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!

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

As Sales Warriors, we have two ways to approach the challenges of Coronavirus, binge watch Netflix, or dig in and sharpen our sales skills. We choose our sales skills. Although we face challenges in our new sales normal for the next few months, Andy believes this is a critical moment to dig in and sharpen our sales approach and come out stronger on the other side. 

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

Holistic Nutritionist Maria Viall joins The Sales Warrior Within. Andy and Maria discuss how sales warriors can achieve peak performance through their relationship with food and wellness. Sales and business people face good nutrition obstacles on the road, at dinners, and at sales meetings. Maria shares great insights on how to perform at our best in these tough situations. 

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

The Sales Warrior Within | Season 2 Episode 22 - Macro-Economic Challenges May Create Opportunities

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Macro-Economic Challenges May Create Opportunities

• Obstacles for ALL are opportunities for the Sales Warrior
• As interest rates rise and inflation accelerates, it's a difficult moment for salespeople and businesses
• However, salespeople who stay sharp, accelerate their skills, and listen closely to their customers will overcome challenges faster than others
• Andy Olen provides insights and advice on how salespeople can navigate challenging macro-economic moments like the one we are in now

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses

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

As predicted, Campaign 2020 will deliver many sales lessons. The first was delivered in the chaos of the Iowa Caucus. A complex system fails on multiple levels. Sales Warriors can learn a lot from Iowa. Andy shares the important sales lessons from the Iowa debacle.

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

The Sales Warrior Within | Season 2 Episode 21 - Alternatives: Important Forces in Sales

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Alternatives: Important Forces in Sales

• Alternatives are powerful forces in sales
• Andy Olen unpacks the pros and cons of alternatives and alternative powers
• As always, Andy provides real-world examples to bring home the ideas
• Limit customer alternatives to level the playing field
• Maximize alternatives as a salesperson when possible

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses

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

Andy shares his 2020 outlook and focuses on the big three themes of the upcoming year in sales - excellent preparation, managing the election year, and how to extend social media to amplify your brand and sales success.

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

The Sales Warrior Within | Season 2 Episode 20 - The Power of Reciprocity in Sales

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

The Power of Reciprocity in Sales

• Reciprocity is a powerful sales force
• As Sales Warriors, we need to understand and harness the power of reciprocity
• Reciprocity is the force that compels people to want to "return the favor" to others
• Andy shares a favorite and powerful story on reciprocity, Mints & Gratuities
• As a salesperson, authentically and genuinely create moments of authenticity for your customers throughout the sales process
• Seek opportunities that encourage your customers to want to "return the favor."

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses

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

Andy looks back on a dynamic 2019 and shares his Top 3 Sales Insights from the year. #yesif, communication, and less-is-more climb to the top in a year that the nobility of the sales profession continued to grow and advance. 

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

The Sales Warrior Within | Season 2 Episode 19 - Prospecting: Create the Habit

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Prospecting: Create the Habit

• Sales prospecting, it's all about creating consistent and strong habits
• Do a little bit every day
• Find the tools that will help you maximize your prospecting effort like LinkedIn Sales Navigator
• For prospecting in your local community, consider joining the Chamber of Commerce
• Take it one step further and volunteer to speak at the chamber
• For opportunities around the world turn to digital tools to assist you
• Make prospecting a habit and you'll be well on your way to new leads and opportunities

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses

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

Andy shares his TEDx journey. From the first interview to walking onto on the stage, learn how to become a TED talker yourself. Additionally, Andy shares how the process of TEDx made him a more effective sales warrior. Tips, tricks, and what to expect ALL included within.

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

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.

