The Sales Warrior Within

Goals and Fresh Starts - Take Advantage of the New YearHost: Andy OlenLearn More About Andy at www.AndyOlen.comPurchase Andy's Book The Trilogy of YesUncomplicating Business... Skill by Skill Unleash The Business Warrior WithinSummaryIn this episode, Andy Olen discusses the importance of the end of the year and the fresh start that the new year brings. He emphasizes the significance of setting goals for the new year and provides tips for sticking to those goals. Andy also highlights the power of fresh start moments and how they can be leveraged for success. Finally, he introduces the "if-then" scenario planning concept to implement goals effectively. This episode provides valuable insights and strategies for business professionals to maximize their success in the new year.TakeawaysThe end of the year is a unique and critical time for business people and salespeople to take full advantage of.Setting specific, measurable, and actionable goals is crucial for success in the new year.Fresh start moments like the new year and Mondays can be capitalized on to create momentum and drive toward goals.Implementing goals requires creating "if-then" scenarios and having a well-defined plan.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

"Um, Uhhh, So, And, Like" Filler Words, A Different TakeHost: Andy OlenLearn More About Andy at www.AndyOlen.comPurchase Andy's Book The Trilogy of YesUncomplicating Business... Skill by Skill Unleash The Business Warrior WithinSummaryIn this episode, host Andy Olen focuses on demystifying "filler words" in presentations and communication, explaining their purpose and benefits. Andy provides guidelines for using filler words effectively and advises against using filler words ending with question marks. He encourages listeners to find their own filler words and offers tips for reducing their usage. The episode concludes with a call to action to improve presentation and communication skills.TakeawaysBusiness professionals are expected to have a wide range of skills without proper training from organizations.Filler words like "um" and "ah" are normal and natural in communication and presentations.Using filler words allows the speaker's brain to catch up with their voice and gives the audience time to process information.Try substituting a pause for a filler word. A pause allows your brain to catch up with your voice.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Business Warrior Within | Season 2 Episode 74 - You're Only a First-Time Manager OnceHost: Andy OlenLearn More About Andy at www.AndyOlen.comPurchase Andy's Book The Trilogy of YesUncomplicating Business... Skill by Skill Unleash The Business Warrior WithinSummaryIn this episode of The Business Warrior Within, Andy Olen discusses new managers' challenges and the lack of training they have to take the big moments on. He emphasizes the importance of closing the expectation to skills gap and shares lessons from his experiences. Andy advises new managers to take time to diagnose the situation, practice minimally invasive surgery instead of amputation when making changes, and focus on manageable tasks with high impact. He also highlights the significance of time in navigating the learning curve of people management.TakeawaysNew managers often face challenges and lack the necessary skills to succeed.Closing the expectation to skills gap is crucial for new managers to be successful.Diagnosing the situation, practicing minimally invasive surgery, and focusing on easy, high-impact tasks can help new managers navigate their roles more effectively.Time is an ally for new managers, allowing them to learn, make thoughtful decisions, and build durable success.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 73 - Words Have Power: Sales Communication SkillsHost: Andy OlenLearn More About Andy at www.AndyOlen.comPurchase Andy's Book The Trilogy of YesUncomplicating Business... Skill by Skill Unleash The Business Warrior WithinI'm Andy Olen. I help talented professionals by teaching them essential skills that businesses overlook. I ensure they have what it takes to excel in their roles with confidence and know-how.In this episode, I dive into sales skills. Sales skills are critical business skills for every business professional. Have you ever interviewed for a job? Great! You've had to deploy your sales skills to earn that opportunity.Foundational sales skills include communication, connection, and cooperation. I share more details about these skills in the book The Trilogy of Yes.Strong sales communication skills contain verbal and non-verbal best practices. Andy shares a few best practices with the audience on words. WORDS HAVE POWER.Andy shares words to avoid, like EXTREME WORDS. He also talks about the mighty small pronouns. When pronouns are used correctly, they are a practical sales approach.Uncomplicate business... Skill by Skill.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 72 - The Business Skills GapHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savingsIn this episode of the Sales Warrior Within, Andy Olen discusses the importance of sales and businesspeople closing the business skills gap. - Empowerment comes from sharpening your skills, building confidence, and controlling your destiny. Skills work helps you build and extend empowerment.- 99.5% of all businesses fail to provide their talented associates the REAL skills needed to succeed.- Andy shares his insights on the importance of six critical business skills gaps - negotiations, setting goals/strategy, presenting, decision making, sales skills, and finance.Andy is reshaping the podcast by broadening the focus to the six skills above. To be a complete sales and businessperson, confidence and success come from developing skills. Andy will rebrand the podcast The Business Warrior Within and help you close the gap and unlock your fullest potential.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 71 - Ascend Up The Sales Rankings with Guests Jim Knittle and Peter GalianoHost: Andy OlenGuests: Jim KnittleAscend Performance GroupEmail Jim @ jim.knittel@ascendpg.comPeter GalianoConnect with Peter on LinkedInAndy Olen welcomes Jim and Peter of Ascend Performance Group in this episode The Sales Warrior Within. You'll hear a robust discussion on: The Origin Story of Ascend Performance GroupJim discusses the focus of Ascend Performance Group on talent development and performance improvement. The Role of Coaching in Sales Pete emphasizes the need for managers to become experts in the people they lead. The Changing Role of MarketingPete discusses the evolving role of marketing and the need for marketers to help identify the right place for data in conversations. Coaching at Every Level Jim emphasizes that coaching is essential at both individual contributor and management levels. Balancing Patience with ResultsAndy raises the question of balancing patience with the demands of a quarterly results-driven culture. The Risk of Speedy SalesThe risks associated with the pressure for fast sales include discounting and eroding margins. Building Trust and Vetted Process Peter emphasizes the importance of building trust and judgment in sales, highlighting that these are critical elements that cannot be easily measured but significantly impact deal closes. Team and Group Coaching for Sales Growth:Jim discusses the evolving trend of sales organizations embracing team and group coaching to address individual contributors' challenges. Shifting to a P&L Mentality:The conversation delves into the resistance of some organizations to shift to a P&L (Profit and Loss) mentality in compensation and mindset Fiduciary Duty in Sales:Jim Knittel addresses the question of whether the fiduciary duty of a sales rep is to the customer or the company. He suggests that it should be both, highlighting a collaborative approach towards finding a great solution.  