In this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, who discusses his Mic Drop Method for cold calling. It is a 4-step process: Permission, Problem, Provoke, and Promise. By framing your question thoughtfully, you make yourself to be part of the ingroup even though you are from the outside looking in.HIGHLIGHT QUOTESThe inverse outgroup explained - Belal: "This idea of inverse outgroup. If you're in, you know what the problem is. If you're in, you know what's up. If you're out, you're just talking about yourself and not really understanding what's going on in my world. When you can frame a problem and then ask me a thought-provoking question around that problem, you show me you're here, not here instantly." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Sell Better Podcast features Leslie Greenwood, Founder, and CEO of Chief Evangelist Consulting. The future of sales is customer-led, evangelist-led, and community-led.Leslie shares her insights on how salespeople can best serve their customers and grow their businesses through evangelism, a grassroots way of taking care of customers and building a community that organically speaks about your product without being told to do so.Leslie emphasizes how important it is for companies to create a connection with their customers beyond just the product. People want to feel like they are part of something, and if a company can create that feeling, they will be much more successful.HIGHLIGHT QUOTESBuild your community by establishing your values first - Leslie: "This is an investment and it's a long-term investment. So some of the things, like I talked earlier, it's what are the values of the company, values of the community, what will be your competitive advantage over other communities? How are you going to differentiate yourself? Then what challenges do your community members have that you're going to be able to solve?"Research your community and prepare a 30-day content calendar - Leslie: "You definitely have to have a content calendar. You should have, at least, 30 days of content before you start. If you've done your research, you already know what they want to talk about, what their pains are, what they think the value is of the community. You just take that and you put a content calendar out."  You can find out more about Leslie and join her course in the links below:LinkedIn: https://www.linkedin.com/in/leslie-greenwood/Website: https://thechiefevangelist.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 Seller Better Podcast features Kevin "KG" Gaither, Founder of Inside Sales Expert. It is more relevant than ever to discuss the importance of leading through tough times and making decisions when the market is uncertain. It is easy to be negative and critical of CEOs for the decisions they have to make during uncertain times, but it is equally important to remember how difficult making those decisions are. For high-performing sales organizations, they need to focus more on pipeline generation, sales process adherence, and then sales morale.When communicating changes like necessary layoffs, leaders should be clear and concise about why the change is necessary and what the expectations are for the sales team. KG also emphasizes how being a caring leader helps sales teams succeed. Be transparent with team members about quotas and goals, and provide support to help them reach these goals at all times.HIGHLIGHT QUOTESThe highest priority of a sales organization is pipeline generation - KG: "High-performing sales organizations and companies, they focus more on pipeline generation and sales process adherence, and third or fourth along, they focus on sales morale. They focus on sales morale.Communicate with the team that’s left about these 3 compasses - KG: "Autonomy, mastery, purpose. When you can think about your leadership during tough times and how you're instilling autonomy, mastery, and purpose, those are good compasses to lead through tough times with those that are remaining on your team." You can find out more about KG in the links below:LinkedIn: https://www.linkedin.com/in/kevingaither/Twitter: https://twitter.com/kevinsgaitherLive 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, who digs into what Prospect Theory is and how people are motivated more by the fear of loss rather than the prospect of gain. Emotional messaging shows buyers the cost of inaction and how they can be embarrassed or fall behind by not trying something new.HIGHLIGHT QUOTESProspect Theory explains emotional messaging  - Belal: "The fear of loss is 2 times more compelling than the pleasure of gain. Most of us are lining up knowing that we're not going to win, but we're still going to give it a hundred percent. Why? Because we don't want to lose. We don't want to fall down. We don't want to look stupid. We don't want our name posted dead last." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.comRocket Reach | rocketreach.coOrum | orum.comClari | clari.com

This episode of the Live Better Seller Better Podcast features Alli Rizacos, Founder and Imposter Syndrome Coach at Alli Rizacos Coaching Inc. Humans are distinct from animals because of our prefrontal cortex, the part of the brain that gives us the ability to reason and see the logic.To thrive and not just survive, we humans need to be able to express our feelings and feel safe doing so to be true to our authentic selves. Survival mode is an operating system that is hardwired into our animalistic brains. The reason so many people get stuck here is because of unmet emotional needs. Thriving means rewiring our brains to recognize when we make judgments on ourselves and others that are reinforcements of childhood beliefs. Catching these judgment calls as they happen takes time and intention, but what this offers is a brand new path and way of thinking and moving forward.HIGHLIGHT QUOTESWe are taught that feeling our feelings and being vulnerable is not safe - Alli: "As a child, then, as we grow into adults, we keep those beliefs about ourselves, that I need to suppress my feelings and I need to do what mommy and daddy say in order to get love and acceptance, which is what we all need in this world to be here... so we then become a version of ourselves that isn't truly us because we've been taught to suppress."Realize that emotions can be felt and expressed safely - Alli: "That is the definition of thriving, to be able to feel what you're feeling safely and be able to able to express it safely... express my anger in a healthy way and have the person I'm expressing it to listen and mirror back to me and hear me because, as children, we felt unheard." You can find out more about Alli in the link below:LinkedIn: https://www.linkedin.com/in/allirizacos/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 Seller Better Podcast features Jill Bruno, Sales Development Manager at RocketReach.co, as well as a mentor at #GirlsClub and founding member of Tenbound.  