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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 
This episode of the Live Better Seller Better Podcast features JR Butler, Founder and CEO of Shift Group. From spending hours in practice to honing skills through mentorship and personal experience, so many factors can make up a successful athlete. The question is, how can they use this if they ever get into a sales role?JR talks about the different strengths athletes can bring to the table simply based on the skills and practices they've honed in their sport. He also puts to light the challenges that come with the transition from athletics to a sales career. HIGHLIGHTSAreas to focus on when transitioning from athlete to a sales careerCompetitiveness, coachability, and practiceFundamental practices to work into your routineHow JR would recommend someone start transitioning their skills QUOTESJR on competitiveness as a transferrable strength: "That ability to compete with somebody but still be their peer and their colleague, that's really important as an SDR in a large organization where there's a daily metric scoreboard. You want to be at the top of that list and that's where we see the competitiveness being really important in the first nine to twelve months of their career. "Motivators and needs for athletes: "They want a scoreboard. They've had a scoreboard their entire life. And sometimes, especially nowadays, it's hard as a leader because you've got to manage things with gloves on. But with athletes, you can kind of take those gloves off a little bit more and really dig in with them and give them that feedback."JR on getting sober and its effect on his sales and sports career: "I was still a good salesperson before that but it was another stratosphere when I started really taking this seriously, taking care of myself, and making sure that everything that I'm doing every day is the right thing to do." You can find out more about JR in the links below:LinkedIn: https://www.linkedin.com/in/jrbutler/Website: https://www.shiftgroup.io/ 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 Sahil Mansuri, CEO of Bravado. It's getting quite hot in the tech and SaaS software space today. In just about 90 days, the whole scene went from companies hiring at their all-time highs and doubling comms to seeing layoffs, hiring freezes, and rescinded offers.Sahil shares his insights as to why exactly this happened and the factors that led to these mass layoffs. He also talks about what sales leaders can do to notice the early signs, and what you can do if you're affected yourself. HIGHLIGHTSReactions to Sahil's LinkedIn post about the possible mass layoffsSome early signals to catchThree numbers to look at and being choosy with who you work forShould you work commission-only sales roles  Make good decisions when times are tough QUOTESSahil: "It just takes time, it doesn't happen overnight. It's not like it happens and immediately you reprice all of the start-ups, that's not how it goes down. But over time, as the public market comms calm down, you start to have to mark down all of your investments on the private side. There's just a three to six-month lag."Sahil: "What you do right here, right now is where you level. This is where you work on yourself. For those of us who are luxurious enough to have been in sales for a while, I wouldn't waste my time trying to find a job right now. I would spend my time building my network with the types of companies that I want to work for in three months."Sahil: "When times get tough, you have to have that crowbar mentality. You got to have that 'how do I get in no matter what little crack I can find' mentality. And so if there's a sales leader out there who says 'I'm willing to take a shot on you' and you really like this company and believe in this leader, I would go for that in a heartbeat." You can find out more about Sahil in the links below:LinkedIn: https://www.linkedin.com/in/sahilmansuri/Website: https://bravado.co/Email: sahil.mansuri@bravado.co 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 Brandon Lee, Founder and CEO of FunnelAmplified. While the sales process is not exactly done socially, the attraction process is. You can socially attract, engage, and prospect using the right platforms to build pipeline and encourage growth.Brandon shares a story that clearly defines social prospecting for him and should for many others. He talks about where social platforms place in the sales process and leveraging them to reach out to others and build an audience effectively. HIGHLIGHTSBuilding rapport through social platformsHow to build an audience of your targetLeaving an effective comment and when to send a connection requestWhen will you start to see resultsSetting up a system for your team QUOTESBrandon: "We have to open our digital mouth. We have to share what we know, share what we've experienced. I don't care if you're a three-month or six-month SDR or BDR or you're a forty-year AE. We all have experience. And when we authentically share those experiences, we're opening up those digital conversations."Brandon: "I'm a big believer in the story of the rabbit and the hare. We have to go slow to move fast. I'm a big believer in getting ourselves into that familiar territory."Brandon: "When you become familiar, you're no longer cold, and they recognize you because of your commenting, then I think it's totally okay to send a connection request. And you should personalize it because you've already been engaging with them."Brandon: "When you do this in social media especially, get comfortable with who you are and being fully yourself. You don't have to hide all this stuff, it's social media. I get it. But people like to do business with people who they know, like, and trust." You can find out more about Brandon in the links below:LinkedIn: https://www.linkedin.com/in/brandonleedigital/Website: https://funnelamplified.