The Sales Warrior Within | Season 2 Episode 18 - A Tough or Good Moment? You Get to Decide

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

A Tough or Good Moment? You Get to Decide

• Andy reflects on a short conversation he had at the bar the other day
• "Have things gotten just a bit worse since COVID started?"
• Reflections on customer service and how Sales Warriors have the power to choose how to engage customers
• A call to action to salespeople to engage with positive communication, a smile, and a cooperative approach
• We, Sales Warriors, can make a positive difference at this moment

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses

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

Political campaigns and sales have a lot in common. Andy shares the parallels between politics and sales. The ultimate deadline, great execution, and preparing for the next "election day" are all critical sales activities. Listen to Andy to share his thoughts and experiences. 

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

The Sales Warrior Within | Season 2 Episode 17 - The Nobility in Sales

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

The Nobility in Sales

• There is nobility in selling
• Andy encourages listeners to examine the attributes of a great personal relationship and take the same approach in their professional life - build relationships with connection, communication, and cooperation
• Negative sales stereotypes come from inexperienced salespeople guiding customers through big and material purchases in life - consider home buying and a car purchase
• It's up to us to recognize the Sales Warrior Within and work to promote our industry and approach
• Further, it's important, even if you are not a salesperson, to recognize that great life skills are great sales skills and visa-versa
• Bring out the Sales Warrior Within and continue to promote the nobility of our sales profession - great salespeople create great outcomes for others, and that's noble

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses

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

Standing next to every great salesforce is an excellent sales operations team. This group is the bass guitar and drums of a commercial group. Andy started his career in sales ops and focused this episode on sharing his passion for this vital role. Consider taking on a sales ops role in your sales journey to give you valuable insights and perspective.

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

The Sales Warrior Within | Season 2 Episode 16 - Closing The Sale With Confidence

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Closing The Sale With Confidence

• Andy shares his thoughts on how to close sales opportunities with genuineness, authenticity, and confidence
• Andy learned while running campaigns that politicians have to ask for the vote
• Find ways, using your authentic voice, to conclude the sales process and deal
• Clients want to see a conclusion as well; they are often waiting for the salesperson to take the lead
• Asking for the close also gives salespeople the benefit of knowing exactly who the decision-maker is
• Closing is not hard, and it just takes practice and purposefulness
• Call to Action: Put a few good closing sales lines on your toolbelt
• Andy provides multiple examples of closing lines for you to make your own

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Courses

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

Andy recently completed his second marathon. He improved over 50 minutes in time, 17 years after running his first 26.2. He shares in this episode the learnings from his experience and applies the lessons to selling. Listen and realize how many insights and parallels there are.

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

Andy reflects on training new salespeople. Once you come out of training ready to go and talk about your product, remember the first thing you have to do as a new salesperson is to build trust with your customers. Andy shares his insights on how to engage new customers and shares ideas presented to him by new sales warriors.

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

Andy recently delivered his first TEDx talk on Yes, If cooperative negotiations. In this episode of The Sales Warrior Within, Andy reflects on the TEDx experience and how he will apply the learnings from TEDx to his sales approach. 

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

The Sales Warrior Within | Season 2 Episode 14 - Sell While You Sleep

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Sell While You Sleep

• Andy provides insights and ideas on how you can rotate your sales effort to create momentum and gains while you sleep
• F1 and the Power of Branding
• Salespeople and entrepreneurs gain advantages as they build brands
• Set a goal to build a sales brand that allows you to wake up to new leads, new opportunities, and best-of-all NEW customers each morning
• Sell while you sleep and let momentum take you further
• Andy thanks the many listeners joining Andy's Instagram Live feed.

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course, The "Yes, If" Mindset Master Class

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

Lessons from marathon training applied to The Sales Warrior Within each of us. Don't sprint your sales career marathon! Take the time to learn, adjust, grow, and fuel up for the next big moment. Andy shares the parallels between marathon training and sales excellence. Taper time is important time for all of us.

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

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.

