in order to achieve better results, but it's not working. You're feeling the pain

of wasted time and missed opportunities as you struggle to align with your

buyer's needs. It's time to break free from the ineffective actions and

discover 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 is

Darin Alpert, an experienced GTM professional and entrepreneur, joins

Kevin Dorsey on the Live Better Sell Better podcast to share his expertise on

aligning the sales process with buyer needs. With a background in founding

and selling companies, as well as receiving backing from renowned investor

Mark Cuban, Darren brings a wealth of knowledge and practical insights to

the discussion. Together, they delve into the importance of having a

champion or coach in the sales process, exploring the characteristics that

define a true champion and offering guidance on how to identify and develop

them. With a focus on multithreading and transforming champions into

advocates, Darren provides actionable strategies for maximizing sales

outcomes by aligning with the needs of buyers. Sales professionals looking to

enhance 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

as he defies conventional beliefs, unleashes the potential of mindset training,

and battles the paradoxical challenge of transforming perspectives for long-

term sales success.

In this episode, you will be able to:

- Unlock the power of a positive mindset to supercharge your sales

success.

- Develop effective sales habits that will consistently drive results.

- Gain a new perspective on the role mindset plays in your sales

success.

- Fuel your motivation and drive to achieve your sales goals.

- Discover the benefits of mindset training for your entire sales team.

My special guest is

Our guest for today's episode is Troy Barter, the head of revenue at Rocket

Shipping. With over two decades of experience in the sales industry, Troy

brings a wealth of knowledge and expertise to the table. What sets Troy

apart is his deep understanding of the importance of mindset in sales. He

firmly believes that mindset is not something innate, but rather a skill that

can be trained and developed. Through his book and upcoming course, "The

Sales Development Mindset PhD," Troy aims to equip sales development

representatives (SDRs) with the tools and strategies they need to cultivate a

mindset of resilience, discipline, and unwavering motivation. With Troy's

guidance, SDRs can unlock their full potential and achieve long-term success

in their sales careers. Get ready to learn from Troy's invaluable insights on

mindset coaching in this episode of the Live Better Sell Better podcast.

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   

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

leaves sales professionals in a bind. With outdated content overwhelming

buyers, find out how to provide the most relevant information at the right

time, leaving sellers questioning their approach and eager for the next

episode.

In this episode, you will be able to:

- Boost sales success with effective buyer enablement strategies: Learn

how to empower your buyers and close deals faster.

- Increase deal closure rates with customizable content libraries:

Discover how tailored content can give your sales team a competitive edge.

- Harness the importance of leadership in sales for remarkable results:

Learn how effective leadership can drive your sales team to new heights.

- Achieve personal fulfillment and sales success: Uncover the secrets to finding personal satisfaction and achieving remarkable sales results.

- Elevate sales performance with a positive mindset: Discover how a positive mindset can drive your sales performance to new heights.


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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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,           

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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, 

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

- 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, 

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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:

• 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,    

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 results

of 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,           

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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,           

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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, 

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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, 

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

• 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 Clari

With 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, 

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Saying 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

What 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Start video prospecting while you still can - Morgan: "I'd say 3% of sales reps consistently do video prospecting. That's a fair number I'm leaning towards. The fact that I told you that is because a lot of people aren't doing it, you should do it because it's going to help you break through the noise."

You can find out more about Morgan in the links below:

• 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Take actions and find solutions - Brandon: "Finding solutions, not problems is like finding the answers and being grateful and happy that you're alive. Because there's a solution for everything, as long as you're positive, and you're looking for that opportunity. And I just leveraged so many learnings from the demo day and my mom passing with like appreciating life being grateful for everything."

You can find out more about Brandon in the links below:

• 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Something 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Simplify 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/schlinsky

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Take 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Buying 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Net 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/Kazanjy

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Sales 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Determine a company's profitability before joining it - Sahil: "How do you evaluate an employer in a down market? It all comes down to profitability. It comes down to whether your company is turning a profit or not."

"Any company that's turning a profit's completely fine. I mean, completely fine maybe too glib, but you're still fine. You control your own destiny. If you make more money than you spend, your company's going to be fine. For 99% of startups, that's not true."

The 3 numbers you need from a potential employer - Sahil: "Get those three numbers. How much do you spend per month? How much do you make per month, and how much money is in the bank? So again, easy math.

"Let's say a company spends a million dollars a month and they make $500,000 in revenue. So they've burned 500k a month in spend. How much money do you have? Company has $50 million in the bank. Great. Go work for that company."

You can find out more about Sahil in the links below:

• LinkedIn: https://www.linkedin.com/in/sahilmansuri/
• Website: https://bravado.co/
• Email: sahil.mansuri@bravado.co

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

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

Rocket Reach | rocketreach.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

PIPs 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Sales 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 QUOTES

Largest 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/learn54634203

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Work during work hours to be fully present outside of work - Ian: "The quality of time you work determines both the quality and quantity of time you have outside of work."

Set time boundaries for work and work according to it - Ian: "You have to set boundaries for the time you work. That's the number 1 thing I do. Now there's a Parkinson's Law that says work will expand to the time allotted, so if you don't have boundaries, you'll work 70 or 80 hours a week, and that's just stupid."

You can find out more about Ian in the links below:

• LinkedIn: https://www.linkedin.com/in/iankoniak/
• Website: https://www.untapyoursalespotential.com/
• Youtube: https://www.youtube.com/c/IanKoniak

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

You can structure your messaging to target all four quadrants or use personality assessments like DISC or OCEAN to determine an individual's decision-making pattern. Depending on an individual's personality, they may focus on different quadrants, which can lead to different decision-making patterns, and therefore a different messaging.

