Live Better. Sell Better‪.‬ Kevin Dorsey

Heather Hoytard, the Director of Sales at Fidelity Labs, shared valuable insights on navigating career changes, emphasizing the importance of aligning one's career with one's passions and strengths. She highlighted the need to listen to one's intuition and make deliberate choices in career decisions. Heather also discussed the significance of focusing on industry alignment and taking a long-term approach to career development. She provided practical advice on job hunting, emphasizing quality over quantity and treating the job search process like an enterprise sales motion. Heather's advice on trusting one's gut instincts and finding industry alignment resonated with the audience, offering valuable guidance on building a fulfilling and successful career.

00:02.000 Introduction to Reinventing Your Career

00:03:55.000 Observing Shifts in Career Choices

00:05:35.000 Signs and Questions for Career Evaluation

00:09:07.000 Balancing Enjoyable and Unenjoyable Aspects of a Job

00:15:53.000 Pivoting Careers and Making Transitions

00:23:40.000 Approaching Job Hunting Like a Sales Process

00:27:18.000 Differentiating Between Job and Career

00:31:17.000 Living Better Through Intuition and Gut Instincts

In the competitive arena of sales, the leap from good to great can often hinge on the caliber of coaching and management teams receive. This episode of the Better Sell Better podcast, hosted by Kevin Dorsey, features Alex McNaughton from Grow AI, who brings invaluable insights into elevating sales teams through focused coaching efforts. Together, they dissect the integral role of effective management in high-performing sales teams and the often overlooked aspects of leadership that can significantly impact an organization's success.

In this episode, you will be able to:

- Distinguish the critical differences between merely good and truly great organizational performance.
- Understand the profound impact of management and coaching in nurturing and driving sales team excellence.
- Explore the challenges that frontline sales managers face, including the common shortfall in targeted training.
- Recognize the necessity of continual skill development and the role of consistent practice in achieving mastery.
- Acknowledge the existence of leadership gaps within organizations and the importance of investing in leadership development programs tailored to frontline managers.
- Receive actionable self-improvement advice aimed at fostering a healthier work-life balance through attention to sleep, diet, and exercise, supplemented by book recommendations on effective management practices.

Dive deep with us into the transformative power of leadership and coaching in sales, and uncover the strategies that can bridge the gap between good and exceptional in your team. Whether you're a frontline sales manager seeking to refine your skills or a member of a sales team aiming for greatness, this episode offers a roadmap to excellence, underscored by the personal development essential for sustained success.

Key moments on this episode are:

0:00:00 The Importance of Management and Coaching in Sales
0:01:16 Coaching vs Managing: Understanding the Difference
0:03:09 The Blind Spot in Sales Management
0:04:40 Improving Coaching Skills for Managers
0:07:53 The Importance of Selling Skills in Sales Management
0:08:41 Maximizing Coaching Efficiency for Sales Managers
0:10:30 The Importance of Practice in Sales
0:13:57 Lack of Support for Frontline Sales Managers
0:17:09 Enabling Managers: Recognizing the Problem
0:19:40 The Importance of Effective Sales Leadership
0:21:37 The Impact of Direct Managers on Employee Experience
0:22:11 Challenges and Support for Managers
0:23:42 Challenges in Supporting Frontline Managers
0:25:12 Building Leadership Systems
0:27:18 Identifying What Good Looks Like
0:28:48 Scaling Greatness: Studying Top Performers
0:30:45 Invest in Yourself: Leadership Advice
0:33:25 Improving Sales Through Self-Care

On this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fiechtner, CRO at Clari, dive deep into the nuanced world of enterprise sales, uncovering the secrets to managing stakeholders, crafting compelling executive viewpoints, and preparing meticulously for high-stakes sales meetings.

In this episode, you will be able to:

- Understand the complexities of enterprise deals and the contrast with mid-market SMB sales.
- Learn the importance of stakeholder management and developing an impactful executive POV.
- Discover how to effectively prepare for enterprise sales meetings and prioritize accounts.
- Gain insights into maintaining focus and injecting creativity into your sales processes.
- Embrace the concept of living with intention, finding balance between work and personal life.
- Realize the significance of building authentic connections and the value of face-to-face engagement in a remote work environment.

