K2 Sales Podcast

Sales people thrive in the weeds. We are busy, head down  feeling like we are in demand. When we really look at it, we can’t see the forest through the trees.
Yet, we stay there. There is something about if we stay in the discomfort and mundane long enough we will get rewarded.

In my conversation with @aislinglalor, Founder of Aisling Lalor Dental and Skin she suggests taking a break from the daily grind.
Going for a run, walk, take a course or in her case run ultra marathons.

These types of breaks in our daily patterns allows us to gain new perspective and push ourselves to new levels.
The learnings, awakenings and Aha's that come from this not only help us, they help our team our business and our clients with fresh perspectives and contagious energy.

Tune in to part 2 of my conversation with Aisling where she takes these activities to the next level. She shares her experiences competing in events like Marathon Des Sables, The London Marathon, sky diving and much more.
She leans in to the fear and discomfort of what is in front of her knowing that when she digs deep, does the work she will come out stronger on the other side.

This is an inspirational journey of what we can achieve with a clear #vision, #belief and #resilience.

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 life we experience times of frustration, fear, imposter syndrome and the list goes on.

It’s if we allow these feelings, thoughts and  experiences to take us over that will make the difference.

 Do they paralyze us? Or do we use them as a catalyst for change?

Tune in to our first of a 2  part series with  @Aisling Lalor, founder of Aisling Lalor Dental and Skin. 

Aisling shares her story of frustration, overwhelm  and despairing thoughts that brought her to a very low point in her life.

Digging deep, having a vision and desire  for change along with  community  were her saving grace. These blessings allowed her to expand, evolve and become the fierce woman, athlete and

 business owner she is today. Was there fear along the way? Absolutely. But she did it anyway. She bet on herself.

In our moments of despair,  the obstacles in front of us are just that obstacles. In time and with clarity we see them as stepping stones to a better, brighter future.

Tune in to hear how the lessons of determination, resilience and belief helped Aisling find the rainbow through the dark clouds.

00:01:11 - Journey of stepping outside comfort zone: Aisling shares her personal journey of leaving her dental practice and starting her own clinic, highlighting growth from stepping outside comfort zones.

00:02:13 - Embracing adventure and joy: Aisling talks about participating in the Marathon des Sables, emphasizing the importance of saying yes to adventure and finding joy in life.

00:05:35 - Dentistry and facial aesthetics: Aisling combines dental career with facial aesthetics, exploring the cosmetic side of dentistry and expanding into facial aesthetics.

00:09:57 - Creative side and dentistry: Discussion on the creative aspect of dentistry and its influence on cosmetic procedures.

00:11:13 - Selling outcomes and confidence: Exploring the role of female founders in sales and the importance of selling outcomes and confidence in dental procedures.

00:15:21 - Building trust and connection with patients: Significance of building trust and connection with patients, addressing concerns, and creating a comfortable environment.

00:18:54 - Breaking point and realization: Aisling discusses immense pressure in her dental practice, leading to a breaking point and thoughts of suicide.

00:20:51 - Making changes and starting new practice: Aisling talks about making changes, starting her own dental and skin clinic, and the challenges she faced.

00:23:01 - Learning and growing from the journey: Karen acknowledges Aisling's courage and resilience, discussing the importance of taking things one day at a time and finding support.

00:32:17 - Challenges of being a female in business: Aisling discusses unique challenges faced as a female entrepreneur, including dealing with male advisors and builders.

00:34:18 - Justifying and defending oneself as a female founder: Karen and Aisling talk about the need for female founders to justify their decisions and visions, and standing up for oneself in male-dominated industries.

00:36:25 - Changing female voice in business: Aisling and Karen discuss the evolving perception and communication of the female voice in business.

00:36:47 - Challenges faced by women in business: Importance of confidence and finding your voice.

00:37:24 - Encouraging girls to be independent: Encouraging girls to be independent and fearless in pursuing their desires.

00:38:14 - Mindset and self-limiting beliefs: The mindset and self-limiting beliefs that hold women back in their careers, and the importance of sayin

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 think of 2024 are we planning our new playbooks, new list of ICP’s, revamped discovery questions?

While these are important, are we considering how we show up first?

Buyers are expecting an experience, but what kind are we prepared to provide? 

Has our well run dry? Has our focus shifted? Do we look and sound like everyone else?

Tune in to my podcast where I share 3 areas to help us start the year strong. Stand out and be memorable.

1) Redefine our purpose, has it changed? Is our POV still the same, relevant or is it overplayed and lacking energy?

2) What is our authentic voice? Have we ever found it? How do we find it? How do we show up as our unique self?

3) Do we have a network? A community who can hep us amplify our message, increase our reach and visibility.

