K2 Sales Podcast: Recent Episodes
Karen Kelly
Join Karen Kelly on the K2 sales podcast where she speaks with sales/marketing leaders, business owners and top performing sales professionals to break down what mindset, behaviours and actions are contributing to game changing results. This podcast will invite you to look at your own business, analyze what you could be doing differently with yourself, your team and your overall organization to drive game changing results. We provide tactical steps that can be applied immediately to your specific, role, team and company that will put you on the path to elite performance. “In a world full of game players, the only way to set yourself apart is to be a game changer.”- Matshona Dhliwayo
Have you heard speakers say they are in “flow" and wonder, what does that mean?
When time stands still, we are in your zone of genius and the words flow out of us effortlessly.
Sounds great, doesn’t it?
But how do we get there?
Tune in to the K2 Sales Podcast where I speak with @LindaUgelow confidence coach and author of Delight in the Limelight. She shares her story of how she overcame her public speaking fear and now how she helps others transform their speaking experience from dread to delight with her 3 step framework.
Much of what is holding us back are self judgement, triggers and beliefs from our past that prevent us for being free and present.
When we can work through these, we take the focus of ourselves and are in service of others. We let go of the fear of failure and comparing ourselves to others.
In this space, we become present and our nerves disappear. This allows our authenticity to be felt - it not only puts us at ease it extends to our audience.
In this episode of the K2 Sales Podcast, host Karen Kelley welcomes speaking confidence coach and author Linda Ugelow to discuss strategies for overcoming the fear of public speaking, known as glossophobia. Linda shares her personal journey from experiencing intense fear to becoming a confident speaker. She introduces her three-part framework: Reveal and Heal, Restoring Safety, and Repattern Your Habits, which helps individuals uncover and address the root causes of their speaking anxiety. The discussion also includes practical tips for engaging presentations, the importance of vocal preparation, and the positive effects of humor and authenticity in connecting with an audience. Listeners are encouraged to embrace their true selves, find their unique voice, and transform their speaking experiences.
00:00 Introduction to the K2 Sales Podcast
00:54 Overcoming Presentation Anxiety with Linda Ugelow
04:29 Linda's Journey: From Fear to Confidence
10:08 The Inner Freedom Framework
17:07 Practical Tips for Public Speaking
27:18 Acknowledging Others Without Self-Deprecation
27:44 The Power of Voice and Presence
29:22 Repatterning Habits for Effective Communication
32:27 Eliciting Emotions in Your Audience
38:04 Practical Tips for Presentations
43:53 Embracing Authenticity and Freedom
49:00 The Role of Humor in Presentations
50:43 Conclusion and Resources
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
How many of us are told to "just do it”,” lean it to our confidence", "find our voice".
But nobody tells us how.
If we are new to sales, transitioning to sales leadership or simply trying something new, we may not have the confidence required to take us to the next level.
Tune in to my solo podcast where I share 3 ways to increase our confidence that will help us become the our best version of you.
1) Mindset, what is our belief system
2) Knowing doing gap- We need to take action
3) Track and Stack- Track our progress, stack our wins
b2bsales #confidence #salesperformance
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
How many of us are operating solely from our head?
Crossing off our to do list with ourselves, our team and our clients. Going thought the motions, living in our subconscious?
We celebrate crossing off items from our list, however what type of experience did we create for our audience?
Would we be described as robotic, automated, cold or authentic, genuinely interested, compassionate?
Tune in to my solo podcast where I share 3 ways we can move from head to heart- create an authentic, intentional experience for our clients.
Move them, activate their emotions and stand out from the rest who are desperate trying to pull everyone & everything across the year end line.
It all starts from the inside out.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
How many of us show up to meetings with an awareness of our prospect's role, potential challenge, incumbent provider etc.
These are bare minimum in sales today, the layer beneath them is the awareness of ourself.
How are we feeling?
Did we check in with ourself today? Examine the quality of our energy? where are we holding tension, do we feel blocked or energized?
Which part of you us do we need to access for our meeting? Confidence? Empathy? Curiosity?
Are we acting as a coach, friend, parent?
All these check-in points allow us to align our best self to the situation and increase the likelihood of getting the outcome we are looking for.
Yet, how many of us take the time to do this?
Slow down, connect with ourselves, what are we feeling? Who are we? We get to our create identify.
Tune in to The K2 Sales Podcast where my guest, David C. Olcott CEO of Samurai Success, author of Swords of Illumination, with over 35+ years of professional coaching experience,
master certified in NLP, worked as #1national trainer for Tony Robbins as well as the business manager to the #1 selling real estate agent in the world shares his valuable insights.
He shares how we create our own identity and choose how we want to show up with intention.
This connects us to our audience and allows us to find our authentic voice and let our inner light shine.
We are the differentiator, but many of us are dimming our light to AI.
Choose how you want to show up, in purpose and in service and watch the difference you create for both you and your prospect. It is game changing.
Connect with David
Samurai Success Inc.
www.samuraisuccess.com
https://www.linkedin.com/in/david-c-olcott-1107bb1/
https://www.instagram.com/samurai_success/
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
In honour of the release of Kristie’s new book, Selling your way In, I am happy to share a previously recorded conversation with Kristie Jones
What does it take to break in to sales?
What are interviewers looking for?
How do I prepare?
Sales is a tough but rewarding career.
Many are on the outside wondering it it’s for me, others are tirelessly knocking on doors trying to get in.
Kristie Jones Founder of Sales Acceleration Group, Speaker and author joins me.
She provides answers to the above, shares insights from her own sales journey and so many more nuggets for anyone looking to get in to sales.
Get your note pads out, this is a good one.
Kristie has provided Behavioural interview questions for hunters as well as interview questions sales candidates should be asking.
Download here
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Discover how marketing and sales can work better together in a conversation with Kevin Palmer, the CEO and Founder of Palmer Creative Group. He explains how understanding the customer's perspective can help align what your business offers with what the customer sees as valuable, while also promoting honesty and responsibility. Drawing from his background in the mining industry, Kevin shares practical strategies that can be used in any field to turn insights into opportunities and boost sales.
Kevin also warns against relying on just one contact in a client company, as it can hurt your sales efforts. Instead, he highlights the importance of connecting with multiple decision-makers, using real examples where this approach led to success. He offers tips on creating strong relationships with different stakeholders, gathering testimonials, and building a list of key benefits, features, and functions that are essential for closing complex deals.
Kevin also shares creative ways to gather customer insights without using third-party services, including how to make engaging visual content and build focused LinkedIn groups. Plus, we discuss a case study of a geophysics company that improved customer service by relocating technicians to regional hubs, leading to faster service and lower costs. You can learn more about Kevin's innovative work by visiting PalmerCreativeGroup.com.
https://www.linkedin.com/in/jkpalmer/?locale=fr_FR
Website: https://www.palmercreativegroup.com
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Most companies these days are relying on Chat GPT to conduct research for their outbound prospecting motions.
While it is great for filtering, sorting and comparing large amounts of data, we need to ensure it is personalized, relevant and timely- especially if we are targeting “whale” accounts.
Tune in to my conversation with @Barbaraweaversmith two time author and most recent founder of The Whale Hunters Institute as well as Barbara AI, an AI clone of her.
Barbara shares what it takes for small to medium companies to land a “whale” by definition an account 20x their average deal size. For most companies this would not only change their business, but their lives.
She shares the risks from both sides and the level of detail required when it comes to research.
Sales people represent the intuits who hunted whales many years ago, it took a village. We are no different, they expect resources both pre-sales and post sales including professional services, and an implementation team. Many small companies shy away from this.
It is not impossible to do, we need to create standard processes, align specific resources and have a clear onboarding plan.
Tune it to learn the steps to take to move your fish accounts to whale accounts.
b2bales. #sales #prospecting
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Enjoy this weeks episode where Karen Kelly is a guest on the Scale Your Sales podcast with Janice B Gordon.
Here is what Janice had to say - In this week’s Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast.
Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled.
In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity.
Welcome to Scale Your Sales Podcast, Karen Kelly.
Timestamps:
00:00 – Breaking Barriers in a Male-Dominated Environment
04:38 – Finding strength in adversity.
07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations.
11:33 – Society limits women’s potential, they need to back themselves.
13:36 – Embracing diverse thoughts and fostering leadership skills.
16:03 – Embrace curiosity, transparency, and team empowerment.
19:40 – Consider others' perspective, ask questions, understand impact.
22:44 – Intentional communication, active listening, and creating space for others.
/ karen-kelly-sales-trainer-
Janice B Gordon is the award-winning Customer Growth Expert and Scale Y
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
📺 Watch this Episode on YouTube
How many of us get in our own way of achieving sales success?
Imposter syndrome Fixed mindset Lack of required skills Comparing to others
Winning new customers is the number one challenge 80 percent of entrepreneurs face - and a big reason half of small businesses fail within five years.
Tune in tomorrow where @Carolemahoney, author of Buyer First, Founder of Unbound Growth, member @womensalespros, Speaker and much more shares her experience of overcoming her sales struggles.
Struggling to initially pay her bills to becoming a sought after speaker, sales coach for Harvard Entrepreneurial MBA program, influencer etc.
She breaks down the importance of "Selling with our customers vs selling to or at them". Everybody wants to buy, nobody wants to be sold to.
The balance of emotional storytelling backed with data and actionable worksheets will undoubtedly leave you empowered and equipped to make the required changes. I loved the book and as an entrepreneur related to many of her stories. Thank you for sharing your journey Carole, it is an extremely valuable and well written book!
order her book today
https://carolemahoney.com/books/buyerfirstbook/
Tune in and get your note pad ready this one is a #gamechanger.
buyerfirst #b2bsales #mindset
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
How many of us overcomplicate sales?
Adding too many steps, not getting to the root cause of what support our prospects need and using seller language are just a few ways.
These result in a journey along a path they do not want to travel.
We create a lengthy, clunky and uninviting experience leaving them dizzy and desperately looking to get out.
Tune in to my conversation with @willbarron host of The salesman.com podcast and salesman.com Academy where he teaches simplicity and frameworks to find and close more sales.
Will shares the importance of starting our engagement with a bold hypothesis. Our detailed point of view, of what could be taking place in your prospects business.
This is the critical starting point that is often missed.
Tune in to learn step by step what we should be doing to engage as well as some of the sought after traits of sales professionals. Do you possess any of them?
Connect with Will:
https://www.youtube.com/watch?v=iTzSDOhPEfI
https://www.linkedin.com/in/willbarron/
https://Salesman.com
Salesman.com Podcast
Free Access to Will’s books:
Selling Made Simple (frameworks to find and close more sales) -
https://app.salesman.com/wp-content/uploads/2024/05/Selling-Made-Simple-V2.3.pdf
SalesCode (becoming the person capable of implementing the sales process) -
https://app.salesman.com/wp-content/uploads/2023/05/SALESCODE-V0.6-PRINT.pdf
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
“Failure is part of the journey and to have that resiliency and along the way, like the growth and the revenue that I made up has tripled the initial loss.”- Karen Kelly
Karen Kelly shares her journey from wanting to be a doctor to becoming a successful sales professional. She emphasizes the importance of having a strong foundation, whether it’s through education or working in corporate America, to develop the skills needed for sales. Karen also highlights the significance of understanding the customer’s language and needs, building relationships, and providing after-sales support. She discusses the collaboration between sales and marketing departments and the need for a unified strategy. Karen encourages embracing failure as a learning opportunity and not being afraid to take risks.
Takeaways
- A strong foundation, whether through education or working in corporate America, is crucial for developing the skills needed for sales.
- Understanding the customer’s language and needs, building relationships, and providing after-sales support are key to success in sales.
- Collaboration between sales and marketing departments is essential for aligning strategies and meeting customer needs.
- Embracing failure as a learning opportunity and taking calculated risks can lead to personal and professional growth.
- Don’t play small in sales, leadership, or entrepreneurship. Take bold actions to achieve big results.
Chapters
- 00:00- Introduction and Karen Kelly’s Career Journey
- 08:31- The Importance of a Strong Foundation in Sales
- 13:10- Embracing Failure and Taking Calculated Risks
- 25:43- Collaboration between Sales and Marketing
- 31:00- Don’t Play Small: Bold Actions for Big Results in Sales
Follow the Transformed Sales Podcast here
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Watch this Episode on YouTube
In honour of Jill's Birthday last week, enjoy this valuable interview with her from earlier this year.
I am delighted to share my conversation with none other than the sales guru, trailblazer for women in sales, author of best selling books such as Snap Selling, Agile Selling, More Sales Less Time, Get Back to work Faster, Selling to Big Companies @Jillkonrath.
Every time Jill encountered a set back, a road block a shift in the industry, she paused and figured a way out.
Then she wrote a book about it to provide a proven system for sellers to navigate their way out.
As we enter 2024, the constant is change.
Are we entering the new year with excitement or are we feeling discouraged?
Tune in to my conversation with Jill where she shares timeless fundamentals for selling.
Regardless of the situation we are facing, she has faced it and overcome it.
She also shares the importance of mindset, attitude and our ability to reframe the situation.
As a woman in sales, it was an absolute highlight for me to have a conversation with someone I have looked up to my entire career.
Jill, Thank you for everything you have done for the sales community. Your knowledge, experience and generosity has had a profound impact on so many.
b2bsales #salesmindset #salesfundamentals
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Changing a habit beings with the first stage... Awareness.
This post might be that for some women reading it……
Are you starting and ending your sentences with Sorry???
Perhaps you are unaware you are even doing it.
Sorry, Can I ask a questions?
Sorry, can you pass me the notebook
Sorry, what time will be wrapped up at?
When someone bumps in to you, what#$%&!
Why are we apologizing? They bumped into us.
Why do we do this?
To find out and also learn some replacement thoughts, phrases Tune in to my conversation with Professor Maja
Prof Maja, is a sought after public speaker, Sociologist, Confidence Builder, Ted X speaker and Author of Hey ladies stop apologizing and other career mistakes.
I guarantee after you listen to our conversation you will be more mindful of your word selection.
00:00 Introduction to Women in Sales Month and the challenges faced by women in the workplace related to confidence and communication.
01:06 Discussion of Professor Maja's ongoing global study on women's confidence and communication, including the impact of over-apologizing on perceived confidence.
02:03 Exploration of how childhood experiences and programming impact self-belief and self-worth in adulthood, with implications for parents and teachers.
04:18 Overview of the diverse scope of Professor Maja's study on women's confidence, including factors such as early childhood experiences, country of origin, and workplace dynamics.
09:45 Examination of the challenges faced by women in toxic workplaces, female rivalry, and gender division of household labor, highlighting the need for safety and non-judgmental spaces.
12:11 Discussion of the importance of finding micro moments of progress, success, and joy in the workplace and personal life, as well as the impact of creating a safe and non-judgmental environment.
13:36 Examples of how participants in the study have felt empowered to speak up, set boundaries, and challenge traditional behaviors, leading to positive changes in their lives.
16:3 Insights into the differences between men and women in issuing apologies, and the impact of over-apologizing on perceived confidence and assertiveness.
18:55 Examination of the tendency for women to be people pleasers, struggle with setting boundaries, and fear of disappointing others, impacting their confidence and assertiveness.
20:53 Discussion on how a CEO's behavior affected her confidence during a training session.
22:13 Exploration of replacing apologies with "thank you" or "excuse me" and the impact of over-apologizing on confidence.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
How many of us are dissatisfied with where we are in our lives but don’t know where to start to making changes?
We accept our reality as if it’s permanent. As sales professionals we are regularly in situations where we face rejection, prospects deny us a chance to present our value prop or buyer's choose a different partner
Some take this personally, some make it their identity and some allow it to take over their thoughts and beliefs influencing future calls. Leading to a perpetual cycle of Fear, uncertainty and doubt.
Tune in to my conversation Justin Michael, Founder of Justin Michael Method (JMM), Executive coach 4x best selling author with his most recent book Attraction Selling, a new age book that fuses The Law of Attraction with Selling.
Justin shares how these techniques worked for him by literally attracting the law of attraction in to his life, which changed his worldview forever. His techniques helped him land his first tech sales role doubling the offer of previous companies, presented many synchronistic experiences in his path with music/ manifestation, encounters with Jack Canfield, Rhonda Byrne and many others.
Justin shares how he applies his mindfulness practices in to the B2B selling world and the extraordinary results he experienced personally as well as his clients.
His commitment and passion of leading in service is palatable. He lives in gratitude and empathy for his audience. Visualizing the positive outcome he will help his clients deliver on. Shifting his energy, thoughts and vision in to what he wants for his future. Vibrating at high frequency.
Attraction Selling presents a unique approach to sales and life in general. It is a topic that is very close to me and one I have been practicing for over 15 years.
If you are ready to make a shift, visualize the outcome you want, create affirmations that align with it and prime your brain in a relaxed receptive alpha state, I invite you to tune in to our conversation.
It will be transformative, I guarantee it.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Most people accidentally land in sales vs intentionally choosing a career in sales.
Tune in to my conversation with Dr Blake Neilson, Associate Professor of Professional Sales at Weber State University.
Blake shares the transformation his students go through during the term and showcases why Weber state has a 100% placement rate.
He shares some of the tactics and approach to what is motivating and driving results for his students. We also discuss what the best of the best are doing to win the pitch competitions.
There is a demand for professional selling in many universities, Weber State has been offering this for 50 years, tune it to learn from one of the best.
sales #professionalsales #saleseducation
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
As sales reps, how can we increase our sales performance?
As sales leaders, how can we support our team in achieving their goals?
It starts with doing the inner work first.
Improving our self awareness to unlock our true purpose, “Our why”. This gift allows us to connect on a deeper, emotional level with our prospects
It also provides the mental fortitude and stamina to overcome the No’s and keep going because our strong sense of purpose.
Tune in to my conversation with Chief Transformation Officer of Sales Accelerated @weleynewhittaker where she shares tactics beyond the inner game to improve sales performance, some of which include,
Role play in a safe environment
Celebrating the small wins
Understand our motivation, if you struggle with this, can you find an accountability partner?
If you are questioning your performance, or struggling to support your team’s performance, tune in to my conversation Wesleyne. The stories she shares, tactics and approaches she uses with her own clients are sure to hep you turn things around in your own territory.
salesperformance #b2bsales
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
📺 Watch this episode on YouTube
As entrepreneurs and business professionals, we are the ones that block our own progress.
Preventing ourselves from achieving the next level of success. Stemming from our mindset, our beliefs and inability to take action by bringing our goals to life.Tune in to my conversation with Dr. Sarah Glova, a recognized speaker, successful entrepreneur, university instructor and business consultant.
Sarah shares her own struggles with the resources, tools and initially sales. Working through this has allowed her to better connect with her audience, understanding their needs while emphasizing the journey of self-discovery.Sarah's one pager for goal achievement has helped her and many of her clients consolidate their ideas, gain clarity and drives results through action.
Through this, Sarah achieved one of her dreams of doing TED Talk, which has resulted in nearly 25k views at the time of recording.
01:30 - Sarah’s early dream of becoming an academic and her journey in graduate school.
06:15 - Changing her degree to instructional technology and obtaining a PhD in 2018.
08:00 - Founding an e-learning company and the impact of her PhD on her career.
10:15 - Discussion on the role of luck and preparation, especially during the pandemic
15:00 - Importance of trust and effort in creating virtual relationships.
17:45 - Sarah’s initial fear of sales, reframing it as helping others.
20:00 - Misuse of tools like PowerPoint and e-learning; importance of effective use.
23:15 - Connecting with the audience and understanding their needs. Emphasizing the journey of self-discovery and the time it takes to understand oneself.
28:15 - Reflecting on the value of various personality assessments and self-reflection tools.
30:30 - Acknowledging the uniqueness of individual journeys and the importance of embracing self-awareness.
32:00 - Discussing the need for solitude to recharge but the risk of using it as an excuse to avoid external feedback.
34:20 - Finding a balance between alone time and engaging with others for personal growth.
36:00 - Sharing personal insight on the journey of understanding oneself and its value in personal and professional life.
38:15 - Encouraging listeners to appreciate their unique journey of self-discovery and growth.
42:00 - Karen introduces the one-page goal setting template and discusses its purpose.
43:15 - Sarah shares the story behind the one-page goal setting template and how it can help individuals clarify their goals.
44:30 - Karen expresses excitement about trying the one-page goal setting template and emphasizes the importance of brevity in communication.
45:45 - Sarah talks about the power of the template in helping people see what's possible and driving results.
46:30 - Karen discusses the concept of confidence as a willingness to try and how the template can reinforce that mindset.
47:45 - Sarah shares her gratitude for being on the podcast and discusses the idea of "it's possible" as a guiding principle.
Sarah’s Ted Talk:https://www.youtube.com/watch?v=LeXSrEMXvQk
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Buyer’s are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally.
Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way.
Connect with them to build trust, show your true desire to help over your desire to pitch and close the deal.
Tune in where world renowned researcher, co-author of The Challenger Sale and The Challenger Customer and now Global Head of Research at Ecosystems Brent Adamson shares his knowledge and experience. He dives in to what we should be doing as sales professionals to create a memorable experience for our buyers and the various dimensions to understand to align our solution
Brent's bio:
"Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry-changing The Challenger Sale and The Challenger Customer. He is also a frequent contributor to the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Passionate about “productive disruption,” Brent served as the “chief storyteller” for CEB, now Gartner’s, sales, marketing, and customer service practices, from 2003 to 2022, where he introduced industry-leading concepts such as Buyer Enablement, Sense-Making, and Customer Decision Confidence." (https://ecosystems.io/leadership/)
Brent Adamson Shownotes
00:49 Introducing Brent Adamson
04:35 Welcome Brent!
05:29 The Big picture: Buyer's Journey
08:03 Navigating Systems
10:10 "Socratic Guidance"
11:48 Co-Creation, Intent, and Buy-In
13:16 "As Diversity Increases, So Does Dysfunction"
13:56 Brent's Breakdown
15:11 Acknowledging Problems and Prioritizing Needs
18:40 Adding Complexity and 5 Dimensons
24:02 Leading with Understanding: Where are Buyers At?
26:00 Empathy
30:40 Guiding the Buyer
33:01 Expedient
36:15 Reciprocity
39:02 Leading with Ourselves: Acceptance and Insecurity
42:36 Connecting to Your Purpose & Aligning Incentives
46:30 Disarming and "Others-focused"
47:22 Setting Yourself Apart: Show Up As A Human Being
50:15 The Human Element: Showing Up with Your True Authentic Self
52:45 Get In Touch with Brent
Get In Touch with Brent Adamson
Brent's LinkedIn: https://www.linkedin.com/in/brentadamson/
Ecosystems.io:https://ecosystems.io/
Email Brent: badamson@ecosystems.io
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How many of us play sports now or played in high school or college? Perhaps your kids play?
How often are you driving them or did you get driven to practice? Quite often.
We had a rule in volleyball, if you missed practice you didn’t start the next game.
There was so much emphasis on practice.
Why is Sales any different?
A time to learn and apply new skills, put them together in a game situation.
Prepare you emotionally and physically for game day.
Why do we show up to calls, demo’s, meetings without practice?
✅Learning what story to share and at what point makes most sense
✅Anticipate the likely objection that will come up
✅Prepare some questions to get to the root of the objection
In the moment, when emotions are high we most likely won’t do this if we haven’t done deliberate practice.
Tune in to our episode today where Jonathan Mahan Co-Founder of The Practice Lab, breaks apart the various components that go in to effective roleplaying.
Jonathan shares tactical tips we can put in to practice immediately and a great give away at the end.
Tune in and change the game!
/ jtmahan .
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As sales leaders, have you plateaued with your desired performance metrics?
Are you settling for good enough?
Riding on the coattails of past success?
If so, you are modelling what is acceptable for your team.
Our role is to represent excellence. We can’t ask of them what we are not prepared to do ourselves.
When we hold the mirror up to ourselves:
Do we have a consistent morning routine?
Are we stacking our wins to win the day?
Are we prioritizing personal development? Mindset work? Reflection?
Do we have a practice for rebounding on off days?
All these tools are critical to our success and the success of our team.
Tune in to my conversation with Jake Thompson Speaker, 2x author, Founder and podcast host of Compete Every day.
Jake shares what mental, habitual, & influential skills elite leaders leverage to succeed in their professional and personal lives.
Regardless if you are a new, experienced sales leader, business owner you will be guaranteed to re-think your approach to elite status after this conversation.
Remember we are competing with one person and one person only, to be 1% better than you were yesterday.
eliteperformance #salesleader #b2bsales
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1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Over the past few years there has been a significant shift in the alcohol free landscape. Studies show Gen X’s and millennials are re-examining their relationship with alcohol and many Gen Z’s are choosing not to start drinking. So what is right for you and why?
Tune on to my podcast with @andyramage, who Co-founded the One Year No Beer movement and co-created the Dryy app. Andy’s goal is to help many of the “middle lane” moderate drinkers change their relationship with alcohol.
We discuss the radical changes he has seen personally while helping hundreds of thousands if not millions of others to improve their overall health and in our case sales performance. Andy is one of the world’s leading alcohol-free performance coaches.
Andy claims removing alcohol over 10 years ago has become his superpower.
