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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/
This episode of the Live Better Sell Better Podcast recaps the best moments from our amazing guests (and myself!) last May. We touch on incredibly relevant topics such as the power of taking the initiative to further your career, pursuing coaching to guide others through your own mistakes and successes, increasing awareness of the value of diversity, leveraging content to engage prospects on multiple channels, having a reason WHY to achieve your goals, and much, much more! HIGHLIGHTSDerek Anniston, Director of Operations at American Equipment Financial ServicesCasey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the DealHeidi Solomon-Orlick, VP of Global Sales at VXI Global Solution, Founder of GirlzWhoSell, and author of Heels to DealsMandy McEwen, Founder of Mod Girl MarketingKevin Dorsey,  SaaS Sales Consultant, Advisor, and Host of Live Better Sell Better Podcast
This episode of the Live Better Seller Better Podcast features Saad Khan, BDR Manager at Dooly. The role of BDRs can be empowered to close deals. However, making full-cycle reps doesn't take away from their role of prospecting, it just adds to it. Saad discusses BDR leadership and the strategies he employs to implement it. During their Initiation, they teach the concept of Give and Get which informs a way to get past resistance while also ensuring your time is spent wisely, and Mirroring which helps keep the conversation going. Saad shares how this allows them to have a leaner but much higher quality team who get paid more too. HIGHLIGHTSMake BDRs full cycle to close dealsTraining versus coachingDooly’s Initation teaches "Give and Get" and MirroringTraining fewer reps with higher compensation QUOTESSaad: "Instead of BDR Appreciation Week, I'm giving my BDRs the opportunity to come start closing deals. I'm not promising them to become an AE in six months. I'm giving them the right tools and the right training and the opportunity to make things happen."Saad: "Training could be just showing people how to use a tool, how to use Salesforce, how to use Dooly, what to do on a day-to-day. Coaching is you're on the trenches, you're on the field with them, you're working on plays every single day, you're executing plays. "Saad: "People are always going to have objections. You can address an objection, get something else in return. Very basic example, somebody says at the end of a call, hey, just send me something. Okay, well, hold on. what can I send you that's not going to get deleted? How can I stay top of mind without being annoying? Get something in return."Saad: "You know the buyer's conservation journey? People say the buyer's concerning journey is made of three phases: awareness, consideration, purchase. I disagree. I think there's one other phase which is the unaware phase." You can find out more about Saad in the links below:LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/Instagram: https://www.instagram.com/iaresaad/
This episode of the Live Better Seller Better Podcast features Mandi Graziano, sales veteran as both a leader and rep and bestselling author of Sales Tales: The Hustle, Humor, and Lessons Learned From a Life in Sales.Today, Mandi delves deep into how you can differentiate yourself. She details ways you can be memorable in all the right ways, from sending "choose your own adventure" emails to following up regularly and authentically. She also talks about other ways to engage prospects aside from happy hour like sweatworking. To find your own voice, you have to make your sales your own. Mandi shares how iterating others' effective strategies is a great way to do something that works but feels natural to you too. HIGHLIGHTSBe memorable with creative emails and follow-upsA student of the crisis: Surviving COVID in the hospitality industryMake it your own: Iteration and testing to find your voiceSales Tales is a collection of funny stories from Mandi's career QUOTESMandi: "Choose your own adventure email is a great, memorable way to get a customer to call you back or email you back. And, the thing is, they may email you back saying uh, who are you and I don't want to work with you, but then that's an opportunity for a no and an opportunity to ask why or how you can improve or who they're working with."Mandi: "Write your own haiku, choose your own adventure email, use video. There's so many ways you can be different and people now, I really believe this and this may sound crazy, but I think now people are more open to creativity and clever antics than they ever have before because they can't remember how it used to be done."Mandi: "Iteration, I think, is one of the best ways to find your own voice. Just try a whole bunch of different ways. But I think closing your eyes, taking a deep breath, and thinking about what it is that makes it your own is really important."Mandi: "You have to keep trying things and you have to be open to failing because the magic is in the fail. It really, really is. So you have to try." You can find out more about Mandi in the links below:LinkedIn: https://www.linkedin.com/in/mandigraziano/Website: https://www.mandigraziano.com/Email: coach@mandigraziano.comAmazon book link: https://www.amazon.com/Sales-Tales-Hustle-Humor-Lessons/dp/1949635945
This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is state of mind. To be a better salesperson, you need the right mindset. KD breaks down how GERMS helps achieve this state.Exercising Gratitude, Exercise, Reading, Meditation, and Sleep do not drastically change your routine. They are, in fact, healthy additions to it with understated benefits ranging from more energy, lower stress, increased happiness, and being able to live in the moment.  HIGHLIGHTSGratitude: List down what you're grateful for dailyExercise: More energy and lower stress levelsReading: Read at least 15 minutes every dayMeditation: Be present to improve happiness and creativitySleep: Have a nighttime routine away from screens QUOTESKD: "There's plenty of bad going on in the world and, if that's all we look at, that's all we see. Whereas if you start to find things to be grateful for, it changes your perspective on the world. It makes you a more positive person."KD: "If you can make the habit of reading for 15 minutes or my other favorite is 10 pages, 15 minutes or 10 pages, whichever one you prefer. Because if you read 10 pages a day, that's 300 pages a month. You're finishing maybe 2 books a month."KD: "Get into a meditation routine. 10 minutes a day. I promise you, after a month, you notice the difference. You notice the difference. You meditate because it makes everything else easier. It gets us into the present moment more as well, which is the only thing you can control."
