Live Better. Sell Better.
239 episodes - English - Latest episode: about 1 month ago -Welcome to the Live Better Sell Better podcast with your host Kevin Dorsey of Inside Sales Excellence the #1 Patreon group and Youtube Channel for tech sellers and leaders.
Where we dive deep into tactical advice on how to book more meetings, close more deals, and lead sales teams to success.
Inviting the top experts in the software sales world to talk about every topic you can think of. From Cold Calling, Closing Deals, Storytelling, all the way to Sales Management and Brand Building.
We leave no topic untouched.
PLUS - This show is all about tactical advice, no fluff, no long backstories, just the juicy details.
But we don’t stop there, we also focus on the PERSON in sales person, making sure we also take care of that too. Mindset, mindfulness, goal setting, stress management, we cover it all.
Thank you for listening, and if you’re interested head on over to www.patreon.com/insidesalesexcellence to learn more.
Now with that, get ready, grab a notepad & let’s get into the good stuff!
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Episodes
Focusing on the "Person" in Salesperson. Just as much as the Sales with Heather Foidart
March 21, 2024 08:00 - 35 minutes - 32.9 MBHeather Hoytard, the Director of Sales at Fidelity Labs, shared valuable insights on navigating career changes, emphasizing the importance of aligning one's career with one's passions and strengths. She highlighted the need to listen to one's intuition and make deliberate choices in career decisions. Heather also discussed the significance of focusing on industry alignment and taking a long-term approach to career development. She provided practical advice on job hunting, emphasizing quality ...
Effective Coaching Strategies for Sales Managers with Alex McNaughten
March 14, 2024 08:00 - 36 minutes - 33.3 MBIn the competitive arena of sales, the leap from good to great can often hinge on the caliber of coaching and management teams receive. This episode of the Better Sell Better podcast, hosted by Kevin Dorsey, features Alex McNaughton from Grow AI, who brings invaluable insights into elevating sales teams through focused coaching efforts. Together, they dissect the integral role of effective management in high-performing sales teams and the often overlooked aspects of leadership that can signif...
Crafting Sales Pitches and Managing the Sales Process With Ben Fiechtner
March 07, 2024 12:36 - 39 minutes - 36.1 MBOn this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fiechtner, CRO at Clari, dive deep into the nuanced world of enterprise sales, uncovering the secrets to managing stakeholders, crafting compelling executive viewpoints, and preparing meticulously for high-stakes sales meetings. In this episode, you will be able to: - Understand the complexities of enterprise deals and the contrast with mid-market SMB sales. - Learn the importance of stakeholder management ...
Sales Strategies for Cybersecurity with Alice Shaaf
February 29, 2024 08:00 - 33 minutes - 30.3 MBEmbark on a journey into the world of cybersecurity sales with me and Alice Schaff, a seasoned professional with extensive experience in sales and marketing within the cybersecurity industry. Delve into the intricacies of selling cybersecurity solutions as Kevin and Alice explore: - Strategies for adapting to a new industry and market, including learning from industry experts and attending conferences to stay abreast of the latest developments. - The importance of building trust with inhere...
Precision in Pitch: Mastering Specificity for Standout Sales Messaging with Dan Drucker
February 22, 2024 08:00 - 32 minutes - 29.5 MBJoining Kevin is Dan Drucker, VP of National Sales and Marketing at Canon, as they unravel the secrets of making your sales pitch stand out in a crowded market. Discover the power of specificity in sales messaging, going beyond the surface-level personalization of names and alma maters. Kevin and Dan stress the importance of understanding the unique challenges your buyers face and tailoring solutions that resonate. Learn how to make your clients feel truly heard and understood, distinguishin...
