K2 Sales Podcast

As sales professionals, we unfortunately don’t have as many negotiation strategies  in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.

Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience

Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, there are some things that don’t require preparation, they require being a good person. Patrick mentions the importance of  integrity, the desire to build trust, be honest and admit when you make a mistake, these fundamentals are game changers.

00:45 Introduction
01:04 Introducing Patrink Tinney
03:15 Reflection: Questions to Ask
04:55 Welcoming Patrick
05:34 How Did You Get Into Sales and Marketing (Negotiations)
08:47 Internal Process and Buyer's Journey
11:22 Taking Back Your Power
14:00 Cost Models
20:35 Seller vs. Buyer: "Don't Get Beat Up by "Tim"
25:07 Making It Easy For the Buyer + "Unlocking Yes"
30:30 Building Trust into Your Negotiations
37:30 Preparation, Negotiation, and Challenges: Understanding Economics of Communities
40:30 Inviting Your Prospect: The Big Picture
48:20 You Already Have the Keys
51:00 Execution
53:40 "Doing Business In A Way That You Would Want It Done To You"

Get In Touch With Patrick
LinkedIn:

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$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.

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In this solo episode of the K2  Sales podcast, host Karen Kelly shares four effective strategies to improve outbound prospecting:

1. 1) Reach out to past customers who have had a positive experience and nurture those relationships.
2. 2) Ask for warm introductions from first-degree connections who are already in discussions with your target audience.
3. 3) Actively seek reviews and testimonials from satisfied customers to boost credibility.
4. 4) Emphasize the need for a multichannel approach, encouraging personalized outreach efforts and creative ways to make a lasting impression.

Overall, Karen emphasizes the importance of standing out in a crowded market and to provides valuable insights for your prospects. Buyers are getting smarter, more sophisticated and are less tolerant of lazy, mediocre strategies.

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

#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 beed 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.

[00:37:23]Balancing Relationship and Outcome in Difficult Conversations

Challenges faced by sales leaders in balancing the relationship with team members while achieving desired outcomes.

[00:42:15]Importance of Detaching Emotion in Difficult Conversations

The speakers discuss the challenge of detaching oneself from emotions during difficult conversations and the benefits of being an observer.

[00:43:12]Creating Room for the Other Person to Express Themselves

The speakers emphasize the importance of creating space for the other person to express their thoughts and feelings during a difficult conversation.

[00:48:52]The Risk of Damaging Relationships in Difficult Conversations

Gaetan discuss the potential consequences of not showing empathy and compassion during difficult conversations and the risk of damaging relationships.

 [00:52:20] Feedback 

The difficulty of delivering feedback and the importance of creating awareness and increasing level of awareness in younger management.

[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

Amanda Vicinanzo has over 15 years of experience in the cybersecurity sector, managing large IT Security projects. She leverages her extensive knowledge of cybersecurity to improve services, while advocating strongly for women and diversity within her team and the sector. Her years of experience, advocacy for women and leadership was recognized as IT World Canada’s top woman in cybersecurity 2022.
 
 Buckle up and tune in where Amanda dispels myths about what it takes to get in to cybersecurity, that there is plenty of room for women at the table and the amazing potential to help and support people and companies at risk.
 
 Shownotes
 00:53 Introducing Amanda
 05:40 How Did You Get Into Cybersecurity?
 09:19 Going Beyond Firewalls
 11:23 Being The Only Woman In The Room & Imposter Syndrome
 15:09 The Importance of Mentorship
 20:04 Confidence 
 24:28 WICyS and BlueVoyant
 28:25 Culture
 30:24 Amanda's IT World Canada Award
 39:54 Brave, Not Perfect
 44:16 Advice for Young Women
 48:53 "Brave, Not Perfect" and Parenting
 55:15 Get In Touch With Amanda
 
 Get In Touch With Amanda
 Amanda Vicinanzo, PMP, ITILv3 - Toronto, Ontario, Canada
 https://www.instagram.com/mindful.avici/?hl=en
 
 If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog
 
 To learn more about Karen connect with her on LinkedIn  https://www.linkedin.com/in/karen-kelly-sales-trainer-/
 
 If you have any suggestions for guests or topics on the K2 Sales podcast please contact [email protected]
 
 Listen or Watch
 https://pod.link/1549646427

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 professionals are frustrated and struggling to get their buyers attention. Some are relying solely on Chap GPT which is not good for the sales profession, we still need to screen it with our human lens.

Tune in to Karen’s solo podcast where she shares best practices from email, phone, video and other areas she is finding success capturing her audience attention.

It is tough, this is where resilience comes in and playing the long game. It is never on our timeline.

If you are interested in learning more about the K2 Sales Acdemy, online sales training check out the link https://k2salesacademy.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

Is there comfort when we are in motion?

Dialing phone numbers only to get a wrong number, voicemail or no answer?

Do we play it safe when we  update the CRM, look for numbers on zoom info and craft follow ups in between calls?

In essence, we are buying  Time, hiding and avoiding the actual task of having a conversation with a potential customer.

When there is a machine that dials for you,  pings in your ear there is a warm lead on the line, that means one thing…… It’s Go Time.

We are up to bat.

Pressure kicks in.

What was my opening? 

My hands are sweaty

My voice is crackling

It’s time to do what we were trained to do. There in lies another challenge, what are we being trained to do? say? lead with? Do we know how to build trust in 7 seconds?

Tune in to my conversation with Chris Beall President of Connect and Sell where he shares the mindset we must take to be successful on the phone.

