The Biz with JK is about Sales, Leadership and Relationship building. I want to bring a new sense of energy and life into sales and my guests are selected specifically to deliver that. Sales about relevance to your customer and to your audience. The Biz with JK is about delivering that to you every Friday.
Episode #67 - Annette Brackin - Seeing Around Corners
Annette is an amazing person that I was lucky to have been introduced through a mutual friend Carson Heady.
Why did I want to meet Annette? Simple....Because she is changing the perspective for leaders on how to "See Around Corners" in their business.
Through her company, Journey to Results, Annette works with leaders to help create more visibility in the organization by looking at the peripherals, which are not usually focused on.
It's about diversity and being able to listen to all aspects and information coming from within. Making the right decisions also is a gut instinct sometimes from the information you have coming forward.
Today we talk about how leaders and look and see beyond the surface of the day to day work and also empower teams to be better "information gatherers" along the way!
Episode #66 - Nigel Green - Sales Leader to Sales Executive
Nigel Green is the real deal! His company works with sales executives and sales leadership to refocus their priorities on establishing solid foundational relationships with other leaders in their organization. The challenge most sales leaders have, is they focus on their sales team and not the outside leadership in each of the other departments that really define how the sales engine will run.
He now runs intimate, one-day, virtual workshops for sales managers that want to become indispensable executives, and as he puts it, it's the closest thing to a sales leadership MBA.
What I love about Nigel is he's just raw and relevant!
He says it how it is, and provides new and insightful views on how to develop relationships that will accelerate you as an executive.
He is also the best selling author of the revenue harvest, and I encourage you all to check out that book.
Check him out at:
Episode #65 - Prep is Key
Meeting with a prospect for a 15min demo or running a two day National Sales Meeting......it doesn't matter.
Key is thing is to prep.
You can't have success if you don't prep. It just can't happen!
The worst thing you can do is go in blind to a meeting.
Build your case around the outcomes that you want to achieve. It's so vital for the success of the meeting.
If you can think about the gap between your desired outcome and the objections that will stand in your way to get there, you're success rate will increase dramatically!
Episode #64 - Rick Denley - Reinvent Yourself
Rick Denley has reinvented himself and in turn has reinvented how he approaches Sales organizations for training and coaching.
That's what makes Peak Performance so powerful is the dedication to inventing new ways of providing value to your customers.
Rick speaks a lot about Value and how important non transactional relationships are between your company and your customers.
Check this one out!
Insta - @denleyrick
Episode #63 - Angie Davenport - How your Customer Service Team Completes The Experience
What does a Quality Assurance Manager do?
Well, it's probably the most underrated position in the company when you speak to the full Customer Experience!
The customer experience is so critical and we always associate this with the "frontline" sales team members.
The challenge most companies have is they forget that most of the negative experiences happen after the client is onboarded and turned over to the internal team.
Angie Davenport has redesigned and refined her company to ensure the experience starts and finishes correctly. And if it doesn't, her and her team do what's necessary to make the customer happy.
Love this chat how we connect sales and customer service to ensure our customers keep coming back!
Episode #62 - Robot Messaging
Ever watch the flight attendant at the start of flight. He/She picks up the mic and rattles off the "pre-flight" speech.
"Ladies and Gentlemen please direct your attention to the monitors in front of you..........."
They are often doing 15 different things as they do this.
It's been a "script" so often repeated, they are like robots.
Well just an FYI to all you Sales Reps that use "scripts" and "pitches," that have been repeated the same way, in the same tone, about the same product or service everyday for weeks/months/years.....YOU SOUND THE SAME!
Change it up! If the structure can't change, then change your tone, change your transition words and use different language based on the persona's you're calling.
I hear it everyday.....ROBOTS.....
Humanize it, make it personal and watch what happens!