Video Prospecting: How Long Should The Video Be? with Morgan Ingram

Become a Sales Ninja with Marcus Chan: Guest: Marcus Chan LI: https://www.linkedin.com/in/marcuschanmba/ Topic: Selling ‘masterclass’ How to close more deals Quick Intro: I’m pumped to have a fellow LI Top Sales Voice with me today, Marcus Chan. Not only is that award 100% deserved, he also has one of the most eyecatching and clever LI taglines - from speedos to 6 figure contracts. Why I’m so excited to have him on today tho is because Marcus understands PEOPLE. He understands psychology, mindset, behavior modification, and influence. To the level where not only has HE seen massive success, but now he coaches sales reps to help them sometimes double or triple their income by following his prove process. He’s here’ to share that process with us today. by Live Better. Sell Better.

45 min listen

The Anti MicroManager with Kyle Coleman: Guest: Kyle Coleman LI: https://www.linkedin.com/in/kyletcoleman/ Topic: Kyle Coleman - The Anti MicroManager - How backing down can LIFT results up! Quick Intro: Kyle Coleman has really ‘burst’ onto the scene over the past year or so as he has been building the growth engine at Clari, but burst isn’t the right term. He has been slowly building, evolving, adapting and growing to where he is now. From Finacial Planning, Poker, Government, to SDR to Director to now VP, Kyle has taken his own growth seriously which has led to him also helping grow his team and 1000s over LI. His approach to management and rep empowerment caught my attention and gets me super fired up to have him on the show. SDR to VP of Growth. Here. We. Go! Short and Sweet/Set the stage What’s the difference between micromanagement and accountability? Core Questions What are the non-negotiables for your team? Where do you provide/allow flexibility Self Management Plans -W by Live Better. Sell Better.

50 min listen

From SnaaS to Saas with Sean Gentry: Guest: Sean Gentry LI: https://www.linkedin.com/in/sean-gentry-24672466/ Topic: Sean Gentry - From SnaaS to SaaS - How to go from rep to world class manager across different industries Quick Intro: Sean Gentry was already good, but he wanted to be great. That was his mindset when he started working for me at SnackNation. Yep! I'm brining a former manager of mine onto the show! Sean has done an amazing job of not only developing himself, but also taking teams and turning them into world class sellers. From SnaaS (Snacks as a Service) to SaaS, Sean has shown that people experience is so much more important that industry experience, and is crushing it today because of it! Short and Sweet/Set the stage Why did you want to be a manager vs a rep? Core Questions Where do most new managers go wrong/mistakes you made? How did you become a manager as fast as you did? What are the key learnings when you made the lean into management How do you structu by Live Better. Sell Better.

47 min listen

Mindset Is Everything with Tom Short: Guest: Tom Short LI: https://www.linkedin.com/in/mindsetiseverything/ Topic: Mindset is Everything - How to build an unbreakable mind to exceed your goals and quota. Quick Intro: Why Tom - His linkedin Linked literally is ‘Mindset is Everything’ He put that even before his name. Tom is a psychology nerd just like me, and is obsessive over finding the path to ultimate human performance, and he knows that the mind is everything. He also has experience working with D1 and professional athletes so he knows what type of mindsets the best have, and he is here to share it with us today! Key Questions The difference in the mindset of the top 1% How to develop a strong mindset How to recover from rejection quickly Mental routines to prep for the day and your next call This one is amazing! 2 pages of notes later and we still aren't done, going to need to do a follow up! by Live Better. Sell Better.

49 min listen

N.E.A.T Selling with Richard Harris: Guest: Richard Harris LI: https://www.linkedin.com/in/rharris415 (https://www.linkedin.com/in/rharris415) Topic: N.E.A.T Selling - how many sellers over-complicate their methodology and learn how to ask the right questions that lead to a higher close rate. Quick Intro: Why Richard? Having a closing problem? Richard is the guy they call in to audit, fix it and build it for repeatable results. He has been leading and now coaching sales teams for well over a decade. What he gets better than most is that it is the questions to ask that drive the sale, and teaches teams how to earn the right to ask questions. His N.E.A.T Selling Process has been shown to increase close rates significantly and he is here to share it with us today! Key Questions What does N.E.A.T Stand for How to establish/create need How to earn the right to ask questions What types of questions actually drive the sale forward Plus so much more! https://www.patreon.com/posts/38178606/ (P by Live Better. Sell Better.

