Leading With Optimism Carestream's Kendall Ryerson In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Kendall Ryerson, Carestream's Vice President of Sales for North America. With an illustrious career spanning 23 years across pharmaceutical, biotech, and medical device markets, Ryerson's expertise in sales strategy shines through. Kendall shares insights into Carestream's journey from its Kodak origins, emphasizing its innovative digital x-ray and imaging products while maintaining a robust film business. Ryerson discusses the importance of customer-centricity in navigating the evolving landscape of medical device sales, highlighting the value of relationships and differentiation in an era of AI advancements. Through her experiences in federal contracting and corporate accounts, she underscores the significance of patience, reliability, and accountability in building successful sales teams. As she delves into career management advice, Ryerson emphasizes the importance of finding joy in one's work, leveraging mentorship and networking, and embracing flexibility in career aspirations. She stresses the need for hard skills, such as time management and financial acumen, and soft skills, including communication and innovation, to drive success in sales leadership roles. Ryerson's wisdom offers a comprehensive guide for aspiring sales professionals navigating the complex terrain of the healthcare industry. Learn More About Carestream: https://www.carestream.com/en/us/ Connect with Kendall on LinkedIn: https://www.linkedin.com/in/kendall-ryerson-15682433/ (A) Learn more about Kendall Ryerson's insights on navigating federal contracts and corporate accounts. (B) Discover how CareStream Health stays ahead of the curve in medical sales through innovation and customer-centric strategies. (C) Explore the importance of balancing joy and productivity in a career. D) Kendall's comments on financial acumen for evaluating deals, from sales reps to executives. It ensures solid business justifications and helps one understand margins, ongoing revenue, and long-term commitments. E) How sales strategies have evolved from physician-driven preferences to corporate-based and now towards contract-based models, especially with the consolidation of health systems and the emergence of IDNs. F) Despite challenges in the healthcare landscape, including hospital closures and financial restructuring, there is optimism for stabilization and eventual growth, particularly with a focus on preventative care and patient capture rates. G) Sales professionals must control controllables, prioritize health and well-being, and find fulfillment in their careers by appreciating sales roles' autonomy, variety, and impact. H) Prioritizing personal time and setting boundaries is essential for maintaining a healthy work-life balance, ensuring that individuals can give their best to work and personal commitments.

Strategy Sprints and Service with Simon Severino Introduction:In this episode of The Business Warrior Within, host Andy Olen welcomes Simon Severino, the mastermind behind the Strategy Sprints phenomenon. Simon is not just your average CEO; he's the architect of a method that has empowered numerous businesses to skyrocket their revenue in 90 days. Key Highlights: Turbocharged Strategies: Simon's Strategy Sprints method has propelled countless businesses to achieve remarkable revenue growth quickly. His focus on actionable strategies and lightning-fast execution sets him apart as a powerhouse entrepreneur. Family Life: Despite his professional accomplishments, Simon's mastery extends beyond the boardroom. He shares insights into his juggling act of managing a successful career while being a devoted father to three kids, often resorting to clever tactics to encourage outdoor activities. Endurance Mindset: Simon's passion for endurance events like triathlons mirrors his approach to business. He discusses how running became his entry point to a disciplined lifestyle and the parallels between endurance training and entrepreneurial success. Building Recurring Revenues: Simon emphasizes transforming one-off deals into recurring revenues and passive income streams for sustainable business growth. Businesses can navigate market challenges more effectively by leveraging membership communities and stacking revenue streams. The Strategy Sprints Method: Inspired by agile principles, Simon's coaching method provides real-time feedback and actionable insights to entrepreneurs, helping them significantly improve win rates, sales frequency, and pricing power within a 90-day sprint. The Power of Serving: Simon underscores the significance of clarity in identifying one's mission to serve. He emphasizes the key to enduring success is staying committed to service, whether in personal relationships or professional endeavors. Conclusion:Simon Severino's blend of entrepreneurial acumen, endurance mindset, and commitment to service offers valuable lessons for businesses seeking sustainable growth in today's dynamic landscape. Connect with Simon: Website: Strategy SprintsYouTube: Simon SeverinoLinkedIn: Simon Severino Connect with Andy: Website: AndyOlen.comLinkedIn: Simon Severino Additional Notes: The episode highlights Simon's unique approach to business, drawing parallels between endurance training and entrepreneurial success.Listeners can learn more about Simon's coaching methodology and access free resources on the Strategy Sprints website.

