Live Better. Sell Better.

Heather Hoytard, the Director of Sales at Fidelity Labs, shared valuable insights on navigating career changes, emphasizing the importance of aligning one's career with one's passions and strengths. She highlighted the need to listen to one's intuition and make deliberate choices in career decisions. Heather also discussed the significance of focusing on industry alignment and taking a long-term approach to career development. She provided practical advice on job hunting, emphasizing quality over quantity and treating the job search process like an enterprise sales motion. Heather's advice on trusting one's gut instincts and finding industry alignment resonated with the audience, offering valuable guidance on building a fulfilling and successful career. 00:02.000 Introduction to Reinventing Your Career 00:03:55.000 Observing Shifts in Career Choices 00:05:35.000 Signs and Questions for Career Evaluation 00:09:07.000 Balancing Enjoyable and Unenjoyable Aspects of a Job 00:15:53.000 Pivoting Careers and Making Transitions 00:23:40.000 Approaching Job Hunting Like a Sales Process 00:27:18.000 Differentiating Between Job and Career 00:31:17.000 Living Better Through Intuition and Gut Instincts

In the competitive arena of sales, the leap from good to great can often hinge on the caliber of coaching and management teams receive. This episode of the Better Sell Better podcast, hosted by Kevin Dorsey, features Alex McNaughton from Grow AI, who brings invaluable insights into elevating sales teams through focused coaching efforts. Together, they dissect the integral role of effective management in high-performing sales teams and the often overlooked aspects of leadership that can significantly impact an organization's success. In this episode, you will be able to: - Distinguish the critical differences between merely good and truly great organizational performance. - Understand the profound impact of management and coaching in nurturing and driving sales team excellence. - Explore the challenges that frontline sales managers face, including the common shortfall in targeted training. - Recognize the necessity of continual skill development and the role of consistent practice in achieving mastery. - Acknowledge the existence of leadership gaps within organizations and the importance of investing in leadership development programs tailored to frontline managers. - Receive actionable self-improvement advice aimed at fostering a healthier work-life balance through attention to sleep, diet, and exercise, supplemented by book recommendations on effective management practices. Dive deep with us into the transformative power of leadership and coaching in sales, and uncover the strategies that can bridge the gap between good and exceptional in your team. Whether you're a frontline sales manager seeking to refine your skills or a member of a sales team aiming for greatness, this episode offers a roadmap to excellence, underscored by the personal development essential for sustained success. Key moments on this episode are: 0:00:00 The Importance of Management and Coaching in Sales 0:01:16 Coaching vs Managing: Understanding the Difference 0:03:09 The Blind Spot in Sales Management 0:04:40 Improving Coaching Skills for Managers 0:07:53 The Importance of Selling Skills in Sales Management 0:08:41 Maximizing Coaching Efficiency for Sales Managers 0:10:30 The Importance of Practice in Sales 0:13:57 Lack of Support for Frontline Sales Managers 0:17:09 Enabling Managers: Recognizing the Problem 0:19:40 The Importance of Effective Sales Leadership 0:21:37 The Impact of Direct Managers on Employee Experience 0:22:11 Challenges and Support for Managers 0:23:42 Challenges in Supporting Frontline Managers 0:25:12 Building Leadership Systems 0:27:18 Identifying What Good Looks Like 0:28:48 Scaling Greatness: Studying Top Performers 0:30:45 Invest in Yourself: Leadership Advice 0:33:25 Improving Sales Through Self-Care

On this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fickner, CRO at Clary, 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

