KO Sales Blog

5 Powerful Open-Ended Questions For Your Sales Cycle

Did you know that there are better questions to ask? How would you know that there are better questions to ask when you're in the sales cycle? Is there a better question to ask? Are you sure there are better questions to ask?

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Jun 24, 2021 / KO Advantage Group

Celebrating International Women's Day

Today is International Women's Day, and here at KO Advantage Group we #ChooseToChallenge inequality and gender bias everyday. Being led by a female boss like Kim Orlesky in a male-dominated industry is inspiration for us (and everyone in the sales industry) to challenge the long held beliefs regarding gender bias, because the truth is that women can make an impact too! KO Advantage strives everyday to promote inclusivity and motivate all women to celebrate their successes.

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Mar 08, 2021 / KO Advantage Group

The Word "AND"

The word _and_


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Oct 29, 2020 / KO Advantage Group

How to Sell More When You're Too Nice To Sell

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Sep 17, 2020 / KO Advantage Group
Topics: Sales too nice

Influencer vs. Decision Maker

Project Name (2)

The influencer vs. the decision maker... 

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Sep 15, 2020 / KO Advantage Group

Empathy & Sales: The Emotional Time that Sells More. Faster.

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Sep 11, 2020 / KO Advantage Group

How Long Is Too Long?

VLOG_Follow Up

Has it been a long time since you've followed up with a client? Is there any that you haven't talked to in the past 90 days? 

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Aug 11, 2020 / KO Advantage Group

5 Quotes to Promote Time Management

It's summer. That means it is so easy to push off work to enjoy the beautiful weather. 

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Aug 03, 2020 / KO Advantage Group

6 Quotes to Stimulate Productivity

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Jul 06, 2020 / KO Advantage Group

7 Sure Fire Ways to Sell More. Faster.

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Jun 16, 2020 / Kim Orlesky

5 Quotes on Leadership

5 Quotes on leadership is done very often. 

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Jun 15, 2020 / KO Advantage Group

This Too Shall Pass

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Jun 08, 2020 / KO Advantage Group

6-Slide Proposal

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Jun 04, 2020 / Kim Orlesky

Are You Scared? You Should Be.

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Jun 02, 2020 / KO Advantage Group

Is Learning Important? These People Think So!

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Jun 01, 2020 / KO Advantage Group

Grow Your Business with This Tip

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May 26, 2020 / Brianna Tipping

5 Quotes About the Impact of Your Attitude

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May 21, 2020 / KO Advantage Group

The Secret to Pricing Your Product

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May 19, 2020 / Brianna Tipping

Feeling Uninspired? Your Time is Now.


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May 12, 2020 / Brianna Tipping

5 Minute Phone Call That Makes $100K

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May 07, 2020 / Kim Orlesky

5 Quotes to Inspire Better Professional Relationships

Sales can be a dog-eat-dog world. But developing strong relationships can boost your career. We have found 5 quotes for you to reflect on. We hope you find them as insightful as we did! 

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May 06, 2020 / Brianna Tipping

"What should I sell?" Try Asking This Instead.

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May 06, 2020 / Brianna Tipping

Meet Our Team

KO Advantage Group Ltd is the fastest-growing sales training company focused on high-value B2B services. This is a time to showcase the amazing team that is behind the scenes. Get to know our team a little better and reach out if you want to know more about what we do at KO Advantage.

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Apr 29, 2020 / Brianna Tipping

Focus on this ONE thing to Sell More. Faster.

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Mar 30, 2020 / Kim Orlesky

15 Reasons to Reach Out When You Are Not Sure if Now is The Time To Call

When times of uncertainty hit, whether that is a global pandemic, a recession, or even something personally challenging, such a mass layoffs, bankruptcy, or death, should we reach out? What is the right action to take?

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Mar 24, 2020 / Kim Orlesky

How to Call on Clients When You're Uncertain if Now is The Time

Currently the world is at a standstill with COVID-19. But times of uncertainty will come at various times in our lives, be it a natural disaster, a personal tragedy, or an economic recession.

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Mar 21, 2020 / Kim Orlesky

7 Sure Fire Ways to Sell More. Faster.

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Mar 04, 2020 / Kim Orlesky

7 Sales Statistics That Are Mind-Blowing!

Statistics and research are the differences between sales programs that get results, and those that just make the student "feel good".

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Jan 17, 2020 / Kim Orlesky

How Well Do You Know Your Prospect?

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Jan 15, 2020 / Kim Orlesky

Find and Call on Companies Ready to Buy

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Jan 11, 2020 / Kim Orlesky

5 Inspiring Sales Quotes to Ask Better Sales Questions

I LOVE quotes!

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Jan 09, 2020 / Kim Orlesky

Why Making ONE More Call Will Make ALL The Difference

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Jan 07, 2020 / Kim Orlesky

The Elevator Pitch You SHOULD be Creating

What is the intention of the elevator pitch?
To get the meeting.
Full stop.

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Jan 04, 2020 / Kim Orlesky

The Buyer's Journey: The Challenge

When the prospect starts collaborating with you to help them figure out how to fix their business troubles, expect the next stage of the journey to be a little tricky—the “challenge” stage. 

