Live Better. Sell Better.

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer , Lead Revenue Enablement Manager at CB Insights. Discovery is the foundation of everything in the sales process and Charles shares his insights on the differences between qualifying questions and discovery questions. He provides examples that show how qualifying is all about finding a fit to talk more while discovery q...

This episode of the Live Better Sell Better Podcast features Sean Paulseth , VP of Strategic Partnership at Wedge. Partnerships can grow startups from the localized AE to AE level all the way to the company to company level. Sean shares how networking is key and how members of every rank in the sales team can capitalize on others' expertise and wisdom. Integrating with other organizations makes wi...

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. He rounds out the discussion on how to perform problem-based discovery by providing tips and tactics on notetaking, asking about the cost of staying the same, and learning how to save some of your questions for the demo. HIGHLIGHT QUOTES Don't just sell a better future as people change because of the NOW - K...

This episode of the Live Better Sell Better Podcast features Dan Goodman , Founder, and CEO of TruCommish. The conversation about a seller's comp plan should be simple and transparent, with computations upfront, to meaningfully drive certain behaviors. Otherwise, compensating on variables other than the sale itself will just create unnecessary clutter that makes it more difficult to pay sellers, a...

This episode of the Live Better Sell Better Podcast features Stephanie Valenti, Chief Revenue Officer at SmartBug Media. Lead conversion is the biggest indicator that personalization works. Stephanie shares her insights on bringing old-school customization tactics back to the field. She digs into how salespeople need to learn to grind it out over the phone, learn to use the mailer to send snail ma...

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. After confirming the problem that your buyer is facing today, now it's time to get down to the WHY. You need to understand the better future that you are trying to create. KD also dives into tactics to create the illusion of choice and unsell early. Not only does this make conversations flow better, steer th...

This episode of the Live Better Sell Better Podcast features Kyle Norton , SVP of Sales at Owner.com. Today, Kyle talks not about career trajectory, but company choice. He invites salespeople to become proactive instead of reactive, to pursue companies that they've vetted and bet their efforts on. He gives advice on how to measure a company's capacity to grow and shares insights on when it's best...

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Once a prospect agrees that they have a problem that they would buy your product for, now we get to the status alignment question. This question establishes you as an authority in this space. KD also emphasizes that asking about a problem makes a prospect want to solve it, so ask follow-up impact questions s...

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Permission sets the stage and agenda for your sales discovery. It is a natural way to set the tone and relieves everyone of the pressure to rush to answers. KD also dives into how to set an upfront agreement the right way, piquing curiosity, and getting to your bucket question that gets the buyer to agree th...

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Deals are won and lost in the beginning during discovery. And to set it straight, discovery is NOT qualification. Qualification is done before discovery or throughout the presentation. It answers the question "can they?" while discovery answers the question "should they?" HIGHLIGHT QUOTES The most important...

This episode of the Live Better Sell Better Podcast features Gail Kasper, a two-time TEDx speaker and author of 2 books including Unstoppable and Selling Like a Cockatoo . She talks about how to become unstoppable and light that internal Ferociously Important Reason to Exist (FIRE) that allows us to push through challenges instead of folding. Gail takes a deep dive into finding your FIRE and gives...

This episode of the Live Better Sell Better Podcast features Daisy Chung, Director of Sales at Orum. She talks about her unique journey from being an individual contributor (IC) to a manager and back to an IC and back to management. She talks about the decision-making process behind these choices and offers advice to others who may be facing a similar decision. Daisy reflects on her first experien...

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares how sellers should lean back to suss out a prospect's willingness to change on a cold call. Today, Belal gives a real-world example of how to give the sizzle without the steak. HIGHLIGHT QUOTES Entice with the sizzle without the steak - Belal: "You g...

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares why sellers can avoid no decision by trading their cleverness for bewilderment. Instead of rushing in flashing your solution, take a step back to find out more about the problem and really understand the deeper why behind the issue. HIGHLIGHT QUOTES...

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he digs into why sellers need to focus on creating messaging that is compelling and provocative, and that invokes the limbic brain in order to be successful. He also suggests that salespeople should think about who the hero of the story is, and make sure that...

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, who discusses his Mic Drop Method for cold calling. It is a 4-step process: Permission, Problem, Provoke, and Promise. By framing your question thoughtfully, you make yourself to be part of the ingroup even though you are from the outside looking in. HIGHLIGHT QU...

This episode of the Live Better Sell Better Podcast features Leslie Greenwood, Founder, and CEO of Chief Evangelist Consulting. The future of sales is customer-led, evangelist-led, and community-led. Leslie shares her insights on how salespeople can best serve their customers and grow their businesses through evangelism, a grassroots way of taking care of customers and building a community that or...

This episode of the Live Better Seller Better Podcast features Kevin "KG" Gaither, Founder of Inside Sales Expert. It is more relevant than ever to discuss the importance of leading through tough times and making decisions when the market is uncertain.  It is easy to be negative and critical of CEOs for the decisions they have to make during uncertain times, but it is equally important to remember...

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, who digs into what Prospect Theory is and how people are motivated more by the fear of loss rather than the prospect of gain. Emotional messaging shows buyers the cost of inaction and how they can be embarrassed or fall behind by not trying something new. HIGHLIG...

This episode of the Live Better Seller Better Podcast features Alli Rizacos,  Founder and Imposter Syndrome Coach at Alli Rizacos Coaching Inc. Humans are distinct from animals because of our prefrontal cortex, the part of the brain that gives us the ability to reason and see the logic. To thrive and not just survive, we humans need to be able to express our feelings and feel safe doing so to be t...

This episode of the Live Better Seller Better Podcast features Jill Bruno, Sales Development Manager at RocketReach.co, as well as a mentor at #GirlsClub and founding member of Tenbound.   In order to motivate, you need to be intentional with your words and actions. Listen intently to understand your team's motivations and get an understanding of their life outside of work. A change in mind is wha...

This episode of the Live Better Sell Better Podcast recaps the best moments from our FIVE amazing guests for the month of November. Everything from finding a fit in terms of your value as a leader, when to utilize a paywall effectively, defining the stages of the buyer's journey, and the importance of diversity in leadership will be discussed in these episodes!   HIGHLIGHTS Beth Jacobs, Chief Grow...

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the social paradigm between the buyer and the seller. He shares that the paradigm between these two sides is naturally of conflict and how you can overcome it as a seller.   QUOTES On finding a way to stand out  - Belal: "The problem is, when you ta...

This episode of the Live Better Seller Better Podcast features Anthony Natoli, Co-Founder of The Revenue Lab and Enterprise Account Executive at Lattice. The internal habits, mindsets, and beliefs that we have will always translate to our external results. Anthony shares valuable insight on what it took to change and develop his inner game to eventually find success through his words and actions....

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the main things you'll need to get a prospect to become a buyer and, technically, they're not in your control as a seller!   QUOTES On the things that the buyer needs to show up with - Belal: "You do not make problems, they already exist for your bu...