K2 Sales Podcast

Julie Ellis never had a problem with dreaming big. As Co-Founder of Canadian brand Mabels Labels, they set up shop in a basement in Hamilton Ontario, only to sell it 12 years later to Avery Labels.

Learn what her process from grief to gratitude was like after she sold it. Letting go of her 12 year identity with Mabels Labels, unsure of what her next step were. Perhaps you can relate?

Tune in where Julie shares how she leaned in to her vulnerability shared her feelings and struggles, which surprisingly made her relatable and resonated with her audience. 

Julie’s experience, insights and lessons learned are admired by many and now she shares them in her recently launched book Big Gorgeous Goals, How Bold Women Achieve Great Things. 

Julie is an executive coach to corporate leaders and scaling entrepreneurs. 

00:47 Introduction

03:28 Welcoming Julie Ellis

04:10 Mabel's Labels & Setting Big Gorgeous Goals

07:55 Doubt and Patience, and Setbacks

12:00 Identity, Grief, and Gratitude: Being More Gentle with Yourself!

17:08 "Set A Goal and Climb That Mountain": Carve Your Own Path

18:20 Entrepreneurship, Co-Founders and Support

21:03 Getting Stuck In Your Sense of Comfort

24:04 If Possible For One, It's Possible For Many!

26:17 How Do You Effectively Delegate?

30:25 Scalability

32:30 Taking Risks: What's the Cost of Not Doing It? 

37:02 Managing Risk

38:08 Goal Setting 

41:19 What's Congruent with Your Value System?

43:40 Owning the Good AND the Bad

47:20 "Don't Accept Criticism From Someone You Wouldn't Take Advice From"

50:20 Importance of Visualization

52:08 Knowing Yourself and Checking In

55:40 Growth and Levelling Up

59:09 Connect With Amy!

Get in Touch with Julie

Big Gorgeous Goals: https://biggorgeousgoals.com/

Julie's LinkedIn: https://ca.linkedin.com/in/julie-ellis

Julie's Book: Big Gorgeous Goals: How Bold Women Achieve Great Things (https://www.amazon.ca/Big-Gorgeous-Goals-Powerful-Achieving/dp/1774581485)

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 Q4 approaches and we are doing everything we can to hit our year end number, are we projecting our insecurities, desperation and FUD on our prospects?
If so, we are reducing any chance of them every doing business with us. We are showing our inability to mange our process and allowing our emotions to get the better of us.
This is where they run and hide and ghost us.

Tune in to my solo podcast where I share how to drive up engagement by:

1) Avoiding generic messaging, actually doing some work
2) Avoid being Seller Focused, place the prospect front and center
3) Delivering Actual vs perceive  value, what’s changed?

To increase engagement with our prospects and have them advocate for us, they need to feel we genuinely want to help them. Alternatively, they can spot the wolf in sheeps clothes.

#sales #buyercentric #perceivedvalue

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

Are you an engaging presenter?
Do you take the time to watch your demo?

How is your tone? Are you pausing? Inflecting? Sharing stories? Painting a vivid image in your prospects mind or are these elements only considered for the theatre?

Tune in where  Nick Capozzi Chief Storyteller at Demostack walks us through the range of tools we have within ourself to deliver an engaging, impactful and memorable demo.

00:53 Introduction

03:00 Sales Leaders & Modelling Behaviour

03:44 K2 Sales Academy: ONE WEEK FREE TRIAL!

04:06 Introducing Nick Capozzi

06:23 More Effective Discovery = Better Demo?

07:55 Entrepreneurs, Solopreneurs & Storytelling: Doing It Right

11:41 The Neuroscience Of It: Information Overwhelm & Delivery

15:30 Best Practices: How Are You Showing Up For Your Audience?

20:52 Stand Up Comedy & Demos: What Do They Have In Common?

25:56 Buyer Centricity 

32:04 Delivery, Memory and Roboticism

33:45 Recapping the Issues, Unpacking, and Articulate Value

40:03 Fear To Dig In

44:09 Giving Value

47:57 Getting Momentum From the Demo: Importance of the "Leave Behind"

50:46 Get In Touch With Nick!

Get In Touch With Nick!

Nick's LinkedIn: Nick Capozzi - Head of Storytelling -Demostack | LinkedIn

Demostack's LinkedIn: https://www.linkedin.com/company/demostack/ 

Twitter: https://twitter.com/nickcapozzi?lang=en

DemoStack: https://www.demostack.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

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.

About Matt

"Matt has held executive leadership positions in product, research and consulting for many global organizations.  An accomplished business researcher, he is a sought-after advisor to corporate leadership teams around the world on topics ranging from sales and marketing effectiveness to customer experience and customer service strategy. Matt is the author of three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience, and The Challenger Customer.  His latest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was co-authored with Ted McKenna was released in September 2022."(Bio via  https://www.jolteffect.com)

Matt Dixon Shownotes

00:49 Introduction

02:47 Introducing Matt Dixon

03:54 Introducing K2 Sales Academy

04:23 The Jolt Effect

09:12 Status Quo & Cold Feet

12:48 Three Fears of Failure & FOMO

21:48 Omission Bias

34:08 JOLT - The Four Behaviors

46:22 Labelling

58:53 Own Your Expertise

66:09 Get In Touch With Matt!

LinkedIn: https://www.linkedin.com/in/matthewxdixon/
The Jolt Effect: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
Jolt Effect Website: https://www.jolteffect.com

We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.
To access our free one week Trial visit The  K2 Sales Academy https://k2salesacademy.com

Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.  To sync up regularly with your manager,  discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.  

