This episode of the Live Better Seller Better Podcast features Nadja Komnenic, Head Of Business Development at lemlist. In a highly saturated market, going against the grain makes you stand out and flourish.Nadja shares how lemlist embraces unorthodox methods to grow from zero to 10M in 4 years—all without funding! She details how they leverage personal branding in sales, utilize LinkedIn for inbound and outbound, and focus on email deliverability to ensure cold emails reach the primary inbox. HIGHLIGHTSPersonal branding as a policy and customer-centric serviceTeaching sales teams to use LinkedIn with qualitative KPIs Warm up primary email addresses  Find the ICP and craft our value propositionQUOTESNadja: "We decided to do something very unordinary... instead of running outbound campaigns for ourselves, we're going to be doing outbound campaigns for our clients, select clients that we choose in different industries, in different verticals, and actually do outbound campaigns for them."Nadja: "Hop on a call with customers, current customers, and talk to them. What is it that you love about our product? What is it you don't like about our product? Why are you using us and not competitors?"You can find out more about Nadja and see lemlist’s resources in the links below:LinkedIn: https://www.linkedin.com/in/nadjakomnenic/Nadja and Simon on YouTube: https://www.youtube.com/channel/UCWegpJqInUnC-HEX7Dx8U9gEmail Deliverability Checklist: https://blog.lemlist.com/email-deliverability-checklist/

This episode of the Live Better Seller Better Podcast features Scott Ingram, Founder of Sales Success Media and the Sales Tech Expo, and Account Director at Relationship One. Many people say the right things, but fewer actually do the work to get it. If you want actual results for yourself, you have to be a doer, not a sayer.Surround yourself with doers and learn from them their ways that they get things done. In any sales organization, there will always be top performers. Find them, reach out to them, and realize that you can take what is proven to work and innovate it to your own style and preferences.HIGHLIGHTSDoers versus Sayers: The difference is resultsLearn by doing, and never stop learningHow to surround yourself with doersQUOTESScott: "Action drives the mindset."KD: "Imitate first, innovate second."Scott: "Ask a smart question. Start with something where you know that they're informed, that they've got an idea, start with that question. And then the key here is report back. Share what you're finding and then just continue to build on that."You can find out more about Scott in the links below:LinkedIn: https://www.linkedin.com/in/scottingram/Website: https://www.salessuccesseverything.com/

This episode of the Live Better Seller Better Podcast features Megan Suckling, Director for Global Sales Development at Shutterstock. Leading a global team means structured onboarding is less effective than a customized approach that really gets to know the learning styles of the different members of the team. A one-size-fits-all approach disregards individual talents that could be used in the sales role and Shutterstock's onboarding program focuses on these personal traits as strengths rather than weaknesses. They have a strong focus on job shadowing that gives new sales reps a safe space to learn, ask questions, and fail while still learning about their sales role.  HIGHLIGHTSOnboarding: Best done tailored and more about knowing the sales repPillars of Shutterstock's onboarding program Remote onboarding tactics and measuring successWorking towards the 4-day work weekQUOTESMeagan: "It's really just about getting to know the person on the other side of the table from you and really understanding what they stand for, where they come from, how they like to learn, what's the most important thing for them."Meagan: "One of the things we really lost in moving in this virtual environment was job shadowing, which I know is something that a lot of managers really rely on doing... you really do learn so much from that and through asking questions."Meagan: "They need to have a really strong, compelling reason why they want to be in sales. That's a really, really important one that we never look over. I don't hire people onto my team who are unsure about whether or not they want to pursue a career in sales."You can find out more about Megan in the links below:LinkedIn: https://www.linkedin.com/in/meagansuckling/SDR Nation Website: https://sdrnation.com/

This episode of the Live Better Seller Better Podcast features Kevin Hopp. If you think cold calling is dead, then step aside and let Kevin reap all the benefits.Technology has made cold calling so much more efficient. Kevin leverages tech, adds a process, and uses a metric to ensure he maximizes his results. Accept that a block of calls are winnable and not winnable, but of those winnable calls, always aim to convert 5 to 10% of them. Kevin shares his top tips to win at cold calling, including having a script and following up. Every day. The goal of following up is to move prospects from cold to warm, and every single one of them that picks up has the potential to become warm!SHOW NOTESHIGHLIGHTSCold calling is NOT deadKeep the boulder rolling: Pound the numbers, dive for leadsKevin's metric for cold calling: Win 5 to 10% of winnable callsBest practices to get meetings via cold callingHave a script, be adaptable, and practice!Tip: Move your body and find what works for youQUOTESKevin: "I've always tried to sort the data that way, meaning of my winnable conversations, I need you to win five to 10%. The best reps always got closer to 10%, but anyone converting less than 5% of winnables was someone that we needed to either coach up or get rid of."Kevin: "These two things that I highly recommend that are so critical to cold calling success is have a script. You have to go off a script. And the other thing is follow up."Kevin: "If you respect people's time, they'll respect your pitch later. So ask for permission and then get into it."You can find out more about Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/

