Explore every episode of the podcast K2 Sales Podcast

In this episode, Karen Kelly welcomes Founder of Factor 8 and #GirlsClub Lauren Bailey (LB) to discuss cutting-edge strategies for sales prospecting as we head into 2025. They delve into the pitfalls of AI-generated communications, emphasizing the importance of authenticity and human connection in sales emails, LinkedIn interactions, and video messages. Lauren highlights the negative impact of desperation in sales tactics, commonly referred to as 'quota breath,' and stresses the need for engaging prospects before pitching. The discussion also touches on the changing landscape of sales qualifications, the significance of celebrating small wins, and the essential support systems needed for women aspiring to sales leadership roles. Lauren introduces her initiative, 'Girls Club,' aimed at preparing and promoting women in sales leadership. Tune in for actionable insights and real-world tactics to enhance your prospecting efforts.

00:00 Welcome and Introduction

00:44 The Desperation of Early-Year Prospecting

02:27 Crafting Effective Prospecting Emails

05:05 The Role of Sales in the Modern Market

07:20 The Importance of Sales Training

09:37 Adapting to Changes in Sales Fundamentals

12:20 Embracing Authenticity in Sales

17:12 Building Authentic Rapport

18:33 The Importance of Being Relatable in Sales

19:06 Embracing Vulnerability and Imperfections

19:53 The Reality of Sales Failures

Connect with Lauren:

LinkedIn: https://www.linkedin.com/in/insidesalesadvisor/

Factor 8: https://factor8.com/

#GirlsClub:https://wearegirlsclub.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 podcast episode, Karen welcomes mindset expert Jamie Crosby to discuss the 

challenges corporate workers face towards the end of the year, especially around achieving 

quotas and setting new goals for the upcoming quarter. Jamie shares insights on overcoming self-doubt, 

the importance of understanding our 'why,' and the significance of having clear goals. 

The conversation also covers the power of starting the day with intentional routines, handling limiting beliefs, 

and the transformative impact of failure on personal and professional growth. 

The episode concludes with actionable advice for fostering a positive mindset and kicking off the new year strong.

00:00 Introduction and Welcoming Jamie Crosby
00:11 Understanding the Year-End Mindset
01:54 The Importance of Knowing Your 'Why'
06:52 Operationalizing Purpose in Leadership
09:47 Finding Your Keystone Habit
11:50 Mindset Shifts and Overcoming Imposter Syndrome
13:26 Embracing Uncertainty and Growth
14:22 Taking the First Step to Stop Playing Small
29:13 The Power of Language and Reframing
35:46 Reflection and Self-Awareness
39:35 Final Thoughts and Conclusion

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

https://www.jamiecrosbie.com/

https://www.instagram.com/jmcrosbie/

Author of Power of 2, Exponential Sales Leadership,” 

"How to Source, Qualify and Hire Elite Sales Talent," and 

"Journey To The Top: How to Reach Your Peak Performance Life." 

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

How many of us are using price anchors in our solution offering?
Providing agency to empower our prospects to make a choice.

When we offer one price, they have to answer the question whether or not they want to work with us.
When they have options, the questions becomes, how do I want to work with company X?
You can see your options open up.

Tune in to my conversation with Mark Peacock, founder of Pricemaker and pricing expert where he shares insights on price anchors, how  behavioural economics plays a role in our buying decisions.
 As well as  how we can use the loss aversion theory to influence our audience with our pricing.

You will think differently about your pricing strategy after listening to this episode.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

In this episode of the K2 Sales Podcast, host Karen Kelly discusses the importance of mental health, emphasizing the impact it has both in life and in sales. Karen shares personal experiences and insights on 'holding space' for others, encouraging genuine check-ins with team members, friends, and loved ones. She emphasizes the importance of creating a safe environment where individuals feel comfortable sharing their feelings. Additionally, Karen offers practical tips on practicing gratitude and grounding oneself in nature. This episode aims to create awareness and promote open conversations around mental health, particularly in breaking the stigma associated with male mental health.

00:00 Introduction and Welcome

00:16 The Importance of Mental Health

02:39 Holding Space for Others

03:22 Personal Story: The Power of Holding Space

08:23 Practical Tips for Mental Well-being

12:01 Conclusion and Final Thoughts

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 engaging podcast episode, host Karen welcomes Colleen Stanley to discuss the crucial role of emotional intelligence (EI) amidst the rise of artificial intelligence (AI) in the sales industry. Colleen shares insights from her books, emphasizing the importance of empathy, self-awareness, and other soft skills for sales professionals and leaders. They explore practical strategies for integrating EI into everyday sales practices, overcoming the 'knowing and doing' gap, and fostering a balanced, human-centric approach in a technologically advanced world.

00:00 Introduction and Personal Anecdote

00:42 The Importance of Emotional Intelligence in Sales

02:10 Understanding Emotional Triggers and Execution

04:40 Empathy and Self-Awareness in Sales

07:10 The Role of Reflection and Self-Improvement

09:16 Accountability and Ownership in Sales

14:27 Balancing Technology and Human Impact

17:15 Leadership and Delegation Skills

25:34 Defining Honesty in Leadership

25:46 Living Your Values

26:08 Creating a Culture of Candor

28:06 Onboarding and Emotional Intelligence

29:48 Teaching Empathy in Sales

31:45 The Myth of Multitasking

33:24 Self-Awareness and Empathy

34:27 Slowing Down to Speed Up

38:03 Morning Rituals for Success

43:54 Aligning Actions with Purpose

45:48 Balancing AI and EI in Sales

48:11 Final Thoughts and Resources

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

In this  this solo episode, originally aired in April 2024, Karen shares the Importance of Slowing down to Speed up.

This  truly can be applied anywhere in life and have benefits, however she focuses on our Mindset, Strategic Account mapping and preparing for  discovery in the sales environment. 

Starting with us first, look inward, take control of how we show up. Check-in  with ourselves first. What do we need? How can we avoid being re-active?

How can we take a non traditional approach to assessing our accounts? Looking beyond the title and zooming out. Thinking  creatively, considering the person,  what would motivate them to be part of your initiative? How are they measured?

 Finally discovery is strategic. What outcome am I looking for? What information do I require, what questions do I need to ask?

When we slow down, we see gaps that perhaps weren’t there. Gaps that bleed in to other areas/ departments. We move from  finding an isolated issue  into solving business challenges, elevating our position from vendor to partner. This does not come to those who do to slow down to assess prior to acting. 

Checking in with Ourselves (00:01:12)

Importance of self-awareness and purpose in sales, with tips for showing up authentically.

Strategic Account Planning (00:02:08)

Encouragement to think outside the box, expand the traditional approach, and be intentional in account mapping.

Conducting Discovery Conversations (00:09:23)

Emphasis on slowing down, asking meaningful questions, and building trust to uncover challenges and motivations effectively.

Slowing Down for Better Results (00:18:11)

Karen discusses the benefits of slowing down, connecting emotionally, and driving results through people rather than relying solely on scorecards.

