Heather Hoytard, the Director of Sales at Fidelity Labs, shared valuable insights on navigating career changes, emphasizing the importance of aligning one's career with one's passions and strengths. She highlighted the need to listen to one's intuition and make deliberate choices in career decisions. Heather also discussed the significance of focus…

In the competitive arena of sales, the leap from good to great can often hinge on the caliber of coaching and management teams receive. This episode of the Better Sell Better podcast, hosted by Kevin Dorsey, features Alex McNaughton from Grow AI, who brings invaluable insights into elevating sales teams through focused coaching efforts. Together, t…

On this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fiechtner, CRO at Clari, dive deep into the nuanced world of enterprise sales, uncovering the secrets to managing stakeholders, crafting compelling executive viewpoints, and preparing meticulously for high-stakes sales meetings.In this episode, you will be able to:…

Embark on a journey into the world of cybersecurity sales with me and Alice Schaff, a seasoned professional with extensive experience in sales and marketing within the cybersecurity industry.Delve into the intricacies of selling cybersecurity solutions as Kevin and Alice explore:- Strategies for adapting to a new industry and market, including lear…

Joining Kevin is Dan Drucker, VP of National Sales and Marketing at Canon, as they unravel the secrets of making your sales pitch stand out in a crowded market.Discover the power of specificity in sales messaging, going beyond the surface-level personalization of names and alma maters. Kevin and Dan stress the importance of understanding the unique…

Unlock the secrets to making your money work for you in this episode of the Live Better, Sell Better podcast, hosted by Kevin Dorsey. Join us as Kevin welcomes Stacie Sussman, CRO at RevUp Advisory, to delve into the world of financial wisdom and unconventional investments.Stacie shares her journey of realizing the need for a different approach to …

In this episode, Kevin welcomes the resilient Jack Ryan to share his extraordinary journey that intertwines living better and selling better.Jack's story is one of overcoming adversity, including paralysis from a jiu-jitsu accident and multiple strokes, conquered through unwavering determination and physical rehabilitation. His "you don't know me" …

Does this sound familiar? You've been told to follow a generic sales process in order to achieve better results, but it's not working. You're feeling the pain of wasted time and missed opportunities as you struggle to align with your buyer's needs. It's time to break free from the ineffective actions and discover a new approach that will truly impr…

Unlocking the Sales Mind: Discover the powerful journey of SDR Troy Barter as he defies conventional beliefs, unleashes the potential of mindset training, and battles the paradoxical challenge of transforming perspectives for long- term sales success. In this episode, you will be able to: - Unlock the power of a positive mindset to supercharge your…

Discover the secret sauce to crafting a buyer enablement environment that leaves sales professionals in a bind. With outdated content overwhelming buyers, find out how to provide the most relevant information at the right time, leaving sellers questioning their approach and eager for the next episode. In this episode, you will be able to: - Boost s…

Does this sound familiar? You pick up the phone, ready to make a cold call, only to be met with disinterested prospects and unanswered voicemails. You've been told to start your pitch with a long-winded introduction about your company, but all it does is bore your prospects and leave you feeling frustrated and unproductive. It's time to break free …

If you're feeling frustrated because your demos aren't connecting with prospects and leading to con, then you are not alone! Many sales professionals in the SaaS industry struggle with presenting engaging and value-adding demos that truly resonate with their audience. Instead of the desired result, prospects may feel disinterested, unimpressed, or …

- Unearth novel strategies for outbound prospecting and lead cultivation. - Craft relevant and value-oriented messaging for client interaction. - Comprehend the need for personal touches in your outbound prospecting endeavors. - Grasp effective cold call strategies and initiating conversations with confidence. - Leverage LinkedIn to its utmost pote…

Does this sound familiar? You've been told to simply submit your resume and hope for the best, but all you're feeling is the pain of rejection and frustration in the highly competitive job market. It's time to discover the effective strategies that will truly make you stand out and increase your chances of getting hired. In this episode, you will b…

Does this sound familiar? You've been told to hire more salespeople to boost your declining sales, but it's not delivering the results you expected. The pain of investing time and money into new hires without seeing significant growth can be frustrating. In this episode, we'll show you a more effective approach by focusing on top-of-funnel metrics …

Do you want to skyrocket your sales performance and achieve unprecedented productivity? Are you tired of struggling with time management skills that hinder your success in the sales industry? If so, I have the solution you've been searching for. In this podcast episode, I will reveal the key to unlocking unparalleled results in sales by mastering t…

In this episode, learn how to mobilize and champion your sales deals with key insights and questions to ask your champions. But what happens when your champion isn't sold? Tune in to find out. In this episode, you will be able to: Discover how to effectively mobilize sales deals, even in the most competitive markets. Unearth the significance of bei…