The Sales Warrior Within | Season 2 Episode 13 - Do What You Love AND DO IT WELL, and the Money Will Follow

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Do What You Love AND DO IT WELL, and the Money Will Follow

• Andy adds an essential phrase to the saying, "Do What You Love and the Money Will Follow"
• He adds, "AND DO IT WELL"
• It's critical to not only love but to also be good at what you like doing
• Salespeople will create momentum when they do what they love and do it well
• Salespeople that work at companies that offer incentive plans with unlimited upside have a real opportunity to make huge earning potential
• A Monday motivating podcast for salespeople and business people alike
• Andy thanks the many listeners joining Andy's Instagram Live feed.

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course, The "Yes, If" Mindset Master Class

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

Andy shares the skills of The Trilogy of Yes. Three powerful sales skills that INSPIRE customers to say YES. Communication, Connection, and Cooperation create the Trilogy. Andy shares his passion and advice on how to use, develop, and engage with these three robust sales and life skills. Every sales warrior needs these three skills on their sales toolbelt.

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

The Sales Warrior Within | Season 2 Episode 12 - So, You Want to Be a Sales Manager?

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

So, You Want to Be a Sales Manager? 

• Any provides insights and perspectives on seeking and contemplating promotion from successful salesperson to sales manager.
• The first part of the podcast explores promotion through the eyes of the salesperson.
• It's essential to want to be a sales manager, not just enjoy the title.
• Moving from salesperson to sales manager is like moving from football wide receiver to coach - you gotta want it.
• In the second half of the episode, Andy looks at the critical decisions sales leaders must make when promoting a talented salesperson.
• The decision to hire from within or go to the outside poses challenges and opportunities for the hiring leader.
• Andy thanks the many listeners joining Andy's Instagram Live feed.

Purchase Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course, The "Yes, If" Mindset Master Class

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

Andy is 90 days into his journey as an entrepreneur. Andy connects with the life of an entrepreneur because it resembles the life of a salesperson. By returning to his sales roots and helping others become better salespeople, Andy reflects on how the journey thus far has been rewarding and motivating. Enjoy this episode and share in the journey,

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

The Sales Warrior Within | Season 2 Episode 11 - Diversify and Thrive in Sales

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Diversify and Thrive in Sales - Don't Let One Big Client Dominate Your Focus and Results.

• Every salesperson and entrepreneur loves to have one big client who creates a significant amount of revenue and profit
• Don't put all of your sales eggs in one basket
• Diversification of a territory, region, clientele is critical
• Consider how you invest and diversify your savings across multiple asset classes
• Do the same in sales by spending enough sales time prospecting and building out a diverse set of clients
• Diversity will help you sustain success over the long-term

Buy Andy's Customer Presentation Excellence Course
Invest in Andy's Online Negotiation Course The "Yes, If" Mindset Master Class

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

Sales training doesn't teach us how to set proper sales forecasts and expectations each quarter. These skills and activities are essential for all salespeople. Having given and received 1000s of sales forecasts, Andy Olen provides his tips and tricks on how to take on forecast calls with confidence and conviction. 

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

The Sales Warrior Within | Season 2 Episode 10 - Practice the 18-Minute Presentation Rule

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Practice the 18-Minute Presentation Rule with customers, in the boardroom, and with your teammates

• Listeners will only pay attention for 18-minutes of your presentation
• By keeping your presentation time to 18-minutes or less, you'll save and hold your audience's attention
• If you're going to present for more than 18-minutes there are multiple techniques to use to maintain a listener's attention:
• Invite new voices by requesting questions and comments
• Embed a video or audio file into your presentation to welcome a unique voice
• Co-present with a teammate or colleague
• Every time you bring a "new" voice into the presentation, you earn another 18-minute run

Buy Andy's Customer Presentation Excellence Course
Pre Order Andy's Online Course The "Yes, If" Mindset Master Class

Connect with Andy Olen

• AndyOlen.com
• The Sales Warrior Within Podcast
• Andy Olen's Book: The Trilogy of Yes

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

The Sales Warrior Within faces tough moments out in the field. Andy shares his most memorable fail, challenges, and tough customer moments. We learn by making mistakes. Listen to Andy vulnerably open up about his "not so great moments" so you can learn from these moments and continue to strengthen your customer sales and leadership skills.