Importance of Self-Check (00:18:11)

Karen emphasizes the need to look inward and consider what can be done to slow down in order to speed up for better sales results

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$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

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

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 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/

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 episode of the K2 Sales Podcast, host Karen Kelley discusses the crucial aspects of crafting impactful email messages essential for successful sales strategies. Focusing on effective messaging during 'Women in Sales Month,' Karen emphasizes the need for a multi-channel approach to outbound sales, which should consider various communication methods beyond just cold calling or emailing. She highlights three key areas for improving sales emails: defining the goal, establishing a structured framework, and executing thoughtful follow-ups. With practical advice on creating relevant and engaging content, Karen stresses the importance of personalization, understanding the prospect's role, and the impact of meaningful messaging that resonates. She advises sales leaders and reps to focus on quality over quantity, utilizing sales coaching, and live email teardowns to enhance skills. The episode is a call to action for refining email tactics to rise above the noise and achieve better response rates in an ever-evolving sales landscape.


00:00 Introduction to the K2 Sales Podcast

00:47 Women in Sales Month00:59 The Importance of Effective Messaging

02:11 Multi-Channel Approach in Outbound Prospecting

03:07 Understanding the Goal of Your Email

09:37 Crafting a Strong Email Framework

19:26 Effective Follow-Up Strategies

22:47 Summary and Final Thoughts

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

Have you heard speakers say they are in “flow" and wonder, what does that mean?

When time stands still, we  are in your zone of genius and the words  flow out of us effortlessly.

Sounds great, doesn’t it?

But how do we get there?

Tune in to the K2 Sales Podcast where I speak with @LindaUgelow confidence coach and author of Delight in the Limelight. She shares her story of how she overcame her public speaking fear and now how she helps others transform their speaking experience from dread to delight with her 3 step framework.

Much of what is holding us back are self judgement,  triggers and beliefs from our past that prevent us for being free and present. 

When we can work through these, we take the focus of ourselves and are in service of others. We let go of the fear of failure and comparing ourselves to others.

In this space, we become present and our nerves disappear. This  allows our authenticity to be felt - it not only puts us at ease it extends to our audience.

In this episode of the K2 Sales Podcast, host Karen Kelley welcomes speaking confidence coach and author Linda Ugelow to discuss strategies for overcoming the fear of public speaking, known as glossophobia. Linda shares her personal journey from experiencing intense fear to becoming a confident speaker. She introduces her three-part framework: Reveal and Heal, Restoring Safety, and Repattern Your Habits, which helps individuals uncover and address the root causes of their speaking anxiety. The discussion also includes practical tips for engaging presentations, the importance of vocal preparation, and the positive effects of humor and authenticity in connecting with an audience. Listeners are encouraged to embrace their true selves, find their unique voice, and transform their speaking experiences.

00:00 Introduction to the K2 Sales Podcast
00:54 Overcoming Presentation Anxiety with Linda Ugelow
04:29 Linda's Journey: From Fear to Confidence
10:08 The Inner Freedom Framework
17:07 Practical Tips for Public Speaking
27:18 Acknowledging Others Without Self-Deprecation
27:44 The Power of Voice and Presence
29:22 Repatterning Habits for Effective Communication
32:27 Eliciting Emotions in Your Audience
38:04 Practical Tips for Presentations
43:53 Embracing Authenticity and Freedom
49:00 The Role of Humor in Presentations
50:43 Conclusion and Resources

Connect with Linda 

Website

https://www.lindaugelow.com/

Social links
https://www.facebook.com/linda.ugelow/
https://www.instagram.com/lindaugelow/
https://www.youtube.com/user/lindaugelow
https://www.linkedin.com/in/lindaugelow/
https://www.tiktok.com/@lindaugelow
Free gift: Speaking preparation checklisthttps://www.lindaugelow.com/rituals/

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

How many of us are told to "just do it”,” lean it to our confidence", "find our voice".

But nobody tells us how.

If we are new to sales, transitioning to sales leadership or simply trying something new, we may not have the confidence required to take us to the next level.

Tune in to my solo podcast where I share 3 ways to increase our confidence that will help us become the our best version of you.

1) Mindset, what is our belief system

2) Knowing doing gap- We need to take action

3) Track and Stack- Track our progress, stack our wins

#b2bsales #confidence #salesperformance

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

How many of us are operating solely from our head?
Crossing off our to do list with ourselves, our team and our clients. Going thought the motions, living in our subconscious?

We celebrate crossing off items from our list, however what type of experience did we create for our audience? 
Would we be described as robotic, automated, cold or authentic, genuinely interested, compassionate?

Tune in to my solo podcast where I share 3 ways we can move from head to heart-  create an authentic, intentional experience for our clients.
Move them, activate their emotions and stand out from the rest who are  desperate trying to pull everyone & everything across the year end line.
It all starts from the inside out.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

How many of us show up to meetings with an awareness of our prospect's role, potential challenge, incumbent provider etc. 

These are bare minimum in sales today, the layer beneath them is the awareness of ourself.

How are we feeling? 

Did we check in with ourself today? Examine the quality of our energy? where are we holding tension, do we feel blocked or energized?

Which part of you us do we need to access for our meeting? Confidence? Empathy? Curiosity? 

Are we acting as a coach, friend, parent?

All these check-in points allow us to align our best self to the situation and increase the likelihood of getting the outcome we are looking for.

Yet, how many of us take the time to do this?

Slow down, connect with ourselves, what are we feeling? Who are we? We get to our create identify.

Tune in to The K2 Sales Podcast  where my guest, David C. Olcott CEO of Samurai Success, author of Swords of Illumination, with over 35+ years of professional coaching experience, 

master certified in NLP, worked as #1national trainer for Tony Robbins as well as  the business manager to the #1 selling real estate agent in the world shares his valuable insights.

He shares how we create our own identity and choose how we want to show up with intention.

This connects us to our audience and allows us to find our authentic voice and let our inner light shine.

We are the differentiator, but many of us are dimming our light to AI.

Choose how you want to show up, in purpose and in service and watch the difference you create for both you and your prospect. It is game changing.

Connect with David 
Samurai Success Inc. 

www.samuraisuccess.com

https://www.linkedin.com/in/david-c-olcott-1107bb1/

https://www.instagram.com/samurai_success/

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

 In honour of the release of Kristie’s new book, Selling your way In, I am happy to share a previously recorded conversation with Kristie Jones 

What does it take to break in to sales?
What are interviewers looking for?
How do I prepare?

Sales is a tough but rewarding career.
Many are on the outside wondering it it’s for me, others are tirelessly knocking on doors trying to get in.

Kristie Jones Founder of Sales Acceleration Group, Speaker and author joins me.
She provides answers to  the above, shares insights from her own sales journey and so many more nuggets for anyone looking to get in to sales.
Get your note pads out, this is a good one.

Kristie has provided Behavioural interview questions for hunters as well as interview questions sales candidates should be asking.

Download here

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

Discover how marketing and sales can work better together in a conversation with Kevin Palmer, the CEO and Founder of Palmer Creative Group. He explains how understanding the customer's perspective can help align what your business offers with what the customer sees as valuable, while also promoting honesty and responsibility. Drawing from his background in the mining industry, Kevin shares practical strategies that can be used in any field to turn insights into opportunities and boost sales.

Kevin also warns against relying on just one contact in a client company, as it can hurt your sales efforts. Instead, he highlights the importance of connecting with multiple decision-makers, using real examples where this approach led to success. He offers tips on creating strong relationships with different stakeholders, gathering testimonials, and building a list of key benefits, features, and functions that are essential for closing complex deals.