Unlocking Wealth: The Art of Making Money Work for You with Stacie Sussman
February 15, 2024 08:00 - 36 minutes - 33.6 MBUnlock the secrets to making your money work for you in this episode of the Live Better, Sell Better podcast, hosted by Kevin Dorsey. Join us as Kevin welcomes Stacie Sussman, CRO at RevUp Advisory, to delve into the world of financial wisdom and unconventional investments. Stacie shares her journey of realizing the need for a different approach to money management, sparking a transformation that led her to educate herself through books, podcasts, and lectures on non-traditional investments....
Journey to Success and Personal Growth: Mastering the Path with Jack Ryan
February 08, 2024 08:00 - 35 minutes - 28.1 MBIn this episode, Kevin welcomes the resilient Jack Ryan to share his extraordinary journey that intertwines living better and selling better. Jack's story is one of overcoming adversity, including paralysis from a jiu-jitsu accident and multiple strokes, conquered through unwavering determination and physical rehabilitation. His "you don't know me" attitude, influenced by his mother, fueled his resilience in facing life's challenges head-on. Explore with us: - Jack's transformative mindset...
Boosting Sales Success: Unleashing the Power of Champions to Drive Deals - Guest: Darin Alpert
November 22, 2023 08:00 - 35 minutes - 28.5 MBDoes this sound familiar? You've been told to follow a generic sales process 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 su...
The Winning Mindset: Unlocking Sales Potential with Troy Barter
November 10, 2023 08:00 - 40 minutes - 32.2 MBUnlocking the Sales Mind: Discover the powerful journey of SDR Troy Barter as he defies conventional beliefs, unleashes the potential of mindset training, and battles the paradoxical challenge of transforming perspectives for long- term sales success. In this episode, you will be able to: - Unlock the power of a positive mindset to supercharge your sales success. - Develop effective sales habits that will consistently drive results. - Gain a new perspective on the role mindset pla...
Empower Your Sales Team: Secrets to Successful Buyer Enablement
November 03, 2023 08:00 - 42 minutes - 34.3 MBDiscover the secret sauce to crafting a buyer enablement environment that leaves sales professionals in a bind. With outdated content overwhelming buyers, find out how to provide the most relevant information at the right time, leaving sellers questioning their approach and eager for the next episode. In this episode, you will be able to: - Boost sales success with effective buyer enablement strategies: Learn how to empower your buyers and close deals faster. - Increase deal closu...
From Cold to Close: Secrets to Converting Prospects into Paying Customers
October 02, 2023 08:00 - 36 minutes - 29.6 MBDoes this sound familiar? You pick up the phone, ready to make a cold call, only to be met with disinterested prospects and unanswered voicemails. You've been told to start your pitch with a long-winded introduction about your company, but all it does is bore your prospects and leave you feeling frustrated and unproductive. It's time to break free from this ineffective action that only leads to wasted time and missed opportunities. Instead, discover the power of crafting a compelling c...
Boost Your SaaS Sales Success: The Art of Creating Impactful Demos
September 19, 2023 08:00 - 37 minutes - 30.1 MBIf you're feeling frustrated because your demos aren't connecting with prospects and leading to con, then you are not alone! Many sales professionals in the SaaS industry struggle with presenting engaging and value-adding demos that truly resonate with their audience. Instead of the desired result, prospects may feel disinterested, unimpressed, or confused, causing them to hesitate or even walk away. It's time to find a better approach and create demos that leave a lasting impact. ...
Unlocking Outbound Prospecting Success: Expert Strategies from Leslie Venetz
September 06, 2023 08:00 - 45 minutes - 41.4 MB- 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 Im...
The Game-Changing Power of Video Introductions in Job Applications
July 21, 2023 09:30 - 39 minutes - 36.5 MBDoes this sound familiar? You've been told to simply submit your resume and hope for the best, but all you're feeling is the pain of rejection and frustration in the highly competitive job market. It's time to discover the effective strategies that will truly make you stand out and increase your chances of getting hired. In this episode, you will be able to: Discover how to separate yourself from the crowd in a highly competitive job market. Uncover the importance of forging ...