Importance of Trust in Fiduciary Relationships: Peter Galiano adds to the discussion, stressing the significance of trust in fiduciary relationships. He argues that trust must come from both sides—sales reps should trust their organization, and in return, the organization should trust its sales reps.  Permission-Based Leadership:Jim Knittel introduces the concept of permission-based leadership, which involves empowering the customer to have the ultimate say in the sales process. This leadership style focuses on validation, plain language communication, and building trust. Conclusion:Thank you to Jim Knittel and Peter Galiano for sharing their insights on coaching and patience in sales.Note: The show notes are a condensed version of the podcast transcript, highlighting key points and topics discussed in the episode.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 70 - Successfully Navigate Your Next Career TransitionHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savingsIn this episode of the Sales Warrior Within, Andy Olen looks into the important career transition actions you take throughout the course of a long professional run. Andy examines transitions within the same company, transitioning to a new company, and moving from a corporate job to starting your own business.- Transitions are tough. It's critical to respect the learning curve that comes with the change.- Andy suggests you learn the new culture and processes before making big changes if you're moving to a new company.- When promoted within your own company, learn from your teammates. They answer where you should spend your time and energy in the first few months of the role. - In all transitions, like above, take your time before making big decisions. - Gather an advisory group of folks around you who can help you make thoughtful decisions.- If you are starting your own business, seek a running start to gain momentum prior to starting the new adventure. Andy works with high performers and coaches them on big transitions. Connect with Andy to learn more about his coaching approach.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 69 - Cooperation is Key to Customer and Business SuccessHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savings "CO" = Together"OPERATE" = To Work"COOPERATE" = To Work TogetherIn this episode of the Sales Warrior Within, Andy Olen unpacks cooperation and its importance for salespeople and businesspeople.- Humans are wired to work with one another and solve problems together.- Give yourself and your company a competitive advantage by flexing toward cooperative sales practices.- Extend cooperation to your colleagues within the walls of your company for maximum effectiveness.When you cooperate, you're able to unlock true win-win outcomes. Give it a try, and continue to strengthen your cooperative sales and business muscles.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 68 - 5-Steps on How to Sell to DoctorsHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savings Andy Olen's not a doctor, nor did he play one on TV...So... How did he successfully sell to doctors for 15+ years?1. Self-awareness - I never pretended to be a doctor AND never tried to outsmart a doctor. (Side note - I did grow up wanting to be a doctor, but then I met AP Chem in high school, and it was all over.)2. Active listening - My listening-to-talking ratio was 85:15. Listening > Talking. When I had something to say, I made it something meaningful.3. Find the Why - I asked doctors, "Why did you become a doctor? Tell me about your best day as a doctor." I learned what made them tick and what motivated them, an incredible insight.4. Learn their hobbies - Doctors work hard and play hard. How do they play? You may be lucky enough to be invited to enjoy their hobbies with them.5. Show up - Consistency and predictability go a long way with MDs. Be there.If you're in sales and NOT an MD, you must overcome a significant education and experience gap with your customers. Follow the steps in this episode, and you'll make progress!Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 67 - Sales and Marathon Running: It's All About FocusHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savings Andy's Marathon Training - Look out, Philly Marathon! In this episode, Andy compares marathon running to selling. Incredible focus on the steps of the sales cycle and your sales process will bring great results to customers.Continue building up your mileage and momentum into the next activity with your customers. The effort is tough, but the increased mileage compounds toward a successful race.Run the marathon WITH your customer. Once the deal is done, it's time to run with your customer. Andy discusses how to do this in this episode.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 66 - Selling Mortgages With Centurion's Brian DesPlainesSales Warriors. Brian DesPlaines of Centurion Group of A+ Mortgage joins the podcast to discuss how he deploys his sales skills as a mortgage advisor. Brian DesPlaines has 25 years of lending experience. He's a Certified Mortgage Advisor with the Centurion Group of A+ Mortgage. His company is a boutique mortgage group, providing personalized service & expert advice. With a background spanning sales to operations, and mortgage to wealth management, he's uniquely positioned to be a valuable member of your financial planning team.  Learn More About Brian, Centurion, and the Mortgage Brokerage services provided at:  https://www.mortgagebycenturion.trustaplus.com/ Brian and Andy have a wide-ranging discussion on sales excellence, the real estate market, buying a home, and how differentiated service and advice are at the core of the Centurion experience.   Brian takes on the challenge that he and Centurion can do all three, cheaper, faster, and better.Yes, it is still a good time to buy a home. Even though rates are high, leaders like Brian and his firm, Centurion, are ready to assist and help.As you're looking to buy a new home, make sure you are surrounded by a great team comprised of a real estate agent, mortgage broker, and possibly an attorney.Brian's approach is to work closely with clients to build the right mortgage solution that fits into smart overall financial and wealth management planning. Using simple sales skills such as attentive listening, problem-solving, and educating folks on great solutions, Brian and the team at Centurion give clients comfort and confidence in the products they select.Personal Note: As a client of Centurion myself, I vouch for their excellence in service and solutions. Enjoy this episode of the showGet in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 65 - The Era of the Lone Wolf Salesperson is OverHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savings Can Lone Wolf Salespeople succeed in a more dynamic and challenging sales environment? Andy takes this question on and shares his answer, "NO." The complexity of today's sales environment requires salespeople to hunt in a pack or with others in their organization.Andy unpacks why the lone wolf salesperson is operating in a challenging environment. He encourages you to assess whether you're the lone wolf and what you must do to evolve and succeed in today's environment.