Explorez tous les épisodes de The Business Warrior Within
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09 Oct 2023
Ascend Up The Sales Rankings with Guests Jim Knittle and Peter Galiano
00:54:58
The Sales Warrior Within | Season 2 Episode 71 - Ascend Up The Sales Rankings with Guests Jim Knittle and Peter Galiano
Andy 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 Group
Jim 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 Marketing
Pete 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 Results
Andy raises the question of balancing patience with the demands of a quarterly results-driven culture.
The Risk of Speedy Sales
The 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.
02 Oct 2023
Successfully Navigate Your Next Career Transition
00:22:06
The Sales Warrior Within | Season 2 Episode 70 - Successfully Navigate Your Next Career Transition
In 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.
29 Sep 2023
Cooperation is Key to Customer and Business Success
00:11:36
The Sales Warrior Within | Season 2 Episode 69 - Cooperation is Key to Customer and Business Success
"CO" = Together "OPERATE" = To Work "COOPERATE" = To Work Together
In 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.
18 Sep 2023
5-Steps on How to Sell to Doctors
00:17:34
The Sales Warrior Within | Season 2 Episode 68 - 5-Steps on How to Sell to Doctors
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.
11 Sep 2023
Sales and Marathon Running: It's All About Focus
00:16:31
The Sales Warrior Within | Season 2 Episode 67 - Sales and Marathon Running: It's All About Focus
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.
05 Sep 2023
Selling Mortgages With Centurion's Brian DesPlaines
00:37:51
The Sales Warrior Within | Season 2 Episode 66 - Selling Mortgages With Centurion's Brian DesPlaines
Sales 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.
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 show
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
29 Aug 2023
The Era of the Lone Wolf Salesperson is Over
00:11:52
The Sales Warrior Within | Season 2 Episode 65 - The Era of the Lone Wolf Salesperson is Over
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.
15 Aug 2023
The Business & Salesmanship of Metallica
00:21:20
The Sales Warrior Within | Season 2 Episode 63 - The Business & Salesmanship of Metallica
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 Metallica
An 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.
07 Aug 2023
Deploy The Psychology of Negotiations with Guest Brian Will
00:51:05
The Sales Warrior Within | Season 2 Episode 62 - Deploy The Psychology of Negotiations with Guest Brian Will
Sales 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.
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.
31 Jul 2023
You Want To Sell? Andy Olen Says You Can Do It!
00:13:40
The Sales Warrior Within | Season 2 Episode 61 - You Want To Sell? Andy Olen Says You Can Do It!
Many 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.
24 Jul 2023
Selling Like the Top 1% with Doug Brown
00:51:15
The Sales Warrior Within | Season 2 Episode 60 - Selling Like the Top 1% with Doug Brown
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.
Doug 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.
18 Jul 2023
Get Yourself Ready to Negotiate
00:16:04
The Sales Warrior Within | Season 2 Episode 59 - Get Yourself Ready to Negotiate
Andy 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.
03 Jul 2023
“Do I Love To Sell to My Customers?” An Important Career Question to Ask
00:18:39
The Sales Warrior Within | Season 2 Episode 58 - “Do I Love To Sell to My Customers?” An Important Career Question to Ask
Andy 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.
26 Jun 2023
Ignite Your Sales with Guest Steve Gielda
00:44:53
The Sales Warrior Within | Season 2 Episode 57 - Ignite Your Sales with Guest Steve Gielda
Control 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.
19 Jun 2023
It's End of Quarter...Take Action!
00:18:01
The Sales Warrior Within | Season 2 Episode 56 - It's End of Quarter... Take Action
Andy 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
12 Jun 2023
Using Podcasts & AI To Jump Start Sales with Ryan Staley
00:38:41
The Sales Warrior Within | Season 2 Episode 55 - Using Podcasts & AI To Jump Start Sales with Ryan Staley
In 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.
05 Jun 2023
Making Her Next Presentation Her Best with Ainsley Olen
00:45:59
The Sales Warrior Within | Season 2 Episode 54 - Making Her Next Presentation Her Best with Ainsley Olen
Host: Andy Olen Guest: Ainsley Olen find on INSTAGRAM
Shownotes & Comments
In 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.
30 May 2023
Equal Sign Connections Engender Trust and Cooperation
00:16:51
The Sales Warrior Within | Season 2 Episode 53 - Equal Sign Connections Engender Trust and Cooperation
Shownotes & Comments
In 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
22 May 2023
The Debt Ceiling And How To Prepare For Good or Bad
00:15:43
The Sales Warrior Within | Season 2 Episode 52 -The Debt Ceiling And How Salespeople Can Be Ready To Act
The Debt Ceiling And How Salespeople Can Be Ready To Act
Andy 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.
22 May 2023
Storytelling and Taking Customers from Pain to Glory with Ravi Rajani
00:43:26
The Sales Warrior Within | Season 2 Episode 51 - Storytelling and Taking Customers from Pain to Glory with Ravi Rajani
Andy 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 Olen
Storytelling and Taking Customers from Pain to Glory with Ravi Rajani
Sales 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
15 May 2023
Prioritize Trust & Relationships in a High-Tech World with Chris Beall
00:42:06
The Sales Warrior Within | Season 2 Episode 50 - Prioritize Trust & Relationships in a High-Tech World with Chris Beall
Andy 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 Olen
The 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
05 May 2023
Effectively Sell in a High-Interest Rate Environment
00:15:51
The Sales Warrior Within | Season 2 Episode 49 - Effectively Sell in a High-Interest Rate Environment
Andy 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 Olen
Effectively Sell in a High-Interest Rate Environment
Interest 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 businesses
Interest rate changes have created more uncertainty and volatility for businesses
When rates are high, businesses may reconsider new investments in your products and services
When 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 works
Andy shares his advice with salespeople on how to overcome a high-interest rate environment
Focus on selling the positive economic benefits of your products to overcome a challenging moment
Good luck Sales Warriors; great salespeople thrive even in challenging environments!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
24 Apr 2023
Storytelling in Sales, Business, and Life with Guest Mark Carpenter
00:40:29
The Sales Warrior Within | Season 2 Episode 48 - Storytelling in Sales, Business, and Life with Mark Carpenter
Andy 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 Olen
Storytelling in Sales, Business, and Life with Guest Mark Carpenter
The 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
17 Apr 2023
Start Engaging with AI
00:14:15
The Sales Warrior Within | Season 2 Episode 47 - Start Engaging with AI
Andy 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 Olen
Start Engaging with AI
Andy 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 situations
Salespeople 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."
