Live Better. Sell Better. (Kevin Dorsey)
Explore every episode of Live Better. Sell Better.
| Pub. Date | Title | Duration | |
|---|---|---|---|
| 25 Jul 2022 | Live Better Sell Better July Highlights | 00:09:01 | |
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!
HIGHLIGHTS
Live Better. Sell Better. is sponsored by our proud partners:
Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | | |||
| 21 Jul 2020 | Making Mutual Action Plans Sexy with Mark Fershteyn | 00:39:42 | |
Guest: Mark Fershteyn LI: 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
Core Questions
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 | |||
| 08 Mar 2023 | Champion Selling: Provide Resources to Communicate ROI with Ryan Frampton | 00:08:35 | |
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 QUOTES Empower 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:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co Orum | orum.com | |||
| 03 Nov 2023 | Empower Your Sales Team: Secrets to Successful Buyer Enablement | 00:42:52 | |
Discover the secret sauce to crafting a buyer enablement environment that leaves sales professionals in a bind. With outdated content overwhelming buyers, find out how to provide the most relevant information at the right time, leaving sellers questioning their approach and eager for the next episode.
In this episode, you will be able to: - Boost sales success with effective buyer enablement strategies: Learn how 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.
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 | |||
| 14 Dec 2022 | Trade Your Cleverness for Bewilderment with Belal Batrawy | 00:04:15 | |
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 QUOTES The 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 21 Nov 2022 | Mastering the Inner Game with Anthony Natoli | 00:38:15 | |
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).
HIGHLIGHTS
QUOTES Realize 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 27 Jan 2023 | Unravel the Things Left Unsaid by Your Prospect with Charles Muhlbauer | 00:09:11 | |
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 QUOTES Be 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 12 Oct 2021 | Acting the Part with Sarah Brazier | 00:47:17 | |
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/ | |||
| 17 May 2021 | Let's talk about growth baby! With Ralph Barsi | 00:38:06 | |
Guest: Ralph Barsi LI: https://www.linkedin.com/in/ralphbarsi/ Topic: Building: SDRs and SDR Orgs Quick 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
Core Questions
Sponsor: Wingman at www.trywingman.com | |||
| 13 Jan 2023 | The Goal of Discovery Is to Make Prospects Think with Charles Muhlbauer | 00:03:49 | |
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 QUOTES Make 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 07 Jul 2020 | Let's get Provocative with Belal Batrawy | 00:56:55 | |
Guest: Belal Batrawy LI: 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
Core Questions
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| 15 Aug 2022 | Land Enterprise Deals Using Great Openers with Christian Banach | 00:37:18 | |
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.
HIGHLIGHTS
QUOTES Christian 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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 07 Jul 2021 | A candid conversation with Collin Cadmus | 00:51:19 | |
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! | |||
| 19 Oct 2022 | Don’t Rush Into Your Side Hustle with Scott Leese | 00:45:52 | |
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.
HIGHLIGHTS
QUOTES Delay 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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 11 Mar 2021 | Culture Matters with Marcus Knight | 00:42:49 | |
Guest: Marcus Knight LI:https://www.linkedin.com/in/marcus-knight-4b07b04/ Topic: The Culture of Sales Quick 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
Core Questions
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| 01 May 2023 | Grow and Survive During Economic Downturns with Sahil Mansuri | 00:10:51 | |
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 QUOTES Determine 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:
Connect with KD in the links below:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.com | |||
| 15 Dec 2021 | The Psychology of Closing with Mark Kosoglow | 00:37:52 | |
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 NOTES HIGHLIGHTS
QUOTES Mark: "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:
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| 04 Jan 2023 | Slow Down to Speed Up: Personalization Leads to Lead Conversion with Stephanie Valenti | 00:37:55 | |
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 QUOTES Old 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 31 Mar 2023 | Reaching Your Goals Requires a Plan | 00:08:52 | |
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 QUOTES The 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:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co | |||
| 26 Jan 2023 | Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey | 00:05:34 | |
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 QUOTES Problems 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 21 Oct 2022 | Live Better Sell Better October Highlights | 00:04:56 | |
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!