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Jul 26, 2019 / Kim Orlesky

The Puppy Dog Close

Are you currently working on your closing skills? This is the moment you've worked so hard for, it's only apt that you develop an effective strategy or style for closing deals. 

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Jul 12, 2019 / Kim Orlesky

Budget Questions

When it comes to sales proposals, one of the most critical segments you should prepare for is the budget talk. Make it a goal to ask questions that will lead to the much-awaited financial conversation. And when the opportunity comes, frame the subject in a way that will make the client open up how much they believe they will profit, not how much they have to spend. 

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Jul 05, 2019 / Kim Orlesky

Celebrate Canada Day With A Gift Of Nature

As I was driving home, there was a group of students standing at city hall protesting. They carried signs saying, “There is no Planet B”, “What are you leaving your children?” and so on. I was brought to tears. I cried knowing this is the reality of what we are leaving our children and grandchildren with. And that did it for me.

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Jul 01, 2019 / Kim Orlesky

The Buyer’s Journey: Collaborate

After the prospect evaluates the options they have, they start to weigh in and compare the best solutions they have. This third stage in the buyer’s journey is called the collaboration phase. 

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Jun 28, 2019 / Kim Orlesky

The Buyer’s Journey: Seek a Solution

As previously mentioned in one of my blog posts, the buyer's journey has five stages: awareness, seeking a solution, collaboration, decision, and experience. Customers go through these phases when looking for a particular product or service.

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Jun 21, 2019 / Kim Orlesky

Sell More, Faster During Slow Season


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Jun 19, 2019 / Kim Orlesky

Managing Your Own Emotions

When I first started in sales, the very first thing I was told to learn and develop was to have a “tough skin.” In our industry, rejections are rampant and inevitable--and not to be taken personally.

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Jun 14, 2019 / Kim Orlesky

Understanding the Emotional Intelligence of the Client Conversation

"People will forget what you did. You'll forget what they said. But they will never forget how you made them feel."

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Jun 11, 2019 / Kim Orlesky

The Cost of a Call

How many cold calls have you done in the past week? If your tally is getting lower, it’s time to sit down and start making calls.

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Jun 07, 2019 / Kim Orlesky

The 30-Day Challenge: How Can You Help Others?

I was at an event a couple of days ago, and afterwards, a member from the crowd asked me if I ever had a low point--the lowest of lows--in my life, and how I soldiered through it. To tell you the truth, I’ve had those points. Yes, I have this incredible company and an excellent team, but that wasn’t always the case for me.

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Jun 04, 2019 / Kim Orlesky

What Your Client Is Searching For

In this always-on world, clients are more involved than ever. They can find what they’re looking for via a quick search query, through marketing materials, or a referral from a friend. Regardless, they know what their problem is or are looking to better their situation, and they know how to look for the solution.

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May 31, 2019 / Kim Orlesky

Making Connections

I want to talk about making connections. Whether you're out and about for a short vacation or a business trip, make sure that you're making conversation with people that you can connect with anywhere you go.

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May 28, 2019 / Kim Orlesky

Importance of Face-to-Face Interaction

I’m a huge fan of today’s technological devices, especially with how it’s helped run businesses smoother. I love how I can use my smartphone or laptop to get on a Zoom or Skype meeting. Despite this, though, I’m still a huge believer of face-to-face interactions.

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May 20, 2019 / Kim Orlesky

Creating A Conversation Starting Message

 Those who started in sales are well familiar with what an “elevator pitch” is. If you happen to wait and ride an elevator car with a CEO, you got less than 30 seconds to sell yourself and your business to convince them to meet with you. It’s a popular concept then, and it still is now; however, it has significantly evolved as time passed.

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May 17, 2019 / Kim Orlesky

Presenting Solutions To Your Clients

When you dine at a restaurant and look at their 8-page menu, doesn’t it feel overwhelming?

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May 14, 2019 / Kim Orlesky

Start Investing In Yourself

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May 06, 2019 / Kim Orlesky

Give and Take Negotiations

At one point or another, a prospect or a client will ask more from you to close the deal. It happens, which is why there are some positions in companies built for this job role. The fact is, some people loves to negotiate, often asking for more. In your career as an entrepreneur or a sales person, this will happen.

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May 03, 2019 / Kim Orlesky

Foolproof Way To BUILD Your Business, FAST!


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Apr 29, 2019 / Kim Orlesky

What If They're Mean?

Doing cold calls can be daunting at first. Apart from the fear of stumbling over your words, there’s that fear of rejection that sits on the back of your head. Well, let me ask you something: have you ever answered a call and started yelling or swearing before the person on the other line even got to speak? I highly doubt it.

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Apr 26, 2019 / Kim Orlesky

KO Testimonial: Cameron Sterling

Doesn’t it feel amazing to see your child learn how to ride a bike on their own? That’s exactly how I feel with my latest testimonial from Cameron, Managing Director in Engineering Quality Control.

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Apr 25, 2019 / Kim Orlesky

STOP Stacking Questions!

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Apr 22, 2019 / Kim Orlesky

How To Build Powerful Network Using LinkedIn and Other Social Media

Social media networks are more than just platforms for connecting with loved ones and updating your friends or followers with what’s going on with your life. Social media also plays an important role in growing your business. It can help you generate quality leads and build a relationship with potential and existing clients based on trust.

