The Sales Warrior Within: Recent Episodes
Andy Olen
The Sales Warrior Within Podcast hosted by Andy Olen celebrates the nobility of sales and the Sales Warrior Within each of us. Andy delivers innovation, insights, and interviews aimed to help salespeople, leaders, entrepreneurs, and citizens become stronger and more confident. Discover, develop, and celebrate The Sales Warrior Within you! Good Selling | Good Leading | Good Living
The Sales Warrior Within | Season 2 Episode 67 - Sales and Marathon Running: It's All About Focus
**Host: Andy Olen
Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class**
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Andy's Marathon Training - Look out, Philly Marathon! In this episode, Andy compares marathon running to selling.
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Incredible focus on the steps of the sales cycle and your sales process will bring great results to customers.
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Continue building up your mileage and momentum into the next activity with your customers. The effort is tough, but the increased mileage compounds toward a successful race.
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Run the marathon WITH your customer. Once the deal is done, it's time to run with your customer. Andy discusses how to do this in this episode.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 66 - Selling Mortgages With Centurion's Brian DesPlaines
Sales Warriors. Brian DesPlaines of Centurion Group of A+ Mortgage joins the podcast to discuss how he deploys his sales skills as a mortgage advisor.
Brian DesPlaines has 25 years of lending experience. He's a Certified Mortgage Advisor with the Centurion Group of A+ Mortgage. His company is a boutique mortgage group, providing personalized service & expert advice. With a background spanning sales to operations, and mortgage to wealth management, he's uniquely positioned to be a valuable member of your financial planning team.
Learn More About Brian, Centurion, and the Mortgage Brokerage services provided at: https://www.mortgagebycenturion.trustaplus.com/
Brian and Andy have a wide-ranging discussion on sales excellence, the real estate market, buying a home, and how differentiated service and advice are at the core of the Centurion experience.
- Brian takes on the challenge that he and Centurion can do all three, cheaper, faster, and better.
- Yes, it is still a good time to buy a home. Even though rates are high, leaders like Brian and his firm, Centurion, are ready to assist and help.
- As you're looking to buy a new home, make sure you are surrounded by a great team comprised of a real estate agent, mortgage broker, and possibly an attorney.
- Brian's approach is to work closely with clients to build the right mortgage solution that fits into smart overall financial and wealth management planning.
- Using simple sales skills such as attentive listening, problem-solving, and educating folks on great solutions, Brian and the team at Centurion give clients comfort and confidence in the products they select.
Personal Note: As a client of Centurion myself, I vouch for their excellence in service and solutions. Enjoy this episode of the show
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 65 - The Era of the Lone Wolf Salesperson is Over
**Host: Andy Olen
Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class**
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Can Lone Wolf Salespeople succeed in a more dynamic and challenging sales environment? Andy takes this question on and shares his answer, "NO."
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The complexity of today's sales environment requires salespeople to hunt in a pack or with others in their organization.
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Andy unpacks why the lone wolf salesperson is operating in a challenging environment.
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He encourages you to assess whether you're the lone wolf and what you must do to evolve and succeed in today's environment.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 64 - Sales Managers: Recognize and Take Action on Low-Performers
**Host: Andy Olen
Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class**
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Low-performing sales reps zap the energy and focus of the sales team, manager, and customers. It's critical for the sales leader to quickly diagnose and then act on changing the low-performer's trajectory. Try, and try again. If it doesn't work, you'll have to find a way to move the low-performer out of the organization.
- Andy evaluates performance on two levels - SKILL and WILL.
- Andy shares three low-performing sales personas: 1) The Long-Term Success Turned Sour; 2) ROAD - Retired On Active Duty; 3) The Cancer on the team. Andy unpacks each persona.
- Andy shares advice for sales managers on how to diagnose and performance manage these players. It's all about seeing it, and acting quickly to change it.
- Customers also see and feel the low-performer's challenging attitude. This is a red flag. When customers no longer want to work with your sales teammate, they are no longer willing to work with your company.
- Finally, Andy shares advice that he was given from a sales mentor. "If you see a performance on your team and fail to address it, the problem is YOU!" Spot on.
Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 63 - The Business & Salesmanship of Metallica
**Host: Andy Olen
Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class**
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Andy Olen shares his perspectives on the business and salesmanship of the heavy metal band Metallica. When you show curiosity about your customer's business and how it works, you'll have much deeper insights into their needs and how to create value for them with your goods and services. This episode includes the following topics.
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The business of Metallica
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An estimate of how much Metallica made putting on the two shows in Montreal.
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Andy's analysis is a good example of a simple analysis you can do to understand your customer's business financials better.
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Enjoy learning more about your customers AND get out and see Metallica soon.
Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 62 - Deploy The Psychology of Negotiations with Guest Brian Will
Sales Warriors. We have a great guest joining the show today, Brian Will.
Brian Will is an industry expert in sales and management consulting, bestselling author of "The Dropout: Multi-Millionaire" and "NO... The Psychology of Sales and Negotiations," and a serial entrepreneur with over 35 years of experience. He has created seven highly successful companies across four industries, worth over half a billion dollars at their peak. Today, Brian is a visionary business leader, owning restaurants in Atlanta, an insurance and technology company in Denver, and a real estate business in Georgia and Florida. His expertise in turnaround projects and driving billions in sales make him a sought-after consultant and speaker.
Learn More About Brian and His Sales Training Offerings Here: https://brianwillmedia.com/
Invest in Brian’s Negotiation Book No, The Psychology of Sales and Negotiations
Brian and Andy have a wide-ranging discussion on negotiation excellence on this episode of The Sales Warrior Within.
- Great salespeople are active listeners and offer connected responses.
- Salespeople must thoughtfully overcome objections before the negotiation to power through a dynamic negotiation.
- Brian shares the 10/70/20 of salespeople skills. The top 10% are salespeople we all should emulate. The middle-70% are the critical team members to upskill and build negotiation skills.
- Sales leaders play a major role in the development and effectiveness of skilled salespeople negotiating on the front lines.
- Brian and Andy agree that great negotiations are a function of running a great sales process and clearing objections early in the sales process.
- The mistake salespeople frequently make is to talk too much. Brian shares his powerful views on the overactive salesperson's impact on a customer.
- Finally, closing a negotiation becomes effortless as Brian’s best practices are followed.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 61 - You Want To Sell? Andy Olen Says You Can Do It!
**Host: Andy Olen
Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class**
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Many reach out to Andy Olen, asking him, "How do I get into sales?" Further, people who do not have a sales background are often concerned that they can't be in sales. In reality, the opposite is true. If you want to sell, we'd love to have you. Andy Olen shares his thoughts and perspectives for those of you wanting to break into sales and potentially into medical device sales.
You likely exercise communication, connection, and cooperation skills if you're in any relationship. Apply those same skills within your sales career.
A fun and motivating episode to gear you up for your journey into sales!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 60 - Selling Like the Top 1% with Doug Brown
Guest: Doug Brown
Learn More About Doug Brown and CEO Sales Strategies here: https://ceosalesstrategies.com/
Grab Doug's E-Book, The Nonstop 1 % Earner, for FREE by emailing youmatter@ceosalesstrategies.com and reference Andy Olen, and Doug will send you a free copy.
Host: Andy Olen
Learn More About Andy at www.AndyOlen.com
Doug Brown connects the dots from starting in his family business and then on to selling musical products to famous musicians and bands, and now he leads CEO Sales Strategies. He is the creator of the Top 1% Academy where he teaches people and companies how to think, act and achieve sales success like the top 1% earner.
CEO Sales Strategies focuses on helping people sell more than they ever thought possible by becoming better at influencing, persuading, and selling to buyers, whether they be CEOs, business owners, or entrepreneurs.
Looking at top sales earners across countries, Doug asked, "How do we help this elite group of salespeople?" Doug is passionate about helping think and act like the top 1% of sales earners.
Salespeople must decide, "Do I want to be a top one percenter?" If so, here's how Doug says you can become a top one percenter.
- First, determine what you want your life to be and then work backward to what you have to do today.
- The top one percenters are always evaluating their performance. Top performers deal with the elite to make business happen and are always at the top of their industry. Play at the top and outproduce well beyond the quota.
- Top performers create leverage through all aspects of their work.
- Top performers continually invest in themselves.
Doug inspires all salespeople that "Yes, you can do this." Tune in to the episode to learn more and how to make it happen.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 59 - “Do I Love To Sell to My Customers?” An Important Career Question to Ask
Host: Andy Olen
Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class
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Andy Olen shares his thoughts on how to be prepared for your next negotiation. Preparation is critical to a successful negotiation. Here's what Andy has to say:
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Prepare with teammates. Also, negotiate with your teammates for maximum impact.
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Go through multiple scenarios and simulations in advance. You'll likely not be surprised by what your customers throw your way IF you run through various scenarios in advance.
