The Business Warrior Within

By Andy Olen

Welcome to The Business Warrior Within, where we uncomplicate business skill by skill! I'm Andy Olen, your guide to unleashing your inner Business Warrior. Join me as I help talented professionals l... more

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FAQs about The Business Warrior Within:

How many episodes does The Business Warrior Within have?

The podcast currently has 153 episodes available.

The Business Warrior Within episodes:

October 02, 2023 Successfully Navigate Your Next Career Transition
The Sales Warrior Within | Season 2 Episode 70 - Successfully Navigate Your Next Career Transition

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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In this episode of the Sales Warrior Within, Andy Olen looks into the important career transition actions you take throughout the course of a long professional run. Andy examines transitions within the same company, transitioning to a new company, and moving from a corporate job to starting your own business.

- Transitions are tough. It's critical to respect the learning curve that comes with the change.

- Andy suggests you learn the new culture and processes before making big changes if you're moving to a new company.

- When promoted within your own company, learn from your teammates. They answer where you should spend your time and energy in the first few months of the role.

- In all transitions, like above, take your time before making big decisions.

- Gather an advisory group of folks around you who can help you make thoughtful decisions.

- If you are starting your own business, seek a running start to gain momentum prior to starting the new adventure.

Andy works with high performers and coaches them on big transitions. Connect with Andy to learn more about his coaching approach.

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
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23min
September 29, 2023 Cooperation is Key to Customer and Business Success
The Sales Warrior Within | Season 2 Episode 69 - Cooperation is Key to Customer and Business Success

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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"CO" = Together
"OPERATE" = To Work
"COOPERATE" = To Work Together

In this episode of the Sales Warrior Within, Andy Olen unpacks cooperation and its importance for salespeople and businesspeople.

- Humans are wired to work with one another and solve problems together.

- Give yourself and your company a competitive advantage by flexing toward cooperative sales practices.

- Extend cooperation to your colleagues within the walls of your company for maximum effectiveness.

When you cooperate, you're able to unlock true win-win outcomes. Give it a try, and continue to strengthen your cooperative sales and business muscles.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
...more
12min
September 18, 2023 5-Steps on How to Sell to Doctors
The Sales Warrior Within | Season 2 Episode 68 - 5-Steps on How to Sell to Doctors

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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Andy Olen's not a doctor, nor did he play one on TV...

So... How did he successfully sell to doctors for 15+ years?

1. Self-awareness - I never pretended to be a doctor AND never tried to outsmart a doctor. (Side note - I did grow up wanting to be a doctor, but then I met AP Chem in high school, and it was all over.)

2. Active listening - My listening-to-talking ratio was 85:15. Listening > Talking. When I had something to say, I made it something meaningful.

3. Find the Why - I asked doctors, "Why did you become a doctor? Tell me about your best day as a doctor." I learned what made them tick and what motivated them, an incredible insight.

4. Learn their hobbies - Doctors work hard and play hard. How do they play? You may be lucky enough to be invited to enjoy their hobbies with them.

5. Show up - Consistency and predictability go a long way with MDs. Be there.

If you're in sales and NOT an MD, you must overcome a significant education and experience gap with your customers. Follow the steps in this episode, and you'll make progress!
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
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18min
September 11, 2023Sales and Marathon Running: It's All About Focus
The Sales Warrior Within | Season 2 Episode 67 - Sales and Marathon Running: It's All About Focus

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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Andy's Marathon Training - Look out, Philly Marathon! In this episode, Andy compares marathon running to selling.
Incredible focus on the steps of the sales cycle and your sales process will bring great results to customers.
Continue building up your mileage and momentum into the next activity with your customers. The effort is tough, but the increased mileage compounds toward a successful race.
Run the marathon WITH your customer. Once the deal is done, it's time to run with your customer. Andy discusses how to do this in this episode.

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
...more
17min
September 05, 2023Selling Mortgages With Centurion's Brian DesPlaines
The Sales Warrior Within | Season 2 Episode 66 - Selling Mortgages With Centurion's Brian DesPlaines

Sales Warriors. Brian DesPlaines of Centurion Group of A+ Mortgage joins the podcast to discuss how he deploys his sales skills as a mortgage advisor.

Brian DesPlaines has 25 years of lending experience. He's a Certified Mortgage Advisor with the Centurion Group of A+ Mortgage. His company is a boutique mortgage group, providing personalized service & expert advice. With a background spanning sales to operations, and mortgage to wealth management, he's uniquely positioned to be a valuable member of your financial planning team.

Learn More About Brian, Centurion, and the Mortgage Brokerage services provided at: https://www.mortgagebycenturion.trustaplus.com/

Brian and Andy have a wide-ranging discussion on sales excellence, the real estate market, buying a home, and how differentiated service and advice are at the core of the Centurion experience.
Brian takes on the challenge that he and Centurion can do all three, cheaper, faster, and better.
Yes, it is still a good time to buy a home. Even though rates are high, leaders like Brian and his firm, Centurion, are ready to assist and help.
As you're looking to buy a new home, make sure you are surrounded by a great team comprised of a real estate agent, mortgage broker, and possibly an attorney.
Brian's approach is to work closely with clients to build the right mortgage solution that fits into smart overall financial and wealth management planning.
Using simple sales skills such as attentive listening, problem-solving, and educating folks on great solutions, Brian and the team at Centurion give clients comfort and confidence in the products they select.

