K2 Sales Podcast

In this podcast episode, Karen Kelly and Chris Orlob former Head of Sales @Gong, current CEO of PClub.io discuss best practices in demos. Chris emphasizes the importance of mapping demos to the customer's pain points and solving their specific problems.  Chris introduces his "FAVORITE" framework for demoing a single capability successfully, which includes Frame the pain, Ask a Question, Visualize the outcome, Orient them to the screen, Reveal workflow, Implant the Value, Tell a story and Elicite a response . They also touch on the power of storytelling in sales and marketing. Overall, the episode provides practical tips for improving demos and engaging customers effectively.

Timestamps

The Purpose of a Sales Demo [00:07:37]
The purpose of a sales demo is to catalyze a decision, not just to inform or educate. The demo should serve the customer in making the next decision in the sales cycle.

Solving the Customer's Problem [00:08:26]
The subgoal of a demo is to solve the customer's problem, as this helps them make a decision. Reps should focus on showing features that directly address the customer's pain points, rather than showcasing a variety of product features.

The mistake of not mapping features to tangible pain points [00:09:45]
Chris discusses the common mistake of showcasing features that don't solve a problem, and the importance of aligning what you show with the pain points shared by the customer.

The importance of understanding the buyer's journey and making micro decisions [00:11:21]
Karen and Chris talk about the significance of understanding the buyer's journey and making smaller decisions along the way, rather than trying to close the deal in one call.

Differentiating between problems and solutions [00:17:01]
Chris emphasizes the need to differentiate between problems and solutions, and how reps often mistake solutions like visibility and coaching for actual problems. He suggests asking deeper questions to uncover the root cause of the customer's needs.

The Importance of Asking Specific Questions [00:19:31]
Exploration of the missed opportunity in demos when vague terms like "better" are used instead of asking specific questions.

The Order of Operations in Demo Presentations [00:20:09]
Insights on the importance of strategically selecting the order in which different stakeholders are engaged in a demo presentation.

The importance of framing the conversation [00:28:14]
Chris discusses the importance of framing the conversation in a way that sparks curiosity and leads to a one-on-one meeting to further discuss the buyer's unique problem.

The lack of sales education [00:29:31]
Chris explains that the lack of education and guidance from sales leaders is a major reason why reps don't ask the right questions or engage effectively in demos.

Asking effective questions during demos [00:33:08]
Chris emphasizes the need for reps to ask strategic and thought-provoking questions during demos to drive engagement and create a contrast between the buyer's current state and the potential solution.

The first phase of a demo [00:37:14]
Chris discusses the first phase of a demo, which includes a meet and greet and reviewing t

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 this podcast episode, Karen Kelly and Chris Orlob former Head of Sales @Gong, current CEO of PClub.io discuss best practices in demos. Chris emphasizes the importance of mapping demos to the customer's pain points and solving their specific problems.  Chris introduces his "FAVORITE" framework for demoing a single capability successfully, which includes Frame the pain, Ask a Question, Visualize the outcome, Orient them to the screen, Reveal workflow, Implant the Value, Tell a story and Elicite a response . They also touch on the power of storytelling in sales and marketing. Overall, the episode provides practical tips for improving demos and engaging customers effectively.

Timestamps

The Purpose of a Sales Demo [00:07:37]
The purpose of a sales demo is to catalyze a decision, not just to inform or educate. The demo should serve the customer in making the next decision in the sales cycle.

Solving the Customer's Problem [00:08:26]
The subgoal of a demo is to solve the customer's problem, as this helps them make a decision. Reps should focus on showing features that directly address the customer's pain points, rather than showcasing a variety of product features.

The mistake of not mapping features to tangible pain points [00:09:45]
Chris discusses the common mistake of showcasing features that don't solve a problem, and the importance of aligning what you show with the pain points shared by the customer.

The importance of understanding the buyer's journey and making micro decisions [00:11:21]
Karen and Chris talk about the significance of understanding the buyer's journey and making smaller decisions along the way, rather than trying to close the deal in one call.

Differentiating between problems and solutions [00:17:01]
Chris emphasizes the need to differentiate between problems and solutions, and how reps often mistake solutions like visibility and coaching for actual problems. He suggests asking deeper questions to uncover the root cause of the customer's needs.

The Importance of Asking Specific Questions [00:19:31]
Exploration of the missed opportunity in demos when vague terms like "better" are used instead of asking specific questions.

The Order of Operations in Demo Presentations [00:20:09]
Insights on the importance of strategically selecting the order in which different stakeholders are engaged in a demo presentation.

The importance of framing the conversation [00:28:14]
Chris discusses the importance of framing the conversation in a way that sparks curiosity and leads to a one-on-one meeting to further discuss the buyer's unique problem.