This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is rejection. The reason rejection hurts is rooted in biology and our tribal nature. Simply said, rejection from the tribe used to equate to death.Even in 2022, this uncertainty from rejection persists. The good news is that there are ways to hack this response and offset the cortisol released when you do get rejected. And no, it has nothing to do with substance abuse and everything to do with healthy responses through movement, music, breathing, friends, and family.HIGHLIGHTSRejection hurts physically as it's rooted in life and death situationsDeal with rejection: Accept it and plan for its eventuality Offset cortisol with positive brain chemicals QUOTESKD: "When you're rejected and the pain receptors are lighting up in your brain, your body's also releasing a massive amount of cortisol into your bloodstream, into your system. So cortisol is the stress hormone. That's what causes your heart rate to go up."KD: "The first step in this is actually knowing that it is going to occur. It's going to happen and just accepting that is a big step because, so often, we're actually hoping it doesn't happen which makes it even worse when it does."
This episode of the Live Better Sell Better Podcast features some of the most memorable moments with 5 of our guests in April. We talk about the power of feedback for sales enablement, debunking what VC really is, selling more humanly using video, what it means to BE in sales, and finally, tactical suggestions on MEDDPICC.HIGHLIGHTSThomas Cheriyan, Senior Director of Learning and Development at OwnBackupAnkur Ahuja, Chief Operating Officer at Varana CapitalEllie Twigger, Commercial Account Director at SalesLoftTownsend Wardlaw,  the Coach of BEing at PFC CoachingDavid Weiss, Head of Sales at LeaseUp
This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is planning. Everyone wants to make more revenue but not everyone thinks about HOW they'll do it. This is where planning comes in.A plan is specific. It details exactly what you want and the steps you need to take to reach your goal. To book 4 more meetings per week, you need to talk to 40 more people.In order to reach those 40 people, you need to make X amount of dials or personalized emails. To make X dials, you need Y number of leads. After that, then set the WHEN to round up your plan for success!HIGHLIGHTSGood leaders talk about the what, great leaders talk about the whyThink about what steps get you to your goal3x3s: 3 things daily, weekly, and monthly that give the best shot at resultsQUOTESKD: "Good leaders start to get into the why, great leaders start getting into the how. How can we achieve the why and the what? This is where most people miss on their path to a goal is they never come up with a plan."KD: "When am I doing my research? When am I scrubbing leads? When am I making those dials? When am I recording the videos? That is a plan."KD: "The 3x3s are what are the 3 things daily, weekly, and monthly that if you did would give you your best shot at results. The 3 things daily, weekly, and monthly and these are your nonnegotiables. 100% nonnegotiables that, if you did, would set you up for success."
This episode of the Live Better Seller Better Podcast is a solo episode with KD. Today, the topic is goals. You must have 2 buckets of goals: professional and personal goals. The first is likely tied to the number you want to hit this year. So set a specific number so you'll know what you need to do to achieve it. You also need to know where you want to go and grow as a professional, and lastly, what skills you need to learn. For personal goals, as leaders, you must do your own discovery on your own people to know how to motivate them. Where do their professional and personal goals intersect? HIGHLIGHTSProfessional goals: Clearly defined number, where to go and grow, & skillsPersonal goals: Connect the dots with your own people QUOTESKD: "Do you have clearly defined professional goals? Meaning what you are trying to achieve professionally? And then, on the leadership side, do you know what these goals are for all of your people? Because, if you don't, what can you motivate them with?"KD: "More often than not, people say they just want to make more money. More is not a number. You need to come up with an actual number. Is it 70k? Is it 100k? Is it 200k? 300k? Because if you don't set the number, you can never find a way to get there."KD: "So often y'all in sales, we tell our salespeople to do great discovery on our prospects but then, we never do great discovery on our people. We never do great discovery on our people. We don't know their pain points. We don't know the impact they're trying to have and/or achieve. We don't know what good looks like for them. We don't come up with a mutual action plan."KD: "When someone tells you their goals, you have to ask them, what will change by accomplishing them? What will change by accomplishing that goal? How will achieving that goal make you feel? What will achieving this goal allow you to do you can't do now? Because this is the reason why they need to hit their goals."
