Episodios
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Heather 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 over quantity and treating the job search process like an enterprise sales motion. Heather's advice on trusting one's gut instincts and finding industry alignment resonated with the audience, offering valuable guidance on building a fulfilling and successful career.
00:02.000 Introduction to Reinventing Your Career
00:03:55.000 Observing Shifts in Career Choices
00:05:35.000 Signs and Questions for Career Evaluation
00:09:07.000 Balancing Enjoyable and Unenjoyable Aspects of a Job
00:15:53.000 Pivoting Careers and Making Transitions
00:23:40.000 Approaching Job Hunting Like a Sales Process
00:27:18.000 Differentiating Between Job and Career
00:31:17.000 Living Better Through Intuition and Gut Instincts -
In 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 significantly impact an organization's success.
In this episode, you will be able to:
- Distinguish the critical differences between merely good and truly great organizational performance.
- Understand the profound impact of management and coaching in nurturing and driving sales team excellence.
- Explore the challenges that frontline sales managers face, including the common shortfall in targeted training.
- Recognize the necessity of continual skill development and the role of consistent practice in achieving mastery.
- Acknowledge the existence of leadership gaps within organizations and the importance of investing in leadership development programs tailored to frontline managers.
- Receive actionable self-improvement advice aimed at fostering a healthier work-life balance through attention to sleep, diet, and exercise, supplemented by book recommendations on effective management practices.
Dive deep with us into the transformative power of leadership and coaching in sales, and uncover the strategies that can bridge the gap between good and exceptional in your team. Whether you're a frontline sales manager seeking to refine your skills or a member of a sales team aiming for greatness, this episode offers a roadmap to excellence, underscored by the personal development essential for sustained success.
Key moments on this episode are:
0:00:00 The Importance of Management and Coaching in Sales
0:01:16 Coaching vs Managing: Understanding the Difference
0:03:09 The Blind Spot in Sales Management
0:04:40 Improving Coaching Skills for Managers
0:07:53 The Importance of Selling Skills in Sales Management
0:08:41 Maximizing Coaching Efficiency for Sales Managers
0:10:30 The Importance of Practice in Sales
0:13:57 Lack of Support for Frontline Sales Managers
0:17:09 Enabling Managers: Recognizing the Problem
0:19:40 The Importance of Effective Sales Leadership
0:21:37 The Impact of Direct Managers on Employee Experience
0:22:11 Challenges and Support for Managers
0:23:42 Challenges in Supporting Frontline Managers
0:25:12 Building Leadership Systems
0:27:18 Identifying What Good Looks Like
0:28:48 Scaling Greatness: Studying Top Performers
0:30:45 Invest in Yourself: Leadership Advice
0:33:25 Improving Sales Through Self-Care -
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On 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 and developing an impactful executive POV.
- Discover how to effectively prepare for enterprise sales meetings and prioritize accounts.
- Gain insights into maintaining focus and injecting creativity into your sales processes.
- Embrace the concept of living with intention, finding balance between work and personal life.
- Realize the significance of building authentic connections and the value of face-to-face engagement in a remote work environment.
Join us as we explore not just the mechanics of successful enterprise selling, but also the art of living a balanced, intentional life while pursuing sales excellence. Whether you're a seasoned sales professional or aspiring to make your mark in the enterprise space, this episode offers valuable lessons on both professional growth and personal fulfillment.
Key moments:
0:00:00 - Going Up Market: Strategies for Success
0:01:00 - Differences Between Enterprise Sales and Mid-Market SMB Sales
0:02:49 - Navigating Internal and External Politics in Enterprise Sales
0:04:38 - Crafting an Executive Point of View
0:07:15 - The Importance of Practice in Enterprise Sales
0:10:34 - The Power of Intention in Preparing for Sales Calls
0:12:17 - Approaching Time Management and Prioritization in Sales
0:15:59 - The Willingness to Share Knowledge among Top Sellers
0:17:24 - Defining and Codifying Best Practices for Scalability
0:19:33 - Staying Sharp in Enterprise Sales
0:22:17 - Approaching Accounts as Territories
0:24:02 - The Importance of Face-to-Face Interactions in Sales
0:25:30 - Strategies for Coordinating Remote Events
0:27:22 - Building Relationships and Creative Strategies in Enterprise Sales
0:32:50 - The Power of Connections
0:35:11 - Living with Intention: Balancing Work and Family -
Embark 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 inherently skeptical prospects by leveraging personal networks and emphasizing credibility.