The lack of sales education [00:29:31]
Chris explains that the lack of education and guidance from sales leaders is a major reason why reps don't ask the right questions or engage effectively in demos.

Asking effective questions during demos [00:33:08]
Chris emphasizes the need for reps to ask strategic and thought-provoking questions during demos to drive engagement and create a contrast between the buyer's current state and the potential solution.

The first phase of a demo [00:37:14]
Chris discusses the first phase of a demo, which includes a meet and greet and reviewing t

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 many of us are winging our discovery calls and expecting a follow up call….

Sorry to say, It won’t happen

We must be exchanging value for time.

There are fundamentals that must take place for an effective discovery.

Prospects want to feel they are in good hands.

They are aware of the purpose

What do they want to get out of the call

How the call will unfold

How long it will take and 

what outcome can they expect at the end of the call.

They also want to be a participant not a spectator. Tune in to my solo podcast where I share fundaments I see top performers doing on discovery calls that are advancing to close.

Effective sales discovery is about purpose. Why are we here? Following that a light agenda, and alignment with prospect expectations. Are we here for the same reason? What do they want to get out of the call? Start by making it a 2 way conversation to drive engagement. Lead the conversation with confidence for game-changing results! 

Tune in to my solo podcast where I share some of the fundamental elements that are often missed in a discovery call. 

Respect our prospect's time by stating the purpose and outcome of the call. Stick to the agenda and avoid rushed conversations. 

 Focus on your prospect's challenges, no pitching. Ask questions to understand their needs and create urgency. Use the rule of three to reinforce active listening.

 Use storytelling and social proofing to build credibility. Share relevant success stories and ask balanced questions. 

 Prioritize key topics, listen actively, and confirm next steps for effective communication. Uncover the root cause of challenges. 

00:30 - Importance of effective discovery in sales calls

01:15 - Clear purpose and agenda for each call

02:00 - Setting expectations with the prospect

02:45 - Gaining commitments from the prospect

03:30 - Ensuring alignment between expectations and purpose of the call

04:15 - Using the rule of three to organize the agenda

05:00 - Managing time effectively

05:45 - Confirming the time allotted for the call

06:30 - Proper planning and avoiding rushing through discussions

07:15 - The benefits of thorough preparation

08:00 - Researching the prospect and their company beforehand

08:45 - Tailoring the agenda to the prospect's needs and interests

09:30 - Anticipating potential objections or challenges

10:15 - Creating a structured outline for the call

11:00 - Starting the call with a warm introduction and rapport-building

11:45 - Transitioning into the purpose of the call

12:30 - Asking open-ended questions to uncover the prospect's pain points

13:15 - Active listening and taking notes during the conversation

14:00 - Summarizing the prospect's challenges and goals

14:45 - Presenting solutions that address the prospect's needs

15:30 - Demonstrating expertise and credibility

16:15 - Handling objections with empathy and understanding

17:00 - Providing evidence and testimonials to support claims

17:45 - Seeking commitment and next steps from the prospect

18:30 - Recap of the call's agenda and outcomes

19:15 - Thanking the prospect for their time and interest

20:00 - Follow-up actions and timeline

20:45 - Closing remarks and inv

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 many of us are winging our discovery calls and expecting a follow up call….

Sorry to say, It won’t happen

We must be exchanging value for time.

There are fundamentals that must take place for an effective discovery.

Prospects want to feel they are in good hands.

They are aware of the purpose

What do they want to get out of the call

How the call will unfold

How long it will take and 

what outcome can they expect at the end of the call.

They also want to be a participant not a spectator. Tune in to my solo podcast where I share fundaments I see top performers doing on discovery calls that are advancing to close.

Effective sales discovery is about purpose. Why are we here? Following that a light agenda, and alignment with prospect expectations. Are we here for the same reason? What do they want to get out of the call? Start by making it a 2 way conversation to drive engagement. Lead the conversation with confidence for game-changing results! 

Tune in to my solo podcast where I share some of the fundamental elements that are often missed in a discovery call. 

Respect our prospect's time by stating the purpose and outcome of the call. Stick to the agenda and avoid rushed conversations. 

 Focus on your prospect's challenges, no pitching. Ask questions to understand their needs and create urgency. Use the rule of three to reinforce active listening.

 Use storytelling and social proofing to build credibility. Share relevant success stories and ask balanced questions. 

 Prioritize key topics, listen actively, and confirm next steps for effective communication. Uncover the root cause of challenges. 

