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!
107 Subscribers
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© Copyright 2021 Kevin Dorsey
Live Better. Sell Better.
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107 Subscribers
Reviews
DDC David
5 out of 5 stars
Must listen
This podcast is legit, if your goal is to get real takeaways on all things sales and leadership. Usually 30 to 40 minutes long led by KD and some great guest! Must listen!
Baby-Yeer
5 out of 5 stars
Insightful, inspiring, & innovative!
KD brings high energy with big questions for diverse guests that have made a big impact on my work and life. The enthusiasm for enlightenment is a great way to charge up and level up.
DCAmerican86
5 out of 5 stars
Sales Insights from the Trenches
KD has worked and coached in a variety of verticals and never fails to hone in on the insights that are most universally applicable to the profession. Believe me when I say our team stumbling upon his work has been a game changer.
Dickie Jamie
5 out of 5 stars
Most valuable sales podcast out there
I had the pleasure to work under KD a few years ago, and I try to continue to learn from him. When I saw he launched this podcast I was legit pumped. The first few episodes have been jam packed with valuable and consumable info. I can’t wait for more! -Mark Welsh
J Dorsey
5 out of 5 stars
Incredible resource that’s a fun listen!
It’s so nice to have a no fluff, loaded resource in a podcast . Only listened to the first few so far, and already have taken pages of notes on things I can implement right away. Thank you!!
Podcast information
- Amount of episodes
- 194
- Subscribers
- 107
- Verified
- No
- Website
- Explicit content
- Yes
- Episode type
- episodic
- Podcast link
- https://podvine.com/link/..
- Last upload date
- March 24, 2023
- Last fetch date
- March 25, 2023 4:43 PM
- Upload range
- WEEKLY
- Author
- Kevin Dorsey
- Copyright
- Copyright 2021 Kevin Dorsey
susbcribers
- Be Intentional and Listen to Win Relationships with Casey JacoxCasey 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 - 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: Vidyard | vidyard.com0 comments0
- Beyond Your Thoughts and Actions Is BEING with Townsend WardlawTownsend 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 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: Vidyard | vidyard.com1 comments1
- Live Better. Sell Better. Mar 20 · 9m Will We Ever Achieve Mastery of Emotional Intelligence? with Devin WilliamsDevin Williams, VP of Sales at DataRobot, joins KD in this edition of the Live Better Sell Better podcast. Emotional intelligence is thrown around as something that is related to soft skills. But is it something that can actually be taught, much like a hard skill? Devin defines the Emotional Quotient (EQ) or emotional intelligence and what it means for sales professionals. He talks about the connection between self-awareness and social awareness and how both essentially make our complexities as human beings. HIGHLIGHT 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: Vidyard | vidyard.com1 comments1
- A CONSTRAINT OR FREEDOM? Misconceptions vs Benefits of Having a Routine with Melissa GaglioneMelissa Gaglione, a former AE at LivePerson and current AE at Deel, joins KD in this edition of the Live Better Sell Better podcast. Routines may appear to be restrictions, but in reality, they give you a framework so that the remainder of your day can be spent however you like. Melissa talks about how adapting in situations where you can't control your time has been essential to her success as a grade 1 teacher. Routines at work are wonderful, but salespeople need to be able to prioritize and complete duties during crucial periods of the day. She reveals what habits help her be happy and, by implication, improve herself when she shows up since for her, the periods before and after work are moments she can influence. HIGHLIGHT 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: Vidyard | vidyard.com1 comments1
- Founder Mistakes: Know the Problem You Are Solving with Carol MalakasisThis 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 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: Vidyard | vidyard.com1 comments1
- Becoming a Marketer with a Sales Perspective with Arthur CastilloThis Live Better Sell Better Podcast episode throws back to our conversation with Arthur Castillo, Head of Dark Social and Evangelism at Chili Piper. Before tackling outbound prospecting, make sure that your inbound process is done. Arthur shares his experience in transitioning from sales to marketing and optimizing both the inbound and outbound channels efficiently altogether. He also gives insight into what a sales rep can learn from the marketing perspective and vice versa. HIGHLIGHT 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: Vidyard | vidyard.com1 comments1
