#Live-Better-Sell-Better

Live Better Sell Better is here for 1 purpose only. To help make more well-rounded people, with the belief that is we live better, we can also sell better. It’s in the name and we mean it.
807
Created by Kevin Dorsey
Top members
Join
Create a Post
  • Feed
  • Media
  • Attachments
chat_bubble_outlineHuy Truong commented on
Pinned by Kevin Dorsey
Welcome 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...

Show more
Bravo
+33
View 53 more comments
Roger Hunt
Assistant Facilities Manager (Founder) at IdeaTrek
New to Bravado
Bravo
+1
Reply
about 1 month ago
Blake Johnston
CEO at OutboundView
Hi everyone! I'm the owner of a company called OutboundView - we do outsourced sales development and inside sales consulting. Looking forward to learning from everyone and sharing best practices. I'm based in Nashville. Thanks Kevin Dorsey for the invite!
Bravo
+2
Reply
about 1 month ago
Huy Truong
Business Development at Solvvy
Hi #LiveBetterSellBetter community! I'm a BDR about to transition into an AE, working at a startup that delivers self-service technology. I've been in sales for a few years now so I know there is still much more to learn. Looking forward to making connections with everyone. And thank you to Kevin Dorsey for the invitation!
Bravo
Reply
about 1 month ago
Join #Live-Better-Sell-Better to
comment this post
Join Now
chat_bubble_outlineJosh Ruff answered on
Be Better. Work Less.

I've seen this quote 1000 times too many and I'm tired of it.


"Hard work beats talent if talent doesn't work hard"


This is bullsh*t and here's why.


If someone is 2-3x better at something than you.


Say it's cold calling, or discovery or demo'ing, pattern recognition, time management, literally anything.


How much harder do you have to work to match them?


2X HARDER.


And that is just to MATCH their results, not beat them.


So if they put in 40 hrs, you have to put in 80 hrs to get the exact same results.


Think about that for a second.


It's like people forgot that you actually have to be good at something to succeed.


Every top sales rep I have ever had worked hard, but did they work 2-3x harder than everyone?


No, no they didn't.


They were just 2-3x better.


Hard work isn't enough to overcome talent alone.


All this hustle porn, work harder, I'll just out...

Show more
Bravo
Josh Ruff
Partnership Manager at preHIRED
Great insight Kevin!

There are ebbs and flows to the level of work needed. Some weeks require a lot of hours. Others you can take a more relaxed approach. 

Building up inertia at a startup requires a serious buy-in. An investment of human capital that will pay dividends once your company finds its footing.

Agree fully that simply grinding isn't the an...
See more
Bravo
+1
Reply
26 days ago
Join #Live-Better-Sell-Better to
comment this post
Join Now
chat_bubble_outlineJacob Miknuk answered on
Why your goals even matter... Do They?

This is the time of the year many people are working on their goals.


When you are writing down your goals, which you better be doing by the way.


You also have to write this down.


WHY.


I challenge you to answer all these questions for your goals. It will make them so much stronger.


Why do you want accomplish it?


What will the accomplishment of this goal donor give you?


How will I feel when I make this goal a reality?


How will pursuing this goal make you better or stronger?


How will it require you to grow?


When you get this result, what will you be able to do then? What doors will it open for you?


Write down the answers to THESE questions and then read them every day.


I promise you that you will have a higher chance of success if you do.


Happy Goal Setting!

Bravo
Jacob Miknuk
Big Data Analytics Specialist at Alteryx
I love this! The more specific you are about your goals in life, the more likely you are to attain them. 
Bravo
+2
Reply
29 days ago
Join #Live-Better-Sell-Better to
comment this post
Join Now
New question
Ask this question daily...

Here is a question you should ask yourself on a daily basis.


"Is what I'm doing right now bringing me closer to or further away from my goals?"


Let that sink in for a second.


I try to ask this 3-5 times a day because it leaves very little room for BS or excuses.


Either what you're doing is bringing you closer in some way to a goal or it's taking away from it.


There is no neutral.


I saw a great quote one time that said something along the lines of this.


'Even if you're on the right track, you'll get run over if you don't move.'


If success is an upward climb, then the moment you sit still you move backward.


NOW BEFORE YOU GET THIS TOO TWISTED.