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Get your negotiation trades approved in advance of the trading event. Become a more empowered negotiator through pre-approvals. You'll feel more empowered when you do.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 58 - “Do I Love To Sell to My Customers?” An Important Career Question to Ask
Host: Andy Olen
Learn More About Andy at www.AndyOlen.com
Andy Olen shares his perspectives and thoughts on how to guide your professional career.
Ask, “Do I love to sell to my customers?” If the answer is “YES,” then keep doing more of that role and work. If the answer is “NO,” it’s time to reconsider your career trajectory and current position.
Andy shares how to use the image and analogy of a ladder to help professionals think through their answers to the question of the podcast.
When a salesperson is a front-line sales rep, she or he sells directly to the end-user customer. Do you love selling to and servicing this customer? If yes, keep doing more.
As a salesperson moves up the corporate ladder, they spend less time with the end-user customer and more with the shareholder customer. This customer requires different sales skills and a unique approach. As you move up, do you love selling to your new customer?
Apply the ladder concept to help answer the question, “Do I love to sell to my customers?” Stay close to the customers you love to sell to.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
**The Sales Warrior Within | Season 2 Episode 57 - Ignite Your Sales with Guest Steve Gielda
Guest: Steve Gielda
Learn More About Steve at www.IgniteSelling.com Learn More and Invest in a Copy of Steve's Book Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline Or... Receive a Free Audio Version of the Book by Reaching Out to Steve and sharing that you listened to him on The Sales Warrior Within Podcast.**
Host: Andy Olen
Learn More About Andy at www.AndyOlen.com
Shownotes & Comments
- Control your destiny in sales. Andy welcomes guest Steve Gielda of Ignite Selling to discuss how Ignite Selling helps salespeople, and sales teams unlock their true potential and results.
- Steve reminds us sales is about helping customers solve a problem. When you help your customer solve a critical problem, you build trust and long-term relationship equity.
- Ignite Selling is focused on helping teams: 1) Build a robust sales process; 2) Develop the sales tools required to march toward success; 3) Coach and guide sales teams to execute at a high level.
- Andy and Steve discuss the important role technology plays in how people sell. Both agree that great salespeople will incorporate tech into their sales process.
- The two close out their conversation by discussing managing through the tough headwinds that salespeople are selling into today. Steve reminds listeners to find the right customer problem to solve. Do this, and you'll be well on your way to creating customer value and competitive advantage.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
**The Sales Warrior Within | Season 2 Episode 56 - It's End of Quarter... Take Action
Host: Andy Olen
Learn More About Andy at www.AndyOlen.com**
Shownotes & Comments
- Andy Olen shares his best practices on salespeople can bring home the end of quarter above quota.
- Be transparent with your customers. If you need to call in a favor, do it. Ask them to buy before the end of the quarter.
- It's important to create a sense of urgency for your customers to act. Customers may not need to buy based on your end of quarter timeline, so it's important you create that urgency for them.
- Start early. Don't leave all of the big sales efforts for the end of the quarter. Pretend your quarter ends a month early. Activate your end of quarter procedures early to give you a chance to succeed by the end.
- Attempt to manage the inbound "Bluebird" deals. Bluebirds are deals that drop before you expect them. They are pleasant surprises. If you can manage the Bluebird flow you'll create consistent and predictable results.
- Manage to hit 100% to 102% regularly. Become a sales metronome and achieve wonderfully consistent results.
Ainsley Olen will attend the University of Wisconsin-Madison in the fall of 2023, where she will study chemistry.
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
**The Sales Warrior Within | Season 2 Episode 55 - Using Podcasts & AI To Jump Start Sales with Ryan Staley
Host: Andy Olen
Guest: Ryan Staley of RyanStaley.io**
Shownotes & Comments
- In this podcast episode, Ryan Staley discusses his sales journey and why he loves sales, highlighting its importance in his professional career and personal life.
- The conversation covers the impact of technology and cool trends in sales, focusing on artificial intelligence (AI) and ChatGPT, and how salespeople can engage with these tools effectively.
- Ryan shares a humorous story about his first sales experience, which involved selling knives to his parents' friends and hitting a pole with his car, leading to a change of plans.
- Ryan talks about his current endeavors, including hosting a podcast where he interviews SaaS CEOs and helping SaaS companies grow their revenue through sales systems and leveraging AI tools.
- The power of podcasts as a lead generation and content creation tool is discussed, emphasizing how podcast hosting can provide valuable connections, industry insights, and strategic partnerships.
- Experiment and familiarize yourself with AI technology like Chat GPT to gain insights and understand your customers better.
- Use a company's about page as input to Chat GPT to generate contextual insights and understand what is important to them.
- Embrace automation and AI technology to automate mundane tasks and focus on building deep relationships and strategic thinking with customers.
- Consider the potential impact of AI on sales jobs, as lower-end sales roles may become automated, but high-level salespeople can leverage AI for greater efficiency.
- Balance AI-generated personalized emails with the importance of human-to-human connection through phone calls and in-person interactions.
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
**The Sales Warrior Within | Season 2 Episode 54 - Making Her Next Presentation Her Best with Ainsley Olen
Host: Andy Olen
Guest: Ainsley Olen find on INSTAGRAM**
Shownotes & Comments
- In this podcast episode, Andy is proud to welcome his daughter, Ainsley Olen, to the show.
- Ainsley is a graduating senior at Brookfield East High School outside of Milwaukee, Wisconsin.
- Andy and Ainsley have some fun discussing Taylor Swift's impact on her fans and music.
- The pair rotate to talk about Ainsley's keynote speech she gave at the Brookfield East Senior Recognition and Awards event.
- Ainsley walks through her preparation, nerves, and approach to delivering a keynote to the community, the school, and parents.
- Ainsley follows many of Andy's best practices in his courses, including POPS, good body language, and the joy of receiving great feedback afterward.
- Ainsley shares excellent insights on amplifying her body language, including how dance taught her to maximize her facial body language.
- Andy provides his daughter the same call to action he gives the businesspeople attending his course... "Make your next presentation your best!"
- Ainsley and Andy conclude with a conversation on bringing great presentations to the field of medicine. Ainsley commits to working on her presenting skills and taking on with her as she works toward a medical career.
Ainsley Olen will attend the University of Wisconsin-Madison in the fall of 2023, where she will study chemistry.
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 53 - Equal Sign Connections Engender Trust and Cooperation
Shownotes & Comments
- In this episode, Andy uses the example of the negotiated outcome of the US debt ceiling as an illustration of a cooperative "Yes, If" Negotiation.
- Strong connections are needed to facilitate a cooperative negotiation. Strong relationships between customers and salespeople rely on trust. The best way to build trust is to form what Andy calls Equal Sign Connections.
- Equal Sign Connections accelerate trust building by signaling shared values between customers and salespeople.
- Strong salespeople focus on building equal sign connections early and often in new relationships with customers.
- Later, when negotiators meet to resolve challenges in a negotiation, they rely on trust and Equal Sign Connections to create win-win cooperative outcomes.
Connect with Andy at AndyOlen.com
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 52 -The Debt Ceiling And How Salespeople Can Be Ready To Act
The Debt Ceiling And How Salespeople Can Be Ready To Act
- Andy shares his thoughts and advice on how salespeople should navigate the debt ceiling debate in Washington.
- Andy offers best practices for salespeople if the debt ceiling topic pushes the US into default or how to sell into the tailwind of a positive resolution. Either way, salespeople need to be ready to react and ACT!
- Let's also watch the negotiation. Will it be a cooperative effort in the run-up to the X Date? Or will it be full of conflict? We'll learn about negotiations by watching the principles work through these challenging topics.
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 51 - Storytelling and Taking Customers from Pain to Glory with Ravi Rajani
Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Storytelling and Taking Customers from Pain to Glory with Ravi Rajani**
- Sales warriors can tap into the power of storytelling to connect with customers on an emotional level and inspire action.
- Ravi Rajani, a guest on the podcast, shares effective sales storytelling techniques to take customers from pain to glory without resistance.
- Ravi Rajani discusses his passion for storytelling and its relevance in sales, emphasizing the importance of authenticity and vulnerability.
- Storytelling in sales allows for deeper connections and creates a memorable buying experience, driving change and positive outcomes.
- The Story Framework (S.T.O.R.Y.) simplifies the fundamentals of story selling, helps create a story bank, and focuses on delivery mastery for sales success.
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Ravi provides insights and best practices on the following storytelling topics:
- Stories can include customer testimonials and case studies.
- Sales training traditionally focuses on product features and benefits.
- Good salespeople can translate features and benefits into stories.
- Effective storytelling builds trust and accelerates connections with customers.
- Ravi emphasizes the importance of getting customers to share their stories as a way to understand their pain points and fears.