HIGHLIGHTS
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 16 Dec 2022 | The Sizzle Without the Steak: Determine Willingness to Change on a Cold Call with Belal Batrawy | 00:05:41 | |
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 QUOTES Entice 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.com Orum | orum.com Clari | clari.com | |||
| 07 Jul 2021 | Scaling Success with George Leith! | 01:01:03 | |
Guest: George Leith LI: https://www.linkedin.com/in/georgeleith/ Topic: Scaling Success Quick 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
Core Questions
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| 06 Jul 2022 | Crypto-Curious: Should You Start Investing in Cryptocurrencies with Josh Rhodes | 00:39:05 | |
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.
HIGHLIGHTS
QUOTES Josh: "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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| 15 Feb 2024 | Unlocking Wealth: The Art of Making Money Work for You with Stacie Sussman | 00:36:42 | |
Unlock the secrets to making your money work for you in this episode of the Live Better, Sell Better podcast, hosted by Kevin Dorsey. Join us as Kevin welcomes Stacie Sussman, CRO at RevUp Advisory, to delve into the world of financial wisdom and unconventional investments.
Stacie shares her journey of realizing the need for a different approach to money management, sparking a transformation that led her to educate herself through books, podcasts, and lectures on non-traditional investments. Discover the power of finding a passion or side hustle and investing in it, a strategy that Stacey passionately advocates.
In this episode, you'll learn:
- The significance of investing in coaching or programs to enhance skills related to your side hustles.
- How networking and community involvement can open doors to new opportunities and shape your world.
- Strategies for turning your side hustle into a full-time business or exploring joint ventures with friends.
- Insightful perspectives on investing in "boring" businesses like laundromats or car washes for stable cash flow.
- Tips for generating surplus cash and venturing into unique assets like artwork with potential for appreciation.
Stacie and Kevin highlight the importance of surrounding yourself with like-minded individuals to expand your circle and create possibilities. The episode concludes with a summary of various investment opportunities, including art and real estate, and emphasizes the role of education, professional consultation, and starting small in the world of finance.
Don't miss this chance to gain actionable insights and discover unconventional paths to financial success. Customize your approach to money management and take the first step towards unlocking your full financial potential!
The key moments in this episode are:
0:00:00 intro
0:00:47 Putting Your Money to Work
0:02:10 Realizing the Need for Financial Change
0:03:34 Exploring Financial Investment Opportunities
0:04:49 Investing Strategies for Sales Professionals
0:07:14 Investing in Side Hustles: Time, Networking, and Calculated Risks
0:12:04 Building a Network for Success
0:14:23 Transitioning from Side Hustle to Full-Time Business
0:17:14 The Impact of Compensation Plans on Leadership
0:18:20 Exploring Small Business Opportunities
0:20:50 Leveraging Technology and Investments for Financial Success
0:22:33 Investment Options Beyond Traditional Methods
0:28:56 Maximizing Income through Tax Strategies and Investments
0:29:49 Starting the Investment Process
0:32:05 Creating Wealth and Happiness through Passion
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| 20 Mar 2023 | Will We Ever Achieve Mastery of Emotional Intelligence? with Devin Williams | 00:09:41 | |
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 QUOTES Self-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:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co | |||
| 17 May 2023 | TAKING ACTION: Find Solutions That Could Mean the Difference with Brandon Bornancin | 00:09:44 | |
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 QUOTES Take 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:
Live Better. Sell Better. is sponsored by our proud partners: Rocket Reach | rocketreach.co | |||
| 19 May 2023 | IMPACTFUL VIDEO: Using Videos For Prospecting and Connecting with Morgan Ingram | 00:04:03 | |
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 QUOTES Start 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:
Live Better. Sell Better. is sponsored by our proud partners: Rocket Reach | rocketreach.co | |||
| 20 Aug 2020 | From SnaaS to Saas with Sean Gentry | 00:46:56 | |
Guest: Sean Gentry LI: 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 industries Quick 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
Core Questions
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| 15 Feb 2023 | Creating More with Less Makes Sense, But How? with Mike Rosenberg | 00:36:14 | |
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: Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 15 Jun 2022 | Teach the Basics: Onboarding Sets Sales Teams for Success with Hana Elliot | 00:35:43 | |
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.