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 64 - Sales Managers: Recognize and Take Action on Low-PerformersHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savings Low-performing sales reps zap the energy and focus of the sales team, manager, and customers. It's critical for the sales leader to quickly diagnose and then act on changing the low-performer's trajectory. Try, and try again. If it doesn't work, you'll have to find a way to move the low-performer out of the organization. Andy evaluates performance on two levels - SKILL and WILL.Andy shares three low-performing sales personas: 1) The Long-Term Success Turned Sour; 2) ROAD - Retired On Active Duty; 3) The Cancer on the team. Andy unpacks each persona.Andy shares advice for sales managers on how to diagnose and performance manage these players. It's all about seeing it, and acting quickly to change it.Customers also see and feel the low-performer's challenging attitude. This is a red flag. When customers no longer want to work with your sales teammate, they are no longer willing to work with your company.Finally, Andy shares advice that he was given from a sales mentor. "If you see a performance on your team and fail to address it, the problem is YOU!" Spot on.Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 63 - The Business & Salesmanship of MetallicaHost: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savings Andy Olen shares his perspectives on the business and salesmanship of the heavy metal band Metallica. When you show curiosity about your customer's business and how it works, you'll have much deeper insights into their needs and how to create value for them with your goods and services. This episode includes the following topics. The business of MetallicaAn estimate of how much Metallica made putting on the two shows in Montreal.Andy's analysis is a good example of a simple analysis you can do to understand your customer's business financials better.Enjoy learning more about your customers AND get out and see Metallica soon.Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 62 - Deploy The Psychology of Negotiations with Guest Brian WillSales Warriors. We have a great guest joining the show today, Brian Will.Brian Will is an industry expert in sales and management consulting, bestselling author of "The Dropout: Multi-Millionaire" and "NO... The Psychology of Sales and Negotiations," and a serial entrepreneur with over 35 years of experience. He has created seven highly successful companies across four industries, worth over half a billion dollars at their peak. Today, Brian is a visionary business leader, owning restaurants in Atlanta, an insurance and technology company in Denver, and a real estate business in Georgia and Florida. His expertise in turnaround projects and driving billions in sales make him a sought-after consultant and speaker. Learn More About Brian and His Sales Training Offerings Here: https://brianwillmedia.com/Invest in Brian's Negotiation Book No, The Psychology of Sales and Negotiations Brian and Andy have a wide-ranging discussion on negotiation excellence on this episode of The Sales Warrior Within. Great salespeople are active listeners and offer connected responses.Salespeople must thoughtfully overcome objections before the negotiation to power through a dynamic negotiation.Brian shares the 10/70/20 of salespeople skills. The top 10% are salespeople we all should emulate. The middle-70% are the critical team members to upskill and build negotiation skills.Sales leaders play a major role in the development and effectiveness of skilled salespeople negotiating on the front lines.Brian and Andy agree that great negotiations are a function of running a great sales process and clearing objections early in the sales process.The mistake salespeople frequently make is to talk too much. Brian shares his powerful views on the overactive salesperson's impact on a customer.Finally, closing a negotiation becomes effortless as Brian's best practices are followed.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 61 - You Want To Sell? Andy Olen Says You Can Do It!Host: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savingsMany reach out to Andy Olen, asking him, "How do I get into sales?" Further, people who do not have a sales background are often concerned that they can't be in sales. In reality, the opposite is true. If you want to sell, we'd love to have you. Andy Olen shares his thoughts and perspectives for those of you wanting to break into sales and potentially into medical device sales.You likely exercise communication, connection, and cooperation skills if you're in any relationship. Apply those same skills within your sales career.A fun and motivating episode to gear you up for your journey into sales!Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 60 - Selling Like the Top 1% with Doug BrownGuest: Doug BrownLearn More About Doug Brown and CEO Sales Strategies here: https://ceosalesstrategies.com/Grab Doug's E-Book, The Nonstop 1 % Earner, for FREE by emailing youmatter@ceosalesstrategies.com and reference Andy Olen, and Doug will send you a free copy.Host: Andy OlenLearn More About Andy at www.AndyOlen.comDoug Brown connects the dots from starting in his family business and then on to selling musical products to famous musicians and bands, and now he leads CEO Sales Strategies. He is the creator of the Top 1% Academy where he teaches people and companies how to think, act and achieve sales success like the top 1% earner.CEO Sales Strategies focuses on helping people sell more than they ever thought possible by becoming better at influencing, persuading, and selling to buyers, whether they be CEOs, business owners, or entrepreneurs.Looking at top sales earners across countries, Doug asked, "How do we help this elite group of salespeople?" Doug is passionate about helping think and act like the top 1% of sales earners. Salespeople must decide, "Do I want to be a top one percenter?" If so, here's how Doug says you can become a top one percenter.First, determine what you want your life to be and then work backward to what you have to do today.The top one percenters are always evaluating their performance.  Top performers deal with the elite to make business happen and are always at the top of their industry. Play at the top and outproduce well beyond the quota.Top performers create leverage through all aspects of their work.Top performers continually invest in themselves.Doug inspires all salespeople that "Yes, you can do this." Tune in to the episode to learn more and how to make it happen.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 59 - Get Yourself Ready to Negotiate  Host: Andy OlenLearn More About Andy at www.AndyOlen.comInvest in The "Yes, If" Mindset Master Class  Apply Discount WARRIOR for savingsAndy Olen shares his thoughts on how to be prepared for your next negotiation. Preparation is critical to a successful negotiation. Here's what Andy has to say:1. Prepare with teammates. Also, negotiate with your teammates for maximum impact.2. Go through multiple scenarios and simulations in advance. You'll likely not be surprised by what your customers throw your way IF you run through various scenarios in advance.3. Get your negotiation trades approved in advance of the trading event. Become a more empowered negotiator through pre-approvals. You'll feel more empowered when you do.