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chat_bubble_outlineVictor Balderas commented on
#Live-Better-Sell-BetterWelcome to Live Better Sell Better a community that is designed to focus on the PERSON in sales person. 

Stress, fear, and lack of confidence is making you a worse salesperson & killing you... literally. With all the info out there on how to close, prospect, and negotiate, no one is focusing on the things that aren't taught. How to build confidence, how to deal with the ups and downs of sales, how to get over the paralyzing fear we've all felt. 


All the sales tips, tricks, and advice in the world won’t matter if you aren’t at your best self, able to recall it, and in the proper mindset to execute. 


That's what LiveBetterSellBetter is here to do. Teach you the science of success from all walks of life, and how it applies to sales. 


I believe in focusing on the "person" in "salesperson" As I've grown as a leader I have a better understanding of what truly drives behavior, motivation, and long term success. If we can make better people, then bette...

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Posted 21 days ago by
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Bilqis RazinBusiness Development Representative for SMBs & Startups at Paddle
Thanks for the invite Kevin Dorsey . Hi all, totally agree on stress, lack of confidence kills your sales process.. I've been a BDR for nearly 12 months now, and one thing I struggle most is confidence on the first cold call. They say the first 10 seconds is the most important impression you can make, I think I failed on nearly most of my cold call...See more
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6 days ago

Jamie CrosslandHead of Sales Development at AltiSales
Thank Kevin Dorsey for the invite! This is really interesting. I can remember talking with my first manager as an SDR about the imposter syndrome and feeling like I was messing everything up. It's a slow path to confidence, but made quicker when there are places to open up about it. Happy to be here. 
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4 days ago

Victor BalderasBilingual Sales Associate at Sporting Kansas City
Hello Everyone! Thanks again Kevin Dorsey for the invite! I am a Sales Associate for MLS club Sporting Kansas City. I sell tickets to passionate fans as well as helping in Business Development and Client Entertainment with local businesses. I am passionate about sports but also enjoy creating lasting memories for our fans.

This is my first professio...
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about 5 hours ago

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chat_bubble_outlineSean Bredin answered on
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Jeff JafferjeeRegional Sales Manager at Splunk
Find their competitors and see if you have done business with any of them. Put together a compelling POV on what you've done with that customer, and offer to share insight on the strategies your company deployed. Most executives are interested in insights, whether commercial or competitive. This is one route of the many :)
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6 days ago

Paul DeanSales Enablement Program Manager at PlanGrid
Hey ROBERT ANAYA , I think this advice won't work because inevitably one of these employees will talk to the other one and then...busted (especially if you're using the same script/messaging). Believe me, it happened once before to me way back, and I was definitely embarrassed to be called out about it.

 I also think that this isn't very strategic a...
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5 days ago

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Sean BredinVice President Sales, Strategy | Consulting, Renewables & Natural Resouces at BDO Canada
Your selling IT infrastructure? Your competing against AWS, Google, Azure?
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about 7 hours ago

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chat_bubble_outlineJesse Basher, MS answered on
#Other-Side-of-SalesInclusiveness and Veterans

As a combat veteran from the enlisted ranks that works in the realms of sales and tech, I have had a mixed-bag of interactions with teammates and management at each of my companies. Most have been positive, but some people have expected me to be extremely aggressive, or my personal favorite, "a bit of a robot." I'm neither, and I've tried my best to ensure the people I work with understand how my military training and experiences shape how I get work done or approach clients.


Have any of you worked with veterans or hired veterans for your team? What was your experience working alongside them?

Posted 10 days ago by
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Paul DeanSales Enablement Program Manager at PlanGrid
I agree that Vets, in addition to Athletes, have been in my experience great hires for sales roles: motivated, disciplined, and more open to asking for feedback on how to succeed. My brother is in the National Guard and the SaaS companies that he's worked for have been very open about him going on Guard duty. Additionally, they've thanked him for s...See more
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4 days ago

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Kasey JonesCEO at A Better Jones
As the daughter of a veteran, I'm a big believer in supporting veterans and frankly, I feel like sales is (or should be) an obvious career option for veterans, especially officers. I had a veteran working on my team for a while and his discipline and diligence were stand out. 
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about 14 hours ago

Jesse Basher, MSProduct Sales Executive, CT at Siemens Healthineers
Let's be clear.  It is our job as veterans to educate what being "military" means.  Additionally, that education has to be a bigger conversation as to the cultural differences between the services and branches of service.  If we don't do this, Hollywood will gladly take the task to supplement stereotypes.  
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about 8 hours ago

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chat_bubble_outlineKasey Jones answered on
#Other-Side-of-Sales90% male + 100% white...

Really bummed to see Chili Piper's AE of the year contest fail to celebrate diversity at all. Not sure if this is due to how they structured the contest, how they evaluated the submissions, or the industry's overall lack of supporting and empowering diverse sales professionals, but it's an all around bummer.


https://www.linkedin.com/posts/michaeltuso_sales-aeoftheyear-dreamforce-activity-6600775587558760448-md0q

Posted about 1 month ago by
Rachel MaeHead of Sales at A Sales Guy
Interesting. I wonder how many women applied. 
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13 days ago

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Paul DeanSales Enablement Program Manager at PlanGrid
I think it's pretty disappointing that no one looked at the list before posting it. How are more diverse groups supposed to get into sales or any kind of profession if they can't see a successful path?
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4 days ago

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chat_bubble_outlineAaron Walther answered on
#Live-Better-Sell-BetterWhat to do if the prospect doesn't know they have a problem...

