#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.
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Created by Kevin Dorsey
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chat_bubble_outlineJamie Crossland 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...

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Posted 20 days ago by
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Sam BestSales Enablement Program Manager at Dialpad
Hey everyone! Thanks for the invite Kevin Dorsey ! I run our Sales Enablement Programs at Dialpad and focus on a human-first approach with empowering sales reps. 

I'm looking forward to learning from other leaders who have implemented effective programs with their sales teams that focus on personal development while also driving results for the org....
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5 days ago

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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5 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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3 days ago

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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...

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Posted 3 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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3 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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2 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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2 days ago

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chat_bubble_outlineKevin Dorsey 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...

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Posted 2 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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2 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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2 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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2 days ago

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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.

Posted 4 days ago by
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Josh EtressVP 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.
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4 days ago

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Paul DeanSales 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...
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4 days ago

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Steve DadeSr. 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.
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3 days ago

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chat_bubble_outlineJohn Herr answered on
Record-Breaking Productivity 'Hack'

I have been following the 2 Hour Solution for years now.


It allows me to get so much more done and stay slightly sane.


Let me break it down for you.


Every week you block 2 hours off to plan your next week.


Step 1 - Reconnect with your goals. Review them. Visualize them. Remember why you’re doing what you’re doing in the first place.


Also review of last week was effective or not.


Step 2 - Review and schedule commitments. - what are the meeting you know you have or have to do. Review the agendas, make sure the meeting should happen at all.


Step 3 - Schedule excellence time. Things designed to strengthen you, your relationships and health.


Step 4 - Schedule your green time. Aka the activities that make you your money. Calls, follow ups, etc


Step 5 - Schedule red time. These are the things that support your green time. Things like research fal...

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Posted 5 days ago by
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5 days ago

Gordon CampbellEMEA Account Executive at Nudge Global
Love this, have scheduled it into my calendar
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5 days ago

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John HerrNational Account Sales at Big House Beans
I totally agree with you Kevin.  Ensuring your "next week" is set up appropriately is a cornerstone of consistent success.
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5 days ago

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chat_bubble_outlineKevin Dorsey answered on
Kevin DorseyInside Sales Top 10 Sales Leader at PatientPop
Thank you so much Barbara Giamanco -- This is a great article and is something that I think is not utilized enough. 
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5 days ago

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chat_bubble_outlineFaraz Farooq answered on
Let's have some fun...

Quick and easy tip on how to bring humor into sales.


Google the following things.


--


Persona Funny Shirt.


Persona Meme.


Industry Meme


Persona Coffee Mug.


Persona Inside Joke.


Worst things about being a PERSONA


What I hate about being PERSONA


Top 10 things Persona HATE


---


What this will show you is how your persona/prospect joke about things.


What do THEY think is funny.


You might think the latest cat meme is all the rage,


But I just so happen to know that Dr's love the "Don't confuse your google search with my medical degree" joke.


This is how you put humor into your prospecting, videos, follow up, and presentations.


BONUS: This type of stuff makes for better swag and direct mail too


Find what THEY think is funny, and find places to use it.


Sales is hard enough, let's find some places to have some fun.

Posted 9 days ago by
Faraz FarooqInside Sales Team Lead at Builder
Never thought of it this way but this is genius! Thanks for the share! 
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9 days ago

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chat_bubble_outlineSahil Mansuri answered on
Get some GERMS in your life...

GERMS has changed my life.


No, not germs that make you sick, or that Lysol kills 99.9% of.


GERMS - It's a personal acronym that helps me stay on track.


Gratitude - Writing down 3 things in the morning that I'm grateful for, and 3 things at night that went well.


Exercise - A good walk, run, lifting, sports or resistance bands (X3 Bar has been a game-changer)


Reading - 15 min every day, but with good actionable notes. Not just reading to read.


Meditation - Ziva method or Headspace. 15-20 min.


Sauna - Bonus, invested in a sauna for the apartment. LOVE it.


If I get GERMS done every single day.


My life is 10x better.


I get more done


I am better to be around.


I have better ideas.


I'm a better father, husband, friend, and leader.


If I don't?


It's not immediate, but it always catches up to me.


Get some GERMS in your life.


Promise it will get better.

Posted 11 days ago by
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11 days ago

Ameya KapreDirector Of Business Development at Koru UX Design
On a serious note, that is some great advice, Kevin. I started meditating intermittently after I read another one of your posts on Linkedin stating the role it plays in being better at what one does. I hope to do it more regularly.
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10 days ago

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Sahil MansuriCEO at Bravado
This is SUCH a thoughtful process and guaranteed to help you perform better in sales and in life. Great share my friend!
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10 days ago

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chat_bubble_outlineKevin Dorsey commented on
The Most Valuable Sales Training Tool I've Ever Used

How do you know if your reps are getting better?


This is the question that I want you to think about for a second...


Now for those of you that know me, you know that I am a HUGE believer in sales training. I've written about it, I've done webinars, I've presented at conferences like AA-ISP Unite, Rainmaker, Sales Performance, etc.


So I want to share with you the most valuable training tool I've ever used.


The Call Scorecard.


Now before I start I want to give credit where credit is due, I learned about this from Mike Brooks aka Mr InsideSales (such a great name by the way), and I'm sure other people have learned from him too, but I have yet to run into anyone doing it the way we do, or at the level we do.


All things being equal, what is going to have the biggest impact on whether or not a deal comes across the line?


The quality of the phone call/...

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Posted about 2 months ago by
Erin WilsonSales Development Representative at Paro
This is really interesting, and a great way to quantify/objectify what I've found tends to be a much more "subjective" feedback cycle. Thanks for sharing!
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18 days ago

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