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 Jonathan Mahan, Co-Founder of The Practice Lab. Today, many of us still describe salespeople as "coin-operated." However, this isn't actually how we pay them at all, and this idea actually affects motivation and fulfillment negatively.Jonathan shares insights on the intrinsic and extrinsic motivators that affect motivation, contentment, compensation, and much more. He talks about the use of conditions like, "Get more dials in and will give you this amount as an increase" that create a fear state in salespeople. He talks about the many better models to increase drive, creativity, and growth outside of these extrinsic factors. HIGHLIGHTSIntrinsic and extrinsic motivatorsFinding a balance between base and variableWhat does intrinsic motivation looks likeMastery as a motivator QUOTESJonathan: "That's not a bad thing necessarily to have some element of variable. I honestly would say every department in a company could benefit from having some element of variable where you get bonuses for performance. But again, you can't be operating out of a fear place. You need to know that your needs are taken care of just for showing up and doing your job."Jonathan: "I believe that, to have the most impact in this world, I need to become a true master of communication and master of influence. If this world's going to change, it's going to have to be people that change it and we're going to have to get people off the track they're on and onto a better track."Jonathan: "The thrill of mastery is truly motivating to almost all people. And sales is an infinitely complex craft that can never truly be mastered. If you can tap into that thrill of mastery motivator in your sales team, it's an infinite source of motivation. That never goes away and will almost always lead people into positive, productive behaviors." You can find out more about Jonathan in the links below:LinkedIn: https://www.linkedin.com/in/jtmahan/Website: https://www.thepracticelab.co/ 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 Josh Rhodes, Founder of Crypto Ya'll. Depending on the channels we read, cryptocurrency is either the future that allows you to produce generational wealth or a scam that will make you lose your money.Josh shares insights into both perspectives and how we can use this knowledge if we ever decide to invest in cryptocurrencies. He sheds some light on the different types of assets one can trade or invest in for short or long-term. He also shares a few ways to secure your investments, mitigate risk, and profit from them. HIGHLIGHTSNot all cryptocurrencies are the sameThe difference between investing and trading cryptoDollar-cost averaging and making money off of cryptoJosh's recommended coins QUOTESJosh: "Some people could argue that these central exchanges spend millions and millions of dollars on security and I think that's a valid argument. But like I said, I think crypto is the ultimate expression of self-reliance in autonomy."Josh: "Probably the most powerful tool as a retail investor who's just trying to keep it simple - they don't want to be a trader and they just want to put their money into a good store value, dollar-cost averaging is really smart because it allows you to purchase rhythmically."Josh: "I'm purposeful there because if you don't know what you're investing in, then you are crypto slot machine gambling. You're just waiting on Lucky 7s to line up. So read up on it, watch a couple of YouTube videos, then start investing in something you believe in." You can find out more about Josh in the links below:LinkedIn: https://www.linkedin.com/in/josherhodes/Website: https://www.cryptoyall.co/learn54634203 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 Ian Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc. Every single one of us want to get more done in less time without running ourselves to the ground.Ian digs deeper into working smarter and harder to drastically improve not just your work, but also all other aspects of your life. He discusses key tactics and resources that will teach you to finish your tasks in the most time-efficient ways possible. HIGHLIGHTSThe "ADHD brain" in salesTactics to get into a deep work state and get more doneResources for time management and habit improvementWhat work-life integration means for efficiency overall QUOTESIan: "Number one is you have to set boundaries for the time you work. Work will expand to the time allotted. So if you don't have boundaries, you'll work 70-80 hours a week and that's just stupid. I don't want someone working that many hours."Ian: "You have to give yourself grace. Progress over perfection. Making sure you realize these habits have been ingrained with you your whole life so you're not just going to be able to flip the switch and turn into a robo-productive KD or Ian Koniak right out the gate."Ian: "When you build the identity of being a hard worker, that is an identity that needs to stay with you in all areas of life. You don't just stop becoming a hard worker. So I'm a hard parent, right? Not hard as in strict but I am really trying to be present with my kids." You can find out more about Ian in the links below:LinkedIn: https://www.linkedin.com/in/iankoniak/Website: https://www.untapyoursalespotential.com/Youtube: https://www.youtube.com/c/IanKoniak 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 amazing guests for the month of June. We discuss numerous enlightening topics including openness to failure, the rise of work-life integration, how to ask for input for improvement, using momentum to continue success, predicting decision-making based on personality science, and so much more! HIGHLIGHTSMandi Graziano, Vice President of Global Accounts at Hospitality Performance Network and Author of Sales TalesSaad Khan, Business Development Manager at DoolyRachel Nazhand, Head of Business Operations at Climate Club and Founder of Vice President in ResidenceErika Davis, Vice President of Go to Market Strategy at Greaser Consulting, now Senior Manager of Sales Operations at sticky.ioTodd Caponi, Founder of Sales Melon and author of The Transparency SaleHana Elliot, Vice President of Revenue at VenditionColin Specter, Vice President of