This episode of the Live Better Seller Better Podcast features Casey Graham, Founder and CEO of Gravy and author of The No B.S. Small Business Book. Being honest with yourself reveals your true and specific intentions.This is critical in providing clarity in what you want out of your business and, by default, clarifies the role of other people in it too. This owner's intent is more than likely not a grand and nebulous thing.As humans, we are driven by basic desires and owner's intent can be something as simple as "I want to become a millionaire." Casey also discusses aspirational intent and the cumulative nature of assets like relationships and skill sets to get you there. SHOW NOTESHIGHLIGHTSOwner's intent: What stresses you out reveals your true intentionsThe 5 whys: Drill down to a single answer you always arrive atAspirational intent: Assets like relationships and skill sets stackIntentions clarify decisions and relationships and provide peace of mindQUOTESCasey: "I learned how to be honest with myself because most of us, we're not honest with ourselves about what we truly want, and we're scared to just go, 'I want to be a millionaire and that's why I own this business.'"Casey: "Their intention is their intention whether we talk about it or not. And so, my whole thing is people are already thinking it, so why don't we just say it? And that will create a culture where culture can be honest about what they want."Casey: "In any different stop that you make in your career, I think there's assets that you pick up and there's some liabilities that you can work on. So assets you can pick up, number one, is obviously your relationships. People undervalue that."Casey: "Peace of mind, meaning, a lot of people don't know the answer to the question 'what do you want?' And so they're always searching and unhappy and unfulfilled because they don't know. And if you don't know what it is, then you'll never be happy."You can find out more about Casey in the links below:LinkedIn: https://www.linkedin.com/in/caseygraham1/Book website: https://dontfail.biz/Amazon link: https://www.amazon.com/No-B-S-Small-Business-Book-ebook/dp/B09N9TZTW3

This episode of the Live Better Seller Better Podcast features Tara Horstmeyer, Founder of Happy Words. Your own brand is an extension of you. Therefore, how you communicate your brand must be a reflection of your personality and goals. Tara shares how to create content that shares your personal story and vulnerability to create trust in your audience via the three buckets of know, like, and trust. Strategies to achieve this include writing as inspiration strikes and always thinking how your content helps others achieve their goals instead of talking solely about you and your product. HIGHLIGHTSThe brand you start is an extension of youContent: Personal stories, trust, and commenting and engagingMake the story about them, not youThe only new content is your take on itQUOTESTara: "Again, this is an extension of you. It is a part of you, but it's also going to be just a certain part of you, so it's still going to be authentic. It's still going to be who you're going to show up to be, but what I always start with, okay, what are your goals? What do you actually want to accomplish?"Tara: "Just like in anything else, people buy from people they know, like, and trust. People they know, like, and trust. So your content has got to reflect a side of you where they feel like they know you, they feel like they like you, and now they feel like they trust you."Tara: "You've got to be a magnet. We're not drawing in or repelling out the people that we actually want to attract and the people we want to repel, because magnets do both. They don't just draw you in, they also push out people who just don't resonate with your content."You can find out more about Tara in the links below:LinkedIn: https://www.linkedin.com/in/tarahorstmeyer/Website: https://www.happywordssell.com/

This episode of the Live Better Seller Better Podcast features Kevin Mulrane, Chief Revenue Officer at Onramp Invest. Sales is scary, but it's not difficult. To become successful, Kevin embraced discomfort and focused instead on how he can help improve his prospect's life with the product he's selling.He shares that another reason he loves sales is the coaching aspect of it. Once he racked up successes, he was in a position to help others achieve it too. Seeing others win big continues to inspire him to keep being the best teacher, motivator, and team builder he can be.SHOW NOTESHIGHLIGHTSThe right sales mindset is being comfortable with discomfortFulfillment in coaching others to successFind harmony since personal and professional lives bleed overBe more authentic and human to sell betterQUOTESKevin: "I had to embrace uncomfortable situations, I had to make uncomfortable things feel comfortable. And so, you have to seek it. And I'd started to try and apply things in my personal life, things I did maybe as an athlete, that I can then apply to my professional life."Kevin: "I really like to get to understand people's whys. And again, this is whether it's you're working with people in the gym, trying to achieve goals, you're working with somebody in sales, there's a reason someone wants to go through the pain to get a certain outcome."Kevin: "Playing the long game is huge because it's easy to think this month's quota. Like, boom, boom, boom. But what about next month? But what about the pipeline for next quarter?"You can find out more about Kevin in the link below:LinkedIn: https://www.linkedin.com/in/kevinmulrane/