We discuss why it is difficult for many to stop, slow down or simply look inward at the patterns, habits and create some distance between it.
Andy's goal is to encourage you to examine your relationship with alcohol without judgement. He challenges our listeners to create some distance with alcohol for 28 days and see the direct impact on your sales performance. He says after 28 days you will be sure to experience improved sales results.
I can attest to these after 8 months of #sobercurious, I too am experiencing all the benefits Andy shares.
Tune in to learn how we can create a culture of inclusivity without alcohol being front and centre.
b2bsales #salesperformance
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Cold outbound is difficult.
There are many new competitors out there…
- New businesses
- AI
- Complacency
- Time
How can we make it easier on us and more enjoyable for our prospects?
Also, a good return on our time and efforts.
Tune in to my conversation with the great Neil Weitzman, Founder of PORCH and Fractional CRO revenue•x where he shares tactically ways to connect with our ICP, engage in an energetic and meaningful way and have a two way conversation.
Isn’t this every sales person’s goal??
Investing in ourselves and our team will yield results over time, but how many of us are doing this?
What community are you part of?
Are you giving first or taking?
How are you making your audience feel?
Are the questions you ask impactful, making them scratch their head and think?
Are you at events that inspire connection, sharing, comparing perspectives?
This is the foundational to bulldog trust and forming long term partnerships.
Get a pen and paper and get ready to take notes.
Neil’s tips will help you make a difference in your Q2 numbers and the experience you provide for your prospects.
Innovative Outreach (00:01:11)
Discussing creative, low-risk outreach methods for improved responses.
Warm vs. Cold Leads (00:02:10)
Comparing warm and cold leads, using networks for warm leads, and community reciprocity.
Prioritizing Warm Outreach (00:07:12)
Highlighting the benefits of starting with warm outreach.
Locating Prospects (00:08:33)
Identifying where prospects congregate, like communities and events.
Event Engagement (00:10:25)
Ideas for engaging people at events, favoring face-to-face over cold emails.
Memorable Event Booths (00:15:34)
Creating standout booth experiences, like using a popcorn machine.
Utilizing Warm Leads (00:18:08)
Using warm leads and sensory tactics for better response rates.
Bronto: Personal CRM (00:19:07)
Neil introduces Bronto, a tool for managing personal and business contacts.
Warm Introductions & Referrals (00:20:13)
Stressing the use of warm introductions and referrals for networking.
Mixing Outbound & Warm Tactics (00:22:28)
Balancing cold and warm outreach, encouraging creativity and experimentation.
Leadership & Development (00:27:40)
Discussing the importance of leadership and team member development.
Team Empowerment & Learning (00:29:23)
The role of leaders in promoting team empowerment and learning.
Simplifying Warm Connections (00:32:13)
Making it easy for contacts to provide warm introductions and referrals.
Avoiding Laziness (00:35:56)
Avoiding the easy path, focusing on proactive networking and development.
Connections & Reciprocity (00:36:39)
Using networks and reciprocating to build strong business ties.
Networking & Follow-up Success (00:37:14)
An example of effective networking and follow-up.
Reciprocity in Business (00:38:48)
The
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In this previous episode, Karen Kelly and Chris Orlob former Head of Sales Gong, current CEO of PClub.io discuss best practices in demos. Chris emphasizes the importance of mapping demos to the customer's pain points and solving their specific problems. Chris introduces his "FAVORITE" framework for demoing a single capability successfully, which includes Frame the pain, Ask a Question, Visualize the outcome, Orient them to the screen, Reveal workflow, Implant the Value, Tell a story and Elicite a response .
The Purpose of a Sales Demo 7:37
The purpose of a sales demo is to catalyze a decision, not just to inform or educate. The demo should serve the customer in making the next decision in the sales cycle.
Solving the Customer's Problem 8:26
The subgoal of a demo is to solve the customer's problem, as this helps them make a decision.
The mistake of not mapping features to tangible pain points 9:45
Chris discusses the common mistake of showcasing features that don't solve a problem, and the importance of aligning what you show with the pain points shared by the customer.
The importance of understanding the buyer's journey and making micro decisions 11:21
Karen and Chris talk about the significance of understanding the buyer's journey and making smaller decisions along the way, rather than trying to close the deal in one call.
Differentiating between problems and solutions 17:01
Chris emphasizes the need to differentiate between problems and solutions, and how reps often mistake solutions like visibility and coaching for actual problems.
The Importance of Asking Specific Questions 19:31
Exploration of the missed opportunity in demos when vague terms like "better" are used instead of asking specific questions.
The Order of Operations in Demo Presentations 20:09
Insights on the importance of strategically selecting the order in which different stakeholders are engaged in a demo presentation.
The importance of framing the conversation 28:14
Chris discusses the importance of framing the conversation in a way that sparks curiosity and leads to a one-on-one meeting to further discuss the buyer's unique problem.
The lack of sales education 29:31
Chris explains that the lack of education and guidance from sales leaders is a major reason why reps don't ask the right questions or engage effectively in demos.
Asking effective questions during demos 33:08
Chris emphasizes the need for reps to ask strategic and thought-provoking questions during demos to drive engagement and create a contrast between the buyer's current state and the potential solution.
The first phase of a demo 37:14
Chris discusses the first phase of a demo, which includes a meet and greet and reviewing the perspectives of people not yet spoken to.
The favorite structure framework 38:20
Chris introduces the favorite structure framework for demoing a single capability, which includes steps like framing the pain, asking questions, visualizing the outcome, and revealing the workflow.
The importance of a great sales experience 45:10
Chris and Karen discuss how the sales experience foreshadows the customer experience, and how a poor sales experience can lead to a loss of confidence and potential customers not sticking around.
The Mistake of Not Using Storytelling in Demos
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In this this solo episode, Karen shares the Importance of Slowing down to Speed up.
This truly can be applied anywhere in life and have benefits, however she focuses on our Mindset, Strategic Account mapping and preparing for discovery in the sales environment.
Starting with us first, look inward, take control of how we show up. Check-in with ourselves first. What do we need? How can we avoid being re-active?
How can we take a non traditional approach to assessing our accounts? Looking beyond the title and zooming out.Thinking creatively, considering the person, what would motivate them to be part of your initiative? How are they measured?
Finally discovery is strategic. What outcome am I looking for? What information do I require, what questions do I need to ask?
When we slow down, we see gaps that perhaps weren’t there. Gaps that bleed in to other areas/ departments. We move from finding an isolated issue into solving business challenges, elevating our position from vendor to partner. This does not come to those who do to slow down to assess prior to acting.
Checking in with Ourselves (00:01:12)
Importance of self-awareness and purpose in sales, with tips for showing up authentically.
Strategic Account Planning (00:02:08)
Encouragement to think outside the box, expand the traditional approach, and be intentional in account mapping.
Conducting Discovery Conversations (00:09:23)
Emphasis on slowing down, asking meaningful questions, and building trust to uncover challenges and motivations effectively.
Slowing Down for Better Results (00:18:11)
Karen discusses the benefits of slowing down, connecting emotionally, and driving results through people rather than relying solely on scorecards.
Importance of Self-Check (00:18:11)
Karen emphasizes the need to look inward and consider what can be done to slow down in order to speed up for better sales results
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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Is Quota Still Relevant as a Measure?Tune in to The Win Rate Podcast with Andy Paul, to listen to Karen Kelly’s guest appearance along with Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed. With fewer than 40% of sales reps hitting quota, are they even a relevant measure anymore? This is the question for Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Performance. They each give their own perspective and excellent input on quota's pros and cons, and some creative ways to use quota to boost performance and insight in other areas, some of which may surprise you.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
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Watch this episode on YouTube
As women sales professionals, are we using our voice?
Are we aware of our self worth and asking for what we deserve, demanding it?
Do we think of a question, or something we want... play it over in our heads and hold our tongues when it comes to asking for it.
This is where we can take a page out of our male allies playbook.
Tune in to my conversation with @loririchardson, an advocate for more women in sales leadership, Author of She Sells: Attract, Promote and Retain Great women in Sales, Founder of Score More Sales head of Women Sales Pros for the past 10 years, Host of Conversations with Women in Sales podcast and my friend.
After four decades of sales experience, Lori still considers herself a student of sales. She is an avid learner, leading with her curiosity.
Tune in to learn how she transitioned from teaching to tech sales, excelled in her roles while supporting her son as a single mom.
This conversation may be the motivation you need to take action, The A-ha to realize you have been playing small and the courage to lean in to the discomfort, try something new and get the outcome you deserve.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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As #women, How do we show up confidently? What does that look like? What are we comparing ourselves to?
If we are comparing our confidence to men's, it will be different. We are not the same.
Our goal is not to match men’s confidence it is to show up authentically as ourselves.
Comfortable in our own skin, that in itself is confidence.
Tune in to my conversation with Janice B Gordon where she shares how her years of experience in sales, customer experience and her unwavering focus on the buyers journey allows her to proudly hold the title of Customer Growth Expert.
Her ability to pull customers organically through the buying journey vs pulling is something talked about, desired but not properly executed.
Tune in to learn how Janice gained her sales experience helping many companies grow their revenue and what advice she would give to women at any stage of their sales career.
b2bsales #womeninsales #confidence
Click here for my 3 part series with Content Innovo
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Maya Angelou said it best “ People will forget what you said, people will forget what you did, but people will never forget the way you make them feel”
As women, we have innate strengths do excel in this area.
We are empathetic, we possess stronger and deeper communication styles, allowing us to forge deeper relations. Asking great questions - we are naturally and instinctively driven to be curious and understand more about the whole person.
If we were to use these consistently in sales, imagine the evangelists we would have.
What are we doing for ourselves as well as our peers to ensure we are holding space for one anther? Realizing our titles don’t define us and understanding our prospects have many layers other than their executive titles. As soon as we start seeing them as such, we can connect in a more humanized and meaningful way.
(00:00:00)
Podcast introduction with guest Steph White, a tech company's senior revenue enablement leader in Toronto.
Empathy in Sales (00:01:07)
Discussing empathy's role in sales, customer understanding, and empowering women to find their authentic voice.
Wins vs. Losses (00:02:18)
Steph White's strategy for managing wins and losses and their effect on growth and sales decisions.
Women in Sales Support (00:03:10)
Highlighting the need for inclusivity and support for women in sales to overcome self-doubt and embrace curiosity.
Tech Sales Transition (00:04:04)
Steph White's shift from marketing to tech sales, emphasizing customer empathy.
Customer Voice (00:08:45)
The importance of grasping customer experiences and how a marketing background informs sales engagement.
Women's Curiosity (00:10:06)
Addressing the conditioning that affects women's confidence and the need to empower their voice use.
Sales Women Empowerment (00:12:31)
Leadership tactics for fostering women's confidence in sales, promoting vulnerability, and authentic behavior.
Imperfect Leadership (00:15:26)
The value of accepting leadership flaws, being approachable, and showing vulnerability.
Daring in Entrepreneurship (00:19:03)
Tackling self-doubt in women entrepreneurs and the role of vulnerability in sales.
Ego and Defense (00:20:34)
Analyzing ego as a defense and the importance of embracing fear and discomfort.
Failure Lessons (00:22:48)
Stressing the lessons from failures and not letting them define self-worth.
Small Wins Celebration (00:24:09)
The practice of recognizing small achievements and keeping a record of successes.
Growth Reflection (00:27:00)
Conversing about internal wins, personal development, and celebrating internal milestones.
Self-Criticism Balance (00:29:24)
Shifting from self-criticism to learning and using strengths to counterbalance weaknesses.
Meeting Self-Reflection (00:33:10)
The importance of post-meeting reflection on performance and personal growth.
C-Suite Interactions (00:35:15)
Humanizing C-suite engagements and fostering genuine conversations.
Diverse Communication (00:37:38)
Promoting varied communication styles for confidence and adaptability.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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Changing a habit beings with the first stage... Awareness.
This post might be that for some women reading it……
Are you starting and ending your sentences with Sorry???
Perhaps you are unaware you are even doing it.
Sorry, Can I ask a questions?
Sorry, can you pass me the notebook
Sorry, what time will be wrapped up at?
When someone bumps in to you, what#$%&!
Why are we apologizing? They bumped into us.
Why do we do this?
To find out and also learn some replacement thoughts, phrases Tune in to my conversation with @professor Maja tomorrow.
Prof Maja, is a sought after public speaker, Sociologist, Confidence Builder, Ted X speaker and Author of Hey ladies stop apologizing and other career mistakes.
I guarantee after you listen to our conversation you will be more mindful of your word selection.
To be part of Professor Maja’s Research study: https://www.professormaja.com/research
Website:https://www.professormaja.com/
Ted Talkhttps://www.youtube.com/watch?v=G8sYv_6uyss
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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To access our free one week Trial visit The K2 Sales Academy
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Discovery is not a stage it is an act. As sales professionals we are always discovering.
Uncovering new pieces of information, seeking new perspectives, opportunities, gaps based on our conversations.
Tune in to my conversation with @Jason Bay founder of @outbound squad, where he shares some of the best practices that are often missed during the act of discovery.
Identifying a champion, is a big one. This person will support momentum on the inside.
When on a group call, have you considered booking a follow up 1:1 call and start building a relationship?
This allows us to gather more information and decreases the likelihood of happy ears.
In a group setting details around internal processes, decision making criteria rarely come out.
How can we move from playing zone to 1:!?
Tune in to learn more tactical tips and elevate your discovery playbook.
b2bsales #discovery #champion
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Watch this episode on YouTube
Many sales reps have been onboarded remotely, never met their boss, constantly in isolation. Now, they come together with their team for the first time, chances are their confidence is not at an all time high.
The things we did effortlessly pre-pandemic are causing us doubt, uncertainty and eroding our confidence as we are in a state of uncertainty.
Three areas I choose to focus on when I sense a shift in my confidence are:
1) Take Action- we can wait until we are in the right mindset and in theory that will drive the behaviours that make us act, but it mostly doesn’t work that way. We must take action first, think later. Over time, it becomes easier and we are unaware of the discomfort we experienced in the first place.
2) What message are you telling yourself? Be careful, did you know your RAS, Reticular Activating System will scan your environment to find evidence to support your thoughts, thereby validating it. Silver lining here is your brain can’t tell the difference if it is true or not. What thoughts, stories can you share that position you in a confident, positive light, helping you achieve your goals. If you get to pick a story, pick one where your are on top.
Finally, who are you surrounding yourself with? People that play it safe and are nice to be around? That’s great if you are happy with where your are. If you are motivated to grow, increase your confidence take it to the next level, surround yourself with people who are a few steps above you. Observe what are they doing, thinking, how are they acting. Learn, collaborate with them, before you know if you will be ready for the next group of people to support your journey of growth and increased confidence.
Stay Tuned next week where I speak with a true confidence expert, who is a game changer in her field.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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1:1 and group coaching packages available as well.
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For most sales professionals, we are a commodity. But the experience we provide doesn’t have to be.
How can we differentiate ourselves in the competitive environment to become a strategic partner.
1) Sell Business problem
2) Understand personal motivations of decision makers
3) How can we leverage video to further differentiate ourselves
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
In our outbound prospecting motions, are we selling the problem or pitching the solution?
The loss aversion theory suggest, people are twice as likely to avoid pain then they re to realize gain. How can we overlay this when reaching out to our potential buyers?
97% of prospects are in the unawareness phase, our role is to move them to awareness..
We cannot do that by highlighting our solution anchored against nothing. This is what I see so many doing.
Are you starting with the current state?
Understanding how they are getting the jbo done today? Poking holes? Looking for ways to show how unsustainable it is? What is the risk of staying this way? Or the bigger risk of doing nothing?
Tune in to my solo podcast where I share ways we can help our prospects acknowledge they have a challenge and the impact of it.
When we gain this commitment we compress sale cycles, avoid price objections and the situation itself creates urgency.
b2bsales #saleschallenge #jobstobedone
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
When we look at companies who are showing increased revenue year over year, experiencing minimal employee turnover and have an overall excitement to come to work, we can dot it line back to a positive culture.
Within that, how can we create the same for our sales team? How can we create a culture aligning to our overall company culture, what role does agility play?
How can we model the behaviour so that we retain existing member and attract new team members?
Tune In to my conversation with Amy Franko, author of The Modern Seller, sales strategist, consultant, trainer and a keynote speaker. Amy helps organizations transform their sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. (https://amyfranko.com/about/)
Shownotes
00:52 Women in Sales Month
01:07 Introducing Amy
04:30 Importance of (Defined) Company Culture
06:29 Intentionality and Purpose in Leadership
13:08 Agility and The Modern Seller
14:44 Pivoting
17:17 Commitment & Success
19:25 Embodying Culture As A Leader
22:03 Accountability & Awareness
26:14 Transparency
30:52 Importance of Training
39:44 "Dance In The Moment"
46:08 Learning New Things
51:57 "Facilitating and Frameworks"
55:25 Relationship Building
60:12 Get In Touch With Amy
Get in Touch with Amy
Amy's Website
LinkedIn
Youtube
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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To access our free one week Trial visit The K2 Sales Academy
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Are you maintaining momentum with your 2024 goals ?
Are you continuing your regular routine, activities, thoughts and patterns of 2023?
or have you put in place a new system to operate from?
When we try new things, put ourselves in tough situations we achieve results we have never achieved, this is next level!
The ACC, Anterior cingulate cortex is part of the brain ( we have 2 of them) we continue to build when we do hard things we hate doing.
This is the background of @davidGoggins success.
We also build resilience and discipline. We don’t negotiate with ourselves, we remain committed to the daily activities of achieving our goals. Slowly becoming who we need to be to achieve next level success.
The irony is when we start to like the activity/ task we stop building the ACC.
This for many shouldn’t be a problem. We can easily replace another activity we dislike. We may never like it but we do it anyway because we are committed to a different outcome.
This solo podcast is geared around a quote from @HalElrod "success is something you attract by the person you become”
Who do you need to become to achieve next level success?
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📺Watch this episode on YouTube
For the tech founders who are scratching their heads at the beginning of the year wondering why nobody is knocking down their doors to buy their perfectly designed, developed and launched product, Tune in, this one’s for you!
My guest @DavidCarter, CEO of @innovationfactory shares what he is seeing tech companies doing well and what others could be doing differently to get in to their buyers hands and claim the wallet share they deserve.
David is speaking from his time @Microsoft, his lessons learned from his own start up journey and his time as CEO of Innovation Factory.
Tune in and bring your note pad, whether we like it or not, #sales is a big part of the entrepreneur journey.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
📺 Watch this episode on YouTube
How many new and tenured leaders say one thing and do another? Fastest way to erode trust and culture with your team.
Tune in to my conversation with Founder of @PORCH and Fractional CRO @revenue•x @Neil Weitzman where we discuss the importance of finding and leading with our authentic voice.
As a leader, knowing our purpose, why we do what do, what we stand for is critical.
This is the bedrock for decision making, connecting with others and doing the right thing. There is an innate sense of conviction because we have clarity on why we are doing these things.
It makes for a more purposeful, patient and inclusive leader. We are not competing with out team’s goals. We have done their role and are now content to motivate, empower and lead others to achieve their goals.
Neil walks the walk, he exudes people first leadership and inspires those around him with his energy, expertise and kindness.
This is one not to be missed.
Don't miss the 9 Communications Structures by Neil
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1:1 and group coaching packages available as well.
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Happy New Year!
To kick off 2024, I am delighted to share my conversation with none other than the sales guru, trailblazer for women in sales, author of best selling books such as Snap Selling, Agile Selling, More Sales Less Time, Get Back to work Faster, Selling to Big Companies @Jillkonrath.
Every time Jill encountered a set back, a road block a shift in the industry, she paused and figured a way out.
Then she wrote a book about it to provide a proven system for sellers to navigate their way out.
As we enter 2024, the constant is change.
Are we entering the new year with excitement or are we feeling discouraged?
Tune in to my conversation with Jill where she shares timeless fundamentals for selling.
Regardless of the situation we are facing, she has faced it and overcome it.
She also shares the importance of mindset, attitude and our ability to reframe the situation.
As a woman in sales, it was an absolute highlight for me to have a conversation with someone I have looked up to my entire career.
Jill, Thank you for everything you have done for the sales community. Your knowledge, experience and generosity has had a profound impact on so many.
b2bsales #salesmindset #salesfundamentals
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For those who celebrate Christmas, Merry Christmas!
This is our last episode of 2023 and what a great year it has been for us at K2. We’ve had tremendous growth with the podcast due to our amazing guests and loyal and new listeners!
We are gathering traction in countries all over the world. Thank you!
In my last newsletter I shared my 3 areas of focus for 2024 and it all stems from leading with our authentic voice. This may be an overplayed message but when we are competing with AI, our authenticity will win every time.
So if you are thinking, this is great, but how do I get alignment, clarity and start becoming my best, authentic self. Here are 3 tips to get you started:
1) Get clear on your purpose) Why do you do what you do? What legacy to you want to leave behind. This has likely changed in the last few years. If we are leading a team, these are the attributes that attract our team to us, make us relatable. We know why we do things, therefor we are decisive and have a sense of conviction like no other.
2) Ask 3-5 colleagues/ customers what 3 words they would use to describe working with you. The way we perceive ourselves is often different than how we are perceived by others. This helps gain alignment from the inside out. Surfaces blind spots and perhaps heightens a part of us that is hidden or secondary.
3) Become an observer of yourself. Start analyzing our thoughts, behaviours, actions. Get curious why we do certain things, why certain things trigger us. Start making sense of the effect our behaviours and thoughts have on our actions. Spend time with yourself, take yourself out for dinner. What do you observe, when do you feel shy? Talkative? Fearful? Why? Get to know all of you.Over time you may start to see a pattern or a story you are telling yourself. After enough analysis and exploration, you may realize this story no longer serves you.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Sales people thrive in the weeds. We are busy, head down feeling like we are in demand. When we really look at it, we can’t see the forest through the trees.
Yet, we stay there. There is something about if we stay in the discomfort and mundane long enough we will get rewarded.
In my conversation with @aislinglalor, Founder of Aisling Lalor Dental and Skin she suggests taking a break from the daily grind.
Going for a run, walk, take a course or in her case run ultra marathons.
These types of breaks in our daily patterns allows us to gain new perspective and push ourselves to new levels.
The learnings, awakenings and Aha's that come from this not only help us, they help our team our business and our clients with fresh perspectives and contagious energy.
Tune in to part 2 of my conversation with Aisling where she takes these activities to the next level. She shares her experiences competing in events like Marathon Des Sables, The London Marathon, sky diving and much more.
She leans in to the fear and discomfort of what is in front of her knowing that when she digs deep, does the work she will come out stronger on the other side.
This is an inspirational journey of what we can achieve with a clear #vision, #belief and #resilience.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
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In life we experience times of frustration, fear, imposter syndrome and the list goes on.
It’s if we allow these feelings, thoughts and experiences to take us over that will make the difference.
Do they paralyze us? Or do we use them as a catalyst for change?
Tune in to our first of a 2 part series with @Aisling Lalor, founder of Aisling Lalor Dental and Skin.
Aisling shares her story of frustration, overwhelm and despairing thoughts that brought her to a very low point in her life.
Digging deep, having a vision and desire for change along with community were her saving grace. These blessings allowed her to expand, evolve and become the fierce woman, athlete and
business owner she is today. Was there fear along the way? Absolutely. But she did it anyway. She bet on herself.
In our moments of despair, the obstacles in front of us are just that obstacles. In time and with clarity we see them as stepping stones to a better, brighter future.
Tune in to hear how the lessons of determination, resilience and belief helped Aisling find the rainbow through the dark clouds.
00:01:11 - Journey of stepping outside comfort zone: Aisling shares her personal journey of leaving her dental practice and starting her own clinic, highlighting growth from stepping outside comfort zones.
00:02:13 - Embracing adventure and joy: Aisling talks about participating in the Marathon des Sables, emphasizing the importance of saying yes to adventure and finding joy in life.
00:05:35 - Dentistry and facial aesthetics: Aisling combines dental career with facial aesthetics, exploring the cosmetic side of dentistry and expanding into facial aesthetics.
00:09:57 - Creative side and dentistry: Discussion on the creative aspect of dentistry and its influence on cosmetic procedures.
00:11:13 - Selling outcomes and confidence: Exploring the role of female founders in sales and the importance of selling outcomes and confidence in dental procedures.
00:15:21 - Building trust and connection with patients: Significance of building trust and connection with patients, addressing concerns, and creating a comfortable environment.
00:18:54 - Breaking point and realization: Aisling discusses immense pressure in her dental practice, leading to a breaking point and thoughts of suicide.
00:20:51 - Making changes and starting new practice: Aisling talks about making changes, starting her own dental and skin clinic, and the challenges she faced.
00:23:01 - Learning and growing from the journey: Karen acknowledges Aisling's courage and resilience, discussing the importance of taking things one day at a time and finding support.
00:32:17 - Challenges of being a female in business: Aisling discusses unique challenges faced as a female entrepreneur, including dealing with male advisors and builders.
00:34:18 - Justifying and defending oneself as a female founder: Karen and Aisling talk about the need for female founders to justify their decisions and visions, and standing up for oneself in male-dominated industries.
