K2 Sales Podcast

Hosted by Karen Kelly

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Episodes

181

Latest episode

Feb 2025

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EN-US

About the show

Join Karen Kelly on the K2 sales podcast where she speaks with sales/marketing leaders, business owners and top performing sales professionals to break down what mindset, behaviours and actions are contributing to game changing results. This podcast will invite you to look at your own business, analyze what you could be doing differently with yourself, your team and your overall organization to drive game changing results. We provide tactical steps that can be applied immediately to your specific, role, team and company that will put you on the path to elite performance. “In a world full of game players, the only way to set yourself apart is to be a game changer.”- Matshona Dhliwayo

Listen to episodes

60 recent

February 18, 202539 min

The Modern Approach to Sales Prospecting: Authenticity Over AI with Lauren Bailey

In this episode, Karen Kelly welcomes Founder of Factor 8 and #GirlsClub Lauren Bailey (LB) to discuss cutting-edge strategies for sales prospecting as we head into 2025. They delve into the pitfalls of AI-generated communications, emphasizing the importance of authenticity and human connection in sales emails, LinkedIn interactions, and video messages. Lauren highlights the negative impact of desperation in sales tactics, commonly referred to as 'quota breath,' and stresses the need for engaging prospects before pitching. The discussion also touches on the changing landscape of sales qualifications, the significance of celebrating small wins, and the essential support systems needed for women aspiring to sales leadership roles. Lauren introduces her initiative, 'Girls Club,' aimed at preparing and promoting women in sales leadership. Tune in for actionable insights and real-world tactics to enhance your prospecting efforts. 00:00 Welcome and Introduction 00:44 The Desperation of Early-Year Prospecting 02:27 Crafting Effective Prospecting Emails 05:05 The Role of Sales in the Modern Market 07:20 The Importance of Sales Training 09:37 Adapting to Changes in Sales Fundamentals 12:20 Embracing Authenticity in Sales 17:12 Building Authentic Rapport 18:33 The Importance of Being Relatable in Sales 19:06 Embracing Vulnerability and Imperfections 19:53 The Reality of Sales Failures Connect with Lauren: LinkedIn: https://www.linkedin.com/in/insidesalesadvisor/ Factor 8: https://factor8.com/ #GirlsClub: https://wearegirlsclub.com/ 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

December 10, 2024Episode 17945 min

Mindset Mastery: Achieving Goals with Jamie Crosbie

In this podcast episode, Karen welcomes mindset expert Jamie Crosby to discuss the challenges corporate workers face towards the end of the year, especially around achieving quotas and setting new goals for the upcoming quarter. Jamie shares insights on overcoming self-doubt, the importance of understanding our 'why,' and the significance of having clear goals. The conversation also covers the power of starting the day with intentional routines, handling limiting beliefs, and the transformative impact of failure on personal and professional growth. The episode concludes with actionable advice for fostering a positive mindset and kicking off the new year strong. 00:00 Introduction and Welcoming Jamie Crosby 00:11 Understanding the Year-End Mindset 01:54 The Importance of Knowing Your 'Why' 06:52 Operationalizing Purpose in Leadership 09:47 Finding Your Keystone Habit 11:50 Mindset Shifts and Overcoming Imposter Syndrome 13:26 Embracing Uncertainty and Growth 14:22 Taking the First Step to Stop Playing Small 29:13 The Power of Language and Reframing 35:46 Reflection and Self-Awareness 39:35 Final Thoughts and Conclusion https://www.linkedin.com/in/jamiecrosbie/ https://www.jamiecrosbie.com/ https://www.instagram.com/jmcrosbie/ Author of Power of 2, Exponential Sales Leadership,” "How to Source, Qualify and Hire Elite Sales Talent," and "Journey To The Top: How to Reach Your Peak Performance Life." 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

November 19, 2024Episode 12656 min

Replay - The Psychology of Pricing - Mark Peacock

How many of us are using price anchors in our solution offering? Providing agency to empower our prospects to make a choice. When we offer one price, they have to answer the question whether or not they want to work with us. When they have options, the questions becomes, how do I want to work with company X? You can see your options open up. Tune in to my conversation with Mark Peacock, founder of Pricemaker and pricing expert where he shares insights on price anchors, how behavioural economics plays a role in our buying decisions. As well as how we can use the loss aversion theory to influence our audience with our pricing. You will think differently about your pricing strategy after listening to this episode. 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

November 12, 2024Episode 17815 min

The Power of Holding Space and Mental Health Awareness

In this episode of the K2 Sales Podcast, host Karen Kelly discusses the importance of mental health, emphasizing the impact it has both in life and in sales. Karen shares personal experiences and insights on 'holding space' for others, encouraging genuine check-ins with team members, friends, and loved ones. She emphasizes the importance of creating a safe environment where individuals feel comfortable sharing their feelings. Additionally, Karen offers practical tips on practicing gratitude and grounding oneself in nature. This episode aims to create awareness and promote open conversations around mental health, particularly in breaking the stigma associated with male mental health. 00:00 Introduction and Welcome 00:16 The Importance of Mental Health 02:39 Holding Space for Others 03:22 Personal Story: The Power of Holding Space 08:23 Practical Tips for Mental Well-being 12:01 Conclusion and Final Thoughts 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

