture meanThe core values of SeamlessHow does one reinforce their core valuesCulture should attract the right people and repel the wrong peopleEveryone is going to have doubters and haters QUOTESBrandon on the four pillars of which the Seamless culture was built: "For us, it's figuring out what can we do to maximize everyone's potential professionally, personally, health, and wealth. And if we're constantly improving you to improve those levels, areas, principles, habits, and mindset in your life, then we've built an amazing culture."Reinforcing core values: "Step one, you can't be fake. At the core, if these values don't align with you and who you are, I highly recommend just going to a different company or doing something different. Because who I am now is the same as who I was back then when I started the company, I just have a lot more money and availability of money to make an impact."Brandon on capturing success stories in everything you do: "We all get tired. I get unmotivated and uninspired because I'm exhausted every day of the week. But the way that you remember that you have to go all out whatever it takes, is I'm like 'look at all these people that have one the 7-figure club or 6-figure club.' We save all of these success stories and share them every single day of the week with every employee. You can find out more about Brandon in the links below:LinkedIn: https://www.linkedin.com/in/brandonbornancin/Website: https://www.seamless.ai/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Christian Banach, Principal and Chief Growth Officer of Christian Banach LLC. Everyone wants to think and talk about landing 6 or 7-figure deals. However, no one talks about how you get your foot in the door of those enterprise deals in the first place!Christian talks about reaching out to large organizations and possibly finding hundreds of prospects with marketing titles. He discusses how even just a few tweaks in your opening lines can mean the difference between them reading your email or getting left in spam. HIGHLIGHTSHow to craft a message when prospectingUsing a "workshop" approachPersonalization vs customizationUtilizing effective openers for both emails and calls QUOTESChristian on having a different ask: "That's also a good segue in that we're not trying to close anybody on the first email or meeting. This is to try and build a relationship and we're using these insights as a way to get our foot in the door."The benefits of the workshop-type approach: "It also changes the dynamic, right? You're now providing value or an expert on a topic. You're not a salesperson that's out there trying to pitch your product to them. It definitely takes a little bit more work upfront, you'd have to come prepared. But when you're chasing those 7-figure deals, it's worth that type of effort."Incorporating the same talk track used in the email for the call: "We've done all this great research to personalize the email. Well, why are we not using it on the phone as well? You have to get past the first song and dance to at least get them to engage in a little bit of a conversation. But very quickly in your opener, you want to make them realize that this is not just a blind cold call." You can find out more about Christian in the links below:LinkedIn: https://www.linkedin.com/in/christianbanach/Website: https://christianbanach.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Alex Schlinksy, Founder of Prospecting on Demand. Naturally, understanding psychology plays a huge role in selling and recognizing the buyer's brain. However, there are still many companies that never talk about it or teach it. Alex talks about why this is the case for many and how to build systems that will help businesses start implementing psychology for scale. He details his early experience with psychology and eventually using this knowledge of the human brain in sales. HIGHLIGHTSMaking the transition from psychology to salesInjecting learnings in psychology into the sales processLeveraging human psychology to better handle objectionsWhat happens in the brain as soon as an investment is made QUOTESAlex on biases and their effect on decision-making: "The reason why I like focusing on heuristics and priming is because heuristics is a mental shortcut that allows people to solve problems and make decisions efficiently. The human brain has so many things firing all at once and especially in the day and age we live right now where you essentially have an entire computer in your pocket."Sales psychology related to objection-handling: "It has a lot to do with the aggressiveness thing where it's like, 'Oh, someone gave me an objection, that means they said no.' Those are two very different things and that's definitely not the scenario "Alex on the hustle model: "It ended up becoming this bro culture term where if you're not working harder than the next person or waking up earlier than your competition, you are failing. I think that's such a dangerous thing. It ends up creating this model of running on a treadmill. You run a lot but you don't get anywhere. " You can find out more about Alex in the links below:LinkedIn: https://www.linkedin.com/in/alexschlinsky/Website: https://prospectingondemand.com/Facebook: https://www.facebook.com/schlinsky Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Stephanie Taiwo, Manager in UKI SMB Sales for Remote. The reality is, one bad manager can completely destroy a team. Many companies focus on investing in training their salespeople and getting them as many tools as possible. However, they do not invest in developing those in leadership roles.Stephanie dives deep into the skills, attributes, and challenges that all come with being in a managerial or leadership role. She talks about identifying if you're the right fit for the job and how company execs can, in turn, help managers solidify their roles as team leaders. HIGHLIGHTSHow do I know if management is the right fit for meInfluencing your team to do the things they need to doWhat company leadership should be doing to help managers get betterStress management for managers QUOTESStephanie on leadership being a skill: "Some of the things you must start off with is honest self-reflection. Get to know your personality type. Get to know how introverted or extroverted you are. What are your intrinsic motivators in life and what are your values? It must tie back to that."Stephanie on enabling your team to do their best work: "This is a very common mistake to be this micro-manager. To even do the work for them, I see that so often when you just start like, 'Hey, you know what, I'll take this fall for you. I'll handle it and you can listen back and you'll know how to do it.' That's the worst thing you can do."When execs are not spending as much time being present: "They need to take it a lot more seriously because the cost of attrition is way more detrimental than just keeping on somebody who you just get along with or you don't really have the time to mentor or coach. At the very least, hire a leadership coach for your first-time managers." You can find out more about Stephanie in the links belowLinkedIn: https://www.linkedin.com/in/stephtaiwo/Website: https://stephanietaiwo.me/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Jed Mahrle, Head of Outbound Sales at Mailshake. Too much prospecting advice out there today say the same thing: “use this line” or “use this number” without it actually being relevant to the prospect you are targeting.Jed talks about prospecting in the modern day. He shares deep insight on how to become more relevant and memorable to your clients. He also discusses implementing effective systems and building out the whole process for success. HIGHLIGHTSCommon mistakes when generating pipelineUsing your prospects' language in your messagingRelevance VS personalizationLooking at inbound data to help outbound processes QUOTESJed on a powerful practice you can do when prospecting: "Take time to really study your ICPs. Study the deals that have come inbound. Study your customers and really break it down and figure out who you're having the best conversations with and what are their pain points?"Jed on becoming relevant without focusing on personalization: "We spend a lot more time in the front end breaking it down by buying triggers. So that's what relevance means to me is that we spend more time in the front end, breaking up our lists, target accounts, and buying triggers, and loading them into sequences and campaignsJed recalls a noteworthy tip from his manager: "When I first started as an SDR, my manager told me every inbound lead was an outbound lead yesterday." You can find out more about Jed in the links below:LinkedIn: https://www.linkedin.com/in/outboundsales/Newsletter: https://jed.substack.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. Zach and KD continue the discussion about scaling skills, characteristics, and attitudes for success in sales.Zach talks about foolproofing yourself and your team when it comes to interacting with customers, which is the salesperson's mission. He also shares his experience addressing non-negotiables with your team to ensure they share your focus and vision. HIGHLIGHTSHow drills were run to ingrain specific skillsImportance of repetition for improvementDedicating yourself to excellence in your job and at homeLaying down your non-negotiables QUOTESApproaching your mission: "When I go to visit a customer in Turkey, I'm working. I'm not going to get there and do something stupid in the hotel. And if people who work for me think that they can that's poor judgment. If you're traveling out to see a customer, you have to be thinking about a whole environment."Zach on understanding the motivators of your team: "I can give the money and say spend an hour however you want but if I give a fancy watch to the guy from Sweden and a family vacation to the guy from Italy, they're not going to be happy. So knowing that makes me better at understanding the motivation of my team."Zach on a member of his team that later became one of his best performers: "You're on my team. This is how we do things we don't do things the way you did with your other company. At the end of the day, if you want to do things slightly differently and produce results, that's fine. But you have to learn my way of doing this."  You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. When asked about the term "scaling," most people will think about the number of people on a team. However, scaling can be just as much about building skills and the characteristics that lead to success.Zach shares about what he's learned from the military and the skills that we can translate into other areas of life, especially in business and sales training. He details some of the factors that can affect how people actually approach training and skill improvement. HIGHLIGHTSWhere Zach's military mind comes fromKey skills brought from military to salesGoing through the struggle to earn the skills that stickHow do we carry these skills over to sales training QUOTESZach on picking up the skills to achieve your mission: "That's what sales is all about. You don't say, 'let me tell you how to cold call,' right? You're saying let's talk about this part. I can spend eight hours talking to you about a discovery call. And that's just like in the military."Being a source of knowledge and experience for others: "That's what I love is building up people. It's nice to be a contributor. It's a great thing to train people and get them producing."Getting people to talk regularly and learn from each other: "If you're not letting them know that you are with them in spirit, it becomes harder for them to pick up the phone. Like with everything, you want to build up these habits." You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our guests for the month of July. We tackle several amazing topics including getting more done in less time, entering the world of cryptocurrency, proving your value when times are tough, building good habits through wellness practices, doing coaching conversations, and much more! HIGHLIGHTSIan Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc.Josh Rhodes, Founder of Crypto Ya'llJonathan Mahan, Co-Founder of The Practice LabBrandon Lee, Founder and CEO of FunnelAmplifiedSahil Mansuri, CEO of BravadoJR Butler, Founder and CEO of Shift GroupPeter Kazanjy, Co-Founder of Atrium Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Peter Kazanjy, Cofounder of Atrium. There's always some hesitancy when describing SaaS as a numbers game even when, boiling it all down, it actually is. However, we should never forget that behind every number is a person, process, and skill!Peter talks about the challenges most organizations face when it comes to using data to improve individual performance. He talks about how leaders can identify the essential numbers and change these to get the best results in the short and long term. HIGHLIGHTSWhat's holding companies back when it comes to leveraging dataThe key metrics a revenue org should be trackingHow to work with data to make improvementsCreating a data-driven org QUOTESPeter on the demographics of data-use: "Oftentimes the younger managers who came up with Fitbit or Peloton or what have you are way more open to this and way more data native. Then you have the older folks who are like 'okay, I gotta get on the train' so it's just a process."A balance between quantity and quality metrics: "There's quality metrics and oftentimes people want more volume, more activity, etc. But success in sales is all about a high quantity of high-quality selling behavior."Peter on having the coaching conversation: "It's not hard for old folks like you and me because we've been doing it forever but it's tough for some folks and if they don't have the muscle then the behaviors are not going to change. And if the behavior's not going to change, then the outputs are not going to change." You can find out more about Peter in the links below:LinkedIn: https://www.linkedin.com/in/kazanjy/Website: https://www.atriumhq.com/Twitter: https://twitter.com/Kazanjy Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com 

This episode of the Live Better Seller Better Podcast features JR Butler, Founder and CEO of Shift Group. From spending hours in practice to honing skills through mentorship and personal experience, so many factors can make up a successful athlete. The question is, how can they use this if they ever get into a sales role?JR talks about the different strengths athletes can bring to the table simply based on the skills and practices they've honed in their sport. He also puts to light the challenges that come with the transition from athletics to a sales career. HIGHLIGHTSAreas to focus on when transitioning from athlete to a sales careerCompetitiveness, coachability, and practiceFundamental practices to work into your routineHow JR would recommend someone start transitioning their skills QUOTESJR on competitiveness as a transferrable strength: "That ability to compete with somebody but still be their peer and their colleague, that's really important as an SDR in a large organization where there's a daily metric scoreboard. You want to be at the top of that list and that's where we see the competitiveness being really important in the first nine to twelve months of their career. "Motivators and needs for athletes: "They want a scoreboard. They've had a scoreboard their entire life. And sometimes, especially nowadays, it's hard as a leader because you've got to manage things with gloves on. But with athletes, you can kind of take those gloves off a little bit more and really dig in with them and give them that feedback."JR on getting sober and its effect on his sales and sports career: "I was still a good salesperson before that but it was another stratosphere when I started really taking this seriously, taking care of myself, and making sure that everything that I'm doing every day is the right thing to do." You can find out more about JR in the links below:LinkedIn: https://www.linkedin.com/in/jrbutler/Website: https://www.shiftgroup.io/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Sahil Mansuri, CEO of Bravado. It's getting quite hot in the tech and SaaS software space today. In just about 90 days, the whole scene went from companies hiring at their all-time highs and doubling comms to seeing layoffs, hiring freezes, and rescinded offers.Sahil shares his insights as to why exactly this happened and the factors that led to these mass layoffs. He also talks about what sales leaders can do to notice the early signs, and what you can do if you're affected yourself. HIGHLIGHTSReactions to Sahil's LinkedIn post about the possible mass layoffsSome early signals to catchThree numbers to look at and being choosy with who you work forShould you work commission-only sales roles  Make good decisions when times are tough QUOTESSahil: "It just takes time, it doesn't happen overnight. It's not like it happens and immediately you reprice all of the start-ups, that's not how it goes down. But over time, as the public market comms calm down, you start to have to mark down all of your investments on the private side. There's just a three to six-month lag."Sahil: "What you do right here, right now is where you level. This is where you work on yourself. For those of us who are luxurious enough to have been in sales for a while, I wouldn't waste my time trying to find a job right now. I would spend my time building my network with the types of companies that I want to work for in three months."Sahil: "When times get tough, you have to have that crowbar mentality. You got to have that 'how do I get in no matter what little crack I can find' mentality. And so if there's a sales leader out there who says 'I'm willing to take a shot on you' and you really like this company and believe in this leader, I would go for that in a heartbeat." You can find out more about Sahil in the links below:LinkedIn: https://www.linkedin.com/in/sahilmansuri/Website: https://bravado.co/Email: sahil.mansuri@bravado.co Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Brandon Lee, Founder and CEO of FunnelAmplified. While the sales process is not exactly done socially, the attraction process is. You can socially attract, engage, and prospect using the right platforms to build pipeline and encourage growth.Brandon shares a story that clearly defines social prospecting for him and should for many others. He talks about where social platforms place in the sales process and leveraging them to reach out to others and build an audience effectively. HIGHLIGHTSBuilding rapport through social platformsHow to build an audience of your targetLeaving an effective comment and when to send a connection requestWhen will you start to see resultsSetting up a system for your team QUOTESBrandon: "We have to open our digital mouth. We have to share what we know, share what we've experienced. I don't care if you're a three-month or six-month SDR or BDR or you're a forty-year AE. We all have experience. And when we authentically share those experiences, we're opening up those digital conversations."Brandon: "I'm a big believer in the story of the rabbit and the hare. We have to go slow to move fast. I'm a big believer in getting ourselves into that familiar territory."Brandon: "When you become familiar, you're no longer cold, and they recognize you because of your commenting, then I think it's totally okay to send a connection request. And you should personalize it because you've already been engaging with them."Brandon: "When you do this in social media especially, get comfortable with who you are and being fully yourself. You don't have to hide all this stuff, it's social media. I get it. But people like to do business with people who they know, like, and trust." You can find out more about Brandon in the links below:LinkedIn: https://www.linkedin.com/in/brandonleedigital/Website: https://funnelamplified.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Jonathan Mahan, Co-Founder of The Practice Lab. Today, many of us still describe salespeople as "coin-operated." However, this isn't actually how we pay them at all, and this idea actually affects motivation and fulfillment negatively.Jonathan shares insights on the intrinsic and extrinsic motivators that affect motivation, contentment, compensation, and much more. He talks about the use of conditions like, "Get more dials in and will give you this amount as an increase" that create a fear state in salespeople. He talks about the many better models to increase drive, creativity, and growth outside of these extrinsic factors. HIGHLIGHTSIntrinsic and extrinsic motivatorsFinding a balance between base and variableWhat does intrinsic motivation looks likeMastery as a motivator QUOTESJonathan: "That's not a bad thing necessarily to have some element of variable. I honestly would say every department in a company could benefit from having some element of variable where you get bonuses for performance. But again, you can't be operating out of a fear place. You need to know that your needs are taken care of just for showing up and doing your job."Jonathan: "I believe that, to have the most impact in this world, I need to become a true master of communication and master of influence. If this world's going to change, it's going to have to be people that change it and we're going to have to get people off the track they're on and onto a better track."Jonathan: "The thrill of mastery is truly motivating to almost all people. And sales is an infinitely complex craft that can never truly be mastered. If you can tap into that thrill of mastery motivator in your sales team, it's an infinite source of motivation. That never goes away and will almost always lead people into positive, productive behaviors." You can find out more about Jonathan in the links below:LinkedIn: https://www.linkedin.com/in/jtmahan/Website: https://www.thepracticelab.co/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Josh Rhodes, Founder of Crypto Ya'll. Depending on the channels we read, cryptocurrency is either the future that allows you to produce generational wealth or a scam that will make you lose your money.Josh shares insights into both perspectives and how we can use this knowledge if we ever decide to invest in cryptocurrencies. He sheds some light on the different types of assets one can trade or invest in for short or long-term. He also shares a few ways to secure your investments, mitigate risk, and profit from them. HIGHLIGHTSNot all cryptocurrencies are the sameThe difference between investing and trading cryptoDollar-cost averaging and making money off of cryptoJosh's recommended coins QUOTESJosh: "Some people could argue that these central exchanges spend millions and millions of dollars on security and I think that's a valid argument. But like I said, I think crypto is the ultimate expression of self-reliance in autonomy."Josh: "Probably the most powerful tool as a retail investor who's just trying to keep it simple - they don't want to be a trader and they just want to put their money into a good store value, dollar-cost averaging is really smart because it allows you to purchase rhythmically."Josh: "I'm purposeful there because if you don't know what you're investing in, then you are crypto slot machine gambling. You're just waiting on Lucky 7s to line up. So read up on it, watch a couple of YouTube videos, then start investing in something you believe in." You can find out more about Josh in the links below:LinkedIn: https://www.linkedin.com/in/josherhodes/Website: https://www.cryptoyall.co/learn54634203 Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Ian Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc. Every single one of us want to get more done in less time without running ourselves to the ground.Ian digs deeper into working smarter and harder to drastically improve not just your work, but also all other aspects of your life. He discusses key tactics and resources that will teach you to finish your tasks in the most time-efficient ways possible. HIGHLIGHTSThe "ADHD brain" in salesTactics to get into a deep work state and get more doneResources for time management and habit improvementWhat work-life integration means for efficiency overall QUOTESIan: "Number one is you have to set boundaries for the time you work. Work will expand to the time allotted. So if you don't have boundaries, you'll work 70-80 hours a week and that's just stupid. I don't want someone working that many hours."Ian: "You have to give yourself grace. Progress over perfection. Making sure you realize these habits have been ingrained with you your whole life so you're not just going to be able to flip the switch and turn into a robo-productive KD or Ian Koniak right out the gate."Ian: "When you build the identity of being a hard worker, that is an identity that needs to stay with you in all areas of life. You don't just stop becoming a hard worker. So I'm a hard parent, right? Not hard as in strict but I am really trying to be present with my kids." You can find out more about Ian in the links below:LinkedIn: https://www.linkedin.com/in/iankoniak/Website: https://www.untapyoursalespotential.com/Youtube: https://www.youtube.com/c/IanKoniak Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our amazing guests for the month of June. We discuss numerous enlightening topics including openness to failure, the rise of work-life integration, how to ask for input for improvement, using momentum to continue success, predicting decision-making based on personality science, and so much more! HIGHLIGHTSMandi Graziano, Vice President of Global Accounts at Hospitality Performance Network and Author of Sales TalesSaad Khan, Business Development Manager at DoolyRachel Nazhand, Head of Business Operations at Climate Club and Founder of Vice President in ResidenceErika Davis, Vice President of Go to Market Strategy at Greaser Consulting, now Senior Manager of Sales Operations at sticky.ioTodd Caponi, Founder of Sales Melon and author of The Transparency SaleHana Elliot, Vice President of Revenue at VenditionColin Specter, Vice President of Sales at OrumWilliam Ballance, CEO of LavenderLive Better. Sell Better. is sponsored by our proud partners:Vidyard |vidyard.comDooly |dooly.aiChili Piper |chilipiper.com