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 58 - “Do I Love To Sell to My Customers?” An Important Career Question to AskHost: Andy OlenLearn More About Andy at www.AndyOlen.comAndy Olen shares his perspectives and thoughts on how to guide your professional career.Ask, “Do I love to sell to my customers?” If the answer is “YES,” then keep doing more of that role and work. If the answer is “NO,” it's time to reconsider your career trajectory and current position.Andy shares how to use the image and analogy of a ladder to help professionals think through their answers to the question of the podcast. When a salesperson is a front-line sales rep, she or he sells directly to the end-user customer. Do you love selling to and servicing this customer? If yes, keep doing more.As a salesperson moves up the corporate ladder, they spend less time with the end-user customer and more with the shareholder customer. This customer requires different sales skills and a unique approach. As you move up, do you love selling to your new customer?Apply the ladder concept to help answer the question, “Do I love to sell to my customers?” Stay close to the customers you love to sell to.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 57 - Ignite Your Sales with Guest Steve GieldaGuest: Steve GieldaLearn More About Steve at www.IgniteSelling.comLearn More and Invest in a Copy of Steve's Book Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline Or... Receive a Free Audio Version of the Book by Reaching Out to Steve and sharing that you listened to him on The Sales Warrior Within Podcast.Host: Andy OlenLearn More About Andy at www.AndyOlen.comShownotes & CommentsControl your destiny in sales. Andy welcomes guest Steve Gielda of Ignite Selling to discuss how Ignite Selling helps salespeople, and sales teams unlock their true potential and results.Steve reminds us sales is about helping customers solve a problem. When you help your customer solve a critical problem, you build trust and long-term relationship equity.Ignite Selling is focused on helping teams: 1) Build a robust sales process; 2) Develop the sales tools required to march toward success; 3) Coach and guide sales teams to execute at a high level.Andy and Steve discuss the important role technology plays in how people sell. Both agree that great salespeople will incorporate tech into their sales process.The two close out their conversation by discussing managing through the tough headwinds that salespeople are selling into today. Steve reminds listeners to find the right customer problem to solve. Do this, and you'll be well on your way to creating customer value and competitive advantage.Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 56 - It's End of Quarter... Take ActionHost: Andy OlenLearn More About Andy at www.AndyOlen.comShownotes & CommentsAndy Olen shares his best practices on salespeople can bring home the end of quarter above quota.Be transparent with your customers. If you need to call in a favor, do it. Ask them to buy before the end of the quarter.It's important to create a sense of urgency for your customers to act. Customers may not need to buy based on your end of quarter timeline, so it's important you create that urgency for them.Start early. Don't leave all of the big sales efforts for the end of the quarter. Pretend your quarter ends a month early. Activate your end of quarter procedures early to give you a chance to succeed by the end.Attempt to manage the inbound "Bluebird" deals. Bluebirds are deals that drop before you expect them. They are pleasant surprises. If you can manage the Bluebird flow you'll create consistent and predictable results.Manage to hit 100% to 102% regularly. Become a sales metronome and achieve wonderfully consistent results.Ainsley Olen will attend the University of Wisconsin-Madison in the fall of 2023, where she will study chemistry.Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 55 - Using Podcasts & AI To Jump Start Sales with Ryan StaleyHost: Andy OlenGuest: Ryan Staley of RyanStaley.ioShownotes & CommentsIn this podcast episode, Ryan Staley discusses his sales journey and why he loves sales, highlighting its importance in his professional career and personal life.The conversation covers the impact of technology and cool trends in sales, focusing on artificial intelligence (AI) and ChatGPT, and how salespeople can engage with these tools effectively.Ryan shares a humorous story about his first sales experience, which involved selling knives to his parents' friends and hitting a pole with his car, leading to a change of plans.Ryan talks about his current endeavors, including hosting a podcast where he interviews SaaS CEOs and helping SaaS companies grow their revenue through sales systems and leveraging AI tools.The power of podcasts as a lead generation and content creation tool is discussed, emphasizing how podcast hosting can provide valuable connections, industry insights, and strategic partnerships.Experiment and familiarize yourself with AI technology like Chat GPT to gain insights and understand your customers better.Use a company's about page as input to Chat GPT to generate contextual insights and understand what is important to them.Embrace automation and AI technology to automate mundane tasks and focus on building deep relationships and strategic thinking with customers.Consider the potential impact of AI on sales jobs, as lower-end sales roles may become automated, but high-level salespeople can leverage AI for greater efficiency.Balance AI-generated personalized emails with the importance of human-to-human connection through phone calls and in-person interactions.Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 54 - Making Her Next Presentation Her Best with Ainsley OlenHost: Andy OlenGuest: Ainsley Olen find on INSTAGRAMShownotes & CommentsIn this podcast episode, Andy is proud to welcome his daughter, Ainsley Olen, to the show.Ainsley is a graduating senior at Brookfield East High School outside of Milwaukee, Wisconsin. Andy and Ainsley have some fun discussing Taylor Swift's impact on her fans and music. The pair rotate to talk about Ainsley's keynote speech she gave at the Brookfield East Senior Recognition and Awards event.Ainsley walks through her preparation, nerves, and approach to delivering a keynote to the community, the school, and parents.Ainsley follows many of Andy's best practices in his courses, including POPS, good body language, and the joy of receiving great feedback afterward.Ainsley shares excellent insights on amplifying her body language, including how dance taught her to maximize her facial body language.Andy provides his daughter the same call to action he gives the businesspeople attending his course... "Make your next presentation your best!"Ainsley and Andy conclude with a conversation on bringing great presentations to the field of medicine. Ainsley commits to working on her presenting skills and taking on with her as she works toward a medical career.Ainsley Olen will attend the University of Wisconsin-Madison in the fall of 2023, where she will study chemistry.Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 53 - Equal Sign Connections Engender Trust and CooperationShownotes & CommentsIn this episode, Andy uses the example of the negotiated outcome of the US debt ceiling as an illustration of a cooperative "Yes, If" Negotiation.Strong connections are needed to facilitate a cooperative negotiation. Strong relationships between customers and salespeople rely on trust. The best way to build trust is to form what Andy calls Equal Sign Connections.Equal Sign Connections accelerate trust building by signaling shared values between customers and salespeople.Strong salespeople focus on building equal sign connections early and often in new relationships with customers.Later, when negotiators meet to resolve challenges in a negotiation, they rely on trust and Equal Sign Connections to create win-win cooperative outcomes.Connect with Andy at AndyOlen.comGet in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 52 -The Debt Ceiling And How Salespeople Can Be Ready To ActThe Debt Ceiling And How Salespeople Can Be Ready To ActAndy shares his thoughts and advice on how salespeople should navigate the debt ceiling debate in Washington.Andy offers best practices for salespeople if the debt ceiling topic pushes the US into default or how to sell into the tailwind of a positive resolution. Either way, salespeople need to be ready to react and ACT!Let's also watch the negotiation. Will it be a cooperative effort in the run-up to the X Date? Or will it be full of conflict? We'll learn about negotiations by watching the principles work through these challenging topics.Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 51 - Storytelling and Taking Customers from Pain to Glory with Ravi RajaniAndy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenStorytelling and Taking Customers from Pain to Glory with Ravi RajaniSales warriors can tap into the power of storytelling to connect with customers on an emotional level and inspire action.Ravi Rajani, a guest on the podcast, shares effective sales storytelling techniques to take customers from pain to glory without resistance.Ravi Rajani discusses his passion for storytelling and its relevance in sales, emphasizing the importance of authenticity and vulnerability.Storytelling in sales allows for deeper connections and creates a memorable buying experience, driving change and positive outcomes.The Story Framework (S.T.O.R.Y.) simplifies the fundamentals of story selling, helps create a story bank, and focuses on delivery mastery for sales success.Ravi provides insights and best practices on the following storytelling topics: Stories can include customer testimonials and case studies.Sales training traditionally focuses on product features and benefits.Good salespeople can translate features and benefits into stories.Effective storytelling builds trust and accelerates connections with customers.Ravi emphasizes the importance of getting customers to share their stories as a way to understand their pain points and fears.He suggests having an elevator pitch and a compelling first story ready to create a sense of comfort and convey the pain-to-glory evolution to customers.Open-ended questions are recommended to extract powerful stories from customers, rather than closed-ended questions that may result in analysis paralysis.Transparency and openness about not having the right solution can build trust with customers, and referrals to other suitable solutions can maintain a strong bond.The show's call to action is to practice active and reflective listening, which forms the foundation for effective storytelling in sales, and to continuously improve storytelling skills.You can learn more about Ravi and his offering at TheRaviRajani.comGet in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 50 - Prioritize Trust & Relationships in a High-Tech World with Chris BeallAndy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenThe guest on this episode of the show is Chris Beall the CEO of Connect And Sell B2B selling involves selling to businesses rather than individuals, and it comes with the challenge of gaining the trust of buyers who are risking their careers and deciding if your products and services are best for their business.Chris explains that gaining a customer's trust requires getting inside the buyer's head through live conversations.He discusses the current challenges in the selling environment, including economic conditions, longer sales cycles, and the difficulty of getting live human conversations.Chris predicts that in the near future, emails from vendors will be assumed to be written by bots, reducing trust and effectiveness.He emphasizes the need for salespeople to focus on getting to the buyer's ears through conversations rather than relying on written communication.The key goal of a cold call is to establish trust before trying to convey value and secure a meeting.Connect And Sell, Chris's company, enables human-to-human conversations by using a combination of brute force and AI to overcome the problem of people not answering the phone.His system allows for managing multiple calls simultaneously, providing the ability to load a list from a CRM or a file and initiate conversations with a simple button push.Chris shares his story of publishing a book using AI. He did it in record time. The story illustrates the power of AI. Chris encourages salespeople to actively learn and engage with ChatGPT.Learn more about Chris Beal at ConnectAndSell.comFind Chris' podcast here: Market Dominance GuysHelen Fannucci's sales management book is available here: Love Your TeamGet in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 49 - Effectively Sell in a High-Interest Rate EnvironmentAndy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenEffectively Sell in a High-Interest Rate EnvironmentInterest rates are currently high in the U.S. and around the world. Should salespeople be concerned about selling in a more challenging environment?Andy Olen shares his thoughts on the cost of volatility for businessesInterest rate changes have created more uncertainty and volatility for businessesWhen rates are high, businesses may reconsider new investments in your products and servicesWhen rates are going down, which is not at this moment, businesses may be more willing to invest in your solutions - Andy explains why and how this worksAndy shares his advice with salespeople on how to overcome a high-interest rate environmentFocus on selling the positive economic benefits of your products to overcome a challenging momentGood luck Sales Warriors; great salespeople thrive even in challenging environments!Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 48 - Storytelling in Sales, Business, and Life with Mark CarpenterAndy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenStorytelling in Sales, Business, and Life with Guest Mark CarpenterThe podcast episode is about storytelling in sales, business, and life, and the guest is Mark Carpenter, who wrote the book "Master Storytelling."Mark Carpenter is a serial storyteller who has been telling stories since childhood, turning this into a career in marketing communications and public relations.The definition of a story is a three-part narrative with a purpose: to teach, lead, and inspire.The importance of storytelling in business is to humanize the process and bring greater humanity back into it, particularly in the sales process, to help people teach, lead, and inspire.Mark emphasizes that storytelling can help businesses and salespeople connect with their audience on a deeper level and create an emotional connection.He highlights the importance of having a clear purpose and message in your story and tailoring it to your audience.Mark also notes that storytelling is a skill that can be learned and developed over time and encourages people to practice and refine their storytelling abilities.He shares that vulnerability and authenticity are critical elements in compelling storytelling and encourages individuals to share their experiences and emotions to connect with their listeners.Stories come in all forms and fashion, including finding common ground with a prospect through small talk is a form of an account that helps build trust.Telling a story about a client's similar challenges to the prospect can establish relatability and empathy.Using stories to address objections can keep the conversation going and avoid a hard stop.A story that prompts the prospect to question their objections and consider the solution can lead to follow-up opportunities.Connect with Mark Carpenter HEREGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 47 - Start Engaging with AIAndy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenStart Engaging with AIAndy Olen, talks about how salespeople can use artificial intelligence (AI) to