K2 Sales Podcast

Unlock the power of video to improve your customer experience and increase sales

Video is new for many, we discuss what is holding people back
It is a non-negotiable tool, having the human connection is so important.

4:58
How can you get more comfortable?
To be good at what you do, we have to adapt to the way people are buying now. What creates the best buying experience in the remote world, video is a no brainer there. It does not replace all communication, getting good and comfortable with it for 2021 will be a gamechanger!

14:15
What do I need to get started?
Low barrier to entry, very little tech required

 Webcam in computer
 Build in mic
 Internal headsets
 Vidyards’ chrome extension is free to get started right away.

Framework required, not a “spray and prey” approach. Take a methodical approach, review different stages in the sales process that different videos make sense in.

19:00
Vidyard GameChanging Customer story. Thomas Buchanan’s story on how he uses video in a creative way to closes 6 figure deals.

1) Cold call first touch. Opens up call, ask for permission to send personalized video to how he can potentially help

2) Records 90 sec demo on his Ipad, casual, authentic, shared more about their platform shares customer story of how he has helped a similar customer

3) Open rate is 100%,  video is circulating internally across other stakeholders

4) CTA if this is interesting, let me know if it makes sense to jump on a call

Prospect is now pre-qualified; involving different stakeholders, not relying on one champion. Infiltrated rest of organization, built that influence and now you can control the narrative.

23:47
Vidyard as a business communication tool, use analytics to track results of how video is performing- tying it back to efforts of a sales person.

26:35
Manage a remote team is new, engage new hires, on boarding remotely. Need higher touch, ways to feel included use VIDEO.

28:35
How can Sales leaders leverage asynchronous video to cut down sales meetings?

31:19
 Those just getting started
1) Download Vidyard chrome extension, no investment
2) Create a nice space in your home
3) Think of video as being another skill you have to learn
4) Block off time

38:34
Advanced techniques:
There is a huge opportunity using video throughout the entire sales process, not just in prospecting. Look at Awareness, Consideration, Close

Mid funnel- Micro demos, product overview. Create a playlist of most commonly asked questions, send a quick video from your pre-recorded library.

Close- Insert customer testimonials, a 30 sec selfie video about their experience. Welcome message from CEO.

Post Sales- keep your clients informed of new feature being released

On boarding process- make warm introduction, showing your client who their new contact is through video

Proposal /pricing stage- gives you access to person behind the curtain- someone you may never would never otherwise get the chance to meet

Parting words- It’s not about tech, audio or lighting, it’s about saying Yes and committing to something that is out of your comfort zone. Commit to getting 1% better every day.

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

Unlock the power of video to improve your customer experience and increase sales

Video is new for many, we discuss what is holding people back
It is a non-negotiable tool, having the human connection is so important.

4:58
How can you get more comfortable?
To be good at what you do, we have to adapt to the way people are buying now. What creates the best buying experience in the remote world, video is a no brainer there. It does not replace all communication, getting good and comfortable with it for 2021 will be a gamechanger!

14:15
What do I need to get started?
Low barrier to entry, very little tech required

 Webcam in computer
 Build in mic
 Internal headsets
 Vidyards’ chrome extension is free to get started right away.

Framework required, not a “spray and prey” approach. Take a methodical approach, review different stages in the sales process that different videos make sense in.

19:00
Vidyard GameChanging Customer story. Thomas Buchanan’s story on how he uses video in a creative way to closes 6 figure deals.

1) Cold call first touch. Opens up call, ask for permission to send personalized video to how he can potentially help

2) Records 90 sec demo on his Ipad, casual, authentic, shared more about their platform shares customer story of how he has helped a similar customer

3) Open rate is 100%,  video is circulating internally across other stakeholders

4) CTA if this is interesting, let me know if it makes sense to jump on a call

Prospect is now pre-qualified; involving different stakeholders, not relying on one champion. Infiltrated rest of organization, built that influence and now you can control the narrative.

23:47
Vidyard as a business communication tool, use analytics to track results of how video is performing- tying it back to efforts of a sales person.

26:35
Manage a remote team is new, engage new hires, on boarding remotely. Need higher touch, ways to feel included use VIDEO.

28:35
How can Sales leaders leverage asynchronous video to cut down sales meetings?

31:19
 Those just getting started
1) Download Vidyard chrome extension, no investment
2) Create a nice space in your home
3) Think of video as being another skill you have to learn
4) Block off time

38:34
Advanced techniques:
There is a huge opportunity using video throughout the entire sales process, not just in prospecting. Look at Awareness, Consideration, Close

Mid funnel- Micro demos, product overview. Create a playlist of most commonly asked questions, send a quick video from your pre-recorded library.

Close- Insert customer testimonials, a 30 sec selfie video about their experience. Welcome message from CEO.

Post Sales- keep your clients informed of new feature being released

On boarding process- make warm introduction, showing your client who their new contact is through video

Proposal /pricing stage- gives you access to person behind the curtain- someone you may never wou

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

How can you  develop a winning mindset and an unwavering sense of self belief to kick off 2021 strong?

John is a Fitness & Transformation Coach, CEO of AthleticAF, Entrepreneur, former Tight End with the Oakland Raiders and the host of a well-known Podcast, The Show with John Madsen.

In this episode, John shares his non-traditional approach to success and how he relied on mindset, self belief and hard work to achieve greatness.

Being in rapport with your conscious and unconscious,  asking yourself the right questions is essential.

He suggests to focus on your:

1) Belief
2) Behaviour
3) Outcome

The reason most people don't succeed is...they start at step 2 and start working through behaviour change. John suggests to take it back a step and create the belief, the vision first. Once this is solidified it will impact and influence the behaviour.


