Live Better. Sell Better.

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,

- 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,

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,    

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,           

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,           

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