- Various tactics for generating referrals and creating a flywheel effect in customer acquisition, from leveraging pricing negotiations to attending events with customers.
- The significance of understanding job requirements and personal goals to establish rapport and connect cybersecurity solutions with the needs of prospects.
Discover Alice's insightful advice for living better, including practices such as exercise, gratitude, mindfulness, and setting intentions, which transcend industry boundaries and contribute to personal well-being.
Don't miss this engaging conversation filled with practical strategies and valuable insights that can be applied not only in cybersecurity sales but across various industries. Tune in now and unlock the secrets to success in sales and living better!
The key moments in this episode are:
0:00:00 - Intro
0:01:17 - Adapting to Cybersecurity Challenges
0:03:11 - Learning from the Audience in a New Industry
0:04:36 - The Importance of Humility in New Markets
0:05:17 - Effective Strategies for Engaging with Customers
0:08:31 - Building Trust in Outbound Sales
0:11:03 - Leveraging Customer Networks in Cybersecurity
0:12:50 - Using Referrals in Pricing Negotiations
0:14:49 - Building a Team for Cybersecurity Sales
0:18:58 - Leveraging Customer Events for Business Success
0:21:46 - Using Large Conferences to Attract Customers
0:22:38 - Building Rapport in the Cybersecurity Sales Process
0:25:08 - Using Certification as a Conversation Starter
0:25:57 - Connecting Cybersecurity to Personal Goals in Sales
0:29:15 - The Importance of Taking Care of Yourself for Better Sales -
Joining 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, distinguishing your message in a sea of generic communication.
Explore key insights, including:
- Strategies for uncovering industry challenges and understanding buyer personas through subject matter experts and client feedback loops.
- The diversity of communication channels, from direct messages on LinkedIn to live events, and the effectiveness of building relationships with warm leads.
- The crucial collaboration between sales and marketing teams, sharing prospect insights and crafting messaging aligned with the sales process.
- The necessity of specificity in navigating buying committees, addressing individual concerns and priorities.
The episode delves into the creation of tailored assets for potential buyers, suggesting a focus on unifying problems within a company rather than fixating solely on price. Learn the importance of leaders providing specific guidance and coaching, steering away from generic advice. The conversation also touches on the value of cultivating hobbies outside of work to foster creativity and recharge.
Join us for an insightful discussion that will transform your approach to sales messaging. Find the speaker on LinkedIn for more valuable insights, as they continue their journey in the dynamic realms of sales and marketing. Don't miss out on this episode packed with actionable strategies to elevate your sales game!
The key moments in this episode are:
0:00:00 Intro
0:00:47 The Power of Specificity in Sales
0:02:11 The Power of Specificity in Effective Messaging
0:03:51 Differentiating Personalization and Specificity in Sales
0:05:49 Enabling Sales Teams to Learn and Adapt
0:08:56 The Importance of Specific Questions in Sales
0:10:14 Standing Out in a Noisy Sales Environment
0:12:17 Marketing Strategies and Tools
0:13:44 Effect of Communication Frequency on Recall
0:14:32 The Role of Automation in Sales
0:15:39 The Power of Simplicity
0:15:55 The Relationship Between Sales and Marketing
0:17:03 What Marketing can learn from Sales
0:18:09 What Sales and learn from Marketing
0:18:45 Improving Collaboration Between Marketing and Sales
0:20:18 The Importance of Specificity in the Sales Process
0:22:42 Tailoring Assets for the Buying Committee
0:24:23 Driving Performance through Specific Coaching
0:27:12 Crafting the 'How' for Better Sales Performance
0:28:28 Finding Balance and Creativity Outside of Work
Don't forget to subscribe to SLA's newsletter so you stay tuned 👉 https://www.salesleadershipaccelerator.com/form -
Unlock 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. Discover the power of finding a passion or side hustle and investing in it, a strategy that Stacey passionately advocates.
In this episode, you'll learn:
- The significance of investing in coaching or programs to enhance skills related to your side hustles.
