Peak Performance Selling

By Jordan Benjamin

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Episodes: 188

Description

Most sales training is wasted because it only focuses on tactics of how to sell. Peak Performance Selling will take a different approach and focus on the mental strategies and tactics top performers use to not only sell effectively but to manage their life better too. Join us as we interview top Sales Professionals and leaders about the mental side of sales, how they build empathy, emotional intelligence, resilience and success.

Episode Date
THE RIGHT ATTRIBUTES: Learn More About Who You're Hiring with Ken Lundin, Part 2
00:09:57

Sometimes we sell a position in our company too hard that we don't learn about the people we're working with. So we have to understand the "giving" mindset when hiring new sellers. In this episode of Peak Performance Selling, Jordan and Ken talk exactly about that and what other types of attributes to look out for during the interview.

Ken also talks about the main things that one needs to do for himself to continue showing up for work and perform consistently. He gives us the idea of work-life alignment instead of looking for some sort of balance between work and play.

 

PEAK PERFORMANCE HIGHLIGHTS:

KEN: HAVE A STRUCTURED PROCESS FOR HIRING

“I think it's really important to have non-negotiables that are not on the job description. As an example,  I want somebody that can show that they can be a student and a teacher in the exact same conversation. There's a moment when I want to see that they want to learn what I'm talking about and there's a moment when they have a chance to show me their expertise.”

 

You can connect with Ken and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 26, 2023
OWN YOUR LIFE: You Can Create The Future You Want with Ken Lundin, Part 1
00:12:35

We romanticize the idea of how easy it is to make a million bucks. But we also have to understand the inherent risk and respecting that risk is what drives us to success. In this episode of Peak Performance Selling, Jordan sits with Ken Lundin, President of Ken Lundin & Associates and RevHeat.

Ken shares a wealth of insights on building one's self back up again and creating your own space and energy as opposed to consuming what the world is giving you. He talks about avoiding the victim's mindset by adopting the right thoughts and keeping yourself in a positive headspace.

 

PEAK PERFORMANCE HIGHLIGHTS:

KEN: THE BIGGEST SHIFT SALES AND SALES LEADERSHIP NEED TO MAKE TODAY

“They'll say somebody owes me something or something should be given to me. But when you move from a victim's mindset and move into 'I'm going to exert 'all the control I can over the thing things that I can control and I'm not going to let those things I can't control influence my day or happiness.' It's a massive shift in your entire worldview.”

 

You can connect with Ken and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 23, 2023
STAYING ON TOP: Authenticity and Consistency Moves with Sophie Salzman, Part 4
00:14:26

In this episode of Peak Performance Selling, Jordan has a last conversation with Sophie Salzman on goal setting and attaining consistency to stay on top.  

Being authentic is also one attribute that greatly enhances sales performance. Sophie explains why one cannot be empathetic if you're also not authentic, and this comes from knowing what you want and achieve. Lastly, she talks about how she bounces back when things don't go expectedly.

 

PEAK PERFORMANCE HIGHLIGHTS:

KNOW WHAT YOU WANT AND BE FOCUSED ON IT

“Not like I don't care about others but I don't feel competition with others it's like, this all me. I'm going to think about how I can help others and provide really helpful feedback and information, meet with them, mentor them, and coach them. But when get distracted by looking at what other people are doing, it's going to be really hard.”

You can connect with Sophie and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 19, 2023
GOAL SETTING: Motivate Yourself to Motivate Others with Sophie Salzman, Part 3
00:10:32

In this episode of Peak Performance Selling, Jordan continues the conversation with Sophie Salzman on goal setting and her usual approach when it comes to this. 

She also talks about how she uses these goals to reset every year and continue to stay consistent despite many wins and losses in her performance. Sophie discusses how to build relationships with partners and help them to be motivated in growing their own goals.

 

PEAK PERFORMANCE HIGHLIGHTS:

HOW SOPHIE MOTIVATES HERSELF TO STAY ON TOP

“It's nice to have recognition but it's all internal. There's no competition. It's competition within me, I want everyone to be successful. I'm always splitting because what goes around comes around. We're all humans and we have a livelihood to meet.”

 

You can connect with Sophie and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 16, 2023
DRIVE SUCCESS: Build Healthy Habits and Set Boundaries with Partners with Sophie Salzman, Part 2
00:10:21

In this episode of Peak Performance Selling, Jordan sits with Sophie Salzman to continue their conversation on how she stays consistent when it comes to sales performance and how others can possibly implement these in their routines too. 

Sophie talks about her practices when new features of the product are launched and how she stays transparent about not knowing everything about the new features. She also highlights the importance of taking care of one's self when in a sales role.

PEAK PERFORMANCE HIGHLIGHTS:

WHAT SOPHIE DOES WHEN NEW HUBSPOT FEATURES ROLL OUT

“What I try to do is identify two or three features or tools that I can speak to so confidently and that can help me differentiate why xyz product is the right fit and not the other one. And then if they have a question I go, "Honestly, that's the beauty of HubSpot because there's so much you can do" based on what you need.”

You can connect with Sophie and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 12, 2023
BUILDING TRUST: Strengthening Relationships with Customers and Prospects with Sophie Salzman, Part 1
00:09:49

In this episode of Peak Performance Selling, Jordan sits with Sophie Salzman to talk about her journey going into sales and the strategies that define how she sells successfully over the years.

Sophie talks about the impact of trust in building and enhancing relationships with customers and prospects alike. Building trust is all about knowing the person first. This makes it easier for them to communicate what they need or want from your product or service overall.

 

PEAK PERFORMANCE HIGHLIGHTS:

SOPHIE: YOU NEED TO GET TO KNOW THE PERSON TO BUILD TRUST

“Being in a sales role is just being in a relationship role. You've got to understand what the product is, but when you ask me 'how do I build trust?', I don't lead with 'I think you need X', I'm telling you what you don't need.”

 

You can connect with Sophie and check out her work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 09, 2023
BUILDING TRUST: Strengthening Relationships with Customers and Prospects with Sophie Salzman, Part 1
00:09:49

In this episode of Peak Performance Selling, Jordan sits with Sophie Salzman to talk about her journey going into sales and the strategies that define how she sells successfully over the years.

 

Sophie talks about the impact of trust in building and enhancing relationships with customers and prospects alike. Building trust is all about knowing the person first. This makes it easier for them to communicate what they need or want from your product or service overall.

 

PEAK PERFORMANCE HIGHLIGHTS:

SOPHIE: YOU NEED TO GET TO KNOW THE PERSON TO BUILD TRUST

“Being in a sales role is just being in a relationship role. You've got to understand what the product is, but when you ask me 'how do I build trust?', I don't lead with 'I think you need X', I'm telling you what you don't need.”

 

You can connect with Sophie and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 09, 2023
VALUE IN YOUR LEADERSHIP PLATFORM: Utilizing Human Connection as a Leader with Kelly Brooks, Part 4
00:11:02

In this episode of Peak Performance Selling, Jordan is joined by Kelly Brooks to discuss exploring and doing something new as a sales leader. She reminds us that resistance to change comes from a lack of understanding and how one can push through this.

Kelly shares that there are also times when the group you're working with doesn't understand the changes that need to be done to improve. These can cause gaps but you have to recognize that sometimes you can also be wrong as the sales leader.

 

PEAK PERFORMANCE HIGHLIGHTS:

KELLY: WE'RE ALL TRYING TO SUCCEED TOGETHER

“As leaders sometimes have to be okay that change can be uncomfortable. You have to check that check. Does it still align with our values? Does it still align with the overall arch? Sometimes the structure is uncomfortable and hopefully, we all believe in the long-term.”

 

You can connect with Kelly and check out her work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

May 05, 2023
WINNING LEADERSHIP: Knowing You've Succeeded as a Leader with Kelly Brooks, Part 3
00:12:20

In this episode of Peak Performance Selling, Jordan is joined by Kelly Brooks to continue the discussion on people leadership in sales. She talks about the concept of servant leadership and being motivated by the team's success.

 

She also shares her insights on how managers can upskill to be more prepared and more effective in their roles. Kelly talks about gaps that one might miss moving into from individual contributor to a management role and opportunities for training in this aspect. 

 

PEAK PERFORMANCE HIGHLIGHTS:

KELLY: SOMETIMES NEW LEADERS FORGET NOT EVERYONE HAS THE SAME HABITS 

“They need to do a lot more repetition. That's the part that surprises a lot of leaders where unfortunately for most people you can't just say it once. But when managers make that switch and figure out how to break down their process, make it accessible for other people and truly flex those situational leadership skills, that's when the magic starts to happen.”

 

You can connect with Kelly and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin   MyCoreOs.com    Podcast   |  Email   Twitter

May 02, 2023
BE AN EDUCATOR: Proactivity as a Leader with Kelly Brooks, Part 2
00:12:36

In this episode of Peak Performance Selling, Jordan goes back to his previous conversation with Kelly Brooks on people leadership roles in sales. Kelly discusses what first-time managers often get wrong and identifies the differences between leading and selling in these environments.

 

Kelly also talks about what typically happens when folks transition from retail into tech sales. For one, you could be gaining enough experience in face-to-face interactions that you can now hear their possible needs from over the phone. 

 

PEAK PERFORMANCE HIGHLIGHTS:

KELLY: FIGURE OUT HOW TO UNPLUG FROM WORK

“I'm really big on setting an intention and I do this in so many different ways. I think about my year, my quarter, month, week, my day and that showed up in different chapters of my life. As simple as it is, there's a lot of lists. It's like, these are the things that I need to pat myself on the back, lace up my boots on the weekend, and get out of here.  ”

 

You can connect with Kelly and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin  MyCoreOs.com Podcast  | Email Twitter

Apr 28, 2023
PEOPLE LEADERSHIP: Finding Energy in Leadership Dynamics with Kelly Brooks, Part 1
00:10:17

In this episode of Peak Performance Selling, Jordan is joined by Kelly Brooks to talk about her time starting out as a small business sales manager, eventually leading her own team, and also moving to the enablement side of the business.

She shares about her time in Apple and how it shaped her as a leader. Kelly talks about finding more energy going to work and how she started getting more and more interested in the leadership dynamics that shaped such a positive work environment. 

 

PEAK PERFORMANCE HIGHLIGHTS:

KELLY: BEING WITH THE TEAM SHOULDER-TO-SHOULDER

“Coming in, I'd never sold software, I was too new to the industry. But what I've learned, someone told me very early on like, 'You just have to be an inch in front of them.' I worked my tail especially that first year of just learning, absorbing, and figuring out who's the who and I'm really proud of the way it came together.”

 

You can connect with Kelly and check out her work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin  MyCoreOs.com  Podcast  | Email Twitter

Apr 25, 2023
SELF-AWARENESS: Why It's Essential in Work and Life with Scott Leese, Part 4
00:12:43

In this episode of Peak Performance Selling, Jordan is joined by Scott Leese to talk about building self-awareness and how it can come to you either completely by chance or that you'll have to go through something completely life-altering. 

 

Scott share about the time he spent four years in a hospital bed and what this taught him about being more aware of the opportunities being presented to us. He also talks about daily routines and answers some rapid-fire questions about work and life from Jordan.

 

PEAK PERFORMANCE HIGHLIGHTS:

SCOTT ON BEING NEAR DEATH IN A HOSPITAL BED

“You don't emerge from something like that without a different sense of appreciation for every opportunity that we have and a different sense of urgency than other people to get it done.”
 

You can connect with Scott and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 21, 2023
SELF-AWARENESS: Playing Through Your Strengths and Improving Weaknesses with Scott Leese, Part 3
00:11:59

In this episode of Peak Performance Selling, Jordan sits back with Scott Leese to talk about the common struggles of moving through a career journey from being a rep, to a manager, and to a director role.

He talks about how having a Psychology degree and a Religious Studies minor essentially helped him coach, teach, and lead teams and different individuals in business. Scott also shares his insights on helping reps understand the whys of certain processes instead of just plainly saying, "do this."

PEAK PERFORMANCE HIGHLIGHTS:

SCOTT: THINGS THAT FEEL EASY TO YOU ARE NOT THAT WAY WITH OTHERS

“You have to summon this superhuman amount of patience and find ways to simplify things even more than you think you have to simplify them in order to teach somebody and work with them until it finally clicks.”
 

You can connect with Scott and check out his work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 18, 2023
DISTRESSING HABITS: Scott Leese’s Best Practices in Handling Stress, Part 2
00:12:05

Jordan welcomes Scott Leese back to the podcast and asks him about his strategies for managing stress as a sales leader. Scott shares that finding people to talk to, exercising, and escaping into dumb movies or TV shows are some of the ways he deals with stress. He also talks about how he combines his passion for sales and sports through the Surf and Sales Summit.

Scott goes on to discuss the importance of creating a scalable sales process for startups and highlights that too many startups do not put together a real sales playbook. Learn more of Scott’s best practices in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

SCOTT: KEEPING HIS MENTAL HEALTH

“Finding people to talk to, whether these are friends and family members or for therapists or whatever. Just being able to find a safe space and in a community of folks to talk to you about the things that you're dealing with and going through.”

You can connect with Scott and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 14, 2023
SURF & SALES: How Scott Leese Surfed His Way to Sales and Solopreneurship, Part 1
00:10:14

In this episode of the Peak Performance Selling Podcast, Jordan welcomes Scott Leese, a successful sales leader, and solopreneur. They discuss Scott's background in sales, his transition to being a solopreneur, and the importance of having a support system. Scott also shares how his experience as an athlete helped him in sales and the importance of dealing with failure and staying disciplined. Learn more about Scott in this latest episode of Peak Performance Selling.


PEAK PERFORMANCE HIGHLIGHTS:

SCOTT LEESE: BET ON YOURSELF AND TAKE RISKS

“I just started betting on myself, and what I mean by that is I started taking big risks, I get a company to a certain level, and then I'd leave and go do it again.”

SCOTT: BEING A SOLOPRENEUR AND HAVING A COMMUNITY

“You're isolated, you win, you lose all alone, and that part gets a little taxing at times, but you have a good support system around you, and one of the reasons to build community and have a good network, and I take advantage of that and lean on them quite a bit.”

 

You can connect with Scott and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 11, 2023
PROGRESSIVE: Routines, Progress Boards, and Servant Leadership with Jason Cutter, Part 4
00:14:20

Jason Cutter is back for one last round with Jordan, and in this episode, he shares his expert insights on morning routines, progress boards, leadership, and success. 

Jason provides listeners with actionable tips and strategies for achieving their goals and unlocking their full potential. So if you're looking to take your sales performance to the next level, tune in to this episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JASON: CREATE YOUR PROGRESS BOARD

“Do that on purpose, this progress board, and I'm telling you, it's a great reminder to tell yourself, ‘No, I can do it. I have done it.”

JASON: BEST QUALITY OF A LEADER

“I think the biggest thing is that they realize they are a servant leader, that people don't work for them, they work for other people.”

JASON: DEFINITION OF SUCCESS

“The biggest thing for success is using my talents and abilities in a way that's moving towards what I feel is my mission every single day as much as possible within that day. So there's days where I just completely fail it at moving anything towards it, or it feels like and I have to remind myself, some days, it's just tasky or it's just off. But for me, my personal and or professional mission right now is to facilitate transformation by encouraging and enabling light bulb moments by helping underdogs win their game.”

 

You can connect with Jason and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 07, 2023
STRUGGLE NO MORE: Putting Struggles into Perspective with Jason Cutter, Part 3
00:12:44

We are back with Jordan and Cutter Consulting Group Founder and CEO Jason Cutter, as they discuss tips and strategies for bouncing back from sales struggles. The conversation revolves around the importance of not comparing oneself to others, putting sales struggles into perspective, controlling activity levels, maintaining peak performance, and using perspective and reframing to handle negative experiences.

Jordan and Jason emphasize the need to avoid comparing oneself to others and instead focus on understanding the whole picture. They suggest having empathy and non-judgment towards oneself and others to avoid unrealistic expectations that lead to disappointment. Enjoy more of these powerful insights in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JASON: DON’T COMPARE

“Don't compare your behind-the-scenes with other people's highlights.”

JASON: SALESPEOPLE VS SALES PROFESSIONALS

“This is where I see a lot of salespeople miss the mark. And the difference between a sales professional which I put in a different category, not that sales professionals don't have slumps or bad quarters or bad days, they still have them. It's how they recover, and it's what they're doing long term, the difference between those categories is activity level, and putting in actual work. That's the difference.”

JASON: THERE’S NO CONTROL

“You can't control everything. Everything happens for a reason. There's some lesson in it, and again, the lesson might be you're not very good and you need to get better. It's not always like ‘Oh, this door didn't open, which means this door of rainbows is gonna open.’ No, maybe it's because you messed up,”

 

You can connect with Jason and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 04, 2023
CUT THE GROSSNESS: Jason Cutter on Trust, Objections, and Authenticity Before Persuasion, Part 2
00:10:47

Cutter Consulting Group Founder and CEO Jason Cutter is back for round 2 with Jordan in today’s edition of Peak Performance Selling. In this episode, the two discuss the various aspects of authenticity.

Jason explains building layers of trust with the customer, handling objections by understanding the root cause of their “fear”, answering questions with the empathetic reversing approach, and many more. Tune in to learn more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JASON: BUILDING A LAYER OF TRUST

“The other person potentially buying it is a human. And they have a lot more at stake because they also have a reputation within their company if they screw up. And so you have to understand those things. And once you do, then you're playing a completely different game, because now you're addressing those things in advance, or you're building a sales process that then builds up the layers of trust, such that when you get to the point where you tell them what they should be doing, they know that you care about them, and that you're professional, and then they're going to follow you.”
 

JASON: UNDERSTAND THE ROOT CAUSE OF AN OBJECTION

“That's the thing to keep in mind is that when those questions come up, when objections are raised, it's coming from somewhere. It's either a past experience where they've been burned dealing with some other growth salesperson who talked them into something, or they just bought something and made a mistake, and it was all on them, but they don't want to look bad again.”

 

You can connect with Jason and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 31, 2023
CUTTING EDGE SELLING: Relational and Analytical Combination of Selling with Jason Cutter, Part 1
00:12:08

Jordan welcomes Jason Cutter, the CEO of Cutter Consulting Group, who is an author, podcaster, and sales success architect for companies and individuals. The two talk about the topic of authenticity and how it plays a significant role in sales, and Jason shares his journey of how he transitioned from marine biology to sales. Jason mentions the importance of using analytical skills in sales, mixed with his general desire to solve problems and fix things. However, he warns about being careful with the analytical part, so it doesn't overcomplicate solutions and lead to analysis paralysis.

The conversation then shifts to evolutionary biology and the challenges in the buyer's journey. Jason talks about how technology has changed our lives rapidly and how our brain is still wired to fear change and make mistakes. He also mentions the lifelong distrust of salespeople due to their unregulated nature and how it's a challenge to convince buyers to purchase products. Tune in to learn more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JASON: RELATIONSHIPS + ANALYSIS

“Instead of my approach being all rapport, all relationships, I mixed that with, ‘Okay, you have this issue, let's look at it. Let's see what makes the most sense, and let me help you.’ One of the biggest downsides of that, if you're not careful, if you're an analytical person, and you're in sales, is that you might want to over justify, overcomplicate and then over-provide solutions.”

 

You can connect with Jason and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 28, 2023
NEW DOORS: The Power and Value of Trying New Things with Brent Keltner, Part 4
00:10:37

NEW ADVENTURES ARE THE BEST PATHS TO TAKE

In this episode, Jordan continues his conversation with Brent Keltner, who emphasizes being open to trying new things and opportunities.

Brent shares his experience of writing a book and how he learned from his book coach that writing with narratives and stories is more engaging for the reader. He emphasizes the importance of having a mentor and being open to learning from them.

Jordan and Brent discuss the importance of committing to practice and being open to new experiences, and at the end of the episode, Brent shares where listeners can find and follow him, and Jordan encourages listeners to share the podcast with others and leave a review.

 

PEAK PERFORMANCE HIGHLIGHTS:

JORDAN: BE OPEN TO TRY NEW THINGS

“You don't have to quit your job. You don't have to go for something totally different. But how do you put yourself in a different mindset? How do you challenge yourself and say, I might fall at this, I might fail completely. And that's okay. Because we're going to learn, we're going to grow, and we're going to have new skills at the end of it that we didn't have coming into it at the start.”

BRENT: DEFINITION OF SUCCESS

“I'm a Christian. So there's only one measure of success. I have a relationship with God that I want to bring into the world, and what I love about the direction of the book and the company is authenticity; it's a Christian value, that we serve each other. And so the idea of bringing that into business practice, I'm a very competitive dude, to be able to bring those into alignment is pretty powerful to me to say I'm doing something.”

 

You can connect with Brent and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 24, 2023
TOTALLY COMMITTED: The Commitment to Dedicate Time for Skills Practice with Brent Keltner, Part 3
00:15:02

PRACTICE MAKES PERFECT

You will hear this from a whole lot of people, and sometimes it already sounds so cliché. However, practice is an integral part of your growth as a salesperson or whatever it is you do. You may not be able to be really perfect at what you do, but practice can bring you close.

Winalytics President Brent Keltner is back for round 3 with Jordan, and in this episode, they talk about the qualities of a good leader, the importance of having a commitment to practice, how much time you really need for it, and many more. Tune in today to find out more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

BRENT: WHAT GOOD LEADERS ARE MADE OF

“Good leaders have to be inspirational, empathetic, good communicators, and all that stuff, and there are people that are better qualified than me to talk about good leadership. But with go-to-market leadership, one of the things that I think is true of great leaders is the commitment to practice.”

BRENT: AN HOUR IS ALL IT TAKES

“Think about an hour a week, or 3% of your working week, that is dedicated to skills practice, either in an individual coaching call or a team coaching call, and we alternate those an hour a week, or 3% of your time, to get better at what you do, not to just close the deals, but to shift the arc, and I think the reality in my experience is, that is enough time if you do it repetitively, to shift the trajectory.”