57 min listen

Prospecting Dominance with Morgan J Ingram!: Guest: Morgan Ingram LI: https://www.linkedin.com/in/morganjingram/ (https://www.linkedin.com/in/morganjingram/) Topic: Dominating prospecting in a crowded world - from someone who actually did it, does it and teaches it! Quick Intro: Why Morgan - When it comes to prospecting, you have heard the name Morgan J Ingram for years. He started documenting his journey from SDR to Manager to now one of the top sought after prospecting coaches in the country! If you are looking to learn how to set more meetings, this is the guy you want to listen to. Let’s Dive. In! Key Questions How to break through in a noisy world. Cold Calling Scripting and Breakdown Step by Step Morgan's Favorite Cadence Video Scripting Why he makes less cold calls now! You'll be shocked to hear his stance on cold calling, even I didn't see this one coming! https://www.patreon.com/posts/38035816 (Private Patreon 2 Page Show Summary with All Questions and Answers. ) by Live Better. Sell Better.

53 min listen

The Realest Sales Trainer in the Game with John Barrows: Guest: John Barrows LI: https://www.linkedin.com/in/johnbarrows/ Topic: The Realest Salesman in the Game - How to keep it real to sell more. Quick Intro: I’m pumped to have a good friend of my on the show today. I’ve dubbed him one the ‘realest’ salesman in the game. From the 1st day we actually met, we clicked, and it’s because of how much we value our profession, value our salespeople, and value authenticity and realness. John Barrows in one of the top sales trainers in the game. Working with the big boys, but also creating courses and content for the individual contributor.The way he teaches sales is no fluff, no BS, no ‘it works in a book, but not real life’ he teaches what works NOW! So Pumped to have him on the show! Short and Sweet/Set the stage Why is being real so important in sales. Core Questions How can a rep make a script their own? Thoughts on scripts? The 1st 10 seconds of a cold call, what do you have by Live Better. Sell Better.

54 min listen

Bringing the heart and soul back to sales and marketing with Scott Barker: Guest: Scott Barker LI: https://www.linkedin.com/in/ssbarker/ Topic: Marketing and Selling with Soul Quick Intro: I’m pumped to have a good friend of mine on the show today, a marketing and community savant may say. Scott Barker. Why I’m so pumped is because Scott has a very unique way of approaching sales, marketing, and life. He was a crucial part of Sales Hacker being acquired by Outreach, and now has helped Outreach be far and away the top marketed Sales Engagement platform out there. But in addition to that, he also runs Sales Hacker, the absolute best content source for sales reps and leaders to go and learn on a daily basis. Scott and I have had many good conversations about life, sales, and the future, and we’re going to dive into today! Short and Sweet/Set the stage Why have sales and marketing seem to have lost their soul? It all just feels/looks the same Core Questions What should more teams by Live Better. Sell Better.

46 min listen

World Class Cadences and Copy with Patrica McLaren: Guest: Patricia McLaren LI: https://www.linkedin.com/in/patriciamclaren/ (https://www.linkedin.com/in/patriciamclaren/) Topic: Cadences and Copywriting - How to leverage both to skyrocket your sales success. Quick Intro: Why Patrica - Queen of Cadences - Patrica and the Revshoppe team are where the big boys (Outreach and Salesloft) send their customers when they want to make sure they get set up the right way and are seeing results. I used to write EVERY SINGLE CADENCE my team used until I met Patricia. She is the only company that I would entrust my cadences too, and it has resulted in millions of dollars in pipeline and sales. So pay attention, take notes, and let’s rock. Key Questions How to build a cadence Number of touches Types of cadences you MUST have Top Mistakes she sees How to write great emails. Plus so, much, more! by Live Better. Sell Better.