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

The Sales Warrior Within | Season 2 Episode 9 - Stay Steady With Social and Enjoy The Dividends

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

As a salesperson, stay steady and consistent with posting on your social media. Your customers are reminded of the value you bring and create. 

• Andy shares a story of a training engagement he got because of his social media content posting.
• Pick your social media platforms and content based on your authentic and genuine voice.
• Organic or unpaid social media posting reminds your customers that you are present and working hard.
• Don't worry about "likes," it's all about presence
• Your customer may give you a few extra minutes if you create consistent and valuable social media content 
• Capitalize on the extra time and attention you earn!

Pre Order Andy's Online Course The "Yes, If" Mindset Master Class

Connect with Andy Olen

• AndyOlen.com
• The Sales Warrior Within Podcast
• Andy Olen's Book: The Trilogy of Yes

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

New product launches are unique events. Andy Olen has launched multiple blockbuster products into global markets. In this podcast, Andy guides leaders, marketers, and strategists on how to launch and win. Andy also stresses the importance of preparing for a competitive counterpunch 90 days after launch. Be ready, have fun, and make your new product launch sizzle.

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

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

The Sales Warrior Within | Season 2 Episode 8 - Book Review: The No B.S. Small Business Book by Casey Graham

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Book Review: The No B.S. Small Business Book by Casey Graham  - A highly recommended, easy to read, and thought-provoking book with significant business and applicable sales lessons

• Andy Olen reviews Casey Graham's business book
• Build your "Owner's Intent" to give your effort focus and purpose
• Develop values that connect with your Owner's Intent
• Andy uses Casey's best practices and shares his work-in-progress "Owner's Intent" for his company 
• Andy applies the lessons from the book to salespeople and encourages sellers to build their Sales Intent and Product/Service Intent
• A thumb's-up  recommendation to invest your time in Casey's book

Connect with Casey on LinkedIn
BUY Casey's Book on Amazon.com

Connect with Andy Olen

• AndyOlen.com
• The Sales Warrior Within Podcast
• Andy Olen's Book: The Trilogy of Yes

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

It's a big and important transition to go from being the star sales rep to becoming the new sales manager. The learning curve is steep and new sales managers need guidance and support. In this episode, Andy shares his experiences with and insights for this important group of talented sales professionals. Accelerate forward with confidence.

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

The Sales Warrior Within | Season 2 Episode 7 - ALWAYS Choose Cooperation Over Conflict 

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

ALWAYS Choose Cooperation Over Conflict  - We're watching conflict play out on the world stage as a tragic example of what happens when we fail to cooperate.

• Andy unpacks the conflict, crisis, and chaos as Russia invades Ukraine
• At a macro or geopolitical level, the failure of cooperation is drastic and devastating
• The Russian invasion of Ukraine serves as a saddening case study for salespeople
• Although the stakes are never as big as they are in Ukraine, we must remind ourselves to always cooperate, even in the toughest of situations
• We are wired to cooperate, not fight
• Use cooperative sales and negotiation techniques with your customers to ensure everyone walks away from the sales event feeling successful.

Pre-Order The "Yes, If" Mindset Online Negotiation Course

Connect with Andy Olen

• AndyOlen.com
• The Sales Warrior Within Podcast
• Andy Olen's Book: The Trilogy of Yes

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

"Yes, if" two of the most powerful words in sales, leadership, and life. "Yes, if" empowers you to say YES to every customer request IF you ask for value in return. Andy introduces the "Yes, if" approach on this episode of the podcast. 

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

The Sales Warrior Within | Season 2 Episode 6 - "Yes, If" Negotiating AFTER the Sale is Complete

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Negotiations Continue Well After the Sale is Complete - Continue to use "Yes, If"

• Andy shares his passion for the nobility of sales and salespeople
• By creating value for customers, salespeople make their customers stronger and more effective
• Andy gives a shoutout to his friends at The BeautyHealth Company (NAS: SKIN) and a blow-out 4th quarter shared with Wall Street
• Negotiations don't end once the contract is done, they continue
• Once the implementation of a product or service begins, customers may have new requests and needs
• Continue to use "Yes, If" and the Trading Sheet to cooperatively navigate these important moments
• Seek to change the status quo through cooperative negotiations
• Work toward a cooperative Triple Win Outcome - a win for the salesperson, customer, and salesperson's business

Pre-Order The "Yes, If" Mindset Online Negotiation Course

Connect with Andy Olen

• AndyOlen.com
• The Sales Warrior Within Podcast
• Andy Olen's Book: The Trilogy of Yes

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

Peloton, the Green Bay Packers, and Salesforce.com - These companies do more than sell products; they build communities of loyal customers and evangelists. These are the unicorn brands. Andy provides his hot take on these exceptional companies, and what makes them unique. Sales leaders, marketers, and executives can unleash The Sales Warrior Within and transform their brands into robust communities. 

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

Preparation is key to delivering the perfect sales pitch. On his way to a sales pitch, Andy takes some "windshield time" to stress the importance of preparation before any and all engagements. Make your sales pitch hit the mark with great prep. 

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

As a salesperson, should I be mindful of the content I put out on social media? The short answer is YES. Andy shares his thoughts and insights on how to best approach your social media content as a Sales Warrior. Andy shares a funny social media customer story as he provides his tips and thoughts throughout the episode. Listen in to insure your social media content helps you build trust and credibility as the great Sales Warrior Within continues to grow and evolve.

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

The Sales Warrior Within | Season 2 Episode 3 - Don't Sell Using Slang

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Don't Sell With Slang

• Avoid using slang, idioms, and complex language with customers
• It's easy to use slang, but remember that your customer may not know what you're talking about
• Customers also won't give you feedback on your language; they'll ignore you
• Andy Olen shares three best practices

1. If you use a slang term, define it for your customer
2. Replace slang with a story
3. Simplify your language and communication style

• Andy shares slang terms from sports, pop culture, and business
• Build the habit of limiting slang and using the best sales practices from this podcast with your customers

Pre-Order The "Yes, If" Mindset Online Course

Connect with Andy Olen

• AndyOlen.com
• The Sales Warrior Within Podcast
• Andy Olen's Book: The Trilogy of Yes

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

The Sales Warrior Within | Season 2 Episode 3 - Make Cooperative "Yes, If" Negotiations Your Jam

Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Cooperative "Yes, If" Negotiations Create Triple Win Outcomes

• If you want to fight your way through negotiations, don't listen to this podcast episode
• If cooperation is your thing, then the "Yes, If" Mindset negotiation style will fit you perfectly
• Andy Olen shares his approach to building cooperative negotiations
• From $450,000,000 deals and beyond, Andy has successfully negotiated with "Yes, If"
• Understand the Dark Side of Negotiations
• Discover how to trade value for value using "Yes, If"
• Build trust, prepare to negotiate, and execute
• Become a confident and skilled negotiator
• Andy has created an online course that will help you quickly become a skilled and confident negotiator.

Pre-Order The "Yes, If" Mindset Online Course

Connect with Andy Olen

• AndyOlen.com
• The Sales Warrior Within Podcast
• Andy Olen's Book: The Trilogy of Yes

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

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

In Part 2 of the mini-pod series on how to write and publish a book, Andy guides you going through the drafting process by focusing on storytelling. Don't be afraid of the challenges you'll face as you move from your first to the second draft. You are further along than 99% of the people say they want to write a book. Keep making it happen! 

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

Your book is on it's way! You're getting closer to launch. With your book draft in hand, it's time to attack the technical aspects of publishing. Copy editing, formatting, and insuring your voice is coming through strong and clear. In the third part of this series Andy helps you sprint toward the now visible finish line. You are becoming an author!

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.