Explore every episode of the podcast Live Better. Sell Better.
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Focusing on the "Person" in Salesperson. Just as much as the Sales with Heather Foidart | 21 Mar 2024 | 00:35:50 | |
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
| |||
| Effective Coaching Strategies for Sales Managers with Alex McNaughten | 14 Mar 2024 | 00:36:20 | |
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
| |||
| From Cold to Close: Secrets to Converting Prospects into Paying Customers | 02 Oct 2023 | 00:36:53 | |
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 about your company, but all it does is bore your prospects and leave you feeling frustrated and unproductive. It's time to break free from this ineffective action that only leads to wasted time and missed opportunities. Instead, discover the power of crafting a compelling cold call opener that captures your prospect's attention and sets the stage for a meaningful conversation.
- 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, | |||
| Conviction is Essential to Set and Achieve Goals with Chet Lovegren | 16 Nov 2022 | 00:39:31 | |
This episode of the Live Better Seller Better Podcast features Chet Lovegren, Head of Sales Development at JellySmack and Portfolio Advisor at Hatchet Ventures. Everyone wants to be great! But you have to understand that in order to be great, you should be ready to do things differently. Chet talks about identifying and learning the differences between what makes you good and what will take you to the next level. He shares a lesson on setting and achieving your goals and living the "why" behind each of them.
HIGHLIGHTS
QUOTES What happens when you actually dedicate time to set goals - Chet: "I think it's part of that conversation of you've got to take time to make time. Hopefully, those goals are going to give you back some time in the long-run, right?" Having habits that can set you apart - Chet: "I did something that ninety percent of people probably aren't doing which is self-educating through books or I meditated this morning which a lot of people talk about but maybe only two percent of people actually we're able to accomplish. There's something very proud about that and I think that helps drive momentum." Chet's Live Better advice: "Am I focusing on being diligent and strategic in my activity? I'm not just pressing the buttons. You've just got to detach yourself mentally from those outcomes and realize that it could get a lot worse so embrace what you have and don't justify that as the reason for failure and try to focus on more."
You can find out more about Chet in the links below:
Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Power of Authenticity: Lessons for the Woman in Leadership with Katy McFee | 14 Nov 2022 | 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 | |||
| Developing a Mindset of Losing Less with Belal Batrawy | 11 Nov 2022 | 00:08:31 | |
In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the thought process or overall psychology when it comes to no decisions and how to avoid them.
QUOTES The 5 stages of the buyer's journey and where salespeople could go wrong - Belal: "Sometimes you'll see sales leaders use these words like synonyms, they swap them in and out. They're totally not. Be really clear on how you define the stages of the buyer's journey because that dictates how you sell."
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Leveling Up Through Community-Led Growth with Amelia Taylor | 09 Nov 2022 | 00:37:18 | |
This episode of the Live Better Seller Better Podcast features Amelia Taylor, Strategic Sales & Lead Evangelist at regie.ai. SaaS has gone from sales-led growth to product-led growth, and is now more focused on building connections through community-led growth. Amelia shares what it takes to build or join a community that will cut through all the noise, especially now that more and more people are getting into community-led growth. She also talks about having a balance between providing and gaining value within a community.
HIGHLIGHTS
QUOTES One factor to consider when planning to build a community - Amelia: "I would put that paywall up 100% because if you pay, you are looking for something more. You're looking for that business insight that's going to get you to that next level. You're looking for that guidance and wealth of knowledge that's not going to be in that free version of this community. Joining too many communities without paying mind to their value - Amelia: "Other ones I'm a part of just because it was the right timing to join but there's nothing I'm gaining from it. There's nothing that is setting it apart from being a Pavilion than kind of a 'jump in and vent' maybe it's just a place to vent." On providing value for your communities - Amelia: "Give, plant seeds, water them the right way, and show up. But don't show up with all your time. There's no need to give all your time within these communities because you do have a day job."
