K2 Sales Podcast

Watch this Episode on YouTube 

In honour of Jill's Birthday last week, enjoy this valuable interview with her from earlier this year. 
I am delighted to share my conversation with none other than the sales guru, trailblazer for women in sales, author of best selling books such as Snap Selling, Agile Selling, More Sales Less Time, Get Back to work Faster, Selling to Big Companies   @Jillkonrath.

Every time Jill encountered a set back, a road block a shift in the industry, she paused and figured a way out. 

Then she wrote a book about it to provide a proven system for sellers to navigate their way out.

As we enter 2024, the constant is change.

Are we entering the new year with excitement or are we feeling discouraged?

Tune in to my conversation with Jill where she shares timeless fundamentals for selling.

Regardless of the situation we are facing, she has faced it and overcome it.

She also shares the importance of mindset, attitude and our ability to reframe the situation.

As a woman in sales, it was an absolute highlight for me to have a conversation with someone I have looked up to my entire career.

Jill, Thank you for everything you have done for the sales community. Your knowledge, experience and generosity has had a profound impact on so many.

#b2bsales #salesmindset #salesfundamentals

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

Changing a habit beings with the first stage... Awareness.

This post might be that for some women reading it……

Are you starting and ending your sentences with Sorry???

Perhaps you are unaware you are even doing it.

Sorry, Can I ask a questions?

Sorry, can you pass me the notebook

Sorry, what time will be wrapped up at?

When someone bumps in to you, what#$%&!
Why are we apologizing? They bumped into us.

Why do we do this?
To find out and also learn some replacement thoughts, phrases Tune in to my conversation with Professor Maja

Prof Maja, is a sought after public speaker, Sociologist, Confidence Builder, Ted X speaker and Author of Hey ladies stop apologizing and other career mistakes.

I guarantee after you listen to our conversation you will be more mindful of your word selection.

00:00 Introduction to Women in Sales Month and the challenges faced by women in the workplace related to confidence and communication.

01:06 Discussion of Professor Maja's ongoing global study on women's confidence and communication, including the impact of over-apologizing on perceived confidence.

02:03 Exploration of how childhood experiences and programming impact self-belief and self-worth in adulthood, with implications for parents and teachers.

04:18 Overview of the diverse scope of Professor Maja's study on women's confidence, including factors such as early childhood experiences, country of origin, and workplace dynamics.

09:45 Examination of the challenges faced by women in toxic workplaces, female rivalry, and gender division of household labor, highlighting the need for safety and non-judgmental spaces.

12:11 Discussion of the importance of finding micro moments of progress, success, and joy in the workplace and personal life, as well as the impact of creating a safe and non-judgmental environment.

13:36 Examples of how participants in the study have felt empowered to speak up, set boundaries, and challenge traditional behaviors, leading to positive changes in their lives.

16:3 Insights into the differences between men and women in issuing apologies, and the impact of over-apologizing on perceived confidence and assertiveness.

18:55 Examination of the tendency for women to be people pleasers, struggle with setting boundaries, and fear of disappointing others, impacting their confidence and assertiveness.

20:53 Discussion on how a CEO's behavior affected her confidence during a training session.

22:13 Exploration of replacing apologies with "thank you" or "excuse me" and the impact of over-apologizing on confidence.

23:57 Comparison of genuine apologies and habitual apologies, and the impact on self-perception and others' perception.

24:54 Insights into how habitual apologies can lead to perceptions of lacking confidence and competence.

27:02 Discussion on offering unsolicited support and bringing awareness to habitual apologies in a supportive manner.

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 are dissatisfied with where we are in our lives but don’t know where to start to making changes?

We accept our reality as if it’s permanent. As sales professionals we are regularly in situations where we face rejection, prospects deny us a chance to present our  value prop or  buyer's choose a different partner

Some take this personally, some make it their identity and some allow it to take over their thoughts and beliefs  influencing  future calls. Leading to a perpetual cycle of Fear, uncertainty and doubt.

Tune in to my conversation Justin Michael, Founder of Justin Michael Method (JMM), Executive coach  4x best selling author with his most recent book Attraction Selling, a new age book that fuses The Law of Attraction with Selling.

