Épisodes

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

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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.

Check out Mickie Kennedy's company eReleases here!

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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.

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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
• Confidently run toward the price increase

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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.

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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

Preview Harry's Book Selling WIth Dignity Here

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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!

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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
• Happy holidays in 2022!

Link to Andy Olen's website
Link to Andy's Online Courses

Get in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.