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Apr 19, 2019 / Kim Orlesky

KO Testimonial: Anita Lee

“Thank you” messages always melts my heart. Like the recent message I got from Anita Lee.

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Apr 18, 2019 / Kim Orlesky

How To Ask Powerful & Effective Questions

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Apr 15, 2019 / Kim Orlesky

Understanding Buyer's Journey: Awareness

There are five stages of a relationship: attraction, dating, disappointment, stability, and ultimately, commitment.

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Apr 12, 2019 / Kim Orlesky

Rewrite The Stories You Tell Yourself

What type of stories do you tell yourself?

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Apr 08, 2019 / Kim Orlesky

Understand Your Value Before You Communicate It To Others

When you’re engaged in sales conversations, have you ever experienced letting a client unconsciously lead the meeting? Need I remind you: it’s you who should be in the power position.

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Apr 05, 2019 / Kim Orlesky

How To Value Your Time

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Apr 01, 2019 / Kim Orlesky

Goal-Based Selling

Let’s take a step back from the big picture and focus on two angles for now: the client’s goals and aspirations.

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Mar 29, 2019 / Kim Orlesky

Harness Your Emotion To Have Powerful Conversation

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Mar 25, 2019 / Kim Orlesky

Know Where You Are

When meeting with prospects, are you the type of salesperson who gets in control of the conversation? Or is it the prospects that lead the meeting? Early on in the process, you have to establish your role to avert the classic case of the “blind leading the blind.”

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Mar 22, 2019 / Kim Orlesky

Effective Questions To Uncover Customers' Needs

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Mar 18, 2019 / Kim Orlesky

Connecting With Your Prospects

When you make the first move to approach a client, to raise awareness and present solutions to their problems, know that you’re on the right track.

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Mar 15, 2019 / Kim Orlesky

Catching The Big Fish

Would you rather go after the big fish—sell premium services to premium clients;
or sell your services at a low cost to numerous clients?

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Mar 11, 2019 / Kim Orlesky

Inviting Your Customer In

This is an excerpt from Kim Orlesky's new book - Sell More. Faster.

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Mar 08, 2019 / Kim Orlesky

Overcoming Client Objections


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Mar 04, 2019 / Kim Orlesky

"Challenger"​ is No Longer Relevant. This is.

This is an excerpt from Kim Orlesky's new book - Sell More. Faster.

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Mar 03, 2019 / Kim Orlesky

Turn Your Negative Thoughts Into Positive Solutions

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Feb 25, 2019 / Kim Orlesky

There's No Such Thing As "Born Salesperson"

This is an excerpt from Kim Orlesky's new book - Sell More. Faster.

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Feb 22, 2019 / Kim Orlesky

Sell With Emotion NOT JUST Logic

People like you because they feel comfortable around you. More often than not, people buy based on emotion. Selling with your heart in it, not just working on your routine or template, can help you sell more at a quick pace.

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Feb 18, 2019 / Kim Orlesky

Stop Selling and Start Building A Relationship

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Feb 11, 2019 / Kim Orlesky

The Power of Effective Sales Communication

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Feb 04, 2019 / Kim Orlesky

What Will You Choose First: Marketing or Sales?

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Jan 28, 2019 / Kim Orlesky
Topics: Sales markerting

The Power of Open-Ended Questions

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Jan 21, 2019 / Kim Orlesky

Why You Should Start Prospecting

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Jan 13, 2019 / Kim Orlesky

How To Crush Your #2019Goals

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Jan 06, 2019 / Kim Orlesky

The Buyer's Journey

 In my videos and here on the blog, I always speak from a sales coach perspective. This time, I want to talk about what it’s like to be the buyer.

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Dec 23, 2018 / Kim Orlesky

Why We're Not Making The Call

The first step to get more meetings and tap on your ideal prospects is making a cold call or cold email.

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Dec 17, 2018 / Kim Orlesky

Where Are You In Your Sales Cycle?

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Dec 09, 2018 / Kim Orlesky

Start Planning Today

2019 is just a few weeks away. If this year has yet to turn out the way you want it to, you still have time to turn it around. Don't wait for January to unfold before you re-evaluate your strategies and make plans for improvements.

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Dec 02, 2018 / Kim Orlesky
Topics: planning

Call For Meeting

Cold calling doesn’t have to be so complicated. Pick up the phone, dial the number, and start the conversation!

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Nov 18, 2018 / Kim Orlesky

Putting Together The Proposal

Hooked up to the last slide. And all you’ll ever need are 6 slides to seal the deal!

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Nov 04, 2018 / Kim Orlesky

Marketing Is Flirting. Sales Is Dating.

 Someone went up to me before and said: “If sales is like dating, that means marketing is flirting.”

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Oct 28, 2018 / Kim Orlesky

How To Plan Productive & Effective Meetings

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Oct 21, 2018 / Kim Orlesky

The Pricing Strategy That Works

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Oct 14, 2018 / Kim Orlesky

5 Powerful Open-Ended Questions For Your Sales Cycle

When you meet with a client, do you come prepared with a few questions to ask before, during, and after the meeting?

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Oct 08, 2018 / Kim Orlesky

The Heart Knows What The Head Needs

So I got asked something that lingered in my head a while recently. Someone who attended my event walked up to me and said, “Kim, you talk so much about empathy when it comes to the sales cycle.”

