Live Better. Sell Better‪.‬ Kevin Dorsey

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-based questions, and making the meeting about the prospect, not the seller.

HIGHLIGHT QUOTES

Sellers must always think about these 4 questions - Casey: "One of my mentors in my career taught me four great questions to ask or to be thinking about which is, do I understand the problems in my industry? What problems exist? Do I understand what problems I solve? Do I understand how I solve them better or differently than my competition? And do I understand my proof?"

TED-based questions - Casey: "It's called TED-based questions: Tell me, explain, describe. And it's not just the first level, like, hey, you know, tell me one thing that's going right in the world, Mr/Mrs. Client and one thing you might change, and once they give you something and you say, tell me more, tell me more about that. Describe why that's important to you. Explain what you like to see differently, but give them space to answer."

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/

Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com

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 actions and results.

HIGHLIGHT QUOTES

Results are produced by choosing to act or not to act - Townsend: "What is true is that every single outcome or result that has ever been produced was the product of action. Nobody ever built a company taking no action. Nobody ever made a million dollars taking no action. Nobody ever had a baby taking no action. You got to have an action to make a baby. You also have to take action to not have a baby."

Being lies beyond our thoughts and actions - Townsend: "Being is a function of a lot of things, our upbringing, our race, our age, our sex, our trauma as a child. Some people will even say there are things like past life trauma. I would also say there's something even upstream of that in the world of being that some might call the universe or consciousness or God."

You can find out more about Townsend in the links below:
LinkedIn: https://www.linkedin.com/in/townsendwardlaw/
Website: https://peacefreedomconnection.com/

Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com

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 for sales professionals. He talks about the connection between self-awareness and social awareness and how both essentially make our complexities as human beings.

HIGHLIGHT QUOTES

Self-awareness can be scary because it involves self-inspection - Devin: "You can't get started on self-awareness until you're ready to take a hard look in the mirror and agree to go make some changes."

What else can you do to improve social awareness? - Devin: "The more questions that you can ask in a genuine and authentic level of curiosity, the more your social awareness is going to improve. Because you've put in the effort and work to grow your self-awareness, you are now more able to see the world for what it really is."

You can find out more about Devin in the links below:
LinkedIn: https://www.linkedin.com/in/devinwilliamspfp/
Non-Profit: https://www.peoplefirstprofessionals.org/

Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com

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 your time has been essential to her success as a grade 1 teacher. Routines at work are wonderful, but salespeople need to be able to prioritize and complete duties during crucial periods of the day.

She reveals what habits help her be happy and, by implication, improve herself when she shows up since for her, the periods before and after work are moments she can influence.

HIGHLIGHT QUOTES

Have a routine to build focus - Melissa: "Have a routine, and that's because routines allow people to actually focus on what's important to them, and when you focus on what's important, or if you just focus on something specific, that specific thing is going to grow."

Routines help you to have more freedom, not a constraint - Melissa: "Having those routines literally allows you to have more freedom. It's not to constrain you. It's to allow you to have more fun and do more things and be around the people that you want to be around."

You can find out more about Melissa in the link below:
LinkedIn: https://www.linkedin.com/in/melissagaglione/
Deel: https://www.deel.com/

Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com

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 mistakes she has seen over the years and how many times it is the founder, not the product, that really matters in the end.

HIGHLIGHT QUOTES

Be strategic because building does NOT make them come - Carol: "The mistake that I see often is that there's this notion of people will come to me, so we need to go through that hump of no, no one's going to come, and now we're both on the same page that no one's going to come, let's talk about how you need to start thinking about your process."

Make founders realize the problem they are solving - Carol: "Get them thinking, what problem am I solving? Who am I solving that problem for? Who are the different players in the space already doing what I'm doing right now? And how am I different or better? And that's when they're like, okay, got it. Because you need to be able to explain what you do to anyone."

You can find out more about Carol in the link below:
LinkedIn: https://www.linkedin.com/in/carolmalakasis/

Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com

This Live Better Sell Better Podcast episode throws back to our conversation with Arthur Castillo, Head of Dark Social and Evangelism at Chili Piper. Before tackling outbound prospecting, make sure that your inbound process is done.

Arthur shares his experience in transitioning from sales to marketing and optimizing both the inbound and outbound channels efficiently altogether. He also gives insight into what a sales rep can learn from the marketing perspective and vice versa.

HIGHLIGHT QUOTES

Understand how you can get someone into your sales funnel as quickly as possible - Arthur: "They know they're not buying the best product, it's just 'Hey, who can solve my problem in the quickest way possible at a fair price?' They're really looking to solve that problem and move on."

Utilize the right resources to establish credibility - Arthur: "If a buyer can learn from one of their peers over a sales rep, they have way more credibility than a sales rep ever would. Partly because as a sales rep, you've probably never have done the job or you probably have never used the service that you're about to sell."

You can find out more about Arthur in the links below:
LinkedIn: https://www.linkedin.com/in/arthur-castillo/

Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com