- He suggests having an elevator pitch and a compelling first story ready to create a sense of comfort and convey the pain-to-glory evolution to customers.
- Open-ended questions are recommended to extract powerful stories from customers, rather than closed-ended questions that may result in analysis paralysis.
- Transparency and openness about not having the right solution can build trust with customers, and referrals to other suitable solutions can maintain a strong bond.
- The show's call to action is to practice active and reflective listening, which forms the foundation for effective storytelling in sales, and to continuously improve storytelling skills.
You can learn more about Ravi and his offering at TheRaviRajani.com
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 50 - Prioritize Trust & Relationships in a High-Tech World with Chris Beall
Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - Andy Olen
- The guest on this episode of the show is Chris Beall the CEO of Connect And Sell
- B2B selling involves selling to businesses rather than individuals, and it comes with the challenge of gaining the trust of buyers who are risking their careers and deciding if your products and services are best for their business.
- Chris explains that gaining a customer's trust requires getting inside the buyer's head through live conversations.
- He discusses the current challenges in the selling environment, including economic conditions, longer sales cycles, and the difficulty of getting live human conversations.
- Chris predicts that in the near future, emails from vendors will be assumed to be written by bots, reducing trust and effectiveness.
- He emphasizes the need for salespeople to focus on getting to the buyer's ears through conversations rather than relying on written communication.
- The key goal of a cold call is to establish trust before trying to convey value and secure a meeting.
- Connect And Sell, Chris's company, enables human-to-human conversations by using a combination of brute force and AI to overcome the problem of people not answering the phone.
- His system allows for managing multiple calls simultaneously, providing the ability to load a list from a CRM or a file and initiate conversations with a simple button push.
- Chris shares his story of publishing a book using AI. He did it in record time. The story illustrates the power of AI. Chris encourages salespeople to actively learn and engage with ChatGPT.
Learn more about Chris Beal at ConnectAndSell.com Find Chris' podcast here: Market Dominance Guys Helen Fannucci's sales management book is available here: Love Your Team
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 49 - Effectively Sell in a High-Interest Rate Environment
Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Effectively Sell in a High-Interest Rate Environment**
- Interest rates are currently high in the U.S. and around the world. Should salespeople be concerned about selling in a more challenging environment?
- Andy Olen shares his thoughts on the cost of volatility for businesses
- Interest rate changes have created more uncertainty and volatility for businesses
- When rates are high, businesses may reconsider new investments in your products and services
- When rates are going down, which is not at this moment, businesses may be more willing to invest in your solutions - Andy explains why and how this works
- Andy shares his advice with salespeople on how to overcome a high-interest rate environment
- Focus on selling the positive economic benefits of your products to overcome a challenging moment
- Good luck Sales Warriors; great salespeople thrive even in challenging environments!
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 48 - Storytelling in Sales, Business, and Life with Mark Carpenter
Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Storytelling in Sales, Business, and Life with Guest Mark Carpenter**
- The podcast episode is about storytelling in sales, business, and life, and the guest is Mark Carpenter, who wrote the book "Master Storytelling."
- Mark Carpenter is a serial storyteller who has been telling stories since childhood, turning this into a career in marketing communications and public relations.
- The definition of a story is a three-part narrative with a purpose: to teach, lead, and inspire.
- The importance of storytelling in business is to humanize the process and bring greater humanity back into it, particularly in the sales process, to help people teach, lead, and inspire.
- Mark emphasizes that storytelling can help businesses and salespeople connect with their audience on a deeper level and create an emotional connection.
- He highlights the importance of having a clear purpose and message in your story and tailoring it to your audience.
- Mark also notes that storytelling is a skill that can be learned and developed over time and encourages people to practice and refine their storytelling abilities.
- He shares that vulnerability and authenticity are critical elements in compelling storytelling and encourages individuals to share their experiences and emotions to connect with their listeners.
- Stories come in all forms and fashion, including finding common ground with a prospect through small talk is a form of an account that helps build trust.
- Telling a story about a client's similar challenges to the prospect can establish relatability and empathy.
- Using stories to address objections can keep the conversation going and avoid a hard stop.
- A story that prompts the prospect to question their objections and consider the solution can lead to follow-up opportunities.
Connect with Mark Carpenter HERE
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 47 - Start Engaging with AI
Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Start Engaging with AI**
- Andy Olen, talks about how salespeople can use artificial intelligence (AI) to sell more effectively.
- Andy even gives an example of how he used AI (Chat GPT 4.0) to come up with three ways that salespeople can use AI to sell more effectively.
- He emphasizes that AI can help personalize communication, prioritize leads through predictive analytics, and automate repetitive tasks like data entry and lead nurturing.
- Andy, also stresses that salespeople must maintain human-to-human interaction and relationship-building skills.
- Although he finds it a little scary that AI can provide ideas and insights about AI, he thinks it can still be useful in multiple sales situations
- Salespeople should welcome this new technology, practice with it, and use it to create new ideas, sales efficiencies, and insights about customers.
- Start playing with AI today to become a more skilled salesperson with tomorrow's technology.
Andy entered the following prompt to CHAT GPT:
"Please provide three bullets on how salespeople should use AI to sell more effectively"
The bot came back with:
"Sure, here are three ways salespeople can use AI to sell more effectively:
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Personalize communication: AI can help salespeople personalize their communication with prospects by analyzing data about their preferences, behavior, and history. By using this information, salespeople can tailor their messaging and approach to better resonate with their prospects, increasing the likelihood of a successful sale.
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Predictive analytics: AI can also help salespeople identify which leads are most likely to convert into customers. By using predictive analytics, salespeople can prioritize their outreach efforts and focus on the leads with the highest potential value. This can help salespeople close deals more efficiently and effectively.
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Sales process automation: AI can automate repetitive tasks, such as data entry and lead nurturing, which can save salespeople time and enable them to focus on higher-value activities. For example, AI-powered chatbots can handle routine customer inquiries and support, freeing up salespeople to focus on more complex sales conversations."
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 46 - Drive Sales Through a Robust Digital Strategy: Guest Chris Madden
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Drive Sales Through a Robust Digital Strategy: Guest Chris Madden**
In this episode, Andy Olen speaks with Chris Madden, the co-founder of Matchnode, a social-first digital agency that helps clients sell better and drive more sales through digital platforms. Chris shares valuable insights into the challenges established brands face when shifting to digital and how Matchnode fills gaps in expertise or bandwidth.
One of the biggest challenges faced by established brands, according to Chris, is the creative gap. With digital advertising becoming increasingly important, creative has become crucial for marketing. While technical details like marketing tech can help improve ROI, most companies do not have the time to learn these details. That's where Matchnode can help.
Chris also emphasizes the importance of targeting specific personas through creative messaging. Although interest targeting is relevant, it's not as precise as it used to be and changes quickly. Therefore, companies need outside help to keep up with the changes and to help them scale. An advantage for an agency like Matchnode is it stays ahead of the technology curve by constantly adapting to new advancements.
Entrepreneurs looking to enter the market must be thoughtful and prepared rather than jumping ahead to go fast. Chris advises entrepreneurs to spend time on the core values of their business, brainstorming what problem they are solving for whom and what the benefit is. He suggests thinking more about their unique selling point and who it matters to before creating social media or website content to target the market.
In the final segment, Chris discusses the importance of Web 3 in marketing and branding. He explains that to get people to take action, they must see a brand in multiple places, not just on one social media platform. Web 3 is an extremely powerful channel because it is sticky, community-driven, and collaborative. It keeps the powerful centralizing forces in society honest and creates honest rails on which people can collaborate and communicate anywhere in the world.
Overall, this episode provides valuable insights into the challenges faced by established brands when shifting to digital and the importance of creative in digital advertising. Chris also offers valuable advice for entrepreneurs looking to jump into the market and highlights the significance of Web 3 in marketing and branding.