HIGHLIGHT QUOTES

Appeal your messaging to a prospect’s personality type - William: "If you're going after someone who's action-oriented, you want to drive them into that decision and remove any sort of friction in that decision. For someone who is more vision-oriented, they are the big-picture thinkers, they’re very high on openness. You want to inspire them in that decision-making. You can see this a lot with Nike commercials, Just do it. Like you look at those commercials and you're like, I can do anything."

You can find out more about William in the links below:

• 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 QUOTES

The 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Onboard your people because some of them have no experience - Hana: "I think it's not setting aside the time to do it. Especially with SDRs, you have to remember that a lot of these folks are entry-level. They're coming straight out of college, straight out of high school, straight out of a technical career. And maybe they're a total career switcher who just hasn't had the experience of working in a sales environment before."

You can find out more about Hana in the link below:

LinkedIn: https://www.linkedin.com/in/hanaelliott/

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Leaders 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/1940858801

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Know your priorities to avoid burnout - Erika: " It really comes down to understanding what's important to you. I think burnout, a lot of times, comes not necessarily from working too hard but from putting yourself in a situation where you're working really hard at things that aren't important to you.

"And you don't find meaning in those things anymore. So I think getting really honest about what's important to you in letting the other things kind of go, prioritizing what's important, and letting those other things go."

When you’ve exhausted your output, consider your inputs - Erika: "When you feel like you've pushed as hard as you can with output, think about input. Like what are you reading? What are you listening to? How are you getting new ideas so you're not just like banging your head against a brick wall again and again and again?"

You can find out more about Erika in the link below:

• LinkedIn

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Rachel dives deep into how sales leaders could and should leverage revenue operations and business operations for growth. For one, data should not only be looked at as numbers and figures. Data can help tell stories and many of these stories can be explored and expressed regardless if you're in sales or operations.

HIGHLIGHT QUOTES

Figure out what works best for someone through empathy - Rachel: "Building empathy is what makes someone amazing at their job versus good at their job. And so how do you connect back to reality? You connect back to the reality to say, 'If I were in their shoes, could I do it that way?' and it's like watching to see something in action and being willing to be wrong."

Rachel's tip for sales leaders to leverage RevOps and BizOps - Rachel: "Get really comfortable dumping all of your problems on the table and letting your operators help you figure out how to attack them. If you come to me with these one-offs, I may not be able to pick up on the themes and I may not be able to support you. You give me all 15 of your problems at once, I'll show you that 3 of them are actually the same thing and can be solved overnight and these other 12 can be hit in this order." 

You can find out more about Rachel in the link below:

• LinkedIn

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Saad suggests doing the 3 layers of pain activity and explains the elements of his Initiation: Give and Get, and Mirroring or turning an I conversation into an Our conversation. He also shares his hot take that there is a 4th unknown phase in the buyer's journey called the Unaware phase.

HIGHLIGHT QUOTES

Don't create "super reps" and instead coach them on the field - Saad: "Training could be just showing people how to use a tool, how to use Salesforce, how to use Dooly, what to do on a day-to-day. Coaching is you're on the trenches, you're on the field with them, you're working on plays every single day."

The 4th phase of the buyer's journey is the Unaware phase - Saad: "People say the Buyer's Consideration Journey is made of 3 phases: Awareness, Consideration, Purchase. I disagree. I think there's one other phase which is the Unaware phase. The standard model suggests that the Awareness Phase is where people are downloading blogs, webinars, and articles. I disagree with that. If people are aware, awareness to me is you're not just aware that my company exists, you're aware of the problem that it solves." 

You can find out more about Saad in the links below:

• LinkedIn | Instagram

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Every 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.com
• Amazon book link: https://www.amazon.com/Sales-Tales-Hustle-Humor-Lessons/dp/1949635945

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The elements of a plan - KD: "What's the end result we're looking for? But then the next is who? Who's involved in this plan? Who's doing what? And that's when we get to the next part of - what needs to be done? What things could you do to get you to your goal?"

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 QUOTES

Unpack 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/1953315186

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Every 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/insidesalesexcellence

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Sellers must always think about these 4 questions - Casey: "One of my mentors in my career taught me four great questions to ask or to be thinking about which is, do I understand the problems in my industry? What problems exist? Do I understand what problems I solve? Do I understand how I solve them better or differently than my competition? And do I understand my proof?"

TED-based questions  - Casey: "It's called TED-based questions: Tell me, explain, describe. And it's not just the first level, like, hey, you know, tell me one thing that's going right in the world, Mr/Mrs. Client and one thing you might change, and once they give you something and you say, tell me more, tell me more about that. Describe why that's important to you. Explain what you like to see differently, but give them space to answer."

You can find out more about Casey in the links below:

• LinkedIn: https://www.linkedin.com/in/caseyjacox/
• Website: https://www.caseyjacox.com/
• Amazon book link: https://www.amazon.com/gp/product/B088T289BZ/

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Results are produced by choosing to act or not to act - Townsend: "What is true is that every single outcome or result that has ever been produced was the product of action. Nobody ever built a company taking no action. Nobody ever made a million dollars taking no action. Nobody ever had a baby taking no action. You got to have an action to make a baby. You also have to take action to not have a baby."

Being lies beyond our thoughts and actions - Townsend: "Being is a function of a lot of things, our upbringing, our race, our age, our sex, our trauma as a child. Some people will even say there are things like past life trauma. I would also say there's something even upstream of that in the world of being that some might call the universe or consciousness or God."

You can find out more about Townsend in the links below:

• LinkedIn: https://www.linkedin.com/in/townsendwardlaw/
• Website: https://peacefreedomconnection.com/

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Devin defines the Emotional Quotient (EQ) or emotional intelligence and what it means for sales professionals. He talks about the connection between self-awareness and social awareness and how both essentially make our complexities as human beings.