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
10 Apr 2023
Drive Sales Through a Robust Digital Strategy: Guest Chris Madden
00:47:05
The Sales Warrior Within | Season 2 Episode 46 - Drive Sales Through a Robust Digital Strategy: Guest Chris Madden
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 Olen
Drive Sales Through a Robust Digital Strategy: Guest Chris Madden
In 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
03 Apr 2023
Relationships & Negotiations Go Hand-In-Hand
00:16:10
The Sales Warrior Within | Season 2 Episode 45 - Relationships & Negotiations Go Hand-In-Hand
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 Olen
Relationships & Negotiations Go Hand-In-Hand
A new podcast on "Yes, If" Negotiations
Relationships matter when it comes to negotiations
Salespeople negotiate one way when the relationship with the customer is short-term, transactional, and doesn't impact future opportunities
Conversely, when the long-term relationship matters and needs to be preserved salespeople must adapt their approach to preserving relationship equity
Andy believes that using the "Yes, If" cooperative principles are important when engaging in a more competitive and combative negotiation
Throughout this episode, Andy shares ideas on how to use "Yes, If" even when the long-term relationship doesn't mean as much
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
27 Mar 2023
Top of Funnel Sales Development with Kevin Warner
00:48:37
The Sales Warrior Within | Season 2 Episode 44 - Top of Funnel Sales Development with Kevin Warner
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 Olen
Top of Funnel Sales Development with Kevin Warner
Kevin Warner, the CEO of Leadium joins the podcast
Kevin and Andy discuss the importance of building strong and robust top-of-funnel leads
Businesses face a critical choice - hire full-time employees to build top-of-funnel leads... or hire an agency with core competencies in this space
Kevin advocates for choosing an agency to drive top-of-funnel activities and results and shares the significant advantages of doing so
Further, 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 banner
Kevin defines SaaS - Software as a Service - and why it's important to leverage the advantages that software has given salespeople and marketers
Technology is always changing. A firm like Leadium stays ahead of the technological changes, so business teams and entrepreneurs can focus on value creation down-funnel
Sales enablement through technology will create a competitive advantage, and leaders like Kevin Warner are pushing winning solutions forward
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
20 Mar 2023
Sales Lessons From The 75-Hard Challenge
00:13:10
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 Olen
Sales Lessons From The 75-Hard Challenge
Andy recently completed the 75-Hard Challenge
Five rules, every day, 75 days in a row
Andy 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 success
Andy shares ideas on how to bring daily activities into selling
He discusses prospecting, continuous skill development, outreach, follow-up, and gratitude
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
15 Mar 2023
Press Releases Are a Powerful Sales Tool: Expert Mickie Kennedy
00:33:53
The Sales Warrior Within | Season 2 Episode 42 - Press Releases Are a Powerful Sales Tool: Expert Mickie Kennedy
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 Olen
Press Releases Are a Powerful Sales Tool - A Discussion with Mickie Kennedy
Mickie Kennedy is the Founder and President of eReleases, the small business leader for press release distribution, now celebrating 22 years in business. He is an expert at helping small businesses increase their visibility and credibility, and he’s here today to share some valuable insights.
Press Releases should tell a story
When journalists see the Press Release, they consider its story worthiness and write or produce a story to share with the readers and audience
If 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 leaders
Mickie 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
09 Mar 2023
Experiment with Sales Pilot Programs
00:15:30
The Sales Warrior Within | Season 2 Episode 41 - Experiment with Sales Pilot Programs
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 Olen
Experiment with Sales Pilot Programs
Pilot Programs are great ways to take thoughtful risk
Pilot Programs are short-term efforts that test a sale's innovation before the idea is scaled up to a full-blown effort
Work 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
27 Feb 2023
Confidently Sell the Price Increase
00:13:13
The Sales Warrior Within | Season 2 Episode 40 - Confidently Sell the Price Increase
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 Olen
Confidently Sell the Price Increase
Andy reacts to a great book by Jeb Blount called Selling the Price Increase.
