K2 Sales Podcast

#salesleaders who have been promoted from an individual contributor role have most likely not been trained on having a difficult conversation.

Even tenured leaders, have you been given a framework to use? role-play with a trusted advisor/ coach?

Do we understand the components of a difficult conversation and the impact it can have on our audience and our team if delivered incorrectly?

Tune in to my conversation with Gaetan Pellerin, Negotiation Consultant, author and Communication Coach where he breaks down key components of a difficult conversations.

Are we taking the time to prepare before having a difficult conversation? Check in with ourselves? Anticipate triggers we may have based on the feedback of our audience? Can we become an observer? Are we focusing on the outcome while managing the relationship or are we  prioritizing being liked?

I guarantee you will take something away that will may make your next difficult conversation, a little less difficult.

[00:04:34] Mindfulness in Difficult Conversations
The shift from mindful negotiations to mindfulness in difficult conversations, the challenges in conversations, and the role of ego and scenario planning in making conversations difficult.

[00:10:18] Reacting in the moment
Discussion on how people react under pressure and the fear of negative news affecting relationships.

[00:11:03] Sight of the purpose
The importance of maintaining focus on the objective of the conversation and not getting derailed by emotions.

[00:15:40] Power of silence and observation
The significance of asking questions, listening, and observing in sales conversations, and the benefits of being present and mindful.

[00:21:09] The Importance of Being Curious
Curiosity is key in sales calls to understand the other person's reality and differentiate yourself from other salespeople.

[00:26:48] Vendor vs Partner
The difference between being a vendor and a partner lies in understanding the client's world and delivering solutions related to their needs.

[00:29:00] Transitioning to a Management Role
The challenge of transitioning from an individual contributor to a management role and the importance of setting expectations and shifting focus.

[00:31:15]Setting Expectations and Role-Playing in Job Interviews
Importance of discussing real-life situations and role-playing in job interviews to set expectations for potential candidates.

[00:32:43]The First Difficult Conversation: Self-Assessment before Promotion
The importance of self-assessment before promoting someone to a management role to avoid costly mistakes.

[

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 into this solo podcast where Karen shares 3  areas of focus to finish the year strong and align our energy with the changing of seasons 

Are we dialed in to our Mental,  Physical and Spiritual game? When we focus on these areas we show up different. We become the exception for our buyers and we are more fulfilled. 

For our mindset, are we taking time to connect with ourselves, check in to see what we need before we engage with our prospects or our team? Do we have a morning practice to ground ourselves and start out day?

What are we doing to physically move our body? Change our state, increase our heart rate and forget some of the losses that no longer serve us. Movement allows us to do that. What are we putting in to our body?

Physical - Are we hydrating, eating whole healthy foods, sleeping enough. Moving our body? May seem boring and obvious, but how many of us are consistently working on these 3 areas?

What is your spiritual practice? Are we able to focus on a higher being? Put things in perspective. Allow us to surrender when things get tough and ask for help.

These 3 areas influence how you show up for yourself, the mark you want to leave in the world and the experience you provide for your prospects.

How are you showing up?

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 where Tom shares how to be truly buyer centric and ditch the legacy, rigid sales process. 

He walks us through the stages of the revenue zone as well as an updated look of who is making the B2B decisions.

Millennials are at the helm and their approach is not the same as what we know as traditional sales. Their intolerance  will easily  disqualify early and fast.

Tune in to sharpen your sales skills and change the outcome

00:43 Introduction

04:59 Introducing Tom Burton

05:45 Buyer Centricity

07:10 Enabling the Buyer

12:20 Role of the Rep

14:40 Creating Demand

18:35 Demo

23:10 Adding Value & Closing: The Millennial Buyer

34:11 Driving Outcomes: Facilitating the Journey

38:03 The Revenue Zone: Visual Walk Through with Tom Burton

55:58 Protecting Your Ground Work: Getting Into the Revenue Zone

59:50 The Yellow Brick Road

1:02:40 Millennial Buyers 

1:06:03 Get In Touch with Tom!

Get In Touch with Tom

The Revenue Zone - Tom Burton: https://www.therevenuezone.com

LinkedIn: https://www.linkedin.com/in/tburton5350/

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 author of Buyer First Carole Mahoney where she shares the importance of mindset in our sales motions.

We timed this episode well, Today is the day Buyer First is available any where you buy books! 