sell more effectively. Andy even gives an example of how he used AI (Chat GPT 4.0) to come up with three ways that salespeople can use AI to sell more effectively.He emphasizes that AI can help personalize communication, prioritize leads through predictive analytics, and automate repetitive tasks like data entry and lead nurturing. Andy, also stresses that salespeople must maintain human-to-human interaction and relationship-building skills. Although he finds it a little scary that AI can provide ideas and insights about AI, he thinks it can still be useful in multiple sales situationsSalespeople should welcome this new technology, practice with it, and use it to create new ideas, sales efficiencies, and insights about customers.Start playing with AI today to become a more skilled salesperson with tomorrow's technology.Andy entered the following prompt to CHAT GPT:"Please provide three bullets on how salespeople should use AI to sell more effectively"The bot came back with:"Sure, here are three ways salespeople can use AI to sell more effectively:1. Personalize communication: AI can help salespeople personalize their communication with prospects by analyzing data about their preferences, behavior, and history. By using this information, salespeople can tailor their messaging and approach to better resonate with their prospects, increasing the likelihood of a successful sale.2. Predictive analytics: AI can also help salespeople identify which leads are most likely to convert into customers. By using predictive analytics, salespeople can prioritize their outreach efforts and focus on the leads with the highest potential value. This can help salespeople close deals more efficiently and effectively.3. Sales process automation: AI can automate repetitive tasks, such as data entry and lead nurturing, which can save salespeople time and enable them to focus on higher-value activities. For example, AI-powered chatbots can handle routine customer inquiries and support, freeing up salespeople to focus on more complex sales conversations."Link to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 46 - Drive Sales Through a Robust Digital Strategy: Guest Chris MaddenAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenDrive Sales Through a Robust Digital Strategy: Guest Chris MaddenIn this episode, Andy Olen speaks with Chris Madden, the co-founder of Matchnode, a social-first digital agency that helps clients sell better and drive more sales through digital platforms. Chris shares valuable insights into the challenges established brands face when shifting to digital and how Matchnode fills gaps in expertise or bandwidth.One of the biggest challenges faced by established brands, according to Chris, is the creative gap. With digital advertising becoming increasingly important, creative has become crucial for marketing. While technical details like marketing tech can help improve ROI, most companies do not have the time to learn these details. That's where Matchnode can help.Chris also emphasizes the importance of targeting specific personas through creative messaging. Although interest targeting is relevant, it's not as precise as it used to be and changes quickly. Therefore, companies need outside help to keep up with the changes and to help them scale. An advantage for an agency like Matchnode is it stays ahead of the technology curve by constantly adapting to new advancements.Entrepreneurs looking to enter the market must be thoughtful and prepared rather than jumping ahead to go fast. Chris advises entrepreneurs to spend time on the core values of their business, brainstorming what problem they are solving for whom and what the benefit is. He suggests thinking more about their unique selling point and who it matters to before creating social media or website content to target the market.In the final segment, Chris discusses the importance of Web 3 in marketing and branding. He explains that to get people to take action, they must see a brand in multiple places, not just on one social media platform. Web 3 is an extremely powerful channel because it is sticky, community-driven, and collaborative. It keeps the powerful centralizing forces in society honest and creates honest rails on which people can collaborate and communicate anywhere in the world.Overall, this episode provides valuable insights into the challenges faced by established brands when shifting to digital and the importance of creative in digital advertising. Chris also offers valuable advice for entrepreneurs looking to jump into the market and highlights the significance of Web 3 in marketing and branding.Contact Chris at MatchnodeGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 45 - Relationships & Negotiations Go Hand-In-HandAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenRelationships & Negotiations Go Hand-In-HandA new podcast on "Yes, If" NegotiationsRelationships matter when it comes to negotiationsSalespeople negotiate one way when the relationship with the customer is short-term, transactional, and doesn't impact future opportunitiesConversely, when the long-term relationship matters and needs to be preserved salespeople must adapt their approach to preserving relationship equityAndy believes that using the "Yes, If" cooperative principles are important when engaging in a more competitive and combative negotiationThroughout this episode, Andy shares ideas on how to use "Yes, If" even when the long-term relationship doesn't mean as muchLink to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 44 - Top of Funnel Sales Development with Kevin WarnerAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenTop of Funnel Sales Development with Kevin WarnerKevin Warner, the CEO of Leadium joins the podcastKevin and Andy discuss the importance of building strong and robust top-of-funnel leadsBusinesses face a critical choice - hire full-time employees to build top-of-funnel leads... or hire an agency with core competencies in this spaceKevin advocates for choosing an agency to drive top-of-funnel activities and results and shares the significant advantages of doing soFurther, Kevin and Andy discuss the important role of marketing in a commercial organization and how top-of-funnel activities may be best executed under the marketing bannerKevin defines SaaS - Software as a Service - and why it's important to leverage the advantages that software has given salespeople and marketersTechnology is always changing. A firm like Leadium stays ahead of the technological changes, so business teams and entrepreneurs can focus on value creation down-funnelSales enablement through technology will create a competitive advantage, and leaders like Kevin Warner are pushing winning solutions forwardConnect with Kevin and Leadium HEREGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 43 - Sales Lessons From The 75-Hard Challenge Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenSales Lessons From The 75-Hard Challenge Andy recently completed the 75-Hard ChallengeFive rules, every day, 75 days in a rowAndy shares his experience working on mental toughness with the 75-Hard challenge and his outlook on "what's next?"The mental toughness and daily success mindset from the 75-Hard Challenge also applies to sales skills and successAndy shares ideas on how to bring daily activities into sellingHe discusses prospecting, continuous skill development, outreach, follow-up, and gratitudeLink to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 42 - Press Releases Are a Powerful Sales Tool: Expert Mickie KennedyAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenPress Releases Are a Powerful Sales Tool - A Discussion with  Mickie KennedyMickie Kennedy