Have you heard the myths? Myth #1: SDRs are replaceable and don't need proper training. Myth #2: SDRs are simply cold callers and don't require coaching. Myth #3: SDRs will learn on the job, so mentorship isn't necessary. But the truth is, investing in the training, coaching, and mentorship of SDRs is crucial for their success and for the success o…

In this episode, you will be able to: Unveil the secret behind successful sales teams through strategic planning. Grasp the concept of focused capacity to make the most of your resources. Explore the perfect blend of structure and autonomy for top-performing sales teams. Delve into the art of establishing realistic annual objectives for your sales …

In this episode of the Live Better Sell Better Podcast, KD has a conversation with Zoe Hartsfield on leadership and experience from the eyes of high-performing individual contributors and the role that recognition plays in performance and empowering others. HIGHLIGHT QUOTES Saying something nice vs meaning your compliment - Zoe: "Even when you're c…

In this episode of the Live Better Sell Better Podcast, we have another throwback about video prospecting. This time we have KD's conversation with Katherine Caldwell on her best practices for video prospecting, how to get your video watched, and what to do if the prospect doesn't watch it. HIGHLIGHT QUOTES What platforms should I use to send my vi…

In this episode of the Live Better Sell Better Podcast, we're throwing back to KD's conversation with Morgan Ingram on the foundations of video prospecting the right way. They talk about utilizing video when there's still not much competition, using it as a new way of cold calling, and the ideal length of each video that you send. HIGHLIGHT QUOTES …

In this episode of the Live Better Sell Better Podcast, KD sits down with Brandon Bornancin, CEO & Founder of Seamless.AI. The duo talk about intertwining values not only in business but in life in general. More than anything, taking action to do what's right for your customers is a given that many salespersons and leaders should recognize. HIGHLIG…

In this episode of the Live Better Sell Better Podcast, KD sits down with Christian Banach, Principal and Chief Growth Officer of Christian Banach LLC. Everybody wants to land the big 6-figure, 7-figure deals. However, it's more crucial to know how we can put our foot on the door for those opportunities in the first place! HIGHLIGHT QUOTES Somethin…

Today's episode of the Live Better Sell Better Podcast is a throwback to KD's conversation with Alex Schlinsky, Founder of Prospecting on Demand. As salespeople, it's natural to want to learn what goes on in the consumer's mind. Alex discusses why humans make certain decisions when it comes to buying and how we can take hold of that as sellers. HIG…

This throwback episode of the Live Better Sell Better Podcast features Stephanie Herre, the Regional Manager for UK Enterprise at Remote. Leadership development starts with determining if leadership is even for you. Stephanie digs into the realities of leadership like accountability and loss of control, as well as tips on how companies should hire …

This throwback episode of the Live Better Sell Better Podcast features Jed Mahrle, the Head of Outbound Sales at Mailshake. Every inbound lead was an outbound lead yesterday. Jed shares how he makes his emails relevant but not necessarily personalized using buying triggers, while KD discusses the 3 I's of Targeting: target low for Info, middle for …

This throwback episode of the Live Better Sell Better Podcast features Peter Kazanjy, Co-Founder of Atrium. Having a data-driven organization is more relevant than ever. Peter discusses the key quantity and quality metrics sales leaders should look out for in their sales team, as well as how to put that data in front of the team through an open cul…

This episode of the Live Better Sell Better Podcast features JR Butler, the CEO and Founder of Shift Group. Athletes who played at the collegiate level or higher tend to have a certain competitiveness and coachability that make them star salespeople. JR talks about honing their raw talent and really nailing the basics of prospecting, qualification,…

This episode of the Live Better Sell Better Podcast features Sahil Mansuri, CEO of Bravado. With layoffs happening left and right, it is critical for salespeople to know how best to protect themselves. Sahil educates on why equity is worthless in 95% of startups and why salespeople should look at a company's profitability when looking for their nex…

This throwback episode of the Live Better Sell Better Podcast features Brandon Lee, Founder and CEO of FunnelAmplified. Social selling leverages the power of platforms like LinkedIn to create an authentic connection and make sales organic. Brandon gets tactical and teaches us how to use Professional/Personal Insight Posts (PIPs) to get it right. HI…

This throwback episode of the Live Better Sell Better Podcast features Jonathan Mahan, Co-Founder of The Practice Lab. Every person in the world is motivated by both extrinsic and intrinsic factors. However, in sales, salespeople are rewarded as if the extrinsic reward of a commission is the only thing that matters. This induces a fear state and it…

Depending on the channels we read, cryptocurrency is either the future that makes you produce generational wealth or a scam that will break you into losses. This episode of the Live Better Sell Better Podcast features Josh Rhodes, Founder of Crypto Ya'll. Josh shares insights into both perspectives and how we can use this knowledge if we ever decid…

