This episode of the Live Better Sell Better Podcast throws back to our conversation with Andy Paul, Author of Sell Without Selling Out and Host of the Sales Enablement Podcast. He talks about how the predictable revenue model is a 20-year-old strategy that needs updating. From being pitch-oriented and product-focused, especially in SaaS, sales leaders need to instead enable their salespeople by developing their human skills to win more deals. 

HIGHLIGHT QUOTES

Reevaluate how you win to close more complex SaaS deals - Andy: "I think that SaaS as a business, the overall win rate that companies have is relatively low. And when they try to bring that type of win rate into a more enterprise, complex enterprise environment where there aren't as many prospects, you can't be as wasteful. And so you have to make sure that you win a higher fraction of your deals."

You can find out more about Andy and get his book in the links below:

• LinkedIn: https://www.linkedin.com/in/realandypaul/
• Website: https://www.andypaul.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This episode of the Live Better Sell Better Podcast features Mike Rosenberg, VP of Sales at RocketReach.co. Everyone talks about how we can "do more with less," but there's not much discussion on the ways we can actually do this.

Mike talks about how we can do "less but better" and scaling towards that mindset for your team. He shares about how to figure out the person's capacity as a leader and not assume that your people can do more just because their quota went up.

HIGHLIGHT QUOTES

"More with less" in terms of hiring the right people - Mike: "In a world in which you want to grow what the numbers happen to be, you want to grow year to year and you want to do it with the people that have done it for you. That you can trust more as opposed to hiring an unproven commodity of someone who is successful in another company."

Running in situations where you're hiring someone for sales but they get into marketing - Mike: "First it's the mindset of this is exactly how we're going to grow. I tell everyone who works for me, if you're successful, I'm going to trust you way more with whatever the next role is even though you haven't done it before versus someone who is doing it successfully in another organization."

Getting someone with the right mindset in the team - Mike: "Sometimes it's skill, other times they'll tell you it's luck. Especially with people that come in through sales and I tell them as your leader it's my job to get you to the next level. If that's within these walls, great, that's why I'm doing this. If it's outside of these walls, that's still my job."

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

• LinkedIn: https://www.linkedin.com/in/michael-a-rosenberg-1489b65/
• Website: https://rocketreach.co/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This episode of the Live Better Sell Better Podcast features Yaakov Carno, Founder of Valubyl. Is PLG the right strategy for you? Yaakov breaks down the questions companies must first answer before deciding that PLG is the one for them.

He then discusses the differences between PLG and a traditional sales-led motion which flows from the buyer down to the user. Yaakov shares some experience best practices for successful PLG which primarily includes finding and getting feedback from real users and then sharing this data across the organization.

HIGHLIGHT QUOTES

The top 3 qualifiers for PLG - Yaakov: "I like to break it down into 3 categories that each company has to ask themselves to see if PLG is the right fit for them. And there is a huge misunderstanding that complex products don't fit PLG. That's not true at all, but there are certain things that don't work as well. So the 3 things are self-servability, user motivation, and permissions and accessibility."

PLG prioritizes the value provided to the end user - Yaakov: "The alignment that needs to be between product leadership and sales leadership to even understand the different roles of packages and pricing because the packages are going now have to be redesigned in a way that expresses the increase in end-user value rather than organization value, even on the enterprise level where classic motions... just has organizational value."

Share the end user feedback across departments - Yaakov: "Feedback should be prioritized in the deepest sense across the organization. So one thing that I see that companies struggle with, but if you get this right, it's such a fuel for growth, is sharing feedback across departments because sales, the feedback they're getting should be affecting the product roadmap and product data that the product managers are getting and analyzing should be affecting the way that CS is interacting with the customers and the next marketing campaign."

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

• LinkedIn: https://www.linkedin.com/in/yaakovcarno/
• Website: https://www.valubyl.com/

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he discusses the most effective way to follow up with your proposals. Remind your prospect of their problems using their own language and what a better future looks like. KD also talks about the 4 things you MUST ask your mobilizer to make your deals push through.

HIGHLIGHT QUOTES

Mobilize a champion with these 4 questions  - KD: "These are the four must-ask or must-do things when you're trying to mobilize and champion. One, is your champion sold? Two, why are they sold? Three, what has to be in the proposal, and four, how can we get this done by X with reasons? Even if they're rushing you off the phone, you got to get the answer to these 4 questions."

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he talks about the value of recapping and coaching your contacts. This is a great opportunity to go over what not to say to help them get what they want, as well as to role-play and practice to set them up for success.

HIGHLIGHT QUOTES

Coach your contact and help them buy better - KD: "Everyone talks about coaching like their contact but we don't actually coach them. Do they know what they're going to say? Do they know what they shouldn't say? This is important. This is working with your contact."

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he talks about using a bit of psychology to get more people on the email proposal thread and how to close something where you get prospects to agree to some sort of action. Frame it as a way of giving them the best chances of solving the problem they agreed to and getting the result they wanted.

HIGHLIGHT QUOTES

Research the person you need to pull in to give you the best shot - KD: "You've got to close something, and one of the biggest ones is making sure the next steps are always scheduled. Everything needs to be scheduled. Everything. When are they going to discuss this with the team? When is the next meeting going to happen? This is one of my favorite questions as I'm navigating the sales process: Okay, so how can we get X done by Y?"

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey, as he discusses the how and why behind giving mobilizers what they want to get what you want. Act as a guide, learn about the boss, and then suggest the next steps and homework double the quality or the quantity of the people on the next call.

HIGHLIGHT QUOTES

Research the person you need to pull in to give you the best shot - KD: "Especially for the bigger deals, do your pre-research. You should be able to namedrop the VP of people or the VP of sales. Namedrop who you think should come next. This is part of that prep going into a demo."

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Today, he talks about why sellers have to ask tough questions and how to have fun while you're at it. He shares some tactics to get to these tough questions, from a humbling disclaimer (aka disclaimer sandwich) to ask for permission to ask the question directly, as well as his top 3 takeaways that make discovery better.

HIGHLIGHT QUOTES

Be mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm".

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

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/
   

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

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey. Creating a mobilizer requires empowerment. Kevin breaks down the steps you need: discovery, seeding and priming, the upfront contract, and confirming your mobilizer is sold. He also clarifies the difference between a decision-maker and an approver and why creating a mobilizer is vital. 

HIGHLIGHT QUOTES

Discern the difference between a decision-maker and an approver - KD: "Decision-maker is different than approver. The CFO might approve but they're not the decision-maker if I'm picking Salesloft or Outreach. They're not the decision-maker if I'm picking Salesforce or HubSpot. They might approve the financial commitment but they're not the decision-maker. You need to find out the difference. In order to create a mobilizer, you have to empower them throughout the entire process."

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The best discovery is the one where you ask prospects about things that are left unsaid. Charles shares how to utilize tone and the power of recapping to gain clarity and insight into what your prospect really means.

HIGHLIGHT QUOTES

Be mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm".

"You're treating me like somebody you know. You're much more casual, still professional... I find that the AEs that perform really well...  sound just the same on the phone as they do when they're talking to me. There is no difference. And so the tone is a big thing.

Recap what your prospects just said to gain clarity- Charles: The second thing... when paying attention to things that are unsaid, which are sometimes the most important, the way to help get there is to recap. and there are AEs that are afraid to recap because they are afraid to indirectly communicate to the prospect that they don't understand something."

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

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/
   

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

Vidyard | vidyard.com

Chili Piper | chilipiper.com

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com