Unlocking Growth Potential: The Hidden Secrets of Top-of-Funnel Metrics
July 18, 2023 09:30 - 30 minutes - 24.5 MBDoes this sound familiar? You've been told to hire more salespeople to boost your declining sales, but it's not delivering the results you expected. The pain of investing time and money into new hires without seeing significant growth can be frustrating. In this episode, we'll show you a more effective approach by focusing on top-of-funnel metrics and lead qualification to drive sustainable growth and overcome this challenge. In this episode, you will be able to: Unravel the...
From Burnout to Success: The Power of Time Management in Sales
July 06, 2023 09:30 - 33 minutes - 30.8 MBDo you want to skyrocket your sales performance and achieve unprecedented productivity? Are you tired of struggling with time management skills that hinder your success in the sales industry? If so, I have the solution you've been searching for. In this podcast episode, I will reveal the key to unlocking unparalleled results in sales by mastering the art of time management and productivity. By implementing the strategies and techniques shared, you will experience a transfor...
The Art of Selling: Mobilizing and Championing Effective Sales Deals
June 30, 2023 09:00 - 28 minutes - 25.7 MBIn this episode, learn how to mobilize and champion your sales deals with key insights and questions to ask your champions. But what happens when your champion isn't sold? Tune in to find out. In this episode, you will be able to: Discover how to effectively mobilize sales deals, even in the most competitive markets. Unearth the significance of being problem-oriented in the discovery phase, setting the base for solution-focused strategies. Identify how an upfront agreement for next steps...
Unlocking Your Potential: The Importance of Proper Training and Mentorship for SDRs
June 23, 2023 13:30 - 33 minutes - 30.2 MBHave you heard the myths? Myth #1: SDRs are replaceable and don't need proper training. Myth #2: SDRs are simply cold callers and don't require coaching. Myth #3: SDRs will learn on the job, so mentorship isn't necessary. But the truth is, investing in the training, coaching, and mentorship of SDRs is crucial for their success and for the success of the company. In fact, this investment can lead to a successful transition to the role of an account executive. So, how can you ensure that you'r...
Maximizing Sales Team Impact: Focused Capacity Strategies with Anthony Cessario
June 17, 2023 13:43 - 36 minutes - 33.8 MBIn this episode, you will be able to: Unveil the secret behind successful sales teams through strategic planning. Grasp the concept of focused capacity to make the most of your resources. Explore the perfect blend of structure and autonomy for top-performing sales teams. Delve into the art of establishing realistic annual objectives for your sales force. Find out how encouraging open dialogue and vulnerability leads to a collaborative work environment. My special guest is Anthony Cessa...
THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
May 26, 2023 08:00 - 10 minutes - 9.31 MBIn this episode of the Live Better Sell Better Podcast, KD has a conversation with Zoe Hartsfield on leadership and experience from the eyes of high-performing individual contributors and the role that recognition plays in performance and empowering others. HIGHLIGHT 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 h...
MASTERFUL VIDEO PROSPECTING: Guaranteed Ways to Reach Your Audience with Katherine Caldwell
May 24, 2023 08:00 - 9 minutes - 8.58 MBIn this episode of the Live Better Sell Better Podcast, we have another throwback about video prospecting. This time we have KD's conversation with Katherine Caldwell on her best practices for video prospecting, how to get your video watched, and what to do if the prospect doesn't watch it. HIGHLIGHT 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 no...
IMPACTFUL VIDEO: Using Videos For Prospecting and Connecting with Morgan Ingram
May 19, 2023 08:00 - 4 minutes - 3.71 MBIn this episode of the Live Better Sell Better Podcast, we're throwing back to KD's conversation with Morgan Ingram on the foundations of video prospecting the right way. They talk about utilizing video when there's still not much competition, using it as a new way of cold calling, and the ideal length of each video that you send. HIGHLIGHT QUOTES Start video prospecting while you still can - Morgan: "I'd say 3% of sales reps consistently do video prospecting. That's a fair number I'm lean...