November 5, 2024Episode 17754 min

Harnessing Emotional Intelligence in the Age of AI with Colleen Stanley

In this engaging podcast episode, host Karen welcomes Colleen Stanley to discuss the crucial role of emotional intelligence (EI) amidst the rise of artificial intelligence (AI) in the sales industry. Colleen shares insights from her books, emphasizing the importance of empathy, self-awareness, and other soft skills for sales professionals and leaders. They explore practical strategies for integrating EI into everyday sales practices, overcoming the 'knowing and doing' gap, and fostering a balanced, human-centric approach in a technologically advanced world. 00:00 Introduction and Personal Anecdote 00:42 The Importance of Emotional Intelligence in Sales 02:10 Understanding Emotional Triggers and Execution 04:40 Empathy and Self-Awareness in Sales 07:10 The Role of Reflection and Self-Improvement 09:16 Accountability and Ownership in Sales 14:27 Balancing Technology and Human Impact 17:15 Leadership and Delegation Skills 25:34 Defining Honesty in Leadership 25:46 Living Your Values 26:08 Creating a Culture of Candor 28:06 Onboarding and Emotional Intelligence 29:48 Teaching Empathy in Sales 31:45 The Myth of Multitasking 33:24 Self-Awareness and Empathy 34:27 Slowing Down to Speed Up 38:03 Morning Rituals for Success 43:54 Aligning Actions with Purpose 45:48 Balancing AI and EI in Sales 48:11 Final Thoughts and Resources 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

October 29, 2024Episode 17618 min

Replay: The importance of slowing down to speed up - Karen Kelly

In this this solo episode, originally aired in April 2024, 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

October 22, 2024Episode 17543 min

Disruptive Leadership- Bernadette McClelland

Courageous Leadership and Creative Self-Disruption in Sales Join host Karen Kelly in this enlightening episode of the K2 sales podcast as she converses with Bernadette McClelland on navigating 2024's economic landscape with courage and self-disruption. Bernadette introduces her three-step 'deliberate disruption model' - identity, intention, and iteration - urging sales leaders to inspire their teams by embracing discomfort and an anti-fragile mindset. They emphasize the importance of aligning one's head, heart, and gut to thrive in today's brittle, anxious, non-linear, and incomprehensible world. Listen as they discuss practical strategies for living in the present, enhancing creativity, and maintaining mental well-being, while also balancing professional roles with personal identities. Discover how even significant setbacks can act as catalysts for growth and transformation, all through the power of perspective and intentional leadership. 00:00 Introduction and Overview 03:28 Guest Introduction: Bernadette McClelland 04:24 The Essence of Disruption 05:37 Navigating the VUCA and BANI Economies 10:50 The Deliberate Disruption Model 15:53 Reframing Problems as Situations 23:10 Aligning Head, Heart, and Gut 25:03 Techniques for Type A Leaders to Trust Themselves 26:19 Understanding the Brain's Need for Downtime 27:18 The Importance of Creativity in Leadership 27:54 Balancing Empathy and Technology in Sales 28:24 Inspiration and Ideation Mapping 28:48 Accessing Creativity Through Downtime 29:30 The Role of Leaders in Encouraging Downtime 29:43 The Fallacy of the Grind Mentality 31:11 Combining Impact and Risk in Leadership 34:02 Trusting Your Gut in Sales 36:52 Developing Leadership Identity 38:23 The Importance of Significance and Fulfillment 40:28 Balancing Different Parts of Your Identity 43:00 Final Thoughts on Disruptive Leadership 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