This episode of the Live Better Seller Better Podcast features William Ballance, CEO of Lavender. How do you get personality science into the framework of decision-making to convert more sales? William shares the ins and outs of predicting personality using online data to help write more effective emails.William explains the Hermann Brain Dominance Instrument (HBDI) and how people think through decisions based on action, vision, people, and data. William walks through each of these and how they are identified. He then discusses how you can approach each dominant personality to create more personalized emails and increase response rate and overall conversion. HIGHLIGHTSThe quadrants of HBDI explained and how they affect decision-makingIdentifying each personality type and applying it in the sales processAdditional resources for communication psychology in marketing QUOTESWilliam: "It's important that you have someone in your team that's going to be that vision-focused person, that action-oriented driver, some that think about the people involved, and some to research the data. It's normally used to structure leadership teams but we started applying that same framework on how people make their buying decisions both in marketing and sales."William: "So part of your messaging would target the action involved or the vision, the big picture or the aspirational side of the sale, the people that it's going to impact, and the data behind it. And that can all be in one pitch or it could be in different steps."William: "It's always interesting in demos. Sometimes I'll do the analytics and coaching dashboard last. And every now and then someone's like 'Man, I wish we could've started with that' and I never hear that. But every now and then, you get someone who just wants to dive really deep into the analytics." You can find out more about William in the links below:LinkedIn: https://www.linkedin.com/in/wmb1/Website: https://www.lavender.ai/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard |vidyard.comDooly |dooly.aiChili Piper |chilipiper.com

This episode of the Live Better Seller Better Podcast features Colin Specter, Vice President of Sales at Orum. Cold calling is as much an art as it is a science. Colin shares what the data has shown to work in the world of cold calls and how sellers can increase their own conversion rates.There is a mathematical formula that you can use to derive the number of calls you have to make to get to your desired outcome. Colin shares what metrics you should be tracking and how you can tweak your messaging to increase conversion and book more meetings.  HIGHLIGHTSCold call metrics you should be trackingIncrease conversion rates and identify call dispositionsBuy more time and get permission to ask one questionTrends and patterns in landing meetings through cold calls QUOTESColin: "You want to look at your dial-to-connect ratio, you want to look at your connect-to-conversation ratio, how many conversations are you getting out of each at-bats? And then, how many of those conversations are leading to a meeting?"Colin: "There's different openers, there's different ways people love to approach the cold call. It really comes down to tonality and enthusiasm in many cases. But there's all kinds of openers. You could try what works for you. The one that we use here at Orum most commonly is 'hey, KD, Colin with Orum here. Are they keeping you busy today?'"Colin: "It's also not as common that you will book a meeting on the first connect. Most of the connects, we find, happen after that initial conversation after that initial connect. So do you have a playbook to get people back into your call list after those dispositions?" You can find out more about Colin in the links below:LinkedIn: https://www.linkedin.com/in/colinspecter/Website: https://www.orum.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Hana Elliot, Vice President of Revenue at Vendition. The cost of half-baked onboarding is reflected in lost potential revenue. Leaders must then realize that spending time to teach SDRs the fundamentals is more than just another box to tick.Rather, it is a commitment. Hana shares their best practices that have helped thousands of sales professionals sell better. Onboarding imparts your culture but it should also include some professionalism basics as a good number of SDRs are actually fresh out of college. HIGHLIGHTSCompanies need to commit time to onboard properlyCoach remotely with a buddy system for new SDRsOnboarding program: Teach the basics and use metrics  The balance between educating, building confidence, and ramping quotaRemember that SDRs are human too QUOTESHana: "I think it's a worthwhile exercise to look at the pipeline or revenue impact of not having a fully-ramped SDR in seat because that's what's going to help you prioritize your time. It's too easy to get caught up in the daily whirlwind... and say I'm too busy."Hana: "Having more experienced AEs or some of your senior SDRs who have done it and are showing great results, have them listen in and shadow and give their feedback. Chances are, if you've been coaching them all along, they'll also know your mentality and be able to pass that along."Hana: "I'm not a second week, throw somebody on the phone. That's not my approach or preference. But you have to hit it hard at the beginning. That's where you can take advantage of your mentors, of your buddies, that's where you can do a lot of group online at the same time cohort writing workshops."Hana: "Being ready is so subjective. But are there assessments that you can build in at checkpoints and milestones throughout their onboarding process to determine are they actually ready? Make sure you know what you're looking for. Can they do X, Y, and Z on a cold call practice with you?" You can find out more about Hana in the links below:LinkedIn: https://www.linkedin.com/in/hanaelliott/Website: https://vendition.com/

This episode of the Live Better Seller Better Podcast features Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results. Recognizing patterns of the past provides insights into how best to move forward into the future.Todd gives parallels to economic downturns from previous decades and how we are seeing the same red flags today. He observes a bubble in unicorn startups and advises leaders on how to provide their people with the most certainty possible to survive the incoming slump. HIGHLIGHTSSales trends follow cycles throughout historyLead through a bubble by providing certaintyRemind your team of the impact their work doesReward people with a sense of accomplishmentThe Transparent Sales Leader soft launch on Jul 5, 2022 QUOTESTodd: "Uncertainty is like a kryptonite for our brain. Like, literally, when we're uncertain, we don't sleep, we don't perform well, we're less creative, and, at it's core, our IQ literally goes down in those situations where there's uncertainty."Todd: "Create certainty right wherever you can within your teams right now, even if things are fantastic for you. You've got to do that because your teams are looking around and they're feeling like tomorrow is going to be the day."Todd: "We cut out the stuff that really didn't matter a whole lot, so that's number one. Number two is we focused all of our spending on the must-haves, the things that were going to give us certainty. So that's number two. And then number three is that we sought ways to remove risk and extend runway."Todd: "If you believe that sales reps are coin-operated, you're right if you're doing it wrong. You create an environment where your reps want to show up every day, want to stay, want to do their best, want to become advocates, and the variable compensation is the reward, not the motivator, that's when everybody wins." You can find out more about Todd in the links below:LinkedIn: https://www.linkedin.com/in/toddcaponi/Amazon book link: https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801

This episode of the Live Better Seller Better Podcast features Erika Davis, Vice President of Go to Market Strategy at Greaser Consulting and mental health advocate. Knowing the nuances of burnout helps you determine what is truly important to you and how best to manage the stress of sales.Erika defines what burnout really is and how it's different from simply being tired. She talks about the separation and connection between thoughts and feelings and how changing perspective and/or environment can create meaningful change. Erika also addresses sales leaders on how to manage people by acknowledging vulnerability and knowing what truly drives them. HIGHLIGHTSMisconceptions about burnout and knowing what's truly importantBurnout vs tired: The difference is the lack of meaning and purposeThoughts are not feelings and experiencing the spectrum of emotionFor sales leaders: Learn your team's motivations QUOTESErika: "Burnout, a lot of times, comes not necessarily from working too hard but from putting yourself in a situation where you're working really hard at things that aren't important to you and you don't find meaning in those things anymore."Erika: "When you feel like you've pushed as hard as you can with output, think about input, like what are you reading, what are you listening to, how are you getting new ideas so you're not just banging your head against a brick wall again and again and again."Erika: "Do I need to change my perspective or do I need to change my environment? And if I can't change either of those things meaningfully, then I just know it's out of my control and I just need to take care of myself."Erika: "Good mental health and being mentally healthy isn't about feeling happy or joyful all the time. It's about feeling the full spectrum of human emotion at the appropriate time." You can find out more about Erika in the links below:LinkedIn: https://www.linkedin.com/in/erikardavis/Podcast: https://www.greaserconsulting.com/learn/revops-therapy-podcast/

This episode of the Live Better Seller Better Podcast features Rachel Nazhand, 4x startup operator, BizOps and RevOps Evangelist, and Founder of Vice President in Residence. Almost every department has an ops component to it and Rachel shares how to leverage ops when the goal is to scale a business.She discusses how operations can do this by aligning the goals to the practical and best steps to achieve those said goals. Rachel also talks about the advantages of BizOps in various stages of growth, from making the correct first hires to building a dedicated ops team to hiring specialists.   HIGHLIGHTSOperations are the glue to achieving company goalsBizOps/RevOps provide the how to the whatInsights from the data and empathy to stay grounded Leverage ops in various stages of growthAdvice to sales leaders and operators QUOTESRachel: "Tell me what you're going for and I will give you an amazing way to accomplish it. Don't tell me that you need a dashboard. Tell me that you need your reps to know how they're pacing so that they can make an amazing decision on how to structure their day."Rachel: "As an operator, I'm going to start thinking if that's really what's working for my top seller, is there a piece that I can replicate across the board for everyone? I've learned something new, I've built some empathy, I've figured out someone's secret sauce, now how can I start to sprinkle that out?"Rachel: "In those early hires, give them as much visibility into the full life cycle as possible. The more that you are building a customer-centric experience, the better your results are on the other side. Nothing crushes a prospect's soul faster than having to tell their story 10 times, pre-sale, post-sale, etc."Rachel: "Get really comfortable dumping all of your problems on the table and letting your operators help you figure out how to attack them. If you come to me with these one-offs, I might not be able to pick up on themes and I might not be able to support you. You give me all 15 of your problems at once, I'll show you that 3 of them are actually the same thing." You can find out more about Rachel in the link below:LinkedIn: https://www.linkedin.com/in/rachelnazhand/

This episode of the Live Better Sell Better Podcast recaps the best moments from our amazing guests (and myself!) last May. We touch on incredibly relevant topics such as the power of taking the initiative to further your career, pursuing coaching to guide others through your own mistakes and successes, increasing awareness of the value of diversity, leveraging content to engage prospects on multiple channels, having a reason WHY to achieve your goals, and much, much more! HIGHLIGHTSDerek Anniston, Director of Operations at American Equipment Financial ServicesCasey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the DealHeidi Solomon-Orlick, VP of Global Sales at VXI Global Solution, Founder of GirlzWhoSell, and author of Heels to DealsMandy McEwen, Founder of Mod Girl MarketingKevin Dorsey,  SaaS Sales Consultant, Advisor, and Host of Live Better Sell Better Podcast

This episode of the Live Better Seller Better Podcast features Saad Khan, BDR Manager at Dooly. The role of BDRs can be empowered to close deals. However, making full-cycle reps doesn't take away from their role of prospecting, it just adds to it. Saad discusses BDR leadership and the strategies he employs to implement it. During their Initiation, they teach the concept of Give and Get which informs a way to get past resistance while also ensuring your time is spent wisely, and Mirroring which helps keep the conversation going. Saad shares how this allows them to have a leaner but much higher quality team who get paid more too. HIGHLIGHTSMake BDRs full cycle to close dealsTraining versus coachingDooly’s Initation teaches "Give and Get" and MirroringTraining fewer reps with higher compensation QUOTESSaad: "Instead of BDR Appreciation Week, I'm giving my BDRs the opportunity to come start closing deals. I'm not promising them to become an AE in six months. I'm giving them the right tools and the right training and the opportunity to make things happen."Saad: "Training could be just showing people how to use a tool, how to use Salesforce, how to use Dooly, what to do on a day-to-day. Coaching is you're on the trenches, you're on the field with them, you're working on plays every single day, you're executing plays. "Saad: "People are always going to have objections. You can address an objection, get something else in return. Very basic example, somebody says at the end of a call, hey, just send me something. Okay, well, hold on. what can I send you that's not going to get deleted? How can I stay top of mind without being annoying? Get something in return."Saad: "You know the buyer's conservation journey? People say the buyer's concerning journey is made of three phases: awareness, consideration, purchase. I disagree. I think there's one other phase which is the unaware phase." You can find out more about Saad in the links below:LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/Instagram: https://www.instagram.com/iaresaad/

This episode of the Live Better Seller Better Podcast features Mandi Graziano, sales veteran as both a leader and rep and bestselling author of Sales Tales: The Hustle, Humor, and Lessons Learned From a Life in Sales.Today, Mandi delves deep into how you can differentiate yourself. She details ways you can be memorable in all the right ways, from sending "choose your own adventure" emails to following up regularly and authentically. She also talks about other ways to engage prospects aside from happy hour like sweatworking. To find your own voice, you have to make your sales your own. Mandi shares how iterating others' effective strategies is a great way to do something that works but feels natural to you too. HIGHLIGHTSBe memorable with creative emails and follow-upsA student of the crisis: Surviving COVID in the hospitality industryMake it your own: Iteration and testing to find your voiceSales Tales is a collection of funny stories from Mandi's career QUOTESMandi: "Choose your own adventure email is a great, memorable way to get a customer to call you back or email you back. And, the thing is, they may email you back saying uh, who are you and I don't want to work with you, but then that's an opportunity for a no and an opportunity to ask why or how you can improve or who they're working with."Mandi: "Write your own haiku, choose your own adventure email, use video. There's so many ways you can be different and people now, I really believe this and this may sound crazy, but I think now people are more open to creativity and clever antics than they ever have before because they can't remember how it used to be done."Mandi: "Iteration, I think, is one of the best ways to find your own voice. Just try a whole bunch of different ways. But I think closing your eyes, taking a deep breath, and thinking about what it is that makes it your own is really important."Mandi: "You have to keep trying things and you have to be open to failing because the magic is in the fail. It really, really is. So you have to try." You can find out more about Mandi in the links below:LinkedIn: https://www.linkedin.com/in/mandigraziano/Website: https://www.mandigraziano.com/Email: coach@mandigraziano.comAmazon book link: https://www.amazon.com/Sales-Tales-Hustle-Humor-Lessons/dp/1949635945

This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is state of mind. To be a better salesperson, you need the right mindset. KD breaks down how GERMS helps achieve this state.Exercising Gratitude, Exercise, Reading, Meditation, and Sleep do not drastically change your routine. They are, in fact, healthy additions to it with understated benefits ranging from more energy, lower stress, increased happiness, and being able to live in the moment.  HIGHLIGHTSGratitude: List down what you're grateful for dailyExercise: More energy and lower stress levelsReading: Read at least 15 minutes every dayMeditation: Be present to improve happiness and creativitySleep: Have a nighttime routine away from screens QUOTESKD: "There's plenty of bad going on in the world and, if that's all we look at, that's all we see. Whereas if you start to find things to be grateful for, it changes your perspective on the world. It makes you a more positive person."KD: "If you can make the habit of reading for 15 minutes or my other favorite is 10 pages, 15 minutes or 10 pages, whichever one you prefer. Because if you read 10 pages a day, that's 300 pages a month. You're finishing maybe 2 books a month."KD: "Get into a meditation routine. 10 minutes a day. I promise you, after a month, you notice the difference. You notice the difference. You meditate because it makes everything else easier. It gets us into the present moment more as well, which is the only thing you can control."