TAKING ACTION: Find Solutions That Could Mean the Difference with Brandon Bornancin
May 17, 2023 08:00 - 9 minutes - 8.91 MBIn this episode of the Live Better Sell Better Podcast, KD sits down with Brandon Bornancin, CEO & Founder of Seamless.AI. The duo talk about intertwining values not only in business but in life in general. More than anything, taking action to do what's right for your customers is a given that many salespersons and leaders should recognize. HIGHLIGHT QUOTES Take actions and find solutions - Brandon: "Finding solutions, not problems is like finding the answers and being grateful and happ...
Securing Enterprise Deals Through Storytelling with Christian Banach
May 15, 2023 08:00 - 10 minutes - 9.75 MBIn this episode of the Live Better Sell Better Podcast, KD sits down with Christian Banach, Principal and Chief Growth Officer of Christian Banach LLC. Everybody wants to land the big 6-figure, 7-figure deals. However, it's more crucial to know how we can put our foot on the door for those opportunities in the first place! HIGHLIGHT QUOTES Something to note before doing enterprise deals - Christian: "When you're doing more enterprise-level deals, there's not an endless supply of compan...
Injecting Psychology into the Sales Process with Alex Schlinsky
May 12, 2023 08:00 - 10 minutes - 9.82 MBToday's episode of the Live Better Sell Better Podcast is a throwback to KD's conversation with Alex Schlinsky, Founder of Prospecting on Demand. As salespeople, it's natural to want to learn what goes on in the consumer's mind. Alex discusses why humans make certain decisions when it comes to buying and how we can take hold of that as sellers. HIGHLIGHT QUOTES Simplify your sales process because consumers have to choose between too many things already - Alex: "You can literally find anyth...
Coach Managers to Become Great Leaders with Stephanie Herre
May 10, 2023 08:00 - 9 minutes - 8.62 MBThis throwback episode of the Live Better Sell Better Podcast features Stephanie Herre, the Regional Manager for UK Enterprise at Remote. Leadership development starts with determining if leadership is even for you. Stephanie digs into the realities of leadership like accountability and loss of control, as well as tips on how companies should hire and develop leaders. HIGHLIGHT QUOTES Take coaching seriously or get a leadership coach - Stephanie: "They need to take it a lot more seriously ...
Make Your Emails Relevant, Not Personalized with Jed Mahrle
May 08, 2023 07:00 - 10 minutes - 9.44 MBThis throwback episode of the Live Better Sell Better Podcast features Jed Mahrle, the Head of Outbound Sales at Mailshake. Every inbound lead was an outbound lead yesterday. Jed shares how he makes his emails relevant but not necessarily personalized using buying triggers, while KD discusses the 3 I's of Targeting: target low for Info, middle for Insight, and high for Influence. HIGHLIGHT QUOTES Buying triggers inform your messaging to your ICP - Jed: "Most of my messaging and the sequenc...
Integrate Sales Metrics and Coaching for a Data-Driven Organization with Peter Kazanjy
May 05, 2023 08:00 - 10 minutes - 9.88 MBThis throwback episode of the Live Better Sell Better Podcast features Peter Kazanjy, Co-Founder of Atrium. Having a data-driven organization is more relevant than ever. Peter discusses the key quantity and quality metrics sales leaders should look out for in their sales team, as well as how to put that data in front of the team through an open culture of coaching. HIGHLIGHT QUOTES Net new accounts interacted with is a quantity metric for SDRs - Peter: "One of the non-obvious things that p...
Mold the Raw Talent of Athletes for Sales with JR Butler
May 03, 2023 20:50 - 11 minutes - 10.2 MBThis episode of the Live Better Sell Better Podcast features JR Butler, the CEO and Founder of Shift Group. Athletes who played at the collegiate level or higher tend to have a certain competitiveness and coachability that make them star salespeople. JR talks about honing their raw talent and really nailing the basics of prospecting, qualification, and creating rapport to mold truly successful sales reps. HIGHLIGHT QUOTES Sales athletes see the positive impact of feedback - JR: "When they ...
