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

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.

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

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.

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

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.

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

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.

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