HIGHLIGHT QUOTES

Self-awareness can be scary because it involves self-inspection - Devin: "You can't get started on self-awareness until you're ready to take a hard look in the mirror and agree to go make some changes."

What else can you do to improve social awareness? - Devin: "The more questions that you can ask in a genuine and authentic level of curiosity, the more your social awareness is going to improve. Because you've put in the effort and work to grow your self-awareness, you are now more able to see the world for what it really is."

You can find out more about Devin in the links below:

• LinkedIn: https://www.linkedin.com/in/devinwilliamspfp/
• Non-Profit: https://www.peoplefirstprofessionals.org/

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 QUOTES

Have a routine to build focus - Melissa: "Have a routine, and that's because routines allow people to actually focus on what's important to them, and when you focus on what's important, or if you just focus on something specific, that specific thing is going to grow."

Routines help you to have more freedom, not a constraint - Melissa: "Having those routines literally allows you to have more freedom. It's not to constrain you. It's to allow you to have more fun and do more things and be around the people that you want to be around."

You can find out more about Melissa in the link below:

• LinkedIn: https://www.linkedin.com/in/melissagaglione/
• Deel: https://www.deel.com/

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Be strategic because building does NOT make them come - Carol: "The mistake that I see often is that there's this notion of people will come to me, so we need to go through that hump of no, no one's going to come, and now we're both on the same page that no one's going to come, let's talk about how you need to start thinking about your process."

Make founders realize the problem they are solving - Carol: "Get them thinking, what problem am I solving? Who am I solving that problem for? Who are the different players in the space already doing what I'm doing right now? And how am I different or better? And that's when they're like, okay, got it. Because you need to be able to explain what you do to anyone."

You can find out more about Carol in the link below:

• LinkedIn: https://www.linkedin.com/in/carolmalakasis/

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

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 QUOTES

Understand how you can get someone into your sales funnel as quickly as possible - Arthur: "They know they're not buying the best product, it's just 'Hey, who can solve my problem in the quickest way possible at a fair price?' They're really looking to solve that problem and move on."

Utilize the right resources to establish credibility - Arthur: "If a buyer can learn from one of their peers over a sales rep, they have way more credibility than a sales rep ever would. Partly because as a sales rep, you've probably never have done the job or you probably have never used the service that you're about to sell."

You can find out more about Arthur in the links below:

• LinkedIn: https://www.linkedin.com/in/arthur-castillo/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Nadja recounts how they grew lemlist over time with social selling, social media content, and a reliable product and consistency within the team. She also talks about cold emailing being underutilized and how SDRs can actually do it the right way.

HIGHLIGHT QUOTES

Reaching out to an ICP that essentially does the same as you - Nadja: "First thing that I teach is that we are targeting sales teams so you are targeting the exact same ICP as you are. So what it is that would make you stop while you're scrolling and read and think, Okay I got so much value from this that I want to do and test it out.' So what is the type of content you like to see."

When you know who you're targeting and why it becomes effortless - Nadja: "Highlight the pain and offer a solution based on that. It becomes so easy when you have this ICP because you can connect it all together. Tying it in is about mentioning, 'because of this reason, this is why I thought this would be interesting to you.' Highlighting the pain, maybe they are not aware that they have it and then bringing them to an ideal world."

You can find out more about Nadja in the links below:

• LinkedIn: https://www.linkedin.com/in/nadjakomnenic/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Empower your champion to communicate ROI forward up - Ryan: "Be their sales manager. Exactly what I would ask you, ask them those questions, and come from a place of empathy, of course. But that's the key thing is enable them with resources."

You can find out more about Ryan in the links below:

• LinkedIn: https://www.linkedin.com/in/ryan-frampton-02623a100/
• Website: https://www.vidyard.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Scott talks about how to become someone that is worth keeping the company of. He shares a few tips on associating yourself with individuals that are on your ideal level, whether that be in growth, self-improvement, leadership, and more.  

HIGHLIGHT QUOTES

Developing a mindset of where you want to be - Scott: "You don't get any of those opportunities unless you perform in the role that you're in. So you have to find that balance of 'How do I nail what I'm doing while I'm also learning about what's going to help me be successful at the next step.' Either way, you've just got to keep learning."

Ask the right question - Scott: Start with something where you know they're informed and have an idea. Start with that question and the key here is to report back. Share what you're finding and then just continue to build on that.

You can find out more about Scott in the links below:

• LinkedIn: https://www.linkedin.com/in/scottingram/
• Website: https://www.salessuccesseverything.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Christoph advises salespeople to be in the moment so they can recognize opportunities to ask for a referral. He breaks down what a referral is and why it is NOT a scary thing to ask your customers. Christoph gets tactical and gives tips on using customer feedback to keep the relationship going and coursing referrals through this very same relationship. 

HIGHLIGHT QUOTES

Referrals aren't about business, they are introductions - Christoph: "Referrals and social work best together because I got so many leads and introductions from LinkedIn that are not my customers just because I was present. I was helping people and asking for their support in return. I think that's something we should also think about, and if not, opening it up a bit more, again, we often think about business when we speak about referrals. What we want is actually introductions and introductions can basically come from anybody who's willing to support us."

Communicate with customers after the sale for referrals - KD: "It's this singular road mentality of like, well, I already closed it so now it's in CS's world and I don't get to do those things, I do think it is really, really foolish because we should be staying in touch with our customers because that allows for the referrals to come through regularly." 

You can find out more about Christoph in the links below:

• LinkedIn: https://www.linkedin.com/in/christophkarger/
• Website: https://sparrks.io/en/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The impact of remote work in hiring and onboarding - Meagan: "If you do focus on hiring the right people and measuring them consistently on some KPIs that you've communicated clearly to them and still finding ways to create a fun and motivating culture, then it's very possible to actually create a more productive environment than being chained to a desk."