is the Founder and President of eReleases, the smallbusiness leader for press release distribution, now celebrating 22 years inbusiness. He is an expert at helping small businesses increase their visibilityand credibility, and he's here today to share some valuable insights.Press Releases should tell a storyWhen journalists see the Press Release, they consider its story worthiness and write or produce a story to share with the readers and audienceIf you share a press release about an interesting business, sales, or trend, you may create "earned media." Earned media is free media and coverage for your business and is a powerful sales and marketing tool.Mickie discusses what his business eReleases does for entrepreneurs, small business owners, marketing, and sales leadersMickie shares great insights on structured communication, storytelling, and overcoming Imposter Syndrome regarding "putting yourself out there."Andy is considering a PR campaign after his conversation with Mickie Kennedy, and so should you after listening to this episode.Check out Mickie Kennedy's company eReleases here!Link to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 41 - Experiment with Sales Pilot ProgramsAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenExperiment with Sales Pilot ProgramsPilot Programs are great ways to take thoughtful riskPilot Programs are short-term efforts that test a sale's innovation before the idea is scaled up to a full-blown effortWork on pilots with new customers. Offer a small or lower-cost product or service to start. If it does well... continue to grow. If it doesn't do well, no problem, move on.In a difficult sales environment, pilots are great ways to continue to move your sales agenda forward without asking your customers to take big risks.Within the walls of the organization, use pilots to experiment. Sales managers should encourage innovation and idea sharing. Instead of taking an idea nationally to start, try it in a territory or region. Again, if it works, GREAT; if not, WE LEARNED.Pilot programs are great ways to experiment, fail fast, and evaluate which ideas will sizzle the most.Link to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 40 - Confidently Sell the Price IncreaseAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenConfidently Sell the Price IncreaseAndy reacts to a great book by Jeb Blount called Selling the Price Increase.Andy shares his thoughts about the bookSelling a price increase is not an easy sales skill. However, when it's done well, it has significant benefits to the company's financials and a salesperson's compensationThere are three key steps to selling the price increase:Prepare the sales team in advancePlant the price increase seeds with the customer in advance of executingBuild confidence in advance - once salespeople see the success, they run toward itConfidently run toward the price increaseLink to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 39 - Your HiPos Need Help! Give it to ThemAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenYour HiPos Need Help! Give it to ThemHiPo = High Potential TalentAndy shares his thoughts on helping High Potential salespeople accelerate UP the learning curve as they jump into new roles.Frequently, organizations promote and assume. They promote HiPo talent and assume the talent has all the skills and capabilities to be productive and successful on Day 1. That's not the case.Newly promoted HiPo salespeople need help climbing the learning curve and being successful. If they feel isolated or unsuccessful early in their new role, they may look for a return trip to their old territory, or worse... they'll exit the organization.Invest in your HiPos before promotion and as they climb the new learning curve.Andy encourages organizations to build infrastructure to help newly promoted salespeople excel or partner with trainers like Andy to help build a high-potential program.Link to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 38 - Selling With Dignity: A Chat With Harry SpaightAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenGuest Harry Spaight Shares The Importance of Selling With DignityHarry Spaight is an author, sales trainer, and coach. He wrote the book Selling With Dignity.In this episode, we discuss how important dignity is for salespeopleHarry provides simple and powerful best practices for the audienceAndy and Harry have a rich dialogue on best practices for engaging with new  and existing customersHarry provides sage advice that Sales Warriors will want to hearAdd Selling With Dignity to your sales bookshelf and, more importantly, begin Selling WIth Dignity and empower your sales voicePreview Harry's Book Selling WIth Dignity HereLink to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 37 - 2023 Let's Get After It Sales WarriorsAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy Olen2023 Let's Get After It Sales WarriorsAndy shares his enthusiasm and excitement for 2023Although it's a tough selling environment, Sales Warriors have many reasons to be optimisticAndy illustrates his "Friday Afternoon Mentality" that's required in both boom and bust timesHe shares his goals with the audience, which focus on building mental toughness in 2023Set goals for 2023Work on your skillsRun toward the challenges AND opportunities out there and exploit the goodness of the Sales Warrior Within you!Link to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 36 - When Your Customers Become Your FriendsAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenWhen Your Customers Become Your FriendsSometimes a customer relationship evolves into a friendship.Andy takes a look at this important evolution of a key relationshipIf a friendship is where both people want to go, then take it thereBe aware of some of the pitfalls or trapdoors of a relationship that is both professional and personalTake advantage of the pros of a great customer/salesperson relationship migrating to a friendshipHappy holidays in 2022!Link to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 35 - Guest Jeremy Miner Shares His Sales WisdomAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenGuest Jeremy Miner Shares His Sales WisdomJeremy Miner joins the podcast for an engaging and dynamic discussion.Jeremy is a sales guru, author, podcaster, thought leader, and leads a high-end and fantastic sales training organization.We discuss important ways to "disarm" customers. ABD - Always Be Disarming.We talk about ways that salespeople can relate to customers in a challenging and dynamic environment.From selling door-to-door to guiding salespeople to excellence, Jeremy Miner brings a wealth of insight and experience that The Sales Warrior Within community will benefit from.Check out Jeremy's Website HereLink to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 34 - Account Planning and the Coordinated CampaignAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenAccount Planning and the Coordinated CampaignGreat salespeople see account planning as a vital skill on their sales "toolbelt"Account Planning is not an activity in administriva, rather it's the approach to running the coordinated account campaignAndy shares his experiences with account planning and provides advice on how to research the account plan, assemble the account plan, build alignment, and executeTo put your best foot forward and achieve the goals you are seeking, account planning is critical... especially as the stakes go upLink to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 33 - College Recruiting and Sales Lessons LearnedAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenCollege Recruiting and Sales Lessons LearnedAndy recently went on five official college visits with his daughter Audrey who was recruited for swimmingAndy shares his experiences of these visits and the SALES BEST PRACTICES shown by the school Audrey choseThe sales process used by the swim program recruiting student-athlete involved the sales skills of connection, communication, and cooperationThe visits also served as a reminder of how to sell to both primary customers and key stakeholder customers, as wellEnjoy the stories of how Auburn University did a great job inspiring Audrey to say YES!War EagleLink to Andy Olen's websiteLink to Andy's Online Courses