"What do you do if the prospect doesn't know they have a problem?"


Let me tell you what you can't do first.


Tell them.


You can't just tell them they have a problem.


Just like an addict, you can't just tell them they need to get help... sound familiar Scott Leese? (No I'm not calling Scott an addict, calm down)


Your goal has to be to make them aware of the IMPACT that the problem is having.


You do this by getting them to ask themselves or their team members they haven't before.


Questions like


"When's the last time you check on ________"


"When's the last time you _________?"


"How are you able to do _________ right now?"


"Do you know how your team is doing __________?"


"If you're doing ___________, then __________ might be happening for you. Is that the case?"


"Here are 4 things to check on with ___________, if all is good, let me know, if not, we sh...

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Posted 4 days ago by
Marc BodnerDir. Of Sales at Certitrek
I simply ask "the next time they need to do X, ask yourself if that process can be made more efficient and allow you and the organization to put the time and resources into more productive items. Thanks for the time." 
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4 days ago

Sahil MansuriCEO at Bravado
Dude I love this - fantastic way of thinking of about the art of prospecting. Lead the horse to water, cannot make it drink 
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4 days ago

Aaron WaltherDirector of Sales at PullRequest
I think the premise of this is is too presumptive. How do you know they have a problem in the first place? Through 15 minutes of research on the account? They fit in your ICP? Maybe they just don't have the problem... And that's OK. 

(if you have been working with a Champion who has taken the time to give you the info... Different story and fantasti...
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3 days ago

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#IntrosHey Everyone!

Excited to be joining the community here.


I'm a BDR at a Maritime SaaS company called Nautilus Labs in New York, right by Grand Central Station. We use data science and machine learning to help ocean shipping companies maximize profitability and reduce fuel consumption across their fleet.


I joined not long after graduating from Northeastern University in Boston (December of 2018) and spent a year and a half as a BDR at another New York Company focused on fraud detection for enterprise call centers.


Looking forward to getting to know people and learning from the group. Feel free to reach out directly to connect and say hi!


-Jacob

Posted 3 days ago by
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chat_bubble_outlineKevin Dorsey answered on
#Live-Better-Sell-BetterGuided Visualization for Sales People

Yesterday I took the SDR org through a guided visualization session to start the day.


Called them all together at 6:45 am


Had them shut their eyes.


Then took them through this process.


First Picture of your favorite place in the world.


Someplace that has a lot of meaning to you a place that makes you feel happy and secure a place that brings you lots of joy.


And visualize it as vividly as you can, really put yourself there


Then picture something that they were incredibly proud of.


Something of that made them feel very good about themselves but also to picture the challenges they had to overcome to achieve it.


It isn’t just about the accomplishment but rather what were the obstacles you overcame in order to achieve that achievement.


Then picture having a perfect day at work. What would that look like. How would you behave?


Then picture somet...

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Posted 4 days ago by
Kristie JonesPrincipal at Sales Acceleration Group
Kevin- Not at all surprised you had your best day in 30 days. Athletes and top performers have been using visualization and positive self-talk for decades. Not reason it shouldn't work for sales reps. as well! Way to get out of the box.
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4 days ago

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chat_bubble_outlineAmy Volas answered on
#Women-Sales-ProsHow to tell if your company really cares about promoting women

I have been following Caroline via LinkedIn for some time and she's been writing incredible articles about women in business.


I just re-read this again and thought it would be a terrific share for this group. It's also my first posting here so hope it's helpful #bettertogether :


https://www.linkedin.com/pulse/heres-how-tell-your-company-really-cares-promoting-women-fairchild/


These 2 points really struck a chord for me:


"A guilty delegationWomen are less likely to delegate tasks at work and it’s costing them the opportunity to work on more strategic projects. While handing off work to others is key to being a successful leader, women are more likely than men to be seen as aggressive and assertive while delegating. [WSJ


No women, no applicantsDuring the recruiting process, companies who do not show images of women in presentations or...

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Posted about 2 months ago by
Ashley ZagstHead of Marketing at Bravado
What kinds of benefits do they offer and how inclusive are those benefits? And I'm not just talking maternity leave or a nursing room. While this would be great, some women aren't interested in building a family. So, what else are they offering that would attract and retain women besides family planning?

What kind of personal development opportuniti...
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4 days ago

Amy VolasFounder & CEO at Avenue Talent Partners
This is an excellent point, Ashley!  

It's not just about family.  I don't have a family beyond my fur babies and husband and those benefits don't translate in my world.  For me, personally, it's about understanding what kind of voice do I really have/could I really have, what's the commitment to supporting employees be their best version (regardles...
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4 days ago

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chat_bubble_outlineKevin Dorsey answered on
Barbara GiamancoCEO at Social Centered Selling
You might also want to check out this research on sales burnout from Uncrushed.  http://bit.ly/2qwHg2i
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4 days ago

Kevin DorseyInside Sales Top 10 Sales Leader at PatientPop
This is a great read Barbara Giamanco  and a really challenging topic to handle. It takes company wide and org wide commitment to making some of these changes to pull it off. But I do believe that burn out comes more from the company than the individuals, just as the article says. 
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4 days ago

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