Carole unpacks the impact mindset has on our selling motions.

Have you ever been told, " you’re extraverted, you’re going to be a great sales person” without experience we can slip in to the role of what we think a sales person should do.

She explains why the dynamic is different when we are in a social conversation vs a selling conversation. How in social conversations, we feel fine, confident and ourselves but when we put on our “sales costume” the dynamic changes. We know there has to be an exchange of value and we panic and look inward.

Our focus shifts to us. Our need to be liked, approved, holding back asking the questions we know we should be asking, thinking about what answer to give our prospects as they are speaking.

All this is our mindset. Once we control our beliefs it no only changes how we show up to sales conversations, it changes how we show up in life.

Tune in to an honest, empowering and action packed episode and Buy her book today, you won’t be disappointed

1:09 Prioritizing the buyer's needs and interests in sales interactions.
02:16 Collaborating with prospects and involving them in the sales process.
07:37 Need to shift from product-centric training to buyer-centric training.
8:33 Creating a buyer experience that builds trust and collaboration.
10:09 Mindset's significance in sales and putting buyers first.
13:11 Impact of mindsets and beliefs on sales performance.
16:59 Importance of asking questions to understand the buyer's needs.
19:14 Benefits of writing down goals, plans, and thoughts.
23:10 Reviewing sales calls from the buyer's perspective.
25:06 Taking ownership and responsibility in sales.
27:24 Setting personally meaningful goals and creating action plans.
29:50 Challenging negative mindsets and beliefs.
33:21 Negative effects of comparison on social media.
35:37 Connection between personal purpose, goal-setting, and sales engagement.
40:30 Building rapport through personal connections.
41:22 Importance of emotional management and being fully present.
42:02 Value of active listening and collaboration in sales conversations.
46:47 Co-creating solutions with buyers for higher engagement.
48:58 Uncovering issues and tying solutions to capabilities.
50:10Problem of salespeople not knowing the problem they are solving.
51:49 Reasons for buyer indecision and obstacles to change.
57:02 Approaching sales with empathy and active listening.
57:19 Building rapport and being present in sales conversations.
58:35 Being fully present in personal relationships and sales interactions.


https://carolemahoney.com/books/buyerfirstbook/

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 podcast episode, Karen Kelly speaks Jaime Diglio, founder of inFirst Consulting, member of Women Sales Pros  and partner at Slalom. They discuss the importance of communication in sales and how it is often overlooked. 

Jaime emphasizes the significance of understanding human behavior and connecting with prospects on a deeper level. They also talk about the lack of curiosity and understanding in sales and the value of empathy and curiosity in building relationships. 

They touch on topics such as self-awareness, aligning inner and outer selves, the use of technology in sales, building strong connections within sales teams, and the importance of trust and rapport. They also discuss the impact of technology on personal communication and the challenges of distractions and comparison. Jaime highlights the importance of understanding and aligning with core values, consistency in leadership, vulnerability, and creating a safe and inclusive environment.

Understanding Your Core Values [00:01:07]
The importance of self-awareness and knowing your core values in sales and how it affects communication with prospects.

Communication and Team Dynamics [00:02:04]
The significance of effective communication within a sales team and leveraging the strengths of team members to better support clients.

Using Technology and Human Connection [00:03:03]
The role of technology in sales, such as AI, and the importance of combining it with human connection and soft skills in meetings.

The importance of soft skills [00:10:05]
Executives emphasize the need for soft skills, particularly communication skills, in the age of Gen Z.

The three sales conversations [00:11:32]
The three sales conversations: the conversation in one's head, the words spoken, and the listening and understanding of the recipient.

Building resilience and confidence [00:16:56]
Developing inner resilience and confidence is crucial for salespeople, and seeking feedback from peers and colleagues can help in self-improvement.

The importance of self-awareness [00:20:03]
Understanding how we perceive ourselves versus how others perceive us and the importance of aligning our inner and outer selves.

Embracing individual strengths [00:22:06]
Identifying and embracing our unique strengths and skills, and how they contribute to the success of a team.

Effective communication and building relationships [00:27:52]
The significance of effective communication and building relationships in sales, and the need for practice and training in these areas.

Building a Foundation of Trust [00:29:18]
Creating a safe space for teams to get to know each other and share their strengths and challenges.

Opt-In Support and Community Building [00:33:59]
Allowing individuals to choose to participate in programs and creating a positive experience that attracts others.

