K2 Sales Podcast

Are you leading with fear?

How often do we hold our questions, avoid raising our hands, singing up for things, learning in….Why?

Are we expecting the worst, focusing on what we don’t want, replaying a past event that didn’t turn our in our favour.
Whatever the case we are leading with fear.

Fear will paralyze us in to inactivity, riddle us with doubt, self criticism, comparison and we find ourselves spiralling downward.

How can we take control over this downward path to nowhere?

Tune in to my solo podcast where I share 3 ways I practice putting fear in it’s place.

#sales #salestips #salespodcast #fear #selfbelief

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

1:1 and group coaching packages available as well.

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There is quite a bit of movement in the B2B sales space as it relates to jobs, particularly sales leaders. Many people are getting the itch to move, whether it be for more money, re-energized, os simply a new beginning. The challenge is many are unaware of why they are in their current role. What they enjoy about it, why they chose their company, what lights them up. Sadly they end up of playing safe, living on the surface and being passed up for new positions.


In my conversation with Amy Volas, CEO and Founder of Avenue Talent Partners, and a LinkedIn top voice in sales, sheshared her thoughts on the importance of understating your why and clarity of self. Looking inward to connect and understand  the choices we make, what triggers them, why we do what we do. Start making sense of the pieces, so when we are applying for new roles, we are crystal clear with our message, our UVP, our strengths because we have done the work.

These are the types of leaders people will follow.

Clarity of Vision, Amy Volas
00:50 Introduction
01:15 Introducing Amy
05:33 Leaders And A Sense Of Purpose
11:42 Visualization
16:49 Autopilot and Finding a Clear Understanding
18:48 Energy
22:08 Sales Superpowers
27:54 There Is No Playbook
31:41 The (Lifelong) Journey
33:32 Importance of Coaching as a Leader
40:25 ATP and Client Satisfaction
43:26 Journaling
46:03 Scorecard
48:41 Reach Out to Amy!
Get In Touch With Amy
Amy’s LinkedIn: Amy Volas - Founder & CEO - Avenue Talent Partners - LinkedIn
Amy’s Twitter: https://twitter.com/AvenueTP?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor
Amy’s Blog: Amy Volas | The HubSpot Sales Blog
Avenue Talent Partners: About Us | Avenue Talent Partners

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 does it mean as a seller to be One Up?  "We have greater knowledge and greater experience than our client, we have information disparity. We know things they can’t possible know because they don’t sell what we sell and they make these decisions  very infrequently." 

When they make these decisions, they’re not very good in part because they don’t have the necessary experience.

As One up I know something you don’t know and if I can share it with you, then you will know what I know and that will help you make a better decision.

You are one up in very few categories.

When we are one down, we sit down with our clients and we talk about their business, because they know their business better than we do. We need to know it well enough to have a good conversation. They understand the playing field, who needs to be in the room, who’s going to be helpful, who will resist change, They know what they can and can’t do. There’s a lot of things we can learn from our clients, to become more one up. 

Are you one up or one down? Tune in to my conversation with the great @Anthony Iannarino where we discuss his latest book, Elite Sales Strategies.

About Anthony:

Anthony Iannarino is an author and sales coach who works to develop high-performing teams and sales reps. Through his many books and years of experience and learning, Anthony offers incredible sales tips and ways to be successful in the sales industry. Tune in where we discuss Anthony’s latest book Elite Sales strategies

Shownotes:

1:11 Introducing Anthony

6:00 One Up Vs. One Down

9:56 Balancing “One Up-ness”

14:30 Recognizing Gaps and Learning From Others

21:55 Value Creation & Shifting Mindsets

27:45 Avoid Rapport Building

32:45 “Time is the Currency We Trade In”: Getting from 1 to 2

35:40 Why Are We Still Pitching? It's a Comfort Thing.

40:35 Commitment to Change: It Takes Time

43:07 Storytelling

45:30 Get In Touch With Anthony

Get In Touch With Anthony

Anthony’s Website: https://www.thesalesblog.com

Anthony’s Newsletter: https://www.thesalesblog.com/newsletter

Twitter:https://twitter.com/iannarino?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

LinkedIn: Anthony Iannarino - Keynote Speaker & Workshop Facilitatorhttps://www.linkedin.com › iannarino

Anthony’s Books: https://www.amazon.com/Anthony-Iannarino/e/B01L9F3BNW%3Fref=dbs_a_mng_rwt

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 often as new or tenured sales leaders are we not getting the results and desired  performance of our team?

When we dig deep, we start by looking at KPI’s, forecasting, motivation from our teams side, but have we stopped to consider our role as a #salesleader.

Are we modelling the desired behaviour? Leading with transparency? disarming to build trust, show our vulnerabilities. Showcase we too are human, make mistakes and have bad days. Embrace our #flawsome.

Todd Caponi is an award-winning sales leader and former senior leader. Todd has extensive knowledge in sales methodology and learning theories. Todd also has two best seller books, The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results and The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results.

