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The Business Warrior Within
The Business Warrior Within episodes
- The 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
Apply Discount WARRIOR for savingsAndy 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.
22 min - Deploy 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.
52 min - 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
Apply Discount WARRIOR for savings
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.
14 min - Selling Like the Top 1% with Doug Brown
The Sales Warrior Within | Season 2 Episode 60 - Selling Like the Top 1% with Doug Brown
Guest: Doug Brown
Learn More About Doug Brown and CEO Sales Strategies here: https://ceosalesstrategies.com/
Grab Doug's E-Book, The Nonstop 1 % Earner, for FREE by emailing [email protected] and reference Andy Olen, and Doug will send you a free copy.
Host: Andy Olen
Learn More About Andy at www.AndyOlen.comDoug Brown connects the dots from starting in his family business and then on to selling musical products to famous musicians and bands, and now he leads CEO Sales Strategies. He is the creator of the Top 1% Academy where he teaches people and companies how to think, act and achieve sales success like the top 1% earner.
CEO Sales Strategies focuses on helping people sell more than they ever thought possible by becoming better at influencing, persuading, and selling to buyers, whether they be CEOs, business owners, or entrepreneurs.
Looking at top sales earners across countries, Doug asked, "How do we help this elite group of salespeople?" Doug is passionate about helping think and act like the top 1% of sales earners.
Salespeople must decide, "Do I want to be a top one percenter?" If so, here's how Doug says you can become a top one percenter.- First, determine what you want your life to be and then work backward to what you have to do today.
- The top one percenters are always evaluating their performance. Top performers deal with the elite to make business happen and are always at the top of their industry. Play at the top and outproduce well beyond the quota.
- Top performers create leverage through all aspects of their work.
- Top performers continually invest in themselves.
Doug inspires all salespeople that "Yes, you can do this." Tune in to the episode to learn more and how to make it happen.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
52 min - Get Yourself Ready to Negotiate
The Sales Warrior Within | Season 2 Episode 59 - Get Yourself Ready to Negotiate
Host: Andy Olen
Learn More About Andy at www.AndyOlen.com
Invest in The "Yes, If" Mindset Master Class
Apply Discount WARRIOR for savingsAndy Olen shares his thoughts on how to be prepared for your next negotiation. Preparation is critical to a successful negotiation. Here's what Andy has to say:
1. Prepare with teammates. Also, negotiate with your teammates for maximum impact.
2. Go through multiple scenarios and simulations in advance. You'll likely not be surprised by what your customers throw your way IF you run through various scenarios in advance.
3. Get your negotiation trades approved in advance of the trading event. Become a more empowered negotiator through pre-approvals. You'll feel more empowered when you do.Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
17 min - “Do I Love To Sell to My Customers?” An Important Career Question to Ask
The Sales Warrior Within | Season 2 Episode 58 - “Do I Love To Sell to My Customers?” An Important Career Question to Ask
Host: Andy Olen
Learn More About Andy at www.AndyOlen.comAndy Olen shares his perspectives and thoughts on how to guide your professional career.
Ask, “Do I love to sell to my customers?” If the answer is “YES,” then keep doing more of that role and work. If the answer is “NO,” it’s time to reconsider your career trajectory and current position.
Andy shares how to use the image and analogy of a ladder to help professionals think through their answers to the question of the podcast.
When a salesperson is a front-line sales rep, she or he sells directly to the end-user customer. Do you love selling to and servicing this customer? If yes, keep doing more.
As a salesperson moves up the corporate ladder, they spend less time with the end-user customer and more with the shareholder customer. This customer requires different sales skills and a unique approach. As you move up, do you love selling to your new customer?
Apply the ladder concept to help answer the question, “Do I love to sell to my customers?” Stay close to the customers you love to sell to.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
19 min - Ignite Your Sales with Guest Steve Gielda
The Sales Warrior Within | Season 2 Episode 57 - Ignite Your Sales with Guest Steve Gielda
Guest: Steve Gielda
Learn More About Steve at www.IgniteSelling.com
Learn More and Invest in a Copy of Steve's Book Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline
Or... Receive a Free Audio Version of the Book by Reaching Out to Steve and sharing that you listened to him on The Sales Warrior Within Podcast.
Host: Andy Olen
Learn More About Andy at www.AndyOlen.comShownotes & Comments
- Control your destiny in sales. Andy welcomes guest Steve Gielda of Ignite Selling to discuss how Ignite Selling helps salespeople, and sales teams unlock their true potential and results.
- Steve reminds us sales is about helping customers solve a problem. When you help your customer solve a critical problem, you build trust and long-term relationship equity.
