Live Better. Sell Better. – Details, episodes & analysis

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

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.

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,           

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

• Behavioral differentiators between good and great salespeople
• Setting goals and how the greats treat goals differently
• Habits that attribute to greatness
• Finding the why behind your goals

 

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:

• LinkedIn: https://www.linkedin.com/in/chetlovegren/
• Twitter: https://twitter.com/thesalesdoc_rx
• Podcast: https://podcasts.apple.com/us/podcast/sales-rx-podcast/id1467645573?uo=4

 

Live Better. Sell Better. is sponsored by our proud partner:

 

Vidyard | vidyard.com

Chili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Katy McFee, Founder and Principal of i2a Insights to Action Coaching and Consulting. More and more professionals talk about becoming a woman in leadership but not enough talk about how to actually thrive in that space.

Katy shares her insights on what it actually takes to take ownership and understand your role as a woman in leadership. She talks about how she started mentoring and teaches how to lean into your authenticity and succeed in the environment you're in.

 

HIGHLIGHTS

• Realizing her passion for mentoring and working with women
• How do you thrive as a woman in leadership?
• Owning one's authenticity and leaning into it
• Identifying if you are in an environment conducive to women in leadership

 

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:

• LinkedIn: https://www.linkedin.com/in/katy-mcfee-3880b4a/
• Website: https://www.insightstoactioncc.com/

 

Live Better. Sell Better. is sponsored by our proud partners:

Vidyard | vidyard.com

Chili Piper | chilipiper.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the thought process or overall psychology when it comes to no decisions and how to avoid them. 

 

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

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

• Building a community that can sustain through the oversaturation
• The end goal of building a community should be established
• Joining a community is one thing, but how do you gain value from it?
• Understanding the line between a fun community and a strict community

 

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:

• LinkedIn: https://www.linkedin.com/in/amelia-taylor1/
• Website: https://www.regie.ai/

 

Live Better. Sell Better. is sponsored by our proud partners:

Vidyard | vidyard.com

Chili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Beth Jacobs, Chief Growth Officer at vChief. Ever since the pandemic prompted lockdowns and many people have changed to a remote work set-up, most have started to think differently about working in an office and having autonomy.

Beth shares her experience working from home since 2009 and how she got there, finding out where which work environment you thrive in, and why working remotely is effective for some and not others. She also provides insights for leaders in building structure to make sure their teams are still getting things done.

 

HIGHLIGHTS

• Distinguishing the difference between performing and thriving 
• Your work experiences brought you to where you are today
• How leadership can make sure people are getting things done when working remotely
• The connection and importance of accountability and autonomy

 

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:

• LinkedIn: https://www.linkedin.com/in/beth-jacobs-55952b18/
• Twitter: https://twitter.com/_beth_jacobs_

 

Live Better. Sell Better. is sponsored by our proud partners:

Vidyard | vidyard.com

Chili Piper | chilipiper.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our amazing guests for the month of October. From understanding that there are things much bigger than yourself, equipping the right people with the right knowledge, likening hip-hop and sales, protecting your company domain, and structuring engagements for consulting are some of the topics we tackle throughout these episodes. So sit back, relax, and put the Live Better Sell Better Podcast on!

 

HIGHLIGHTS

• Shawn Buxton, Global Director of Sales Enablement at SirionLabs
• Krysten Conner, an Enterprise Account Executive at UserGem
• Morgan Ingram, VP of GTM Talent and Development at Sales Acadamey and Strategic Advisor at Lavender
• Jesse Ouellette, Founder of LeadMagic, Revenue Advisory, and Co-Founder of Agency Source
• Scott Leese, CEO and Founder of Scott Leese Consulting and Surf and Sales

 

Live Better. Sell Better. is sponsored by our proud partners:

Vidyard | vidyard.com

Chili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Scott Leese, CEO and Founder of Scott Leese Consulting and Surf and Sales. When it comes to earning money, there's always been the old adage of not putting all your eggs in one basket.

Scott joins us today to talk about how you can get multiple income streams to support your lifestyle and achieve your goals. He shares his experience working on his main roles while also starting his consulting work on the side. Scott gives a wealth of knowledge regarding the crucial factors to consider when working on a side hustle and still focusing on your main job.

 

HIGHLIGHTS

• When do you start to consider selling your services or knowledge
• Going through different responsibilities before doing the on-demand content like courses
• Dealing with the stress of working on the side and focusing on your main gig at the same time
• The size of your network will matter when you start putting out content

 

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:

• LinkedIn: https://www.linkedin.com/in/scottleese/
• Website: https://www.thescottleese.com
• Course: https://www.thescottleese.com/the-untethered-blueprint

 

Live Better. Sell Better. is sponsored by our proud partners:

Vidyard | vidyard.com

Chili Piper | chilipiper.com