Join us as we explore not just the mechanics of successful enterprise selling, but also the art of living a balanced, intentional life while pursuing sales excellence. Whether you're a seasoned sales professional or aspiring to make your mark in the enterprise space, this episode offers valuable lessons on both professional growth and personal fulfillment.

Key moments:

0:00:00 - Going Up Market: Strategies for Success
0:01:00 - Differences Between Enterprise Sales and Mid-Market SMB Sales
0:02:49 - Navigating Internal and External Politics in Enterprise Sales
0:04:38 - Crafting an Executive Point of View
0:07:15 - The Importance of Practice in Enterprise Sales
0:10:34 - The Power of Intention in Preparing for Sales Calls
0:12:17 - Approaching Time Management and Prioritization in Sales
0:15:59 - The Willingness to Share Knowledge among Top Sellers
0:17:24 - Defining and Codifying Best Practices for Scalability
0:19:33 - Staying Sharp in Enterprise Sales
0:22:17 - Approaching Accounts as Territories
0:24:02 - The Importance of Face-to-Face Interactions in Sales
0:25:30 - Strategies for Coordinating Remote Events
0:27:22 - Building Relationships and Creative Strategies in Enterprise Sales
0:32:50 - The Power of Connections
0:35:11 - Living with Intention: Balancing Work and Family

Embark on a journey into the world of cybersecurity sales with me and Alice Schaff, a seasoned professional with extensive experience in sales and marketing within the cybersecurity industry.

Delve into the intricacies of selling cybersecurity solutions as Kevin and Alice explore:

- Strategies for adapting to a new industry and market, including learning from industry experts and attending conferences to stay abreast of the latest developments.
- The importance of building trust with inherently skeptical prospects by leveraging personal networks and emphasizing credibility.
- Various tactics for generating referrals and creating a flywheel effect in customer acquisition, from leveraging pricing negotiations to attending events with customers.
- The significance of understanding job requirements and personal goals to establish rapport and connect cybersecurity solutions with the needs of prospects.

Discover Alice's insightful advice for living better, including practices such as exercise, gratitude, mindfulness, and setting intentions, which transcend industry boundaries and contribute to personal well-being.

Don't miss this engaging conversation filled with practical strategies and valuable insights that can be applied not only in cybersecurity sales but across various industries. Tune in now and unlock the secrets to success in sales and living better!

The key moments in this episode are:

0:00:00 - Intro
0:01:17 - Adapting to Cybersecurity Challenges
0:03:11 - Learning from the Audience in a New Industry
0:04:36 - The Importance of Humility in New Markets
0:05:17 - Effective Strategies for Engaging with Customers
0:08:31 - Building Trust in Outbound Sales
0:11:03 - Leveraging Customer Networks in Cybersecurity
0:12:50 - Using Referrals in Pricing Negotiations
0:14:49 - Building a Team for Cybersecurity Sales
0:18:58 - Leveraging Customer Events for Business Success
0:21:46 - Using Large Conferences to Attract Customers
0:22:38 - Building Rapport in the Cybersecurity Sales Process
0:25:08 - Using Certification as a Conversation Starter
0:25:57 - Connecting Cybersecurity to Personal Goals in Sales
0:29:15 - The Importance of Taking Care of Yourself for Better Sales

Joining Kevin is Dan Drucker, VP of National Sales and Marketing at Canon, as they unravel the secrets of making your sales pitch stand out in a crowded market.

Discover the power of specificity in sales messaging, going beyond the surface-level personalization of names and alma maters. Kevin and Dan stress the importance of understanding the unique challenges your buyers face and tailoring solutions that resonate. Learn how to make your clients feel truly heard and understood, distinguishing your message in a sea of generic communication.

