Courageous Leadership and Creative Self-Disruption in Sales

Join host Karen Kelly in this enlightening episode of the K2 sales podcast as she converses with Bernadette McClelland on navigating 2024's economic landscape with courage and self-disruption. Bernadette introduces her three-step 'deliberate disruption model' - identity, intention, and iteration - urging sales leaders to inspire their teams by embracing discomfort and an anti-fragile mindset. They emphasize the importance of aligning one's head, heart, and gut to thrive in today's brittle, anxious, non-linear, and incomprehensible world. Listen as they discuss practical strategies for living in the present, enhancing creativity, and maintaining mental well-being, while also balancing professional roles with personal identities. Discover how even significant setbacks can act as catalysts for growth and transformation, all through the power of perspective and intentional leadership.

00:00 Introduction and Overview
03:28 Guest Introduction: Bernadette McClelland
04:24 The Essence of Disruption
05:37 Navigating the VUCA and BANI Economies
10:50 The Deliberate Disruption Model
15:53 Reframing Problems as Situations
23:10 Aligning Head, Heart, and Gut
25:03 Techniques for Type A Leaders to Trust Themselves
26:19 Understanding the Brain's Need for Downtime
27:18 The Importance of Creativity in Leadership
27:54 Balancing Empathy and Technology in Sales
28:24 Inspiration and Ideation Mapping
28:48 Accessing Creativity Through Downtime
29:30 The Role of Leaders in Encouraging Downtime
29:43 The Fallacy of the Grind Mentality
31:11 Combining Impact and Risk in Leadership
34:02 Trusting Your Gut in Sales
36:52 Developing Leadership Identity
38:23 The Importance of Significance and Fulfillment
40:28 Balancing Different Parts of Your Identity
43:00 Final Thoughts on Disruptive Leadership

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In this enlightening episode, author Jamie Diglio, known for 'Moneyball Leadership', joins the discussion to delve into the intricacies of effective leadership. Jamie sheds light on transitioning from stress-induced 'war rooms' to goal-oriented 'win rooms', personalizing leadership, and valuing self-awareness and authenticity. Key highlights include understanding individual communication needs through the Platinum Rule, the new ROI (return on interactions), and embracing vulnerability and self-compassion for personal growth. Practical tips on effective team interactions, breathing techniques to manage stress, and transforming self-doubt into success are shared, ensuring leaders can truly connect, inspire, and lead their teams to optimal performance.

00:00 Introduction and Guest Welcome

00:30 The Journey to Writing a Book

00:56 TEDx Talk and the Concept of War Room vs. Win Room

01:57 Understanding Leadership and Personal Growth

05:33 The Importance of Authenticity in Leadership

06:44 Measuring What Matters: The New ROI

12:14 Discovering Hidden Value and Strengths

17:03 The Platinum Rule and Effective Communication

23:59 The Impact of Authentic Leadership on Teams

28:26 Understanding Leadership Faults

28:49 The Importance of Awareness

28:59 Ego vs. Mission-Driven Leadership

29:52 The Cost of Being Right

30:29 Shifting from War Room to Win Room

31:06 Breaking Negative Thought Patterns

31:52 Coaching for Success

32:57 Defining Success and Gathering Feedback

33:54 The Power of Breath Work and Data

35:24 Aligning Values with Actions

37:00 The Role of Compassion and Grace

37:23 The Practice of Shifting Mindsets

37:50 Focusing on Desired Outcomes

38:52 The Importance of Clarity and Familiarity

39:33 Taking the First Step Towards Change

42:03 The Impact of Internal Alignment

42:56 The Journey of Self-Discovery

45:29 Learning from Inspirational Leaders

45:49 The Power of Authentic Leadership

49:22 Creating Winning Conversations

50:24 The Value of Consultative Leadership

51:37 Connecting with Jamie

52:24 Final Thoughts and Farewell

Connect with Jaime:

https://www.linkedin.com/in/jaimediglio/

https://www.infirstconsulting.com/

https://www.youtube.com/watch?v=viXdeKVLwXo

https://www.instagram.com/winroomcoach/

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$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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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

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After 20 years  in executive roles in the  fintech industry Buket Necip is a self proclaimed “burnout” survivor.

“COVID gave me an opportunity to see how much of my family and ‘me’ I missed,” she says. 

After trading in her suit and heels for runners and work out gear Buket Necip transitioned her 20 year fintech career to open Free2Be Wellness.

Buket realized she wasn’t alone in feeling disconnected from her true self. She leverage her  passion for fitness and coaching and launched Free2Be Wellness. 