HIGHLIGHTS
QUOTES Hana: "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:
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| 26 Jan 2022 | Inbound and Outbound Tips from Sales and Marketing Perspectives—with Arthur Castillo | 00:41:18 | |
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. HIGHLIGHTS
QUOTES Arthur: "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: | |||
| 29 Apr 2022 | MEDDPICC — A Checklist For Modern Day Selling with David Weiss | 00:43:05 | |
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. HIGHLIGHTS
QUOTES David: "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:
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| 11 Jan 2023 | Grow Early Stage Startups Through Partnerships with Sean Paulseth | 00:34:38 | |
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 QUOTES Approach 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 13 Jun 2020 | Storytelling and Story Selling with Mike Ganino | 00:44:25 | |
Guest: Mike Ganino LI: https://www.linkedin.com/in/mikeganino Topic: 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 Questions
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| 17 Aug 2022 | Building a Culture of Motivation, Consistency, and Success with Brandon Bornancin | 01:01:27 | |
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.
HIGHLIGHTS
QUOTES Brandon 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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 18 Mar 2022 | Coach with the Right Questions to Hit Quota with Kris Hartvigsen | 00:38:34 | |
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.
HIGHLIGHTS
QUOTES Kris: "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:
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| 17 Jun 2022 | Cold Call Science: Metrics and Trends to Book More Meetings with Colin Specter | 00:32:40 | |
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.
HIGHLIGHTS
QUOTES 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-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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| 07 Apr 2023 | Leading Operations in Strategy, Direction, and Decisions with Rachel Nazhand | 00:09:42 | |
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 QUOTES Figure 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: Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co | |||
| 04 Feb 2021 | Executive Hiring and Firing with THE Amy Volas | 00:48:56 | |
Guest: Amy Volas LI: https://www.linkedin.com/in/amyvolas/ Topic: Executive Hiring and Getting Hired Quick 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
Core Questions
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.
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| 06 Mar 2023 | Find the Right Circle or Make One Yourself with Scott Ingram | 00:10:29 | |
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 QUOTES Developing 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: Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 10 Nov 2023 | The Winning Mindset: Unlocking Sales Potential with Troy Barter | 00:40:15 | |
Unlocking the Sales Mind: Discover the powerful journey of SDR Troy Barter as 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 sales success. - Develop effective sales habits that will consistently drive results. - Gain a new perspective on the role mindset plays in your sales success. - Fuel your motivation and drive to achieve your sales goals. - Discover the benefits of mindset training for your entire sales team.
My special guest is Our guest for today's episode is Troy Barter, the head of revenue at Rocket Shipping. With over two decades of experience in the sales industry, Troy brings a wealth of knowledge and expertise to the table. What sets Troy apart is his deep understanding of the importance of mindset in sales. He firmly believes that mindset is not something innate, but rather a skill that can be trained and developed. Through his book and upcoming course, "The Sales Development Mindset PhD," Troy aims to equip sales development representatives (SDRs) with the tools and strategies they need to cultivate a mindset of resilience, discipline, and unwavering motivation. With Troy's guidance, SDRs can unlock their full potential and achieve long-term success in their sales careers. Get ready to learn from Troy's invaluable insights on mindset coaching in this episode of the Live Better Sell Better podcast. 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 | |||
| 04 Feb 2022 | Practice Coaching Sets the Tone for Better Sales Conversations with Jordana Zeldin | 00:41:08 | |
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.
HIGHLIGHTS
QUOTES Jordana: "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:
Website (The Practice Lab): | |||
| 18 May 2022 | The Biology of Rejection | 00:09:14 | |
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. HIGHLIGHTS
QUOTES KD: "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." | |||
| 08 Apr 2022 | Video Makes You Human in Sales with Ellie Twigger | 00:39:50 | |
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. HIGHLIGHTS
QUOTES Ellie: "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: | |||
| 01 Feb 2023 | Ask the Tough Questions to Make Discovery Better with Charles Muhlbauer | 00:11:28 | |
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 QUOTES Be 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:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 06 Sep 2023 | Unlocking Outbound Prospecting Success: Expert Strategies from Leslie Venetz | 00:45:13 | |
- Unearth novel strategies for outbound prospecting and lead cultivation. - Craft relevant and value-oriented messaging for client interaction. - Comprehend the need for personal touches in your outbound prospecting endeavors. - Grasp effective cold call strategies and initiating conversations with confidence. - Leverage LinkedIn to its utmost potential in aggressive outreach and social 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, | |||
| 08 Jul 2022 | The Right Motivators to Fuel Growth with Jonathan Mahan | 00:38:53 | |
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.
HIGHLIGHTS
QUOTES Jonathan: "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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| 19 Dec 2022 | The Pros and Cons of Moving Up to Management with Daisy Chung | 00:33:37 | |
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 QUOTES Management 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 06 Feb 2023 | Schedule and Commit: Get Buyers to Agree to an Action with Kevin "KD" Dorsey | 00:07:24 | |
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 QUOTES Research 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.co Orum | orum.com Clari | clari.com | |||
| 25 Nov 2022 | Live Better Sell Better November Highlights | 00:04:42 | |
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!
HIGHLIGHTS
Live Better. Sell Better. is sponsored by our proud partners: Rocket Reach | Rocketreach.co Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 09 Feb 2022 | Guide into Customer Success Using Product-Led Growth with Kyle Poyar | 00:35:44 | |
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. HIGHLIGHTS
QUOTES Kyle: "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:
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| 13 Jun 2020 | Prospecting Dominance with Morgan J Ingram! | 00:53:06 | |
Guest: Morgan Ingram LI: 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 Questions
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. | |||
| 18 Jul 2023 | Unlocking Growth Potential: The Hidden Secrets of Top-of-Funnel Metrics | 00:30:31 | |
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:
powering growth.
of sales talks.
messaging strategy.
feedback and optimize messaging.
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, | |||
| 19 Apr 2023 | How to Apply Personality Science to Sales with William Ballance | 00:11:17 | |
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 QUOTES Appeal 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:
Connect with KD in the links below:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co | |||
| 14 Nov 2022 | Power of Authenticity: Lessons for the Woman in Leadership with Katy McFee | 00:41:00 | |
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.
HIGHLIGHTS
QUOTES On being introspective - Katy: "I think a lot of us just go through life and sort of see what 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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 21 Feb 2023 | Turn Your Doubt Into a Superpower with Alli Rizacos | 00:10:05 | |
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 QUOTES The 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:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 17 Feb 2023 | Invest in Salespeople to Develop Their Human Skills with Andy Paul | 00:06:27 | |
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 QUOTES Reevaluate 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:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 25 Aug 2021 | Vulnerability is your secret strength with Kristen Twinning | 00:35:14 | |
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! | |||
| 02 May 2022 | AI Tech Empowerment For Sellers And Buyers with Derek Anniston | 00:34:42 | |
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. HIGHLIGHTS
QUOTES Derek: "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: | |||
| 10 Jun 2022 | Perspective and Environment Prevent Burnout with Erika Davis | 00:42:35 | |
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.
HIGHLIGHTS
QUOTES Erika: "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: | |||
| 13 Jul 2022 | Protect Yourself From the Unexpected, Even in Tech with Sahil Mansuri | 00:43:03 | |
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.
HIGHLIGHTS
QUOTES Sahil: "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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| 28 Sep 2022 | Live Better Sell Better September Highlights | 00:06:11 | |
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!
HIGHLIGHTS
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | | |||
| 09 Dec 2022 | The Mic Drop Method to Frame an Inverse Outgroup with Belal Batrawy | 00:09:40 | |
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 QUOTES The 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 22 Dec 2020 | Become a Sales Ninja with Marcus Chan | 00:45:28 | |
Guest: Marcus Chan LI: https://www.linkedin.com/in/marcuschanmba/ Topic: Selling ‘masterclass’ How to close more deals Quick 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. | |||
| 13 Jun 2020 | Brand Building Masterclass with Justin Welsh | 00:39:17 | |
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 Questions
Inside Sales Excellence Patreon Group Exclusive - Show 2 Page Summary | |||
| 30 Dec 2022 | Be Proactive: Find Companies That Are The Best Fit with Kyle Norton | 00:40:28 | |
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 QUOTES For 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 10 Aug 2022 | What It Takes to Have Great Leadership Training with Stephanie Taiwo | 00:36:45 | |
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.