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Sep 30, 2018 / Kim Orlesky

Ask Before You Assume

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Sep 23, 2018 / Kim Orlesky

If You Want Prospects, Go Get Them!

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Sep 16, 2018 / Kim Orlesky

INBOUND18: What I Saw and Why You Should Attend Next Year

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Sep 10, 2018 / Kim Orlesky

How Easy & Hard Sales Actually Is

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Sep 08, 2018 / Kim Orlesky

Application Is FAR Greater Than Education

How do your weekends look like? Does it look more like rest days with two side dishes of work or full meal courses of quality time with your family?

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Jul 29, 2018 / Kim Orlesky

Knowing Vs. Thinking That You Know

There’s a difference between actually “Knowing” and “Thinking that you know.”

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Jul 22, 2018 / Kim Orlesky

Sell First, Create Later!

Ever get those days where you’re just unsure as to how to set up a program that teaches, educates, and most importantly, one that would sell to your clients? Admit it, we’ve all been there!

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Jul 15, 2018 / Kim Orlesky

Work Smarter, Not Harder!

If you see all my videos, you know that I usually shoot in a studio. This time, however, I switched things up a bit. I’m here to show you what my Fridays look like and how much of a breeze it is to do business where and when I’m able to.

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Jul 08, 2018 / Kim Orlesky

Sales Strategy: Emotional Vs. Rational Marketing


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Jul 01, 2018 / Kim Orlesky
Topics: facts goal customer

Slow Down To Speed Up!

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Jun 25, 2018 / Kim Orlesky

Why Your Deals AREN'T Closing! And One Thing You Can Do To Change That!


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Jun 19, 2018 / Kim Orlesky

Treat Trade Shows As A Mini Sales Cycle!


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Jun 17, 2018 / Kim Orlesky

Why Relying on Referrals is Detrimental

Referrals are a great way to build business however they can drown out potential clients. Relying on this one thing forever in the business world will be detrimental to your future growth.

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Jun 11, 2018 / Kim Orlesky

Saving Time Leads to Making Money

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Jun 10, 2018 / Kim Orlesky

Know How To Respond To Inevitable Price Discount Question


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Jun 06, 2018 / Kim Orlesky

3 Killer Strategies to Create Your Perfect Client Hit List

If you’re like me (when I started), your hand likely nervously reaches for the phone as you prepare to cold call potential clients.


Let your nerves subside. Don’t focus on the idea that you MIGHT get a negative response. Focus on the positive outcomes that a new business connection WILL bring to your sales success.

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Jun 04, 2018 / Kim Orlesky

Qualifying Quality Clients

Networking is a great way to build connections but it can be difficult to find high quality clients. Below are reasons to avoid free networking events in order to attain a quality driven client base. You are unique and your company has a niche so make sure you get the ideal customers for your business.

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May 28, 2018 / Kim Orlesky

Host The Best Party For Your Brand

What’s your game plan after planning and implementing your marketing strategy? 

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May 27, 2018 / Kim Orlesky

Plan and You Will Successfully Grow Your Sales

You want to grow your business but unsure how to start. You have exhausted resources such as facebook, linked and twitter. You feel as though you are spinning around and just getting dizzy.

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May 22, 2018 / Kim Orlesky

Spend Time On Your Proposals

Ever wondered why your clients suddenly back out after sending them the proposal? Well, you should STOP emailing them the proposals. If you’re used to sending the proposals via email before, now is the time to stop it. And I’ll tell you why.

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May 20, 2018 / Kim Orlesky

Never Have A Terrible Client Again When You Do THIS

Have you taken the time to look back at your ideal customer persona since you started your business?

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May 14, 2018 / Kim Orlesky

Meet Your Clients Where They ARE and Sell More Faster!

How do you know if you’re talking to a “Decision Maker” or “Influencer” when navigating the sales cycle?

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May 10, 2018 / Kim Orlesky

Fewer Clients and More Personal Attention: Creating a List of 100 to Sell More. Faster.

If you are in the B2B high-value services industry, start thinking like Jerry Maguire: Fewer clients, more personal attention.

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May 01, 2018 / Kim Orlesky

The Best Way To Get Over Nervousness When Making a Cold Call

When targeting ideal clients, sometimes the best approach to connect with them the very first time will be a cold call or a cold email.

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Apr 23, 2018 / Kim Orlesky

How Do I Calculate The Return on Investment (ROI) For My Clients?

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Apr 16, 2018 / Kim Orlesky

Do You Even WANT That Client?

Do you CHOOSE your clients? Or do you pick your clients based on if they have a credit card and a pulse?

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Apr 09, 2018 / Kim Orlesky

Stop The PURGE! The BEST Way to Provide Client Value

I want to hear from you! What's your favorite question to ask your clients?

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Apr 02, 2018 / Kim Orlesky

Why I HATE Marketing and You Should Too!

I want to hear from you! Do you believe the sales plan or the marketing plan should come first when working to build revenue?

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Mar 26, 2018 / Kim Orlesky

Creating Conversation That Turns Leads into Clients

When you are sitting with your prospect you want to make sure they get high value out of their conversation.

