This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. Zach and KD continue the discussion about scaling skills, characteristics, and attitudes for success in sales.Zach talks about foolproofing yourself and your team when it comes to interacting with customers, which is the salesperson's mission. He also shares his experience addressing non-negotiables with your team to ensure they share your focus and vision. HIGHLIGHTSHow drills were run to ingrain specific skillsImportance of repetition for improvementDedicating yourself to excellence in your job and at homeLaying down your non-negotiables QUOTESApproaching your mission: "When I go to visit a customer in Turkey, I'm working. I'm not going to get there and do something stupid in the hotel. And if people who work for me think that they can that's poor judgment. If you're traveling out to see a customer, you have to be thinking about a whole environment."Zach on understanding the motivators of your team: "I can give the money and say spend an hour however you want but if I give a fancy watch to the guy from Sweden and a family vacation to the guy from Italy, they're not going to be happy. So knowing that makes me better at understanding the motivation of my team."Zach on a member of his team that later became one of his best performers: "You're on my team. This is how we do things we don't do things the way you did with your other company. At the end of the day, if you want to do things slightly differently and produce results, that's fine. But you have to learn my way of doing this."  You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. When asked about the term "scaling," most people will think about the number of people on a team. However, scaling can be just as much about building skills and the characteristics that lead to success.Zach shares about what he's learned from the military and the skills that we can translate into other areas of life, especially in business and sales training. He details some of the factors that can affect how people actually approach training and skill improvement. HIGHLIGHTSWhere Zach's military mind comes fromKey skills brought from military to salesGoing through the struggle to earn the skills that stickHow do we carry these skills over to sales training QUOTESZach on picking up the skills to achieve your mission: "That's what sales is all about. You don't say, 'let me tell you how to cold call,' right? You're saying let's talk about this part. I can spend eight hours talking to you about a discovery call. And that's just like in the military."Being a source of knowledge and experience for others: "That's what I love is building up people. It's nice to be a contributor. It's a great thing to train people and get them producing."Getting people to talk regularly and learn from each other: "If you're not letting them know that you are with them in spirit, it becomes harder for them to pick up the phone. Like with everything, you want to build up these habits." You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Sell Better Podcast recaps the best moments from our guests for the month of July. We tackle several amazing topics including getting more done in less time, entering the world of cryptocurrency, proving your value when times are tough, building good habits through wellness practices, doing coaching conversations, and much more! HIGHLIGHTSIan Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc.Josh Rhodes, Founder of Crypto Ya'llJonathan Mahan, Co-Founder of The Practice LabBrandon Lee, Founder and CEO of FunnelAmplifiedSahil Mansuri, CEO of BravadoJR Butler, Founder and CEO of Shift GroupPeter Kazanjy, Co-Founder of Atrium Live Better. Sell Better. is sponsored by our proud partners: Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Peter Kazanjy, Cofounder of Atrium. There's always some hesitancy when describing SaaS as a numbers game even when, boiling it all down, it actually is. However, we should never forget that behind every number is a person, process, and skill!Peter talks about the challenges most organizations face when it comes to using data to improve individual performance. He talks about how leaders can identify the essential numbers and change these to get the best results in the short and long term. HIGHLIGHTSWhat's holding companies back when it comes to leveraging dataThe key metrics a revenue org should be trackingHow to work with data to make improvementsCreating a data-driven org QUOTESPeter on the demographics of data-use: "Oftentimes the younger managers who came up with Fitbit or Peloton or what have you are way more open to this and way more data native. Then you have the older folks who are like 'okay, I gotta get on the train' so it's just a process."A balance between quantity and quality metrics: "There's quality metrics and oftentimes people want more volume, more activity, etc. But success in sales is all about a high quantity of high-quality selling behavior."Peter on having the coaching conversation: "It's not hard for old folks like you and me because we've been doing it forever but it's tough for some folks and if they don't have the muscle then the behaviors are not going to change. And if the behavior's not going to change, then the outputs are not going to change." You can find out more about Peter in the links below:LinkedIn: https://www.linkedin.com/in/kazanjy/Website: https://www.atriumhq.com/Twitter: https://twitter.com/Kazanjy Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com 

