K2 Sales Podcast

Why do Paramedics, Pilots, Health Care Professionals perform well under pressure, remove emotion and stay consistent with the process? They train, they practice, they put in the reps in a training environment to ensure success under pressure. How can sales people take a page from their books? How can we become more Sales Ready? Ensure with every engagement we are exchanging value for time? Tune in...

As sales professionals living in a noisy online world, how can we show up authentically, unapologetically with our own unique voice? Many want to build their personal brand, command a following, be seen as an influencer, trusted advisor, to do this we need a point of view. What do we stand for? What are we known for?  We can’t be everything to everybody.  When we know who we are, what we  stand fo...

As companies strive to be customer centric, we must ask ourselves, where are we in our digital transformation strategy? How can we remove internal silos to align messages, share information and meet the buyer where they are in their journey? Do certain generations adopt technology easier and quicker than others? As sales leaders how can we meet our team where they’re at, on their individual journe...

With spring around the corner and COVID restrictions lifting, what can we leave behind that no longer serves us, that is holding us back and eroding our belief system? How can we lighten our load and  enter spring with a feeling of re-birth and new beginnings? How can we confidently know our worth without relying on external validation? Tune in to Karen’s solo podcast where she shares how lack of...

Sales Leaders, business owners, are you creating a safe space for your team to feel heard, understood, voice their concerns, ask questions, or are they chatting with their colleagues after meetings sharing that they  felt under-minded, under valued or potentially belittled during a meeting, group session etc Tune in to my conversation with Tom Girling, Founder of Blue Mediation where he brings his...

How can storytelling help us connect with our audience? be others focused and better position our product through storytelling? Leading with company slides, logos and product pitches is a sure way to repel our audience. Knowing where the gaps are, when the hesitations arise in advance allows us to pre-prepare stories to bridge the gap of where they are and where they want to be. To do this effecti...

What does it take to get your audiences attention? How can you move from one to many while still keeping it personalized, or can you? Tune in to my conversation with CEO of Sales Schema, Dan Englander where he breaks apart the roles of sales and marketing, how leveraging referrals can de risk our conversation and many more tactics to help us break through the noise in a meaningful way. 00:59 Lead...

As the Executive Director of Haltech, Shann McGrail is well aware of what it takes to thrive in a male dominated world spending many years in Technical sales at Microsoft. Now as Executive Director of Haltech, Shann is involved in many programs supporting Halton Region. Shann and I speak in detail of one program in particular, Beyond Boundaries. The Business Accelerator for Women Entrepreneurs. Sh...

Time is the currency we trade, when we are prospecting, are we considering our prospects time?  Do we have strategic, pointed questions that will leave a lasting impression on them or are we winging it and sounding like everyone else? Are we able to have business conversations that drive desired outcomes or are we hanging tightly to our product? Tune in to my conversation with Tibor Shanto where w...

When you deliver your value prop, you are sharing outcomes your solution provides, right? Good But have you also considered where your audience resides related to the power line? Are they Above the line, ABL or below the line, BTL? There is a huge difference. Below the line users care about features, benefits, they need a solution to their problem now, using  language such as budget, problem, imme...

Do we have shiny penny syndrome? Always looking around us for the next gadget, tech stack or silver bullet. I hate to break your bubble but it doesn’t exist. In my solo podcast, I talk about Back to Basics, what elements of the sales process are tried and true and timeless. 1) Understand what has changed with your prospect, their role their internal processes. Are we providing perceived or actual...

In this solo episode of the K2 Sales Podcast, Karen shares her 3 areas of focus around goal setting, influenced by Jame Clear’s Atomic Habits. She talks about: 1) Reflection, how most enter a new year, a new project without reflecting on the past. What lessons did we learn, what was in our control and what Can we change to not repeat bast behvarious not in line with our objective. 2) Get addicted...