Sales at OrumWilliam Ballance, CEO of LavenderLive 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 William Ballance, CEO of Lavender. How do you get personality science into the framework of decision-making to convert more sales? William shares the ins and outs of predicting personality using online data to help write more effective emails.William explains the Hermann Brain Dominance Instrument (HBDI) and how people think through decisions based on action, vision, people, and data. William walks through each of these and how they are identified. He then discusses how you can approach each dominant personality to create more personalized emails and increase response rate and overall conversion. HIGHLIGHTSThe quadrants of HBDI explained and how they affect decision-makingIdentifying each personality type and applying it in the sales processAdditional resources for communication psychology in marketing QUOTESWilliam: "It's important that you have someone in your team that's going to be that vision-focused person, that action-oriented driver, some that think about the people involved, and some to research the data. It's normally used to structure leadership teams but we started applying that same framework on how people make their buying decisions both in marketing and sales."William: "So part of your messaging would target the action involved or the vision, the big picture or the aspirational side of the sale, the people that it's going to impact, and the data behind it. And that can all be in one pitch or it could be in different steps."William: "It's always interesting in demos. Sometimes I'll do the analytics and coaching dashboard last. And every now and then someone's like 'Man, I wish we could've started with that' and I never hear that. But every now and then, you get someone who just wants to dive really deep into the analytics." You can find out more about William in the links below:LinkedIn: https://www.linkedin.com/in/wmb1/Website: https://www.lavender.ai/ 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 Colin Specter, Vice President of Sales at Orum. Cold calling is as much an art as it is a science. Colin shares what the data has shown to work in the world of cold calls and how sellers can increase their own conversion rates.There is a mathematical formula that you can use to derive the number of calls you have to make to get to your desired outcome. Colin shares what metrics you should be tracking and how you can tweak your messaging to increase conversion and book more meetings.  HIGHLIGHTSCold call metrics you should be trackingIncrease conversion rates and identify call dispositionsBuy more time and get permission to ask one questionTrends and patterns in landing meetings through cold calls QUOTESColin: "You want to look at your dial-to-connect ratio, you want to look at your connect-to-conversation ratio, how many conversations are you getting out of each at-bats? And then, how many of those conversations are leading to a meeting?"Colin: "There's different openers, there's different ways people love to approach the cold call. It really comes down to tonality and enthusiasm in many cases. But there's all kinds of openers. You could try what works for you. The one that we use here at Orum most commonly is 'hey, KD, Colin with Orum here. Are they keeping you busy today?'"Colin: "It's also not as common that you will book a meeting on the first connect. Most of the connects, we find, happen after that initial conversation after that initial connect. So do you have a playbook to get people back into your call list after those dispositions?" You can find out more about Colin in the links below:LinkedIn: https://www.linkedin.com/in/colinspecter/Website: https://www.orum.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 Hana Elliot, Vice President of Revenue at Vendition. The cost of half-baked onboarding is reflected in lost potential revenue. Leaders must then realize that spending time to teach SDRs the fundamentals is more than just another box to tick.Rather, it is a commitment. Hana shares their best practices that have helped thousands of sales professionals sell better. Onboarding imparts your culture but it should also include some professionalism basics as a good number of SDRs are actually fresh out of college. HIGHLIGHTSCompanies need to commit time to onboard properlyCoach remotely with a buddy system for new SDRsOnboarding program: Teach the basics and use metrics  The balance between educating, building confidence, and ramping quotaRemember that SDRs are human too QUOTESHana: "I think it's a worthwhile exercise to look at the pipeline or revenue impact of not having a fully-ramped SDR in seat because that's what's going to help you prioritize your time. It's too easy to get caught up in the daily whirlwind... and say I'm too busy."Hana: "Having more experienced AEs or some of your senior SDRs who have done it and are showing great results, have them listen in and shadow and give their feedback. Chances are, if you've been coaching them all along, they'll also know your mentality and be able to pass that along."Hana: "I'm not a second week, throw somebody on the phone. That's not my approach or preference. But you have to hit it hard at the beginning. That's where you can take advantage of your mentors, of your buddies, that's where you can do a lot of group online at the same time cohort writing workshops."Hana: "Being ready is so subjective. But are there assessments that you can build in at checkpoints and milestones throughout their onboarding process to determine are they actually ready? Make sure you know what you're looking for. Can they do X, Y, and Z on a cold call practice with you?" You can find out more about Hana in the links below:LinkedIn: https://www.linkedin.com/in/hanaelliott/Website: https://vendition.com/