Justin shares how these techniques worked for him by literally attracting the law of attraction in to his life, which changed his worldview forever. His techniques helped him land his first tech sales role doubling the offer of previous companies, presented many synchronistic experiences in his path with music/ manifestation, encounters with Jack Canfield, Rhonda Byrne and many others. 

Justin shares how he applies his mindfulness practices in to the B2B selling world and the extraordinary results he experienced personally as well as his clients.

His commitment and passion of leading in service is palatable. He lives in gratitude and empathy for his audience. Visualizing the positive outcome he will help his clients deliver on. Shifting his energy, thoughts and vision in to what he wants for his future.  Vibrating at high frequency.

Attraction Selling presents a unique approach to sales and life in general. It is a topic that is very close to me and one I have been practicing for over 15 years.

If you are ready to make a shift, visualize the outcome you want, create affirmations that align with it and prime your brain in a relaxed receptive alpha state, I invite you to tune in to our conversation.

It will be transformative, I guarantee it.

(00:01) Game-Changing Sales Strategies With Justin Michael
(12:50) Transformative Sales Mindset Shift
(17:53) Creating Change Through Mindset and Music
(26:00) Mastering the RAS and Sales Mindset
(36:38) Empathy and Positive Leadership in Sales
(41:19) Success Visualization and Gratitude for Sales
(44:09) Manifesting Success Through Positive Mindset
(52:35) The Power of Manifestation and Gratitude


https://www.linkedin.com/in/michaeljustin/

Purchase Attraction Selling: https://www.amazon.com/Attraction-Selling-Unleashing-Multiply-Results/dp/1948382814

Youtube: https://www.youtube.com/@justinmichaelmethod

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

There is a demand for professional selling in many universities, Weber State has been offering this for 50 years, tune it to learn from one of the best.

00:00 Intro
11:27 Adapting Sales Strategies to New Generations
18:26 Transforming Sales Students With Soft Skills
28:13 Sales Career Opportunities and Competitions
32:28 Sales Competition Success Strategies
36:09 Developing Sales Skills Through Competition
46:28 Elevator Pitch Competition Strategies

Connect with Blake on LinkedIn: https://www.linkedin.com/in/b-nielson/
Learn more about Weber State University

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

📺 Watch this episode on YouTube

As a sales coach, I regularly participate in pitch competitions, pitch coaching and lead role play sessions.

Many times after the pitch I still don’t know what the company does.

As sales professionals and business owners we have one chance to make a good first impression.

People form a first opinion in 7 seconds.

How can we... 

• Capture their attention
• Stop the scroll
• Get them to give us 30 seconds of their time

Make our value proposition interesting, provocative and clear.

Tune in to my solo episode on The K2 Sales Podcast where I share the importance of Clarity, Curiosity and Conviction when delivering your value proposition. 

This is our chance to stand out, allow our authentic self to come through and heighten their awareness to what is possible or what could be in store for them if they don’t take action.

#clarity #valueproposition #salescoach

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 sales reps, how can we increase our sales performance?

As sales leaders, how can we support our team in achieving their goals?

It starts with doing the inner work first.

Improving our self awareness to unlock our true purpose, “Our why”. This gift allows us to connect on a deeper, emotional level with our prospects

It also provides the  mental fortitude and stamina to overcome the No’s and keep going because our strong sense of purpose.

Tune in to my conversation with Chief Transformation Officer of Sales Accelerated @weleynewhittaker where she shares tactics beyond the inner game to improve sales performance, some of which include,

Role play in a safe environment

Celebrating the small wins

Understand our motivation, if you struggle with this, can you find an accountability partner?

If you are questioning your performance, or struggling to support your team’s performance, tune in to my conversation Wesleyne. The stories she shares, tactics and approaches she uses with her own clients are sure to hep you turn things around in your own territory.