Contact Chris at Matchnode
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 45 - Relationships & Negotiations Go Hand-In-Hand
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Relationships & Negotiations Go Hand-In-Hand**
- A new podcast on "Yes, If" Negotiations
- Relationships matter when it comes to negotiations
- Salespeople negotiate one way when the relationship with the customer is short-term, transactional, and doesn't impact future opportunities
- Conversely, when the long-term relationship matters and needs to be preserved salespeople must adapt their approach to preserving relationship equity
- Andy believes that using the "Yes, If" cooperative principles are important when engaging in a more competitive and combative negotiation
- Throughout this episode, Andy shares ideas on how to use "Yes, If" even when the long-term relationship doesn't mean as much
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 44 - Top of Funnel Sales Development with Kevin Warner
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Top of Funnel Sales Development with Kevin Warner**
- Kevin Warner, the CEO of Leadium joins the podcast
- Kevin and Andy discuss the importance of building strong and robust top-of-funnel leads
- Businesses face a critical choice - hire full-time employees to build top-of-funnel leads... or hire an agency with core competencies in this space
- Kevin advocates for choosing an agency to drive top-of-funnel activities and results and shares the significant advantages of doing so
- Further, Kevin and Andy discuss the important role of marketing in a commercial organization and how top-of-funnel activities may be best executed under the marketing banner
- Kevin defines SaaS - Software as a Service - and why it's important to leverage the advantages that software has given salespeople and marketers
- Technology is always changing. A firm like Leadium stays ahead of the technological changes, so business teams and entrepreneurs can focus on value creation down-funnel
- Sales enablement through technology will create a competitive advantage, and leaders like Kevin Warner are pushing winning solutions forward
- Connect with Kevin and Leadium HERE
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 43 - Sales Lessons From The 75-Hard Challenge
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Sales Lessons From The 75-Hard Challenge**
- Andy recently completed the 75-Hard Challenge
- Five rules, every day, 75 days in a row
- Andy shares his experience working on mental toughness with the 75-Hard challenge and his outlook on "what's next?"
- The mental toughness and daily success mindset from the 75-Hard Challenge also applies to sales skills and success
- Andy shares ideas on how to bring daily activities into selling
- He discusses prospecting, continuous skill development, outreach, follow-up, and gratitude
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 42 - Press Releases Are a Powerful Sales Tool: Expert Mickie Kennedy
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Press Releases Are a Powerful Sales Tool - A Discussion with Mickie Kennedy**
- Mickie Kennedy is the Founder and President of eReleases, the small
business leader for press release distribution, now celebrating 22 years in
business. He is an expert at helping small businesses increase their visibility
and credibility, and he’s here today to share some valuable insights. - Press Releases should tell a story
- When journalists see the Press Release, they consider its story worthiness and write or produce a story to share with the readers and audience
- If you share a press release about an interesting business, sales, or trend, you may create "earned media." Earned media is free media and coverage for your business and is a powerful sales and marketing tool.
- Mickie discusses what his business eReleases does for entrepreneurs, small business owners, marketing, and sales leaders
- Mickie shares great insights on structured communication, storytelling, and overcoming Imposter Syndrome regarding "putting yourself out there."
- Andy is considering a PR campaign after his conversation with Mickie Kennedy, and so should you after listening to this episode.
Check out Mickie Kennedy's company eReleases here!
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 41 - Experiment with Sales Pilot Programs
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Experiment with Sales Pilot Programs**
- Pilot Programs are great ways to take thoughtful risk
- Pilot Programs are short-term efforts that test a sale's innovation before the idea is scaled up to a full-blown effort
- Work on pilots with new customers. Offer a small or lower-cost product or service to start. If it does well... continue to grow. If it doesn't do well, no problem, move on.
- In a difficult sales environment, pilots are great ways to continue to move your sales agenda forward without asking your customers to take big risks.
- Within the walls of the organization, use pilots to experiment. Sales managers should encourage innovation and idea sharing. Instead of taking an idea nationally to start, try it in a territory or region. Again, if it works, GREAT; if not, WE LEARNED.
- Pilot programs are great ways to experiment, fail fast, and evaluate which ideas will sizzle the most.
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 40 - Confidently Sell the Price Increase
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Confidently Sell the Price Increase**
- Andy reacts to a great book by Jeb Blount called Selling the Price Increase.
- Andy shares his thoughts about the book
- Selling a price increase is not an easy sales skill. However, when it's done well, it has significant benefits to the company's financials and a salesperson's compensation
- There are three key steps to selling the price increase:
- Prepare the sales team in advance
- Plant the price increase seeds with the customer in advance of executing
- Build confidence in advance - once salespeople see the success, they run toward it
- Confidently run toward the price increase
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 39 - Your HiPos Need Help! Give it to Them
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Your HiPos Need Help! Give it to Them**
- HiPo = High Potential Talent
- Andy shares his thoughts on helping High Potential salespeople accelerate UP the learning curve as they jump into new roles.
- Frequently, organizations promote and assume. They promote HiPo talent and assume the talent has all the skills and capabilities to be productive and successful on Day 1. That's not the case.
- Newly promoted HiPo salespeople need help climbing the learning curve and being successful. If they feel isolated or unsuccessful early in their new role, they may look for a return trip to their old territory, or worse... they'll exit the organization.
- Invest in your HiPos before promotion and as they climb the new learning curve.
- Andy encourages organizations to build infrastructure to help newly promoted salespeople excel or partner with trainers like Andy to help build a high-potential program.
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 38 - Selling With Dignity: A Chat With Harry Spaight
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Guest Harry Spaight Shares The Importance of Selling With Dignity**
- Harry Spaight is an author, sales trainer, and coach. He wrote the book Selling With Dignity.
- In this episode, we discuss how important dignity is for salespeople
- Harry provides simple and powerful best practices for the audience
- Andy and Harry have a rich dialogue on best practices for engaging with new and existing customers
- Harry provides sage advice that Sales Warriors will want to hear
- Add Selling With Dignity to your sales bookshelf and, more importantly, begin Selling WIth Dignity and empower your sales voice
Preview Harry's Book Selling WIth Dignity Here
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 37 - 2023 Let's Get After It Sales Warriors
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
2023 Let's Get After It Sales Warriors**
- Andy shares his enthusiasm and excitement for 2023
- Although it's a tough selling environment, Sales Warriors have many reasons to be optimistic
- Andy illustrates his "Friday Afternoon Mentality" that's required in both boom and bust times
- He shares his goals with the audience, which focus on building mental toughness in 2023
- Set goals for 2023
- Work on your skills
- Run toward the challenges AND opportunities out there and exploit the goodness of the Sales Warrior Within you!
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 36 - When Your Customers Become Your Friends
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
When Your Customers Become Your Friends**
- Sometimes a customer relationship evolves into a friendship.
- Andy takes a look at this important evolution of a key relationship
- If a friendship is where both people want to go, then take it there
- Be aware of some of the pitfalls or trapdoors of a relationship that is both professional and personal
- Take advantage of the pros of a great customer/salesperson relationship migrating to a friendship
- Happy holidays in 2022!
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 35 - Guest Jeremy Miner Shares His Sales Wisdom
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Guest Jeremy Miner Shares His Sales Wisdom**
- Jeremy Miner joins the podcast for an engaging and dynamic discussion.
- Jeremy is a sales guru, author, podcaster, thought leader, and leads a high-end and fantastic sales training organization.
- We discuss important ways to "disarm" customers. ABD - Always Be Disarming.
- We talk about ways that salespeople can relate to customers in a challenging and dynamic environment.
- From selling door-to-door to guiding salespeople to excellence, Jeremy Miner brings a wealth of insight and experience that The Sales Warrior Within community will benefit from.
Check out Jeremy's Website Here
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 34 - Account Planning and the Coordinated Campaign
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Account Planning and the Coordinated Campaign**
- Great salespeople see account planning as a vital skill on their sales "toolbelt"
- Account Planning is not an activity in administriva, rather it's the approach to running the coordinated account campaign
- Andy shares his experiences with account planning and provides advice on how to research the account plan, assemble the account plan, build alignment, and execute
- To put your best foot forward and achieve the goals you are seeking, account planning is critical... especially as the stakes go up
Link to Andy Olen's website
Link to Andy's Online Courses
Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.
The Sales Warrior Within | Season 2 Episode 33 - College Recruiting and Sales Lessons Learned
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
College Recruiting and Sales Lessons Learned**
- Andy recently went on five official college visits with his daughter Audrey who was recruited for swimming
- Andy shares his experiences of these visits and the SALES BEST PRACTICES shown by the school Audrey chose
- The sales process used by the swim program recruiting student-athlete involved the sales skills of connection, communication, and cooperation
- The visits also served as a reminder of how to sell to both primary customers and key stakeholder customers, as well
- Enjoy the stories of how Auburn University did a great job inspiring Audrey to say YES!
- War Eagle
Link to Andy Olen's website
Link to Andy's Online Courses
The Sales Warrior Within | Season 2 Episode 32 - Interest Rates, Inflation, and Selling... Oh My!