Navigating Sales Leadership in Healthcare w/ Chris Leach Welcome to the show, Chris Leach, Vice President of Sales for the Americas at Endologix. Endologix is a pioneer in innovative vascular solutions. In this episode, Chris shares: - His journey and insights into sales leadership in the healthcare industry. - The groundbreaking therapy, PTAB with the Detour System, is designed for long-length SFA disease - PTAB and its significance in addressing vascular diseases. - Chris emphasizes the importance of clinical aptitude and data analysis in effective communication with medical professionals. - Advice is offered for aspiring individuals looking to break into the medical device industry, emphasizing the importance of networking and mentorship. - Chris highlights the essential skills of effective targeting and adherence to a structured sales process. - The importance of continuous learning, adaptation, and curiosity in sales leadership is emphasized. - Crisis and change management are discussed while navigating challenging situations in the healthcare industry. - Chris shares Endologix's transformative journey, including rebranding efforts and rebuilding trust. - The significance of patient-centered care and innovation in motivating individuals to pursue careers in the healthcare industry is underscored. Chris concludes by reflecting on the patient-centric focus and the importance of mentorship in the healthcare industry. Additional Resources: Dr. Leiden discussing clinical data related to PTAB https://www.backtable.com/shows/vi/podcasts/364/percutaneous-transmural-arterial-bypass-ptab-as-a-treatment-option-for-ctos  Chris' LinkedIn profile: https://www.linkedin.com/in/chris-leach-583a7411/ Endologix website: https://endologix.com

AI At The Center of Customer Engagement w/ Thomas Ryan In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Thomas Ryan, the mastermind behind Bigly Sales, a company revolutionizing sales with AI technology. Thomas discusses how AI can replace traditional salespeople, streamline customer service processes, and enhance sales efficiency. He emphasizes the importance of adapting to AI advancements, noting the exponential growth in AI capabilities and its potential to outperform humans in various tasks. Thomas also shares insights on Bigly Sales' new product launch and highlights the hyper-persuasive potential of AI in sales and customer interactions. Throughout the conversation, he encourages businesses to embrace AI as a tool for productivity and innovation, emphasizing the need to stay ahead of the curve in an evolving technological landscape. Learn More About Bigly Sales: https://biglysales.com/ Connect with Thomas on LinkedIn Conversation Highlights: 1. The Power of AI in Sales Automation: Thomas Ryan explains Bigly Sales' AI-driven sales automation concept. He emphasizes how AI can replace mundane tasks in call centers, improve customer service, and enhance the sales process. The AI's ability to handle repetitive tasks efficiently is highlighted, increasing productivity and customer satisfaction. 2. Personalizing Customer Interactions: Ryan discusses the AI's capability to personalize customer interactions based on age, gender, and location. By utilizing data science and personality types, Bigly Sales aims to enhance the customer experience, making interactions with AI-driven agents more relatable and effective. 3. Target Market and Use Cases: The target market for Bigly Sales' AI solutions is identified as businesses receiving a high volume of leads or customer contacts. Ryan explains how AI can streamline appointment scheduling, lead qualification, and customer support, benefiting businesses with large customer bases. 4. Implications for Sales Professionals: While acknowledging concerns about AI replacing sales jobs, Ryan suggests that lower-level sales roles involving repetitive tasks are most at risk. He emphasizes the need for sales professionals to adapt and upskill, leveraging AI to focus on higher-value tasks such as relationship-building and strategic selling. 5. Leveraging AI in Sales Training and Operations: Ryan discusses integrating AI tools like ChatGPT into sales training and operations. He highlights the efficiency gains and insights provided by AI in handling common sales questions, objections, and decision-making processes. By utilizing AI, sales teams can enhance productivity and effectiveness. 6. Future Trends and Opportunities: Ryan predicts a hyper-persuasive future for AI in sales, where AI agents become increasingly adept at resolving issues and anticipating customer needs. He emphasizes the exponential growth of AI capabilities and the importance of staying ahead of the curve to remain competitive in the evolving business landscape. Conclusion: As the conversation wraps up, Ryan reflects on the rapid advancements in AI technology and the transformative impact on sales and customer service. He encourages businesses to embrace AI for efficiency and innovation, emphasizing the need to adapt and leverage AI to stay ahead in the evolving business landscape.