Kevin also shares creative ways to gather customer insights without using third-party services, including how to make engaging visual content and build focused LinkedIn groups. Plus, we discuss a case study of a geophysics company that improved customer service by relocating technicians to regional hubs, leading to faster service and lower costs. You can learn more about Kevin's innovative work by visiting PalmerCreativeGroup.com.

https://www.linkedin.com/in/jkpalmer/?locale=fr_FR

Website: https://www.palmercreativegroup.com

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

📺 Watch this episode on YouTube 

Most companies these days are relying on Chat GPT to conduct  research for their outbound prospecting motions.
While it is great for filtering, sorting and comparing large amounts of data, we need to ensure it is personalized, relevant and timely- especially if we are targeting “whale” accounts.

Tune in to my conversation with @Barbaraweaversmith two time author and most recent founder of The Whale Hunters Institute as well as Barbara AI, an AI clone of her.
Barbara shares what it takes for small to medium companies to land a “whale” by definition an account 20x their average deal size. For most companies this would not only change their business, but their lives.
She shares the risks from both sides and the level of detail required when it comes to research.

Sales people represent the intuits who hunted whales many years ago, it took a village. We are no different, they expect resources both pre-sales and post sales including professional services, and an implementation team. Many small companies shy away from this.
It is not impossible to do, we need to create standard processes, align specific resources and have a clear onboarding plan.
Tune it to learn the steps to take to move your fish accounts to whale accounts.

0:01:53 - Hunting Whales 
0:07:04 - Strategic Approaches to Reaching Clients
0:12:29 - Effective Email Outreach Strategies 
0:21:46 - Amplifying Sales Coaching Through Technology
0:28:07 - Leveraging AI for Efficient Data Processing 
0:35:21 - Overcoming Corporate Buying Team Fears 
0:50:57 - Utilizing Network for Referrals and Introductions 

Connect with Barbara:

barbara@thewhalehunters.com

LinkedIn:https://www.linkedin.com/in/barbaraweaversmith/

#b2bales. #sales  #prospecting

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

Enjoy this weeks episode where Karen Kelly is a guest on the Scale Your Sales podcast with Janice B Gordon.

Here is what Janice had to say - In this week’s Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast.

Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled.

In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity.

Welcome to Scale Your Sales Podcast, Karen Kelly.

Timestamps:

00:00 – Breaking Barriers in a Male-Dominated Environment

04:38 – Finding strength in adversity.

07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations.

11:33 – Society limits women’s potential, they need to back themselves.

13:36 – Embracing diverse thoughts and fostering leadership skills.

16:03 – Embrace curiosity, transparency, and team empowerment.

19:40 – Consider others' perspective, ask questions, understand impact.

22:44 – Intentional communication, active listening, and creating space for others.

  / karen-kelly-sales-trainer- 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Y

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

📺 Watch this Episode on YouTube

How many of us get in our own way of achieving sales success? 

Imposter syndrome Fixed mindset Lack of required skills Comparing to others

Winning new customers is the number one challenge 80 percent of entrepreneurs face - and a big reason half of small businesses fail within five years.

Tune in tomorrow where @Carolemahoney, author of Buyer First,  Founder of Unbound Growth, member @womensalespros, Speaker and much more shares her experience of overcoming her sales struggles. 

Struggling to initially pay her bills to becoming a sought after speaker, sales coach for Harvard Entrepreneurial MBA program, influencer etc. 

She breaks down the importance of "Selling with our customers vs selling to or at them". Everybody wants to buy, nobody wants to be sold to.

The balance of emotional storytelling backed with data and actionable worksheets will undoubtedly leave you empowered and equipped to make the required changes. I loved the book and as an entrepreneur related to many of her stories. Thank you for sharing your journey Carole, it is an extremely valuable and well written book!

order her book today 

  https://carolemahoney.com/books/buyerfirstbook/

Tune in and get your note pad ready this one is a #gamechanger.

#buyerfirst #b2bsales #mindset

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

📺 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

“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.

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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

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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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Changing a habit beings with the first stage... Awareness.

This post might be that for some women reading it……

Are you starting and ending your sentences with Sorry???

Perhaps you are unaware you are even doing it.

Sorry, Can I ask a questions?

Sorry, can you pass me the notebook

Sorry, what time will be wrapped up at?

When someone bumps in to you, what#$%&!
Why are we apologizing? They bumped into us.

Why do we do this?
To find out and also learn some replacement thoughts, phrases Tune in to my conversation with Professor Maja

Prof Maja, is a sought after public speaker, Sociologist, Confidence Builder, Ted X speaker and Author of Hey ladies stop apologizing and other career mistakes.

I guarantee after you listen to our conversation you will be more mindful of your word selection.

00:00 Introduction to Women in Sales Month and the challenges faced by women in the workplace related to confidence and communication.

01:06 Discussion of Professor Maja's ongoing global study on women's confidence and communication, including the impact of over-apologizing on perceived confidence.

02:03 Exploration of how childhood experiences and programming impact self-belief and self-worth in adulthood, with implications for parents and teachers.

04:18 Overview of the diverse scope of Professor Maja's study on women's confidence, including factors such as early childhood experiences, country of origin, and workplace dynamics.

09:45 Examination of the challenges faced by women in toxic workplaces, female rivalry, and gender division of household labor, highlighting the need for safety and non-judgmental spaces.

12:11 Discussion of the importance of finding micro moments of progress, success, and joy in the workplace and personal life, as well as the impact of creating a safe and non-judgmental environment.

13:36 Examples of how participants in the study have felt empowered to speak up, set boundaries, and challenge traditional behaviors, leading to positive changes in their lives.

16:3 Insights into the differences between men and women in issuing apologies, and the impact of over-apologizing on perceived confidence and assertiveness.

18:55 Examination of the tendency for women to be people pleasers, struggle with setting boundaries, and fear of disappointing others, impacting their confidence and assertiveness.

20:53 Discussion on how a CEO's behavior affected her confidence during a training session.

22:13 Exploration of replacing apologies with "thank you" or "excuse me" and the impact of over-apologizing on confidence.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

How many of us are dissatisfied with where we are in our lives but don’t know where to start to making changes?

We accept our reality as if it’s permanent. As sales professionals we are regularly in situations where we face rejection, prospects deny us a chance to present our  value prop or  buyer's choose a different partner

Some take this personally, some make it their identity and some allow it to take over their thoughts and beliefs  influencing  future calls. Leading to a perpetual cycle of Fear, uncertainty and doubt.

Tune in to my conversation Justin Michael, Founder of Justin Michael Method (JMM), Executive coach  4x best selling author with his most recent book Attraction Selling, a new age book that fuses The Law of Attraction with Selling.

Justin shares how these techniques worked for him by literally attracting the law of attraction in to his life, which changed his worldview forever. His techniques helped him land his first tech sales role doubling the offer of previous companies, presented many synchronistic experiences in his path with music/ manifestation, encounters with Jack Canfield, Rhonda Byrne and many others. 

Justin shares how he applies his mindfulness practices in to the B2B selling world and the extraordinary results he experienced personally as well as his clients.