Andy shares his thoughts about the book
Selling 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 compensation
There are three key steps to selling the price increase:
Prepare the sales team in advance
Plant the price increase seeds with the customer in advance of executing
Build confidence in advance - once salespeople see the success, they run toward it
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
21 Feb 2023
Your HiPos Need Help! Give it to Them
00:16:27
The Sales Warrior Within | Season 2 Episode 39 - Your HiPos Need Help! Give it to Them
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 Olen
Your HiPos Need Help! Give it to Them
HiPo = High Potential Talent
Andy 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
09 Jan 2023
Selling With Dignity: A Chat With Harry Spaight
00:49:15
The Sales Warrior Within | Season 2 Episode 38 - Selling With Dignity: A Chat With Harry Spaight
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 Olen
Guest Harry Spaight Shares The Importance of Selling With Dignity
Harry 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 salespeople
Harry provides simple and powerful best practices for the audience
Andy and Harry have a rich dialogue on best practices for engaging with new and existing customers
Harry provides sage advice that Sales Warriors will want to hear
Add Selling With Dignity to your sales bookshelf and, more importantly, begin Selling WIth Dignity and empower your sales voice
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
04 Jan 2023
2023: Let's Get After It Sales Warriors
00:17:24
The Sales Warrior Within | Season 2 Episode 37 - 2023 Let's Get After It Sales Warriors
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 Olen
2023 Let's Get After It Sales Warriors
Andy shares his enthusiasm and excitement for 2023
Although it's a tough selling environment, Sales Warriors have many reasons to be optimistic
Andy illustrates his "Friday Afternoon Mentality" that's required in both boom and bust times
He shares his goals with the audience, which focus on building mental toughness in 2023
Set goals for 2023
Work on your skills
Run toward the challenges AND opportunities out there and exploit the goodness of the Sales Warrior Within you!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
22 Dec 2022
When Your Customers Become Your Friends
00:17:17
The Sales Warrior Within | Season 2 Episode 36 - When Your Customers Become Your Friends
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 Olen
When Your Customers Become Your Friends
Sometimes a customer relationship evolves into a friendship.
Andy takes a look at this important evolution of a key relationship
If a friendship is where both people want to go, then take it there
Be aware of some of the pitfalls or trapdoors of a relationship that is both professional and personal
Take advantage of the pros of a great customer/salesperson relationship migrating to a friendship
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
05 Dec 2022
Guest Jeremy Miner Shares His Sales Wisdom
00:50:20
The Sales Warrior Within | Season 2 Episode 35 - Guest Jeremy Miner Shares His Sales Wisdom
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 Olen
Guest Jeremy Miner Shares His Sales Wisdom
Jeremy 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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
28 Nov 2022
Account Planning and the Coordinated Campaign
00:17:46
The Sales Warrior Within | Season 2 Episode 34 - Account Planning and the Coordinated Campaign
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 Olen
Account Planning and the Coordinated Campaign
Great 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 campaign
Andy shares his experiences with account planning and provides advice on how to research the account plan, assemble the account plan, build alignment, and execute
To put your best foot forward and achieve the goals you are seeking, account planning is critical... especially as the stakes go up
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
26 Oct 2022
College Recruiting and Sales Lessons Learned
00:15:39
The Sales Warrior Within | Season 2 Episode 33 - College Recruiting and Sales Lessons Learned
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 Olen
College Recruiting and Sales Lessons Learned
Andy recently went on five official college visits with his daughter Audrey who was recruited for swimming
Andy shares his experiences of these visits and the SALES BEST PRACTICES shown by the school Audrey chose
The sales process used by the swim program recruiting student-athlete involved the sales skills of connection, communication, and cooperation
The visits also served as a reminder of how to sell to both primary customers and key stakeholder customers, as well
Enjoy the stories of how Auburn University did a great job inspiring Audrey to say YES!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
04 Oct 2022
Interest Rates, Inflation, and Selling... Oh My!
00:16:34
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 Olen
Interest 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 it
Learn how interest rates and inflation impact your customers
We've come through a time in sales where our customers may have been flush with cash and ready to buy
However, today, things have gotten tighter, and best practices are needed to navigate these different moments
Andy shares best practices with listeners on how to successfully sell into these economic headwinds
Don't let macro-economic challenges get in your way; sell with strength through tough moments
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
29 Aug 2022
Crushing Chaos: A Conversation with Allison Williams
00:47:58
The Sales Warrior Within | Season 2 Episode 31 – Crushing Chaos: A Conversation with Allison Williams
Allison 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 Williams
Allison shares the story of her journey in building two multi-million-dollar businesses
She 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 hours
Allison 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 clients
Andy 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 approach
Enjoy this dynamic episode and multiple gems that Allison shares on how to build, scale, and excel in your own law firm, business, and sales
"Good Selling, Good Leading, Good Living." - Andy Olen
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.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
22 Aug 2022
Sales & Marketing Unite For Great Outcomes
00:13:19
The Sales Warrior Within | Season 2 Episode 30 - Sales & Marketing Unite For Great Outcomes
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 Olen
Sales & Marketing Unite For Great Outcomes
Great commercial organizations win when sales and marketing work together to create great customer outcomes
Andy Olen kicked off his career in marketing leadership roles
Andy 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 efforts
Cooperation between the two functional teams is required to build and expand the top- and bottom line of the business
Avoid channel conflict between sales and marketing that slows the commercial agenda
Consider spending time in both sales and marketing to build a robust commercial career experience
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
15 Aug 2022
Top Salespeople Are BOTH Hunters AND Farmers
00:16:36
The Sales Warrior Within | Season 2 Episode 29 - Top Salespeople Are BOTH Hunters AND Farmers
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 Olen
Top Salespeople Are BOTH Hunters AND Farmers
Andy Olen shares his thoughts on the importance that salespeople are both hunters AND farmers
Hunters seek out new competitive wins
Farmers look to build sales inside accounts they have already converted
Historically, 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 Farmer
Andy shares recommendations and insights on dividing your time to accomplish excellent outcomes as a hunter and farmer.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
09 Aug 2022
Become a Resource Hound
00:16:06
The Sales Warrior Within | Season 2 Episode 28 - Become a Resource Hound
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 Olen
Become a Resource Hound - Here's How...