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Interest Rates, Inflation, and Selling... Oh My!**
- Andy unpacks why it's harder to sell into harsh economic conditions like the ones we face today and how to overcome it
- Learn how interest rates and inflation impact your customers
- We've come through a time in sales where our customers may have been flush with cash and ready to buy
- However, today, things have gotten tighter, and best practices are needed to navigate these different moments
- Andy shares best practices with listeners on how to successfully sell into these economic headwinds
- Don't let macro-economic challenges get in your way; sell with strength through tough moments
Link to Andy Olen's website
Link to Andy's Online Courses
The Sales Warrior Within | Season 2 Episode 31 – Crushing Chaos: A Conversation with Allison Williams
Allison Williams is an accomplished lawyer and founder of Law Firm Mentor where she and her team provide business coaching services for solo and small law firm attorneys, helping them grow their revenues, crush chaos in business, and make more money. Allison shares great insights on sales, scaling an enterprise, and the importance of “systemizing” your business and sales approach. Crushing Chaos: A Conversation with Allison Williams
- Allison shares the story of her journey in building two multi-million-dollar businesses
- She shares why the “rich” lawyer may be better than the “poor” lawyer
- “Systemize” your law firm, sales approach, and business allows the entrepreneur to earn more by working fewer hours
- Allison discusses the importance of “Crushing Chaos” in business. Chaos is the inefficiency, time suck, and friction that interferes with talented people sharing their talents directly with clients
- Andy and Allison discuss the importance of creating a sales mindset no matter what profession you work in. Without sales skills, lawyers and salespeople will not create revenue.
- Allison shares insights on “Getting Prospects to “Yes” and talks about how natural “closing” business is when you follow a relationship-based, value for value approach
- Enjoy this dynamic episode and multiple gems that Allison shares on how to build, scale, and excel in your own law firm, business, and sales
Link to Allison Williams’ Podcast “Crushing Chaos with Law Firm Mentor” website
Link to Allison’s Free Course Getting Prospects to “Yes”
"Good Selling, Good Leading, Good Living." - Andy Olen
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
The Sales Warrior Within | Season 2 Episode 30 - Sales & Marketing Unite For Great Outcomes
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Sales & Marketing Unite For Great Outcomes**
- Great commercial organizations win when sales and marketing work together to create great customer outcomes
- Andy Olen kicked off his career in marketing leadership roles
- Andy then joined the salesforce and built his business teaching sales skills to high-performing sales teams - he knows the importance of great sales AND marketing efforts
- Cooperation between the two functional teams is required to build and expand the top- and bottom line of the business
- Avoid channel conflict between sales and marketing that slows the commercial agenda
- Consider spending time in both sales and marketing to build a robust commercial career experience
- Sales + Marketing UNITE!
Link to Andy Olen's website
Link to Andy's Online Courses
The Sales Warrior Within | Season 2 Episode 29 - Top Salespeople Are BOTH Hunters AND Farmers
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Top Salespeople Are BOTH Hunters AND Farmers**
- Andy Olen shares his thoughts on the importance that salespeople are both hunters AND farmers
- Hunters seek out new competitive wins
- Farmers look to build sales inside accounts they have already converted
- Historically, the salesforce conversation is an "or" conversation, "Do we have hunters OR farmers?"
- The conversation should be, "How do we create both great hunters AND farmers in our salesforce?"
- Be an AND salesperson, A Hunter, AND a Farmer
- Andy shares recommendations and insights on dividing your time to accomplish excellent outcomes as a hunter and farmer.
Link to Andy Olen's website
Link to Andy's Online Courses
The Sales Warrior Within | Season 2 Episode 28 - Become a Resource Hound
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Become a Resource Hound - Here's How...**
- Andy Olen provides insights and his experiences watching great salespeople harness the power of becoming a Resource Hound
- Top salespeople see the value in bringing in valuable resources from their business to engage with customers
- Consider inviting your top engineers, R&D experts, procurement specialists, lawyers, and financial leads to visit with and exchange value for value with your customers
- Customers enjoy building relationships and connecting with leaders in your business
- Also, consider bringing your sales leaders into key accounts with you
- Sales Executives elevate the salesperson's credibility, pitch, and negotiation power
- Exercise the Leader's Voice and link the great resources in your account with your customers
- Become a Resource Hound
Link to Andy Olen's website
Link to Andy's Online Courses
The Sales Warrior Within | Season 2 Episode 27 - Building and Sharing Your Elevator Pitch
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Building and Sharing Your Elevator Pitch - Here's How...**
- Andy Olen provides advice on how to build and craft an effective elevator pitch
- Your elevator pitch is meant to quickly connect, communicate, and signal to a prospective customer that you have value to offer
- Andy shares his elevator pitch
- There are three parts to a good elevator pitch
- The Introduction of you and your company. Share something you value in your opening
- A short and quick story
- A summary of what you sell and a signal of gratitude to close "thanks for listening" - all you want to achieve is your customer saying to you, "that's great, can you tell me more?"
Link to Andy Olen's website
Link to Andy's Online Courses
The Sales Warrior Within | Season 2 Episode 26 - Storytelling: A Conversation with Expert Jude Charles
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Storytelling: A Conversation with Expert Jude Charles**
- Andy Olen welcomes storytelling expert and guru, Jude Charles to the show
- Jude helps entrepreneurs, companies, and celebrities share their stories through video
- Andy and Jude unpack why storytelling is vital for salespeople, entrepreneurs, and everyone looking to connect and create a lasting impression
- Jude describes simple best practices on how to build a story
- Learn more about creating a Story Bank: go-to stories that you can inventory, practice, and deploy to share with others who you are
- Jude and Andy agree in the show that stories are great ways to overcome objections from customers
- Jude shares stories of his life, experiences, and career throughout the podcast, making this an engaging, connecting and motivating listen
- Connect with Jude, and subscribe to his letter using the links below.
Link to Jude Charles Website
Subscribe to Jude Charles Newsletter
The Sales Warrior Within | Season 2 Episode 25 - Changing Sales Jobs? Three Tips For You
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Changing Sales Jobs? Three Tips For You**
- Andy Olen provides three tips if you're considering changing sales jobs
- If you're joining a new company or transferring to a new sales team in your current company these tips will be helpful
- Tip 1: Get to know your potential new manager
- Tip 2: Evaluate your potential territory and ensure it fits your strengths
- Tip 3: Ensure you love the new product you're going to sell OR the love of the business of selling a new product
- Good luck in your job search and always confirm a new job is best for you!
Link to Andy Olen's website
Link to Andy's Online Courses
The Sales Warrior Within | Season 2 Episode 24 - Empowerment for Women: A Discussion with Lee Mariano
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Empowerment for Women: A Discussion with Lee Mariano**
- Andy Olen welcomes coach, author, and business guru Lee Mariano to The Sales Warrior Within Podcast to discuss empowerment for women in business and in life
- Empowerment is a clear and powerful theme throughout the episode
- Lee shares the challenges women face in the workforce including how unconscious bias often results in the exclusion of women and women's voices
- Lee looks back on her experiences in the Marines and Human Resources Management and discusses the challenges women face in all roles and levels of leadership
- Andy and Lee pivot to progress and the case for optimism and ways organizations and women can overcome the challenges faced in the professional world
- Lee highlights the mindsets of "the best candidate wins" and "the best idea wins" which opens the aperture and levels the playing field
- Lee's storytelling, optimism, and passion will inspire and enrich you
- Enjoy a wide-ranging and engaging conversation with Lee Mariano
Connect with Lee on Her Coaching Website and request Lee's 8 Factors of Unshakable Confidence
Check Out Lee's Facebook Page
The Sales Warrior Within | Season 2 Episode 23 - What To Do When You're Ghosted
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
What To Do When You're Ghosted**
- Andy Olen talks about the phenomenon of "Ghosting"
- Ghosting is when a customer doesn't return calls, is nowhere to be found, and ignores the salesperson's messages and communication
- There are three reasons why customers may ghost salespeople - conflict aversion, working with a competitor, and prioritizing other efforts
- Andy walks through each of these situations and then provides advice on how salespeople can manage each situation
- Using connection, communication, and cooperation, Andy reminds listeners to always take the high road, even when being ghosted
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 22 - Macro-Economic Challenges May Create Opportunities
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Macro-Economic Challenges May Create Opportunities**
- Obstacles for ALL are opportunities for the Sales Warrior
- As interest rates rise and inflation accelerates, it's a difficult moment for salespeople and businesses
- However, salespeople who stay sharp, accelerate their skills, and listen closely to their customers will overcome challenges faster than others
- Andy Olen provides insights and advice on how salespeople can navigate challenging macro-economic moments like the one we are in now
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 21 - Alternatives: Important Forces in Sales
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Alternatives: Important Forces in Sales**
- Alternatives are powerful forces in sales
- Andy Olen unpacks the pros and cons of alternatives and alternative powers
- As always, Andy provides real-world examples to bring home the ideas
- Limit customer alternatives to level the playing field
- Maximize alternatives as a salesperson when possible
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 20 - The Power of Reciprocity in Sales
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
The Power of Reciprocity in Sales**
- Reciprocity is a powerful sales force
- As Sales Warriors, we need to understand and harness the power of reciprocity
- Reciprocity is the force that compels people to want to "return the favor" to others
- Andy shares a favorite and powerful story on reciprocity, Mints & Gratuities
- As a salesperson, authentically and genuinely create moments of authenticity for your customers throughout the sales process
- Seek opportunities that encourage your customers to want to "return the favor."