Connecting Before Correcting [00:37:20]
Understanding individuals and building trust before providing correction or feedback.

 [00:38:16] Building Rapport and Trust.
Importance of establishing rapport and trust in sales conversations to create a connection with the customer.

 [00:39:27] Balancing AI and Human Touch
Discussion on finding a balance between using AI tools like chatgpt and adding a human touch to create a personalized experience for the audience.

 [00:40:56]Engagement and Leadership
Exploring the importance of employee engagement and leadership in driving revenue and creating a positive work environment.

The importance of knowing your values [00:48:08]
Understanding why someone values what they do and how it af

[00:

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

"74% of leading companies site sales coaching & mentoring as the most important role of sales leaders”.

How many sales leaders are taking time to coach their time?

Scheduling time on a regular basis to to hold a coaching call with their team.

Allowing their team to select an area of focus. Isolate and go deep. Understand why we do what we do.

Look for patterns, triggers, thoughts, behaviours. Some may be deep rooted. 

When we reflect and increase our self awareness we break down blind spots. Sometimes these blindspots were blocking more than we thought.

Tune in to my solo podcast where I share 3 Tips to effectively coach your sales team.

#b2bsakes #salescoaching #salesleaders

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

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 solo podcast episode, host Karen Kelly discusses the process of getting your first sales role. Or for those already in a job,  switching companies or departments to sales. She emphasizes the importance of understanding the parallels between the selling process and the skills used once in a sales role. They are the same.

This begins with targeting the ideal company and demonstrating your value during the interview process. She also highlights the significance of aligning with a company that shares your core values and offers a fulfilling experience. Karen encourages listeners to learn as much as you can about the hiring manager, this could be your boss. 

Also, knowing who the company’s  customers are as well as their customers.  By understanding their needs and perspectives, we can better position ourselves for success. This level of depth allows us to understand their mission and what problems they solve for their clients not just the products they sell. 

[00:01:09] Understanding the selling process 

[00:03:13] Knowing and leveraging your strengths

[00:05:05] Choosing the right company and aligning with its culture 

[00:09:21] Standing out in the interview process 

[00:10:22] Researching the hiring manager's role

[00:11:17] Delivering value in the interview

[00:18:49] Doing your homework 

[00:19:42] Selling yourself in the interview 

[00:20:48] Closing remarks and podcast credits

If you are looking for your first sales role and need help with your resume, Linkedin profile, interview preparation please reach out. We have helped many folks land their first sales role.

Sales leaders, if you are posting for a sales role and not getting the calibre of candidates you expected, feel free to reach out. Often times, the language used, description is not aligned to the modern sales rep. We can help re-write the posting as well as create and deliver an on-boarding process that sets the bar high.

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 podcast episode, Karen Kelly and Chris Orlob former Head of Sales @Gong, current CEO of PClub.io discuss best practices in demos. Chris emphasizes the importance of mapping demos to the customer's pain points and solving their specific problems.  Chris introduces his "FAVORITE" framework for demoing a single capability successfully, which includes Frame the pain, Ask a Question, Visualize the outcome, Orient them to the screen, Reveal workflow, Implant the Value, Tell a story and Elicite a response . They also touch on the power of storytelling in sales and marketing. Overall, the episode provides practical tips for improving demos and engaging customers effectively.

Timestamps

The Purpose of a Sales Demo [00:07:37]
The purpose of a sales demo is to catalyze a decision, not just to inform or educate. The demo should serve the customer in making the next decision in the sales cycle.

Solving the Customer's Problem [00:08:26]
The subgoal of a demo is to solve the customer's problem, as this helps them make a decision. Reps should focus on showing features that directly address the customer's pain points, rather than showcasing a variety of product features.

The mistake of not mapping features to tangible pain points [00:09:45]
Chris discusses the common mistake of showcasing features that don't solve a problem, and the importance of aligning what you show with the pain points shared by the customer.

The importance of understanding the buyer's journey and making micro decisions [00:11:21]
Karen and Chris talk about the significance of understanding the buyer's journey and making smaller decisions along the way, rather than trying to close the deal in one call.

Differentiating between problems and solutions [00:17:01]
Chris emphasizes the need to differentiate between problems and solutions, and how reps often mistake solutions like visibility and coaching for actual problems. He suggests asking deeper questions to uncover the root cause of the customer's needs.