You can find out more about Meagan in the links below:

• LinkedIn: https://www.linkedin.com/in/meagansuckling/
• Community: https://sdrnation.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Tone sets the mood for the entire sales interaction, so salespeople must find an authentic tone that resonates. Sam discusses some inherent qualities of an authentic salesperson based on Danny Meyer's principles in Setting the Table, and how a consistent framework and process reps can rely on is central to a great customer experience.

HIGHLIGHT QUOTES

Danny Meyer's Excellence Reflex or core emotional skills - Sam: "The first is optimistic warmth, the second is intelligence, but the way that he defines intelligence I would more closely relate to natural curiosity. The third one is empathy, the fourth one is self-awareness and integrity, and then the fifth one which is sort of the title of the book is the way that he defines work ethic which is people who care enough to take great care and pride in setting the table beautifully each time."

The best salespeople find key business insight for prospects - Sam: "People talk a lot about a consultative sales process or being a "trusted advisor". I think that gets conflated a lot for being the opposite of an "old-school seller". Like it's this big departure, but in my opinion, every great seller I've ever talked to at any age, at any time, with any amount of technology, they all do that. They're all finding a key business insight that either the prospect didn't know about, or they knew about but no one's been talking about it."

You can find out more about Sam in the links below:

• LinkedIn: https://www.linkedin.com/in/sam-schaut/
• Website: https://sharebite.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

You have to learn to follow up - Kevin: "Every cold call is just to get that person out of that stage in the prospect lifecycle which is 'cold' into 'aware'. Once they're aware, all of a sudden they're going to be thinking of the business problems that you have if you follow up."

You can find out more about Kevin in the links below:

• LinkedIn: https://www.linkedin.com/in/khopp/
• Website: https://www.hoppconsultinggroup.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mark also talks about how closing begins with good discovery. Start by asking a provocative question, then dig, then diagnose and confirm, and then reveal a vision for the future. Mark shares their Hypothesis Statement and how to sell by unselling first and brings it home with "sales judo" tips on negotiating and closing.

HIGHLIGHT QUOTES

The Hypothesis Statement explained - Mark: "We have a thing called a Hypothesis Statement that we use in our sales cycle, and the Hypothesis Statement is constructed as despite A, we can't do X which means we don't get Y as measured by Z. A is an investment you have right now, despite this investment we've already made in this, we still can't do X, we still can't convert our inbound leads, which means we don't get Y, that step above the line, high executive thing, which means we don't hit our growth plans, which means we're going to miss our IPO next year or whatever as measured by Z."

Practice sales judo during negotiations to close the deal - Mark: "Judo is the martial arts practice that uses someone's own energy against them. The idea is you can do the same thing with an objection is you take the energy of that objection and you transfer it back to the person for the answer. So if somebody says, hey Mark, I don't think that we can because of price. KD, I'm sure there's a lot of negotiations that you're in where you can't go down in price the way some do, how do you handle that? And you just throw their question back to them and I'm telling you, nine times out of ten, people answer their own question."

You can find out more about Mark in the links below:

• LinkedIn: https://www.linkedin.com/in/mkosoglow/
• Website: https://www.outreach.io/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The importance of having a community - Alli: "You need to feel like you belong somewhere. And when you belong, you feel safe, and when you feel safe, you feel brave. You feel like you always have people behind you that are going to catch you even if you fall. "

You can find out more about Alli in the links below:

• LinkedIn: https://www.linkedin.com/in/allirizacos/
• Website: https://www.allirizacos.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Reevaluate how you win to close more complex SaaS deals - Andy: "I think that SaaS as a business, the overall win rate that companies have is relatively low. And when they try to bring that type of win rate into a more enterprise, complex enterprise environment where there aren't as many prospects, you can't be as wasteful. And so you have to make sure that you win a higher fraction of your deals."

You can find out more about Andy and get his book in the links below:

• LinkedIn: https://www.linkedin.com/in/realandypaul/
• Website: https://www.andypaul.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mike talks about how we can do "less but better" and scaling towards that mindset for your team. He shares about how to figure out the person's capacity as a leader and not assume that your people can do more just because their quota went up.

HIGHLIGHT QUOTES

"More with less" in terms of hiring the right people - Mike: "In a world in which you want to grow what the numbers happen to be, you want to grow year to year and you want to do it with the people that have done it for you. That you can trust more as opposed to hiring an unproven commodity of someone who is successful in another company."

Running in situations where you're hiring someone for sales but they get into marketing - Mike: "First it's the mindset of this is exactly how we're going to grow. I tell everyone who works for me, if you're successful, I'm going to trust you way more with whatever the next role is even though you haven't done it before versus someone who is doing it successfully in another organization."

Getting someone with the right mindset in the team - Mike: "Sometimes it's skill, other times they'll tell you it's luck. Especially with people that come in through sales and I tell them as your leader it's my job to get you to the next level. If that's within these walls, great, that's why I'm doing this. If it's outside of these walls, that's still my job."

You can find out more about Mike in the links below:

• LinkedIn: https://www.linkedin.com/in/michael-a-rosenberg-1489b65/
• Website: https://rocketreach.co/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

He then discusses the differences between PLG and a traditional sales-led motion which flows from the buyer down to the user. Yaakov shares some experience best practices for successful PLG which primarily includes finding and getting feedback from real users and then sharing this data across the organization.

HIGHLIGHT QUOTES

The top 3 qualifiers for PLG - Yaakov: "I like to break it down into 3 categories that each company has to ask themselves to see if PLG is the right fit for them. And there is a huge misunderstanding that complex products don't fit PLG. That's not true at all, but there are certain things that don't work as well. So the 3 things are self-servability, user motivation, and permissions and accessibility."

