K2 Sales Podcast

Most organizations are focusing on their sales process, activities to execute  at each stage, an inward look.
Have you considering what it is like for your buyer to do business with you?

Can you tap in to their mind and ask yourself where can I remove friction? How can I speed up the process? Am I meeting them where they are or taking them on a self fulfilled detour?

Tune in to my conversation with Jake Dunlap on The K2 Sales Podcast where he shares the future of sales and how we can reverse engineer our process  to align with the  experience our buyers are looking for.

20:57 Adapting to the Changing Sales Landscape
23:37 Advice for Sales Leaders
27:17 Becoming “Other’s Focused”
32:09 The Importance of the Discovery and the Sales Process
25:02 Borrowing Best Practices
35:46 “Be the Idiot in the Room”
38:03 Embrace the Technology
41:56 Leveraging LinkedIn
53:51 Importance of Leadership video

Jake’s Contact Information
Jake’s Website - https://www.jakedunlap.com/
Skaled - https://skaled.com
LinkedIn - https://www.linkedin.com/in/jakedunlap/

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

Small business owners and Entrepreneurs typically don’t associate with the title of sales person, however 90% of their business is sales.

How can we balance the art and science of sales to close more business?

Tune in to the webinar, where I share the top 3 challenges faced by small business owners and techniques to put in place to attract, engage and convert existing and new clients.

The focus is on buyers journey, attracting your Ideal customer profile and getting clear on the persona you are targeting and finally creating an experience that separates ourselves from others like us.

00:18 Introducing Karen

00:42 Balancing the art and science of sales

01:19 Thinking differently (about sales)

02:42 Human by Daniel Pink

05:29 Why Do People Buy?: Three Phases

05:32 Awareness

05:45 Consideration

05:55 Decision

06:18 Aligning the stages

08:07 Importance of the roadmap

10:28 Knowing your target

12:23 Empathy and aligning with your customers

13:31 Gearing your language to your customers

17:34 Creating “Experience”

19:40 OPP: Other Person’s Perspective

21:25 Connection

21:35 Storytelling

23:10 Curiosity

24:05 What’s the question behind the question?

24:59 Summary

26:33 Q&A

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

Tracy shares the correlation between emotional and physical pain in our brain centres, the relationship with oxytocin and cortisol, how we can manage our hormones and what role happiness plays in all this.

1:08 - Introducing Dr. Tracy Brower

4:18 - No such thing as work/life balance 

10:06 - Our upbringing as leaders 

16:24 - Creating a safe space in the workplace & vulnerability 

22:37 - Importance of face-to-face human connection & mental health 

23:50 - Empathy 

26:20 - Change management & the return to work 

29:04 - Reciprocity

31:39 - Humility 

33:22 - “Unconsciously Competent” 

36:23 - Creating a bond with your team 

40:39 - Feeling connected & non-verbal cues 

41:49 - Reinforcing your worth 

43:33 - Grounding yourself in nature 

49:11 - Recognizing achievements

51:02 - Get into contact with Tracy

Tracy’s Website: https://tracybrower.com

Get into contact with Tracy on her website. You can also find her books, posts, and blogs & subscribe!

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

Certain industries have a stigma surrounding them, when you dig deep sometimes it is true, other times it requires a better understanding and then forming your own conclusion.

The pharmaceutical industry has been associated with a transactional sale, minimal relations and difficult to add value.

In my conversation with 20 year pharma sales veteran, Lindsay Haubrich, she shares what she is doing that debunks the stereotypes in the Pharma industry. Ways she is adding value, being consultative with her clients and how she has pivoted to continue to support her clients through the pandemic. 

Lindsay shares the characteristics and attributes that make for a strong rep and what those are doing that continue to bring the name down.

For those in Pharma sales looking for ways to further stand out, add value and be truly customer centric I highly recommend a listen.

 If you are looking to start  career in  Pharma sales and wondering what a day in the life looks like, this is a great educator.

00:49 Introducing Lindsay

07: 25 Arrogance

11:24 Authenticity & Empathy

16:13  Vulnerability

25:40 Transactional & Situational Sales

27:54 Leading and Lagging Indicators

30:51 “Keeping the momentum”

33:15 “Kick Ego to the Curb

37:43 “Empty Suits”

42:10 Advice to new reps

43:55 Three tips for those who want to get into the industry

49:45 Get into touch with Lindsay

Connect with Lindsay on LinkedIn here

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

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

When we are in negotiations most often our thoughts are on our own proposal, must have’s & walk away point. Very few take time to prepare and consider what is important to their audience. We are looking at the situation from our lens only, this can be a fatal mistake.