50 min listen

Let's get Provocative with Belal Batrawy: Guest: Belal Batrawy LI: https://www.linkedin.com/in/belbatrawy/ Topic: No Fluff Sales Advice - Provocative Messaging. Quick Intro: Why Belal - Belal is an up and comer in the game, with already 7 startups under his belts. Some good and some bad, which is also why he is able to give such great advice. He’s not a 1 trick 1 industry pony, he has sold and led across multiple industries, different products, leaders, and teams. It’s that sort of range/breadth that I believe allows him to give such great sales advice and develop messaging across industries. You know how i feel about fluff, and Belal feels the same way, Death. To. Fluff. Let’s go! Short and Sweet/Set the stage What is ‘Provocative Messaging’ and why does it matter? Core Questions How do you break through the noise today? Provocative Messaging in Emails Provocative Messaging in Calls Provocative Messaging in Demos Psychology - How can we leverage psychology in the sales process. by Live Better. Sell Better.

57 min listen

The Mythical Full Cycle AE with Alexine Mudwar: Guest: Alexine Mudawar ‘Moodwar’ LI: https://www.linkedin.com/in/alexine-mudawar/ Topic: Full Cycle AE -- Eating what you hunt. Quick Intro: KD will clean up -- From Door to Door, to SaaS. LI Top Voice, Pres Club Award winner. Top 100 LI Sales Star, and a literal ninja, Alexine is here to teach us her ways of being a full cycle AE. Teaching and coaching on the side, teaching and mentoring those coming up in the game. Also gives back, Re:work Aeirspireship. Short and Sweet/Set the stage Why should all AE’s prospects? Core Questions How do you manage your time to get it all done? How do you stay balanced? What’s the difference between a self-created meeting and one that is handed off to you from an SDR/Marketing Triple Threat Prospecting? Marital Arts and Sales - What are the carry overs? What sort of activity do you put in on a daily basis? Cold Calling - Yay or Nay? Favorite Prospecting Channel and Why? by Live Better. Sell Better.

48 min listen

Storytelling and Story Selling with Mike Ganino: Guest: Mike Ganino LI: https://www.linkedin.com/in/mikeganino (https://www.linkedin.com/in/mikeganino) Topic: Storytelling and Story Selling - Using the science of stories to book more meetings and close more deals! Quick Intro: Why Mike - when it comes to storytelling this guy wrote the book on it. Literally. Me is one of the most sought after story and culture coaches in the country. Not only does he have a very reachable and learnable process, but also proven results! PLUS this man brings the energy and heat every time. I hope you’re ready for some epic stories. Let’s rock! Key Questions Frame work for a great story How to get good at stories fast! The key types of stories every sales person needs Why stories make buying easier! https://www.patreon.com/posts/38199912/ (Private Patreon Group 2 Page Summary) by Live Better. Sell Better.

44 min listen

A candid conversation with Collin Cadmus: This episode is dfferent from the rest because the premise is truly just 2 sales leaders talking through struggles and ideas. No preset question. No agendas. Just a honest, raw and candid conversation. We covered growth, hiring, firing, expectations, scaling and so much more! by Live Better. Sell Better.

51 min listen

Social Selling Mastery with Daniel Disney: Guest: Daniel Disney LI: https://www.linkedin.com/in/danieldisney/ (https://www.linkedin.com/in/danieldisney/) Topic: Social selling done right. Plus how to not be a boring robot and actually use humor in sales! Quick Intro: Why Dan - He quite literally wrote the book on social selling! I can’t think of anyone that has been more proactive, but also more adaptive when it comes to social selling. Not only has he sold $1Ms via social selling, but he also created the largest sales person group on the planet - Daily Sales. So who better to talk social selling and humor than DD. Key Questions What actually is social selling? How to build the right profile How to improve your LI connection rate. How to approach social selling in a new market Common mistakes he sees in social selling. Plus so much more! https://www.patreon.com/posts/37960318 (Private Patreon 2 Page Show Summary) by Live Better. Sell Better.

46 min listen

The Master of Motivation - Emmy Johnson: Guest: Emmy Johnson LI: https://www.linkedin.com/in/emmyschaaf/ Topic: Emmy Johnson - The master of motivation - How to get the most out of your sales development reps. Quick Intro: 5 years at ZeroFox Senior Director of Global Sales Dev and also long time menor for Girls Club Led international teams and managers. Scaled from scratch, creates some of the most bad ass cultures in the game. Bringing the house down presenting at conferences, she is quite literally wonder woman in my eyes, a hell of a leader, and good friend. Also kids, grab your ear muffs because Emmy swears just as much as I do, but it’s gonna be worth it. Short and Sweet/Set the stage How do you get the most out of your team? Core Questions Push vs Pull - How do you figure out when to push people harder or when to pull back? What are some of your favorite development processes? Motivation - Can you actually motivate people to do more? What are some of your favorite motiv by Live Better. Sell Better.