This episode of the Live Better Seller Better Podcast features Mandy McEwen, Founder of Mod Girl Marketing. Social selling is all the rage today and Mandy provides specific tips on what you can do to stand out and build relationships on LinkedIn.You have to look the part as your personal brand must be professional. You must also personalize your outreach. Do your homework and find something to pesonalize. And lastly, treat your prospects as friendships you’re trying to build. Remember, stop selling, start helping, and always provide value first! HIGHLIGHTSLinkedIn: Before you build a relationship, stand out first Get creative and customize your connection requestsYour profile must show that you know what you're talking aboutThe priority is to always add value in the relationshipQUOTESMandy: "Before you even start building relationships, you need to look like you know your stuff AKA your profile has got to be optimized. This is the number one mistake I see with the majority of SDRs is it literally says their title, I mean that's fine but put it at the end. Like your headline should say what you do, who you help, the value you provide."Mandy: "If you can say something that makes you stand out, add some personality to it, anything that isn't that, that still shows your value and what you do and who you help, you're going to be way better off. Like being unique. My whole thing is you got to stand out on LinkedIn."Mandy: "If your profile is badass, you're going to have way more people responding to you messages than if your profile was you look like a salesperson just trying to pitch."You can find out more about Mandy in the links below:LinkedIn: https://www.linkedin.com/in/mandymcewen/Website: https://www.modgirlmarketing.com/
This episode of the Live Better Seller Better Podcast features Heidi Solomon-Orlick, Vice President of Global Sales at VXI Global Solution, Founder of GirlzWhoSell, and author of Heels to Deals: How Women are Dominating in Business-to-Business Sales. Being a woman in sales presents unique challenges. From microaggressions to male-centric sales leadership, Heidi's goal is to share with other women what had worked for her despite these obstacles to success. She shares that, despite how it may appear, embracing femininity is a woman's competitive advantage. The ability to listen, for instance, comes more naturally to women and is a skill that all saleswomen should lean on. Heidi also discusses diversity hires and how awareness and intention will produce the innovation that is needed for organizations to succeed in 2022 and beyond. HIGHLIGHTSEmbracing femininity as a competitive differentiatorA passion for positive change and teaching other womenSelling as a woman is a superpowerHire for real diversity: Enrich culture and women in sales leadershipQUOTESHeidi: "I was always making President's Club so, despite the culture and environment, I was able to find my way and do it my way. And then what became important was, I guess now the reason my life's mission is really running GirlzWhoSell is because I wanted to show other women how to do it."Heidi: "To me, representation matters, and these young women can't be what they can't see. And so, giving them exposure to diverse women from around the world who are the top of their game and successful in their careers was really important to me."Heidi: "On just about every single way that you can measure sales, women generally outperform their male counterparts. And so, as a man, I think they're catching on. They're like, huh, we need to add more women into our team but it needs to be, to your point, it can't just be a box-checking exercise."Heidi: "They are so narrow in terms of the definition of what's going to be successful or what they're looking for. And I just think that we have to just bust that up and start looking at nontraditional channels and giving people with different levels of experience or from different cultures and different backgrounds opportunities to succeed."You can find out more about Heidi in the links below:LinkedIn: https://www.linkedin.com/in/heidisolomon1/Website: https://girlzwhosell.com/Amazon book link: https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186
This episode of the Live Better Seller Better Podcast features Casey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal: Six Common Sense Strategies to Succeed in Life and Business.Casey shares how to build good relationships using a step-by-step process that you can apply too. To build a good relationship, start with your mindset and be intentional about what you do and why you're doing it.In listening versus hearing, Casey suggests TED (Tell, Explain, Describe). Also, be sure to document everything, send recaps to clients, and sound curious to know the ideal outcome for your prospects. Lastly, leave your ego at the door and ask for help when you need it! HIGHLIGHTSBuild good relationships by starting with yourselfExpectation management: Create trust and follow-throughListening vs hearing: TED-based questions and documentationCheck your ego and ask for helpQUOTESCasey: "If you win people, deals will come."Casey: "If we can hear two words in a meeting, which is "great question," that means you made them think. And, to me, that's how I measure success of a meeting. If I made a client or prospect think, I know I'm on the way to becoming uncommon."Casey: "Your mindset is so important in removing words that create anxiety and replacing them instead with 'I will.'"Casey: "When we slow down to think about these things in a really simplistic way, it doesn't need to be this difficult... I'm looking at a sign, I'm a big Ted Lasso fan, and this sign says be curious, not judgmental."You can find out more about Casey in the links below:LinkedIn: https://www.linkedin.com/in/caseyjacox/Website: https://www.caseyjacox.com/Amazon book link: https://www.amazon.com/gp/product/B088T289BZ/