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 19 - Prospecting: Create the Habit
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Prospecting: Create the Habit**
- Sales prospecting, it's all about creating consistent and strong habits
- Do a little bit every day
- Find the tools that will help you maximize your prospecting effort like LinkedIn Sales Navigator
- For prospecting in your local community, consider joining the Chamber of Commerce
- Take it one step further and volunteer to speak at the chamber
- For opportunities around the world turn to digital tools to assist you
- Make prospecting a habit and you'll be well on your way to new leads and opportunities
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 18 - A Tough or Good Moment? You Get to Decide
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
A Tough or Good Moment? You Get to Decide**
- Andy reflects on a short conversation he had at the bar the other day
- "Have things gotten just a bit worse since COVID started?"
- Reflections on customer service and how Sales Warriors have the power to choose how to engage customers
- A call to action to salespeople to engage with positive communication, a smile, and a cooperative approach
- We, Sales Warriors, can make a positive difference at this moment
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 17 - The Nobility in Sales
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
The Nobility in Sales**
- There is nobility in selling
- Andy encourages listeners to examine the attributes of a great personal relationship and take the same approach in their professional life - build relationships with connection, communication, and cooperation
- Negative sales stereotypes come from inexperienced salespeople guiding customers through big and material purchases in life - consider home buying and a car purchase
- It's up to us to recognize the Sales Warrior Within and work to promote our industry and approach
- Further, it's important, even if you are not a salesperson, to recognize that great life skills are great sales skills and visa-versa
- Bring out the Sales Warrior Within and continue to promote the nobility of our sales profession - great salespeople create great outcomes for others, and that's noble
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 16 - Closing The Sale With Confidence
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Closing The Sale With Confidence**
- Andy shares his thoughts on how to close sales opportunities with genuineness, authenticity, and confidence
- Andy learned while running campaigns that politicians have to ask for the vote
- Find ways, using your authentic voice, to conclude the sales process and deal
- Clients want to see a conclusion as well; they are often waiting for the salesperson to take the lead
- Asking for the close also gives salespeople the benefit of knowing exactly who the decision-maker is
- Closing is not hard, and it just takes practice and purposefulness
- Call to Action: Put a few good closing sales lines on your toolbelt
- Andy provides multiple examples of closing lines for you to make your own
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 15 - Be Ready to Move From Informal to Formal Negotiations
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Be Ready to Move From Informal to Formal Negotiations**
- Savvy customers catch too many salespeople in Informal Negotiations
- Informal moments set the table for the formal moments later on in
- Andy shares three Rs and best practices to ensure that salespeople navigate informal moments with thoughtfulness and success
- All cooperative negotiations can lead to Triple Win Outcomes - master Informal moments and enjoy the success at the upcoming formal negotiations
- Andy thanks the many listeners joining Andy's Instagram Live feed.
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses
The Sales Warrior Within | Season 2 Episode 14 - Sell While You Sleep
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Sell While You Sleep**
- Andy provides insights and ideas on how you can rotate your sales effort to create momentum and gains while you sleep
- F1 and the Power of Branding
- Salespeople and entrepreneurs gain advantages as they build brands
- Set a goal to build a sales brand that allows you to wake up to new leads, new opportunities, and best-of-all NEW customers each morning
- Sell while you sleep and let momentum take you further
- Andy thanks the many listeners joining Andy's Instagram Live feed.
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course, The "Yes, If" Mindset Master Class
The Sales Warrior Within | Season 2 Episode 13 - Do What You Love AND DO IT WELL, and the Money Will Follow
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Do What You Love AND DO IT WELL, and the Money Will Follow**
- Andy adds an essential phrase to the saying, "Do What You Love and the Money Will Follow"
- He adds, "AND DO IT WELL"
- It's critical to not only love but to also be good at what you like doing
- Salespeople will create momentum when they do what they love and do it well
- Salespeople that work at companies that offer incentive plans with unlimited upside have a real opportunity to make huge earning potential
- A Monday motivating podcast for salespeople and business people alike
- Andy thanks the many listeners joining Andy's Instagram Live feed.
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course, The "Yes, If" Mindset Master Class
The Sales Warrior Within | Season 2 Episode 12 - So, You Want to Be a Sales Manager?
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
So, You Want to Be a Sales Manager?**
- Any provides insights and perspectives on seeking and contemplating promotion from successful salesperson to sales manager.
- The first part of the podcast explores promotion through the eyes of the salesperson.
- It's essential to want to be a sales manager, not just enjoy the title.
- Moving from salesperson to sales manager is like moving from football wide receiver to coach - you gotta want it.
- In the second half of the episode, Andy looks at the critical decisions sales leaders must make when promoting a talented salesperson.
- The decision to hire from within or go to the outside poses challenges and opportunities for the hiring leader.
- Andy thanks the many listeners joining Andy's Instagram Live feed.
Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course, The "Yes, If" Mindset Master Class
The Sales Warrior Within | Season 2 Episode 11 - Diversify and Thrive in Sales
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Diversify and Thrive in Sales - Don't Let One Big Client Dominate Your Focus and Results.**
- Every salesperson and entrepreneur loves to have one big client who creates a significant amount of revenue and profit
- Don't put all of your sales eggs in one basket
- Diversification of a territory, region, clientele is critical
- Consider how you invest and diversify your savings across multiple asset classes
- Do the same in sales by spending enough sales time prospecting and building out a diverse set of clients
- Diversity will help you sustain success over the long-term
Buy Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course The "Yes, If" Mindset Master Class
The Sales Warrior Within | Season 2 Episode 10 - Practice the 18-Minute Presentation Rule
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Practice the 18-Minute Presentation Rule with customers, in the boardroom, and with your teammates**
- Listeners will only pay attention for 18-minutes of your presentation
- By keeping your presentation time to 18-minutes or less, you'll save and hold your audience's attention
- If you're going to present for more than 18-minutes there are multiple techniques to use to maintain a listener's attention:
- Invite new voices by requesting questions and comments
- Embed a video or audio file into your presentation to welcome a unique voice
- Co-present with a teammate or colleague
- Every time you bring a "new" voice into the presentation, you earn another 18-minute run
Buy Andy's Customer Presentation Excellence Course
Pre Order Andy's Online Course The "Yes, If" Mindset Master Class
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 9 - Stay Steady With Social and Enjoy The Dividends
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
As a salesperson, stay steady and consistent with posting on your social media. Your customers are reminded of the value you bring and create.**
- Andy shares a story of a training engagement he got because of his social media content posting.
- Pick your social media platforms and content based on your authentic and genuine voice.
- Organic or unpaid social media posting reminds your customers that you are present and working hard.
- Don't worry about "likes," it's all about presence
- Your customer may give you a few extra minutes if you create consistent and valuable social media content
- Capitalize on the extra time and attention you earn!
Pre Order Andy's Online Course The "Yes, If" Mindset Master Class
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 8 - Book Review: The No B.S. Small Business Book by Casey Graham
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Book Review: The No B.S. Small Business Book by Casey Graham - A highly recommended, easy to read, and thought-provoking book with significant business and applicable sales lessons**
- Andy Olen reviews Casey Graham's business book
- Build your "Owner's Intent" to give your effort focus and purpose
- Develop values that connect with your Owner's Intent
- Andy uses Casey's best practices and shares his work-in-progress "Owner's Intent" for his company
- Andy applies the lessons from the book to salespeople and encourages sellers to build their Sales Intent and Product/Service Intent
- A thumb's-up recommendation to invest your time in Casey's book
Connect with Casey on LinkedIn
BUY Casey's Book on Amazon.com
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 7 - ALWAYS Choose Cooperation Over Conflict
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
ALWAYS Choose Cooperation Over Conflict - We're watching conflict play out on the world stage as a tragic example of what happens when we fail to cooperate.**
- Andy unpacks the conflict, crisis, and chaos as Russia invades Ukraine
- At a macro or geopolitical level, the failure of cooperation is drastic and devastating
- The Russian invasion of Ukraine serves as a saddening case study for salespeople
- Although the stakes are never as big as they are in Ukraine, we must remind ourselves to always cooperate, even in the toughest of situations
- We are wired to cooperate, not fight
- Use cooperative sales and negotiation techniques with your customers to ensure everyone walks away from the sales event feeling successful.