PLG prioritizes the value provided to the end user - Yaakov: "The alignment that needs to be between product leadership and sales leadership to even understand the different roles of packages and pricing because the packages are going now have to be redesigned in a way that expresses the increase in end-user value rather than organization value, even on the enterprise level where classic motions... just has organizational value."

Share the end user feedback across departments - Yaakov: "Feedback should be prioritized in the deepest sense across the organization. So one thing that I see that companies struggle with, but if you get this right, it's such a fuel for growth, is sharing feedback across departments because sales, the feedback they're getting should be affecting the product roadmap and product data that the product managers are getting and analyzing should be affecting the way that CS is interacting with the customers and the next marketing campaign."

You can find out more about Yaakov in the links below:

• LinkedIn: https://www.linkedin.com/in/yaakovcarno/
• Website: https://www.valubyl.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Mobilize a champion with these 4 questions  - KD: "These are the four must-ask or must-do things when you're trying to mobilize and champion. One, is your champion sold? Two, why are they sold? Three, what has to be in the proposal, and four, how can we get this done by X with reasons? Even if they're rushing you off the phone, you got to get the answer to these 4 questions."

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Coach your contact and help them buy better - KD: "Everyone talks about coaching like their contact but we don't actually coach them. Do they know what they're going to say? Do they know what they shouldn't say? This is important. This is working with your contact."

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Research the person you need to pull in to give you the best shot - KD: "You've got to close something, and one of the biggest ones is making sure the next steps are always scheduled. Everything needs to be scheduled. Everything. When are they going to discuss this with the team? When is the next meeting going to happen? This is one of my favorite questions as I'm navigating the sales process: Okay, so how can we get X done by Y?"

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Research the person you need to pull in to give you the best shot - KD: "Especially for the bigger deals, do your pre-research. You should be able to namedrop the VP of people or the VP of sales. Namedrop who you think should come next. This is part of that prep going into a demo."

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Be mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm".

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/
   

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Discern the difference between a decision-maker and an approver - KD: "Decision-maker is different than approver. The CFO might approve but they're not the decision-maker if I'm picking Salesloft or Outreach. They're not the decision-maker if I'm picking Salesforce or HubSpot. They might approve the financial commitment but they're not the decision-maker. You need to find out the difference. In order to create a mobilizer, you have to empower them throughout the entire process."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Be mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm".

"You're treating me like somebody you know. You're much more casual, still professional... I find that the AEs that perform really well...  sound just the same on the phone as they do when they're talking to me. There is no difference. And so the tone is a big thing.

Recap what your prospects just said to gain clarity- Charles: The second thing... when paying attention to things that are unsaid, which are sometimes the most important, the way to help get there is to recap. and there are AEs that are afraid to recap because they are afraid to indirectly communicate to the prospect that they don't understand something."

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/
   

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Problems with closing are actually problems with discovery - KD: "Almost every single time I have a rep struggling with closing, they're actually struggling with discovery, and that sets up a bad close and a bad championing and mobilizing."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The upfront contract gives your prospect an out from the conversation - Charles: "There are really kind of one of two outcomes from this conversation. Either one, you say, Charles, this conversation was garbage, totally useless, not interested, thanks but no thanks. Or it's compelling enough to talk further and see whether or not there could be something here."

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Base your questions on what the prospect just said - Charles: "You can have the best discovery questions on planet Earth, but if your discovery questions are not based on what the prospect literally just told you, it will be an interrogation."

Get a reply by being accurate rather than optimistic - Charles: "The main reason a prospect will ghost you is that they are afraid to tell you no. So I love always telling the prospect I'd rather be more accurate than optimistic here. It's okay to tell me no, don't worry about it. I'll say it all day."

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Keep the mindset of curiosity and stay there - Charles: "It's a mindset and the mindset is I want to complete, as an AE, I want to completely forget about myself totally and I just want to stay in curiosity land. And for people who have trouble being curious, I tell them to try to act as if the person that is telling you something is telling them something that's one of the most interesting things they've ever heard of in their life, and stay there."

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The roadmap for gaining trust through teaching - Charles: "Team them something first which is problem-related. So I'm a big fan of roadmaps. I love roadmaps. So roadmaps to ask a question, roadmaps to answer a question, followed by asking another question, etc. So the mini roadmap is one... sharing context, two sharing insight, three humbling disclaimers, and four asking an open-ended question to what extent."

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Make comp plans simple and data accessible - Charles: "Discovery gives you the AE a chance to give the prospect the ability to think. That's why discovery is everything you're allowing the prospect to think about how they're doing things today. To think about an insight that you found that might surprise them."

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Integrating with other organizations makes winning enterprise clients more attainable. Sean discusses how to discern the best types of partners for your growth, as well as the mindset of giving first to activate a partnership. He also talks about how to find a partner you can go all in with to ultimately win together.

HIGHLIGHT QUOTES

Approach potential partners with a win-win proposal - Sean: "If you're scaling a small startup, maybe there's another one out there, maybe there's another one that's emerging, and you know for a fact that if we work together or we integrate or we work together and we come to an enterprise client, we'll be like, we're actually more cost-effective than an enterprise product here and a Salesforce."

Have a clear understanding of your partner's goals and metrics - Sean: "I think that is the key to a partnership is going in there and understanding. I know all the partner leaders that have been in partnerships much longer than me understand that going in there with a bigger product and a bigger player, what is that metric that helps drive them? Why did we integrate into the first place? And let's highlight all of these things with like a top-down approach."

