K2 Sales Podcast

📺 Watch this episode on YouTube
Discovery is not a stage it is an act. As sales professionals we are always discovering.
Uncovering new pieces of information, seeking new perspectives, opportunities, gaps based on our conversations.

Tune in to my conversation with @Jason Bay founder of @outbound squad, where he shares some of the best practices that are often missed during the act of discovery.

Identifying a champion, is a big one. This person will support momentum on the inside.
When on a group call, have you considered booking a follow up 1:1 call and start building a relationship?

This allows us to gather more information and decreases the likelihood of happy ears.
In a group setting details around internal processes, decision making criteria rarely come out.
How can we move from playing zone to 1:!?


Tune in to learn more tactical tips and elevate your discovery playbook.

#b2bsales #discovery #champion

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

Watch this episode on YouTube

Many sales reps have been onboarded remotely, never met their boss, constantly in isolation. Now, they come together with their team for the first time, chances are their confidence is not at an all time high.

The things we did effortlessly pre-pandemic are causing us doubt, uncertainty and eroding our confidence as we are in a state of uncertainty.

Three areas I choose to focus on when I sense a shift in my confidence are:

1) Take Action- we can wait until we are in the right mindset and in theory that will drive the behaviours that make us act, but it mostly doesn’t work that way. We must take action first, think later. Over time, it becomes easier and we are unaware of the discomfort we experienced in the first place.

2) What message are you telling yourself? Be careful, did you know your RAS, Reticular Activating System will scan your environment to find evidence to support your thoughts, thereby validating it. Silver lining here is your brain can’t tell the difference if it is true or not. What thoughts, stories can you share that position you in a confident, positive light, helping you achieve your goals. If you get to pick a story, pick one where your are on top.

Finally, who are you surrounding yourself with? People that play it safe and are nice to be around? That’s great if you are happy with where your are. If you are motivated to grow, increase your confidence take it to the next level, surround yourself with people who are a few steps above you. Observe what are they doing, thinking, how are they acting. Learn, collaborate with them, before you know if you will be ready for the next group of people to support your journey of growth and increased confidence.

Stay Tuned next week where I speak with a true confidence expert, who is a game changer in her field.

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

For most sales professionals, we are a commodity. But the experience we provide doesn’t have to be.

How can we differentiate ourselves in the competitive environment to become a strategic partner.

1) Sell Business problem

2) Understand personal motivations of decision makers

3) How can we leverage video to further differentiate ourselves

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

In our outbound prospecting motions, are we selling the problem or pitching the solution?

The loss aversion theory suggest, people are twice as likely to avoid pain then they re to realize gain. How can we overlay this when reaching out to our potential buyers?

97% of prospects are in the unawareness phase, our role is to move them to awareness..

We cannot do that by highlighting our solution anchored against nothing. This is what I see so many doing.

Are you starting with the current state?

Understanding how they are getting the jbo done today? Poking holes? Looking for ways to show how unsustainable it is? What is the risk of staying this way? Or the bigger risk of doing nothing?

Tune in to my solo podcast where I share ways we can help our prospects acknowledge they have a challenge and the impact of it.

When we gain this commitment we compress sale cycles, avoid price objections and the situation itself creates urgency.

#b2bsales #saleschallenge #jobstobedone

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 look at companies who are showing increased revenue year over year, experiencing minimal employee turnover and have an overall excitement to come to work, we can dot it line back to a positive culture.

Within that, how can we create the same for our sales team? How can we create a culture aligning to our overall company culture, what role does agility play?

How can we model the behaviour so that we retain existing member and attract new team members?

Tune In to my conversation with Amy Franko, author of The Modern Seller, sales strategist, consultant, trainer and a keynote speaker. Amy helps organizations transform their sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. (https://amyfranko.com/about/)

Shownotes

00:52 Women in Sales Month

01:07 Introducing Amy

04:30 Importance of (Defined) Company Culture

06:29 Intentionality and Purpose in Leadership

13:08 Agility and The Modern Seller

14:44 Pivoting

17:17 Commitment & Success

19:25 Embodying Culture As A Leader

22:03 Accountability & Awareness

26:14 Transparency

30:52 Importance of Training

39:44 "Dance In The Moment"

46:08 Learning New Things

51:57 "Facilitating and Frameworks"

55:25 Relationship Building

60:12 Get In Touch With Amy

Get in Touch with Amy
Amy's Website
LinkedIn
Youtube

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

📺Watch this episode on YouTube

Are you maintaining momentum with your 2024 goals ?

Are you continuing your regular routine, activities, thoughts and patterns of 2023?

or have you put in place a new system to operate from?

When we try new things, put ourselves in tough situations we achieve results we have never achieved, this is next level!

