Explore every episode of the podcast The Business Warrior Within

Host: Andy Olen
Podcast: The Business Warrior Within

We have all heard the phrase, “Time is money.” But in a negotiation, time can be much more than a cost; it can be a valuable asset to trade.

In this episode of The Business Warrior Within, Andy Olen explores how sales professionals, business leaders, entrepreneurs, and negotiators can use time to create value, improve predictability, accelerate decisions, and build better outcomes for everyone involved.

Drawing from recent client negotiations and his Yes, If cooperative negotiation framework, Andy shares practical examples of using timing as part of a value-for-value trade. These strategies include offering incentives when multiple agreements are signed together, creating time-bound pricing options, prioritizing customers who make longer-term commitments, and exchanging modest concessions for greater certainty.

Andy also explains why certainty matters so much in business. Delayed contracts can create calendar conflicts, disrupt resource planning, increase operational variability, and make forecasting more difficult. A timely commitment, by contrast, can improve cash flow, protect capacity, reduce uncertainty, and allow both the customer and the provider to plan more effectively.

The episode reinforces the core philosophy behind Yes, If Negotiations:

“Yes, I can do this for you, if you can do that for me.”

Rather than automatically saying yes and giving away value, or saying no and creating unnecessary conflict, the Yes, If approach encourages negotiators to prepare thoughtful trades and exchange value for value. Time can become one of the most useful and overlooked assets in that trading portfolio.

• Time is a negotiable asset. Price, volume, service, product scope, and contract terms are not the only variables available in a negotiation. The timing of a decision, signature, implementation, delivery, or long-term commitment can also create meaningful value.

• Trade discounts for certainty—not simply because a customer asks. If a customer requests a lower price, consider connecting the concession to an accelerated commitment: “Yes, I can provide that pricing if we finalize the agreement by this date.”

• Use timing to connect multiple opportunities. When a customer is considering two related projects, offering additional value in exchange for signing both agreements simultaneously may improve efficiency and create greater certainty for both parties.

• Consider time-based pricing in proposals and statements of work. An earlier commitment may receive preferred pricing, while a later commitment may carry a higher investment because availability becomes less certain and the opportunity cost of holding capacity increases.

• A verbal commitment is not the same as a signed agreement. Holding dates without a completed contract can create uncertainty, limit other business opportunities, and complicate professional and personal planning.

• Capacity has value. Every professional and organization has a limited number of hours, resources, and “calories” to deploy. Customers who make larger or longer-term commitments may justify greater access, deeper customization, priority scheduling, or more favorable economics.

• Long-term partnerships can create value for both sides. Predictable client relationships allow providers to develop deeper knowledge, deliver stronger insights, plan resources more effectively, and potentially offer better value to customers.

• Prepare trades before entering the negotiation. Anticipate requests involving price, rebates, shipping, customization, additional services, implementation support, or other concessions. Then identify what you would want in exchange—including faster decisions, greater volume, longer commitments, expanded product adoption, or improved payment terms.

• Certainty supports healthy cash flow. For entrepreneurs and small businesses, the timing of signed contracts and incoming revenue can materially affect resource allocation, investment decisions, and financial stability.

• Reducing variability creates business value. When organizations can more accurately predict demand, production, capacity, implementation timing, and revenue, they can operate more efficiently and avoid the costs associated with overproduction, underproduction, unused capacity, or delayed delivery.

Many people enter negotiations feeling anxiety, fearing conflict, or worrying about losing the deal. That discomfort can cause negotiators to lower their opening position, concede too quickly, or give away value without receiving anything in return.

The Yes, If approach replaces confrontation with cooperation:

“Yes, I can provide a lower price, if you can commit to greater volume.”

“Yes, I can include additional services, if we expand the scope of the agreement.”

“Yes, I can provide preferred pricing, if we finalize the agreement by this date.”

The objective is not to defeat the other side. It is to build thoughtful trades that create a triple-win outcome:

1. A win for you

2. A win for your organization

3. A win for your customer

As you prepare for your next negotiation, ask yourself:

• How valuable is an earlier decision or signed agreement?

• Would greater timing certainty justify a pricing concession or additional value?

• Can multiple opportunities be combined or sequenced to benefit both sides?

• What is the cost of holding capacity without a signed commitment?

• How could a longer-term agreement improve planning, service, or customer outcomes?

• What timing-related risks or opportunities matter most to the customer?

• What can you trade in exchange for speed, certainty, predictability, or commitment?

“Time becomes a critical asset in running a successful business because it reduces variability. If variability is one of the greatest costs to a business, how you negotiate with time can become a powerful business enabler.”

Before your next negotiation, add time to your list of potential trades.

Think beyond price. Consider decision dates, contract timing, implementation schedules, delivery priorities, capacity commitments, contract duration, and long-term predictability. Then prepare your Yes, If response:

“Yes, I can do this for you, if you can do that for me.”

Use time thoughtfully. Trade value for value. Work cooperatively with your customer—and pursue an outcome that benefits you, your organization, and the customer.

Thanks for listening to The Business Warrior Within podcast. Keep building your negotiation skills, keep creating value, and keep pursuing the triple win.

Episode Summary
In this episode, Andy introduces his new digital course, the SuperPower Discovery Engine, his step-by-step system to help you identify, monetize, and scale what you already do exceptionally well.

Drawing on 17+ years in corporate leadership and 7 years building a multimillion-dollar solopreneur business, Andy breaks down how to turn your patterns of excellence into real income and career freedom.

• Two forces are shaping careers today:
  • Professionals want skill development and growth
  • Professionals fear instability (restructuring, AI, leadership changes)
• Your SuperPower already exists
  • It’s not a new skill
  • It’s a pattern of excellence you repeat consistently
• Andy’s SuperPower:
  Making complex business problems simple so people take action
• The 3-step framework to build income:
  1. Discover your SuperPower
  2. Translate it into products/services
  3. Leverage your hidden assets (network, reputation, experience)
• Career reality check:
  • Restructuring can eliminate roles overnight
  • AI is accelerating job disruption
  • Leadership changes can quickly impact your trajectory

The solution: Build Plan B before Plan A fails

• How to identify your unique SuperPower
• How to connect your skill to a real market problem
• How to monetize quickly (even while still employed)
• How to use your existing network to land your first opportunity

• $197 launch price (through May 6)
• Video and workbook guided
• Based on the exact system Andy used to build his business

Get access here: https://stan.store/andyolen

Episode: Executive Presence and Influence

Executive presence isn’t about perfect slides or polished words; it’s about the feeling you leave behind. In this episode, Andy Olen reframes executive presence as executive influence, sharing how leaders at every level can build trust, inspire belief, and move agendas forward.

You’ll learn:

- Why executive presence is felt more than heard and how that shapes your personal brand
- How influence works up, down, and across an organization
- The role of authenticity, consistency, and predictability in building trust
- Practical structures that boost presence, including the Rule of Three and storytelling
- A real-world story from Andy’s Abbott Vascular experience that shows executive presence in action

Drawing on leadership experience, boardroom lessons, and insights echoed by Forbes, Andy offers simple, actionable ways to strengthen your presence and your impact, starting today.

Key takeaway: Executive presence is how you make people feel, and executive influence is what that feeling makes possible.

Podcast Show Notes: "Strengths Diversity - A Winning Approach"

Host: Andy Olen

Episode Overview:
In this episode of The Business Warrior Within, host Andy Olen dives into the concept of Strengths Diversity as a strategy for building high-functioning, successful teams. Drawing on his personal experience and insights from CliftonStrengths, Andy explains how leveraging diverse strengths across a team can lead to exponential success. He explores how managers can harness the power of strengths-based leadership to maximize their team's productivity and happiness, while fostering an environment where individuals are empowered to focus on their strengths.

Andy reflects on his journey with strengths-based management, starting with Marcus Buckingham's influential book First, Break All The Rules, and how it laid the foundation for his approach to leadership. He emphasizes the importance of matching individuals with tasks that leverage their unique strengths. He shares practical examples of how a strengths-diverse team can outperform by leveraging each person's core capabilities.

Whether you're an individual contributor or a manager, this episode offers actionable insights on how to recognize, utilize, and develop your strengths to achieve higher performance and satisfaction in your work.

Key Takeaways:

• Strengths-Based Leadership: The foundation of building high-performing teams is understanding and utilizing the unique strengths of each team member. When people focus on what they’re naturally good at, they’re happier, more productive, and more successful.

• Diverse Strengths = High Performance: Strengths diversity, where each team member excels in different areas (e.g., relationship building, strategic thinking, executing), creates a synergistic environment that enhances team output.

