This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. After confirming the problem that your buyer is facing today, now it's time to get down to the WHY. You need to understand the better future that you are trying to create. KD also dives into tactics to create the illusion of choice and unsell early. Not only does this make conversations flow better, steer them in favorable directions, and prime you to make your pitch, but unselling early plants useful seeds of doubt that the status quo is NOT working.HIGHLIGHT QUOTESStrategic use of down tones unsells early in the conversation - KD: "Stop confirming, especially in discovery, that they're doing the right things. Remove the good/great/awesome and replace it with oh/ah/wow/oh no/shoot/really/ooh. What you're doing, again, you're planting seeds of doubt into what they're doing right now. That is the key to discovery. A good downtone and a pause, it will pull all sorts of information out of people."  Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Kyle Norton, SVP of Sales at Owner.com. Today, Kyle talks not about career trajectory, but company choice. He invites salespeople to become proactive instead of reactive, to pursue companies that they've vetted and bet their efforts on.He gives advice on how to measure a company's capacity to grow and shares insights on when it's best to fold on an opportunity. He also shares some actionable tips on personalizing messages and not being afraid to reach out to decision-makers. HIGHLIGHT QUOTESFor the asymmetric risks of a startup, there have to be asymmetric upsides too - Kyle: "You need to look for an asymmetric upside. You're getting asymmetric risk, as we've all seen in this market. Lay-offs, a lot of companies are zombies at this point like there's a lot of not great stuff happening, and so there is more risk than being at a big established company... if you're going to take that risk and take that chaos and all that comes with startup land, you need to bet big."Be proactive and reach out to decision-makers for an interview - Kyle: "If you want a great job at a good company where you definitely can't get an interview just applying online, which is most of the time... but all of securing the interview is in the personalized outreach, the research, and having a really tight value prop." You can find out more about Kyle and cold call him to find out about available jobs in the links below:LinkedIn: https://www.linkedin.com/in/kylecnorton/Website: https://www.owner.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Once a prospect agrees that they have a problem that they would buy your product for, now we get to the status alignment question. This question establishes you as an authority in this space. KD also emphasizes that asking about a problem makes a prospect want to solve it, so ask follow-up impact questions such as why? tell me more, and what does it cause you?HIGHLIGHT QUOTESThe status alignment question establishes you as an authority - KD: "The status alignment question's when you go, and you ask something that only someone that understands the space would know. So that can be something like 'why do you think that is? Is it a call reluctance thing? Are they not empowered by RevOps? Is it taking too long to find the leads?' It's where you show that you know what posits the problems often."  Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Permission sets the stage and agenda for your sales discovery. It is a natural way to set the tone and relieves everyone of the pressure to rush to answers. KD also dives into how to set an upfront agreement the right way, piquing curiosity, and getting to your bucket question that gets the buyer to agree that there is a problem right out of the gate.HIGHLIGHT QUOTESThe steps of a bucket question to get to the problem immediately - KD: "I talk to blank all day long and they all seem to be struggling with X, Y, or Z. Does that sound like your world, or do you got that already figured out? You've got that perfect? You're already swimming in the pipeline? You're already booking all the appointments you possibly can? This is your framework for a bucket question." Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Deals are won and lost in the beginning during discovery. And to set it straight, discovery is NOT qualification. Qualification is done before discovery or throughout the presentation. It answers the question "can they?" while discovery answers the question "should they?"HIGHLIGHT QUOTESThe most important goal of discovery is to get the buyer to agree to a problem - KD: "Let's talk about the goal of discovery. What is the actual goal? First bullet point: to agree to a problem. If you forget everything I say right now, except for this, you could stop the presentation right now and go listen to all of your discovery calls and go how often am I getting them to agree they have a problem?"Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Gail Kasper, a two-time TEDx speaker and author of 2 books including Unstoppable and Selling Like a Cockatoo. She talks about how to become unstoppable and light that internal Ferociously Important Reason to Exist (FIRE) that allows us to push through challenges instead of folding.Gail takes a deep dive into finding your FIRE and gives actionable tips on how you can figure out yours. She connects it to sales and what sellers can do in their sales life to find a sense of purpose and find success because of the passion they feel for what they do.With her advice, sellers can chase their dreams and goals instead of putting them on the shelf and letting others go after them instead. She emphasizes the need for FAMILY (Friends, Associates, Mentors, Instructors, Loved Ones, You) and how to ask for help that jolts you into action.HIGHLIGHT QUOTESYour FIRE defined - Gail: "It is your Ferociously Important Reason to Exist. That thing that you have to do because the result of failing is worse than if you went after it and it just didn't go your way. So not doing is worse than that. You'd rather fail."Take the action steps to find your FIRE - Gail: "The way to find your FIRE is to explore. It's to take classes. It's to look at what you're good at, what you enjoy doing, and then to follow through on other courses and programs and network and meet people and find if is there a place from the ground up where I can kind of get my foot in the door somewhere. But it's uncovering what's the FIRE? What's so important, so passionate to you that you'd rather risk and fail than not do it? That's what real FIRE is." You can find out more about Gail in the links below:LinkedIn: https://www.linkedin.com/in/gailkasper/Website: https://gailkasper.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Daisy Chung, Director of Sales at Orum. She talks about her unique journey from being an individual contributor (IC) to a manager and back to an IC and back to management.She talks about the decision-making process behind these choices and offers advice to others who may be facing a similar decision. Daisy reflects on her first experience managing a team of salespeople and notes that she quickly learned that being a good manager requires completely different skills than being a good salesperson.Daisy discusses the biggest lessons she learned about managing people, including learning how to strike the balance and delineate friendship from professional roles, hiring hard and fast but maintaining diversity, and how to have tough conversations because you are looking out for everyone’s best interests.HIGHLIGHT QUOTESManagement is much more than just teaching others what worked for you - Daisy: "All because you're really good at your individual role doesn't mean you're really good at being a manager. Or it could be that, but it's a completely different role. I think a lot of times you think, oh, I know how to do this role, I'm going to be a great manager, I'm just going to teach them exactly what I did and everyone's going to crush it.""No. That was my first mistake. It's a completely different role. You have to learn how to work with people, how to understand different strengths and skill sets, and know that all because you did it well, does not mean they can just mimic what you did and they're going to do it well as well."If you’re considering management roles, talk to other managers first - Daisy: "Talk to other managers in other departments because when you're in a management role, you have lot more similarities to the HR people manager role, to the client of success role, to the engineering manager than you think. You think that you can relate to everyone in sales, but really, your skillset in that management role is going to relate a lot more to other people other managers, and how to hire correctly, how to train correctly, how to fire when you have to, all those things it takes to be a good manager. How to motivate, how to inspire." You can find out more about Daisy in the links below:LinkedIn: https://www.linkedin.com/in/daisychung13/YouTube: https://www.youtube.com/@DaisyChungLive Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares how sellers should lean back to suss out a prospect's willingness to change on a cold call. Today, Belal gives a real-world example of how to give the sizzle without the steak.HIGHLIGHT QUOTESEntice with the sizzle without the steak - Belal: "You give them that sizzle before the steak, you give them that enticement. You address the problem, they embrace it, and they tell you, yes, I'm having that problem. Yes, I'm trying to work on... that, we have not been able to solve that problem. And then, they're going to start asking you out of just curiosity, well how do you address it?" Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.comOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares why sellers can avoid no decision by trading their cleverness for bewilderment. Instead of rushing in flashing your solution, take a step back to find out more about the problem and really understand the deeper why behind the issue.HIGHLIGHT QUOTESThe poet Rumi suggests trading cleverness for bewilderment - Belal: "Trade your cleverness for bewilderment. Somebody tells you, yeah, I've got that problem. Really? How are you addressing it, right? Oh, we've got something for that. Oh, you do? Well, what are you using to solve it? Just have some curiosity. Give the person a chance to explain further what's going [on]. Tell me more." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he digs into why sellers need to focus on creating messaging that is compelling and provocative, and that invokes the limbic brain in order to be successful. He also suggests that salespeople should think about who the hero of the story is, and make sure that it is the customer or prospect, rather than the salesperson.HIGHLIGHT QUOTESThe prospect is the hero of the story, not you - Belal: "People don't want unsolicited help. We're not interested in that. It's a turn off for us. So you look at your sales copy, you look at your messages, your emails, your demo, your disco questions. Who is it about? Who is the center of the sentence? Is it your buyer? Or is it you?" Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com