48 min listen

How to fail your way to success with Dale Zwizinski: Fail fast. Fail hard. Move fast and break things. There are all sorts of phrases around the good and bad of failure, but very little on how to learn from it and keep moving forward. Dale Zwiizinski breaks it down for us today! by Live Better. Sell Better.

37 min listen

Go Big or Go Home with Sam Mckenna: Guest: Sam McKenna LI: https://www.linkedin.com/in/samsalesli/ Topic: Go Big or Go Home - Enterprise Selling with SamSales! Quick Intro: She’s been selling since the 6 grade… and has made quite a name for herself in the process. She is top 50 sales leaders by sales hacker, one of the most read sales contributors on LI, Top 50 Women in sales, she knows her stuff. But what impresses me more than just how good she is at what she does, it’s how she’s able to help OTHERS accomplish success as well. As the founder of Sam Sales Consulting and Advisor to many SaaS start-ups, she takes that knowledge and shares it with the world. Sam knows how to go big, and I can’t wait to learn from her. Here. We. Go Short and Sweet/Set the stage Let’s talk what ‘enterprise’ sales means to you? Core Questions What are some of the most common mistakes you see reps/teams making as they work these large deals. Enterprise Prospecting - What advice to you give reps on h by Live Better. Sell Better.

45 min listen

The SDR Defender with Nikky Ivey: Guest: Nikki Ivey LI: https://www.linkedin.com/in/nikki-ivey/ Topic: The SDR Defender Quick Intro: Ya’ll. Aint. Ready. I’m calling it right now, even if you think you are, you aren’t, because today we are sticking up for the little guy and gal. For the SDRs across the nation, I myself being a former SDR will always have a special place in my heart for it, but The Miss Nikki Ivey takes it to a whole new level. She is the founder of SDR Defenders, on the board of Sales 4 the Culture, a LinkedIN top 100 Sales star, SalesForce Influencer, a high-performing saleswoman in her own right, and a consultant to SDRs across the country! She has done the SDR game, the AE game, back to the SDR leadership game because she knows it truly is POE pipeline over everything, but also knows the other POE which is people over everything. We are going to dive deep into all things Sales Development, Nikki Ivey, Welcome to the show! Short and Sweet/Set the stage Why do SD by Live Better. Sell Better.

49 min listen

Stress, Mental Health, and Sales with Jeff Risely of Sales Health Alliance: Guest: Jeff Riseley LI: https://www.linkedin.com/in/jeffriseley/ Topic: Sales Mental Health - How mindset can and does drive your sales results. Quick Intro: Why Jeff - He has committed his career to trying to bring sales mental health, or actually the lack there of too the forefront. He started a community/company called The Sales Health Alliance. Without effective strategies to manage burnout and protect mental health – downward spirals of high anxiety or depression are frequent. They make it hard for salespeople to show-up and sell – let alone get out of bed. He is committed to the person in sales person like I am, and we’re going to dive in! Some Key Questions Why do so many salespeople struggle with mental health. Why do dont more salespeople and leaders talk about it? What is the impact of all this? How widespread is the problem? What are things that reps can do themselves to start taking better ca by Live Better. Sell Better.

42 min listen

Brand Building Masterclass with Justin Welsh: Guest: https://www.linkedin.com/in/justinwelsh/ (Justin Welsh) Topic: Brand Building 101-301 - A master’s degree in branding in 1 year. Quick Intro: Good friend, former colleague, and author of the https://gumroad.com/theofficialjustin (LinkedIn Play book ) Why Justin? - In the messy and crowded world of everyone saying ‘build a brand’ No one, and I mean no one, was more systematic, intentional, and scientific about it than JW. He went from barely posting it at all, and 6k followers to over 40k followers in just 12 months. If you want to learn how to brand and do it right, Justin Welsh is the guy to learn from, so here. We. go. Key Questions Weekly Framework for success How to write great posts Why people will pay attention to you 3 Key things to really stand out How Justin went from 4k to 45k in a year! Inside Sales Excellence Patreon Group Exclusive - https://www.patreon.com/posts/37794666 (Show 2 Page Summary) by Live Better. Sell Better.

