Live Better Sell Better September Highlights

Every company has breakdowns in their revenue process. Sure thing. Deals slip into next quarter, competitors creep in and swipe deals away at the last minute. And deals getting single threaded that don't get to power. These are just a few examples of revenue leak, but there are a ton more and they're preventing your team from reaching their sales targets. That's why I'm such a big fan of Clary's revenue platform is the only tool that actually helps leaders take control of their revenue and thrive through any market conditions. Especially when things get tough. You can't afford to miss a single detail. But you also can't be leading by gut. Clary combines the science and the art of sales and sales leadership. So go to clary.com if you want to answer the most important question in your business. Are you going to meet beat or miss on revenue Foreign? What up everybody? Welcome to a special episode of Live Better Sell Better Podcast. This is your host Kevin Dorsey, AKA kd. And today we're actually having a recap. Let's be honest, not everyone's got time to go through every 45 minute episode. So we're bringing the best of the best into this episode. Only here, Live Better Sell A Better Podcast.

We all get tired. Like we're grinding. I get stuck almost every day. I get tired every day. I get unmotivated and uninspired because I'm exhausted every day of the week. But the way that you remember, you have to go all out no matter what, whatever it takes. Don't quit when you're tired. Quit when you're done. The way that I do that is I'm like, look at all these people that have won this seven figure club, this six figure club. All of my employees that have bought their house, that have went on their dream vacation, that were finally able to take their kids to Disney World for the first time, that bought their dream Aston Martin. Blake Nolan, you know, AJ got her penthouse. She just got her penthouse in Brickell, Miami. And she's living a high life like for our employees and for our users. Like those success stories from our customers and then the success stories from our users and our employees and from our books and from our thought leadership. So we have like 10 different channels that we have. We save all of these success stories and we share it every single day of the week with every single employee because it just helps you realize like we are on a mission to change the world, to help the world connect opportunity, to positively impact billions. We are serving at a greater level, higher than ourselves.

I say 3% of sales reps consistently do video prospecting. I think that. I think that's a fair number that I'm leaning towards. So that's number one. So the fact that I told you that is that because a lot of people aren't doing it, you should do it because it's going to help you break through the noise.

The mistake you can make at the beginning is you spend four hours or half of your day making 20 videos and you get zero responses because your script still isn't good. So it's just like, you know, working out. It's a muscle that gets stronger. You know, just like anything in sales, you. You need to practice and repeat to get good at it. So same with cold calling, Same with video. If you want to be good at it, just do a little bit every day until you gradually improve and feel confident. Now, it takes me 45 minutes to send five videos every day, and I try to be really consistent with that. So five a day, 45 minutes, and I usually get two responses. So when you've really kind of honed in on your message and you're not spending way too much time and you're. You're being efficient with it, it really pays off. So I would say if you're a sales manager, do not over commit sales reps to sending 20, 30 videos in their first week of video prospecting because it's gonna turn out to be a huge waste of time.

So, okay, I'm curious about this one because I think this even comes before the recognition, like, almost like a precursor to, like, what motivates you? How do we recognize you? Like, how do you get. How do you get people to, like, feel empowered? How do you empower people? And I think, like, I've been thinking about that a lot lately because I recently went through kind of a tough season just in my personal life where I was just feeling like, so, like, down about myself, disorganized, like I wasn't capable of anything. There's a lot of reasons why that is the case. But I had a conversation with my manager a few weeks ago, and she was just like, I believe in you, Zoe. I know you're going to be so successful. And that was such an impactful moment for me to have somebody, like, look me in the eyes and mean it and say that they're, like, somebody who I see as successful, who I want to be like, someday. Say that they believe in me mentally, in me now. You know, when my mom is like, I believe in you, Zoe. I'm like, yeah, sure, whatever, mom. Like, it doesn't, like, hit the same. But how do you. And I don't think everybody's going to be the same in receiving that either. Like, how do you, before anything gets started, kind of like put that spark in people.

If I'm going after a sales leader, I'm looking at if they're hiring sales reps or they have a product update because that means that they update their messaging or did they get a new sales leader? Like, you want to mention that and then relay it to the point. However, what I found the most interesting is to basically call out that the video is weird. The whole goal is I want you to watch the video. Why would I have a call to action inside of the email saying 30 minutes when you haven't watched the video yet?

Right? Sure.

That's like at the end of the movie trailer saying, hey, this is who's gonna be in the movie. I'd be like, cool, I don't need to watch this anymore. I realized every single thing I was doing that there has to be a formula. Because if there's a formula, then I can consistently do it myself. But also I can coach and train others on it as well. And it's universal. The prospect now knows there is a reason that is coming and when you could provide that insight. You can provide that trigger. It shows you that you know know them the YUI now or show me you know me. People have heard that before, but that's what it is. And if I could come with an insight and show that I've done a little bit of research, then I can earn that interest or time or whatever I'm asking for. At the end of the day, everyone's personality is going to be different. I always say mirror the audience on how your tone and delivery is going to be as well.

Keep going. So don't let the video to go to waste. Would just be a quick tip for everyone. Because you did, you took the time to personalize it. Keep using it until they watch it. This is where that awareness section of influence is so key. They saw it the first time and they delete it. They didn't watch it. You'd be shocked the amount of people that watch it. The second.