Pre-Order The "Yes, If" Mindset Online Negotiation Course
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 6 - "Yes, If" Negotiating AFTER the Sale is Complete
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Negotiations Continue Well After the Sale is Complete - Continue to use "Yes, If"**
- Andy shares his passion for the nobility of sales and salespeople
- By creating value for customers, salespeople make their customers stronger and more effective
- Andy gives a shoutout to his friends at The BeautyHealth Company (NAS: SKIN) and a blow-out 4th quarter shared with Wall Street
- Negotiations don't end once the contract is done, they continue
- Once the implementation of a product or service begins, customers may have new requests and needs
- Continue to use "Yes, If" and the Trading Sheet to cooperatively navigate these important moments
- Seek to change the status quo through cooperative negotiations
- Work toward a cooperative Triple Win Outcome - a win for the salesperson, customer, and salesperson's business
Pre-Order The "Yes, If" Mindset Online Negotiation Course
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 5 - Informal Negotiations Using "Yes, If"
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - **Andy Olen
Be Mindful of the Informal Negotiations and Use "Yes, If" Techniques to Navigate These Important Moments**
- Informal negotiations can pop up at any time, and salespeople have to be ready for them
- Navigating informal negotiations set the table for successful formal negotiations
- Use "Yes, If" cooperative negotiation techniques to recognize and respond to a surprise informal negotiation
- It's critical to realize you're in an informal negotiation with a customer
- Buy yourself time by asking a question
- Consider your "Yes, If" trades while the customer is responding to your question
- Create a win-win outcome by trading value for value
Pre-Order The "Yes, If" Mindset Online Negotiation Course
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 4 - If You Have To, It's OK to Fire a Customer
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - Andy Olen
Andy's Advice on How to Think About and Engage a Customer You May Need to Fire
- Firing a customer is a rare but sometimes necessary sales activity
- Andy shares the circumstances and situations where it's OK for a salesperson to say "no more"
- If a customer is acting unethically or illegally, say goodbye
- If the customer takes too much of your time and energy, consider exiting the relationship and moving on to greener opportunities
- Try to work out the situation with the challenging customer using cooperation
- If the customer relationship can't be salvaged, it's OK and possibly necessary to move on
- No amount of revenue and profit is worth constant headaches and heartaches
Pre-Order The "Yes, If" Mindset Online Negotiation Course
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 3 - Don't Sell Using Slang
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - Andy Olen
Don't Sell With Slang
- Avoid using slang, idioms, and complex language with customers
- It's easy to use slang, but remember that your customer may not know what you're talking about
- Customers also won't give you feedback on your language; they'll ignore you
- Andy Olen shares three best practices
- If you use a slang term, define it for your customer
- Replace slang with a story
- Simplify your language and communication style
- Andy shares slang terms from sports, pop culture, and business
- Build the habit of limiting slang and using the best sales practices from this podcast with your customers
Pre-Order The "Yes, If" Mindset Online Course
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 3 - Make Cooperative "Yes, If" Negotiations Your Jam
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - Andy Olen
Cooperative "Yes, If" Negotiations Create Triple Win Outcomes
- If you want to fight your way through negotiations, don't listen to this podcast episode
- If cooperation is your thing, then the "Yes, If" Mindset negotiation style will fit you perfectly
- Andy Olen shares his approach to building cooperative negotiations
- From $450,000,000 deals and beyond, Andy has successfully negotiated with "Yes, If"
- Understand the Dark Side of Negotiations
- Discover how to trade value for value using "Yes, If"
- Build trust, prepare to negotiate, and execute
- Become a confident and skilled negotiator
- Andy has created an online course that will help you quickly become a skilled and confident negotiator.
Pre-Order The "Yes, If" Mindset Online Course
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
The Sales Warrior Within | Season 2 Episode 2 - Andy Reviews Company of One by Paul Jarvis
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - Andy Olen
Today on the Pod Andy Reviews "Company of One" by Paul Jarvis
- Andy gives a positive review on an excellent book for entrepreneurs and salespeople
- Andy translates the main concepts and lessons in the book for salespeople looking to improve and take on a Company of One sales approach
- Three highlights from the book are new ideas around growth, personality, and teaching as a way to selling
- Jarvis challenges the way people think about growth. He suggests better beats bigger
- Andy comments on the author's discussion around the importance of personality and how powerful teaching is as a tool to evolve your business
- Andy encourages you to play to your strengths, read the book, and apply the lessons
- A simple, provocative, and powerful book for Sales Warriors
Buy Company of One by Paul Jarvis
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
- Order Andy's negotiation online course, The "Yes, If" Mindset
The Sales Warrior Within | Season 2 Episode 1 - The Joy of Simple Selling
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
“Good Selling, Good Leading, Good Living.” - Andy Olen
Today on The Joy of Simple Selling Episode
- Andy defines Simple Selling.
- Applies simple approaches to creating robust transactions between buyers and sellers
- Shares examples of Simple Selling gone wrong
- Applies his Simple Selling approach to pricing and basic transactions on Facebook Marketplace
- Encourages salespeople to stand by their premium-priced products
Connect with Andy Olen
- AndyOlen.com
- The Sales Warrior Within Podcast
- Andy Olen's Book: The Trilogy of Yes
Andy Olen jumps into sales empowerment on this first episode of 2022. Listen to Andy's passionate call to action for all salespeople. Overcome negative sales stereotypes and build the skills that will allow you to control your own sales destiny.
Andy provides three tips on how to close 2021 with momentum and success. Prompt with If, Ask for the Opportunity, and Harness the Power of Reciprocity are three ways to make the end of 2021 roar with sales success. Happy Holidays and Happy New Year Sales Warriors. Bring on 2022.
Andy Olen shares his thoughts and tips on how sales warriors can harness the power of financial understanding and make it a selling superpower. In addition, Andy shares his 5-Line P&L approach and recommends a well-known show for salespeople to watch to improve their financial sales skills. Happy Holidays Sales Warriors.
Paul Martin won two NCAA men's hockey national championships, played for over a decade in the NHL, was selected to three Olympic teams, and is the founder of Shine A Ligh7. Paul's charity helps kids overcome challenges with mental and emotional struggles. Paul and I discuss his charity, his career, and the actions high-performers can take to overcome mental and emotional challenges. Paul is working hard on developing and building his Sales Warrior Within. Check out Paul's charity Shine A Light7 at https://www.shinealigh7.org
Imposter syndrome can plague top salespeople and high-performers. Andy Olen unpacks this challenging self-doubt phenomenon and provides simple tips to accelerate your forward momentum.
Customer Presentation Excellence! Andy Olen is pleased to launch his first online course. Learn how to excel in front of your customers by delivering high-impact presentations. Check out Andy's course at learn.AndyOlen.com and apply promo code SKILLS to receive 20% off. POPS, The Rule of Three, and Storytelling are three best practices to help you build Customer Presentation Excellence.
In this special episode of the Sales Warrior Within podcast Andy Olen shares the business history, success, and winning culture that led the Milwaukee Bucks to an NBA Championship in 2021. Great teams win sports and business championships. From a fan's perspective, Andy takes you on the journey of the Milwaukee Bucks franchise and the lessons Sales Warriors can learn from the Buck's magical 2021 run.
Andy Olen shares his thoughts and perspectives on being in business for two years. After exiting Corporate America and making it through a global pandemic, Andy shares his perspectives on how to evolve as an entrepreneur, learn from mistakes, and always maintain a hyper-curious learning disposition.
Andy Olen is pleased to welcome Andy Glass, CEO of Vivasure Medical, to the podcast. Andy has had a dynamic career in sales, leadership, and global business management. He shares his perspectives on leading global sales teams, developing a sales career, and having a Growth Mindset.
As the world "opens back up" slowly and safely, salespeople will start to engage live-and-in-person with clients. Andy shares his best practices in meeting with, presenting, and engaging in-person with clients. Take full advantage to be face-to-mask-to-face again with your clients and customers.
In this episode, Andy explores the behaviors of customers and salespeople within a negotiation. He shares the importance for the salesperson to demonstrate patience, not to shy away from high price positioning, and not fall for the ", but my customer might get mad at me" trap.
Negative sales stereotypes are rooted in pop culture and history. The Sales Warrior Within each of us has to be aware of these negative forces and work to create new and positive sales stereotypes. In this episode, Andy Olen identifies the origins of many negative sales stereotypes. Appreciate the bad, so we can work on creating the good!
Happy New Year! Kyle Frye, the President of the U.S. business for Synthetic MR joins the show to discuss his approach to building a great sales culture, helping salespeople interested in sales leadership, selling in 2021, and how golf can teach you a lot about business. Enjoy Kyle's insights, energy, and outlook on The Sales Warrior Within.
Andy Olen interviews Sales Team Go's CEO Tom Briccetti on his sales work with founders and entrepreneurs. Tom shares his insights on lead generation, sales process, and fractional sales leadership. Tom's energy and passion for sales and technology shine throughout the conversation.
Andy Olen reflects on a challenging sales year in 2020 and shares his case for optimism that 2021 will be a banner year for salespeople. Happy Holidays Sales Warriors!
What makes a great salesperson great? Andy shares his thoughts on two powerful sales attributes that drive great performance. Join the conversation and share with Andy (andy@andyolen.com) your thoughts on what you think creates sales greatness.
