K2 Sales Podcast

Are you considering taking the leap from sales rep to sales leader in your organization? 

The transition can be a challenging one, but rewarding when done the right way. 

How do you move away from doing what you do well? Selling and closing deals to motivating, empowering  and driving accountability with a team you were once part of? 

What makes a good leader? What are the challenges of transitioning to a leadership position? 
Patrick Desmarais, National Director of Sales of a global medical technology company discusses his journey with the ups, downs, lessons learned and some tips for anyone considering a similar move on this week's podcast.

[2:25] Intro/background of Patrick and his transition to national sales director 

[9:38] How to prepare for a new leadership role and tips you could use.

[16:12] A glimpse into the transition from sales rep to national director of sales 

[19:39] Building trust between you as a leader and your sales rep

[23:42] What it’s like to lead in a pandemic 

[27:08] Balancing difficult conversations and vulnerability 

[32:20] Characteristics of a great leader and skills we should be working on

[39:25] Three tips to get you prepared for that leadership role

Linkedin: https://www.linkedin.com/in/patrick-desmarais-39942022/?originalSubdomain=ca

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

Interested in learning more about our Virtual Sales training programs, visit us as

https://k2perform.com

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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 got you here is not enough to get you there”. 
Sometimes it's hard to see what we don't know. As sales professionals, when is it time to seek external help?

 Someone that can help push you in the right direction, hold you accountable, help improve self awareness and overall growth. Angela Harris talks all about coaching and how a trusted support system can help us realize potential we didn't think we had.

[2:06] Angela's background on coaching and how she got into coaching.
[5:20] The power of storytelling and understanding our experiences.
[7:32] Where does the reluctance of hiring a coach come from? Why don't we seek help
internally or externally?
[14:00] Coaches should build trust between their clients, everyone is different or going through different things mentally what works for one person won't work for another.
[26:33] You need to slow down to speed up.
[38:34] Becoming more self aware.

GET IN TOUCH WITH ANGELA
Linkedin: https://www.linkedin.com/in/angela-harris506/
Instagram: https://www.instagram.com/workofheart.me/
Website: https://www.workofheart.me
Email: [email protected]

Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
 
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.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

In classic movies like Glengarry Glenn Ross, the idea of “closing a deal” is of utmost importance. “Coffee is for closers” or ABC always be closing is a great example of prioritizing the “close’”, but are we placing emphasis on the wrong thing? 
What about how you open or start a sale? Without a good opening, an effective, conversations Discovery,  there is no close.

[2:09] Background of Replayz and the importance of preparation and insight 

[7:34] A quick story on coachability and the importance of learning new things even as an experienced sales rep.

[15:30] Prelude to Discovery. A framework of what sales reps can follow before they dive into the Discovery portion, and most importantly building rapport.

[26:22] Give and take 

[37:55] Golf metaphor of how Replayz coaching is executed

[48:09] Dave’s Microsoft pitch

[51:10] Destigmatizing failure

[53:26] 50% discount off Replayz Masterclass with code Karen - learn all the secrets and insights that are taught to top companies with Dave Kennett.

GET IN TOUCH WITH DAVE

Website: https://replayz.com/ 

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

Linkedin: https://www.linkedin.com/company/replayz/?originalSubdomain=ca

Email [email protected]

Thank you to Feedspot for featuring us in the Top 60 Sales Leadership Podcasts 

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

Interested in learning more about our Virtual Sales training programs, visit us as

https://k2perform.com

You can also follow K2 Sales Podcast on their socials:

Facebook | LinkedIn | Twitter | Youtube | Instagram

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 you build trust and shorten the sales cycles with Karen Kelly

Buyers have never been more in the driver’s seat then they are today. They are remote, virtual
and know what they want. Our role is to facilitate the buying decision. To do that we need to
build trust and quickly. What are the best ways to do this?

In no particular order see my 5 tips to build trust, disarm your prospects, get them leaning in to learn more and hear what you have to say. 

These are in no particular order.

1) Own your message. Stand tall on what you believe, your thoughts, what can you
influence people on? Are you on the right channel, are seen and known as a thought
leader? Does your audience already know your POV, what you stand for?

2) Be transparent, don’t claim you can solve everybody’s problems from the get-go. See if
there is a fit, learn more about their desired goals/challenges to see if they are worth
solving and if you are the one to do that.
Avoid claiming to be a good fit for everyone, seek first to understand.

3) Being others focused – genuinely curious, asking though provoking questions, practice
active listening, not pitching too quickly, completely focused on closing the sale,
commission, moving at your pace, customers feel this and when they feel pushed, they
pull away.