This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is rejection. The reason rejection hurts is rooted in biology and our tribal nature. Simply said, rejection from the tribe used to equate to death.Even in 2022, this uncertainty from rejection persists. The good news is that there are ways to hack this response and offset the cortisol released when you do get rejected. And no, it has nothing to do with substance abuse and everything to do with healthy responses through movement, music, breathing, friends, and family.HIGHLIGHTSRejection hurts physically as it's rooted in life and death situationsDeal with rejection: Accept it and plan for its eventuality Offset cortisol with positive brain chemicals QUOTESKD: "When you're rejected and the pain receptors are lighting up in your brain, your body's also releasing a massive amount of cortisol into your bloodstream, into your system. So cortisol is the stress hormone. That's what causes your heart rate to go up."KD: "The first step in this is actually knowing that it is going to occur. It's going to happen and just accepting that is a big step because, so often, we're actually hoping it doesn't happen which makes it even worse when it does."

This episode of the Live Better Sell Better Podcast features some of the most memorable moments with 5 of our guests in April. We talk about the power of feedback for sales enablement, debunking what VC really is, selling more humanly using video, what it means to BE in sales, and finally, tactical suggestions on MEDDPICC.HIGHLIGHTSThomas Cheriyan, Senior Director of Learning and Development at OwnBackupAnkur Ahuja, Chief Operating Officer at Varana CapitalEllie Twigger, Commercial Account Director at SalesLoftTownsend Wardlaw,  the Coach of BEing at PFC CoachingDavid Weiss, Head of Sales at LeaseUp

This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is planning. Everyone wants to make more revenue but not everyone thinks about HOW they'll do it. This is where planning comes in.A plan is specific. It details exactly what you want and the steps you need to take to reach your goal. To book 4 more meetings per week, you need to talk to 40 more people.In order to reach those 40 people, you need to make X amount of dials or personalized emails. To make X dials, you need Y number of leads. After that, then set the WHEN to round up your plan for success!HIGHLIGHTSGood leaders talk about the what, great leaders talk about the whyThink about what steps get you to your goal3x3s: 3 things daily, weekly, and monthly that give the best shot at resultsQUOTESKD: "Good leaders start to get into the why, great leaders start getting into the how. How can we achieve the why and the what? This is where most people miss on their path to a goal is they never come up with a plan."KD: "When am I doing my research? When am I scrubbing leads? When am I making those dials? When am I recording the videos? That is a plan."KD: "The 3x3s are what are the 3 things daily, weekly, and monthly that if you did would give you your best shot at results. The 3 things daily, weekly, and monthly and these are your nonnegotiables. 100% nonnegotiables that, if you did, would set you up for success."

This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is goals. You must have 2 buckets of goals: professional and personal goals. The first is likely tied to the number you want to hit this year. So set a specific number so you'll know what you need to do to achieve it. You also need to know where you want to go and grow as a professional, and lastly, what skills you need to learn. For personal goals, as leaders, you must do your own discovery on your own people to know how to motivate them. Where do their professional and personal goals intersect? HIGHLIGHTSProfessional goals: Clearly defined number, where to go and grow, & skillsPersonal goals: Connect the dots with your own people QUOTESKD: "Do you have clearly defined professional goals? Meaning what you are trying to achieve professionally? And then, on the leadership side, do you know what these goals are for all of your people? Because, if you don't, what can you motivate them with?"KD: "More often than not, people say they just want to make more money. More is not a number. You need to come up with an actual number. Is it 70k? Is it 100k? Is it 200k? 300k? Because if you don't set the number, you can never find a way to get there."KD: "So often y'all in sales, we tell our salespeople to do great discovery on our prospects but then, we never do great discovery on our people. We never do great discovery on our people. We don't know their pain points. We don't know the impact they're trying to have and/or achieve. We don't know what good looks like for them. We don't come up with a mutual action plan."KD: "When someone tells you their goals, you have to ask them, what will change by accomplishing them? What will change by accomplishing that goal? How will achieving that goal make you feel? What will achieving this goal allow you to do you can't do now? Because this is the reason why they need to hit their goals."

This episode of the Live Better Seller Better Podcast features Mandy McEwen, Founder of Mod Girl Marketing. Social selling is all the rage today and Mandy provides specific tips on what you can do to stand out and build relationships on LinkedIn.You have to look the part as your personal brand must be professional. You must also personalize your outreach. Do your homework and find something to pesonalize. And lastly, treat your prospects as friendships you’re trying to build. Remember, stop selling, start helping, and always provide value first! HIGHLIGHTSLinkedIn: Before you build a relationship, stand out first Get creative and customize your connection requestsYour profile must show that you know what you're talking aboutThe priority is to always add value in the relationshipQUOTESMandy: "Before you even start building relationships, you need to look like you know your stuff AKA your profile has got to be optimized. This is the number one mistake I see with the majority of SDRs is it literally says their title, I mean that's fine but put it at the end. Like your headline should say what you do, who you help, the value you provide."Mandy: "If you can say something that makes you stand out, add some personality to it, anything that isn't that, that still shows your value and what you do and who you help, you're going to be way better off. Like being unique. My whole thing is you got to stand out on LinkedIn."Mandy: "If your profile is badass, you're going to have way more people responding to you messages than if your profile was you look like a salesperson just trying to pitch."You can find out more about Mandy in the links below:LinkedIn: https://www.linkedin.com/in/mandymcewen/Website: https://www.modgirlmarketing.com/

This episode of the Live Better Seller Better Podcast features Heidi Solomon-Orlick, Vice President of Global Sales at VXI Global Solution, Founder of GirlzWhoSell, and author of Heels to Deals: How Women are Dominating in Business-to-Business Sales. Being a woman in sales presents unique challenges. From microaggressions to male-centric sales leadership, Heidi's goal is to share with other women what had worked for her despite these obstacles to success. She shares that, despite how it may appear, embracing femininity is a woman's competitive advantage. The ability to listen, for instance, comes more naturally to women and is a skill that all saleswomen should lean on. Heidi also discusses diversity hires and how awareness and intention will produce the innovation that is needed for organizations to succeed in 2022 and beyond. HIGHLIGHTSEmbracing femininity as a competitive differentiatorA passion for positive change and teaching other womenSelling as a woman is a superpowerHire for real diversity: Enrich culture and women in sales leadershipQUOTESHeidi: "I was always making President's Club so, despite the culture and environment, I was able to find my way and do it my way. And then what became important was, I guess now the reason my life's mission is really running GirlzWhoSell is because I wanted to show other women how to do it."Heidi: "To me, representation matters, and these young women can't be what they can't see. And so, giving them exposure to diverse women from around the world who are the top of their game and successful in their careers was really important to me."Heidi: "On just about every single way that you can measure sales, women generally outperform their male counterparts. And so, as a man, I think they're catching on. They're like, huh, we need to add more women into our team but it needs to be, to your point, it can't just be a box-checking exercise."Heidi: "They are so narrow in terms of the definition of what's going to be successful or what they're looking for. And I just think that we have to just bust that up and start looking at nontraditional channels and giving people with different levels of experience or from different cultures and different backgrounds opportunities to succeed."You can find out more about Heidi in the links below:LinkedIn: https://www.linkedin.com/in/heidisolomon1/Website: https://girlzwhosell.com/Amazon book link: https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186

This episode of the Live Better Seller Better Podcast features Casey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal: Six Common Sense Strategies to Succeed in Life and Business.Casey shares how to build good relationships using a step-by-step process that you can apply too. To build a good relationship, start with your mindset and be intentional about what you do and why you're doing it.In listening versus hearing, Casey suggests TED (Tell, Explain, Describe). Also, be sure to document everything, send recaps to clients, and sound curious to know the ideal outcome for your prospects. Lastly, leave your ego at the door and ask for help when you need it! HIGHLIGHTSBuild good relationships by starting with yourselfExpectation management: Create trust and follow-throughListening vs hearing: TED-based questions and documentationCheck your ego and ask for helpQUOTESCasey: "If you win people, deals will come."Casey: "If we can hear two words in a meeting, which is "great question," that means you made them think. And, to me, that's how I measure success of a meeting. If I made a client or prospect think, I know I'm on the way to becoming uncommon."Casey: "Your mindset is so important in removing words that create anxiety and replacing them instead with 'I will.'"Casey: "When we slow down to think about these things in a really simplistic way, it doesn't need to be this difficult... I'm looking at a sign, I'm a big Ted Lasso fan, and this sign says be curious, not judgmental."You can find out more about Casey in the links below:LinkedIn: https://www.linkedin.com/in/caseyjacox/Website: https://www.caseyjacox.com/Amazon book link: https://www.amazon.com/gp/product/B088T289BZ/

This episode of the Live Better Seller Better Podcast features Derek Anniston, Director of Operations at American Equipment Financial Services. Tech empowerment allows both sales teams and buyers a better experience.In Derek's case, serving people who want an emotional human connection should have an equal experience as those who simply want a quick transaction. For sales reps, Derek shares how they involve their teams' strengths with the new tech that they adopt to leverage their wisdom and also get buy-in.  HIGHLIGHTSTech empowerment uses technology as an information intermediaryMap out different buyer journeys with and without techAI does the work that humans do inconsistentlyLive better, sell better by making a challenging to-do listQUOTESDerek: "In some ways, if your technology just lets them move as far as they want down the road, get as much information as they need about the transaction, about next steps, and to pursue those next steps at their own pace, it's better than something that's sort of forced and jarring."Derek: "We've built ways that allow people to avoid or sidestep technology if they'd like to, but then I think we've had to swing really hard the other way too. If you're going to do that, then you need to have a journey that doesn't involve talking to a person."Derek: "Human friction cuts both ways. So people can be over-excitable. People can be pessimistic. There's an emotional element to dealing with a human being. And so, anything that requires an interaction where an emotional element is going to be part of the decision-making is not something that humans can consistently do well."You can find out more about Derek in the links below:LinkedIn: https://www.linkedin.com/in/derek-anniston-9a140835/Website: https://slsfinancial.com/

This episode of the Live Better Seller Better Podcast features David Weiss, Head of Sales at LeaseUp. There is a lot of misconception about MEDDPICC and David clears up what it is and what it is not.For starters, MEDDPICC is not a step-by-step process. It is a checklist that is made for sales reps, not sales leaders. David shares that MEDDPICC is updated to modern ways of selling and it helps you by identifying gaps in your sales process.HIGHLIGHTSMEDDPICC: Metrics, Executives, Decision criteria, Decision process, Paper process, Identify pain, Champion, and CompetitionA checklist for reps, not leadersEconomic buyer vs decision-makerDecision process: Create a mutual action planIdentify persona-based pain and personal painQUOTESDavid: "MEDDPICC is not a process. What it is is a gap-analysis checklist. It sits on top of your process. It sits on top of your sales methodologies, plural for a reason. And it helps you kind of see blindspots. It's a blindspot detector."David: "You ask good questions to the wrong people, you get to the right people."David: "Create really tight alignment between the problems you're trying to solve, how they're trying to solve them, how your solution solves them, write them down with your differentiators in mind, and then share them with the buyer."David: "Never negotiate before you get to procurement. If I'm going to make any recommendation to any salespeople out there, if someone says hey, we want to keep you in the game but you need to drop your price 20% and that's like midcycle, just pause there.""And say, we're going to get there but until I understand holistically every single thing that your procurement and legal teams are going to ask for, let's just not do it. Let's focus on us being the right solution."You can find out more about David in the link below:LinkedIn: https://www.linkedin.com/in/davidlbweiss/Website: meddpicc.co

This episode of the Live Better Seller Better Podcast features Townsend Wardlaw,  the Coach of BEing at PFC Coaching. There are lots of conflicting guides on what to do to close more sales but there aren't many that talk about who you need to be to become a better salesperson.Your choices create or don't create the results you end up with. Townsend shares how results come from actions which then come from thoughts. What produces the thought is your being. By shifting your being, you can introduce a completely different way of showing up to match your actions to your being, ultimately getting the results you want. HIGHLIGHTSCracking the code on sales to create great salespeopleResults are the product of action, which are the products of thoughtsBeing creates your thinking and how to world occurs for youShift your being to uplevel your human experienceQUOTESTownsend: "Thinking produces action and no two human beings have the same thought about the same set of circumstances. The circumstances aren't objective, they are a product of our thinking of it. This is where mindset comes in."Townsend: "I have an idea and the idea is what I call Being. It is our being that produces the thinking. What's being? Well, depends who you ask. For me, being is a function of a lot of things. Our upbringing, our race, our age, our sex, our trauma as a child."Townsend: "Being, at its simplest term, is how the world occurs for us. And based for how the world occurs for us, we will have the thoughts we have about it. We will take the actions that seem in alignment to produce and then we'll get the results we get."Townsend: "When we talk about shifting being, we're talking about changing the operating system of who we are."You can find out more about Townsend in the link below:LinkedIn: https://www.linkedin.com/in/townsendwardlaw/Website: https://peacefreedomconnection.com/

This episode of the Live Better Seller Better Podcast features Ellie Twigger, Commercial Account Director at SalesLoft. Presenting your authentic voice helps you to stand out. It creates trust with your prospects and actually shows that you are human in a time when people long for genuine interaction. Ellie shares how she uses video to communicate this. It works alongside her Hexagon Theory which proposes lighting up prospects with call, video, LinkedIn, direct mail, content sharing, and email. But being human goes both ways. SDRs should learn that being confident to send video messages to CEOs is the way to catch their attention. HIGHLIGHTSFind your authentic voice: Align who you are at home and at workThe 5 Whys: Be relevant and inquisitive to create a relationshipVideo makes you human and unforgettableConsistency is key and being human creates credibilityVideos bring out emotion QUOTESEllie: "I actually think people were craving human interactions. So I thought, what better way than interact with people than by sending even if it was a pre demo, post demo catch up, just a video with me being like hey, my name's Ellie, why not put a face to the name?"Ellie: "People buy from people. I think it's now humans buy from humans, and what better way to show you're a human than by sending a video of yourself smiling saying hey, I genuinely want to have a conversation with you."Ellie: "That's the whole thing kind of prospecting with SDRs, the main thing you need to think of is how can I be unforgettable? And video is an amazing way to be unforgettable."Ellie: "You grab their attention once, so why lose it and then just take them out of your cadence and never speak to them again?"You can find out more about Ellie in the link below:LinkedIn: https://www.linkedin.com/in/ellie-twigger/

