K2 Sales Podcast

Many sales reps are concerned with closing, discounting and negotiations, my response to that is, if you can’t open and uncover what problems your prospect is trying to solve, no closing techniques are required. I believe you win or loose in the discovery.

In today’s podcast I share a framework I work from to conduct an effective discovery, I also share where I see most reps struggle in discovery and also the role of the sales leader.

Sales leaders, are you providing your team with a framework for discovery?  Reinforcing the learning and supporting them on and after the calls? Watching game tape, let them see in the moment the the impact of their questions, tone, body language etc. Seeing things from the customs lens provides a completely different perspective.

How would you rate your discovery?

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

With so many buyers working remote, changes in their industry, buying process and decision makers... how can we keep up? understand what is important for them?

What insights can we share to show them we understand their business and are in a position to help them? How do we balance this with personalization, timeliness, confidence and an inviting CTA?

Tune in to my conversation with Jason Ba, Blissful Prospectingy where he breaks down the framework of an email that will get you a response. The same framework can be applied to cold calls.

We get very tactical, get our your pens and take notes this one is easy to put in to practice, No excuses.

2:01 - About Blissful Prospecting

2:10 Challenges of Prospecting

8:40 Adjusting Language

11:42 Silos between sales and marketing

21:00 Tailoring Outbound Approach to the Buyer’s Industry

25:00 How to stand out in email communications

30:25 Art and Science of Messaging

32:27 The REPLY Method

39:34 Sequencing Structure

Jason’s Contact Info

LI:https://www.linkedin.com/in/jasondbay

Website: https://blissfulprospecting.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

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

Video is new for many; we discuss what is holding people back
Non-negotiable tool now, having the human connection is so important.

4:58 How can you get more comfortable?
To be good at what you do, we have to adapt to the way people are buying now.
What creates the best buying experience in the remote world, video is a no brainer there.
It does not replace all communication, getting good and comfortable with it for 2021 will be a
gamechanger!

14:15 What do I need to get started?
Low barrier to entry, very little tech required
 Webcam in computer
 Build in mic
 Internal headsets
 Vidyards’ chrome extension is free to get started right away.
Framework required, not a “spray and prey” approach. Take a methodical approach, review
different stages in the sales process that different videos make sense in.

19:00 Vidyard GameChanging Customer story. Thomas Buchanan’s story on how he uses
video in a creative way to closes 6 figure deals.
1) Cold call first touch. Opens up call, ask for permission to send personalized video to how
he can potentially help
2) Records 90 sec demo on his Ipad, casual, authentic, shared more about their platform
shares customer story of how he has helped a similar customer to them
3) Open rate is 100%, common video is circulating internally across other stakeholders
4) CTA if this is interesting, let me know if it makes sense to jump on a call

Prospect is now pre-qualified; involving different stakeholders, not relying on one champion.
Infiltrated rest of organization, built that influence and now you can control the narrative.

23:47 Vidyard as a business communication tool, use analytics to track results of how video is
performing- tying it back to efforts of a sales person.

26:35 Manage a remote team is new, engage new hires, onboarding remotely. Need higher
touch, ways to feel included use VIDEO.

28:35 How can Sales leaders leverage asynchronous video to cut down sales meetings?

31:19 Those just getting started
1) Download Vidyard chrome extension, no investment
2) Create a nice space in your home
3) Think of video as being another skill you have to learn
4) Block off time

38:34 Advanced techniques:
There is a huge opportunity using video throughout the entire sales process, not just in
prospecting. Look at Awareness, Consideration, Close
Mid funnel- Micro demos, product overview. Create a playlist of most commonly asked
questions, send a quick video from your pre-recorded library.

Close- Insert customer testimonials, a 30 sec selfie video about their experience.
Welcome message from CEO.
Post Sales- keep your clients informed of new feature being released
On boarding process- make warm introduction, showing your client who their new contact is
through video
Proposal /pricing stage, gives you access to person behind the curtain- someone you may
never would never otherwise get the chance to meet

Parting words: It’s not about tech, audio or lighting, it’s about saying Yes and committing to
something that is out of your comfort zone. Commit to getting 1% better every day.
Growth doesn’t occur when there is comfort.3

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

Many Financial sale professionals are scratching their heads as to what they can do differently to stand out and break through the very busy online environment.