His commitment and passion of leading in service is palatable. He lives in gratitude and empathy for his audience. Visualizing the positive outcome he will help his clients deliver on. Shifting his energy, thoughts and vision in to what he wants for his future.  Vibrating at high frequency.

Attraction Selling presents a unique approach to sales and life in general. It is a topic that is very close to me and one I have been practicing for over 15 years.

If you are ready to make a shift, visualize the outcome you want, create affirmations that align with it and prime your brain in a relaxed receptive alpha state, I invite you to tune in to our conversation.

It will be transformative, I guarantee it.

(00:01) Game-Changing Sales Strategies With Justin Michael
(12:50) Transformative Sales Mindset Shift
(17:53) Creating Change Through Mindset and Music
(26:00) Mastering the RAS and Sales Mindset
(36:38) Empathy and Positive Leadership in Sales
(41:19) Success Visualization and Gratitude for Sales
(44:09) Manifesting Success Through Positive Mindset
(52:35) The Power of Manifestation and Gratitude


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

Purchase Attraction Selling: https://www.amazon.com/Attraction-Selling-Unleashing-Multiply-Results/dp/1948382814

Youtube: https://www.youtube.com/@justinmichaelmethod

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To access our free one week Trial visit The K2 Sales Academy

Watch this episode on YouTube

Most people accidentally land in sales vs intentionally choosing a career in sales.

Tune in to my conversation with Dr Blake Neilson, Associate Professor of Professional Sales at Weber State University.

Blake shares the transformation his students go through during the term and showcases why Weber state has a 100% placement rate.

He shares some of the tactics and approach to what is motivating and driving results for his students. We also discuss what  the best of the best are doing to win the pitch competitions.

There is a demand for professional selling in many universities, Weber State has been offering this for 50 years, tune it to learn from one of the best.

00:00 Intro
11:27 Adapting Sales Strategies to New Generations
18:26 Transforming Sales Students With Soft Skills
28:13 Sales Career Opportunities and Competitions
32:28 Sales Competition Success Strategies
36:09 Developing Sales Skills Through Competition
46:28 Elevator Pitch Competition Strategies

Connect with Blake on LinkedIn: https://www.linkedin.com/in/b-nielson/
Learn more about Weber State University

#sales #professionalsales #saleseducation

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📺 Watch this episode on YouTube

As a sales coach, I regularly participate in pitch competitions, pitch coaching and lead role play sessions.

Many times after the pitch I still don’t know what the company does.

As sales professionals and business owners we have one chance to make a good first impression.

People form a first opinion in 7 seconds.

How can we... 

• Capture their attention
• Stop the scroll
• Get them to give us 30 seconds of their time

Make our value proposition interesting, provocative and clear.

Tune in to my solo episode on The K2 Sales Podcast where I share the importance of Clarity, Curiosity and Conviction when delivering your value proposition. 

This is our chance to stand out, allow our authentic self to come through and heighten their awareness to what is possible or what could be in store for them if they don’t take action.

#clarity #valueproposition #salescoach

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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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As sales reps, how can we increase our sales performance?

As sales leaders, how can we support our team in achieving their goals?

It starts with doing the inner work first.

Improving our self awareness to unlock our true purpose, “Our why”. This gift allows us to connect on a deeper, emotional level with our prospects

It also provides the  mental fortitude and stamina to overcome the No’s and keep going because our strong sense of purpose.

Tune in to my conversation with Chief Transformation Officer of Sales Accelerated @weleynewhittaker where she shares tactics beyond the inner game to improve sales performance, some of which include,

Role play in a safe environment

Celebrating the small wins

Understand our motivation, if you struggle with this, can you find an accountability partner?

If you are questioning your performance, or struggling to support your team’s performance, tune in to my conversation Wesleyne. The stories she shares, tactics and approaches she uses with her own clients are sure to hep you turn things around in your own territory.

(01:50 - 02:50) Effective Sales Tactics and Strategies
(06:35 - 07:53) Building Sales Territory Through Curiosity
(13:18 - 14:22) Importance of Celebrating Small Wins
(19:10 - 20:21) Reflecting on Job Satisfaction and Burnout
(25:22 - 26:43) Tailoring Leadership to Individual Growth
(35:28 - 36:34) Navigating Rejection Without Support
(44:25 - 45:45) Effective Sales Strategies
(48:36 - 50:16) Understanding Customer Language for Sales Success
(53:13 - 54:08) Extracting Prospect's Underlying Need

Connect with Wesleyne:

LinkedIn: https://www.linkedin.com/in/wesleyne/

Website: https://transformedsales.com/

Youtube: https://www.youtube.com/channel/UC5AP_J8fgPRhcnQnlFr7FXA

Podcast: https://podcasts.apple.com/us/podcast/transformed-sales/id1541947941

#salesperformance #b2bsales

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

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To access our free one week Trial visit The K2 Sales Academy

📺 Watch on Youtube

Many aspiring entrepreneurs resist the leap from corporate because the timing isn’t right, their service is already out there or they have a "me to” product. This thinking leaves them wrapped in the warm, safety blanket of the 9-5. If you are happy here and life is good, then by all means stay.

But for those who have a dream of becoming their own boss, betting on themselves and taking a risk, Tune in... this conversation is for you.

Join me as I speak with Founder of @foli @Emilywight, where she shares her journey to entrepreneurship. What prepared her to take the plunge,

How if she listened to the voices in her head, she would never have done it. So like Nike, she suggests," just do it”

Emily’s path to success started by appearing on the @dragonsden. She shares the amount of preparation she did for the event and how much she learned as a result. What she does to continually create a differentiated experience for her buyers and how she gets through the difficult days where she doesn’t feel like bringing the joy.

This was an uplifting, motivating and real conversation, I highly recommend a listen.

Ps I have also bought many plants from Foli and they are amazing! Great gift idea for employee recognition.

Entrepreneurial Journey (00:01:12) Emily shares her risk-taking mindset, confidence, and the journey into entrepreneurship, appealing to those contemplating or already in the corporate world.

Mentoring and Support (00:02:18) Emily discusses the importance of mindset, mentoring, and networking, especially for women in the male-dominated world of entrepreneurship.

Starting a Business (00:04:46) Emily shares her inspiration for entrepreneurship, her first venture, and her high-risk threshold, encouraging others to take the plunge.

Creating Experiences (00:09:39) Emily emphasizes the importance of creating experiences for customers and the value of focusing on joy and the emotional impact of the business.

Managing Mindset (00:12:24) Emily discusses techniques for changing her state, dealing with challenging times, and the importance of allowing oneself to feel and learn from difficult moments.

Support Network (00:15:52) Emily highlights the support she receives from family, friends, and a network of female entrepreneurs and mentors, emphasizing the value of having a safe space to connect and learn from others.

Gratitude and Mentorship (00:16:49) Both speakers express gratitude for mentors and the importance of seeking guidance and support from experienced professionals.

Start-up Mode Agility (00:17:55) The speakers discuss the agility and risk tolerance required in start-up mode compared to larger companies, emphasizing the freedom to explore different avenues.

Data-Driven Confidence (00:19:22) The importance of data in supporting decisions and combating imposter syndrome is highlighted, showing the power of tangible evidence in business.

