virtual selling

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB. The conversation revolves around the power of emotional intelligence in sales, emphasizing the importance of understanding and effectively utilizing emotions in sales interactions.

Kim discusses the difference between asking "how are you doing" and "how are you feeling" in check-in meetings, pointing out that the latter leads to more meaningful and empathetic conversations. She emphasizes the need to use emotionally descriptive language to better connect with clients and build emotional intelligence.

The discussion delves into the value of open-ended questions in sales, as opposed to closed-ended questions that lead to binary responses. Kim underscores the role of emotional intelligence in asking higher-value questions and creating engaging conversations that resonate with clients.

The conversation also touches on the evolving landscape of sales, where AI and bots are playing a growing role. Kim encourages salespeople to embrace skills that technology cannot replicate, such as creative and critical thinking, as well as emotional intelligence.

Kim shares insights into effective leadership qualities, including trust, coaching, and respecting employees' well-being. She also highlights the significance of choosing to see work as a privilege and an opportunity for growth.

Throughout the episode, Kim emphasizes the importance of human connection and emotional intelligence in sales, and provides practical advice for salespeople and leaders to enhance their sales strategies and overall performance.

PEAK PERFORMANCE HIGHLIGHTS QUOTES

• "How are you feeling really starts to challenge people to give something that's emotionally descriptive and really start getting in touch with our emotions."
• "Sales have been around a long time. They're not going away, but they work best when they are a transfer of emotion and actual human connection and a dialogue."
• "If all you're going to do is read a script, best to put it on your website instead."
• "In order for us to ensure that we're always ahead... we need to embrace skills that they cannot do today, which is asking open-ended questions... that evoke feeling, identity, and being into the conversation."
• "Remembering to reframe that conversation... I choose to go to work. I am lucky to have a job."
• "If you really... find that having this job is more painful than having no job, then... do yourself and do your employer a favor and find something and leave on the high note, not on the low note."

You can connect with Kim Orlesky and her book through the links below:

LinkedIn: https://www.linkedin.com/in/kimorlesky/

Amazon: https://a.co/d/8K2n9Q1

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/

MyCoreOs.com: http://mycoreos.com/

Podcast: https://www.mycoreos.com/podcast

Twitter: https://twitter.com/jbenj09

HOST: Jordan Benjamin
GUEST: Kim Orlesky
Peak Performance Selling Podcast 

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB, delve into the challenges of onboarding new sales team members in a remote work environment and how to mitigate these challenges. They discuss the importance of maintaining camaraderie and fostering a sense of community in remote teams, sharing strategies such as virtual coffee meetings and water cooler conversations. The conversation also emphasizes the significance of emotional intelligence in sales. Kim provides actionable advice on incorporating emotional intelligence into sales conversations by using language that encourages discussions about feelings and emotions. The episode concludes by addressing the issue of burnout in sales teams and offering guidance on recognizing and managing burnout effectively.

PEAK PERFORMANCE HIGHLIGHTS QUOTES

• "As sales leaders, we have to go on the assumption that our people know what they need to do. We need to use our tools in a way that helps us, not hinders us."
• "Encourage your team to have their own little coffee dates, water cooler conversations. It's important to break up the monotony of the day and build camaraderie within the organization."
• "Emotional intelligence is the secret sauce between deals moving fast and those that take forever. Ask questions that tap into the emotional aspects of the decision-making process."

You can connect with Kim Orlesky and her book through the links below:

LinkedIn: https://www.linkedin.com/in/kimorlesky/

Amazon: https://a.co/d/8K2n9Q1

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/

MyCoreOs.com: http://mycoreos.com/

Podcast: https://www.mycoreos.com/podcast

Twitter: https://twitter.com/jbenj09

HOST: Jordan Benjamin

GUEST: Kim Orlesky

Peak Performance Selling Podcast

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB, discuss the transformation of sales from in-person to virtual interactions. They emphasize the importance of building trust and rapport through social selling and video communication. Kim shares her perspective on focusing on clients' future aspirations rather than just their pain points. They also highlight the significance of asking more questions and slowing down in the sales process to achieve better results.

PEAK PERFORMANCE HIGHLIGHTS

The Importance of Future Aspirations - Kim Orlesky: "I come from the school of thought that Dr. Google has solved everybody's pain, right? We really don't have pain anymore because we now know how to search for solutions. The difference, though, is where do they want to be in the future? Where do they see themselves six months, a year in the future? Because that now leads to a lot of question marks and it leads to a lot of uncertainty. And by creating this disconnect between where you want to be, which is typically always in the future, optimistic, positive, very exciting. Where I am today. The difference between the two, right? Expectation versus reality, that is pain, and that is what we want to focus on."

Virtual Selling and Building Trust - Kim Orlesky: "Virtual selling takes more discipline, not less. Your process needs to be established, documented, and it has to be something that everyone has to follow. We cannot leave it up to the devices of what traditional selling did. We allow our salespeople to do whatever, whenever they want. But now today, in four and a half hours, I'm expecting somebody to meet with six different clients. It means we have to be tight in those conversations."

You can connect with Kim Orlesky and her book through the links below:

LinkedIn: https://www.linkedin.com/in/kimorlesky/

Amazon: https://a.co/d/8K2n9Q1

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/

MyCoreOs.com: http://mycoreos.com/

Podcast: https://www.mycoreos.com/podcast

Twitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, Jordan Benjamin interviews Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB. Kim, listed as LinkedIn's top sales influencer, shares valuable insights from her sales journey and emphasizes the importance of treating prospects as individuals and focusing on their needs.