This episode of the Live Better Seller Better Podcast features JR Butler, Founder and CEO of Shift Group. From spending hours in practice to honing skills through mentorship and personal experience, so many factors can make up a successful athlete. The question is, how can they use this if they ever get into a sales role?JR talks about the different strengths athletes can bring to the table simply based on the skills and practices they've honed in their sport. He also puts to light the challenges that come with the transition from athletics to a sales career. HIGHLIGHTSAreas to focus on when transitioning from athlete to a sales careerCompetitiveness, coachability, and practiceFundamental practices to work into your routineHow JR would recommend someone start transitioning their skills QUOTESJR on competitiveness as a transferrable strength: "That ability to compete with somebody but still be their peer and their colleague, that's really important as an SDR in a large organization where there's a daily metric scoreboard. You want to be at the top of that list and that's where we see the competitiveness being really important in the first nine to twelve months of their career. "Motivators and needs for athletes: "They want a scoreboard. They've had a scoreboard their entire life. And sometimes, especially nowadays, it's hard as a leader because you've got to manage things with gloves on. But with athletes, you can kind of take those gloves off a little bit more and really dig in with them and give them that feedback."JR on getting sober and its effect on his sales and sports career: "I was still a good salesperson before that but it was another stratosphere when I started really taking this seriously, taking care of myself, and making sure that everything that I'm doing every day is the right thing to do." You can find out more about JR in the links below:LinkedIn: https://www.linkedin.com/in/jrbutler/Website: https://www.shiftgroup.io/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Sahil Mansuri, CEO of Bravado. It's getting quite hot in the tech and SaaS software space today. In just about 90 days, the whole scene went from companies hiring at their all-time highs and doubling comms to seeing layoffs, hiring freezes, and rescinded offers.Sahil shares his insights as to why exactly this happened and the factors that led to these mass layoffs. He also talks about what sales leaders can do to notice the early signs, and what you can do if you're affected yourself. HIGHLIGHTSReactions to Sahil's LinkedIn post about the possible mass layoffsSome early signals to catchThree numbers to look at and being choosy with who you work forShould you work commission-only sales roles  Make good decisions when times are tough QUOTESSahil: "It just takes time, it doesn't happen overnight. It's not like it happens and immediately you reprice all of the start-ups, that's not how it goes down. But over time, as the public market comms calm down, you start to have to mark down all of your investments on the private side. There's just a three to six-month lag."Sahil: "What you do right here, right now is where you level. This is where you work on yourself. For those of us who are luxurious enough to have been in sales for a while, I wouldn't waste my time trying to find a job right now. I would spend my time building my network with the types of companies that I want to work for in three months."Sahil: "When times get tough, you have to have that crowbar mentality. You got to have that 'how do I get in no matter what little crack I can find' mentality. And so if there's a sales leader out there who says 'I'm willing to take a shot on you' and you really like this company and believe in this leader, I would go for that in a heartbeat." You can find out more about Sahil in the links below:LinkedIn: https://www.linkedin.com/in/sahilmansuri/Website: https://bravado.co/Email: sahil.mansuri@bravado.co Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Brandon Lee, Founder and CEO of FunnelAmplified. While the sales process is not exactly done socially, the attraction process is. You can socially attract, engage, and prospect using the right platforms to build pipeline and encourage growth.Brandon shares a story that clearly defines social prospecting for him and should for many others. He talks about where social platforms place in the sales process and leveraging them to reach out to others and build an audience effectively. HIGHLIGHTSBuilding rapport through social platformsHow to build an audience of your targetLeaving an effective comment and when to send a connection requestWhen will you start to see resultsSetting up a system for your team QUOTESBrandon: "We have to open our digital mouth. We have to share what we know, share what we've experienced. I don't care if you're a three-month or six-month SDR or BDR or you're a forty-year AE. We all have experience. And when we authentically share those experiences, we're opening up those digital conversations."Brandon: "I'm a big believer in the story of the rabbit and the hare. We have to go slow to move fast. I'm a big believer in getting ourselves into that familiar territory."Brandon: "When you become familiar, you're no longer cold, and they recognize you because of your commenting, then I think it's totally okay to send a connection request. And you should personalize it because you've already been engaging with them."Brandon: "When you do this in social media especially, get comfortable with who you are and being fully yourself. You don't have to hide all this stuff, it's social media. I get it. But people like to do business with people who they know, like, and trust." You can find out more about Brandon in the links below:LinkedIn: https://www.linkedin.com/in/brandonleedigital/Website: https://funnelamplified.