This episode of the Live Better Seller Better Podcast features Mark Kosoglow, VP for Sales at Outreach. To sell effectively, sellers must be passionate about what they're selling but also understand the reason why their buyers are so passionate about buying too.Mark shares their discovery framework and how it is the job of the sales rep to create the hype and demand around their product. He explains the two ways to create demand, namely aspirational and pain selling, and how you can use these strategies to unsell clients on what they have and buy into yours.To close, understand that what buyers want, like lower prices, must come as a trade to what you want. The skill of negotiation uses "sales judo" by throwing questions and objections right back at clients. Nine times out of ten, clients end up answering their own questions.SHOW NOTESHIGHLIGHTSBe passionate and understand why people are passionate about buyingBuild reps' confidence by embracing risks and being supportive of managersCreate a discovery framework and create demandTo sell someone something new, unsell them on what they haveIdentify champions and sell to themClose effectively: Ask 'are you willing to buy?' and negotiate a tradeLive better advice: Leaders need to make a conscious decision to enjoy peopleQUOTESMark: "I think that the thing is you can understand how they buy, but the more important part is why they're passionate around buying it. So go figure that out. Get yourself pumped up. If you're not excited about what you sell, KD, get out."Mark: "We have a saying here, let your passion overcome your professionalism. You're so worried about selling smart, you're so worried about phrasing stuff the right way that you're not afraid to get a little ugly, a little dirty."Mark: "I should be able to do, in two meetings, get you so hyped up about what we're doing that you go create the budget, authority, need, and timing."Mark: "There's two ways to create demand, one is aspirational selling which means they want to go up to something that they aren't currently at, and the other one is pain selling, meaning they want to go from somewhere they are up to a different level." Mark: "Sales judo is a very subtle and awesome thing in that people forget you don't have to give the answer every time. They can give an answer to their own question, and they will, if you give them a chance."You can find out more about Mark in the links below:LinkedIn: https://www.linkedin.com/in/mkosoglow/Website: https://www.outreach.io/

This episode of the Live Better Seller Better Podcast features Alli Rizacos, imposter syndrome coach who teaches a different way of defining and tackling what imposter syndrome really is.Imposter syndrome can actually be the voice that tells you that you are spending your time on the wrong thing for the wrong purpose. It can actually be a wakeup call to push you to do what truly makes you feel you.Also, imposter syndrome has its roots in childhood and the need to impress our parents, with a specific mention of daddy issues as a universal phenomenon regardless of gender. In KD's case, it manifested as the need to be perfect in order to be loved.Gratitude journaling is an essential practice to combat imposter syndrome. Visualize who you want to be and how you want to show up, just like with professional athletes, and write it down. This is subconscious programming that lets you think about it in the morning and to create it for you in that moment. Remember, worry is a waste of imagination, and though it may go against our reptilian brains, we can use our capacity to visualize for greatness instead of worry, which is tied to survival instincts which no longer serve us today.SHOW NOTESHIGHLIGHTS03:29 Addressing the need for a coach and striking out on her own 09:11 Get over imposter syndrome: Take it as a sign of a different, larger purpose12:52 Growth and Community: Clarity of values informs on Alli's purpose17:10 When you feel like yourself, there is no imposter syndrome21:53 Alli's coaching: Getting to the root of the voice that judges you in your mind26:58 Overworking is a manifestation of imposter syndrome31:23 Gratitude journaling: Use your imagination not for worry but for greatness35:50 Honor your values, practice gratitude journaling, and find your tribe39:33 Connect with Alli and beat your imposter syndrome and flourishQUOTES10:07 Alli: "I was feeling major imposter syndrome, by the way, when I was the Head of Enablement because I had never had that kind of title before, I'd never really done these types of projects, and utilizing my skills and my resource to literally figure it out as I go."11:23 Alli: "Imposter syndrome sometimes is actually alerting you to the fact that you are actually an imposter because this job is not what you're meant to be doing. Like you have a larger purpose or a different purpose in this world to fulfill, and this is not it."22:12 Alli: "The negative self talk stuff... figuring out what is your specific judge? What does it tell you? What does it sound like? What does it look like? What does it feel like? And that judge-y voice shows up, it comes from your childhood."24:36 KD: "Mine was perfection. Very similar. In order to be loved, I thought I had to be perfect. I couldn't mess up. I had to be perfect to earn my father's love because if I could be perfect, didn't mess up, he will love me."32:04 Alli: "One of the practices that my clients create is gratitude journaling... I follow a five minute journal framework. And so, the second part of the five minute journal in the morning is like what are the three things that will make today great?" 39:00 Alli: "A sure fire way to live better is to be with people that inspire you. All the time. Because you are a product of those people. You're a product of the people you hang out with most. And so make them amazing badass people."You can find out more about Alli in the links below:LinkedIn: https://www.linkedin.com/in/allirizacos/Website: https://www.allirizacos.com/