You can find out more about Amelia in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Diving Into a New Way to Work with Beth Jacobs | 07 Nov 2022 | 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 | |||
| Live Better Sell Better October Highlights | 21 Oct 2022 | 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 | |||
| Don’t Rush Into Your Side Hustle with Scott Leese | 19 Oct 2022 | 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 | |||
| Make Emails A High ROI Activity Using A Healthy Domain with Jesse Ouellette | 17 Oct 2022 | 00:43:14 | |
This episode of the Live Better Seller Better Podcast features Jesse Ouellette, Founder of LeadMagic, Revenue Advisory, and Co-Founder of Agency Source. One of the main killers of SaaS pipeline barely goes noticed and even if it does, not many know how to actually address it. And that is deliverability – are your emails getting through to the people they are being sent to? Today, Jesse shares a lot of valuable insight on the use of domains and how to effectively use them to actually help us produce pipeline and not the other way around. He also talks about thinking critically about the use of emails in connection to your domains not only so that your emails are getting read but also to get your prospects to follow through.
HIGHLIGHTS
QUOTES The strength of email when you learn to avoid spam - Jesse: "Email is a protocol. It is not a web application or a social media algorithm control. It is an incredibly valuable asset if you learn how to use it right and you learn how to run the right response marketing or sales motion with it." You still have to make it easy to unsubscribe - Jesse: "Remember you want this not to be automated emails. This is not a marketing email, this is not an automated newsletter or a promo to a webinar. This is a person emailing another person with legitimate interest and that's why you're able to continue to do it." Understand that when you take somebody’s time they could be upset - Jesse: "As much as people say they hate spam or whatever, I think if you surveyed everybody, they'd probably say 'well, it doesn't take any of my time to respond and I don't have to respond.' So that's why I think there's a tremendous amount of value for a start-up to really figure out how to do this right."
You can find out more about Jesse in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Push to Become a Subject Matter Expert Instead of an Influencer with Morgan Ingram | 14 Oct 2022 | 00:06:38 | |
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on presenting yourself as an expert in an industry you're not directly involved with.
QUOTES Talk to your customers and learn about how they make decisions - KD: "That's the key, the better you understand your prospect, the better it all works. Like selling to doctors, I'm not a doctor. But, to Morgan's point, I definitely am a subject matter expert in terms of how to run a successful business and acquire patients."
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Have Engaging Exercises that Keep You in the Game with Morgan Ingram | 12 Oct 2022 | 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 | |||
| Boost Your SaaS Sales Success: The Art of Creating Impactful Demos | 19 Sep 2023 | 00:37:32 | |
If you're feeling frustrated because your demos aren't connecting with prospects and leading to con, then you are not alone! Many sales professionals in the SaaS industry struggle with presenting engaging and value-adding demos that truly resonate with their audience. Instead of the desired result, prospects may feel disinterested, unimpressed, or confused, causing them to hesitate or even walk away. It's time to find a better approach 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 helping your 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 potential client's needs under the spotlight. - Grasp the need to center your demos around the emotional experience to 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, | |||
| What Salespeople Can Learn from the Hip-Hop World with Morgan Ingram | 10 Oct 2022 | 00:03:46 | |
In this episode of the Live Better Sell Better Podcast, KD continues the conversation with Morgan Ingram on hip-hop and sales. The duo talks about what the sales world can learn from hip-hop's evolution when it comes to creating the best experiences.
QUOTES How branding makes it easier for you to sell - Morgan: "The best way to think about that is building your reputation. Because ultimately, at the end of the day we all have reputations, whether we like it or not. So I'd rather bolster it than keep it as it is."
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Hip-Hop and Sales: A Conversation on Image with Morgan Ingram | 07 Oct 2022 | 00:09:09 | |
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on the similarities between the hip-hop world and the sales world throughout the years.
QUOTES How do we elevate the sales community - Morgan: "I think there are multiple avenues to do this but the biggest piece is collaboration. Having other voices elevate sales, just like if you think of hip-hop, for example, Nelly did a country song. That's what hip-hop started to do. It started to be ingrained in the culture."
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| What It Means to be An Educator in Sales with Krysten Conner | 05 Oct 2022 | 00:36:22 | |
This episode of the Live Better Seller Better Podcast features Krysten Conner, an Enterprise Account Executive at UserGem. We don't actually hear enough from sales representatives on what they want when it comes to training and coaching. Krysten talks about her passion for teaching and how she eventually ended up in sales. She shares key insights into what training looks like for top performers. Taking ownership and responsibility for your own development is also a key point she highlights in this episode!