The Importance of Asking Specific Questions [00:19:31]
Exploration of the missed opportunity in demos when vague terms like "better" are used instead of asking specific questions.

The Order of Operations in Demo Presentations [00:20:09]
Insights on the importance of strategically selecting the order in which different stakeholders are engaged in a demo presentation.

The importance of framing the conversation [00:28:14]
Chris discusses the importance of framing the conversation in a way that sparks curiosity and leads to a one-on-one meeting to further discuss the buyer's unique problem.

The lack of sales education [00:29:31]
Chris explains that the lack of education and guidance from sales leaders is a major reason why reps don't ask the right questions or engage effectively in demos.

Asking effective questions during demos [00:33:08]
Chris emphasizes the need for reps to ask strategic and thought-provoking questions during demos to drive engagement and create a contrast between the buyer's current state and the potential solution.

The first phase of a demo [00:37:14]
Chris discusses the first phase of a demo, which includes a meet and greet and reviewing the perspectives of people not yet spoken to.

The favorite structure framework [00:38:20]
Chris introduces the favorite structure framework for demoing a single capability, which includes steps like framing the pain, asking questions, visualizing the outcome, and revealing the workflow.

The importance of a great sales experience [00:45:10]
Chris and Karen discuss how the sales experience foreshadows the customer experience, and how a poor sales experience can lead to a loss of confidence and potential customers not sticking

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 winging our discovery calls and expecting a follow up call….

Sorry to say, It won’t happen

We must be exchanging value for time.

There are fundamentals that must take place for an effective discovery.

Prospects want to feel they are in good hands.

They are aware of the purpose

What do they want to get out of the call

How the call will unfold

How long it will take and 

what outcome can they expect at the end of the call.

They also want to be a participant not a spectator. Tune in to my solo podcast where I share fundaments I see top performers doing on discovery calls that are advancing to close.

Effective sales discovery is about purpose. Why are we here? Following that a light agenda, and alignment with prospect expectations. Are we here for the same reason? What do they want to get out of the call? Start by making it a 2 way conversation to drive engagement. Lead the conversation with confidence for game-changing results! 

Tune in to my solo podcast where I share some of the fundamental elements that are often missed in a discovery call. 

Respect our prospect's time by stating the purpose and outcome of the call. Stick to the agenda and avoid rushed conversations. 

 Focus on your prospect's challenges, no pitching. Ask questions to understand their needs and create urgency. Use the rule of three to reinforce active listening.

 Use storytelling and social proofing to build credibility. Share relevant success stories and ask balanced questions. 

 Prioritize key topics, listen actively, and confirm next steps for effective communication. Uncover the root cause of challenges. 

00:30 - Importance of effective discovery in sales calls

01:15 - Clear purpose and agenda for each call

02:00 - Setting expectations with the prospect

02:45 - Gaining commitments from the prospect

03:30 - Ensuring alignment between expectations and purpose of the call

04:15 - Using the rule of three to organize the agenda

05:00 - Managing time effectively

05:45 - Confirming the time allotted for the call

06:30 - Proper planning and avoiding rushing through discussions

07:15 - The benefits of thorough preparation

08:00 - Researching the prospect and their company beforehand

08:45 - Tailoring the agenda to the prospect's needs and interests

09:30 - Anticipating potential objections or challenges

10:15 - Creating a structured outline for the call

11:00 - Starting the call with a warm introduction and rapport-building

11:45 - Transitioning into the purpose of the call

12:30 - Asking open-ended questions to uncover the prospect's pain points

13:15 - Active listening and taking notes during the conversation

14:00 - Summarizing the prospect's challenges and goals

14:45 - Presenting solutions that address the prospect's needs

15:30 - Demonstrating expertise and credibility

16:15 - Handling objections with empathy and understanding

17:00 - Providing evidence and testimonials to support claims

17:45 - Seeking commitment and next steps from the prospect

18:30 - Recap of the call's agenda and outcomes

19:15 - Thanking the prospect for their time and interest

20:00 - Follow-up actions and timeline

20:45 - Closing remarks and invitation to connect further

21:30 - Conclusion of the Key to Sales podcast episode

#SalesTips #BusinessInsights #TimeManagement #SalesStrategy 

 #SalesAdvice #CustomerEngagement #SalesStories #SalesTactics #CustomerSuccess #SalesCommunication 

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