This episode of the Live Better Seller Better Podcast features Ankur Ahuja, Chief Operating Officer at Varana Capital. Venture capital has a very sexy perception in many people's minds. Ankur discusses what really happens behind the scenes and what VCs really look for and their priorities in selecting companies.Ankur shares who the people behind VCs are and that, more than anything, venture capital is about investing in people since the relationship is typically set for 10 years. Ankur also talks about the importance of a CFO in startups looking for VC and he suggests hiring a fractional CFO to get this set up.HIGHLIGHTSThe anatomy of a VC fundVC is all about investing in peopleStartups should hire fractional CFOsSuccessful exits: Who gets paid?QUOTESAnkur: "What is the total addressable market? That's a term you hear a lot about, TAM. We also look to see is this technology new? Is it disruptive? How disruptive is it? Are we recreating the wheel or are we taking something and just making it incrementally better?"Ankur: "What we need to do is figure out very quickly which companies are going to be outliers and team, in the beginning, is a really big thing because you're investing in people. When someone just has an idea and it's like a pie in the sky, as I call it, you're investing in somebody and a team and a person."Ankur: "If you don't need a full-time CFO is hire a fractional CFO. There's a lot of companies like Early Growth and a few other companies that we partner with that have fractional CFOs that know exactly how to package those numbers and set up a data room for us with everything that we need to make those investment decisions a lot easier and a lot faster."You can find out more about Ankur in the links below:LinkedIn (personal): https://www.linkedin.com/in/ankur-ahuja-63070537/LinkedIn (Varana Capital): https://www.linkedin.com/company/varana-capital/Website: https://varanacapital.com/

This episode of the Live Better Seller Better Podcast features Thomas Cheriyan, Senior Director of Learning and Development at OwnBackup. Boot camps are an excellent opportunity to teach your sales process but also involve every level in the organization to create the culture you want.Thomas shares how their Boot Camp utilizes not just role-playing but also contributions from the C-suite and even their actual customers. He also talks about feedback, how providing it constructively is the effective way to perform sales enablement, and the need to understand how buyers buy to sell effectively.HIGHLIGHTSTake lessons from the best sales reps and teach other repsBoot Camp trains on product, but it also develops cultureTeach through feedback loops and bring in the customer's voiceTools don't solve problems, they amplify effective strategiesThe "Oh Shit Moment" in the buyer's journeyQUOTESThomas: "Sales enablement, the way I've defined it with my team and here within OwnBackup, it's a philosophy. So what are not only the skills you need but what is the process, the technology, the tools, essentially the entire ecosystem or environment so that you're truly being set up for success?"Thomas: "This is just how people grow, you grow through feedback. It's not necessarily about me teaching you something. It's about me giving you the feedback based on how well you've actually understood it and mastered it."Thomas: "That's why it's so much more important to scale with the resources you do have and to get executive buy-in and to build those champions or alliances with other key leaders and reps and managers across the org because that's how you build an impactful program."Thomas: "I think the best reps are able to create that empathy between the buyer and the seller. And look, from that perspective, as a buyer then, I don't want to haggle as much or haggling is not the issue here, I actually just want to buy it because you're helping me to solve a problem. And that's the issue."You can find out more about Thomas in the links below:LinkedIn: https://www.linkedin.com/in/tkcheriyan/Website: https://www.ownbackup.com/

This episode of the Live Better Seller Better Podcast features Ryan Walsh, Founder and CEO at RepVue. Having a process ensures that companies attract the best talents for the job, but the same goes for reps looking to join organizations.By using metrics and data, hiring companies can match with interested reps which have the optimal skill sets for the job at hand. Ryan talks about 7 metrics that companies can ask their potential hires to rank.These metrics are base comp, incentive comp structure, culture and leadership, product market fit, diversity and inclusion, lead flow, and professional development. This transparency in goals, which also flows from company to hire, sets the stage for alignment and eventual success.SHOW NOTESHIGHLIGHTSAttract the best talent with greenfield opportunitiesEmployees rank 7 priorities in joining a companyRetain talent with transparencyPatience is key and intention vs attentionQUOTESRyan: "Our goal is to shine a light on companies that are providing an exceptionally positive experience to their employees. Our goal is to highlight those types of companies for sales professionals so that they can get into those roles."Ryan: "You'll be way better if you know where you've really had success and double down a little bit on that." Ryan: "The tech stack is important. I think autonomy is important. I think how transparent is leadership about everything. I think expectations minus reality equals disappointment. There's a literal mathematical formula in there, and you can apply it to hiring."You can find out more about Ryan in the links below:LinkedIn: https://www.linkedin.com/in/ryancwalsh/Website: https://www.repvue.com/

This episode of the Live Better Seller Better Podcast features Wayne Morris, 2x CRO, 4x sales leader, consultant, advisor, and coach, who has made 2 successful $150M exits.Wayne discusses the 3 milestones every founder needs to establish product market fit. He then stresses the need to document, not just for the sake of founders, but also to facilitate better hiring processes which will come very soon.Depending on the type of founder, they can be their company's very first sales person too. There are multiple other reasons why founder-led sales is effective, but there is also a need to develop leaders so they can manage their growing sales team as well. HIGHLIGHTSProduct market fit: Hypothesis, beta testing, move to a paid modelDocument everything to facilitate good hiringHow to hire your first sales personTraining leaders to manage their sales peopleQUOTESWayne: "I'm trying to get to the real core of what their challenges are today in order to make sure that what I'm developing is going to impact that. It just cannot be peripheral. It has to be core."Wayne: "This hire, I'm expecting them to basically have 2 or 3 sales people who are coming in behind them, and I'm expecting them to really take the reins off me. So I'm selling that person hard on the future value of the company."Wayne: "9 times out of 10, it's just about give them the confidence they're not going to get fired, give them the confidence that you're going to be there for them, give them the confidence that we can work through this."You can find out more about Wayne in the links below:LinkedIn: https://www.linkedin.com/in/waynemorris/Website: https://waynemorris.co/Newsletter: https://waynemorris.me/

This episode of the Live Better Seller Better Podcast features Alex Newmann, Founder of Newmann Consulting and mentor to companies and tech startups. The prospecting playbook involves a series of steps but all begins in the right mindset of prioritizing and understanding your goals.Once you have this down, you can move to the more tactical steps like taking a deep dive in understanding who your customer is and what keeps them up at night. One way to get your messaging right is by recording your calls so you can look back on them and determine what you do right and wrong.And finally, lead with emotion and not the benefits of your product. Make sure to reach out to your customers using a variety of channels and to understand which channels work best and to utilize those extensively. And don't ever forget the power of personalization!SHOW NOTESHIGHLIGHTSUnderstand your goals, deal sizes, and sales cycles to make and exceed quotaTime and energy management: Prioritize tasks and learn to say noUnderstand what drives your ideal customerRecord your conversations with your customersLead with emotion and have a multi-channel approach for the askAB test and do it one at a timeQUOTESAlex: "Help me understand what my personal goals are, let me understand what is it going to take in order to get there. So average deal size, number of deals that it's going to take, not the median of the deals, the average deal size."Alex: "When you understand that formulaic way to hit your goals, then you have specific priorities that are set in order to be able to achieve those things that are inside of your control. When you break them down into a weekly or monthly basis, you can go and say, alright, those priorities need to be accomplished either weekly or monthly."Alex: "It's the emotional thing that are just banging their heads against, that's what you want to understand. You understand your customers and prospecting, literally, all the doors just got swung wide open. It makes your messaging, it makes your plans, it makes your channel, it makes every single thing now attainable because you actually have an understanding of what you're trying to do." Alex: "Understanding the channels in which the buyers of that specific offering need to be, that is part of figuring it out. If the company's been around for a little while, take a look at it and see what are other people doing to be successful. Look at the top sales reps. Look at the historical top performers."You can find out more about Alex in the links below:LinkedIn: https://www.linkedin.com/in/alexnewmann/Website: https://www.alexnewmann.com/

This episode of the Live Better Seller Better Podcast features Kris Hartvigsen, CEO and Founder of Dooly. Kris shares his wisdom as a sales leader on how managers must be present to coach reps. By empowering reps with the tools they need, guiding them, and roleplaying, reps enter calls confidently as subject matter experts to close deals. Kris discusses that managers must also be aware of what questions their reps are not asking since this comfort zone may be what is limiting their success. He also shares his 5:01 Challenge which gives you back your time to live your own life. HIGHLIGHTSWork back the numbers to strategize how to hit your quotaDeal prepping increases your credibility on the callAvoid happy ears by validating where you are in a dealContext switching wastes valuable timeRecognize a rep's strengths to overcome strugglesQUOTESKris: "How many small, medium, and big-sized deals do I need to get in order to get there? Where am I going to have the most success? Where have I seen the most success? What are my core strengths? I think it's also really incumbent upon the rep to ask or at least request of the business the things that they think they need to be successful."Kris: "Every time that you say 'I don't know' or 'let me get back to you' to a prospect, you have a moment where maybe you're earning their respect because you haven't told them a BS story, but you're also limiting your ability to be the credible person on that call."Kris: "Every single time you context switch, psychology will say this, it takes you between 3 and 5 minutes to get yourself back into your super focused mode. So if I need to context switch between my 8 actively used tools all day everyday, every single time I'm doing that 3 to 5 minutes, that's a lot of time you're chewing up." Kris: "Look at how they're commenting on their deals. Understand the different things that they're learning and figure out where the gaps are. Figure out the questions they're not asking. Oftentimes, that's where the real magic lies."You can find out more about Kris in the links below:LinkedIn: https://www.linkedin.com/in/krishartvigsen/Twitter: https://twitter.com/KrisHartvigsenWebsite: https://www.dooly.ai/

This episode of the Live Better Seller Better Podcast features Matthew Roberts from Mosaic.tech. Becoming the best leader doesn't mean you have to always be the best at everything. Matthew shares that creating empathy with others by working alongside them and knowing the pains of the sales floor is one of the best ways to achieve this.He also shares how leaders can motivate others with strategies like quantitative and qualitative documentation, perhaps with Loom videos, micro promotions, and one on one conversations as nothing is every one-size-fits-all. To recognize growth, leaders can also utilize strategies which don't cost money like 4-day work weeks and incentives for quota coverage. HIGHLIGHTSBe a better leader by learning the pains on the sales floorDocument each and every processMotivate with micro promotions and conversationsTaking ownership and motivating with a full cycle role Always treat people as people QUOTESMatthew: "I would kind of like a fraud if I came in and just sort of building things and coaching and training but wasn't on the phone making calls, wasn't building the sequences from scratch and sending cold emails every single day, adding in good accounts."Matthew: "Of course, you hope and you expect or you want that leader to be killing it but, at the same time, if they're failing too it also shows how they handle that failure is so much more important than booking that meeting."Matthew: "Have stuff to share with them. Have hard numbers. Have timelines. Have qualitative and quantitative information that you can share so that they know what they should expect and they know what they need to do in order to get there. And, at the same time, micro promotions."KD: "Create an AE boot camp, sure they're still an SDR but at least now you're preparing them to be an AE. That buys you some time. And then, the second one, if your market allows you for it, create a full cycle role."Matthew: "Talk to people like they're people. No matter what, a lot going on in the world, a lot going on in people's personal lives, a lot going on at work, it's exhausting. So making sure that you understand that everyone's a human first."You can find out more about Matthew in the links below:LinkedIn: https://www.linkedin.com/in/matthewpaulroberts5/Website: https://www.mosaic.tech/Email: matt@mosaic.tech

This episode of the Live Better Seller Better Podcast features Devin Williams, thought leader and president and co-founder at People First Professionals. People's emotional response is biologically hardwired to kick in before we are able to rationalize it.Having the emotional intelligence to be aware of this requires intentionality, and Devin shares what you can do to be intentional about this self work, so you can improve your emotional relationship with yourself and others. This definitely applies to sales too and the way salespeople can cultivate better relationships and increase margins. HIGHLIGHTSEmotional intelligence: Start with self then move to socialGain self-awareness with meditation and recognize biases Intentionality: Journal triggers and find an accountability partnerCuriosity for social emotional intelligence and salesEmpathy creates the connections you need for successQUOTESDevin: "We literally feel emotions before we can rationalize them. As you trace synapses through the brain, through the alligator brain into the emotional center, you literally feel it before it reaches the part of your brain where you can rationalize it."Devin: "You have EQ, emotional intelligence, so one way to help advance your self-awareness is to gain the perspective of others, and then reflect that back on your own perception of the world."Devin: "The more questions that you can ask in a genuine and authentic level of curiosity, the more your social awareness is going to improve. The more perspectives, opinions of other people, the more you start to form a real picture that is beyond your biases and all this. Again, because you've put in the effort and the work to grow your self-awareness, you're now more able to see the world for what it really is."Devin: "Just having empathy and creating that true connectiveness and that curiosity that comes along with it, it's how you build amazing teams. It's how you build amazing companies. It's how you build champions at your customers who truly believe that you care about them because you do."You can find out more about Devin in the links below:LinkedIn: https://www.linkedin.com/in/devinwilliamspfp/Website: https://www.peoplefirstprofessionals.org/

This episode of the Live Better Seller Better Podcast features Casey Graham, Founder and CEO of Gravy and author of The No B.S. Small Business Book. Being honest with yourself reveals your true and specific intentions.This is critical in providing clarity in what you want out of your business and, by default, clarifies the role of other people in it too. This owner's intent is more than likely not a grand and nebulous thing.As humans, we are driven by basic desires and owner's intent can be something as simple as "I want to become a millionaire." Casey also discusses aspirational intent and the cumulative nature of assets like relationships and skill sets to get you there. SHOW NOTESHIGHLIGHTSOwner's intent: What stresses you out reveals your true intentionsThe 5 whys: Drill down to a single answer you always arrive atAspirational intent: Assets like relationships and skill sets stackIntentions clarify decisions and relationships and provide peace of mindQUOTESCasey: "I learned how to be honest with myself because most of us, we're not honest with ourselves about what we truly want, and we're scared to just go, 'I want to be a millionaire and that's why I own this business.'"Casey: "Their intention is their intention whether we talk about it or not. And so, my whole thing is people are already thinking it, so why don't we just say it? And that will create a culture where culture can be honest about what they want."Casey: "In any different stop that you make in your career, I think there's assets that you pick up and there's some liabilities that you can work on. So assets you can pick up, number one, is obviously your relationships. People undervalue that."Casey: "Peace of mind, meaning, a lot of people don't know the answer to the question 'what do you want?' And so they're always searching and unhappy and unfulfilled because they don't know. And if you don't know what it is, then you'll never be happy."You can find out more about Casey in the links below:LinkedIn: https://www.linkedin.com/in/caseygraham1/Book website: https://dontfail.biz/Amazon link: https://www.amazon.com/No-B-S-Small-Business-Book-ebook/dp/B09N9TZTW3

This episode of the Live Better Seller Better Podcast features Tara Horstmeyer, Founder of Happy Words. Your own brand is an extension of you. Therefore, how you communicate your brand must be a reflection of your personality and goals. Tara shares how to create content that shares your personal story and vulnerability to create trust in your audience via the three buckets of know, like, and trust. Strategies to achieve this include writing as inspiration strikes and always thinking how your content helps others achieve their goals instead of talking solely about you and your product. HIGHLIGHTSThe brand you start is an extension of youContent: Personal stories, trust, and commenting and engagingMake the story about them, not youThe only new content is your take on itQUOTESTara: "Again, this is an extension of you. It is a part of you, but it's also going to be just a certain part of you, so it's still going to be authentic. It's still going to be who you're going to show up to be, but what I always start with, okay, what are your goals? What do you actually want to accomplish?"Tara: "Just like in anything else, people buy from people they know, like, and trust. People they know, like, and trust. So your content has got to reflect a side of you where they feel like they know you, they feel like they like you, and now they feel like they trust you."Tara: "You've got to be a magnet. We're not drawing in or repelling out the people that we actually want to attract and the people we want to repel, because magnets do both. They don't just draw you in, they also push out people who just don't resonate with your content."You can find out more about Tara in the links below:LinkedIn: https://www.linkedin.com/in/tarahorstmeyer/Website: https://www.happywordssell.com/