HIGHLIGHTS
QUOTES The SaaS industry when it comes to educating reps - Krysten: "The first thing you've talked about many times is practice and the second thing is synthesis. Most organizations do not carve out time for their reps to practice. They don't dedicate any time to practice and they're not coaching them in that practice either." Having the mindset of self-development and taking ownership - Krysten: "I think both can be true. It can be true that you didn't get any good coaching and it can also be true that you didn't do any work. It can be true that you need to do work and the company needs to provide input. Half of your income in sales depends on your ability to execute. If you're not motivated by that, I don't understand you."
You can find out more about Krysten in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Leadership Enablement Through Communication and Connection with Shawn Buxton | 03 Oct 2022 | 00:40:57 | |
This episode of the Live Better Seller Better Podcast features Shawn Buxton, Global Director of Sales Enablement at SirionLabs. Manager development and leadership development aren't even near where it needs to be to level up sellers. Shawn joins the show to talk about what happens when managers get next to no training and coaching. He shares his insights on how to address this, current practices he deems effective, and how to become a great leader in your role overall. He also sheds light on why we should pay attention to the difference between being a manager and being a leader first of all.
HIGHLIGHTS
QUOTES The leadership component is the hard component -Shawn: "Leadership, the way I define it, is helping people get somewhere they can never get on their own. Not taking them there, not dragging them there, but helping them so it's a partnership. So it requires a lot of soft skills and involves a lot of nuances that you don't need as a manager." Why add to company values to bring teams together - Shawn: "And I'm not talking about the company vision, obviously, your's has to plug up to that, but that's not enough for salespeople. It needs to be more around the values of the company don't really resonate with a sales team with 7 people that are remote all over the country." Shawn's Live Better advice: "You have to have a relationship with something greater than yourself. I think it's easy in sales because usually, we have big egos, right? Even when we try to act like we have some humility, inside we still think we're pretty killer."
You can find out more about Shawn in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Live Better Sell Better September Highlights | 28 Sep 2022 | 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 | | |||
| When Do You Use or Reuse Certain Videos with Morgan Ingram | 26 Sep 2022 | 00:06:38 | |
In this episode of the Live Better Sell Better Podcast, KD continues the conversation with Morgan Ingram on video prospecting. The pair discuss if you should reuse videos and when the best time is to actually do that. Morgan also shares a bit on the use of a LinkedIn hover compared to a face video.
QUOTES Personalized videos are flexible and can be updated accordingly - KD: "Keep going, don't let the video go to waste. Because you took the time to personalize it. Keep using it until they watch it. This is where that awareness section of influence is so key. You'll be shocked the amount of people that watch it the second time "
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Present Yourself Efficiently When Video Prospecting with Morgan Ingram | 23 Sep 2022 | 00:05:16 | |
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on finding the right balance between being serious and being all smiles when presenting yourself in a video.
QUOTES Understand your own tone, delivery, and personality - Morgan: "Everyone's personality is going to be different. I always say mirror the audience in how your tone and delivery is going to be as well. "
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| How Do You Prime Someone to be Curious with Morgan Ingram | 21 Sep 2022 | 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 | |||
| Video Prospecting: How Long Should The Video Be? with Morgan Ingram | 19 Sep 2022 | 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 | |||
| Having A Method For Your Call To Action with Morgan Ingram | 16 Sep 2022 | 00:06:30 | |
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on calling out the video in your own email and having Call To Action that makes sense.
QUOTES Why avoid the “Are you free for 30 minutes” Call To Action - Morgan: "The whole goal is I want you to watch the video. Why would I have Call To Action in the email saying 30 minutes when you haven't watched the video yet? That's like at the end of the movie trailer saying, 'Hey, this is going to be who's in the movie.’ Cool, I don't need to watch this anymore."
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Unlocking Outbound Prospecting Success: Expert Strategies from Leslie Venetz | 06 Sep 2023 | 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, | |||
| 3 Essential Components of a Video Email with Morgan Ingram | 09 Sep 2022 | 00:09:18 | |
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on the 3 most important components of a video email: the subject line, the main copy of the email, and the thumbnail.
QUOTES Call out immediately that the video is weird for the most engagement - Morgan: "If I'm going after a sales leader, I'm looking at if they're hiring sales reps or if they have a product update because that means that they update their messaging, or did they get a new sales leader. You want to mention that and then relay it to the point. However, what I found the most interesting is to basically call out that the video is weird."