He uncovers our real objective of a cold call and specific tactics  how to build trust quickly.

If you are a sales leader or individual contributor there are some great nuggets here for you to apply for your team or yourself.

#sales #salestraining #coldcalling #multichannel

#b2bsales

Chris Beall Bio:

Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user”, and that the value key in software is to let the computer do what it does well (go fast without getting bored) in order to free up human potential. (From: https://connectandsell.com/company/leadership/) 

Chris Beall Shownotes
00:49 Introduction
04:00 Welcoming Chris
04:40 Trends: Getting People on the Phone
07:30 Hiding in the Mess
11:00 "I Am An Interruption"
15:00 Paradoxes
17:40 Entrepreneurs & a Competitive Environment
20:50 Expanding Your Knowledge
23:00 Invisible Strangers
24:00 Top Performance Tactics: Cold Calling
27:27 "You Are Their Problem. Solve It."
30:05 Adopting Techniques To Your Style
36:30 Importance of a List
42:20 Who Can You Get A Conversation With?
43:30 Sales and Marketing Alignment
47:00 Pipeline: Influence of Conversation
49:10 Not A Loss, A Learning: Refocus
51:50 Get Comfortable With Being Uncomfortable
55:40 Removing Our Self Worth From Transactions
58:01 Building Trust and Self Confidence
1:00:20 Get In Touch With Chris

Get In Touch with Chris
LinkedIn - https://www.linkedin.com/in/chris-beall-7859a4?original_referer=
ConnectAndSell - https://connectandsell.com/
Email Chris! - [email protected]
Market Dominance Guys Podcast - https://podcasts.apple.com/us/podcast/market-dominance-guys/id1483504116

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

Taking a multi channel approach when it comes to prospecting, allows us to meet our prospects where they are.

Do they pick up the phone, text, are they active on LinkedIn or do they reply to your email? There’s only one way to find out….Test it.

Prior to throwing your list in a sequence, test it to prioritize what channel of communication resonates with certain people. Align the mode to your list.

Tune in to my conversation with @CollinMitchell @Leadium where he breaks down what is working and what isn’t with prospecting.

His advice is timely as the algorithms are constantly changing, here today, gone tomorrow. It is important so stay close to your process and continually test.

#salse b2bsales #salesprocess #abtest #coldcalling

00:00 Introduction
00:50 Welcoming Collin Mitchell
03:20 Outbound Prospecting: Challenges and Roadblocks
05:53 Chasing Metrics That Don't Matter
07:29 Optimizing Your Outbound
10:54 Social: Best Ways To Prospect
16:12 The "Sales Trap"
20:53 Building Out Multiple Messages
23:20 Chat GPT
24:58 The Outbound Prospecting Funnel
28:02 Permission-Based Openers
31:02 Keeping Prospects Engaged: Importance of Video
35;05 Moving Along the Funnel
39:13 Get In Touch with Collin

Get In Touch with Collin
Leadium: https://www.leadium.com/
LinkedIn: https://www.linkedin.com/in/collincmitchell
Collin's Podcast: Sales Transformations: https://salestransformtion.transistor.fm
 

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 solely rely on technology without having the fundamentals of selling we run the risk of being replaced.

As individuals  becoming agile is a differentiator. Tune in to my conversation with Dr Dover, Professor of Professional Sales at UT Dallas and Author where he shares how his students  have adopted agility within their own prospecting efforts by probing and adjusting. They quickly see what is working and what has past it’s sell by date. 

As organizations what trends can we get in front of? Prepare out team with hard and soft skills to guide their buyers along an enjoyable journey. One many of them have not ventured down before. Showcase our human side, be charismatic and others focused to make it easy for them to say yes.

Dr. Dover also shares exerts from his book The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance.

Dr Howard Dover Shownotes
00:45 Introduction
02:54 Welcoming Dr. Dover
04:22 Intention & The Sales Profession
06:45 What's Driving Top Performers?
08:23 Probing and Adjusting
10:40 Replicating Processes and Disrupting Patterns
15:33 Scaling What Works: Win/Loss and Assessing Performance
17:50 Finding Your Role
20:15  Bots: Generation of Sales People
21;43 Cadence & Knowing Preferences
24:00 Connecting: Picker-Uppers
25:35 Personality Profiles
30:30 Lose Quick and Move On: Assessing Our Audience
35:31 Trying To Be Everything To Everybody
37:50 Tech or Awareness: What Should We Be Looking For?
40:40 Old Motion, New Technology
42:30 Role Clarity
44:30 Using AI as a Starter Point
48:00 Creating Meaning and Getting Rid of Waste
52:20 Revising Plans: The Past Four Years
54:23 Three Things Sales Professionals Need to be Doing
57:45 Integrity: Disarming and Evoking Positive Response from Your Client
1:00:50 Sales Innovation Paradox
1:01:57 Get In Touch with Dr. Dover
1:01:40 First Person to Tag Dr.Dover and Mention the Podcast, and Mention That You Want a Signed Copy will receive the Sales Innovation Paradox signed by Dr. Dover! (via LinkedIN) (!!!)

Get In Touch with Dr. Dover
Sales Innovation Paradox on Amazon: https://www.amazon.ca/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243
Dr. Dover's LinkedIn: https://www.linkedin.com/in/howarddover/
Dr. Dover's Profile: https://jindal.utdallas.edu/faculty/howard-dover/

If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog

If you have any suggestions for guests or topics on the K2 Sales podcast please contact [email protected]

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.

Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.

To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.

Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.

To access our free one week Trial visit The K2 Sales Academy