K2 Sales Podcast

Sales Leaders, business owners, are you creating a safe space for your team to feel heard, understood, voice their concerns, ask questions, or are they chatting with their colleagues after meetings sharing that they  felt under-minded, under valued or potentially belittled during a meeting, group session etc

Tune in to my conversation with Tom Girling, Founder of Blue Mediation where he brings his 37 years of experience from the Ontario Police office, licensed private investigator, mediator and workplace fairness analyst.

We talk about work place conflict, how failure in communication has long lasting systemic repercussions.

How to empower people to speak up whether they are impacted directly or observed the situation. Create a safe space with an inviting culture that attracts new talent and retains existing.

Great learnings form all levels of corporations to put measures in to place today, set the tone for what is acceptable and what is not, make sure that line is crystal clear.

00:47 Introducing Tom

01:15 Conflict in the Workplace

04:23 Intentions

07:01 Addressing Things in the Moment

09:22 Why Are These Issues Not Being Addressed?

12:42 Toxic Work Culture & Power Imbalances

14:30 Conflict

16:11 Mediating Conflict

18:52 Examples of Good Leadership

21:51 Workplace Restoration

23:54 Tom’s Recommendations

28:29 Harassment Policies 

33:05 The ‘Gray’ Zone

35:52 Bullying

38:19 CCOHS

41:55 Ego

44:31 De-escalation Tactics

48:16 Gary Furlong

50:59 Chris Voss

52:55 Allow Silence 

55:27 Get Into Contact with Tom

Website: Bluemediation.com

LinkedIn: Tom Girling

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

How can storytelling help us connect with our audience? be others focused and better position our product through storytelling?

Leading with company slides, logos and product pitches is a sure way to repel our audience.

Knowing where the gaps are, when the hesitations arise in advance allows us to pre-prepare stories to bridge the gap of where they are and where they want to be.

To do this effectively we need to become great story tellers! Reverse engineer the story for our audience and their desired outcome.

I had the pleasure of speaking with trial lawyer Robbie Crabtree who shares his framework and tactics of how he used storytelling in high stake courtroom situations and now how now  leverages his skills to teach others become effective storytellers as the Founder of Performative Speaking.

This is an action packed conversation that covers many tactical ways to connect and engage with your audience.  Disarm them and create the perfect situation to share a story or better yet invite them to share a story and start building the foundations for a trustworthy partnership .

1:27 - About Robbie

5:28 - “How can I be a game changer” and an effective storytellers

11:58 - Fostering flowing conversation

14:58 - Importance of making mistakes

20:39 - Building Connections

21:18 - Disarming and being open with your team

29:59 - Michael Jordan and resilience

42:47 - Being afraid of silence

51:25 - Listening to your audience

69:30 - Connect with Robbie

Robbie’s Site: Robbie Crabtree | Performative Speaking

Twitter: https://twitter.com/RobbieCrab

LinkedIn: Robbie Crabtree

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]

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 take to get your audiences attention? How can you move from one to many while still keeping it personalized, or can you?

Tune in to my conversation with CEO of Sales Schema, Dan Englander where he breaks apart the roles of sales and marketing, how leveraging referrals can de risk our conversation and many more tactics to help us break through the noise in a meaningful way.

00:59 Lead Generation & Prospecting as 2 different entities 

02:24 Are we asking too much of sales people?

04:06 Utilizing your resources 

05:40 Serving a niche market

06:26 Outreach

08:41 Referrals & the Sweet Spot

11:46 Starting small: Putting together your list

14:12 “Its a numbers game”

14:47 The Importance of Personalization 

16:37 Refining your message for your audience 

18:30 automation

20:36 Evaluation and measurement 

22:12 Using hope as a strategy

24:09 Niches in the riches

25:30 Top tips for getting results

27:35 De-risking 

27:44 Getting into contact with Dan

           email : [email protected]

Dan Englander is the host of The Digital Agency Growth

Podcast and CEO and Founder of Sales Schema,

fractional business team for marketing agencies and

B2B companies, leverage his their approach called Relationship Sales At Scale ™ 

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

As the Executive Director of Haltech, Shann McGrail is well aware of what it takes to thrive in a male dominated world spending many years in Technical sales at Microsoft.

Now as Executive Director of Haltech, Shann is involved in many programs supporting Halton Region.

Shann and I speak in detail of one program in particular, Beyond Boundaries. The Business Accelerator for Women Entrepreneurs. She shared the business case that brought it to light, the impact it ha had on women led businesses, some statistics showing the needle is moving in the right direction and much more.