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Leadership in the Eyes of Individual Contributors with Zoe Hartsfield | 07 Sep 2022 | 00:42:16 | |
This episode of the Live Better Seller Better Podcast features Zoe Hartsfield, Community Manager at Spekit. Many of the leadership books are written by, well, leaders! However, we don't often get the perspective of high-performing individual contributors. Zoe joins the show to share about leading your best to drive results and career growth. She breaks down how to bring the best out of your best performers and peers and what it will take to become a good leader. She also gives insight into how the individual aspects can tie in with creating a healthy and productive overall work environment.
HIGHLIGHTS
QUOTES Zoe on having a manager that led with curiosity: "Just like, honestly, paying attention. That sounds so basic but there are a lot of managers out there that I know of who never actively coach their reps. They don't listen to calls and then they just show up to one-on-one's and get pissed about numbers." Spending time talking at a personal level as a leader - Zoe: "That understanding that we are more than just the forty hours we spend at our desk and that people can be more and you can get more out of your employees if you know them on that personal level." Celebrating as a team instead of individually - Zoe: "Some of it is coaching your best to be team players and to be leaders without the title. I didn't have that skill and awareness but somebody coached that into me and I think it helped my leader then lead the team because there wasn't that delineation and more psychological safety."
You can find out more about Zoe in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| The Do’s and Don’ts of Video Prospecting with Katherine Caldwell | 05 Sep 2022 | 00:27:03 | |
This episode of the Live Better Seller Better Podcast features Katherine Caldwell, Founder of Katch Consulting. There are many misconceptions around video messaging and that's why it remains an underutilized tool in sales. Katherine shares her video prospecting best practices and dispels some myths on the dos and don’t of video. She offers tips based on experience and shares nuggets of wisdom like where you shoot your video is less important than having welcoming body language and the overall professionalism you present.
HIGHLIGHTS
QUOTES The visual details of video messaging are less important - Katherine: "I don't think it matters if you're wearing a hoodie, if you're in your kitchen, or your bedroom. I just think, in general, look somewhat professional. I mean, I guess you could say, you could look at it and say, would I watch video type of thing." The optimal length of a video message - Katherine: "I think 45 seconds is the sweet spot. I think everyone's pretty familiar with that. No one's going to watch more than 45 seconds and, when you send a clip, they can instantly see how long it is so they'll already determine if they're going to watch it from that." Start small and refine your video message - Katherine: "When you've really honed in on your message and you're not spending way too much time and you're being efficient with it, it really pays off. So what I would, if you're a sales manager, do not overcommit sales reps to sending 20, 30 videos in their first week of video prospecting."
You can find out more about Katherine in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Live Better Sell Better August Highlights | 22 Aug 2022 | 00:08:45 | |
This episode of the Live Better Sell Better Podcast recaps the best moments from our SIX amazing guests for the month of August. Everything from studying ICPs, having honest self-reflection as a sales leader, utilizing heuristics and priming for improvement, personalizing emails for prospects, and many more were discussed. So go ahead and tune in!
HIGHLIGHTS
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Foundational Themes of Video Prospecting with Morgan Ingram | 19 Aug 2022 | 00:04:11 | |
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on how to start video prospecting the right way. Morgan lays down the common themes around how to stand out with video content, using video in cold calls, and how to approach the creation of these types of content.
QUOTES A vast majority of sales reps don’t do video prospecting Morgan "I'd say 3% of sales reps consistently do video prospecting. I think that's a fair number that I'm leaning towards. So that's number 1. So the fact that I told you that is that, because a lot of people aren't doing it, you should do it because it's going to help you break through the noise."
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| Building a Culture of Motivation, Consistency, and Success with Brandon Bornancin | 17 Aug 2022 | 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 | |||
| Land Enterprise Deals Using Great Openers with Christian Banach | 15 Aug 2022 | 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 | |||
| The Human Brain and the Sales Process with Alex Schlinsky | 12 Aug 2022 | 00:36:00 | |
This episode of the Live Better Seller Better Podcast features Alex Schlinksy, Founder of Prospecting on Demand. Naturally, understanding psychology plays a huge role in selling and recognizing the buyer's brain. However, there are still many companies that never talk about it or teach it.