 

You can connect with Brent and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 21, 2023
TRUST IN ME: Sales Built on Trust and Reciprocation with Brent Keltner, Part 2
00:10:11

IF WE ARE ALL WILLING TO LEARN, WE WILL NEVER FAIL

Brent Keltner is back for another round with Jordan, and today, the two focus on being a trusted advisor and how to improve your team. Brent explains the definition of a trusted adviser, selling with reciprocation, what is the proper execution of the challenger sale, how a team can avoid failing, and a whole lot more. Find out in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

BRENT: THE TRUSTED ADVISOR

“A trusted advisor is basically like, I'm going to introduce you to things that can move you forward, but I need to ask you back whether you see those as moving you forward.”

BRENT: TOGETHER YOU LEARN, TOGETHER YOU EARN

“If your team is open to learning from their customers, and from each other, and willing to do that, we will not fail.”

 

You can connect with Brent and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 17, 2023
TWO-WAY OR THE HIGHWAY: Integrating Authenticity and Transparency in Selling with Brent Keltner, Part 1
00:13:24

AUTHENTIC AND TRANSPARENT, THE TWO-WAY STREET OF SUCCESS

A lot of sellers have the tendency to be pushy and care only about their product and company whenever they get the chance to talk. In this episode, Jordan welcomes Brent Keltner, President of Winalytics LLC, and will be discussing his research method of learning about buyers and how authenticity and transparency come into play in the selling process. Find out more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

BRENT: WHAT AUTHENTICITY IS

“To me, authenticity isn't a nice guy, or I'm gonna bend over like a nice gal, I'm gonna bend over do anything you ask. It's more about, there are two sides to this conversation, and the more I am anchored on what you care about, not my product, but what you care about, and whether I can make a match, and whether we can make a match together, that's authenticity.”

JORDAN: TRANSPARENCY THROUGH MUTUALLY BENEFICIAL RELATIONSHIPS

“Sales was so one-sided in the past, it was all about the seller, it was all about the company and what they're trying to sell, and as we move to this more mutually beneficial relationship and engagement that gets created, we can show up and be a little bit more transparent as a seller.”

JORDAN: IT’S A TWO-WAY A STREET

“It's a two-way street, not everybody's a good fit and the sooner you figure that out, the better. ”

 

You can connect with Brent and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 14, 2023
BOUNCE BACK, MOVE FORWARD: How to Deal with the Bad Moments with Donald C Kelly, Part 4
00:14:27

WHEN THE GOING GETS TOUGH, THE TOUGH GET GOING

What do you do when everything seems to be going absolutely fine, and then something bad hits you? What if you have an encounter with failure? In this episode, Jordan welcomes Donald C Kelly back for one last round to talk about setbacks and bad days. Donald shares his experience with such an encounter and what he learned to get by and bounce back. Learn more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DONALD: BEAT YOUR PERFORMANCE YESTERDAY

“What I try to strive to do is to look for, ‘How can I make it that I'm going to outperform my yesterday? How can I beat what I did yesterday and bring something new to the table?”

DONALD: ISOLATE THE BAD MOMENT AND DON’T DWELL ON IT

“We don't have bad days, we have bad moments, and we then put that on to everything else, and it's like, ‘No, let's isolate that moment.’”

 

You can connect with Donald and check out his work in the links below:

 

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Mar 10, 2023
FROM VISION TO FRUITION: Vision Boards, Accountabilities, and Practices with Donald C Kelly, Part 3
00:10:56

IF YOU HAVE A VISION, YOU’RE ON A MISSION

Donald C Kelly is back for round 3 with Jordan in today’s episode, and now they talk about vision. Vision is what gives you foresight of the goals you want to achieve and targets to hit. Donald shares how he and his wife create their vision board and how much of it is coming to fruition. He also discusses the importance of accountability with himself and his peers. Stay tuned as Donald shares his best practices for maintaining a positive attitude and peak physical health in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DONALD: THE PROBLEM WITH REPETITIVE NEGATIVE THOUGHTS

“Once you start training yourself to see and look for opportunity, versus live in this fear-based state or scarcity mindset that we've really been programmed with for tens of thousands, if not millions of years, suddenly become more resourceful. Those doors open to you that you maybe never thought was possible, because you weren't thinking it was possible.”

DONALD: ACCOUNTABILITY WITH THE HELP OF PEERS

“I had set this vision and started working towards it, and the accountability has definitely been helping, and financially, it's coming to fruition, and I couldn't have done that without the accountability from the peers in the community that I have, that's helping me to make that happen.”

DONALD: PREPARING FOR TOMORROW

“So one of the things that I do at the end of the day today before we get out of the office, I want to look over the day for tomorrow, I kind of did some of it already. But I want to make sure I'm prepped for tomorrow's day, and that's another huge component for me is doing the things now to prep for tomorrow.”

 

You can connect with Donald and check out his work in the links below:

 

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Mar 07, 2023
BREAK THE CHAIN: Breaking the Barriers of Limiting Beliefs with Donald C Kelly, Part 2
00:09:59

YOUR SUCCESS IS JUST AS GOOD AS YOUR THOUGHTS

Limiting beliefs are annoyingly destructive and can lead you to a lack of confidence and a lack of desire to succeed. Donald, the Sales Evangelist is back, and today he joins Jordan once again to talk about dealing with limiting beliefs. He breaks down how having negative thoughts repeatedly will continue to limit you, and that all it takes to keep you going is to keep telling yourself that you should start doing new and creative ways of doing things. Learn more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DONALD: THE PROBLEM WITH REPETITIVE NEGATIVE THOUGHTS

“Repeating those negative thoughts over and over multiple days in a row, it becomes true somewhere in your head and then therefore you live according to that reality. ”

DONALD: START TELLING YOURSELF, AND YOUR BRAIN WILL DO THE REST

“If you start telling yourself that you should start figuring out creative ways, your brain starts to help you and starts to guide you, your reticular activating system gets opened, and starts to point out things to you that you may not have realized when it comes towards closing or when it comes towards those deals.”

 

You can connect with Donald and check out his work in the links below:

 

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Mar 03, 2023
EVANGELIC: Powerful Selling with the Right Mindset with Donald C Kelly, Part 1
00:13:18

THE SALES EVANGELIST IS IN THE HOUSE!

It’s another powerful series delivered to you by Jordan Benjamin. In this episode, he welcomes Donald C Kelly, the Founder and Host of The Sales Evangelist, one of the top sales podcasts today. Donald will be sharing his experience in early age selling and hustling that led him to become a top sales professional. Donald also shares his belief that anyone can sell if they have the desire for it, and how to break barriers like limiting beliefs, demographics, and financial brackets. Learn more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DONALD: MAKE IT HAPPEN

“Don't beg for things just make it happen, and I feel that I got lucky over the years and I define luck as where opportunity meets hard work.”

DONALD: SET YOUR MIND THAT ANYTHING IS POSSIBLE

“I want Caleb, my son to be able to have this mindset that anything that he puts his mind to is possible.”

DONALD: IDIOTS WITH GUTS VS SMART PEOPLE WHO COULD NEVER DO IT 

“When a political season comes around, everybody complained, I can't believe this person running for mayor, I can't believe this person running for governor, I can't have two idiots running for president, you don't want to know why those two idiots are running, because the smart people like you said I could never do it. But those idiots took a chance, and it would fail over and over and over and over again until they just break through, but we give up too easily, and it's because of our limiting beliefs that we have.”

 

You can connect with Donald and check out his work in the links below:

 

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Feb 28, 2023
NEUROHABITS: The science of creating habits with Kevin Bailey, Part 4
00:15:34

MINDFULNESS IS BOTH A SCIENCE AND A HABIT

Kevin Bailey is back for his last round with Jordan and in this episode, the two talk about mental health as part of the early stage of the educational system, the pain caused by craving neurotransmitters, the science of creating habits, the best qualities of leaders, and what success means to him. So tune in now to this powerful and packed episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

KEVIN: IT TAKES MORE THAN JUST A FEW DAYS

“You're not going to feel gratitude in the first few days, it's going to take a month, it's worth it, you're not gonna get a meditation in a few days, you're gonna be so bombarded with thoughts, you're gonna want to shoot yourself. Give it a few months. I know it's hard. But the only way to believe this stuff is to experience it for yourself.”

KEVIN: EMOTIONS HELP MAKE HABITS

“The more emotional I get about the practice, the faster it'll become a habit.”

KEVIN: DEFINITION OF SUCCESS

“The ability to experience joy regardless of what's happening externally, to not shut that down when things go sideways, to be able to just stay in a state of joy, stay in a state of comfort even when things get really uncomfortable normally, like success looks like that to me”

 

You can connect with Kevin and check out his work in the links below:

 

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Feb 23, 2023
MOODY CHEMISTRY: Physiological Composition of Emotions in Selling, with Kevin Bailey, Part 3
00:11:52

IT’S TIME FOR SOME CHEMICAL ROMANCE

Kevin Bailey is back for round 3 with Jordan, and this episode is packed. Jordan and Kevin start off with the attitude of gratitude, followed by the mindset of positivity. Last but not the least, Kevin discusses how your emotions are tied to your physiology, diving deep into the different natural chemicals in our bodies that affect the types of emotions we have, and how he coaches people based on their modes or moods. Learn more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JORDAN: FEED YOUR LIFE WITH POSITIVITY

“As we've grown to keep ourselves safe, so and so we've got to be afraid of everything. But if we can feed in additional positivity to make that the most efficient path to making that the strongest path, we can now see the world and find those opportunities to send a nice text to see the beauty of the world around us”

KEVIN: VISUALIZE IT AND YOU’LL BELIEVE IT

“Sometimes it doesn't know the difference in what's real and what is imagined. That's the other thing people don't understand. Visualize it and you'll believe it. The thing that controls 95% of your thoughts, the subconscious mind will believe it and just get the heck out of the way so you can sell.”

 

You can connect with Kevin and check out his work in the links below:

 

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Feb 21, 2023
MEDITATE TO BE GREAT: Mental Strength And Improved Performance With Meditation with Kevin Bailey, Part 2
00:15:39

SOMETIMES, WHAT YOU NEED TO DO TO FIX YOURSELF IS TO JUST SIT AND RELAX

Kevin Bailey is back for part 2 with Jordan in today’s episode. Kevin talks about the power of meditation and what it really does. He also breaks down the science involved in meditation and how it really works in your body. Kevin and Jordan will also be touching on topics around mental fitness, gratitude, and self-love. Find out more in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

KEVIN: JUST SIT THERE AND WATCH

“the only real good way of becoming mindful of the thoughts that are going through your head is to watch them for a few hours, and there's no better way to watch than just to sit there and watch them, and that's what meditation does. You'll become acutely aware of the stuff you tell yourself.”

KEVIN: IT’S ALL ABOUT POTENTIATION

“Meditation is really about deep potentiation. That other part, letting go of beliefs that don't serve us. It's not the exciting part of building new beliefs. So I look at meditation as something normally I don't use in the sales process, I kind of like save it for later, but I emphasize how drastically important it is.”

 

You can connect with Kevin and check out his work in the links below:

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Feb 17, 2023
A WHOLE NEW MIND: Creating New Mindsets to Counter Stress and Burn-Out with Kevin Bailey, Part 1
00:12:51

BUILD A MINDSET STRONGER THAN STRESS AND BURN-OUT

Join us today as Jordan welcomes Kevin Bailey. Kevin is the Co-Founder and CEO of Dreamfuel, which helps teams perform at higher levels while reducing stress. The two discuss burnout, stress, and the importance of focusing on life's quota over the standard sales quota. Kevin also breaks down the 3 ways to create new mindsets so make sure to stay tuned to this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

KEVIN: MINDSET BALANCE BETWEEN BURNOUT AND RESILIENCE

“I realized I needed to learn the other side of mindset, which is like how not to burn out and how to stay strong and be resilient.”

KEVIN: YOUR EMOTION CREATES YOUR MINDSET

“Emotion is what creates memory. Emotion is what creates new mindsets. If you want to get confident, have natural confidence, you got to get really excited about you being confident, and that will wire and fire and build new neural networks for confidence.”

KEVIN: AVOID CREATING LIMITING BELIEFS

“Last thing you want to do is get into an already bad situation and make it worse because you turn a bad situation into a limiting belief that lasts with you for the rest of your sales career.”

 

You can connect with Kevin and check out his work in the links below:

 

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Feb 14, 2023
ONE TRUE PURPOSE: Success Through A Life of Giving and Serving with Rachel Shi, Part 4
00:13:37

WHAT IS YOUR TRUE PURPOSE? 

In this last round with Rachel Shi, she and Jordan talk about purpose in life. Rachel believes that her purpose is to be of service to others and that this is the purpose that the majority of people should strive for. Rachel talks about the importance of having a mindset shift and aligning your life with your purpose. She believes that this is key to achieving peak performance and to living a fulfilled life. Stay tuned until the end as Rachel shares what is success to her, only here, in the latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

RACHEL: FEELING BETTER BY HELPING OTHERS

“If I'm feeling bad about something, something's not going my way, like my automatic reflex is not necessarily to kind of like, turn to something that will make me feel better a little bit like, I turned to kind of the reflex of how can I go and help someone else with something that they're going through”

JORDAN: TRUE FULFILLMENT THROUGH GIVING

“I think true fulfillment comes in with one of the key aspects and necessities in our lives to really feel fulfilled is by being able to give to others by knowing that there is this abundance out there in the world.”

RACHEL: SUCCESS FROM MEANINGFUL CONTRIBUTION

“Success to me, is the ability to contribute in a way that's meaningful to me, where I'm no longer doing anything because I have to, whether it's working at a job that I don't like, or hanging out with people that I don't want to but know that I have to. So that's success, that's freedom to me.”

 

You can connect with Rachel and check out his work in the links below:

 

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Feb 10, 2023
CUT IT OFF! Peak Performance by Curating Your Inner and Outer World With Rachel Shi, Part 3
00:10:33

BE RUTHLESS AND CURATE WHAT’S AROUND YOU

What is Rachel Shi’s secret routine to success? It’s not about the millionaire habits, it’s not about executive-level tactics, it’s about filtering the information and influences that you let yourself get impacted with. Rache shares that her one true key is to know which information is useful to you and cut off those that aren’t. She advises us all to keep our eyes off the negative news and always looks forward to the positive aspects of life. Learn more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

RACHEL: CUT IT OUT

“I've just always taken the philosophy if it doesn't serve, you cut it out.”

JORDAN: PERSONAL CONDITIONING

“If we can condition our outside or inside world of what we see and what we take in to help us move forward to lift us up versus continually take us down, like the news cycle. I think that's such a critical, critical piece, and really, really powerful.”

RACHEL: PERSONAL DEVELOPMENT BEGETS PROFESSIONAL DEVELOPMENT

“If we want to bring it back to sales or your career, like to succeed in anything, like it requires that element of personal development so there's no such thing as professional development without personal development.”

 

You can connect with Rachel and check out his work in the links below:

 

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Feb 07, 2023
ATTITUDE OF GRATITUDE: The Power of Living in a State of Gratitude with Rachel Shi, Part 2
00:11:31

IT PAYS OFF TO PAY GRATITUDE

Rachel Shi is back in another round with Jordan and today, they talk about living a life of gratitude and appreciation. The two discuss why it is important to always be grateful even when things turn south. Rachel also gives her insights about the value of self-sufficiency and self-reliance, the lessons she learned from her first job, and practicing empathy in sales which she learned from becoming a buyer herself. All these in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

RACHEL: CONSCIOUSNESS OF DEATH BRINGS A NEW PERSPECTIVE

“Having a consciousness of death and having a consciousness that everyone is going to die, and again you don't know when that's going to be, humbles you, and it gives you perspective.”

RACHEL: THE BRIGHTER SIDE OF ‘WHAT IF’

“They always hold back because it's like, what if, what if this doesn't go right? What if I look foolish? And I always try to encourage them to reframe that what if. What if everything goes great? How powerful is that? If everything goes better than expected, and that's just a small mental shift that you can make, and it makes the world of difference.”

JORDAN: WORST-CASE VS BEST-CASE SCENARIO

“In most cases, our brain is going to default to the worst-case scenario. And that isn't even the most likely scenario. And so if we can say, well, what would the best case be here? To your point, like, I think there are just so many subtle little tricks that we can do with our mind to move away from our kind of predisposed negative fear-based state that we all live from.”

 

You can connect with Rachel and check out his work in the links below:

 

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Feb 03, 2023
OVER THE RAINBOW: The Quest For Something More and Taking Risks with Rachel Shi, Part 1
00:13:25

TAKING RISKS, BREAKING BARRIERS.

Rachel Shi, a Strategic Account Executive at metadata.io, joins Jordan today, as they discuss the importance of having a mindset that there’s something more out there for you. Rachel was born and raised in Australia, but decided to take her adventure in the US, found her passion in sales, and succeeded. She shares her story of how she decided to take the leap and traveled to a different country to find the career that fits her, where she can grow to what she has achieved today. Find out more about Rachel in this latest episode of Peak Performance Selling.


PEAK PERFORMANCE HIGHLIGHTS:

RACHEL: THERE’S MORE OUT THERE

“I've always had this mentality that there's something more out there, and that's always just been at the back of my mind.”

JORDAN: PEOPLE HIDE FROM NEW THINGS

“I talked to so many people every day that are thinking about, Oh, should I move here, should I take this leap and do something different? And in many cases, people don't do it, they hide or it's just so much easier to do the same thing that we have been doing.”

RACHEL: WHEN IMPERFECT ACTION IS PERFECT

“imperfect action is the way to go. There's no such thing as a perfect time to do anything. Like I'm going to kind of like reframe this a little bit. To and that the hard decision is always the best one as well.”

 

You can connect with Rachel and check out his work in the links below:

 

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Jan 31, 2023
OPEN UP: The Value and Importance of Vulnerability with Tim Clarke, Part 3
00:13:58

STRENGTH IS MADE PERFECT IN WEAKNESS

While a lot of people have a stigma of vulnerability being a sign of weakness, but for Tim Clarke, vulnerability is something that leaders and colleagues should have alike. Tim and Jordan discuss the importance of giving room for vulnerability in the workplace and that people who are opening up should not be questioned or treated differently. In line with this, people are starting to move to jobs where they can be open about their state of mind and be listened to. Stay tuned as Tim also shares some light on the misconceptions about mental health, only here in the latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

TIM: PEOPLE WANT TO BE CARED ABOUT

“People are moving. People want to work for not only a company, but we're for someone, a manager who cares about mental health. And so I think every leader on here right now should be considering, okay, what am I doing for mental health? What am I doing for vulnerability, not only to attract talent, but to retain talent as well.”

TIM: VULNERABILITY SHOWS TRUTH AND CONNECTS

“Vulnerability is just what opens up the door for people to see more of who we really are and to connect.”

TIM: #1 MISCONCEPTION ABOUT MENTAL HEALTH

“The first one that comes up to me is mental health equals mental illness, whereas mental health could equal mental wellness.”

 

You can connect with Tim and check out his work in the links below:

 

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Jan 27, 2023
EVENTS OF OUR LIVES: Events Of Inclusivity, Grief, And Healing With Tim Clarke, Part 2
00:09:34

WHAT DOES MEAN TO BE “INCLUDED”?

Jordan is back with Tim Clarke, and in this episode, they will talk about events and valuing other things than just work. Tim emphasizes the importance of creating events that are inclusive and engaging while avoiding the same types of events that are repeated over and over. He and Jordan also share some personal experiences where they learned that there are other things more important than just work. 

Find out more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

TIM: BE AN INCLUSIVE LEADER

“Recognizing that you might have some people in your team that may be struggling, maybe you're in recovery, may or may not want to come forward and talk about that. So if you really want to be a great manager and a great leader and be inclusive, maybe, take some advice on some of those options I just ran through”

 

You can connect with Tim and check out his work in the links below:

 

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Jan 24, 2023
UNCRUSHED: The Power Of Connection And Community Toward Mental Health With Tim Clarke, Part 1
00:14:09

CONNECTED. SOBER. UNCRUSHED.

It’s another peak performance day, and in this episode, Jordan welcomes Tim Clarke, currently Senior Director for Product Marketing at Sprout Social Inc. Tim is also the Co-Founder and CEO of UNCrushed.org, a platform he built to raise awareness of the many mental health challenges faced and how people have overcome them. Tim will be sharing his own struggles and how he overcame them and will discuss the power of having a community to help you in those struggles. Find out more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

TIM: FOCUS ON THE LIGHT, BUILD A COMMUNITY

“We don't just focus on the darkness, we focus on the light, how have people found that path through what works for them, in the hope that we can build a community for people to connect with each other.”

JORDAN: THE POWER OF COMMUNITY

“I think there is so much power in community. We are tribal, as humans, and I think so frequently in sales, were taught, especially with this predominantly male workforce, to pound the chest to just push through it to continue to crush and not take any time to actually allow ourselves to step back to talk about the things that we struggle with.”

 

You can connect with Tim and check out his work in the links below:

 

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Jan 20, 2023
FANOCRACY: Learning To Grow Fans The Right Way With David Meerman Scott, Part 3
00:13:50

BE HUMAN AND INFECT PEOPLE WITH YOUR PASSION AND AUTHENTICITY.

David is back for one last round and in this episode, he discusses further the different ways that the portfolio theory can benefit you, and the importance of always wearing your infectious passion to influence people and grow fans along the way. Don’t miss David’s last outing on the latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: GROW FANS WITH YOUR INFECTIOUS PASSION

“When you share what you're passionate about in the world, you're much more likely to grow fans. But so many salespeople especially but there are all kinds of different business people. They are one person on LinkedIn notices for business, this is my LinkedIn, and they're another person in the rest of their life. happy-go-lucky, fun-loving. Mix those things, merge those things, show us who you are in your private life because that's what will grow fans.”