You can find out more about Sean in the links below:

• LinkedIn: https://www.linkedin.com/in/sean-paulseth/
• Website: https://www.wedgehr.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Don't just sell a better future as people change because of the NOW - KD: "The cost of staying the same. These are also great discovery questions. So what happens if nothing changes? What happens if this is still a problem a year from now? What is this costing you right now? What would be better after? That's fine. We want to talk about what it's causing now."

Ask the minimum amount of discovery questions so you can ask more during the demo - KD: "Keep your powder dry. Save some questions for the demo. So often, every once in a while, someone takes me through a great discovery but then they ask nothing in the demo because they asked all of their questions. Discovery can be 7 to 10 questions."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Otherwise, compensating on variables other than the sale itself will just create unnecessary clutter that makes it more difficult to pay sellers, a key factor in retaining top talent. Dan also stresses the need to give employees access to the data. Not doing so creates distrust and can even expose companies to legal action.   

HIGHLIGHT QUOTES

Make comp plans simple and data accessible - Dan: "It's not so much the variables. Obviously, the fewer, the better, and the more simplistic it will be. But as long as you have the reporting and it's easy to understand and access and the calculations are at the forefront or easy to back up, then I'm okay with somewhat complicated comp plans to drive certain behaviors and incent reps in a certain way."

Compensating fairly means leaders have a longer-term view of the company - Dan: "What I would really recommend to leadership is to take more of a longer view. I mean, there's so much pressure on the month-to-month and quarter-to-quarter performance, I think that's what's driving all of this really bad behavior by leadership. They're trying to earn their bonuses, they're trying to keep their investors happy, they're trying to pump up their sales in the perception of what things look like."

You can find out more about Dan and get their app in the links below:

• LinkedIn: https://www.linkedin.com/in/daniel-goodman2001/
• Website: https://trucommish.com/
• App: https://app.trucommish.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

She digs into how salespeople need to learn to grind it out over the phone, learn to use the mailer to send snail mail, and rethink their in-person meetings which can close big deals. The point is to slow down and become more creative in prospecting to truly stand out.

HIGHLIGHT QUOTES

Old school methods provide creativity in selling - Stephanie: "We had followed Sandler methodology, so then you use that mailer as your pattern interrupt. Did you get the card I sent you? When the receptionist would stop you, are they expecting your call? Yes, they are. You're not lying. You said you were going to be reaching out and they received your card.

"So we would plan those and then reach out a week later from the card sent to make sure they received it, opened it, et cetera. But so it kind of goes into personalization, but it also goes into how are you getting creative and trying something new and giving them a reason why you are calling outside of what you're selling."

Target hand raisers and personalize a message to them - Stephanie: "On a hand raiser, why not take a second? Why not utilize the tools that you have, such as ZoomInfo? Why not go research the company a little bit, understand what they do, and customize a message saying, I know that you inquired, and this is why I think that we should meet. And then provide that simplicity of scheduling."

You can find out more about Stephanie in the links below:

• LinkedIn: https://www.linkedin.com/in/valentis/
• Website: https://www.smartbugmedia.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Strategic use of down tones unsells early in the conversation - KD: "Stop confirming, especially in discovery, that they're doing the right things. Remove the good/great/awesome and replace it with oh/ah/wow/oh no/shoot/really/ooh. What you're doing, again, you're planting seeds of doubt into what they're doing right now. That is the key to discovery. A good downtone and a pause, it will pull all sorts of information out of people."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

He gives advice on how to measure a company's capacity to grow and shares insights on when it's best to fold on an opportunity. He also shares some actionable tips on personalizing messages and not being afraid to reach out to decision-makers. 

HIGHLIGHT QUOTES

For the asymmetric risks of a startup, there have to be asymmetric upsides too - Kyle: "You need to look for an asymmetric upside. You're getting asymmetric risk, as we've all seen in this market. Lay-offs, a lot of companies are zombies at this point like there's a lot of not great stuff happening, and so there is more risk than being at a big established company... if you're going to take that risk and take that chaos and all that comes with startup land, you need to bet big."

Be proactive and reach out to decision-makers for an interview - Kyle: "If you want a great job at a good company where you definitely can't get an interview just applying online, which is most of the time... but all of securing the interview is in the personalized outreach, the research, and having a really tight value prop."

You can find out more about Kyle and cold call him to find out about available jobs in the links below:

• LinkedIn: https://www.linkedin.com/in/kylecnorton/
• Website: https://www.owner.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The status alignment question establishes you as an authority - KD: "The status alignment question's when you go, and you ask something that only someone that understands the space would know. So that can be something like 'why do you think that is? Is it a call reluctance thing? Are they not empowered by RevOps? Is it taking too long to find the leads?' It's where you show that you know what posits the problems often."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The steps of a bucket question to get to the problem immediately - KD: "I talk to blank all day long and they all seem to be struggling with X, Y, or Z. Does that sound like your world, or do you got that already figured out? You've got that perfect? You're already swimming in the pipeline? You're already booking all the appointments you possibly can? This is your framework for a bucket question."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The most important goal of discovery is to get the buyer to agree to a problem - KD: "Let's talk about the goal of discovery. What is the actual goal? First bullet point: to agree to a problem. If you forget everything I say right now, except for this, you could stop the presentation right now and go listen to all of your discovery calls and go how often am I getting them to agree they have a problem?"

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Gail takes a deep dive into finding your FIRE and gives actionable tips on how you can figure out yours. She connects it to sales and what sellers can do in their sales life to find a sense of purpose and find success because of the passion they feel for what they do.

With her advice, sellers can chase their dreams and goals instead of putting them on the shelf and letting others go after them instead. She emphasizes the need for FAMILY (Friends, Associates, Mentors, Instructors, Loved Ones, You) and how to ask for help that jolts you into action.

HIGHLIGHT QUOTES

Your FIRE defined - Gail: "It is your Ferociously Important Reason to Exist. That thing that you have to do because the result of failing is worse than if you went after it and it just didn't go your way. So not doing is worse than that. You'd rather fail."