00:36:25 - Changing female voice in business: Aisling and Karen discuss the evolving perception and
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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1:1 and group coaching packages available as well.
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When we think of 2024 are we planning our new playbooks, new list of ICP’s, revamped discovery questions?
While these are important, are we considering how we show up first?
Buyers are expecting an experience, but what kind are we prepared to provide?
Has our well run dry? Has our focus shifted? Do we look and sound like everyone else?
Tune in to my podcast where I share 3 areas to help us start the year strong. Stand out and be memorable.
1) Redefine our purpose, has it changed? Is our POV still the same, relevant or is it overplayed and lacking energy?
2) What is our authentic voice? Have we ever found it? How do we find it? How do we show up as our unique self?
3) Do we have a network? A community who can hep us amplify our message, increase our reach and visibility.
Tune it to see how we can use the next 3 weeks to start our inner work. Don’t wait until the calendar turns, get a head start on creating new habits, reflecting on what we want to stop, start and continue in to 2024.
Time is currency, let’s make the most of the remaining weeks in 2023
b2bsales #authenticity #salescommunity
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1:1 and group coaching packages available as well.
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When we take time to prepare out negotiation strategies as well as consider those of our counterparts, we show respect for the process, our counterparts and the desired outcome.
Consider time as currency.
Yet, how many of us take the time to:
1) Prime ourselves: get in the right state of mind
2) Prepare: Clearly articulate what a successful outcome looks like
3) Practice: Put in the reps
Tune in to my conversation with @markraffan founder of The Negotiations Ninja where he breaks down all 3 components to provide a blue print to work from.
Days of showing up unprepared are gone.
Having clarity of our give-gets, our walk away points and our audiences motivations are critical to a successful negotiation.
Tune in to our conversation where Mark walks you through techniques for Priming, Preparing and Practicing to get what you deserve in your next negotiation.
Connect with Mark:
Connect with Mark LinkedIn: https://www.linkedin.com/in/markraffan/
Negotiations Ninja website: https://negotiations.ninja/
Negotiations Ninja Podcast: https://negotiations.ninja/podcast/
Dr. Amy Cuddy’s Ted Talk:https://www.youtube.com/watch?v=Ks-_Mh1QhMc
b2bsales #b2bnegotiations
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1:1 and group coaching packages available as well.
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How can we redesign our selling approach?
As we move closer to 2024 AI is front and center.
While it is useful to drive efficiencies, we can’t lose sight or our ability to engage in a meaningful and humanized way to connect with our prospects.
Tune in to my solo podcast where I share the importance of starting with the OPP, other person’s perspective.
Flipping the script to see things through the lens of our prospects before we engage with them.
What questions will they haveWhat interests them
How are they measured What motivates them etc….
This allows us to tailor our conversation and answer questions they haven’t yet asked
Pair that with:
Active listeningBeing interested vs interesting andLeading to our solution vs with it
Put these in to practice to make an impact and create a memorable experience
b2bsales #empathy #prospecting
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
What does it take to break in to sales?
What are interviewers looking for?
How do I prepare?
Sales is a tough but rewarding career.
Many are on the outside wondering it it’s for me, others are tirelessly knocking on doors trying to get in.
Kristie Jones Founder of Sales Acceleration Group, Speaker and author joins me.
She provides answers to the above, shares insights from her own sales journey and so many more nuggets for anyone looking to get in to sales.
Get your note pads out, this is a good one.
Kristie has provided Behavioural interview questions for hunters as well as interview questions sales candidates should be asking.
Download here
https://salesaccelerationgroup.com/k2
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Our job has been and remains to create an experience for our buyers.
With the economic environment looming, supply chain issues, resource shortages how can we as sales professionals make the difference?
We know from Challenger more than 53% of the reason people buy is because of us. How can we be more intentional, empathetic and creative to make it a “No Brainer”
for our audience to choose us?
Treat people the way you want to be treated, simple yet not always done.
Tune in to my solo podcast where I share 3 areas that help you stand out as the differentiator.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
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How many of us are using price anchors in our solution offering?
Providing agency to empower our prospects to make a choice.
When we offer one price, they have to answer the question whether or not they want to work with us.
When they have options, the questions becomes, how do I want to work with company X?
You can see your options open up.
Tune in to my conversation with Mark Peacock, founder of Pricemaker and pricing expert where he shares insights on price anchors, how behavioural economics plays a role in our buying decisions.
As well as how we can use the loss aversion theory to influence our audience with our pricing.
You will think differently about your pricing strategy after listening to this episode.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
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In this episode of the K2 Sales podcast, host Karen Kelly emphasizes the importance of being problem-centric. She advises salespeople to understand the problem before pitching a product, and to dig deeper to uncover the root cause of the problem.
Karen also highlights the need for alignment among all decision-makers in the purchasing process. She shares her experience in the healthcare industry, stressing the need to understand how the problem fits into each department's world.
Finally, Karen discusses the importance of determining the cost and size of the problem, suggesting measuring metrics and gathering data related to the problem's impact.
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0:30 Being problem-centric rather than product-centric
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1:00 Uncovering the problems that the product solves
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1:30 Presenting new information and insights to make prospects reconsider their current approach
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2:00 Digging deeper to uncover the root cause of the problem
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2:30 Asking impact questions to understand how the problem affects the prospect's organization
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3:00 Getting alignment from all decision-makers involved in the purchasing process
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3:30 Acting as the quarterback to navigate internal challenges and competing priorities
-
4:00 Determining if the problem being addressed is a number one priority for everyone involved
-
4:30 Quantifying the problem's impact and urgency through metrics and data gathering
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
In this sole podcast episode, host Karen Kelly celebrates Women in Sales Month by sharing her own sales journey and lessons learned.
She discusses the importance of mindset, belief systems, and inclusive language for female sales professionals. Karen also addresses the challenges women face in sales, such as maternity leave, and emphasizes the need for a supportive workplace.
She encourages women to leverage their innate strengths like empathy, desire to help and our authenticity in sales. Karen also highlights the value of networking, mentorship, and stepping out of comfort zones. She concludes by urging women to know their worth and not let negative stigmas affect their perception of sales.
[00:04:16] Lack of diversity in sales, importance of women representation in leadership.
[00:05:15] Challenges faced by women in sales, need for inclusive environment.
[00:07:07] Embrace natural strengths, be authentic in sales.
[00:09:08] Importance of authenticity and innate strengths in sales.
[00:10:17] Need for women role models in sales leadership.
[00:11:17] Power of networking and connecting with strong women in sales.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
How many of us play sports now or played in high school or college? Perhaps your kids play?
How often are you driving them or did you get driven to practice? Quite often.
We had a rule in volleyball, if you missed practice you didn’t start the next game.
There was so much emphasis on practice.
Why is Sales any different?
A time to learn and apply new skills, put them together in a game situation.
Prepare you emotionally and physically for game day.
Why do we show up to calls, demo’s, meetings without practice?
Learning what story to share and at what point makes most senseAnticipate the likely objection that will come upPrepare some questions to get to the root of the objection
In the moment, when emotions are high we most likely won’t do this if we haven’t done deliberate practice.
Tune in to our episode today where Jonathan Mahan Co-Founder of The Practice Lab, breaks apart the various components that go in to effective roleplaying.
Jonathan shares tactical tips we can put in to practice immediately and a great give away at the end.
Tune in and change the game!
https://www.linkedin.com/in/jtmahan/.
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salesleaders who have been promoted from an individual contributor role have most likely not been trained on having a difficult conversation.
Even tenured leaders, have you been given a framework to use? role-play with a trusted advisor/ coach?
Do we understand the components of a difficult conversation and the impact it can have on our audience and our team if delivered incorrectly?
Tune in to my conversation with Gaetan Pellerin, Negotiation Consultant, author and Communication Coach where he breaks down key components of a difficult conversations.
Are we taking the time to prepare before having a difficult conversation? Check in with ourselves? Anticipate triggers we may have based on the feedback of our audience? Can we become an observer? Are we focusing on the outcome while managing the relationship or are we prioritizing being liked?
I guarantee you will take something away that will may make your next difficult conversation, a little less difficult.
[00:04:34] Mindfulness in Difficult Conversations
The shift from mindful negotiations to mindfulness in difficult conversations, the challenges in conversations, and the role of ego and scenario planning in making conversations difficult.
[00:10:18] Reacting in the moment
Discussion on how people react under pressure and the fear of negative news affecting relationships.
[00:11:03] Sight of the purpose
The importance of maintaining focus on the objective of the conversation and not getting derailed by emotions.
[00:15:40] Power of silence and observation
The significance of asking questions, listening, and observing in sales conversations, and the benefits of being present and mindful.
[00:21:09] The Importance of Being Curious
Curiosity is key in sales calls to understand the other person's reality and differentiate yourself from other salespeople.
[00:26:48] Vendor vs Partner
The difference between being a vendor and a partner lies in understanding the client's world and delivering solutions related to their needs.
[00:29:00] Transitioning to a Management Role
The challenge of transitioning from an individual contributor to a management role and the importance of setting expectations and shifting focus.
[00:31:15]Setting Expectations and Role-
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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Tune into this solo podcast where Karen shares 3 areas of focus to finish the year strong and align our energy with the changing of seasons
Are we dialed in to our Mental, Physical and Spiritual game? When we focus on these areas we show up different. We become the exception for our buyers and we are more fulfilled.
For our mindset, are we taking time to connect with ourselves, check in to see what we need before we engage with our prospects or our team? Do we have a morning practice to ground ourselves and start out day?
What are we doing to physically move our body? Change our state, increase our heart rate and forget some of the losses that no longer serve us. Movement allows us to do that. What are we putting in to our body?
Physical - Are we hydrating, eating whole healthy foods, sleeping enough. Moving our body? May seem boring and obvious, but how many of us are consistently working on these 3 areas?
What is your spiritual practice? Are we able to focus on a higher being? Put things in perspective. Allow us to surrender when things get tough and ask for help.
These 3 areas influence how you show up for yourself, the mark you want to leave in the world and the experience you provide for your prospects.
How are you showing up?
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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1:1 and group coaching packages available as well.
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Tune in where Tom shares how to be truly buyer centric and ditch the legacy, rigid sales process.
He walks us through the stages of the revenue zone as well as an updated look of who is making the B2B decisions.
Millennials are at the helm and their approach is not the same as what we know as traditional sales. Their intolerance will easily disqualify early and fast.
Tune in to sharpen your sales skills and change the outcome
00:43 Introduction
04:59 Introducing Tom Burton
05:45 Buyer Centricity
07:10 Enabling the Buyer
12:20 Role of the Rep
14:40 Creating Demand
18:35 Demo
23:10 Adding Value & Closing: The Millennial Buyer
34:11 Driving Outcomes: Facilitating the Journey
38:03 The Revenue Zone: Visual Walk Through with Tom Burton
55:58 Protecting Your Ground Work: Getting Into the Revenue Zone
59:50 The Yellow Brick Road
1:02:40 Millennial Buyers
1:06:03 Get In Touch with Tom!
Get In Touch with Tom
The Revenue Zone - Tom Burton: https://www.therevenuezone.com
LinkedIn: https://www.linkedin.com/in/tburton5350/
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
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1:1 and group coaching packages available as well.
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Tune in to my conversation with author of Buyer First Carole Mahoney where she shares the importance of mindset in our sales motions.
We timed this episode well, Today is the day Buyer First is available any where you buy books!
Carole unpacks the impact mindset has on our selling motions.
Have you ever been told, " you’re extraverted, you’re going to be a great sales person” without experience we can slip in to the role of what we think a sales person should do.
She explains why the dynamic is different when we are in a social conversation vs a selling conversation. How in social conversations, we feel fine, confident and ourselves but when we put on our “sales costume” the dynamic changes. We know there has to be an exchange of value and we panic and look inward.
Our focus shifts to us. Our need to be liked, approved, holding back asking the questions we know we should be asking, thinking about what answer to give our prospects as they are speaking.
All this is our mindset. Once we control our beliefs it no only changes how we show up to sales conversations, it changes how we show up in life.
Tune in to an honest, empowering and action packed episode and Buy her book today, you won’t be disappointed
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
When our deals stall, we get ghosted or we surprisingly lose what we think was a sure in, we can ask ourselves... did we engage both Below the Line and Above the line buyers?
Too often as sales people, we are focused only on solving the problem right in front of us. Sharing the features and benefits of our product that address their immediate need, within their budget and timeframe - this is how most of us were trained.When we examine this scenario and the language used, it is all BTL, below the line language, which we need.
However, we also need to time travel to address ATL, Above the line requirements- Cause, Outcome, ROI. How does the one problem we are solving tie in to the bigger picture? Can this dent multiple other problems you are facing? This is more valuable to ATL buyers.In my conversation with Skp Miller, the author of Selling Above and Below the line as well as many other books, we discuss techniques to engage both buyers and at what stage as well as the risks when this doesn’t happen.
Whether you’ve been in sales for 2 years of 15 years, this a useful message that will create partnerships and experiences and prevent you from being seen as a vendor selling a commodity.
1:22
Introducing Skip Miller
6:47
Importance of the Sales Process
12:17
Sales & solution hunting
20:01
Self awareness, 80/20 rule
26:31
Skip’s Proactive Sales Management
27:55
Listening is an art
33:23
Importance of having a Sales Framework
40:10
Authenticity in sales
46:50
Leveraging your connections
50:23
Proposals
55:19
Working WITH, not FOR your customers
57:18
Immersion
60”03
Get into contact with Skip
Website:
https://www.m3learning.com
LinkedIn:
M3 LinkedIn
Linkedin:
https://www.linkedin.com/in/skip-miller-a7243/Youtube:
https://www.youtube.com/channel/UCdRAHJ1XMk_GJL4BltMDHTg
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
Where are most reps going wrong in the sales demo?
According to Chris Orlob Founder of pClub.io it starts off with the objective of a demo.
“Most of us think the intention of a sales demo is to inform or educate and the way I think about it is, the demo serves one purpose which is to to catalyze a decision.”
How many of us are feature dumping the bells and whistles we like that are not anchored to any challenges our prospects are trying to solve for?
Most likely overwhelming them to the point of doing nothing or ending the demo early our of frustration.
Tune in to my conversation with @chrisolob where he shares demo best practices and his F.A.V.O.R.I.T.E framework to work from.
Get out your note pad, this is a good one.
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
How many of us are winging our discovery calls and expecting a follow up call….
Sorry to say, It won’t happen
We must be exchanging value for time.
There are fundamentals that must take place for an effective discovery.
Prospects want to feel they are in good hands.
They are aware of the purpose
What do they want to get out of the call
How the call will unfold
How long it will take and
what outcome can they expect at the end of the call.
They also want to be a participant not a spectator. Tune in to my solo podcast where I share fundaments I see top performers doing on discovery calls that are advancing to close.
discovery #b2bsales #salestraining
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
As sales professionals, we unfortunately don’t have as many negotiation strategies in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.
Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience
Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, there are some things that don’t require preparation, they require being a good person. Patrick mentions the importance of integrity, the desire to build trust, be honest and admit when you make a mistake, these fundamentals are game changers.
00:45 Introduction
01:04 Introducing Patrink Tinney
03:15 Reflection: Questions to Ask
04:55 Welcoming Patrick
05:34 How Did You Get Into Sales and Marketing (Negotiations)
08:47 Internal Process and Buyer's Journey
11:22 Taking Back Your Power
14:00 Cost Models
20:35 Seller vs. Buyer: "Don't Get Beat Up by "Tim"
25:07 Making It Easy For the Buyer + "Unlocking Yes"
30:30 Building Trust into Your Negotiations
37:30 Preparation, Negotiation, and Challenges: Understanding Economics of Communities
40:30 Inviting Your Prospect: The Big Picture
48:20 You Already Have the Keys
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
salesleaders who have been promoted from an individual contributor role have most likely not been trained on having a difficult conversation.
Even tenured leaders, have you beed given a framework to use? role-play with a trusted advisor/ coach?
Do we understand the components of a difficult conversation and the impact it can have on our audience and our team if delivered incorrectly?
Tune in to my conversation with @Gaetan Pellerin, Negotiation Consultant, author and Communication Coach where he breaks down key components of a difficult conversations.
Are we taking the time to prepare before having a difficult conversation? Check in with ourselves? Anticipate triggers we may have based on the feedback of our audience? Can we become an observer? Are we focusing on the outcome while managing the relationship or are we prioritizing being liked?
I guarantee you will take something away that will may make your next difficult conversation, a little less difficult.
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Amanda Vicinanzo has over 15 years of experience in the cybersecurity sector, managing large IT Security projects. She leverages her extensive knowledge of cybersecurity to improve services, while advocating strongly for women and diversity within her team and the sector. Her years of experience, advocacy for women and leadership was recognized as IT World Canada’s top woman in cybersecurity 2022.
Buckle up and tune in where Amanda dispels myths about what it takes to get in to cybersecurity, that there is plenty of room for women at the table and the amazing potential to help and support people and companies at risk.
Shownotes
00:53 Introducing Amanda
05:40 How Did You Get Into Cybersecurity?
09:19 Going Beyond Firewalls
11:23 Being The Only Woman In The Room & Imposter Syndrome
15:09 The Importance of Mentorship
20:04 Confidence
24:28 WICyS and BlueVoyant
28:25 Culture
30:24 Amanda's IT World Canada Award
39:54 Brave, Not Perfect
44:16 Advice for Young Women
48:53 "Brave, Not Perfect" and Parenting
55:15 Get In Touch With Amanda
Get In Touch With Amanda
Amanda Vicinanzo, PMP, ITILv3 - Toronto, Ontario, Canada
https://www.instagram.com/mindful.avici/?hl=en
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Many sales professionals are frustrated and struggling to get their buyers attention. Some are relying solely on Chap GPT which is not good for the sales profession, we still need to screen it with our human lens.
Tune in to Karen’s solo podcast where she shares best practices from email, phone, video and other areas she is finding success capturing her audience attention.
It is tough, this is where resilience comes in and playing the long game. It is never on our timeline.
If you are interested in learning more about the K2 Sales Acdemy, online sales training check out the link https://k2salesacademy.com/
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Is there comfort when we are in motion?
Dialing phone numbers only to get a wrong number, voicemail or no answer?
Do we play it safe when we update the CRM, look for numbers on zoom info and craft follow ups in between calls?
In essence, we are buying Time, hiding and avoiding the actual task of having a conversation with a potential customer.
When there is a machine that dials for you, pings in your ear there is a warm lead on the line, that means one thing…… It’s Go Time.
We are up to bat.
Pressure kicks in.
What was my opening?
My hands are sweaty
My voice is crackling
It’s time to do what we were trained to do. There in lies another challenge, what are we being trained to do? say? lead with? Do we know how to build trust in 7 seconds?
Tune in to my conversation with Chris Beall President of Connect and Sell where he shares the mindset we must take to be successful on the phone.
He uncovers our real objective of a cold call and specific tactics how to build trust quickly.
If you are a sales leader or individual contributor there are some great nuggets here for you to apply for your team or yourself.
#sales #salestraining #coldcalling #multichannel
#b2bsales
Chris Beall Bio:
Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user”, and that the value key in software is to let the computer do what it does well (go fast without getting bored) in order to free up human potential. (From: https://connectandsell.com/company/leadership/)
Chris Beall Shownotes
00:49 Introduction
04:00 Welcoming Chris
04:40 Trends: Getting People on the Phone
07:30 Hiding in the Mess
11:00 "I Am An Interruption"
15:00 Paradoxes
17:40 Entrepreneurs & a Competitive Environment
20:50 Expanding Your Knowledge
23:00 Invisible Strangers
24:00 Top Performance Tactics: Cold Calling
27:27 "You Are Their Problem. Solve It."
30:05 Adopting Techniques To Your Style
36:30 Importance of a List
42:20 Who Can You Get A Conversation With?
43:30 Sales and Marketing Alignment
47:00 Pipeline: Influence of Conversation
49:10 Not A Loss, A Learning: Refocus
51:50 Get Comfortable With Being Uncomfortable
55:40 Removing Our Self Worth From Transactions
58:01 Building Trust and Self Confidence
1:00:20 Get In Touch With Chris
Get In Touch with Chris
LinkedIn - https://www.linkedin.com/in/chris-beall-7859a4?original_referer=
ConnectAndSell -
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
When we solely rely on technology without having the fundamentals of selling we run the risk of being replaced.
As individuals becoming agile is a differentiator. Tune in to my conversation with Dr Dover, Professor of Professional Sales at UT Dallas and Author where he shares how his students have adopted agility within their own prospecting efforts by probing and adjusting. They quickly see what is working and what has past it’s sell by date.
As organizations what trends can we get in front of? Prepare out team with hard and soft skills to guide their buyers along an enjoyable journey. One many of them have not ventured down before. Showcase our human side, be charismatic and others focused to make it easy for them to say yes.
Dr. Dover also shares exerts from his book The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance.
Dr Howard Dover Shownotes
00:45 Introduction
02:54 Welcoming Dr. Dover
04:22 Intention & The Sales Profession
06:45 What's Driving Top Performers?
08:23 Probing and Adjusting
10:40 Replicating Processes and Disrupting Patterns
15:33 Scaling What Works: Win/Loss and Assessing Performance
17:50 Finding Your Role
20:15 Bots: Generation of Sales People
21;43 Cadence & Knowing Preferences
24:00 Connecting: Picker-Uppers
25:35 Personality Profiles
30:30 Lose Quick and Move On: Assessing Our Audience
35:31 Trying To Be Everything To Everybody
37:50 Tech or Awareness: What Should We Be Looking For?
40:40 Old Motion, New Technology
42:30 Role Clarity
44:30 Using AI as a Starter Point
48:00 Creating Meaning and Getting Rid of Waste
52:20 Revising Plans: The Past Four Years
54:23 Three Things Sales Professionals Need to be Doing
57:45 Integrity: Disarming and Evoking Positive Response from Your Client
1:00:50 Sales Innovation Paradox
1:01:57 Get In Touch with Dr. Dover
1:01:40 First Person to Tag Dr.Dover and Mention the Podcast, and Mention That You Want a Signed Copy will receive the Sales Innovation Paradox signed by Dr. Dover! (via LinkedIN) (!!!)
Get In Touch with Dr. Dover
Sales Innovation Paradox on Amazon: https://www.amazon.ca/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243
Dr. Dover's LinkedIn: https://www.linkedin.com/in/howarddover/
Dr. Dover's Profile: https://jindal.utdallas.edu/faculty/howard-dover/
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Do we have shiny penny syndrome? Always looking around us for the next gadget, tech stack or silver bullet.
I hate to break your bubble but it doesn’t exist.
In my solo podcast, I talk about Back to Basics, what elements of the sales process are tried and true and timeless.
1) Understand what has changed with your prospect, their role their internal processes. Are we providing perceived or actual value?
When we know what has changed, how they get the job done now vs pre-pandemic, we have clarity of what they need from us, this allows us to show up in a more meaningful way than before. When we don’t understand this, we assume it is business as usual and makes it vey easy for our competitors to sweep in underneath us.
2) Framework- What roadmap are you following to ensure you are taking your prospect to the next stage in their journey? Are you using the fundamentals?
Does your calendar invite have an agenda? are you setting expectations from the very beginning?
What is your end goal? Are you gaining commitment from your group on this? Are you checking in throughout to gauge where they are leaning in or out, why? What impact does this have on them, their business, their organization?
Next steps, are we aligning them back to our original purpose and keeping the momentum with the group.
3) Coach your team to drive sustainability, how are we supporting our team to ensure these skill sets are being honed, put in to practice and automated?
Understand the dynamics of your team, who will need support at what stage, anticipate their needs. Role play with them, practice in advance, review their calls, watch game tame together to drive sustainable change.
What got us here is not enough to get us there, we are the differentiator. Let’s get Back to the Basics
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
As humans our natural default is the negative path. Our reptilian brain operates in a fight or flight mode.
This is too hard, maybe I shouldn’t try this, why would anyone listen to me? These thoughts do not serve us and keep us stuck.
Tune in to our conversation where Chief Confidence Ignitor @meshellBaker shares how we can harness our 80-100 Billion neurons to work for us.
“Your mentality is your Reality. Whatever you think about and speak about you’ll continue to bring about”
This is a great wake up call to move out of our autopilot ways of thinking and intentionally focus on a future that includes who you want to be become.
00:47 Introduction: Meshell Baker
02:33 Welcoming Meshell
03:20 Chief Confidence Ignitor: What Does That Mean?
05:00 How Do You Show Up Everyday?
09:29 Growth and the Comfort Zone: Aligning Focus
12:20 Awareness and Recognition: Giving Into Fear
15:00 "Your Mentality is Your Reality"
18:10 Emotions, Logic, and Unconscious Triggers
22:55 Let Your True Personality Come Through
25:30 Bet On Yourself
29:95 Choice & Habit Stacking Master Your Morning and Slay Your Day
33:03 Resetting When Facing Negativity
37:20 Motivation, Action, Sacrifice, and Successful People
40:05 Embracing Challenge & " All Day Awesome"
43:15 Inconvenienced, Uncomfortable, and Uncertain
46:02 Acheiving Your Goals and Keeping Going
47:39 How Can You Increase Your Confidence?