Grow and Survive During Economic Downturns with Sahil Mansuri
May 01, 2023 08:00 - 10 minutes - 9.94 MBThis episode of the Live Better Sell Better Podcast features Sahil Mansuri, CEO of Bravado. With layoffs happening left and right, it is critical for salespeople to know how best to protect themselves. Sahil educates on why equity is worthless in 95% of startups and why salespeople should look at a company's profitability when looking for their next job. HIGHLIGHT QUOTES Determine a company's profitability before joining it - Sahil: "How do you evaluate an employer in a down market? It al...
Turn Cold Prospecting Warm Through Social Selling with Brandon Lee
April 28, 2023 21:10 - 9 minutes - 8.69 MBThis throwback episode of the Live Better Sell Better Podcast features Brandon Lee, Founder and CEO of FunnelAmplified. Social selling leverages the power of platforms like LinkedIn to create an authentic connection and make sales organic. Brandon gets tactical and teaches us how to use Professional/Personal Insight Posts (PIPs) to get it right. HIGHLIGHT QUOTES PIPs prove your value even before setting the meeting - Brandon: "To earn the right to a meeting, our buyers, our prospects, need...
Examining a Seller's Extrinsic and Intrinsic Motivations with Jonathan Mahan
April 26, 2023 08:00 - 8 minutes - 8.13 MBThis throwback episode of the Live Better Sell Better Podcast features Jonathan Mahan, Co-Founder of The Practice Lab. Every person in the world is motivated by both extrinsic and intrinsic factors. However, in sales, salespeople are rewarded as if the extrinsic reward of a commission is the only thing that matters. This induces a fear state and it also promotes an environment where this is normalized. HIGHLIGHT QUOTES Sales culture pushes salespeople into moral gray areas - Jonathan: "Sa...
LET’S GET INTO CRYPTO Y’ALL: What to Consider When Investing in Cryptocurrencies with Josh Rhodes
April 24, 2023 08:00 - 7 minutes - 6.79 MBDepending on the channels we read, cryptocurrency is either the future that makes you produce generational wealth or a scam that will break you into losses. This episode of the Live Better Sell Better Podcast features Josh Rhodes, Founder of Crypto Ya'll. Josh shares insights into both perspectives and how we can use this knowledge if we ever decide to invest in cryptocurrencies. Josh provides us with knowledge on the different types of assets one can trade or invest in, either short or lon...
Work Efficiently to Be Fully Present in Your Life with Ian Koniak
April 21, 2023 08:00 - 9 minutes - 8.43 MBThis episode of the Live Better Sell Better Podcast features Ian Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc. When you execute what you plan and accomplish all you set out to do, you allow yourself to be fully present in your life outside of work. It is all about working smarter, not harder. You have to set boundaries for the time you work and plan out your weeks and days. HIGHLIGHT QUOTES Work during work hours to be ...
How to Apply Personality Science to Sales with William Ballance
April 19, 2023 14:20 - 11 minutes - 10.4 MBThis episode of the Live Better Sell Better Podcast features William Ballance, CEO at Lavender. The Herrmann Brain Dominance Instrument (HBDI) divides people into four quadrants: Action, Vision, People, and Data. Each quadrant represents a different aspect of decision-making. You can structure your messaging to target all four quadrants or use personality assessments like DISC or OCEAN to determine an individual's decision-making pattern. Depending on an individual's personality, they may f...
The Science of Cold Calling and Prospecting with Colin Specter
April 17, 2023 22:44 - 10 minutes - 9.57 MBConnect rates, conversion rates, and many more. Cold calling may be an art with the messaging, tonality, and delivery, but it is also a science where we need to understand its data for a better sales process. This episode of the Live Better Sell Better Podcast features Colin Specter, Vice President of Sales at Orum. Desired outcomes can be achieved by calculating a mathematical formula that you can use to derive the number of calls you have to make. Colin shares what metrics you should be t...
