
Live Better. Sell Better.
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!
Latest episodes

Mar 21, 2024 • 36min
Focusing on the "Person" in Salesperson. Just as much as the Sales with Heather Foidart
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

Mar 14, 2024 • 36min
Effective Coaching Strategies for Sales Managers with Alex McNaughten
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

Mar 7, 2024 • 39min
Crafting Sales Pitches and Managing the Sales Process With Ben Fiechtner
Learn about the complexities of enterprise sales, stakeholder management, and preparing for high-stakes meetings. Discover the importance of balance between work and personal life, building authentic connections, and injecting creativity into sales processes. Gain insights into navigating internal and external politics, crafting unique sales pitches, and optimizing sales processes for success.

Feb 29, 2024 • 33min
Sales Strategies for Cybersecurity with Alice Shaaf
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

5 snips
Feb 22, 2024 • 32min
Precision in Pitch: Mastering Specificity for Standout Sales Messaging with Dan Drucker
Learn from Dan Drucker, VP of Sales, about the power of specificity in sales messaging, understanding buyer challenges, and tailoring solutions. Discover effective strategies like client feedback loops and diverse communication channels. Emphasize collaboration between sales and marketing teams for aligned messaging. Uncover the importance of tailored assets for buyers and the value of leadership guidance. Explore the benefits of maintaining hobbies for work-life balance and passion for sales.

Feb 15, 2024 • 37min
Unlocking Wealth: The Art of Making Money Work for You with Stacie Sussman
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

Feb 8, 2024 • 35min
Journey to Success and Personal Growth: Mastering the Path with Jack Ryan
Jack Ryan shares his extraordinary journey of overcoming adversity, including paralysis and multiple strokes. He discusses his transformative mindset and the power of letting his story and actions speak for themselves. Insights into financial wisdom and the importance of slowing down to contemplate long-term goals. His perspective on data engineering and the significance of community and networking in personal and professional success.

14 snips
Nov 22, 2023 • 36min
Boosting Sales Success: Unleashing the Power of Champions to Drive Deals - Guest: Darin Alpert
Does this sound familiar? You've been told to follow a generic sales processin order to achieve better results, but it's not working. You're feeling the painof wasted time and missed opportunities as you struggle to align with yourbuyer's needs. It's time to break free from the ineffective actions anddiscover a new approach that will truly improve your sales outcomes. In this episode, you will be able to:- Discover champion selling and advocacy strategies to boost your sales success.- Learn the importance of building trust with champions and how it can drive your sales results.- Gain insights on aligning your sales process with the needs of your buyers for better outcomes.- Unlock the power of multithreading and engaging multiple stakeholders to close more deals.- Harness the effectiveness of texting in your communication to increase sales engagement and conversions.My special guest isDarin Alpert, an experienced GTM professional and entrepreneur, joinsKevin Dorsey on the Live Better Sell Better podcast to share his expertise onaligning the sales process with buyer needs. With a background in foundingand selling companies, as well as receiving backing from renowned investorMark Cuban, Darren brings a wealth of knowledge and practical insights tothe discussion. Together, they delve into the importance of having achampion or coach in the sales process, exploring the characteristics thatdefine a true champion and offering guidance on how to identify and developthem. With a focus on multithreading and transforming champions intoadvocates, Darren provides actionable strategies for maximizing salesoutcomes by aligning with the needs of buyers. Sales professionals looking toenhance their success will find this episode to be a valuable resource. The key moments in this episode are: 00:00:06 - Introduction 00:01:14 - The Importance of Champions 00:03:57 - Defining Champions, Coaches, and Mobilizers 00:06:11 - Challenges as a Buyer 00:09:02 - Buying Reputation 00:12:32 - The Importance of Communication and Understanding in Sales 00:13:34 - The Role of Salespeople as Consultants 00:14:53 - The Negative Impact of Speed in Sales 00:17:37 - The Importance of Multithreading in Sales 00:24:57 - The Importance of Customer Stories 00:26:07 - Buyers Prefer Talking to Yodas 00:27:32 - Power and Influence in Sales 00:29:03 - Leveraging Internal Champions 00:30:57 - Building Champions Through Product-Led Growth

Nov 10, 2023 • 40min
The Winning Mindset: Unlocking Sales Potential with Troy Barter
Troy Barter, SDR defying conventional beliefs, discusses the power of a positive mindset in sales success. He shares strategies for developing effective sales habits, gaining new perspectives, fueling motivation, and the benefits of mindset training for the entire sales team.

Nov 3, 2023 • 43min
Empower Your Sales Team: Secrets to Successful Buyer Enablement
Discover the secret sauce to crafting a buyer enablement environment thatleaves sales professionals in a bind. With outdated content overwhelmingbuyers, find out how to provide the most relevant information at the righttime, leaving sellers questioning their approach and eager for the nextepisode. In this episode, you will be able to:- Boost sales success with effective buyer enablement strategies: Learnhow to empower your buyers and close deals faster.- Increase deal closure rates with customizable content libraries:Discover how tailored content can give your sales team a competitive edge.- Harness the importance of leadership in sales for remarkable results:Learn how effective leadership can drive your sales team to new heights.- Achieve personal fulfillment and sales success: Uncover the secrets to finding personal satisfaction and achieving remarkable sales results.- Elevate sales performance with a positive mindset: Discover how a positive mindset can drive your sales performance to new heights.The key moments in this episode are: 00:00:06 - Introduction 00:01:34 - Defining Buyer Enablement 00:03:34 - The Problem with Sales Enablement 00:06:17 - The Challenges of Buying in B2B 00:08:08 - Building an Ecosystem for Buyer Enablement 00:12:55 - Crafting an Environment that is Helpful, Not Overwhelming 00:14:11 - The Secret Sauce of the Platform 00:15:09 - Customer Success as the Driver of Sales 00:16:39 - The Importance of Intention and Using the Tool 00:24:50 - The Importance of Easy Access to Resources 00:25:58 - Building a Holistic Approach to Sales 00:26:36 - Leveraging Analytics for Personalized Outreach 00:27:41 - Asking for Feedback and Providing Value 00:28:20 - Recommended Content for Sales Teams 00:36:54 - Leadership Page 00:37:40 - Creativity and Intentionality in Sales 00:39:08 - Believing in What You Sell 00:40:00 - Happiness Breeds Success 00:41:26 - Buyer Enablement and Building Trust
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