K2 Sales Podcast

Do we have shiny penny syndrome? Always looking around us for the next gadget, tech stack or silver bullet.
I hate to break your bubble but it doesn’t exist.
In my solo podcast, I talk about Back to Basics, what elements of the sales process are tried and true and timeless.

1) Understand what has changed with your prospect, their role their internal processes. Are we providing perceived or actual value?
When we know what has changed, how they get the job done now vs pre-pandemic, we have clarity of what they need from us, this allows us to show up in a more meaningful way than before. When we don’t understand this, we assume it is business as usual and makes it vey easy for our competitors to sweep in underneath us.

2) Framework- What roadmap are you following to ensure you are taking your prospect to the next stage in their journey? Are you using the fundamentals?
Does your calendar  invite have an agenda? are you setting expectations from the very beginning?
What is your end goal? Are you gaining commitment from your group on this? Are you checking in throughout to gauge where they are leaning in or out, why? What impact does this have on them, their business, their organization?
Next steps, are we aligning them back to our original purpose and keeping the momentum with the group.

3) Coach your team to drive sustainability, how are we supporting our team to ensure these skill sets are being honed, put in to practice and automated?
Understand the dynamics of your team, who will need support at what stage, anticipate their needs. Role play with them, practice in advance, review their calls, watch game tame together to drive sustainable change.

What got us here is not enough to get us there, we are the differentiator. Let’s get Back to the Basics

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]

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

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 humans our natural default is the negative path. Our reptilian brain operates in a fight or flight mode.

This is too hard, maybe I shouldn’t try this, why would anyone listen to  me? These thoughts do not serve us and keep us stuck.

Tune in to our conversation where Chief Confidence Ignitor @meshellBaker shares how we can harness our 80-100 Billion neurons to work for us.

“Your mentality is your Reality. Whatever you think about and speak about you’ll continue to bring about”

This is a great wake up call to move out of our autopilot ways of thinking and intentionally focus on a future that includes who you want to be become.

Download MASTER Your Mornings: https://bit.ly/SlayYourToDay

Book "Chop Wood Carry Water: How to Fall in Love with the Process of Becoming Great" https://amzn.to/3VBPaBy

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

A show for B2B sales professionals, sales leaders and business owners  to learn what others in their field are doing  that are producing game changing results.

What techniques are they using to write emails that get a response?

How are they segmenting their audience? 

Why are 56% of deals lost due to indecisiveness and what can we do about it?

What mindset techniques are they using to get out of their head and avoid comparing to others and so much more

Tune in where the great @loririchardson interviews me, and flips the script.

Learn a little bit more about me, why I started the podcast, what I am learning along the way and what you can do if you are interested in starting one.

Thank you Lori for interviewing me and all that you do form the sales community. Particularly women in sales @womensalespros

Also Thank you to my producer @toshtaylor who continually supports me and all my last minute edits.

Thanks everyone for coming along this journey with us.

Here’s to next 100!

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

Certain industries have a stigma surrounding them, when you dig deep sometimes it is true, other times it requires a better understanding and then forming your own conclusion.

The pharmaceutical industry has been associated with a transactional sale, minimal relations and difficult to add value.

In my conversation with 20 year pharma sales veteran, Lindsay Haubrich, she shares what she is doing that debunks the stereotypes in the Pharma industry. Ways she is adding value, being consultative with her clients and how she has pivoted to continue to support her clients through the pandemic. 

Lindsay shares the characteristics and attributes that make for a strong rep and what those are doing that continue to bring the name down.

For those in Pharma sales looking for ways to further stand out, add value and be truly customer centric I highly recommend a listen.

 If you are looking to start  career in  Pharma sales and wondering what a day int the life looks like, this is a great educator.

00:49 Introducing Lindsay

07: 25 Arrogance

11:24 Authenticity & Empathy

16:13  Vulnerability

25:40 Transactional & Situational Sales

27:54 Leading and Lagging Indicators

30:51 “Keeping the momentum”

33:15 “Kick Ego to the Curb

37:43 “Empty Suits”

42:10 Advice to new reps

43:55 Three tips for those who want to get into the industry

49:45 Get into touch with Lindsay

Connect with Lindsay on LinkedIn 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

Tune in to my solo podcast where I share what this quote means to me and how it can show up in our personal and our professional lives.

Are we giving bare minimum, good enough? marginal? Subconsciously this is the message we are sending to ourselves, the universe and our clients.

 That it’s ok to phone it in, play small, cut corners. Well we have to also be willing to accept the results that follow.

What will you do to get in front of your thoughts, behaviours and actions in your personal and profession life? If left unattended we are not showing up as our best self.

We are holding ourselves back from achieving our goals.

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

Jim Irving is no stranger to sales, a 3 time author with over 43 years in B2B selling with a number of industry leading tech organizations. He is well versed in what strong sales  people are doing well and where there is room for improvement. 

Starting his sales career in Scotland, he now runs Merit Consulting based in Belfast, N. Ireland.

Join us as Jim and I discuss the fundamentals of sales and what we can do to  bring them back. From sales process, mindset, leadership, discovery and much more. Get your pen and paper ready, this one is noteworthy.

00:51 Welcoming Jim

03:10 Importance of the Sales Process

07:10 Connecting with Customers: Going with the Flow of Conversation and Building Relationships 

10:01 “Shame on You, Sales Leader!”

