K2 Sales Podcast

As Q4 approaches and we are doing everything we can to hit our year end number, are we projecting our insecurities, desperation and FUD on our prospects? If so, we are reducing any chance of them every doing business with us. We are showing our inability to mange our process and allowing our emotions to get the better of us. This is where they run and hide and ghost us. Tune in to my solo podcast...

Are you an engaging presenter? Do you take the time to watch your demo? How is your tone? Are you pausing? Inflecting? Sharing stories? Painting a vivid image in your prospects mind or are these elements only considered for the theatre? Tune in where  Nick Capozzi Chief Storyteller at Demostack walks us through the range of tools we have within ourself to deliver an engaging, impactful and memorab...

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As sales reps and managers most of what we know to advance our deals is the need to overcome or defeat status quo. When we start seeing gaps in communication with our prospects, deal momentum started to slow down, we dial up FOMO. Reignite the burning platform, the shiny features we showed them in our demo, the 10% end of quarter discount. Sprinkled with a little bit of fear to remind them there i...

How many of us are operating solely from our head? Crossing off our to do list with ourselves, our team and our clients. Going thought the motions, living in our subconscious? We celebrate crossing off items from our list, however what type of experience did we create for our audience?  Would we be described as robotic, automated, cold or authentic, genuinely interested, compassionate? Tune in to...

After 20 years  in executive roles in the  fintech industry Buket Necip is a self proclaimed “burnout” survivor. “COVID gave me an opportunity to see how much of my family and ‘me’ I missed,” she says.  After trading in her suit and heels for runners and work out gear Buket Necip transitioned her 20 year fintech career to open Free2Be Wellness. Buket realized she wasn’t alone in feeling disconnect...

Sandra is the founder of Bekhor Management. She is a Toronto-based, Practice Development Coach and Consultant focused on small to mid-sized firms across the GTA. An advocate of leveraging sound business and marketing principles within professional practice. In our conversation, we discuss the need for small to medium sized business owners to start taking control of their selling initiatives. Incre...

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 behavio...

Amanda Vicinanzo has over 15 years of experience in the cybersecurity sector, managing large IT Security projects. She leverages her extensive knowledge of cybersecurity to improve services, while advocating strongly for women and diversity within her team and the sector. Her years of experience, advocacy for women and leadership was recognized as IT World Canada’s top woman in cybersecurity 2022....

Are you leading with fear? How often do we hold our questions, avoid raising our hands, singing up for things, learning in….Why? Are we expecting the worst, focusing on what we don’t want, replaying a past event that didn’t turn our in our favour. Whatever the case we are leading with fear. Fear will paralyze us in to inactivity, riddle us with doubt, self criticism, comparison and we find ourselv...

There is quite a bit of movement in the B2B sales space as it relates to jobs, particularly sales leaders. Many people are getting the itch to move, whether it be for more money, re-energized, os simply a new beginning. The challenge is many are unaware of why they are in their current role. What they enjoy about it, why they chose their company, what lights them up. Sadly they end up of playing s...

What does it mean as a seller to be One Up?  "We have greater knowledge and greater experience than our client, we have information disparity. We know things they can’t possible know because they don’t sell what we sell and they make these decisions  very infrequently."  When they make these decisions, they’re not very good in part because they don’t have the necessary experience. As One...

How often as new or tenured sales leaders are we not getting the results and desired  performance of our team? When we dig deep, we start by looking at KPI’s, forecasting, motivation from our teams side, but have we stopped to consider our role as a #salesleader. Are we modelling the desired behaviour? Leading with transparency? disarming to build trust, show our vulnerabilities. Showcase we too a...

Jim Irving is no stranger to sales, a 3 time author with over 43 years in B2B selling with a number of industry leading tech organizations. He is well versed in what strong sales  people are doing well and where there is room for improvement.  Starting his sales career in Scotland, he now runs Merit Consulting based in Belfast, N. Ireland. Join us as Jim and I discuss the fundamentals of sales and...

Our job has been and remains to create an experience for our buyers. With the economic environment looming, supply chain issues, resource shortages how can we as sales professionals make the difference? We know from Challenger more than 53% of the reason people buy is because of us. How can we be more intentional, empathetic and creative to make it a “No Brainer” for our audience to choose us? Tre...

Want to learn how to better engage your audience? Starting with account segmentation  and prioritization. Reverse Engineer situations to engage buyers. Gain the required commitments and achieve predictable outcomes.  Listen to my conversation with Jamie Shanks, CEO of Sales for Life and Pipeline signals, where we discuss signals, from buyer intent, product usage and relationships to determine what...

How many times are we looking through the rear view mirror? could have, world have, should have, too little too late. What can we do throughout the buyer’s journey to create a predictable, repeatable and enjoyable experience for both parties? I have been on both sides of the fence. I am aware of realizing what I did wrong after the fact, licking my wounds and making sure to never repeat, although...

How many of us sellers consider this formula in our customer interactions? Before we gain the commitment to change our prospects must be frustrated with the way in which they are getting the job done today.  Although, in their minds, there might be nothing wrong with it. How can we tee up ideas, increase their awareness,  share insights, stories that make the invisible visible? The challenge, ensu...

Join us as this week’s episode of the K2 Sales Podcast features special guest Jeanne, a health and fitness expert, and also Karen’s personal trainer! Want to learn about the benefits of consistency? Innovate, improve, and challenge yourself? Develop the intuition and awareness of your own capabilities? We go over all of that and much more on this week’s episode of the K2 Sales Podcast. Thank you f...

Breaking through the noise is tough. It takes work, but it is possible. With all the conversations you have with your various personas, what trends are you seeing in their external environment? Things outside of their day to day? When we share insights, typically our prospects are already aware of them, hence we are adding to the noise, not breaking through. How can you leverage the external out s...

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...

How can we de-risk the experience with our prospects? make it easy and safe for them to stay engaged for the journey and not jump ship from an over aggressive sales rep. Easy set clear expectations early on. Listen to my solo podcast where I share tips for the beginning, middle and end of the buyers journey to be seen as a trusted advisor. Provide the right tools at the right time to guide them al...

Join us for this week’s episode of the K2 Sales Podcast, featuring special guest Will Allred, co-founder of Lavender.ai.  Want to learn how to build meaningful connections via email with buyers? Enhance and improve old techniques and methods?  Are your subject lines 2 words and boring? Or do they set off the sales radar, You are about to be pitched. Are they 11 seconds or less to read? Are they wr...

How can you gain clarity to respond with confidence? Tune in to my solo podcast where I talk about gaining control by asking clarifying questions. Do you  get anxious about questions you may not be able to answer? What if I don’t know the answer? what will people think? will I get a second chance, why can’t I be more confident and eloquent in my delivery? We get in our heads and in the moment when...

Join us on this week’s episode of the K2 Sales Podcast featuring special guest Andy Paul, author of the book “Sell Without Selling Out”.  Want to learn how to build more meaningful connections with your buyers? Make them the focus of the conversation. In our conversation, we discuss Andy’s 4 Sell In Pillars and much more. Applying his techniques to allow you to deepen your connection and build rap...