Shownotes
00:51 Summary
03:33 We Want To Hear From You:Feedback
03:58 Re-Introducing Todd Caponi
04:35 What Compelled You To Sales Leadership?
09:35 Todd’s Story: Revenue Leadership & Forensic Sales Expert
11:11 The 5 F’s: The Cliffsnotes Version
17:00 Workplace Hierarchy: We’re All Equal, Just Filling Different Roles
19:55 Advice For Young Leaders
23:35 Showing Impact and Making Your Mark: Embrace Uncertainty
27:30 Predictions & Embracing Uncertainty
30:35 Consistency
31:38 Navy Seals: Running But Not Knowing The Distance
33:20 “Nerd-ery for Sales History”
36:03 Too Many Choices: Making Decisions Harder? + Negative Reviews & The View Of Perfection
41:25 “Salespeople Are Coin Operated” - If You’re Doing It Wrong
42:49 Todd’s Prediction: The Great Resignation & Knowing Your Work Matters
48:43 Where did “Nerd-ery” Come From?
50:45 Feature Benefit Selling
54:37 “Extreme Firmographic Focus”

Get In Touch with Todd!
Todd’s Website: https://toddcaponi.com/
Todd’s LinkedIn: Todd Caponi - Founder, Speaker & Workshop Leader - LinkedIn 
Todd’s Books:
The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results

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

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

1:1 and group coaching packages available as well.

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

Jim Irving is no stranger to sales, a 3 time author with over 43 years in B2B selling with a number of industry leading tech organizations. He is well versed in what strong sales  people are doing well and where there is room for improvement. 

Starting his sales career in Scotland, he now runs Merit Consulting based in Belfast, N. Ireland.

Join us as Jim and I discuss the fundamentals of sales and what we can do to  bring them back. From sales process, mindset, leadership, discovery and much more. Get your pen and paper ready, this one is noteworthy.

00:51 Welcoming Jim

03:10 Importance of the Sales Process

07:10 Connecting with Customers: Going with the Flow of Conversation and Building Relationships 

10:01 “Shame on You, Sales Leader!”

12:07 Detaching from the Outcome 

16:01 Psychology of Selling, H2H (Human to Human)

19:55 Pass-offs and Buyer Impact

23:40 Misunderstandings and the Importance of Live Discussions

26:02 Coming Up Against a Machine & LinkedIn

29:42 “WMT” (Which Means That) 

33:00 Value

36:07 Discovery

38:28 Research and Discovery: What You’re Doing Right

44:14 Dance In The Moment

48:24 Disarming and Vulnerability 

51:22 Looking at the Positives and Believing In Yourself

53:25 Flipping the Lens

58:15 Get In Touch with Jim! 

LinkedIn: Jim Irving

https://b2bsellingguidebook.com/index.html

Amazon: Jim Irving
 

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

Our job has been and remains to create an experience for our buyers.

With the economic environment looming, supply chain issues, resource shortages how can we as sales professionals make the difference?

We know from Challenger more than 53% of the reason people buy is because of us. How can we be more intentional, empathetic and creative to make it a “No Brainer”
for our audience to choose us?

Treat people the way you want to be treated, simple yet not always done.

Tune in to my solo podcast where I share 3 areas that help you stand out as the differentiator.

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

Want to learn how to better engage your audience? Starting with account segmentation  and prioritization.

Reverse Engineer situations to engage buyers. Gain the required commitments and achieve predictable outcomes.

 Listen to my conversation with Jamie Shanks, CEO of Sales for Life and Pipeline signals, where we discuss signals, from buyer intent, product

usage and relationships to determine what triggers to leverage. What compelling events should we be looking for in our accounts, human capital?

We all have 24 hours in a day, how can we ensure we are spending our time performing $500/hr jobs vs $5/hr jobs?

We go over all of that and much more on this week’s episode of the K2 Sales Podcast. Thank you for watching and see you next week!

01:01 Introduction

04:56 Introducing Jamie Shanks, CEO of Pipeline Signals

05:33 Transition: Stock Broker to Sales

08:30 Cold Calling & the FAB Feature Advantage

11:11 Importance if Having a Network

15:33 Videos

17:13 Audience Engagement and Connection

22:40 Buyer Centricity and Leader Duties

27:25 The Pareto Principle

33:34 13% of A Seller’s Week

37:34 Three Signals

40:25 Reverse Engineering

47:45 Three Ways To Engage Your Buyers

50:33 Get In Touch With Jamie

Pipelinesignals.com

Social Selling Mastery

LinkedIn: Jamie Shanks

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 times are we looking through the rear view mirror? could have, world have, should have, too little too late.

What can we do throughout the buyer’s journey to create a predictable, repeatable and enjoyable experience for both parties?

I have been on both sides of the fence. I am aware of realizing what I did wrong after the fact, licking my wounds and making sure to never repeat, although it is a hard lesson to learn in the moment. I also am well aware of looking at leading indicators, predictors of which way the deal is moving in the moment. What am I doing to contribute to the deal positively or negatively. When we are aware of these we know what levers to pull, or commitments to gain.

