The Biz with JK

The Biz with JK

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.

Episodes

June 7, 2021 25 min

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...

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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 ...

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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!
https://www.linkedin.com/in/rickdenley...

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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...

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April 24, 2021 4 min

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 ...

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Be transparent about what you're not great at with your customer....?
What? Really??

YES! This is the message from Todd Caponi, the best selling author and owner of Sales Melon.

Todd, a self proclaimed sales nerd, quit his job as CRO and wrote his best selling book, The Transparency Sale, after his success in a meeting where he presented what his company is NOT capable of doing!
He was blown away with how quickly he closed a multim...

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Show me a sales script and I'll show you a bunch of sales people that tell me about themselves and their product!
Show me a Sales Message and I'll show you a company that closes more customers and grows faster than most! 
Your sales message is so important in order for you to capture the interest of your potential customer, and start the relationship building immediately. Your sales message is a part of your sales process and...

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Why battle on price when you brand is at stake?
Why batte on price when you customer isn't a partner?
When do you walk away.....?

These are all hard questions that we have to ask ourselves as Sales Professionals.  It's so vital that we keep the integrity of the brand, if you don't want your brand to be known as the "cheap one."

It's ok to walk away
It's ok to say no
And....
It's ok to say "your not the ...

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Just thought I would drop an old school episode on how to define a sales process and why it's so important! 
Build one and be better!!!

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James Muir could be one of the most analytical people in sales but because of that he has created the perfect close!  I mean this, it's the perfect close and so perfect he wrote a book about it! 
These two simple questions have changed peoples lives and closing rate significantly and when used properly, are actually timing questions rather than closing questions.
It's fair to say his book, The Perfect Close, is worth reading ...

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Carson Heady is one of the most interesting people I have meant!
Working at Microsoft, he has 300,000 Social followers, author of three books, has a wife and family and has no interest in slowing down!
How do you get 300,000 followers working for the biggest company in the world...? Well you just start putting relevant and interesting content out!
That's what I love about Carson.  He wants to be connected to interesting people. He...

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Chris has been utilizing stories for years in his personal life, professional life, leadership roles, podcasts, books, and in all of his training.
Now working with Dale Dupree at the Sales Rebellion, Chris is a master storyteller and actually just a really great guy!
Today we talk understanding the status quo before your presentation and ensuring that you tell the right story in the right environment.
https://www.linkedin.com/in/chris...

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Dale Dupree has been forefront of innovative selling and marketing before it was cool to do things different! 
Learning from his father in the copier world, Dale has taken on a new meaning to being a rebel in Sales.  Never be boring and doing something outstanding to stand out, is how the Sales Rebellion was born.
Dale is authentic as they come and his complete vulnerability in the public and social space has driven him to one of the...

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Love JBay and his ability to simplify and create effective prospecting.  
Jason is the owner of Blissful Prospecting and simply he helps reps and sales teams who love landing big meetings with prospects but hate getting ignored by their prospecting efforts. 
Along with his company, JBay's efforts on bringing relevant and meaningful content to LinkedIn is second to none. 
With over 20,000 followers, Jason provides real life example...

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Absolutely love this guy Simon Hares!
His business, Serial Trainer 7, has been extremely successful and has grown to a world wide business in 7 years. Simon is super energetic but more importantly extremely relevant with his content that he puts out in social media. That's how I started following him, and I found everything that he gives advice on is relatable.
Simon is strong on LinkedIn and today we talk Sales, Business Negotia...

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Helping salespeople invest in themselves! That's James Buckley's statement on his LinkedIn
What can you say about James "Saywhatsales" Buckley!?  Well listen to this podcast and let me know! 
Energy, passion and a LOVE for his craft, James is now Director of Business Development at JB Sales which is his dream job!
Connecting with like minded people and driving new content to our community is where James fits and he'...

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What can you say about one of the most successful authors in Canada?  
Well you say he's one of the most energetic, fun, inspiring people around!  
And we are inspired as fellow Canadians!
Patrick Tinney has written three best selling books.  Unlocking Yes, Perpetual Hunger and his latest, The Bonus Round.
Starting his sales career with the Toronto Star, Patrick stayed in Advertising Sales with some of the biggest companies around.
...

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January 1, 2021 35 min

This week I get a chance to sit and chat with Ryan Staley, Founder and CEO of Whale Boss. Ryan has climbed the enterprise sales ladder, by building and scaling companies and delivering results!  From growing a enterprise team from 0-$30M ARR in 6 years with 3-4 people without lead generation, marketing support and in a declining market to closing over $125 Million in Net New Contracts. Ryan was a 19 x Award Winner for Sales and Sal...

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Starting his career in Retail, Sam has grown his business acumen and brand through his company Web Choice.
Now as part owner, Web Choice helps companies customize bespoke web designs that will build confidence in your brand and create and convert leads on a regular bases.
Sam's podcast, The Business Growth Show - Podcast, he interviews business leaders, experts and entrepreneurs from across the globe.  As well, Sam is highly acti...

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December 11, 2020 34 min

On January 15th, 2009 Dave Sanderson's life was changed forever. That's when his "plane crash moment" happened, which was in fact a real plane crash.  
Dave was one of the last people to exit the US Airways flight 1549, otherwise known as the "Miracle on the Hudson" and dive into the frigid waters.
The interesting thing is Dave had such an amazing life before the crash as well.  As head of security for many ye...

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