As sales leaders, have you plateaued with your desired performance metrics? Are you settling for good enough? Riding on the coattails of past success? If so, you are modelling what is acceptable for your team. Our role is to represent excellence. We can’t ask of them what we are not prepared to do ourselves. When we hold the mirror up to ourselves: Do we have a consistent morning routine? Are we stacking our wins to win the day? Are we prioritizing personal development? Mindset work? Reflection? Do we have a practice for rebounding on off days? All these tools are critical to our success and ..read more

? What this episode on YouTube Over the past few years there has been a significant shift in the alcohol free landscape. Studies show Gen X’s and millennials are re-examining their relationship with alcohol and many Gen Z’s are choosing not to start drinking. So what is right for you and why? Tune on to my podcast with @andyramage, who Co-founded the One Year No Beer movement and co-created the Dryy app. Andy’s goal  is to help many of the “middle lane” moderate drinkers change their relationship with alcohol.  We discuss the radical changes he has seen personally while helping hu ..read more

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

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

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

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

? 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

? 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

? 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

? 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