This episode of the Live Better Seller Better Podcast features Kevin Mulrane, Chief Revenue Officer at Onramp Invest. Sales is scary, but it's not difficult. To become successful, Kevin embraced discomfort and focused instead on how he can help improve his prospect's life with the product he's selling.He shares that another reason he loves sales is the coaching aspect of it. Once he racked up successes, he was in a position to help others achieve it too. Seeing others win big continues to inspire him to keep being the best teacher, motivator, and team builder he can be.SHOW NOTESHIGHLIGHTSThe right sales mindset is being comfortable with discomfortFulfillment in coaching others to successFind harmony since personal and professional lives bleed overBe more authentic and human to sell betterQUOTESKevin: "I had to embrace uncomfortable situations, I had to make uncomfortable things feel comfortable. And so, you have to seek it. And I'd started to try and apply things in my personal life, things I did maybe as an athlete, that I can then apply to my professional life."Kevin: "I really like to get to understand people's whys. And again, this is whether it's you're working with people in the gym, trying to achieve goals, you're working with somebody in sales, there's a reason someone wants to go through the pain to get a certain outcome."Kevin: "Playing the long game is huge because it's easy to think this month's quota. Like, boom, boom, boom. But what about next month? But what about the pipeline for next quarter?"You can find out more about Kevin in the link below:LinkedIn: https://www.linkedin.com/in/kevinmulrane/

This episode of the Live Better Seller Better Podcast features Carol Malakasis, Managing Partner and Head of Training at Rampd. Founders seem to think that it's not their job to do sales.But founders must lead the way even in sales. Founder-led selling is contagious to the culture and Carol details how founders can become the best sellers they can be, as well as the processes they need to put in place to sell better. She runs down the 4 pillars of her B2B sales playbook, namely lead gen, qualifying leads, creating a custom demo, and objection handling and what each pillar entails.HIGHLIGHTSFounder's selling mistakes and Carol's method for problem-solvingProcesses help founders make optimal business decisions4 pillars of the SaaS B2B sales playbookBuilding a playbook for foundersQUOTESCarol: "A method that I found that's simple and works well is to kind of get them thinking what problem am I solving? Who am I solving that problem for? Who are the different players in the space already doing what I'm doing right now? And how am I different or better?"Carol: "Unless you're in a very transactional straightforward sale where you know you're speaking to the decision-maker, I don't think you should just be demoing people. I think you really need to spend time talking to them and qualifying them for needs."Carol: "Start documenting everything. Start documenting every single thing you do, and try it out. But don't try it out once. Try it out a lot of times. Put in the reps. Record your calls. Listen to your calls. I think the ROI on listening to calls is massive and doing reps, whether it's role-playing with your boss, with your team members."You can find out more about Carol in the links below:LinkedIn: https://www.linkedin.com/in/carolmalakasis/Website: https://rampd.co/

This episode of the Live Better Seller Better Podcast features Mor Assouline, Founder of FDTC (From Demo to Close). Mor gives golden tips on how to enter the demo better by asking 3 questions on the prospect's why, goals, and timeline.By using natural language and conversation, discovery can be done more thoroughly, demos can be performed more impactfully, and get you to the close much more naturally. HIGHLIGHTS3 questions to ask before a demoYour tone matters, so pay attentionBe confident with your ask: Closing is a yes or no questionRemember: It's what's in it for them, not for youQUOTESMor: "There are 3 questions I think are extremely important to find out before you even get started with a demo. It's the why, it's the goals, and it's the timeline."Mor: "Only show the features, at least in the beginning, prioritize the features that solve the prospect's problem, the challenge, and align to their goals. So if they want to solve a problem or achieve a goal, start with those particular features. Don't waste your time with the bells and whistles."Mor: "It's like collaboration. How do we get this to the next step and asking that question to the prospect. That's more about what's in it for them."You can find out more about Mor in the link below:LinkedIn: https://www.linkedin.com/in/morassouline/Podcast: https://podcasts.apple.com/us/podcast/saas-talks-from-lead-to-close/id1399730223Website: https://demotoclose.com/

This episode of the Live Better Seller Better Podcast features Melissa Gaglione, Account Executive at LivePerson. Routines can be viewed as constraints, but in reality what they provide you is a structure so that you can enjoy the rest of your day exactly how you want it.Melissa shares her experiences as a grade 1 teacher and how learning to adapt during times you can't control your time has been crucial to her success. Though work routines are great, salespeople must be able to prioritize and execute tasks during critical times in the day.For her, the times before and after work are moments she can control and she shares what routines help her be happy and, by extension, improve herself when she shows up as one of her organization's top salespeople.HIGHLIGHTSRoutines provide the structure to be flexible with your timeSales lessons from a former grade 1 teacherCreate routines during times you can control and adapt when you can'tBe kind to yourself when things don’t go according to planQUOTESMelissa: "Having those routines literally allows you just to have more freedom. It's not to constrain you. It's to allow you to have more fun and do more things and be around the people that you want to be around."Melissa: "You have to understand what does this person know? What's their prior knowledge? And how can I add to it and ask the right questions? So any discovery call, I'm analyzing that person. I'm trying to understand hey, how much do you know?"Melissa: "That's where being kind to yourself is, is recognizing okay, am I being too hard on myself, or am I making this too hard for me, or am I just being lazy? And it's okay if you are, but make a change. If you're being too hard on yourself, you have to make a change somewhere."You can find out more about Melissa in the link below:LinkedIn: https://www.linkedin.com/in/melissagaglione/

This episode of the Live Better Seller Better Podcast features Kyle Poyar, Operating Partner at OpenView. Product-led growth (PLG) is a buzzword today, but what does it really mean?Kyle drills down its definition, what it means for companies to adopt PLG, and some techniques to leverage PLG. The difference of PLG is its focus on end-user growth and success which is not only efficient, but scalable as well.These characteristics have led to crazy valuations and exits for companies. A main difference in a successful PLG strategy is the sales approach where sales teams instead take on a sales assist role to guide the end user in its adoption leading up to an eventual sale.HIGHLIGHTSProduct-led growth defined and PLG techniques companies can leverageHave a value proposition that speaks to users not the executive teamClassic sales approach vs sales assist role for customer successSet up good product telemetry and analytics for product visibility QUOTESKyle: "Product-led growth is an end-user-focused growth model that puts the product front and center in customer acquisition, conversion, expansion, and retention."Kyle: "With product-led growth what can really happen is, because you are taking things that would normally be done by people and turning those into product-based solutions, it's a very scalable and efficient model."Kyle: "I think for a lot of folks they treat their product-led growth efforts as separate from the sales team and there's a lot of mistrust between both sides, but to me that could be a really great win-win."You can find out more about Kyle in the links below:LinkedIn: https://www.linkedin.com/in/kyle-poyar/Newsletter: https://kylepoyar.substack.com/Website: https://openviewpartners.com/

This episode of the Live Better Seller Better Podcast features Jordana Zeldin, Founder of Spriing Training and Co-Founder of The Practice Lab. Practicing the skills needed for sales is fundamental for your success. There are astronomical expectations from sales people, and when you don't practice in a safe environment where it's okay to fail, growth stagnates and results falter.Jordana shares where practice can be inserted in sales processes. From mock sessions to involving managers to implementing practice during hiring, every step of the sales journey offers a chance to teach and learn and ultimately become the most effective seller you can be. HIGHLIGHTSCoaching with a capital C vs practice coachingPractice exercises for listening and setting the tone of sales conversationsStart the practice during the hiring processManagers should practice along with their teamQUOTESJordana: "When I think about Coaching with a capital C, I really think about traditional inquiry and question-based coaching, where you as the coach acknowledge that you don't have the answer, that the person that you're coaching probably does, and that you're asking really thoughtful and powerful and pointed questions to help lead them to an answer that they will arrive at."Jordana: "Practice coaching is where the destination is known, where you do a quick explanation. I have a framework actually that I teach managers. You do a quick explanation of what it is, but the magic comes in your ability to demonstrate and show them what great looks like."Jordana: "The most powerful practice happens just at the edge of our current abilities, where it's awkward, where we're stumbling, when it doesn't feel smooth."You can find out more about Jordana in the links below:LinkedIn: https://www.linkedin.com/in/jordanazeldin/Website (Spriing Training): https://www.spriingtraining.com/Website (The Practice Lab): https://www.thepracticelab.co/

This episode of the Live Better Seller Better Podcast features Arthur Castillo, Field Marketing Manager at Chili Piper. Arthur shares several tangible ways you can clean up your inbound processes and convert more demos.His tips include the use of a calendar at the bottom of pages and using the power of engagement to instill trust. Arthur also gives his insights for both sellers and marketers on how they can improve their engagement based on his experiences from both sides of the fence.HIGHLIGHTSStreamline inbound leads to convert more to demosInclude a calendar and call them back to show engagementBest practices in email follow upTip for sales: Leverage your access to communitiesTip for marketing: Talk to the customersQUOTESArthur: "If you're scheduling that within the first, same day—unreal—first two days, the show rate of that meeting increases three to five times. So, the quicker you can get them into your sales funnel, that's huge and obviously it would accelerate everything and... really shaping that buyer's journey."Arthur: " I think there has to be, on that first call, seeking to understand more than qualifying ourselves. What is it that brought them here? Who did they speak with that said, hey, maybe you should check this out."Arthur: "When you're building your outbound program, you go to the marketing leader and you're like, what are the top things that they're clicking into so you can start to frame. It's almost a validation of like, okay, this seems to be what they care about, how do I now convert that to my outbound messaging?"You can find out more about Arthur in the links below:LinkedIn: https://www.linkedin.com/in/arthur-castillo/

This episode of the Live Better Seller Better Podcast features Ryan Frampton, Senior Manager at Vidyard. Sales leaders have the responsibility to set their teams up for success and there are multiple ways to reach this goal.From an individual level, leaders must perform spot checks on booking rates and build up personal traits. For team-wide initiatives, leaders can optimize mundane tasks like prospecting by bringing teams together. Ryan also shares tips on selling to champions and CFOs by discussing realistic ROIs.HIGHLIGHTSUnderstand your business: Research teams' empathy and booking ratesBe the spark that jumpstarts teams out of a slumpSell to champions by enabling them with resourcesStepping back from being CEO to accelerate sales leadership successQUOTESRyan: "What you can often motivate people with is showing them what the top performers are doing. So if someone on the team has a 15% booking rate... and then the other folks that aren't personalizing have a 3% booking rate, you can clearly show them exactly how that is with data."Ryan: "From a call coaching perspective, I developed demo scorecards at Vidyard to really understand what actually makes up a good first demo call. What's the key recipe of that? And then from there, it's constantly focusing on what's the root cause."You can find out more about Ryan in the links below:LinkedIn: https://www.linkedin.com/in/ryan-frampton-02623a100/Website: https://www.vidyard.com/

This episode of the Live Better Seller Better Podcast features Nadja Komnenic, Head Of Business Development at lemlist. In a highly saturated market, going against the grain makes you stand out and flourish.Nadja shares how lemlist embraces unorthodox methods to grow from zero to 10M in 4 years—all without funding! She details how they leverage personal branding in sales, utilize LinkedIn for inbound and outbound, and focus on email deliverability to ensure cold emails reach the primary inbox. HIGHLIGHTSPersonal branding as a policy and customer-centric serviceTeaching sales teams to use LinkedIn with qualitative KPIs Warm up primary email addresses  Find the ICP and craft our value propositionQUOTESNadja: "We decided to do something very unordinary... instead of running outbound campaigns for ourselves, we're going to be doing outbound campaigns for our clients, select clients that we choose in different industries, in different verticals, and actually do outbound campaigns for them."Nadja: "Hop on a call with customers, current customers, and talk to them. What is it that you love about our product? What is it you don't like about our product? Why are you using us and not competitors?"You can find out more about Nadja and see lemlist’s resources in the links below:LinkedIn: https://www.linkedin.com/in/nadjakomnenic/Nadja and Simon on YouTube: https://www.youtube.com/channel/UCWegpJqInUnC-HEX7Dx8U9gEmail Deliverability Checklist: https://blog.lemlist.com/email-deliverability-checklist/

This episode of the Live Better Seller Better Podcast features Scott Ingram, Founder of Sales Success Media and the Sales Tech Expo, and Account Director at Relationship One. Many people say the right things, but fewer actually do the work to get it. If you want actual results for yourself, you have to be a doer, not a sayer.Surround yourself with doers and learn from them their ways that they get things done. In any sales organization, there will always be top performers. Find them, reach out to them, and realize that you can take what is proven to work and innovate it to your own style and preferences.HIGHLIGHTSDoers versus Sayers: The difference is resultsLearn by doing, and never stop learningHow to surround yourself with doersQUOTESScott: "Action drives the mindset."KD: "Imitate first, innovate second."Scott: "Ask a smart question. Start with something where you know that they're informed, that they've got an idea, start with that question. And then the key here is report back. Share what you're finding and then just continue to build on that."You can find out more about Scott in the links below:LinkedIn: https://www.linkedin.com/in/scottingram/Website: https://www.salessuccesseverything.com/

This episode of the Live Better Seller Better Podcast features Megan Suckling, Director for Global Sales Development at Shutterstock. Leading a global team means structured onboarding is less effective than a customized approach that really gets to know the learning styles of the different members of the team. A one-size-fits-all approach disregards individual talents that could be used in the sales role and Shutterstock's onboarding program focuses on these personal traits as strengths rather than weaknesses. They have a strong focus on job shadowing that gives new sales reps a safe space to learn, ask questions, and fail while still learning about their sales role.  HIGHLIGHTSOnboarding: Best done tailored and more about knowing the sales repPillars of Shutterstock's onboarding program Remote onboarding tactics and measuring successWorking towards the 4-day work weekQUOTESMeagan: "It's really just about getting to know the person on the other side of the table from you and really understanding what they stand for, where they come from, how they like to learn, what's the most important thing for them."Meagan: "One of the things we really lost in moving in this virtual environment was job shadowing, which I know is something that a lot of managers really rely on doing... you really do learn so much from that and through asking questions."Meagan: "They need to have a really strong, compelling reason why they want to be in sales. That's a really, really important one that we never look over. I don't hire people onto my team who are unsure about whether or not they want to pursue a career in sales."You can find out more about Megan in the links below:LinkedIn: https://www.linkedin.com/in/meagansuckling/SDR Nation Website: https://sdrnation.com/

This episode of the Live Better Seller Better Podcast features Kevin Hopp. If you think cold calling is dead, then step aside and let Kevin reap all the benefits.Technology has made cold calling so much more efficient. Kevin leverages tech, adds a process, and uses a metric to ensure he maximizes his results. Accept that a block of calls are winnable and not winnable, but of those winnable calls, always aim to convert 5 to 10% of them. Kevin shares his top tips to win at cold calling, including having a script and following up. Every day. The goal of following up is to move prospects from cold to warm, and every single one of them that picks up has the potential to become warm!SHOW NOTESHIGHLIGHTSCold calling is NOT deadKeep the boulder rolling: Pound the numbers, dive for leadsKevin's metric for cold calling: Win 5 to 10% of winnable callsBest practices to get meetings via cold callingHave a script, be adaptable, and practice!Tip: Move your body and find what works for youQUOTESKevin: "I've always tried to sort the data that way, meaning of my winnable conversations, I need you to win five to 10%. The best reps always got closer to 10%, but anyone converting less than 5% of winnables was someone that we needed to either coach up or get rid of."Kevin: "These two things that I highly recommend that are so critical to cold calling success is have a script. You have to go off a script. And the other thing is follow up."Kevin: "If you respect people's time, they'll respect your pitch later. So ask for permission and then get into it."You can find out more about Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/