Listen to my conversation with seasoned financial expert, Robyn Thompson  as to how she not only maintained her base business but  grew it during a  pandemic.

She shares her learnings, failures and tactics to add true value to your clients.

1:22 Robyn’s Background

14:20 Social media and the importance of  content

18:45 Robyn’s First Job 

22:22 Recognizing Failure

24:05 Adapting to the ‘new norm’

32:04 Milestones

34:50 Stocks and the Sales Cycle

41:22 The importuner of Mentorship

LinkedIn: Robyn K. Thompson CFP®, CIM®, FCSI® | LinkedIn

Instagram: MONEY | FINANCE EXPERT (@robyn.thompson.money) • Instagram photos and videos

Vimeo: Castlemark Wealth Management (vimeo.com)

Facebook: Castlemark Wealth Management Inc. - Home | Facebook

Twitter: CastlemarkWealth (@CastlemrkWealth) / Twitter

Website: Toronto Certified Financial Planner (castlemarkwealth.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

Tune in to my conversation with Tibor Shanto from Breakfast of Champions where we discuss how sales reps and leaders must adapt to the way our prospects are buying.

We discuss the importance of sales coaching, watching game tape and normalizing failures.

https://www.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]

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 reviewing sales calls and demos with my clients, there are a few areas that always come up as room for improvement.

Based on the frequency I decided to share them and provide  alternatives to create an engaging experience with your audience. 

When we are communicating with our prospects, we must be purposeful- time is the currency we trade in.

Knowing that how can we intentional with our time and still provide an enjoyable experience for them?

1) Have a framework - What structure do you follow that will keep you in line and manage your prospects expectations?

2) Engage with your audience- Are you checking in with them?  Is what you are sharing resonating with them, this is an opportunity to dig deeper and find out what is really going on. Not a monologue.

3) Pause- Take a breath, allow them to take in what you just shared, show them you are listening to understand not to respond. Silence is ok, typically they will continue talking, let them do so.

Sales leaders practice with your team, review their framework, practice questions that uncover and teach your prospects something new and pause, re-set know where you are and where you want to go. Be proactive not reactive.

View previous episodes here: https://youtube.com/playlist?list=PLUy6sTL-YRs9UoK_HamgwHa0XStIWkXYL

Follow with K2 Sales Podcast at: https://www.k2perform.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

When you are engaging with your prospects? Is your ultimate goal to sell your service or software?

Most often that is not enough, buyers are more sophisticated, savvy and need to know what happens after the sale to make a decision.

If this is not explained, status quo wins.

Review the onboarding process, what is it like to be a customer of yours? manage their expectations, educate them, answer their questions and co-create the partnership together.

People need to see the big picture, make them feel safe about their purchase. Control the process and help them buy your solution.

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

Tune in to this week’s podcast to learn how Pam Jheetey, a licensed lawyer from India landed her dream sales role with a tech giant with no sales experience.

 Pam shares her  insights on how to navigate the landscape as a newcomer to Canada, along with finding her pathway to success and what that looks like. Pam advocates for LinkedIn and creating professional connections in your niche network., even if you’re new to Canada, LinkedIn, or you’re just looking to change your field . “There are so many important things to consider, the most important being tenacious, driven, and advocating for yourself”.

[2:21] Introduction and what drew Pam to sales.

[7:23] Pam speaks about struggles associated with hard work and landing your dream career.

[12:12] The importance of consistency.

[17:12] Advice to lean in and become more curious.

[30:05] LinkedIn as your personal brand and landing page.

[37:57] Connecting with relevant people and navigating LinkedIn for professional success.

[45:06] Three pieces of advice from Pam: Be genuine, get rid of imposter syndrome & don’t give up

Get in touch with Pam Jheetey

LinkedIn

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