Supportive Network and Validation (00:20:52) The value of a supportive community and receiving validation from peers is discussed, emphasizing the importance of feeling acknowledged and not alone in entrepreneurial challenges.

Preparation and Confidence (00:24:14) The preparation, confidence, and personal growt

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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📺 Watch this episode on YouTube
 
As entrepreneurs and business professionals, we are the ones that block our own progress.
Preventing ourselves from achieving the next level of success. Stemming from our mindset, our beliefs and inability to take action by bringing our goals to life.

Tune in to my conversation with Dr. Sarah Glova, a recognized speaker, successful entrepreneur, university instructor and business consultant.
Sarah shares her own struggles with the resources, tools and  initially sales. Working through this has allowed her to  better connect with her audience, understanding their needs while emphasizing the journey of  self-discovery.

Sarah's one pager for goal achievement has helped her and many of her clients consolidate their ideas, gain clarity and  drives results through action.
Through this, Sarah achieved one of her dreams of doing TED Talk, which has resulted in nearly 25k views at the time of recording.

01:30 - Sarah’s early dream of becoming an academic and her journey in graduate school.

06:15 - Changing her degree to instructional technology and obtaining a PhD in 2018.

08:00 - Founding an e-learning company and the impact of her PhD on her career.

10:15 - Discussion on the role of luck and preparation, especially during the pandemic

15:00 - Importance of trust and effort in creating virtual relationships.

17:45 - Sarah’s initial fear of sales, reframing it as helping others.

20:00 - Misuse of tools like PowerPoint and e-learning; importance of effective use.

23:15 - Connecting with the audience and understanding their needs. Emphasizing the journey of self-discovery and the time it takes to understand oneself.

28:15 - Reflecting on the value of various personality assessments and self-reflection tools.

30:30 - Acknowledging the uniqueness of individual journeys and the importance of embracing self-awareness.

32:00 - Discussing the need for solitude to recharge but the risk of using it as an excuse to avoid external feedback.

34:20 - Finding a balance between alone time and engaging with others for personal growth.

36:00 - Sharing personal insight on the journey of understanding oneself and its value in personal and professional life.

38:15 - Encouraging listeners to appreciate their unique journey of self-discovery and growth.

42:00 - Karen introduces the one-page goal setting template and discusses its purpose.

43:15 - Sarah shares the story behind the one-page goal setting template and how it can help individuals clarify their goals.

44:30 - Karen expresses excitement about trying the one-page goal setting template and emphasizes the importance of brevity in communication.

45:45 - Sarah talks about the power of the template in helping people see what's possible and driving results.

46:30 - Karen discusses the concept of confidence as a willingness to try and how the template can reinforce that mindset.

47:45 - Sarah shares her gratitude for being on the podcast and discusses the idea of "it's possible" as a guiding principle.

Sarah’s Ted Talk:https://www.youtube.com/watch?v=LeXSrEMXvQk

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

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Buyer’s are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally.

Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way.

Connect with them to build trust, show your true desire to help over your desire to pitch and close the deal.

Tune in where world renowned researcher, co-author of The Challenger Sale and The Challenger Customer and now Global Head of Research at Ecosystems Brent Adamson shares his knowledge and experience. He dives in  to what we should be doing as sales professionals to create a memorable experience for our buyers and the various dimensions to understand to align our solution

Brent's bio:
"Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry-changing The Challenger Sale and The Challenger Customer. He is also a frequent contributor to the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Passionate about “productive disruption,” Brent served as the “chief storyteller” for CEB, now Gartner’s, sales, marketing, and customer service practices, from 2003 to 2022, where he introduced industry-leading concepts such as Buyer Enablement, Sense-Making, and Customer Decision Confidence." (https://ecosystems.io/leadership/)


Brent Adamson Shownotes
00:49 Introducing Brent Adamson
04:35 Welcome Brent!
05:29 The Big picture: Buyer's Journey
08:03 Navigating Systems
10:10 "Socratic Guidance"
11:48 Co-Creation, Intent, and Buy-In
13:16 "As Diversity Increases, So Does Dysfunction"
13:56 Brent's Breakdown
15:11 Acknowledging Problems and Prioritizing Needs
18:40 Adding Complexity and 5 Dimensons
24:02 Leading with Understanding: Where are Buyers At?
26:00 Empathy
30:40 Guiding the Buyer
33:01 Expedient
36:15 Reciprocity
39:02 Leading with Ourselves: Acceptance and Insecurity
42:36 Connecting to Your Purpose & Aligning Incentives
46:30 Disarming and "Others-focused"
47:22 Setting Yourself Apart: Show Up As A Human Being
50:15 The Human Element: Showing Up with Your True Authentic Self
52:45 Get In Touch with Brent


Get In Touch with Brent Adamson
Brent's LinkedIn: https://www.linkedin.com/in/brentadamson/
Ecosystems.io:https://ecosystems.io/
Email Brent: badamson@ecosystems.io

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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To access our free one week Trial visit The K2 Sales Academy

📺 Watch on YouTube

How many of us play sports now or played in high school or college? Perhaps your kids play?
How often are you driving them or did you get driven to practice?  Quite often.

We had a rule in volleyball, if you missed practice you didn’t start the next game.
There was so much emphasis on practice.
Why is Sales any different?

A time to learn and apply new skills, put them together in a game situation.
Prepare you emotionally and physically for game day.

Why do we show up to calls, demo’s, meetings without practice?

✅Learning what story to share and at what point makes most sense
✅Anticipate the likely objection that will come up
✅Prepare some questions to get to the root of the objection

In the moment, when emotions are high we most likely won’t do this if we haven’t done deliberate practice.
Tune in to our episode today where Jonathan Mahan Co-Founder of The Practice Lab, breaks apart the various components that go in to effective roleplaying.

Jonathan shares  tactical tips we can put in to practice immediately and a great give away at the end.
Tune in and change the game!



  / jtmahan  .

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📺 Watch on YouTube

As sales leaders, have you plateaued with your desired performance metrics?

Are you settling for good enough?

Riding on the coattails of past success?

If so, you are modelling what is acceptable for your team.

Our role is to represent excellence. We can’t ask of them what we are not prepared to do ourselves.

When we hold the mirror up to ourselves:

Do we have a consistent morning routine?

Are we stacking our wins to win the day?

Are we prioritizing personal development? Mindset work? Reflection?

Do we have a practice for rebounding on off days?

All these tools are critical to our success and the success of our team.

Tune in to my conversation with Jake Thompson Speaker, 2x author, Founder and podcast host of Compete Every day.

Jake shares  what mental, habitual, & influential skills elite leaders leverage to succeed in their professional and personal lives. 

Regardless if you are a new, experienced sales leader, business owner you will be guaranteed to re-think your approach to elite status after this conversation.

Remember we are competing with one person and one person only, to be 1% better than you were yesterday.

#eliteperformance #salesleader #b2bsales

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📺 What this episode on YouTube

Over the past few years there has been a significant shift in the alcohol free landscape. Studies show Gen X’s and millennials are re-examining their relationship with alcohol and many Gen Z’s are choosing not to start drinking. So what is right for you and why?