 

You can connect with David and check out his work in the links below:

 

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Jan 17, 2023
OWN IT: Taking Control Of Your Life And Creating Own Opportunities with David Meerman Scott, Part 2
00:13:03

David is back and in this episode, he talks about starting your own company. He says that it is in a different category than other business ventures. He talks about how people of his generation are starting their own companies and how this is different than previous generations. Find out more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: THE PORTFOLIO THEORY AT ITS BEST

“If you follow this philosophy that I've been following of the portfolio theory, multiple income streams, multiple things that you like to do, do the stuff where you add value, I think I could be working until they carry me out of the studio toes first, you know, 90 years old, and he's still going strong.”

 

You can connect with David and check out his work in the links below:

 

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Jan 13, 2023
GO FORTH AND MULTIPLY: A Career With Diversified Income Streams With David Meerman Scott, Part 1
00:11:45

GOT OUT OF THE JOB? NO PROBLEM, MAKE YOUR OWN JOB.

From the bond trading floor to a multiple income stream career, David Meerman Scott, Limited Partner and Strategic Advisor at Stage 2 Capital, has created a whole new career for himself after going out of his previous company. David will be sharing how he applied the Portfolio Theory of Investment to invest and build a diversified stream of income for himself. Find out more about David in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: APPLYING THE PORTFOLIO THEORY OF INVESTMENT

“I realized pretty quickly that when you work for one company, it's basically the same as if your portfolio of investments is focused on one investment. And I started to think about the whole portfolio theory of investment because I worked on Wall Street. So I understood that and how the more diverse you are, the more likely over time you'll do well.”

 

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Jan 10, 2023
ATHLETE, SERVANT, LEADER: Athletic Mindset And Servant Leadership With Lori Richardson, Part 4
00:12:15

ARE YOU SPORTY ENOUGH FOR SALES?

Lori Richardson is back, and she discusses how athletes bring a unique mindset to sales, one that is focused on competition, winning, and improvement. In this episode, Jordan talks to Lori about the intersection of sports and sales. Richardson explains that while many companies assume that athletes make the best salespeople, this is not necessarily the case. What top athletes and top sellers have in common is the mindset piece. They both have the ability to bounce back from a tough week and move forward with supportive beliefs. All these and more, in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

LORI: THE ATHLETIC MINDSET IN SALES

“What top athletes and top sellers have in common is the mindset piece. You know, the idea that if you had a game on Friday night, and you lost, you can't come in to Saturday's game thinking you're gonna lose again, you come into Saturday, fresh, ready to go. Same thing with sales, you know, you had a tough week, last week, great, it's gone, it's over, walk in the door, it's all new.”

LORI: LEADERSHIP IS NOT ABOUT YOU, IT’S ABOUT THEM

“It's really important that you know, what type of a leader you are, and if it is just for the job, and to help someone do that, then do that really, really well. But learn what servant leadership is so that it's not all about you, it's about them.”

 

You can connect with Lori and check out his work in the links below:

 

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Jan 06, 2023
HIRING HER: What Sales Organizations Get Wrong About Hiring Women with Lori Richardson, Part 3
00:13:24

ARE YOU HIRING WOMEN FOR THE SAKE OF DIVERSITY?

In this episode, Lori Richardson discusses what organizations are getting wrong about bringing more women into the sales force. She talks about the importance of making women feel included and welcomed, and how this is key to retaining them in the sales force.

Stay tuned as Lori and Jordan also talk about the importance of listening and learning, goal setting in sales, personal accountability, and the She Sells Summit. Find out more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

LORI: DIVERSITY IN THE ORGANIZATION

“Building inclusive sales teams, it's inclusive in so many ways. It's its age now, its ability wise, there are so many different ways we can add powerful members to our team who have different backgrounds, and we do, and make it a better team and make it reflect who our buyers are, and what our buyers look like and what they think is important. And that's an important point in choosing who to do business with anymore. It's becoming one of those things that people are seriously evaluating.”

LORI: TOP PERFORMERS WRITE AND TRACK GOALS

“The top salespeople write down goals, they have a process to track them, and a system to incorporate it so that it doesn't mean that if you suddenly write goals, you're going to be a top salesperson. But those are some of the traits that the top sellers and most elite salespeople exhibit.”

 

You can connect with Lori and check out his work in the links below:

 

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Jan 03, 2023
PREPARED TO COACH, BUILT TO LEAD: Qualities Of A Great Coach And Leader With Lori Richardson, Part 2
00:11:17

YOU HAVE TO BE PREPARED TO COACH, EAGER TO MANAGE, AND  WILLING TO TAKE RESPONSIBILITY

In this episode, Lori Richardson discusses the different qualities of good coaches and sales managers. She explains that the best coaches spend up to 50% of their time coaching and motivating their teams. She also talks about the importance of setting clear goals and objectives and creating a positive and supportive environment.

 

PEAK PERFORMANCE HIGHLIGHTS:

LORI: BE WILLING TO LEAD, BE READY TO TAKE RESPONSIBILITY

“Desire is like one of the top things, you have to be willing to be the leader to manage no matter what, and be committed to it, and to take responsibility, and so you set an example for your reps, so then they take responsibility because that's another really important thing in sales.”

JORDAN: IMPORTANCE OF A GROWTH MINDSET

“Having a growth mindset and being in sales is just such a great combination because we're dealing with people or human beings in an ever-changing environment.”

 

You can connect with Lori and check out his work in the links below:

 

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Dec 30, 2022
RICH WITH DATA: Sales Transformation Through Data And Best Practices With Lori Richardson, Part 1
00:13:23

IT’S TIME FOR SOME GIRL POWER!

In today's episode, Lori Richardson talks about her work helping companies with sales transformation through data and best practices. She also discusses her passion for teaching HR and sales leaders how to hire top sales talent. Finally, she shares her thoughts on the career of selling, and how it can be a lucrative and flexible profession, especially for women.

 

PEAK PERFORMANCE HIGHLIGHTS:

LORI: DATA, DATA EVERYWHERE

“What's so nice today is that we have so much data, we have so many different ways we can collect data.”

LORI: ESTABLISH A COMMON COMMUNICATION

“One of the biggest things anyone can do that’s listening is to work on common terminology among their team, and if they simply started to do things like that, that would be a really great step.”

 

You can connect with Lori and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Dec 28, 2022
ANATOMY OF A LEADER: Sales Leadership Fundamentals With David Barron, Part 4
00:15:25

WHAT DOES IT TAKE TO BE A LEADER?

It’s the 4th and final installment of David Barron’s series. In this episode, David talks about the fundamentals of leadership such as what’s his biggest failure, what traits should a leader have, what is success for him, and many more. Tune in to find out more about David’s insights in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: BIGGEST FAILURE?

“I've had people ask me, like, what's your biggest failure? And like, I honestly can't remember them because I don't think in those terms, I think of input to output, and was the output something positive or negative? And if it was negative, what is the way to fix this the next time I have this in this input to change that.”

DAVID: TRAITS OF A LEADER

“As I become a leader at HubSpot, I realized how vital it is to just like, keep pounding the table on the strategy and the mission and the strategy and the mission, and this is what we're doing, and this is how we focus around that. Because I think that's really how you get folks to buy in.”

DAVID: WHAT IS SUCCESS?

“The context I guess I would give is like, I like being super uncomfortable. And learning and doing new things. And so for me, like, that's kind of my passion. And like, what gives me energy and Success for me is like, getting into places or parts of the organization that are outside of my comfort zone and like making that project successful.”

 

Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!

 

You can connect with David and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Dec 23, 2022
TEAM UP, STEP UP! How To Build A Stellar Product Team With David Barron, Part 3
00:10:02

HOW DO YOU BUILD A STELLAR PRODUCT TEAM?

Today in Peak Performance Selling, David Barron is back for Round 3.

In this 3rd installment, David talks about the importance of properly training your team, from fixing common misconceptions about selling organizations to the culture regarding communication between product and sales teams, and how to take feedback and make it a resource in development. 

 

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: PRODUCT AND SALES COMMUNICATION SHOULD BE PART OF THE CULTURE

“I think the big caveat is like, what is the culture of the product organization, I've certainly worked at places where like, it was not a part of the culture for the product team to talk to sales. I think that's a huge miss.”

DAVID: FEEDBACK SHOULD BE CUSTOMER FIRST

“I think we do a really good job of that at HubSpot, and I think it's really important just if you're going to pass that feedback, do it customer first.”

 

Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!

 

You can connect with David and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

Dec 20, 2022
WHAT IT TAKES: Being Customer Centric And Customer First As An Ideal Salesperson, Part 2
00:09:38

WHAT DOES IT TAKE TO BE THE IDEAL SALES PERSON?

Do you have to be perfect? NO. In this episode, listen well to David Barron as he discusses that being the ideal seller is not about your tools and materials, it’s about being customer-centric and customer-first. Find out more in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JORDAN: IT’S ALL ABOUT THE CUSTOMER

“Be customer-centric and customer first, I think are really the keys of any successful seller and really any successful sales organization over the long run as we move through today's day and age of selling.”

DAVID: THE COOLEST THING ABOUT BEING A SELLER

“One of the really cool things about being a seller is that you get to talk to people running a myriad of different businesses, and so over the course of my career basically like, you know, obviously, I'm trying to solve problems for the buyer, I'm trying to get to know them, but I'm also trying to get to understand how their business operates.”

 

Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!

 

You can connect with David and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Dec 16, 2022
THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1
00:14:02

ALL IT TAKES IS ONE STEP, AND YOU’RE GOOD TO GO

Welcome to another episode, and today we will be starting another series, in which we will be welcoming David Barron, who is currently the Global Director for Sales for HubSpot. In this first installment, David will be sharing his experience of what made him take a leap from working in Pharma to selling in Tech. Take a leap and find out more about David in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: RESILIENCY, FROM PHARMA TO TECH

“I think the biggest thing that still translates today for me is just like resiliency, what I'll tell you is cold calling in person is a lot harder than cold calling on the phone or sending cold emails, like totally different when you walk into a place five or six times over two weeks, and you just like can't get through to the receptionist, and you just get shut down in person, that feeling is a lot worse.”

DAVID: TAKING THE LEAP INTO TECH SALES

“I think the one thing that certainly helped me that, at least from my sales career was always just like, customer first and listening and helping first mentality.”

 

You can connect with Jeffrey and check out his work in the links below:

David Barron | HubSpot | HubSpot.com

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

Dec 13, 2022
I’M HERE TO HELP: The Seller’s Role As Decision Coach To Buyers - Jeffrey Lipsius, Part 4
00:09:09

“LOOKS LIKE YOU NEED SOME HELP”

It’s our final round with Jeffrey Lipsius and we are set to close this series with great insight. Jeffrey discusses the importance of taking the role of a coach as a seller, a coach helping buyers come up with the best decision. Make sure to tune in until the end of the episode as Jeff will be sharing his own definition of success, only here in the latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: The seller is the buyer’s decision coach

“ A salesperson is a customer's decision coach, and the salesperson is talking to a customer if that customer has self-doubt, that's the first thing the salesperson has to deal with, are you going to get a lower quality decision”

JEFFREY: Success is a feeling, YOU are a success.

“Success is a feeling. You feel successful, regardless of external circumstances, and it could mean, we were a success. When we took our first breath, we became very successful, that was the most successful thing we did is take the first breath and do our first Wan. After that, everything is secondary.”

 

You can connect with Jeffrey and check out his work in the links below:

Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point

 

Don’t miss Parts 1 to 3 of this amazing series and watch out for the next ones!

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

Dec 09, 2022
THE GOOD, THE BAD, AND THE BUYER: The Inner Game Of Bad Sales Periods And The Customer’s State Of Mind - Jeffrey Lipsius, Part 3
00:13:02

BAD COULD BE GOOD.

IT’S THE CUSTOMER, NOT THE SELLER.

Jeffrey Lipsius is back for the 3rd part of this insightful series about the Inner Game of sales. In this episode, Jeffrey talks about how a bad sales month or quarter can actually be a catalyst for something good such as becoming a become salesperson. We will also be looking into the thought of understanding the inner state of mind of the customer and not the seller. All these exciting topics, only here, in the latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: Why a bad month or quarter is not so bad at all

“My suggestion is it's back to the same reframe. Instead of how much did I sell or not sell in that quarter? How much did I learn in that quarter? Because you might not have had a great quarter, but it might have made you a much better salesperson.”

JEFFREY: Look into the customer’s state of mind

“One of the important things to do is changed the salesperson's orientation, the awareness from outer to inner, and when I say inner, I'm not talking about the salesperson's state of mind, I'm talking about the customer's state of mind.”

 

You can connect with Jeffrey and check out his work in the links below:

Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point

 

Don’t miss Parts 1 & 2 of this amazing series and watch out for the next ones!

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

Dec 06, 2022
YIN-YANG: The Counterintuitive Nature Of The Inner Game - Jeffrey Lipsius, Part 2
00:10:54

SOMETIMES, EVERYTHING IS OUT OF CONTROL. RELAX, IT’S NATURAL.

Jeffrey is back in this 2nd installment of his series with Jordan and together they will discuss the counterintuitive nature of the inner game, how it actually works, and how you can take control when everything is out of your control. Jeffrey relates this in sales where sellers don’t really have control, the customers do, so tune in and learn from Jeffrey where can sellers take control in this latest episode of Peak Performance Selling.

 

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: Customer decisions are uncontrollable

“Productivity numbers are really measuring the customer's buying performance, not the salesperson's selling performance. Salespeople can't control the customers thinking and the customers’ decision process, they don't even know what's going on between their customers’ ears, you know the gears are turning in that customer decision process.”

JEFFREY: Be a learner, not a teacher

“What can the salesperson control? Well, the salesperson can control what they learn from the interaction, and getting back to watching the seams of the ball, getting back to the salesperson's level of customer awareness, what's the value of gaining customer awareness? It’s learning. So if the salesperson assumes the role of the learner rather than the teacher, they can't lose. Because you can always learn from every situation.”

 

You can connect with Jeffrey and check out his work in the links below:

Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point

 

Don’t miss Part 1 of this amazing series and watch out for the next ones!

THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius Part 1
https://peak-performance-selling.simplecast.com/episodes/the-game-insider-the-basics-of-the-inner-game-jeffrey-lipsius-part-1

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email  | Twitter

Dec 02, 2022
THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius, Part 1
00:09:55

MORE THAN MEETS THE EYE

Let’s all welcome Jeffrey Lipsius, Director of The Inner Game School of Sales Leadership, to kick off another 4-part series here in the Peak Performance Selling Podcast, and in this episode, we will be discussing with Jeffrey the basics of The Inner Game, where everyone has to find their internal environment and keep it intact. Tune in and learn more, only here in the Peak Performance Selling Podcast.

 

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: Peak performance is counterintuitive

"Peak performance is counterintuitive. In that, by very definition, you're performing beyond expectations, so if you have expectations, by definition, you won't achieve peak performance, so you can perform, and this is where ego comes in because people in the selling profession want to be able to say, Oh, I was responsible for the success, I really tried, and I got what I tried for. Well, if you tried for it you're not going to have peak performance.”

JEFFREY: How to maintain mental health

"It's a matter of really having a commitment to the internal world, our internal environment, and the understanding that how we get to know ourselves on the inside, our inner self-awareness is really the driver to our performance and to how we externally appeared in the outside world.”

 

You can connect with Jeffrey and check out his work in the links below:

Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

Nov 29, 2022
Importance of Mental Health Days for Peak Performance with Jeff Riseley, Part 4
00:14:08

Jeff Riseley is back in this 4th and final installment of his series. In this episode, Jeff and Jordan discuss the importance of mental health days and taking time off to support employees' mental health. They talk about how companies can improve in this area and how sellers can use these days to their advantage.

 

PEAK PERFORMANCE HIGHLIGHTS:

JEFF: Have a deep understanding of your “why”

"You need that deep understanding that you have to have a really strong company vision and deep connection with your work to make work more meaningful. So the why behind why it's important to start showing up your best self and use this time to rest to come back, do some of these more challenging things to come back the next week when you're feeling better so that you can perform your best…”

JEFF: How companies can treat their employees better

"I think the biggest piece is like, we need to start building recovery metrics on a daily basis, we have to kind of start understanding the difference in terms of how stress works, because like we talked about earlier, our brain is not built to hunt, hunt, hunt then stop, it just isn't, there need to be recovery periods built in.”

 

You can connect with Jeff and check out his work in the links below:

Jeff Riseley | SalesHealthAlliance.com

 

Don’t miss out on the previous episodes of this amazing series with Jeff:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

Nov 25, 2022
Battling Mental Health Problems By Building Trust In The Organization with Jeff Riseley, Part 3
00:10:30

Jeff Riseley is back and he discusses the importance of trust in sales teams and how companies can improve their mental health and performance. He also talks about some of the challenges that companies face in terms of effective mental health and how to overcome them. Jeff also discusses how the brain is naturally built to be on guard, and how this affects the way sales is structured.

 

HIGHLIGHTS:

JEFF: His mission to help people experience mental health problems

"If I can help that one person who might not be sleeping, or dealing with a panic attack, panic attack, or even give just one person a little bit of hope, my attention is all focused on serving them. So I'm lucky that I get to do this on a daily basis, and I genuinely get a lot of motivation from helping people pass that.”

JEFF: The importance of trust in sales and organizations

"It's only when we're in environments and we're in situations when we can drop that guard to feel safe, and it really comes down to do I trust the people that I'm working with on a daily basis to have them have my best interests at heart. Because only when we're in a trusting situation. Well, that middle part of the brain that's on guard, shut down and say here creativity and logic, go do your amazing things like close up a big deal or learn that objection handle or do all of these cool things that we need to do as humans to thrive.”

 

You can connect with Jeff and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Nov 22, 2022
Be Child-Like In Your Gratitude with Jeff Riseley, Part 2
00:09:46

As adults, responsibilities can take over our lives, leading to days filled with worry, anxiety, and stress. Moreover, the technology that’s supposed to help make our lives easier can even contribute to the already stressful environment that we find ourselves in. 

In this second of a four-part series, Jordan continues his conversation with Sales Health Alliance founder Jeff Riseley about mental health management tips to help you not only to survive but thrive in your workplace. Jeff particularly hones in on gratitude, and how focusing on positive takeaways can literally strengthen your brain muscles and help you gain a healthy disposition, regardless of the situation you are in. 

 

HIGHLIGHTS

  • Is technology taking over your life?
  • Helpful habits for managing your mental health more effectively 
  • Focusing on gratitude can do wonders for your brain health 
  • Be child-like in your gratitude 

 

QUOTES

Jeff on the dangers of letting technology drive you: "The technology that we surround ourselves each day, it loves when we're not thinking logically. And it loves when we're in react mode. Because when we're in react mode and we're feeling emotional, we're going to turn to things like social media and our devices to try and replace that void that we're feeling." 

Jeff on neuroplasticity and gratitude: "You can literally strengthen muscles in your brain and change how our brain is operating by executing on things like gratitude, which is huge. So the more you kind of go back and reflect and focus on the positive things taking place that may have been overshadowed by a massive deal falling through, or getting stuck in traffic, or that person cutting you off in the street. The more you go back and reflect on those things, the more your brain learns how to direct attention and become focused on those things moving forward."

 

You can connect with Jeff and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Nov 18, 2022
Stress and Anxiety Management For Sellers with Jeff Riseley, Part 1
00:10:32

With sales being one of the most demanding professions in the world, it’s prudent to assume that stress and anxiety are just part of the job. In this first of four-part series, your host Jordan Benjamin talks to the founder of the Sales Health Alliance, Jeff Riseley about equipping sellers with the tools to tackle mental health challenges in the workplace in a more productive way. Jeff also opens up about his testicular cancer diagnosis, and why we need to actively reshape the way sellers are perceived in the workplace. 

 

HIGHLIGHTS

  • Surviving (but not thriving) in a sink-or-swim sales environment
  • Testicular cancer diagnosis and other life-changing events 
  • Salespeople are basically 'Corporate Athletes' 
  • How to manage anxiety and stress in a productive way 

 

QUOTES

Jeff on his struggle with mental health as a new seller: "Going to therapy 10 years ago was still highly stigmatized, that's really where I had to make this choice where I was like, I had found this career that I really enjoyed, the learning, the growth, the money you could make, the camaraderie, the rush you get when you close a big deal. But if I wanted to stay in this career, I needed to figure out a way to make myself more resilient."

Jeff's idea that inspired him to start the Sales Health Alliance: "They [salespeople] are not really employees. They're really corporate athletes. So [it's]how do we really start teaching them the ways to navigate stressors in sales in a mentally healthy way to start an upward spiral, instead of a downward spiral by giving them the pads and the helmets they need to play a contact sport." 

 

You can connect with Jeff and check out his work in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Nov 15, 2022
What Good Leadership Looks Like with Nikki Ivey, Part 5
00:09:31

In this fifth part of a five-piece Peak Performance Selling Podcast episode, sales culture subject matter expert Nikki Ivey describes what a good leader looks like in specific situations, and why she views consistency as the real indicator of success. 

 

HIGHLIGHTS

  • Good leaders are not afraid of a little vulnerability
  • People appreciate being treated like mature adults
  • Success is all about consistency

 

QUOTES

Why leaders need to demonstrate vulnerability to their employees, says Nikki: "It's important for a leader to be able to show -- and I'm not saying you have to sob to your employees, but some glimmer of 'I am human. I am not infallible. And so, I will treat you like you must be infallible.'"

Nikki on having a leader who gives honest feedback: "Somebody who will tell me exactly what I'm doing wrong in a way that does not seek to coddle me or protect my feelings at all. I feel extremely disrespected if I can tell that someone is trying not to hurt my feelings. That feels like you didn't think I was strong enough to handle the facts of the situation."

Nikki's view of success: "Success is consistently executing the activities I said I was going to execute on in order to get to the big goal. If the big goal doesn't happen, and I did everything I said I was going to do at an elite level, I'm successful."

 

You can connect with Nikki in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Nov 11, 2022
Democratizing Sales: How You Can Build A Genuinely Diverse Workplace Nikki Ivey, Part 4
00:09:24

In this fourth part of a five-piece episode of the Peak Performance Selling Podcast, sales culture subject matter expert Nikki Ivey talks about combating setbacks through preparation, and the steps you can take to help make a genuinely diverse workplace. 