00:30 - Importance of effective discovery in sales calls

01:15 - Clear purpose and agenda for each call

02:00 - Setting expectations with the prospect

02:45 - Gaining commitments from the prospect

03:30 - Ensuring alignment between expectations and purpose of the call

04:15 - Using the rule of three to organize the agenda

05:00 - Managing time effectively

05:45 - Confirming the time allotted for the call

06:30 - Proper planning and avoiding rushing through discussions

07:15 - The benefits of thorough preparation

08:00 - Researching the prospect and their company beforehand

08:45 - Tailoring the agenda to the prospect's needs and interests

09:30 - Anticipating potential objections or challenges

10:15 - Creating a structured outline for the call

11:00 - Starting the call with a warm introduction and rapport-building

11:45 - Transitioning into the purpose of the call

12:30 - Asking open-ended questions to uncover the prospect's pain points

13:15 - Active listening and taking notes during the conversation

14:00 - Summarizing the prospect's challenges and goals

14:45 - Presenting solutions that address the prospect's needs

15:30 - Demonstrating expertise and credibility

16:15 - Handling objections with empathy and understanding

17:00 - Providing evidence and testimonials to support claims

17:45 - Seeking commitment and next steps from the prospect

18:30 - Recap of the call's agenda and outcomes

19:15 - Thanking the prospect for their time and interest

20:00 - Follow-up actions and timeline

20:45 - Closing remarks and inv

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

As sales professionals, we unfortunately don’t have as many negotiation strategies  in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.

Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience

Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, there are some things that don’t require preparation, they require being a good person. Patrick mentions the importance of  integrity, the desire to build trust, be honest and admit when you make a mistake, these fundamentals are game changers.

00:45 Introduction
01:04 Introducing Patrink Tinney
03:15 Reflection: Questions to Ask
04:55 Welcoming Patrick
05:34 How Did You Get Into Sales and Marketing (Negotiations)
08:47 Internal Process and Buyer's Journey
11:22 Taking Back Your Power
14:00 Cost Models
20:35 Seller vs. Buyer: "Don't Get Beat Up by "Tim"
25:07 Making It Easy For the Buyer + "Unlocking Yes"
30:30 Building Trust into Your Negotiations
37:30 Preparation, Negotiation, and Challenges: Understanding Economics of Communities
40:30 Inviting Your Prospect: The Big Picture
48:20 You Already Have the Keys
51:00 Execution

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

As sales professionals, we unfortunately don’t have as many negotiation strategies  in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.

Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience

Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, there are some things that don’t require preparation, they require being a good person. Patrick mentions the importance of  integrity, the desire to build trust, be honest and admit when you make a mistake, these fundamentals are game changers.

00:45 Introduction
01:04 Introducing Patrink Tinney
03:15 Reflection: Questions to Ask
04:55 Welcoming Patrick
05:34 How Did You Get Into Sales and Marketing (Negotiations)
08:47 Internal Process and Buyer's Journey
11:22 Taking Back Your Power
14:00 Cost Models
20:35 Seller vs. Buyer: "Don't Get Beat Up by "Tim"
25:07 Making It Easy For the Buyer + "Unlocking Yes"
30:30 Building Trust into Your Negotiations
37:30 Preparation, Negotiation, and Challenges: Understanding Economics of Communities
40:30 Inviting Your Prospect: The Big Picture
48:20 You Already Have the Keys

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

In this solo episode of the K2  Sales podcast, host Karen Kelly shares four effective strategies to improve outbound prospecting:

1. 1) Reach out to past customers who have had a positive experience and nurture those relationships.
2. 2) Ask for warm introductions from first-degree connections who are already in discussions with your target audience.
3. 3) Actively seek reviews and testimonials from satisfied customers to boost credibility.
4. 4) Emphasize the need for a multichannel approach, encouraging personalized outreach efforts and creative ways to make a lasting impression.

Overall, Karen emphasizes the importance of standing out in a crowded market and to provides valuable insights for your prospects. Buyers are getting smarter, more sophisticated and are less tolerant of lazy, mediocre strategies.

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 this solo episode of the K2  Sales podcast, host Karen Kelly shares four effective strategies to improve outbound prospecting:

1. 1) Reach out to past customers who have had a positive experience and nurture those relationships.
2. 2) Ask for warm introductions from first-degree connections who are already in discussions with your target audience.
3. 3) Actively seek reviews and testimonials from satisfied customers to boost credibility.
4. 4) Emphasize the need for a multichannel approach, encouraging personalized outreach efforts and creative ways to make a lasting impression.

Overall, Karen emphasizes the importance of standing out in a crowded market and to provides valuable insights for your prospects. Buyers are getting smarter, more sophisticated and are less tolerant of lazy, mediocre strategies.

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

#salesleaders who have been promoted from an individual contributor role have most likely not been trained on having a difficult conversation.

Even tenured leaders, have you beed given a framework to use? role-play with a trusted advisor/ coach? 