• Self-Awareness is Key: Knowing your strengths, as assessed through tools like CliftonStrengths, is crucial. It allows you to take ownership of your contributions and communicate effectively about the tasks and roles in which you excel.

• Maximizing Talent: As a manager, understanding your team’s strengths lets you assign tasks more effectively, ensuring that everyone is working on what energizes them. This leads to better performance and greater job satisfaction.

• Delegating What You’re Not Good At: Embrace tools or delegate tasks that fall outside your strengths. For example, Andy shares his strategy of using Calendly to outsource scheduling, allowing him to focus on higher-value tasks.

• Practical Application: As a leader, cultivating a strengths-based approach in your team will result in not only greater success but also happier employees. When you focus on developing your team's strengths, you’re more likely to achieve long-term success.

Discussion Points:

• The evolution of strengths-based leadership from First, Break All The Rules to CliftonStrengths

• How to identify and utilize your strengths and the strengths of your team members

• The importance of strengths-based management in fostering team success

• How to create a strengths-diverse team that maximizes each individual’s potential

Resources Mentioned:

• First, Break All The Rules by Marcus Buckingham

• CliftonStrengths Assessment (StrengthsFinder)

Contact Information:

• Andy Olen: andy@andyolen.com

• Website: andyolen.com

Call to Action:
If you're interested in learning more about strengths-based leadership or would like one-on-one coaching to improve your team's performance, reach out to Andy Olen at andy@andyolen.com. Also, consider taking the CliftonStrengths assessment if you haven’t already—it’s a game-changer in understanding your unique strengths!

Closing Thoughts:
Remember, business warriors, focusing on your strengths and those of your team is the path to achieving exceptional results. Go out there and crush it by playing to your strengths and building a team that does the same!

Tune in soon for more insights on leadership, growth, and high-performance teams on the Business Warrior Within podcast!

The Business Warrior Within: Breaking into Medical Device Sales

Episode Summary:
So, you want to break into medical device sales? In this episode of The Business Warrior Within, host Andy Olen shares expert insights on how to start a career in medical technology sales, build connections, and stand out in a highly competitive industry. Medical device sales come with a unique challenge—you’ll never use the products you sell. Instead, you must become an expert in persuading highly trained physicians to trust your technology. Andy discusses how to overcome this experience gap, navigate the hiring process, and position yourself for success.

Key Takeaways from This Episode:

🔹 The Unique Challenge of Medical Device Sales

• Unlike other industries, medical device reps don’t use their own products—so they must build credibility and trust in other ways.

• Sales success comes from leveraging product knowledge, clinical studies, business acumen, and strong relationships with physicians.

🔹 Andy's Journey in Medical Device Sales

• Nearly 20 years of experience at top healthcare companies like Abbott, Roper Technologies, and Siemens.

• Transitioned from corporate healthcare to running his own sales training and leadership business, still working with major industry players.

🔹 How to Break into the Medical Device Industry
1️⃣ Find Your Passion Within Healthcare

• Explore different specialties: cardiology, orthopedics, oncology, lab diagnostics, neurovascular, etc.

• Research companies in your chosen field (e.g., Boston Scientific, Medtronic, Johnson & Johnson, Stryker).

2️⃣ Identify the Right Companies

• Large companies provide structured training and career paths.

• Startups offer faster growth but require more self-sufficiency.

• Consider medical product distributors like Medline, Cardinal Health, or McKesson as entry points.

3️⃣ Network with Industry Professionals

• Use LinkedIn to find regional sales managers and reps in your area.

• Reach out for informational interviews—ask for advice, not a job.

• Learn from their career paths and let them guide you to opportunities.

🔹 The Mindset for Success in Medical Sales

• Be strategic in selecting a company that aligns with your career goals.

• Understand the industry's demands—hard work, resilience, and constant learning.

• Focus on communication, connection, and cooperation to earn the trust of medical professionals.

Final Thoughts:
Landing a medical sales role requires preparation, persistence, and networking. Follow Andy’s three-step framework to get started, and stay tuned for future episodes on excelling once you break into the industry.

📩 Connect with Andy Olen:

• Website: andyolen.com

• LinkedIn: Andy Olen on LinkedIn

• Book: The Trilogy of Yes – Master the skills of connection, communication, and cooperation in sales

🔊 Subscribe & Share: If you found this episode helpful, share it with someone looking to enter the healthcare sales world!

🎙️ The Business Warrior Within – Good Selling. Good Leading. Good Living.

Published on: March 3, 2025

Duration: 22 minutes Video

Overview:

In this video review, Andy Olen explores three key secrets to successful negotiation, emphasizing the importance of preparation, understanding motivations, and striving for mutually beneficial outcomes. Andy shares negotiation best practices, including:

• BATNA
• Tripe-Win Outcomes
• The Trading Sheet
• Trading Value for Value

Key Points Reviewed

• Start with No
• Find the Motivation
• Ask for the Moon

Additional Insights:

• Andy introduces the concept of BATNA (Best Alternative To a Negotiated Agreement), explaining its role in empowering negotiators by knowing their alternatives.
• He stresses the importance of a "triple win" outcome — benefiting the negotiator, their company, and the customer — to ensure long-term success and relationships.
• The video concludes with strategies for "Yes, if" negotiations, where agreements are structured around conditional agreements that benefit both parties.

Conclusion:

Andy's approach to negotiation combines practical strategies with ethical considerations, aiming for outcomes where all parties feel victorious, fostering repeat business and referrals.

His personal anecdotes and substantial career achievements add depth and relatability to the advice shared.

📌 Video reacted to: 3 Negotiation Secrets To Always Get What You Want

📌 Get access to Andy's Tools and Insights: AndyOlen.com

Joanna Ebbers Shares How To Thrive In The Aesthetic Industry

Executive Summary: In this dynamic episode, Andy Olen welcomes Joanna Ebbers, an accomplished sales and training leader in the aesthetics industry. Joanna shares her journey from pharmaceutical sales to becoming a top executive in the rapidly growing aesthetics field, with leadership roles at companies like HydraFacial, SkinCeuticals, and SkinMedica. Throughout the episode, Joanna provides valuable insights into sales leadership, customer education, and the booming business of aesthetic treatments. She emphasizes the importance of passion, hustle, and continuous learning in sales and leadership. Joanna also offers advice for those looking to break into the aesthetics industry while reflecting on her Wisconsin roots and experiences in Southern California.

Main Topics Discussed:

• Joanna's Career Journey:
  • Transition from pharmaceutical sales to aesthetics.
  • Leadership roles at top companies in the aesthetics industry: HydraFacial, SkinCeuticals, and SkinMedica.
  • Most recently as Senior VP of Sales and Performance Training at Glo2Facial.
• Wisconsin Roots and Southern California Life:
  • Reflections on growing up in Wisconsin, attending the University of Wisconsin-La Crosse, and her ongoing connection to the state.
  • Living and working in Southern California for over two decades.
• The Aesthetics Industry:
  • Why Joanna loves the aesthetics industry: high profitability, dynamic innovation, and helping customers feel better about themselves.
  • Insights into the booming business of aesthetics, a multi-billion-dollar industry poised for continued growth.
  • The importance of understanding and educating the customer, from estheticians to med spa owners.
• Customer Education and Support:
  • Joanna’s passion for empowering estheticians through education, training, and sales confidence.
  • The role of customer education in driving business success and client satisfaction.
  • Strategies for helping aesthetic businesses maximize current clients and attract new ones.
• Sales Leadership and Training:
  • The characteristics of a successful aesthetic salesperson, from capital sales to skincare product sales.
  • The importance of passion, hustle, and targeting in sales.
  • Building and leading high-performing sales teams in the aesthetics industry.
• Advice for Aspiring Aesthetic Salespeople:
  • Tips for breaking into the aesthetics industry, including the importance of hustle and leveraging your network.
  • How different sales experiences (e.g., in industries like payroll services and wine sales) can be great training grounds for aesthetics sales.
• Developing Businesses in Aesthetics:
  • The value of a good sales system or product for medical spas and estheticians, and how it can rapidly pay off for businesses.
  • The evolving customer demographic, with growing interest from younger consumers and men.

Connect with Joanna:

• Instagram: @Joanna.Ebbers
• LinkedIn: Joanna Ebbers on LinkedIn

Tune in for insights into the aesthetics industry, sales leadership, and Joanna’s tips for building successful businesses and empowering estheticians!