Explore key insights, including:

- Strategies for uncovering industry challenges and understanding buyer personas through subject matter experts and client feedback loops.
- The diversity of communication channels, from direct messages on LinkedIn to live events, and the effectiveness of building relationships with warm leads.
- The crucial collaboration between sales and marketing teams, sharing prospect insights and crafting messaging aligned with the sales process.
- The necessity of specificity in navigating buying committees, addressing individual concerns and priorities.

The episode delves into the creation of tailored assets for potential buyers, suggesting a focus on unifying problems within a company rather than fixating solely on price. Learn the importance of leaders providing specific guidance and coaching, steering away from generic advice. The conversation also touches on the value of cultivating hobbies outside of work to foster creativity and recharge.

Join us for an insightful discussion that will transform your approach to sales messaging. Find the speaker on LinkedIn for more valuable insights, as they continue their journey in the dynamic realms of sales and marketing. Don't miss out on this episode packed with actionable strategies to elevate your sales game!

The key moments in this episode are:

0:00:00 Intro

0:00:47 The Power of Specificity in Sales
0:02:11 The Power of Specificity in Effective Messaging

0:03:51 Differentiating Personalization and Specificity in Sales

0:05:49 Enabling Sales Teams to Learn and Adapt

0:08:56 The Importance of Specific Questions in Sales

0:10:14 Standing Out in a Noisy Sales Environment

0:12:17 Marketing Strategies and Tools

0:13:44 Effect of Communication Frequency on Recall

0:14:32 The Role of Automation in Sales

0:15:39 The Power of Simplicity

0:15:55 The Relationship Between Sales and Marketing

0:17:03 What Marketing can learn from Sales

0:18:09 What Sales and learn from Marketing

0:18:45 Improving Collaboration Between Marketing and Sales

0:20:18 The Importance of Specificity in the Sales Process

0:22:42 Tailoring Assets for the Buying Committee

0:24:23 Driving Performance through Specific Coaching

0:27:12 Crafting the 'How' for Better Sales Performance

0:28:28 Finding Balance and Creativity Outside of Work


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Unlock the secrets to making your money work for you in this episode of the Live Better, Sell Better podcast, hosted by Kevin Dorsey. Join us as Kevin welcomes Stacie Sussman, CRO at RevUp Advisory, to delve into the world of financial wisdom and unconventional investments.

Stacie shares her journey of realizing the need for a different approach to money management, sparking a transformation that led her to educate herself through books, podcasts, and lectures on non-traditional investments. Discover the power of finding a passion or side hustle and investing in it, a strategy that Stacey passionately advocates.

In this episode, you'll learn:

- The significance of investing in coaching or programs to enhance skills related to your side hustles.
- How networking and community involvement can open doors to new opportunities and shape your world.
- Strategies for turning your side hustle into a full-time business or exploring joint ventures with friends.
- Insightful perspectives on investing in "boring" businesses like laundromats or car washes for stable cash flow.
- Tips for generating surplus cash and venturing into unique assets like artwork with potential for appreciation.

Stacie and Kevin highlight the importance of surrounding yourself with like-minded individuals to expand your circle and create possibilities. The episode concludes with a summary of various investment opportunities, including art and real estate, and emphasizes the role of education, professional consultation, and starting small in the world of finance.

Don't miss this chance to gain actionable insights and discover unconventional paths to financial success. Customize your approach to money management and take the first step towards unlocking your full financial potential!

The key moments in this episode are:

0:00:00 intro

0:00:47 Putting Your Money to Work

0:02:10 Realizing the Need for Financial Change

0:03:34 Exploring Financial Investment Opportunities

0:04:49 Investing Strategies for Sales Professionals

0:07:14 Investing in Side Hustles: Time, Networking, and Calculated Risks

0:12:04 Building a Network for Success

0:14:23 Transitioning from Side Hustle to Full-Time Business

0:17:14 The Impact of Compensation Plans on Leadership

0:18:20 Exploring Small Business Opportunities

0:20:50 Leveraging Technology and Investments for Financial Success

0:22:33 Investment Options Beyond Traditional Methods

0:28:56 Maximizing Income through Tax Strategies and Investments

0:29:49 Starting the Investment Process

0:32:05 Creating Wealth and Happiness through Passion