50:09 Conclusion and Get In Touch with Michelle
Get In Touch with Meshell Baker!Website: https://meshellrbaker.comEmail: hello@meshellbaker.com
LinkedIn: https://www.linkedin.com/in/meshellrbaker/YouTube: https://www.youtube.com/user/MeshellBakerTwitter: https://twitter.com/meshellrbaker?lang=enFacebook: https://www.facebook.com/meshell.bakerInstagram: https://www.instagram.com/meshellrbaker/
Download MASTER Your Mornings: https://bit.ly/SlayYourToDay
Book "Chop Wood Carry Water: How to Fall in Love with the Process of Becoming Great" https://amzn.to/3VBPaBy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Certain industries have a stigma surrounding them, when you dig deep sometimes it is true, other times it requires a better understanding and then forming your own conclusion.
The pharmaceutical industry has been associated with a transactional sale, minimal relations and difficult to add value.
In my conversation with 20 year pharma sales veteran, Lindsay Haubrich, she shares what she is doing that debunks the stereotypes in the Pharma industry. Ways she is adding value, being consultative with her clients and how she has pivoted to continue to support her clients through the pandemic.
Lindsay shares the characteristics and attributes that make for a strong rep and what those are doing that continue to bring the name down.
For those in Pharma sales looking for ways to further stand out, add value and be truly customer centric I highly recommend a listen.
If you are looking to start career in Pharma sales and wondering what a day int the life looks like, this is a great educator.
00:49 Introducing Lindsay
07: 25 Arrogance
11:24 Authenticity & Empathy
16:13 Vulnerability
25:40 Transactional & Situational Sales
27:54 Leading and Lagging Indicators
30:51 “Keeping the momentum”
33:15 “Kick Ego to the Curb
37:43 “Empty Suits”
42:10 Advice to new reps
43:55 Three tips for those who want to get into the industry
49:45 Get into touch with Lindsay
Connect with Lindsay on LinkedIn here
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Tune in to my solo podcast where I share what this quote means to me and how it can show up in our personal and our professional lives.
Are we giving bare minimum, good enough? marginal? Subconsciously this is the message we are sending to ourselves, the universe and our clients.
That it’s ok to phone it in, play small, cut corners. Well we have to also be willing to accept the results that follow.
What will you do to get in front of your thoughts, behaviours and actions in your personal and profession life? If left unattended we are not showing up as our best self.
We are holding ourselves back from achieving our goals.
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Jim Irving is no stranger to sales, a 3 time author with over 43 years in B2B selling with a number of industry leading tech organizations. He is well versed in what strong sales people are doing well and where there is room for improvement.
Starting his sales career in Scotland, he now runs Merit Consulting based in Belfast, N. Ireland.
Join us as Jim and I discuss the fundamentals of sales and what we can do to bring them back. From sales process, mindset, leadership, discovery and much more. Get your pen and paper ready, this one is noteworthy.
00:51 Welcoming Jim
03:10 Importance of the Sales Process
07:10 Connecting with Customers: Going with the Flow of Conversation and Building Relationships
10:01 “Shame on You, Sales Leader!”
12:07 Detaching from the Outcome
16:01 Psychology of Selling, H2H (Human to Human)
19:55 Pass-offs and Buyer Impact
23:40 Misunderstandings and the Importance of Live Discussions
26:02 Coming Up Against a Machine & LinkedIn
29:42 “WMT” (Which Means That)
33:00 Value
36:07 Discovery
38:28 Research and Discovery: What You’re Doing Right
44:14 Dance In The Moment
48:24 Disarming and Vulnerability
51:22 Looking at the Positives and Believing In Yourself
53:25 Flipping the Lens
58:15 Get In Touch with Jim!
LinkedIn: Jim Irving
https://b2bsellingguidebook.com/index.html
Amazon: Jim Irving
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
When we think about the soft skills that make a difference in the B2B selling environment, showing up authentically is a big one for me.
I am sharing my conversation as a guest from the Get Authentic with Marques Ogden podcast to inspire others to lead with your authenticity.
Everyone is looking for the silver bullet to stand out, break through the noise….this is it and it’s built right in us.
Why is Authenticity so important for you? Many companies I have trained have experienced double digit results in performance, improved confidence and increased their conversion rates by a minimum of 10%. These sales teams became acutely aware of what it took to create an overall better experience for their clients, and that was the differentiator. They had a heightened sense of self and self awareness.
As the Founder of K2 Performance Consulting the challenge in the industry is how do we maintain learning momentum after the training? How can we revisit the content just in time? (JIT) Re-apply it, make it our own.
I wanted to design a platform that provided real time practice allowing us to get comfortable with the material, craft stories, share examples and have authentic, meaningful business conversation with our clients without sounding scripted. Authenticity disarms our audience, has them leaning in as it is unexpected behaviour and we become memorable for our purpose not our role.
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
When you are building a presentation, preparing for a talk with internal or external customers, how do you craft your presentation?
Do you start with your logos, company, yourself or do you lead with your audience?
Get them leaning in, feeling they are the focus of the talk.
Tune in to my solo podcast where I share the framework I use for any small talk all the way to a keynote. KFD.
What do I want my audience to Know, Feel, Do.
Learn how to use the framework and put it into practice and let us know the results.
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
There is a lot of talk of AE’s getting laid off, up -skilling themselves, leveraging their network to land another position and reflecting on what was within their control if anything.
There is very little talk about leaders going through that same journey. Getting let go, reflecting on what was within their control, if anything. Could I have prevented this and how do I move forward? These are all thoughts my guest Chris DiEllo had as he experienced this reality first hand.
Chris shares his journey to leadership and how we rebuilt himself after being let go. He also shares what the interviewing world was like and provides some feedback for others in similar situations.
Chris DiEllo Shownotes
00:55 Introduction
01:15 Introducing Chris DiEllo
03:50 Leave Us a Review!
04:35 Welcoming Chris
08:50 Taking Chances, Experience & Success
13:15 The Experience of Being Let Go
17:00 The Human Aspect: What Emotions Were Felt?
22:23 The Pause
24:05 Lessons, Taking Responsibility & Intentionality
27:25 Are You Ready To Do the Work?
34:30 Takeaways and Recommendations
43:00 Role Playing and Preparation
45:50 Write Your Own 2.0: Gratitude and Being Intentional
47:30 Authenticity
49:10 Advice For Those Who've Been Let Go
52:50 Realizing That Failure Is A Part of It & Taking Risks
55:00 Get In Touch with Chris
Get In Touch with Chris
LinkedIn: https://www.linkedin.com/in/chrisdiello/
Email Chris: cdiello@paperworkpros.com
Insights for Professionals: https://www.insightsforprofessionals.com/authors/chris-diello
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
March is Women in History month and Wed March 8 is International Womens Day!
Let’s celebrate all the hard working women and those identifying as women in the world. I hear you and I see your beautiful faces!
Women have come along way and still have a long way to go, representing only 14% in Sales Leadership roles. This statistic is not only unacceptable it is embarrassing.
Why are we not attracting more women in sales and sales leadership?
How can we support one another, blaze the trail for those coming behind us? work with men to collaborate, teach and strive towards a common goal.
Tune in to my solo podcast where I celebrate women from where we were, where we are and where we are going.
Onwards and upwards!
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
As sales professionals, we unfortunately don’t have as many negotiation strategies in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.
Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience
Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, there are some things that don’t require preparation, they require being a good person. Patrick mentions the importance of integrity, the desire to build trust, be honest and admit when you make a mistake, these fundamentals are game changers.
00:45 Introduction
01:04 Introducing Patrink Tinney
03:15 Reflection: Questions to Ask
04:55 Welcoming Patrick
05:34 How Did You Get Into Sales and Marketing (Negotiations)
08:47 Internal Process and Buyer's Journey
11:22 Taking Back Your Power
14:00 Cost Models
20:35 Seller vs. Buyer: "Don't Get Beat Up by "Tim"
25:07 Making It Easy For the Buyer + "Unlocking Yes"
30:30 Building Trust into Your Negotiations
37:30 Preparation, Negotiation, and Challenges: Understanding Economics of Communities
40:30 Inviting Your Prospect: The Big Picture
48:20 You Already Have the Keys
51:00 Execution
53:40 "Doing Business In A Way That You Would Want It Done To You"
Get In Touch With Patrick
LinkedIn: https://www.linkedin.com/in/patrick-tinney-903556145?originalSubdomain=ca
Centroid Marketing and Training:https://www.centroidmarketing.com/
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
As front line sales reps, how can we get better? Even if our boss is not coaching us, giving us the feedback we need, let’s not wait for someone else to create our success.
Tune in to my conversation with Dave Kennett where he breaks down what top sales performers are doing at the beginning, middle and end of a call do increase conversions and close rates.
This one is not to be missed. Get a pen, Paper, highlighter, hit pause and take notes. More importantly put it in to practice. Start with 1-2 of them, get feedback by watching your own calls, working as a team or finding an accountability partner. Watch the progress, tweak more and repeat.
This is a complimentary scorecard to up your confidence, techniques and show up authentically to delight your prospects.
Dave and his team at Replayz and Replayz IQ analyze 1000 of calls and easily see what is consistently rising to the top. Don’t reinvent the wheel, we’ve got your back!
From Good To Great, Dave Kennett
00:50 Introduction
02:51 Key Points + Listening In
04:40 Introducing Dave
05:40 Sales Leaders + AEs: Coaching Culture
11:23 Challenge with Sales: Practice More Than You Play
14:23 Sales Reps: Snap Out of the Victim Mentality!
17:26 Sales Leaders: Coaching
20:45 Being Vulnerable & "At-Bats"
24:58 What Are Top Performers Doing?
32:28 Uncomfort: Your Customer Wants You to Succeed
35:27 Secure Your Meeting & Add Value
40:40 "Losing Your Opportunity to Stand Out"
43:40 "The Middle"
47:07 Avoid that Scarcity Mindset
50:35 Your Prospect: Putting It In A Customer Lens
53:30 Are They Leaning In?
1:00:23 Getting Feedback & Staying On Track: 2 Way Street
1:02:578 Get In TOuch With Dave
Dave's Linkedin: https://www.linkedin.com/in/dkennett/overlay/background-image/
Replayz Website: https://replayz.com
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
In Episode #19 of Social Selling for Newbies we discuss with Karen Kelly about how women have historically avoided sales roles and sales leadership positions but that is changing slowly but surely. Join us with special guest and sales coach Karen Kelly and discover how women can use social to succeed in sales and have a long, rewarding career in sales and sales leadership.
2:30- Karen Kelly's background
5:34- Women avoiding sales
7:30- Cold Calling
10:20- Understanding your why
12:38- Word Association with Sales
16:20- No sales policy
18:34- How to change bro culture
21:58- Building yourself in Sales
25:40- Corporate Selling vs Social Selling
28:43- Difference between men and women in Social Selling
31:54- Perceptions and Consequences in Sales
35:20- Getting out of your own Head
37:05- Don’t be afraid in Sales
41:15- Closing Statements
43:39- Karen Kelly’s information
Subscribe to the audio podcast on your favorite channel:
https://socialsellingfornewbies.buzzsprout.com/share
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
As sales reps and managers most of what we know to advance our deals is the need to overcome or defeat status quo. When we start seeing gaps in communication with our prospects, deal momentum started to slow down, we dial up FOMO. Reignite the burning platform, the shiny features we showed them in our demo, the 10% end of quarter discount. Sprinkled with a little bit of fear to remind them there is a better way, lets move them away from current state, “the pain of same"
When the deal still doesn’t advance, we scratch our head as this is all we knew.
Fast forward to the release of @Matt Dixon and @TEdMckenna book The Jolt Effect and Voila there is another hurdle we have to overcome, oh and it’s bigger than status quo!
Nearly 60% of deals end in no activity due to indecision. Even though they have articulated they want to move forward, with you, status quo is no longer an option the deal stalls.
Tune in to my conversation with the amazing Matt Dixon where he shares what we should do in these instances to dial down the FOMU, fear of messing up and help our buyers feel more confident in their decision making.
"Matt has held executive leadership positions in product, research and consulting for many global organizations. An accomplished business researcher, he is a sought-after advisor to corporate leadership teams around the world on topics ranging from sales and marketing effectiveness to customer experience and customer service strategy. Matt is the author of three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience,and The Challenger Customer. His latest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was co-authored with Ted McKenna was released in September 2022."(Bio via https://www.jolteffect.com)
Matt Dixon Shownotes00:49 Introduction02:47 Introducing Matt Dixon03:54 Introducing K2 Sales Academy04:23 The Jolt Effect09:12 Status Quo & Cold Feet12:48 Three Fears of Failure & FOMO21:48 Omission Bias34:08 JOLT - The Four Behaviors46:22 Labelling58:53 Own Your Expertise66:09 Get In Touch With Matt!
Get In Touch With Matt!LinkedIn: https://www.linkedin.com/in/matthewxdixon/The Jolt Effect: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102Jolt Effect Website: https://www.jolteffect.com
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
While in St Lucia, I decided to do a 2.5km open water swim. What I didn’t realize is that I would think about the selling environment along the way.
Low and behold I am sharing the 5 areas of focus that came to me during my 52 minute swim.
1) Mindset, what role does it play during your selling engagements? Are you entering strong? Where and why does it weaken?
2) Focus on your game and stay in your lane. Looking around you and copying what colleagues and competitors are doing is not staying true to your authentic self, stay in your lane and you do you.
3) What got us there once, won’t necessarily work the next time.
Even though opportunities, industries, personas seem similar, avoid hitting repeat. Things will always be different. Where do we have to shift, pivot our approach playbook, mindset, tech stack etc?
4)Stay true to the process. Often times we can’t see the end in sight, deals get stalled, delayed, change of people. Stay committed to the process and your daily activities that incrementally will take you to your end result. Looking forward can sometimes seem daunting and demotivating as there is no end in sight. Look backward, look how staying true to your self and the process has brought you to where you are. Stay the course.
5) Have fun and celebrate your wins. Life is short. People buy from people. How can you bring your personality, fun and excitement to the selling environment. We are competing with bots, make it obvious you are not one of them. Finally, celebrate your wins. Avoid moving on to the next opportunity without pausing, reflecting and patting yourself on the back, you did it. Take that feeling with you to the next one and take time to celebrate your successes.
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
How many of us say we are buyer centric but secretly have our needs ahead of our customers?
We can’t fool them, they feel it.
Any Suits fans out there?
Tune in to my solo podcast where I Share how Mike Ross and Trevor’s relationship highlights what buyers feel when we put our agenda over theirs.
sales #salespodcast #buyer #buyercentric #sales process #salesrep
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Tune in where Tom shares how to be truly buyer centric and ditch the legacy, rigid sales process.
He walks us through the stages of the revenue zone as well as an updated look of who is making the B2B decisions.
Millennials are at the helm and their approach is not the same as what we know as traditional sales. Their intolerance will easily disqualify early and fast.
Tune in to sharpen your sales skills and change the outcome
00:43 Introduction
04:59 Introducing Tom Burton
05:45 Buyer Centricity
07:10 Enabling the Buyer
12:20 Role of the Rep
14:40 Creating Demand
18:35 Demo
23:10 Adding Value & Closing: The Millennial Buyer
34:11 Driving Outcomes: Facilitating the Journey
38:03 The Revenue Zone: Visual Walk Through with Tom Burton
55:58 Protecting Your Ground Work: Getting Into the Revenue Zone
59:50 The Yellow Brick Road
1:02:40 Millennial Buyers
1:06:03 Get In Touch with Tom!
Get In Touch with Tom
The Revenue Zone - Tom Burton: https://www.therevenuezone.com
LinkedIn: https://www.linkedin.com/in/tburton5350/
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
How can we keep our head above water?
Become resilient, tune out the noise and focus on what’s in our control?
As we enter 2023 and we look at the current B2B selling environment
Budgets are cut
Quotas are unchanged and
Prospects are not returning our calls
It is easy to bury our head, go inward, blame, doubt and spiral downwards. This approach serves nobody.
Tune in to my conversation with Marques Ogden former NFL player where he shares his life successes and some of the lowest moments in his life after he lost it all.
More importantly how he turned it around to get his life back on track and now how he helps others to do the same.
This is a great story of resilience, vulnerability and authenticity.
00:05 Introduction
04:14 Welcoming Marques
05:10 Losing Battles: Resilience
10:30 Failure
15:10 Fulfilment
19:00 Outcomes
24:35 Purpose & Self Care
30:00 Gratitude & Path To Success
36:33 Aligning with the Energy
42:07 Recognition
44:10 Get In Touch
Get In Touch With Marques Ogden
Email: Marques@marquesogden.com
Podcast: Get Authentic with Marques Ogden:https://podcasts.apple.com/us/podcast/get-authentic-with-marques-ogden/id1633323257
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
What a year 2022 has been. As the pendulum continues to swing, we wonder where it will land.
As we come to the end of 2022, I reflect on the top 5 lessons learned that stood out for me in the last 12 months.
In no particular order:
1) Listen to your Gut
2) You are the average of the 5 people you surround yourself with, choose wisely
3) Take a Pause
4) Always work on your mindset
5) Consistency is key
If you struggle with any of the these, my hope is you normalize your thinking and work towards overcoming them.
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Julie Ellis never had a problem with dreaming big. As Co-Founder of Canadian brand Mabels Labels, they set up shop in a basement in Hamilton Ontario, only to sell it 12 years later to Avery Labels.
Learn what her process from grief to gratitude was like after she sold it. Letting go of her 12 year identity with Mabels Labels, unsure of what her next step were. Perhaps you can relate?
Tune in where Julie shares how she leaned in to her vulnerability shared her feelings and struggles, which surprisingly made her relatable and resonated with her audience.
Julie’s experience, insights and lessons learned are admired by many and now she shares them in her recently launched book Big Gorgeous Goals, How Bold Women Achieve Great Things.
Julie is an executive coach to corporate leaders and scaling entrepreneurs.
00:47 Introduction
03:28 Welcoming Julie Ellis
04:10 Mabel's Labels & Setting Big Gorgeous Goals
07:55 Doubt and Patience, and Setbacks
12:00 Identity, Grief, and Gratitude: Being More Gentle with Yourself!
17:08 "Set A Goal and Climb That Mountain": Carve Your Own Path
18:20 Entrepreneurship, Co-Founders and Support
21:03 Getting Stuck In Your Sense of Comfort
24:04 If Possible For One, It's Possible For Many!
26:17 How Do You Effectively Delegate?
30:25 Scalability
32:30 Taking Risks: What's the Cost of Not Doing It?
37:02 Managing Risk
38:08 Goal Setting
41:19 What's Congruent with Your Value System?
43:40 Owning the Good AND the Bad
47:20 "Don't Accept Criticism From Someone You Wouldn't Take Advice From"
50:20 Importance of Visualization
52:08 Knowing Yourself and Checking In
55:40 Growth and Levelling Up
59:09 Connect With Amy!
Get in Touch with Julie
Big Gorgeous Goals: https://biggorgeousgoals.com/
Julie's LinkedIn: https://ca.linkedin.com/in/julie-ellis
Julie's Book: Big Gorgeous Goals: How Bold Women Achieve Great Things (https://www.amazon.ca/Big-Gorgeous-Goals-Powerful-Achieving/dp/1774581485)
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
As Q4 approaches and we are doing everything we can to hit our year end number, are we projecting our insecurities, desperation and FUD on our prospects?
If so, we are reducing any chance of them every doing business with us. We are showing our inability to mange our process and allowing our emotions to get the better of us.
This is where they run and hide and ghost us.
Tune in to my solo podcast where I share how to drive up engagement by:
1) Avoiding generic messaging, actually doing some work
2) Avoid being Seller Focused, place the prospect front and center
3) Delivering Actual vs perceive value, what’s changed?
To increase engagement with our prospects and have them advocate for us, they need to feel we genuinely want to help them. Alternatively, they can spot the wolf in sheeps clothes.
sales #buyercentric #perceivedvalue
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
Are you an engaging presenter?
Do you take the time to watch your demo?
How is your tone? Are you pausing? Inflecting? Sharing stories? Painting a vivid image in your prospects mind or are these elements only considered for the theatre?
Tune in where Nick Capozzi Chief Storyteller at Demostack walks us through the range of tools we have within ourself to deliver an engaging, impactful and memorable demo.
00:53 Introduction
03:00 Sales Leaders & Modelling Behaviour
03:44 K2 Sales Academy: ONE WEEK FREE TRIAL!
04:06 Introducing Nick Capozzi
06:23 More Effective Discovery = Better Demo?
07:55 Entrepreneurs, Solopreneurs & Storytelling: Doing It Right
11:41 The Neuroscience Of It: Information Overwhelm & Delivery
15:30 Best Practices: How Are You Showing Up For Your Audience?
20:52 Stand Up Comedy & Demos: What Do They Have In Common?
25:56 Buyer Centricity
32:04 Delivery, Memory and Roboticism
33:45 Recapping the Issues, Unpacking, and Articulate Value
40:03 Fear To Dig In
44:09 Giving Value
47:57 Getting Momentum From the Demo: Importance of the "Leave Behind"
50:46 Get In Touch With Nick!
Get In Touch With Nick!
Nick's LinkedIn: Nick Capozzi - Head of Storytelling -Demostack | LinkedIn
Demostack's LinkedIn: https://www.linkedin.com/company/demostack/
Twitter: https://twitter.com/nickcapozzi?lang=en
DemoStack: https://www.demostack.com
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.
To access our free one week Trial visit The K2 Sales Academy
As sales reps and managers most of what we know to advance our deals is the need to overcome or defeat status quo. When we start seeing gaps in communication with our prospects, deal momentum started to slow down, we dial up FOMO. Reignite the burning platform, the shiny features we showed them in our demo, the 10% end of quarter discount. Sprinkled with a little bit of fear to remind them there is a better way, lets move them away from current state, “the pain of same"
When the deal still doesn’t advance, we scratch our head as this is all we knew.
Fast forward to the release of @Matt Dixon and @TEdMckenna book The Jolt Effect and Voila there is another hurdle we have to overcome, oh and it’s bigger than status quo!
Nearly 60% of deals end in no activity due to indecision. Even though they have articulated they want to move forward, with you, status quo is no longer an option the deal stalls.
Tune in to my conversation with the amazing Matt Dixon where he shares what we should do in these instances to dial down the FOMU, fear of messing up and help our buyers feel more confident in their decision making.
About Matt
"Matt has held executive leadership positions in product, research and consulting for many global organizations. An accomplished business researcher, he is a sought-after advisor to corporate leadership teams around the world on topics ranging from sales and marketing effectiveness to customer experience and customer service strategy. Matt is the author of three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience,and The Challenger Customer. His latest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was co-authored with Ted McKenna was released in September 2022."(Bio via https://www.jolteffect.com)
Matt Dixon Shownotes
00:49 Introduction02:47 Introducing Matt Dixon
03:54 Introducing K2 Sales Academy
04:23 The Jolt Effect
09:12 Status Quo & Cold Feet
12:48 Three Fears of Failure & FOMO
21:48 Omission Bias
34:08 JOLT - The Four Behaviors
46:22 Labelling
58:53 Own Your Expertise
66:09 Get In Touch With Matt!
LinkedIn: https://www.linkedin.com/in/matthewxdixon/
The Jolt Effect: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
Jolt Effect Website: https://www.jolteffect.com
We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.
To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.
Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS. To acces
How many of us are operating solely from our head?
Crossing off our to do list with ourselves, our team and our clients. Going thought the motions, living in our subconscious?
We celebrate crossing off items from our list, however what type of experience did we create for our audience?
Would we be described as robotic, automated, cold or authentic, genuinely interested, compassionate?
Tune in to my solo podcast where I share 3 ways we can move from head to heart- create an authentic, intentional experience for our clients.
Move them, activate their emotions and stand out from the rest who are desperate trying to pull everyone & everything across the year end line.
It all starts from the inside out.
Sandra is the founder of Bekhor Management. She is a Toronto-based, Practice Development Coach and Consultant focused on small to mid-sized firms across the GTA. An advocate of leveraging sound business and marketing principles within professional practice.
In our conversation, we discuss the need for small to medium sized business owners to start taking control of their selling initiatives. Increasing their awareness and becoming intentional to the type of clients they are looking to attract.
Understand the stages and processes that govern them and their client engagements, is there an overlap? Are we meeting them where they are, aligning our message to their stage and using language universally understood?
Tune in to learn how you can remove the daily fog, frustration and overwhelm, gain clarity on your sales directives and get back in the drivers seat.
Sandra Bekhor Shownotes
00:45 Intro & Women In Sales Month
05:04 What Do You Do?
08:50 Scoping Out What's Realistic (Especially In Planning!)
12:02 Where To Start (Exercises To Try)
14:41 Defining Success And Representation (As A Woman)
17:15 Social Media
18:44 Sales Initiatives In Small To Mid-Size Firms
22:00 Discomfort In Sales
25:10 Lawyers And 'Disarming'
29:01 Disarming With Your Customers
30:04 Storytime: How To Get The Job!
33:44 Importance Of A Framework
39:15 Synergies & Related Functions: Marketing and Sales
42:45 Presenting For Your Peers
45:48 Understanding What Works
49:48 Get In Touch With Sandra!