Joe McClung: How to Get Hired in Healthcare - Grit & Growth Mindset On the List

Executive Summary: In this compelling episode of The Business Warrior Within, host Andy Olen welcomes Joe McClung, the President of Floodgate Medical, a leader in talent services for the medical device industry. Joe shares his journey from medical device sales and leadership to talent management, highlighting his experience in the field and insights into building successful teams and careers in medical devices. Joe emphasizes the importance of good listening, grit, intellectual curiosity, and a growth mindset—both for sales professionals and the companies seeking them. This episode provides practical advice for breaking into the medical device industry, advancing to leadership roles, and navigating the hiring process with a talent-focused perspective. 

Main Topics Discussed:

• Joe McClung’s Career Journey:
  • Transition from medical device sales and leadership to President of Floodgate Medical.
  • Key takeaways from his time in healthcare and how it shaped his career in talent management.
  • How Joe’s passion for innovation and improving lives fuels his work at Floodgate.
• Floodgate Medical and Differentiated Value:
  • How Floodgate Medical revolutionizes talent recruiting in med device with a focus on preparation, retention, and client satisfaction.
  • The value Floodgate offers to candidates, including career preparation and holistic support.
  • Differentiating from single-desk recruiters by focusing on a personalized approach and long-term success.
• The Importance of Listening:
  • The significance of Stephen Covey’s quote is that “No one cares what you think until they think that you care.”
  • Active listening and understanding customers or team members is crucial to success in sales and leadership.
• Breaking into the Medical Device Industry:
  • Advice for individuals without med device experience who are looking to enter the field.
  • The importance of demonstrating grit, overcoming challenges, and seeking associate-level or entry positions to gain experience.
  • Tips for preparing resumes and working with recruiters to land the right opportunity.
• Keys to Leadership and Career Growth:
  • How to position yourself for promotion from individual contributor to leadership roles.
  • Importance of communicating career aspirations, taking initiative, and leading without a formal title.
  • The power of mentorship and volunteer opportunities to gain leadership experience.
• Interview Preparation and Behavioral Interviews:
  • The growing trend of behavioral interviews in med device companies.
  • The value of preparing and practicing stories that demonstrate key attributes like resilience, problem-solving, and adaptability.
  • Tips for navigating panel interviews and delivering engaging presentations.
• Floodgate’s Mission and Impact:
  • Floodgate’s mission to improve lives by uniting great people with great companies.
  • The firm’s community involvement and commitment to volunteerism and giving back through their foundation.

Connect with Joe McClung and Floodgate Medical:

• Website: Floodgate Medical
• LinkedIn: Joe McClung on LinkedIn

Tune in for inspiring insights from Joe McClung on talent recruiting, career growth, and making an impact in the med device industry!

The Business Warrior Within: A Leadership Story: Sensient CEO Paul Manning

Summary:
In this engaging episode of The Business Warrior Within podcast, host Andy Olen welcomes Paul Manning, the CEO of Sensient Technologies. Paul shares his remarkable career journey, from his time at Stanford University and the Kellogg School of Management to his roles in the U.S. Navy and corporate world. He discusses his leadership experiences at Sensient, where he has driven the company to become a global leader in specialty ingredients. The episode also delves into Paul's personal reflections, professional philosophies, and insights on leadership, culture, and business growth.

Topics Discussed:

Leadership and Culture:

- Importance of defining and maintaining a strong company culture.
- Sensient's four cultural pillars are integrity, Professionalism, Safety, and Customer Focus.
- The impact of culture on business integration and acquisitions.

Military Experience:
- Leadership lessons from the Navy.
- Early responsibilities and the value of making mistakes.

Business Strategy and Operations:
- Sensient's approach to acquisitions and integration.
- Emphasis on finding a way to say "yes" to customers.
- Simplifying communication for effective leadership.

Personal Insights:
- Balancing professional and personal life.
- Maintaining a weekly cadence of one-on-one meetings with direct reports is important.
- Strategies for recharging and staying motivated.

Future of Sensient Technologies:
- Optimistic outlook on sustainable and profitable growth.
- Long-term strategic goals and the importance of consistency.

Advice for Aspiring Leaders:
- Taking advantage of opportunities and being willing to tackle challenging tasks.
- Importance of flexibility and readiness to seize career windows.

Tune in to hear Paul's inspiring journey and gain valuable insights into leadership, culture, and business strategy from a seasoned executive.

In this engaging episode of The Business Warrior Within, we welcome Tim Riesterer, the Chief Strategy Officer at Corporate Visions, for a free-ranging chat about sales and marketing strategies that drive growth and transform customer conversations.

Tim shares insights on the power of storytelling in sales, addressing status quo bias and the importance of personalized value conversations.

Tune into this episode to learn how to turn up and deploy Gobs of Contrast to overcome the customer’s status quo.

Hot Topics Discussed on This Episode

Importance of Salesperson's Role

Human vs AI in Sales

Company & Customer Storytelling

Status Quo Bias in Sales

Gobs of Contrast

Challenging the Status Quo

Leveraging Status Quo as the Incumbent

When to Visit Wisconsin

Tim's LinkedIn Profile: https://www.linkedin.com/in/tim-riesterer/
Tim's Books on Amazon.com: LINK HERE

Influencing, presenting, and leading require moving energy around the room and steering the business agenda forward. 

In this episode of The Business Warrior Within, join us as we delve into the fascinating world of HR with Michael Walters, a distinguished HR executive and Chief Human Resources Officer for Samsung Semiconductor.

Michael shares insights into his journey, from his impactful roles in big tech, healthcare, and entertainment industries to his decade-long dedication as a global keynote speaker and management instructor.

Highlights include his thoughts on overcoming imposter syndrome, effective public speaking techniques, and the nuances of HR leadership in a multicultural environment. 

The Show Flows Through Engaging Topics

• Michael's Public Speaking Insights
• Influencing Decision-Making in HR
• Tackling Imposter Syndrome
• Presentation Q&A Challenges and Strategies
• Preparation for Presentations
• HR Leadership at Samsung Semiconductor
• Building Your Career in Business
• Ladders Versus Spiral Staircases
• Sales Success

LinkIn with Michael Here: https://www.linkedin.com/in/mwalters62

Subscribe to Andy's Monday Mojo Skills Newsletter and Overcome the Expectation to Skills Gap: https://www.andyolen.com/subscribe-to-newsletter

In this episode of the Business Warrior Within podcast, host Andy Olen engages in a captivating conversation with Chris Landon, CEO of Natus Neuro, a leader in healthcare innovation.

Chris shares his journey from consulting to leading significant businesses in the medical technology industry, emphasizing the profound sense of purpose in contributing to patient care.

Chris Landon's personal stories, which vividly illustrate the impact of medical technology on individuals' lives, serve as powerful reminders of the importance of patient-centricity in the healthcare business.

The discussion not only delves into leadership, mentorship, and navigating the challenges and opportunities in the healthcare industry but also provides valuable insights into AI's role in advancing healthcare.

Chris and Andy also explore effective communication and the necessity of adaptability and learning in professional development.

The episode reflects the intersection of business acumen and compassionate healthcare, offering valuable insights into successful leadership and innovation.

Enjoy Chris Landon's healthcare leadership story.

In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Kendall Ryerson, Carestream's Vice President of Sales for North America.

With an illustrious career spanning 23 years across pharmaceutical, biotech, and medical device markets, Ryerson's expertise in sales strategy shines through.

Kendall shares insights into Carestream's journey from its Kodak origins, emphasizing its innovative digital x-ray and imaging products while maintaining a robust film business. Ryerson discusses the importance of customer-centricity in navigating the evolving landscape of medical device sales, highlighting the value of relationships and differentiation in an era of AI advancements.

Through her experiences in federal contracting and corporate accounts, she underscores the significance of patience, reliability, and accountability in building successful sales teams. As she delves into career management advice, Ryerson emphasizes the importance of finding joy in one's work, leveraging mentorship and networking, and embracing flexibility in career aspirations.

She stresses the need for hard skills, such as time management and financial acumen, and soft skills, including communication and innovation, to drive success in sales leadership roles. Ryerson's wisdom offers a comprehensive guide for aspiring sales professionals navigating the complex terrain of the healthcare industry.

Learn More About Carestream: https://www.carestream.com/en/us/

Connect with Kendall on LinkedIn: https://www.linkedin.com/in/kendall-ryerson-15682433/

(A) Learn more about Kendall Ryerson's insights on navigating federal contracts and corporate accounts.

(B) Discover how CareStream Health stays ahead of the curve in medical sales through innovation and customer-centric strategies.

(C) Explore the importance of balancing joy and productivity in a career.

D) Kendall's comments on financial acumen for evaluating deals, from sales reps to executives. It ensures solid business justifications and helps one understand margins, ongoing revenue, and long-term commitments.

E) How sales strategies have evolved from physician-driven preferences to corporate-based and now towards contract-based models, especially with the consolidation of health systems and the emergence of IDNs.

