Live Better. Sell Better.

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. 

HIGHLIGHTS

• Gratitude: List down what you're grateful for daily
• Exercise: More energy and lower stress levels
• Reading: Read at least 15 minutes every day
• Meditation: Be present to improve happiness and creativity
• Sleep: Have a nighttime routine away from screens

QUOTES

KD: "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."

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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.

HIGHLIGHTS

• Rejection hurts physically as it's rooted in life and death situations
• Deal with rejection: Accept it and plan for its eventuality 
• Offset cortisol with positive brain chemicals 

QUOTES

KD: "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."

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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.

HIGHLIGHTS

• Thomas Cheriyan, Senior Director of Learning and Development at OwnBackup
• Ankur Ahuja, Chief Operating Officer at Varana Capital
• Ellie Twigger, Commercial Account Director at SalesLoft
• Townsend Wardlaw,  the Coach of BEing at PFC Coaching
• David Weiss, Head of Sales at LeaseUp

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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!

HIGHLIGHTS

• Good leaders talk about the what, great leaders talk about the why
• Think about what steps get you to your goal
• 3x3s: 3 things daily, weekly, and monthly that give the best shot at results

QUOTES

KD: "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."

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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? 

HIGHLIGHTS

• Professional goals: Clearly defined number, where to go and grow, & skills
• Personal goals: Connect the dots with your own people 

QUOTES

KD: "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."

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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! 

HIGHLIGHTS

• LinkedIn: Before you build a relationship, stand out first 
• Get creative and customize your connection requests
• Your profile must show that you know what you're talking about
• The priority is to always add value in the relationship

QUOTES

Mandy: "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/

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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. 

HIGHLIGHTS

• Embracing femininity as a competitive differentiator
• A passion for positive change and teaching other women
• Selling as a woman is a superpower
• Hire for real diversity: Enrich culture and women in sales leadership

QUOTES

Heidi: "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

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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! 

HIGHLIGHTS

• Build good relationships by starting with yourself
• Expectation management: Create trust and follow-through
• Listening vs hearing: TED-based questions and documentation
• Check your ego and ask for help

QUOTES

Casey: "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/

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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.  

HIGHLIGHTS

• Tech empowerment uses technology as an information intermediary
• Map out different buyer journeys with and without tech
• AI does the work that humans do inconsistently
• Live better, sell better by making a challenging to-do list

QUOTES

Derek: "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/

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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.

HIGHLIGHTS

• MEDDPICC: Metrics, Executives, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition
• A checklist for reps, not leaders
• Economic buyer vs decision-maker
• Decision process: Create a mutual action plan
• Identify persona-based pain and personal pain

QUOTES

David: "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

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