The Sales Warrior Within | Season 2 Episode 32 - Interest Rates, Inflation, and Selling... Oh My!Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenInterest Rates, Inflation, and Selling... Oh My!Andy unpacks why it's harder to sell into harsh economic conditions like the ones we face today and how to overcome itLearn how interest rates and inflation impact your customersWe've come through a time in sales where our customers may have been flush with cash and ready to buyHowever, today, things have gotten tighter, and best practices are needed to navigate these different momentsAndy shares best practices with listeners on how to successfully sell into these economic headwindsDon't let macro-economic challenges get in your way; sell with strength through tough momentsLink to Andy Olen's websiteLink to Andy's Online Courses

The Sales Warrior Within | Season 2 Episode 31 – Crushing Chaos: A Conversation with Allison WilliamsAllison Williams is an accomplished lawyer and founder of Law Firm Mentor where she and her team provide business coaching services for solo and small law firm attorneys, helping them grow their revenues, crush chaos in business, and make more money. Allison shares great insights on sales, scaling an enterprise, and the importance of “systemizing” your business and sales approach.  Crushing Chaos: A Conversation with Allison WilliamsAllison shares the story of her journey in building two multi-million-dollar businessesShe shares why the “rich” lawyer may be better than the “poor” lawyer“Systemize” your law firm, sales approach, and business allows the entrepreneur to earn more by working fewer hoursAllison discusses the importance of “Crushing Chaos” in business. Chaos is the inefficiency, time suck, and friction that interferes with talented people sharing their talents directly with clientsAndy and Allison discuss the importance of creating a sales mindset no matter what profession you work in. Without sales skills, lawyers and salespeople will not create revenue.Allison shares insights on “Getting Prospects to “Yes” and talks about how natural “closing” business is when you follow a relationship-based, value for value approachEnjoy this dynamic episode and multiple gems that Allison shares on how to build, scale, and excel in your own law firm, business, and salesLink to Allison Williams' Podcast “Crushing Chaos with Law Firm Mentor” website Link to Allison's Free Course Getting Prospects to “Yes”"Good Selling, Good Leading, Good Living." - Andy OlenAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

The Sales Warrior Within | Season 2 Episode 30 - Sales & Marketing Unite For Great OutcomesAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenSales & Marketing Unite For Great OutcomesGreat commercial organizations win when sales and marketing work together to create great customer outcomesAndy Olen kicked off his career in marketing leadership rolesAndy then joined the salesforce and built his business teaching sales skills to high-performing sales teams - he knows the importance of great sales AND marketing effortsCooperation between the two functional teams is required to build and expand the top- and bottom line of the businessAvoid channel conflict between sales and marketing that slows the commercial agendaConsider spending time in both sales and marketing to build a robust commercial career experienceSales + Marketing UNITE!Link to Andy Olen's websiteLink to Andy's Online Courses

The Sales Warrior Within | Season 2 Episode 29 - Top Salespeople Are BOTH Hunters AND FarmersAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenTop Salespeople Are BOTH Hunters AND FarmersAndy Olen shares his thoughts on the importance that salespeople are both hunters AND farmersHunters seek out new competitive winsFarmers look to build sales inside accounts they have already convertedHistorically, the salesforce conversation is an "or" conversation, "Do we have hunters OR farmers?"The conversation should be, "How do we create both great hunters AND farmers in our salesforce?"Be an AND salesperson, A Hunter, AND a FarmerAndy shares recommendations and insights on dividing your time to accomplish excellent outcomes as a hunter and farmer. Link to Andy Olen's websiteLink to Andy's Online Courses

The Sales Warrior Within | Season 2 Episode 28 - Become a Resource HoundAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenBecome a Resource Hound - Here's How...Andy Olen provides insights and his experiences watching great salespeople harness the power of becoming a Resource HoundTop salespeople see the value in bringing in valuable resources from their business to engage with customersConsider inviting your top engineers, R&D experts, procurement specialists, lawyers, and financial leads to visit with and exchange value for value with your customersCustomers enjoy building relationships and connecting with leaders in your businessAlso, consider bringing your sales leaders into key accounts with youSales Executives elevate the salesperson's credibility, pitch, and negotiation powerExercise the Leader's Voice and link the great resources in your account with your customersBecome a Resource HoundLink to Andy Olen's websiteLink to Andy's Online Courses

The Sales Warrior Within | Season 2 Episode 27 - Building and Sharing Your Elevator PitchAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenBuilding and Sharing Your Elevator Pitch - Here's How...Andy Olen provides advice on how to build and craft an effective elevator pitchYour elevator pitch is meant to quickly connect, communicate, and signal to a prospective customer that you have value to offerAndy shares his elevator pitchThere are three parts to a good elevator pitchThe Introduction of you and your company. Share something you value in your openingA short and quick storyA summary of what you sell and a signal of gratitude to close "thanks for listening" - all you want to achieve is your customer saying to you, "that's great, can you tell me more?"Link to Andy Olen's websiteLink to Andy's Online Courses

The Sales Warrior Within | Season 2 Episode 26 - Storytelling: A Conversation with Expert Jude CharlesAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenStorytelling: A Conversation with Expert Jude CharlesAndy Olen welcomes storytelling expert and guru, Jude Charles to the showJude helps entrepreneurs, companies, and celebrities share their stories through videoAndy and Jude unpack why storytelling is vital for salespeople, entrepreneurs, and everyone looking to connect and create a lasting impressionJude describes simple best practices on how to build a story Learn more about creating a Story Bank: go-to stories that you can inventory, practice, and deploy to share with others who you areJude and Andy agree in the show that stories are great ways to overcome objections from customersJude shares stories of his life, experiences, and career throughout the podcast, making this an engaging, connecting and motivating listenConnect with Jude, and subscribe to his letter using the links below.Link to Jude Charles WebsiteSubscribe to Jude Charles Newsletter