 

HIGHLIGHTS

  • Don't shy away from putting yourself out there 
  • We're all just stumbling through life and doing our best 
  • Selling is a lot like performing orchestral music
  • Remind yourself that you've done this so many times before
  • Democratizing the sales profession  

 

QUOTES

Why surviving every day is a struggle, but we do it anyway says Jordan: "Our brain is constantly telling us that we don't have the knowledge [and] the skills, we're not good enough, whatever it might be. And so it takes active creation to factor it in your day, to know that you're gonna get beat up, to know that you're gonna struggle and to put yourself in your best position to win the morning."

Nikki on how you can combat any curveball or objection thrown your way: "This is about how the brain works. This is about preparedness. Without the sheet music in front of you, if any little piece of doubt or uncertainty creeps up, you might freak out. But if you have factored that in, and then taken steps by putting the next steps right in front of yourself, then you're less likely to stay off track."

Nikki on how you can help 'democratize' the sales profession: "Even if you can't solve the problem of getting more people from different backgrounds on your team, you can certainly start taking steps to make the environment more welcoming for the people that you do have and for the ones that you're trying to recruit."

 

You can connect with Nikki in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Nov 08, 2022
'Compete With No One But Yourself' And Other Motivational Hacks With Nikki Ivey, Part 3
00:14:01

In this third part of a five-piece episode of the Peak Performance Selling Podcast, sales culture subject matter expert Nikki Ivey talks about motivation, success, and bouncing back from failure. Nikki ruminates about the nature of motivation, effective goal-setting, and using small successes in a day to propel yourself towards larger and more critical goals. 

 

HIGHLIGHTS

  • Chart your moods and be aware of any trends
  • Don't wait for motivation to come, because it likely won't
  • Set yourself up for success by setting small goals
  • Train your brain by making it get used to the feeling of success
  • Focus on your own personal journey
  • How to bounce back from failure

 

QUOTES

Nikki on creating your own motivation: "Do a thing that helps me feel successful. Do a thing that gives me a sense of accomplishment and that is where the motivation comes from. So it's the other way around. Not the motivation breeds success, the success breeds the motivation."

Nikki's advice for people looking to enhance their talents: "I have these gifts, I have these skills. That's just gotta take off like a rocket ship anywhere, doesn't it? No. I have to take off like a rocket ship. And I have to do it everyday. And that's just the way it is."

You can connect with Nikki in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Nov 04, 2022
Be The Leader That You Wanted To Have With Nikki Ivey, Part 2
00:10:36

In this second part of a five-piece episode of the Peak Performance Selling Podcast, sales culture subject matter expert Nikki Ivey talks about growing up on military bases, where she had positive experiences with diversity, and having that rude awakening years later when they moved to South Georgia. Nikki also opens up about being the only black woman in the workplace, and why it’s important to step up and be the leader that you wanted to have for other minorities. 

 

HIGHLIGHTS

  • Early childhood and growing up as a military kid
  • Two different experiences with diversity
  • No one figures out how to deal with culture and gender issues easily
  • Prioritize your performance over everything else
  • Be the leader that you wanted to have in the workplace

 

QUOTES

Nikki on the complexities of dealing with racial and gender issues in the workplace: "I don't think you figure it out one time. I don't think you make one big sweeping decision on how you're going to handle yourself in those situations. Because there is a pretty significant emotional element to it, at least there was for me. Meaning, in some cases, it felt safer, for lack of a better term to just keep my head down, do the work, not talk about, not think about, or let myself even feel about what it meant to be the only [black woman] in that building." 

Nikki's recommendation for people dealing with culture issues in the workplace: "Bear in mind that it still matters whether or not you do the job better than the person next to you. These culture issues for now can be kind of fixed. What you have the most control over is your performance. Prioritize that over everything."

Nikki on being the leader that you wanted to have: "If you don't feel a leader in the place that you wanted to go, it's because there wasn't anybody in the pipeline to become that leader.  But the math of that means, if you just go one step back from the role that you are looking up to, the pipeline is you."

 

You can connect with Nikki in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Nov 01, 2022
What Would Thurgood Marshall Do: Lessons In Selling, Leadership, and Diversity with Nikki Ivey, Part 1
00:12:50

In this first part of a five-piece episode of the Peak Performance Selling Podcast, our host Jordan Benjamin talks to sales culture subject matter expert Nikki Ivey about  her own sales journey. From selling cars to software, Nikki talks about the importance of knowing how to sell not just for the sake of revenue, making sales as inclusive as ever, the struggles of a Black American while dining with us, as well as the wellbeing of the wider community in general. 

 

HIGHLIGHTS

  • How Nikki landed her first sales job
  • Studying communication and applying it to sales
  • From car sales to tech sales
  • Lessons learned from Thurgood Marshall

 

QUOTES

Why Nikki stopped selling cars: "Culturally though, in terms of the working conditions in the environment in each of the car sales and retail sales environments that I was in, it wasn't the most conducive to mental health. It wasn't the most conducive to having a family, which I do. So I had to figure something else out. And that's another reason why I decided to go back to school."

What Nikki learned once she got hired at OutboundEngine: "I got to see great leadership up close, and I got to find parts of myself that either were holding me back or could stand to be developed even bigger to take me forward."

What Nikki learned about selling ideas, from Thurgood Marshall: "You didn't do it because you know, they already agreed with you when you were preaching to a choir. You did it because you articulated the value in changing. You help them see the danger in not changing and what they could gain from changing. Essentially. That's what I saw Thurgood Marshall doing in the way that he argued cases and the way that he approached his job. And for him, the stakes were really high. It's important to get those ideas sold."

 

You can connect with Nikki in the links below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Oct 28, 2022
Learning From Every Lost Deal with Sam Shoolman, Part 3
00:15:15

You can do everything right and still fail. That’s just life. However, knowing how to pick apart your failures to look for a nugget of wisdom and learning is the way to getting back on your feet. In this episode of the Peak Performance Selling podcast, our host Jordan Benjamin talks about setting SMART goals, bouncing back from tough quarters, and shares what his idea of personal success looks like. 

 

HIGHLIGHTS

  • Set achievable goals by starting small 
  • How to bounce back from a tough month or quarter
  • Make people look forward to their interactions with you 
  • Sam's favorite interview questions
  • What Sam's idea of personal success looks like

 

QUOTES

Sam on the importance of setting achievable goals: "Meet someone where they're at, and make it something they can actually do. Because then they'll actually try for it. And have a foundation they can build on to do more down the road. Some people shy away or scare from setting goals that don't seem aggressive enough. But like, if you're coming from nothing right now, then anything is something."

Sam's tips for helping managers bounce back from a tough month or quarter: "There's learning from every failure and every lost deal. And if we're accounting for that, we're able to say, 'okay, so here are the five things that I'm focused on doing differently this quarter. This week, how can I support you with that? How are we tracking it? Make it a smart goal. Make it specific, measurable, actionable, [realistic], and time-bound. That's all really important.'"

Sam's idea of personal success: "Success would be that I'm raising a family and contributing to a community where I live and where I work that's leaving it better than it was, and using my skill sets to do that. I have a platform, and I shouldn't be wasting it with silence on important topics."

 

You can connect with Sam in the link below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Oct 25, 2022
Taking Real Action with Sam Shoolman, Part 2
00:10:07

Whether it’s about workplace diversification or working on your physical and mental health, taking real action means to start somewhere, even if it’s somewhere small. In this episode of the Peak Performance Selling podcast, our host Jordan talks to Hubspot’s Senior Director of Corporate Sales Sam Shoolman about his efforts at developing genuine connections with his local communities, and why it’s important to work on your physical fitness to improve your mental health. 

 

HIGHLIGHTS

  • Genuine empathy and allyship requires a genuine connection
  • Go beyond tokenization and start taking real action
  • Strategies for maintaining physical and mental health fitness

 

QUOTES

Sam's question for leaders who struggle with diversification at work: "For organizations or leaders who really struggle with it, I would probably ask how many people in your network are you spending time with on a daily, weekly, monthly basis, and what's the environment where you're having these interactions? Because it has to start there."

Sam on the need to maintain both physical and mental health fitness: "I don't think you can have a great mindset or mental health at work if you don't have physical health, or if it's not at least a work in progress for you. It's not about who's skinnier, who's stronger. But I think working on strength and working on physical fitness is usually important."

 

You can connect with Sam in the link below:

 

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Oct 21, 2022
‘Be Loud With Your Shortcomings’ and Other Leadership Lessons with Sam Shoolman, Part 1
00:11:59

There are many leadership styles, and all of them are valid in different scenarios. But if you want to create a dynamic and collaborative working environment, then you need to be vulnerable. In this episode of the Peak Performance Selling podcast, our host Jordan talks to Hubspot’s Senior Director of Corporate Sales, Sam Shoolman. 

Sam opens up about his own sales journey and why being a good leader and being a top sales rep require two very different skill sets. Sam also talks about the leadership qualities that he had to acquire along the way, and how he came to cultivate the kind of leadership that he is known for today.

 

HIGHLIGHTS

  • How Sam stumbled upon sales 
  • People are people, and relationships will always matter 
  • You need to add value as a seller, no matter where you are   
  • Being a good leader is different from being a good sales rep
  • Nobody has everything figured out
  • Get loud about your shortcomings 

 

QUOTES

Why the ability to add value is essential with all cultures, says Sam: "No matter the culture, you have to be able to add value from very early on in conversation. Have insights that you're presenting and an opinion of what they're doing wrong or what they could be doing better. And that is global."

Sam on the lessons that he needed to learn as he took on leadership roles: "I think that I was independent and autonomous for a long time as a rep. And when you move into leadership you need to work cross-functionally with others. Your managers, they are your peers in a big way and you learn from them and I think that's humbling and it makes you vulnerable but it's really important."

 

You can connect with Sam in the link below:

 

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Oct 18, 2022
What Makes A Good Leader with Johnny Occean, Part 4
00:11:14

Good leadership can make or break your tenure in a lot of fields, but this is especially true in sales, where a considerable number of people don’t have any formal sales background prior to entering the job. A good leader can either set you up for success or leave a bad impression of the industry. So how do you know a good leader when you see one?

In this episode of the Peak Performance Selling podcast, Johnny Occean of meQuilibrium talks about his experiences with good leaders, and why it’s important to show as humans first, professionals second. 

 

HIGHLIGHTS

  • How do you know a good leader when you see one?
  • Show up as humans first, professionals second
  • Love of winning vs hate of losing
  • People generally don't take time to be at their best

 

QUOTES

What good leadership looks like, says Johnny: "They're confident. They believe in the organization. They believe in the shared goal that you both have. Your success is their success. When they're tied to your success and genuinely believe in the end goal, I think that's when you're gonna see the best manager." 

Why you should strive to be at your best as much as you can, says Johnny: "If you're 50%, then the best you can give someone else is 50%. That's not gonna serve anybody. I think of the NBA, for example. The center for the Lakers, Davis, he had a groin energy when they put him out there, I think in like game six. And he got hurt. He wasn't a hundred percent. He gave a hundred percent of 25%. And that got him nowhere, it didn't help the team." 

 

Connect with Johnny in the link below:

 

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Oct 14, 2022
Practical Tips for Taking Care of Your Mental Health with Johnny Occean, Part 3
00:10:30

Sales is one of the most rewarding jobs in the world, but it can also be mentally taxing. In this third of a four-part episode of the Peak Performance Selling podcast, Johnny Occean, Regional VP of Sales at meQuilibrium talks about mental health in the workplace and what companies can do to ensure a mentally healthy workforce. Johnny also talks about the importance of seeking professional mental help and shares some tips on managing stress and uncertainty in your career. 

 

HIGHLIGHTS

  • Management can do a lot improve employee mental health 
  • Avoid WebMD and listen to your parents 
  • Don't be afraid to seek professional mental help
  • It's okay to not be okay, but work on being better 
  • Everyone has bad days; just work harder
  • Lows always precede the highs 
  • Leaders are measured by their team's performance 

 

QUOTES

Johnny on how parental advice can help you navigate uncertain times: "I'm 33 years old. My parents went through similar challenges. They went through economic downturns. They went through a lot of big world issues that we, younger folks, haven't gone through. So how do you navigate that? How do you deal with that mentally? I kind of lean on them and hear their stories." 

Johnny's advice for people experiencing mental health challenges: "I think you just have to start. You have to understand that it's okay to not be okay. But what's not okay is to not do anything about it."

How management can impact team performance: "I really think that your employee's performance or your team's performance is a reflection of the person that's managing them. Because a lot of the stress and a lot of the challenges that you might have can trickle down."

Connect with Johnny in the link below:

 

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Oct 11, 2022
What Separates the Best From the Rest with Johnny Occean, Part 2
00:09:11

Virtually anyone can get into sales, but not everyone can make a career out of it. In this second of a four-part episode of the Peak Performance Selling podcast, our host Jordan continues his conversation with Johnny Occean, Regional VP of Sales at meQuilibrium on the common traits that all top performers have. Johnny also talks about going back to why he works hard in sales, and how his immigrant upbringing informs his work ethic as a seller. 

 

HIGHLIGHTS

  • What the best sellers have in common
  • Always think of what your customer cares about 
  • Sellers need to be problem solvers
  • Top performers are passionate at what they do 
  • When all else fails, go back to your why

 

QUOTES

Johnny on what makes a successful seller: "It really falls on the individual to do everything they can to immerse themselves in their market and get to know it as best they can because that's how you're gonna bring value to the person you're speaking with, to your customers."

Johnny on helping customers first: "All the top performers I've ever worked with are very much so focused on solving problems. If it's your solution, great. If it's not, that's okay too. At least, let them know that and point them in a better direction and help them understand more about their problem."

  • What Johnny learned from his immigrant parents: "I learned a lot about work ethic and what working hard really is. What bouncing back from a lot of different adversity and a different time really is. And I use that as a good reminder to kind of pick it up a bit and keep going when I think I can't really do it anymore."

 

Connect with Johnny in the link below:

 

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Oct 07, 2022
Sales Is Tough, So Be Tougher with Johnny Occean, Part 1
00:11:50

Nothing worthwhile ever came easy, and sales is no different. It’s going to be difficult, so you need to be ready. The good news is lots of people go into sales and find success, so there’s no real reason why you wouldn’t be the same way. In this first of a four-part episode of the Peak Performance Selling podcast, our host Jordan talks about his own sales journey and how he survives rejection, particularly the Law of Averages. 

 

HIGHLIGHTS

  • From sales to accounting and finance, then back again
  • Going to the gym and getting into tech sales 
  • Sales is tough, so toughen up 
  • Consider the Law of Averages 

 

QUOTES

Johnny on what makes sales difficult: "It's a tough game. Sales isn't easy. You're asked to take a lot of NOs. But there are some companies that will ask you to make a hundred dials a day in hopes to get 5 to 10 people. That's 90 NOs, that's 90 doors in your face. It takes a lot to keep moving forward from that." 

Why you need to push through rejection, says Johnny: "You might feel like you're going through a low, but I always believe in the law of averages. You're going to go through a low, [but] a high is coming. It might take a little while to get there, but I know it's coming."

 

You can connect with Johnny in the link below:

 

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Oct 04, 2022
True Meaning of Success with Sean Dazet, Part 4
00:12:41

We all crave success. But what does true success look like? 

In this last installment of a four-part series, our host Jordan Benjamin continues his conversation with Sean Dazet on what true success looks like and how a manager may evaluate it. Hint: While numbers certainly play a big role especially in sales, it’s not the whole picture. 

 

HIGHLIGHTS

  • Block time for the important things 
  • There's no reason not to enjoy yourself while working 
  • Maximized opportunities are a sign of a job being done well 
  • Get your team into an optimal learning zone 
  • The true meaning of success 

 

QUOTES

Sean on what a good job done looks like: "A great job is achieving goals. A great job is getting the most you can of opportunities set in front of you."

Sean on looking beyond numbers when evaluating success: "It's not always as simple as the numbers in front of you, which is one of the challenges of effective leadership. Your numbers don't always tell the story. There's a lot of qualitative things within the team that matter."

Sean's idea of what true success looks like: "Success is not just about me. Success is about the company. It's about the team, the individuals collectively succeeding. True success is when I look around the table and everything feels good about what we did. It's ultimately about being happy."

 

You can connect with Sean in the link below:

 

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Sep 30, 2022
A Happy Employee Is A Better Employee with Sean Dazet, Part 3
00:10:59

Working from home has become more commonplace, even the norm for a lot of companies during the pandemic. And while it has allowed people to continue to work and earn a living despite the circumstances, it has also resulted in a lot more people feeling the effects of burnout, due in part to the blurring of work and rest. 

In this third of a four-part series, our host Jordan Benjamin continues his conversation with Sean Dazet about the pros and cons of working remotely, and the importance of knowing when to step back and prioritizing oneself. While it can be tempting to spend all day and night working, Sean emphasizes the value of staying off work after your shift, even if it’s so easy to check an email or read a slack notification. 

 

HIGHLIGHTS

  • Working remotely vs face-to-face in the office
  • Be intentional in reaching out for conversations
  • Don't neglect your physical fitness
  • Maintain your boundaries: know when to stop working

 

QUOTES

Jordan on how working remotely has changed the way people do work: "So many people had to move their lives, leave their families, leave their loved ones and the things that they loved to do to give it all up for a job. Which for me, it was transformational. I had no interest in moving to Boston but it was an awesome experience for me that I would never give up or give back to the world. Now in this new day and age, people can find so much more enjoyment and pleasure and success in whatever it is that fills them up, by being able to work from wherever they are.".

Sean on keeping your boundaries and prioritizing yourself over work: "If you take a day off, take a day off. Do not check your email. If you are working all day and you decide to stop at 5:15, or 4:30, or whatever, right? Stop. Don't go back to it. Don't decide you're gonna work at 9 o'clock at night. Because nothing we're doing is that critical. I don't mean to take away from the importance of the work that we all do, but we're not curing cancer or saving babies here."

Sean on why employees need to be working in a stress-free environment as much as possible: "If you're happy, if you're relaxed, if you feel like your life is in order, you are going to be a much more effective employee."

 

You can connect with Sean in the link below:

 

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Sep 27, 2022
Leadership Is Like Parenting: You Need To Let Them Fall with Sean Dazet, Part 2
00:12:31

There is no one correct leadership style. For Sean, it’s about giving your direct reports the freedom to find their way, while also holding them accountable. In this second of a four-part series, our host Jordan Benjamin continues his conversation with Sean Dazet about his leadership style, and why it’s a lot like parenting: you will need to back off and let them fall sometimes. 

 

HIGHLIGHTS

  • Imposter syndrome comes from undue perfectionism
  • Do things one thing at a time
  • Point people to the right direction but back off a little
  • Sales leadership is a delicate balancing act
  • A leader's loyalty is to the company as a whole
  • The needs of the many outweigh the needs of the few
  • Be clear and consistent in communicating your goals

 

QUOTES

Sean on fixing problems one thing at a time: "This is something I've had to work on myself as a leader, which is not giving my direct reports a thousand things to fix at once. Ultimately, people can't handle that. If I tell you to do 10 things, you're not going to fix them all. If I tell you to do one thing and I tell you to do that one thing for one month straight, you're probably gonna fix it."

Sean's biggest struggle in leadership: "The burden of leadership is you have to hold people accountable to what they're obligated to do. Your loyalty as a leader is actually to the company, not to the individuals and that's the hardest thing I probably struggle with, moving into leadership."

 

You can connect with Sean in the link below:

 

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Sep 23, 2022
Slow Down and Make Good Decisions with Sean Dazet, Part 1
00:11:16

The world of business has always been a fast-paced one, and the worst thing that you can do is to be reactive and not think ahead. In this episode of the Peak Performance Selling Podcast, our host Jordan Benjamin talks to JAzzHR’s Senior VP of Sales and Success Sean Dazet about slowing down and being patient enough to make good decisions. 

 

HIGHLIGHTS

  • A salesman at 6 and other early sales career stories
  • A brief respite from sales before joining Hubspot
  • Be patient, thoughtful, and never shoot from the hip
  • Your customers are people too, treat them well

 

QUOTES

Sean describes his father who influenced his sales career: "My father was a sales guy for a lot of my childhood. [He] often made a joke that I was negotiating for my allowance when I was six. It really encoded a certain amount of sales DNA, just watching him operate."

Sean's advice about being slow but proactive: "A lot of the challenge I see in individual sales reps, in leaders, in business people in general —people I work with across different organizations, is not taking the time to be thoughtful, to gather information, to let that marinate a little bit, and make a good decision."

Why we should treat customers fairly, according to Sean: "We often forget in sales that the person we're trying to get to say yes and give us their money is in the same position we are. They're another person at an organization trying to make a good decision and trying to do their jobs successfully."

 

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Sep 20, 2022
Don’t Let Hustle Culture Hustle You with Katy McFee, Part 3
00:15:06

Hustle culture, which is often associated with long working hours, enduring fatigue, and stressful days are almost a rite of passage for people working in business and sales. However, this doesn’t always have to be the case. 

In this episode of the Peak Performance Selling Podcast, our host Jordan Benjamin concludes his conversation with executive coach Katy McFee by exploring the pros and cons of hustle culture. Katy also gives tips on how to acquire the skills to further your leadership career, and how you can use process to your advantage in holding your team accountable.

 

HIGHLIGHTS

  • Could you really get ahead without hustling your way?
  • It's the quality, not the quantity of hours that really matters 
  • Study business, not just sales 
  • Cross the management chasm to escape the plateau
  • Use process to your advantage in holding your team accountable 

 

QUOTES

Katy on whether you can get promoted without working longer hours: "I think if you're really smart about the way you work, I do think you can still get ahead. I don't think you can skimp on work. I don't think you can work six-hour days, three day-weeks, and become a sales leader in five years."

