Live Better. Sell Better.
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Episodes (237)
Sales Strategies for Cybersecurity with Alice Schaaf
Precision in Pitch: Mastering Specificity for Standout Sales Messaging with Dan Drucker
Unlocking Wealth: The Art of Making Money Work for You with Stacie Sussman
Journey to Success and Personal Growth: Mastering the Path with Jack Ryan
Boosting Sales Success: Unleashing the Power of Champions to Drive Deals - Guest: Darin Alpert
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
The Winning Mindset: Unlocking Sales Potential with Troy Barter
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
Empower Your Sales Team: Secrets to Successful Buyer Enablement
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
From Cold to Close: Secrets to Converting Prospects into Paying Customers
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,
Boost Your SaaS Sales Success: The Art of Creating Impactful Demos
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,
Unlocking Outbound Prospecting Success: Expert Strategies from Leslie Venetz
- 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,
The Game-Changing Power of Video Introductions in Job Applications
Does 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 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,
Unlocking Growth Potential: The Hidden Secrets of Top-of-Funnel Metrics
Does 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 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,
From Burnout to Success: The Power of Time Management in Sales
Do 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 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,
The Art of Selling: Mobilizing and Championing Effective Sales Deals
In 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 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,
Unlocking Your Potential: The Importance of Proper Training and Mentorship for SDRs
Have 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're receiving the proper support and guidance to reach your full potential? Stay tuned for our strategy to excel as an SDR.
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,
Maximizing Sales Team Impact: Focused Capacity Strategies with Anthony Cessario
In 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 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,
THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
In 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 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
MASTERFUL VIDEO PROSPECTING: Guaranteed Ways to Reach Your Audience with Katherine Caldwell
In 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 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:
Live Better. Sell Better. is sponsored by our proud partners:
Rocket Reach | rocketreach.co
IMPACTFUL VIDEO: Using Videos For Prospecting and Connecting with Morgan Ingram
In 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 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