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Mar 12, 2018 / Kim Orlesky

How Do You Prepare For Your Sales Call?

What do you say when you first meet a customer?

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Jun 19, 2017 / Kim Orlesky

5 Ways To Close More Deals Faster

When I meet people for the first time and tell them I coach teams in sales, the question I get the most is how can they close business faster. It seems everyone has a story about the deal that is currently sitting in a stalled position. Many cases it’s about taking a step back and revisiting an earlier area in the sales process. Other times it’s about asking the right questions. As you build your skills, here are the 5 areas every deal needs to be focused on so you can close even more business faster:

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Jun 15, 2017 / Kim Orlesky

The Quickest Way To Be Seen As An Expert

How do you promote your business to an even bigger audience?

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Jun 12, 2017 / Kim Orlesky

3 Things Successful Companies Do To Get More Business

When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising). The struggle is the average e-commerce only site converts 3% of the traffic that comes in, which means we spend a lot of time and money on trying to get people interested in our business before a sale is even made. How are successful companies able to get more business? They use a directed sales strategy!

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Jun 08, 2017 / Kim Orlesky

Using Holidays To Creatively Capture An Unexpected Market

How do you get creative with your promotions and ads?

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Jun 06, 2017 / Kim Orlesky

The EXACT Number of Clients You Need Every Week

Sales is both an art and a science. The art consists of the finesse that it takes to speak smoothly, steer a conversation, and promote your product or service in a way the person on the other side hangs off your every word. Unfortunately too many people focus on the art and not enough on the science. The science consists of knowing how many new contacts you need to approach every week or month, and how many follow up meetings you need to have in order to get to the sale. Both can be taught, however if you only focused on the science you would still make the sales, it’s not necessarily true of the art.

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Jun 01, 2017 / Kim Orlesky

How To Sell A Service-Based Product

How do you quantify a solution that is entirely service based? When you show the prospect the price, how do you show a return on their investment when they aren't receiving a tangible good?

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May 30, 2017 / Kim Orlesky
Topics: Sales media blog

How to Create a Conversation When You Stumble Over Your Words

When we are speaking to a new prospect it's completely okay when our conversations come across stumbled and imperfect. Often times if we are launching a new product or service, or if you are new to a role, it can be difficult to structure what we want to say correctly. Don't worry. Done is better than perfect.

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May 23, 2017 / Kim Orlesky

Making More Creative Sales

By stepping outside the business and participating in a creative venture, it can actually help you in your business.

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Apr 04, 2017 / Kim Orlesky

How to Get Past the Gatekeeper

The gatekeeper serves an essential purpose for any business - it helps the company they work for focus on their work and avoid sales calls. But as a salesperson, this gatekeeper prevents us from having our product or service heard by those that could buy.

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Mar 14, 2017 / Kim Orlesky

Ready to Enter the Sales War Room?

When was the time you spent anytime brainstorming?

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Mar 07, 2017 / Kim Orlesky

Your Old Customer Wants to Buy!

I'd like to pose a challenge. When was the last time you contacted your previous customers?

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Feb 28, 2017 / Kim Orlesky

The BEST Question I Ask EVERY Prospect

We have to customize our questions for each individual prospect and customer, however the introductory questions are often the same.

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Feb 13, 2017 / Kim Orlesky

Why The Sales Pitch To Your Customer Is All Wrong!

When creating a pitch we often think about how we can improve the life for our customer. But if you're really interested in closing deals faster consider including the "third-box thinking" which allows you to think of your solution from your customer's point of view.

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Feb 06, 2017 / Kim Orlesky

The Person You Should Be Calling On

How can you make better business-to-business cold calls?

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Jan 30, 2017 / Kim Orlesky
Topics: Sales Business blog

Are You Afraid Of Being "Salesy"?

For all the entrepreneurs, small business owners, and people that are wanting to provide a product or service to the world, we need to stop being afraid of the word "sales".

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Jan 23, 2017 / Kim Orlesky

Focus Your Conversation on This To Close More Deals

The quickest way to work with a prospect on the sales cycle is not to take the prospect on the steps that we will go through in order to get them to where they want to be, but rather on the final destination that the prospect wants to be.

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Jan 17, 2017 / Kim Orlesky

The ONLY Objective of a Cold Call

What's your objective when making a cold call? You only have one. It's to secure the meeting.

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Jan 10, 2017 / Kim Orlesky

The Fastest Way To Become A Self-Made Millionaire

The biggest fallacy that exists is the idea of a "self-made" millionaire. There is no way a single individual is able to grow their business completely on their own.

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Jan 02, 2017 / Kim Orlesky

How to Get Customers to Chase After You With Codie Sanchez

“The best way to sell something is to be sought after yourself”- Codie Sanchez

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Dec 28, 2016 / Kim Orlesky

Why You Don’t Need to Be an Expert to Get Started with John Lee Dumas

“I wanted to create something that I needed and that I wanted to listen to.” - John Lee Dumas

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Dec 21, 2016 / Kim Orlesky

Why You're Likely Not Making That Sale

When we find ourselves struggling to move a sales cycle forward it often has to be with our own beliefs that we can actually close the deal.

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Dec 19, 2016 / Kim Orlesky

12: How to Find Success by Investing in Yourself with Mark Lack

“Successful people and smart people learn from their own experiences. Ultra-successful people and wise people learn from other people’s experiences.”