This episode of the Live Better Seller Better Podcast features Andy Paul, speaker, host of the Revenue.io and Sales Enablement Podcasts, and author of multiple books including Amp Up Your Sales, Zero-Time Selling, and the upcoming book Sell Without Selling Out.Predictable revenue models are more than 20 years old. However, this product-focused, pitch-focused approach has been proven to not be effective. What it lacks is the skill of having genuine conversations with prospects. Andy suggests to instead invest in your people and instill human-oriented skills before teaching them to become sellers.There is also a radical shift coming in the near future where commissions are no longer the focus of sellers. With the idea of commissions removed, buyers have more trust knowing that sellers are speaking to them with a genuine desire to help. These conversations allow sellers to ask vision questions where they can paint a picture of a better life when buyers use their product. This radical change in approach applies all the way up management too, as teaching human-centric skills like empathy cascades down to sales teams, resulting in more wins for everybody. SHOW NOTESHIGHLIGHTS04:24 Lack of results caused a shift away from predictable revenue models13:11 Get rid of commissions: This motivation starts with managers 17:51 Sell effectively by helping buyers get what's most important to them19:43 Knowing vs understanding: Discovery occurs naturally in conversation24:44 Paint a picture of a better future for your buyers   27:14 Train your frontline managers so they can give the right tools to their teams32:05 Teach leaders that they only succeed when their people succeed 37:09 Build a mindset of helping others and be flexible with processes43:27 Live better by worrying less and compete with yourself, not others47:08 Connect with Andy Paul and preorder his upcoming bookQUOTES05:22 "I think that SaaS as a business, the overall win rate that companies have is relatively low. And when they try to bring that type of win rate into a more complex enterprise environment where there aren't as many prospects, you can't be as wasteful."12:22 "One of the ways you build trust is to be completely transparent in your motivations and then to live up to those motivations, you know, operate with integrity."16:17 "You can read study after study that says that the primary motivation for salespeople is not making money. It's the job satisfaction, job well done, the things that come with it. Pay people well for performance and I think you can do away with commissions." 24:51 "Another type of question I like to ask are what I call vision questions, which is to have the buyer walk you through what it would be like to actually be using the product. So it's not just what the impact is but... What would this mean on a daily basis?"42:35 "Less focus on sort of the detailed activity metrics and more about outcomes—but also holding people accountable for outcomes, but understanding also that everybody operates just a little bit differently."You can find out more about Andy and get his books in the links below:LinkedIn: https://www.linkedin.com/in/realandypaul/Website: https://www.andypaul.com/

Landing the right SDR role can literally change your life because it can and will open up so many doors! But you need to know what to look for and then more importantly how to get to the next level. Charlie Locke of SDR nation shares those tips with you today! https://www.linkedin.com/in/charlielocke/

We all say we want to make a million dollars, and that's what's great about sales is you CAN! But it does no good if you can't enjoy it. Brandon breaks down his path to getting into the 7 figure club all while doing LESS! https://www.linkedin.com/in/brandonfluharty/

When they tell you to zig, sometimes the best move is to Zag. Austin Belcak has been helping people land their dream jobs by helping them stand out, be memorable, and apply a process to the search. He took his own path along the way and shares how you can do the same. https://www.linkedin.com/in/abelcak/