 There are many ways to analyze leading indicators, Here are 3 to start with:

Reflection  Are you checking in with yourself? being honest as to what is truly taking place, vs what you would like to take place, Confirmation bias is real.

Sometimes inactivity is buried under FEAR, where insecurity is underlying for many reasons. When we pause, connect, and look inward we may see that we are stalling the deal, we are at the ones adding friction. 

We will never see these signals without a heightened  self awareness. When we quiet our minds, check in and look inward we are able to receive the message through reflection. This takes letting go of ego and practice. 

Feedback

Beyond reflection are we able to solicit feedback from a mentor, boss, colleague, coach etc?

Get their take on our approach. A second set of eyes, roll play, map out what played out, look at things from the other persons perspective. Get an impartial set of eyes to see what gaps exist from their standpoint. Often we are tunnel visioned and only see things from our lens

Sales Process

This is a critical one, first off do you have a sales process? A road map to create alignment in messaging, commitments and meeting our buyer’s where they are. For the most part the stages won’t change, it is the commitments required within each stage, the activities, questions required that allow us to advance to the next phase.

These are objective, you either achieved them or you didn’t.

During the sales interactions are you  gaining the right commitments? getting green lights? Are you taking note of when you are getting them quicker or slower then normal, why? This is valuable data to put back in your process and modify

We can’t wait for lagging indicators to come in and tell us something we could have prevented during the process.

Let’s get in front of them, through Reflection, Feedback and gaining the required commitments with a sales process aligned with our buyers’ journey.

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 sellers consider this formula in our customer interactions?

Before we gain the commitment to change our prospects must be frustrated with the way in which they are getting the job done today. 

Although, in their minds, there might be nothing wrong with it.

How can we tee up ideas, increase their awareness,  share insights, stories that make the invisible visible?

The challenge, ensure the idea comes from them... so their next thought  is "hmmm, perhaps we could look at things from a different angle." That’s your opening.

Tune in to my conversation with @Jen Allen where she drops so many nuggets, to disrupt status quo, lean in to our curiosity, empathy and storytelling both as Individual contributors as well as sales leaders. The cost of inactivity, “How do we size the cost of the problem, if we do nothing”? 

You will need a new note pad with all the tactics she shares.

Join us as this week’s episode of the K2 Sales Podcast features special guest Jen Allen of Challenger! 

Want to learn about the benefits of Challenger? Create better relationships with your buyers? Allow your buyer to develop the intuition and awareness of your own capabilities?

We go over all of that and much more on this week’s episode of the K2 Sales Podcast. 

Thank you for watching and see you next week!

00:57 Intro

03:00 Let Us Know What You Want To Hear!

03:25 Introducing Jen Allen

04:55 What’s Challenger?

07:00 How Are Buyers Buying?

09:40 Guidance For Your Sales Team

11:20 Intentions & The Five Profiles

13:59 Accountability & Ownership and Letting Them Come To A Realization

15:27 Letting Go Of Ego

20:00 Your Authentic Self 

25:55 Problem Matrix And Connecting The Dots

30:04 Should Everyone Have Challenger?

33:44 Earning Credibility: Playing The Short/Long Game

34:29 Detaching From Ego

34:39 3 + 1 Ts: Transparency

40:18 It’s All About The Buyer

44:44 Eliciting Discomfort

49:45 Emotions and Rationality

54:51 Storytelling: Emotions, Decisions, and Logic

58:46 Improv: About Making Your Buyer Look Good

1:02:09 Problem, and Solution Stories

1:03:09 Get In Touch With Jen

LinkedIn: https://www.linkedin.com/in/jenniferallen1121/

Email: [email protected]

Jen’s Podcast: Winning The Challenger Sale (Every Tuesday!) https://podcasts.apple.com/us/podcast/winning-the-challenger-sale/id1559020842

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

Join us as this week’s episode of the K2 Sales Podcast features special guest Jeanne, a health and fitness expert, and also Karen’s personal trainer! Want to learn about the benefits of consistency? Innovate, improve, and challenge yourself? Develop the intuition and awareness of your own capabilities?

We go over all of that and much more on this week’s episode of the K2 Sales Podcast. Thank you for watching and see you next week!

Shownotes

00:45 Introduction

04:04 The SIlver Bullet: Improving Performance
04:34 Introducing Jeanne

05:30 Jeanne’s Fitness Journey

08:50 Importance of Habit Creation

09:24 Importance of Consistency

12:42 Outcome Starts In The Stomach

14:43 Back to Back Calls: Are You Properly Fueled?

17:54 The Importance of When You’re Working Out

19:46 Effort, Goals, and ‘Pushing’ People

23:20 Asking People To Believe In Us

28:28 Awareness of Your Own Capability & Pushing The Barrier

33:40 Letting People Realize Their Strengths and Weaknesses

41:12 Trying New Things

43:55 Health is Wealth: Putting It Into Practice

46:12 Get In Touch With Jeanne!

Get In Touch with Jeanne!

Instagram: Jeannes.loveforFitness

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