The Business Warrior Within

Goals and Fresh Starts - Take Advantage of the New Year Host: Andy Olen Learn More About Andy at www.AndyOlen.com Purchase Andy's Book The Trilogy of Yes Uncomplicating Business... Skill by Skill Unleash The Business Warrior Within Summary In this episode, Andy Olen discusses the importance of the end of the year and the fresh start that the new year brings. He emphasizes the significance of setting goals for the new year and provides tips for sticking to those goals. Andy also highlights the power of fresh start moments and how they can be leveraged for success. Finally, he introduces the "if-then" scenario planning concept to implement goals effectively. This episode provides valuable insights and strategies for business professionals to maximize their success in the new year. Takeaways Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

"Um, Uhhh, So, And, Like" Filler Words, A Different Take Host: Andy Olen Learn More About Andy at www.AndyOlen.com Purchase Andy's Book The Trilogy of Yes Uncomplicating Business... Skill by Skill Unleash The Business Warrior Within Summary In this episode, host Andy Olen focuses on demystifying "filler words" in presentations and communication, explaining their purpose and benefits. Andy provides guidelines for using filler words effectively and advises against using filler words ending with question marks. He encourages listeners to find their own filler words and offers tips for reducing their usage. The episode concludes with a call to action to improve presentation and communication skills. Takeaways Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Business Warrior Within | Season 2 Episode 74 - You're Only a First-Time Manager Once Host: Andy Olen Learn More About Andy at www.AndyOlen.com Purchase Andy's Book The Trilogy of Yes Uncomplicating Business... Skill by Skill Unleash The Business Warrior Within Summary In this episode of The Business Warrior Within, Andy Olen discusses new managers' challenges and the lack of training they have to take the big moments on. He emphasizes the importance of closing the expectation to skills gap and shares lessons from his experiences. Andy advises new managers to take time to diagnose the situation, practice minimally invasive surgery instead of amputation when making changes, and focus on manageable tasks with high impact. He also highlights the significance of time in navigating the learning curve of people management. Takeaways Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

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

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

The Sales Warrior Within | Season 2 Episode 71 - Ascend Up The Sales Rankings with Guests Jim Knittel and Peter Galiano Host: Andy Olen Guests: Jim Knittle Ascend Performance Group Email Jim @ jim.knittel@ascendpg.com Peter Galiano Connect with Peter on LinkedIn 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.

The Sales Warrior Within | Season 2 Episode 70 - Successfully Navigate Your Next Career Transition Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings 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.

The Sales Warrior Within | Season 2 Episode 69 - Cooperation is Key to Customer and Business Success Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings "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.

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

The Sales Warrior Within | Season 2 Episode 67 - Sales and Marathon Running: It's All About Focus Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings Andy's Marathon Training - Look out, Philly Marathon! In this episode, Andy compares marathon running to selling. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 66 - Selling Mortgages With Centurion's Brian 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. Learn More About Brian, Centurion, and the Mortgage Brokerage services provided at: https://www.mortgagebycenturion.trustaplus.com/ Brian and Andy have a wide-ranging discussion on sales excellence, the real estate market, buying a home, and how differentiated service and advice are at the core of the Centurion experience. 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.

The Sales Warrior Within | Season 2 Episode 65 - The Era of the Lone Wolf Salesperson is Over Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings Can Lone Wolf Salespeople succeed in a more dynamic and challenging sales environment? Andy takes this question on and shares his answer, "NO." Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 64 - Sales Managers: Recognize and Take Action on Low-Performers Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings Low-performing sales reps zap the energy and focus of the sales team, manager, and customers. It's critical for the sales leader to quickly diagnose and then act on changing the low-performer's trajectory. Try, and try again. If it doesn't work, you'll have to find a way to move the low-performer out of the organization. Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 63 - The Business & Salesmanship of Metallica Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings Andy Olen shares his perspectives on the business and salesmanship of the heavy metal band Metallica. When you show curiosity about your customer's business and how it works, you'll have much deeper insights into their needs and how to create value for them with your goods and services. This episode includes the following topics. Please rate and review The Sales Warrior Within podcast wherever you consume your podcasts. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 62 - Deploy The Psychology of Negotiations with Guest Brian 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. Learn More About Brian and His Sales Training Offerings Here: https://brianwillmedia.com/ Invest in Brian’s Negotiation Book No, The Psychology of Sales and Negotiations Brian and Andy have a wide-ranging discussion on negotiation excellence on this episode of The Sales Warrior Within. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 61 - You Want To Sell? Andy Olen Says You Can Do It! Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings 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.

The Sales Warrior Within | Season 2 Episode 60 - Selling Like the Top 1% with Doug Brown Guest: Doug Brown Learn More About Doug Brown and CEO Sales Strategies here: https://ceosalesstrategies.com/ Grab Doug's E-Book, The Nonstop 1 % Earner, for FREE by emailing youmatter@ceosalesstrategies.com and reference Andy Olen, and Doug will send you a free copy. Host: Andy Olen Learn More About Andy at www.AndyOlen.com 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. Doug inspires all salespeople that "Yes, you can do this." Tune in to the episode to learn more and how to make it happen. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 59 - Get Yourself Ready to Negotiate Host: Andy Olen Learn More About Andy at www.AndyOlen.com Invest in The "Yes, If" Mindset Master Class Apply Discount WARRIOR for savings 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.

The Sales Warrior Within | Season 2 Episode 58 - “Do I Love To Sell to My Customers?” An Important Career Question to Ask Host: Andy Olen Learn More About Andy at www.AndyOlen.com 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.

The Sales Warrior Within | Season 2 Episode 57 - Ignite Your Sales with Guest Steve Gielda Guest: Steve Gielda Learn More About Steve at www.IgniteSelling.com Learn More and Invest in a Copy of Steve's Book Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline Or... Receive a Free Audio Version of the Book by Reaching Out to Steve and sharing that you listened to him on The Sales Warrior Within Podcast. Host: Andy Olen Learn More About Andy at www.AndyOlen.com Shownotes & Comments Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Sales Warrior Community.