39 min listen

Teach the Basics: Onboarding Sets Sales Teams for Success with Hana Elliot: This episode of the Live Better Seller Better Podcast features Hana Elliot, Vice President of Revenue at Vendition. The cost of half-baked onboarding is reflected in lost potential revenue. Leaders must then realize that spending time to teach SDRs the fundamentals is more than just another box to tick. Rather, it is a commitment. Hana shares their best practices that have helped thousands of sales professionals sell better. Onboarding imparts your culture but it should also include some professionalism basics as a good number of SDRs are actually fresh out of college. HIGHLIGHTS Companies need to commit time to onboard properly Coach remotely with a buddy system for new SDRs Onboarding program: Teach the basics and use metrics The balance between educating, building confidence, and ramping quota Remember that SDRs are human too QUOTES Hana: "I think it's a worthwhile exercise to look at the pipeline or by Live Better. Sell Better.

36 min listen

The Secret to TRUE Sales Leadership with Rob Jeppsen: Guest: Rob Jeppsen LI: https://www.linkedin.com/in/robjeppsen/ Topic: Secrets of the Top 1% - How the best become the best and make their teams the best Quick Intro: Why Rob - Rob Jeppsen might be the only person I know that cares about and talks about coaching sales people more than I do. Not only has he done it in real life, in the trenches, but so much so he actually built one of the best sales coaching SaaS products, xyvoant, on the planet. But what also makes this fun is for the past 2 years he as been interviewing the best of the best in the game for HIS podcast, the sales leadership podcast, so today I get to squeeze out as much juice as I possibly can on what he has learned from the best of the best. by Live Better. Sell Better.

56 min listen

Rising the Ranks with Dan Wardel: Not many sales people or leaders stay at a company for 7+ years AND get to use the product that they sell. Dan Wardell breaks the mold and also breaks down how to keep rising the ranks, leverage video, and learn as you go! by Live Better. Sell Better.

43 min listen

The Sales Rebellion with Dale Dupree: Guest: Dale Dupree LI: https://www.linkedin.com/in/copierwarrior/ Topic: The Sales Rebellion - How to break free from the ‘old’ was of selling and get new school results! Quick Intro: Why Dale: Dale was brand-building before brand building was cool. Dale was rebelling against the old school, outdated, shady sales tactics in an ‘old’ industry, before it was the hip thing to do. Dale started keeping it real before Gary Vee was telling everyone to be authentic. Dale has been a rebel in this sales game for a long time now which has led him to AMAZING results and success. Not just income, but also in influence. He is here to teach us his rebel ways… LET’S GO! Short and Sweet/Set the stage What does it mean to be a ‘Sales Rebel’ Core Questions How can someone become a sales rebel? What are some of the most common mistakes you see people making in the sales world? Interruption Marketing - Let’s dive into this. What is it and how do you do it? Sto by Live Better. Sell Better.

48 min listen

Making Mutual Action Plans Sexy with Mark Fershteyn: Guest: Mark Fershteyn LI: https://www.linkedin.com/in/markfer/ Quick Intro: Why Mark - When people hear ‘mutual action plans’ most people start to zone out, but not Mark. After being frustrated with losing countless deals in the finish line, he understood the value so much that he straight up decided to start a company DEDICATED to it because it has that big of an impact. He realized that at the end of the day, sales is project management. But sales reps don’t have the training or tools to successfully manage projects. So he set out to create the simplest way for reps and buyers to collaborate together to ensure no more deals fall through the cracks. Short and Sweet/Set the stage What the hell is a Mutual Action Plan? Core Questions Why do they matter? Why do they help close deals faster. Where do alot of people go wrong/common mistakes with MAP How do you build one the right way? When should you have one? How do you by Live Better. Sell Better.