Katy's advice for holding your team accountable: "As opposed to making someone feel like, ‘You know, yea, I'm choosing you to do this because you did something wrong. I would just create this process in my team where every 30 days we're gonna do this. We're gonna look at your numbers.’"

You can connect with Katy and her work in the link below:

 

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LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - Jordan@MyCoreOS.com

Twitter - https://twitter.com/jbenj09

Sep 16, 2022
How To Be A Better Leader with Katy McFee, Part 2
00:14:23

The best and most effective leaders lead by example. Therefore, to bring out the best in people, you need to ensure that you are showing up in your best too. 

In this episode of the Peak Performance Selling podcast, Jordan and Katy continue their conversation about what it means to be a good leader and why it’s not always about increasing your productivity. Katy shares some essential tips on authentic listening and doing your best work by taking care of your own mental health and personal life as well.

 

HIGHLIGHTS

  • Authentic listening is the key to building trust 
  • Remove obvious barriers as early as you can 
  • Get rid of your phones and close down LinkedIn 
  • You do your best work when you are mentally sound
  • Take control and block off time for yourself 
  • Know yourself and what you need 

 

QUOTES

Why authentic listening is a crucial skill for leaders, according to Katy: "Most people, they want to give advice. They're well-meaning. They're waiting to speak. One of the gifts that you can give someone is just authentically listening to them. Just listen to them without an agenda." 

Katy on mental health and productivity: "One of the realizations that I've had was that when I'm at my best cognitively, and when I'm at my best in terms of my mental state, I do better work. I'm more valuable to my clients and to the companies I work for."

 

You can connect with Katy and her work in the link below:

 

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Sep 13, 2022
Constructive Feedback is a Gift with Katy McFee, Part 1
00:10:44

Giving feedback is one of the most important parts of leadership. Leaders not only need to identify rooms for improvement, they also have to provide clear steps towards making the said changes.

In this episode of the Peak Performance Selling Podcast, leadership coach Katy McFee talks about her own leadership journey,  why many people have trouble receiving feedback, and how leaders can create a culture of open and honest communication within their respective teams. 

 

HIGHLIGHTS

  • The road to the next level is often not linear 
  • Giving good feedback is a leadership skill 
  • We all want to feel valued
  • Create a culture of constructive feedback 

 

QUOTES

Katy on why many women have trouble receiving constructive feedback: "Lots of women do grow up with this sort of feeling that we tie a lot of our self worth or our personal success to this positive reinforcement that we get for being good. And so when we receive constructive feedback, it just triggers that [feeling of] ‘Oh, I'm in trouble. I'm bad. I'm gonna get fired.'"

Katy's approach to giving constructive feedback: "The goal is to help you get better. If I give you some constructive feedback on a call, this is not on your performance evaluation report. You're not going to get fired next week. It just means I want to help you be great. And feedback is a way that I can do that."

 

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Sep 09, 2022
A Little Uncertainty Makes A More Exciting Journey with Dr. Carla Fowler MD, PhD - Part 3
00:13:01

Knowing the exact outcome of any decision is something that many people wish for. Thankfully, life often does not allow this, or else we’d probably be bored out of our minds. In this episode of the Peak Performance Selling podcast, our host Jordan continues his conversation with Dr. Carla Fowler MD PhD about uncertainty, intentionality, and the one thing that successful people have in common. 

 

HIGHLIGHTS

  • Uncertainty is part of what makes life more interesting 
  • Peak performance does not always mean working to the bone 
  • Be intentional in setting the pace of your work 
  • What do you do during your golden hours? 
  • What all successful people have in common 

 

QUOTES

Dr. Carla on why uncertainty is not inherently bad: "If we're going to play a game, and if we already knew that you we're going to win, we wouldn't play the game. We'd be like, 'This is boring,' right? It robs the excitement."

Dr. Carla on the one common thing about successful leaders she worked with: "I can recognize patterns that I want to go learn from, like who is really excelling at their field. And I will say, one thing that was very clear to me is that these leaders had very good clarity and the ability to communicate what results really matter here."

 

You can connect with Dr. Carla and their work in the link below:

 

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Sep 06, 2022
Don’t Be Afraid To Go Outside Of Your Comfort Zone with Dr. Carla Fowler, MD, PhD - Part 2
00:14:19

As humans we prefer homeostasis. It’s always easier to stay in your comfort zone. But as any self-made rich person might take you out, you need to take some risks. 

In this episode of the Peak Performance Selling podcast, our host Jordan Benjamin talks to THAXA’s Managing Director, Dr. Carla Fowler MD PhD about the universal grind mindset and applying that to the 1-3-9 framework to figure out your company’s goals and how you can boost performance. 

 

HIGHLIGHTS

  • Try to push yourself a little harder
  • Applying the universal growth mindset
  • Advice for executives wanting to boost performance 
  • Learn how to relish uncertainties 
  • Don't be afraid to run experiments 
  • Follow the 1-3-9 strategic framework

 

QUOTES

Dr. Carla explains that the growth mindset applies to all aspects of life: The growth mindset isn't limited. You don't just get one bucket of it. You can use it in all areas of your life. It might take some thinking to kind of like transfer it but you can just say, ‘Hey, look at how capable I am over here.'"

Dr. Carla discusses the need to make your work visible in the workplace: "A really interesting thing about influence is you can produce great results, but if people don't see them, it's like they didn't happen. And so the second piece is helping make your results visible. Sometimes that's some self promotion, sometimes that's making sure that the right people see it." 

Dr. Carla introduces her format for applying Performance Science Principles: "The 1-3-9 strategic framework is just a way to really clarify and distill it so it's like a one-page visual that they can look at and say, I know what my goal is, which is the one. I know what are the three most important critical priorities — think of those as the big gears that really drive you forwards. And then the nine is where we capture some of the detail in those priorities."

 

You can connect with Dr. Carla and their work in the link below:

 

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LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

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Twitter - https://twitter.com/jbenj09

Sep 02, 2022
How To Reach Peak Performance, According to Science with Dr. Carla Fowler, MD, PhD - Part 1
00:10:47

Performance Science is everywhere. From the sports arena to the business world, coaches are measuring every conceivable metric to determine what and how much can be improved to reach optimal performance. If you aren’t doing this yet, then you’re probably missing out. 

In this episode of the Peak Performance Selling podcast, our host Jordan Benjamin talks to THAXA’s Managing Director, Dr. Carla Fowler MD PhD about the most common mistake that leaders make when it comes to performance. Dr. Carla also shares some best practices for effective goal-setting, and why you shouldn’t set a goal that you know you can easily meet. 

 

HIGHLIGHTS

  • What is performance science? 
  • Top 3 common mistakes that leaders make 
  • Focus is essential to creating a successful process 
  • Best practices for effective goal-setting 

 

QUOTES

Performance Science, according to Dr. Carla: "It is the multidisciplinary field that covers all of the different ideas and science that talk about how as human beings we do our best work or produce the best results. It has its origins in athletics -- that was one of the first places where we were really measuring performance. But pretty quickly, it merged into areas like the operating room, the cockpit, or the military."

Dr. Carla on the most common mistake that leaders make: "Particularly as a leader if what is the goal is not clear, it becomes really challenging [not only] for your team to know how to win, but also for your team to judge their progress."

 

You can connect with Dr. Carla and their work in the link below:

 

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Website - http://mycoreos.com/

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Twitter - https://twitter.com/jbenj09

Aug 30, 2022
On Empathy, Beauty, and Learning with Dr. Devan Kronisch, Part 4
00:10:43

SHOW SUMMARY

Psychology as a scientific discipline is a fascinating field, particularly because it informs a lot of what we do in other areas of work. The more we know about ourselves, the better we are able to do something, particularly in fields such as sales and marketing where we deal with people. 

In this episode of the Peak Performance Selling Podcast, Dr. Devan Kronisch talks about the two kinds of empathy, how beauty filters and social media are reducing our ideas of attractiveness and beauty towards particular demographics, and why taking more breaks can actually help you learn new things faster. 

 

HIGHLIGHTS

  • Where empathy falls short
  • The difference between cognitive and emotional empathy 
  • Beauty filters are reshaping our ideas of attractiveness 
  • Tips to set yourself up for success: Take more breaks and meditate

 

QUOTES

Dr. Devan on the two kinds of empathy: "Cognitive empathy is incredibly important, and I do think it overlaps with curiosity because if you're not curious, you're not gonna do that entire exercise of looking at the world from their eyes. But we so often talk about emotional empathy and holding it up as this big example of now you can really understand the person. But mirroring is not what you need in all situations."

Dr. Devan on how beauty filters are affecting our concepts of attractiveness: "What we find attractive is actually based on an averaging-out effect that our brain runs fully subconsciously at all times. What happens when we look at social media that uses filters, that uses editing, that does all these things to make people not look like people anymore? Our brain learns that this is the range of actual living beings and it averages from there." 

Dr. Devan on how our brains process attractiveness and beauty: "If you live in an area where you only ever see one type of person -- one race, one ethnicity, whatever exactly you want to call it, that is what your brain is going to perceive as normal and therefore, attractive."

 

You can connect with Dr. Devan and their work in the link below:

 

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LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

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Aug 26, 2022
The Psychology of Motivation with Dr. Devan Kronisch, Part 3
00:10:21

SHOW SUMMARY

The point of work is to earn a living. But as progress forward, there comes a point where simple monetary rewards are no longer enough for people to keep improving and provide sustained effort. As humans are social animals, we tend to crave societal impact; we want to be part of something bigger than ourselves.

In this episode of the Peak Performance Selling Podcast, Dr. Devan Kronisch talks about the different kinds of motivation, how certain approaches work the best in tandem, and the kind of traits that make a good leader. 

 

HIGHLIGHTS

  • How psychology can inform your corporate goals 
  • You need both quantitative and qualitative data
  • Different people get motivated by different things 
  • People like to feel that they've made an impact
  • Financial rewards are important, but don’t solely rely on it
  • The curious chameleon is the best leader

 

QUOTES

Dr. Devan on how motivation works socially: "A number doesn't work for motivation. We've evolved to be social. Motivation happens from person to person, not from person to number. And even if that person is yourself, you'll need to find when will you be satisfied."

Dr. Devan on the different ways to motivate people: "A very simple split on how motivation works is approach versus avoidance. Some people want the carrot dangled in front of them. Some people you can dangle a carrot all day long, nothing is gonna happen. They do need to see that big chasm behind that they can run away from. You need to know what type your reporter is." 

Dr. Devan describing a 'chameleon' type leader: "A person that is good at putting different parts of themselves forward at different times, pulling those masks from their own heart, they can engage with anybody at that point without just mirroring but actually bring something to the table, making it a group, giving it this entire trust."

 

You can connect with Dr. Devan and their work in the link below:

 

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

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Email - Jordan@MyCoreOS.com

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Aug 23, 2022
Work Well, Not Long with Dr. Devan Kronisch, Part 2
00:10:17

SHOW SUMMARY

Working well doesn’t always mean working long hours, and overworking should not be treated as a badge of honor. Unfortunately, in modern society, we often celebrate this behavior without realizing that this is also the leading cause of burnout and a host of other mental health problems in the workplace. 

In this episode of the Peak Performance Selling Podcast, Dr. Devan Kronisch talks about the culture of overworking, and how managers can lead the charge in improving work-life balance. They also talk about the importance of failure and how to know whether you’re really performing well or just setting the bar too low. 

HIGHLIGHTS

  • Managers have a direct impact on their employees' mental health
  • Work ethics and Calvinism in North America
  • Managers need to start taking more days off
  • Why it's difficult to break the cycle of overworking 
  • We learn best in a failure-tolerant environment

QUOTES

Dr. Devan on the relationship between Calvinism and overworking: "Basing on Calvinism, [the reason] why you are supposed to work yourself to death is to show that you will go to heaven. And you show that you're a good person by overworking. It has become such a badge of honor when we're seeing all these tweets; 'Hey, it's only Wednesday and I've already worked 80 hours this week!' And we're supposed to celebrate this."

Dr. Devan on managers leading the charge towards a better work-life balance: "I'm telling the managers that I'm coaching, 'I want to see stupid vacation pictures from you. I want you to go into your team slack and send a picture of you on your veranda with the cape with the dog or whatever so that it really shows that it's okay to really take [a day] off.’ That it isn't a badge of honor to work long. We don't want people to work long, we want people to work well." 

Dr. Devan on why failing is an important step in learning: "What we do know is that we learn best in a failure-tolerant environment. If you are in a job or position that allows you to experiment often, fall on your face then get up from it, you will go further."

You can connect with Dr. Devan and their work in the link below:

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Aug 19, 2022
What Drives Burnout And How To Address It with Dr. Devan Kronisch, Part 1
00:12:35

SHOW SUMMARY

With burnout rates on the rise, business leaders need to figure out how to regulate stress levels in the workplace or face both business and ethical consequences. In this episode of the Peak Performance Selling podcast, Josh talks to Dr. Devan Kronisch, who heads the sales academy as well as the Diversity, Equity, and Inclusion (DEI) committee at Proposify.

Dr. Devan talks about their journey from academia to sales enablement, and how those years teaching eventually lead to them becoming the go-to expert on all things DEI. They also talk about the leading causes of burnout in North American workplaces, and what business owners and executives can do to address it. 

HIGHLIGHTS

  • How Dr. Devan ended up in sales enablement
  • Going beyond diversity in the workplace 
  • Psychological safety is all about holding people accountable 
  • Everything you do outside of the 9 to 5 job is still work

QUOTES

How Dr. Devan ended up in sales: "When my agent came to me and said, 'hey, Proposify needs a sales enabler,' my first thought was, 'What on Earth is a sales enabler?' So I went on Google and looked it up and I was going, 'Wait a minute, they need somebody to teach people things, to coach people, to go in there do assessments, I can do all of that! I just have no clue about sales. I can learn that.'"

Dr. Devan on why just focusing on diversity is not enough: "I do very often see that the heavy focus is on diversity, and then we end up working with HR, trying to get more diverse hires. But then they leave after a short time because we haven't actually made an environment where people feel included and feel valued." 

The biggest roots of burnout, according to Dr. Devan: "Burnout comes from a lot of different factors. But we do know that the big ones are unfair treatment, unmanageable workload, lack of role clarity, lack of communication support, and unreasonable time pressure."

You can connect with Dr. Devan and their work in the link below:

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Aug 16, 2022
Losing Helps Us Learn, But Winning Propels Us with Scott Milener, Part 4
00:12:51

No good story is complete without a little challenge. After all, losing builds character. But what we’re really after is that nice payout in the end, when we get to see the heroes of the story win. In this episode of the Peak Performance Selling podcast, Josh talks to Scott Milener about celebrating your wins, the importance of taking breaks, and reinforcing yourself with positive thoughts. 

HIGHLIGHTS

  • Tips for showing up at your best everyday
  • Taking a quick break allows you to think creatively 
  • Positive feelings are better than negative thoughts
  • We could all use some more empathy
  • Scott's favorite interview questions

QUOTES

Scott on taking a break from work every once in a while: "Get up from the laptop and let your mind think. Otherwise, it's all just consumption and reactionary which is not a really great way to build a business, to react constantly. You have to create new thoughts."

Scott on celebrating your wins: "People talk about the challenges of sales and it's a grind, so you have to have the reward. The financial is one part, but honestly, calling it a win especially when you beat competitors and help a customer — that's really one of the big drivers."

Scott's tips for people wanting to climb the corporate ladder: "Try to spend some time outside of just the role you're in. Because then it gets very easy to get caught up in the pressure of the role and just do that all day long."

You can connect with Scott and his work in the link below:

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Aug 12, 2022
How To Give Back While Doing Business with Scott Milener Part 3
00:12:58

No matter which product or service it is that you sell, sales can be a pressure-cooker environment. As a result, salespeople are always in a hurry to meet quotas, set appointments, close deals, etc. But people aren’t robots, and people work better when they are not overworked and overwhelmed. Therefore, there is an obvious need to slow the process down without slowing down productivity. 

In this episode, Scott Milener talks about his company IntroSnap, a way for salespeople to do business while also donating to their favorite charities. Scott zeroes in on breaking from the daily grind of sales, donating to charity, and creating better relationships with customers in the long run.

HIGHLIGHTS

  • Give back while doing business with IntroSnap
  • Donating a million dollars to charity in the next two years
  • Salespeople are in a hurry to get rich
  • Stressed people are not good performers in the long run 

QUOTES

Scott on IntroSnap's mission: ”What IntroSnap is enabling is a touchpoint, or multiple touchpoints where you can provide something personal and meaningful to the prospect and that is in the form of a charitable donation to a cause that they care about." 

Scott on a salesperson's state of mind today: "Salespeople are in a huge hurry, they're under constant pressure despite the modern thinking of how to manage sales teams, which is the servant leader and all that, which is very important. Help the team don't just press the team. Nonetheless, the reality is half the time, what comes down from the top is 'What's your number?'"

Scott on why people work better in the long run when they're not stressed: "When you're great at something, it can be a sport or anything you're good at. Singing, or writing. When you're in the flow, when you're in that zone, are you tense? It's the opposite. When you're really great at something and you're doing it well, you're loose and relaxed and you're just firing on all cylinders in a kind of an automatic way. You can't be great at singing or a sport or whatever it is if you're tense. It won't happen."

You can connect with Scott and his work in the link below:

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LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

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Aug 09, 2022
How to Bounce Back From a Bad Quarter with Scott Milener Part 2
00:10:07

All sellers, even those at the very top of their organizations have their bad days. But what do you do when you have a bad quarter? Don’t fret, all is not lost. The only thing left to do is to bounce back. In this second of a four-part episode of the Peak Performance Podcast, Jordan continues his conversation with Scott Milener about life in the trenches as a top seller, sales leader, and eventually as the co-founder and CEO of his own company. 

HIGHLIGHTS

  • You need more users to get better feedback
  • 3 types of founders and how to find leaders with complementary skills 
  • How to bounce back from a bad quarter in sales

QUOTES

Scott on the need to keep up in fast-paced markets: "You’ve got to expect change and improvement, not just be reactionary to it." 

Scott on why you might be having a bad quarter in sales: "The top and the middle of the funnel is kind of where the action is. Because if you have a decent product and a decent process, you're going to get a decent win rate at the bottom. So what did you do in the middle of the funnel?"

You can connect with Scott and his work in the link below:

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LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

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Aug 05, 2022
Working in Sales and Loving It with Scott Milener Part 1
00:10:28

Popular culture often portrays sellers as shady characters that are only out to make a quick buck out of unsuspecting customers. But in reality, sellers like Scott Milener, who prioritize helping customers over profit exist. In this episode of the Peak Performance Selling podcast, our host Jordan talks to sales leader and IntroSnap CEO and Co-Founder Scott Milener. Scott talks about his own sales journey, why he continues to love doing what he does, and the difference of mindsets between individual contributors and successful sales leaders. 

HIGHLIGHTS

  • How Scott found software sales, and why he stayed
  • Good sales leaders stay positive all the time 
  • The difference between individual contributor to sales leadership
  • Sales is depends more on the attitude of sellers than buyers 
  • Customer feedback is crucial for energizing sales teams 

QUOTES

Scott on why he loves working in sales: "I think I just love working with people and it's fun to talk about a cool new product and how it can change their lives. And when they engage and you realize, okay they also agree that it's gonna change their lives and improve their business, it's just very satisfying."

Scott's advice for sales leaders: "No matter what happens, you got to stay positive. Because you have a purpose, you have a mission, you have a great product -- if it's not a great product, you probably shouldn't be trying to sell it. You got to remain excited to tell others about it, remain excited to have your team tell others about it, continue to work on it."

Scott on the importance of securing customers early: "Even if it's early, go get customers. It's very energizing whenever one says, wow, someone's whole company just agreed to use our product. It's very energizing because then they realize, we're not just making a product, we're not just talking about it. Other people  are putting up money to use it, to achieve what we've said we believe they can do with it." 

You can connect with Scott and his work in the link below:

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LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

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Aug 02, 2022
The 100th Episode with Jordan Benjamin
00:21:47

If life is a marathon, then we need to figure out how to be efficient in how we can best set and accomplish our goals. In this 100th episode of the Peak Performance Selling podcast, Jordan invites us to reflect on the meaning of success, and what we are willing to do to ensure that we are in the position to show up everyday, fully and authentically. Jordan also shares his favorite takeaways from the past 99 episodes and the lessons he learned from talking to his favorite guests. 

HIGHLIGHTS

  • A moment of reflection 
  • Who you are is not who you will always be 
  • Sales is a profession for all 
  • Use your pain to drive you forward 
  • Success is about the freedom to live your life 
  • Life is a marathon

QUOTES

Jordan: "Realize that your own story, regardless of your background, regardless of your gender or sexual orientation, skin color — does not matter. Because sales is a profession for all humans from all walks of life."

Jordan: "Your perspective and how you define your own story, your own challenges, are what help you drive forward. Leverage those times you get told no, those failures, those setbacks, but turn it into a positive story that is empowering, that gives you that challenge to say I can overcome, I can do this. I will believe in myself." 

Jordan: "So many of us in the working world have had to hide behind a facade. They talk a lot about stress, depression, anxiety being when our actions are not in alignment with our values as humans. And so thinking, how can you put yourself in a position to be able to show up fully, authentically, and wholly?"

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

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Email - Jordan@MyCoreOS.com

Twitter - https://twitter.com/jbenj09

Jul 06, 2022
What Great Sales Leadership Looks Like with Kevin Dorsey
00:50:52

In this episode of the Peak Performance Selling podcast, Jordan talks to fellow podcaster and sales coach Kevin Dorsey. Kevin, who hosts the Live Better Sell Better podcast,  shares several golden nuggets of wisdom for sales leaders that, if followed, will surely take them on the path to success. 

His most powerful advice: ignorance is not bliss. Whether it be burnout or failing to achieve a set goal, you need to know the reason why and how it happened. Only when clarity is achieved can you proceed to move forward with intention. This is what great leadership looks like. 