Andy Olen provides insights and his experiences watching great salespeople harness the power of becoming a Resource Hound
Top salespeople see the value in bringing in valuable resources from their business to engage with customers
Consider inviting your top engineers, R&D experts, procurement specialists, lawyers, and financial leads to visit with and exchange value for value with your customers
Customers enjoy building relationships and connecting with leaders in your business
Also, consider bringing your sales leaders into key accounts with you
Sales Executives elevate the salesperson's credibility, pitch, and negotiation power
Exercise the Leader's Voice and link the great resources in your account with your customers
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
29 Jul 2022
Building and Sharing Your Elevator Pitch
00:09:46
The Sales Warrior Within | Season 2 Episode 27 - Building and Sharing Your Elevator Pitch
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 Olen
Building and Sharing Your Elevator Pitch - Here's How...
Andy Olen provides advice on how to build and craft an effective elevator pitch
Your elevator pitch is meant to quickly connect, communicate, and signal to a prospective customer that you have value to offer
Andy shares his elevator pitch
There are three parts to a good elevator pitch
The Introduction of you and your company. Share something you value in your opening
A short and quick story
A 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?"
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
18 Jul 2022
Storytelling: A Conversation with Expert Jude Charles
00:51:33
The Sales Warrior Within | Season 2 Episode 26 - Storytelling: A Conversation with Expert Jude Charles
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 Olen
Storytelling: A Conversation with Expert Jude Charles
Andy Olen welcomes storytelling expert and guru, Jude Charles to the show
Jude helps entrepreneurs, companies, and celebrities share their stories through video
Andy and Jude unpack why storytelling is vital for salespeople, entrepreneurs, and everyone looking to connect and create a lasting impression
Jude 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 are
Jude and Andy agree in the show that stories are great ways to overcome objections from customers
Jude shares stories of his life, experiences, and career throughout the podcast, making this an engaging, connecting and motivating listen
Connect with Jude, and subscribe to his letter using the links below.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
08 Jul 2022
Changing Sales Jobs? Three Tips For You
00:08:43
The Sales Warrior Within | Season 2 Episode 25 - Changing Sales Jobs? Three Tips For You
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 Olen
Changing Sales Jobs? Three Tips For You
Andy Olen provides three tips if you're considering changing sales jobs
If you're joining a new company or transferring to a new sales team in your current company these tips will be helpful
Tip 1: Get to know your potential new manager
Tip 2: Evaluate your potential territory and ensure it fits your strengths
Tip 3: Ensure you love the new product you're going to sell OR the love of the business of selling a new product
Good luck in your job search and always confirm a new job is best for you!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
27 Jun 2022
Empowerment for Women: A Discussion with Lee Mariano
00:53:55
The Sales Warrior Within | Season 2 Episode 24 - Empowerment for Women: A Discussion with Lee Mariano
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 Olen
Empowerment for Women: A Discussion with Lee Mariano
Andy Olen welcomes coach, author, and business guru Lee Mariano to The Sales Warrior Within Podcast to discuss empowerment for women in business and in life
Empowerment is a clear and powerful theme throughout the episode
Lee shares the challenges women face in the workforce including how unconscious bias often results in the exclusion of women and women's voices
Lee looks back on her experiences in the Marines and Human Resources Management and discusses the challenges women face in all roles and levels of leadership
Andy and Lee pivot to progress and the case for optimism and ways organizations and women can overcome the challenges faced in the professional world
Lee highlights the mindsets of "the best candidate wins" and "the best idea wins" which opens the aperture and levels the playing field
Lee's storytelling, optimism, and passion will inspire and enrich you
Enjoy a wide-ranging and engaging conversation with Lee Mariano
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
20 Jun 2022
What To Do When You're Ghosted
00:14:40
The Sales Warrior Within | Season 2 Episode 23 - What To Do When You're Ghosted
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 Olen
What To Do When You're Ghosted
Andy Olen talks about the phenomenon of "Ghosting"
Ghosting is when a customer doesn't return calls, is nowhere to be found, and ignores the salesperson's messages and communication
There are three reasons why customers may ghost salespeople - conflict aversion, working with a competitor, and prioritizing other efforts
Andy walks through each of these situations and then provides advice on how salespeople can manage each situation
Using connection, communication, and cooperation, Andy reminds listeners to always take the high road, even when being ghosted
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
13 Jun 2022
Macro-Economic Challenges May Create Opportunities
00:16:33
The Sales Warrior Within | Season 2 Episode 22 - Macro-Economic Challenges May Create Opportunities
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 Olen
Macro-Economic Challenges May Create Opportunities
Obstacles for ALL are opportunities for the Sales Warrior
As interest rates rise and inflation accelerates, it's a difficult moment for salespeople and businesses
However, salespeople who stay sharp, accelerate their skills, and listen closely to their customers will overcome challenges faster than others
Andy Olen provides insights and advice on how salespeople can navigate challenging macro-economic moments like the one we are in now
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
09 Jun 2022
Alternatives: Important Forces in Sales
00:13:02
The Sales Warrior Within | Season 2 Episode 21 - Alternatives: Important Forces in Sales
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 Olen
Alternatives: Important Forces in Sales
Alternatives are powerful forces in sales
Andy Olen unpacks the pros and cons of alternatives and alternative powers
As always, Andy provides real-world examples to bring home the ideas
Limit customer alternatives to level the playing field
Maximize alternatives as a salesperson when possible
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
01 Jun 2022
The Power of Reciprocity in Sales
00:12:13
The Sales Warrior Within | Season 2 Episode 20 - The Power of Reciprocity in Sales
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 Olen
The Power of Reciprocity in Sales
Reciprocity is a powerful sales force
As Sales Warriors, we need to understand and harness the power of reciprocity
Reciprocity is the force that compels people to want to "return the favor" to others
Andy shares a favorite and powerful story on reciprocity, Mints & Gratuities
As a salesperson, authentically and genuinely create moments of authenticity for your customers throughout the sales process
Seek opportunities that encourage your customers to want to "return the favor."