This episode of the Live Better Seller Better Podcast features Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results. Recognizing patterns of the past provides insights into how best to move forward into the future.Todd gives parallels to economic downturns from previous decades and how we are seeing the same red flags today. He observes a bubble in unicorn startups and advises leaders on how to provide their people with the most certainty possible to survive the incoming slump. HIGHLIGHTSSales trends follow cycles throughout historyLead through a bubble by providing certaintyRemind your team of the impact their work doesReward people with a sense of accomplishmentThe Transparent Sales Leader soft launch on Jul 5, 2022 QUOTESTodd: "Uncertainty is like a kryptonite for our brain. Like, literally, when we're uncertain, we don't sleep, we don't perform well, we're less creative, and, at it's core, our IQ literally goes down in those situations where there's uncertainty."Todd: "Create certainty right wherever you can within your teams right now, even if things are fantastic for you. You've got to do that because your teams are looking around and they're feeling like tomorrow is going to be the day."Todd: "We cut out the stuff that really didn't matter a whole lot, so that's number one. Number two is we focused all of our spending on the must-haves, the things that were going to give us certainty. So that's number two. And then number three is that we sought ways to remove risk and extend runway."Todd: "If you believe that sales reps are coin-operated, you're right if you're doing it wrong. You create an environment where your reps want to show up every day, want to stay, want to do their best, want to become advocates, and the variable compensation is the reward, not the motivator, that's when everybody wins." You can find out more about Todd in the links below:LinkedIn: https://www.linkedin.com/in/toddcaponi/Amazon book link: https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801
This episode of the Live Better Seller Better Podcast features Erika Davis, Vice President of Go to Market Strategy at Greaser Consulting and mental health advocate. Knowing the nuances of burnout helps you determine what is truly important to you and how best to manage the stress of sales.Erika defines what burnout really is and how it's different from simply being tired. She talks about the separation and connection between thoughts and feelings and how changing perspective and/or environment can create meaningful change. Erika also addresses sales leaders on how to manage people by acknowledging vulnerability and knowing what truly drives them. HIGHLIGHTSMisconceptions about burnout and knowing what's truly importantBurnout vs tired: The difference is the lack of meaning and purposeThoughts are not feelings and experiencing the spectrum of emotionFor sales leaders: Learn your team's motivations QUOTESErika: "Burnout, a lot of times, comes not necessarily from working too hard but from putting yourself in a situation where you're working really hard at things that aren't important to you and you don't find meaning in those things anymore."Erika: "When you feel like you've pushed as hard as you can with output, think about input, like what are you reading, what are you listening to, how are you getting new ideas so you're not just banging your head against a brick wall again and again and again."Erika: "Do I need to change my perspective or do I need to change my environment? And if I can't change either of those things meaningfully, then I just know it's out of my control and I just need to take care of myself."Erika: "Good mental health and being mentally healthy isn't about feeling happy or joyful all the time. It's about feeling the full spectrum of human emotion at the appropriate time." You can find out more about Erika in the links below:LinkedIn: https://www.linkedin.com/in/erikardavis/Podcast: https://www.greaserconsulting.com/learn/revops-therapy-podcast/
This episode of the Live Better Seller Better Podcast features Rachel Nazhand, 4x startup operator, BizOps and RevOps Evangelist, and Founder of Vice President in Residence. Almost every department has an ops component to it and Rachel shares how to leverage ops when the goal is to scale a business.She discusses how operations can do this by aligning the goals to the practical and best steps to achieve those said goals. Rachel also talks about the advantages of BizOps in various stages of growth, from making the correct first hires to building a dedicated ops team to hiring specialists.   HIGHLIGHTSOperations are the glue to achieving company goalsBizOps/RevOps provide the how to the whatInsights from the data and empathy to stay grounded Leverage ops in various stages of growthAdvice to sales leaders and operators QUOTESRachel: "Tell me what you're going for and I will give you an amazing way to accomplish it. Don't tell me that you need a dashboard. Tell me that you need your reps to know how they're pacing so that they can make an amazing decision on how to structure their day."Rachel: "As an operator, I'm going to start thinking if that's really what's working for my top seller, is there a piece that I can replicate across the board for everyone? I've learned something new, I've built some empathy, I've figured out someone's secret sauce, now how can I start to sprinkle that out?"Rachel: "In those early hires, give them as much visibility into the full life cycle as possible. The more that you are building a customer-centric experience, the better your results are on the other side. Nothing crushes a prospect's soul faster than having to tell their story 10 times, pre-sale, post-sale, etc."Rachel: "Get really comfortable dumping all of your problems on the table and letting your operators help you figure out how to attack them. If you come to me with these one-offs, I might not be able to pick up on themes and I might not be able to support you. You give me all 15 of your problems at once, I'll show you that 3 of them are actually the same thing." You can find out more about Rachel in the link below:LinkedIn: https://www.linkedin.com/in/rachelnazhand/
Comments (1)

Ronnie Walker

Solid podcast KD! Keep up the great work.

Jul 11th
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