40 min listen

Why Range beats Specialization with Dejuan Brown: Guest: Dejuan Brown LI: https://www.linkedin.com/in/dejuanbrown/ Topic: Building Sales RANGE Quick Intro: I’m a firm believer that the sales industry has OVER specialized, we have put people into buckets to try and make them really good at one thing, but it is actually hurting overall results. That’s why I’m so excited to have Dejuan Brown on the show today because he has what the call RANGE. SMB sales, Enterprise Sales, Leadership and Enablement. Scaling and working with the big boys. Mentor or Freelance consultant. This dude has dabbled in it all, which is why I think it gives him such a unique perspective approach to sales, scaling and coaching. I hope you’re ready to get your range on, here we go! Short and Sweet/Set the stage Why is having range so important? Core Questions In order to develop range you have to learn quickly, how do you learn quickly? Coaching - Everyone talks about it, few do it. How should people be coaching. by Live Better. Sell Better.

39 min listen

Vulnerability is your secret strength with Kristen Twinning: Be vulnerable they say, be your self they preach... but how!? How do you do it in a way that build trust instead of hurts it, builds confidence with your team instead of losing it? Kristen breaks all that down and more today! by Live Better. Sell Better.

35 min listen

Sales is easy... PEOPLE are complex with Mike Lever: Guest: Mike Lever LI:https://www.linkedin.com/in/mikelever1/ Topic: Selling is Easy. PEOPLE are complex Quick Intro: Today we are talking about the HARDEST part of sales and sales leadership. PEOPLE. With all the focus on products, tools, personas, b2b, b2c etc the sales industry has lost sight of the underlying commonality which is people. People sell. People buy. That’s why I’m so excited to have Mike Lever on the show today. Mike is an EXPERT when it comes to human behavior, insights, and most importantly how to change ours and our prospect’s behavior for the better. A national speaker on buyer behavior, creator of the ABCD and 3TW Method. We’re going deep on psychology today ya’ll, let’s get it! Short and Sweet/Set the stage ABCD Behavior Model - What is it and why does it matter? Core Questions What are some of the human elements salespeople need to lean into more Psychology - How can sales rep leverage to get by Live Better. Sell Better.

51 min listen

Executive Hiring and Firing with THE Amy Volas: Guest: Amy Volas LI: https://www.linkedin.com/in/amyvolas/ Topic: Executive Hiring and Getting Hired Quick Intro: We’ve got Mrs Thursdaynight sales herself Amy Volas. A LinkedIn top sales voice. A sales hacker most dynamic woman in sales. A $100M+ closer who knows how to close big deals with the best of them. But most importantly just an amazing, genuine, humble and helpful person. I have turned to Amy a couple times over the past year or so when I need a good talking to, and she has always delivered. Amy is one of the best sales leadership placement, in the country. She helps start-ups hire the RIGHT VP for the Right stage they are in. but ALSO helps VPS’s land the roles that are best for THEM. We are going to talk hiring, firing, and more today, let’s go! Short and Sweet/Set the stage Where do YOU think the blame falls for this 18 month turn over Core Questions Why founders SHOULDN’T be responsible for the VP Hire Where do compan by Live Better. Sell Better.

49 min listen

From the NFL to SDR to Sales Leader with Ernest Owusu: Guest: Ernest Owusu LI: https://www.linkedin.com/in/ernestowusu/ Topic: From the NFL to SDRs Quick Intro: Co-Founder of sales of the culture. Leveraging my experience as an NFL athlete turned Sales Development leader, I do three things: 1. Teach sellers potent prospecting tactics that generate meetings (email, phone, social, video etc.) 2. Educate sales/marketing leaders on the specific areas of focus for leading sales development orgs. 3. Advise executives on what they must do to build and scale a world-class sales development team. ? Recognized as a ????? ?????? ??? ?????? ??? ?? ???? ?? ???? as well as a ????? ??????? ?????? ?? ????, please feel free to connect with me and ask any questions! Short and Sweet/Set the stage What could SDRs learn from NFL Athletes Core Questions What could SDR leaders learn from NFL Coaches and Staff How do you create a ‘professional’ culture Sales Contracts - I’ve always loved this idea, what do by Live Better. Sell Better.

37 min listen

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Video Prospecting: How Long Should The Video Be? with Morgan Ingram

Video Prospecting: How Long Should The Video Be? with Morgan Ingram

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