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
24 May 2022
Prospecting: Create the Habit
00:12:00
The Sales Warrior Within | Season 2 Episode 19 - Prospecting: Create the Habit
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 Olen
Prospecting: Create the Habit
Sales prospecting, it's all about creating consistent and strong habits
Do a little bit every day
Find the tools that will help you maximize your prospecting effort like LinkedIn Sales Navigator
For prospecting in your local community, consider joining the Chamber of Commerce
Take it one step further and volunteer to speak at the chamber
For opportunities around the world turn to digital tools to assist you
Make prospecting a habit and you'll be well on your way to new leads and opportunities
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
10 May 2022
A Tough or Good Moment? You Get to Decide
00:09:05
The Sales Warrior Within | Season 2 Episode 18 - A Tough or Good Moment? You Get to Decide
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 Olen
A Tough or Good Moment? You Get to Decide
Andy reflects on a short conversation he had at the bar the other day
"Have things gotten just a bit worse since COVID started?"
Reflections on customer service and how Sales Warriors have the power to choose how to engage customers
A call to action to salespeople to engage with positive communication, a smile, and a cooperative approach
We, Sales Warriors, can make a positive difference at this moment
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
02 May 2022
The Nobility in Sales
00:15:55
The Sales Warrior Within | Season 2 Episode 17 - The Nobility in Sales
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 Olen
The Nobility in Sales
There is nobility in selling
Andy encourages listeners to examine the attributes of a great personal relationship and take the same approach in their professional life - build relationships with connection, communication, and cooperation
Negative sales stereotypes come from inexperienced salespeople guiding customers through big and material purchases in life - consider home buying and a car purchase
It's up to us to recognize the Sales Warrior Within and work to promote our industry and approach
Further, it's important, even if you are not a salesperson, to recognize that great life skills are great sales skills and visa-versa
Bring out the Sales Warrior Within and continue to promote the nobility of our sales profession - great salespeople create great outcomes for others, and that's noble
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
25 Apr 2022
Closing The Sale With Confidence
00:13:23
The Sales Warrior Within | Season 2 Episode 16 - Closing The Sale With Confidence
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 Olen
Closing The Sale With Confidence
Andy shares his thoughts on how to close sales opportunities with genuineness, authenticity, and confidence
Andy learned while running campaigns that politicians have to ask for the vote
Find ways, using your authentic voice, to conclude the sales process and deal
Clients want to see a conclusion as well; they are often waiting for the salesperson to take the lead
Asking for the close also gives salespeople the benefit of knowing exactly who the decision-maker is
Closing is not hard, and it just takes practice and purposefulness
Call to Action: Put a few good closing sales lines on your toolbelt
Andy provides multiple examples of closing lines for you to make your own
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
18 Apr 2022
Be Ready to Move From Informal to Formal Negotiations
00:12:52
The Sales Warrior Within | Season 2 Episode 15 - Be Ready to Move From Informal to Formal Negotiations
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 Olen
Be Ready to Move From Informal to Formal Negotiations
Savvy customers catch too many salespeople in Informal Negotiations
Informal moments set the table for the formal moments later on in
Andy shares three Rs and best practices to ensure that salespeople navigate informal moments with thoughtfulness and success
All cooperative negotiations can lead to Triple Win Outcomes - master Informal moments and enjoy the success at the upcoming formal negotiations
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
14 Apr 2022
Sell While You Sleep
00:15:51
The Sales Warrior Within | Season 2 Episode 14 - Sell While You Sleep
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 Olen
Sell While You Sleep
Andy provides insights and ideas on how you can rotate your sales effort to create momentum and gains while you sleep
F1 and the Power of Branding
Salespeople and entrepreneurs gain advantages as they build brands
Set a goal to build a sales brand that allows you to wake up to new leads, new opportunities, and best-of-all NEW customers each morning
Sell while you sleep and let momentum take you further
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
11 Apr 2022
Do What You Love AND DO IT WELL, and the Money Will Follow
00:13:18
The Sales Warrior Within | Season 2 Episode 13 - Do What You Love AND DO IT WELL, and the Money Will Follow
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 Olen
Do What You Love AND DO IT WELL, and the Money Will Follow
Andy adds an essential phrase to the saying, "Do What You Love and the Money Will Follow"
He adds, "AND DO IT WELL"
It's critical to not only love but to also be good at what you like doing
Salespeople will create momentum when they do what they love and do it well
Salespeople that work at companies that offer incentive plans with unlimited upside have a real opportunity to make huge earning potential
A Monday motivating podcast for salespeople and business people alike
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
05 Apr 2022
So, You Want to Be a Sales Manager?
00:17:17
The Sales Warrior Within | Season 2 Episode 12 - So, You Want to Be a Sales Manager?
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 Olen
So, You Want to Be a Sales Manager?
Any provides insights and perspectives on seeking and contemplating promotion from successful salesperson to sales manager.
The first part of the podcast explores promotion through the eyes of the salesperson.
It's essential to want to be a sales manager, not just enjoy the title.
Moving from salesperson to sales manager is like moving from football wide receiver to coach - you gotta want it.
In the second half of the episode, Andy looks at the critical decisions sales leaders must make when promoting a talented salesperson.
The decision to hire from within or go to the outside poses challenges and opportunities for the hiring leader.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
31 Mar 2022
Diversify and Thrive in Sales
00:13:46
The Sales Warrior Within | Season 2 Episode 11 - Diversify and Thrive in Sales
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 Olen
Diversify and Thrive in Sales - Don't Let One Big Client Dominate Your Focus and Results.
Every salesperson and entrepreneur loves to have one big client who creates a significant amount of revenue and profit
Don't put all of your sales eggs in one basket
Diversification of a territory, region, clientele is critical
Consider how you invest and diversify your savings across multiple asset classes
Do the same in sales by spending enough sales time prospecting and building out a diverse set of clients
Diversity will help you sustain success over the long-term
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
17 Mar 2022
Practice the 18-Minute Presentation Rule
00:10:44
The Sales Warrior Within | Season 2 Episode 10 - Practice the 18-Minute Presentation Rule
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 Olen
Practice the 18-Minute Presentation Rule with customers, in the boardroom, and with your teammates
Listeners will only pay attention for 18-minutes of your presentation
By keeping your presentation time to 18-minutes or less, you'll save and hold your audience's attention
If you're going to present for more than 18-minutes there are multiple techniques to use to maintain a listener's attention:
Invite new voices by requesting questions and comments
Embed a video or audio file into your presentation to welcome a unique voice
Co-present with a teammate or colleague
Every time you bring a "new" voice into the presentation, you earn another 18-minute run
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
14 Mar 2022
Stay Steady With Social and Enjoy The Dividends
00:12:56
The Sales Warrior Within | Season 2 Episode 9 - Stay Steady With Social and Enjoy The Dividends
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 Olen
As a salesperson, stay steady and consistent with posting on your social media. Your customers are reminded of the value you bring and create.
Andy shares a story of a training engagement he got because of his social media content posting.
Pick your social media platforms and content based on your authentic and genuine voice.
Organic or unpaid social media posting reminds your customers that you are present and working hard.
Don't worry about "likes," it's all about presence
Your customer may give you a few extra minutes if you create consistent and valuable social media content
Capitalize on the extra time and attention you earn!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
03 Mar 2022
Book Review: The No B.S. Small Business Book by Casey Graham
00:16:05
The Sales Warrior Within | Season 2 Episode 8 - Book Review: The No B.S. Small Business Book by Casey Graham
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 Olen
Book Review: The No B.S. Small Business Book by Casey Graham - A highly recommended, easy to read, and thought-provoking book with significant business and applicable sales lessons
Andy Olen reviews Casey Graham's business book
Build your "Owner's Intent" to give your effort focus and purpose
Develop values that connect with your Owner's Intent
Andy uses Casey's best practices and shares his work-in-progress "Owner's Intent" for his company
Andy applies the lessons from the book to salespeople and encourages sellers to build their Sales Intent and Product/Service Intent
A thumb's-up recommendation to invest your time in Casey's book
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
28 Feb 2022
ALWAYS Choose Cooperation Over Conflict
00:12:22
The Sales Warrior Within | Season 2 Episode 7 - ALWAYS Choose Cooperation Over Conflict
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 Olen
ALWAYS Choose Cooperation Over Conflict - We're watching conflict play out on the world stage as a tragic example of what happens when we fail to cooperate.
Andy unpacks the conflict, crisis, and chaos as Russia invades Ukraine
At a macro or geopolitical level, the failure of cooperation is drastic and devastating
The Russian invasion of Ukraine serves as a saddening case study for salespeople
Although the stakes are never as big as they are in Ukraine, we must remind ourselves to always cooperate, even in the toughest of situations
We are wired to cooperate, not fight
Use cooperative sales and negotiation techniques with your customers to ensure everyone walks away from the sales event feeling successful.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
24 Feb 2022
"Yes, If" Negotiating AFTER the Sale is Complete
00:14:20
The Sales Warrior Within | Season 2 Episode 6 - "Yes, If" Negotiating AFTER the Sale is Complete
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 Olen
Negotiations Continue Well After the Sale is Complete - Continue to use "Yes, If"
Andy shares his passion for the nobility of sales and salespeople
By creating value for customers, salespeople make their customers stronger and more effective
Andy gives a shoutout to his friends at The BeautyHealth Company (NAS: SKIN) and a blow-out 4th quarter shared with Wall Street
Negotiations don't end once the contract is done, they continue
Once the implementation of a product or service begins, customers may have new requests and needs
Continue to use "Yes, If" and the Trading Sheet to cooperatively navigate these important moments
Seek to change the status quo through cooperative negotiations
Work toward a cooperative Triple Win Outcome - a win for the salesperson, customer, and salesperson's business
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
21 Feb 2022
Informal Negotiations Using "Yes, If"
00:13:41
The Sales Warrior Within | Season 2 Episode 5 - Informal Negotiations Using "Yes, If"
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 Olen
Be Mindful of the Informal Negotiations and Use "Yes, If" Techniques to Navigate These Important Moments
Informal negotiations can pop up at any time, and salespeople have to be ready for them
Navigating informal negotiations set the table for successful formal negotiations
Use "Yes, If" cooperative negotiation techniques to recognize and respond to a surprise informal negotiation
It's critical to realize you're in an informal negotiation with a customer
Buy yourself time by asking a question
Consider your "Yes, If" trades while the customer is responding to your question
Create a win-win outcome by trading value for value
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
17 Feb 2022
If You Have To, It's OK to Fire a Customer
00:16:37
The Sales Warrior Within | Season 2 Episode 4 - If You Have To, It's OK to Fire a Customer
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 Olen
Andy's Advice on How to Think About and Engage a Customer You May Need to Fire
Firing a customer is a rare but sometimes necessary sales activity
Andy shares the circumstances and situations where it's OK for a salesperson to say "no more"
If a customer is acting unethically or illegally, say goodbye
If the customer takes too much of your time and energy, consider exiting the relationship and moving on to greener opportunities
Try to work out the situation with the challenging customer using cooperation
If the customer relationship can't be salvaged, it's OK and possibly necessary to move on
No amount of revenue and profit is worth constant headaches and heartaches
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
14 Feb 2022
Don't Sell Using Slang
00:16:59
The Sales Warrior Within | Season 2 Episode 3 - Don't Sell Using Slang
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 Olen
Don't Sell With Slang
Avoid using slang, idioms, and complex language with customers
It's easy to use slang, but remember that your customer may not know what you're talking about
Customers also won't give you feedback on your language; they'll ignore you
Andy Olen shares three best practices
If you use a slang term, define it for your customer
Replace slang with a story
Simplify your language and communication style
Andy shares slang terms from sports, pop culture, and business
Build the habit of limiting slang and using the best sales practices from this podcast with your customers
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
10 Feb 2022
Make Cooperative "Yes, If" Negotiations Your Jam
00:12:47
The Sales Warrior Within | Season 2 Episode 3 - Make Cooperative "Yes, If" Negotiations Your Jam
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 Olen
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
08 Feb 2022
Andy Reviews Company of One by Paul Jarvis
00:16:54
The Sales Warrior Within | Season 2 Episode 2 - Andy Reviews Company of One by Paul Jarvis
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 Olen
Today on the Pod Andy Reviews "Company of One" by Paul Jarvis
Andy gives a positive review on an excellent book for entrepreneurs and salespeople
Andy translates the main concepts and lessons in the book for salespeople looking to improve and take on a Company of One sales approach
Three highlights from the book are new ideas around growth, personality, and teaching as a way to selling
Jarvis challenges the way people think about growth. He suggests better beats bigger
Andy comments on the author's discussion around the importance of personality and how powerful teaching is as a tool to evolve your business
Andy encourages you to play to your strengths, read the book, and apply the lessons
A simple, provocative, and powerful book for Sales Warriors
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
04 Feb 2022
The Joy of Simple Selling
00:17:23
The Sales Warrior Within | The Joy of Simple Selling
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 Olen
Today on The Joy of Simple Selling Episode
Andy defines Simple Selling.
Applies simple approaches to creating robust transactions between buyers and sellers
Shares examples of Simple Selling gone wrong
Applies his Simple Selling approach to pricing and basic transactions on Facebook Marketplace
Encourages salespeople to stand by their premium-priced products
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
11 Jan 2022
Sales Empowerment - Controlling Your Own Destiny
00:15:12
Andy Olen jumps into sales empowerment on this first episode of 2022. Listen to Andy's passionate call to action for all salespeople. Overcome negative sales stereotypes and build the skills that will allow you to control your own sales destiny.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
15 Dec 2021
Best Sales Practices to Close The Year Strong
00:18:44
Andy provides three tips on how to close 2021 with momentum and success. Prompt with If, Ask for the Opportunity, and Harness the Power of Reciprocity are three ways to make the end of 2021 roar with sales success. Happy Holidays and Happy New Year Sales Warriors. Bring on 2022.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
24 Nov 2021
Finance Skills = Sales Empowerment
00:17:23
Andy Olen shares his thoughts and tips on how sales warriors can harness the power of financial understanding and make it a selling superpower. In addition, Andy shares his 5-Line P&L approach and recommends a well-known show for salespeople to watch to improve their financial sales skills. Happy Holidays Sales Warriors.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
18 Oct 2021
NHL Great & Olympian Paul Martin Joins the Pod
00:39:58
Paul Martin won two NCAA men's hockey national championships, played for over a decade in the NHL, was selected to three Olympic teams, and is the founder of Shine A Ligh7. Paul's charity helps kids overcome challenges with mental and emotional struggles. Paul and I discuss his charity, his career, and the actions high-performers can take to overcome mental and emotional challenges. Paul is working hard on developing and building his Sales Warrior Within. Check out Paul's charity Shine A Light7 at https://www.shinealigh7.org
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
30 Sep 2021
Overcome The Sales and High-Performer Imposter Syndrome
00:16:35
Imposter syndrome can plague top salespeople and high-performers. Andy Olen unpacks this challenging self-doubt phenomenon and provides simple tips to accelerate your forward momentum.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
26 Aug 2021
NEW Online Course: Customer Presentation Excellence
00:10:56
Customer Presentation Excellence! Andy Olen is pleased to launch his first online course. Learn how to excel in front of your customers by delivering high-impact presentations. Check out Andy's course at learn.AndyOlen.com and apply promo code SKILLS to receive 20% off. POPS, The Rule of Three, and Storytelling are three best practices to help you build Customer Presentation Excellence.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
18 Aug 2021
The Milwaukee Bucks: World Champs & Business Success
00:22:35
In this special episode of the Sales Warrior Within podcast Andy Olen shares the business history, success, and winning culture that led the Milwaukee Bucks to an NBA Championship in 2021. Great teams win sports and business championships. From a fan's perspective, Andy takes you on the journey of the Milwaukee Bucks franchise and the lessons Sales Warriors can learn from the Buck's magical 2021 run.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
17 Jun 2021
Reflections on Two Years In Business
00:19:47
Andy Olen shares his thoughts and perspectives on being in business for two years. After exiting Corporate America and making it through a global pandemic, Andy shares his perspectives on how to evolve as an entrepreneur, learn from mistakes, and always maintain a hyper-curious learning disposition.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
12 Apr 2021
Sales & The Growth Mindset w/ Andy Glass the CEO of Vivasure Medical
00:49:25
Andy Olen is pleased to welcome Andy Glass, CEO of Vivasure Medical, to the podcast. Andy has had a dynamic career in sales, leadership, and global business management. He shares his perspectives on leading global sales teams, developing a sales career, and having a Growth Mindset.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
29 Mar 2021
Selling Live & In-Person Again
00:13:43
As the world "opens back up" slowly and safely, salespeople will start to engage live-and-in-person with clients. Andy shares his best practices in meeting with, presenting, and engaging in-person with clients. Take full advantage to be face-to-mask-to-face again with your clients and customers.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
11 Feb 2021
The Subtle Art Of Negotiations
00:20:26
In this episode, Andy explores the behaviors of customers and salespeople within a negotiation. He shares the importance for the salesperson to demonstrate patience, not to shy away from high price positioning, and not fall for the ", but my customer might get mad at me" trap.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
19 Jan 2021
Understanding Negative Sales Stereotypes
00:15:22
Negative sales stereotypes are rooted in pop culture and history. The Sales Warrior Within each of us has to be aware of these negative forces and work to create new and positive sales stereotypes. In this episode, Andy Olen identifies the origins of many negative sales stereotypes. Appreciate the bad, so we can work on creating the good!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
05 Jan 2021
A Conversation with Kyle Frye of Synthetic MR
00:49:54
Happy New Year! Kyle Frye, the President of the U.S. business for Synthetic MR joins the show to discuss his approach to building a great sales culture, helping salespeople interested in sales leadership, selling in 2021, and how golf can teach you a lot about business. Enjoy Kyle's insights, energy, and outlook on The Sales Warrior Within.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
28 Dec 2020
A Conversation with Tom Briccetti Sales Team Go
00:46:27
Andy Olen interviews Sales Team Go's CEO Tom Briccetti on his sales work with founders and entrepreneurs. Tom shares his insights on lead generation, sales process, and fractional sales leadership. Tom's energy and passion for sales and technology shine throughout the conversation.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
22 Dec 2020
Reflections on '20 Optimism for '21
00:11:56
Andy Olen reflects on a challenging sales year in 2020 and shares his case for optimism that 2021 will be a banner year for salespeople. Happy Holidays Sales Warriors!