This episode of the Live Better Seller Better Podcast features Mark Kosoglow, VP for Sales at Outreach. To sell effectively, sellers must be passionate about what they're selling but also understand the reason why their buyers are so passionate about buying too.Mark shares their discovery framework and how it is the job of the sales rep to create the hype and demand around their product. He explains the two ways to create demand, namely aspirational and pain selling, and how you can use these strategies to unsell clients on what they have and buy into yours.To close, understand that what buyers want, like lower prices, must come as a trade to what you want. The skill of negotiation uses "sales judo" by throwing questions and objections right back at clients. Nine times out of ten, clients end up answering their own questions.SHOW NOTESHIGHLIGHTSBe passionate and understand why people are passionate about buyingBuild reps' confidence by embracing risks and being supportive of managersCreate a discovery framework and create demandTo sell someone something new, unsell them on what they haveIdentify champions and sell to themClose effectively: Ask 'are you willing to buy?' and negotiate a tradeLive better advice: Leaders need to make a conscious decision to enjoy peopleQUOTESMark: "I think that the thing is you can understand how they buy, but the more important part is why they're passionate around buying it. So go figure that out. Get yourself pumped up. If you're not excited about what you sell, KD, get out."Mark: "We have a saying here, let your passion overcome your professionalism. You're so worried about selling smart, you're so worried about phrasing stuff the right way that you're not afraid to get a little ugly, a little dirty."Mark: "I should be able to do, in two meetings, get you so hyped up about what we're doing that you go create the budget, authority, need, and timing."Mark: "There's two ways to create demand, one is aspirational selling which means they want to go up to something that they aren't currently at, and the other one is pain selling, meaning they want to go from somewhere they are up to a different level." Mark: "Sales judo is a very subtle and awesome thing in that people forget you don't have to give the answer every time. They can give an answer to their own question, and they will, if you give them a chance."You can find out more about Mark in the links below:LinkedIn: https://www.linkedin.com/in/mkosoglow/Website: https://www.outreach.io/

This episode of the Live Better Seller Better Podcast features Alli Rizacos, imposter syndrome coach who teaches a different way of defining and tackling what imposter syndrome really is.Imposter syndrome can actually be the voice that tells you that you are spending your time on the wrong thing for the wrong purpose. It can actually be a wakeup call to push you to do what truly makes you feel you.Also, imposter syndrome has its roots in childhood and the need to impress our parents, with a specific mention of daddy issues as a universal phenomenon regardless of gender. In KD's case, it manifested as the need to be perfect in order to be loved.Gratitude journaling is an essential practice to combat imposter syndrome. Visualize who you want to be and how you want to show up, just like with professional athletes, and write it down. This is subconscious programming that lets you think about it in the morning and to create it for you in that moment. Remember, worry is a waste of imagination, and though it may go against our reptilian brains, we can use our capacity to visualize for greatness instead of worry, which is tied to survival instincts which no longer serve us today.SHOW NOTESHIGHLIGHTS03:29 Addressing the need for a coach and striking out on her own 09:11 Get over imposter syndrome: Take it as a sign of a different, larger purpose12:52 Growth and Community: Clarity of values informs on Alli's purpose17:10 When you feel like yourself, there is no imposter syndrome21:53 Alli's coaching: Getting to the root of the voice that judges you in your mind26:58 Overworking is a manifestation of imposter syndrome31:23 Gratitude journaling: Use your imagination not for worry but for greatness35:50 Honor your values, practice gratitude journaling, and find your tribe39:33 Connect with Alli and beat your imposter syndrome and flourishQUOTES10:07 Alli: "I was feeling major imposter syndrome, by the way, when I was the Head of Enablement because I had never had that kind of title before, I'd never really done these types of projects, and utilizing my skills and my resource to literally figure it out as I go."11:23 Alli: "Imposter syndrome sometimes is actually alerting you to the fact that you are actually an imposter because this job is not what you're meant to be doing. Like you have a larger purpose or a different purpose in this world to fulfill, and this is not it."22:12 Alli: "The negative self talk stuff... figuring out what is your specific judge? What does it tell you? What does it sound like? What does it look like? What does it feel like? And that judge-y voice shows up, it comes from your childhood."24:36 KD: "Mine was perfection. Very similar. In order to be loved, I thought I had to be perfect. I couldn't mess up. I had to be perfect to earn my father's love because if I could be perfect, didn't mess up, he will love me."32:04 Alli: "One of the practices that my clients create is gratitude journaling... I follow a five minute journal framework. And so, the second part of the five minute journal in the morning is like what are the three things that will make today great?" 39:00 Alli: "A sure fire way to live better is to be with people that inspire you. All the time. Because you are a product of those people. You're a product of the people you hang out with most. And so make them amazing badass people."You can find out more about Alli in the links below:LinkedIn: https://www.linkedin.com/in/allirizacos/Website: https://www.allirizacos.com/

This episode of the Live Better Seller Better Podcast features Andy Paul, speaker, host of the Revenue.io and Sales Enablement Podcasts, and author of multiple books including Amp Up Your Sales, Zero-Time Selling, and the upcoming book Sell Without Selling Out.Predictable revenue models are more than 20 years old. However, this product-focused, pitch-focused approach has been proven to not be effective. What it lacks is the skill of having genuine conversations with prospects. Andy suggests to instead invest in your people and instill human-oriented skills before teaching them to become sellers.There is also a radical shift coming in the near future where commissions are no longer the focus of sellers. With the idea of commissions removed, buyers have more trust knowing that sellers are speaking to them with a genuine desire to help. These conversations allow sellers to ask vision questions where they can paint a picture of a better life when buyers use their product. This radical change in approach applies all the way up management too, as teaching human-centric skills like empathy cascades down to sales teams, resulting in more wins for everybody. SHOW NOTESHIGHLIGHTS04:24 Lack of results caused a shift away from predictable revenue models13:11 Get rid of commissions: This motivation starts with managers 17:51 Sell effectively by helping buyers get what's most important to them19:43 Knowing vs understanding: Discovery occurs naturally in conversation24:44 Paint a picture of a better future for your buyers   27:14 Train your frontline managers so they can give the right tools to their teams32:05 Teach leaders that they only succeed when their people succeed 37:09 Build a mindset of helping others and be flexible with processes43:27 Live better by worrying less and compete with yourself, not others47:08 Connect with Andy Paul and preorder his upcoming bookQUOTES05:22 "I think that SaaS as a business, the overall win rate that companies have is relatively low. And when they try to bring that type of win rate into a more complex enterprise environment where there aren't as many prospects, you can't be as wasteful."12:22 "One of the ways you build trust is to be completely transparent in your motivations and then to live up to those motivations, you know, operate with integrity."16:17 "You can read study after study that says that the primary motivation for salespeople is not making money. It's the job satisfaction, job well done, the things that come with it. Pay people well for performance and I think you can do away with commissions." 24:51 "Another type of question I like to ask are what I call vision questions, which is to have the buyer walk you through what it would be like to actually be using the product. So it's not just what the impact is but... What would this mean on a daily basis?"42:35 "Less focus on sort of the detailed activity metrics and more about outcomes—but also holding people accountable for outcomes, but understanding also that everybody operates just a little bit differently."You can find out more about Andy and get his books in the links below:LinkedIn: https://www.linkedin.com/in/realandypaul/Website: https://www.andypaul.com/

We all say we want to make a million dollars, and that's what's great about sales is you CAN! But it does no good if you can't enjoy it. Brandon breaks down his path to getting into the 7 figure club all while doing LESS! https://www.linkedin.com/in/brandonfluharty/

When they tell you to zig, sometimes the best move is to Zag. Austin Belcak has been helping people land their dream jobs by helping them stand out, be memorable, and apply a process to the search. He took his own path along the way and shares how you can do the same. https://www.linkedin.com/in/abelcak/

Landing the right SDR role can literally change your life because it can and will open up so many doors! But you need to know what to look for and then more importantly how to get to the next level. Charlie Locke of SDR nation shares those tips with you today! https://www.linkedin.com/in/charlielocke/

James 'Say what Sales' takes us on a journey, his own, and also a true sales journey. Learn from one of the top trainers in the game right now who is also still selling as well! https://www.linkedin.com/in/jamessaywhatsalesbuckley/

Actors and performers all have one thing in common. They know how to make a script come ALIVE! That is the job of the sales person as well. Sara Brazier is not only an amazing sales person but also a former nationally ranked speech competitor. She knows how to make it come alive and she shares it with us today! https://www.linkedin.com/in/sjbrazier/

Jacco brings the absolute fire as he always does! He dives into saas sales, recurring revenue, skill development and more. You won't' want to miss this one! https://www.linkedin.com/in/jaccovanderkooij/

Jason Bay get prospecting better tha most out there. He breaks down today what to do and what not to do in order to increase your prospecting success!

Want to book more meetings through email? Then learn and follow Kristina's 'FIRE' email format and do just that. She breaks down how to stand out in a super noisy world and book more meetings with LESS cold calls.

Be vulnerable they say, be your self they preach... but how!? How do you do it in a way that build trust instead of hurts it, builds confidence with your team instead of losing it? Kristen breaks all that down and more today!

Fail fast. Fail hard. Move fast and break things. There are all sorts of phrases around the good and bad of failure, but very little on how to learn from it and keep moving forward. Dale Zwiizinski breaks it down for us today!

The life of an SDR is hard, but often times we make it harder than it needs to be. Listen to a top-performing, in the trenches SDR herself Charolette Johsnon break it all down for us!

Not many sales people or leaders stay at a company for 7+ years AND get to use the product that they sell. Dan Wardell breaks the mold and also breaks down how to keep rising the ranks, leverage video, and learn as you go!

This episode is dfferent from the rest because the premise is truly just 2 sales leaders talking through struggles and ideas. No preset question. No agendas. Just a honest, raw and candid conversation. We covered growth, hiring, firing, expectations, scaling and so much more!

Guest: George LeithLI: https://www.linkedin.com/in/georgeleith/Topic: Scaling SuccessQuick Intro: When it comes to scaling teams, there are so many elements that go into it. Scaling headcount. Scaling efficiencies. Scaling skills and more. Most people only know how to do one of the 3, but todays guest knows how to do all 3. That’s why I’m so pumped to have George Leith on the show today. He is currently the CCO at Vendasta leading over 225 revenue focused individuals. But he doesn't just focus on his team, he also has found several ways to give back He is the host of his own podcast called Conquer Local helping small businesses scale, and is also a founding member of the Revenue collective in Toronto. This guy gets scaling. Get gets giving bac, and I’m pumped to dive in!Short and Sweet/Set the stage When it comes to scaling, what do alot of people get wrong?Core QuestionsHow do you scale a team via headcount - Recruiting without Diluting. Scaling Skills - It’s one thing if you know how to do it, how do you scale skills across your org.Scale a Culture - How do you maintain a culture as an org 5-10x in growth. What could b2b companies learn from their local ‘mom and pop’ companies?You’ve interviewed 100s of people, what are the common trends of the top performers.

Guest: Ernest OwusuLI: https://www.linkedin.com/in/ernestowusu/Topic: From the NFL to SDRsQuick Intro: Co-Founder of sales of the culture.Leveraging my experience as an NFL athlete turned Sales Development leader, I do three things:1. Teach sellers potent prospecting tactics that generate meetings (email, phone, social, video etc.)2. Educate sales/marketing leaders on the specific areas of focus for leading sales development orgs.3. Advise executives on what they must do to build and scale a world-class sales development team.🏆 Recognized as a 𝙎𝙖𝙡𝙚𝙨 𝙇𝙚𝙖𝙙𝙚𝙧 𝙔𝙤𝙪 𝙎𝙝𝙤𝙪𝙡𝙙 𝙂𝙚𝙩 𝙩𝙤 𝙆𝙣𝙤𝙬 𝙞𝙣 𝟐𝟎𝟐𝟎 as well as a 𝙎𝙖𝙡𝙚𝙨 𝙏𝙝𝙤𝙪𝙜𝙝𝙩 𝙇𝙚𝙖𝙙𝙚𝙧 𝙞𝙣 𝟐𝟎𝟏𝟗, please feel free to connect with me and ask any questions!Short and Sweet/Set the stage What could SDRs learn from NFL AthletesCore QuestionsWhat could SDR leaders learn from NFL Coaches and StaffHow do you create a ‘professional’ cultureSales Contracts - I’ve always loved this idea, what do you think?SDR skill development - How should SDRs practice like NFL AthletesWhat do you look for IN an SDRProspecting - How to stand out in this noisy worldHow to get ‘drafted’ how SDRs can land that dream job and get to AE

Guest: Dejuan BrownLI: https://www.linkedin.com/in/dejuanbrown/Topic: Building Sales RANGE Quick Intro: I’m a firm believer that the sales industry has OVER specialized, we have put people into buckets to try and make them really good at one thing, but it is actually hurting overall results. That’s why I’m so excited to have Dejuan Brown on the show today because he has what the call RANGE. SMB sales, Enterprise Sales, Leadership and Enablement. Scaling and working with the big boys. Mentor or Freelance consultant. This dude has dabbled in it all, which is why I think it gives him such a unique perspective approach to sales, scaling and coaching. I hope you’re ready to get your range on, here we go!Short and Sweet/Set the stage Why is having range so important?Core QuestionsIn order to develop range you have to learn quickly, how do you learn quickly?Coaching - Everyone talks about it, few do it. How should people be coaching. Training - How often should leaders and reps focus on training?Enablement - How should companies approach enablement so it actually sticks and has impactIC to Leadership to IC again - Why the transition.What should leaders learn from ICs and what should IC’s learn/understand about leadership. Same Idea - What could start up’s learn from the big boys, what should the big boys be learning from the start ups. The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Larry LongLI: https://www.linkedin.com/in/longjr7/Topic: Playing the LONG GameQuick Intro: Most people are too short sited, they don’t look at the bigger picture, they don’t envision a better future and go after it. We make short term bad decisions, not thinking about the big time impacts they will have down the road. That’s why I am so so so excited to have my man Larry Long on the show today. Larry is a recognized LI Sales Star, Revenue Growth Expert, has scaled teams across the country to 100s of reps. But also is incredibly passionate about this career we call sales, the the people we call sales people. We are going to be diving into how to play the ‘long’ game (yep nice play on words here) how to achieve the career growth and success all of us want so badly. Here. We. go!Short and Sweet/Set the stage Why do most people NOT achieve the career success they wantCore QuestionsWhat are some of the patterns of the top performers?How does one DEVELOP the right mindset.Execution over Procrastination - How do you get yourself to ‘just do’Energy Management - How do you maintain so much energy?!Enthusiasm - why is it so important in life and sales? How can you develop/bottle it. How do you get out of a slump?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Tyler LessardLI: https://www.linkedin.com/in/tylerlessard/Topic: Visual Selling with VideoQuick Intro: You all know how big of a fan I am of video for sales, and Tyler is going to break it down for us on how to do ti the RIGHT way.Marketing, Product and Business Development executive with a passion for customer-centric problem solving, creative storytelling, and data-driven marketing. Over 15 years of experience in B2B marketing, sales enablement, content marketing, brand and video. Currently VP Marketing at Vidyard, host of the Creating Connections show, author of The Visual Sale, and amateur video creator. Aka this man gets VIDEO. Short and Sweet/Set the stage Visual Selling - Love this term, what is it?Core QuestionsBenefits of Video.When and where to use. Differences between top of funnel and bottom of funnel usage. No one is watching - help!They take too long - what do you say to thisTips and Tricks to increase results. How to get creative/stand out. The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Galem GirmayLI: https://www.linkedin.com/in/galemgirmay/Topic: Legacy and Leadership.Quick Intro: Co-Founder of RevGenius, Top 1%er, and Host of ‘What is your legacy’ podcast. She is focused on creating, building and leaving a lasting legacy so much greater than just her. She has a constant drive to connect and make an impact on all those around her. Salesforce top Influencers to Follow because she puts out REAL stuff. Real about sales. Real about life. Real about womanhood and mother hood, and that’s what it’s all about!Short and Sweet/Set the stage Let’s talk about personal core values.- Why and what are they?Core QuestionsLegacy - What does it mean to you, how do you craft?How do you make sure you live UP to the legacy and values?Personal Board of Directors- How to craft and how to use. Navigating the sales world - how?Bouncing back from set backs - how?Leveling Up - HowSponser: Wingman at www.trywingman.com