This episode of the Live Better Seller Better Podcast features Derek Anniston, Director of Operations at American Equipment Financial Services. Tech empowerment allows both sales teams and buyers a better experience.In Derek's case, serving people who want an emotional human connection should have an equal experience as those who simply want a quick transaction. For sales reps, Derek shares how they involve their teams' strengths with the new tech that they adopt to leverage their wisdom and also get buy-in.  HIGHLIGHTSTech empowerment uses technology as an information intermediaryMap out different buyer journeys with and without techAI does the work that humans do inconsistentlyLive better, sell better by making a challenging to-do listQUOTESDerek: "In some ways, if your technology just lets them move as far as they want down the road, get as much information as they need about the transaction, about next steps, and to pursue those next steps at their own pace, it's better than something that's sort of forced and jarring."Derek: "We've built ways that allow people to avoid or sidestep technology if they'd like to, but then I think we've had to swing really hard the other way too. If you're going to do that, then you need to have a journey that doesn't involve talking to a person."Derek: "Human friction cuts both ways. So people can be over-excitable. People can be pessimistic. There's an emotional element to dealing with a human being. And so, anything that requires an interaction where an emotional element is going to be part of the decision-making is not something that humans can consistently do well."You can find out more about Derek in the links below:LinkedIn: https://www.linkedin.com/in/derek-anniston-9a140835/Website: https://slsfinancial.com/
This episode of the Live Better Seller Better Podcast features David Weiss, Head of Sales at LeaseUp. There is a lot of misconception about MEDDPICC and David clears up what it is and what it is not.For starters, MEDDPICC is not a step-by-step process. It is a checklist that is made for sales reps, not sales leaders. David shares that MEDDPICC is updated to modern ways of selling and it helps you by identifying gaps in your sales process.HIGHLIGHTSMEDDPICC: Metrics, Executives, Decision criteria, Decision process, Paper process, Identify pain, Champion, and CompetitionA checklist for reps, not leadersEconomic buyer vs decision-makerDecision process: Create a mutual action planIdentify persona-based pain and personal painQUOTESDavid: "MEDDPICC is not a process. What it is is a gap-analysis checklist. It sits on top of your process. It sits on top of your sales methodologies, plural for a reason. And it helps you kind of see blindspots. It's a blindspot detector."David: "You ask good questions to the wrong people, you get to the right people."David: "Create really tight alignment between the problems you're trying to solve, how they're trying to solve them, how your solution solves them, write them down with your differentiators in mind, and then share them with the buyer."David: "Never negotiate before you get to procurement. If I'm going to make any recommendation to any salespeople out there, if someone says hey, we want to keep you in the game but you need to drop your price 20% and that's like midcycle, just pause there.""And say, we're going to get there but until I understand holistically every single thing that your procurement and legal teams are going to ask for, let's just not do it. Let's focus on us being the right solution."You can find out more about David in the link below:LinkedIn: https://www.linkedin.com/in/davidlbweiss/Website: meddpicc.co
This episode of the Live Better Seller Better Podcast features Townsend Wardlaw,  the Coach of BEing at PFC Coaching. There are lots of conflicting guides on what to do to close more sales but there aren't many that talk about who you need to be to become a better salesperson.Your choices create or don't create the results you end up with. Townsend shares how results come from actions which then come from thoughts. What produces the thought is your being. By shifting your being, you can introduce a completely different way of showing up to match your actions to your being, ultimately getting the results you want. HIGHLIGHTSCracking the code on sales to create great salespeopleResults are the product of action, which are the products of thoughtsBeing creates your thinking and how to world occurs for youShift your being to uplevel your human experienceQUOTESTownsend: "Thinking produces action and no two human beings have the same thought about the same set of circumstances. The circumstances aren't objective, they are a product of our thinking of it. This is where mindset comes in."Townsend: "I have an idea and the idea is what I call Being. It is our being that produces the thinking. What's being? Well, depends who you ask. For me, being is a function of a lot of things. Our upbringing, our race, our age, our sex, our trauma as a child."Townsend: "Being, at its simplest term, is how the world occurs for us. And based for how the world occurs for us, we will have the thoughts we have about it. We will take the actions that seem in alignment to produce and then we'll get the results we get."Townsend: "When we talk about shifting being, we're talking about changing the operating system of who we are."You can find out more about Townsend in the link below:LinkedIn: https://www.linkedin.com/in/townsendwardlaw/Website: https://peacefreedomconnection.com/
Comments (1)

Ronnie Walker

Solid podcast KD! Keep up the great work.

Jul 11th
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