REPLAY: Demo best practices, Chris Orlob
K2 Sales Podcast
by Karen Kelly
6h ago
In this previous 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 .  The Purpose of a Sales Demo 7:37 The purpose of a sales demo is to catalyz ..read more
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Slow Down to Speed Up - Karen Kelly
K2 Sales Podcast
by Karen Kelly
1w ago
In this  this solo episode, Karen shares the Importance of Slowing down to Speed up. This  truly can be applied anywhere in life and have benefits, however she focuses on our Mindset, Strategic Account mapping and preparing for  discovery in the sales environment.  Starting with us first, look inward, take control of how we show up. Check-in  with ourselves first. What do we need? How can we avoid being re-active? How can we take a non traditional approach to assessing our accounts? Looking beyond the title and zooming out.Thinking  creatively, considering the per ..read more
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Guest Appearance - The Win Rate with Andy Paul
K2 Sales Podcast
by
2w ago
Is Quota Still Relevant as a Measure? Tune in to The Win Rate Podcast with Andy Paul, to listen to Karen Kelly’s guest appearance along with Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed.  With fewer than 40% of sales reps hitting quota, are they even a relevant measure anymore?  This is the question for Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Performance.  They each give their own ..read more
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How to attract, Promote & Retain Great Women in Sales, Lori Richardson
K2 Sales Podcast
by Karen Kelly
3w ago
Watch this episode on YouTube As women sales professionals, are we using our voice?  Are we aware of our self worth and asking for what we deserve, demanding it? Do we think of a question, or something we want... play it over in our heads and hold our tongues when it comes to asking for it.  This is where we can take a page out of our male allies playbook. Tune in to my conversation with @loririchardson, an advocate for more women in sales leadership, Author of She Sells: Attract, Promote and Retain Great women in Sales, Founder of Score More Sales head of Women Sales Pros for the p ..read more
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Let's take our seats at the table - Janice B Gordon
K2 Sales Podcast
by Karen Kelly
1M ago
? Watch this episode on YouTube As #women, How do we show up confidently? What does that look like? What are we comparing ourselves to? If we are comparing our confidence to men's, it will be different. We are not the same. Our goal is not to match men’s confidence it is to show up authentically as ourselves.  Comfortable in our own skin, that in itself is confidence. Tune in to my conversation with Janice B Gordon where she shares how her years of experience in sales, customer experience and her unwavering focus on the buyers journey allows her to proudly hold the title of Customer Grow ..read more
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Great women in sales enablement - Stephanie White
K2 Sales Podcast
by
1M ago
? Watch this episode on YouTube   Maya Angelou said it best “ People will forget what you said, people will forget what you did, but people will never forget the way you make them feel” As women, we have  innate strengths do excel in this area. We are empathetic, we possess  stronger and deeper  communication styles, allowing us to  forge deeper relations.  Asking great questions - we are  naturally and instinctively driven to be curious and understand more about the whole person. If we were to use these consistently in sales, imagine the evangelists we woul ..read more
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Women Stop Apologizing! Professor Maja
K2 Sales Podcast
by
1M ago
? Watch this episode on YouTube   Changing a habit beings with the first stage... Awareness. This post might be that for some women reading it…… Are you starting and ending your sentences with Sorry??? Perhaps you are unaware you are even doing it. Sorry, Can I ask a questions? Sorry, can you pass me the notebook Sorry, what time will be wrapped up at? When someone bumps in to you, what#$%&! Why are we apologizing? They bumped into us. Why do we do this?  To find out and also learn some replacement thoughts, phrases Tune in to my conversation with @professor Maja tomorrow. Prof M ..read more
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How to win in discovery? Jason Bay
K2 Sales Podcast
by Karen Kelly
1M ago
? Watch this episode on YouTube Discovery is not a stage it is an act. As sales professionals we are always discovering. Uncovering new pieces of information, seeking new perspectives, opportunities, gaps based on our conversations. Tune in to my conversation with @Jason Bay founder of @outbound squad, where he shares some of the best practices that are often missed during the act of discovery. Identifying  a champion, is a big one. This person will support momentum on the inside. When on a group call, have you considered booking a follow up 1:1  call and start building a relations ..read more
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(Replay) How to re-ignite your confidence? Solo episode with Karen Kelly
K2 Sales Podcast
by Karen Kelly
2M ago
Watch this episode on YouTube 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 shift in my confidence are: 1) Take Action- we can wait until we are in the right mindset and in theory that will drive the behaviours that make us act, but it mostly do ..read more
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3 ways to differentiate yourself in a competitive landscape, Karen Kelly
K2 Sales Podcast
by Karen Kelly
2M ago
For most sales professionals, we are a commodity. But the experience we provide doesn’t have to be. How can we differentiate ourselves in the competitive environment to become a strategic partner. 1) Sell Business problem 2) Understand personal motivations of decision makers 3) How can we leverage video to further differentiate ourselves 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 ..read more
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