Live Better. Sell Better.

This Live Better Sell Better Podcast episode throws back to our conversation with Arthur Castillo , Head of Dark Social and Evangelism at Chili Piper. Before tackling outbound prospecting, make sure that your inbound process is done. Arthur shares his experience in transitioning from sales to marketing and optimizing both the inbound and outbound channels efficiently altogether. He also gives insi...

This Live Better Sell Better Podcast episode throws back to our conversation with Nadja Komnenic , former Head of Business Development at lemlist and now a Senior Sales Development Manager at Lokalise. Utilizing unorthodox, outside-the-box ways of building and running a team is always an option we should be open to. Nadja recounts how they grew lemlist over time with social selling, social media c...

This episode of the Live Better Sell Better Podcast features Ryan Frampton , former Senior Manager at Vidyard and ex-Head of Sales at HyperComply. Champion selling starts with discovery. Set your KPIs first; what is the goal? Then after articulating the ROI to your champion, empower them with the proper tools to be able to communicate this effectively to their own leadership. HIGHLIGHT QUOTES Empo...

This episode of the Live Better Sell Better Podcast throws back to our conversation with Scott Ingram , Founder of Sales Success Media and Account Director at Relationship One. Surrounding yourself with top doers and contributors is only a small part of becoming one yourself. Scott talks about how to become someone that is worth keeping the company of. He shares a few tips on associating yourself...

This episode of the Live Better Sell Better Podcast features Christoph Karger, the VP of Sales of Sparrks, a Sales Coach at Hyrise Academy, and a Pavillion member. Here's a statistic for you: 91% of buyers would give referrals but only 11% of salespeople actually ask for them. Christoph advises salespeople to be in the moment so they can recognize opportunities to ask for a referral. He breaks dow...

This episode of the Live Better Sell Better Podcast throws back to our conversation with Meagan Suckling , Senior Director of Global Sales Development at Shutterstock. She dives deep into setting the foundations for success from the very first steps of onboarding. Meagan also talks about how different onboarding in a remote setting can be and how to involve your current team to onboard new reps ef...

This episode of the Live Better Sell Better Podcast features Sam Schaut , Corporate Sales Manager at Sharebite. A standout customer experience begins with the salesperson, the prospect's first touchpoint with you. The tone is key and Sam highlights that how you say something is just as important as what you say. Tone sets the mood for the entire sales interaction, so salespeople must find an authe...

This episode of the Live Better Sell Better Podcast throws back to our conversation with Kevin Hopp , Co-Founder of Stealth and Host of the Hopp on Calls Podcast. He talks about the shift in cold calling and goes against the claim that it's not something we should be doing it anymore. Kevin shares his insights on eliminating the mindset that cold calling doesn't work and how we can actually do it...

This episode of the Live Better Sell Better Podcast throws back to our conversation with Mark Kosoglow , the VP for Sales at Outreach. Passion for selling starts with figuring out why you should get excited about what you are selling in the first place. Mark teaches passion over professionalism where being authentic thrives and salespeople are not afraid to toe the line to communicate this. Mark a...

This episode of the Live Better Sell Better Podcast throws back to our conversation with Alli Rizacos , Imposter Syndrome Coach and Founder of Alli Rizacos Coaching. She talks about how to stop holding ourselves back with the thinking that we are our own worst enemies. Eliminating feelings of doubt in our skills and accomplishments takes time, courage, and sometimes even luck. HIGHLIGHT QUOTES The...

This episode of the Live Better Sell Better Podcast throws back to our conversation with Andy Paul , Author of Sell Without Selling Out and Host of the Sales Enablement Podcast . He talks about how the predictable revenue model is a 20-year-old strategy that needs updating. From being pitch-oriented and product-focused, especially in SaaS, sales leaders need to instead enable their salespeople by...

This episode of the Live Better Sell Better Podcast features Mike Rosenberg , VP of Sales at RocketReach.co. Everyone talks about how we can "do more with less," but there's not much discussion on the ways we can actually do this. Mike talks about how we can do "less but better" and scaling towards that mindset for your team. He shares about how to figure out the person's capacity as a leader and...

This episode of the Live Better Sell Better Podcast features Yaakov Carno , Founder of Valubyl. Is PLG the right strategy for you? Yaakov breaks down the questions companies must first answer before deciding that PLG is the one for them. He then discusses the differences between PLG and a traditional sales-led motion which flows from the buyer down to the user. Yaakov shares some experience best p...

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey , as he discusses the most effective way to follow up with your proposals. Remind your prospect of their problems using their own language and what a better future looks like. KD also talks about the 4 things you MUST ask your mobilizer to make your deals push through. HIGHLIGHT QUOTES Mobilize a champion with these...

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey , as he talks about the value of recapping and coaching your contacts. This is a great opportunity to go over what not to say to help them get what they want, as well as to role-play and practice to set them up for success. HIGHLIGHT QUOTES Coach your contact and help them buy better - KD : "Everyone talks about coa...

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey , as he talks about using a bit of psychology to get more people on the email proposal thread and how to close something where you get prospects to agree to some sort of action. Frame it as a way of giving them the best chances of solving the problem they agreed to and getting the result they wanted. HIGHLIGHT QUOTE...

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey , as he discusses the how and why behind giving mobilizers what they want to get what you want. Act as a guide, learn about the boss, and then suggest the next steps and homework double the quality or the quantity of the people on the next call. HIGHLIGHT QUOTES Research the person you need to pull in to give you th...

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Today, he talks about why sellers have to ask tough questions and how to have fun while you're at it. He shares some tactics to get to these tough questions, from a humbling disclaimer (aka disclaimer sandwich) to ask for permission to ask the question directly, as well a...

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey . Creating a mobilizer requires empowerment. Kevin breaks down the steps you need: discovery, seeding and priming, the upfront contract, and confirming your mobilizer is sold. He also clarifies the difference between a decision-maker and an approver and why creating a mobilizer is vital.  HIGHLIGHT QUOTES Discern th...

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The best discovery is the one where you ask prospects about things that are left unsaid. Charles shares how to utilize tone and the power of recapping to gain clarity and insight into what your prospect really means. HIGHLIGHT QUOTES Be mindful of your tone and your confi...

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey . Too many times calls end the wrong way because we're not thinking about what the buyer is about to go through. If you struggle with closing, you're most likely really struggling with discovery, and this cascades into bad championing and mobilizing prospects. KD also touches on the upfront agreement and how...

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer , Lead Revenue Enablement Manager at CB Insights. The upfront contract is a tricky thing as many sellers end up asking for too much when they haven't provided the prospect any value yet. Charles shares the ways you can deliver it so that the prospect feels comfortable enough to tell you no. HIGHLIGHT QUOTES The upfront...

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer , Lead Revenue Enablement Manager at CB Insights. Discovery can seem like a seller ticking boxes of questions. Charles shares how to make the conversation flow by taking your prospect's answers and contextualizing them back to them. He also gives tactical advice on being accurate rather than optimistic and how this take...

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer , Lead Revenue Enablement Manager at CB Insights. There are 4 triggers during discovery that alert sellers that they should stay and keep asking questions. Charles shares what these triggers are and how you, as sellers, can stay curious and STAY in the conversation. HIGHLIGHT QUOTES Keep the mindset of curiosity and sta...

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer , Lead Revenue Enablement Manager at CB Insights. During discovery, you want to make prospects think about problems. But to get to this conversation, you must create trust first. Charles shares the roadmaps he uses which aim to gain the trust of the prospect. HIGHLIGHT QUOTES The roadmap for gaining trust through teachi...