Alex talks about why this is the case for many and how to build systems that will help businesses start implementing psychology for scale. He details his early experience with psychology and eventually using this knowledge of the human brain in sales.
HIGHLIGHTS
QUOTES Alex on biases and their effect on decision-making: "The reason why I like focusing on heuristics and priming is because heuristics is a mental shortcut that allows people to solve problems and make decisions efficiently. The human brain has so many things firing all at once and especially in the day and age we live right now where you essentially have an entire computer in your pocket." Sales psychology related to objection-handling: "It has a lot to do with the aggressiveness thing where it's like, 'Oh, someone gave me an objection, that means they said no.' Those are two very different things and that's definitely not the scenario " Alex on the hustle model: "It ended up becoming this bro culture term where if you're not working harder than the next person or waking up earlier than your competition, you are failing. I think that's such a dangerous thing. It ends up creating this model of running on a treadmill. You run a lot but you don't get anywhere. "
You can find out more about Alex in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Chili Piper | chilipiper.com | |||
| What It Takes to Have Great Leadership Training with Stephanie Taiwo | 10 Aug 2022 | 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 | |||
| Pipeline Over Everything with Jed Mahrle | 08 Aug 2022 | 00:35:29 | |
This episode of the Live Better Seller Better Podcast features Jed Mahrle, Head of Outbound Sales at Mailshake. Too much prospecting advice out there today say the same thing: “use this line” or “use this number” without it actually being relevant to the prospect you are targeting. Jed talks about prospecting in the modern day. He shares deep insight on how to become more relevant and memorable to your clients. He also discusses implementing effective systems and building out the whole process for success.
HIGHLIGHTS
QUOTES Jed on a powerful practice you can do when prospecting: "Take time to really study your ICPs. Study the deals that have come inbound. Study your customers and really break it down and figure out who you're having the best conversations with and what are their pain points?" Jed on becoming relevant without focusing on personalization: "We spend a lot more time in the front end breaking it down by buying triggers. So that's what relevance means to me is that we spend more time in the front end, breaking up our lists, target accounts, and buying triggers, and loading them into sequences and campaigns Jed recalls a noteworthy tip from his manager: "When I first started as an SDR, my manager told me every inbound lead was an outbound lead yesterday."
You can find out more about Jed in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| The Game-Changing Power of Video Introductions in Job Applications | 21 Jul 2023 | 00:39:50 | |
Does this sound familiar? You've been told to simply submit your resume and hope for the best, but all you're feeling is the pain of rejection and frustration in 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:
competitive job market.
efficiently engaging on social media platforms.
calling during hiring procedures.
your skills and abilities.
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, | |||
| Scaling Skills for Succes—Dedication & Non-Negotiables with Zach Selch Part 2 | 05 Aug 2022 | 00:22:29 | |
This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. Zach and KD continue the discussion about scaling skills, characteristics, and attitudes for success in sales. Zach talks about foolproofing yourself and your team when it comes to interacting with customers, which is the salesperson's mission. He also shares his experience addressing non-negotiables with your team to ensure they share your focus and vision.
HIGHLIGHTS
QUOTES Approaching your mission: "When I go to visit a customer in Turkey, I'm working. I'm not going to get there and do something stupid in the hotel. And if people who work for me think that they can that's poor judgment. If you're traveling out to see a customer, you have to be thinking about a whole environment." Zach on understanding the motivators of your team: "I can give the money and say spend an hour however you want but if I give a fancy watch to the guy from Sweden and a family vacation to the guy from Italy, they're not going to be happy. So knowing that makes me better at understanding the motivation of my team." Zach on a member of his team that later became one of his best performers: "You're on my team. This is how we do things we don't do things the way you did with your other company. At the end of the day, if you want to do things slightly differently and produce results, that's fine. But you have to learn my way of doing this."
You can find out more about Zach in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| How to Scale Your Skills for Success with Zach Selch | 03 Aug 2022 | 00:22:00 | |
This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. When asked about the term "scaling," most people will think about the number of people on a team. However, scaling can be just as much about building skills and the characteristics that lead to success. Zach shares about what he's learned from the military and the skills that we can translate into other areas of life, especially in business and sales training. He details some of the factors that can affect how people actually approach training and skill improvement.
