Live Better. Sell Better.

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 video? - Katherine: "I prefer to send videos on LinkedIn because you don't have to even mess with the link. They can just instantly hear the notification and watch it quickly. That being said, not everyone's prospects are on LinkedIn so email is a good tool. But you will want something like Vidyard or Loom to make sure you're not going to spam."

You can find out more about Katherine  in the links below:

• LinkedIn: https://www.linkedin.com/in/katherine-caldwell/
• Website: https://www.katchsolutions.com/

Live Better. Sell Better. is sponsored by our proud partners:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Start video prospecting while you still can - Morgan: "I'd say 3% of sales reps consistently do video prospecting. That's a fair number I'm leaning towards. The fact that I told you that is because a lot of people aren't doing it, you should do it because it's going to help you break through the noise."

You can find out more about Morgan in the links below:

• LinkedIn: https://www.linkedin.com/in/morganjingram/
• Website: https://ampcreative.io/

Live Better. Sell Better. is sponsored by our proud partners:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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.

HIGHLIGHT QUOTES

Take actions and find solutions - Brandon: "Finding solutions, not problems is like finding the answers and being grateful and happy that you're alive. Because there's a solution for everything, as long as you're positive, and you're looking for that opportunity. And I just leveraged so many learnings from the demo day and my mom passing with like appreciating life being grateful for everything."

You can find out more about Brandon in the links below:

• LinkedIn: https://www.linkedin.com/in/brandonbornancin/
• Website: https://seamless.ai/

Live Better. Sell Better. is sponsored by our proud partners:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

Something to note before doing enterprise deals - Christian: "When you're doing more enterprise-level deals, there's not an endless supply of companies. We may be reaching out to automotive, but think about how many automotive companies there really are. So you can't just blast out these lists. I think taking a more quality of quantity-based approach is the mentality you need to have when you're doing more of these enterprise type of deals."

You can find out more about Christian in the links below:

• LinkedIn: https://www.linkedin.com/in/christianbanach/
• Website: https://christianbanach.com/

Live Better. Sell Better. is sponsored by our proud partners:

• Rocket Reach |  rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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.

HIGHLIGHT QUOTES

Simplify your sales process because consumers have to choose between too many things already - Alex: "You can literally find anything to disrupt your day at any point. And so making decisions has become significantly more challenging in our day and age which is already a proven challenge for human beings because of the availability of so many options."

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:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 and develop leaders.

HIGHLIGHT QUOTES

Take coaching seriously or get a leadership coach - Stephanie: "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 just hire a leadership coach for all of your first-time managers who is an unbiased person in the room."

You can find out more about Stephanie in the links below:

• LinkedIn: https://www.linkedin.com/in/stephtaiwo/
• Website: https://stephanietaiwo.me/

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Insight, and high for Influence.

HIGHLIGHT QUOTES

Buying triggers inform your messaging to your ICP - Jed: "Most of my messaging and the sequences in email campaigns that we build out is based around buying triggers. First of all, it starts with looking at who are our customers and why did they buy? Why are these inbound leads coming in? For example, oh, they just hired their first sales leader and now he came inbound and wants to look at our software. So that's like a buying trigger."

You can find out more about Jed in the links below:

• LinkedIn: https://www.linkedin.com/in/outboundsales/
• Newsletter: https://jed.substack.com/

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 culture of coaching.

HIGHLIGHT QUOTES

Net new accounts interacted with is a quantity metric for SDRs - Peter: "One of the non-obvious things that people really get kind of tripped up on is not sufficiently paying attention to net new accounts interacted with or net new contacts interacted with."

"Oftentimes what can happen is SDRs—it's like stale accounts. They can have their couple hundred accounts that they're going after and it's kind of like flogging the dead horse. And so what you want to make sure is that there's like ongoing inflow."

Email reply rate is a quality metric echo - Peter: "Success in sales is all about a high quantity of high-quality selling behavior. And so there's also a number of metrics that are really important for characterizing the level of quality of the behavior in question. So again, going back to SDRs, those would be things like email reply rate, and that's like a good echo."

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

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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, and creating rapport to mold truly successful sales reps.

HIGHLIGHT QUOTES

Sales athletes see the positive impact of feedback - JR: "When they got constructive criticism or feedback, they didn't take it personally because they were like, okay, like this is something that I can get better at, and if I listen to this person who's an expert and I enact their feedback, then I'm going to see an outcome where it's positive and I'm not gonna take it personally like they're attacking me."

Qualification means getting to no faster than you get to yes - JR: "You need to be able to prospect forever. It's the most important skill you can have as a salesperson. So we try to hammer that home with these folks. And then the other pieces we work on are building rapport and doing discovery, like qualification."

"And when I say discovery, I'm really talking about qualification. We have a course called happy ears and we really want people to get to no faster than they get to yes."

You can find out more about JR in the links below:

• LinkedIn: https://www.linkedin.com/in/jrbutler/
• Website: https://www.shiftgroup.io/

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.co

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 next job. 

HIGHLIGHT QUOTES

Determine a company's profitability before joining it - Sahil: "How do you evaluate an employer in a down market? It all comes down to profitability. It comes down to whether your company is turning a profit or not."

"Any company that's turning a profit's completely fine. I mean, completely fine maybe too glib, but you're still fine. You control your own destiny. If you make more money than you spend, your company's going to be fine. For 99% of startups, that's not true."

The 3 numbers you need from a potential employer - Sahil: "Get those three numbers. How much do you spend per month? How much do you make per month, and how much money is in the bank? So again, easy math.

"Let's say a company spends a million dollars a month and they make $500,000 in revenue. So they've burned 500k a month in spend. How much money do you have? Company has $50 million in the bank. Great. Go work for that company."

You can find out more about Sahil in the links below:

• LinkedIn: https://www.linkedin.com/in/sahilmansuri/
• Website: https://bravado.co/
• Email: [email protected]

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.