Kim recalls her early sales career at Xerox, where she learned the value of listening to customers and addressing their concerns before attempting to make a sale. This approach helped her transform her performance and build lasting relationships with clients.

The conversation delves into the art of virtual selling, where Kim highlights the significance of building rapport and connection online. She suggests mimicking the rapport-building moments of in-person meetings to establish trust and understanding with prospects.

Authentic communication, transparency, and honesty are essential elements Kim believes in when engaging with potential customers. Rather than rushing to pitch a product or service, she advises sales professionals to focus on helping people and providing value, which ultimately leads to more successful sales outcomes.

Kim's expertise in virtual selling provides valuable tips and strategies for sales professionals to succeed in today's digital landscape. By putting prospects first, listening to their needs, and offering genuine assistance, sales professionals can create sustainable peak performance in their selling endeavors.

PEAK PERFORMANCE HIGHLIGHTS

Treat Others the Way They Want to Be Treated - Kim Orlesky: "Treat others the way they want to be treated. Listen to them, hear what's going on for them, and then the sale will naturally happen."

Value-Driven Selling in Virtual Environments - Kim Orlesky: "Focus on helping people, and the sales will follow naturally. Value is individual and based on what someone needs in terms of help."

You can connect with Kim Orlesky and her book through the links below:

LinkedIn: https://www.linkedin.com/in/kimorlesky/

Amazon: https://a.co/d/8K2n9Q1

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/

MyCoreOs.com: http://mycoreos.com/

Podcast: https://www.mycoreos.com/podcast

Twitter: https://twitter.com/jbenj09

Episode 42

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Rewind: Selling Remotely Today

In this repurposed rewind of an old podcast episode, I welcome Mickeli Bedore, a sales expert and entrepreneur, who talks about his background in sales and entrepreneurship, the importance of marketing and obtaining revenue streams at the start of a business, and the evolution of marketing in the last 20 years. 

He also discusses the importance of caring about customers and communities in business, taking risks, and the concept of wisdom gained through experience and learning from failures.

Mickeli shares his journey into entrepreneurship, the lessons he learned from his first startup, and the importance of having a good partnership and a well-defined sales system in place to achieve success in entrepreneurship.

Topics of Discussion

• Mickeli’s background in sales and entrepreneurship
• Formation of Closers Media
• Starting a Media Company
• Importance of Partnership
• The Importance of Sales and Marketing Working Together
• Utilizing Outbound Sales and Inbound Marketing
• Conducting Business Online and the Importance of Face-to-Face Meetings
• Virtual Selling System
• Advertising with a Purpose 
• Putting Customers First
• Advice to Take Risks and Regret of Not Taking Risks
• Regrets and Wisdom

Mickeli’s Resources

True North Revival Website

Mickeli Bedore Website

LinkedIn

About The Show

Thoughts of a Random (Citizen Remote Podcast) is a podcast oriented around open ideas, entrepreneurship, travel, investing, politics, philosophy, and an odd take on history. Together with Toarc United & Citizen Remote we talk with thought leaders from all around the world to stir the innovative mind. This podcast specifically talks about the importance of having an international perspective, the ins and outs of the business world, the entrepreneurial life, the digital nomad life, investing and ways to enjoy life in the new age.

Businesses worldwide have very quickly oriented themselves around freelancing, digital nomads, remote workers, and diluting borders. If you'd like to find out how you can benefit on an individual or entrepreneurial level from that change, this podcast is for you & Citizen Remote can help.

If you’re a startup, needing to find useful tools, wanting to build custom software or generally struggling with the next steps you should be taking to optimize your companies bottom line Toarc United can help.

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Sponsored by: Toarc United & Citizen Remote

Disclaimer: None of what is mentioned on Thoughts of a Random Citizen or from Toarc United should be taken as investment or legal advice of any kind. 

Today’s Sales Vitamin Podcast guest is Zeeshan Farooq, he’s a Senior Sales Manager with Fluidigm Corp.    

Fluidigm is a leading biotechnology company that provides multi-omic solutions to study cancer, inflammatory diseases and immunotherapies.  They are also providing a lot of research and response to the Covid-19 Pandemic.  

Fluidigm serves customers in over 35 countries and has locations all over the globe.  

Zeeshan (or “Z”) - is a lifelong sales professional and he's walking the walk and talking the talk every day out in the sales field.  He’s also got an undergraduate degree in Cell & Molecular Biology and an MBA.  

But, what makes Zeeshan a great sales professional is his passion to help people solve their problems, learn and grow.  He approaches sales and life from a holistic view.  

This episode is filled with practical sales advice that you can implement right away.  Here's what you'll learn:

• The worst sales advice he's ever received.
• The power of learning from customers. 
• His favorite sales channel and why.
• His thoughts on video email.
• What's holding sales professionals back. 
• Mental preparation for the sales professional. 
• The power of a gratitude journal.
• Managing time. 
• Sales differentiation. 
• The buyers process.
• Facilitating a sales deal and business acumen. 
• Getting to the DM (Decision Maker).
• His ONE sales vitamin. 

Connect with Zeeshan
LinkedIn 

Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

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