“Done is better than perfect” 

"Diversity, Equity and Inclusion, focus in on needs of women entrepreneurs"

If you are a female founder, know one or are thinking of becoming one, tune it to this episode. Shann shares insights, and tactics on how we can over come many obstacles unique to women. Just to name a few:

1) Sales  is not a bad word- leveraging our innate abilities to help other

2) Surround yourself with a strong community- When times get tough, understanding you are not along goes a long way

3) Be kind to yourself, turn off the negative self talk in our heads- The pandemic became about survival for some women, focus on what we can control and leave the rest out.

For more information on Haltech and some of the programs they offer, please contact them at  https://www.haltech.ca/

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

Time is the currency we trade, when we are prospecting, are we considering our prospects time? 

Do we have strategic, pointed questions that will leave a lasting impression on them or are we winging it and sounding like everyone else?

Are we able to have business conversations that drive desired outcomes or are we hanging tightly to our product?

Tune in to my conversation with Tibor Shanto where we discus prospecting best practices, how not all buyers are in in buy mode, shocking!

Understand how to align with your prospects by helping them achieve an outcome when the problem you are sharing is not ringing true for them.

1:18 Introducing Tibor

3:45 Reach out to us

4:04 Why Choosing to not prospect means you’re choosing to go out of business

5:58 Your Business and it’s Cycles: Understanding the Rhythm

6:58 Information Overload

9:08 Beware assuming “buying mode” in Communications 

9:56 Sales and Marketing: the connection

10:54 Customer Experience

13:10 The Pulse of the Market

13:52 Importance of Case Studies & “Making It Easy” for one another

18:00 The things you thought about when you were stuck on the Don Valley Parkway

19:42 The Internet

20:42 Having a good discovery (Tibor has a question guide on his website)

22:00 Nirvana

25:19 Painting the right picture

31:59 Turning a loss around

34:34 The importance of time

35:59 The 7 Powers of Questions

40:55 Ten Day MBA

42:34 Confidence

47:34 Partnership & Vendors: Interrupting Professionally

51:68 LinkedIn & Finding Clients

LinkedIn: Tibor Shanto

Website: tiborshanto.com

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

When you deliver your value prop, you are sharing outcomes your solution provides, right?
Good
But have you also considered where your audience resides related to the power line?
Are they Above the line, ABL or below the line, BTL?

There is a huge difference.

Below the line users care about features, benefits, they need a solution to their problem now, using  language such as budget, problem, immediate fix.

Above the line users focus on Cause, Outcomes, ROI. They are looking to see how this one problem ties in to the bigger picture. They are willing to hold off on the immediate delight of one problem to get to the greater good of the bigger picture. They time travel between quarters and seek partnerships.

It is like sitting at the kid and adult table for dinner. Kids don’t care about adult talk and adults don’t care about kid talk. Adults don’t want happy meals and kids don’t want filet mignon.

No different in sales, Align our message and the outcomes you provide to your audience at the right time to maintain engagement and invite them to join you along the buyer journey.

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]

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

Do we have shiny penny syndrome? Always looking around us for the next gadget, tech stack or silver bullet.
I hate to break your bubble but it doesn’t exist.
In my solo podcast, I talk about Back to Basics, what elements of the sales process are tried and true and timeless.

1) Understand what has changed with your prospect, their role their internal processes. Are we providing perceived or actual value?
When we know what has changed, how they get the job done now vs pre-pandemic, we have clarity of what they need from us, this allows us to show up in a more meaningful way than before. When we don’t understand this, we assume it is business as usual and makes it vey easy for our competitors to sweep in underneath us.

2) Framework- What roadmap are you following to ensure you are taking your prospect to the next stage in their journey? Are you using the fundamentals?
Does your calendar  invite have an agenda? are you setting expectations from the very beginning?
What is your end goal? Are you gaining commitment from your group on this? Are you checking in throughout to gauge where they are leaning in or out, why? What impact does this have on them, their business, their organization?
Next steps, are we aligning them back to our original purpose and keeping the momentum with the group.

3) Coach your team to drive sustainability, how are we supporting our team to ensure these skill sets are being honed, put in to practice and automated?
Understand the dynamics of your team, who will need support at what stage, anticipate their needs. Role play with them, practice in advance, review their calls, watch game tame together to drive sustainable change.

What got us here is not enough to get us there, we are the differentiator. Let’s get Back to the Basics

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]

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 this solo episode of the K2 Sales Podcast, Karen shares her 3 areas of focus around goal setting, influenced by Jame Clear’s Atomic Habits.
She talks about:

1) Reflection, how most enter a new year, a new project without reflecting on the past. What lessons did we learn, what was in our control and what
Can we change to not repeat bast behvarious not in line with our objective.

2) Get addicted to the process, detach from the outcome and celebrate the daily activities, operate as a system. Over time these small activities are what produce the big results. The importance of patience and playing the long game is critical.

3) Practice Compassion, we have been through a tough 2 years. If you need a day or two before launching in to the new year, take it. 2022 is all about showing up unapologetically you. Everybody is fighting their own battle, be authentic, be unapologetically you and sometimes say No, and be ok with it.