Tune on to my podcast with @andyramage, who Co-founded the One Year No Beer movement and co-created the Dryy app. Andy’s goal  is to help many of the “middle lane” moderate drinkers change their relationship with alcohol. 

We discuss the radical changes he has seen personally while helping hundreds of thousands if not millions of others to improve their overall health and in our case sales performance.  Andy is one of the world’s leading alcohol-free performance coaches.

Andy claims removing alcohol over 10 years ago has become his superpower. 

We discuss why it is difficult for many to stop, slow down or simply look inward at the patterns, habits and create some distance between it.

Andy's goal is to encourage you to examine your relationship with alcohol without judgement. He challenges our listeners  to create some distance with alcohol for 28 days and see the direct impact on your sales performance. He says after 28 days you will be sure to experience improved sales results.  

I can attest to these after 8 months of #sobercurious, I too am experiencing all the benefits Andy shares.

Tune in to learn how we can create a culture of inclusivity without alcohol being front and centre.

Connect with Andy on LinkedIn

Connect with Andy website

Andy’s Coaching website

Andy Instagram 

#b2bsales #salesperformance

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📺 Watch this episode on YouTube 

Cold outbound is difficult.

There are many new competitors out there…

• New businesses
• AI
• Complacency
• Time

 How can we make it easier on us and more enjoyable for our prospects?

Also, a good return on our time and efforts.

Tune in to my conversation with the great Neil Weitzman, Founder of PORCH and Fractional CRO revenue•x  where he shares tactically ways to connect with our ICP, engage in an energetic and  meaningful way and have a two way conversation.

 Isn’t this every sales person’s goal??

Investing in ourselves and our team will yield results over time, but how many of us are doing this?

What community are you part of?

Are you giving first or taking?

How are you making your audience feel? 

Are the questions you ask impactful, making them scratch their head and think?

Are you at  events that inspire connection, sharing, comparing perspectives? 

This is the foundational to bulldog trust and forming long term partnerships.

Get a pen and paper and get ready to take notes.

Neil’s tips will help you make a difference in your Q2 numbers and the experience you provide for your prospects.

**Innovative Outreach (00:01:11)**
Discussing creative, low-risk outreach methods for improved responses.

**Warm vs. Cold Leads (00:02:10)**
Comparing warm and cold leads, using networks for warm leads, and community reciprocity.

**Prioritizing Warm Outreach (00:07:12)**
Highlighting the benefits of starting with warm outreach.

**Locating Prospects (00:08:33)**
Identifying where prospects congregate, like communities and events.

**Event Engagement (00:10:25)**
Ideas for engaging people at events, favoring face-to-face over cold emails.

**Memorable Event Booths (00:15:34)**
Creating standout booth experiences, like using a popcorn machine.

**Utilizing Warm Leads (00:18:08)**
Using warm leads and sensory tactics for better response rates.

**Bronto: Personal CRM (00:19:07)**
Neil introduces Bronto, a tool for managing personal and business contacts.

**Warm Introductions & Referrals (00:20:13)**
Stressing the use of warm introductions and referrals for networking.

**Mixing Outbound & Warm Tactics (00:22:28)**
Balancing cold and warm outreach, encouraging creativity and experimentation.

**Leadership & Development (00:27:40)**
Discussing the importance of leadership and team member development.

**Team Empowerment & Learning (00:29:23)**
The role of leaders in promoting team empowerment and learning.

**Simplifying Warm Connections (00:32:13)**
Making it easy for contacts to provide warm introductions and referrals.

**Avoiding Laziness (00:35:56)**
Avoiding the easy path, focusing on proactive networking and development.

**Connections & Reciprocity (00:36:39)**
Using networks and reciprocating to build strong business ties.

**Networking & Follow-up Success (00:37:14)**
An example of effective networking and follow-up.

**Reciprocity in Business (00:38:48)**
The

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In this previous episode, Karen Kelly and Chris Orlob former Head of Sales Gong, current CEO of PClub.io discuss best practices in demos. Chris emphasizes the importance of mapping demos to the customer's pain points and solving their specific problems.  Chris introduces his "FAVORITE" framework for demoing a single capability successfully, which includes Frame the pain, Ask a Question, Visualize the outcome, Orient them to the screen, Reveal workflow, Implant the Value, Tell a story and Elicite a response . 

The Purpose of a Sales Demo 7:37
The purpose of a sales demo is to catalyze a decision, not just to inform or educate. The demo should serve the customer in making the next decision in the sales cycle.

Solving the Customer's Problem 8:26
The subgoal of a demo is to solve the customer's problem, as this helps them make a decision. 

The mistake of not mapping features to tangible pain points 9:45
Chris discusses the common mistake of showcasing features that don't solve a problem, and the importance of aligning what you show with the pain points shared by the customer.

The importance of understanding the buyer's journey and making micro decisions 11:21
Karen and Chris talk about the significance of understanding the buyer's journey and making smaller decisions along the way, rather than trying to close the deal in one call.

Differentiating between problems and solutions 17:01
Chris emphasizes the need to differentiate between problems and solutions, and how reps often mistake solutions like visibility and coaching for actual problems. 

The Importance of Asking Specific Questions 19:31
Exploration of the missed opportunity in demos when vague terms like "better" are used instead of asking specific questions.

The Order of Operations in Demo Presentations 20:09
Insights on the importance of strategically selecting the order in which different stakeholders are engaged in a demo presentation.

The importance of framing the conversation 28:14
Chris discusses the importance of framing the conversation in a way that sparks curiosity and leads to a one-on-one meeting to further discuss the buyer's unique problem.

The lack of sales education 29:31
Chris explains that the lack of education and guidance from sales leaders is a major reason why reps don't ask the right questions or engage effectively in demos.

Asking effective questions during demos 33:08
Chris emphasizes the need for reps to ask strategic and thought-provoking questions during demos to drive engagement and create a contrast between the buyer's current state and the potential solution.

The first phase of a demo 37:14
Chris discusses the first phase of a demo, which includes a meet and greet and reviewing the perspectives of people not yet spoken to.

The favorite structure framework 38:20
Chris introduces the favorite structure framework for demoing a single capability, which includes steps like framing the pain, asking questions, visualizing the outcome, and revealing the workflow.

The importance of a great sales experience 45:10
Chris and Karen discuss how the sales experience foreshadows the customer experience, and how a poor sales experience can lead to a loss of confidence and potential customers not sticking around.

The Mistake of Not Using Storytelling in Demos

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In this  this solo episode, Karen shares the Importance of Slowing down to Speed up.

This  truly can be applied anywhere in life and have benefits, however she focuses on our Mindset, Strategic Account mapping and preparing for  discovery in the sales environment. 

Starting with us first, look inward, take control of how we show up. Check-in  with ourselves first. What do we need? How can we avoid being re-active?

How can we take a non traditional approach to assessing our accounts? Looking beyond the title and zooming out.Thinking  creatively, considering the person,  what would motivate them to be part of your initiative? How are they measured?

 Finally discovery is strategic. What outcome am I looking for? What information do I require, what questions do I need to ask?

When we slow down, we see gaps that perhaps weren’t there. Gaps that bleed in to other areas/ departments. We move from  finding an isolated issue  into solving business challenges, elevating our position from vendor to partner. This does not come to those who do to slow down to assess prior to acting. 

