K2 Sales Podcast

With so many buyers working remote, changes in their industry, buying process and decision makers... how can we keep up? understand what is important for them? What insights can we share to show them we understand their business and are in a position to help them? How do we balance this with personalization, timeliness, confidence and an inviting CTA? Tune in to my conversation with Jason Ba, Blis...

Are you slowing down in order to speed up? In this solo podcast I share my view on taking a break, practicing self care offering yourself grace and compassion. When we do this not only do we show up as our best self, it is contagious to those around us. Why don’t we do this regularly? Why do we wait until holidays? End of summer before the grind hits? I too am guilty of this, my response, at least...

Video is new for many; we discuss what is holding people back Non-negotiable tool now, 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 comfo...

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...

Many Financial sale professionals are scratching their heads as to what they can do differently to stand out and break through the very busy online environment. Listen to my conversation with seasoned financial expert, Robyn Thompson  as to how she not only maintained her base business but  grew it during a  pandemic. She shares her learnings, failures and tactics to add true value to your clients...

Tune in to my conversation with Tibor Shanto from Breakfast of Champions where we discuss how sales reps and leaders must adapt to the way our prospects are buying. We discuss the importance of sales coaching, watching game tape and normalizing failures. https://www.tiborshanto.com/ If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www...

While reviewing sales calls and demos with my clients, there are a few areas that always come up as room for improvement. Based on the frequency I decided to share them and provide  alternatives to create an engaging experience with your audience.  When we are communicating with our prospects, we must be purposeful- time is the currency we trade in. Knowing that how can we intentional with our tim...

When you are engaging with your prospects? Is your ultimate goal to sell your service or software? Most often that is not enough, buyers are more sophisticated, savvy and need to know what happens after the sale to make a decision. If this is not explained, status quo wins. Review the onboarding process, what is it like to be a customer of yours? manage their expectations, educate them, answer the...

Tune in to this week’s podcast to learn how Pam Jheetey, a licensed lawyer from India landed her dream sales role with a tech giant with no sales experience.  Pam shares her  insights on how to navigate the landscape as a newcomer to Canada, along with finding her pathway to success and what that looks like. Pam advocates for LinkedIn and creating professional connections in your niche network., e...

Are you considering taking the leap from sales rep to sales leader in your organization?  The transition can be a challenging one, but rewarding when done the right way.  How do you move away from doing what you do well? Selling and closing deals to motivating, empowering  and driving accountability with a team you were once part of?  What makes a good leader? What are the challenges of transition...

“What got you here is not enough to get you there”.  Sometimes it's hard to see what we don't know. As sales professionals, when is it time to seek external help?  Someone that can help push you in the right direction, hold you accountable, help improve self awareness and overall growth. Angela Harris talks all about coaching and how a trusted support system can help us realize potential...

In classic movies like Glengarry Glenn Ross, the idea of “closing a deal” is of utmost importance. “Coffee is for closers” or ABC always be closing is a great example of prioritizing the “close’”, but are we placing emphasis on the wrong thing?  What about how you open or start a sale? Without a good opening, an effective, conversations Discovery,  there is no close. [2:09] Background of Replayz a...

How can you build trust and shorten the sales cycles with Karen Kelly Buyers have never been more in the driver’s seat then they are today. They are remote, virtual and know what they want. Our role is to facilitate the buying decision. To do that we need to build trust and quickly. What are the best ways to do this? In no particular order see my 5 tips to build trust, disarm your prospects, get t...

Apologies help to ease tension, resolve conflict. Don’t take apologizing out of your vocabulary, bring awareness how often and the reason we say sorry so much. Hey Ladies, why are you apologizing for needless issues? Starting or finishing your sentence with “sorry”. Sorry can I ask you a question” Sorry can you repeat that? Sorry I was on mute”. Apologies are confidence killers.  We discuss altern...

Working in a pandemic apathy has become an issue, continuing to focus on things out of our control decreases engagement and motivation. John and I discuss how sales people have to become mini marketers in the modern selling environment. Producing content, creating our personal brand and meeting our buyers where they are. John shares how we can leverage video in various stages of the buyer’s journe...

How can being more transparent, leading with your imperfections help you close more deals and quicker? Have you heard of the term “flawsome”? Embrace and lead with your flaws, seems counterintuitive and for most uncomfortable. The irony is people connect with your imperfections, not your perfections. As sales professionals, most of us were trained to deliver value first and then price. Todd shares...

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...

See my 10 Tips for Effective virtual sales presentations 1 ) Mindset-Get out of your mind and consider your audience, what are they thinking about? what assumptions to do they have, how to they want the meeting to unfold? What would be a successful meeting for them? Consider their point of view to be “others focused” and less of a seller. 2) Structure- Prepare a framework to guide you through your...

Many sales people are struggling to compete with outbound marketing strategies, a push system, pushing our customers towards us with an outbound reach. This is a very noise space. As a result, people are turning to a pull system, drawing prospects to them with an inbound approach, typically content creation to improve their visibility, attract leads and increase their positioning to ultimately be...

For B2B companies that are taking a digital first approach; meeting their clients where they are and creating an experience for them to engage and ultimately partner, this takes place on LinkedIn. Some are playing the long game and doing it well, while others are looking for the quick wins, pitching too soon and damaging their reputation. With 740M users, it is easy for your message to get lost, y...

The currency we trade in is time. How can sales people exchange value for time using Lean Six Sigma.  In my conversation with Morteza Zohrabi, Master Black Belt in Lean Six Sigma we discuss how customers perceive value, the importance of validating our ideas, solutions with our clients, checking in with the VOC, voice of customer. The importance of having a sales process, lean culture and much mor...

In this episode of the K2 Sales podcast, we have invited Gerry Stefanatoson to the show. Gerry is the former General Manager of Pfizer Essential Health and has over 30 years of global pharmaceutical and medical device experience.  He started his career in 1988 at Abbott in their Nutritional Division and has acquired sales and marketing management experience in positions with pharmaceutical product...

Heidi Solomon-Orlick appears on the K2 Sales Podcast to talk about closing the gender gap and her latest business, Girlz Who Sell. If you think sales is a male dominated industry now, imagine how it was in the 80’s. Heidi explains how she focused on diversity, equity, and inclusion initiatives (even before they were popular), and how YOU can marry your passion for sales and mentoring young emergin...

 As a sales leader, are you taking the time to find out what that is and coaching to it? In my conversation with Adam Clark, we discuss servant leadership, sales coaching, culture and how law enforcement helped shape his sales career. He draws a parallel between the two “you are selling to people in difficult situations, come in with a plan and get a curve ball and have to switch gears on the fly....

Ted Newill shares stats on current landscape for med tech and med device sales reps, alternative approaches to gaining access to their buyers and how virtual in some instances is adding greater value than face to face. [ 9:20 ​] Virtual conferences have been a disappointment; associations are no happy. Alternatives  Invest in website  Identify leads from website and move them to CRM  Educationa...