HIGHLIGHTS
QUOTES Zach on picking up the skills to achieve your mission: "That's what sales is all about. You don't say, 'let me tell you how to cold call,' right? You're saying let's talk about this part. I can spend eight hours talking to you about a discovery call. And that's just like in the military." Being a source of knowledge and experience for others: "That's what I love is building up people. It's nice to be a contributor. It's a great thing to train people and get them producing." Getting people to talk regularly and learn from each other: "If you're not letting them know that you are with them in spirit, it becomes harder for them to pick up the phone. Like with everything, you want to build up these habits."
You can find out more about Zach in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| Live Better Sell Better July Highlights | 25 Jul 2022 | 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 | | |||
| Using Data as a Springboard for Improvement with Peter Kazanjy | 22 Jul 2022 | 00:41:26 | |
This episode of the Live Better Seller Better Podcast features Peter Kazanjy, Cofounder of Atrium. There's always some hesitancy when describing SaaS as a numbers game even when, boiling it all down, it actually is. However, we should never forget that behind every number is a person, process, and skill! Peter talks about the challenges most organizations face when it comes to using data to improve individual performance. He talks about how leaders can identify the essential numbers and change these to get the best results in the short and long term.
HIGHLIGHTS
QUOTES Peter on the demographics of data-use: "Oftentimes the younger managers who came up with Fitbit or Peloton or what have you are way more open to this and way more data native. Then you have the older folks who are like 'okay, I gotta get on the train' so it's just a process." A balance between quantity and quality metrics: "There's quality metrics and oftentimes people want more volume, more activity, etc. But success in sales is all about a high quantity of high-quality selling behavior." Peter on having the coaching conversation: "It's not hard for old folks like you and me because we've been doing it forever but it's tough for some folks and if they don't have the muscle then the behaviors are not going to change. And if the behavior's not going to change, then the outputs are not going to change."
You can find out more about Peter in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com
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| What It Takes to Be an Athlete in Sales with JR Butler | 20 Jul 2022 | 00:39:44 | |
This episode of the Live Better Seller Better Podcast features JR Butler, Founder and CEO of Shift Group. From spending hours in practice to honing skills through mentorship and personal experience, so many factors can make up a successful athlete. The question is, how can they use this if they ever get into a sales role? JR talks about the different strengths athletes can bring to the table simply based on the skills and practices they've honed in their sport. He also puts to light the challenges that come with the transition from athletics to a sales career.
HIGHLIGHTS
QUOTES JR on competitiveness as a transferrable strength: "That ability to compete with somebody but still be their peer and their colleague, that's really important as an SDR in a large organization where there's a daily metric scoreboard. You want to be at the top of that list and that's where we see the competitiveness being really important in the first nine to twelve months of their career. " Motivators and needs for athletes: "They want a scoreboard. They've had a scoreboard their entire life. And sometimes, especially nowadays, it's hard as a leader because you've got to manage things with gloves on. But with athletes, you can kind of take those gloves off a little bit more and really dig in with them and give them that feedback." JR on getting sober and its effect on his sales and sports career: "I was still a good salesperson before that but it was another stratosphere when I started really taking this seriously, taking care of myself, and making sure that everything that I'm doing every day is the right thing to do."
You can find out more about JR in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| Protect Yourself From the Unexpected, Even in Tech with Sahil Mansuri | 13 Jul 2022 | 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 | |||
| Enhancing the Connection of Social Platforms and Sales with Brandon Lee | 11 Jul 2022 | 00:44:36 | |
This episode of the Live Better Seller Better Podcast features Brandon Lee, Founder and CEO of FunnelAmplified. While the sales process is not exactly done socially, the attraction process is. You can socially attract, engage, and prospect using the right platforms to build pipeline and encourage growth. Brandon shares a story that clearly defines social prospecting for him and should for many others. He talks about where social platforms place in the sales process and leveraging them to reach out to others and build an audience effectively.