Guest: Shruti KapoorLI: https://www.linkedin.com/in/shrutikapoor/Topic: Call Coaching Done RightQuick Intro: One of my favorite topics - Call Coaching - Everyone knows they should. In fact a lot of people say that do! But in the real world call coaching does not happen nearly enough or as well as it should. The old school, sit next to your rep or coworker and hear what they say is NOT the way your reps should be learning, or how leaders should be teaching. That’s why I’m so pumped to have Shruti Kapoor on the show today! Shruti is an incredibly successful, Y-Combinator Accepted, start up CEO and Founder of Wingman. She has built one of the best call coaching softwares out there for reps and leaders, so she has access to 1000s of calls and data points on what really works and what doesn’t. But on top of THAT she is also a certified life coach, helping others on this crazy journey we call life. I can’t wait for her to take us on a journey today. Shruti welcome to the show!Short and Sweet/Set the stage Is there data that shows call coaching can have a big impact?Core QuestionsWhat should reps/managers look for in their calls?What are some call best practices - Prospecting and Closing. How often should reps and managers be reviewing calls. In time vs Post Call Learning - The difference and importance. What does the data show that makes a great call. What has wingman learned?. [If we have time] Life Coaching - What is it and why should people consider having one?Sponsor: Wingman at www.trywingman.com

Guest: Ralph BarsiLI: https://www.linkedin.com/in/ralphbarsi/Topic: Building: SDRs and SDR OrgsQuick Intro: This man needs no introduction, in fact he is someone that I looked up to heavily early in my career as one of the ‘founding fathers’ of scaling SDR orgs. Not only has he had immense success at companies like Tray.io, ServiceNow, and InsideView, but he also understands that building an SDR org starts with building world class SDRs! He is gets growth both on an individual leve and on an org level and we are going to dive into it all today! Short and Sweet/Set the stage How do you build the foundation for a great SDR orgCore QuestionsWhat are the foundations a great SDR should look to build. Culture Matters - How do you build a successful culture?SDR Growth - How do you encourage your SDRs to continue to growthSDR Ownership - How can SDRs take growth into their own handsHiring - What do you look for in an SDRSCaling - What processes and systems need to be in place in order to scale successfully?Sponsor: Wingman at www.trywingman.com

Guest: Nikki IveyLI: https://www.linkedin.com/in/nikki-ivey/Topic: The SDR DefenderQuick Intro: Ya’ll. Aint. Ready. I’m calling it right now, even if you think you are, you aren’t, because today we are sticking up for the little guy and gal. For the SDRs across the nation, I myself being a former SDR will always have a special place in my heart for it, but The Miss Nikki Ivey takes it to a whole new level. She is the founder of SDR Defenders, on the board of Sales 4 the Culture, a LinkedIN top 100 Sales star, SalesForce Influencer, a high-performing saleswoman in her own right, and a consultant to SDRs across the country! She has done the SDR game, the AE game, back to the SDR leadership game because she knows it truly is POE pipeline over everything, but also knows the other POE which is people over everything. We are going to dive deep into all things Sales Development, Nikki Ivey, Welcome to the show!Short and Sweet/Set the stage Why do SDR’s need ‘Defending’Core QuestionsWhat should an SDR do in their first 90 days?How do you stand out as an SDR. Messaging - How to do you break through all the noiseCall Reluctance - How do you help reps get over the fear of the phone. Video - How do you leverage video in the prospecting processCareer Development - How can SDR’s get promoted to AE roles. What should a NEW SDR really look for in a company?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Ravi RajaniLI: https://www.linkedin.com/in/ravirajani/Topic: Speaking Confidently in a Virtual World. Quick Intro: In these unprecedented times… ha I couldn’t help myself. But let’s be honest, things are different now. We are more virtual. For teams, for meetings and for selling. Once you were able to walk into a room, read the energy, keep people’s attention, read body language and present with authority. Now we are confined to the little zoom window which is why I’m so pumped to have Ravi Rajani on the show today. Ravi is the go-to speaking and presenting consultant in the UK. Coming from a background in sales and sales leadership makes him uniquely skilled at how to not only present better but also have a bigger impact as leader and a seller in today’s virtual world. Can’t wait for this one, Ravi, welcome to the show!Short and Sweet/Set the stage Why is being able to speak confidently so important?Core QuestionsWhy do people seem to struggle so much with it?How can you keep the prospects/team’s attention better over zoom?How have things changed now that we are more virtualWhat are some of the key tactics to presenting better over zoom?How can someone get better at FAST. What are some of the things people are taught to do that are just wrong. Storytelling - Do you have any frameworks that people can use?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Josh RothLI: https://www.linkedin.com/in/josh-g-roth/Topic: Growing PainsQuick Intro: Everybody wants growth, but not everyone is willing grow. Growth is earned. Growth is painful, they call it growing pains for a reason! That’s why I’m so pumped to have Josh Roth on the show today, someone who knows growth and growing pains all to well. Just a few of his highlights. Features:- Named to AA-ISP's Top 25 Sales Leaders in 2020 through a nomination process of my peers🐠 Sweetfish Media's Top 50 B2B Salespeople📸 Capturely's Top 50 LinkedIn Sales Influencers👔 StretchVP's Top 10 "Leading The Leaders"⭐️ Top 10 LinkedIn Sales StarBut also he has led teams as a VP, turned companies around, and helps companies scale their teams the RIGHT way. We’re going to talk about how to grow into that next role that you want so badly, IF you’re willing to do what it takes… Short and Sweet/Set the stage Why is growth so hard?Core QuestionsHow do you start doing the job before you have it?How can leaders enable growth, especially if spots are limited?How do you earn promotion the right way?What are realistic growth expectations?How do you know if you even SHOULD take that next role up?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Marcus KnightLI:https://www.linkedin.com/in/marcus-knight-4b07b04/Topic: The Culture of SalesQuick Intro: Marcus Knight, quite possibly the only person I know that has more side hustles than I do. But side hustle aren’t even the right term because they are FULL hustles. He is the founder of Cultured Perspective, the Chief Growth Officer at Black with No Chaser, Advisor to many top startups, Founding Member of Sales for the Culture, AND started a kids clothing line, my goodness! He is beyond passionate about bringing more culture into the sales world, and amplifying black voices, but what a lot of people don’t know is he is a hell of a sales leader too! Leading MM and Enterprise teams at Groupon, Talentbin, and Textio. So today we are talking culture, sales, and more. Marcus Knight, welcome to the show!Short and Sweet/Set the stage How do you do it all?! Most importantly, why do you do it all?Core QuestionsWhat type of cultures do you like to build in your teams, how would you describe it?How do you actually do it!? How do you build the culture you want?!Why is diversity so important to any thriving sales culture?Prioritization - How do you choose what to work on and why?How do you identify problems quickly and create plans to address them?When was the trigger to go out on your own? How did you get over the fear to do so?

Guest: Gabrielle BlackwellLI: https://www.linkedin.com/in/gabrielleblackwell/Topic: Gabrielle Blackwell - Truly putting the Sass into SaaS!Quick Intro: Quite possibly the best play on words I’ve seen come from SaaS - SaaStress - embodying energy, enthusiasm, and a ‘keep it real’ mentality, Gabrielle has had a career trajectory that many would envy. From SDR to Manager in under 2 years! To now leading multiple teams, contributing to LI, RevCollective, RevGenius and the entire LI World. I believe leaders like Gabrielle are the future. Came through the trenches, know what it means to be an SDR and therefore know how to lead them. So with that, we’re about to get Saasy, let’s go!Short and Sweet/Set the stage What does it mean to be a SaaStress - How do you embody this day in and day out?Core QuestionsHow do you help bring out that creative side of your reps. Analytics - I saw one of your recommendations, I don’t always see that with sales dev leaders - What do you track, why, and what’s most important. Sales Enablement to Sales Management - The opposite trend is occurring - Why the switchWhat can Sales Managers learn from Sales EnablementHow do you coach your reps to get in front of busy prospects?Cold CallingHow can an SDR accelerate their promotion path either at their company or another?What skills should an SDR focus on developing and why?

Guest: Brandon RobertsLI:https://www.linkedin.com/in/brandon-roberts-sales-growth/Topic: From Triple AAA Baseball to Big League SellingQuick Intro: We are going to knock it out of the park today, and this is only the first of probably 50 baseball puns I’ll use on today’s episode. I am so excited to be chatting with Brandon Roberts, a former professional baseball player he has made the shift over to major league selling and scaling. He has used his background in baseball, applied the same mindset and skills to help scale one of the most successful sales dev. 2 exits, one IPO and hundreds of millions in revenue. He knows his stuff! His approach to selling, coaching and scaling is sure to help you strike out less, and hit more HR’s and I can’t wait to dive in. Brandon welcome to the show! Short and Sweet/Set the stage Why the shift from baseball to sales? Educate us on the similarities. Core QuestionsHow should teams approach practice in a way that actually makes them better. Sports Psychology - What did you learn there, that you use with your teams now?How can we help develop the .300 mindset for salespeople. How do you get out of a sales slump. How can sales managers be better sales coaches?The HOW over the What - I love this, lets get specific here, HOW can leaders become better leaders.

Guest: Erynn BellLI: https://www.linkedin.com/in/erynn-bell/Topic: Collaboration to Domination! Quick Intro: In music and in sports, when a collab happens, you know it’s about to be a whole new level of greatness! Collaboration leads to better ideas, creativity, problem-solving and more, but in sales and in business so often ‘silos’ form or the desire for credit takes away the actual result you’re looking for. That’s why I’m so pumped to be chatting with Erynn Bell today. When I asked her about her superpower, her response was collaboration. Hell Yes. Maybe that’s why she is a LinkedIn Sales Star, Sales Hacker Top Female Practitioner, and leading the charge as the director of Enterprise Sales at Degreed. We are going to get our collab on today, teach you how to do the same, and help you accomplish more than you ever could on your own. Let’s go!Short and Sweet/Set the stage Why is collaboration so important?Core QuestionsHow can you be more proactive and intentional with it? How do you make SURE you are?Why do people not collab as much as they should. Internal Collaboration - How should it be done. Collaborating with Data - Break this down for me, what does it mean and how do you do it?Thinking Outside the Box - How do you actually make sure you’re not stuck with the ‘old way?’External/Selling Collaboration - How can you collab to help close more deals.

Guest: Mike LeverLI:https://www.linkedin.com/in/mikelever1/Topic: Selling is Easy. PEOPLE are complexQuick Intro: Today we are talking about the HARDEST part of sales and sales leadership. PEOPLE. With all the focus on products, tools, personas, b2b, b2c etc the sales industry has lost sight of the underlying commonality which is people. People sell. People buy. That’s why I’m so excited to have Mike Lever on the show today. Mike is an EXPERT when it comes to human behavior, insights, and most importantly how to change ours and our prospect’s behavior for the better. A national speaker on buyer behavior, creator of the ABCD and 3TW Method. We’re going deep on psychology today ya’ll, let’s get it!Short and Sweet/Set the stage ABCD Behavior Model - What is it and why does it matter?Core QuestionsWhat are some of the human elements salespeople need to lean into morePsychology - How can sales rep leverage to get more out of themselvesPsychology - How can they leverage to help close more deals. Neuro-Economics! - How do people make buying decisions?Neuro -Economics - How can salespeople leverage this knowledge to close more deals. Behaviors - What are some seller behaviors that we need to establish or get away from?How can we help influence the behavior of our prospects?

Guest: Amy VolasLI: https://www.linkedin.com/in/amyvolas/Topic: Executive Hiring and Getting HiredQuick Intro: We’ve got Mrs Thursdaynight sales herself Amy Volas. A LinkedIn top sales voice. A sales hacker most dynamic woman in sales. A $100M+ closer who knows how to close big deals with the best of them. But most importantly just an amazing, genuine, humble and helpful person. I have turned to Amy a couple times over the past year or so when I need a good talking to, and she has always delivered. Amy is one of the best sales leadership placement, in the country. She helps start-ups hire the RIGHT VP for the Right stage they are in. but ALSO helps VPS’s land the roles that are best for THEM. We are going to talk hiring, firing, and more today, let’s go!Short and Sweet/Set the stage Where do YOU think the blame falls for this 18 month turn overCore QuestionsWhy founders SHOULDN’T be responsible for the VP HireWhere do companies go wrong when trying to attract top sales leadership?What should they look for in a candidate/company and how to suss it out. What are commonly missed red flags?When should a company call it? When should a VP call it?How do you determine if someone is the right fit for a company and vice versa?Aspiring VP’s - what should they be doing NOW to get ready/build the resumeHow to sell yourself in the interview process - Make them want you.The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Charles MuhlbauerLI: https://www.linkedin.com/in/charlesmuhlbauer/Topic: Discovery.Quick Intro: You know what they say, if you want to make money, then follow the money. I am a firm believer that in sales, the money isn’t in the follow-up, it’s in the discovery! That’s why I’m pumped to have Charles Muhlburger on the show today to talk all things discovery. He COMES from the money industry, doing big things at Morgan Stanely and then Enterprise selling to private equity. This guy gets how to generate serious revenue, but also gets discovery. So much so it’s damn near the only thing focuses on now as the Head Sales trainer at CB Insights. I’m excited to discover all he has to teach on discovery. Short and Sweet/Set the stage Why is discovery the foundation of EVERYTHING?!Core Questions1. "ANOT" in the upfront contract2. A formula for asking my first problem question3. Using Humbling Disclaimers to ask tough questions4. A solid way to transition to next steps during a first discovery call5. The "I'd rather be more accurate than optimistic" approach6. The power of recapping and how it helps me listen better7. Pointing out what is being inferred or left unsaid (or the negative assumption recap)8. Always telling them we don't have to work together or that we might not be the best fit to work together.9. Asking for permission to ask a very direct questionThe Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?

Guest: Marcus ChanLI: https://www.linkedin.com/in/marcuschanmba/Topic: Selling ‘masterclass’ How to close more dealsQuick Intro: I’m pumped to have a fellow LI Top Sales Voice with me today, Marcus Chan. Not only is that award 100% deserved, he also has one of the most eyecatching and clever LI taglines - from speedos to 6 figure contracts. Why I’m so excited to have him on today tho is because Marcus understands PEOPLE. He understands psychology, mindset, behavior modification and influence. To the level where not only has HE seen massive success, but now he coaches sales reps to help them sometimes double or triple their income by following his prove process. He’s here’ to share that process with us today.

Guest: John BarrowsLI: https://www.linkedin.com/in/johnbarrows/Topic: The Realest Salesman in the Game - How to keep it real to sell more. Quick Intro: I’m pumped to have a good friend of my on the show today. I’ve dubbed him one the ‘realest’ salesman in the game. From the 1st day we actually met, we clicked, and it’s because of how much we value our profession, value our salespeople, and value authenticity and realness. John Barrows in one of the top sales trainers in the game. Working with the big boys, but also creating courses and content for the individual contributor.The way he teaches sales is no fluff, no BS, no ‘it works in a book, but not real life’ he teaches what works NOW! So Pumped to have him on the show!Short and Sweet/Set the stage Why is being real so important in sales. Core QuestionsHow can a rep make a script their own? Thoughts on scripts?The 1st 10 seconds of a cold call, what do you have to doCrafting a strong sales email - What’s the formula hereWhat are most sales reps NOT doing that they should be doingHow do you see sales changing over the next 2-3 years. Alot of people are posting content about sales, what’s your take on that?What could big company reps learn from start up reps, and vice versa. You’ve seen and worked with both.