- How Possible is It? 10M Using Unorthodox Methods with Nadja KomnenicThis Live Better Sell Better Podcast episode throws back to our conversation with Nadja Komnenic, former Head of Business Development at lemlist and now a Senior Sales Development Manager at Lokalise. Utilizing unorthodox, outside-the-box ways of building and running a team is always an option we should be open to. 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: Vidyard | vidyard.com1 comments1
- Champion Selling: Provide Resources to Communicate ROI with Ryan FramptonThis episode of the Live Better Sell Better Podcast features Ryan Frampton, former Senior Manager at Vidyard and ex-Head of Sales at HyperComply. Champion selling starts with discovery. Set your KPIs first; what is the goal? Then after articulating the ROI to your champion, empower them with the proper tools to be able to communicate this effectively to their own leadership. 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: Vidyard | vidyard.com1 comments1
- Live Better. Sell Better. Mar 6 · 10m Find the Right Circle or Make One Yourself with Scott IngramThis episode of the Live Better Sell Better Podcast throws back to our conversation with Scott Ingram, Founder of Sales Success Media and Account Director at Relationship One. Surrounding yourself with top doers and contributors is only a small part of becoming one yourself. 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: Vidyard | vidyard.com1 comments1
- GET AN INTRODUCTION: Build Relationships and Ask for Referrals with Christoph KargerThis episode of the Live Better Sell Better Podcast features Christoph Karger, the VP of Sales of Sparrks, a Sales Coach at Hyrise Academy, and a Pavillion member. Here's a statistic for you: 91% of buyers would give referrals but only 11% of salespeople actually ask for them. 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: Vidyard | vidyard.com1 comments1
- How Exactly Do We Onboard the Right Way with Meagan SucklingThis episode of the Live Better Sell Better Podcast throws back to our conversation with Meagan Suckling, Senior Director of Global Sales Development at Shutterstock. She dives deep into setting the foundations for success from the very first steps of onboarding. Meagan also talks about how different onboarding in a remote setting can be and how to involve your current team to onboard new reps effectively. 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: Vidyard | vidyard.com1 comments1
- Unlock the Power of Hospitality in Business: How to Craft an Amazing Customer Experience with Sam SchautThis episode of the Live Better Sell Better Podcast features Sam Schaut, Corporate Sales Manager at Sharebite. A standout customer experience begins with the salesperson, the prospect's first touchpoint with you. The tone is key and Sam highlights that how you say something is just as important as what you say. 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: Vidyard | vidyard.com1 comments1
- Rediscovering the Lost Art of Cold Calling with Kevin HoppThis episode of the Live Better Sell Better Podcast throws back to our conversation with Kevin Hopp, Co-Founder of Stealth and Host of the Hopp on Calls Podcast. He talks about the shift in cold calling and goes against the claim that it's not something we should be doing it anymore. Kevin shares his insights on eliminating the mindset that cold calling doesn't work and how we can actually do it effectively. 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: Vidyard | vidyard.com1 comments1
- Sales Judo: Master the Art and Science of Closing with Mark KosoglowThis episode of the Live Better Sell Better Podcast throws back to our conversation with Mark Kosoglow, the VP for Sales at Outreach. Passion for selling starts with figuring out why you should get excited about what you are selling in the first place. Mark teaches passion over professionalism where being authentic thrives and salespeople are not afraid to toe the line to communicate this. 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: Vidyard | vidyard.com1 comments1
- Live Better. Sell Better. Feb 21 · 10m Turn Your Doubt Into a Superpower with Alli RizacosThis episode of the Live Better Sell Better Podcast throws back to our conversation with Alli Rizacos, Imposter Syndrome Coach and Founder of Alli Rizacos Coaching. She talks about how to stop holding ourselves back with the thinking that we are our own worst enemies. Eliminating feelings of doubt in our skills and accomplishments takes time, courage, and sometimes even luck. 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: Vidyard | vidyard.com1 comments1