F) Despite challenges in the healthcare landscape, including hospital closures and financial restructuring, there is optimism for stabilization and eventual growth, particularly with a focus on preventative care and patient capture rates.

G) Sales professionals must control controllables, prioritize health and well-being, and find fulfillment in their careers by appreciating sales roles' autonomy, variety, and impact.

H) Prioritizing personal time and setting boundaries is essential for maintaining a healthy work-life balance, ensuring that individuals can give their best to work and personal commitments.

Strategy Sprints and Service with Simon Severino

Introduction:
In this episode of The Business Warrior Within, host Andy Olen welcomes Simon Severino, the mastermind behind the Strategy Sprints phenomenon. Simon is not just your average CEO; he's the architect of a method that has empowered numerous businesses to skyrocket their revenue in 90 days.

Key Highlights:

1. Turbocharged Strategies: Simon's Strategy Sprints method has propelled countless businesses to achieve remarkable revenue growth quickly. His focus on actionable strategies and lightning-fast execution sets him apart as a powerhouse entrepreneur.

2. Family Life: Despite his professional accomplishments, Simon's mastery extends beyond the boardroom. He shares insights into his juggling act of managing a successful career while being a devoted father to three kids, often resorting to clever tactics to encourage outdoor activities.

3. Endurance Mindset: Simon's passion for endurance events like triathlons mirrors his approach to business. He discusses how running became his entry point to a disciplined lifestyle and the parallels between endurance training and entrepreneurial success.

4. Building Recurring Revenues: Simon emphasizes transforming one-off deals into recurring revenues and passive income streams for sustainable business growth. Businesses can navigate market challenges more effectively by leveraging membership communities and stacking revenue streams.

5. The Strategy Sprints Method: Inspired by agile principles, Simon's coaching method provides real-time feedback and actionable insights to entrepreneurs, helping them significantly improve win rates, sales frequency, and pricing power within a 90-day sprint.

6. The Power of Serving: Simon underscores the significance of clarity in identifying one's mission to serve. He emphasizes the key to enduring success is staying committed to service, whether in personal relationships or professional endeavors.

Conclusion:
Simon Severino's blend of entrepreneurial acumen, endurance mindset, and commitment to service offers valuable lessons for businesses seeking sustainable growth in today's dynamic landscape.

Connect with Simon:

• Website: Strategy Sprints
• YouTube: Simon Severino
• LinkedIn: Simon Severino

Connect with Andy:

• Website: AndyOlen.com
• LinkedIn: Simon Severino

Additional Notes:

• The episode highlights Simon's unique approach to business, drawing parallels between endurance training and entrepreneurial success.
• Listeners can learn more about Simon's coaching methodology and access free resources on the Strategy Sprints website.

Navigating Sales Leadership in Healthcare w/ Chris Leach

Welcome to the show, Chris Leach, Vice President of Sales for the Americas at Endologix. Endologix is a pioneer in innovative vascular solutions. In this episode, Chris shares:

- His journey and insights into sales leadership in the healthcare industry.

- The groundbreaking therapy, PTAB with the Detour System, is designed for long-length SFA disease

- PTAB and its significance in addressing vascular diseases.

- Chris emphasizes the importance of clinical aptitude and data analysis in effective communication with medical professionals.

- Advice is offered for aspiring individuals looking to break into the medical device industry, emphasizing the importance of networking and mentorship.

- Chris highlights the essential skills of effective targeting and adherence to a structured sales process.

- The importance of continuous learning, adaptation, and curiosity in sales leadership is emphasized.

- Crisis and change management are discussed while navigating challenging situations in the healthcare industry.

- Chris shares Endologix's transformative journey, including rebranding efforts and rebuilding trust.

- The significance of patient-centered care and innovation in motivating individuals to pursue careers in the healthcare industry is underscored.

Chris concludes by reflecting on the patient-centric focus and the importance of mentorship in the healthcare industry.

Additional Resources:

Dr. Leiden discussing clinical data related to PTAB https://www.backtable.com/shows/vi/podcasts/364/percutaneous-transmural-arterial-bypass-ptab-as-a-treatment-option-for-ctos 

Chris' LinkedIn profile: https://www.linkedin.com/in/chris-leach-583a7411/

Endologix website: https://endologix.com

AI At The Center of Customer Engagement w/ Thomas Ryan

In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Thomas Ryan, the mastermind behind Bigly Sales, a company revolutionizing sales with AI technology. Thomas discusses how AI can replace traditional salespeople, streamline customer service processes, and enhance sales efficiency. He emphasizes the importance of adapting to AI advancements, noting the exponential growth in AI capabilities and its potential to outperform humans in various tasks. Thomas also shares insights on Bigly Sales' new product launch and highlights the hyper-persuasive potential of AI in sales and customer interactions. Throughout the conversation, he encourages businesses to embrace AI as a tool for productivity and innovation, emphasizing the need to stay ahead of the curve in an evolving technological landscape.

Learn More About Bigly Sales: https://biglysales.com/

Connect with Thomas on LinkedIn

Conversation Highlights:

1. The Power of AI in Sales Automation: Thomas Ryan explains Bigly Sales' AI-driven sales automation concept. He emphasizes how AI can replace mundane tasks in call centers, improve customer service, and enhance the sales process. The AI's ability to handle repetitive tasks efficiently is highlighted, increasing productivity and customer satisfaction.

2. Personalizing Customer Interactions: Ryan discusses the AI's capability to personalize customer interactions based on age, gender, and location. By utilizing data science and personality types, Bigly Sales aims to enhance the customer experience, making interactions with AI-driven agents more relatable and effective.

3. Target Market and Use Cases: The target market for Bigly Sales' AI solutions is identified as businesses receiving a high volume of leads or customer contacts. Ryan explains how AI can streamline appointment scheduling, lead qualification, and customer support, benefiting businesses with large customer bases.

4. Implications for Sales Professionals: While acknowledging concerns about AI replacing sales jobs, Ryan suggests that lower-level sales roles involving repetitive tasks are most at risk. He emphasizes the need for sales professionals to adapt and upskill, leveraging AI to focus on higher-value tasks such as relationship-building and strategic selling.

5. Leveraging AI in Sales Training and Operations: Ryan discusses integrating AI tools like ChatGPT into sales training and operations. He highlights the efficiency gains and insights provided by AI in handling common sales questions, objections, and decision-making processes. By utilizing AI, sales teams can enhance productivity and effectiveness.

6. Future Trends and Opportunities: Ryan predicts a hyper-persuasive future for AI in sales, where AI agents become increasingly adept at resolving issues and anticipating customer needs. He emphasizes the exponential growth of AI capabilities and the importance of staying ahead of the curve to remain competitive in the evolving business landscape.

Conclusion: As the conversation wraps up, Ryan reflects on the rapid advancements in AI technology and the transformative impact on sales and customer service. He encourages businesses to embrace AI for efficiency and innovation, emphasizing the need to adapt and leverage AI to stay ahead in the evolving business landscape.

Mastering Medtech Corporate Accounts with Jay Sullivan

In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Jay Sullivan.

Jay is a MedTech sales titan with a distinguished career at Boston Scientific and Abbott Laboratories and is currently at Olympus as Group Vice President of Corporate Accounts, Contract Operations, and Strategic Pricing.

Jay discusses his journey from starting as a salesperson at Xerox to becoming a healthcare executive, emphasizing the importance of training, resilience, and learning from every experience.

He highlights the evolution of healthcare sales, the impact of COVID-19 on the industry, and the necessity of adapting to changing customer demands and corporate account management.

Jay also shares valuable advice for sales professionals aspiring to succeed in corporate accounts roles, stressing the importance of negotiation, communication, and strategic thinking skills.

The conversation also touches on the importance of fitness and reflection in achieving personal and professional success.

Learn More About Jay Sullivan: https://www.linkedin.com/in/jay-sullivan-2493a179

00:00 Welcome to the Business Warrior Within Podcast

01:59 Jay Sullivan's Journey from Xerox to Healthcare Sales Titan

04:15 The Passion for Healthcare and Its Dynamic Industry

05:21 Navigating the Evolution of Healthcare Sales and Corporate Accounts

09:13 The Art of Corporate Account Management in Healthcare

16:59 Adapting to Change and the Future of Healthcare Sales

21:12 Skills and Mindset for Success in Corporate Account Roles

25:42 The Joy of Transformation and Leadership in Sales

30:11 Closing Thoughts: Fitness and Success

Building Through Stories with Eido Walny

Eido Walny is not your average lawyer next door. He founded a national powerhouse law firm, consults businesses to success, and currently serves as the Village President of Bayside, WI. He has created success in business, life, and politics through storytelling.