Guest: Sam McKennaLI: https://www.linkedin.com/in/samsalesli/Topic: Go Big or Go Home - Enterprise Selling with SamSales!Quick Intro: She’s been selling since the 6 grade… and has made quite a name for herself in the process. She is top 50 sales leaders by sales hacker, one of the most read sales contributors on LI, Top 50 Women in sales, she knows her stuff. But what impresses me more than just how good she is at what she does, it’s how she’s able to help OTHERS accomplish success as well. As the founder of Sam Sales Consulting and Advisor to many SaaS start-ups, she takes that knowledge and shares it with the world. Sam knows how to go big, and I can’t wait to learn from her. Here. We. GoShort and Sweet/Set the stage Let’s talk what ‘enterprise’ sales means to you?Core QuestionsWhat are some of the most common mistakes you see reps/teams making as they work these large deals. Enterprise Prospecting - What advice to you give reps on how to target, research, and work an account. Discovery - Where deals are won and lost - What should a rep do in discovery AND how do they keep the discovery going through the whole process.Deal Stalls - Why do they happen, how can we prevent. Champion/Mobilizer Selling - Best tactics on working with and selling through a mobilizerHow can you identify or create one? Can you?Tips for new/younger reps that want to get into enterprise selling - How can they build the industry knowledge to hold their own at the table?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Scott BarkerLI: https://www.linkedin.com/in/ssbarker/Topic: Marketing and Selling with SoulQuick Intro: I’m pumped to have a good friend of mine on the show today, a marketing and community savant may say. Scott Barker. Why I’m so pumped is because Scott has a very unique way of approaching sales, marketing, and life. He was a crucial part of Sales Hacker being acquired by Outreach, and now has helped Outreach be far and away the top marketed Sales Engagement platform out there. But in addition to that, he also runs Sales Hacker, the absolute best content source for sales reps and leaders to go and learn on a daily basis. Scott and I have had many good conversations about life, sales, and the future, and we’re going to dive into today!Short and Sweet/Set the stage Why have sales and marketing seem to have lost their soul? It all just feels/looks the sameCore QuestionsWhat should more teams and reps being doing that they aren’t right nowWhat are the unnoticed trends you’re seeing in the industry?What are the trends you think people are getting wrong/misreading/understanding?Where do YOU think sales and marketing goes in the next 2-3 yearsYou get to interview a ton of people, what have been some of the best tips you’ve heard on sales, enablement, and marketing from all your webinars and interviews. Lets talk life for a bit - Why is ‘getting away’ so important to success?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Catie IveyLI: hhttps://www.linkedin.com/in/catieivey/Topic: From stumbling into SaaS to Soaring Success - How Catie has navigated her career to new heights!Quick Intro: From stumbling into sales, her words, not mine, to now soaring Catie has been rocking the B2B sales world for years now. She’s a mentor. She’s an RVP. She’s been popping up all over LI and podcasts, so I just had to scoop her up as well. What I love about Catie’s stye is it’s real, and authentic, and doesn’t hold back. She is well aware how hard it is to lead great teams, to make sellers great, and also how hard it is to create a diverse work force in the world of sales. But she is doing it every single day, and she’s here to share he wisdom with us all! Short and Sweet/Set the stage What makes sales leadership so hard?Core QuestionsTapping into super powers - what is this and how do you do it?!Front Line Development - How do you help you managers get betterVP Development - What are the things you do to make you better?Team Development - How do you instill the right culture and behavior for your teams. How do you stand out in a crowded space as a sales repClosing - Tips and TricksProspecting - Tips and TricksTactical things companies can do to get more women into sales and leadership. (KD recent example)

Guest: Sean GentryLI: https://www.linkedin.com/in/sean-gentry-24672466/Topic: Sean Gentry - From SnaaS to SaaS - How to go from rep to world class manager across different industriesQuick Intro: Sean Gentry was already good, but he wanted to be great. That was his mindset when he started working for me at SnackNation. Yep! I'm brining a former manager of mine onto the show! Sean has done an amazing job of not only developing himself, but also taking teams and turning them into world class sellers. From SnaaS (Snacks as a Service) to SaaS, Sean has shown that people experience is so much more important that industry experience, and is crushing it today because of it!Short and Sweet/Set the stage Why did you want to be a manager vs a rep?Core QuestionsWhere do most new managers go wrong/mistakes you made?How did you become a manager as fast as you did?What are the key learnings when you made the lean into managementHow do you structure your week/time spendCoaching - How do you coach your reps?Calls Scoring - What do you look for in a demo/cold callSnaaS vs Saas - What was the same what was totally different?BONUS - What are the pro’s and cons of working for KD

Guest: Kyle ColemanLI: https://www.linkedin.com/in/kyletcoleman/Topic: Kyle Coleman - The Anti MicroManager - How backing down can LIFT results up!Quick Intro: Kyle Coleman has really ‘burst’ onto the scene over the past year or so as he has been building the growth engine at Clari, but burst isn’t the right term. He has been slowly building, evolving, adapting and growing to where he is now. From Finacial Planning, Poker, Government, to SDR to Director to now VP, Kyle has taken his own growth seriously which has led to him also helping grow his team and 1000s over LI. His approach to management and rep empowerment caught my attention and gets me super fired up to have him on the show. SDR to VP of Growth. Here. We. Go!Short and Sweet/Set the stage What’s the difference between micromanagement and accountability?Core QuestionsWhat are the non-negotiables for your team?Where do you provide/allow flexibilitySelf Management Plans -Walk us through the why, how, and results. What do you do if someone isn’t hitting plan/is behindWhat if a rep/manager doesn’t know what to doHow do you teach your reps/managers to take this kind of ownershipWhat are you favorite ways to get the most out of your teamIF TIME - How did you navigate your career and get to the level you’re at now?

Guest: Alexine Mudawar ‘Moodwar’ LI: https://www.linkedin.com/in/alexine-mudawar/Topic: Full Cycle AE -- Eating what you hunt. Quick Intro: KD will clean up -- From Door to Door, to SaaS. LI Top Voice, Pres Club Award winner. Top 100 LI Sales Star, and a literal ninja, Alexine is here to teach us her ways of being a full cycle AE. Teaching and coaching on the side, teaching and mentoring those coming up in the game. Also gives back, Re:work Aeirspireship. Short and Sweet/Set the stage Why should all AE’s prospects?Core QuestionsHow do you manage your time to get it all done? How do you stay balanced?What’s the difference between a self-created meeting and one that is handed off to you from an SDR/MarketingTriple Threat Prospecting?Marital Arts and Sales - What are the carry overs?What sort of activity do you put in on a daily basis?Cold Calling - Yay or Nay?Favorite Prospecting Channel and Why?

Guest: Emmy JohnsonLI: https://www.linkedin.com/in/emmyschaaf/Topic: Emmy Johnson - The master of motivation - How to get the most out of your sales development reps. Quick Intro: 5 years at ZeroFox Senior Director of Global Sales Dev and also long time menor for Girls Club Led international teams and managers. Scaled from scratch, creates some of the most bad ass cultures in the game. Bringing the house down presenting at conferences, she is quite literally wonder woman in my eyes, a hell of a leader, and good friend. Also kids, grab your ear muffs because Emmy swears just as much as I do, but it’s gonna be worth it. Short and Sweet/Set the stage How do you get the most out of your team?Core QuestionsPush vs Pull - How do you figure out when to push people harder or when to pull back?What are some of your favorite development processes?Motivation - Can you actually motivate people to do more?What are some of your favorite motivational tacticsCulture - What type of culture do you have, and how did you build it?Authenticity and the game - How do you balance being YOU while also playing the corp game. Single Mom Question - Can I go here? -- How do you maintain life balance as a single mother?Girls Club - How do we get more women into sales, leadership, and tech?

Guest: Dale DupreeLI: https://www.linkedin.com/in/copierwarrior/Topic: The Sales Rebellion - How to break free from the ‘old’ was of selling and get new school results!Quick Intro: Why Dale: Dale was brand-building before brand building was cool. Dale was rebelling against the old school, outdated, shady sales tactics in an ‘old’ industry, before it was the hip thing to do. Dale started keeping it real before Gary Vee was telling everyone to be authentic. Dale has been a rebel in this sales game for a long time now which has led him to AMAZING results and success. Not just income, but also in influence. He is here to teach us his rebel ways… LET’S GO!Short and Sweet/Set the stage What does it mean to be a ‘Sales Rebel’Core QuestionsHow can someone become a sales rebel? What are some of the most common mistakes you see people making in the sales world? Interruption Marketing - Let’s dive into this. What is it and how do you do it?Stories - How can you craft and tell a great storyImpact - How can you ACTUALLY create and talk about impactWonder - How do you create WONDER?How can we better SERVE our prospect and customers. The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Mark FershteynLI: https://www.linkedin.com/in/markfer/Quick Intro: Why Mark - When people hear ‘mutual action plans’ most people start to zone out, but not Mark. After being frustrated with losing countless deals in the finish line, he understood the value so much that he straight up decided to start a company DEDICATED to it because it has that big of an impact. He realized that at the end of the day, sales is project management. But sales reps don’t have the training or tools to successfully manage projects. So he set out to create the simplest way for reps and buyers to collaborate together to ensure no more deals fall through the cracks. Short and Sweet/Set the stage What the hell is a Mutual Action Plan?Core QuestionsWhy do they matter? Why do they help close deals faster. Where do alot of people go wrong/common mistakes with MAPHow do you build one the right way?When should you have one?How do you make sure THEY do their part.Collab Selling/Deal SellingHow do you Champion Sell/Get your Champion to sell with/for you? The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson. Resources:http://maptemplate.recapped.io

Guest: Belal BatrawyLI: https://www.linkedin.com/in/belbatrawy/Topic: No Fluff Sales Advice - Provocative Messaging. Quick Intro: Why Belal - Belal is an up and comer in the game, with already 7 startups under his belts. Some good and some bad, which is also why he is able to give such great advice. He’s not a 1 trick 1 industry pony, he has sold and led across multiple industries, different products, leaders, and teams. It’s that sort of range/breadth that I believe allows him to give such great sales advice and develop messaging across industries. You know how i feel about fluff, and Belal feels the same way, Death. To. Fluff. Let’s go!Short and Sweet/Set the stage What is ‘Provocative Messaging’ and why does it matter?Core QuestionsHow do you break through the noise today?Provocative Messaging in EmailsProvocative Messaging in CallsProvocative Messaging in DemosPsychology - How can we leverage psychology in the sales process.Favorite Psychological techniques you like to leverage. Language - Words matter - What are some words that salespeople have to get out of their vocabs?!How did you develop this ‘superpower’Good Resources?

Guest: Rob JeppsenLI: https://www.linkedin.com/in/robjeppsen/Topic: Secrets of the Top 1% - How the best become the best and make their teams the bestQuick Intro: Why Rob - Rob Jeppsen might be the only person I know that cares about and talks about coaching sales people more than I do. Not only has he done it in real life, in the trenches, but so much so he actually built one of the best sales coaching SaaS products, xyvoant, on the planet. But what also makes this fun is for the past 2 years he as been interviewing the best of the best in the game for HIS podcast, the sales leadership podcast, so today I get to squeeze out as much juice as I possibly can on what he has learned from the best of the best. Short and Sweet/Set the stage What makes sales leadership so hard?Core QuestionsWhat are the top leadership mistakes you see people making. What do the best all seem to have in common when it comes to great leadership. How do you develop your leadership skills, especially if you haven’t been a leader. What is the difference between a good leader and a GREAT leaderHow do you know if you are a ‘great’ leader? Can it be measured besides revenue?Difference between coaching, teaching, and training. How to be a world class coach. Couldn’t avoid it - Talk to me about DOLLARIZING!

Guest: Jeff RiseleyLI: https://www.linkedin.com/in/jeffriseley/Topic: Sales Mental Health - How mindset can and does drive your sales results. Quick Intro: Why Jeff - He has committed his career to trying to bring sales mental health, or actually the lack there of too the forefront. He started a community/company called The Sales Health Alliance. Without effective strategies to manage burnout and protect mental health – downward spirals of high anxiety or depression are frequent. They make it hard for salespeople to show-up and sell – let alone get out of bed. He is committed to the person in sales person like I am, and we’re going to dive in!Some Key QuestionsWhy do so many salespeople struggle with mental health.Why do dont more salespeople and leaders talk about it?What is the impact of all this? How widespread is the problem?What are things that reps can do themselves to start taking better care of themselves?What are things that LEADERS can do to help take care of their teams mental healthGive it a listen and step your mental health game up.

Guest: Tom ShortLI: https://www.linkedin.com/in/mindsetiseverything/Topic: Mindset is Everything - How to build an unbreakable mind to exceed your goals and quota. Quick Intro: Why Tom - His linkedin Linked literally is ‘Mindset is Everything’ He put that even before his name. Tom is a psychology nerd just like me, and is obsessive over finding the path to ultimate human performance, and he knows that the mind is everything. He also has experience working with D1 and professional athletes so he knows what type of mindsets the best have, and he is here to share it with us today!Key QuestionsThe difference in mindset of the top 1%How to develop a strong mindsetHow to recover from rejection quicklyMental routines to prep for the day and your next callThis one is amazing! 2 pages of notes later and we still aren't done, going to need to do a follow up!

Guest: Patricia McLarenLI: https://www.linkedin.com/in/patriciamclaren/Topic: Cadences and Copywriting - How to leverage both to skyrocket your sales success. Quick Intro: Why Patrica - Queen of Cadences - Patrica and the Revshoppe team are where the big boys (Outreach and Salesloft) send their customers when they want to make sure they get set up the right way and are seeing results. I used to write EVERY SINGLE CADENCE my team used until I met Patricia. She is the only company that I would entrust my cadences too, and it has resulted in millions of dollars in pipeline and sales. So pay attention, take notes, and let’s rock. Key QuestionsHow to build a cadenceNumber of touchesTypes of cadences you MUST haveTop Mistakes she seesHow to write great emails. Plus so, much, more!

Guest: Mike GaninoLI: https://www.linkedin.com/in/mikeganinoTopic: Storytelling and Story Selling - Using the science of stories to book more meetings and close more deals!Quick Intro: Why Mike - when it comes to storytelling this guy wrote the book on it. Literally. Me is one of the most sought after story and culture coaches in the country. Not only does he have a very reachable and learnable process, but also proven results! PLUS this man brings the energy and heat every time. I hope you’re ready for some epic stories. Let’s rock!Key QuestionsFrame work for a great storyHow to get good at stories fast!The key types of stories every sales person needsWhy stories make buying easier!Private Patreon Group 2 Page Summary

Guest: Justin Welsh Topic: Brand Building 101-301 - A master’s degree in branding in 1 year. Quick Intro: Good friend, former colleague, and author of the LinkedIn Play book Why Justin? - In the messy and crowded world of everyone saying ‘build a brand’ No one, and I mean no one, was more systematic, intentional, and scientific about it than JW. He went from barely posting it at all, and 6k followers to over 40k followers in just 12 months. If you want to learn how to brand and do it right, Justin Welsh is the guy to learn from, so here. We. go.Key QuestionsWeekly Framework for successHow to write great postsWhy people will pay attention to you3 Key things to really stand outHow Justin went from 4k to 45k in a year!Inside Sales Excellence Patreon Group Exclusive - Show 2 Page Summary

Guest: Morgan IngramLI: https://www.linkedin.com/in/morganjingram/Topic: Dominating prospecting in a crowded world - from someone who actually did it, does it and teaches it!Quick Intro: Why Morgan - When it comes to prospecting, you have heard the name Morgan J Ingram for years. He started documenting his journey from SDR to Manager to now one of the top sought after prospecting coaches in the country! If you are looking to learn how to set more meetings, this is the guy you want to listen to. Let’s Dive. In!Key QuestionsHow to break through in a noisy world.Cold Calling Scripting and BreakdownStep by Step Morgan's Favorite CadenceVideo ScriptingWhy he makes less cold calls now!You'll be shocked to hear his stance on cold calling, even I didn't see this one coming!Private Patreon 2 Page Show Summary with All Questions and Answers.

Guest: Daniel DisneyLI: https://www.linkedin.com/in/danieldisney/Topic: Social selling done right. Plus how to not be a boring robot and actually use humor in sales!Quick Intro: Why Dan - He quite literally wrote the book on social selling! I can’t think of anyone that has been more proactive, but also more adaptive when it comes to social selling. Not only has he sold $1Ms via social selling, but he also created the largest sales person group on the planet - Daily Sales. So who better to talk social selling and humor than DD. Key QuestionsWhat actually is social selling?How to build the right profileHow to improve your LI connection rate. How to approach social selling in a new marketCommon mistakes he sees in social selling. Plus so much more!Private Patreon 2 Page Show Summary

Guest: Richard HarrisLI: https://www.linkedin.com/in/rharris415Topic: N.E.A.T Selling - how many sellers over-complicate their methodology and learn how to ask the right questions that lead to a higher close rate. Quick Intro: Why Richard? Having a closing problem? Richard is the guy they call in to audit, fix it and build it for repeatable results. He has been leading and now coaching sales teams for well over a decade. What he gets better than most is that it is the questions to ask that drive the sale, and teaches teams how to earn the right to ask questions. His N.E.A.T Selling Process has been shown to increase close rates significantly and he is here to share it with us today!Key QuestionsWhat does N.E.A.T Stand forHow to establish/create needHow to earn the right to ask questionsWhat types of questions actually drive the sale forwardPlus so much more!Private Patreon 2 Page Summary with All Questions and Answers.