(click to tweet)

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Dec 14, 2016 / Kim Orlesky
Topics: Podcast project

Are You Making This Cold Calling Mistake?

The cold call objection is the objection that we receive more than any other. It's the quick way that the prospect tries to get us off the phone. Lines such as "I'm too busy", "I'm dealing with a competitor", and the all too common, "send me some information" are common ways we are dismissed and then left with a sales cycle that doesn't get started before it even began.

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Dec 13, 2016 / Kim Orlesky

Hard Work Will Make You Lucky with Guy Kawasaki

“In a startup there are only two fundamental tasks: somebody’s got to make the product, and somebody’s got to sell it”
- Guy Kawasaki

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Dec 07, 2016 / Kim Orlesky

Dealing With Rejection

Rejection by a prospect or a client can be hurtful. Often times we suffer the greatest from rejection when we don't have enough deals and opportunities on the go. We let ourselves suffer because we were so caught up in a single deal and we didn't take enough time to continue to prospect and see what else is out there.

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Dec 05, 2016 / Kim Orlesky

The Importance of Adding Value to Your Sales With Ash Kumra

“I used to equate things as failing and not failing, But really, everything is growing” - Ash Kumra

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Nov 30, 2016 / Kim Orlesky

The Invitation People Always Say Yes To

One of the reasons we cold call people is to invite them to our events. Events are a great way to get people interested in your product, service, or business without putting out the same time commitment that a one-on-one meeting consists of. Events are also great ways to engage both your previous clients and prospects in the same way. However events are meaningless if you can't get people there, that's why you need to invite people with excitement.

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Nov 29, 2016 / Kim Orlesky

Making Real Connections to Make Real Sales With Jeffrey Gitomer

“Whatever you do initially, your product and your service is easiest way to begin to build your business” Jeffrey Gitomer

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Nov 23, 2016 / Kim Orlesky

Post-Truth Sales: Why You Should Sell on Emotion Rather Than Facts

The Oxford Dictionary 2016 word of the year was announced to be "post-truth", which had an increase in use because of post-truth politics. Post-truth is defined as objective-facts being less influential than appealing to someone's emotional or personal belief.

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Nov 21, 2016 / Kim Orlesky

08: Getting Your Company Up and Running With Nathan Chan

“Whatever product or service you have, lead from the front with something that’s going to allow people to step into your world” -Nathan Chan

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Nov 16, 2016 / Kim Orlesky

Why You Need To Have Bigger Goals

When deciding on your goals, are they achievable? Is there a way you can make your goals even bigger?

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Nov 14, 2016 / Kim Orlesky

07: How to Make Your Sales a Conversation Instead of a Pitch With Jill Konrath

“If I did things differently, would my life be different? Would I be able to make more sales working less?” - Jill Konrath

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Nov 09, 2016 / Kim Orlesky

What a 9-Year Old Cambodian Boy Can Teach Us About Customer Value

When I was in the middle of my world travels, I rented a scooter in Cambodia. Unfortunately halfway through the journey my scooter ran out of gas and I was stuck in the middle of rural Cambodian unable to speak the language.

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Nov 07, 2016 / Kim Orlesky

06: How to Keep the Entrepreneurial Spirit Alive as You Grow with Barefoot Wine Founders Houlihan and Harvey

“The first thing we did was ask lots of questions.” - Michael Houlihan

(click to tweet)

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Nov 02, 2016 / Kim Orlesky
Topics: Podcast

Your Empty Calendar Is Harming You

An empty calendar is a no-good calendar. When we don't have anything scheduled we can't move sales cycles forward. Therefore we must work to ensure our calendar is completely filled.

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Oct 31, 2016 / Kim Orlesky

Making Stories a Part of your Marketing Strategy with Diane Currie Sam

“Once you've got (people’s attention), you want to engage them right away.” - Diane Currie Sam

(click to tweet)

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Oct 26, 2016 / Kim Orlesky
Topics: Podcast

Why You Shouldn't Continue to Give To Your Client

As salespeople, entrepreneurs, and small business owners we give do often that it can hurt. We're giving value and giving what we can, but sometimes we have a hard time getting something in return.

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Oct 25, 2016 / Kim Orlesky
Topics: Sales Business blog

04: Know What Your Client Wants Before You Pitch with Sharon Drew Morgen

“In sales, It's about helping another make the decision, and making it with them and becoming part of the decision team.” - Sharon Drew

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Oct 19, 2016 / Kim Orlesky
Topics: Podcast

How Taking More Time With Your Client Will Help You Close Deals Faster

Often times we look for ways to speed things up. We're constantly searching for tips, tricks and hacks to make things go faster for us. As salespeople we are constantly trying to speed up the sales cycle at the expense of the customer. When we try to speed up our meetings and move quickly to the proposal and the negotiation process we risk missing out on critical information that we might need to help the client meet their needs.