Eido is a national speaker who shares stories of celebrity estate planning mistakes and highlights the need for everyone, including businesspeople, celebrities, and professional athletes, to have a comprehensive estate plan.

In this episode, Andy Olen and Eido Walny discuss the importance of estate planning and the challenges that arise when individuals fail to plan for the future. Eido emphasizes the importance of planning and highlights the emotional and financial difficulties that can arise when someone passes away without a proper plan. Eido shares his insights on building a successful law firm and the importance of focusing on knowledge and relationships. They also discuss the power of storytelling in connecting with clients and building trust.

Links:
Find Eido at the WalnyLegal.com

Steve Jobs Answering a Tough Question on YouTube

Takeaways

- Estate planning is crucial for everyone, including Business Warriors, celebrities, and professional athletes.

- Estate planning is not just about death but also about making important decisions during life

- Fights over sentimental items can arise when no clear plan is in place

- The cost of administering an estate without proper planning can be significantly higher than creating an estate plan. Estate planning is crucial for ensuring that affairs are in order and minimizing emotional and financial difficulties for loved ones after someone passes away.

- Building a successful law firm requires a focus on both knowledge and relationships.

- Storytelling is a powerful tool for connecting with clients and building trust.

- Trust is hard to build and easy to lose, so it's important to prioritize building trust with clients.

- Connecting with people and explaining complex concepts in a way they can understand is key to effective communication and building relationships.

- Combining personal hobbies and interests with professional expertise can create unique marketing opportunities and enhance client relationships.

In this podcast episode, Andy Olen explores the concept of solopreneurship, advocating for a deliberate approach to starting and running a business independently, without the need for extensive teams or ambitious scaling goals. Andy emphasizes the personal fulfillment and autonomy that solopreneurship offers, highlighting the ability to align work with individual interests and maintain a balanced lifestyle. Through insightful discussions on financial prudence, software utilization, and risk management, he encourages listeners to embrace solopreneurship as a pathway to flexible and fulfilling professional futures.

Connect with Andy Olen:

• Website: andyolen.com
• Coaching Programs: Andy's 1:1 Coaching

Stay Connected:

• Follow Andy Olen on social media for updates, insights, and more:
  • LinkedIn: Andy Olen's Profile

Introduction to Solopreneurship:

• Solopreneurship is defined as purposefully starting a business with the intention of operating it alone, without the need for extensive teams or scaling for multi-million dollar exits.

Exploring the Solopreneur Lifestyle:

• Andy discusses the essence of solopreneurship, focusing on building a business that aligns with personal joy and fulfillment, allowing flexibility for pursuing other interests and maintaining work-life balance.

Inspiration from Successful Solopreneurs:

• Drawing inspiration from notable figures like Justin Welsh, Andy emphasizes the importance of building a business that enables autonomy and personal fulfillment.

Navigating the Challenges:

• While solopreneurship offers autonomy, it also presents challenges such as solitude and decision-making. Andy shares insights on overcoming these hurdles and adapting to the solo journey.

Financial Prudence and Software Utilization:

• Andy discusses the importance of prudent financial decisions, including wise software investments and the value of trial-and-error to optimize expenses.

Building Towards a Flexible Future:

• Solopreneurship offers the opportunity to craft a flexible future, allowing individuals to extend their careers, pursue passions, and maintain control over their schedules and engagements.

Risk and Reward:

• Andy contrasts the perceived risks of solopreneurship with the unpredictability of corporate employment, highlighting the resilience and control that solopreneurs possess over their income streams.

Closing Thoughts:

• In closing, Andy encourages listeners to embrace the entrepreneurial spirit, leveraging the freedom and opportunities available to shape their professional and personal destinies.

Jeff Roach, Chief Commercial Officer at Medinol, shares insights on his experience in the medical device industry and the importance of leadership and negotiation skills. He discusses the transition from a regional sales manager to a national account role and the value of building relationships and creating followership.

Jeff also highlights the significance of transparency in negotiations and the importance of internal negotiations in creating successful deals. He shares his experiences in working globally and emphasizes the need for an open mind, curiosity, and a willingness to embrace different cultures.

Jeff encourages individuals to seek international opportunities early in their careers and to choose bosses they trust and admire.

Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeff-roach-6b206a9/

Learn more about Medinol: https://medinol.com/en/home/

A few definitions:

STENT - a medical device used to prop open arteries or veins so blood can flow freely.

TAVR -Transcatheter aortic valve replacement is the replacement of the heart's aortic valve through the blood vessels.

XIENCE V - a drug-eluting coronary stent sold by Abbott Vascular

PROMUS - in 2008, the exact same stent as XIENCE V but sold by Boston Scientific

• Build relationships and create followership by transitioning from a manager to a leader.
• Transparency in negotiations can lead to successful outcomes and maintain positive relationships.
• Internal negotiations are crucial in creating deal structures that empower negotiations with customers.
• Working globally requires an open mind, curiosity, and a willingness to embrace different cultures.
• Seek international opportunities early in your career to gain valuable experiences and broaden your skillset.
  
  

00:00 Introduction to Medinol and Jeff Roach

04:03 Reminiscing on past experiences

08:06 Transitioning to a national account role

09:07 Advice for different types of sales roles

21:43 Internal negotiations and deal structure

26:50 Transitioning to global responsibilities

31:19 Embracing different cultures and experiences

38:41 Advice for gaining international experience

Summary

In this episode, Andy discusses the importance of evolving and upgrading skills to stay competitive in business. He shares a personal story about his marathon training and the need to adapt his approach to avoid injury. Andy emphasizes that change is necessary to avoid being passed by in various aspects of life and career. He highlights the importance of continuous learning and skill building, especially in the face of technological advancements. Andy concludes by encouraging listeners to invest in their.

Takeaways

• Continuously evolving and upgrading skills is crucial for success in business and life.
• Failure to adapt and change can lead to being left behind by competitors.
• Each generation has its own unique skill set, and it's important to stay updated with the latest technologies and trends.
• Investing in personal and professional development is essential for career advancement and achieving excellence.

Be a guest on the show: https://www.andyolen.com/podcast-guest-form

Want to become a podcaster? This episode will have you thinking differently about success with a podcast.

Doug Sandler, author of 'Nice Guys Finish First' and host of 'The Nice Guys on Business' podcast, shares insights on business, skills, and podcasting.

Sandler discusses the shift from a command and control leadership style to one based on empathy and inspiration.

He also emphasizes the power of high touch over high tech in building relationships and generating business. Doug shares his unique approach to podcasting, using the guest seat as a tool for engagement and conversion.

Sandler highlights the importance of relationship building and offers advice on key skills for business success.

Sign up for Doug's Podcast Toolkit: https://turnkeypodcast.mykajabi.com/toolkit
Nice Guys on Business Podcast: https://www.niceguysonbusiness.com/subscribe/

Takeaways

• Being a nice guy in business can lead to success and positive relationships.
• The command and control leadership style is being replaced by empathy and inspiration.
• High-touch interactions are more effective than high-tech solutions in building relationships.
• Using the podcast guest seat as a tool for engagement and conversion can lead to business success.
• Relationship building is crucial in both acquiring and retaining customers.
• Key skills for business success include relationship building, communication, and empathy.
• Treating everyone as a customer, even non-customers can lead to unexpected opportunities. 

If you're a manager, do you use Situational Leadership? Are you a Servant Leader?
Let's discuss and explore these two important leadership approaches.

In this episode, Andy Olen discusses the expectation versus skills gap in the business world and the importance of providing essential skills training to employees.

He highlights the struggles individuals face when transitioning into a management role without proper training.

Andy then introduces two leadership styles: situational leadership and servant leadership.

He explains how situational leadership involves adjusting the management style based on the needs and competence of the employee, while servant leadership focuses on being in service to the team.

The conversation concludes with a call to tackle the expectation versus skills gap and a reminder to continuously develop management and leadership skills.

• The expectation versus skills gap in the business world can lead to frustration and stress for employees who lack the necessary skills and training to meet critical expectations.
• Transitioning into a management role without proper training can result in long-term struggles and negative impacts on the team and business.
• Situational leadership involves adjusting the management style based on the needs and competence of the employee, while servant leadership focuses on being in service to the team.
• Developing management and leadership skills, such as situational and servant leadership, can help managers thrive and create high-performing teams. 

Learn more about Andy at https://www.andyolen.com/

Summary

In this episode of The Business Warrior Within podcast, Andy Olen discusses the concept of "=" Sign Connections and how they can be used to build strong relationships in business.

He shares the origin story of "=" Sign Connections from his time in university and explains the power of the equal sign in creating connections.