High Performance Prospecting, What Does It Take? Colin Mitchell 00:50 Starting off the new year right 01:36 Introducing Colin Mitchell 05:46 Colin’s Podcast 05:53 “Mindfulness Nerd” 07:40 How to Practice Mindfulness without Meditation 08:35 Cold Calls at a Bad Time 10:20 Empathy and Authenticity 10:57 Mindfulness & the Pandemic 13:31 From Start-Up to SalesCast 19:51 Funnel & Prospecting 24...

Perhaps at the beginning of the year it was the shift to virtual, the technology, reduction in pipeline but have you considered the effect our language has on our confidence? particularly over-apologizing. Professor Maja joined me on the K2 Sales Podcast to share her studies, recommendations and findings related to women unconsciously  over-apologizing, particularly using the word “sorry".  I...

Most organizations are focusing on their sales process, activities to execute  at each stage, an inward look. Have you considering what it is like for your buyer to do business with you? Can you tap in to their mind and ask yourself where can I remove friction? How can I speed up the process? Am I meeting them where they are or taking them on a self fulfilled detour? Tune in to my conversation wit...

Small business owners and Entrepreneurs typically don’t associate with the title of sales person, however 90% of their business is sales. How can we balance the art and science of sales to close more business? Tune in to the webinar, where I share the top 3 challenges faced by small business owners and techniques to put in place to attract, engage and convert existing and new clients. The focus is...

In my conversation with Dr Tracy Brower, author of The Secrets to Happiness at work we discussed work life integration, how leaders have never been needed more than now. Ways to ensure they are still in line with their true purpose, how to connect with their team and the risk of mental health when left alone.  Tracy shares the correlation between emotional and physical pain in our brain centres, t...

Certain industries have a stigma surrounding them, when you dig deep sometimes it is true, other times it requires a better understanding and then forming your own conclusion. The pharmaceutical industry has been associated with a transactional sale, minimal relations and difficult to add value. In my conversation with 20 year pharma sales veteran, Lindsay Haubrich, she shares what she is doing th...

When our deals stall, we get ghosted or we surprisingly lose what we think was a sure in, we can ask ourselves... did we engage both Below the Line and Above the line buyers? Too often as sales people, we are focused only on solving the problem right in front of us. Sharing the features and benefits of our product that  address their immediate need, within their budget and timeframe - this is how...

When we are in negotiations most often our thoughts are on our own proposal, must have’s & walk away point. Very few take time to prepare and consider what is important to their audience. We are looking at the situation from our lens only, this can be a fatal mistake. I had the pleasure of speaking with Gaetan Pellerin, where he shared insights and techniques from his book, Mindful Negotiation...

Our role as sales professionals is to facilitate a buying decision. There are more moving parts and people to manage in the buyers journey. How can we leverage skills from Project Managers to help us manage internal / external stakeholders, project scope, timelines and have difficult conversations? In my conversation with Founder of Grindyzer @hichamelhajj, he shares his expertise as an engineer a...

How can storytelling help us connect with our audience? be others focused and better position our product through storytelling? Leading with company slides, logos and product pitches is a sure way to repel our audience. Knowing where the gaps are, when the hesitations arise in advance allows us to pre-prepare stories to bridge the gap of where they are and where they want to be. To do this effecti...

I had the pleasure of speaking with Jason Bay on Blissful Prospecting podcast, we discussed all things sales coaching. Our discussion started with how I got in to coaching in my corporate sales career, how I started to naturally offer feedback to peers as I saw a huge gap. I would hear people say "great job" after a presentation and nobody asked for clarity as to what was great about it,...

Whether you’re a front-line sales professional or a sales manager leading a team, the tactics and processes Coach Dana shares will help you gain clarity in who you are, what you do and why you do it. Being truly authentic, understanding your strengths and having a “can do” attitude, combined with hard work, dedication and a desire to win, can land you working with the New York Yankees. Or in the c...

Many sales reps are concerned with closing, discounting and negotiations, my response to that is, if you can’t open and uncover what problems your prospect is trying to solve, no closing techniques are required. I believe you win or loose in the discovery. In today’s podcast I share a framework I work from to conduct an effective discovery, I also share where I see most reps struggle in discovery...