Take the action steps to find your FIRE - Gail: "The way to find your FIRE is to explore. It's to take classes. It's to look at what you're good at, what you enjoy doing, and then to follow through on other courses and programs and network and meet people and find if is there a place from the ground up where I can kind of get my foot in the door somewhere. But it's uncovering what's the FIRE? What's so important, so passionate to you that you'd rather risk and fail than not do it? That's what real FIRE is."

You can find out more about Gail in the links below:

• LinkedIn: https://www.linkedin.com/in/gailkasper/
• Website: https://gailkasper.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

She talks about the decision-making process behind these choices and offers advice to others who may be facing a similar decision. Daisy reflects on her first experience managing a team of salespeople and notes that she quickly learned that being a good manager requires completely different skills than being a good salesperson.

Daisy discusses the biggest lessons she learned about managing people, including learning how to strike the balance and delineate friendship from professional roles, hiring hard and fast but maintaining diversity, and how to have tough conversations because you are looking out for everyone’s best interests.

HIGHLIGHT QUOTES

Management is much more than just teaching others what worked for you - Daisy: "All because you're really good at your individual role doesn't mean you're really good at being a manager. Or it could be that, but it's a completely different role. I think a lot of times you think, oh, I know how to do this role, I'm going to be a great manager, I'm just going to teach them exactly what I did and everyone's going to crush it."

"No. That was my first mistake. It's a completely different role. You have to learn how to work with people, how to understand different strengths and skill sets, and know that all because you did it well, does not mean they can just mimic what you did and they're going to do it well as well."

If you’re considering management roles, talk to other managers first - Daisy: "Talk to other managers in other departments because when you're in a management role, you have lot more similarities to the HR people manager role, to the client of success role, to the engineering manager than you think. You think that you can relate to everyone in sales, but really, your skillset in that management role is going to relate a lot more to other people other managers, and how to hire correctly, how to train correctly, how to fire when you have to, all those things it takes to be a good manager. How to motivate, how to inspire."

You can find out more about Daisy in the links below:

• LinkedIn: https://www.linkedin.com/in/daisychung13/
• YouTube: https://www.youtube.com/@DaisyChung

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Entice with the sizzle without the steak - Belal: "You give them that sizzle before the steak, you give them that enticement. You address the problem, they embrace it, and they tell you, yes, I'm having that problem. Yes, I'm trying to work on... that, we have not been able to solve that problem. And then, they're going to start asking you out of just curiosity, well how do you address it?"

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.com

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The poet Rumi suggests trading cleverness for bewilderment - Belal: "Trade your cleverness for bewilderment. Somebody tells you, yeah, I've got that problem. Really? How are you addressing it, right? Oh, we've got something for that. Oh, you do? Well, what are you using to solve it? Just have some curiosity. Give the person a chance to explain further what's going [on]. Tell me more."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The prospect is the hero of the story, not you - Belal: "People don't want unsolicited help. We're not interested in that. It's a turn off for us. So you look at your sales copy, you look at your messages, your emails, your demo, your disco questions. Who is it about? Who is the center of the sentence? Is it your buyer? Or is it you?"

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

The inverse outgroup explained - Belal: "This idea of inverse outgroup. If you're in, you know what the problem is. If you're in, you know what's up. If you're out, you're just talking about yourself and not really understanding what's going on in my world. When you can frame a problem and then ask me a thought-provoking question around that problem, you show me you're here, not here instantly."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Leslie shares her insights on how salespeople can best serve their customers and grow their businesses through evangelism, a grassroots way of taking care of customers and building a community that organically speaks about your product without being told to do so.

Leslie emphasizes how important it is for companies to create a connection with their customers beyond just the product. People want to feel like they are part of something, and if a company can create that feeling, they will be much more successful.

HIGHLIGHT QUOTES

Build your community by establishing your values first - Leslie: "This is an investment and it's a long-term investment. So some of the things, like I talked earlier, it's what are the values of the company, values of the community, what will be your competitive advantage over other communities? How are you going to differentiate yourself? Then what challenges do your community members have that you're going to be able to solve?"

Research your community and prepare a 30-day content calendar - Leslie: "You definitely have to have a content calendar. You should have, at least, 30 days of content before you start. If you've done your research, you already know what they want to talk about, what their pains are, what they think the value is of the community. You just take that and you put a content calendar out."

You can find out more about Leslie and join her course in the links below:

• LinkedIn: https://www.linkedin.com/in/leslie-greenwood/
• Website: https://thechiefevangelist.com/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

It is easy to be negative and critical of CEOs for the decisions they have to make during uncertain times, but it is equally important to remember how difficult making those decisions are. For high-performing sales organizations, they need to focus more on pipeline generation, sales process adherence, and then sales morale.

When communicating changes like necessary layoffs, leaders should be clear and concise about why the change is necessary and what the expectations are for the sales team. KG also emphasizes how being a caring leader helps sales teams succeed. Be transparent with team members about quotas and goals, and provide support to help them reach these goals at all times.

HIGHLIGHT QUOTES

The highest priority of a sales organization is pipeline generation - KG: "High-performing sales organizations and companies, they focus more on pipeline generation and sales process adherence, and third or fourth along, they focus on sales morale. They focus on sales morale.

Communicate with the team that’s left about these 3 compasses - KG: "Autonomy, mastery, purpose. When you can think about your leadership during tough times and how you're instilling autonomy, mastery, and purpose, those are good compasses to lead through tough times with those that are remaining on your team."