Mastering Medtech Corporate Accounts with Jay Sullivan In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Jay Sullivan. Jay is a MedTech sales titan with a distinguished career at Boston Scientific and Abbott Laboratories and is currently at Olympus as Group Vice President of Corporate Accounts, Contract Operations, and Strategic Pricing. Jay discusses his journey from starting as a salesperson at Xerox to becoming a healthcare executive, emphasizing the importance of training, resilience, and learning from every experience. He highlights the evolution of healthcare sales, the impact of COVID-19 on the industry, and the necessity of adapting to changing customer demands and corporate account management. Jay also shares valuable advice for sales professionals aspiring to succeed in corporate accounts roles, stressing the importance of negotiation, communication, and strategic thinking skills. The conversation also touches on the importance of fitness and reflection in achieving personal and professional success. Learn More About Jay Sullivan: https://www.linkedin.com/in/jay-sullivan-2493a179 00:00 Welcome to the Business Warrior Within Podcast01:59 Jay Sullivan's Journey from Xerox to Healthcare Sales Titan04:15 The Passion for Healthcare and Its Dynamic Industry05:21 Navigating the Evolution of Healthcare Sales and Corporate Accounts09:13 The Art of Corporate Account Management in Healthcare16:59 Adapting to Change and the Future of Healthcare Sales21:12 Skills and Mindset for Success in Corporate Account Roles25:42 The Joy of Transformation and Leadership in Sales30:11 Closing Thoughts: Fitness and Success

Building Through Stories with Eido Walny Eido Walny is not your average lawyer next door. He founded a national powerhouse law firm, consults businesses to success, and currently serves as the Village President of Bayside, WI. He has created success in business, life, and politics through storytelling. Eido is a national speaker who shares stories of celebrity estate planning mistakes and highlights the need for everyone, including businesspeople, celebrities, and professional athletes, to have a comprehensive estate plan. In this episode, Andy Olen and Eido Walny discuss the importance of estate planning and the challenges that arise when individuals fail to plan for the future. Eido emphasizes the importance of planning and highlights the emotional and financial difficulties that can arise when someone passes away without a proper plan. Eido shares his insights on building a successful law firm and the importance of focusing on knowledge and relationships. They also discuss the power of storytelling in connecting with clients and building trust. Links:Find Eido at the WalnyLegal.com Steve Jobs Answering a Tough Question on YouTube Takeaways - Estate planning is crucial for everyone, including Business Warriors, celebrities, and professional athletes. - Estate planning is not just about death but also about making important decisions during life - Fights over sentimental items can arise when no clear plan is in place - The cost of administering an estate without proper planning can be significantly higher than creating an estate plan. Estate planning is crucial for ensuring that affairs are in order and minimizing emotional and financial difficulties for loved ones after someone passes away. - Building a successful law firm requires a focus on both knowledge and relationships. - Storytelling is a powerful tool for connecting with clients and building trust. - Trust is hard to build and easy to lose, so it's important to prioritize building trust with clients. - Connecting with people and explaining complex concepts in a way they can understand is key to effective communication and building relationships. - Combining personal hobbies and interests with professional expertise can create unique marketing opportunities and enhance client relationships.

The Joys and Challenges of Solopreneurship In this podcast episode, Andy Olen explores the concept of solopreneurship, advocating for a deliberate approach to starting and running a business independently, without the need for extensive teams or ambitious scaling goals. Andy emphasizes the personal fulfillment and autonomy that solopreneurship offers, highlighting the ability to align work with individual interests and maintain a balanced lifestyle. Through insightful discussions on financial prudence, software utilization, and risk management, he encourages listeners to embrace solopreneurship as a pathway to flexible and fulfilling professional futures. Connect with Andy Olen: Website: andyolen.comCoaching Programs: Andy's 1:1 Coaching Stay Connected: Follow Andy Olen on social media for updates, insights, and more: LinkedIn: Andy Olen's Profile Introduction to Solopreneurship: Solopreneurship is defined as purposefully starting a business with the intention of operating it alone, without the need for extensive teams or scaling for multi-million dollar exits. Exploring the Solopreneur Lifestyle: Andy discusses the essence of solopreneurship, focusing on building a business that aligns with personal joy and fulfillment, allowing flexibility for pursuing other interests and maintaining work-life balance. Inspiration from Successful Solopreneurs: Drawing inspiration from notable figures like Justin Welsh, Andy emphasizes the importance of building a business that enables autonomy and personal fulfillment. Navigating the Challenges: While solopreneurship offers autonomy, it also presents challenges such as solitude and decision-making. Andy shares insights on overcoming these hurdles and adapting to the solo journey. Financial Prudence and Software Utilization: Andy discusses the importance of prudent financial decisions, including wise software investments and the value of trial-and-error to optimize expenses. Building Towards a Flexible Future: Solopreneurship offers the opportunity to craft a flexible future, allowing individuals to extend their careers, pursue passions, and maintain control over their schedules and engagements. Risk and Reward: Andy contrasts the perceived risks of solopreneurship with the unpredictability of corporate employment, highlighting the resilience and control that solopreneurs possess over their income streams. Closing Thoughts: In closing, Andy encourages listeners to embrace the entrepreneurial spirit, leveraging the freedom and opportunities available to shape their professional and personal destinies.