Andy explores different types of equal sign connections and emphasizes the importance of forming strong connections based on shared values.

He also provides practical tips on how to use equal sign connections in business interactions.

Takeaways

• "=" Sign Connections are powerful in building relationships in business.
• Shared values and experiences create strong equal sign connections.
• Researching and finding commonalities with others can help form "=" Sign Connections.
• Strong "=" Sign Connections lead to trust and collaboration in business.

2024 Economic Predictions and Action Plan

In this episode, Andy Olen shares his economic outlook for 2024 and provides insights on how businesses can stay ahead of the curve. He highlights the impact of interest rates and inflation on businesses and consumers and shares his optimism for the year ahead.

Andy emphasizes monitoring macro and micro trends, setting clear goals and strategies, and executing effectively. He also invites listeners to join his Monday Mojo Skills Newsletter for ongoing skill development and best practices.

Takeaways

- Monitor macroeconomic indicators such as inflation rates, interest rates, jobs reports, and GDP to stay informed about the state of the economy.

- Stay abreast of your company's performance and align your goals and strategies accordingly. - Execute your plans effectively and make smart investments to drive business growth.

- Join The Monday Mojo Skills Newsletter for ongoing skill development and insights to close the expectation of skills gap at https://www.andyolen.com/

Summary

In this episode, Andy Olen reflects on the year 2023 and discusses the macroeconomic challenges faced by businesses. He highlights the impact of high interest rates and inflation on businesses and individuals. Despite these challenges, he observes that the US economy is still performing well. Andy also addresses the expectation to skills gap, where professionals are expected to perform at a high level without adequate training. He shares the findings of a survey on this topic and emphasizes the importance of continuous learning and skill development. Andy concludes by announcing the launch of The Monday Mojo Skills Newsletter.

Takeaways

- High-interest rates and inflation posed challenges for businesses in 2023.

- Despite the macroeconomic challenges, the overall US economy performed well.

- There is an expectation to skills gap, where professionals are expected to perform at a high level without adequate training.

- Continuous learning and skill development are crucial for success in the business world.

Goals and Fresh Starts - Take Advantage of the New Year Host: Andy Olen Uncomplicating Business... Skill by Skill Unleash The Business Warrior Within Summary In this episode, Andy Olen discusses the importance of the end of the year and the fresh start that the new year brings. He emphasizes the significance of setting goals for the new year and provides tips for sticking to those goals. Andy also highlights the power of fresh start moments and how they can be leveraged for success. Finally, he introduces the "if-then" scenario planning concept to implement goals effectively. This episode provides valuable insights and strategies for business professionals to maximize their success in the new year. Takeaways The end of the year is a unique and critical time for business people and salespeople to take full advantage of. Setting specific, measurable, and actionable goals is crucial for success in the new year. Fresh start moments like the new year and Mondays can be capitalized on to create momentum and drive toward goals. Implementing goals requires creating "if-then" scenarios and having a well-defined plan.

"Um, Uhhh, So, And, Like" Filler Words, A Different Take Host: Andy Olen Uncomplicating Business... Skill by Skill Unleash The Business Warrior Within Summary In this episode, host Andy Olen focuses on demystifying "filler words" in presentations and communication, explaining their purpose and benefits. Andy provides guidelines for using filler words effectively and advises against using filler words ending with question marks. He encourages listeners to find their own filler words and offers tips for reducing their usage. The episode concludes with a call to action to improve presentation and communication skills. Takeaways Business professionals are expected to have a wide range of skills without proper training from organizations. Filler words like "um" and "ah" are normal and natural in communication and presentations. Using filler words allows the speaker's brain to catch up with their voice and gives the audience time to process information. Try substituting a pause for a filler word. A pause allows your brain to catch up with your voice. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Business Warrior Within Community.

The Business Warrior Within | You're Only a First-Time Manager Once Host: Andy Olen Uncomplicating Business... Skill by Skill Unleash The Business Warrior Within Summary In this episode of The Business Warrior Within, Andy Olen discusses new managers' challenges and the lack of training they have to take the big moments on. He emphasizes the importance of closing the expectation to skills gap and shares lessons from his experiences. Andy advises new managers to take time to diagnose the situation, practice minimally invasive surgery instead of amputation when making changes, and focus on manageable tasks with high impact. He also highlights the significance of time in navigating the learning curve of people management. Takeaways New managers often face challenges and lack the necessary skills to succeed. Closing the expectation to skills gap is crucial for new managers to be successful. Diagnosing the situation, practicing minimally invasive surgery, and focusing on easy, high-impact tasks can help new managers navigate their roles more effectively. Time is an ally for new managers, allowing them to learn, make thoughtful decisions, and build durable success. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with The Business Warrior Community.

Andy Olen Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings

In this episode of the Sales Warrior Within, Andy Olen discusses the importance of sales and businesspeople closing the business skills gap.

- Empowerment comes from sharpening your skills, building confidence, and controlling your destiny. Skills work helps you build and extend empowerment.

- 99.5% of all businesses fail to provide their talented associates the REAL skills needed to succeed.

- Andy shares his insights on the importance of six critical business skills gaps - negotiations, setting goals/strategy, presenting, decision making, sales skills, and finance.

- Andy is reshaping the podcast by broadening the focus to the six skills above. To be a complete sales and businessperson, confidence and success come from developing skills.

- Andy will rebrand the podcast The Business Warrior Within and help you close the gap and unlock your fullest potential.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 71 - Ascend Up The Sales Rankings with Guests Jim Knittle and Peter Galiano

Host:
Andy Olen

Guests:
Jim Knittle
Ascend Performance Group
Email Jim @ jim.knittel@ascendpg.com

Peter Galiano
Connect with Peter on LinkedIn

Andy Olen welcomes Jim and Peter of Ascend Performance Group in this episode The Sales Warrior Within. You’ll hear a robust discussion on:

The Origin Story of Ascend Performance Group

Jim discusses the focus of Ascend Performance Group on talent development and performance improvement.

The Role of Coaching in Sales 

Pete emphasizes the need for managers to become experts in the people they lead.

The Changing Role of Marketing

Pete discusses the evolving role of marketing and the need for marketers to help identify the right place for data in conversations.

Coaching at Every Level 

Jim emphasizes that coaching is essential at both individual contributor and management levels.

Balancing Patience with Results

Andy raises the question of balancing patience with the demands of a quarterly results-driven culture.

The Risk of Speedy Sales

The risks associated with the pressure for fast sales include discounting and eroding margins.

Building Trust and Vetted Process 

Peter emphasizes the importance of building trust and judgment in sales, highlighting that these are critical elements that cannot be easily measured but significantly impact deal closes.

Team and Group Coaching for Sales Growth:

Jim discusses the evolving trend of sales organizations embracing team and group coaching to address individual contributors' challenges.

Shifting to a P&L Mentality:

The conversation delves into the resistance of some organizations to shift to a P&L (Profit and Loss) mentality in compensation and mindset

Fiduciary Duty in Sales:

Jim Knittel addresses the question of whether the fiduciary duty of a sales rep is to the customer or the company. He suggests that it should be both, highlighting a collaborative approach towards finding a great solution. 

Importance of Trust in Fiduciary Relationships: 

Peter Galiano adds to the discussion, stressing the significance of trust in fiduciary relationships. He argues that trust must come from both sides—sales reps should trust their organization, and in return, the organization should trust its sales reps. 

Permission-Based Leadership:

Jim Knittel introduces the concept of permission-based leadership, which involves empowering the customer to have the ultimate say in the sales process. This leadership style focuses on validation, plain language communication, and building trust.

Conclusion:

Thank you to Jim Knittel and Peter Galiano for sharing their insights on coaching and patience in sales.

Note: The show notes are a condensed version of the podcast transcript, highlighting key points and topics discussed in the episode.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 70 - Successfully Navigate Your Next Career Transition

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class  

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In this episode of the Sales Warrior Within, Andy Olen looks into the important career transition actions you take throughout the course of a long professional run. Andy examines transitions within the same company, transitioning to a new company, and moving from a corporate job to starting your own business.


- Transitions are tough. It's critical to respect the learning curve that comes with the change.


- Andy suggests you learn the new culture and processes before making big changes if you're moving to a new company.


- When promoted within your own company, learn from your teammates. They answer where you should spend your time and energy in the first few months of the role. 


- In all transitions, like above, take your time before making big decisions. 


- Gather an advisory group of folks around you who can help you make thoughtful decisions.


- If you are starting your own business, seek a running start to gain momentum prior to starting the new adventure. 