The ACC, Anterior cingulate cortex is part of the brain ( we have 2 of them) we continue to build when we do hard things we hate doing.

This is the background of @davidGoggins success.

We also build resilience and discipline. We don’t negotiate with ourselves, we remain committed to the daily activities of achieving our goals. Slowly becoming who we need to be to achieve next level success.

The irony is when we start to like the activity/ task we stop building the ACC.

This for many shouldn’t be a problem. We can easily replace another activity we dislike. We may never like it but we do it anyway because we are committed to a different outcome.

This solo podcast is geared around a quote from @HalElrod "success is something you attract by the person you become”

Who do you need to become to achieve next level success?

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

📺Watch this episode on YouTube

For the tech founders who are scratching their heads at the beginning of the year wondering why nobody is knocking down their doors to buy their perfectly designed, developed and launched product, Tune in, this one’s for you!

My guest @DavidCarter, CEO of @innovationfactory shares what he is seeing tech companies doing well and what others could be doing differently to get in to their buyers hands and claim the wallet share they deserve.

David is speaking from his time @Microsoft, his lessons learned from his own start up journey and his time as CEO of Innovation Factory.

Tune in and bring your note pad, whether we like it or not, #sales is a big part of the entrepreneur journey.

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

📺Watch this episode on YouTube

How many new and tenured leaders say one thing and do another? Fastest way to erode trust and culture with your team.

Tune in to my conversation with Founder of @PORCH and Fractional CRO @revenue•x @Neil Weitzman where we discuss the importance of finding and leading with our authentic voice.
As a leader, knowing our purpose, why we do what do, what we stand for is critical.
This is the bedrock for decision making, connecting with others and doing the right thing. There is an innate sense of conviction because we have clarity on why we are doing these things.
It makes for a more purposeful, patient and inclusive leader. We are not competing with out team’s goals. We have done their role and are now content to motivate, empower and lead others to achieve their goals.
Neil walks the walk, he exudes people first leadership and inspires those around him with his energy, expertise and kindness.
This is one not to be missed.
Don't miss the 9 Communications Structures by Neil

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

Happy New Year!

To kick off 2024, I am delighted to share my conversation with none other than the sales guru, trailblazer for women in sales, author of best selling books such as Snap Selling, Agile Selling, More Sales Less Time, Get Back to work Faster, Selling to Big Companies @Jillkonrath.

Every time Jill encountered a set back, a road block a shift in the industry, she paused and figured a way out.

Then she wrote a book about it to provide a proven system for sellers to navigate their way out.

As we enter 2024, the constant is change.

Are we entering the new year with excitement or are we feeling discouraged?

Tune in to my conversation with Jill where she shares timeless fundamentals for selling.

Regardless of the situation we are facing, she has faced it and overcome it.

She also shares the importance of mindset, attitude and our ability to reframe the situation.

As a woman in sales, it was an absolute highlight for me to have a conversation with someone I have looked up to my entire career.

Jill, Thank you for everything you have done for the sales community. Your knowledge, experience and generosity has had a profound impact on so many.

#b2bsales #salesmindset #salesfundamentals

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

For those who celebrate Christmas, Merry Christmas!

This is our last episode of 2023 and what a great year it has been for us at K2. We’ve had tremendous growth with the podcast due to our amazing guests and loyal and new listeners!

We are gathering traction in countries all over the world. Thank you!

In my last newsletter I shared my 3 areas of focus for 2024 and it all stems from leading with our authentic voice. This may be an overplayed message but when we are competing with AI, our authenticity will win every time.

So if you are thinking, this is great, but how do I get alignment, clarity and start becoming my best, authentic self. Here are 3 tips to get you started:

1) Get clear on your purpose) Why do you do what you do? What legacy to you want to leave behind. This has likely changed in the last few years. If we are leading a team, these are the attributes that attract our team to us, make us relatable. We know why we do things, therefor we are decisive and have a sense of conviction like no other.

2) Ask 3-5 colleagues/ customers what 3 words they would use to describe working with you. The way we perceive ourselves is often different than how we are perceived by others. This helps gain alignment from the inside out. Surfaces blind spots and perhaps heightens a part of us that is hidden or secondary.

3) Become an observer of yourself. Start analyzing our thoughts, behaviours, actions. Get curious why we do certain things, why certain things trigger us. Start making sense of the effect our behaviours and thoughts have on our actions. Spend time with yourself, take yourself out for dinner. What do you observe, when do you feel shy? Talkative? Fearful? Why? Get to know all of you.Over time you may start to see a pattern or a story you are telling yourself. After enough analysis and exploration, you may realize this story no longer serves you.

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