Get In Touch With Sandra
Website: https://www.bekhor.ca
LinkedIn: https://www.linkedin.com/in/torontomarketingconsultant/?originalSubdomain=c
When we look at companies who are showing increased revenue year over year, experiencing minimal employee turnover and have an overall excitement to come to work, we can dot it line back to a positive culture.
Within that, how can we create the same for our sales team? How can we create a culture aligning to our overall company culture, what role does agility play?
How can we model the behaviour so that we retain existing member and attract new team members?
Tune In to my conversation with Amy Franko, author of The Modern Seller, sales strategist, consultant, trainer and a keynote speaker. Amy helps organizations transform their sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. (https://amyfranko.com/about/)
Shownotes
00:52 Women in Sales Month
01:07 Introducing Amy
04:30 Importance of (Defined) Company Culture
06:29 Intentionality and Purpose in Leadership
13:08 Agility and The Modern Seller
14:44 Pivoting
17:17 Commitment & Success
19:25 Embodying Culture As A Leader
22:03 Accountability & Awareness
26:14 Transparency
30:52 Importance of Training
39:44 "Dance In The Moment"
46:08 Learning New Things
51:57 "Facilitating and Frameworks"
55:25 Relationship Building
60:12 Get In Touch With Amy
Get in Touch with Amy
Amy's Website
LinkedIn
Youtube
Amanda Vicinanzo has over 15 years of experience in the cybersecurity sector, managing large IT Security projects. She leverages her extensive knowledge of cybersecurity to improve services, while advocating strongly for women and diversity within her team and the sector. Her years of experience, advocacy for women and leadership was recognized as IT World Canada’s top woman in cybersecurity 2022.
Buckle up and tune in where Amanda dispels myths about what it takes to get in to cybersecurity, that there is plenty of room for women at the table and the amazing potential to help and support people and companies at risk.
Shownotes
00:53 Introducing Amanda
05:40 How Did You Get Into Cybersecurity?
09:19 Going Beyond Firewalls
11:23 Being The Only Woman In The Room & Imposter Syndrome
15:09 The Importance of Mentorship
20:04 Confidence
24:28 WICyS and BlueVoyant
28:25 Culture
30:24 Amanda's IT World Canada Award
39:54 Brave, Not Perfect
44:16 Advice for Young Women
48:53 "Brave, Not Perfect" and Parenting
55:15 Get In Touch With Amanda
Get In Touch With Amanda
Amanda Vicinanzo, PMP, ITILv3 - Toronto, Ontario, Canada
https://www.instagram.com/mindful.avici/?hl=en
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
There is quite a bit of movement in the B2B sales space as it relates to jobs, particularly sales leaders. Many people are getting the itch to move, whether it be for more money, re-energized, os simply a new beginning. The challenge is many are unaware of why they are in their current role. What they enjoy about it, why they chose their company, what lights them up. Sadly they end up of playing safe, living on the surface and being passed up for new positions.
In my conversation with Amy Volas,CEO and Founder of Avenue Talent Partners, and a LinkedIn top voice in sales, sheshared her thoughts on the importance of understating your why and clarity of self. Looking inward to connect and understand the choices we make, what triggers them, why we do what we do. Start making sense of the pieces, so when we are applying for new roles, we are crystal clear with our message, our UVP, our strengths because we have done the work.
These are the types of leaders people will follow.
Clarity of Vision, Amy Volas
00:50 Introduction
01:15 Introducing Amy
05:33 Leaders And A Sense Of Purpose
11:42 Visualization
16:49 Autopilot and Finding a Clear Understanding
18:48 Energy
22:08 Sales Superpowers
27:54 There Is No Playbook
31:41 The (Lifelong) Journey
33:32 Importance of Coaching as a Leader
40:25 ATP and Client Satisfaction
43:26 Journaling
46:03 Scorecard
48:41 Reach Out to Amy!
Get In Touch With Amy
Amy’s LinkedIn: Amy Volas - Founder & CEO - Avenue Talent Partners - LinkedIn
Amy’s Twitter: https://twitter.com/AvenueTP?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor
Amy’s Blog: Amy Volas | The HubSpot Sales Blog
Avenue Talent Partners: About Us | Avenue Talent Partners
How often as new or tenured sales leaders are we not getting the results and desired performance of our team?
When we dig deep, we start by looking at KPI’s, forecasting, motivation from our teams side, but have we stopped to consider our role as a #salesleader.
Are we modelling the desired behaviour? Leading with transparency? disarming to build trust, show our vulnerabilities. Showcase we too are human, make mistakes and have bad days. Embrace our #flawsome.Todd Caponi is an award-winning sales leader and former senior leader. Todd has extensive knowledge in sales methodology and learning theories. Todd also has two best seller books, The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results and The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results.
Shownotes
00:51 Summary
03:33 We Want To Hear From You:Feedback
03:58 Re-Introducing Todd Caponi
04:35 What Compelled You To Sales Leadership?
09:35 Todd’s Story: Revenue Leadership & Forensic Sales Expert
11:11 The 5 F’s: The Cliffsnotes Version
17:00 Workplace Hierarchy: We’re All Equal, Just Filling Different Roles
19:55 Advice For Young Leaders
23:35 Showing Impact and Making Your Mark: Embrace Uncertainty
27:30 Predictions & Embracing Uncertainty
30:35 Consistency
31:38 Navy Seals: Running But Not Knowing The Distance
33:20 “Nerd-ery for Sales History”
36:03 Too Many Choices: Making Decisions Harder? + Negative Reviews & The View Of Perfection
41:25 “Salespeople Are Coin Operated” - If You’re Doing It Wrong
42:49 Todd’s Prediction: The Great Resignation & Knowing Your Work Matters
48:43 Where did “Nerd-ery” Come From?
50:45 Feature Benefit Selling
54:37 “Extreme Firmographic Focus”
Get In Touch with Todd!
Todd’s Website: https://toddcaponi.com/
Todd’s LinkedIn: Todd Caponi - Founder, Speaker & Workshop Leader - LinkedIn
Todd’s Books:
The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results
The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results
For Sales professionals who are “itching" to jump to the pitch and show how their solution solves all our clients problems, I invite you to pause for a minute.
My guest, on the K2 Sales Podcast this week, Jim Irving, has spent over 43 yeas in B2B selling and fully understands what it is like being on both sides of the table. Jim a 3 time author and now CEO of Merit Consulting, Belfast shares with us what buyers are really looking for when they give us their precious time.
We speak about the fundamentals in sales that we have moved away from. What we should be focusing on to engage, connect and convert.
Our job has been and remains to create an experience for our buyers.
With the economic environment looming, supply chain issues, resource shortages how can we as sales professionals make the difference?
We know from Challenger more than 53% of the reason people buy is because of us. How can we be more intentional, empathetic and creative to make it a “No Brainer”
for our audience to choose us?
Treat people the way you want to be treated, simple yet not always done.
Tune in to my solo podcast where I share 3 areas that help you stand out as the differentiator.
Want to learn how to better engage your audience? Starting with account segmentation and prioritization.
Reverse Engineer situations to engage buyers. Gain the required commitments and achieve predictable outcomes.
Listen to my conversation with Jamie Shanks, CEO of Sales for Life and Pipeline signals, where we discuss signals, from buyer intent, product
usage and relationships to determine what triggers to leverage. What compelling events should we be looking for in our accounts, human capital?
We all have 24 hours in a day, how can we ensure we are spending our time performing $500/hr jobs vs $5/hr jobs?
We go over all of that and much more on this week’s episode of the K2 Sales Podcast. Thank you for watching and see you next week!
01:01 Introduction
04:56 Introducing Jamie Shanks, CEO of Pipeline Signals
05:33 Transition: Stock Broker to Sales
08:30 Cold Calling & the FAB Feature Advantage
11:11 Importance if Having a Network
15:33 Videos
17:13 Audience Engagement and Connection
22:40 Buyer Centricity and Leader Duties
27:25 The Pareto Principle
33:34 13% of A Seller’s Week
37:34 Three Signals
40:25 Reverse Engineering
47:45 Three Ways To Engage Your Buyers
50:33 Get In Touch With Jamie
Pipelinesignals.com
Social Selling Mastery
LinkedIn: Jamie Shanks
How many times are we looking through the rear view mirror? could have, world have, should have, too little too late.
What can we do throughout the buyer’s journey to create a predictable, repeatable and enjoyable experience for both parties?
I have been on both sides of the fence. I am aware of realizing what I did wrong after the fact, licking my wounds and making sure to never repeat, although it is a hard lesson to learn in the moment. I also am well aware of looking at leading indicators, predictors of which way the deal is moving in the moment. What am I doing to contribute to the deal positively or negatively. When we are aware of these we know what levers to pull, or commitments to gain.
There are many ways to analyze leading indicators, Here are 3 to start with:
Reflection Are you checking in with yourself? being honest as to what is truly taking place, vs what you would like to take place, Confirmation bias is real.
Sometimes inactivity is buried under FEAR, where insecurity is underlying for many reasons. When we pause, connect, and look inward we may see that we are stalling the deal, we are at the ones adding friction.
We will never see these signals without a heightened self awareness. When we quiet our minds, check in and look inward we are able to receive the message through reflection. This takes letting go of ego and practice.
Feedback
Beyond reflection are we able to solicit feedback from a mentor, boss, colleague, coach etc?
Get their take on our approach. A second set of eyes, roll play, map out what played out, look at things from the other persons perspective. Get an impartial set of eyes to see what gaps exist from their standpoint. Often we are tunnel visioned and only see things from our lens
Sales Process
This is a critical one, first off do you have a sales process? A road map to create alignment in messaging, commitments and meeting our buyer’s where they are. For the most part the stages won’t change, it is the commitments required within each stage, the activities, questions required that allow us to advance to the next phase.
These are objective, you either achieved them or you didn’t.
During the sales interactions are you gaining the right commitments? getting green lights? Are you taking note of when you are getting them quicker or slower then normal, why? This is valuable data to put back in your process and modify
We can’t wait for lagging indicators to come in and tell us something we could have prevented during the process.
Let’s get in front of them, through Reflection, Feedback and gaining the required commitments with a sales process aligned with our buyers’ journey.
How many of us sellers consider this formula in our customer interactions?
Before we gain the commitment to change our prospects must be frustrated with the way in which they are getting the job done today.
Although, in their minds, there might be nothing wrong with it.
How can we tee up ideas, increase their awareness, share insights, stories that make the invisible visible?
The challenge, ensure the idea comes from them... so their next thought is "hmmm, perhaps we could look at things from a different angle." That’s your opening.
Tune in to my conversation with @Jen Allen where she drops so many nuggets, to disrupt status quo, lean in to our curiosity, empathy and storytelling both as Individual contributors as well as sales leaders. The cost of inactivity, “How do we size the cost of the problem, if we do nothing”?
You will need a new note pad with all the tactics she shares.
Join us as this week’s episode of the K2 Sales Podcast features special guest Jen Allen of Challenger!
Want to learn about the benefits of Challenger? Create better relationships with your buyers? Allow your buyer to develop the intuition and awareness of your own capabilities?
We go over all of that and much more on this week’s episode of the K2 Sales Podcast.
Thank you for watching and see you next week!
00:57 Intro
03:00 Let Us Know What You Want To Hear!
03:25 Introducing Jen Allen
04:55 What’s Challenger?
07:00 How Are Buyers Buying?
09:40 Guidance For Your Sales Team
11:20 Intentions & The Five Profiles
13:59 Accountability & Ownership and Letting Them Come To A Realization
15:27 Letting Go Of Ego
20:00 Your Authentic Self
25:55 Problem Matrix And Connecting The Dots
30:04 Should Everyone Have Challenger?
33:44 Earning Credibility: Playing The Short/Long Game
34:29 Detaching From Ego
34:39 3 + 1 Ts: Transparency
40:18 It’s All About The Buyer
44:44 Eliciting Discomfort
49:45 Emotions and Rationality
54:51 Storytelling: Emotions, Decisions, and Logic
58:46 Improv: About Making Your Buyer Look Good
1:02:09 Problem, and Solution Stories
1:03:09 Get In Touch With Jen
LinkedIn: https://www.linkedin.com/in/jenniferallen1121/
Email: jennifer.allen@challengerinc.com
Jen’s Podcast: Winning The Challenger Sale (Every Tuesday!) https://podcasts.apple.com/us/podcast/winning-the-challenger-sale/id1559020842
Join us as this week’s episode of the K2 Sales Podcast features special guest Jeanne, a health and fitness expert, and also Karen’s personal trainer! Want to learn about the benefits of consistency? Innovate, improve, and challenge yourself? Develop the intuition and awareness of your own capabilities?
We go over all of that and much more on this week’s episode of the K2 Sales Podcast. Thank you for watching and see you next week!
Shownotes
00:45 Introduction
04:04 The SIlver Bullet: Improving Performance
04:34 Introducing Jeanne
05:30 Jeanne’s Fitness Journey
08:50 Importance of Habit Creation
09:24 Importance of Consistency
12:42 Outcome Starts In The Stomach
14:43 Back to Back Calls: Are You Properly Fueled?
17:54 The Importance of When You’re Working Out
19:46 Effort, Goals, and ‘Pushing’ People
23:20 Asking People To Believe In Us
28:28 Awareness of Your Own Capability & Pushing The Barrier
33:40 Letting People Realize Their Strengths and Weaknesses
41:12 Trying New Things
43:55 Health is Wealth: Putting It Into Practice
46:12 Get In Touch With Jeanne!
Get In Touch with Jeanne!
Instagram: Jeannes.loveforFitness
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
Breaking through the noise is tough.
It takes work, but it is possible.
With all the conversations you have with your various personas, what trends are you seeing in their external environment? Things outside of their day to day?
When we share insights, typically our prospects are already aware of them, hence we are adding to the noise, not breaking through.
How can you leverage the external out sights you gather from your conversations, call prep and share them with your prospects? Invite them to look at the way in which they are doing business, based on what you shared?
They are the expert of their internal processes, people and direction, how can you bring something external to the table and come together to join specialities.
Our role is to teach our prospects something, not tell them something they already know.
Listen to my solo podcast to learn more.
Many sales reps have been onboarded remotely, never met their boss, constantly in isolation. Now, they come together with their team for the first time, chances are their confidence is not at an all time high.
The things we did effortlessly pre-pandemic are causing us doubt, uncertainty and eroding our confidence as we are in a state of uncertainty.
Three areas I choose to focus on when I sense a shift in my confidence are:
1) Take Action- we can wait until we are in the right mindset and in theory that will drive the behaviours that make us act, but it mostly doesn’t work that way. We must take action first, think later. Over time, it becomes easier and we are unaware of the discomfort we experienced in the first place.
2) What message are you telling yourself? Be careful, did you know your RAS, Reticular Activating System will scan your environment to find evidence to support your thoughts, thereby validating it. Silver lining here is your brain can’t tell the difference if it is true or not. What thoughts, stories can you share that position you in a confident, positive light, helping you achieve your goals. If you get to pick a story, pick one where your are on top.
Finally, who are you surrounding yourself with? People that play it safe and are nice to be around? That’s great if you are happy with where your are. If you are motivated to grow, increase your confidence take it to the next level, surround yourself with people who are a few steps above you. Observe what are they doing, thinking, how are they acting. Learn, collaborate with them, before you know if you will be ready for the next group of people to support your journey of growth and increased confidence.
Stay Tuned next week where I speak with a true confidence expert, who is a game changer in her field.
How can we de-risk the experience with our prospects? make it easy and safe for them to stay engaged for the journey and not jump ship from an over aggressive sales rep. Easy set clear expectations early on.
Listen to my solo podcast where I share tips for the beginning, middle and end of the buyers journey to be seen as a trusted advisor. Provide the right tools at the right time to guide them along the journey and co-navigate the steps together.
Storytelling is powerful. Important to keep stories only a few steps ahead to avoid overwhelming your prospect and moving at your pace not theirs.
Join us for this week’s episode of the K2 Sales Podcast, featuring special guest Will Allred, co-founder of Lavender.ai.
Want to learn how to build meaningful connections via email with buyers?
Enhance and improve old techniques and methods?
Are your subject lines 2 words and boring? Or do they set off the sales radar, You are about to be pitched.
Are they 11 seconds or less to read?
Are they written at the level of a grade 5?
Are you using non-assumptive language to de-risk the exchange?
We go over all of that and much more on this week’s episode of the K2 Sales Podcast.
Thank you for watching and see you next week!
01:08 Introducing Will Allred & The Origins of Lavender
02:50 Emails are like Golf
04:01 Engaging, Redefining, And Readjusting Your Approach And Call To Action
05:20 The Buyer’s Perspective And The Importance Of Clarity
07:04 Considering Your Buyer: How Is Your Message Being Received?
08:00 Observations And Challenges: Show That You’ve Done The Homework
11:20 Writing At A Fifth Grade Reading Level: Writing With A Framework
16:07 Credibility, Cold Emails, and Showcasing Your Logic
18:12 Camouflaging Your Emails: The ‘Internal’ Look & Mental Spam Filter
23:20 Subject: The Most Important Aspect Of An Email?
24:45 Preview Text: In The View Of Your Reader
26:02 Outbound Emails & Personalization
29:45 Binary Questions & ‘Nudge Theory’
33:07 Looking At The Data
36:58 Logic & Leaning Into Emotions
40:01 Cold Emails: Creating a Safe Space
42:36 Credibility, Logos, and Speaking to the Client’s Needs
45:55 Reminding The Client Why You Are There
48:25 Revisiting “Not Right Nows”
53:25 Get In Touch With Will
Get In Touch With Will
Will’s LinkedIn: Will Allred - Co-Founder & COO - Lavender | LinkedInhttps://www.linkedin.com › williamallred
Email Will: will@trylavender.com
Lavender’s Site: https://www.lavender.ai
How can you gain clarity to respond with confidence?
Tune in to my solo podcast where I talk about gaining control by asking clarifying questions.
Do you get anxious about questions you may not be able to answer?
What if I don’t know the answer? what will people think? will I get a second chance, why can’t I be more confident and eloquent in my delivery?
We get in our heads and in the moment when the lights are on us we feel like we are in the “hot seat” and sometimes we choke.
Have you considered looking at things from your audiences perspective and asked yourself, what if I didn’t understand the question because it was lacking detail, clarity, context. Instead of putting ourselves in the hot seat, have you considered putting it back on your listener with a clarification? An example, more detail, paint a picture so I understand what you are asking, chances are your listener may not be sure themselves with they just asked.
Why do we put the onus on us? Get stuck in our own heads, lose confidence in the moment? Flip the script and ask for more information. Asking a clarifying question is not a sign of weakness, in fact it is a sign of strength and control.
"I want to help you, but in order to do that I first need to understand what it is you're asking of me", like a hot potato, throw it back to them.
Once you are clear on what they are asking, the light goes on, followed by confidence and delivery with ease. Let’s get our of our heads and seek clarity to demonstrate our expertise and stop the voices in our head once and for all. Oh and let’s not forget to Pause along the way.
Join us on this week’s episode of the K2 Sales Podcast featuring special guest Andy Paul, author of the book “Sell Without Selling Out”.
Want to learn how to build more meaningful connections with your buyers? Make them the focus of the conversation.
In our conversation, we discuss Andy’s 4 Sell In Pillars and much more. Applying his techniques to allow you to deepen your connection and build rapport, evolve your curiosity to ask great questions.
Understand your buyers's true needs and being generous by adding actual not perceived value.
Andy shares many tactical take aways to stand out and create a memorable experience as well as reminders of what not to do or “Sell out"
5:36 Introduction Selling Out Vs. Selling In
6:55 The Pillars Of Selling In
14:15 Connection Is The Building Block Of Influence (Building Trust)
26:50 Introduction To The 4 Pillars And Why They Are Important
33:22 Strikingly Different Selling What’s In The Buyers Mind
39:40 How To Shift Your Path In A Different Direction
42:30 Tips To Develop Curiosity
45:30 Out With The Old In With The New
52:56 Find The One Thing The Buyer Finds Most The Most Important
1:01:34 Outro And How To Reach Andy
Check out Selling Without Selling Out a great and insightful read!
Indigo
Amazon
Andy’s website (free chapter of the book)
Andy’s Podcast
Andy’s podcast
Sales Enablement Podcast with Andy Paul Revenue.io
Get In Touch With Andy
Why do Paramedics, Pilots, Health Care Professionals perform well under pressure, remove emotion and stay consistent with the process?
They train, they practice, they put in the reps in a training environment to ensure success under pressure.
How can sales people take a page from their books? How can we become more Sales Ready?
Ensure with every engagement we are exchanging value for time?
Tune in to my solo podcast where I break down 3 areas to hone your sales Readiness; in your Messaging, Discovery and Demo
Create the experience our prospects are looking for, avoid being reactive and expecting to come up with insightful, provocative questions in the moment, ensure you are sales ready for each and every engagement, you are the differentiator.
As sales professionals living in a noisy online world, how can we show up authentically, unapologetically with our own unique voice?
Many want to build their personal brand, command a following, be seen as an influencer, trusted advisor, to do this we need a point of view. What do we stand for? What are we known for? We can’t be everything to everybody.
When we know who we are, what we stand for in the sales profession, particularly gender equality, women of colour, LGBTQ we show up unwavering, a sense of conviction that will blow most away.
How can we lean in to his more? Encourage our team to embrace this? Create a Diverse, Equitable and Inclusive culture?
Tune in to my conversation with Leslie Venetz, founder of Sales Team Builder where she shares her professional journey and how she found her unique voice along the way. Now, how she supports her 28000+ Tik Tok followers by planting seeds of encouragement, positivity and motivation for women in sales! This is one you won’t want to miss.
Finding your Unique Voice, Leslie Venetz
00:45 About Leslie
03:44 Sharing and Feedback: Hearing from You
04:03 Introducing Leslie
04:19 What it Takes to Stand Out
05:03 Finding your Voice
05:22 Toxic Work Culture
06:32 Making Sales a More Inclusive Profession
08:34 Leaving Corporate America
10:51 Women in Sales: Stats
14:59 Women in Leadership
17:16 Celebrating and Doing More
20:17 DEI & Compliance
23:56 Allyship
26:43 Leslie’s Journey to TikTok
35:45 Positive Messaging & TikTok
38:08 Building Strong Teams
41:00 Leaning in and the Results
43:36 Vulnerability
47:05 Advice to our Viewers
49:03 Connecting with Leslie
TikTok: @SalesTipsTok
LinkedIn: Leslie Venetz
Website: SalesTeamBuilder.com
As companies strive to be customer centric, we must ask ourselves, where are we in our digital transformation strategy?
How can we remove internal silos to align messages, share information and meet the buyer where they are in their journey?
Do certain generations adopt technology easier and quicker than others? As sales leaders how can we meet our team where they’re at, on their individual journey?
Are we sharing both leading and lagging indicators?
Are they showing up with a point of view, intention? Leveraging data but also their unique selves.
How can Marketing, Sales and Customer success come together to improve the experience for our buyer, break down the silos internally to connect and serve externally.
Tune in to my conversation with Art Harding, Chief Operating Officer at People.ai where we discuss the role Rev Ops plays in digital transformation and much more/
00:49 Introducing Art Harding
04:09 Rev Ops: What is it and why is it important?
06:24 Digital Transformation
07:59 Marketing, Sales, and Ops: Connecting the silos to be buyer-centric
10:00 “Why Change Now?” Reluctancy Around Embracing Technology
17:40 Knowing Your Audience(s)
20:00 Generational Differences
22:45 Enterprise Selling
28:50 Change Management
31:16 Indicators and Proactive Action: Don’t Wait To Fail
33:05 Enabling your Team
36:45 Advice for Those Wanting to Engage
Website: people.ai
Email: art@people.ai
LinkedIn: Art Harding
3 Key Takeaways
1) RevOps
2) Coaching and Change Management
3) Enablement
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
With spring around the corner and COVID restrictions lifting, what can we leave behind that no longer serves us, that is holding us back and eroding our belief system? How can we lighten our load and enter spring with a feeling of re-birth and new beginnings? How can we confidently know our worth without relying on external validation?
Tune in to Karen’s solo podcast where she shares how lack of belief impacts us and our prospects in our:
1) Ability to deliver a value proposition that is helpful, coming from the lens of our prospect and not being desperate.
2) Know our worth, when we lack belief we tend to hit the panic and discount button when delivering our proposal. Where is our sense of conviction, how can we lean in to past examples of where we helped others, change the story we our telling ourselves in our head.
3) Hold ourselves Accountability, Now that we’ve closed the deal, the hard work begins. Do we believe we are capable of actually delivering on what we signed? What role does lack of belief play on the customer experience, repeat customers and potential referrals?
Has your purpose changed? Are you aware of why you do what you do? Is it time for a check in and potential reshuffle "out with the old and in with the new”. It starts inside, with our Belief.
Sales Leaders, business owners, are you creating a safe space for your team to feel heard, understood, voice their concerns, ask questions, or are they chatting with their colleagues after meetings sharing that they felt under-minded, under valued or potentially belittled during a meeting, group session etc
Tune in to my conversation with Tom Girling, Founder of Blue Mediation where he brings his 37 years of experience from the Ontario Police office, licensed private investigator, mediator and workplace fairness analyst.