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Jonathan Mahan, Co-Founder of The Practice Lab. Today, many of us still describe salespeople as "coin-operated." However, this isn't actually how we pay them at all, and this idea actually affects motivation and fulfillment negatively.Jonathan shares insights on the intrinsic and extrinsic motivators that affect motivation, contentment, compensation, and much more. He talks about the use of conditions like, "Get more dials in and will give you this amount as an increase" that create a fear state in salespeople. He talks about the many better models to increase drive, creativity, and growth outside of these extrinsic factors. HIGHLIGHTSIntrinsic and extrinsic motivatorsFinding a balance between base and variableWhat does intrinsic motivation looks likeMastery as a motivator QUOTESJonathan: "That's not a bad thing necessarily to have some element of variable. I honestly would say every department in a company could benefit from having some element of variable where you get bonuses for performance. But again, you can't be operating out of a fear place. You need to know that your needs are taken care of just for showing up and doing your job."Jonathan: "I believe that, to have the most impact in this world, I need to become a true master of communication and master of influence. If this world's going to change, it's going to have to be people that change it and we're going to have to get people off the track they're on and onto a better track."Jonathan: "The thrill of mastery is truly motivating to almost all people. And sales is an infinitely complex craft that can never truly be mastered. If you can tap into that thrill of mastery motivator in your sales team, it's an infinite source of motivation. That never goes away and will almost always lead people into positive, productive behaviors." You can find out more about Jonathan in the links below:LinkedIn: https://www.linkedin.com/in/jtmahan/Website: https://www.thepracticelab.co/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Josh Rhodes, Founder of Crypto Ya'll. Depending on the channels we read, cryptocurrency is either the future that allows you to produce generational wealth or a scam that will make you lose your money.Josh shares insights into both perspectives and how we can use this knowledge if we ever decide to invest in cryptocurrencies. He sheds some light on the different types of assets one can trade or invest in for short or long-term. He also shares a few ways to secure your investments, mitigate risk, and profit from them. HIGHLIGHTSNot all cryptocurrencies are the sameThe difference between investing and trading cryptoDollar-cost averaging and making money off of cryptoJosh's recommended coins QUOTESJosh: "Some people could argue that these central exchanges spend millions and millions of dollars on security and I think that's a valid argument. But like I said, I think crypto is the ultimate expression of self-reliance in autonomy."Josh: "Probably the most powerful tool as a retail investor who's just trying to keep it simple - they don't want to be a trader and they just want to put their money into a good store value, dollar-cost averaging is really smart because it allows you to purchase rhythmically."Josh: "I'm purposeful there because if you don't know what you're investing in, then you are crypto slot machine gambling. You're just waiting on Lucky 7s to line up. So read up on it, watch a couple of YouTube videos, then start investing in something you believe in." You can find out more about Josh in the links below:LinkedIn: https://www.linkedin.com/in/josherhodes/Website: https://www.cryptoyall.co/learn54634203 Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Ian Koniak, Dean of Enterprise Sales School for Pavilion and the Founder and President of Ian Koniak Sales Coaching Inc. Every single one of us want to get more done in less time without running ourselves to the ground.Ian digs deeper into working smarter and harder to drastically improve not just your work, but also all other aspects of your life. He discusses key tactics and resources that will teach you to finish your tasks in the most time-efficient ways possible. HIGHLIGHTSThe "ADHD brain" in salesTactics to get into a deep work state and get more doneResources for time management and habit improvementWhat work-life integration means for efficiency overall QUOTESIan: "Number one is you have to set boundaries for the time you work. Work will expand to the time allotted. So if you don't have boundaries, you'll work 70-80 hours a week and that's just stupid. I don't want someone working that many hours."Ian: "You have to give yourself grace. Progress over perfection. Making sure you realize these habits have been ingrained with you your whole life so you're not just going to be able to flip the switch and turn into a robo-productive KD or Ian Koniak right out the gate."Ian: "When you build the identity of being a hard worker, that is an identity that needs to stay with you in all areas of life. You don't just stop becoming a hard worker. So I'm a hard parent, right? Not hard as in strict but I am really trying to be present with my kids." You can find out more about Ian in the links below:LinkedIn: https://www.linkedin.com/in/iankoniak/Website: https://www.untapyoursalespotential.com/Youtube: https://www.youtube.com/c/IanKoniak Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com