October 15, 2024Episode 1741 hr 1 min

From WAR room to WIN room with Jaime Diglio

In this enlightening episode, author Jamie Diglio, known for 'Moneyball Leadership', joins the discussion to delve into the intricacies of effective leadership. Jamie sheds light on transitioning from stress-induced 'war rooms' to goal-oriented 'win rooms', personalizing leadership, and valuing self-awareness and authenticity. Key highlights include understanding individual communication needs through the Platinum Rule, the new ROI (return on interactions), and embracing vulnerability and self-compassion for personal growth. Practical tips on effective team interactions, breathing techniques to manage stress, and transforming self-doubt into success are shared, ensuring leaders can truly connect, inspire, and lead their teams to optimal performance. 00:00 Introduction and Guest Welcome 00:30 The Journey to Writing a Book 00:56 TEDx Talk and the Concept of War Room vs. Win Room 01:57 Understanding Leadership and Personal Growth 05:33 The Importance of Authenticity in Leadership 06:44 Measuring What Matters: The New ROI 12:14 Discovering Hidden Value and Strengths 17:03 The Platinum Rule and Effective Communication 23:59 The Impact of Authentic Leadership on Teams 28:26 Understanding Leadership Faults 28:49 The Importance of Awareness 28:59 Ego vs. Mission-Driven Leadership 29:52 The Cost of Being Right 30:29 Shifting from War Room to Win Room 31:06 Breaking Negative Thought Patterns 31:52 Coaching for Success 32:57 Defining Success and Gathering Feedback 33:54 The Power of Breath Work and Data 35:24 Aligning Values with Actions 37:00 The Role of Compassion and Grace 37:23 The Practice of Shifting Mindsets 37:50 Focusing on Desired Outcomes 38:52 The Importance of Clarity and Familiarity 39:33 Taking the First Step Towards Change 42:03 The Impact of Internal Alignment 42:56 The Journey of Self-Discovery 45:29 Learning from Inspirational Leaders 45:49 The Power of Authentic Leadership 49:22 Creating Winning Conversations 50:24 The Value of Consultative Leadership 51:37 Connecting with Jamie 52:24 Final Thoughts and Farewell Connect with Jaime: https://www.linkedin.com/in/jaimediglio/ https://www.infirstconsulting.com/ https://www.youtube.com/watch?v=viXdeKVLwXo https://www.instagram.com/winroomcoach/ 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

October 8, 2024Episode 17330 min

How to get my prospects to respond. Solo episode with Karen Kelly

In this episode of the K2 Sales Podcast, host Karen Kelley discusses the crucial aspects of crafting impactful email messages essential for successful sales strategies. Focusing on effective messaging during 'Women in Sales Month,' Karen emphasizes the need for a multi-channel approach to outbound sales, which should consider various communication methods beyond just cold calling or emailing. She highlights three key areas for improving sales emails: defining the goal, establishing a structured framework, and executing thoughtful follow-ups. With practical advice on creating relevant and engaging content, Karen stresses the importance of personalization, understanding the prospect's role, and the impact of meaningful messaging that resonates. She advises sales leaders and reps to focus on quality over quantity, utilizing sales coaching, and live email teardowns to enhance skills. The episode is a call to action for refining email tactics to rise above the noise and achieve better response rates in an ever-evolving sales landscape. 00:00 Introduction to the K2 Sales Podcast 00:47 Women in Sales Month00:59 The Importance of Effective Messaging 02:11 Multi-Channel Approach in Outbound Prospecting 03:07 Understanding the Goal of Your Email 09:37 Crafting a Strong Email Framework 19:26 Effective Follow-Up Strategies 22:47 Summary and Final Thoughts 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

October 1, 2024Episode 17251 min

How to Delight in the Limelight - Linda Ugelow

Watch this episode on YouTube Have you heard speakers say they are in “flow" and wonder, what does that mean? When time stands still, we are in your zone of genius and the words flow out of us effortlessly. Sounds great, doesn’t it? But how do we get there? Tune in to the K2 Sales Podcast where I speak with @LindaUgelow confidence coach and author of Delight in the Limelight. She shares her story of how she overcame her public speaking fear and now how she helps others transform their speaking experience from dread to delight with her 3 step framework. Much of what is holding us back are self judgement, triggers and beliefs from our past that prevent us for being free and present. When we can work through these, we take the focus of ourselves and are in service of others. We let go of the fear of failure and comparing ourselves to others. In this space, we become present and our nerves disappear. This allows our authenticity to be felt - it not only puts us at ease it extends to our audience. In this episode of the K2 Sales Podcast, host Karen Kelley welcomes speaking confidence coach and author Linda Ugelow to discuss strategies for overcoming the fear of public speaking, known as glossophobia. Linda shares her personal journey from experiencing intense fear to becoming a confident speaker. She introduces her three-part framework: Reveal and Heal, Restoring Safety, and Repattern Your Habits, which helps individuals uncover and address the root causes of their speaking anxiety. The discussion also includes practical tips for engaging presentations, the importance of vocal preparation, and the positive effects of humor and authenticity in connecting with an audience. Listeners are encouraged to embrace their true selves, find their unique voice, and transform their speaking experiences. 00:00 Introduction to the K2 Sales Podcast 00:54 Overcoming Presentation Anxiety with Linda Ugelow 04:29 Linda's Journey: From Fear to Confidence 10:08 The Inner Freedom Framework 17:07 Practical Tips for Public Speaking 27:18 Acknowledging Others Without Self-Deprecation 27:44 The Power of Voice and Presence 29:22 Repatterning Habits for Effective Communication 32:27 Eliciting Emotions in Your Audience 38:04 Practical Tips for Presentations 43:53 Embracing Authenticity and Freedom 49:00 The Role of Humor in Presentations 50:43 Conclusion and Resources Connect with Linda Website https://www.lindaugelow.com/ Social links https://www.facebook.com/linda.ugelow/ https://www.instagram.com/lindaugelow/ https://www.youtube.com/user/lindaugelow https://www.linkedin.com/in/lindaugelow/ https://www.tiktok.com/@lindaugelow Free gift: Speaking preparation checklist https://www.lindaugelow.com/rituals/ 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