HIGHLIGHTS

  • Courage is not absence of fear
  • Goal setting is more than just vision-boarding
  • GERMS: Kevin's ideal morning routine 
  • Take control of how you want to show up
  • Spend less time thinking, do more fixing
  • How to bounce back from a missed goal 
  • Combating burnout starts with awareness

QUOTES

Kevin: "If you understand that it's fear that's holding someone back, how you address that is different. Where a lot of leadership is like, oh just work harder. Oh, just get over it. If it were that easy, we wouldn't have this problem." 

Kevin: "A lot of people set goals, but they've never mapped out what's gonna change by hitting that goal." 

Kevin: "More often than not, we don't actually take time to solve problems. We take time to think about the problems. We don't actually take the time to solve them. Take action more often than not." 

Kevin: "Clarity gives confidence. Confidence creates momentum. That's how you bounce back. Can't bounce back if all you're gonna do is, I'm just gonna work harder this month or this quarter. That's not what it is." 

You can connect with Kevin and his work in the link below:

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Jun 29, 2022
Overcoming Adversity & Leading Sales Teams with Justin Jay Johnson
00:42:17

In this episode of the Peak Performance Selling podcast, Jordan talks to FitGrid’s Vice President of Sales, Justin Jay Johnson. From being the first ever ECMO baby at Children’s Memorial in Chicago, to having 34 surgeries after a near death snowmobile accident, Justin is no stranger to adversity. However, Justin has never let himself be defeated by challenges. Instead, he has overcome them all and continues to face life head-on, knowing that success is always just around the corner. 

HIGHLIGHTS

  • Leadership is not always pretty 
  • Always be authentic, but don't be an asshole
  • Good leaders challenge people to be better 
  • Always celebrate small wins 
  • What it means to be a 'Beautiful Savage'
  • How to bounce back from tough times
  • Good leaders tell the truth

QUOTES

Justin: "When I think about me being a leader and what the job of the leader is, it's not pretty everyday. It feels good to stand onstage and celebrate the accolades and you're speaking in an all-hands but the day-to-day is lonely, the day-to-day is not pretty, you're challenging people, getting them out of their comfort zone."

Justin: "Just want to achieve excellence but they care about the people around them. As soon as they learn something they want to lift someone up around them. And if you have that approach, which is easier said than done, especially when you're trying to prove yourself early in your career, it can be easier to let the scarcity mindset come into play. But as you evolve and you start to adopt that, life is just more enjoyable that way. That's what Beautiful Savage is all about."

Justin: "The better you are at knowing who you are, knowing your worth and what your skills are, as well as what they aren't, they can help you objectively assess the situation." 

Justin: "Average players want to be left alone, good players want to be coached, great players want the truth."

You can connect with Justin and his work in the link below:

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Jun 22, 2022
Leadership Lessons From Dad
00:16:07

In this episode of the Peak Performance Selling podcast, Jordan shares a few lessons he learned from his father about good leadership. The lessons that Jordan focuses on are not directly related to revenue. Instead, they focus on treating employees and subordinates with respect, living with an attitude of gratitude, and creating a work environment that makes people want to stay for the long haul. 

HIGHLIGHTS

  • Treat every person with dignity, compassion, kindness, and grace 
  • It's always better to assume positive intent
  • Live with an attitude of gratitude
  • Celebrate the small wins 
  • Maintain a childlike passion for ambition
  • Make it a habit to congratulate someone for a job well done

QUOTES

  • Jordan: "Regardless of who they are, or why we should or shouldn't be kind, what they can do for us, how do we treat these people with kindness, with dignity, with compassion, and give them grace with every interaction? It's not hard." 
  • Jordan: "I've found it so easy over the years to assume the negatives. And it usually doesn't do me very much good. Especially then when I just pick up the phone and talk to somebody versus what I may assume over slack or over email. In this digitally disconnected world, assuming positive intent can help us find more solutions, better,  more easily, more effectively." 
  • Jordan: The most successful in the world, the sense of appreciation for everything that they have right now, and this concept that there's so much more out there, there's so for all of us to go around, so many of us feel entitled that tomorrow is going to come and we should just slog or grind through the day." 

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Jun 15, 2022
How To Make Your People Feel Valued with Amy Volas
00:45:10

In this episode of the Peak Performance Selling podcast, Jordan talks to Amy Volas,  the founder and CEO of recruitment firm Avenue Talent Partners. Amy shares her incredible insight into leadership, developing a strong work ethic, and genuinely caring about people. Amy also talks about the importance of self-awareness and self-realization, and why it’s critical for leaders to understand that business starts and stops with people, not the bottom line. 

HIGHLIGHTS

  • Get to the root of the pain point to address it
  • All good leaders have playbooks
  • How to bounce back from a tough time 
  • Check your ego and don't try to be a hero 
  • Always do things with integrity
  • It all starts and stops with people
  • Building communities in today's digital world 

QUOTES

Amy: "The thing about playbooks, I might have one, you might have one, in my mind they are iterative. They're not read, rinse and repeat because everybody's business is different. And the best leaders I know, they're always learning and tweaking as they go." 

Amy: "Even when it's hard, even when I want to crawl under a rock and not come back out, I own it. I try to do it with integrity, and I try to be as honest as I can be."

Amy: "I don't care what market we're in. If it's an up market, if it's down market, if it's a bull or a bear, I don't care. You still have to have people to do your business. When it's good, when it's bad, you have to. And the last time, I checked, you don't have a business without a customer because the customer writes the check. And guess who drives that? A little thing called sales." 

Amy: "We all want to be seen, we all want to be heard, we all want to be understood. And I've added two more things to that: we all want to be valued and validated."

You can connect with Amy and her work in the links below:

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Jun 08, 2022
Growth Mindset And Dealing With Imposter Syndrome with Hunter Baker
00:35:12

In this episode of the Peak Performance Selling podcast, Jordan talks to Hunter Baker. An experienced and empathetic sales leader herself, Hunter knows a thing or two about setting up a team for success and inevitably, helping them deal with failure as well. She also shares her struggles with imposter syndrome why having a growth mindset is the best way to overcome it. If you’re always looking forward to growth and learning, then failures are just mere learning opportunities. 

HIGHLIGHTS

  • Hunter's pivotal learning moment 
  • Dealing with imposter syndrome 
  • You either have growth mindset, or you don't
  • The traits that make someone worth investing in
  • Let your team set their own goals 
  • How to show up everyday at your best

QUOTES

Hunter: "It's okay to not be great from day one. You're gonna shine in this area, or maybe this other person doesn't shine. I need a well-rounded team so you go shine in the areas where you're good. The other things will come and you don't need to worry about the imposter syndrome." 

Hunter: "Acknowledge the elephant in the room. Real or fabricated or whatever, it's important that you don't know it all, all of the time otherwise you stop learning. If you are the smartest person in the room, you should probably check yourself." 

Hunter: "If you don't let people jump off a cliff and fail, they won't learn anything. If they are already doing the job, they're ready for the next job, not the job that they're already doing."

Hunter: "It all starts with hiring. If you hire the wrong people for what you're looking for, then you can't make someone who doesn't have that mindset into someone who has that mindset. It's one of those intangibles that you either have or don't." 

Hunter: "My value is building. Give me a project, give me a problem, and tell me to go figure it out, and I will do it 9 times out of 10. Probably not every time. But I need problems because I really like solving them and I get great satisfaction from that."

You can connect with Hunter and her work in the links below:

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Jun 01, 2022
Sales Leadership For Dummies with Bryan Elsesser
00:49:04

In this episode of the Peak Performance Selling podcast, Jordan talks to Bryan Elsesser, the VP of Sales for SaaStr. Bryan talks about the lessons he learned while cutting his teeth in the yellow-pages gig he participated in his youth. As a veteran sales leader in his own right, Bryan shares his top tips for building a culture of winning in your organization, how to become an effective manager, and dealing with burnout in your team. 

HIGHLIGHTS

  • Learn from both great and not-so-great leaders 
  • Life's too short to not be enjoying your job
  • Company culture is more than office beers and pizza 
  • Managers do not need to know everything
  • Stop thinking about the next part of your career
  • Sales lessons from an opera singer 
  • How management can address burnout issues 

QUOTES

Bryan: "I think a great leader knows their people. They know who they are, they know what makes them tick." 

Bryan: "This is the day and age where you have more choice salespeople than probably ever. It's a human environment. If you're not having fun, go find the fun. Life's too short man, you go find the fun." 

Bryan: "If you are the manager or the leader, you cannot think that that means you're supposed to have all the answers. It means you're supposed to be able to navigate the strengths of every person on your team to build the best outcomes." 

Bryan: "Stop thinking about the next part of your career. Think about how you can be awesome in what you're doing. Because if you're awesome at what you're doing, that's the only way you get offered the opportunity to go to those other opportunities." 

Bryan: "That's how I think of burnout — I think of it as a measurement. And then what's the start-stop and adjustment that you need to do in order to allot for it. Because it's not always company retreats and pizza Fridays. It's something that you need to allot for and plan for." 

You can connect with Bryan and his work in the links below:

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May 25, 2022
Being A Giver in Sales Drives Longterm Success with Bob Burg
00:26:05

In this episode of the Peak Performance Selling podcast, Jordan talks to award-winning and bestselling sales author, Bob Burg. Bob talks about serving others as your primary target for sales, and treating money only as a reward for meeting that goal. Selling should be about adding value to your customer’s life by way of your product or service, and treating their success as your own.

For Bob, there is no faster and more sustainable way of attaining success in sales than by adopting a giving mindset. The most fulfilling way of conducting business, Bob says, is also the most profitable. 

HIGHLIGHTS

  • Serving others, not money should be your primary target 
  • The buying process has changed 
  • Selling should be about giving 
  • Customers are buying for their reasons, not yours 
  • The 5 Laws of Stratospheric Success 

QUOTES

Bob: "Great salesmanship is never about the salesperson. Great salesmanship is never about the product or services as important as those are. Great salesmanship is about the other person, it's about adding value to the life of another human being. I guess we can even say it's really about another person's life being better just because you are part of it."

Bob: "Nobody's gonna buy from you because you have a quota to meet. They're not gonna buy from you because you need the money or even because you're a really nice human being. They're gonna buy because they believe that they will be better off by doing so than by not doing so."

Bob: "When we say giving in this context, we simply mean constantly and consistently providing immense value to others and understanding that doing so is not only a more fulfilling way of conducting business, it's the most financially profitable way as well." 

Bob: "All things being equal, people will do business with and refer business to those people they know, like, and trust. There's no faster, more powerful, or more effective way to elicit those feelings toward you from others than by genuinely moving from that I-focus or Me-focus to an Other-focus."

You can connect with Bob and his work in the links below:

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May 18, 2022
Unlocking The Potential Of Sales Teams with Shaan Hathiramani
00:32:52

In this episode of the Peak Performance Selling podcast, Jordan talks to Flockjay CEO Shaan Hathiramani. Shaan graduated from Harvard with a degree in Applied Mathematics, but moved on to the investment and finance world during the 2008 recession to better equip himself with knowledge needed to thrive in uncertain times. 

Shaan talks about the shifts that he has seen in today’s sales teams, and why he is optimistic about the future. Today’s sales environment, he says, is veering away from the cutthroat, sink-or-swim environments and going towards collaboration and purpose-driven places.  He also talks about the work that he is doing with Flockjay, a company that empowers upward mobility through education and access. 

HIGHLIGHTS

  • Changing the face of sales education with Flockjay
  • We have many tools, just not the right ones 
  • Salespeople want a purpose outside financial reward
  • Companies need to focus more on employee onboarding 
  • Saleswork is changing for the better
  • Stop hanging on to your setbacks 
  • Moving from hero culture to team culture 

QUOTES

Shaan: "I've taught financial literacy on the side for 10 years. And that's when it really started to click. That these last mile skills that allow us to unlock our own potential, are often the light skills that aren't taught in institutional curriculum but are actually things that you learn through osmosis, through exposure to networks and peers and by just having an awareness of what are things that are future-proof in today's world."

Shaan: "When I talk to sales leaders, I think the biggest thing folks are realizing is that sellers want to learn from other sellers and we've got to figure ways as an industry to capture those best practices, to scale our amazing managers, to deliver coaching and feedback and to facilitate that peer learning." 

Shaan: "I think purpose is the foundation of any high-performing or elite go-to-market organization. And it's that one thing that's so important yet I think so many folks in the industry have been conditioned to try to map that thing to a metric. Right.

We're so activity driven. It's like, if it isn't affecting time to productivity or revenue philosophy or any one of these things, then why should I care? But I think now, you know, folks are realizing that that purpose means everything."

Shaan: "I started Flockjay with a very clear purpose of empowering individuals to access their full potential for upward mobility. And everything we do from a product perspective, from a go-to-market perspective, from a sales perspective has to connect with that worldview. We think about this less as an input, and more as an output. If we're living and breathing our values and the purpose will be a product of all of that." 

You can connect with Shaan and his work in the links below:

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May 11, 2022
The Role Of Empathy In The Future Of Work with Sophie Wade
00:47:01

In this episode of the Peak Performance Selling podcast, Jordan talks to work futurist and international keynote speaker Sophie Wade. As a workforce innovation specialist, Sophie shares valuable insights on the future of work, particularly in terms of remote work and hybrid working arrangements that companies have had to adopt quickly, if not haphazardly because of the COVID-19 pandemic. 

Sophie’s new book, Empathy Works: The Key to Competitive Advantage in the New Era of Work comes out May 3rd.

HIGHLIGHTS

  • The perspective that comes from working in different countries
  • Why some companies are struggling to adapt to remote work
  • Hybrid work will take some getting used to 
  • When having employees with multiple jobs make sense
  • Business systems are not evolving in the same pace as technology
  • Most people don't know to do their best work
  • What is empathy? 
  • Listen to your co-workers as much as you do with clients 
  • Trust is the foundation of all good relationships

QUOTES

Sophie: "We can use empathy to learn a lot more about other people when we are asking questions and watching people's faces. And the key thing is really trying to sort of connect in all of these different dimensions as well as paying attention to what people's moods are and listening to their voice tones and all these kinds of things. When we really pay attention to all these things they give us a huge amount of information so we don't need to spend four hours on the golf course, as fun as that may be."

Sophie: "Everybody being in the office, or everybody being remote, those are the two easiest solutions because everybody is sort of in the same environment. When you have different schedules, and people coming back and forth, and some people may be fully in the office and some may be fully remote, some people in between, it is just more complicated. But the world is more complicated, and the way business is operating, never mind supply chain disruptions." 

Sophie: "If we can understand each other and work together better, that's the principle. It doesn't change but the more that we can make progress towards that goal and have more productive interactions and have better collaboration meetings particular when we're trying to sort of deal with these gnarly issues that we're dealing with now, that's all making the workplace more enjoyable, more effective and we can also be improving our performance." 

Sophie: "Empathy... is generally understanding someone else's perspective, like how they see the world. Like you don't see the same world the same way that I see the world, like me trying to understand that and then also tapping into how you experience it, to how you feel."

You can connect with Sophie and her work in the links below:

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May 04, 2022
Practice Makes Perfect with Jordana Zeldin & Jonathan Mahan
00:30:16

In this episode of the Peak Performance Selling podcast, Jordan talks to The Practice Lab’s co-founders, Jordana Zeldin and Jonathan Mahan. Backed by data and firsthand experience, Jordana and Jonathan talk about how salespeople work and what can be improved within the profession. As seasoned sales leaders, Jordana and Jonathan share how they developed the first-ever sales training program for Account Executives ready to develop their skills the way athletes, musicians and performers do.

HIGHLIGHTS

  • Be more human in your interactions
  • Make time for the important things first 
  • Passive learning is never enough in sales 
  • Reps need to dig deeper to find the real pain point 
  • Understanding is the foundation of good recommendations
  • People want to feel good about what they do 
  • Pay attention to your nutrition

QUOTES

Jonathan: "Time management. I started religiously time-blocking my calendar. The most important things, those that really moved the needle, I made space for. All the other fluff and bull crap had to find time around those blocks." 

Jordana: "A big aspect of practice that Jon and I have borrowed from how every other discipline approaches skill development is really related to breaking down this big called selling into smaller moments and practicable micro behaviors that we can help sellers to grow awareness around, and then get their reps in." 

Jordana: "We like to do kind of a kickoff party and get a sense from people of what they're hoping to get essentially, where they're hoping to be at the end of the quarter. What's fascinating for me and Jon to hear is that not one person said I wanna close more deals. Everyone said I want to feel better in my selling. I want to have greater awareness." 

Jonathan: "I would say, in sales, I don't see people paying attention to it. I also say, in our entire country, in our entire culture, people don't pay attention to it. The more research you do into the power of food and how food truly is medicine for your body, the more you realize, we have everything backwards." 

You can connect with Jonathan and Jordana in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - Jordan@MyCoreOS.com

Twitter - https://twitter.com/jbenj09

Apr 27, 2022
Stay True To Your Beliefs with Salman Mohiuddin
00:43:51

HIGHLIGHTS

  • After every difficulty comes ease
  • Faith and prayer as a way to get through a work day
  • Patience can be a valuable trait in sales
  • How to build a point of view with your customers
  • Advice for leaders of remote teams
  • You need to believe in what you're selling first
  • The best leaders challenge you
  • Sales and alcohol don't always need to mix

QUOTES

Salman: "One thing that my faith teaches me is that after every difficulty will come ease. With every difficulty comes ease. Meaning that, you're gonna go through some tough times, guaranteed. No matter who you are. You've been through it, I've been through it I'm sure, in our life. But there's gonna be light at the end of the tunnel." 

Salman: "If you do not have conviction and belief in what you're selling, if you don't believe that this is the best product in the market that you believe will solve your business challenges, customers will see value in it, if you don't truly have conviction and belief in what you're selling, you won't enjoy what you're doing, you won't be successful, and you won't be inspired to wake up every morning."

Salman: "As I was learning more about the product, as I was sitting down with customers, I felt, I don't know if I'm completely sold on this product. I don't know if I believe in this product. I don't know if I have conviction in this product, in what I'm selling.  And I realized I couldn't be successful, I didn't enjoy what I was doing." 

Salman: "Sales is about building a connection in some way. Sales is about uncovering business problems and helping solve them. And you don't need to chug down a couple of cold ones to do that." 

You can connect with Salman in the link below:

  • LinkedIn: https://www.linkedin.com/in/salmanmohiuddin/

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 20, 2022
5 minutes to Destress and Relax to Show up @ Your Best
00:06:00

It doesn't take much to help us let go of stress and perform at our best.  Join me for a quick exercise to make your day great!

Apr 13, 2022
Looking Inward As A Path To Success with Marcus Chan
00:47:37

HIGHLIGHTS

  • Fail forward quickly to get a strong feedback loop
  • Self-awareness can help you understand others 
  • You often don't know that you don't know
  • Break free from your BS beliefs 
  • Progress is the ultimate motivation
  • Building your personal operating system
  • Pay attention to your M5: Mind, Muscles, Matter, Money, Marriage
  • Plan your morning and nighttime routines

QUOTES

Marcus: "The more I can understand be aware of myself, the more I can seek to understand other people." 

Marcus: "One of the greatest lesson learned has to be, easily, is to focus inward first. Master that self-awareness. If we do that, it becomes much easier to get what you want in life." 

Marcus: "What's really important here: only ask people who have already achieved what you want consistently at a higher level. What you don't want is someone who's on the same level as you. That's like the blind leading the blind. You want to know what it is that you can change. "

Marcus: "Whatever you consume consistently, your thoughts will eventually become your beliefs. Your beliefs will become your actions. Your actions will become your results. If you understand that, you start breaking those beliefs." 

Marcus: "It's not about, I'm just gonna work 100%, 80 hours a week or whatever, This is about making sure when I hustle, it's executing on the high leverage tasks that move the needle. As a sales professional, it's the IPAs: income producing activities." 

You can connect with Marcus and learn more about his work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Apr 06, 2022
Be Authentically You with Jeff Kirchick
00:46:44

HIGHLIGHTS

  • Strive to fulfill roles that you aren't qualified for 
  • Being more authentic as a seller is going to be a differentiator
  • Sellers need to be industry experts 
  • It’s okay to be word, but be authentically weird
  • Nobody wants to work for someone who won't get their hands dirty
  • Vulnerability equals relatability 
  • Just keep asking yourself why 
  • The importance of taking care of your mental health 
  • A little of your time spend for others can make a big difference 

QUOTES

Jeff: "When I first started selling, I thought that it was all about me and being charismatic. And I learned later on that it was all about the customer, and how to ask good questions and things like that. But the main tenet that never changed was that I was behaving in an authentic way. I wasn't putting on a different hat at work than I was at home."

Jeff: "I truly looked at the customer as someone I really wanted to help. In fact, I probably get more anxiety about an angry customer than no customer."

Jeff: "When people perceive that you are being your authentic self, that you are presenting an honest version of yourself, they trust you. It doesn't mean they like you. But it means they trust you, and trust is really important in sales." 

Jeff: "There's no hard and fast scientific proof of why we're here and what our purpose is and what we need to do. In the absence of that, if you can live your life being happy — that, to the best of our knowledge, that's probably the best way that you can live your life."

You can connect with Jeff and learn more about his work in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 30, 2022
Empowering Women in Sales And Giving Back with Samantha McKenna
00:42:45

HIGHLIGHTS

  • Women should help, not compete with each other
  • Sales is about helping, not hustling people
  • Get your name in light to the right people
  • Keep your online profiles professional but authentic
  • Always think of what you can contribute first
  • How to add value, standout, and give back
  • Empowering women in sales

QUOTES

Samantha: "When you talk about how to show up as a badass woman in sales or how to make sure that there's even more of us in this profession, the number one thing that we can do is let go of the idea that we are competition for each other and figure out how we can do nothing but shine a light on other women in sales. Find opportunities to support each other, champion for each other, and even the best part, say positive things about each other when that person isn't in the room and doesn't know that you're championing for them." 