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
12 Nov 2020
Curiosity & Preparation Drive Great Salespeople
00:14:35
What makes a great salesperson great? Andy shares his thoughts on two powerful sales attributes that drive great performance. Join the conversation and share with Andy (andy@andyolen.com) your thoughts on what you think creates sales greatness.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
15 Oct 2020
The Dark Side of Negotiations
00:16:21
Run toward a negotiation, not away from one. Andy shares an example of a salesperson running away from a deal because of the dark side of negotiations. Overcome the dark side and negotiate with confidence.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
09 Oct 2020
Sales Skills: Insights From the Debates
00:17:11
Andy unpacks the Presidential and Vice Presidential debates looking for sales best practices, and not so good practices. There were both. Connection, communication, and cooperation are superior to conflict, chaos, and crisis. Learn from the debates on how to improve your sales skills.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
10 Aug 2020
Look Into the Light: Presentation Tips for The Virtual Seller
00:15:47
How did a TEDx talk help me become a better video call presenter? Learn how to speak "Into the Light" and build video call presentation confidence.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
15 Jun 2020
Write Yourself An Offer Letter
00:16:08
One of the most important steps I took transitioning to entrepreneurship was to write myself an offer letter to join my own business. It may sound a bit odd, yet the activity and inspiration it created was a driving force that helped me achieve the milestone of hitting my first year-in-business anniversary.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
10 Jun 2020
Sales Warriors Create Change With Customers and For Society
00:14:13
The Sales Warrior Within, at its core, is about changing the status quo. In this episode, I discuss how Sales Warriors are creating change with customers and in society. The collective voice of protest, change, and justice has united to disrupt the status quo. Black Lives Matter and the fight for racial justice demonstrates the power of our collective sales warrior voice.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
21 May 2020
Three Sales Actions For This New Era
00:18:51
With COVID-19 changing how we sell, Andy Olen highlights three important sales tips to help you build and extend dynamic customer relationships. New approaches for a new time. The Sales Warrior is always evolving.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
06 Apr 2020
Kids' Insights on the Impact of Coronavirus
00:13:29
Andy sits down with his family to get their perspective on living through the Coronavirus pandemic. From the changes they've had to make, to their empathy for the people negatively impacted, hear from a 15, 14, and 11-year-old as they share their observations and feelings. You'll hear a mix of lighthearted moments and thoughtful remarks.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
20 Mar 2020
What Great Leaders Do In Tough Moments
00:17:45
Using the skills of communication, connection, and cooperation, great leaders rise in tough moments. Andy shares with us what salespeople, business leaders, and everyone can do to lead during this tough moment in early 2020. Focus on the ingredients of communication, connection, and cooperation and avoid the dark side of chaos, conflict, and crisis.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
17 Mar 2020
The New Sales Normal: Coronavirus and Selling
00:18:05
As Sales Warriors, we have two ways to approach the challenges of Coronavirus, binge watch Netflix, or dig in and sharpen our sales skills. We choose our sales skills. Although we face challenges in our new sales normal for the next few months, Andy believes this is a critical moment to dig in and sharpen our sales approach and come out stronger on the other side.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
21 Feb 2020
Good Living: An Interview with Holistic Nutritionist Maria Viall
00:52:21
Holistic Nutritionist Maria Viall joins The Sales Warrior Within. Andy and Maria discuss how sales warriors can achieve peak performance through their relationship with food and wellness. Sales and business people face good nutrition obstacles on the road, at dinners, and at sales meetings. Maria shares great insights on how to perform at our best in these tough situations.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
04 Feb 2020
A Painful Sales Lesson From the Iowa Caucus
00:13:16
As predicted, Campaign 2020 will deliver many sales lessons. The first was delivered in the chaos of the Iowa Caucus. A complex system fails on multiple levels. Sales Warriors can learn a lot from Iowa. Andy shares the important sales lessons from the Iowa debacle.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
23 Jan 2020
2020 Outlook: Looking Good For Sales Warriors
00:22:36
Andy shares his 2020 outlook and focuses on the big three themes of the upcoming year in sales - excellent preparation, managing the election year, and how to extend social media to amplify your brand and sales success.
Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.
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