With 73% of B2B buyers now preferring a "rep-free" experience, the traditional sales playbook isn't just outdated, it’s a barrier to entry. In this episode, Karen Kelly, CEO of K2 Performance Consulting and a fractional sales leader, joins Brynne Tillman to discuss how to break through the digital noise and build genuine relationships in a hybrid world. Karen shares her insights on moving from a "push" system to a "pull" system by leveraging humanity and curiosity. She explains why the secret to a motivated sales team isn't slamming the "more" button on activities, but rather focusing on connection, mindset, and clear expectations. Whether you are a sales leader struggling with a disconnected remote team or a rep looking to master the art of the 15-minute "discovery dance," this episode provides the tactical shifts needed to succeed in 2026.

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.