Onboard Reps Properly and Practice with Them with Hana Elliot
April 14, 2023 16:00 - 8 minutes - 7.83 MBHana Elliot, the former Vice President of Revenue at Vendition and current Vice President for Marketing at Solutions by Text joins KD in this throwback episode of the Live Better Sell Better podcast. Hana talks all about the value of onboarding and why setting up your reps for success takes intentionality and regular practice. HIGHLIGHT QUOTES Onboard your people because some of them have no experience - Hana: "I think it's not setting aside the time to do it. Especially with SDRs, you hav...
Create Certainty During Times of Uncertainty with Todd Caponi
April 12, 2023 22:03 - 9 minutes - 9.08 MBTodd Caponi, the author of The Transparency Sale, joins KD in this throwback episode of the Live Better Sell Better podcast. Living through economic cycles can be scary because of the uncertainty it brings. Todd shares how bubbles look like great opportunities before they burst and why leaders must see economic patterns to create a sense of certainty during uncertain times. HIGHLIGHT QUOTES Leaders must have empathy for the uncertain brain - Todd: "Uncertainty is like kryptonite for our br...
Prevent Burnout by Knowing Your Priorities with Erika Davis
April 11, 2023 00:08 - 8 minutes - 8.18 MBErika Davis, mental health advocate and former Vice President of Go to Market Strategy at Greaser Consulting join KD in this throwback episode of the Live Better Sell Better podcast. Burnout happens but understanding why and what you can do about it is less commonly known. Erika shares how understanding your priorities helps you focus on what matters to you and provides fulfillment. HIGHLIGHT QUOTES Know your priorities to avoid burnout - Erika: " It really comes down to understanding what...
Leading Operations in Strategy, Direction, and Decisions with Rachel Nazhand
April 07, 2023 16:25 - 9 minutes - 8.93 MBRachel Nazhand, Vice President of Business Operations at Zelis, sits down with KD in this throwback episode of the Live Better Sell Better podcast. Effective systems, processes, and operations are some of the most essential aspects of scale and growth. These serve as foundations and you'll find them everywhere! Rachel dives deep into how sales leaders could and should leverage revenue operations and business operations for growth. For one, data should not only be looked at as numbers and fi...
From BDR to AE: Coaching Empowers Reps During Their Transition with Saad Khan
April 05, 2023 22:21 - 10 minutes - 9.89 MBSaad Khan, former BDR Manager at Dooly and current Business Development Manager at Vendr, joins KD in this throwback episode of the Live Better Sell Better podcast. The transition from BDR/SDR to AE requires training and coaching because not every BDR is a good fit to become an AE. Saad suggests doing the 3 layers of pain activity and explains the elements of his Initiation: Give and Get, and Mirroring or turning an I conversation into an Our conversation. He also shares his hot take that t...
Differentiate and Stand Out Without a Doubt with Mandi Graziano
April 03, 2023 19:07 - 10 minutes - 9.83 MBIn this episode of the Live Better Seller Better Podcast, Mandi Graziano, a sales veteran, and best-selling author, shares insights on how to differentiate yourself in sales. She suggests being memorable in all the right ways, engaging prospects with "choose your own adventure" emails and finding your own voice in sales. Mandi also talks about unique ways to bond with prospects, such as sweat-working, and emphasizes the importance of authentic follow-ups to build stronger relationships. Lear...
Reaching Your Goals Requires a Plan
March 31, 2023 18:35 - 8 minutes - 8.16 MBIn today's episode of the Live Better Sell Better podcast, KD talks about planning. Good leaders know their what and why, but great leaders deal with the how—and this involves planning. A plan needs a destination and it needs to be specific. KD gives examples of losing weight and sales and the principles are the same for both! HIGHLIGHT QUOTES The elements of a plan - KD: "What's the end result we're looking for? But then the next is who? Who's involved in this plan? Who's doing what? And ...