12:07 Detaching from the Outcome 

16:01 Psychology of Selling, H2H (Human to Human)

19:55 Pass-offs and Buyer Impact

23:40 Misunderstandings and the Importance of Live Discussions

26:02 Coming Up Against a Machine & LinkedIn

29:42 “WMT” (Which Means That) 

33:00 Value

36:07 Discovery

38:28 Research and Discovery: What You’re Doing Right

44:14 Dance In The Moment

48:24 Disarming and Vulnerability 

51:22 Looking at the Positives and Believing In Yourself

53:25 Flipping the Lens

58:15 Get In Touch with Jim! 

LinkedIn: Jim Irving

https://b2bsellingguidebook.com/index.html

Amazon: Jim Irving

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

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 about the soft skills that make a difference in the B2B selling environment, showing up authentically is a big one for me.

I am sharing my conversation as a guest from the Get Authentic with Marques Ogden podcast to inspire others to lead with your authenticity. 

Everyone is looking for the silver bullet to stand out, break through the noise….this is it and it’s built right in us.

Why is Authenticity so important for you? Many companies I have trained have experienced double digit results in performance, improved confidence and increased their conversion rates by a minimum of 10%. These sales teams became acutely aware of what it took to create an overall better experience for their clients, and that was the differentiator. They had a heightened sense of self and self awareness.

As the Founder of K2 Performance Consulting the challenge in the industry is how do we maintain learning momentum after the training? How can we revisit the content just in time? (JIT) Re-apply it, make it our own.

I wanted to design a platform that provided  real time practice allowing us to get comfortable with the material, craft stories, share examples and have authentic, meaningful business conversation with our clients without sounding scripted. Authenticity disarms our audience, has them leaning in as it is unexpected behaviour and we become memorable for our purpose not our role.

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 you are building a presentation, preparing for a talk with internal or external customers, how do you craft your presentation?
Do you start with your logos, company, yourself or do you lead with your audience?
Get them leaning in, feeling they are the focus of the talk.

Tune in to my solo podcast where I share the framework I use for any small talk all the way to a keynote. KFD.
What do I want my audience to Know, Feel, Do.
Learn how to use the framework and put it into practice and let us know the results.

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 lot of talk of AE’s getting laid off, up -skilling themselves, leveraging their network to land another position and reflecting on what was within their control if anything.

There is very little talk about leaders going through that same journey. Getting let go, reflecting on what was within their control, if anything. Could I have prevented this and how do I move forward? These are all thoughts my guest Chris DiEllo had as he experienced this reality first hand.

Chris shares his journey to leadership and how we rebuilt himself after being let go. He also shares what the interviewing world was like and provides some feedback for others in similar situations.

Chris DiEllo Shownotes
00:55 Introduction
01:15 Introducing Chris DiEllo
03:50 Leave Us a Review!
04:35 Welcoming Chris
08:50 Taking Chances, Experience & Success
13:15 The Experience of Being Let Go
17:00 The Human Aspect: What Emotions Were Felt?
22:23 The Pause
24:05 Lessons, Taking Responsibility & Intentionality
27:25 Are You Ready To Do the Work?
34:30 Takeaways and Recommendations
43:00 Role Playing and Preparation
45:50 Write Your Own 2.0: Gratitude and Being Intentional
47:30 Authenticity
49:10 Advice For Those Who've Been Let Go
52:50 Realizing That Failure Is A Part of It & Taking Risks
55:00 Get In Touch with Chris

Get In Touch with Chris
LinkedIn: https://www.linkedin.com/in/chrisdiello/
Email Chris: [email protected]
Insights for Professionals: https://www.insightsforprofessionals.com/authors/chris-diello

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 do we get our Buyers attention without spamming or pitch slapping them? We must meet them where they’re at.

Offering Personalization, relevance, timeliness, showing up with value all the things that shouldn’t be new to us but for some reason we’re not doing.

Many of us struggle with understanding what channel to use, when, how much is too much etc?

Tune in to my conversation where I sit down with Founder of @salesTeam Builder, LinkedIn’s Top Sales Voice of 2023 @Lesley Venetz  where she walks us through a typical cadence she uses.

We Cover:

How many touch points should we have?

What channels should we be using? 

What CTA should we use to avoid scaring them away 

How to disqualify knowing we can’t help them now or ever and much much more.

Get your pen and paper and test her recommendations for yourself!

00:00 Welcome to K2 Sales Podcast!
00:52 Introduction
03:25 Subscribe and Get In Touch With Us!
04:00 Welcoming (Back!) Leslie
04:30 Areas to Personalize and Breakthrough
07:30 Importance of Identifying Your Audience
11:00 TAM, Sellers and Managing Your Territory
14:00 Customer Success Managers: Get On A Call!
16:25 Building and Segmenting Your Territory: Building Your List
19:45 Sales Development Tips
21:40 Showing That You Understand & Meaningful Messaging
24:11 The First Message: Earn the Right
28:40 How To Make Your Email Not Scream "Sales"
32:50 FOMU: Fear Of Messing Up
36:08 Integrity & Building Trust
39:19 Sales People Want To Do Good
43:40 Three Channel Approach: Phone, Email & Social
48:41 Day One Double Tap
53:14 You Got A Positive Reply! Now What?
58:40 Being Mindful of Time
1:02:15 Accountability, Doing the Work & Standing Out
1:03:40 Do Your Research
1:06:36 Karen's Story: Find the Connectivity
1:11:30 Your Tech & Flexing Those Muscles
1:14:20 Congratulations, Leslie!
1:18:14 Get In Touch with Leslie

Get In Touch with Leslie!
LinkedIn: https://www.linkedin.com/in/leslievenetz
Instagram:https://www.instagram.com/lv_mt2chicago/?hl=en
TikTok: @salestipstok
Patreon: https://www.patreon.com/businessbookclub

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