How to Apply Personality Science to Sales with William Ballance

Does 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 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

Unlocking 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 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   

Discover 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 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

Does this sound familiar? You pick up the phone, ready to make a cold call,

only to be met with disinterested prospects and unanswered voicemails.

You've been told to start your pitch with a long-winded introduction about

your company, but all it does is bore your prospects and leave you feeling

frustrated and unproductive. It's time to break free from this ineffective

action that only leads to wasted time and missed opportunities. Instead,

discover the power of crafting a compelling cold call opener that captures

your prospect's attention and sets the stage for a meaningful conversation.

In this episode, you will be able to:

- Unlock the secret importance of training your greenhorn sales reps and nurturing their talents.

- Dive into the journey of overcoming obstructive mindsets that can hobble one's sales performance.

- Learn the key to constructing a safety net for practicing role-play and simulation exercises.

- Get a grip on strategic methods for launching a successful cold call and pitch to potential customers.

- Explore the route of managing disagreements and cementing trust with your potential customers.

The key moments in this episode are:

00:00:06 - Welcome to the Live Better, Sell Better podcast,          

00:01:02 - Training and SDR Tactics,          

00:02:37 - Breaking Down Mental Barriers,          

00:04:22 - Implementing Practice and Repetition,          

00:09:39 - Effective Practice Sessions,          

00:13:08 - The importance of readiness in sales enablement,          

00:14:00 - Hiring for characteristics and potential,          

00:16:30 - The need for skilled sales reps,          

00:19:00 - Chunking and practicing specific skills,          

00:20:19 - Effective cold call openers,          

00:26:35 - Building Genuine Connections,          

00:27:03 -  Making Sense of the Conversation,          

00:27:49 -  Steer the Conversation,          

00:28:38 -  Handling Objections,          

00:29:42 - Handling Early Objections,           

If you're feeling frustrated because your demos aren't connecting with

prospects and leading to con, then you are not alone! Many sales

professionals in the SaaS industry struggle with presenting engaging and

value-adding demos that truly resonate with their audience. Instead of the

desired result, prospects may feel disinterested, unimpressed, or confused,

causing them to hesitate or even walk away. It's time to find a better

approach and create demos that leave a lasting impact.

In this episode, you will be able to:

- Unearth how to make your SaaS sales talk with value-adding demos.

- See the need for altering your presentation from persuading to helping

your clients see the benefits.

- Get insights into the impact of setting the scene before unveiling a

- Master the art of asking the right questions to put your potential

client's needs under the spotlight.

- Grasp the need to center your demos around the emotional experience

to spur excitement and create value.

The key moments in this episode are:

00:00:06 -          

              Introduction,                   

00:02:03 -          

              Purpose of Demos,                  

00:05:31 -          

              What People Do Wrong,                  

00:08:36 -          

              How to Execute a Great Demo,                   

00:11:26 -          

              The Impact of Demonstrating Value,                   

00:11:49 -          

              The Importance of Helping Buyers Process the Demo,                   

00:12:50 -          

              The Educate, Demonstrate, Connect the Dots, Buy It Framework,    

00:13:58 -          

              Types of Questions to Keep the Demo Engaging,                   

00:16:30 -          

              Make Them Hold It Questions,                   

00:20:06 -          

              Value-Oriented Anchors and Closing the Demo,                   

00:23:03 -          

              The Importance of Want,                   

00:24:04 -          

              Helping Customers Get What They Want,                   

00:25:51 -          

              Confusing Like and ROI with Want,                   

00:26:25 -          

              Navigating Off-Topic Questions,                   

00:30:19 -          

              The Power of Emotional Experience,                 

00:34:42 -          

              Bringing About Change,                   

00:35:22 -          

              The Importance of Practice,                   

00:35:54 -          

              Learning More About The Practice Lab,          

00:37:16 -          

              Key Takeaways,