HIGHLIGHTS
QUOTES Brandon: "We have to open our digital mouth. We have to share what we know, share what we've experienced. I don't care if you're a three-month or six-month SDR or BDR or you're a forty-year AE. We all have experience. And when we authentically share those experiences, we're opening up those digital conversations." Brandon: "I'm a big believer in the story of the rabbit and the hare. We have to go slow to move fast. I'm a big believer in getting ourselves into that familiar territory." Brandon: "When you become familiar, you're no longer cold, and they recognize you because of your commenting, then I think it's totally okay to send a connection request. And you should personalize it because you've already been engaging with them." Brandon: "When you do this in social media especially, get comfortable with who you are and being fully yourself. You don't have to hide all this stuff, it's social media. I get it. But people like to do business with people who they know, like, and trust."
You can find out more about Brandon in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| The Right Motivators to Fuel Growth with Jonathan Mahan | 08 Jul 2022 | 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 | |||
| Crypto-Curious: Should You Start Investing in Cryptocurrencies with Josh Rhodes | 06 Jul 2022 | 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 | |||
| Proper Habits Boost Work Efficiency and Productivity with Ian Koniak | 04 Jul 2022 | 00:37:18 | |
This episode of the Live Better Seller Better Podcast features Ian Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc. Every single one of us want to get more done in less time without running ourselves to the ground. Ian digs deeper into working smarter and harder to drastically improve not just your work, but also all other aspects of your life. He discusses key tactics and resources that will teach you to finish your tasks in the most time-efficient ways possible.
HIGHLIGHTS
QUOTES Ian: "Number one is you have to set boundaries for the time you work. Work will expand to the time allotted. So if you don't have boundaries, you'll work 70-80 hours a week and that's just stupid. I don't want someone working that many hours." Ian: "You have to give yourself grace. Progress over perfection. Making sure you realize these habits have been ingrained with you your whole life so you're not just going to be able to flip the switch and turn into a robo-productive KD or Ian Koniak right out the gate." Ian: "When you build the identity of being a hard worker, that is an identity that needs to stay with you in all areas of life. You don't just stop becoming a hard worker. So I'm a hard parent, right? Not hard as in strict but I am really trying to be present with my kids."
You can find out more about Ian in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.com Dooly | dooly.ai Chili Piper | chilipiper.com | |||
| Unlocking Growth Potential: The Hidden Secrets of Top-of-Funnel Metrics | 18 Jul 2023 | 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, | |||
| Live Better Sell Better June Highlights | 01 Jul 2022 | 00:11:51 | |
This episode of the Live Better Sell Better Podcast recaps the best moments from our amazing guests for the month of June. We discuss numerous enlightening topics including openness to failure, the rise of work-life integration, how to ask for input for improvement, using momentum to continue success, predicting decision-making based on personality science, and so much more!
HIGHLIGHTS
Live Better. Sell Better. is sponsored by our proud partners: Vidyard |vidyard.com Dooly |dooly.ai Chili Piper |chilipiper.com | |||
| Applying Personality Science to Create Impactful Emails with William Ballance | 20 Jun 2022 | 00:33:17 | |
This episode of the Live Better Seller Better Podcast features William Ballance, CEO of Lavender. How do you get personality science into the framework of decision-making to convert more sales? William shares the ins and outs of predicting personality using online data to help write more effective emails. William explains the Hermann Brain Dominance Instrument (HBDI) and how people think through decisions based on action, vision, people, and data. William walks through each of these and how they are identified. He then discusses how you can approach each dominant personality to create more personalized emails and increase response rate and overall conversion.
HIGHLIGHTS
QUOTES William: "It's important that you have someone in your team that's going to be that vision-focused person, that action-oriented driver, some that think about the people involved, and some to research the data. It's normally used to structure leadership teams but we started applying that same framework on how people make their buying decisions both in marketing and sales." William: "So part of your messaging would target the action involved or the vision, the big picture or the aspirational side of the sale, the people that it's going to impact, and the data behind it. And that can all be in one pitch or it could be in different steps." William: "It's always interesting in demos. Sometimes I'll do the analytics and coaching dashboard last. And every now and then someone's like 'Man, I wish we could've started with that' and I never hear that. But every now and then, you get someone who just wants to dive really deep into the analytics."
You can find out more about William in the links below:
Live Better. Sell Better. is sponsored by our proud partners: Vidyard |vidyard.com Dooly |dooly.ai Chili Piper |chilipiper.com | |||
| Cold Call Science: Metrics and Trends to Book More Meetings with Colin Specter | 17 Jun 2022 | 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 | |||