K2 Sales Podcast Karen Kelly

📺 Watch this episode on YouTube 

Cold outbound is difficult.
There are many new competitors out there…
New businessesAIComplacencyTime How can we make it easier on us and more enjoyable for our prospects?
Also, a good return on our time and efforts.
Tune in to my conversation with the great Neil Weitzman, Founder of PORCH and Fractional CRO revenue•x  where he shares tactically ways to connect with our ICP, engage in an energetic and  meaningful way and have a two way conversation.
 Isn’t this every sales person’s goal??
Investing in ourselves and our team will yield results over time, but how many of us are doing this?
What community are you part of?
Are you giving first or taking?
How are you making your audience feel? 
Are the questions you ask impactful, making them scratch their head and think?
Are you at  events that inspire connection, sharing, comparing perspectives? 
This is the foundational to bulldog trust and forming long term partnerships.

Get a pen and paper and get ready to take notes.
Neil’s tips will help you make a difference in your Q2 numbers and the experience you provide for your prospects.

**Innovative Outreach (00:01:11)**
Discussing creative, low-risk outreach methods for improved responses.

**Warm vs. Cold Leads (00:02:10)**
Comparing warm and cold leads, using networks for warm leads, and community reciprocity.

**Prioritizing Warm Outreach (00:07:12)**
Highlighting the benefits of starting with warm outreach.

**Locating Prospects (00:08:33)**
Identifying where prospects congregate, like communities and events.

**Event Engagement (00:10:25)**
Ideas for engaging people at events, favoring face-to-face over cold emails.

**Memorable Event Booths (00:15:34)**
Creating standout booth experiences, like using a popcorn machine.

**Utilizing Warm Leads (00:18:08)**
Using warm leads and sensory tactics for better response rates.

**Bronto: Personal CRM (00:19:07)**
Neil introduces Bronto, a tool for managing personal and business contacts.

**Warm Introductions & Referrals (00:20:13)**
Stressing the use of warm introductions and referrals for networking.

**Mixing Outbound & Warm Tactics (00:22:28)**
Balancing cold and warm outreach, encouraging creativity and experimentation.

**Leadership & Development (00:27:40)**
Discussing the importance of leadership and team member development.

**Team Empowerment & Learning (00:29:23)**
The role of leaders in promoting team empowerment and learning.

**Simplifying Warm Connections (00:32:13)**
Making it easy for contacts to provide warm introductions and referrals.

**Avoiding Laziness (00:35:56)**
Avoiding the easy path, focusing on proactive networking and development.

**Connections & Reciprocity (00:36:39)**
Using networks and reciprocating to build strong business ties.

**Networking & Follow-up Success (00:37:14)**
An example of effective networking and follow-up.

**Reciprocity in Business (00:38:48)**
The
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, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy

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 catalyze a decision, not just to inform or educate. The demo should serve the customer in making the next decision in the sales cycle.

Solving the Customer's Problem 8:26
The subgoal of a demo is to solve the customer's problem, as this helps them make a decision. 

The mistake of not mapping features to tangible pain points 9:45
Chris discusses the common mistake of showcasing features that don't solve a problem, and the importance of aligning what you show with the pain points shared by the customer.

The importance of understanding the buyer's journey and making micro decisions 11:21
Karen and Chris talk about the significance of understanding the buyer's journey and making smaller decisions along the way, rather than trying to close the deal in one call.

Differentiating between problems and solutions 17:01
Chris emphasizes the need to differentiate between problems and solutions, and how reps often mistake solutions like visibility and coaching for actual problems. 

The Importance of Asking Specific Questions 19:31
Exploration of the missed opportunity in demos when vague terms like "better" are used instead of asking specific questions.

The Order of Operations in Demo Presentations 20:09
Insights on the importance of strategically selecting the order in which different stakeholders are engaged in a demo presentation.

The importance of framing the conversation 28:14
Chris discusses the importance of framing the conversation in a way that sparks curiosity and leads to a one-on-one meeting to further discuss the buyer's unique problem.

The lack of sales education 29:31
Chris explains that the lack of education and guidance from sales leaders is a major reason why reps don't ask the right questions or engage effectively in demos.

Asking effective questions during demos 33:08
Chris emphasizes the need for reps to ask strategic and thought-provoking questions during demos to drive engagement and create a contrast between the buyer's current state and the potential solution.

The first phase of a demo 37:14
Chris discusses the first phase of a demo, which includes a meet and greet and reviewing the perspectives of people not yet spoken to.

The favorite structure framework 38:20
Chris introduces the favorite structure framework for demoing a single capability, which includes steps like framing the pain, asking questions, visualizing the outcome, and revealing the workflow.

The importance of a great sales experience 45:10
Chris and Karen discuss how the sales experience foreshadows the customer experience, and how a poor sales experience can lead to a loss of confidence and potential customers not sticking around.

The Mistake of Not Using Storytelling in Demos
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, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy

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 person,  what would motivate them to be part of your initiative? How are they measured?
 Finally discovery is strategic. What outcome am I looking for? What information do I require, what questions do I need to ask?
When we slow down, we see gaps that perhaps weren’t there. Gaps that bleed in to other areas/ departments. We move from  finding an isolated issue  into solving business challenges, elevating our position from vendor to partner. This does not come to those who do to slow down to assess prior to acting. 

Checking in with Ourselves (00:01:12)
Importance of self-awareness and purpose in sales, with tips for showing up authentically.
Strategic Account Planning (00:02:08)
Encouragement to think outside the box, expand the traditional approach, and be intentional in account mapping.
Conducting Discovery Conversations (00:09:23)
Emphasis on slowing down, asking meaningful questions, and building trust to uncover challenges and motivations effectively.
Slowing Down for Better Results (00:18:11)
Karen discusses the benefits of slowing down, connecting emotionally, and driving results through people rather than relying solely on scorecards.
Importance of Self-Check (00:18:11)
Karen emphasizes the need to look inward and consider what can be done to slow down in order to speed up for better sales results
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, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy

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 perspective and excellent input on quota's pros and cons, and some creative ways to use quota to boost performance and insight in other areas, some of which may surprise you.

Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or Spotify

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, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy

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 past 10 years, Host of Conversations with Women in Sales podcast and my friend.
After four decades of sales experience, Lori still considers herself a student of sales. She is an avid learner, leading with her curiosity. 
Tune in to learn how she transitioned from teaching to tech sales, excelled in her roles while supporting her son as a single mom. 
This conversation may be the motivation you need to take action, The A-ha to realize you have been playing small and the courage to lean in to the discomfort, try something new and get the outcome you deserve.
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, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy

📺 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 Growth Expert. 
Her ability to pull customers organically through the buying journey vs pulling is something talked about, desired but not properly executed.
Tune in to learn how Janice gained her sales experience  helping many companies grow their revenue  and what advice she would give to women at any stage of their sales career.
#b2bsales #womeninsales #confidence

Click here for my 3 part series with Content Innovo  
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, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy