K2 Sales Podcast

March is Women in History month and Wed March 8 is International Womens Day! 

Let’s celebrate all the hard working women and those identifying as women in the world. I hear you and I see your beautiful faces!

Women have come along way and still have a long way to go, representing only 14% in Sales Leadership roles. This statistic is not only unacceptable it is embarrassing.

Why are we not attracting more women in sales and sales leadership?

How can we support one another, blaze the trail for those coming behind us? work with men to collaborate, teach and strive towards a common goal.

Tune in to my solo podcast where I celebrate women from where we were, where we are and where we are going.

Onwards and upwards!

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

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

1:1 and group coaching packages available as well.

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

As sales professionals, we unfortunately don’t have as many negotiation strategies  in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.

Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience 

Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, there are some things that don’t require preparation, they require being a good person. Patrick mentions the importance of  integrity, the desire to build trust, be honest and admit when you make a mistake, these fundamentals are game changers.

00:45 Introduction

01:04 Introducing Patrink Tinney

03:15 Reflection: Questions to Ask

04:55 Welcoming Patrick

05:34 How Did You Get Into Sales and Marketing (Negotiations)

08:47 Internal Process and Buyer's Journey

11:22 Taking Back Your Power

14:00 Cost Models

20:35 Seller vs. Buyer: "Don't Get Beat Up by "Tim"

25:07 Making It Easy For the Buyer + "Unlocking Yes"

30:30 Building Trust into Your Negotiations

37:30 Preparation, Negotiation, and Challenges: Understanding Economics of Communities

40:30 Inviting Your Prospect: The Big Picture

48:20 You Already Have the Keys

51:00 Execution

53:40 "Doing Business In A Way That You Would Want It Done To You"

Get In Touch With Patrick

LinkedIn: https://www.linkedin.com/in/patrick-tinney-903556145?originalSubdomain=ca

Centroid Marketing and Training:https://www.centroidmarketing.com/

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

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

1:1 and group coaching packages available as well.

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

As front line sales reps, how can we get better? Even if our boss is not coaching us, giving us the feedback we need, let’s not wait for someone else to create our success. 

Tune in to my conversation with Dave Kennett where he breaks down what top sales performers are doing at the beginning, middle and end of a call do increase conversions and close rates.

This one is not to be missed. Get a pen, Paper, highlighter, hit pause and take notes. More importantly put it in to practice. Start with 1-2 of them, get feedback by watching your own calls, working as a team or finding an accountability partner. Watch the progress, tweak more and repeat.

This is a complimentary scorecard to up your confidence, techniques and show up authentically to delight your prospects.

Dave and his team at Replayz and Replayz IQ analyze 1000 of calls and easily see what is consistently rising to the top. Don’t reinvent the wheel, we’ve got your back!

From Good To Great, Dave Kennett

00:50 Introduction

02:51 Key Points + Listening In 

04:40 Introducing Dave

05:40 Sales Leaders + AEs: Coaching Culture

11:23 Challenge with Sales: Practice More Than You Play

14:23 Sales Reps: Snap Out of the Victim Mentality!

17:26 Sales Leaders: Coaching

20:45 Being Vulnerable & "At-Bats"

24:58 What Are Top Performers Doing?

32:28 Uncomfort: Your Customer Wants You to Succeed

35:27 Secure Your Meeting & Add Value

40:40 "Losing Your Opportunity to Stand Out"

43:40 "The Middle"

47:07 Avoid that Scarcity Mindset 

50:35 Your Prospect: Putting It In A Customer Lens

53:30 Are They Leaning In? 

1:00:23 Getting Feedback & Staying On Track: 2 Way Street

1:02:578 Get In TOuch With Dave

Connect with Dave and learn about his new sales coaching company https://callcoaching.com/

Dave's Linkedin: https://www.linkedin.com/in/dkennett/overlay/background-image/

Replayz Website: https://replayz.com

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

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

1:1 and group coaching packages available as well.

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

In Episode #19 of Social Selling for Newbies we discuss with Karen Kelly about how women have historically avoided sales roles and sales leadership positions but that is changing slowly but surely. Join us with special guest and sales coach Karen Kelly and discover how women can use social to succeed in sales and have a long, rewarding career in sales and sales leadership.

2:30- Karen Kelly's background

5:34- Women avoiding sales

7:30- Cold Calling

10:20- Understanding your why

12:38- Word Association with Sales

16:20- No sales policy

18:34- How to change bro culture

21:58- Building yourself in Sales

25:40- Corporate Selling vs Social Selling

28:43- Difference between men and women in Social Selling

31:54- Perceptions and Consequences in Sales

35:20- Getting out of your own Head

37:05- Don’t be afraid in Sales

41:15- Closing Statements

43:39- Karen Kelly’s information

Subscribe to the audio podcast on your favorite channel:

https://socialsellingfornewbies.buzzsprout.com/share

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

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

1:1 and group coaching packages available as well.

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

As sales reps and managers most of what we know to advance our deals is the need to overcome or defeat status quo. When we start seeing gaps in communication with our prospects, deal momentum started to slow down, we dial up FOMO. Reignite the burning platform, the shiny features we showed them in our demo, the 10% end of quarter discount. Sprinkled with a little bit of fear to remind them there is a better way, lets move them away from current state, “the pain of same"

When the deal still doesn’t advance, we scratch our head as this is all we knew.

Fast forward to the release of @Matt Dixon and @TEdMckenna book The Jolt Effect and Voila there is another hurdle we have to overcome, oh and it’s bigger than status quo!

Nearly 60% of deals end in no activity due to indecision. Even though they have articulated they want to move forward, with you, status quo is no longer an option the deal stalls.

 Tune in to my conversation with the amazing Matt Dixon where he shares what we should do in these instances to dial down the FOMU, fear of messing up and help our buyers feel more confident in their decision making.

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

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

1:1 and group coaching packages available as well.

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

While in St Lucia, I decided to do a 2.5km open water swim. What I didn’t realize is that I would think about the selling environment along the way.
Low and behold I am sharing the 5 areas of focus that came to me during my 52 minute swim.

1) Mindset, what role does it play during your selling engagements? Are you entering strong? Where and why does it weaken?

2) Focus on your game and stay in your lane. Looking around you and copying what colleagues and competitors are doing is not staying true to your authentic self, stay in your lane and you do you.

3) What got us there once, won’t necessarily work the next time.
Even though opportunities, industries, personas seem similar, avoid hitting repeat. Things will always be different. Where do we have to shift, pivot our approach playbook, mindset, tech stack etc?

4)Stay true to the process. Often times we can’t see the end in sight, deals get stalled, delayed, change of people. Stay committed to the process and your daily activities that incrementally will take you to your end result. Looking forward can sometimes seem daunting and demotivating as there is no end in sight. Look backward, look how staying true to your self and the process has brought you to where you are. Stay the course.

5) Have fun and celebrate your wins. Life is short. People buy from people. How can you bring your personality, fun and excitement to the selling environment. We are competing with bots, make it obvious you are not one of them. Finally, celebrate your wins. Avoid moving on to the next opportunity without pausing, reflecting and patting yourself on the back, you did it. Take that feeling with you to the next one and take time to celebrate your successes.

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

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

1:1 and group coaching packages available as well.

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

How many of us say we are buyer centric but secretly have our needs ahead of our customers?

We can’t fool them, they feel it.

Any Suits fans out there?

Tune in to my solo podcast where I Share how Mike Ross and Trevor’s relationship highlights what buyers feel when we put our agenda over theirs.

#sales #salespodcast #buyer #buyercentric #sales process #salesrep

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

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

1:1 and group coaching packages available as well.

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

Tune in where Tom shares how to be truly buyer centric and ditch the legacy, rigid sales process. 

He walks us through the stages of the revenue zone as well as an updated look of who is making the B2B decisions.

Millennials are at the helm and their approach is not the same as what we know as traditional sales. Their intolerance  will easily  disqualify early and fast.

Tune in to sharpen your sales skills and change the outcome

00:43 Introduction

04:59 Introducing Tom Burton

05:45 Buyer Centricity

07:10 Enabling the Buyer

12:20 Role of the Rep

14:40 Creating Demand

18:35 Demo

23:10 Adding Value & Closing: The Millennial Buyer

34:11 Driving Outcomes: Facilitating the Journey

38:03 The Revenue Zone: Visual Walk Through with Tom Burton

55:58 Protecting Your Ground Work: Getting Into the Revenue Zone

59:50 The Yellow Brick Road

1:02:40 Millennial Buyers 

1:06:03 Get In Touch with Tom!

Get In Touch with Tom

The Revenue Zone - Tom Burton: https://www.therevenuezone.com

LinkedIn: https://www.linkedin.com/in/tburton5350/

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

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

1:1 and group coaching packages available as well.

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

How can we keep our head above water?
Become resilient, tune out the noise and focus on what’s in our control?

As we enter 2023 and we look at the current B2B selling environment 

Budgets are cut
Quotas are unchanged and
Prospects are not returning our calls

It is easy to bury our head, go inward, blame, doubt and spiral downwards. This approach serves nobody.

Tune in to my conversation with Marques Ogden former NFL player where he shares his life successes and some of the lowest moments in his life after he lost it all.
More importantly how he turned it around to get his life back on track and now how he helps others to do the same.

This is a great story of resilience, vulnerability and authenticity.

00:05 Introduction

04:14  Welcoming Marques

05:10 Losing Battles: Resilience 

10:30 Failure

15:10 Fulfilment 

19:00 Outcomes

24:35 Purpose & Self Care

30:00 Gratitude & Path To Success

36:33 Aligning with the Energy

42:07 Recognition

44:10 Get In Touch

Get In Touch With Marques Ogden

Email: [email protected]

Podcast: Get Authentic with Marques Ogden:https://podcasts.apple.com/us/podcast/get-authentic-with-marques-ogden/id1633323257

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

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

1:1 and group coaching packages available as well.

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

What a year 2022 has been. As the pendulum continues to swing, we wonder where it will land. 

As we come to the end of 2022, I reflect on the top 5 lessons learned that stood out for me in the last 12 months.

In no particular order:

1) Listen to your Gut

2) You are the average of the 5 people you surround yourself with, choose wisely

3) Take a Pause

4) Always work on your mindset

5) Consistency is key

If you struggle with any of the these, my hope is you normalize your thinking and work towards overcoming them.

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

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

1:1 and group coaching packages available as well.

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