Personal Note: As a client of Centurion myself, I vouch for their excellence in service and solutions. Enjoy this episode of the show

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
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38min
August 29, 2023The Era of the Lone Wolf Salesperson is Over
The Sales Warrior Within | Season 2 Episode 65 - The Era of the Lone Wolf Salesperson is Over

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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Can Lone Wolf Salespeople succeed in a more dynamic and challenging sales environment? Andy takes this question on and shares his answer, "NO."
The complexity of today's sales environment requires salespeople to hunt in a pack or with others in their organization.
Andy unpacks why the lone wolf salesperson is operating in a challenging environment.
He encourages you to assess whether you're the lone wolf and what you must do to evolve and succeed in today's environment.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
...more
12min
August 24, 2023Sales Managers: Recognize and Take Action on Low-Performers
The Sales Warrior Within | Season 2 Episode 64 - Sales Managers: Recognize and Take Action on Low-Performers

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class

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Low-performing sales reps zap the energy and focus of the sales team, manager, and customers. It's critical for the sales leader to quickly diagnose and then act on changing the low-performer's trajectory. Try, and try again. If it doesn't work, you'll have to find a way to move the low-performer out of the organization.
Andy evaluates performance on two levels - SKILL and WILL.
Andy shares three low-performing sales personas: 1) The Long-Term Success Turned Sour; 2) ROAD - Retired On Active Duty; 3) The Cancer on the team. Andy unpacks each persona.
Andy shares advice for sales managers on how to diagnose and performance manage these players. It's all about seeing it, and acting quickly to change it.
Customers also see and feel the low-performer's challenging attitude. This is a red flag. When customers no longer want to work with your sales teammate, they are no longer willing to work with your company.
Finally, Andy shares advice that he was given from a sales mentor. "If you see a performance on your team and fail to address it, the problem is YOU!" Spot on.

Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
...more
18min
August 15, 2023The Business & Salesmanship of Metallica
The Sales Warrior Within | Season 2 Episode 63 - The Business & Salesmanship of Metallica

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class

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Andy Olen shares his perspectives on the business and salesmanship of the heavy metal band Metallica. When you show curiosity about your customer's business and how it works, you'll have much deeper insights into their needs and how to create value for them with your goods and services. This episode includes the following topics.
The business of Metallica
An estimate of how much Metallica made putting on the two shows in Montreal.
Andy's analysis is a good example of a simple analysis you can do to understand your customer's business financials better.
Enjoy learning more about your customers AND get out and see Metallica soon.

Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
...more
22min
August 07, 2023Deploy The Psychology of Negotiations with Guest Brian Will
The Sales Warrior Within | Season 2 Episode 62 - Deploy The Psychology of Negotiations with Guest Brian Will

Sales Warriors. We have a great guest joining the show today, Brian Will.

Brian Will is an industry expert in sales and management consulting, bestselling author of "The Dropout: Multi-Millionaire" and "NO... The Psychology of Sales and Negotiations," and a serial entrepreneur with over 35 years of experience. He has created seven highly successful companies across four industries, worth over half a billion dollars at their peak. Today, Brian is a visionary business leader, owning restaurants in Atlanta, an insurance and technology company in Denver, and a real estate business in Georgia and Florida. His expertise in turnaround projects and driving billions in sales make him a sought-after consultant and speaker.

Learn More About Brian and His Sales Training Offerings Here: https://brianwillmedia.com/

Invest in Brian’s Negotiation Book No, The Psychology of Sales and Negotiations

Brian and Andy have a wide-ranging discussion on negotiation excellence on this episode of The Sales Warrior Within.
Great salespeople are active listeners and offer connected responses.
Salespeople must thoughtfully overcome objections before the negotiation to power through a dynamic negotiation.
Brian shares the 10/70/20 of salespeople skills. The top 10% are salespeople we all should emulate. The middle-70% are the critical team members to upskill and build negotiation skills.
Sales leaders play a major role in the development and effectiveness of skilled salespeople negotiating on the front lines.
Brian and Andy agree that great negotiations are a function of running a great sales process and clearing objections early in the sales process.
The mistake salespeople frequently make is to talk too much. Brian shares his powerful views on the overactive salesperson's impact on a customer.
Finally, closing a negotiation becomes effortless as Brian’s best practices are followed.

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
...more
52min
July 31, 2023 You Want To Sell? Andy Olen Says You Can Do It!
The Sales Warrior Within | Season 2 Episode 61 - You Want To Sell? Andy Olen Says You Can Do It!

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class

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Many reach out to Andy Olen, asking him, "How do I get into sales?" Further, people who do not have a sales background are often concerned that they can't be in sales. In reality, the opposite is true. If you want to sell, we'd love to have you. Andy Olen shares his thoughts and perspectives for those of you wanting to break into sales and potentially into medical device sales.

You likely exercise communication, connection, and cooperation skills if you're in any relationship. Apply those same skills within your sales career.

A fun and motivating episode to gear you up for your journey into sales!
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
...more
14min

FAQs about The Business Warrior Within:

How many episodes does The Business Warrior Within have?

The podcast currently has 153 episodes available.