Run toward a negotiation, not away from one. Andy shares an example of a salesperson running away from a deal because of the dark side of negotiations. Overcome the dark side and negotiate with confidence.
Andy unpacks the Presidential and Vice Presidential debates looking for sales best practices, and not so good practices. There were both. Connection, communication, and cooperation are superior to conflict, chaos, and crisis. Learn from the debates on how to improve your sales skills.
How did a TEDx talk help me become a better video call presenter? Learn how to speak "Into the Light" and build video call presentation confidence.
One of the most important steps I took transitioning to entrepreneurship was to write myself an offer letter to join my own business. It may sound a bit odd, yet the activity and inspiration it created was a driving force that helped me achieve the milestone of hitting my first year-in-business anniversary.
The Sales Warrior Within, at its core, is about changing the status quo. In this episode, I discuss how Sales Warriors are creating change with customers and in society. The collective voice of protest, change, and justice has united to disrupt the status quo. Black Lives Matter and the fight for racial justice demonstrates the power of our collective sales warrior voice.
With COVID-19 changing how we sell, Andy Olen highlights three important sales tips to help you build and extend dynamic customer relationships. New approaches for a new time. The Sales Warrior is always evolving.
Andy sits down with his family to get their perspective on living through the Coronavirus pandemic. From the changes they've had to make, to their empathy for the people negatively impacted, hear from a 15, 14, and 11-year-old as they share their observations and feelings. You'll hear a mix of lighthearted moments and thoughtful remarks.
Using the skills of communication, connection, and cooperation, great leaders rise in tough moments. Andy shares with us what salespeople, business leaders, and everyone can do to lead during this tough moment in early 2020. Focus on the ingredients of communication, connection, and cooperation and avoid the dark side of chaos, conflict, and crisis.
As Sales Warriors, we have two ways to approach the challenges of Coronavirus, binge watch Netflix, or dig in and sharpen our sales skills. We choose our sales skills. Although we face challenges in our new sales normal for the next few months, Andy believes this is a critical moment to dig in and sharpen our sales approach and come out stronger on the other side.
Holistic Nutritionist Maria Viall joins The Sales Warrior Within. Andy and Maria discuss how sales warriors can achieve peak performance through their relationship with food and wellness. Sales and business people face good nutrition obstacles on the road, at dinners, and at sales meetings. Maria shares great insights on how to perform at our best in these tough situations.
As predicted, Campaign 2020 will deliver many sales lessons. The first was delivered in the chaos of the Iowa Caucus. A complex system fails on multiple levels. Sales Warriors can learn a lot from Iowa. Andy shares the important sales lessons from the Iowa debacle.
Andy shares his 2020 outlook and focuses on the big three themes of the upcoming year in sales - excellent preparation, managing the election year, and how to extend social media to amplify your brand and sales success.
Andy looks back on a dynamic 2019 and shares his Top 3 Sales Insights from the year. #yesif, communication, and less-is-more climb to the top in a year that the nobility of the sales profession continued to grow and advance.
Andy shares his TEDx journey. From the first interview to walking onto on the stage, learn how to become a TED talker yourself. Additionally, Andy shares how the process of TEDx made him a more effective sales warrior. Tips, tricks, and what to expect ALL included within.
Political campaigns and sales have a lot in common. Andy shares the parallels between politics and sales. The ultimate deadline, great execution, and preparing for the next "election day" are all critical sales activities. Listen to Andy to share his thoughts and experiences.
Andy reflects on training new salespeople. Once you come out of training ready to go and talk about your product, remember the first thing you have to do as a new salesperson is to build trust with your customers. Andy shares his insights on how to engage new customers and shares ideas presented to him by new sales warriors.
Standing next to every great salesforce is an excellent sales operations team. This group is the bass guitar and drums of a commercial group. Andy started his career in sales ops and focused this episode on sharing his passion for this vital role. Consider taking on a sales ops role in your sales journey to give you valuable insights and perspective.
Andy recently completed his second marathon. He improved over 50 minutes in time, 17 years after running his first 26.2. He shares in this episode the learnings from his experience and applies the lessons to selling. Listen and realize how many insights and parallels there are.
Andy recently delivered his first TEDx talk on Yes, If cooperative negotiations. In this episode of The Sales Warrior Within, Andy reflects on the TEDx experience and how he will apply the learnings from TEDx to his sales approach.
Lessons from marathon training applied to The Sales Warrior Within each of us. Don't sprint your sales career marathon! Take the time to learn, adjust, grow, and fuel up for the next big moment. Andy shares the parallels between marathon training and sales excellence. Taper time is important time for all of us.
Andy shares the skills of The Trilogy of Yes. Three powerful sales skills that INSPIRE customers to say YES. Communication, Connection, and Cooperation create the Trilogy. Andy shares his passion and advice on how to use, develop, and engage with these three robust sales and life skills. Every sales warrior needs these three skills on their sales toolbelt.
Andy is 90 days into his journey as an entrepreneur. Andy connects with the life of an entrepreneur because it resembles the life of a salesperson. By returning to his sales roots and helping others become better salespeople, Andy reflects on how the journey thus far has been rewarding and motivating. Enjoy this episode and share in the journey,
Sales training doesn't teach us how to set proper sales forecasts and expectations each quarter. These skills and activities are essential for all salespeople. Having given and received 1000s of sales forecasts, Andy Olen provides his tips and tricks on how to take on forecast calls with confidence and conviction.
The Sales Warrior Within faces tough moments out in the field. Andy shares his most memorable fail, challenges, and tough customer moments. We learn by making mistakes. Listen to Andy vulnerably open up about his "not so great moments" so you can learn from these moments and continue to strengthen your customer sales and leadership skills.
New product launches are unique events. Andy Olen has launched multiple blockbuster products into global markets. In this podcast, Andy guides leaders, marketers, and strategists on how to launch and win. Andy also stresses the importance of preparing for a competitive counterpunch 90 days after launch. Be ready, have fun, and make your new product launch sizzle.
It's a big and important transition to go from being the star sales rep to becoming the new sales manager. The learning curve is steep and new sales managers need guidance and support. In this episode, Andy shares his experiences with and insights for this important group of talented sales professionals. Accelerate forward with confidence.
"Yes, if" two of the most powerful words in sales, leadership, and life. "Yes, if" empowers you to say YES to every customer request IF you ask for value in return. Andy introduces the "Yes, if" approach on this episode of the podcast.
Peloton, the Green Bay Packers, and Salesforce.com - These companies do more than sell products; they build communities of loyal customers and evangelists. These are the unicorn brands. Andy provides his hot take on these exceptional companies, and what makes them unique. Sales leaders, marketers, and executives can unleash The Sales Warrior Within and transform their brands into robust communities.
Preparation is key to delivering the perfect sales pitch. On his way to a sales pitch, Andy takes some "windshield time" to stress the importance of preparation before any and all engagements. Make your sales pitch hit the mark with great prep.
As a salesperson, should I be mindful of the content I put out on social media? The short answer is YES. Andy shares his thoughts and insights on how to best approach your social media content as a Sales Warrior. Andy shares a funny social media customer story as he provides his tips and thoughts throughout the episode. Listen in to insure your social media content helps you build trust and credibility as the great Sales Warrior Within continues to grow and evolve.
In Part 2 of the mini-pod series on how to write and publish a book, Andy guides you going through the drafting process by focusing on storytelling. Don't be afraid of the challenges you'll face as you move from your first to the second draft. You are further along than 99% of the people say they want to write a book. Keep making it happen!
You made it! It's time to hit the PUBLISH button. Andy provides his final tips, resources, and helpful insights on how to get across the finish line and unleash The Sales Warrior Within. Pride, accomplishment, and a story to share with the world. This is your achievement!
Your book is on it's way! You're getting closer to launch. With your book draft in hand, it's time to attack the technical aspects of publishing. Copy editing, formatting, and insuring your voice is coming through strong and clear. In the third part of this series Andy helps you sprint toward the now visible finish line. You are becoming an author!
"Hey Andy, what did you do to write and publish a book? I've always wanted to do that!" Writing a book and sharing a story with others is a great expression of The Sales Warrior Within. Andy shares his experience writing and publishing his first book in this four part mini-pod series. From starting the process to the joy of holding your work of art in your hands, Andy demystifies the process of becoming an author.
Salespeople face significant headwinds when it comes to building trust with customers. The Sales Warrior Within has to be prepared and ready to take the lead. Andy shares his insights on how to quickly and effectively build a strong and trusting relationship with a new customer.
Building new sales skills and approaches are key to staying one step ahead. The Sales Warrior Within craves the next evolution, a new insight, and the opportunity to improve. In this episode Andy answers a question he is often asked as a sales leader, "How should I use social media when it comes to engaging a customer."