4) Do what you say, do not over commit and under deliver. Follow up, follow up, follow
up. They are evaluating what things will look like in the future by working with you. If
you are dropping the ball before a contract is signed, the journey stops there, you ‘ve
shown your hand. Set realistic timelines for you and them, set everyone up for success.

5) Be knowledgeable on your product, process, industry & what happens after purchase.
Make it easy and frictionless to buy. Create an experience- story telling, resonance,
good energy to build trust and lower the risk.


Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
 
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com

You can also follow K2 Sales Podcast on their socials:
Facebook | LinkedIn | Twitter | Youtube | Instagram

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

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.

Tune in and say goodbye to over apologizing.

[2:36] Prof Maja’s background and curiosity that led her to study sociology

[ 5:40] Internal barriers of self-doubt, second guessing ourself, 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
 
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.com

You can also follow K2 Sales Podcast on their socials:
Facebook | LinkedIn | Twitter | Youtube | Instagram

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

Working in a pandemic apathy has become an issue, continuing to focus on things out of our
control decreases engagement and motivation.

John and I discuss how sales people have to become mini marketers in the modern selling
environment. Producing content, creating our personal brand and meeting our buyers where
they are.

John shares how we can leverage video in various stages of the buyer’s journey to remove
friction and create an experience. How we can use Challenger Sale to guide sophisticated
buyers along the journey.

[8:39] John’s 12 guiding principles

[23:14] Being others focused when targeting your buyer persona

[27:15] Reach out to existing clients to validate your messaging, confirm their current
challenges/ goals. Avoid regurgitating a pitch, share a past customer conversation authentically and with curiosity

[29:55] Soft skills produce hard results

[37:47] why you should get a side hustle

[40:13] Importance of your personal brand, become your own marketer

[42:26] Where you can you use video throughout the buyer’s journey?

1) Thank you email post meeting
2) Acknowledge objections
3) Delivering proposals
4) Asynchronous video pre meeting
5) Ensure your meeting has structure

[47:29] Exchanging value for time, Executives will take over the meeting if there is no structure, they want value. If your meeting is missing structure, they will create it in order to deliver value. You can’t phone it in.

[49:15] Challenger sale; sophisticated vs unsophisticated buyers

[50:35] Buyer’s journey, meeting them where they are, showing them what they want to see
when they want to see them. Don’t add friction to the process.

[56:14] EAT: Effort, Attitude, How you treat others

[58:13] Authenticity as a competitive advantage

Connect with John:
https://www.linkedin.com/in/johnbarrows/
https://jbarrows.com/
https://www.youtube.com/channel/UCl3nWS_0BoF6mENXDdkQuZA

Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
 
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.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

How can being more transparent, leading with your imperfections help you close more deals
and quicker?

Have you heard of the term “flawsome”? Embrace and lead with your flaws, seems
counterintuitive and for most uncomfortable.

The irony is people connect with your imperfections, not your perfections.

As sales professionals, most of us were trained to deliver value first and then price.

Todd shares the role neuroscience plays in the buyer’s behaviour, he compares empathy and sympathy and shares how transparency has helped him professionally as well as many others.
Join us to see how you can close more deals, qualify out and build trust quicker while
controlling your message.

Show notes:
[2:25] What lead Todd to write The Transparency Sale

[9:10] Consensus buying

[12:28] Corporate Executive Study, buying group spends 39% of time speaking with sales
people, 61% of time is doing their homework. We can shrink this by lead with flaws

[15:51] How do sales leaders break their traditional approach of withholding information and
leading with transparency “If the truth won’t sell it, don’t sell it”

[21:22] How to get good at qualification? 4 metrics towards results. 1) number of qualified
opportunities 2) how big 3) how many you win 4) how fast

[23:53] Control the message

[24:30] Embrace the loss, losses are wins if you do it right

[32:04] How we can sales leaders prevent a revolving door with their sales team

[33:47] Empathy vs sympathy

[35:52] Message for leaders, are you able to share what your teams work means to you and the overall company? people want to know they matter. Walking a mile in your rep’s shoes

[41:16] How to embrace vulnerability as a leader

[45:39] What is “flawsome”?

[47:28] Where in the sales process do you start sharing your flaws / Imperfections?
82-85% are going to negative reviews first, start early on, disarm and lead with it

[48:20] Limbic filter

[51:10] How important is it for sales people to understand their why and their clients why?
Do you take time to understand their current state first, educate them, bring ideas and help
them achieve more than even they thought they could? Instead of leading with your solution
lead to your solution.