- How networking and community involvement can open doors to new opportunities and shape your world.
- Strategies for turning your side hustle into a full-time business or exploring joint ventures with friends.
- Insightful perspectives on investing in "boring" businesses like laundromats or car washes for stable cash flow.
- Tips for generating surplus cash and venturing into unique assets like artwork with potential for appreciation.
Stacie and Kevin highlight the importance of surrounding yourself with like-minded individuals to expand your circle and create possibilities. The episode concludes with a summary of various investment opportunities, including art and real estate, and emphasizes the role of education, professional consultation, and starting small in the world of finance.
Don't miss this chance to gain actionable insights and discover unconventional paths to financial success. Customize your approach to money management and take the first step towards unlocking your full financial potential!
The key moments in this episode are:
0:00:00 intro
0:00:47 Putting Your Money to Work
0:02:10 Realizing the Need for Financial Change
0:03:34 Exploring Financial Investment Opportunities
0:04:49 Investing Strategies for Sales Professionals
0:07:14 Investing in Side Hustles: Time, Networking, and Calculated Risks
0:12:04 Building a Network for Success
0:14:23 Transitioning from Side Hustle to Full-Time Business
0:17:14 The Impact of Compensation Plans on Leadership
0:18:20 Exploring Small Business Opportunities
0:20:50 Leveraging Technology and Investments for Financial Success
0:22:33 Investment Options Beyond Traditional Methods
0:28:56 Maximizing Income through Tax Strategies and Investments
0:29:49 Starting the Investment Process
0:32:05 Creating Wealth and Happiness through Passion -
In 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, shaped through overcoming trauma and adopting an "I'll show you" mentality.
- The power of letting one's story and actions speak for themselves, illustrated through Jack's personal journey in weightlifting and extreme sports.
- Insights into financial wisdom, from saving and wise investments to seeking guidance from financial advisors, crucial for career progression.
- Jack's emphasis on the importance of slowing down to contemplate long-term goals like retirement.
- His perspective on the growing field of data engineering and the potential for financial growth, advocating for self-investment through education and skills development.
- The significance of community and networking in personal and professional success, as Jack reflects on finding peace and contentment after overcoming health-related challenges.
Join us for an inspiring conversation as Jack Ryan unveils his life's triumphs and outlines future adventures, including a captivating journey in Iceland and a commitment to building meaningful professional partnerships. Don't miss this opportunity to gain valuable insights and apply them to your own journey towards success and personal growth.
The key moments in this episode are:
0:00:00 Intro
0:00:47 The Ups and Downs of Success
0:01:54 From Surfing to Tech: A Journey of Transformation
0:09:20 The Power of Grit
0:11:47 Nurturing a Mindset of Grit
0:13:46 Embracing Self-Worth and Letting Go of the Need to Prove
0:15:15 Overcoming Challenges and Investing in Self
0:20:00 The Importance of Not Having Regrets and Investing Early
0:23:16 Exploring New Career Path in Data Engineering
0:24:40 Investing in Skills for Financial Success
0:25:38 The Power of Learning from Others
0:27:32 Building on Clarity
0:28:57 Partnerships: The Future of Revenue
0:31:06 Partnerships: The Future of Sales
0:32:20 Building Community and Leading with Empathy -
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 isDarin 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
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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
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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
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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,
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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,
-
- 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,
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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 highlycompetitive job market.
Uncover the importance of forging personal relationships andefficiently engaging on social media platforms.
Gain insights on how to demonstrate an exceptional expertise in coldcalling during hiring procedures.
Find out how a well-executed demonstration can effectively highlightyour skills and abilities.
Understand how to emphasize on long-term growth and developmentopportunities 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,
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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 inpowering growth.
Disclose the efficacy of harmonized messaging in enhancing the resultsof sales talks.
Extract valuable cues from customer interactions to bolster yourmessaging strategy.
Familiarize with the magic of six probing questions to collect vitalfeedback and optimize messaging.
Appreciate the importance of building faith and formulating a methodfor 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,
-
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 onsales productivity.
Delve into the innovative two-hour solution and its potential tosupercharge your time management strategy.
Understand the significance of weekly assessments and the potentialfor 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 mosteffectively 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,
-
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,
-
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,
-
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, -
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
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