I had the pleasure of speaking with Gaetan Pellerin, where he shared insights and techniques from his book, Mindful Negotiations. We discussed, through lack of awareness how  our ego takes over, our emotions go into overdrive and we are reactive. We are only thinking in the moment, not truly seeing the big picture. 

His C4U strategy can be applied to life and to negotiations to help you recognize your ego and move past it towards a better outcome.

This one is definitely worth a listen.

Show notes:

How to be mindful in nEGOtiations, Gaetan Pellerin

1:24  Introducing Gaeten
8:59  Why is mindfulness so important and where does ego tie in?
12:55 Behaviour driven from fear
22:15 Empathy
33:47 Drama and Negotiation
41:06 Building Trust
53:36 Leadership
57:42 The C’s
66:52 Mindful negotiation
82:02 Get in touch with Gaetan

LinkedIn: https://www.linkedin.com/in/gaetanpellerin/
Website: www.navigatesgroup.com

Purchase Mindful Negotiations 

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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

Our role as sales professionals is to facilitate a buying decision.There are more moving parts and people to manage in the buyers journey.

How can we leverage skills from Project Managers to help us manage internal / external stakeholders, project scope, timelines and have difficult conversations?

In my conversation with Founder of Grindyzer @hichamelhajj, he shares his expertise as an engineer and his 20 years in project management to help sales think more like a PM. Communication, documentation and educating our clients to create an enjoyable, repeatable experience are some of the topics we discuss.

3:05 Project Management & Sales Teams: Where are you dropping the ball?

11:26 importance of an executive sponsor and how they can help you 

14:40 organization culture of transparency and feedback and it’s benefits 

19:36 How sales can learn from PM?

26:10 documentation and tips to help your sales team.

37:40 negotiation and empathy 

53:30 Outro and contact info 

https://www.linkedin.com/in/hicham-el-hajj-pmp-b-eng-92a19211/

https://grindyzer.com/

[email protected]
 

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

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

I had the pleasure of speaking with Jason Bay on Blissful Prospecting podcast, we discussed all things sales coaching.

Our discussion started with how I got in to coaching in my corporate sales career, how I started to naturally offer feedback to peers as I saw a huge gap.
I would hear people say "great job" after a presentation and nobody asked for clarity as to what was great about it, what could they do differently? Discuss any lessons learned?
Like others, I always wanted to improve, my self awareness was only taking me so far, so I started working the coaching muscle more seriously.

As an executive coach, I discuss the framework I use with both my corporate clients and small business owners, the difference between sales training and coaching.
The need to connect with your team, understand what is important to them, what motivates them to hit their goals and hold them accountable along the journey.

We also discuss why many sales leaders have still not added coaching in to their tool belt and the need for a top down approach to increase adoption.

How coaching your team regularly empowers them, increases self awareness and builds confidence

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

Whether you’re a front-line sales professional or a sales manager leading a team, the tactics and processes Coach Dana shares will help you gain clarity in who you are, what you do and why you do it.

Being truly authentic, understanding your strengths and having a “can do” attitude, combined with hard work, dedication and a desire to win, can land you working with the New York Yankees.

Or in the case of a sales person crushing your quota or leading your team courageously, guiding and coaching them towards their unique, individual goals. Coach Dana will teach you how to play offensively.

[2:37] How does failure motivate and encourage us?

[9:58] Impact of playing it safe

[11:31] Dreams are in the unknown

[13:12] Loser talk

[23:25] Individuals make up teams

[27:30] Difference between top and bottom performers

[28:04] Derek Jeter quote, Respect every one but don’t treat everyone the same

[31:34] Offensive culture

[36:50] Get comfortable with being uncomfortable

[44:41] Your job is to dictate the energy in the room

[47:46] 3 things you can start doing today to start developing a champion mindset

To connect with Coach Dana Cavalea, you can connect with him below:
https://www.linkedin.com/in/danacavalea/

https://danacavalea.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]

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