[56:19] Risks of leading with logic and data

[63:02] 3 things you can start doing immediately to start leading with transparency

Connect with Guest:
https://www.linkedin.com/in/toddcaponi/

Transparencysale.com
https://www.youtube.com/channel/UCV2-_wG43G5h7MhEjmOjF_w

Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
 
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.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

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

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

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

See my 10 Tips for Effective virtual sales presentations

1 ) Mindset-Get out of your mind and consider your audience, what are they thinking
about? what assumptions to do they have, how to they want the meeting to unfold? What
would be a successful meeting for them? Consider their point of view to be “others
focused” and less of a seller.

2) Structure- Prepare a framework to guide you through your meeting. Strong Attention-
grabbing opener, maintain engagement, know where you are both in the meeting as well as
in the bigger picture of the buyer’s journey and know how and where they fit in to one
another.

3) Posture- Stand or sit, either way have an upright posture, ensure diaphragmatic
breathing, assume a confident position.

4) Camera- Look directly in to the lens of the camera, it represents your viewer’s eye. Use
laptop camera, webcam or external camera depending on your needs. Hide your self view in
zoom to force yourself to focus on your audience.

5) Lighting- natural light is the best, ensure it is behind your laptop to avoid shadows. If you
use a ring light, aprox 4 ft away from you and 1-2 ft above you, ensure there is no ring glare
in your glasses.

6) Technology- Ensure you have sufficient WIFI, hardwire laptop if required. Book meetings
at lower usage times for your family. Reboot laptop before presentation to prevent any
potential crashes. Is your laptop microphone sufficient or do you need to purchase a USB mic? Earphones to drown out background noise. If you are using power point, ensure you are very familiar with your slides, how to share and un-share your screens. How to advance in power point seamlessly.

7) Q & A – Be specific, let your audience know how you would like them to answer the
questions, in the chat box, unmute them etc. Plant questions if possible, start the
conversation and get them thinking. Stop screen share for Q&A, return to full screen to
connect with your audience, converse with them where they can see and feel you.

8) Engagement- engage with your audience regularly either through chat, ask them to
confirm something with thumbs up, emoji, un-mute and respond. We are competing with
distractions. To create an experience, we need to keep them engaged.
Use body language to enhance your message, also tone. Inflect, pause, speed up, slow
down for effect. Have a variety for the to keep them engaged and focused on you.

9) Camera Presence- Look the part, when you look good you feel good. Dress business
casual or what is appropriate for your industry. Your attire either picks you up or pulls you
down, track pants and a t-shirt may not be the look your audience is looking for. Ensure
your back ground represents your brand and is inviting and not distracting to your audience.
A little lipstick and blush can go a long way.

10) Practice practice, practice. Start with one thing, improve it and start layering new tips
bit by bit, over time these will be automated and you can freely engage with your audience
as you will have the framework and essentials nailed down.
Record yourself, best feedback to see what your audience sees and more importantly feels.

Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
 
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.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

Many sales people are struggling to compete with outbound marketing strategies, a push
system, pushing our customers towards us with an outbound reach. This is a very noise space.

As a result, people are turning to a pull system, drawing prospects to them with an inbound
approach, typically content creation to improve their visibility, attract leads and
increase their positioning to ultimately be found on the first page of google.

How do we know what’s working, how do we measure our progress? know what to do more or
less of? What SEO metrics should we focus on, what do we bench mark against?
In my conversation with Chris Herbert, Co-founder of Silicon Halton, CEO of MI6 agency discuss various approaches to Inbound marketing and what is working well. 

How following MI6’s ABC framework will increase traffic to your website.
[9:40] one to one marketing
[13:52] Two ways to market digitally
[17:15] How to make your customer want to hear from you
[19:24] Components of Inbound marketing
[22:22] Search engine marketing
[26:00] Create content first of find searchable words and reverse engineer content?
[29:55] Content is king
[33:40] Is your company producing content?
[35:50] Technology and marketing
[37:43] Why blended diverse teams produce better results
[39:14] What action do you want people to take from your website?
[41:14] What metrics should we be focusing on? ABC Framework
[42:09] Google Analytics
[47:48] Evaluating the competition
[48: 21] What baby steps can I take to start improving my position on Google

To connect with Chris:
https://www.linkedin.com/in/chrisherbert/
https://www.mi6agency.com/

Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:
https://www.k2perform.com/resources/podcast
 
Interested in learning more about our Virtual Sales training programs, visit us as
https://k2perform.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