Live Better. Sell Better.

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

On this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fickner, CRO at Clary, 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

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 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