Samantha: "You're spending 30 minutes with me, I'm gonna figure out how to help you even if it's not the solution that I sell. And that has made me wildly successful.. So just tell me about what's going on on your side and your challenges." 

Samantha: "When you make an investment in our company and you have our training, have us speak in SKO, you're money is not just gonna go line our pockets. We're gonna think of about we've been successful now, then what else can we do. How can we make a contribution."

Samantha: "As a  woman in sales, use your voice publicly. We work with a ton of executive women at organizations like LinkedIn, etc. And one of the coolest things about them is that they are SVPs at these massive organizations. And you not posting on LinkedIn, you not speaking on podcasts, you not being out there, hides yourself from the rest of the world that could be inspired by you."

You can learn more about Samantha in the links below:

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Mar 23, 2022
Applying Emotional Intelligence In The Workplace with Orrin Webb Jr.
00:42:20

HIGHLIGHTS

  • Not everyone is predisposed to harnessing emotional intelligence 
  • Emotional intelligence is crucial in making day-to-day decisions
  • A close look at the Myers-Briggs type indicator
  • Emotional intelligence can make you a better leader
  • Orrin's management philosophy
  • People want to feel like you have their back
  • Self-reflection can help with self-improvement
  • The body and mind are connected
  • Get clear on who you are and how you operate

QUOTES

Orrin: "If you're in sales, you are having conversations with prospects to try and move them or help them to see the value that you're trying to provide. And that is an emotional experience. Being able to be aware of, and be clear on how you are feeling and processing in the moment, but also getting some indication about how that other person is doing, that gives you an edge." 

Orrin: "I would often say that I don't actually manage that other human being. I don't manage their life, their emotions, I don't manage it. I manage a process that the human being is involved in and I show up human-to-human."

Orrin: "Eventually I want to be obsolete. I want you to be so good that you don't necessarily need me anymore. And the way that I got there was by having this philosophy be shown through action, which is showing up in a peer-to-peer, human-to-way.”

Orrin: While there's a lot of value in what society at large has adopted as success, it may not always align with what you define as success. If there is some incompatibility there or some misalignment, it could actually lead to you having some mental health challenges."

You can learn more about Orrin in the links below:

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Mar 16, 2022
Developing A Growth Mindset with Tom Alaimo
00:41:36

HIGHLIGHTS

  • Introverts can be good sellers too
  • Cutting teeth with door-to-door selling Cutco knives
  • How to develop the right mindset for sales success
  • Nothing worth doing comes easy
  • Stories from the podcast 
  • Real-life progress is very nonlinear
  • Be intentional in using technology
  • Shoot your shot at least once a day

QUOTES

Tom: "I like to consider myself a learning machine. That's what one podcast guest said to me about himself that I've stolen. There's a few ways that you can do that. One, I love books and podcasts and things like that. Two, I love learning from people. It's one of the reasons why I do my podcast. And three, try to learn from experiences.

Tom: "When you fail, to take a moment to reflect and write down or think to yourself like what could have I done better and try to take that and go to the next phase. I think it's just a constant process that we're all on."

Tom: "What you're meant to do, it's not supposed to be easy. There are gonna be obstacles, there are gonna be challenges but the most rewarding thing that you can do is to keep following what that light is."

You can learn more about Tom in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - Jordan@MyCoreOS.com

Twitter - https://twitter.com/jbenj09

Mar 09, 2022
Prioritizing Mental Health In Sales with Amy Hrehovcik
00:48:21

HIGHLIGHTS

  • What it's like to have sellers as parents
  • Recognizing and reframing discomfort is the way to progress
  • There is power in labelling your emotions 
  • The absence of symptoms does not equate health
  • Sales is the greatest profession on the planet
  • We're all just humans trying to do better
  • Top sellers don't automatically become good sales managers 
  • You are not your thoughts and feelings 

QUOTES

Amy: "I learned how to interpret feelings of discomfort differently very young. Not only did I learn how to interpret them differently, I learned how to seek them out and to measure my own performance that day based on if I went out of my comfort zone and then how far I went."

Amy: "There is no such thing as aspiring to ice out only negative feelings. When you aspire to ice some of them out or not feel them, you ice them all away, little by little, year after year."

Amy: "We can all relate to feeling harmed in the workplace. Sometimes, when we allow these arbitrary differences, our race, our gender, our location, our age, our sexual orientation, our able bodies, when we allow these arbitrary things to impede the conversation, it prevents us from seeing that shared humanity, that shared experience."

Jordan: "We are all humans that are flawed, that have challenges and struggles and are doing the best with what we got. And we can accomplish so much more together than if we just try and run out on our own in our own tiny little silo as a whole."

You can learn more about Amy in the links below:

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Mar 02, 2022
The Path To Top 1% for Women In Sales with Cynthia Barnes
00:38:39

HIGHLIGHTS

  • We can’t compare ourselves to anyone
  • Look in the mirror and say, why not me?
  • Managing your inner critic; I am enough without even trying
  • Identify common self-limiting beliefs to get through pushbacks
  • Be your own champion
  • Never forget your ability to choose
  • Accept responsibility for everything
  • Be a student of sales
  • Winning is a group effort

QUOTES

Cynthia: “When you set your goal to become number one, sometimes, we think too small.”

Cynthia: “We can’t compare ourselves to anyone because we’d limit our possibilities to being just better than the next best person. Instead, why don't we think bigger and say, if I have everything that I need, what could I accomplish? 9 times out of 10, we will blow our set goals out of the water because we're competing with our own abilities."

Cynthia: "You have to say your affirmations 100 times a day."

Cynthia: "I had to learn early on that what others say about you is none of your business. It's hard, especially as a teenager, growing up being called names. But that bullying made me a better salesperson. I made a conscious effort to overcome it. I could use it to make me bitter or I could use it to make me better. And I chose the latter.

Cynthia: "Failure, let's change that to the learning experience. The stories we tell ourselves affect the outcome of how we react. There are no failures in life. There are only opportunities to bounce back better."

Cynthia: "The more resilience you want, the more adversity you will have to face. The more adversities you face, the stronger you become."

Cynthia: "Sometimes, when women say things that were created for a man and by a man to say, it comes off as disingenuous, being aggressive, and that is not how women are wanted to be seen in the sales world. So we gotta do double duties and change the script."

You can learn more about Cynthia in the links below:

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Feb 23, 2022
How to Lead SDRs with Ralph Barsi
00:40:58

HIGHLIGHTS

  • Tune in to your prospect's tone, match it, and build credibility
  • Candidness helps build self-awareness with sales teams
  • Know your purpose to show up in your best
  • Ralph's day: Assessing goals and nurturing creativity
  • For leaders and sales teams: How to bounce back from rejection
  • Leading with kindness and championing women in sales

QUOTES

Ralph: "It's really important for sales people to still be cognizant of the job at hand and the outcome that we, together, want to achieve. So it's important to still be yourself, be authentic, but also mirror and match that prospects and mirror and match the marketplace that you're selling in."

Ralph: "Why are you so focused on a year from now, year and a half from now, ten years from now when you're retired etc., be with us here and now and give us everything you got right now and it'll pay off in spades."

Ralph: "Talk to them like you would talk to people. Have a heart and use your ears to just kind of hear them out, hear what's going on, to see if you can help them find some light. Sometimes it's just in that very moment and they're back on track."

Ralph: "You shouldn't try to pursue opportunities. I think you need to switch gears in your head and work to attract opportunities. And they'll start to surface all over the place when you switch gears like that."

You can learn more about Ralph in the links below.

RESOURCES

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Feb 16, 2022
The Mindset Of Building A Business with Jackie Hermes
00:41:25

HIGHLIGHTS

  • Be open to constantly refine and redefine your values 
  • How to get away with bootstrapping 
  • Get in touch with your emotions and understand your reactions 
  • Set realistic and workable goals and work hard 
  • Tips for building your personal brand on LinkedIn
  • Manage your personal finances well to make space for your side hustle 
  • Parenting and teaching your kids how to spend money responsibly
  • Always show up for yourself first
  • High-performance habits for high-performing people
  • Take good care of your team

QUOTES

Jackie: "It sucks. I mean, it's very hard. It's very, very difficult to grow a bootstrap company because you don't have any money, right? Like you have to sell and use that money to fund your growth. And then sometimes if you take a risk and it doesn't pan out, then you don't have any money to pay for it, or you can't pay payroll. And so you have to be really ready to make those hard decisions." 

Jackie: "You just get over it. You know, it's like the cycle of recovering from this stuff and it gets faster and faster. The more you learn and the better able you are able to deal with it." 

Jackie: "You have to test and you have to figure out what works for you and you have to be consistent. I think a lot of people will post their text post or whatever it is three days a week. They'll do it for a month and they're like this isn't working. This sucks. And I've been doing it for three years." 

Jackie: "You have to go out and you have to leave thoughtful comments on people's content. You have to connect with them. You have to support them. I would do a lot of that before you ever start posting anything, because it's just like when you're marketing from a company, when no one knows who you are yet, you haven't given them a reason to care." 

Jackie: "I think the number one thing that I've learned over time is that in order to show up for other people and be a good parent and a good coach, you have to show up for yourself first, and you have to like yourself first, and you have to believe in yourself first."

Jackie: "Feel your feelings all the way. You can't just push it out and pretend it's not happening. You have to get into the depths of everything that you're feeling and be sad for however long your sadness is there. And that's the only time that you can begin to recover."

You can learn more about Jackie in the links below.

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Feb 09, 2022
Useful Things To Know If You Want To Succeed In Sales with Morgan J Ingram
00:42:55

HIGHLIGHTS

  • Getting the sales bug as a child by selling Pokemon cards
  • Sales training is not a silver bullet 
  • Organizations need frameworks and structure to survive 
  • All SDRs struggle with rejection, but they can overcome it
  • The goal is to win more weeks than you lose
  • Wake up and work early to get ahead of everybody else
  • Positive affirmation works, but you need to put in the work
  • Our subconscious is more intelligent than our conscious
  • How to build an authentic and consistent brand
  • Dealing with burnout and other mental health issues
  • Getting called out for being in "space mode"
  • Companies need to walk the diversity talk

QUOTES

Morgan: "78% of people forget the knowledge that they've learned within a training session after. It's because it's a lot of information. There is really no silver bullet on this because each organization is different. However, what I found to be the easiest is you have to give them structure, frameworks, and systems to implement. I can give you a tip, that's great. But it's not enough." 

Morgan: "Having a grasp on your emotions, and what I like to call keeping a steady mindset, is the biggest gap that a lot of people have because it is hard to get your emotions in check. But that's what's gonna lead you to success." 

Morgan: "There's no one to be upset with but yourself. If you're gonna set an affirmation, you actually have to do the work still. This isn't a genie. This isn't Aladdin." 

Morgan: "Every single thing that you write down, every single thing that you say, feeds into your subconscious. So if you keep telling yourself I'm not good at this, I can't do it and you're like, joking, that actually is detrimental to your success. Because now the subconscious is picking up the 'I can't do this'. So now your conscious is gonna find ways for you not to do it."

Morgan: "I'm just sharing my journey. I'm not coming from the place of 'I'm a guru or expert'. I'm coming from a place of like 'This is my journey and I'm just sharing it and there are results in this journey. But I'm not telling you I'm the best of all time.'"

You can learn more about Morgan in the links below.

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Feb 02, 2022
Sell Without Selling Out with Andy Paul
00:50:03

HIGHLIGHTS

  • Understanding early that sales is a people business
  • Decisions are made based on return on time and attention
  • Givers, takers, and matchers: How to sell to different people
  • The principles of selling are largely unchanged throughout history
  • Close the perception gap of coaching between managers and sellers

QUOTES

Andy: "If you think it's purely about the process, you think it's just about what you're executing in your playbook, and you think this interaction doesn't matter, this relationship doesn't matter, then you're fooling yourself."

Andy: "If you're approaching your customer and saying, my job here is help you get what's most important to you, and if I can help you get what's most important to you, I'll get what's important to me. And as long as you're transparent about that, that's what people want."

Andy: "People calculate a return on the time they invest in you. If you're a seller and you wonder if somebody started ghosts, there could be multiple reasons, but the first reason, generally is they made the decision, you're just not worth their time."

You can learn more about Andy and preorder his book in the links below.

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jan 26, 2022
Master Your Own Mind with Gerhard Gschwandnter
00:41:36

HIGHLIGHTS

  • The diversity of people in sales has made it more humane
  • Nothing is that original under the sun
  • People should be encouraged to pursue their ideas 
  • Self-Talk vs Listening to other people talk
  • Practice doing mind resets
  • Changing your language can change the mindset
  • Your brain needs to catch up with the reality of what's possible
  • Parallels between chess and the selling process 
  • You have to believe in yourself first  
  • The habits that peak performers make
  • Every moment is a surprise 
  • We need fantasy to keep reality in perspective

QUOTES

Gerhard: "We cannot really claim that we are very smart, we are just the recipients of the kindness of other people. I think we have an obligation to share it with others because everything that's in our brain has been fed to us through the minds of other people. "

Gerhard: "It's the thought that created the feeling, not the other way around. So when you write your thoughts down and let's say, you make a cold call and somebody slams the phone on you, and you say, I'm an idiot, I'm worthless, I feel bad, selling sucks, cold calling is dead and all those things, then you divide a piece of paper in two parts. On the left side, all the automatic negative thoughts. And then you force yourself to come up with the positive and realistic equivalent. And what happens when you complete the exercise, when you complete the right-hand side, you're back to your normal self. you have a mindset reset." 

Gerhard: "By observing your thoughts, you observe the pattern, you recognize the pattern. Then the next time a negative thought comes in, you can transform it." 

Gerhard: "You are operating right now only at about 40 or 50% of your capacities. You have a lot more in the tank and what's holding you back is the belief system."

Gerhard: "As a salesperson, you got to believe in yourself. You got to believe in your product. You got to believe in your capacity and your skills to make it happen, to make quota. And you got to believe that the customer has the desire to buy otherwise you're cooked. If you negatively predict the outcome of a sales conversation, you're cooked. You're not gonna be able to sell.”

Gerhard: "I think that peak performers don't get in a jam. They reframe experiences in a positive way. They start their day with a good morning routine. Some people actually spend 5 or 10 minutes writing down what my ideal day would look like if I could control everything."

You can learn more about Gerhard in the link below.

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Jan 19, 2022
Love The Game, Not Just The Outcome with Jake Dunlap
00:50:33

HIGHLIGHTS

  • Sales is a process
  • Invest in training and onboarding early
  • Consistency and empathy: Building trust as a sales leader 
  • Humans suck at multitasking 
  • Coaching should not breed dependency
  • Headcount should not determine the worth of a sales leader
  • You don't feel burnout if you truly enjoy doing something
  • You have to own your career development
  • All your problems have already been solved before 
  • Chase growth and wealth will follow later 
  • The trick to dealing with discomfort
  • Love the game, not just the outcomes

QUOTES

Jake: "Sales is a process. It is just as much science, if not more science than art. There are right and wrong ways to move customers through a journey based on your sales cycle, who you sell to, etcetera." 

Jake: “It's all about the people, man. I don't need to know the product that well. I don't need to really know much. All I need to do is to get to know Jake, or John, or Scott or Shawn, or Susian, or Eva, whatever. I think for a lot of people, if I understand where you are today, like what your motivations are, what you're trying to accomplish, then like, amazing. I can now help to put together a development plan because I can invest in you. “

Jake: "To understand where someone's coming from, I don't have to placate that person. I just need to understand so that I can better communicate with that person because now I know where they're at mentally or based on their experience. And then I show up consistently throughout the process. That's how I build rapport." 

Jake: "Really great coaching isn't always giving advice. Sometimes it's just asking."

Jake: "If you are doing something that you really enjoy, even when it's hard, you don't feel it, if I'm just being perfectly candid. I've been tired in my career and life, but once I realize that, look, I really love sales. I love learning. I'm naturally very curious. And sales to me checks those boxes in some next level because it's evolving so quickly." 

Jake: "If you align the things that you're good at and the things you enjoy and get energy from, that's the job you should be doing."

Jake: "Everyday is a chance to learn. Everyday is a chance to get better. Everyday is a chance to try new shit and break new things and try something different."

Jake: "100% if the problems you're facing have already been solved. Therefore, it is doable. So what are you gonna do about it?"

Jake: "I made an oath: I will never hang up the phone and have that feeling again. I will always go for 15 seconds of discomfort to ask that tough question, as opposed to 25 minutes or an hour, hours of beating myself up later, just knowing that I left something on the table, knowing that I left my best possible performance on the table."

You can learn more about Jake in the link below.

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Jan 12, 2022
Effective Remote Sales Leadership with Adam Jay
00:36:46

HIGHLIGHTS

  • Learning how not to do sales 
  • Celebrate the small wins 
  • Work when it's good for you 
  • The challenges of working remotely
  • Sales doesn't have to be a dirty word anymore 
  • The difference between being a top seller and a great sales leader
  • Sales leadership can be a thankless job
  • Having diversity in your sales team is crucial
  • How to build a truly diverse team 
  • Do you love to win or hate to lose?
  • Success is all about happiness

QUOTES

Adam: “Embrace it, embrace working from home. There's nothing wrong with the dog barking in the background. There's nothing wrong with the kid walking in the room. You don't have to say I'm sorry.”

Adam: "To be a good leader, being a top performing rep, sure, that's part of it. And maybe I could argue that you could be an average performing rep and still be a great leader. Are you coaching people? Are you guiding people? Are you hauling? Are you willing to help and share your ideas? All of that is what makes a good leader, not just being a top performing rep.”

Adam: "You're putting your financial growth, your paycheck in the hands of other people. And I think that to do it the right way, you have to have the mindset of number one, I'm not doing this for the money. I'm doing this because I love to coach. I love to develop,  I love to help people. And you'll find your good leaders do that before they're leaders." 

Adam: "You have to have diverse teams. And it's not because we have to check this box of DEI and like, you know, all that good stuff. You want your team to represent your customers that you're selling to, number one, which I think is important. But more importantly, you want folks who bring different perspectives, who come from different walks of life, who have different backgrounds, different boundaries, different beliefs, who look differently, talk differently, believe in different things, eat different foods, whatever it happens to be."

You can learn more about Adam in the link below.

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Jan 05, 2022
End of Year Reflection & Meditation
00:17:36

HIGHLIGHTS

  • Breathing exercises
  • What are you grateful for today?
  • Focus on the positive things that happened this year
  • Acknowledge the moments that didn't feel good
  • Look for opportunities to grow and define your values
  • Define your idea of success and envision it

QUOTES

Jordan: "When we operate from a state of gratitude, we're not living in fear. We're in a place of abundance, of trust, of safety. This is what gives us the opportunity to create our greatness."

Jordan: "If we can understand what fills us up, what gives us the sense of accomplishment and joy, we can eventually start to think about how we bring more and more of that into our lives. But so frequently, we only focus on the negative, on what we want to avoid and come from a basis of fear."

Jordan: "We so frequently don't learn from our negative experiences, and yet these are the opportunities to help us refine and define what our values are, what are the things that we care about the most. And then we understand the learning opportunities that come from those negatives, we can now start to think about where we want to focus even more."

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  • LinkedIn - https://www.linkedin.com/in/jordanbenjamin/
  • Website - http://mycoreos.com/
  • Podcast - https://www.mycoreos.com/podcast
  • Email - Jordan@MyCoreOS.com
  • Twitter - https://twitter.com/jbenj09
Dec 30, 2021
Grit And Growth As Woman In Sales with Amelia Taylor
00:38:40

HIGHLIGHTS

  • Be more proactive in creating connections
  • Sales is giving and helping
  • Don't let your emotions control you 
  • The underdog vs the champion mindset
  • Tackle the biggest challenges first and celebrate the small wins
  • Bouncing back from challenges and setbacks
  • Seek help from people who are more knowledgeable
  • Compartmentalize: think like a waffle 
  • Challenge the loss and find your win

QUOTES

Amelia: "I pride myself by saying that's what I am to the people that I'm working with because that's who I am to be portrayed as. That's the ultimate goal. I wanna help people grow and be better in their businesses and provide solutions that are gonna be beneficial."

Jordan: "Being in that top position or very close to it, it's so easy to check out, to throw on the autopilot where you're not pushing yourself."

Amelia: "I feel shame on me when I go to bed at night if I didn't push myself a little bit more  to get where I'm supposed to go in the future everyday." 

Amelia: "One stair at the time. Not the whole staircase has to be accomplished. Conquer one stair and you're making gains."

Jordan: "I'm a huge fan of seeing the little wins, paying attention to them, and celebrating them. Because they build momentum."

Amelia: “Snap back into the present moment, and do what's in front of you because when you've got external things firing away at you, if your blinders aren't up, they're going to intertwine with everything else going on in your life.”

Amelia: "Losing in sales and losing in other areas in life is the opportunity for growth. So, you look at the losing aspect of things and you think I can either literally sit in my own sadness and just woe is me, poor pitiful me. Or just challenge it. Challenge the loss. Challenge yourself to say that I'm losing right now but I'm better than losing. Go find your win."

You can learn more about Amelia in the links below.

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Dec 22, 2021
Respect The Rest To Ace Your Sales with Kim Orlesky
00:47:05

HIGHLIGHTS

Focus on helping people, not closing the sale

The person who asks the questions owns the conversation

Focus on the pain of uncertainty: expectations vs reality

Create rapport before the meeting

Virtual selling needs to be more detail-oriented

The Great Resignation: Addressing burnout in sales teams

Ask more emotional questions to connect with clients

Success is the freedom to do anything, whenever and however you want

QUOTES

Kim: “Stop focusing on the sale. Focus on helping people. Like connect with them, just meet with them.” 

Jordan: "It comes back to this point of you're a busy human, let me take time off your plate and let me understand if there's any need, if there's any pain there that we can actually help with and solve. And let me then present the specific cases versus the 20-page deck that may be totally pointless."

Kim: "Virtual selling takes more discipline, not less. Your process needs to be established. It needs to be documented and written down. And it has to be something that everyone has to follow. We cannot leave it up to the devices of what traditional selling did."