- Ignite Selling is focused on helping teams: 1) Build a robust sales process; 2) Develop the sales tools required to march toward success; 3) Coach and guide sales teams to execute at a high level.
- Andy and Steve discuss the important role technology plays in how people sell. Both agree that great salespeople will incorporate tech into their sales process.
- The two close out their conversation by discussing managing through the tough headwinds that salespeople are selling into today. Steve reminds listeners to find the right customer problem to solve. Do this, and you'll be well on your way to creating customer value and competitive advantage.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
45 min - It's End of Quarter...Take Action!
The Sales Warrior Within | Season 2 Episode 56 - It's End of Quarter... Take Action
Host: Andy Olen
Learn More About Andy at www.AndyOlen.comShownotes & Comments
- Andy Olen shares his best practices on salespeople can bring home the end of quarter above quota.
- Be transparent with your customers. If you need to call in a favor, do it. Ask them to buy before the end of the quarter.
- It's important to create a sense of urgency for your customers to act. Customers may not need to buy based on your end of quarter timeline, so it's important you create that urgency for them.
- Start early. Don't leave all of the big sales efforts for the end of the quarter. Pretend your quarter ends a month early. Activate your end of quarter procedures early to give you a chance to succeed by the end.
- Attempt to manage the inbound "Bluebird" deals. Bluebirds are deals that drop before you expect them. They are pleasant surprises. If you can manage the Bluebird flow you'll create consistent and predictable results.
- Manage to hit 100% to 102% regularly. Become a sales metronome and achieve wonderfully consistent results.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
19 min - Using Podcasts & AI To Jump Start Sales with Ryan Staley
The Sales Warrior Within | Season 2 Episode 55 - Using Podcasts & AI To Jump Start Sales with Ryan Staley
Host: Andy Olen
Guest: Ryan Staley of RyanStaley.ioShownotes & Comments
- In this podcast episode, Ryan Staley discusses his sales journey and why he loves sales, highlighting its importance in his professional career and personal life.
- The conversation covers the impact of technology and cool trends in sales, focusing on artificial intelligence (AI) and ChatGPT, and how salespeople can engage with these tools effectively.
- Ryan shares a humorous story about his first sales experience, which involved selling knives to his parents' friends and hitting a pole with his car, leading to a change of plans.
- Ryan talks about his current endeavors, including hosting a podcast where he interviews SaaS CEOs and helping SaaS companies grow their revenue through sales systems and leveraging AI tools.
- The power of podcasts as a lead generation and content creation tool is discussed, emphasizing how podcast hosting can provide valuable connections, industry insights, and strategic partnerships.
- Experiment and familiarize yourself with AI technology like Chat GPT to gain insights and understand your customers better.
- Use a company's about page as input to Chat GPT to generate contextual insights and understand what is important to them.
- Embrace automation and AI technology to automate mundane tasks and focus on building deep relationships and strategic thinking with customers.
- Consider the potential impact of AI on sales jobs, as lower-end sales roles may become automated, but high-level salespeople can leverage AI for greater efficiency.
- Balance AI-generated personalized emails with the importance of human-to-human connection through phone calls and in-person interactions.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
39 min - Making Her Next Presentation Her Best with Ainsley Olen
The Sales Warrior Within | Season 2 Episode 54 - Making Her Next Presentation Her Best with Ainsley Olen
Host: Andy Olen
Guest: Ainsley Olen find on INSTAGRAMShownotes & Comments
- In this podcast episode, Andy is proud to welcome his daughter, Ainsley Olen, to the show.
- Ainsley is a graduating senior at Brookfield East High School outside of Milwaukee, Wisconsin.
- Andy and Ainsley have some fun discussing Taylor Swift's impact on her fans and music.
- The pair rotate to talk about Ainsley's keynote speech she gave at the Brookfield East Senior Recognition and Awards event.
- Ainsley walks through her preparation, nerves, and approach to delivering a keynote to the community, the school, and parents.
- Ainsley follows many of Andy's best practices in his courses, including POPS, good body language, and the joy of receiving great feedback afterward.
- Ainsley shares excellent insights on amplifying her body language, including how dance taught her to maximize her facial body language.
- Andy provides his daughter the same call to action he gives the businesspeople attending his course... "Make your next presentation your best!"
- Ainsley and Andy conclude with a conversation on bringing great presentations to the field of medicine. Ainsley commits to working on her presenting skills and taking on with her as she works toward a medical career.
Ainsley Olen will attend the University of Wisconsin-Madison in the fall of 2023, where she will study chemistry.
Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.
46 min
About The Business Warrior Within
From the publisher's feed
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…
like you master crucial skills overlooked by businesses. Let's conquer challenges and fast-track success together!