Make It Happen Mondays - B2B Sales Talk with John Barrows Karen Kelly: Hypothesis Selling and Creating Safe Spaces for Buyers
Jun 2, 2025
In this insightful conversation, guest Karen Kelly, a sales strategist and founder of K2 Performance Consulting, shares her inspiring immigrant journey and its influence on her sales career. She introduces the innovative approach of hypothesis selling, focusing on targeted questioning to truly understand client needs. Karen emphasizes the importance of preparation and authenticity in sales, advocating for a supportive environment, especially for women in the industry. Listeners will gain valuable insights on accountability, community support, and strategies to enhance their sales performance.
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Immigrant Upbringing Shapes Grit
- Karen Kelly shares her immigrant upbringing with a hardworking family valuing integrity and resilience.
- She highlights the competitive and sarcastic environment that helped develop her thick skin for sales.
Biology Influences Sales Approach
- Karen chose biology inspired by early school curiosity about the cardiovascular system and healthcare.
- She relates biology labs and hypothesis testing directly to her approach in sales.
Use Hypothesis Selling Approach
- Use hypothesis selling by showing up with a perspective and assumptions to guide prospects.
- Narrow questions and blend problem and benefits in messaging to respect prospect's time and gain engagement.
