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 Introduction00:44 The Desperation of Early-Year Prospecting02:27 Crafting Effective Prospecting Emails05:05 The Role of Sales in the Modern Market07:20 The Importance of Sales Training09:37 Adapting to Changes in Sales Fundamentals12:20 Embracing Authenticity in Sales17:12 Building Authentic Rapport18:33 The Importance of Being Relatable in Sales19:06 Embracing Vulnerability and Imperfections19:53 The Reality of Sales FailuresConnect 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 Crosby00:11 Understanding the Year-End Mindset01:54 The Importance of Knowing Your 'Why'06:52 Operationalizing Purpose in Leadership09:47 Finding Your Keystone Habit11:50 Mindset Shifts and Overcoming Imposter Syndrome13:26 Embracing Uncertainty and Growth14:22 Taking the First Step to Stop Playing Small29:13 The Power of Language and Reframing35:46 Reflection and Self-Awareness39:35 Final Thoughts and Conclusionhttps://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 Welcome00:16 The Importance of Mental Health02:39 Holding Space for Others03:22 Personal Story: The Power of Holding Space08:23 Practical Tips for Mental Well-being12:01 Conclusion and Final ThoughtsFor 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 Anecdote00:42 The Importance of Emotional Intelligence in Sales02:10 Understanding Emotional Triggers and Execution04:40 Empathy and Self-Awareness in Sales07:10 The Role of Reflection and Self-Improvement09:16 Accountability and Ownership in Sales14:27 Balancing Technology and Human Impact17:15 Leadership and Delegation Skills25:34 Defining Honesty in Leadership25:46 Living Your Values26:08 Creating a Culture of Candor28:06 Onboarding and Emotional Intelligence29:48 Teaching Empathy in Sales31:45 The Myth of Multitasking33:24 Self-Awareness and Empathy34:27 Slowing Down to Speed Up38:03 Morning Rituals for Success43:54 Aligning Actions with Purpose45:48 Balancing AI and EI in Sales48:11 Final Thoughts and ResourcesFor 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 resultsFor 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 SalesJoin 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 Overview03:28 Guest Introduction: Bernadette McClelland04:24 The Essence of Disruption05:37 Navigating the VUCA and BANI Economies10:50 The Deliberate Disruption Model15:53 Reframing Problems as Situations23:10 Aligning Head, Heart, and Gut25:03 Techniques for Type A Leaders to Trust Themselves26:19 Understanding the Brain's Need for Downtime27:18 The Importance of Creativity in Leadership27:54 Balancing Empathy and Technology in Sales28:24 Inspiration and Ideation Mapping28:48 Accessing Creativity Through Downtime29:30 The Role of Leaders in Encouraging Downtime29:43 The Fallacy of the Grind Mentality31:11 Combining Impact and Risk in Leadership34:02 Trusting Your Gut in Sales36:52 Developing Leadership Identity38:23 The Importance of Significance and Fulfillment40:28 Balancing Different Parts of Your Identity43:00 Final Thoughts on Disruptive LeadershipFor 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 Welcome00:30 The Journey to Writing a Book00:56 TEDx Talk and the Concept of War Room vs. Win Room01:57 Understanding Leadership and Personal Growth05:33 The Importance of Authenticity in Leadership06:44 Measuring What Matters: The New ROI12:14 Discovering Hidden Value and Strengths17:03 The Platinum Rule and Effective Communication23:59 The Impact of Authentic Leadership on Teams28:26 Understanding Leadership Faults28:49 The Importance of Awareness28:59 Ego vs. Mission-Driven Leadership29:52 The Cost of Being Right30:29 Shifting from War Room to Win Room31:06 Breaking Negative Thought Patterns31:52 Coaching for Success32:57 Defining Success and Gathering Feedback33:54 The Power of Breath Work and Data35:24 Aligning Values with Actions37:00 The Role of Compassion and Grace37:23 The Practice of Shifting Mindsets37:50 Focusing on Desired Outcomes38:52 The Importance of Clarity and Familiarity39:33 Taking the First Step Towards Change42:03 The Impact of Internal Alignment42:56 The Journey of Self-Discovery45:29 Learning from Inspirational Leaders45:49 The Power of Authentic Leadership49:22 Creating Winning Conversations50:24 The Value of Consultative Leadership51:37 Connecting with Jamie52:24 Final Thoughts and FarewellConnect with Jaime:https://www.linkedin.com/in/jaimediglio/https://www.infirstconsulting.com/https://www.youtube.com/watch?v=viXdeKVLwXohttps://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 Podcast00:47 Women in Sales Month00:59 The Importance of Effective Messaging02:11 Multi-Channel Approach in Outbound Prospecting03:07 Understanding the Goal of Your Email09:37 Crafting a Strong Email Framework19:26 Effective Follow-Up Strategies22:47 Summary and Final ThoughtsFor 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 Podcast00:54 Overcoming Presentation Anxiety with Linda Ugelow04:29 Linda's Journey: From Fear to Confidence10:08 The Inner Freedom Framework17:07 Practical Tips for Public Speaking27:18 Acknowledging Others Without Self-Deprecation27:44 The Power of Voice and Presence29:22 Repatterning Habits for Effective Communication32:27 Eliciting Emotions in Your Audience38:04 Practical Tips for Presentations43:53 Embracing Authenticity and Freedom49:00 The Role of Humor in Presentations50:43 Conclusion and ResourcesConnect with Linda Websitehttps://www.lindaugelow.com/Social linkshttps://www.facebook.com/linda.ugelow/https://www.instagram.com/lindaugelow/https://www.youtube.com/user/lindaugelowhttps://www.linkedin.com/in/lindaugelow/https://www.tiktok.com/@lindaugelowFree gift: Speaking preparation checklisthttps://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