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Oct 17, 2016 / Kim Orlesky

03: Grant Cardone: How to be All-In Obsessed

“If you refuse to quit because you’re obsessed, then you’re guaranteed success.” - Grant Cardone

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Oct 12, 2016 / Kim Orlesky
Topics: Podcast

02: Neil Patel: Change Your Mindset, Not Your Customer

“Change your mindset. When you do something outside your comfort zone, what’s the worst that can happen? The answer is usually nothing.“ - Neil Patel

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Oct 12, 2016 / Kim Orlesky
Topics: Podcast

01: The difference between success and wisdom with Ryan Blair

“It’s not where you start, it’s how you adopt tools and values in order to get where you want to go.” - Ryan Blair

(click to tweet)

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Oct 12, 2016 / Kim Orlesky
Topics: Podcast

Helping Buyers to Buy

Often times as a salesperson we focus too much on how we can sell more to the clients without realizing there are opportunities for us to actually help our buyers buy

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Oct 10, 2016 / Kim Orlesky

The Most Fear-Inducing Question for Business Owners

One of the most fear-inducing moments as an entrepreneur is asking for the business. Even seasoned sales people, when moving into a position where they now have to sell themselves as the expert in the field feel that moment where the thought of rejection is just too much.

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Sep 19, 2016 / Kim Orlesky

The 5 Minute Productivity Hack!

What if you could be instantly more productive? The truth is, you can! Often times we find that it's not that we aren't productive, it's that we are procrastinating too much. We see a task and instead of just responding quickly to it, we would rather push it off and deal with it when we're ready. Think of your email inbox. Often times as notifications come through we dismiss them thinking it will be easier to go through our entire inbox at once. Instead if we immediate deleted, archived or answered the emails we would find ourselves immediately more productive.

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Sep 12, 2016 / Kim Orlesky

Your Biggest Sales Tool Is Your Previous Clients

Your previous clients and customers are a goldmine when it comes to creating new prospects. The information they share in their testimonials can help you be able to speak to even more prospects.

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Sep 05, 2016 / Kim Orlesky

Making Time In Your Calendar For What Matters

Back to school time for students is also back to routine for many people. This is a great time to set up your routine with the things that you didn't make time for before. For many people, this means scheduling time for personal recharging. Whether that be reading, working out, or meditating. If it isn't in the calendar it will never exist.

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Aug 29, 2016 / Kim Orlesky

How To Close More Business By Focusing On Your Priorities

Take the next 30 minutes to create a list of all the prospects and clients that you began to engage with at the beginning of the year that didn't quite make it to the end of the sales cycle. In another list create a new target list of demographics, businesses, and people that you are interested in targeting. When the lists are complete choose 5 to go after and create a strategy and a plan to include them in your laser-focus. By creating this strategy you will be able to focus on bringing them into the end of the sales cycle. Only through this laser-like focus, you will be able to create the actions that are needed to bring your goals into better alignment. 

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Aug 22, 2016 / Kim Orlesky

The One Trait That Will Bring in More Sales

Sales come to those that ask and ask again. The best sales people don't take the first "no" as the final answer. They continue to pursue, change their solution and work with the prospect to create the best solution - the one that the client knows will work for them. As an entrepreneur and salesperson you have worked too hard to allow the sale to end suddenly. Continue to ask questions, work with the client, and create something that holds the relationship high, and the client will buy.

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Aug 15, 2016 / Kim Orlesky

How Creative Solutions Will Help You Sell More

Customers are looking for solutions to their problems. By creating creative packages you can address their needs far better. This may mean collaborating with people that offer complimentary products and services to yours. By putting something unique together the client will feel you are delivering them services wrapped up.

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Aug 08, 2016 / Kim Orlesky

What I Know To Be True

The days are long and the years are short.

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Aug 01, 2016 / Kim Orlesky

How To Create Trust Quickly With A Client

People buy from people they like. And typically we like people that we feel an immediate connection with.

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Jul 24, 2016 / Kim Orlesky

3 Steps To Getting Fired Up

I sat at my desk feeling mentally exhausted.

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Jul 17, 2016 / Kim Orlesky

Why You Must Celebrate Your Business Success

Throughout the process of a sale, it can take many steps before the actual sales is achieved. There are numerous calls that are made before a meeting is booked. There are several meetings before it is finally time to propose a solution. Proposals will sometimes go through several iterations before they are at a point where you and the potential customer agree on the product and service offering.

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Jul 10, 2016 / Kim Orlesky
Topics: blog

Making A Sales Promise (When You Don't Want To)

How do you make a promise without sounding like a snake-oil salesperson? There is a fine balance between making a promise and without committing to something that you couldn't deliver.

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Jun 19, 2016 / Kim Orlesky

Why Your Struggle To Create is Solved By Combining Listicles and Stories

It was an all too familiar moment. My hands hovered above the keyboard waiting for that lightning bolt of inspiration to hit. That moment when I would start typing, typing, typing, and like magic 800 words would magically appear. A perfect post. One that only requires minimal editing.

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Jun 12, 2016 / Kim Orlesky

How To Sell When You're Too Nice

Most people shy away from selling because they believe you need to be assertive or aggressive to get what you want. This misconception puts people in a position that is just not natural to who they are.

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Jun 05, 2016 / Kim Orlesky

How To Dominate Your Next Trade Show

Tradeshows… they are the love and hate of a lot of business owners. There is a lot of foot traffic and you either get the opportunity to create a lot of connections quickly, or you spend a lot of money with little results. Trade shows are a lot of work and it’s not as easy as setting up a booth and going.