HIGHLIGHTS
QUOTES Stephanie 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 below
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 08 Feb 2023 | Recap and Coach: Make Buying Easier for Your Contact with Kevin "KD" Dorsey | 00:03:52 | |
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 QUOTES Coach 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.co Orum | orum.com Clari | clari.com | |||
| 27 Apr 2022 | Match The Right Doing To Your Being with Townsend Wardlaw | 00:49:12 | |
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. HIGHLIGHTS
QUOTES Townsend: "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: | |||
| 01 Jun 2022 | Be Different To Be Memorable with Mandi Graziano | 00:38:40 | |
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.
HIGHLIGHTS
QUOTES 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." 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:
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| 04 Apr 2022 | Sales Enablement—Teach Reps Through Feedback with Thomas Cheriyan | 00:58:26 | |
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. HIGHLIGHTS
QUOTES Thomas: "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:
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| 07 Nov 2022 | Diving Into a New Way to Work with Beth Jacobs | 00:38:18 | |
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.
HIGHLIGHTS
QUOTES Working 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:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| 21 Sep 2022 | How Do You Prime Someone to be Curious with Morgan Ingram | 00:04:08 | |
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.
QUOTES You 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.com Chili Piper | chilipiper.com | |||
| 20 Jan 2023 | Ease the Pressure by Being Accurate, Not Optimistic with Charles Muhlbauer | 00:05:57 | |
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 QUOTES Base 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:
Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 13 Feb 2023 | PLG Strategies to Grow Users from the Bottom Up with Yaakov Carno | 00:38:56 | |
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 QUOTES The 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:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 03 Mar 2022 | Lead the Company with Founder-Led Selling with Carol Malakasis | 00:39:20 | |
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. HIGHLIGHTS
QUOTES Carol: "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: Website: | |||
| 11 Apr 2023 | Prevent Burnout by Knowing Your Priorities with Erika Davis | 00:08:53 | |
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 QUOTES Know 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: Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co | |||
| 02 Jan 2023 | Understand the WHY and Unsell Early with Kevin "KD" Dorsey | 00:08:04 | |
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 QUOTES Strategic 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 28 Dec 2022 | Ask a Status Alignment Question, Its Impact, and Why with Kevin "KD" Dorsey | 00:08:13 | |
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 QUOTES The 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 13 Jun 2020 | N.E.A.T Selling with Richard Harris | 00:56:56 | |
Guest: Richard Harris LI: https://www.linkedin.com/in/rharris415 Topic: 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 Questions
Private Patreon 2 Page Summary with All Questions and Answers. | |||
| 26 Dec 2022 | The Bucket Question Gets to the Problem FAST with Kevin "KD" Dorsey | 00:09:12 | |
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 QUOTES The 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 12 Dec 2022 | Sell to the In-Group: How to Make the Prospect the Hero of Your Story with Belal Batrawy | 00:05:07 | |
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 QUOTES The 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 06 May 2022 | Your Femininity Is Your Superpower with Heidi Solomon-Orlick | 00:45:01 | |
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. HIGHLIGHTS
QUOTES Heidi: "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:
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| 23 Aug 2021 | How to fail your way to success with Dale Zwizinski | 00:37:09 | |
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! | |||
| 14 Jun 2021 | Sales Video Mastery with Tyler Lessard | 00:39:11 | |
Guest: Tyler Lessard LI: https://www.linkedin.com/in/tylerlessard/ Topic: Visual Selling with Video Quick 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
Core Questions
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. | |||
| 06 Apr 2022 | Debunking Venture Capital for Founders and Startups with Ankur Ahuja | 00:35:18 | |
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. HIGHLIGHTS
QUOTES Ankur: "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:
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| 17 Mar 2022 | Get in the Trenches to Grow as an Emphatic Leader with Matthew Roberts | 00:39:46 | |
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.