This episode of the Live Better Seller Better Podcast features Carol Malakasis, Managing Partner and Head of Training at Rampd. Founders seem to think that it's not their job to do sales.But founders must lead the way even in sales. Founder-led selling is contagious to the culture and Carol details how founders can become the best sellers they can be, as well as the processes they need to put in place to sell better. She runs down the 4 pillars of her B2B sales playbook, namely lead gen, qualifying leads, creating a custom demo, and objection handling and what each pillar entails.HIGHLIGHTSFounder's selling mistakes and Carol's method for problem-solvingProcesses help founders make optimal business decisions4 pillars of the SaaS B2B sales playbookBuilding a playbook for foundersQUOTESCarol: "A method that I found that's simple and works well is to kind of get them thinking what problem am I solving? Who am I solving that problem for? Who are the different players in the space already doing what I'm doing right now? And how am I different or better?"Carol: "Unless you're in a very transactional straightforward sale where you know you're speaking to the decision-maker, I don't think you should just be demoing people. I think you really need to spend time talking to them and qualifying them for needs."Carol: "Start documenting everything. Start documenting every single thing you do, and try it out. But don't try it out once. Try it out a lot of times. Put in the reps. Record your calls. Listen to your calls. I think the ROI on listening to calls is massive and doing reps, whether it's role-playing with your boss, with your team members."You can find out more about Carol in the links below:LinkedIn: https://www.linkedin.com/in/carolmalakasis/Website: https://rampd.co/

This episode of the Live Better Seller Better Podcast features Mor Assouline, Founder of FDTC (From Demo to Close). Mor gives golden tips on how to enter the demo better by asking 3 questions on the prospect's why, goals, and timeline.By using natural language and conversation, discovery can be done more thoroughly, demos can be performed more impactfully, and get you to the close much more naturally. HIGHLIGHTS3 questions to ask before a demoYour tone matters, so pay attentionBe confident with your ask: Closing is a yes or no questionRemember: It's what's in it for them, not for youQUOTESMor: "There are 3 questions I think are extremely important to find out before you even get started with a demo. It's the why, it's the goals, and it's the timeline."Mor: "Only show the features, at least in the beginning, prioritize the features that solve the prospect's problem, the challenge, and align to their goals. So if they want to solve a problem or achieve a goal, start with those particular features. Don't waste your time with the bells and whistles."Mor: "It's like collaboration. How do we get this to the next step and asking that question to the prospect. That's more about what's in it for them."You can find out more about Mor in the link below:LinkedIn: https://www.linkedin.com/in/morassouline/Podcast: https://podcasts.apple.com/us/podcast/saas-talks-from-lead-to-close/id1399730223Website: https://demotoclose.com/

This episode of the Live Better Seller Better Podcast features Melissa Gaglione, Account Executive at LivePerson. Routines can be viewed as constraints, but in reality what they provide you is a structure so that you can enjoy the rest of your day exactly how you want it.Melissa shares her experiences as a grade 1 teacher and how learning to adapt during times you can't control your time has been crucial to her success. Though work routines are great, salespeople must be able to prioritize and execute tasks during critical times in the day.For her, the times before and after work are moments she can control and she shares what routines help her be happy and, by extension, improve herself when she shows up as one of her organization's top salespeople.HIGHLIGHTSRoutines provide the structure to be flexible with your timeSales lessons from a former grade 1 teacherCreate routines during times you can control and adapt when you can'tBe kind to yourself when things don’t go according to planQUOTESMelissa: "Having those routines literally allows you just to have more freedom. It's not to constrain you. It's to allow you to have more fun and do more things and be around the people that you want to be around."Melissa: "You have to understand what does this person know? What's their prior knowledge? And how can I add to it and ask the right questions? So any discovery call, I'm analyzing that person. I'm trying to understand hey, how much do you know?"Melissa: "That's where being kind to yourself is, is recognizing okay, am I being too hard on myself, or am I making this too hard for me, or am I just being lazy? And it's okay if you are, but make a change. If you're being too hard on yourself, you have to make a change somewhere."You can find out more about Melissa in the link below:LinkedIn: https://www.linkedin.com/in/melissagaglione/

This episode of the Live Better Seller Better Podcast features Kyle Poyar, Operating Partner at OpenView. Product-led growth (PLG) is a buzzword today, but what does it really mean?Kyle drills down its definition, what it means for companies to adopt PLG, and some techniques to leverage PLG. The difference of PLG is its focus on end-user growth and success which is not only efficient, but scalable as well.These characteristics have led to crazy valuations and exits for companies. A main difference in a successful PLG strategy is the sales approach where sales teams instead take on a sales assist role to guide the end user in its adoption leading up to an eventual sale.HIGHLIGHTSProduct-led growth defined and PLG techniques companies can leverageHave a value proposition that speaks to users not the executive teamClassic sales approach vs sales assist role for customer successSet up good product telemetry and analytics for product visibility QUOTESKyle: "Product-led growth is an end-user-focused growth model that puts the product front and center in customer acquisition, conversion, expansion, and retention."Kyle: "With product-led growth what can really happen is, because you are taking things that would normally be done by people and turning those into product-based solutions, it's a very scalable and efficient model."Kyle: "I think for a lot of folks they treat their product-led growth efforts as separate from the sales team and there's a lot of mistrust between both sides, but to me that could be a really great win-win."You can find out more about Kyle in the links below:LinkedIn: https://www.linkedin.com/in/kyle-poyar/Newsletter: https://kylepoyar.substack.com/Website: https://openviewpartners.com/

