What my open water swim taught me about the selling environment.
K2 Sales Podcast
by Karen Kelly
1w ago
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 your lane. Looking around you and copying what colleagues and competitors are doing is not staying true to your authentic self, stay in your lane and you do you. 3) What got us there once, won’t neces ..read more
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Sales Lessons from Suits’ Mike Ross, Solo Podcast with Karen Kelly
K2 Sales Podcast
by Karen Kelly
2w ago
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 We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team. Access our LMS for bite size asynchronous learning modules ..read more
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The Revenue Zone, Tom Burton
K2 Sales Podcast
by Karen Kelly
3w ago
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 sales skills and change the outcome 00:43 Introduction 04:59 Introducing Tom Burton 05:45 Buyer Centricity 07:10 Enabling the Buyer 12:20 Role of the Rep 14:40 Creating Demand 18:35 Demo 2 ..read more
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Building Resiliency after NFL, Marques Ogden
K2 Sales Podcast
by Karen Kelly
1M ago
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 Marques Ogden former NFL player where he shares his life successes and some of the lowest moments in his life after he lost it all. More importantly how he turned it around to get his life back on t ..read more
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5 Lessons Learned in 2022, Karen Kelly
K2 Sales Podcast
by Karen Kelly
1M ago
What a year 202 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 key If you struggle with any of the these, my hope is you normalize your thinking and work towards overcoming them. We are excited to launch The K2 Sales Academy, an online subscription based s ..read more
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Big Gorgeous Goals, Julie Ellis
K2 Sales Podcast
by Karen Kelly
1M ago
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 Julie shares how she leaned in to her vulnerability shared her feelings and struggles, which surprisingly made her relatable and resonated with her audience.  Julie’s experience, insights and le ..read more
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Increasing Customer Engagement, Karen Kelly
K2 Sales Podcast
by
1M ago
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 where I share how to drive up engagement by: 1) Avoiding generic messaging, actually doing some work 2) Avoid being Seller Focused, place the prospect front and center 3) Delivering Actual vs percei ..read more
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Stories Sell, Facts Tell, Nick Capozzi
K2 Sales Podcast
by Karen Kelly
2M ago
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 memorable demo. 00:53 Introduction 03:00 Sales Leaders & Modelling Behaviour 03:44 K2 Sales Academy: ONE WEEK FREE TRIAL! 04:06 Introducing Nick Capozzi 06:23 More Effective Discovery = Better Dem ..read more
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The Jolt Effect, Matt Dixon
K2 Sales Podcast
by Karen Kelly
2M ago
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 is a better way, lets move them away from current state, “the pain of same" When the deal still doesn’t advance, we scratch our head as this is all we knew. Fast forward to the release of @Matt Dixon ..read more
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Moving from head to Heart, Karen Kelly
K2 Sales Podcast
by Karen Kelly
3M ago
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 my solo podcast where I share 3 ways we can move from head to heart-  create an authentic, intentional experience for our clients. Move them, activate their emotions and stand out from the r ..read more
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