Summary Jeff Roach, Chief Commercial Officer at Medinol, shares insights on his experience in the medical device industry and the importance of leadership and negotiation skills. He discusses the transition from a regional sales manager to a national account role and the value of building relationships and creating followership. Jeff also highlights the significance of transparency in negotiations and the importance of internal negotiations in creating successful deals. He shares his experiences in working globally and emphasizes the need for an open mind, curiosity, and a willingness to embrace different cultures. Jeff encourages individuals to seek international opportunities early in their careers and to choose bosses they trust and admire. Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeff-roach-6b206a9/ Learn more about Medinol: https://medinol.com/en/home/ A few definitions:STENT - a medical device used to prop open arteries or veins so blood can flow freely.TAVR -Transcatheter aortic valve replacement is the replacement of the heart's aortic valve through the blood vessels.XIENCE V - a drug-eluting coronary stent sold by Abbott VascularPROMUS - in 2008, the exact same stent as XIENCE V but sold by Boston Scientific Takeaways Build relationships and create followership by transitioning from a manager to a leader.Transparency in negotiations can lead to successful outcomes and maintain positive relationships.Internal negotiations are crucial in creating deal structures that empower negotiations with customers.Working globally requires an open mind, curiosity, and a willingness to embrace different cultures.Seek international opportunities early in your career to gain valuable experiences and broaden your skillset. Chapters 00:00 Introduction to Medinol and Jeff Roach 04:03 Reminiscing on past experiences 08:06 Transitioning to a national account role 09:07 Advice for different types of sales roles 21:43 Internal negotiations and deal structure 26:50 Transitioning to global responsibilities 31:19 Embracing different cultures and experiences 38:41 Advice for gaining international experience

Summary In this episode, Andy discusses the importance of evolving and upgrading skills to stay competitive in business. He shares a personal story about his marathon training and the need to adapt his approach to avoid injury. Andy emphasizes that change is necessary to avoid being passed by in various aspects of life and career. He highlights the importance of continuous learning and skill building, especially in the face of technological advancements. Andy concludes by encouraging listeners to invest in their. Takeaways Continuously evolving and upgrading skills is crucial for success in business and life.Failure to adapt and change can lead to being left behind by competitors.Each generation has its own unique skill set, and it's important to stay updated with the latest technologies and trends.Investing in personal and professional development is essential for career advancement and achieving excellence. Be a guest on the show: https://www.andyolen.com/podcast-guest-form

Want to become a podcaster? This episode will have you thinking differently about success with a podcast. Doug Sandler, author of 'Nice Guys Finish First' and host of 'The Nice Guys on Business' podcast, shares insights on business, skills, and podcasting. Sandler discusses the shift from a command and control leadership style to one based on empathy and inspiration. He also emphasizes the power of high touch over high tech in building relationships and generating business. Doug shares his unique approach to podcasting, using the guest seat as a tool for engagement and conversion. Sandler highlights the importance of relationship building and offers advice on key skills for business success. Sign up for Doug's Podcast Toolkit: https://turnkeypodcast.mykajabi.com/toolkitNice Guys on Business Podcast: https://www.niceguysonbusiness.com/subscribe/ Takeaways Being a nice guy in business can lead to success and positive relationships.The command and control leadership style is being replaced by empathy and inspiration.High-touch interactions are more effective than high-tech solutions in building relationships.Using the podcast guest seat as a tool for engagement and conversion can lead to business success.Relationship building is crucial in both acquiring and retaining customers.Key skills for business success include relationship building, communication, and empathy.Treating everyone as a customer, even non-customers can lead to unexpected opportunities.