Tune in to my conversation where we hear how her unwavering sense of belief and courage freed herself from there corporate grind to live her best, authentic life.

00:52 Introducing Buket Necip

04:54 Women in Sales Month & Your Journey

06:21 Advice For Women In Sales

11:19 Diverse Teams and Voices

15:42 Motivating Your Team

19:25 What Fills Your Cup?

23:48 “Feel The Fear, Do It Anyway”

28:21 Free2Be

30:24 Creating Connections

36:17 Commitment 

38:29  More Power Than You Think

42:56 What’s Right For You?

48:12 Get In Touch With Buket!

Website: https://www.free2bewellness.com 

Instagram: https://instagram.com/free2bewellness?igshid=YmMyMTA2M2Y=

Facebook: https://m.facebook.com/free2bewellness

LinkedIn: https://www.linkedin.com/company/free2bewellness/

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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

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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

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$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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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

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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Are you leading with fear?

How often do we hold our questions, avoid raising our hands, singing up for things, learning in….Why?

Are we expecting the worst, focusing on what we don’t want, replaying a past event that didn’t turn our in our favour.
Whatever the case we are leading with fear.

Fear will paralyze us in to inactivity, riddle us with doubt, self criticism, comparison and we find ourselves spiralling downward.

How can we take control over this downward path to nowhere?

Tune in to my solo podcast where I share 3 ways I practice putting fear in it’s place.

#sales #salestips #salespodcast #fear #selfbelief

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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

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$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 mean as a seller to be One Up?  "We have greater knowledge and greater experience than our client, we have information disparity. We know things they can’t possible know because they don’t sell what we sell and they make these decisions  very infrequently." 

When they make these decisions, they’re not very good in part because they don’t have the necessary experience.

As One up I know something you don’t know and if I can share it with you, then you will know what I know and that will help you make a better decision.

You are one up in very few categories.

When we are one down, we sit down with our clients and we talk about their business, because they know their business better than we do. We need to know it well enough to have a good conversation. They understand the playing field, who needs to be in the room, who’s going to be helpful, who will resist change, They know what they can and can’t do. There’s a lot of things we can learn from our clients, to become more one up. 

Are you one up or one down? Tune in to my conversation with the great @Anthony Iannarino where we discuss his latest book, Elite Sales Strategies.

About Anthony:

Anthony Iannarino is an author and sales coach who works to develop high-performing teams and sales reps. Through his many books and years of experience and learning, Anthony offers incredible sales tips and ways to be successful in the sales industry. Tune in where we discuss Anthony’s latest book Elite Sales strategies

Shownotes:

1:11 Introducing Anthony

6:00 One Up Vs. One Down

9:56 Balancing “One Up-ness”

14:30 Recognizing Gaps and Learning From Others

21:55 Value Creation & Shifting Mindsets

27:45 Avoid Rapport Building

32:45 “Time is the Currency We Trade In”: Getting from 1 to 2

35:40 Why Are We Still Pitching? It's a Comfort Thing.

40:35 Commitment to Change: It Takes Time

43:07 Storytelling

45:30 Get In Touch With Anthony

Get In Touch With Anthony

Anthony’s Website: https://www.thesalesblog.com

Anthony’s Newsletter: https://www.thesalesblog.com/newsletter

Twitter:https://twitter.com/iannarino?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

LinkedIn: Anthony Iannarino - Keynote Speaker & Workshop Facilitatorhttps://www.linkedin.com › iannarino

Anthony’s Books: https://www.amazon.com/Anthony-Iannarino/e/B01L9F3BNW%3Fref=dbs_a_mng_rwt

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 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 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

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
 

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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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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📺 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.

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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

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

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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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.

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 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

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

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

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

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.

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

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.

$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 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.

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

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 

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 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.

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

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

LinkedIn 

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 on YouTube

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

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.

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 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

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 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

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

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.

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 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

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 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

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 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

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.

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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

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

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

 

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 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

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

1. A strong foundation, whether through education or working in corporate America, is crucial for developing the skills needed for sales.
2. Understanding the customer’s language and needs, building relationships, and providing after-sales support are key to success in sales.
3. Collaboration between sales and marketing departments is essential for aligning strategies and meeting customer needs.
4. Embracing failure as a learning opportunity and taking calculated risks can lead to personal and professional growth.
5. 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

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

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 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

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

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

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

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 ba

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 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 h

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

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

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 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

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

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

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 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 Skip

Get
 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

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 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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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

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

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
 

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

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 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

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

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

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