Checking in with Ourselves (00:01:12)

Importance of self-awareness and purpose in sales, with tips for showing up authentically.

Strategic Account Planning (00:02:08)

Encouragement to think outside the box, expand the traditional approach, and be intentional in account mapping.

Conducting Discovery Conversations (00:09:23)

Emphasis on slowing down, asking meaningful questions, and building trust to uncover challenges and motivations effectively.

Slowing Down for Better Results (00:18:11)

Karen discusses the benefits of slowing down, connecting emotionally, and driving results through people rather than relying solely on scorecards.

Importance of Self-Check (00:18:11)

Karen emphasizes the need to look inward and consider what can be done to slow down in order to speed up for better sales results

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Is Quota Still Relevant as a Measure?
Tune in to The Win Rate Podcast with Andy Paul, to listen to Karen Kelly’s guest appearance along with Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed. 

With fewer than 40% of sales reps hitting quota, are they even a relevant measure anymore?

 This is the question for Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Performance. 

They each give their own perspective and excellent input on quota's pros and cons, and some creative ways to use quota to boost performance and insight in other areas, some of which may surprise you.

Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or Spotify

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Watch this episode on YouTube

As women sales professionals, are we using our voice? 

Are we aware of our self worth and asking for what we deserve, demanding it?

Do we think of a question, or something we want... play it over in our heads and hold our tongues when it comes to asking for it. 

This is where we can take a page out of our male allies playbook.

Tune in to my conversation with @loririchardson, an advocate for more women in sales leadership, Author of She Sells: Attract, Promote and Retain Great women in Sales, Founder of Score More Sales head of Women Sales Pros for the past 10 years, Host of Conversations with Women in Sales podcast and my friend.

After four decades of sales experience, Lori still considers herself a student of sales. She is an avid learner, leading with her curiosity. 

Tune in to learn how she transitioned from teaching to tech sales, excelled in her roles while supporting her son as a single mom. 

This conversation may be the motivation you need to take action, The A-ha to realize you have been playing small and the courage to lean in to the discomfort, try something new and get the outcome you deserve.

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As #women, How do we show up confidently? What does that look like? What are we comparing ourselves to?

If we are comparing our confidence to men's, it will be different. We are not the same.

Our goal is not to match men’s confidence it is to show up authentically as ourselves. 

Comfortable in our own skin, that in itself is confidence.

Tune in to my conversation with Janice B Gordon where she shares how her years of experience in sales, customer experience and her unwavering focus on the buyers journey allows her to proudly hold the title of Customer Growth Expert. 

Her ability to pull customers organically through the buying journey vs pulling is something talked about, desired but not properly executed.

Tune in to learn how Janice gained her sales experience  helping many companies grow their revenue  and what advice she would give to women at any stage of their sales career.

#b2bsales #womeninsales #confidence

Click here for my 3 part series with Content Innovo  

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Maya Angelou said it best “ People will forget what you said, people will forget what you did, but people will never forget the way you make them feel”
As women, we have  innate strengths do excel in this area.

We are empathetic, we possess  stronger and deeper  communication styles, allowing us to  forge deeper relations.  Asking great questions - we are  naturally and instinctively driven to be curious and understand more about the whole person.
If we were to use these consistently in sales, imagine the evangelists we would have.

What are we doing for ourselves as well as our peers to ensure we are holding space for one anther? Realizing our titles don’t define us  and understanding our prospects have many layers other than their executive titles. As soon as we start seeing them as such, we can connect in  a more humanized and meaningful way.

(00:00:00)
Podcast introduction with guest Steph White, a tech company's senior revenue enablement leader in Toronto.

**Empathy in Sales (00:01:07)**

Discussing empathy's role in sales, customer understanding, and empowering women to find their authentic voice.

**Wins vs. Losses (00:02:18)**

Steph White's strategy for managing wins and losses and their effect on growth and sales decisions.

**Women in Sales Support (00:03:10)**

Highlighting the need for inclusivity and support for women in sales to overcome self-doubt and embrace curiosity.

**Tech Sales Transition (00:04:04)**

Steph White's shift from marketing to tech sales, emphasizing customer empathy.

**Customer Voice (00:08:45)**

The importance of grasping customer experiences and how a marketing background informs sales engagement.

**Women's Curiosity (00:10:06)**

Addressing the conditioning that affects women's confidence and the need to empower their voice use.

**Sales Women Empowerment (00:12:31)**

Leadership tactics for fostering women's confidence in sales, promoting vulnerability, and authentic behavior.

**Imperfect Leadership (00:15:26)**

The value of accepting leadership flaws, being approachable, and showing vulnerability.

**Daring in Entrepreneurship (00:19:03)**

Tackling self-doubt in women entrepreneurs and the role of vulnerability in sales.

**Ego and Defense (00:20:34)**

Analyzing ego as a defense and the importance of embracing fear and discomfort.

**Failure Lessons (00:22:48)**

Stressing the lessons from failures and not letting them define self-worth.

**Small Wins Celebration (00:24:09)**

The practice of recognizing small achievements and keeping a record of successes.

**Growth Reflection (00:27:00)**

Conversing about internal wins, personal development, and celebrating internal milestones.

**Self-Criticism Balance (00:29:24)**

Shifting from self-criticism to learning and using strengths to counterbalance weaknesses.

**Meeting Self-Reflection (00:33:10)**

The importance of post-meeting reflection on performance and personal growth.

**C-Suite Interactions (00:35:15)**

Humanizing C-suite engagements and fostering genuine conversations.

**Diverse Communication (00:37:38)**

Promoting varied communication styles for confidence and adaptability.

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Changing a habit beings with the first stage... Awareness.

This post might be that for some women reading it……

Are you starting and ending your sentences with Sorry???

Perhaps you are unaware you are even doing it.

Sorry, Can I ask a questions?

Sorry, can you pass me the notebook

Sorry, what time will be wrapped up at?

When someone bumps in to you, what#$%&!

Why are we apologizing? They bumped into us.

Why do we do this? 

To find out and also learn some replacement thoughts, phrases Tune in to my conversation with @professor Maja tomorrow.

Prof Maja, is a sought after public speaker, Sociologist, Confidence Builder, Ted X speaker and Author of Hey ladies stop apologizing and other career mistakes.

I guarantee after you listen to our conversation you will be more mindful of your word selection.

To be part of Professor Maja’s Research study: https://www.professormaja.com/research

Website:https://www.professormaja.com/

Ted Talkhttps://www.youtube.com/watch?v=G8sYv_6uyss

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Discovery is not a stage it is an act. As sales professionals we are always discovering.
Uncovering new pieces of information, seeking new perspectives, opportunities, gaps based on our conversations.

Tune in to my conversation with @Jason Bay founder of @outbound squad, where he shares some of the best practices that are often missed during the act of discovery.

Identifying  a champion, is a big one. This person will support momentum on the inside.
When on a group call, have you considered booking a follow up 1:1  call and start building a relationship?

This allows us to gather more information and  decreases the likelihood of happy ears.
In a group setting details around internal processes, decision making criteria rarely come out.
How can we move from playing zone to 1:!?


Tune in to learn more tactical tips and elevate your discovery playbook.