Andy works with high performers and coaches them on big transitions. Connect with Andy to learn more about his coaching approach.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 69 - Cooperation is Key to Customer and Business Success

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class  

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"CO" = Together
"OPERATE" = To Work
"COOPERATE" = To Work Together

In this episode of the Sales Warrior Within, Andy Olen unpacks cooperation and its importance for salespeople and businesspeople.

- Humans are wired to work with one another and solve problems together.

- Give yourself and your company a competitive advantage by flexing toward cooperative sales practices.

- Extend cooperation to your colleagues within the walls of your company for maximum effectiveness.

When you cooperate, you're able to unlock true win-win outcomes. Give it a try, and continue to strengthen your cooperative sales and business muscles.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 68 - 5-Steps on How to Sell to Doctors

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class  

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Andy Olen's not a doctor, nor did he play one on TV...


So... How did he successfully sell to doctors for 15+ years?


1. Self-awareness - I never pretended to be a doctor AND never tried to outsmart a doctor. (Side note - I did grow up wanting to be a doctor, but then I met AP Chem in high school, and it was all over.)


2. Active listening - My listening-to-talking ratio was 85:15. Listening > Talking. When I had something to say, I made it something meaningful.


3. Find the Why - I asked doctors, "Why did you become a doctor? Tell me about your best day as a doctor." I learned what made them tick and what motivated them, an incredible insight.


4. Learn their hobbies - Doctors work hard and play hard. How do they play? You may be lucky enough to be invited to enjoy their hobbies with them.


5. Show up - Consistency and predictability go a long way with MDs. Be there.


If you're in sales and NOT an MD, you must overcome a significant education and experience gap with your customers. Follow the steps in this episode, and you'll make progress!

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 67 - Sales and Marathon Running: It's All About Focus

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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Andy's Marathon Training - Look out, Philly Marathon! In this episode, Andy compares marathon running to selling.
 

• Incredible focus on the steps of the sales cycle and your sales process will bring great results to customers.

• Continue building up your mileage and momentum into the next activity with your customers. The effort is tough, but the increased mileage compounds toward a successful race.

• Run the marathon WITH your customer. Once the deal is done, it's time to run with your customer. Andy discusses how to do this in this episode.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 66 - Selling Mortgages With Centurion's Brian DesPlaines

Sales Warriors. Brian DesPlaines of Centurion Group of A+ Mortgage joins the podcast to discuss how he deploys his sales skills as a mortgage advisor. 


Brian DesPlaines has 25 years of lending experience. He's a Certified Mortgage Advisor with the Centurion Group of A+ Mortgage. His company is a boutique mortgage group, providing personalized service & expert advice. With a background spanning sales to operations, and mortgage to wealth management, he's uniquely positioned to be a valuable member of your financial planning team. 

Learn More About Brian, Centurion, and the Mortgage Brokerage services provided at:  https://www.mortgagebycenturion.trustaplus.com/

Brian and Andy have a wide-ranging discussion on sales excellence, the real estate market, buying a home, and how differentiated service and advice are at the core of the Centurion experience.  

• Brian takes on the challenge that he and Centurion can do all three, cheaper, faster, and better.

• Yes, it is still a good time to buy a home. Even though rates are high, leaders like Brian and his firm, Centurion, are ready to assist and help.

• As you're looking to buy a new home, make sure you are surrounded by a great team comprised of a real estate agent, mortgage broker, and possibly an attorney.

• Brian's approach is to work closely with clients to build the right mortgage solution that fits into smart overall financial and wealth management planning. 

• Using simple sales skills such as attentive listening, problem-solving, and educating folks on great solutions, Brian and the team at Centurion give clients comfort and confidence in the products they select.

Personal Note: As a client of Centurion myself, I vouch for their excellence in service and solutions. Enjoy this episode of the show

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 65 - The Era of the Lone Wolf Salesperson is Over

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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Can Lone Wolf Salespeople succeed in a more dynamic and challenging sales environment? Andy takes this question on and shares his answer, "NO."
 

• The complexity of today's sales environment requires salespeople to hunt in a pack or with others in their organization.

• Andy unpacks why the lone wolf salesperson is operating in a challenging environment. 

• He encourages you to assess whether you're the lone wolf and what you must do to evolve and succeed in today's environment.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 64 - Sales Managers: Recognize and Take Action on Low-Performers

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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Low-performing sales reps zap the energy and focus of the sales team, manager, and customers. It's critical for the sales leader to quickly diagnose and then act on changing the low-performer's trajectory. Try, and try again. If it doesn't work, you'll have to find a way to move the low-performer out of the organization.
 

• Andy evaluates performance on two levels - SKILL and WILL.

• Andy shares three low-performing sales personas: 1) The Long-Term Success Turned Sour; 2) ROAD - Retired On Active Duty; 3) The Cancer on the team. Andy unpacks each persona.

• Andy shares advice for sales managers on how to diagnose and performance manage these players. It's all about seeing it, and acting quickly to change it.

• Customers also see and feel the low-performer's challenging attitude. This is a red flag. When customers no longer want to work with your sales teammate, they are no longer willing to work with your company.

• Finally, Andy shares advice that he was given from a sales mentor. "If you see a performance on your team and fail to address it, the problem is YOU!" Spot on.

Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 63 - The Business & Salesmanship of Metallica

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class  

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Andy Olen shares his perspectives on the business and salesmanship of the heavy metal band Metallica. When you show curiosity about your customer's business and how it works, you'll have much deeper insights into their needs and how to create value for them with your goods and services. This episode includes the following topics.
 

• The business of Metallica

• An estimate of how much Metallica made putting on the two shows in Montreal.

• Andy's analysis is a good example of a simple analysis you can do to understand your customer's business financials better.

• Enjoy learning more about your customers AND get out and see Metallica soon.

Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 62 - Deploy The Psychology of Negotiations with Guest Brian Will

Sales Warriors. We have a great guest joining the show today, Brian Will.

Brian Will is an industry expert in sales and management consulting, bestselling author of "The Dropout: Multi-Millionaire" and "NO... The Psychology of Sales and Negotiations," and a serial entrepreneur with over 35 years of experience. He has created seven highly successful companies across four industries, worth over half a billion dollars at their peak. Today, Brian is a visionary business leader, owning restaurants in Atlanta, an insurance and technology company in Denver, and a real estate business in Georgia and Florida. His expertise in turnaround projects and driving billions in sales make him a sought-after consultant and speaker.

Learn More About Brian and His Sales Training Offerings Here: https://brianwillmedia.com/

Invest in Brian’s Negotiation Book No, The Psychology of Sales and Negotiations

Brian and Andy have a wide-ranging discussion on negotiation excellence on this episode of The Sales Warrior Within.

• Great salespeople are active listeners and offer connected responses.

• Salespeople must thoughtfully overcome objections before the negotiation to power through a dynamic negotiation.

• Brian shares the 10/70/20 of salespeople skills. The top 10% are salespeople we all should emulate. The middle-70% are the critical team members to upskill and build negotiation skills.

• Sales leaders play a major role in the development and effectiveness of skilled salespeople negotiating on the front lines.

• Brian and Andy agree that great negotiations are a function of running a great sales process and clearing objections early in the sales process.

• The mistake salespeople frequently make is to talk too much. Brian shares his powerful views on the overactive salesperson's impact on a customer.

• Finally, closing a negotiation becomes effortless as Brian’s best practices are followed.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 61 - You Want To Sell? Andy Olen Says You Can Do It!

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class  

Apply Discount WARRIOR for savings

Many reach out to Andy Olen, asking him, "How do I get into sales?" Further, people who do not have a sales background are often concerned that they can't be in sales. In reality, the opposite is true. If you want to sell, we'd love to have you. Andy Olen shares his thoughts and perspectives for those of you wanting to break into sales and potentially into medical device sales.


You likely exercise communication, connection, and cooperation skills if you're in any relationship. Apply those same skills within your sales career.


A fun and motivating episode to gear you up for your journey into sales!

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 60 - Selling Like the Top 1% with Doug Brown

Guest: Doug Brown
Learn More About Doug Brown and CEO Sales Strategies here: https://ceosalesstrategies.com/


Grab Doug's E-Book, The Nonstop 1 % Earner, for FREE by emailing youmatter@ceosalesstrategies.com and reference Andy Olen, and Doug will send you a free copy.


Host: Andy Olen
Learn More About Andy at www.AndyOlen.com

Doug Brown connects the dots from starting in his family business and then on to selling musical products to famous musicians and bands, and now he leads CEO Sales Strategies. He is the creator of the Top 1% Academy where he teaches people and companies how to think, act and achieve sales success like the top 1% earner.


CEO Sales Strategies focuses on helping people sell more than they ever thought possible by becoming better at influencing, persuading, and selling to buyers, whether they be CEOs, business owners, or entrepreneurs.