- Invest in Salespeople to Develop Their Human Skills with Andy PaulThis episode of the Live Better Sell Better Podcast throws back to our conversation with Andy Paul, Author of Sell Without Selling Out and Host of the Sales Enablement Podcast. He talks about how the predictable revenue model is a 20-year-old strategy that needs updating. From being pitch-oriented and product-focused, especially in SaaS, sales leaders need to instead enable their salespeople by developing their human skills to win more deals. 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: Vidyard | vidyard.com1 comments1
- Creating More with Less Makes Sense, But How? with Mike RosenbergThis episode of the Live Better Sell Better Podcast features Mike Rosenberg, VP of Sales at RocketReach.co. Everyone talks about how we can "do more with less," but there's not much discussion on the ways we can actually do this. 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: Vidyard | vidyard.com1 comments1
- PLG Strategies to Grow Users from the Bottom Up with Yaakov CarnoThis episode of the Live Better Sell Better Podcast features Yaakov Carno, Founder of Valubyl. Is PLG the right strategy for you? Yaakov breaks down the questions companies must first answer before deciding that PLG is the one for them. 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: Vidyard | vidyard.com1 comments1
- Follow-Ups and Proposals: What to Ask Your Mobilizers with Kevin "KD" DorseyThis Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he discusses the most effective way to follow up with your proposals. Remind your prospect of their problems using their own language and what a better future looks like. KD also talks about the 4 things you MUST ask your mobilizer to make your deals push through. 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: Vidyard | vidyard.com1 comments1
- Recap and Coach: Make Buying Easier for Your Contact with Kevin "KD" DorseyThis Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he talks about the value of recapping and coaching your contacts. This is a great opportunity to go over what not to say to help them get what they want, as well as to role-play and practice to set them up for success. 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: Vidyard | vidyard.com1 comments1
- Live Better. Sell Better. Feb 6 · 7m Schedule and Commit: Get Buyers to Agree to an Action with Kevin "KD" DorseyThis Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he talks about using a bit of psychology to get more people on the email proposal thread and how to close something where you get prospects to agree to some sort of action. Frame it as a way of giving them the best chances of solving the problem they agreed to and getting the result they wanted. 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: Vidyard | vidyard.com1 comments1
- Get What You Want by Giving Mobilizers What They Want with Kevin "KD" DorseyThis Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he discusses the how and why behind giving mobilizers what they want to get what you want. Act as a guide, learn about the boss, and then suggest the next steps and homework double the quality or the quantity of the people on the next call. 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: Vidyard | vidyard.com0 comments0
- Ask the Tough Questions to Make Discovery Better with Charles MuhlbauerThis episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Today, he talks about why sellers have to ask tough questions and how to have fun while you're at it. He shares some tactics to get to these tough questions, from a humbling disclaimer (aka disclaimer sandwich) to ask for permission to ask the question directly, as well as his top 3 takeaways that make discovery better. 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: Vidyard | vidyard.com1 comments1
- Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin "KD" DorseyThis Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey. Creating a mobilizer requires empowerment. Kevin breaks down the steps you need: discovery, seeding and priming, the upfront contract, and confirming your mobilizer is sold. He also clarifies the difference between a decision-maker and an approver and why creating a mobilizer is vital. 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.com1 comments1
- Unravel the Things Left Unsaid by Your Prospect with Charles MuhlbauerThis episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The best discovery is the one where you ask prospects about things that are left unsaid. Charles shares how to utilize tone and the power of recapping to gain clarity and insight into what your prospect really means. 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.com1 comments1
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