(This is the second in a series of videos from John “Coach K” Klymshyn, who will present two CP Special Sales Workshops April 14 at Channel Partners Conference in Las Vegas. Klymshyn has worked with the channel as an author, speaker and coach for more than five years. His practical ideas combined with humorous delivery led to the publication of a series of books, including "Move The Sale Forward," "The Ultimate Sales Managers' Guide" and "How To Sell Without Being A Jerk!" He specializes in larger, relationship-based deals, and he has directly helped salespeople at a Technology Services Distributor (TSD) close more than $500,000 a month in recurring revenue.)

Here is a transcript of the video:

Welcome to Enterprise Selling Excellence, my name is John Klymshyn. In order for us to move conversations forward, we have to have a fair amount of things going on up here that are focused on a compelling future. When we sell in the enterprise, it is critical that we focus our attention on who we're in conversation with, whether it's an individual or committee, and what their future is going to look like as a result of our conversation.

We cannot have selling -- my definition of selling is having people feel good about making a positive decision to move the conversation forward with me today. You can go ahead and slow down the video and get that down. When we're moving conversations forward, there is a different energy. There is a centeredness on the part of the professional seller, the enterprise seller. And when we are centered, what happens is we appear more competent. When we appear competent, we are perceived as confident, and that creates what I call the confidence-competence matrix.

We're not going to wake up and all of a sudden feel competent. Or confident. By focusing on the other person or the other business and their future, all of a sudden, we're not talking about ourselves or what we sell. This is the distinction. This is what enterprise selling excellence is all about … detaching ourselves from that ultimate outcome and moving the conversation forward, not dragging it, not driving it, not forcing it, not pushing it. In future videos, we will go deeper into what it means and how we can move conversations forward. I'm John Klymshyn