Women Must Lean Into Their Authentic Selves with Heidi Solomon-Orlick
March 29, 2023 16:22 - 9 minutes - 8.36 MBHeidi Solomon-Orlick, Senior Vice President for Business Development at Arise Virtual Solutions Inc., Founder of GirlzWhoSell, and author of Heels to Deals, joins KD in this throwback episode of the Live Better Sell Better podcast. Women must lean into their authentic selves rather than force themselves into something they are not. This includes the natural ability of women to listen and empathize, but it also takes work in unpacking pivotal moments and leveraging these as their own superpo...
Don't Limit Your Goals to Your Quota
March 27, 2023 23:53 - 9 minutes - 8.69 MBIn today's episode of the Live Better Sell Better podcast, KD talks about establishing the right mindset toward goals both as a rep and as a sales leader. For one, we have to understand that the quota is set by someone else, hence should not exactly be your goal all the time. HIGHLIGHT 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, esp...
Be Intentional and Listen to Win Relationships with Casey Jacox
March 24, 2023 22:04 - 11 minutes - 10.3 MBCasey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal, join KD in this throwback episode of the Live Better Sell Better podcast. Building relationships is the heart of sales. But how do you do it? Casey gives us quick tips on being intentional, listening rather than hearing, using TED-based questions, and making the meeting about the prospect, not the seller. HIGHLIGHT QUOTES Sellers must always think about these 4 questions -...
Beyond Your Thoughts and Actions Is BEING with Townsend Wardlaw
March 22, 2023 23:47 - 9 minutes - 8.66 MBTownsend Wardlaw, the Coach of BEing at PFC Coaching, joins KD in this edition of the Live Better Sell Better podcast. Every action begins as a thought, but thoughts are just a function of something beyond that called Being. Shifting your being gives you a completely different view that translates into different thoughts, and ultimately different actions and results. HIGHLIGHT QUOTES Results are produced by choosing to act or not to act - Townsend: "What is true is that every single outcom...
Will We Ever Achieve Mastery of Emotional Intelligence? with Devin Williams
March 20, 2023 09:00 - 9 minutes - 8.91 MBDevin Williams, VP of Sales at DataRobot, joins KD in this edition of the Live Better Sell Better podcast. Emotional intelligence is thrown around as something that is related to soft skills. But is it something that can actually be taught, much like a hard skill? Devin defines the Emotional Quotient (EQ) or emotional intelligence and what it means for sales professionals. He talks about the connection between self-awareness and social awareness and how both essentially make our complexitie...
A CONSTRAINT OR FREEDOM? Misconceptions vs Benefits of Having a Routine with Melissa Gaglione
March 17, 2023 09:34 - 7 minutes - 7.32 MBMelissa Gaglione, a former AE at LivePerson and current AE at Deel, joins KD in this edition of the Live Better Sell Better podcast. Routines may appear to be restrictions, but in reality, they give you a framework so that the remainder of your day can be spent however you like. Melissa talks about how adapting in situations where you can't control your time has been essential to her success as a grade 1 teacher. Routines at work are wonderful, but salespeople need to be able to prioritize ...
Founder Mistakes: Know the Problem You Are Solving with Carol Malakasis
March 15, 2023 20:57 - 9 minutes - 8.98 MBThis Live Better Sell Better Podcast episode throws back to our conversation with Carol Malakasis, former Managing Partner and Head of Training at Rampd and current Envoy at Pavilion. Many founders have awesome ideas but fall short of realizing that a process to sell is fundamental to making a successful business. Carol drills down the top founder mistakes she has seen over the years and how many times it is the founder, not the product, that really matters in the end. HIGHLIGHT QUOTES Be ...