We talk about work place conflict, how failure in communication has long lasting systemic repercussions.
How to empower people to speak up whether they are impacted directly or observed the situation. Create a safe space with an inviting culture that attracts new talent and retains existing.
Great learnings form all levels of corporations to put measures in to place today, set the tone for what is acceptable and what is not, make sure that line is crystal clear.
00:47 Introducing Tom
01:15 Conflict in the Workplace
04:23 Intentions
07:01 Addressing Things in the Moment
09:22 Why Are These Issues Not Being Addressed?
12:42 Toxic Work Culture & Power Imbalances
14:30 Conflict
16:11 Mediating Conflict
18:52 Examples of Good Leadership
21:51 Workplace Restoration
23:54 Tom’s Recommendations
28:29 Harassment Policies
33:05 The ‘Gray’ Zone
35:52 Bullying
38:19 CCOHS
41:55 Ego
44:31 De-escalation Tactics
48:16 Gary Furlong
50:59 Chris Voss
52:55 Allow Silence
55:27 Get Into Contact with Tom
Website: Bluemediation.com
LinkedIn: Tom Girling
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
How can storytelling help us connect with our audience? be others focused and better position our product through storytelling?
Leading with company slides, logos and product pitches is a sure way to repel our audience.
Knowing where the gaps are, when the hesitations arise in advance allows us to pre-prepare stories to bridge the gap of where they are and where they want to be.
To do this effectively we need to become great story tellers! Reverse engineer the story for our audience and their desired outcome.
I had the pleasure of speaking with trial lawyer Robbie Crabtree who shares his framework and tactics of how he used storytelling in high stake courtroom situations and now how now leverages his skills to teach others become effective storytellers as the Founder of Performative Speaking.
This is an action packed conversation that covers many tactical ways to connect and engage with your audience. Disarm them and create the perfect situation to share a story or better yet invite them to share a story and start building the foundations for a trustworthy partnership .
1:27 - About Robbie
5:28 - “How can I be a game changer” and an effective storytellers
11:58 - Fostering flowing conversation
14:58 - Importance of making mistakes
20:39 - Building Connections
21:18 - Disarming and being open with your team
29:59 - Michael Jordan and resilience
42:47 - Being afraid of silence
51:25 - Listening to your audience
69:30 - Connect with Robbie
Robbie’s Site: Robbie Crabtree | Performative Speaking
Twitter: https://twitter.com/RobbieCrab
LinkedIn: Robbie Crabtree
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
What does it take to get your audiences attention? How can you move from one to many while still keeping it personalized, or can you?
Tune in to my conversation with CEO of Sales Schema, Dan Englander where he breaks apart the roles of sales and marketing, how leveraging referrals can de risk our conversation and many more tactics to help us break through the noise in a meaningful way.
00:59 Lead Generation & Prospecting as 2 different entities
02:24 Are we asking too much of sales people?
04:06 Utilizing your resources
05:40 Serving a niche market
06:26 Outreach
08:41 Referrals & the Sweet Spot
11:46 Starting small: Putting together your list
14:12 “Its a numbers game”
14:47 The Importance of Personalization
16:37 Refining your message for your audience
18:30 automation
20:36 Evaluation and measurement
22:12 Using hope as a strategy
24:09 Niches in the riches
25:30 Top tips for getting results
27:35 De-risking
27:44 Getting into contact with Dan
email : dan@saleskeeper.com
Dan Englander is the host of The Digital Agency Growth
Podcast and CEO and Founder of Sales Schema,
fractional business team for marketing agencies and
B2B companies, leverage his their approach called Relationship Sales At Scale ™
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
As the Executive Director of Haltech, Shann McGrail is well aware of what it takes to thrive in a male dominated world spending many years in Technical sales at Microsoft.
Now as Executive Director of Haltech, Shann is involved in many programs supporting Halton Region.
Shann and I speak in detail of one program in particular, Beyond Boundaries. The Business Accelerator for Women Entrepreneurs. She shared the business case that brought it to light, the impact it ha had on women led businesses, some statistics showing the needle is moving in the right direction and much more.
“Done is better than perfect”
"Diversity, Equity and Inclusion, focus in on needs of women entrepreneurs"
If you are a female founder, know one or are thinking of becoming one, tune it to this episode. Shann shares insights, and tactics on how we can over come many obstacles unique to women. Just to name a few:
1) Sales is not a bad word- leveraging our innate abilities to help other
2) Surround yourself with a strong community- When times get tough, understanding you are not along goes a long way
3) Be kind to yourself, turn off the negative self talk in our heads- The pandemic became about survival for some women, focus on what we can control and leave the rest out.
For more information on Haltech and some of the programs they offer, please contact them at https://www.haltech.ca/
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
Time is the currency we trade, when we are prospecting, are we considering our prospects time?
Do we have strategic, pointed questions that will leave a lasting impression on them or are we winging it and sounding like everyone else?
Are we able to have business conversations that drive desired outcomes or are we hanging tightly to our product?
Tune in to my conversation with Tibor Shanto where we discus prospecting best practices, how not all buyers are in in buy mode, shocking!
Understand how to align with your prospects by helping them achieve an outcome when the problem you are sharing is not ringing true for them.
1:18 Introducing Tibor
3:45 Reach out to us
4:04 Why Choosing to not prospect means you’re choosing to go out of business
5:58 Your Business and it’s Cycles: Understanding the Rhythm
6:58 Information Overload
9:08 Beware assuming “buying mode” in Communications
9:56 Sales and Marketing: the connection
10:54 Customer Experience
13:10 The Pulse of the Market
13:52 Importance of Case Studies & “Making It Easy” for one another
18:00 The things you thought about when you were stuck on the Don Valley Parkway
19:42 The Internet
20:42 Having a good discovery (Tibor has a question guide on his website)
22:00 Nirvana
25:19 Painting the right picture
31:59 Turning a loss around
34:34 The importance of time
35:59 The 7 Powers of Questions
40:55 Ten Day MBA
42:34 Confidence
47:34 Partnership & Vendors: Interrupting Professionally
51:68 LinkedIn & Finding Clients
LinkedIn: Tibor Shanto
Website: tiborshanto.com
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Listen or Watch
https://pod.link/1549646427
When you deliver your value prop, you are sharing outcomes your solution provides, right?
Good
But have you also considered where your audience resides related to the power line?
Are they Above the line, ABL or below the line, BTL?
There is a huge difference.
Below the line users care about features, benefits, they need a solution to their problem now, using language such as budget, problem, immediate fix.
Above the line users focus on Cause, Outcomes, ROI. They are looking to see how this one problem ties in to the bigger picture. They are willing to hold off on the immediate delight of one problem to get to the greater good of the bigger picture. They time travel between quarters and seek partnerships.
It is like sitting at the kid and adult table for dinner. Kids don’t care about adult talk and adults don’t care about kid talk. Adults don’t want happy meals and kids don’t want filet mignon.
No different in sales, Align our message and the outcomes you provide to your audience at the right time to maintain engagement and invite them to join you along the buyer journey.
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
https://pod.link/1549646427
Do we have shiny penny syndrome? Always looking around us for the next gadget, tech stack or silver bullet.
I hate to break your bubble but it doesn’t exist.
In my solo podcast, I talk about Back to Basics, what elements of the sales process are tried and true and timeless.
1) Understand what has changed with your prospect, their role their internal processes. Are we providing perceived or actual value?
When we know what has changed, how they get the job done now vs pre-pandemic, we have clarity of what they need from us, this allows us to show up in a more meaningful way than before. When we don’t understand this, we assume it is business as usual and makes it vey easy for our competitors to sweep in underneath us.
2) Framework- What roadmap are you following to ensure you are taking your prospect to the next stage in their journey? Are you using the fundamentals?
Does your calendar invite have an agenda? are you setting expectations from the very beginning?
What is your end goal? Are you gaining commitment from your group on this? Are you checking in throughout to gauge where they are leaning in or out, why? What impact does this have on them, their business, their organization?
Next steps, are we aligning them back to our original purpose and keeping the momentum with the group.
3) Coach your team to drive sustainability, how are we supporting our team to ensure these skill sets are being honed, put in to practice and automated?
Understand the dynamics of your team, who will need support at what stage, anticipate their needs. Role play with them, practice in advance, review their calls, watch game tame together to drive sustainable change.
What got us here is not enough to get us there, we are the differentiator. Let’s get Back to the Basics
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
In this solo episode of the K2 Sales Podcast, Karen shares her 3 areas of focus around goal setting, influenced by Jame Clear’s Atomic Habits.
She talks about:
1) Reflection, how most enter a new year, a new project without reflecting on the past. What lessons did we learn, what was in our control and what
Can we change to not repeat bast behvarious not in line with our objective.
2) Get addicted to the process, detach from the outcome and celebrate the daily activities, operate as a system. Over time these small activities are what produce the big results. The importance of patience and playing the long game is critical.
3) Practice Compassion, we have been through a tough 2 years. If you need a day or two before launching in to the new year, take it. 2022 is all about showing up unapologetically you. Everybody is fighting their own battle, be authentic, be unapologetically you and sometimes say No, and be ok with it.
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
High Performance Prospecting, What Does It Take? Colin Mitchell
00:50 Starting off the new year right
01:36 Introducing Colin Mitchell
05:46 Colin’s Podcast
05:53 “Mindfulness Nerd”
07:40 How to Practice Mindfulness without Meditation
08:35 Cold Calls at a Bad Time
10:20 Empathy and Authenticity
10:57 Mindfulness & the Pandemic
13:31 From Start-Up to SalesCast
19:51 Funnel & Prospecting
24:04 Getting Your Ego Out of the Way
25:32 SalesCast Core Values
29:03 Playing the Long Game
32:31 Quality Versus Quantity
36:31 Challengers
37:18 Structure & Doing Your Homework
38:35 The Art of the Process
40:03 Finding What Works For You
43:08 Confidence, Routine & Self-Care
45:59 Consistency
49:10 Importance of Mindset
55:10 Podcasting & the Discovery
57:25 Embracing Failure & Feedback
61:23 Honing in Your 2022 Prospecting Skills: Tips
62:50 Getting Into Contact with Colin
Colin
- Podcast Sales Transformations (Any Streaming Platform)
- Private podcast Community
- SalesCast TV (Podcasting Revenue Series) coupon code 50% off
- Website: https://www.salescast.community
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Perhaps at the beginning of the year it was the shift to virtual, the technology, reduction in pipeline but have you considered the effect our language has on our confidence? particularly over-apologizing.
Professor Maja joined me on the K2 Sales Podcast to share her studies, recommendations and findings related to women unconsciously over-apologizing, particularly using the word “sorry". It’s not that men don’t do it, they have a higher threshold.
This is a good reminder as we say goodbye to 2021, what positive habits and behaviours will be intentional for us in 2022 and beyond.
Apologies help to ease tension, resolve conflict. Don’t take apologizing out of your vocabulary,
bring awareness how often and the reason we say sorry so much.
Hey Ladies, why are you apologizing for needless issues?
Starting or finishing your sentence with “sorry”. Sorry can I ask you a question” Sorry can you
repeat that? Sorry I was on mute”.
Apologies are confidence killers. We discuss alternatives to saying “sorry” Thanks for
waiting, Thank you for your patience.
Prof Maja breaks down many of the areas women struggle with and suggestions to work
through them from Imposter syndrome, perfectionism, confidence and much more.
[2:36] Prof Maja’s background and curiosity that led her to study sociology
[ 5:40] Internal barriers of self-doubt, second guessing yourself, minimizing our experiences,
downplaying our accomplishments
[7:12] Why are women apologizing so much?
Men have a super high threshold of with they deem worthy as deserving an apology
[10:22] How others perceive us when we say sorry for unnecessary, small things.
1) Not confident, insecure, doubtful
2) Incompetent
3) Weak, passive, not leadership material, “people pleasers”
4) Former apologizers, we see ourselves in them, “common humanity”
[11:42] Genuine apology vs unnecessary apologizing, why we throw it in as a filler word
[14:42] How apologies plant a seed of doubt in your audience’s mind
[17:41] What can we replace “sorry” with? “ Thank you, Excuse me or allow for silence
[23:50] Feminine modesty- under represent or downplay our accomplishments, the need to
justify our accomplishments by luck, timing, right person right term etc.
[26:39] Definition of humbleness- having or showing a low estimate of one’s own worth or
importance
[31:34] How to teach and influence gender equality from a young age
[33:42] Dr. Valerie Young, Imposter Syndrome expert, The 5 Competency Levels
The most primary one is The Perfectionist; it focuses on how something is done. Flawlessness
vs excellence, unrealistic expectation that will set us up for failure
[40:18] How can we destigmatize our relationship with failure? How can we recognize failure is normal, it is part of the process, avoid ruminating and dwelling on it.
[44:45] Automatic negative thoughts
[46:43] Linking an accomplishment to a personal characteristic, prevent yourself from tying it to good luck, right timing etc. own your accomplishments
[52:09] Self-compassion vs your inner critic
[53:44] How mindfulness can help us interrupt our automatic negative voice
[57:58] Demystify confidence myths, confidence is a skill. Take action first and the confident
feelings come much later. Get out of your comfort zone on a regular basis and that is how you
build confidence. It is a muscle that strengthens with use.
JOIN THE MOVEMENT
Website ▶ www.professormaja.com
Instagram ▶ www.instagram.com/professormaja
Twitter ▶ www.twitter.com/professormaja
Facebook ▶ www.facebook.com/professormaja
LinkedIn ▶ www.linkedin.com/in/professormaja
Prof Maja Ted Talk
https://www.youtube.com/watch?v=G8sYv_6uyss
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
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Most organizations are focusing on their sales process, activities to execute at each stage, an inward look.
Have you considering what it is like for your buyer to do business with you?
Can you tap in to their mind and ask yourself where can I remove friction? How can I speed up the process? Am I meeting them where they are or taking them on a self fulfilled detour?
Tune in to my conversation with Jake Dunlap on The K2 Sales Podcast where he shares the future of sales and how we can reverse engineer our process to align with the experience our buyers are looking for.
20:57 Adapting to the Changing Sales Landscape
23:37 Advice for Sales Leaders
27:17 Becoming “Other’s Focused”
32:09 The Importance of the Discovery and the Sales Process
25:02 Borrowing Best Practices
35:46 “Be the Idiot in the Room”
38:03 Embrace the Technology
41:56 Leveraging LinkedIn
53:51 Importance of Leadership video
Jake’s Contact Information
Jake’s Website - https://www.jakedunlap.com/
Skaled - https://skaled.com
LinkedIn - https://www.linkedin.com/in/jakedunlap/
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Small business owners and Entrepreneurs typically don’t associate with the title of sales person, however 90% of their business is sales.
How can we balance the art and science of sales to close more business?
Tune in to the webinar, where I share the top 3 challenges faced by small business owners and techniques to put in place to attract, engage and convert existing and new clients.
The focus is on buyers journey, attracting your Ideal customer profile and getting clear on the persona you are targeting and finally creating an experience that separates ourselves from others like us.
00:18 Introducing Karen
00:42 Balancing the art and science of sales
01:19 Thinking differently (about sales)
02:42 Human by Daniel Pink
05:29 Why Do People Buy?: Three Phases
05:32 Awareness
05:45 Consideration
05:55 Decision
06:18 Aligning the stages
08:07 Importance of the roadmap
10:28 Knowing your target
12:23 Empathy and aligning with your customers
13:31 Gearing your language to your customers
17:34 Creating “Experience”
19:40 OPP: Other Person’s Perspective
21:25 Connection
21:35 Storytelling
23:10 Curiosity
24:05 What’s the question behind the question?
24:59 Summary
26:33 Q&A
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
In my conversation with Dr Tracy Brower, author of The Secrets to Happiness at work we discussed work life integration, how leaders have never been needed more than now. Ways to ensure they are still in line with their true purpose, how to connect with their team and the risk of mental health when left alone.
Tracy shares the correlation between emotional and physical pain in our brain centres, the relationship with oxytocin and cortisol, how we can manage our hormones and what role happiness plays in all this.
1:08 - Introducing Dr. Tracy Brower
4:18 - No such thing as work/life balance
10:06 - Our upbringing as leaders
16:24 - Creating a safe space in the workplace & vulnerability
22:37 - Importance of face-to-face human connection & mental health
23:50 - Empathy
26:20 - Change management & the return to work
29:04 - Reciprocity
31:39 - Humility
33:22 - “Unconsciously Competent”
36:23 - Creating a bond with your team
40:39 - Feeling connected & non-verbal cues
41:49 - Reinforcing your worth
43:33 - Grounding yourself in nature
49:11 - Recognizing achievements
51:02 - Get into contact with Tracy
Tracy’s Website: https://tracybrower.com
Get into contact with Tracy on her website. You can also find her books, posts, and blogs & subscribe!
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Certain industries have a stigma surrounding them, when you dig deep sometimes it is true, other times it requires a better understanding and then forming your own conclusion.
The pharmaceutical industry has been associated with a transactional sale, minimal relations and difficult to add value.
In my conversation with 20 year pharma sales veteran, Lindsay Haubrich, she shares what she is doing that debunks the stereotypes in the Pharma industry. Ways she is adding value, being consultative with her clients and how she has pivoted to continue to support her clients through the pandemic.
Lindsay shares the characteristics and attributes that make for a strong rep and what those are doing that continue to bring the name down.
For those in Pharma sales looking for ways to further stand out, add value and be truly customer centric I highly recommend a listen.
If you are looking to start career in Pharma sales and wondering what a day in the life looks like, this is a great educator.
00:49 Introducing Lindsay
07: 25 Arrogance
11:24 Authenticity & Empathy
16:13 Vulnerability
25:40 Transactional & Situational Sales
27:54 Leading and Lagging Indicators
30:51 “Keeping the momentum”
33:15 “Kick Ego to the Curb
37:43 “Empty Suits”
42:10 Advice to new reps
43:55 Three tips for those who want to get into the industry
49:45 Get into touch with Lindsay
Connect with Lindsay on LinkedIn here
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
When our deals stall, we get ghosted or we surprisingly lose what we think was a sure in, we can ask ourselves... did we engage both Below the Line and Above the line buyers?
Too often as sales people, we are focused only on solving the problem right in front of us. Sharing the features and benefits of our product that address their immediate need, within their budget and timeframe - this is how most of us were trained.When we examine this scenario and the language used, it is all BTL, below the line language, which we need.
However, we also need to time travel to address ATL, Above the line requirements- Cause, Outcome, ROI. How does the one problem we are solving tie in to the bigger picture? Can this dent multiple other problems you are facing? This is more valuable to ATL buyers.In my conversation with Skip Miller, the author of Selling Above and Below the line as well as many other books, we discuss techniques to engage both buyers and at what stage as well as the risks when this doesn’t happen.
Whether you’ve been in sales for 2 years of 15 years, this a useful message that will create partnerships and experiences and prevent you from being seen as a vendor selling a commodity.
1:22
Introducing Skip Miller
6:47
Importance of the Sales Process
12:17
Sales & solution hunting
20:01
Self awareness, 80/20 rule
26:31
Skip’s Proactive Sales Management
27:55
Listening is an art
33:23
Importance of having a Sales Framework
40:10
Authenticity in sales
46:50
Leveraging your connections
50:23
Proposals
55:19
Working WITH, not FOR your customers
57:18
Immersion
60”03
Get into contact with SkipGet
into contact with Skip Miller
Website:
https://www.m3learning.com
LinkedIn:
M3 LinkedIn
Linkedin:
https://www.linkedin.com/in/skip-miller-a7243/
Youtube:
https://www.youtube.com/channel/UCdRAHJ1XMk_GJL4BltMDHTg
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
When we are in negotiations most often our thoughts are on our own proposal, must have’s & walk away point. Very few take time to prepare and consider what is important to their audience. We are looking at the situation from our lens only, this can be a fatal mistake.
I had the pleasure of speaking with Gaetan Pellerin, where he shared insights and techniques from his book, Mindful Negotiations. We discussed, through lack of awareness how our ego takes over, our emotions go into overdrive and we are reactive. We are only thinking in the moment, not truly seeing the big picture.
His C4U strategy can be applied to life and to negotiations to help you recognize your ego and move past it towards a better outcome.
This one is definitely worth a listen.
Show notes:
How to be mindful in nEGOtiations, Gaetan Pellerin
1:24 Introducing Gaeten
8:59 Why is mindfulness so important and where does ego tie in?
12:55 Behaviour driven from fear
22:15 Empathy
33:47 Drama and Negotiation
41:06 Building Trust
53:36 Leadership
57:42 The C’s
66:52 Mindful negotiation
82:02 Get in touch with Gaetan
LinkedIn: https://www.linkedin.com/in/gaetanpellerin/
Website: www.navigatesgroup.com
Purchase Mindful Negotiations
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If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Our role as sales professionals is to facilitate a buying decision.There are more moving parts and people to manage in the buyers journey.
How can we leverage skills from Project Managers to help us manage internal / external stakeholders, project scope, timelines and have difficult conversations?
In my conversation with Founder of Grindyzer @hichamelhajj, he shares his expertise as an engineer and his 20 years in project management to help sales think more like a PM. Communication, documentation and educating our clients to create an enjoyable, repeatable experience are some of the topics we discuss.
3:05 Project Management & Sales Teams: Where are you dropping the ball?
11:26 importance of an executive sponsor and how they can help you
14:40 organization culture of transparency and feedback and it’s benefits
19:36 How sales can learn from PM?
26:10 documentation and tips to help your sales team.
37:40 negotiation and empathy
53:30 Outro and contact info
https://www.linkedin.com/in/hicham-el-hajj-pmp-b-eng-92a19211/
https://grindyzer.com/
hicham.elhajj@grindyzer.com
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To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
How can storytelling help us connect with our audience? be others focused and better position our product through storytelling?
Leading with company slides, logos and product pitches is a sure way to repel our audience.
Knowing where the gaps are, when the hesitations arise in advance allows us to pre-prepare stories to bridge the gap of where they are and where they want to be.
To do this effectively we need to become great story tellers! Reverse engineer the story for our audience and their desired outcome.
I had the pleasure of speaking with trial lawyer Robbie Crabtree who shares his framework and tactics of how he used storytelling in high stake courtroom situations and now how now leverages his skills to teach others become effective storytellers as the Founder of Performative Speaking.
This is an action packed conversation that covers many tactical ways to connect and engage with your audience. Disarm them and create the perfect situation to share a story or better yet invite them to share a story and start building the foundations for a trustworthy partnership .
1:27 - About Robbie
5:28 - “How can I be a game changer” and an effective storytellers
11:58 - Fostering flowing conversation
14:58 - Importance of making mistakes
20:39 - Building Connections
21:18 - Disarming and being open with your team
29:59 - Michael Jordan and resilience
42:47 - Being afraid of silence
51:25 - Listening to your audience
69:30 - Connect with Robbie
Robbie’s Site: Robbie Crabtree | Performative Speaking
Twitter: https://twitter.com/RobbieCrab
LinkedIn: Robbie Crabtree
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
I had the pleasure of speaking with Jason Bay on Blissful Prospecting podcast, we discussed all things sales coaching.
Our discussion started with how I got in to coaching in my corporate sales career, how I started to naturally offer feedback to peers as I saw a huge gap.
I would hear people say "great job" after a presentation and nobody asked for clarity as to what was great about it, what could they do differently? Discuss any lessons learned?
Like others, I always wanted to improve, my self awareness was only taking me so far, so I started working the coaching muscle more seriously.
As an executive coach, I discuss the framework I use with both my corporate clients and small business owners, the difference between sales training and coaching.
The need to connect with your team, understand what is important to them, what motivates them to hit their goals and hold them accountable along the journey.
We also discuss why many sales leaders have still not added coaching in to their tool belt and the need for a top down approach to increase adoption.
How coaching your team regularly empowers them, increases self awareness and builds confidence
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Whether you’re a front-line sales professional or a sales manager leading a team, the tactics and processes Coach Dana shares will help you gain clarity in who you are, what you do and why you do it.
Being truly authentic, understanding your strengths and having a “can do” attitude, combined with hard work, dedication and a desire to win, can land you working with the New York Yankees.
Or in the case of a sales person crushing your quota or leading your team courageously, guiding and coaching them towards their unique, individual goals. Coach Dana will teach you how to play offensively.
[2:37] How does failure motivate and encourage us?
[9:58] Impact of playing it safe
[11:31] Dreams are in the unknown
[13:12] Loser talk
[23:25] Individuals make up teams
[27:30] Difference between top and bottom performers
[28:04] Derek Jeter quote, Respect every one but don’t treat everyone the same
[31:34] Offensive culture
[36:50] Get comfortable with being uncomfortable
[44:41] Your job is to dictate the energy in the room
[47:46] 3 things you can start doing today to start developing a champion mindset
To connect with Coach Dana Cavalea, you can connect with him below:
https://www.linkedin.com/in/danacavalea/
https://danacavalea.com
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Many sales reps are concerned with closing, discounting and negotiations, my response to that is, if you can’t open and uncover what problems your prospect is trying to solve, no closing techniques are required. I believe you win or loose in the discovery.