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]

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

High Performance Prospecting, What Does It Take? Colin Mitchell

00:50 Starting off the new year right

01:36 Introducing Colin Mitchell

05:46 Colin’s Podcast

05:53 “Mindfulness Nerd”

07:40 How to Practice Mindfulness without Meditation

08:35 Cold Calls at a Bad Time

10:20 Empathy and Authenticity

10:57 Mindfulness & the Pandemic

13:31 From Start-Up to SalesCast

19:51 Funnel & Prospecting

24:04 Getting Your Ego Out of the Way

25:32 SalesCast Core Values

29:03 Playing the Long Game

32:31 Quality Versus Quantity

36:31 Challengers

37:18 Structure & Doing Your Homework

38:35 The Art of the Process

40:03 Finding What Works For You

43:08 Confidence, Routine & Self-Care

45:59 Consistency

49:10 Importance of Mindset

55:10 Podcasting & the Discovery

57:25 Embracing Failure & Feedback

61:23 Honing in Your 2022 Prospecting Skills: Tips

62:50 Getting Into Contact with Colin

Colin

• Podcast  Sales Transformations (Any Streaming Platform)
• Private podcast Community
• SalesCast TV (Podcasting Revenue Series) coupon code 50% off
• Website: https://www.salescast.community

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]

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

Perhaps at the beginning of the year it was the shift to virtual, the technology, reduction in pipeline but have you considered the effect our language has on our confidence? particularly over-apologizing.

Professor Maja joined me on the K2 Sales Podcast to share her studies, recommendations and findings related to women unconsciously  over-apologizing, particularly using the word “sorry".  It’s not  that men don’t do it, they have a higher threshold.

This is a good reminder as we say goodbye to 2021, what positive habits and  behaviours will be intentional for us in 2022  and beyond.

Apologies help to ease tension, resolve conflict. Don’t take apologizing out of your vocabulary,
bring awareness how often and the reason we say sorry so much.

Hey Ladies, why are you apologizing for needless issues?

Starting or finishing your sentence with “sorry”. Sorry can I ask you a question” Sorry can you
repeat that? Sorry I was on mute”.

Apologies are confidence killers.  We discuss alternatives to saying “sorry” Thanks for
waiting, Thank you for your patience.

Prof Maja breaks down many of the areas women struggle with and suggestions to work
through them from Imposter syndrome, perfectionism, confidence and much more.

[2:36] Prof Maja’s background and curiosity that led her to study sociology
[ 5:40] Internal barriers of self-doubt, second guessing yourself, minimizing our experiences,
downplaying our accomplishments
[7:12] Why are women apologizing so much?
Men have a super high threshold of with they deem worthy as deserving an apology
[10:22] How others perceive us when we say sorry for unnecessary, small things.
1) Not confident, insecure, doubtful
2) Incompetent
3) Weak, passive, not leadership material, “people pleasers”
4) Former apologizers, we see ourselves in them, “common humanity”
[11:42] Genuine apology vs unnecessary apologizing, why we throw it in as a filler word
[14:42] How apologies plant a seed of doubt in your audience’s mind
[17:41] What can we replace “sorry” with? “ Thank you, Excuse me or allow for silence
[23:50] Feminine modesty- under represent or downplay our accomplishments, the need to
justify our accomplishments by luck, timing, right person right term etc.
[26:39] Definition of humbleness- having or showing a low estimate of one’s own worth or
importance
[31:34] How to teach and influence gender equality from a young age
[33:42] Dr. Valerie Young, Imposter Syndrome expert, The 5 Competency Levels
The most primary one is The Perfectionist; it focuses on how something is done. Flawlessness
vs excellence, unrealistic expectation that will set us up for failure
[40:18] How can we destigmatize our relationship with failure? How can we recognize failure is normal, it is part of the process, avoid ruminating and dwelling on it.
[44:45] Automatic negative thoughts
[46:43] Linking an accomplishment to a personal characteristic, prevent yourself from tying it to good luck, right timing etc. own your accomplishments
[52:09] Self-compassion vs your inner critic
[53:44] How mindfulness can help us interrupt our automatic negative voice
[57:58] Demystify confidence myths, confidence is a skill. Take action first and the confident
feelings come much later. Get out of your comfort zone on a regular basis and that is how you
build confidence. It is a muscle that strengthens with use.

JOIN THE MOVEMENT
Website ▶ www.professormaja.com
Instagram ▶ www.instagram.com/professormaja
Twitter ▶ www.twitter.com/professormaja
Facebook ▶ www.facebook.com/professormaja
LinkedIn ▶ www.linkedin.com/in/professormaja
Prof Maja Ted Talk
https://www.youtube.com/watch?v=G8sYv_6uyss

Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast

If you are intereste

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