Embark on a journey into the world of cybersecurity sales with me and Alice Schaff, a seasoned professional with extensive experience in sales and marketing within the cybersecurity industry. Delve into the intricacies of selling cybersecurity solutions as Kevin and Alice explore: - Strategies for adapting to a new industry and market, including learning from industry experts and attending conferences to stay abreast of the latest developments. - The importance of building trust with inherently skeptical prospects by leveraging personal networks and emphasizing credibility. - Various tactics for generating referrals and creating a flywheel effect in customer acquisition, from leveraging pricing negotiations to attending events with customers. - The significance of understanding job requirements and personal goals to establish rapport and connect cybersecurity solutions with the needs of prospects. Discover Alice's insightful advice for living better, including practices such as exercise, gratitude, mindfulness, and setting intentions, which transcend industry boundaries and contribute to personal well-being. Don't miss this engaging conversation filled with practical strategies and valuable insights that can be applied not only in cybersecurity sales but across various industries. Tune in now and unlock the secrets to success in sales and living better! The key moments in this episode are: 0:00:00 - Intro 0:01:17 - Adapting to Cybersecurity Challenges 0:03:11 - Learning from the Audience in a New Industry 0:04:36 - The Importance of Humility in New Markets 0:05:17 - Effective Strategies for Engaging with Customers 0:08:31 - Building Trust in Outbound Sales 0:11:03 - Leveraging Customer Networks in Cybersecurity 0:12:50 - Using Referrals in Pricing Negotiations 0:14:49 - Building a Team for Cybersecurity Sales 0:18:58 - Leveraging Customer Events for Business Success 0:21:46 - Using Large Conferences to Attract Customers 0:22:38 - Building Rapport in the Cybersecurity Sales Process 0:25:08 - Using Certification as a Conversation Starter 0:25:57 - Connecting Cybersecurity to Personal Goals in Sales 0:29:15 - The Importance of Taking Care of Yourself for Better Sales

Joining Kevin is Dan Drucker, VP of National Sales and Marketing at Canon, as they unravel the secrets of making your sales pitch stand out in a crowded market. Discover the power of specificity in sales messaging, going beyond the surface-level personalization of names and alma maters. Kevin and Dan stress the importance of understanding the unique challenges your buyers face and tailoring solutions that resonate. Learn how to make your clients feel truly heard and understood, distinguishing your message in a sea of generic communication. Explore key insights, including: - Strategies for uncovering industry challenges and understanding buyer personas through subject matter experts and client feedback loops. - The diversity of communication channels, from direct messages on LinkedIn to live events, and the effectiveness of building relationships with warm leads. - The crucial collaboration between sales and marketing teams, sharing prospect insights and crafting messaging aligned with the sales process. - The necessity of specificity in navigating buying committees, addressing individual concerns and priorities. The episode delves into the creation of tailored assets for potential buyers, suggesting a focus on unifying problems within a company rather than fixating solely on price. Learn the importance of leaders providing specific guidance and coaching, steering away from generic advice. The conversation also touches on the value of cultivating hobbies outside of work to foster creativity and recharge. Join us for an insightful discussion that will transform your approach to sales messaging. Find the speaker on LinkedIn for more valuable insights, as they continue their journey in the dynamic realms of sales and marketing. Don't miss out on this episode packed with actionable strategies to elevate your sales game! The key moments in this episode are: 0:00:00 Intro 0:00:47 The Power of Specificity in Sales 0:02:11 The Power of Specificity in Effective Messaging 0:03:51 Differentiating Personalization and Specificity in Sales 0:05:49 Enabling Sales Teams to Learn and Adapt 0:08:56 The Importance of Specific Questions in Sales 0:10:14 Standing Out in a Noisy Sales Environment 0:12:17 Marketing Strategies and Tools 0:13:44 Effect of Communication Frequency on Recall 0:14:32 The Role of Automation in Sales 0:15:39 The Power of Simplicity 0:15:55 The Relationship Between Sales and Marketing 0:17:03 What Marketing can learn from Sales 0:18:09 What Sales and learn from Marketing 0:18:45 Improving Collaboration Between Marketing and Sales 0:20:18 The Importance of Specificity in the Sales Process 0:22:42 Tailoring Assets for the Buying Committee 0:24:23 Driving Performance through Specific Coaching 0:27:12 Crafting the 'How' for Better Sales Performance 0:28:28 Finding Balance and Creativity Outside of Work

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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