Do we understand the components of a difficult conversation and the impact it can have on our audience and our team if delivered incorrectly?

Tune in to my conversation with @Gaetan Pellerin, Negotiation Consultant, author and Communication Coach where he breaks down key components of a difficult conversations.

Are we taking the time to prepare before having a difficult conversation? Check in with ourselves? Anticipate triggers we may have based on the feedback of our audience? Can we become an observer? Are we focusing on the outcome while managing the relationship or are we  prioritizing being liked?

I guarantee you will take something away that will may make your next difficult conversation, a little less difficult.  

[00:04:34] Mindfulness in Difficult Conversations 

The shift from mindful negotiations to mindfulness in difficult conversations, the challenges in conversations, and the role of ego and scenario planning in making conversations difficult.

[00:10:18] Reacting in the moment 

Discussion on how people react under pressure and the fear of negative news affecting relationships.

[00:11:03] Sight of the purpose 

The importance of maintaining focus on the objective of the conversation and not getting derailed by emotions.

[00:15:40] Power of silence and observation 

The significance of asking questions, listening, and observing in sales conversations, and the benefits of being present and mindful.

[00:21:09] The Importance of Being Curious

Curiosity is key in sales calls to understand the other person's reality and differentiate yourself from other salespeople.

[00:26:48] Vendor vs Partner

The difference between being a vendor and a partner lies in understanding the client's world and delivering solutions related to their needs.

 [00:29:00] Transitioning to a Management Role

The challenge of transitioning from an individual contributor to a management role and the importance of setting expectations and shifting focus.

 [00:31:15]Setting Expectations and Role-Playing in Job Interviews

Importance of discussing real-life situations and role-playing in job interviews to set expectations for potential candidates.

[00:32:43]The First Difficult Conversation: Self-Assessment before Promotion

The importance of self-assessment before promoting someone to a management role to avoid costly mistakes.

[00:37:23]Balancing Relationship and Outcome in Difficult Conversations

Challenges faced by sales leaders in balancing the relationship with team members while achieving desired outcomes.

[00:42:15]Importance of Detaching Emotion in Difficult Conversations

The speakers discuss the challenge of detaching oneself from emotions during difficult conversations and the benefits of being an observer.

[00:43:12]Creating Room for the Other Person to Express Themselves

The speakers emphasize the importance of creating space for the other person to express their thoughts a

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

#salesleaders who have been promoted from an individual contributor role have most likely not been trained on having a difficult conversation.

Even tenured leaders, have you beed given a framework to use? role-play with a trusted advisor/ coach? 

Do we understand the components of a difficult conversation and the impact it can have on our audience and our team if delivered incorrectly?

Tune in to my conversation with @Gaetan Pellerin, Negotiation Consultant, author and Communication Coach where he breaks down key components of a difficult conversations.

Are we taking the time to prepare before having a difficult conversation? Check in with ourselves? Anticipate triggers we may have based on the feedback of our audience? Can we become an observer? Are we focusing on the outcome while managing the relationship or are we  prioritizing being liked?

I guarantee you will take something away that will may make your next difficult conversation, a little less difficult.  

[00:04:34] Mindfulness in Difficult Conversations 

The shift from mindful negotiations to mindfulness in difficult conversations, the challenges in conversations, and the role of ego and scenario planning in making conversations difficult.

[00:10:18] Reacting in the moment 

Discussion on how people react under pressure and the fear of negative news affecting relationships.

[00:11:03] Sight of the purpose 

The importance of maintaining focus on the objective of the conversation and not getting derailed by emotions.

[00:15:40] Power of silence and observation 

The significance of asking questions, listening, and observing in sales conversations, and the benefits of being present and mindful.

[00:21:09] The Importance of Being Curious

Curiosity is key in sales calls to understand the other person's reality and differentiate yourself from other salespeople.

[00:26:48] Vendor vs Partner

The difference between being a vendor and a partner lies in understanding the client's world and delivering solutions related to their needs.

 [00:29:00] Transitioning to a Management Role

The challenge of transitioning from an individual contributor to a management role and the importance of setting expectations and shifting focus.

 [00:31:15]Setting Expectations and Role-Playing in Job Interviews

Importance of discussing real-life situations and role-playing in job interviews to set expectations for potential candidates.

[00:32:43]The First Difficult Conversation: Self-Assessment before Promotion

The importance of self-assessment before promoting someone to a management role to avoid costly mistakes.

[00:37:23]Balancing Relationship and Outcome in Difficult Conversations

Challenges faced by sales leaders in balancing the relationship with team members while achieving desired outcomes.

[00:42:15]Importance of Detaching Emotion in Difficult Conversations

The speakers discuss the challenge of detaching oneself from emotions during difficult conversations

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