K2 Sales Podcast

Is there comfort when we are in motion? Dialing phone numbers only to get a wrong number, voicemail or no answer? Do we play it safe when we  update the CRM, look for numbers on zoom info and craft follow ups in between calls? In essence, we are buying  Time, hiding and avoiding the actual task of having a conversation with a potential customer. When there is a machine that dials for you,  pings i...

Buyer’s are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally. Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way. Connect with them to build trust, show your true desire...

Taking a multi channel approach when it comes to prospecting, allows us to meet our prospects where they are. Do they pick up the phone, text, are they active on LinkedIn or do they reply to your email? There’s only one way to find out….Test it. Prior to throwing your list in a sequence, test it to prioritize what channel of communication resonates with certain people. Align the mode to your list....

When we solely rely on technology without having the fundamentals of selling we run the risk of being replaced. As individuals  becoming agile is a differentiator. Tune in to my conversation with Dr Dover, Professor of Professional Sales at UT Dallas and Author where he shares how his students  have adopted agility within their own prospecting efforts by probing and adjusting. They quickly see wha...

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...

As humans our natural default is the negative path. Our reptilian brain operates in a fight or flight mode. This is too hard, maybe I shouldn’t try this, why would anyone listen to  me? These thoughts do not serve us and keep us stuck. Tune in to our conversation where Chief Confidence Ignitor @meshellBaker shares how we can harness our 80-100 Billion neurons to work for us. “Your mentality is you...

A show for B2B sales professionals, sales leaders and business owners  to learn what others in their field are doing  that are producing game changing results. What techniques are they using to write emails that get a response? How are they segmenting their audience?  Why are 56% of deals lost due to indecisiveness and what can we do about it? What mindset techniques are they using to get out of 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...

Tune in to my solo podcast where I share what this quote means to me and how it can show up in our personal and our professional lives. Are we giving bare minimum, good enough? marginal? Subconsciously this is the message we are sending to ourselves, the universe and our clients.  That it’s ok to phone it in, play small, cut corners. Well we have to also be willing to accept the results that follo...

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...

When we think about the soft skills that make a difference in the B2B selling environment, showing up authentically is a big one for me. I am sharing my conversation as a guest from the Get Authentic with Marques Ogden podcast to inspire others to lead with your authenticity.  Everyone is looking for the silver bullet to stand out, break through the noise….this is it and it’s built right in us. Wh...

When you are building a presentation, preparing for a talk with internal or external customers, how do you craft your presentation? Do you start with your logos, company, yourself or do you lead with your audience? Get them leaning in, feeling they are the focus of the talk. Tune in to my solo podcast where I share the framework I use for any small talk all the way to a keynote. KFD. What do I wan...

There is a lot of talk of AE’s getting laid off, up -skilling themselves, leveraging their network to land another position and reflecting on what was within their control if anything. There is very little talk about leaders going through that same journey. Getting let go, reflecting on what was within their control, if anything. Could I have prevented this and how do I move forward? These are all...

How do we get our Buyers attention without spamming or pitch slapping them? We must meet them where they’re at. Offering Personalization, relevance, timeliness, showing up with value all the things that shouldn’t be new to us but for some reason we’re not doing. Many of us struggle with understanding what channel to use, when, how much is too much etc? Tune in to my conversation where I sit down w...

March is Women in History month and Wed March 8 is International Womens Day!  Let’s celebrate all the hard working women and those identifying as women in the world. I hear you and I see your beautiful faces! Women have come along way and still have a long way to go, representing only 14% in Sales Leadership roles. This statistic is not only unacceptable it is embarrassing. Why are we not attracti...

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 Negotiat...

As front line sales reps, how can we get better? Even if our boss is not coaching us, giving us the feedback we need, let’s not wait for someone else to create our success.  Tune in to my conversation with Dave Kennett where he breaks down what top sales performers are doing at the beginning, middle and end of a call do increase conversions and close rates. This one is not to be missed. Get a pen,...

In Episode #19 of Social Selling for Newbies we discuss with Karen Kelly about how women have historically avoided sales roles and sales leadership positions but that is changing slowly but surely. Join us with special guest and sales coach Karen Kelly and discover how women can use social to succeed in sales and have a long, rewarding career in sales and sales leadership. 2:30- Karen Kelly's...

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...

While in St Lucia, I decided to do a 2.5km open water swim. What I didn’t realize is that I would think about the selling environment along the way. Low and behold I am sharing the 5 areas of focus that came to me during my 52 minute swim. 1) Mindset, what role does it play during your selling engagements? Are you entering strong? Where and why does it weaken? 2) Focus on your game and stay in you...

How many of us say we are buyer centric but secretly have our needs ahead of our customers? We can’t fool them, they feel it. Any Suits fans out there? Tune in to my solo podcast where I Share how Mike Ross and Trevor’s relationship highlights what buyers feel when we put our agenda over theirs. #sales #salespodcast #buyer #buyercentric #sales process #salesrep For more content like this, join hun...

Tune in where Tom shares how to be truly buyer centric and ditch the legacy, rigid sales process.  He walks us through the stages of the revenue zone as well as an updated look of who is making the B2B decisions. Millennials are at the helm and their approach is not the same as what we know as traditional sales. Their intolerance  will easily  disqualify early and fast. Tune in to sharpen your sal...

How can we keep our head above water? Become resilient, tune out the noise and focus on what’s in our control? As we enter 2023 and we look at the current B2B selling environment  Budgets are cut Quotas are unchanged and Prospects are not returning our calls It is easy to bury our head, go inward, blame, doubt and spiral downwards. This approach serves nobody. Tune in to my conversation with Marqu...

What a year 2022 has been. As the pendulum continues to swing, we wonder where it will land.  As we come to the end of 2022, I reflect on the top 5 lessons learned that stood out for me in the last 12 months. In no particular order: 1) Listen to your Gut 2) You are the average of the 5 people you surround yourself with, choose wisely 3) Take a Pause 4) Always work on your mindset 5) Consistency is...

Julie Ellis never had a problem with dreaming big. As Co-Founder of Canadian brand Mabels Labels, they set up shop in a basement in Hamilton Ontario, only to sell it 12 years later to Avery Labels. Learn what her process from grief to gratitude was like after she sold it. Letting go of her 12 year identity with Mabels Labels, unsure of what her next step were. Perhaps you can relate? Tune in where...