(01:50 - 02:50) Effective Sales Tactics and Strategies
(06:35 - 07:53) Building Sales Territory Through Curiosity
(13:18 - 14:22) Importance of Celebrating Small Wins
(19:10 - 20:21) Reflecting on Job Satisfaction and Burnout
(25:22 - 26:43) Tailoring Leadership to Individual Growth
(35:28 - 36:34) Navigating Rejection Without Support
(44:25 - 45:45) Effective Sales Strategies
(48:36 - 50:16) Understanding Customer Language for Sales Success
(53:13 - 54:08) Extracting Prospect's Underlying Need

Connect with Wesleyne:

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

Website: https://transformedsales.com/

Youtube: https://www.youtube.com/channel/UC5AP_J8fgPRhcnQnlFr7FXA

Podcast: https://podcasts.apple.com/us/podcast/transformed-sales/id1541947941

#salesperformance #b2bsales

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

📺 Watch on Youtube

Many aspiring entrepreneurs resist the leap from corporate because the timing isn’t right, their service is already out there or they have a "me to” product. This thinking leaves them wrapped in the warm, safety blanket of the 9-5. If you are happy here and life is good, then by all means stay.

But for those who have a dream of becoming their own boss, betting on themselves and taking a risk, Tune in... this conversation is for you.

Join me as I speak with Founder of @foli @Emilywight, where she shares her journey to entrepreneurship. What prepared her to take the plunge,

How if she listened to the voices in her head, she would never have done it. So like Nike, she suggests," just do it”

Emily’s path to success started by appearing on the @dragonsden. She shares the amount of preparation she did for the event and how much she learned as a result. What she does to continually create a differentiated experience for her buyers and how she gets through the difficult days where she doesn’t feel like bringing the joy.

This was an uplifting, motivating and real conversation, I highly recommend a listen.

Ps I have also bought many plants from Foli and they are amazing! Great gift idea for employee recognition.

Entrepreneurial Journey (00:01:12) Emily shares her risk-taking mindset, confidence, and the journey into entrepreneurship, appealing to those contemplating or already in the corporate world.

Mentoring and Support (00:02:18) Emily discusses the importance of mindset, mentoring, and networking, especially for women in the male-dominated world of entrepreneurship.

Starting a Business (00:04:46) Emily shares her inspiration for entrepreneurship, her first venture, and her high-risk threshold, encouraging others to take the plunge.

Creating Experiences (00:09:39) Emily emphasizes the importance of creating experiences for customers and the value of focusing on joy and the emotional impact of the business.

Managing Mindset (00:12:24) Emily discusses techniques for changing her state, dealing with challenging times, and the importance of allowing oneself to feel and learn from difficult moments.

Support Network (00:15:52) Emily highlights the support she receives from family, friends, and a network of female entrepreneurs and mentors, emphasizing the value of having a safe space to connect and learn from others.

Gratitude and Mentorship (00:16:49) Both speakers express gratitude for mentors and the importance of seeking guidance and support from experienced professionals.

Start-up Mode Agility (00:17:55) The speakers discuss the agility and risk tolerance required in start-up mode compared to larger companies, emphasizing the freedom to explore different avenues.

Data-Driven Confidence (00:19:22) The importance of data in supporting decisions and combating imposter syndrome is highlighted, showing the power of tangible evidence in business.

Supportive Network and Validation (00:20:52) The value of a supportive community and receiving validation from peers is discussed, emphasizing the importance of feeling acknowledged and not alone in entrepreneurial challenges.

Preparation and Confidence (00:24:14) The preparation, confidence, and personal growth experienced through appearing on Dragon's Den are discussed, emphasizing the value of stepping out of one's comfort zone.

Fundraising and Resilience (00:29:13) The challenges of fundraising in a changing market and the resilience required to navigate setbacks are highlighted, emphasizing the importance of adapting and learning from failures.

Emotional Distance from Business (00:32:32) The speakers discuss the need to create emotional distance from one's business and not tie success or failure to self-worth,

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

01:30 - Sarah’s early dream of becoming an academic and her journey in graduate school.

06:15 - Changing her degree to instructional technology and obtaining a PhD in 2018.

08:00 - Founding an e-learning company and the impact of her PhD on her career.

10:15 - Discussion on the role of luck and preparation, especially during the pandemic

15:00 - Importance of trust and effort in creating virtual relationships.

17:45 - Sarah’s initial fear of sales, reframing it as helping others.

20:00 - Misuse of tools like PowerPoint and e-learning; importance of effective use.

23:15 - Connecting with the audience and understanding their needs. Emphasizing the journey of self-discovery and the time it takes to understand oneself.

28:15 - Reflecting on the value of various personality assessments and self-reflection tools.