In order to motivate, you need to be intentional with your words and actions. Listen intently to understand your team's motivations and get an understanding of their life outside of work. A change in mind is what changes behavior, so your goal should be to motivate a mindset change to see behavior change.Sales leaders can build trust by being authentically themselves and sharing their own strengths, weaknesses, and vulnerabilities. Jill also gives tips for women in sales leadership roles to thrive in their careers and avoid fear-based decisions that hold them back.HIGHLIGHT QUOTESMotivation starts with intentional words and actions to learn more - Jill: "You have to be so intentional with the individual that you're speaking with. So when you are motivating, you have to know, first off, what are they motivated by. What's going on in their outside life that your reps are willing to disclose? Not saying we need to know every detail but, if there's something impacting them at work based on things outside of work, okay, that could be a lever for motivation."Change what’s in your control to help motivate others - Jill: "This is my whole other mantra. What can you can control and what is out of your control? But paying attention to words that your reps say, that's a choice. I could choose to sit and Slack people when I'm in a one-on-one, answer emails, be filling out a report, no. The choice has to be I'm making virtual eye contact with you in Zoom. You have me right now. That is a choice. And if you don't make it, why would you ever expect to get to know your reps." You can find out more about Jill in the links below:LinkedIn: https://www.linkedin.com/in/jill-bruno-47b81855/Email: jillian@rocketreach.coLive 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 recaps the best moments from our FIVE amazing guests for the month of November. Everything from finding a fit in terms of your value as a leader, when to utilize a paywall effectively, defining the stages of the buyer's journey, and the importance of diversity in leadership will be discussed in these episodes! HIGHLIGHTSBeth Jacobs, Chief Growth Officer at vChiefAmelia Taylor, Strategic Sales & Lead Evangelist at regie.aiBelal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddyKaty McFee, Founder and Principal of i2a Insights to Action Coaching and ConsultingChet Lovegren, Head of Sales Development at JellySmack and Portfolio Advisor at Hatchet Ventures Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | Rocketreach.coVidyard | vidyard.comChili Piper | chilipiper.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, to talk about the social paradigm between the buyer and the seller. He shares that the paradigm between these two sides is naturally of conflict and how you can overcome it as a seller. QUOTESOn finding a way to stand out  - Belal: "The problem is, when you talk to your buyers or your prospects and you pitch about yourself, you sound like everybody else. Every other cold email, every other cold call, and every other demo that they're going to get sounds exactly the same. And when you do that you fall back into the social paradigm of buyer vs seller, which we said is one of conflict."   Live Better. Sell Better. is sponsored by our proud partners:Rocket Reach | Rocketreach.coVidyard | vidyard.comChili Piper | chilipiper.com

This episode of the Live Better Seller Better Podcast features Anthony Natoli, Co-Founder of The Revenue Lab and Enterprise Account Executive at Lattice. The internal habits, mindsets, and beliefs that we have will always translate to our external results.Anthony shares valuable insight on what it took to change and develop his inner game to eventually find success through his words and actions. He also talks about how to approach improvement in mindset and gives a few techniques on producing pipeline as an account executive (AE). HIGHLIGHTSAwareness, acceptance, and courageChanges in work behavior that led to resultsTactics to use as an AE to produce pipelineCrafting a problem statement for your persona QUOTESRealize that you have to take steps to think and live a different way, says Anthony: "I viewed it as I had two choices, I could go down the path that I had been going down and get the same results or I can go down that uncomfortable route that I had always removed myself from and actually take that first step to making change."Anthony on what he started to do differently: "I wasn't showing up in that needy, insecure way. I was just comfortable with who I was and people feel that energy. They feel when someone's comfortable with who they are and they want to be surrounded by those types of people."It's better to find relevant information that ties to the problem that you solve, says Anthony: "I'm not trying to figure out where KD went to college or if he likes dogs or what sports team he likes. Because that doesn't relate to the problem that we solve and doesn't help the prospect connect the dots of why I'm reaching out." You can find out more about Anthony in the links below:LinkedIn: https://www.linkedin.com/in/anthony-natoli/Newsletter: https://anthonynatoli.me/ Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.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, to talk about the main things you'll need to get a prospect to become a buyer and, technically, they're not in your control as a seller! QUOTESOn the things that the buyer needs to show up with - Belal: "You do not make problems, they already exist for your buyer. You do not get to decide the impact, they have to decide. You can manipulate it, you can explain it, and you can formulate it but they need to be the ones to embrace it." Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com