In today’s podcast I share a framework I work from to conduct an effective discovery, I also share where I see most reps struggle in discovery and also the role of the sales leader.
Sales leaders, are you providing your team with a framework for discovery? Reinforcing the learning and supporting them on and after the calls? Watching game tape, let them see in the moment the the impact of their questions, tone, body language etc. Seeing things from the customs lens provides a completely different perspective.
How would you rate your discovery?
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
With so many buyers working remote, changes in their industry, buying process and decision makers... how can we keep up? understand what is important for them?
What insights can we share to show them we understand their business and are in a position to help them? How do we balance this with personalization, timeliness, confidence and an inviting CTA?
Tune in to my conversation with Jason Ba, Blissful Prospectingy where he breaks down the framework of an email that will get you a response. The same framework can be applied to cold calls.
We get very tactical, get our your pens and take notes this one is easy to put in to practice, No excuses.
2:01 - About Blissful Prospecting
2:10 Challenges of Prospecting
8:40 Adjusting Language
11:42 Silos between sales and marketing
21:00 Tailoring Outbound Approach to the Buyer’s Industry
25:00 How to stand out in email communications
30:25 Art and Science of Messaging
32:27 The REPLY Method
39:34 Sequencing Structure
Jason’s Contact Info
LI:https://www.linkedin.com/in/jasondbay
Website: https://blissfulprospecting.com
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Are you slowing down in order to speed up?
In this solo podcast I share my view on taking a break, practicing self care offering yourself grace and compassion.
When we do this not only do we show up as our best self, it is contagious to those around us.Why don’t we do this regularly? Why do we wait until holidays? End of summer before the grind hits?
I too am guilty of this, my response, at least I am taking a break, taking my foot off the gas to reflect, check in with myself and honestly observe what is truly serving me and what do I need to let go of.
Self awareness is so important, doing it in isolation is even more powerful. Looking inward, being vulnerable to what you will see, learning in to the discomfort only produces growth and needed change on the other side.I look forward to re-surfacing in September, focused, rested and prepared for purposeful activities in line with where I want to go and more importantly who I want to be.
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Video is new for many; we discuss what is holding people back
Non-negotiable tool now, having the human connection is so important.
4:58 How can you get more comfortable?
To be good at what you do, we have to adapt to the way people are buying now.
What creates the best buying experience in the remote world, video is a no brainer there.
It does not replace all communication, getting good and comfortable with it for 2021 will be a
gamechanger!
14:15 What do I need to get started?
Low barrier to entry, very little tech required
Webcam in computer
Build in mic
Internal headsets
Vidyards’ chrome extension is free to get started right away.
Framework required, not a “spray and prey” approach. Take a methodical approach, review
different stages in the sales process that different videos make sense in.
19:00 Vidyard GameChanging Customer story. Thomas Buchanan’s story on how he uses
video in a creative way to closes 6 figure deals.
1) Cold call first touch. Opens up call, ask for permission to send personalized video to how
he can potentially help
2) Records 90 sec demo on his Ipad, casual, authentic, shared more about their platform
shares customer story of how he has helped a similar customer to them
3) Open rate is 100%, common video is circulating internally across other stakeholders
4) CTA if this is interesting, let me know if it makes sense to jump on a call
Prospect is now pre-qualified; involving different stakeholders, not relying on one champion.
Infiltrated rest of organization, built that influence and now you can control the narrative.
23:47 Vidyard as a business communication tool, use analytics to track results of how video is
performing- tying it back to efforts of a sales person.
26:35 Manage a remote team is new, engage new hires, onboarding remotely. Need higher
touch, ways to feel included use VIDEO.
28:35 How can Sales leaders leverage asynchronous video to cut down sales meetings?
31:19 Those just getting started
1) Download Vidyard chrome extension, no investment
2) Create a nice space in your home
3) Think of video as being another skill you have to learn
4) Block off time
38:34 Advanced techniques:
There is a huge opportunity using video throughout the entire sales process, not just in
prospecting. Look at Awareness, Consideration, Close
Mid funnel- Micro demos, product overview. Create a playlist of most commonly asked
questions, send a quick video from your pre-recorded library.
Close- Insert customer testimonials, a 30 sec selfie video about their experience.
Welcome message from CEO.
Post Sales- keep your clients informed of new feature being released
On boarding process- make warm introduction, showing your client who their new contact is
through video
Proposal /pricing stage, gives you access to person behind the curtain- someone you may
never would never otherwise get the chance to meet
Parting words: It’s not about tech, audio or lighting, it’s about saying Yes and committing to
something that is out of your comfort zone. Commit to getting 1% better every day.
Growth doesn’t occur when there is comfort.3
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Most organizations are focusing on their sales process, activities to execute at each stage, an inward look.
Have you considering what it is like for your buyer to do business with you?Can you tap in to their mind and ask yourself where can I remove friction? How can I speed up the process? Am I meeting them where they are or taking them on a self fulfilled detour?
Tune in to my conversation with Jake Dunlap on The K2 Sales Podcast where he shares the future of sales and how we can reverse engineer our process to align with the experience our buyers are looking for.
20:57 Adapting to the Changing Sales Landscape
23:37 Advice for Sales Leaders
27:17 Becoming “Other’s Focused”
32:09 The Importance of the Discovery and the Sales Process
25:02 Borrowing Best Practices
35:46 “Be the Idiot in the Room”
38:03 Embrace the Technology
41:56 Leveraging LinkedIn
53:51 Importance of Leadership videoJake’s Contact Information
Jake’s Website - https://www.jakedunlap.com/
Skaled - https://skaled.com
LinkedIn - https://www.linkedin.com/in/jakedunlap/
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Many Financial sale professionals are scratching their heads as to what they can do differently to stand out and break through the very busy online environment.
Listen to my conversation with seasoned financial expert, Robyn Thompson as to how she not only maintained her base business but grew it during a pandemic.
She shares her learnings, failures and tactics to add true value to your clients.
1:22 Robyn’s Background
14:20 Social media and the importance of content
18:45 Robyn’s First Job
22:22 Recognizing Failure
24:05 Adapting to the ‘new norm’
32:04 Milestones
34:50 Stocks and the Sales Cycle
41:22 The importuner of Mentorship
LinkedIn: Robyn K. Thompson CFP®, CIM®, FCSI® | LinkedIn
Instagram: MONEY | FINANCE EXPERT (@robyn.thompson.money) • Instagram photos and videos
Vimeo: Castlemark Wealth Management (vimeo.com)
Facebook: Castlemark Wealth Management Inc. - Home | Facebook
Twitter: CastlemarkWealth (@CastlemrkWealth) / Twitter
Website: Toronto Certified Financial Planner (castlemarkwealth.com)
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Tune in to my conversation with Tibor Shanto from Breakfast of Champions where we discuss how sales reps and leaders must adapt to the way our prospects are buying.
We discuss the importance of sales coaching, watching game tape and normalizing failures.
https://www.tiborshanto.com/
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
While reviewing sales calls and demos with my clients, there are a few areas that always come up as room for improvement.
Based on the frequency I decided to share them and provide alternatives to create an engaging experience with your audience.
When we are communicating with our prospects, we must be purposeful- time is the currency we trade in.
Knowing that how can we intentional with our time and still provide an enjoyable experience for them?
1) Have a framework - What structure do you follow that will keep you in line and manage your prospects expectations?
2) Engage with your audience- Are you checking in with them? Is what you are sharing resonating with them, this is an opportunity to dig deeper and find out what is really going on. Not a monologue.
3) Pause- Take a breath, allow them to take in what you just shared, show them you are listening to understand not to respond. Silence is ok, typically they will continue talking, let them do so.
Sales leaders practice with your team, review their framework, practice questions that uncover and teach your prospects something new and pause, re-set know where you are and where you want to go. Be proactive not reactive.
View previous episodes here: https://youtube.com/playlist?list=PLUy6sTL-YRs9UoK_HamgwHa0XStIWkXYL
Follow with K2 Sales Podcast at: https://www.k2perform.com/
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
When you are engaging with your prospects? Is your ultimate goal to sell your service or software?
Most often that is not enough, buyers are more sophisticated, savvy and need to know what happens after the sale to make a decision.
If this is not explained, status quo wins.
Review the onboarding process, what is it like to be a customer of yours? manage their expectations, educate them, answer their questions and co-create the partnership together.
People need to see the big picture, make them feel safe about their purchase. Control the process and help them buy your solution.
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Tune in to this week’s podcast to learn how Pam Jheetey, a licensed lawyer from India landed her dream sales role with a tech giant with no sales experience.
Pam shares her insights on how to navigate the landscape as a newcomer to Canada, along with finding her pathway to success and what that looks like. Pam advocates for LinkedIn and creating professional connections in your niche network., even if you’re new to Canada, LinkedIn, or you’re just looking to change your field . “There are so many important things to consider, the most important being tenacious, driven, and advocating for yourself”.
[2:21] Introduction and what drew Pam to sales.
[7:23] Pam speaks about struggles associated with hard work and landing your dream career.
[12:12] The importance of consistency.
[17:12] Advice to lean in and become more curious.
[30:05] LinkedIn as your personal brand and landing page.
[37:57] Connecting with relevant people and navigating LinkedIn for professional success.
[45:06] Three pieces of advice from Pam: Be genuine, get rid of imposter syndrome & don’t give up
Get in touch with Pam Jheetey
If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
Are you considering taking the leap from sales rep to sales leader in your organization?
The transition can be a challenging one, but rewarding when done the right way.
How do you move away from doing what you do well? Selling and closing deals to motivating, empowering and driving accountability with a team you were once part of?
What makes a good leader? What are the challenges of transitioning to a leadership position?
Patrick Desmarais, National Director of Sales of a global medical technology company discusses his journey with the ups, downs, lessons learned and some tips for anyone considering a similar move on this week's podcast.
[2:25] Intro/background of Patrick and his transition to national sales director
[9:38] How to prepare for a new leadership role and tips you could use.
[16:12] A glimpse into the transition from sales rep to national director of sales
[19:39] Building trust between you as a leader and your sales rep
[23:42] What it’s like to lead in a pandemic
[27:08] Balancing difficult conversations and vulnerability
[32:20] Characteristics of a great leader and skills we should be working on
[39:25] Three tips to get you prepared for that leadership role
Linkedin: https://www.linkedin.com/in/patrick-desmarais-39942022/?originalSubdomain=ca
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting: https://www.k2perform.com/resources/podcast
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“What got you here is not enough to get you there”.
Sometimes it's hard to see what we don't know. As sales professionals, when is it time to seek external help?
Someone that can help push you in the right direction, hold you accountable, help improve self awareness and overall growth. Angela Harris talks all about coaching and how a trusted support system can help us realize potential we didn't think we had.
[2:06] Angela's background on coaching and how she got into coaching.
[5:20] The power of storytelling and understanding our experiences.
[7:32] Where does the reluctance of hiring a coach come from? Why don't we seek help
internally or externally?
[14:00] Coaches should build trust between their clients, everyone is different or going through different things mentally what works for one person won't work for another.
[26:33] You need to slow down to speed up.
[38:34] Becoming more self aware.
GET IN TOUCH WITH ANGELA
Linkedin: https://www.linkedin.com/in/angela-harris506/
Instagram: https://www.instagram.com/workofheart.me/
Website: https://www.workofheart.me
Email: angela@workofheart.me
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
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Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com
In classic movies like Glengarry Glenn Ross, the idea of “closing a deal” is of utmost importance. “Coffee is for closers” or ABC always be closing is a great example of prioritizing the “close’”, but are we placing emphasis on the wrong thing?
What about how you open or start a sale? Without a good opening, an effective, conversations Discovery, there is no close.
[2:09] Background of Replayz and the importance of preparation and insight
[7:34] A quick story on coachability and the importance of learning new things even as an experienced sales rep.
[15:30] Prelude to Discovery. A framework of what sales reps can follow before they dive into the Discovery portion, and most importantly building rapport.
[26:22] Give and take
[37:55] Golf metaphor of how Replayz coaching is executed
[48:09] Dave’s Microsoft pitch
[51:10] Destigmatizing failure
[53:26] 50% discount off Replayz Masterclass with code Karen - learn all the secrets and insights that are taught to top companies with Dave Kennett.
GET IN TOUCH WITH DAVE
Website: https://replayz.com/
Twitter: https://twitter.com/replayzlabs?lang=en
Linkedin: https://www.linkedin.com/company/replayz/?originalSubdomain=ca
Email dave@replayz.com
Thank you to Feedspot for featuring us in the Top 60 Sales Leadership Podcasts
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting: https://www.k2perform.com/resources/podcast
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How can you build trust and shorten the sales cycles with Karen Kelly
Buyers have never been more in the driver’s seat then they are today. They are remote, virtual
and know what they want. Our role is to facilitate the buying decision. To do that we need to
build trust and quickly. What are the best ways to do this?
In no particular order see my 5 tips to build trust, disarm your prospects, get them leaning in to learn more and hear what you have to say.
These are in no particular order.
1) Own your message. Stand tall on what you believe, your thoughts, what can you
influence people on? Are you on the right channel, are seen and known as a thought
leader? Does your audience already know your POV, what you stand for?
2) Be transparent, don’t claim you can solve everybody’s problems from the get-go. See if
there is a fit, learn more about their desired goals/challenges to see if they are worth
solving and if you are the one to do that.
Avoid claiming to be a good fit for everyone, seek first to understand.
3) Being others focused – genuinely curious, asking though provoking questions, practice
active listening, not pitching too quickly, completely focused on closing the sale,
commission, moving at your pace, customers feel this and when they feel pushed, they
pull away.
4) Do what you say, do not over commit and under deliver. Follow up, follow up, follow
up. They are evaluating what things will look like in the future by working with you. If
you are dropping the ball before a contract is signed, the journey stops there, you ‘ve
shown your hand. Set realistic timelines for you and them, set everyone up for success.
5) Be knowledgeable on your product, process, industry & what happens after purchase.
Make it easy and frictionless to buy. Create an experience- story telling, resonance,
good energy to build trust and lower the risk.
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
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Interested in learning more about our Virtual Sales training programs, visit us as
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You can also follow K2 Sales Podcast on their socials:
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Apologies help to ease tension, resolve conflict. Don’t take apologizing out of your vocabulary,
bring awareness how often and the reason we say sorry so much.
Hey Ladies, why are you apologizing for needless issues?
Starting or finishing your sentence with “sorry”. Sorry can I ask you a question” Sorry can you
repeat that? Sorry I was on mute”.
Apologies are confidence killers. We discuss alternatives to saying “sorry” Thanks for
waiting, Thank you for your patience.
Prof Maja breaks down many of the areas women struggle with and suggestions to work
through them from Imposter syndrome, perfectionism, confidence and much more.
Tune in and say goodbye to over apologizing.
[2:36] Prof Maja’s background and curiosity that led her to study sociology
[ 5:40] Internal barriers of self-doubt, second guessing ourself, minimizing our experiences,
downplaying our accomplishments
[7:12] Why are women apologizing so much?
Men have a super high threshold of with they deem worthy as deserving an apology
[10:22] How others perceive us when we say sorry for unnecessary, small things.
1) Not confident, insecure, doubtful
2) Incompetent
3) Weak, passive, not leadership material, “people pleasers”
4) Former apologizers, we see ourselves in them, “common humanity”
[11:42] Genuine apology vs unnecessary apologizing, why we throw it in as a filler word
[14:42] How apologies plant a seed of doubt in your audience’s mind
[17:41] What can we replace “sorry” with? “ Thank you, Excuse me or allow for silence
[23:50] Feminine modesty- under represent or downplay our accomplishments, the need to
justify our accomplishments by luck, timing, right person right term etc.
[26:39] Definition of humbleness- having or showing a low estimate of one’s own worth or
importance
[31:34] How to teach and influence gender equality from a young age
[33:42] Dr. Valerie Young, Imposter Syndrome expert, The 5 Competency Levels
The most primary one is The Perfectionist; it focuses on how something is done. Flawlessness
vs excellence, unrealistic expectation that will set us up for failure
[40:18] How can we destigmatize our relationship with failure? How can we recognize failure is normal, it is part of the process, avoid ruminating and dwelling on it.
[44:45] Automatic negative thoughts
[46:43] Linking an accomplishment to a personal characteristic, prevent yourself from tying it to good luck, right timing etc. own your accomplishments
[52:09] Self-compassion vs your inner critic
[53:44] How mindfulness can help us interrupt our automatic negative voice
[57:58] Demystify confidence myths, confidence is a skill. Take action first and the confident
feelings come much later. Get out of your comfort zone on a regular basis and that is how you
build confidence. It is a muscle that strengthens with use.
JOIN THE MOVEMENT ������������
Website ▶ www.professormaja.com
Instagram ▶ www.instagram.com/professormaja
Twitter ▶ www.twitter.com/professormaja
Facebook ▶ www.facebook.com/professormaja
LinkedIn ▶ www.linkedin.com/in/professormaja
Prof Maja Ted Talk
https://www.youtube.com/watch?v=G8sYv_6uyss
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Working in a pandemic apathy has become an issue, continuing to focus on things out of our
control decreases engagement and motivation.
John and I discuss how sales people have to become mini marketers in the modern selling
environment. Producing content, creating our personal brand and meeting our buyers where
they are.
John shares how we can leverage video in various stages of the buyer’s journey to remove
friction and create an experience. How we can use Challenger Sale to guide sophisticated
buyers along the journey.
[8:39] John’s 12 guiding principles
[23:14] Being others focused when targeting your buyer persona
[27:15] Reach out to existing clients to validate your messaging, confirm their current
challenges/ goals. Avoid regurgitating a pitch, share a past customer conversation authentically and with curiosity
[29:55] Soft skills produce hard results
[37:47] why you should get a side hustle
[40:13] Importance of your personal brand, become your own marketer
[42:26] Where you can you use video throughout the buyer’s journey?
1) Thank you email post meeting
2) Acknowledge objections
3) Delivering proposals
4) Asynchronous video pre meeting
5) Ensure your meeting has structure
[47:29] Exchanging value for time, Executives will take over the meeting if there is no structure, they want value. If your meeting is missing structure, they will create it in order to deliver value. You can’t phone it in.
[49:15] Challenger sale; sophisticated vs unsophisticated buyers
[50:35] Buyer’s journey, meeting them where they are, showing them what they want to see
when they want to see them. Don’t add friction to the process.
[56:14] EAT: Effort, Attitude, How you treat others
[58:13] Authenticity as a competitive advantage
Connect with John:
https://www.linkedin.com/in/johnbarrows/
https://jbarrows.com/
https://www.youtube.com/channel/UCl3nWS_0BoF6mENXDdkQuZA
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com
How can being more transparent, leading with your imperfections help you close more deals
and quicker?
Have you heard of the term “flawsome”? Embrace and lead with your flaws, seems
counterintuitive and for most uncomfortable.
The irony is people connect with your imperfections, not your perfections.
As sales professionals, most of us were trained to deliver value first and then price.
Todd shares the role neuroscience plays in the buyer’s behaviour, he compares empathy and sympathy and shares how transparency has helped him professionally as well as many others.
Join us to see how you can close more deals, qualify out and build trust quicker while
controlling your message.
Show notes:
[2:25] What lead Todd to write The Transparency Sale
[9:10] Consensus buying
[12:28] Corporate Executive Study, buying group spends 39% of time speaking with sales
people, 61% of time is doing their homework. We can shrink this by lead with flaws
[15:51] How do sales leaders break their traditional approach of withholding information and
leading with transparency “If the truth won’t sell it, don’t sell it”
[21:22] How to get good at qualification? 4 metrics towards results. 1) number of qualified
opportunities 2) how big 3) how many you win 4) how fast
[23:53] Control the message
[24:30] Embrace the loss, losses are wins if you do it right
[32:04] How we can sales leaders prevent a revolving door with their sales team
[33:47] Empathy vs sympathy
[35:52] Message for leaders, are you able to share what your teams work means to you and the overall company? people want to know they matter. Walking a mile in your rep’s shoes
[41:16] How to embrace vulnerability as a leader
[45:39] What is “flawsome”?
[47:28] Where in the sales process do you start sharing your flaws / Imperfections?
82-85% are going to negative reviews first, start early on, disarm and lead with it
[48:20] Limbic filter
[51:10] How important is it for sales people to understand their why and their clients why?
Do you take time to understand their current state first, educate them, bring ideas and help
them achieve more than even they thought they could? Instead of leading with your solution
lead to your solution.
[56:19] Risks of leading with logic and data
[63:02] 3 things you can start doing immediately to start leading with transparency
Connect with Guest:
https://www.linkedin.com/in/toddcaponi/
Transparencysale.com
https://www.youtube.com/channel/UCV2-_wG43G5h7MhEjmOjF_w
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com
Whether you’re a front-line sales professional or a sales manager leading a team, the tactics and processes Coach Dana shares will help you gain clarity in who you are, what you do and why you do it.
Being truly authentic, understanding your strengths and having a “can do” attitude, combined with hard work, dedication and a desire to win, can land you working with the New York Yankees.
Or in the case of a sales person crushing your quota or leading your team courageously, guiding and coaching them towards their unique, individual goals. Coach Dana will teach you how to play offensively.
[2:37] How does failure motivate and encourage us?
[9:58] Impact of playing it safe
[11:31] Dreams are in the unknown
[13:12] Loser talk
[23:25] Individuals make up teams
[27:30] Difference between top and bottom performers
[28:04] Derek Jeter quote, Respect every one but don’t treat everyone the same
[31:34] Offensive culture
[36:50] Get comfortable with being uncomfortable
[44:41] Your job is to dictate the energy in the room
[47:46] 3 things you can start doing today to start developing a champion mindset
To connect with Coach Dana Cavalea, you can connect with him below:
https://www.linkedin.com/in/danacavalea/
https://danacavalea.com
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
See my 10 Tips for Effective virtual sales presentations
1 ) Mindset-Get out of your mind and consider your audience, what are they thinking
about? what assumptions to do they have, how to they want the meeting to unfold? What
would be a successful meeting for them? Consider their point of view to be “others
focused” and less of a seller.
2) Structure- Prepare a framework to guide you through your meeting. Strong Attention-
grabbing opener, maintain engagement, know where you are both in the meeting as well as
in the bigger picture of the buyer’s journey and know how and where they fit in to one
another.
3) Posture- Stand or sit, either way have an upright posture, ensure diaphragmatic
breathing, assume a confident position.
4) Camera- Look directly in to the lens of the camera, it represents your viewer’s eye. Use
laptop camera, webcam or external camera depending on your needs. Hide your self view in
zoom to force yourself to focus on your audience.
5) Lighting- natural light is the best, ensure it is behind your laptop to avoid shadows. If you
use a ring light, aprox 4 ft away from you and 1-2 ft above you, ensure there is no ring glare
in your glasses.
6) Technology- Ensure you have sufficient WIFI, hardwire laptop if required. Book meetings
at lower usage times for your family. Reboot laptop before presentation to prevent any
potential crashes. Is your laptop microphone sufficient or do you need to purchase a USB mic? Earphones to drown out background noise. If you are using power point, ensure you are very familiar with your slides, how to share and un-share your screens. How to advance in power point seamlessly.
7) Q & A – Be specific, let your audience know how you would like them to answer the
questions, in the chat box, unmute them etc. Plant questions if possible, start the
conversation and get them thinking. Stop screen share for Q&A, return to full screen to
connect with your audience, converse with them where they can see and feel you.
8) Engagement- engage with your audience regularly either through chat, ask them to
confirm something with thumbs up, emoji, un-mute and respond. We are competing with
distractions. To create an experience, we need to keep them engaged.
Use body language to enhance your message, also tone. Inflect, pause, speed up, slow
down for effect. Have a variety for the to keep them engaged and focused on you.
9) Camera Presence- Look the part, when you look good you feel good. Dress business
casual or what is appropriate for your industry. Your attire either picks you up or pulls you
down, track pants and a t-shirt may not be the look your audience is looking for. Ensure
your back ground represents your brand and is inviting and not distracting to your audience.
A little lipstick and blush can go a long way.
10) Practice practice, practice. Start with one thing, improve it and start layering new tips
bit by bit, over time these will be automated and you can freely engage with your audience
as you will have the framework and essentials nailed down.
Record yourself, best feedback to see what your audience sees and more importantly feels.
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com
Many sales people are struggling to compete with outbound marketing strategies, a push
system, pushing our customers towards us with an outbound reach. This is a very noise space.
As a result, people are turning to a pull system, drawing prospects to them with an inbound
approach, typically content creation to improve their visibility, attract leads and
increase their positioning to ultimately be found on the first page of google.
How do we know what’s working, how do we measure our progress? know what to do more or
less of? What SEO metrics should we focus on, what do we bench mark against?
In my conversation with Chris Herbert, Co-founder of Silicon Halton, CEO of MI6 agency discuss various approaches to Inbound marketing and what is working well.
How following MI6’s ABC framework will increase traffic to your website.
[9:40] one to one marketing
[13:52] Two ways to market digitally
[17:15] How to make your customer want to hear from you
[19:24] Components of Inbound marketing
[22:22] Search engine marketing
[26:00] Create content first of find searchable words and reverse engineer content?
