The Business Warrior Within

Andy Olen Learn More About Andy at www.AndyOlen.com

Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings

In this episode of the Sales Warrior Within, Andy Olen discusses the importance of sales and businesspeople closing the business skills gap.

- Empowerment comes from sharpening your skills, building confidence, and controlling your destiny. Skills work helps you build and extend empowerment.

- 99.5% of all businesses fail to provide their talented associates the REAL skills needed to succeed.

- Andy shares his insights on the importance of six critical business skills gaps - negotiations, setting goals/strategy, presenting, decision making, sales skills, and finance.

- Andy is reshaping the podcast by broadening the focus to the six skills above. To be a complete sales and businessperson, confidence and success come from developing skills.

- Andy will rebrand the podcast The Business Warrior Within and help you close the gap and unlock your fullest potential.

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 71 - Ascend Up The Sales Rankings with Guests Jim Knittle and Peter Galiano

Host:
Andy Olen

Guests:
Jim Knittle
Ascend Performance Group
Email Jim @ [email protected]

Peter Galiano
Connect with Peter on LinkedIn

Andy Olen welcomes Jim and Peter of Ascend Performance Group in this episode The Sales Warrior Within. You’ll hear a robust discussion on:

The Origin Story of Ascend Performance Group

Jim discusses the focus of Ascend Performance Group on talent development and performance improvement.

The Role of Coaching in Sales 

Pete emphasizes the need for managers to become experts in the people they lead.

The Changing Role of Marketing

Pete discusses the evolving role of marketing and the need for marketers to help identify the right place for data in conversations.

Coaching at Every Level 

Jim emphasizes that coaching is essential at both individual contributor and management levels.

Balancing Patience with Results

Andy raises the question of balancing patience with the demands of a quarterly results-driven culture.

The Risk of Speedy Sales

The risks associated with the pressure for fast sales include discounting and eroding margins.

Building Trust and Vetted Process 

Peter emphasizes the importance of building trust and judgment in sales, highlighting that these are critical elements that cannot be easily measured but significantly impact deal closes.

Team and Group Coaching for Sales Growth:

Jim discusses the evolving trend of sales organizations embracing team and group coaching to address individual contributors' challenges.

Shifting to a P&L Mentality:

The conversation delves into the resistance of some organizations to shift to a P&L (Profit and Loss) mentality in compensation and mindset

Fiduciary Duty in Sales:

Jim Knittel addresses the question of whether the fiduciary duty of a sales rep is to the customer or the company. He suggests that it should be both, highlighting a collaborative approach towards finding a great solution. 

Importance of Trust in Fiduciary Relationships: 

Peter Galiano adds to the discussion, stressing the significance of trust in fiduciary relationships. He argues that trust must come from both sides—sales reps should trust their organization, and in return, the organization should trust its sales reps. 

Permission-Based Leadership:

Jim Knittel introduces the concept of permission-based leadership, which involves empowering the customer to have the ultimate say in the sales process. This leadership style focuses on validation, plain language communication, and building trust.

Conclusion:

Thank you to Jim Knittel and Peter Galiano for sharing their insights on coaching and patience in sales.

Note: The show notes are a condensed version of the podcast transcript, highlighting key points and topics discussed in the episode.

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 71 - Ascend Up The Sales Rankings with Guests Jim Knittel and Peter Galiano

Host:
Andy Olen

Guests:
Jim Knittle
Ascend Performance Group
Email Jim @ [email protected]

Peter Galiano
Connect with Peter on LinkedIn

Andy Olen welcomes Jim and Peter of Ascend Performance Group in this episode The Sales Warrior Within. You’ll hear a robust discussion on:

The Origin Story of Ascend Performance Group

Jim discusses the focus of Ascend Performance Group on talent development and performance improvement.

The Role of Coaching in Sales 

Pete emphasizes the need for managers to become experts in the people they lead.

The Changing Role of Marketing

Pete discusses the evolving role of marketing and the need for marketers to help identify the right place for data in conversations.

Coaching at Every Level 

Jim emphasizes that coaching is essential at both individual contributor and management levels.

Balancing Patience with Results

Andy raises the question of balancing patience with the demands of a quarterly results-driven culture.

The Risk of Speedy Sales

The risks associated with the pressure for fast sales include discounting and eroding margins.

Building Trust and Vetted Process 

Peter emphasizes the importance of building trust and judgment in sales, highlighting that these are critical elements that cannot be easily measured but significantly impact deal closes.

Team and Group Coaching for Sales Growth:

Jim discusses the evolving trend of sales organizations embracing team and group coaching to address individual contributors' challenges.

Shifting to a P&L Mentality:

The conversation delves into the resistance of some organizations to shift to a P&L (Profit and Loss) mentality in compensation and mindset

Fiduciary Duty in Sales:

Jim Knittel addresses the question of whether the fiduciary duty of a sales rep is to the customer or the company. He suggests that it should be both, highlighting a collaborative approach towards finding a great solution. 

Importance of Trust in Fiduciary Relationships: 

Peter Galiano adds to the discussion, stressing the significance of trust in fiduciary relationships. He argues that trust must come from both sides—sales reps should trust their organization, and in return, the organization should trust its sales reps. 

Permission-Based Leadership:

Jim Knittel introduces the concept of permission-based leadership, which involves empowering the customer to have the ultimate say in the sales process. This leadership style focuses on validation, plain language communication, and building trust.

Conclusion:

Thank you to Jim Knittel and Peter Galiano for sharing their insights on coaching and patience in sales.

Note: The show notes are a condensed version of the podcast transcript, highlighting key points and topics discussed in the episode.

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.

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

Invest in The "Yes, If" Mindset Master Class  

Apply Discount WARRIOR for savings

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.

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

Invest in The "Yes, If" Mindset Master Class  

Apply Discount WARRIOR for savings

"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.

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

Invest in The "Yes, If" Mindset Master Class  

Apply Discount WARRIOR for savings

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.

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

Invest in The "Yes, If" Mindset Master Class  

Apply Discount WARRIOR for savings

Andy's Marathon Training - Look out, Philly Marathon! In this episode, Andy compares marathon running to selling.
 

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.

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.  

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.

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

Invest in The "Yes, If" Mindset Master Class  

Apply Discount WARRIOR for savings

Can Lone Wolf Salespeople succeed in a more dynamic and challenging sales environment? Andy takes this question on and shares his answer, "NO."
 

Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.

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  

Apply Discount WARRIOR for savings

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.
 

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.