HIGHLIGHTS
QUOTES Matthew: "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:
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| 21 Dec 2020 | The Realest Sales Trainer in the Game with John Barrows | 00:54:28 | |
Guest: John Barrows LI: 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
Core Questions
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| 30 Jan 2023 | Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin "KD" Dorsey | 00:06:27 | |
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 QUOTES Discern 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.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com | |||
| 10 Feb 2023 | Follow-Ups and Proposals: What to Ask Your Mobilizers with Kevin "KD" Dorsey | 00:05:13 | |
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 QUOTES Mobilize 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.co Orum | orum.com Clari | clari.com | |||
| 23 Aug 2021 | Living that SDR Life with Charolette Johnson | 00:37:35 | |
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! | |||
| 14 Apr 2023 | Onboard Reps Properly and Practice with Them with Hana Elliot | 00:08:29 | |
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 QUOTES Onboard 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 | |||
| 07 Mar 2024 | Crafting Sales Pitches and Managing the Sales Process With Ben Fiechtner | 00:39:23 | |
On this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fiechtner, CRO at Clari, dive deep into the nuanced world of enterprise sales, uncovering the secrets to managing stakeholders, crafting compelling executive viewpoints, and preparing meticulously for high-stakes sales meetings.
In this episode, you will be able to:
- Understand the complexities of enterprise deals and the contrast with mid-market SMB sales.
- Learn the importance of stakeholder management and developing an impactful executive POV.
- Discover how to effectively prepare for enterprise sales meetings and prioritize accounts.
- Gain insights into maintaining focus and injecting creativity into your sales processes.
- Embrace the concept of living with intention, finding balance between work and personal life.
- Realize the significance of building authentic connections and the value of face-to-face engagement in a remote work environment.
Join us as we explore not just the mechanics of successful enterprise selling, but also the art of living a balanced, intentional life while pursuing sales excellence. Whether you're a seasoned sales professional or aspiring to make your mark in the enterprise space, this episode offers valuable lessons on both professional growth and personal fulfillment.
Key moments:
0:00:00 - Going Up Market: Strategies for Success
0:01:00 - Differences Between Enterprise Sales and Mid-Market SMB Sales
0:02:49 - Navigating Internal and External Politics in Enterprise Sales
0:04:38 - Crafting an Executive Point of View
0:07:15 - The Importance of Practice in Enterprise Sales
0:10:34 - The Power of Intention in Preparing for Sales Calls
0:12:17 - Approaching Time Management and Prioritization in Sales
0:15:59 - The Willingness to Share Knowledge among Top Sellers
0:17:24 - Defining and Codifying Best Practices for Scalability
0:19:33 - Staying Sharp in Enterprise Sales
0:22:17 - Approaching Accounts as Territories
0:24:02 - The Importance of Face-to-Face Interactions in Sales
0:25:30 - Strategies for Coordinating Remote Events
0:27:22 - Building Relationships and Creative Strategies in Enterprise Sales
0:32:50 - The Power of Connections
0:35:11 - Living with Intention: Balancing Work and Family
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| 19 Sep 2022 | Video Prospecting: How Long Should The Video Be? with Morgan Ingram | 00:05:42 | |
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.
QUOTES Having 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.com Chili Piper | chilipiper.com | |||
| 30 Jun 2023 | The Art of Selling: Mobilizing and Championing Effective Sales Deals | 00:28:05 | |
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:
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, | |||
| 21 Apr 2023 | Work Efficiently to Be Fully Present in Your Life with Ian Koniak | 00:09:09 | |
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 QUOTES Work 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:
Connect with KD in the links below:
Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co | |||
| 12 Oct 2022 | Have Engaging Exercises that Keep You in the Game with Morgan Ingram | 00:03:59 | |
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!
QUOTES Why 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.com Chili Piper | chilipiper.com | |||
| 05 Apr 2023 | From BDR to AE: Coaching Empowers Reps During Their Transition with Saad Khan | 00:10:43 | |
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 QUOTES Don'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: Live Better. Sell Better. is sponsored by our proud partner: Rocket Reach | rocketreach.co | |||
| 11 Jan 2021 | Discovery Deep Dive with Charles Muhlbauer | 00:47:28 | |
Guest: Charles Muhlbauer LI: 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
Core Questions
The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? | |||