Looking at top sales earners across countries, Doug asked, "How do we help this elite group of salespeople?" Doug is passionate about helping think and act like the top 1% of sales earners. 

Salespeople must decide, "Do I want to be a top one percenter?" If so, here's how Doug says you can become a top one percenter.

• First, determine what you want your life to be and then work backward to what you have to do today.

• The top one percenters are always evaluating their performance.  Top performers deal with the elite to make business happen and are always at the top of their industry. Play at the top and outproduce well beyond the quota.

• Top performers create leverage through all aspects of their work.

• Top performers continually invest in themselves.

Doug inspires all salespeople that "Yes, you can do this." Tune in to the episode to learn more and how to make it happen.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 59 - Get Yourself Ready to Negotiate  

Host: Andy Olen
Learn More About Andy at www.AndyOlen.com
Invest in The "Yes, If" Mindset Master Class  
Apply Discount WARRIOR for savings

Andy Olen shares his thoughts on how to be prepared for your next negotiation. Preparation is critical to a successful negotiation. Here's what Andy has to say:

1. Prepare with teammates. Also, negotiate with your teammates for maximum impact.

2. Go through multiple scenarios and simulations in advance. You'll likely not be surprised by what your customers throw your way IF you run through various scenarios in advance.

3. Get your negotiation trades approved in advance of the trading event. Become a more empowered negotiator through pre-approvals. You'll feel more empowered when you do.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 58 - “Do I Love To Sell to My Customers?” An Important Career Question to Ask

Host: Andy Olen
Learn More About Andy at www.AndyOlen.com

Andy Olen shares his perspectives and thoughts on how to guide your professional career.

Ask, “Do I love to sell to my customers?” If the answer is “YES,” then keep doing more of that role and work. If the answer is “NO,” it’s time to reconsider your career trajectory and current position.

Andy shares how to use the image and analogy of a ladder to help professionals think through their answers to the question of the podcast. 

When a salesperson is a front-line sales rep, she or he sells directly to the end-user customer. Do you love selling to and servicing this customer? If yes, keep doing more.

As a salesperson moves up the corporate ladder, they spend less time with the end-user customer and more with the shareholder customer. This customer requires different sales skills and a unique approach. As you move up, do you love selling to your new customer?

Apply the ladder concept to help answer the question, “Do I love to sell to my customers?” Stay close to the customers you love to sell to.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 57 - Ignite Your Sales with Guest Steve Gielda

Guest: Steve Gielda
Learn More About Steve at www.IgniteSelling.com

Learn More and Invest in a Copy of Steve's Book Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline 

Or... Receive a Free Audio Version of the Book by Reaching Out to Steve and sharing that you listened to him on The Sales Warrior Within Podcast.

Host: Andy Olen
Learn More About Andy at www.AndyOlen.com

Shownotes & Comments

• Control your destiny in sales. Andy welcomes guest Steve Gielda of Ignite Selling to discuss how Ignite Selling helps salespeople, and sales teams unlock their true potential and results.

• Steve reminds us sales is about helping customers solve a problem. When you help your customer solve a critical problem, you build trust and long-term relationship equity.

• Ignite Selling is focused on helping teams: 1) Build a robust sales process; 2) Develop the sales tools required to march toward success; 3) Coach and guide sales teams to execute at a high level.

• Andy and Steve discuss the important role technology plays in how people sell. Both agree that great salespeople will incorporate tech into their sales process.

• The two close out their conversation by discussing managing through the tough headwinds that salespeople are selling into today. Steve reminds listeners to find the right customer problem to solve. Do this, and you'll be well on your way to creating customer value and competitive advantage.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 56 - It's End of Quarter... Take Action


Host: Andy Olen
Learn More About Andy at www.AndyOlen.com

Shownotes & Comments

• Andy Olen shares his best practices on salespeople can bring home the end of quarter above quota.

• Be transparent with your customers. If you need to call in a favor, do it. Ask them to buy before the end of the quarter.

• It's important to create a sense of urgency for your customers to act. Customers may not need to buy based on your end of quarter timeline, so it's important you create that urgency for them.

• Start early. Don't leave all of the big sales efforts for the end of the quarter. Pretend your quarter ends a month early. Activate your end of quarter procedures early to give you a chance to succeed by the end.

• Attempt to manage the inbound "Bluebird" deals. Bluebirds are deals that drop before you expect them. They are pleasant surprises. If you can manage the Bluebird flow you'll create consistent and predictable results.

• Manage to hit 100% to 102% regularly. Become a sales metronome and achieve wonderfully consistent results.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 55 - Using Podcasts & AI To Jump Start Sales with Ryan Staley


Host: Andy Olen
Guest: Ryan Staley of RyanStaley.io

Shownotes & Comments

• In this podcast episode, Ryan Staley discusses his sales journey and why he loves sales, highlighting its importance in his professional career and personal life.

• The conversation covers the impact of technology and cool trends in sales, focusing on artificial intelligence (AI) and ChatGPT, and how salespeople can engage with these tools effectively.

• Ryan shares a humorous story about his first sales experience, which involved selling knives to his parents' friends and hitting a pole with his car, leading to a change of plans.

• Ryan talks about his current endeavors, including hosting a podcast where he interviews SaaS CEOs and helping SaaS companies grow their revenue through sales systems and leveraging AI tools.

• The power of podcasts as a lead generation and content creation tool is discussed, emphasizing how podcast hosting can provide valuable connections, industry insights, and strategic partnerships.

• Experiment and familiarize yourself with AI technology like Chat GPT to gain insights and understand your customers better.

• Use a company's about page as input to Chat GPT to generate contextual insights and understand what is important to them.

• Embrace automation and AI technology to automate mundane tasks and focus on building deep relationships and strategic thinking with customers.

• Consider the potential impact of AI on sales jobs, as lower-end sales roles may become automated, but high-level salespeople can leverage AI for greater efficiency.

• Balance AI-generated personalized emails with the importance of human-to-human connection through phone calls and in-person interactions.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 54 - Making Her Next Presentation Her Best with Ainsley Olen


Host: Andy Olen
Guest: Ainsley Olen find on INSTAGRAM

Shownotes & Comments

• In this podcast episode, Andy is proud to welcome his daughter, Ainsley Olen, to the show.

• Ainsley is a graduating senior at Brookfield East High School outside of Milwaukee, Wisconsin. 

• Andy and Ainsley have some fun discussing Taylor Swift's impact on her fans and music. 

• The pair rotate to talk about Ainsley's keynote speech she gave at the Brookfield East Senior Recognition and Awards event.

• Ainsley walks through her preparation, nerves, and approach to delivering a keynote to the community, the school, and parents.

• Ainsley follows many of Andy's best practices in his courses, including POPS, good body language, and the joy of receiving great feedback afterward.

• Ainsley shares excellent insights on amplifying her body language, including how dance taught her to maximize her facial body language.

• Andy provides his daughter the same call to action he gives the businesspeople attending his course... "Make your next presentation your best!"

• Ainsley and Andy conclude with a conversation on bringing great presentations to the field of medicine. Ainsley commits to working on her presenting skills and taking on with her as she works toward a medical career.

Ainsley Olen will attend the University of Wisconsin-Madison in the fall of 2023, where she will study chemistry.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 53 - Equal Sign Connections Engender Trust and Cooperation

Shownotes & Comments

• In this episode, Andy uses the example of the negotiated outcome of the US debt ceiling as an illustration of a cooperative "Yes, If" Negotiation.
  
  
  
• Strong connections are needed to facilitate a cooperative negotiation. Strong relationships between customers and salespeople rely on trust. The best way to build trust is to form what Andy calls Equal Sign Connections.
  
  
  
• Equal Sign Connections accelerate trust building by signaling shared values between customers and salespeople.
  
  
  
• Strong salespeople focus on building equal sign connections early and often in new relationships with customers.
  
  
  
• Later, when negotiators meet to resolve challenges in a negotiation, they rely on trust and Equal Sign Connections to create win-win cooperative outcomes.

Connect with Andy at AndyOlen.com

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 52 -The Debt Ceiling And How Salespeople Can Be Ready To Act

The Debt Ceiling And How Salespeople Can Be Ready To Act

• Andy shares his thoughts and advice on how salespeople should navigate the debt ceiling debate in Washington.
  
  
  
• Andy offers best practices for salespeople if the debt ceiling topic pushes the US into default or how to sell into the tailwind of a positive resolution. Either way, salespeople need to be ready to react and ACT!
  
  
  
• Let's also watch the negotiation. Will it be a cooperative effort in the run-up to the X Date? Or will it be full of conflict? We'll learn about negotiations by watching the principles work through these challenging topics.

Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.