Tune it to see how we can use the next 3 weeks to start our inner work. Don’t wait until the calendar turns, get a head start on creating new habits, reflecting on what we want to stop, start and continue in to 2024.

Time is currency, let’s make the most of the remaining weeks in 2023

#b2bsales #authenticity #salescommunity

 

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 take time to prepare out negotiation strategies  as well as consider those of our counterparts, we show respect for the process, our counterparts and the desired outcome.

Consider time as currency.

Yet, how many of us take the time to:

1) Prime ourselves: get in the right state of mind

2) Prepare:  Clearly articulate what a successful outcome looks like

3) Practice: Put in the reps

Tune in to my conversation with @markraffan founder of The Negotiations Ninja where he breaks down all 3 components to provide a blue print to work from.

Days of showing up unprepared are gone. 

Having clarity of our give-gets, our walk away points and our audiences motivations are critical to a successful negotiation.

Tune in to our conversation where Mark walks you through  techniques for Priming, Preparing and Practicing to get what you deserve in your next negotiation. 

Connect with Mark:

Connect with Mark LinkedIn: https://www.linkedin.com/in/markraffan/

Negotiations Ninja website: https://negotiations.ninja/

Negotiations Ninja Podcast: https://negotiations.ninja/podcast/

Dr. Amy Cuddy’s Ted Talk:https://www.youtube.com/watch?v=Ks-_Mh1QhMc

#b2bsales #b2bnegotiations

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 we redesign our selling approach?
As we move closer to 2024 AI is front and center. 

While it is useful to drive efficiencies, we can’t lose sight or our ability to engage in a meaningful and humanized way to connect with our prospects.

Tune in to my solo podcast where I share the importance of  starting with the OPP, other person’s perspective.

Flipping the script to see things through the lens of our prospects before we engage with them.
What questions will they haveWhat interests them
 How are they measured What motivates them etc….

This  allows us to tailor our conversation and answer questions they haven’t yet asked

Pair that with:
Active listeningBeing interested vs interesting andLeading to our solution vs with it

Put these in to practice to make an impact and create a memorable experience

#b2bsales #empathy #prospecting

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 break in to sales?
What are interviewers looking for?
How do I prepare?

Sales is a tough but rewarding career.
Many are on the outside wondering it it’s for me, others are tirelessly knocking on doors trying to get in.

Kristie Jones Founder of Sales Acceleration Group, Speaker and author joins me.
She provides answers to  the above, shares insights from her own sales journey and so many more nuggets for anyone looking to get in to sales.
Get your note pads out, this is a good one.

Kristie has provided Behavioural interview questions for hunters as well as interview questions sales candidates should be asking.

Download here

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 job has been and remains to create an experience for our buyers.

With the economic environment looming, supply chain issues, resource shortages how can we as sales professionals make the difference?

We know from Challenger more than 53% of the reason people buy is because of us. How can we be more intentional, empathetic and creative to make it a “No Brainer”
for our audience to choose us?

Treat people the way you want to be treated, simple yet not always done.

Tune in to my solo podcast where I share 3 areas that help you stand out as the differentiator.

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 episode of the K2 Sales podcast, host Karen Kelly emphasizes the importance of being problem-centric. She advises salespeople to understand the problem before pitching a product, and to dig deeper to uncover the root cause of the problem. 

Karen also highlights the need for alignment among all decision-makers in the purchasing process. She shares her experience in the healthcare industry, stressing the need to understand how the problem fits into each department's world.

Finally, Karen  discusses the importance of determining the cost and size of the problem, suggesting measuring metrics and gathering data related to the problem's impact.

- 0:30 Being problem-centric rather than product-centric

- 1:00 Uncovering the problems that the product solves

- 1:30 Presenting new information and insights to make prospects reconsider their current approach

- 2:00 Digging deeper to uncover the root cause of the problem

- 2:30 Asking impact questions to understand how the problem affects the prospect's organization

- 3:00 Getting alignment from all decision-makers involved in the purchasing process

- 3:30 Acting as the quarterback to navigate internal challenges and competing priorities

- 4:00 Determining if the problem being addressed is a number one priority for everyone involved

- 4:30 Quantifying the problem's impact and urgency through metrics and data gathering

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 sole podcast episode, host Karen Kelly celebrates Women in Sales Month by sharing her own sales journey and lessons learned.

 She discusses the importance of mindset, belief systems, and inclusive language for female sales professionals. Karen also addresses the challenges women face in sales, such as maternity leave, and emphasizes the need for a supportive workplace. 

She encourages women to leverage their innate strengths like empathy, desire to help and our authenticity in sales. Karen also highlights the value of networking, mentorship, and stepping out of comfort zones. She concludes by urging women to know their worth and not let negative stigmas affect their perception of sales.

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 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 senseAnticipate the likely objection that will come upPrepare 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!

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