30:30 - Acknowledging the uniqueness of individual journeys and the importance of embracing self-awareness.

32:00 - Discussing the need for solitude to recharge but the risk of using it as an excuse to avoid external feedback.

34:20 - Finding a balance between alone time and engaging with others for personal growth.

36:00 - Sharing personal insight on the journey of understanding oneself and its value in personal and professional life.

38:15 - Encouraging listeners to appreciate their unique journey of self-discovery and growth.

42:00 - Karen introduces the one-page goal setting template and discusses its purpose.

43:15 - Sarah shares the story behind the one-page goal setting template and how it can help individuals clarify their goals.

44:30 - Karen expresses excitement about trying the one-page goal setting template and emphasizes the importance of brevity in communication.

45:45 - Sarah talks about the power of the template in helping people see what's possible and driving results.

46:30 - Karen discusses the concept of confidence as a willingness to try and how the template can reinforce that mindset.

47:45 - Sarah shares her gratitude for being on the podcast and discusses the idea of "it's possible" as a guiding principle.

Sarah’s Ted Talk:https://www.youtube.com/watch?v=LeXSrEMXvQk

Connect with Sarah on LinkedIn:https://www.linkedin.com/in/sglova/

Hire Dr. Glova as a speaker: https://www.sarahglova.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

Buyer’s are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally.

Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way.

Connect with them to build trust, show your true desire to help over your desire to pitch and close the deal.

Tune in where world renowned researcher, co-author of The Challenger Sale and The Challenger Customer and now Global Head of Research at Ecosystems Brent Adamson shares his knowledge and experience. He dives in  to what we should be doing as sales professionals to create a memorable experience for our buyers and the various dimensions to understand to align our solution

Brent's bio:
"Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry-changing The Challenger Sale and The Challenger Customer. He is also a frequent contributor to the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Passionate about “productive disruption,” Brent served as the “chief storyteller” for CEB, now Gartner’s, sales, marketing, and customer service practices, from 2003 to 2022, where he introduced industry-leading concepts such as Buyer Enablement, Sense-Making, and Customer Decision Confidence." (https://ecosystems.io/leadership/)


Brent Adamson Shownotes
00:49 Introducing Brent Adamson
04:35 Welcome Brent!
05:29 The Big picture: Buyer's Journey
08:03 Navigating Systems
10:10 "Socratic Guidance"
11:48 Co-Creation, Intent, and Buy-In
13:16 "As Diversity Increases, So Does Dysfunction"
13:56 Brent's Breakdown
15:11 Acknowledging Problems and Prioritizing Needs
18:40 Adding Complexity and 5 Dimensons
24:02 Leading with Understanding: Where are Buyers At?
26:00 Empathy
30:40 Guiding the Buyer
33:01 Expedient
36:15 Reciprocity
39:02 Leading with Ourselves: Acceptance and Insecurity
42:36 Connecting to Your Purpose & Aligning Incentives
46:30 Disarming and "Others-focused"
47:22 Setting Yourself Apart: Show Up As A Human Being
50:15 The Human Element: Showing Up with Your True Authentic Self
52:45 Get In Touch with Brent


Get In Touch with Brent Adamson
Brent's LinkedIn: https://www.linkedin.com/in/brentadamson/
Ecosystems.io:https://ecosystems.io/
Email Brent: [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

📺 Watch on YouTube

How many of us play sports now or played in high school or college? Perhaps your kids play?
How often are you driving them or did you get driven to practice?  Quite often.

We had a rule in volleyball, if you missed practice you didn’t start the next game.
There was so much emphasis on practice.
Why is Sales any different?

A time to learn and apply new skills, put them together in a game situation.
Prepare you emotionally and physically for game day.

Why do we show up to calls, demo’s, meetings without practice?

✅Learning what story to share and at what point makes most sense
✅Anticipate the likely objection that will come up
✅Prepare some questions to get to the root of the objection

In the moment, when emotions are high we most likely won’t do this if we haven’t done deliberate practice.
Tune in to our episode today where Jonathan Mahan Co-Founder of The Practice Lab, breaks apart the various components that go in to effective roleplaying.

Jonathan shares  tactical tips we can put in to practice immediately and a great give away at the end.
Tune in and change the game!



  / jtmahan  .

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