This episode of the Live Better Seller Better Podcast features Jordana Zeldin, Founder of Spriing Training and Co-Founder of The Practice Lab. Practicing the skills needed for sales is fundamental for your success. There are astronomical expectations from sales people, and when you don't practice in a safe environment where it's okay to fail, growth stagnates and results falter.Jordana shares where practice can be inserted in sales processes. From mock sessions to involving managers to implementing practice during hiring, every step of the sales journey offers a chance to teach and learn and ultimately become the most effective seller you can be. HIGHLIGHTSCoaching with a capital C vs practice coachingPractice exercises for listening and setting the tone of sales conversationsStart the practice during the hiring processManagers should practice along with their teamQUOTESJordana: "When I think about Coaching with a capital C, I really think about traditional inquiry and question-based coaching, where you as the coach acknowledge that you don't have the answer, that the person that you're coaching probably does, and that you're asking really thoughtful and powerful and pointed questions to help lead them to an answer that they will arrive at."Jordana: "Practice coaching is where the destination is known, where you do a quick explanation. I have a framework actually that I teach managers. You do a quick explanation of what it is, but the magic comes in your ability to demonstrate and show them what great looks like."Jordana: "The most powerful practice happens just at the edge of our current abilities, where it's awkward, where we're stumbling, when it doesn't feel smooth."You can find out more about Jordana in the links below:LinkedIn: https://www.linkedin.com/in/jordanazeldin/Website (Spriing Training): https://www.spriingtraining.com/Website (The Practice Lab): https://www.thepracticelab.co/

This episode of the Live Better Seller Better Podcast features Arthur Castillo, Field Marketing Manager at Chili Piper. Arthur shares several tangible ways you can clean up your inbound processes and convert more demos.His tips include the use of a calendar at the bottom of pages and using the power of engagement to instill trust. Arthur also gives his insights for both sellers and marketers on how they can improve their engagement based on his experiences from both sides of the fence.HIGHLIGHTSStreamline inbound leads to convert more to demosInclude a calendar and call them back to show engagementBest practices in email follow upTip for sales: Leverage your access to communitiesTip for marketing: Talk to the customersQUOTESArthur: "If you're scheduling that within the first, same day—unreal—first two days, the show rate of that meeting increases three to five times. So, the quicker you can get them into your sales funnel, that's huge and obviously it would accelerate everything and... really shaping that buyer's journey."Arthur: " I think there has to be, on that first call, seeking to understand more than qualifying ourselves. What is it that brought them here? Who did they speak with that said, hey, maybe you should check this out."Arthur: "When you're building your outbound program, you go to the marketing leader and you're like, what are the top things that they're clicking into so you can start to frame. It's almost a validation of like, okay, this seems to be what they care about, how do I now convert that to my outbound messaging?"You can find out more about Arthur in the links below:LinkedIn: https://www.linkedin.com/in/arthur-castillo/

This episode of the Live Better Seller Better Podcast features Ryan Frampton, Senior Manager at Vidyard. Sales leaders have the responsibility to set their teams up for success and there are multiple ways to reach this goal.From an individual level, leaders must perform spot checks on booking rates and build up personal traits. For team-wide initiatives, leaders can optimize mundane tasks like prospecting by bringing teams together. Ryan also shares tips on selling to champions and CFOs by discussing realistic ROIs.HIGHLIGHTSUnderstand your business: Research teams' empathy and booking ratesBe the spark that jumpstarts teams out of a slumpSell to champions by enabling them with resourcesStepping back from being CEO to accelerate sales leadership successQUOTESRyan: "What you can often motivate people with is showing them what the top performers are doing. So if someone on the team has a 15% booking rate... and then the other folks that aren't personalizing have a 3% booking rate, you can clearly show them exactly how that is with data."Ryan: "From a call coaching perspective, I developed demo scorecards at Vidyard to really understand what actually makes up a good first demo call. What's the key recipe of that? And then from there, it's constantly focusing on what's the root cause."You can find out more about Ryan in the links below:LinkedIn: https://www.linkedin.com/in/ryan-frampton-02623a100/Website: https://www.vidyard.com/