[29:55] Content is king
[33:40] Is your company producing content?
[35:50] Technology and marketing
[37:43] Why blended diverse teams produce better results
[39:14] What action do you want people to take from your website?
[41:14] What metrics should we be focusing on? ABC Framework
[42:09] Google Analytics
[47:48] Evaluating the competition
[48: 21] What baby steps can I take to start improving my position on Google
To connect with Chris:
https://www.linkedin.com/in/chrisherbert/
https://www.mi6agency.com/
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com
For B2B companies that are taking a digital first approach; meeting their clients where they are and creating an experience for them to engage and ultimately partner, this takes place on
LinkedIn. Some are playing the long game and doing it well, while others are looking for the
quick wins, pitching too soon and damaging their reputation.
With 740M users, it is easy for your message to get lost, your voice diluted by the masses and
your brand unrecognized by your target audience.
In my conversation with Marc W. Halpert, LinkedIn trainer, coach and evangelist, author,
multipreneur, he shares what it takes to stand out on LinkedIn with an underlying focus
on knowing your Why. Listen to our conversation where we tell our unique story of meeting in Simon Sinek’s “Know your Why” course and how it led to us supporting each other on LinkedIn.
[5:40] The importance of knowing your Why
[7:03] Give more than you get
[8:16] How to write with emotion, leveraging your why
[9:25} What you should have on your LinkedIn profile
[12:15] Using your why to get referrals
[13:45] What is the Japanese philosophy Ikigai, get to the core of why you do what you do
[18:10] What role does vulnerability plan in your LinkedIn posts
[20:25] What should you be posting on LinkedIn, hint…story telling
[26:45] Asking for referrals, why should we do it?
[37:20] Content is king, what should I be doing?
[42:33] Vanity metrics what should I be concerned with?
[47:15] New feature on LinkedIn
[53:58] 3 things to get started on the path to game changing results with LinkedIn
Resources:
Simon Sinek- Know your Why, TED Talk
https://www.youtube.com/watch?v=_-fdJzvpX60
Connect with Marc
linkedin.com/in/marchalpert
marchalpert@connect2collaborate.com
Blog subscriptions: https://connect2collaborate.wordpress.com/todays-linkedin-nugget/
Author of “LinkedIn Marketing Techniques for Law & Professional Practices,” published
by American Bar Association at www.shopaba.org, Amazon, and Barnes and Noble. Look
for the second edition coming Spring 2021!
Self-published: “You, Us, Them: LinkedIn Marketing Concepts for Nonprofit
Professionals Who Really Want to Make a Difference,” in paper or Kindle, with an accompanying online e-course. Order at https://connect2collaborate.wordpress.com/nonprofitcourse/.
Now available: “LinkedIn for Baby Boomers (and other encore career changers),” an
online e-course package of materials. More details/order: https://wp.me/PT2tC-6kU.
JUST RELEASED: “Your First Career Position: Best In Class Program” a 4+ hr video
course I co-wrote designed for college grads to win that all important first job: best techniques in resumes, cover letters, Linkedin profile, interviewing, and networking, for branding success in the recent #newnormal.
jobmarket: https://thebestinclass.thinkific.com/courses/program
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com
The currency we trade in is time. How can sales people exchange value for time using Lean Six
Sigma.
In my conversation with Morteza Zohrabi, Master Black Belt in Lean Six Sigma we discuss how customers perceive value, the importance of validating our ideas, solutions with our
clients, checking in with the VOC, voice of customer. The importance of having a sales process, lean culture and much more.
[ 3:58] What is Lean Six sigma
[6:40] How do customers perceive value?
[8:44] Voice of customer, VOC
[10:34] Why to avoid batching only to realize it’s not what the customer wants
[12:34] Push vs pull system, design your product based on pull, listen to what market is asking
[15:07] How can you develop business acumen? get to know your customer using the 5 Why’s,
get them thinking differently to help gain the commitment to change.
[17:20] Dealing with Root cause vs symptoms
[20:35] Rational way of thinking, how can you improve learning through reflection and self-
awareness.
[21:02] PDCA- Plan, Do, Check Act, how can this be used in sales? Continuous learning to
support your growth mindset.
[26:58] The importance of a sales process, defining it and modifying it
[40:39 Kaizen Blitz, how can small iterations in your process help improve your process and
drive results. Add a customer to the mix to test your thought process and see the difference
[50:20] Are you operating as a group or a team, what makes the difference?
[55:27] Adopting a Lean culture starts at the top of the organization
[58:01] What 3 things can you start doing today to developing a Lean mindset and start seeing
results
To get in touch with Morteza and learn more about Lean Six Sigma and how it can help you in
your role, you can connect with him at
https://www.linkedin.com/in/mzohrabi/
Subscribe, Leave a comment and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
In this episode of the K2 Sales podcast, we have invited Gerry Stefanatoson to the show. Gerry is the former General Manager of Pfizer Essential Health and has over 30 years of global pharmaceutical and medical device experience.
He started his career in 1988 at Abbott in their Nutritional Division and has acquired sales and marketing management experience in positions with pharmaceutical products in
various therapeutic areas, generics, legacy brands, and medical devices.
With Abbott's spin-off of their Hospital Products Division in 2003, he moved to Hospira, where he held key roles such as Vice President of Canada and Latin America Region and Corporate Vice President and President of Canada, Australia, and New Zealand.
He moved to Pfizer, leading Pfizer Essential Health and has led key acquisitions and integrations, turning around several businesses in Canada and International markets.
In our chat with Gerry, he shares his leadership journey with stories and experiences that produced game-changing results in the organization. We also took a deep dive into the fundamentals of good leadership and his top 3 things to help you get started on your early stages of leadership and career development.
This is an exciting episode you will surely love!
To get in touch with Gerry and get to learn more from his experience and consistent record of success, you can follow him on LinkedIn
Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
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You can also follow K2 Sales Podcast on their socials:
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Heidi Solomon-Orlick appears on the K2 Sales Podcast to talk about closing the gender gap and her latest business, Girlz Who Sell. If you think sales is a male dominated industry now, imagine how it was in the 80’s. Heidi explains how she focused on diversity, equity, and inclusion initiatives (even before they were popular), and how YOU can marry your passion for
sales and mentoring young emerging talent, in order to make an impact.
[02:18] Advertising and Marketing as a career in the 80s.
[05:07] Heidi’s goal is to position sales as an intentional career choice for college-aged women. Working in the Sales Capacity, sales is the largest single employment category in the U.S.
[07:01] Women are better than their male counterparts in sales, we need to get more women in sales.
[10:19] Sales as a career path, sales misconceptions.
[17:52] Golf, make the environment more collaborative.
[20:37] Hiring women, fix what's happening at the corporate level. Building the pipeline is only one piece of the puzzle.
[25:44] Women are under stress, impact of the pandemic, balancing work and family.
[29:28] Companies restructuring and reinventing themselves, the youth are the future.
[32:34] Competing for opportunities, issues.
[36:15] How to make your way and progress up the leadership ladder.
[39:27] Education is important, women in general do want to see and support other women in sales.
[41:48] Sales as a career path. Learn about and decide what you know and what you don't want.
Key Quotes
“In 2019, 15.8 million have worked in a sales capacity. That's across all sales types: B2B and B2C. It is the largest single employment category, of but that 3 million salespeople, only 35% are women.”
[06:00]
“If you ask a young girl, what she wants to be when she grow up, no young girl ever answers ‘B2B sales.’ The sales profession has been male dominated. Women who are currently in sales leadership, at one point had a negative perception of and misunderstanding of what sales is.”
[10:00]
“Women are under a tremendous amount of stress. The impact of the pandemic was not gender-neutral. Over a million more women have lost jobs versus their male counterparts. Women of color have been negatively impacted by the pandemic. Women are, are under an incredible amount of stress.”
[26:00]
Resources
https://girlzwhosell.com/
https://www.facebook.com/GirlzWhoSell
https://www.instagram.com/girlzwhosell/
https://www.linkedin.com/company/girlzwhosell/
https://twitter.com/GirlzWhoSell
https://www.youtube.com/channel/UCiMItHl4V0jG-NQYCitxQGg
The K2 Sales Podcast on YouTube https://youtu.be/4uFb2QZolso
As a sales leader, are you taking the time to find out what that is and coaching to it?
In my conversation with Adam Clark, we discuss servant leadership, sales coaching, culture and how law enforcement helped shape his sales career.
He draws a parallel between the two “you are selling to people in difficult situations, come in with a plan and get a curve ball and have to switch gears on the fly. Have great empathy, you need to get look at what they have going on and pivot, rely on training is critical”.
9:44 How to connect in a different way. Have a plan, but part of that plan should be to listen to hear what they are saying and not with the intent to respond.
11:15 Sales reps have to admit when they are “phoning it in” and not putting in the work, no room for winging in, our clients are less tolerant
11: Those getting it right and understand how to connect, be authentic, take time for training, do research they are the ones making president club, that group is still small.
14:08 leadership job is to facilitate for the people you are leading, develop them, coach, train them. They all have different needs; training & Development is key. First step is to remove ego and realize maybe you don’t have all the answers, don’t be afraid to ask for resources to bring people in to upskill and level up your team, you can facilitate that. Step outside go get an expert
16: 12 vulnerability, the need for authentic connection in a leadership role is critical.,
17:20 Understanding their personal goals is critical to developing the personal connection with them. Understand the motivations of this person, the steps you have to change in asking them to do something different, it will become much easier, you will be looking through the same lens.
19:20 people want to matter more, be part of the bigger picture, they will become apathetic at some point. As a leader you need to make sure they are part of this mission and more than just the numbers you are putting up.
21:28 Leading with purpose, Know your why? Invite your team to look at their bigger purpose, beyond the pay cheque.
24: Coach to the individual not to the team,
25:12 Vulnerability, ownership and accountability goes hand in hand.
26:17 What is leadership role in defining culture of an organization?
26:22 top level down on culture, intentionally developed and maintained, you have to make decisions what it should look like.
Measuring your risks, have self-awareness, self-reflection to facilitate behaviour change. Risk if I don’t do this and what is risk if I do? Measure both sides of the coin.
34:07 self-awareness in developing strong leaders, leadership is a reflection of other leadership experiences we’ve had. We’ve picked up certain things whether we know it or not, we have all been led at some point.
36:10 Ask for feedback, invite a colleague, mentor to support you on your path towards change.
40:35 sales coaching, what is the current landscape?
If you are not connecting and coaching in an effective way you are just managing activity, it may accomplish some goals, it will create more problems & contribute to burn out.
48:55 Use tools technology for activities, you don’t need your manager to be this task rabbit, we have the tools to do this, outreach.
50:52 In leadership your job is to serve your people and let them take care of the customers, your customers will take care of your shareholders. Start with your people.
52: Now is the time to look after your people more than ever. Dig deeper and put more time in to connection. Do the small things that help the big things take care of themselves.
54:26 If you can’t do it slow you can’t do it fast, slowing down is essential.
Connect with Adam
adclark@repay.com
Video
https://youtu.be/UuD5FC71rRQ
Ted Newill shares stats on current landscape for med tech and med device sales reps, alternative approaches to gaining access to their buyers and how virtual in some instances is adding greater value than face to face.
[9:20] Virtual conferences have been a disappointment; associations are no happy.
Alternatives
Invest in website
Identify leads from website and move them to CRM
Educational webinars
Downloadable white papers, gain data points showing level of interest
Marketing automation software
Rank the level of interest and turn it over to sales rep
{18:30) Box truck shortage. What happened? companies are buying, renting or leasing box trucks and customizing them to a demonstration office.
[20:11] Targeted webinar- 5-20 people that really matter, interest them, get higher participation in webinar. EatNgage, do evening programs or lunch and learns.
[25:16] virtual selling can be an opportunity if you have a geographically large territory.
Re-visit areas of your territory that have been neglected.
[28:58] virtuous circles within organization.
Invite 10 doctors, mix customers with prospects.
[31:26] Trial options, create a wet lab kit for the doctor and walk him through the steps virtually
[32:33] ExplorOR Surgical, virtual platform, different levels for different kinds of products, you can add steps in to platform ensuring best practices.
[38:45] Goals to prepare for virtual presentations:
[41:50] Power point slides, are you able to navigate seamlessly to specific sections within the pp
[43:03] How to interreact in a virtual environment, understand the camera
[45:47] Examples of discussion points to for GPO’s, think outside of the typical contract thinking, how can you help?
https://www.medicaldevicesuccess.com/
Watch now
https://www.youtube.com/watch?v=5RRXwhqA1xA&list=PLUy6sTL-YRs9UoK_HamgwHa0XStIWkXYL&index=7
AI Specialist, Brian Lenahan speaks with me on how AI can support us as sales professionals.
Human connection still plays an important role, we need humans to do the things Alexa cannot.
We discuss how AI can be applied and integrated in to companies. It has to be something
valuable. It is a tool; doesn’t replace very important human elements.
[4:53] Define AI, allows us to create insights we would not be able to gather
Challenges of accuracy existed and have it has come a long way in the last few years, same true with senses. Garbage in and garbage out still rings true.
1) Data: Basing AI on bad, incorrect, improperly structured or tagged data still produces
negative outputs.
2) Bias: Data heavily biased, insights from algorithm, will be weighted towards these things and not reality. Significant amount of work has been down to correct for this. We need to go a layer above with ethics.
[9:38] Example of succession planning, bias was removing women out of filter, in the past it was predominantly men so women were taken out of the equation.
C-suite have to feel comfortable that what is being produced is not a black box they simply get
an output from.
Organizations that are producing game changing results are using templates, checklists, have
introduced a Chief ethics officer, Chief Compliance officer or Chief data officer, to ensure steps have been taking in designing algorithms.
[15:31] human emotion, empathy.
[17:30] body language and tone
[18:55] How you approach automation, frees up time to focus on personalization and creativity.
[20:00] 4 th industrial revolution is about AI, becomes more important to see how jobs are
trending, changing, more tools are not always better. Tools that support you such as pipeliner,
https://www.pipelinersales.com/ bring info to you in an efficient way.
[23:17] how do millennials use tech?
Gen z are becoming buyers, more comfortable with a chat vs a F2F conversation.
[24:33] Experiencing trust person to person that comes with relationships
[25:48] Amount of data information from video vs text is exponential, we will continue to grow here.
[26:36] How can sales managers and leaders support their team with AI?
How the behaviours are all pulled in, do you agree with it?
How Novartis https://www.novartis.com/ is producing game changing results with AI
[31:30] Use VR training without the risks. Used in sales training, onboarding
[34:16] ER Virtual training drives high engagement and adrenaline due to its “realness”.
[36:35] Conversational analytics, Gong.io, https://www.gong.io/ shares predictable analytics,
help improve trust as message is supported with data.
[37:10] call center example, getting on going feedback ie) pitch, pace and real time coaching.
Gong.io looks at deal intelligence, market intelligence, packaging lot of information for sales
professionals.
[38:30] Wingman, https://www.trywingman.com/ coaching sales person with real time tools.
More tenured reps don’t need to see all the elements anymore, it is customizable to level of
performance and experience of individual.
[40:17] Is AI seen as big brother?
70% Ai projects fail due to the people in them
[44:39] How can people get started introducing AI in to their company
Follow Brian at Linkedin
https://www.linkedin.com/in/brian-lenahan-innovation/
https://aquitaineinnovationadvisors.com/
https://www.youtube.com/channel/UCLQ27Xr17zXZjKJCAlFcLNQ
We discussed, why a sale process is so important.
Those that don’t have a sales process, what should they focus on:
1) Data- understand what is actually happening, 1-3 months to start benchmarking, leverage HubSpot free CRM
2) Reading books, learn from books and employ their ideas
8:35- Knowing it’s importance, why aren’t people defining a sales process.
Commitment and tenacity, building a process, most sales people are not trained to do this, not always afford the time to see what is working.
Help them come together, think about future deals, give yourself enough time to build out sales process.
60-70% of people listening to this podcast, haven’t given themselves permission to slow down, target, re-set, take away things not working, train, provide sales enablement tools, track it and come together.
Turnover of reps, churn mill, red light. Stop, slow down assess and figure out what’s happening.
14:50 How does churn affect culture?
Innovation in sales, what is and isn’t working with Inbound marketing?
Millennials do not want to be left alone. They want feedback support and know they can innovate safely. It is a time for change and innovation.
Growth pains lead to growth gains.
19:45 Cultural shift, being honest and owning your vulnerabilities, lean in to it.
20:15 Objective and key results (OKR’s) only work if the executive team is the first to lead them.
We must do the same thing with vulnerability.
21:15 B2H, essence of success, people want real talk now, emerging trends.
We encourage people to adopt #vidyard, integrate video.
24:55 WIFM
26:43 Swimming Example
SEO value in the B2B space, focus in the Awareness stage with Inbound marketing.
32:25 Are we making people click? How do you know without tracking?
Are you getting a 20% conversion? What are we aiming for? Is it realistic and achievable?
Are you willing to test, measure and look to improve, build the muscle?
35:35 Google Analytics, not an easy-to-use tool in my opinion
Google Ads, you need to be using Google Analytics, if you don’t have time, work with an Ad Agency.
FB and IG for paid addsIG. Need to have really good creative, test messaging. FB offers Incredibly detailed levels of targeting questions.
37:30 HubSpot Analytics for returning traffic to website, separate from your anonymous traffic.
39:30 Spend the time targeting your audience 20% conversion rate on landing page, chat bots as well, important and emerging trend.
Look at problem and the ways you could solve it, what’s in your wheel house?
If people are looking to start increasing their inbound marketing how can they get started:
49:00 Build one funnel to attract at the awareness stage- help them consider their options, even though it may not be yours.
Connect with Alysha at tangiblewords.com via chatbot.
If you would like to watch the interview, see our YouTube channel below.
https://www.youtube.com/channel/UCLQ27Xr17zXZjKJCAlFcLNQ
10:18 Having a road map and blue print for you as a seller is important but
overlaying it with your buyers’ journey is critical and often overlooked.
How are your buyers interacting with your brand? Too often we become “me
driven” unaware of where our buyer is in the journey.
9:48 “meet them where they’re at” What does that really mean?
Those succeeding are “others” driven, really tapping in to the various stages their buyer could be in, emotional state, then create a targeted message.
Resonance
plumber Example 9:06
7:35 What signals are our buyers giving us that allows us to know where they are?
how do we create an experience that will be different?
that makes them feel comfortable?
in good hands, they know your solution can address their problem.
5:59 Awareness
5:37 Consideration
5:07 Decision
5:09 As sales people, our role is to facilitate a buying decision. Co-create it, work together, collaborate, make them an active participant. Avoid pulling your customer reluctantly along your sales process. Look for physical verifiers from your buyer that they are engaged.
Are you customer focused in your conversations? what language are they using?
what questions are they asking? where are they clicking on your website? Do they feel heard, are you building trust? Are they ready to move to next stage in the process?
3:58, 3 steps to focus on immediately:
1)Look at your sales process, ensure you have one. Map out various stages, also Look at buyers’ journey, “be others focused” remove any friction. If steps are not purposeful, remove them
2) Look at experiences you are creating for your buyer, are they enjoyable, will they want to come back? Share with their network?
3) Understand and isolate at what point did things go well, obvious wins, when things didn’t work out, understand why?
1:27 Talk to existing clients, what stood out to them, what could you do
differently? They are your best resources, they bought in to you and continue to see the value.
Involve current customers and stay close to it. It is iterative.
Unlock the power of video to improve your customer experience and increase sales
Video is new for many, we discuss what is holding people back
It is a non-negotiable tool, having the human connection is so important.
4:58
How can you get more comfortable?
To be good at what you do, we have to adapt to the way people are buying now. What creates the best buying experience in the remote world, video is a no brainer there. It does not replace all communication, getting good and comfortable with it for 2021 will be a gamechanger!
14:15
What do I need to get started?
Low barrier to entry, very little tech required
Webcam in computer
Build in mic
Internal headsets
Vidyards’ chrome extension is free to get started right away.
Framework required, not a “spray and prey” approach. Take a methodical approach, review different stages in the sales process that different videos make sense in.
19:00
Vidyard GameChanging Customer story. Thomas Buchanan’s story on how he uses video in a creative way to closes 6 figure deals.
1) Cold call first touch. Opens up call, ask for permission to send personalized video to how he can potentially help
2) Records 90 sec demo on his Ipad, casual, authentic, shared more about their platform shares customer story of how he has helped a similar customer
3) Open rate is 100%, video is circulating internally across other stakeholders
4) CTA if this is interesting, let me know if it makes sense to jump on a call
Prospect is now pre-qualified; involving different stakeholders, not relying on one champion. Infiltrated rest of organization, built that influence and now you can control the narrative.
23:47
Vidyard as a business communication tool, use analytics to track results of how video is performing- tying it back to efforts of a sales person.
26:35
Manage a remote team is new, engage new hires, on boarding remotely. Need higher touch, ways to feel included use VIDEO.
28:35
How can Sales leaders leverage asynchronous video to cut down sales meetings?
31:19
Those just getting started
1) Download Vidyard chrome extension, no investment
2) Create a nice space in your home
3) Think of video as being another skill you have to learn
4) Block off time
38:34
Advanced techniques:
There is a huge opportunity using video throughout the entire sales process, not just in prospecting. Look at Awareness, Consideration, Close
Mid funnel- Micro demos, product overview. Create a playlist of most commonly asked questions, send a quick video from your pre-recorded library.
Close- Insert customer testimonials, a 30 sec selfie video about their experience. Welcome message from CEO.
Post Sales- keep your clients informed of new feature being released
On boarding process- make warm introduction, showing your client who their new contact is through video
Proposal /pricing stage- gives you access to person behind the curtain- someone you may never would never otherwise get the chance to meet
Parting words- It’s not about tech, audio or lighting, it’s about saying Yes and committing to something that is out of your comfort zone. Commit to getting 1% better every day. Growth doesn’t occur when there is comfort.
To connect with Rachel on LinkedIn or email rachel.shi@vidyard.com
Learn more about Vidyard reach out to https://www.vidyard.com/
If you would like to watch the interview, see our YouTube channel below.
https://www.youtube.com/channel/UCLQ27Xr17zXZjKJCAlFcLNQ
How can you develop a winning mindset and an unwavering sense of self belief to kick off 2021 strong?
John is a Fitness & Transformation Coach, CEO of AthleticAF, Entrepreneur, former Tight End with the Oakland Raiders and the host of a well-known Podcast, The Show with John Madsen.
In this episode, John shares his non-traditional approach to success and how he relied on mindset, self belief and hard work to achieve greatness.
Being in rapport with your conscious and unconscious, asking yourself the right questions is essential.
He suggests to focus on your:
1) Belief
2) Behaviour
3) Outcome
The reason most people don't succeed is...they start at step 2 and start working through behaviour change. John suggests to take it back a step and create the belief, the vision first. Once this is solidified it will impact and influence the behaviour.
Deliverables, what can you put in to practice immediately?
**Hire a coach, You don’t know what you don’t know, this could be the very thing holding you back.
If you are unable to do this, here are 3 steps to put in to place immediately:
1) Clarity of desire, what do you want? And WHY do you want it?
2) Focus relentlessly on what you want, this will shape your perspective which becomes your reality.
3) Get quiet, ask yourself what do you need to learn in certain situations to get the results you want.
Learn more or connect with John:
Instagram @johnmadsenofficial
www.johnmadsen.com
How can you stay “others focused” genuinely make it about them to
build trust, empathy and a strong relationship. Why do so many struggle with this?
Mark Birch, Founder of Enterprise Sales Forum, Community builder, Author of Community in a box, Tech entrepreneur and presently Start up Advisor at AWS joins us on the podcast, #100daysofsales
Mark is no stranger to building community, The Enterprise Sales Forum, a global community of over 25,000 B2B sales professionals, share relevant ideas, grow professionally and learn from successful sales practitioners.
We discuss how being “others focused” helps build trust, empathize with our clients and show our genuine desire to help. As well as many choose to remain in the comfort zone and stay “me focused”.
Avoid pushing a solution that may not fit. Open dialogue to unleash trust is a difficult skill, listen to Mark's tips to work through this. Frame the right questions, don't be afraid of how and what questions.
Tap in to your existing customer base as a starting point, a "test bed" for messaging, qualifying and discovery questions to provide more certainty for you and your customer.
Move away from pitching the idea and co-develop, invite them to take ownership of the solution.
We discuss the importance of knowing your ICP and beyond that a solid understanding of your Buyer Persona. We can further drill down and get more clarity in to their role, motivations, influencers, personal goals etc. leading to a more relevant, personalized and timely message.
Qualification questions, focus on sweet spot, more direct path towards customer success.
Deliverables, what can you put in to practice immediately?
1) Understand industry inside out – what do your prospects care about?
2) Motivation Matrix Framework to visualize what people care about; words, phrases, focus on communication.
3) Mindset to want to change and desire to achieve something big, even when it's beyond your grasp. Commit to learning and practicing over time, dedicate time to self improvement and skill development.
Connect with Mark on LinkedIn at Start up Mark, https://www.linkedin.com/in/startupmark/
join Enterprise Sales forum newsletter entreprisesales.substack.com
https://www.community-in-a-box.com/