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This episode of the Live Better Sell Better Podcast recaps the best moments from our remarkable guests for the month of September. Everything from sharing success stories with employees, the best practices on video prospecting, becoming a leader as an individual contributor, having a formula to stay consistent, and many more insights and lessons. Tune in and enjoy! HIGHLIGHTSBrandon Bornancin, Brandon Bornancin, Founder and CEO of Seamless.AIKatherine Caldwell, Founder of Katch ConsultingZoe Hartsfield, Head of Outbound Sales at MailshakeMorgan Ingram, VP of GTM Talent and Development at Sales Acadamey and Strategic Advisor at Lavender Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
In this episode of the Live Better Sell Better Podcast, KD continues the conversation with Morgan Ingram on video prospecting. The pair discuss if you should reuse videos and when the best time is to actually do that. Morgan also shares a bit on the use of a LinkedIn hover compared to a face video. QUOTESPersonalized videos are flexible and can be updated accordingly - KD: "Keep going, don't let the video go to waste. Because you took the time to personalize it. Keep using it until they watch it. This is where that awareness section of influence is so key. You'll be shocked the amount of people that watch it the second time " Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on finding the right balance between being serious and being all smiles when presenting yourself in a video. QUOTESUnderstand your own tone, delivery, and personality - Morgan: "Everyone's personality is going to be different. I always say mirror the audience in how your tone and delivery is going to be as well. " Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on how we can hone the ability to prime people on what it is you want them to do. But before that, you have to understand your reason. QUOTESYou need to know your own reason first - Morgan: "The prospect now knows there's a reason that is coming. When you can provide that insight or that trigger, it shows you that you know them. And if I can come with an insight and show them that I've done a little bit of research, then I can earn that interest, or time, or whatever I'm asking for at the end of the day." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on having a formula to deliver a video that your prospect will click, watch, finish, and respond to. QUOTESHaving the 10-30-10 formula to see results - Morgan: "I realized that for every single thing I was doing, there has to be a formula. Because if there's a formula, I can consistently do it myself but also coach and train others on it as well. And it's universal." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on calling out the video in your own email and having Call To Action that makes sense. QUOTESWhy avoid the “Are you free for 30 minutes” Call To Action - Morgan: "The whole goal is I want you to watch the video. Why would I have Call To Action in the email saying 30 minutes when you haven't watched the video yet? That's like at the end of the movie trailer saying, 'Hey, this is going to be who's in the movie.’ Cool, I don't need to watch this anymore." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on the 3 most important components of a video email: the subject line, the main copy of the email, and the thumbnail. QUOTESCall out immediately that the video is weird for the most engagement - Morgan: "If I'm going after a sales leader, I'm looking at if they're hiring sales reps or if they have a product update because that means that they update their messaging, or did they get a new sales leader. You want to mention that and then relay it to the point. However, what I found the most interesting is to basically call out that the video is weird." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Zoe Hartsfield, Community Manager at Spekit. Many of the leadership books are written by, well, leaders! However, we don't often get the perspective of high-performing individual contributors.Zoe joins the show to share about leading your best to drive results and career growth. She breaks down how to bring the best out of your best performers and peers and what it will take to become a good leader. She also gives insight into how the individual aspects can tie in with creating a healthy and productive overall work environment. HIGHLIGHTSWhat does it mean to be a good managerDiscovering how people want to be ledFinding out what motivates youHow do you empower and show recognitionNavigating management of the best vs the rest QUOTESZoe on having a manager that led with curiosity: "Just like, honestly, paying attention. That sounds so basic but there are a lot of managers out there that I know of who never actively coach their reps. They don't listen to calls and then they just show up to one-on-one's and get pissed about numbers."Spending time talking at a personal level as a leader - Zoe: "That understanding that we are more than just the forty hours we spend at our desk and that people can be more and you can get more out of your employees if you know them on that personal level."Celebrating as a team instead of individually - Zoe: "Some of it is coaching your best to be team players and to be leaders without the title. I didn't have that skill and awareness but somebody coached that into me and I think it helped my leader then lead the team because there wasn't that delineation and more psychological safety." You can find out more about Zoe in the links below:LinkedIn: https://www.linkedin.com/in/zoehart/Twitter: https://twitter.com/zoehrtsfld Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Katherine Caldwell, Founder of Katch Consulting. There are many misconceptions around video messaging and that's why it remains an underutilized tool in sales. Katherine shares her video prospecting best practices and dispels some myths on the dos and don’t of video. She offers tips based on