#b2bsales #discovery #champion

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Watch this episode on YouTube

Many sales reps have been onboarded remotely, never met their boss, constantly in isolation. Now, they come together with their team for the first time, chances are their confidence is not at an all time high.

The things we did effortlessly pre-pandemic are causing us doubt, uncertainty and eroding our confidence as we are in a state of uncertainty.

Three areas I choose to focus on when I sense a shift in my confidence are:

1) Take Action- we can wait until we are in the right mindset and in theory that will drive the behaviours that make us act, but it mostly doesn’t work that way. We must take action first, think later. Over time, it becomes easier and we are unaware of the discomfort we experienced in the first place.

2)  What message are you telling yourself? Be careful, did you know your RAS, Reticular Activating System will scan your environment to find evidence to support your thoughts, thereby validating it. Silver lining here is your brain can’t tell the difference if it is true or not. What thoughts, stories can you share that position you in a confident, positive light,  helping you achieve your goals. If you get to pick a story, pick one where your are on top.

Finally, who are you surrounding yourself with? People that play it safe and are nice to be around? That’s great if you are happy with where your are. If you are motivated to grow, increase your confidence take it to the next level, surround yourself with people who are a few steps above you. Observe what are they doing, thinking, how are they acting. Learn, collaborate with them, before you know if  you will be ready for the next group of people to support your journey of growth and increased confidence.

Stay Tuned next week where I speak with a true confidence expert, who is a game changer in her field.

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For most sales professionals, we are a commodity. But the experience we provide doesn’t have to be.

How can we differentiate ourselves in the competitive environment to become a strategic partner.

1) Sell Business problem

2) Understand personal motivations of decision makers

3) How can we leverage video to further differentiate ourselves

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In our outbound prospecting motions, are we selling the problem or pitching the solution?

The loss aversion theory suggest, people are twice as likely to avoid pain then they re to realize gain. How can we overlay this when reaching out to our potential buyers?

97% of prospects are in the unawareness phase, our role is to move them to awareness..

We cannot do that by highlighting our solution anchored against nothing. This is what I see so many doing.

Are you starting with the current state?

Understanding how they are getting the jbo done today? Poking holes? Looking for ways to show how unsustainable it is? What is the risk of staying this way? Or the bigger risk of doing nothing?

Tune in to my solo podcast where I share ways we can help our prospects acknowledge they have a challenge and the impact of it. 

When we gain this commitment we compress sale cycles, avoid price objections and the situation itself creates urgency.

#b2bsales #saleschallenge #jobstobedone

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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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Are you maintaining  momentum with your 2024 goals ?

Are you continuing your regular routine, activities, thoughts and patterns of 2023?

or have you put in place a new system to operate from?

When we try new things, put ourselves in tough situations we achieve results we have never achieved, this is next level!

The ACC, Anterior cingulate cortex is part of the brain ( we have 2 of them) we continue to build when we do hard things we hate doing.

This is the background of @davidGoggins success.

We also build resilience and  discipline. We don’t negotiate with ourselves, we remain committed to the daily activities of achieving our goals. Slowly becoming who we need to be to achieve next level success.

The irony is when we start to like the activity/ task we stop building the ACC. 

This for many shouldn’t be a problem. We can easily replace another activity we dislike. We may never like it but we do it anyway because we are committed to a different outcome.

This solo podcast is geared around a quote from @HalElrod "success is something you attract by the person you become”

Who do you need to become to achieve next level success?

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For the tech founders who are scratching their heads at the beginning of the year wondering why nobody is knocking down their doors to buy their perfectly designed, developed and launched product, Tune in, this one’s for you!

My guest @DavidCarter, CEO of @innovationfactory shares what he is seeing tech companies doing well and what others could be doing differently to get in to their buyers hands and claim the wallet share they deserve.

David is speaking from his time @Microsoft, his lessons learned from his own start up journey and his time as CEO of Innovation Factory.

Tune in and bring your note pad, whether we like it or not, #sales is a big part of the entrepreneur journey. 

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How many new and tenured leaders say one thing and do another? Fastest way to erode trust and culture with your team.

Tune in to my conversation with Founder of @PORCH and Fractional CRO @revenue•x @Neil Weitzman where we discuss the importance of finding  and leading with our authentic voice.

As a leader, knowing our purpose, why we do what  do, what we stand for is critical.

This is the bedrock for decision making, connecting with others and doing the right thing. There is an innate sense of conviction because we have clarity on why we are doing these things.

It makes for a more purposeful, patient and inclusive leader. We are not competing with out team’s goals. We have done their role and are now content to motivate, empower and lead others to achieve their goals.

Neil walks the walk, he exudes  people first leadership and inspires those around him with his energy, expertise and kindness.

This is one not to be missed.

Don't miss the 9 Communications Structures by Neil 

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Happy New Year!

To kick off 2024, I am delighted to share my conversation with none other than the sales guru, trailblazer for women in sales, author of best selling books such as Snap Selling, Agile Selling, More Sales Less Time, Get Back to work Faster, Selling to Big Companies   @Jillkonrath.

Every time Jill encountered a set back, a road block a shift in the industry, she paused and figured a way out. 

Then she wrote a book about it to provide a proven system for sellers to navigate their way out.

As we enter 2024, the constant is change.

Are we entering the new year with excitement or are we feeling discouraged?

Tune in to my conversation with Jill where she shares timeless fundamentals for selling.

Regardless of the situation we are facing, she has faced it and overcome it.

She also shares the importance of mindset, attitude and our ability to reframe the situation.

As a woman in sales, it was an absolute highlight for me to have a conversation with someone I have looked up to my entire career.

Jill, Thank you for everything you have done for the sales community. Your knowledge, experience and generosity has had a profound impact on so many.

#b2bsales #salesmindset #salesfundamentals

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For those who celebrate Christmas, Merry Christmas!

This is our last episode of 2023 and what a great year it has been for us at K2. We’ve had tremendous growth with the podcast due to our amazing guests and loyal and new listeners!

 We are gathering  traction in countries all over the world. Thank you!

In my last newsletter I shared my 3 areas of focus for 2024 and it all stems from leading with our authentic voice. This may be an overplayed message but when we are competing with AI, our authenticity will win every time.

So if you are thinking, this is great, but how do I get alignment, clarity and start becoming my best, authentic self. Here are 3 tips to get you started:

 

1) Get clear on your purpose)    Why do you do what you do? What legacy to you want to leave behind. This has likely  changed in the last few years. If we are leading a team, these are the attributes that attract our team to us, make us relatable.  We know why we do things, therefor we are decisive and have a sense of conviction like no other.

 2) Ask 3-5 colleagues/ customers what 3 words they would use to describe working with you. The way we perceive ourselves is often different than how we are perceived by others. This helps gain alignment from the inside out. Surfaces blind spots and perhaps heightens a part of us that is hidden or secondary.

 3)   Become an observer of yourself. Start analyzing our thoughts, behaviours, actions. Get curious why we do certain things, why certain things trigger us. Start making sense of the effect our behaviours and thoughts have on our actions. Spend time with yourself, take yourself out for dinner. What do you observe, when do you feel shy? Talkative? Fearful? Why? Get to know all of you.Over time you may start to see a pattern or a story you are telling yourself. After enough analysis and exploration, you may realize this story no longer serves you.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

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