As sales reps, how can we increase our sales performance? As sales leaders, how can we support our team in achieving their goals? It starts with doing the inner work first. Improving our self awareness to unlock our true purpose, “Our why”. This gift allows us to connect on a deeper, emotional level with our prospects It also provides the  mental fortitude and stamina to overcome the No’s and keep going because our strong sense of purpose. Tune in to my conversation with Chief Transformation Officer of Sales Accelerated @weleynewhittaker where she shares tactics beyond the inner game to i ..read more

? Watch this episode on YouTube   As entrepreneurs and business professionals, we are the ones that block our own progress. Preventing ourselves from achieving the next level of success. Stemming from our mindset, our beliefs and inability to take action by bringing our goals to life. Tune in to my conversation with Dr. Sarah Glova, a recognized speaker, successful entrepreneur, university instructor and business consultant. Sarah shares her own struggles with the resources, tools and  initially sales. Working through this has allowed her to  better connect with her audience, u ..read more

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 to help over your desire to pitch and close the deal. Tune in where world renowned researcher, co-author of The Challenger Sale and The Challenger Customer and now Global Head of Research at Ecosystem ..read more

? Watch on YouTube How many of us play sports now or played in high school or college? Perhaps your kids play? How often are you driving them or did you get driven to practice?  Quite often. We had a rule in volleyball, if you missed practice you didn’t start the next game. There was so much emphasis on practice. Why is Sales any different? A time to learn and apply new skills, put them together in a game situation. Prepare you emotionally and physically for game day. Why do we show up to calls, demo’s, meetings without practice? ✅Learning what story to share and at what point makes ..read more

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