You can find out more about KG in the links below:

• LinkedIn: https://www.linkedin.com/in/kevingaither/
• Twitter: https://twitter.com/kevinsgaither

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTES

Prospect Theory explains emotional messaging  - Belal: "The fear of loss is 2 times more compelling than the pleasure of gain. Most of us are lining up knowing that we're not going to win, but we're still going to give it a hundred percent. Why? Because we don't want to lose. We don't want to fall down. We don't want to look stupid. We don't want our name posted dead last."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Founder and Imposter Syndrome Coach at Alli Rizacos Coaching Inc. Humans are distinct from animals because of our prefrontal cortex, the part of the brain that gives us the ability to reason and see the logic.

To thrive and not just survive, we humans need to be able to express our feelings and feel safe doing so to be true to our authentic selves. Survival mode is an operating system that is hardwired into our animalistic brains. The reason so many people get stuck here is because of unmet emotional needs. 

Thriving means rewiring our brains to recognize when we make judgments on ourselves and others that are reinforcements of childhood beliefs. Catching these judgment calls as they happen takes time and intention, but what this offers is a brand new path and way of thinking and moving forward.

HIGHLIGHT QUOTES

We are taught that feeling our feelings and being vulnerable is not safe - Alli: "As a child, then, as we grow into adults, we keep those beliefs about ourselves, that I need to suppress my feelings and I need to do what mommy and daddy say in order to get love and acceptance, which is what we all need in this world to be here... so we then become a version of ourselves that isn't truly us because we've been taught to suppress."

Realize that emotions can be felt and expressed safely - Alli: "That is the definition of thriving, to be able to feel what you're feeling safely and be able to able to express it safely... express my anger in a healthy way and have the person I'm expressing it to listen and mirror back to me and hear me because, as children, we felt unheard."

You can find out more about Alli in the link below:

• LinkedIn: https://www.linkedin.com/in/allirizacos/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In order to motivate, you need to be intentional with your words and actions. Listen intently to understand your team's motivations and get an understanding of their life outside of work. A change in mind is what changes behavior, so your goal should be to motivate a mindset change to see behavior change.

Sales leaders can build trust by being authentically themselves and sharing their own strengths, weaknesses, and vulnerabilities. Jill also gives tips for women in sales leadership roles to thrive in their careers and avoid fear-based decisions that hold them back.

HIGHLIGHT QUOTES

Motivation starts with intentional words and actions to learn more - Jill: "You have to be so intentional with the individual that you're speaking with. So when you are motivating, you have to know, first off, what are they motivated by. What's going on in their outside life that your reps are willing to disclose? Not saying we need to know every detail but, if there's something impacting them at work based on things outside of work, okay, that could be a lever for motivation."

Change what’s in your control to help motivate others - Jill: "This is my whole other mantra. What can you can control and what is out of your control? But paying attention to words that your reps say, that's a choice. I could choose to sit and Slack people when I'm in a one-on-one, answer emails, be filling out a report, no. The choice has to be I'm making virtual eye contact with you in Zoom. You have me right now. That is a choice. And if you don't make it, why would you ever expect to get to know your reps."

You can find out more about Jill in the links below:

• LinkedIn: https://www.linkedin.com/in/jill-bruno-47b81855/
• Email: jillian@rocketreach.co

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Beth Jacobs, Chief Growth Officer at vChief
• Amelia Taylor, Strategic Sales & Lead Evangelist at regie.ai
• Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy
• Katy McFee, Founder and Principal of i2a Insights to Action Coaching and Consulting
• Chet Lovegren, Head of Sales Development at JellySmack and Portfolio Advisor at Hatchet Ventures

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

Rocket Reach | Rocketreach.co

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

QUOTES

On finding a way to stand out  - Belal: "The problem is, when you talk to your buyers or your prospects and you pitch about yourself, you sound like everybody else. Every other cold email, every other cold call, and every other demo that they're going to get sounds exactly the same. And when you do that you fall back into the social paradigm of buyer vs seller, which we said is one of conflict."  

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

Rocket Reach | Rocketreach.co

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Anthony shares valuable insight on what it took to change and develop his inner game to eventually find success through his words and actions. He also talks about how to approach improvement in mindset and gives a few techniques on producing pipeline as an account executive (AE).

HIGHLIGHTS

• Awareness, acceptance, and courage
• Changes in work behavior that led to results
• Tactics to use as an AE to produce pipeline
• Crafting a problem statement for your persona

QUOTES

Realize that you have to take steps to think and live a different way, says Anthony: "I viewed it as I had two choices, I could go down the path that I had been going down and get the same results or I can go down that uncomfortable route that I had always removed myself from and actually take that first step to making change."

Anthony on what he started to do differently: "I wasn't showing up in that needy, insecure way. I was just comfortable with who I was and people feel that energy. They feel when someone's comfortable with who they are and they want to be surrounded by those types of people."

It's better to find relevant information that ties to the problem that you solve, says Anthony: "I'm not trying to figure out where KD went to college or if he likes dogs or what sports team he likes. Because that doesn't relate to the problem that we solve and doesn't help the prospect connect the dots of why I'm reaching out."

You can find out more about Anthony in the links below:

• LinkedIn: https://www.linkedin.com/in/anthony-natoli/
• Newsletter: https://anthonynatoli.me/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

QUOTES

On the things that the buyer needs to show up with - Belal: "You do not make problems, they already exist for your buyer. You do not get to decide the impact, they have to decide. You can manipulate it, you can explain it, and you can formulate it but they need to be the ones to embrace it."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

• Early signals showing your domain isn't the best
• What should you do to protect your domain
• One of the rules of cold email is to respect the person's decision to opt out 
• Establish rules when building and using your system

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:

• LinkedIn: https://www.linkedin.com/in/jesseoue/
• Newsletter: https://www.linkedin.com/newsletters/saas-growth-tips-tools-6865821061750030336/

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.