experience and shares nuggets of wisdom like where you shoot your video is less important than having welcoming body language and the overall professionalism you present. HIGHLIGHTSEnd it and send it: Don't overthink your video messageVideo best practices to get watched: Look professional and keep it shortBalance the amount of time on research—but more is better QUOTESThe visual details of video messaging are less important - Katherine: "I don't think it matters if you're wearing a hoodie, if you're in your kitchen, or your bedroom. I just think, in general, look somewhat professional. I mean, I guess you could say, you could look at it and say, would I watch video type of thing."The optimal length of a video message - Katherine: "I think 45 seconds is the sweet spot. I think everyone's pretty familiar with that. No one's going to watch more than 45 seconds and, when you send a clip, they can instantly see how long it is so they'll already determine if they're going to watch it from that." Start small and refine your video message - Katherine: "When you've really honed in on your message and you're not spending way too much time and you're being efficient with it, it really pays off. So what I would, if you're a sales manager, do not overcommit sales reps to sending 20, 30 videos in their first week of video prospecting." You can find out more about Katherine in the links below:LinkedIn: https://www.linkedin.com/in/katherine-caldwell/Website: https://www.katchsolutions.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Sell Better Podcast recaps the best moments from our SIX amazing guests for the month of August. Everything from studying ICPs, having honest self-reflection as a sales leader, utilizing heuristics and priming for improvement, personalizing emails for prospects, and many more were discussed. So go ahead and tune in! HIGHLIGHTSZach Selch, Founder and Principal of Global Sales MentorJed Mahrle, Head of Outbound Sales at MailshakeStephanie Taiwo, Manager in UKI SMB Sales for RemoteAlex Schlinsky, Founder of Prospecting on DemandChristian Banach, Principal and Chief Growth Officer of Christian Banach LLCBrandon Bornancin, Founder and CEO of Seamless.AI Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
In this episode of the Live Better Sell Better Podcast, KD has a conversation with Morgan Ingram on how to start video prospecting the right way. Morgan lays down the common themes around how to stand out with video content, using video in cold calls, and how to approach the creation of these types of content. QUOTESA vast majority of sales reps don’t do video prospecting Morgan "I'd say 3% of sales reps consistently do video prospecting. I think that's a fair number that I'm leaning towards. So that's number 1. So the fact that I told you that is that, because a lot of people aren't doing it, you should do it because it's going to help you break through the noise." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Brandon Bornancin, Founder and CEO of Seamless.AI. A lot of people claim that "culture eats strategy for breakfast." But the simple truth is, you have to combine the two! The challenge now is how you design a strategy to develop culture.Brandon shares a wealth of knowledge and insight into what exactly culture should mean for leaders and their businesses. He gives a glimpse of their own core values and how to effectively establish your own to build a culture that is positive, productive, inspiring, and success-driven. HIGHLIGHTSWhat does building a culture meanThe core values of SeamlessHow does one reinforce their core valuesCulture should attract the right people and repel the wrong peopleEveryone is going to have doubters and haters QUOTESBrandon on the four pillars of which the Seamless culture was built: "For us, it's figuring out what can we do to maximize everyone's potential professionally, personally, health, and wealth. And if we're constantly improving you to improve those levels, areas, principles, habits, and mindset in your life, then we've built an amazing culture."Reinforcing core values: "Step one, you can't be fake. At the core, if these values don't align with you and who you are, I highly recommend just going to a different company or doing something different. Because who I am now is the same as who I was back then when I started the company, I just have a lot more money and availability of money to make an impact."Brandon on capturing success stories in everything you do: "We all get tired. I get unmotivated and uninspired because I'm exhausted every day of the week. But the way that you remember that you have to go all out whatever it takes, is I'm like 'look at all these people that have one the 7-figure club or 6-figure club.' We save all of these success stories and share them every single day of the week with every employee. You can find out more about Brandon in the links below:LinkedIn: https://www.linkedin.com/in/brandonbornancin/Website: https://www.seamless.ai/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Christian Banach, Principal and Chief Growth Officer of Christian Banach LLC. Everyone wants to think and talk about landing 6 or 7-figure deals. However, no one talks about how you get your foot in the door of those enterprise deals in the first place!Christian talks about reaching out to large organizations and possibly finding hundreds of prospects with marketing titles. He discusses how even just a few tweaks in your opening lines can mean the difference between them reading your email or getting left in spam. HIGHLIGHTSHow to craft a message when prospectingUsing a "workshop" approachPersonalization vs customizationUtilizing effective openers for both emails and calls QUOTESChristian on having a different ask: "That's also a good segue in that we're not trying to close anybody on the first email or meeting. This is to try and build a relationship and we're using these insights as a way to get our foot in the door."The benefits of the workshop-type approach: "It also changes the dynamic, right? You're now providing value or an expert on a topic. You're not a salesperson that's out there trying to pitch your product to them. It definitely takes a little bit more work upfront, you'd have to come prepared. But when you're chasing those 7-figure deals, it's worth that type of effort."Incorporating the same talk track used in the email for the call: "We've done all this great research to personalize the email. Well, why are we not using it on the phone as well? You have to get past the first song and dance to at least get them to engage in a little bit of a conversation. But very quickly in your opener, you want to make them realize that this is not just a blind cold call." You can find out more about Christian in the links below:LinkedIn: https://www.linkedin.com/in/christianbanach/Website: https://christianbanach.