Summary If you're a manager, do you use Situational Leadership? Are you a Servant Leader?Let's discuss and explore these two important leadership approaches. In this episode, Andy Olen discusses the expectation versus skills gap in the business world and the importance of providing essential skills training to employees. He highlights the struggles individuals face when transitioning into a management role without proper training. Andy then introduces two leadership styles: situational leadership and servant leadership. He explains how situational leadership involves adjusting the management style based on the needs and competence of the employee, while servant leadership focuses on being in service to the team. The conversation concludes with a call to tackle the expectation versus skills gap and a reminder to continuously develop management and leadership skills.   Takeaways The expectation versus skills gap in the business world can lead to frustration and stress for employees who lack the necessary skills and training to meet critical expectations.Transitioning into a management role without proper training can result in long-term struggles and negative impacts on the team and business.Situational leadership involves adjusting the management style based on the needs and competence of the employee, while servant leadership focuses on being in service to the team.Developing management and leadership skills, such as situational and servant leadership, can help managers thrive and create high-performing teams.  Learn more about Andy at https://www.andyolen.com/

SummaryIn this episode of The Business Warrior Within podcast, Andy Olen discusses the concept of "=" Sign Connections and how they can be used to build strong relationships in business. He shares the origin story of "=" Sign Connections from his time in university and explains the power of the equal sign in creating connections. Andy explores different types of equal sign connections and emphasizes the importance of forming strong connections based on shared values. He also provides practical tips on how to use equal sign connections in business interactions. Takeaways • "=" Sign Connections are powerful in building relationships in business. • Shared values and experiences create strong equal sign connections. • Researching and finding commonalities with others can help form "=" Sign Connections. • Strong "=" Sign Connections lead to trust and collaboration in business.

2024 Economic Predictions and Action Plan In this episode, Andy Olen shares his economic outlook for 2024 and provides insights on how businesses can stay ahead of the curve. He highlights the impact of interest rates and inflation on businesses and consumers and shares his optimism for the year ahead. Andy emphasizes monitoring macro and micro trends, setting clear goals and strategies, and executing effectively. He also invites listeners to join his Monday Mojo Skills Newsletter for ongoing skill development and best practices. Takeaways - Monitor macroeconomic indicators such as inflation rates, interest rates, jobs reports, and GDP to stay informed about the state of the economy. - Stay abreast of your company's performance and align your goals and strategies accordingly. - Execute your plans effectively and make smart investments to drive business growth. - Join The Monday Mojo Skills Newsletter for ongoing skill development and insights to close the expectation of skills gap at https://www.andyolen.com/

Summary In this episode, Andy Olen reflects on the year 2023 and discusses the macroeconomic challenges faced by businesses. He highlights the impact of high interest rates and inflation on businesses and individuals. Despite these challenges, he observes that the US economy is still performing well. Andy also addresses the expectation to skills gap, where professionals are expected to perform at a high level without adequate training. He shares the findings of a survey on this topic and emphasizes the importance of continuous learning and skill development. Andy concludes by announcing the launch of The Monday Mojo Skills Newsletter. Takeaways - High-interest rates and inflation posed challenges for businesses in 2023. - Despite the macroeconomic challenges, the overall US economy performed well. - There is an expectation to skills gap, where professionals are expected to perform at a high level without adequate training. - Continuous learning and skill development are crucial for success in the business world.

Goals and Fresh Starts - Take Advantage of the New Year Host: Andy Olen 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 The end of the year is a unique and critical time for business people and salespeople to take full advantage of. Setting specific, measurable, and actionable goals is crucial for success in the new year. Fresh start moments like the new year and Mondays can be capitalized on to create momentum and drive toward goals. Implementing goals requires creating "if-then" scenarios and having a well-defined plan.

"Um, Uhhh, So, And, Like" Filler Words, A Different Take Host: Andy Olen 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 Business professionals are expected to have a wide range of skills without proper training from organizations. Filler words like "um" and "ah" are normal and natural in communication and presentations. Using filler words allows the speaker's brain to catch up with their voice and gives the audience time to process information. Try substituting a pause for a filler word. A pause allows your brain to catch up with your voice. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with the Business Warrior Within Community.

The Business Warrior Within | You're Only a First-Time Manager Once Host: Andy Olen 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 New managers often face challenges and lack the necessary skills to succeed. Closing the expectation to skills gap is crucial for new managers to be successful. Diagnosing the situation, practicing minimally invasive surgery, and focusing on easy, high-impact tasks can help new managers navigate their roles more effectively. Time is an ally for new managers, allowing them to learn, make thoughtful decisions, and build durable success. Get in touch with Andy@AndyOlen.com. Andy enjoys engaging with The Business 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 Knittle and Peter Galiano Host: Andy OlenGuests: Jim KnittleAscend Performance GroupEmail Jim @ jim.knittel@ascendpg.comPeter GalianoConnect 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 OlenLearn More About Andy at www.AndyOlen.comInvest 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.