This episode of the Live Better Sell Better Podcast features Ian Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc. When you execute what you plan and accomplish all you set out to do, you allow yourself to be fully present in your life outside of work. It is all about working smarte…

This episode of the Live Better Sell Better Podcast features William Ballance, CEO at Lavender. The Herrmann Brain Dominance Instrument (HBDI) divides people into four quadrants: Action, Vision, People, and Data. Each quadrant represents a different aspect of decision-making. You can structure your messaging to target all four quadrants or use pers…

Connect rates, conversion rates, and many more. Cold calling may be an art with the messaging, tonality, and delivery, but it is also a science where we need to understand its data for a better sales process. This episode of the Live Better Sell Better Podcast features Colin Specter, Vice President of Sales at Orum. Desired outcomes can be achieved…

Hana Elliot, the former Vice President of Revenue at Vendition and current Vice President for Marketing at Solutions by Text joins KD in this throwback episode of the Live Better Sell Better podcast. Hana talks all about the value of onboarding and why setting up your reps for success takes intentionality and regular practice. HIGHLIGHT QUOTES Onbo…

Todd Caponi, the author of The Transparency Sale, joins KD in this throwback episode of the Live Better Sell Better podcast. Living through economic cycles can be scary because of the uncertainty it brings. Todd shares how bubbles look like great opportunities before they burst and why leaders must see economic patterns to create a sense of certain…

Erika Davis, mental health advocate and former Vice President of Go to Market Strategy at Greaser Consulting join KD in this throwback episode of the Live Better Sell Better podcast. Burnout happens but understanding why and what you can do about it is less commonly known. Erika shares how understanding your priorities helps you focus on what matte…

Rachel Nazhand, Vice President of Business Operations at Zelis, sits down with KD in this throwback episode of the Live Better Sell Better podcast. Effective systems, processes, and operations are some of the most essential aspects of scale and growth. These serve as foundations and you'll find them everywhere! Rachel dives deep into how sales lead…

Saad Khan, former BDR Manager at Dooly and current Business Development Manager at Vendr, joins KD in this throwback episode of the Live Better Sell Better podcast. The transition from BDR/SDR to AE requires training and coaching because not every BDR is a good fit to become an AE. Saad suggests doing the 3 layers of pain activity and explains the …

In this episode of the Live Better Seller Better Podcast, Mandi Graziano, a sales veteran, and best-selling author, shares insights on how to differentiate yourself in sales. She suggests being memorable in all the right ways, engaging prospects with "choose your own adventure" emails and finding your own voice in sales. Mandi also talks about uniq…

In today's episode of the Live Better Sell Better podcast, KD talks about planning. Good leaders know their what and why, but great leaders deal with the how—and this involves planning. A plan needs a destination and it needs to be specific. KD gives examples of losing weight and sales and the principles are the same for both! HIGHLIGHT QUOTES The …

Heidi Solomon-Orlick, Senior Vice President for Business Development at Arise Virtual Solutions Inc., Founder of GirlzWhoSell, and author of Heels to Deals, joins KD in this throwback episode of the Live Better Sell Better podcast. Women must lean into their authentic selves rather than force themselves into something they are not. This includes th…

In today's episode of the Live Better Sell Better podcast, KD talks about establishing the right mindset toward goals both as a rep and as a sales leader. For one, we have to understand that the quota is set by someone else, hence should not exactly be your goal all the time. HIGHLIGHT QUOTES Every individual should set their own goals - KD: "You g…

Casey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal, join KD in this throwback episode of the Live Better Sell Better podcast. Building relationships is the heart of sales. But how do you do it? Casey gives us quick tips on being intentional, listening rather than hearing, using TED-…

Townsend Wardlaw, the Coach of BEing at PFC Coaching, joins KD in this edition of the Live Better Sell Better podcast. Every action begins as a thought, but thoughts are just a function of something beyond that called Being. Shifting your being gives you a completely different view that translates into different thoughts, and ultimately different a…

Devin Williams, VP of Sales at DataRobot, joins KD in this edition of the Live Better Sell Better podcast. Emotional intelligence is thrown around as something that is related to soft skills. But is it something that can actually be taught, much like a hard skill? Devin defines the Emotional Quotient (EQ) or emotional intelligence and what it means…

Melissa Gaglione, a former AE at LivePerson and current AE at Deel, joins KD in this edition of the Live Better Sell Better podcast. Routines may appear to be restrictions, but in reality, they give you a framework so that the remainder of your day can be spent however you like. Melissa talks about how adapting in situations where you can't control…

This Live Better Sell Better Podcast episode throws back to our conversation with Carol Malakasis, former Managing Partner and Head of Training at Rampd and current Envoy at Pavilion. Many founders have awesome ideas but fall short of realizing that a process to sell is fundamental to making a successful business. Carol drills down the top founder …