Welcome to the Live Better Sell Better podcast with your host Kevin Dorsey of Inside Sales Excellence the #1 Patreon group and Youtube Channel for tech sellers and leaders.
Where we dive deep into tactical advice on how to book more meetings, close more deals, and lead sales teams to success.
Inviting the top experts in the software sales world to talk about every topic you can think of. From Cold Calling, Closing Deals, Storytelling, all the way to Sales Management and Brand Building.
We leave no topic untouched.
PLUS - This show is all about tactical advice, no fluff, no long backstories, just the juicy details.
But we don’t stop there, we also focus on the PERSON in sales person, making sure we also take care of that too. Mindset, mindfulness, goal setting, stress management, we cover it all.
Thank you for listening, and if you’re interested head on over to www.patreon.com/insidesalesexcellence to learn more.
Now with that, get ready, grab a notepad & let’s get into the good stuff!
Invest in Human-Centric Skills for Better Selling with Andy Paul
This episode of the Live Better Seller Better Podcast features Andy Paul, speaker, host of the Revenue.io and Sales Enablement Podcasts, and author of multiple books including Amp Up Your Sales, Zero-Time Selling, and the upcoming book Sell Without Selling Out.
Predictable revenue models are more than 20 years old. However, this product-focused, pitch-focused approach has been proven to not be effective. What it lacks is the skill of having genuine conversations with prospects. Andy suggests to instead invest in your people and instill human-oriented skills before teaching them to become sellers.
There is also a radical shift coming in the near future where commissions are no longer the focus of sellers. With the idea of commissions removed, buyers have more trust knowing that sellers are speaking to them with a genuine desire to help.
These conversations allow sellers to ask vision questions where they can paint a picture of a better life when buyers use their product. This radical change in approach applies all the way up management too, as teaching human-centric skills like empathy cascades down to sales teams, resulting in more wins for everybody.
04:24 Lack of results caused a shift away from predictable revenue models
13:11 Get rid of commissions: This motivation starts with managers
17:51 Sell effectively by helping buyers get what's most important to them
19:43 Knowing vs understanding: Discovery occurs naturally in conversation
24:44 Paint a picture of a better future for your buyers
27:14 Train your frontline managers so they can give the right tools to their teams
32:05 Teach leaders that they only succeed when their people succeed
37:09 Build a mindset of helping others and be flexible with processes
43:27 Live better by worrying less and compete with yourself, not others
47:08 Connect with Andy Paul and preorder his upcoming book
05:22 "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 complex enterprise environment where there aren't as many prospects, you can't be as wasteful."
12:22 "One of the ways you build trust is to be completely transparent in your motivations and then to live up to those motivations, you know, operate with integrity."
16:17 "You can read study after study that says that the primary motivation for salespeople is not making money. It's the job satisfaction, job well done, the things that come with it. Pay people well for performance and I think you can do away with commissions."
24:51 "Another type of question I like to ask are what I call vision questions, which is to have the buyer walk you through what it would be like to actually be using the product. So it's not just what the impact is but... What would this mean on a daily basis?"
42:35 "Less focus on sort of the detailed activity metrics and more about outcomes—but also holding people accountable for outcomes, but understanding also that everybody operates just a little bit differently."
You can find out more about Andy and get his books in the links below:
Land the job you want then earn the promotion you deserve with Charlie Locke
Landing the right SDR role can literally change your life because it can and will open up so many doors! But you need to know what to look for and then more importantly how to get to the next level. Charlie Locke of SDR nation shares those tips with you today! https://www.linkedin.com/in/charlielocke/
Million Dollar Income 'operating system' with Brandon Fluharty
We all say we want to make a million dollars, and that's what's great about sales is you CAN! But it does no good if you can't enjoy it. Brandon breaks down his path to getting into the 7 figure club all while doing LESS! https://www.linkedin.com/in/brandonfluharty/
The non traditional path to career success with Austin Belcak
When they tell you to zig, sometimes the best move is to Zag. Austin Belcak has been helping people land their dream jobs by helping them stand out, be memorable, and apply a process to the search. He took his own path along the way and shares how you can do the same. https://www.linkedin.com/in/abelcak/
Recurring Impact = Recurring Revenue = Sales Success with Jacco van der Kooji
Jacco brings the absolute fire as he always does! He dives into saas sales, recurring revenue, skill development and more. You won't' want to miss this one! https://www.linkedin.com/in/jaccovanderkooij/
Acting the Part with Sarah Brazier
Actors and performers all have one thing in common. They know how to make a script come ALIVE! That is the job of the sales person as well. Sara Brazier is not only an amazing sales person but also a former nationally ranked speech competitor. She knows how to make it come alive and she shares it with us today!
Most valuable sales podcast out there
I had the pleasure to work under KD a few years ago, and I try to continue to learn from him. When I saw he launched this podcast I was legit pumped. The first few episodes have been jam packed with valuable and consumable info. I can’t wait for more!
Incredible resource that’s a fun listen!
It’s so nice to have a no fluff, loaded resource in a podcast . Only listened to the first few so far, and already have taken pages of notes on things I can implement right away. Thank you!!