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Alex Schlinksy, Founder of Prospecting on Demand. Naturally, understanding psychology plays a huge role in selling and recognizing the buyer's brain. However, there are still many companies that never talk about it or teach it. Alex talks about why this is the case for many and how to build systems that will help businesses start implementing psychology for scale. He details his early experience with psychology and eventually using this knowledge of the human brain in sales. HIGHLIGHTSMaking the transition from psychology to salesInjecting learnings in psychology into the sales processLeveraging human psychology to better handle objectionsWhat happens in the brain as soon as an investment is made QUOTESAlex on biases and their effect on decision-making: "The reason why I like focusing on heuristics and priming is because heuristics is a mental shortcut that allows people to solve problems and make decisions efficiently. The human brain has so many things firing all at once and especially in the day and age we live right now where you essentially have an entire computer in your pocket."Sales psychology related to objection-handling: "It has a lot to do with the aggressiveness thing where it's like, 'Oh, someone gave me an objection, that means they said no.' Those are two very different things and that's definitely not the scenario "Alex on the hustle model: "It ended up becoming this bro culture term where if you're not working harder than the next person or waking up earlier than your competition, you are failing. I think that's such a dangerous thing. It ends up creating this model of running on a treadmill. You run a lot but you don't get anywhere. " You can find out more about Alex in the links below:LinkedIn: https://www.linkedin.com/in/alexschlinsky/Website: https://prospectingondemand.com/Facebook: https://www.facebook.com/schlinsky Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Stephanie Taiwo, Manager in UKI SMB Sales for Remote. The reality is, one bad manager can completely destroy a team. Many companies focus on investing in training their salespeople and getting them as many tools as possible. However, they do not invest in developing those in leadership roles.Stephanie dives deep into the skills, attributes, and challenges that all come with being in a managerial or leadership role. She talks about identifying if you're the right fit for the job and how company execs can, in turn, help managers solidify their roles as team leaders. HIGHLIGHTSHow do I know if management is the right fit for meInfluencing your team to do the things they need to doWhat company leadership should be doing to help managers get betterStress management for managers QUOTESStephanie on leadership being a skill: "Some of the things you must start off with is honest self-reflection. Get to know your personality type. Get to know how introverted or extroverted you are. What are your intrinsic motivators in life and what are your values? It must tie back to that."Stephanie on enabling your team to do their best work: "This is a very common mistake to be this micro-manager. To even do the work for them, I see that so often when you just start like, 'Hey, you know what, I'll take this fall for you. I'll handle it and you can listen back and you'll know how to do it.' That's the worst thing you can do."When execs are not spending as much time being present: "They need to take it a lot more seriously because the cost of attrition is way more detrimental than just keeping on somebody who you just get along with or you don't really have the time to mentor or coach. At the very least, hire a leadership coach for your first-time managers." You can find out more about Stephanie in the links belowLinkedIn: https://www.linkedin.com/in/stephtaiwo/Website: https://stephanietaiwo.me/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Jed Mahrle, Head of Outbound Sales at Mailshake. Too much prospecting advice out there today say the same thing: “use this line” or “use this number” without it actually being relevant to the prospect you are targeting.Jed talks about prospecting in the modern day. He shares deep insight on how to become more relevant and memorable to your clients. He also discusses implementing effective systems and building out the whole process for success. HIGHLIGHTSCommon mistakes when generating pipelineUsing your prospects' language in your messagingRelevance VS personalizationLooking at inbound data to help outbound processes QUOTESJed on a powerful practice you can do when prospecting: "Take time to really study your ICPs. Study the deals that have come inbound. Study your customers and really break it down and figure out who you're having the best conversations with and what are their pain points?"Jed on becoming relevant without focusing on personalization: "We spend a lot more time in the front end breaking it down by buying triggers. So that's what relevance means to me is that we spend more time in the front end, breaking up our lists, target accounts, and buying triggers, and loading them into sequences and campaignsJed recalls a noteworthy tip from his manager: "When I first started as an SDR, my manager told me every inbound lead was an outbound lead yesterday." You can find out more about Jed in the links below:LinkedIn: https://www.linkedin.com/in/outboundsales/Newsletter: https://jed.substack.