Deliverables, what can you put in to practice immediately?

**Hire  a coach, You don’t know what you don’t know, this could be the very thing holding you back.
If you are unable to do this, here are 3 steps to put in to place immediately:

1) Clarity of desire, what do you want? And WHY do you want it?

2) Focus relentlessly on what you want, this will shape your perspective which becomes your reality.
 
3) Get quiet, ask yourself what do you need to learn in certain situations to get the results you want.
 
Learn more or connect with John:

Instagram @johnmadsenofficial
 www.johnmadsen.com 

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

How can you stay “others focused” genuinely make it about them to
build trust, empathy and a strong relationship. Why do so many struggle with this?

Mark Birch, Founder of Enterprise Sales Forum, Community builder, Author of Community in a box, Tech entrepreneur and presently Start up Advisor at AWS joins us on the podcast, #100daysofsales


Mark is no stranger to building community,  The Enterprise Sales Forum, a global community of over 25,000 B2B sales professionals,  share relevant ideas, grow professionally and learn from successful sales practitioners. 

We discuss how being “others focused” helps build trust, empathize with our clients and show our genuine desire to help. As well as  many choose to remain in the comfort zone and stay “me focused”.

Avoid pushing a solution that may not fit. Open dialogue to unleash trust is a difficult skill, listen to Mark's tips to work through this. Frame the right questions, don't be afraid of how and what questions. 

Tap in to your existing customer base as a starting point, a "test bed" for messaging, qualifying and discovery questions to provide more certainty for you and your customer.
Move away from pitching the idea and co-develop, invite them to take ownership of the solution. 


We discuss the importance of knowing your ICP and beyond that a solid understanding of your Buyer Persona. We can further drill down and get more clarity in to their role, motivations, influencers, personal goals etc. leading to a more relevant, personalized and timely message.

Qualification questions, focus on sweet spot, more direct path towards customer success.

Deliverables, what can you put in to practice immediately?

1) Understand industry inside out – what do your prospects care about?

2) Motivation Matrix Framework to visualize what people care about; words, phrases, focus on communication. 

3) Mindset to want to change and desire to achieve something big, even when it's beyond your grasp. Commit to learning and practicing over time, dedicate time to self improvement and skill development. 


Connect with Mark on LinkedIn at Start up Mark, https://www.linkedin.com/in/startupmark/
join Enterprise Sales forum newsletter entreprisesales.substack.com
https://www.community-in-a-box.com/

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 can you stay “others focused” genuinely make it about them to
build trust, empathy and a strong relationship. Why do so many struggle with this?

Mark Birch, Founder of Enterprise Sales Forum, Community builder, Author of Community in a box, Tech entrepreneur and presently Start up Advisor at AWS joins us on the podcast, #100daysofsales


Mark is no stranger to building community,  The Enterprise Sales Forum, a global community of over 25,000 B2B sales professionals,  share relevant ideas, grow professionally and learn from successful sales practitioners. 

We discuss how being “others focused” helps build trust, empathize with our clients and show our genuine desire to help. As well as  many choose to remain in the comfort zone and stay “me focused”.

Avoid pushing a solution that may not fit. Open dialogue to unleash trust is a difficult skill, listen to Mark's tips to work through this. Frame the right questions, don't be afraid of how and what questions. 

Tap in to your existing customer base as a starting point, a "test bed" for messaging, qualifying and discovery questions to provide more certainty for you and your customer.
Move away from pitching the idea and co-develop, invite them to take ownership of the solution. 


We discuss the importance of knowing your ICP and beyond that a solid understanding of your Buyer Persona. We can further drill down and get more clarity in to their role, motivations, influencers, personal goals etc. leading to a more relevant, personalized and timely message.

Qualification questions, focus on sweet spot, more direct path towards customer success.

Deliverables, what can you put in to practice immediately?

1) Understand industry inside out – what do your prospects care about?

2) Motivation Matrix Framework to visualize what people care about; words, phrases, focus on communication. 

3) Mindset to want to change and desire to achieve something big, even when it's beyond your grasp. Commit to learning and practicing over time, dedicate time to self improvement and skill development. 


Connect with Mark on LinkedIn at Start up Mark, https://www.linkedin.com/in/startupmark/
join Enterprise Sales forum newsletter entreprisesales.substack.com
https://www.community-in-a-box.com/

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

How can you  develop a winning mindset and an unwavering sense of self belief to kick off 2021 strong?

John is a Fitness & Transformation Coach, CEO of AthleticAF, Entrepreneur, former Tight End with the Oakland Raiders and the host of a well-known Podcast, The Show with John Madsen.

In this episode, John shares his non-traditional approach to success and how he relied on mindset, self belief and hard work to achieve greatness.

Being in rapport with your conscious and unconscious,  asking yourself the right questions is essential.

He suggests to focus on your:

1) Belief
2) Behaviour
3) Outcome

The reason most people don't succeed is...they start at step 2 and start working through behaviour change. John suggests to take it back a step and create the belief, the vision first. Once this is solidified it will impact and influence the behaviour.


Deliverables, what can you put in to practice immediately?

**Hire  a coach, You don’t know what you don’t know, this could be the very thing holding you back.
If you are unable to do this, here are 3 steps to put in to place immediately:

1) Clarity of desire, what do you want? And WHY do you want it?

2) Focus relentlessly on what you want, this will shape your perspective which becomes your reality.
 
3) Get quiet, ask yourself what do you need to learn in certain situations to get the results you want.
 
Learn more or connect with John:

Instagram @johnmadsenofficial
 www.johnmadsen.com 

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