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May 29, 2016 / Kim Orlesky

What Is The Difference Between Price and Value?

When communicating the difference between price and value with a client, the client will typically want to negotiate price if they don't understand all the value behind the price. I like to ask, "besides price, what else is really important to you?" This then gets the customer to talk about all the other elements that they could be interested in.

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May 22, 2016 / Kim Orlesky

My Entrepreneur Burnout

Integrity is one of my top values. Integrity is saying what I’m going to do and then doing what I say. However, sometimes I get so involved in my own work that I over commit to tasks. I often believe that I am fully capable of more than I have time for.

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May 15, 2016 / Kim Orlesky

How Often Should I Contact My Customers?

How many times should you contact your customer? Is there such thing as too many times?

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May 08, 2016 / Kim Orlesky

How To Make LinkedIn Your Most Powerful Networking Tool

I sat in the middle of the circle of people. I was leading the discussion on using LinkedIn as one of the best social media tools to attract prospects, job opportunities and connections around the world. The people around me looked surprised. I was encouraging them to engage with people that they didn’t even know.

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May 01, 2016 / Kim Orlesky

Video: So What?

What are your clients actually buying? They aren't purchasing the product or service that you are providing, that is just the gateway to what they will ultimately receive. For every feature that your product or service has ask, "So What"? Why would the client care? What are they really after? Sell the client on the ultimate goal and then use your product or service as the means to get there.

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Apr 24, 2016 / Kim Orlesky

Video: The Follow Up

The follow up in a sales cycle is your opportunity to keep current clients engaged and prospects informed on new products and services. It ensures you keep your sales funnel full by bringing in new opportunities with contacts with whom the timing is right for them.

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Mar 27, 2016 / Kim Orlesky

The Time No One Show Up To My Event

“My event in Sydney is only three days away, and I only have two people registered for it,” I texted my friend in a panic.

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Mar 20, 2016 / Kim Orlesky

Video: The Cold Call

Why are you calling someone and only talking about yourself and your product and service? Look at the cold call as an opportunity to start the relationship. Find out about the other person and let the natural segue flow into what you offer and how it may answer their needs.

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Mar 13, 2016 / Kim Orlesky

Walk It Off: How to Fight Through Adversity

I started running again. A couple of years back I ran my first marathon, a wonderful achievement that gave me a three-day high in accomplishment, and an IT band injury that took much longer to heal. After that, I stopped running because the pain would become unbearable. But this year I was asked to compete in a half marathon at the end of May, which meant I need to get back to running and training.

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Feb 28, 2016 / Kim Orlesky

Video: The Shameless Ask

When you are wanting something in your life, it is necessary to have to ask those around you for what you want. Be shameless in your ask. If you want it, own it. Go for the ask. Be bold!

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Feb 14, 2016 / Kim Orlesky

The Strength of Weak Networks

I attend a lot of networking events. I’m actually quite good at it, because I am genuinely interested in other people and what they do. Not because I think I can use every person’s product or service that I meet, but because I believe I know someone that can. The more I get to know a person, the more I understand their business and what they do, and the more I can help connect people within my network. I love being known as the person that can connect. I love being the person that if someone is looking for something, besides using a google search, they will contact me and ask me if I know anyone offering that particular service or product. Word of mouth is so powerful, and being an entrepreneur, it is how a majority of my business and the business of so many others find their clients.

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Jan 31, 2016 / Kim Orlesky

Why I Worked To Get Fired

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Jan 16, 2016 / Kim Orlesky

Video: Why Is It Your Goal?


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Jan 10, 2016 / Kim Orlesky

The Love Of A Project

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Jan 04, 2016 / Kim Orlesky

What Surfing Teaches About Being Committed

I paddled out as far as my arms could carry me. My upper body was burning. I was digging deep for every pull of energy when another wave would come and smash into my surf board, carrying me back towards the beach. For every two strokes forward, the ocean had other plans and pushed me away from the waves I needed to catch. I wanted it bad. I wanted to be where the rest of the surfers were. Catching the green wave before it crested white. That’s where a surfer is almost certain to pop up on that board and be able to ride that wave.

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Jan 03, 2016 / Kim Orlesky

The Words I Am Grateful For

I wasn’t excited about Christmas this year. I wasn’t excited about Christmas the year before either.

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Dec 20, 2015 / Kim Orlesky

Video: What Is Your Calling?


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Dec 13, 2015 / Kim Orlesky

The Risks and Rewards of Rejection

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Nov 22, 2015 / Kim Orlesky

Strive For Massive Failure

If you are hoping to achieve massive success but are not willing to take any risks, you're never going to achieve what you strive out to do. By deciding that you are willing to not just fail, but fail massively, you put yourself in a situation where you are willing to take the risks necessary to get you to where you need to be.

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Oct 25, 2015 / Kim Orlesky

Video: Your Project Isn't Finished Yet

[vc_row][vc_column][vc_column_text]The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time either by yourself, ideally with your team, and better still with the client or any third party's to ask the questions on what worked well and what could be done even better. Use the opportunity to gain insight and hone your skills.

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Sep 24, 2015 / Kim Orlesky
Topics: Sales Business blog

Video: A Contract For Every Meeting


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Aug 26, 2015 / Kim Orlesky
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