This does not mean you can't relax.


This does not mean you can't hang out with friends.


This does not mean you can't binge-watch a show from time to time.


Rest, Self Care, Joy, etc are all very important g...

Show more
Bravo
Join #Live-Better-Sell-Better to
comment this post
Join Now
New question
Happy Holidays!

Wishing you fun, food, wine, family, relaxation or whatever it is you like to do to recharge. Cheers to everyone's success in 2020!

Bravo
Join #Live-Better-Sell-Better to
comment this post
Join Now
chat_bubble_outlineSahil Mansuri answered on
Just take 15 seconds

Just this today.


Sales is hard enough


Take a moment to breath, then tackle that next task.


The looser and calmer you are the better you will sell.a close up of text on a white background

Bravo
Sahil Mansuri
CEO at Bravado
Powerful message - and so true ❤️ 
Bravo
+1
Reply
about 1 month ago
Join #Live-Better-Sell-Better to
comment this post
Join Now
chat_bubble_outlineJonathan Abramson answered on
Guided 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...

Show more
Bravo
Kristie Jones
Principal 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.
Bravo
+3
Reply
about 1 month ago
View 2 replies
Paul Dean
Sales Enablement Program Manager at PlanGrid
I think white boarding sessions are great for visualization and call-mapping exercises before and after Power Hours of call blocks. Additionally, throwing down prospect cards --- almost like the card game "War" works well.
Bravo
+1
Reply
about 1 month ago
Join #Live-Better-Sell-Better to
comment this post
Join Now
chat_bubble_outlineAaron Walther answered on
What 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...

Show more
Bravo
Marc Bodner
Dir. 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." 
Bravo
+1
Reply
about 1 month ago
Sahil Mansuri
CEO 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 
Bravo
+1
Reply
about 1 month ago
Aaron Walther
Director 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...
See more
Bravo
Reply
about 1 month ago
View 1 reply
Join #Live-Better-Sell-Better to
comment this post
Join Now
chat_bubble_outlineKevin Dorsey answered on
Barbara Giamanco
CEO at Social Centered Selling
You might also want to check out this research on sales burnout from Uncrushed.  http://bit.ly/2qwHg2i
Bravo
+1
Reply
about 1 month ago
Kevin Dorsey
Inside 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. 
Bravo
Reply
about 1 month ago
Join #Live-Better-Sell-Better to
comment this post
Join Now
chat_bubble_outlineSteve Dade answered on
Think. Feel. Know. Do

Here’s what to keep in mind when you are writing emails, proposals, or even VMs.


A simple formula to make the messaging better.


Think. Feel. Know. Do.


Think - what do you want the prospect to think about. BIG HINT it’s not your product


Get them thinking about the problem.


Feel - how do they feel right now? What emotion do you want them to feel after reading your email?


Know - what do you want them to know about the problem. What’s the potential impact of it all.


Do - what should they do with what you just told them. It isn’t always hop on a call.


It could be asking a team member a question. Or watching a video. Or reading an article.


There you go.


Before you send that next email, take a pause and review.


Think. Feel. Know. Do.

Bravo
View 1 more comment
Josh Etress
VP of Sales & Client Success at Wildsparq
Thanks for sharing - I love the simple framework you've provided. In my personal experience, the 'feel' portion is often overlooked or underthought when getting sales emails. It takes more time to craft but the value is there.
Bravo
+1
Reply
about 2 months ago
View 1 reply
Paul Dean
Sales Enablement Program Manager at PlanGrid
Good advice, Kevin Dorsey . I like the way this approaches empathy and getting a rep to be other-focused before hitting that button. So much of the time, we want to pitch too early and too often. Another practical thing that I would do myself and get reps to do is to send a test email to themselves and open it on mobile.

When they were reading it ou...
See more
Bravo
Reply
about 2 months ago
View 1 reply
Steve Dade
Sr. Account Executive at Balance Staffing
This is great advice, Kevin!  Thank you for sharing this.  I especially love the "know" section where you want them to know the impact of the problem.  Often times sales reps focus on finding the problem, but never how it impacts the prospect.  That is where you go from being a "typical sales person" to being a solution provider and consultant.
Bravo
Reply
about 1 month ago
Join #Live-Better-Sell-Better to
comment this post
Join Now