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. Zach and KD continue the discussion about scaling skills, characteristics, and attitudes for success in sales.Zach talks about foolproofing yourself and your team when it comes to interacting with customers, which is the salesperson's mission. He also shares his experience addressing non-negotiables with your team to ensure they share your focus and vision. HIGHLIGHTSHow drills were run to ingrain specific skillsImportance of repetition for improvementDedicating yourself to excellence in your job and at homeLaying down your non-negotiables QUOTESApproaching your mission: "When I go to visit a customer in Turkey, I'm working. I'm not going to get there and do something stupid in the hotel. And if people who work for me think that they can that's poor judgment. If you're traveling out to see a customer, you have to be thinking about a whole environment."Zach on understanding the motivators of your team: "I can give the money and say spend an hour however you want but if I give a fancy watch to the guy from Sweden and a family vacation to the guy from Italy, they're not going to be happy. So knowing that makes me better at understanding the motivation of my team."Zach on a member of his team that later became one of his best performers: "You're on my team. This is how we do things we don't do things the way you did with your other company. At the end of the day, if you want to do things slightly differently and produce results, that's fine. But you have to learn my way of doing this."  You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. When asked about the term "scaling," most people will think about the number of people on a team. However, scaling can be just as much about building skills and the characteristics that lead to success.Zach shares about what he's learned from the military and the skills that we can translate into other areas of life, especially in business and sales training. He details some of the factors that can affect how people actually approach training and skill improvement. HIGHLIGHTSWhere Zach's military mind comes fromKey skills brought from military to salesGoing through the struggle to earn the skills that stickHow do we carry these skills over to sales training QUOTESZach on picking up the skills to achieve your mission: "That's what sales is all about. You don't say, 'let me tell you how to cold call,' right? You're saying let's talk about this part. I can spend eight hours talking to you about a discovery call. And that's just like in the military."Being a source of knowledge and experience for others: "That's what I love is building up people. It's nice to be a contributor. It's a great thing to train people and get them producing."Getting people to talk regularly and learn from each other: "If you're not letting them know that you are with them in spirit, it becomes harder for them to pick up the phone. Like with everything, you want to build up these habits." You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com
This episode of the Live Better Sell Better Podcast recaps the best moments from our guests for the month of July. We tackle several amazing topics including getting more done in less time, entering the world of cryptocurrency, proving your value when times are tough, building good habits through wellness practices, doing coaching conversations, and much more! HIGHLIGHTSIan Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc.Josh Rhodes, Founder of Crypto Ya'llJonathan Mahan, Co-Founder of The Practice LabBrandon Lee, Founder and CEO of FunnelAmplifiedSahil Mansuri, CEO of BravadoJR Butler, Founder and CEO of Shift GroupPeter Kazanjy, Co-Founder of Atrium Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com
This episode of the Live Better Seller Better Podcast features Peter Kazanjy, Cofounder of Atrium. There's always some hesitancy when describing SaaS as a numbers game even when, boiling it all down, it actually is. However, we should never forget that behind every number is a person, process, and skill!Peter talks about the challenges most organizations face when it comes to using data to improve individual performance. He talks about how leaders can identify the essential numbers and change these to get the best results in the short and long term. HIGHLIGHTSWhat's holding companies back when it comes to leveraging dataThe key metrics a revenue org should be trackingHow to work with data to make improvementsCreating a data-driven org QUOTESPeter on the demographics of data-use: "Oftentimes the younger managers who came up with Fitbit or Peloton or what have you are way more open to this and way more data native. Then you have the older folks who are like 'okay, I gotta get on the train' so it's just a process."A balance between quantity and quality metrics: "There's quality metrics and oftentimes people want more volume, more activity, etc. But success in sales is all about a high quantity of high-quality selling behavior."Peter on having the coaching conversation: "It's not hard for old folks like you and me because we've been doing it forever but it's tough for some folks and if they don't have the muscle then the behaviors are not going to change. And if the behavior's not going to change, then the outputs are not going to change." You can find out more about Peter in the links below:LinkedIn: https://www.linkedin.com/in/kazanjy/Website: https://www.atriumhq.com/Twitter: https://twitter.com/Kazanjy Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com 
Comments (1)

Ronnie Walker

Solid podcast KD! Keep up the great work.

Jul 11th
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