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

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

1:1 and group coaching packages available as well.

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

How many of us are operating solely from our head?

Crossing off our to do list with ourselves, our team and our clients. Going thought the motions, living in our subconscious?

We celebrate crossing off items from our list, however what type of experience did we create for our audience? 

Would we be described as robotic, automated, cold or authentic, genuinely interested, compassionate?

Tune in to my solo podcast where I share 3 ways we can move from head to heart-  create an authentic, intentional experience for our clients.

Move them, activate their emotions and stand out from the rest who are  desperate trying to pull everyone & everything across the year end line.

It all starts from the inside out.

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

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

1:1 and group coaching packages available as well.

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

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

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

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

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

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

00:52 Introducing Buket Necip

04:54 Women in Sales Month & Your Journey

06:21 Advice For Women In Sales

11:19 Diverse Teams and Voices

15:42 Motivating Your Team

19:25 What Fills Your Cup?

23:48 “Feel The Fear, Do It Anyway”

28:21 Free2Be

30:24 Creating Connections

36:17 Commitment 

38:29  More Power Than You Think

42:56 What’s Right For You?

48:12 Get In Touch With Buket!

Website: https://www.free2bewellness.com 

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

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

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

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

Sandra is the founder of Bekhor Management. She is a Toronto-based, Practice Development Coach and Consultant focused on small to mid-sized firms across the GTA. An advocate of leveraging sound business and marketing principles within professional practice.

In our conversation, we discuss the need for small to medium sized business owners to start taking control of their selling initiatives. Increasing their awareness and becoming intentional to the type of clients they are looking to attract.

Understand the stages and processes that govern them and their client engagements, is there an overlap? Are we meeting them where they are, aligning our message to their stage and using language universally understood?

Tune in to learn how you can remove the daily fog, frustration and overwhelm, gain clarity on your sales directives and get back in the drivers seat.

Sandra Bekhor Shownotes
00:45 Intro & Women In Sales Month
05:04 What Do You Do?
08:50 Scoping Out What's Realistic (Especially In Planning!)
12:02 Where To Start (Exercises To Try)
14:41 Defining Success And Representation (As A Woman)
17:15 Social Media
18:44 Sales Initiatives In Small To Mid-Size Firms
22:00 Discomfort In Sales
25:10 Lawyers And 'Disarming'
29:01 Disarming With Your Customers
30:04 Storytime: How To Get The Job!
33:44 Importance Of A Framework
39:15 Synergies & Related Functions: Marketing and Sales
42:45 Presenting For Your Peers
45:48 Understanding What Works
49:48 Get In Touch With Sandra!

Get In Touch With Sandra
Website: https://www.bekhor.ca

LinkedIn: https://www.linkedin.com/in/torontomarketingconsultant/?originalSubdomain=c

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

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

1:1 and group coaching packages available as well.

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

When we look at companies who are showing  increased revenue year over year, experiencing minimal employee turnover  and have an overall excitement to come to work, we can dot it line back to a positive culture.

Within that, how can we create the same for our sales team?  How can we create a culture aligning to our overall company culture, what role does agility play? 

How can we model the behaviour so that we retain existing member and attract new team members?

Tune In to my conversation with Amy Franko, author of The Modern Seller, sales strategist, consultant, trainer and a keynote speaker. Amy helps organizations  transform their sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. (https://amyfranko.com/about/)

Shownotes

00:52 Women in Sales Month

01:07 Introducing Amy

04:30 Importance of (Defined) Company Culture

06:29 Intentionality and Purpose in Leadership

13:08 Agility and The Modern Seller

14:44 Pivoting

17:17 Commitment & Success

19:25 Embodying Culture As A Leader

22:03 Accountability & Awareness

26:14 Transparency

30:52 Importance of Training

39:44 "Dance In The Moment"

46:08 Learning New Things

51:57 "Facilitating and Frameworks"

55:25 Relationship Building

60:12 Get In Touch With Amy

Get in Touch with Amy
Amy's Website
LinkedIn 
Youtube

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

Amanda Vicinanzo has over 15 years of experience in the cybersecurity sector, managing large IT Security projects. She leverages her extensive knowledge of cybersecurity to improve services, while advocating strongly for women and diversity within her team and the sector. Her years of experience, advocacy for women and leadership was recognized as IT World Canada’s top woman in cybersecurity 2022.

Buckle up and tune in where Amanda dispels myths about what it takes to get in to cybersecurity, that there is plenty of room for women at the table and the amazing potential to help and support people and companies at risk.

Shownotes
00:53 Introducing Amanda
05:40 How Did You Get Into Cybersecurity?
09:19 Going Beyond Firewalls
11:23 Being The Only Woman In The Room & Imposter Syndrome
15:09 The Importance of Mentorship
20:04 Confidence 
24:28 WICyS and BlueVoyant
28:25 Culture
30:24 Amanda's IT World Canada Award
39:54 Brave, Not Perfect
44:16 Advice for Young Women
48:53 "Brave, Not Perfect" and Parenting
55:15 Get In Touch With Amanda

Get In Touch With Amanda
Amanda Vicinanzo, PMP, ITILv3 - Toronto, Ontario, Canada
https://www.instagram.com/mindful.avici/?hl=en

If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog

To learn more about Karen connect with her on LinkedIn  https://www.linkedin.com/in/karen-kelly-sales-trainer-/

If you have any suggestions for guests or topics on the K2 Sales podcast please contact [email protected]

Listen or Watch
https://pod.link/1549646427

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

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

1:1 and group coaching packages available as well.

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