Kim: "The idea of ‘Respect the Rest.’ Like when I'm on vacation, I don't want my team to be working nor do I want to work. And so I instill upon them that, like, I don't see that as a hero move. I see that as selfishness. And so I'm like, no, if you're on your vacation, be on your vacation."

You can learn more about Kim in the links below.

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Dec 15, 2021
Building Community in Sales @ RevGenius with Jared Robin
00:43:15

HIGHLIGHTS

02:25 Impactful moments in Jared's early career

09:48 Getting started on building a community

18:08 It's never been easier to take more risks, launch your own product

19:31 People are looking to do their job better and learn more

23:46 Developing the right mindset for career shifts and lateral moves

28:39 It's tough, but not impossible to pick yourself up after setbacks 

35:06 Top tips to help yourself show up and work 

38:02 Humility, kindness, and direction: top qualities  every leader needs

41:36 Connect with Jared

QUOTES

03:18 Jared: “Life defines your sales journey, not sales, defining your life journey.” 

18:01 Jared: “It's the era of the side hustle. So people are trying a lot more stuff and there's a lower barrier to entry to be a solopreneur, to be an entrepreneur, to launch a product business or get funding."

20:09 Jordan: “The reps that want to learn, that want to grow are the ones that stand out on top and the ones that want to stay stuck in the mud, are probably going to stay stuck in the mud.”

32:16 Jared: “The biggest superpower that you could have in my opinion, is remaining level headed, but like truly, honestly doing that. And if you could do that, no matter the ups and downs cause they will come.”

34:20 Jared: “Push through and learn, but also listen to yourself. Because when you push through and something bad happens, listen to how it makes you feel, the emotion that exudes. Ask why you're triggered and figure it, trace it back and integrate it.” 

You can learn more about Jared in the links below.

  • Email : jared@revgenius.com 
  • Linkedin: https://www.linkedin.com/in/jaredaustinrobin/
  • Website: https://www.revgenius.com/

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Twitter -

 https://twitter.com/jbenj09

Dec 09, 2021
Sell Remotely Using Video with Todd Hartley
00:48:01

HIGHLIGHTS

02:12 Working with Tony as a client and becoming an early adopter of video 

07:05 A dream to become a talk show host despite learning disabilities

11:24 Limiting beliefs on video and finding massive success with Todd's strategies

19:38 Todd's camera set up leverages attention hacking 

22:57 Clarity: Video eliminates confusion, the cause of leads leaking out

29:35 Clients are friends and Todd likes helping his friends

35:33 Bounce back from losses by managing the story in your head

40:44 Leaders with vision lead organizations and hold people accountable

44:26 Routines: Working out in the morning even as a night person

QUOTES

10:30 "When I'm training people how to get great on video, they beat themselves up on take one, not realizing they're not there when Michael Jordan's warming up in the gym and they're missing all of that prep time."

11:32 "Number one, I don't like how I look on camera. That's the big dog, but even supermodels are in therapy over this topic. Like none of us like how we look, but what do we like more than anything? 

Our willingness or our ability to serve other people. So when we get our vanity in proper position and our desire to serve people as the number one point, then everything changes."

22:38 "A customer going down your customer journey page on your website, they're looking for information, what I try to explain to them is wherever there's confusion in your sales process, your leads are going to leak out."

31:38 "It really starts with the central question, do I have room in my life for more friends?"

46:17 "Honestly. I really like to serve people. I love to be a value to them and I know that as I serve people and I do it with an open, loving heart, they will stay in my life and we will grow together. I'm big believer in that."

You can learn more about Todd in the links below.

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Dec 02, 2021
Selling Without Sleaze with Sarah Jolley-Jarvis
00:41:03

HIGHLIGHTS

02:22 Sarah hones her sales skills while getting a business degree

08:21 Realizing the need to help sales teams and setting up her business

10:10 Running a business: Drawing from sales and being a lifelong learner 

14:54 Be a constant learner and sell without being sleazy

22:25 Following a script to the dot does not engage your creativity

26:02 Create boundaries and set relationships on the right foot 

30:36 Goal-setting is a winning habit of top sellers and business owners 

35:47 Bounce back from a tough month: Create a love folder

38:36 Success is balance in enjoyment of life

39:33 Connect with Sarah
 

QUOTES

10:11 "I think the plus point of being in a sales environment and always being field-based up until my sort of product management role was that it is a little bit like running your own business, in like it's your own territory."

20:27 "You will attract people who are on that same level as you. If you're super assertive and either you're in everyone's faces and you're like buy, buy, buy, and that's what you're comfortable with and that's your personality... If you find yourself out on your own, then that's a bit of an opportunity for self-reflection.

22:51 "Following this script and they're just using that part of their brain that follows a script and it reads, they're not engaging the part of the brain that goes, hey, this is a bit much. Hey, I'm not sure about this."

33:09 "Goal setting. I love it. Every quarter, we work as a team and we look at where. We look at how we performed in the last quarter, what we could tuck up and strike off the plans."

You can learn more about Sarah in the links below.

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Nov 25, 2021
Don’t Be a Taker — Reach Your Full Potential by Giving with Ken Lundin
00:45:27

HIGHLIGHTS

01:31 Ken's journey: Entering entrepreneurship and losing his house

04:08 Bouncing back: Create your own space vs consume what the world gives you

10:12 Don't be a taker: Create the life you want and reach your full potential 

13:32 Interview questions: Have non-negotiables not in the job description

16:33 Work-life alignment vs balance: Systems matter more than goals

26:23 The same discipline in the gym works in business  

31:56 Fasting and reaping anti-aging benefits at the molecular level

34:56 Create a well-defined sales process 

37:26 Leaders: Address friction points within processes to make them function

40:46 Implement change: Focus on one thing that creates the biggest impact

43:30 Connect with Ken 
 

QUOTES

06:57 "Hadn't had a call back on four different jobs and I'm standing in front of my gym, I'm getting ready for this one, and all of a sudden at that moment, I realized that I had allowed my past to create my present and therefore it was creating my future." 

12:19 "When we're a taker, is we got commission breath that's just nasty and smells and needs some scope. We're pushing it out on everybody. We're just trying to get to the deal, we're not actually helping. And I think that becomes inauthentic."

14:33 "They must exhibit curiosity at all times. And curiosity, if you're naturally a taker or if you're naturally somebody who's not prone to owning that responsibility, you're less curious because your worldview is more refined on how you want things to come to you rather than how you want to contribute to the world."

38:59 "If you're not talking at a granular level when you're implementing change, or at least respecting the fact that that much friction exists, they will go back to the way they've always done things before."

41:53 "Pick the right A, pick the right one, stick to it, enforce it, coach it, help it, and push it for success. And we have to go slower to speed up. In your organization, if you can fix one thing, pick the one thing that's going to have the most impact, fix it, get it to where it's running, and then pick thing number two."
 

You can learn more about Ken in the links below.

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Nov 17, 2021
How to Stay #1 Sales Rep with Sophie Salzman
00:43:14

HIGHLIGHTS

02:26 Joining HubSpot and applying the lessons of psychology

05:48 Build connections with trust: Know the person behind the call

09:50 Be authentic: Not knowing all the answers is okay 

14:05 Goal-setting: At the beginning of the year, lay out 5 goals

17:13 Accountability: Easier with work metrics vs personal life

25:58 Working with partners and making them succeed 

29:41 Be consistent: Know your goal and build strong human relationships

32:19 Bouncing back from setbacks

37:11 Personal and professional advice: Do what you need to do to be happy

39:09 Success means living a fulfilled life and helping others in doing so
 

QUOTES

05:04 "People are like, what is your secret sauce? I don't know what the secret sauce is, but I know what I do and what I do is I build relationships. And if you can do that and you can get someone to trust you, then the sale is the easy part."

21:36 "You can get your level one goal. I want to grow, great. We all want to grow. Okay, you want to grow by X amount when, when, okay, great. And why do you want to grow? And if you can get to the why, and it's so easy to make the sale, and if you can develop that relationship too, it's so easy to get to the sale."

33:29 "Let's jump on a call and not even talk about anything. And so I'll still use the time to build those relationships in hopes that, later down the road, so I'm not thinking about this month or next month, I'm thinking about December, I'm thinking about January. I'm not thinking about this month."

35:53 "I think the best leaders are those that listen and do not tell, and because you're listening and you do not tell, then you can learn and you can hear what people have to say before you respond."

40:59 "Whether the prize be money or relationship or whatever it is, I think that's what success is, is being happy with what you're able to accomplish and being okay with what you cannot accomplish."
 

You can learn more about Sophie in the links below.

  • LinkedIn - https://www.linkedin.com/in/sophiesalzman/

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Nov 11, 2021
Apple to HubSpot, Sales Leadership with Kelly Brooks
00:43:35

HIGHLIGHTS

02:28 Growing in people leadership with Apple and joining HubSpot

09:10 Embodying people leadership and paying it forward

10:52 Mindset shift: From working for someone to serving your people

13:09 Leading versus selling: Proactive versus reactive

16:36 Servant leaders set intention, write them down and have boundaries

19:54 Measure success: Set priorities and know your team's goals

25:49 Leaders teach positive habits through repetition

28:43 Bouncing back from setbacks and having conversations about change

36:40 Be okay that change can be uncomfortable but goals make it worth it

38:37 Leaders with a human touch inspire their organizations

42:24 Connect with Kelly

QUOTES

27:06 "What I see a lot is new leader step in, and they forget that not everyone has those habits. And it's not always a will thing. Often it's a skill thing. with, we need to teach them their role as a leader is to teach those habits... They need to do a lot more repetition."

30:14 "Okay, I had a bummer quarter. I could look at that as like a big, hairy goal. How do I break that down to say, okay, well, what would a better quarter look like moving forward and how does that translate into what I'm going to do today? What is the behavior I'm going to do today to make that outcome?"

34:00 "Oftentimes resistance to change comes from lack of understanding or from sometimes overestimating the amount that is changing. And so I think taking the change and creating clarity in what is changing and, just as importantly, what isn't changing is really important for people."

35:53 "It's so important to figure out how you feel about it, be part of the conversation, be authentic. And also, if things are objectively crummy, like if a change is negatively impacting someone, I think it's okay to acknowledge that." 

41:18 "It's not even a big losses. It can be micro losses, but winning and winning in a sustainable, repeatable, predictable way is a product of reflection and commitment to the process. And I don't think that you get there without some kind of loss or some kind of hardship."

You can learn more about Kelly and ask her about available positions in HubSpot in the links below.

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Nov 03, 2021
Sustained Peak Performance In Sales Leadership with Scott Leese
00:44:28

HIGHLIGHTS

05:05 Embracing being solopreneur and learning as you go

07:50 An athlete's mindset brings gems of wisdom in sales

13:27 Surf and Sales: Combining passion and career with experiential learning

17:14 Common startup mistakes: Hiring wrong leaders and lack of processes

25:11 Going to graduate school, getting sick, and entering sales as a career

30:11 Different learning styles and near-death as the baseline for obstacles 

35:47 Scott's success is not based on routine

37:53 Hiring question: What's the hardest thing you've ever been through?

39:42 Winning qualities and philosophies: Transparency and over-communication

43:10 Connect with Scott

QUOTES

07:52 "Learning to deal with failure, number one. When you talk about playing tennis, like every mistake you make is on display for everybody watching to see, every single time. And they're also watching your attitude after you make all those mistakes."

15:35 "We'll go surf in the morning, eat some breakfast, we'll talk about different things around business and sales and leadership, and then break for lunch. And do the same thing in the afternoon and then go surf in the afternoon and then hang out."

19:29 "A lot of early stage companies get enamored with some big fancy title and company name... and they don't realize that they just hired a VP of spreadsheets who just wants to fuss around in Excel... when you really need to be hiring like a VP of sales who's willing to get in the ditch."

22:24 "When you go from rep to manager, you have... to have a process and you have to get good at coaching people to that process and things that have come naturally or feel easy to you are not necessarily that way with everybody you're working with."

41:19 "I'm not the type of sales person or sales leader that's just ripping through business books and industry jargon. That's not my thing. So I would read these things in the periphery that were more interesting to me and then think, how can I apply this to what I'm doing?"

You can learn more about Scott and follow him in the links below.

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Oct 27, 2021
From Order Taker To Quota Breaker with Jason Cutter
00:46:47

HIGHLIGHTS

02:18 Marine biology to get away from people and an analytical mindset in sales

09:28 Two fundamental fears: The fear of change and wanting to stay in the tribe

15:48 Calling out people's fears and being authentic to be confident

22:17 Don't compare your behind-the-scenes with someone's highlights

26:14 Sales professionals have high activity levels and do the actual work

28:58 Jason's daily and bedtime routine to show up his best

36:01 A Progress Board reminds you how far you've come and your worth

39:44 A leader with a vision enrolls others and serves them  

41:53 Driven to play his own game and defining success by helping others

45:00 Connect with Jason

QUOTES

09:48 "There's two things fundamentally that drive us. One is the fear of change and making a mistake that might kill us... (and) the reason we have survived and thrived and dominated the crap out of this planet for good and for evil is because we've done it together."

19:10 "If you don't know how to wield it or why you're doing it, that's not going to work. So the key for that confidence is the authentic part which is, why are you in sales? What do you want to accomplish for you? What are your goals? And then, who are you? It's those strengths."

25:11 "Set the benchmark and just understand that you got to figure out what game you're playing. Is it a short game or a long game? Are you playing a weekly game in your sales role? Are you playing a monthly game, a quarterly game, a yearly game, a daily game?"

33:46 "Figure out when you want to get up so that you don't have to rush into your day and then work backwards and say, okay, this one... I need to go to bed at like 10:30 so that I can make that happen."

36:41 "I made a progress board, which is actually now six pieces of paper on the wall.

And it is a compilation and snapshots and snippets and clips of essentially what I have done... to remind you how far you've come and to remind yourself and not listen to the primal part of your brain and say, I am good at what I do."

You can learn more about Jason and follow him in the links below.

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Oct 20, 2021
Authenticity in Sales with Brent Keltner
00:46:53

HIGHLIGHTS

02:35 Leading go-to-market teams by creating an authentic buyer journey

05:55 Authenticity is a transparent conversation about co-development 

09:53 The trusted advisor model in sales has a reciprocal relationship

16:48 Advisors who project manage for clients are valued

22:45 Go-to-market teams need commitment to practice to get better

27:04 Leaders need to commit part of their time to coaching

30:26 Brent's routine: Prayer, meditation, and exercise

33:00 Reflect on bad experiences and refine to reveal opportunities for growth

38:04 Writing a book and using stories to impart lessons

42:25 Being hypercompetitive, Brent cannot stand to lose

43:29 Success is knowing that you did the right thing

44:49 Connect with Brent 

------------------------------

QUOTES

09:54 "People talk a lot about the trusted advisor model in selling now where it's not about me selling you or closing you, but it's about introducing an opportunity for partnering."

18:26 "Totally huge. Part of the trusted advisor model is we have expertise which we can bring to our advisors on the right next step of the conversation. They're not saying yes to a signed contract. They're saying yes, I will take that step to see if there is fit on both sides."

23:58 "We have teams that use call reviews or teams that look at emails, activate our dealer solutions. They review emails. How well did you capture the buyer, payoff statement, our aligned capabilities, our success stories, and what we're going to do about it next."

24:50 "That commitment to practice makes the difference between good and excellent. And so I just like to compare notes with people on how do you commit your team to practice?"

27:10 "Think about an hour a week, just 3% of your working week that is dedicated to skills practice either in an individual coaching call or a team coaching call. And we alternate those. It's an hour a week, right? 3% of your time to get better at what you do."

You can learn more and follow Brent on the following links below.

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Oct 13, 2021
Helping New and Struggling Sellers Close More Deals with Donald C Kelly
00:46:55

HIGHLIGHTS

03:01 A family of entrepreneurs inspired Donald to be successful at sales

09:08 Let go of limiting beliefs and take a chance because you can do it

15:17 Imposing your beliefs takes away agency from the buyer 

16:56 Repetitive negative thoughts make you behave like it's true

23:38 Create your vision board and keep the dream alive

26:05 Goal-setting creates accountability and Donald's routine

33:31 Bouncing back after setbacks: Aim to beat who you were yesterday

38:04 There are no bad days, just bad moments

41:10 Good leaders inspire others 

43:34 Embrace winning and enjoy moments of victory

45:26 Connect with Donald

QUOTES

11:40 "The secret is that I found that I want to pass on to my son? Is that Oz is not who we think he is because all these big individuals and big companies, they have the same problems that little individuals have."

12:06 "If there's something you want to do, you are totally qualified to do it because people who are going to do it, they more than likely are probably not qualified for it. It's just that they took an opportunity and took a chance."

17:45 "If you're taking in that data and giving it to yourself that I never could close, this just never works out for me, I never can get past the demo phase, then you're repeating that negative thoughts over and over multiple days in a row, it becomes true."

21:07 "When you think positive, it does something to your brain that then leads to the belief that then leads to the action and the habits start to come from that action."

34:33 "What I try to strive to do is to look for how can I make it that I'm going to outperform my yesterday? How can I beat what I did yesterday?"

39:29 "You could have somebody, that one moment with somebody, that rejects you or your company, it doesn't mean that everybody else is going to do that, so I need to be able to isolate that one incident and not allow it cause a catastrophic impact on my sales quarter for the month."

You can learn more and follow Donald on the following links below.

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Oct 06, 2021
Using Neuroscience In Sales & Leadership with Kevin Bailey
00:53:37

HIGHLIGHTS

02:05 Framing an entrepreneurial mindset and the power of visualization

05:58 Preventing burnout and applying mindset lessons to sales

09:49 Neuroscience lessons for teams: Potentiation, depotentiation, and equanimity

13:56 Showing leaders the benefits of meditation and visualization 

17:58 Keep performing at your best with just 15 minutes of mental fitness activities

29:39 Maintaining your positive mindset in the face of failure

31:00 Explaining the physiology of mindset and the results that follow

38:47 For skeptics: Science backs it up and you must try it to feel the results

46:39 Habit creation: Repetition helps create habits, but it can also only take 1 instance

51:22 The ability to feel joy no matter what happens externally is success

52:16 Connect with Kevin

QUOTES

10:44 "You want to get confident, have natural confidence? You got to get really excited about you being confident and that will wire and fire and build new neural networks for confidence. Same thing with gratitude or any other mindset you want to practice."

11:11 "There are networks in your mind, limiting beliefs, bad mindsets: I'm not good enough, our product's too expensive, our competitors are better than us, dad said don't talk about money, those kinds of beliefs that you actually need to lose. So that's called depotentiation."

12:04 "Every time you trash talk yourself, you're creating new neural networks of shitty beliefs. So to not do that to yourself, that's called equanimity. That's what cold showers and stuff are trying to train you to do, just stay cool no matter what happened because the last thing you want to do is get into an already bad situation and make it worse."

20:38 "For most people, all they need to do is set intention in the morning, meditate in the afternoon, and practice gratitude in the evening."

31:03 "Your physiology controls your emotions and your feelings, your emotions and feelings control your thoughts, your thoughts control your actions, your actions control your results."

You can learn more and follow Kevin on the following links below.

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Sep 29, 2021
Selling Around The World, Lessons in Psychology & Sales with Rachel Shi
00:46:33

HIGHLIGHTS

01:25 Stumbling into sales and entrepreneurship from a career in game design

04:56 Pursuing total change by moving to Canada

09:37 Become independent, live your life, and take action now

13:47 The humbling reality of mortality and reframing mindset to positivity 

16:51 Get better at sales: Learn the buying process and talk to your marketing VP

22:51 Show up your best: Curate your surroundings to what's beneficial 

28:28 Rising above low vibrational states and pursuing personal development

31:53 The purpose of life to to serve others 

38:07 The best leaders challenge you to become the best version of yourself 

40:39 Either you win or you learn, there is no losing

43:33 Connect with Rachel

QUOTES

05:51 "I always had it in my head that I needed to do something drastic to kind of get out of that and, for me, that was just picking everything up completely and moving to an entirely new country."

08:16 "Imperfect action is the way to go. There's no such thing as a perfect time to do anything."

20:38 "Shadow calls or ask. If you're selling to VP Marketings, for instance, talk to your own VP of marketing and see how they evaluated their last purchase for the company. What they went through, what they like, what they didn't like."

28:48 "Our ultimate goal should be to realize the pinnacle of what we were put on this earth to do. And to me that's self-actualization where you rise above some of your base needs for food, for shelter... then get to a higher state of being."

29:23 "A low vibrational state is when you're not in pursuit of that purpose. You're detached from it. You're just operating based on whatever inputs you're being exposed to, and just fulfilling that base animalistic part of your brain."

40:44 "You only win or learn. To me, there is no such thing as losing. When I fuck up in some massive way, if I lose a deal or I had a bad conversation with a customer or anything like that, that's not a loss to me. That's an opportunity to reflect."

You can learn more and follow Rachel on the following links below.

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Sep 22, 2021
Getting UNCrushed - Supporting Mental Health in Sales with Tim Clarke
00:36:00

HIGHLIGHTS

03:11 Transitioning from sales to marketing

04:56 UNCrushed is a community for people to connect on mental health

08:42 SOBERforce: Debunking sobriety myths and becoming an ally

13:24 Being vulnerable and strategies to connect with employees

18:46 Unmasking vulnerabilities and allowing people to grieve

25:27 Balancing vulnerability with responsibilities

31:08 Misconceptions on mental health in sales today

33:04 Measure life by the impact you make on others' lives

QUOTES

07:07 "It doesn't have to be addiction. We've got people that share about grief and depression and sexual abuse and domestic violence. There's many different stories that are shared on there. And we don't just focus on the darkness, we focus on the light." 

09:55 "The word sobriety has some stigma associated with it. The first thought that comes to mind, if someone tells me to sober is, well, what's wrong? What went wrong with you? So the first myth to debunk is actually you can be sober for any reason."

11:44 "When we talk about inclusion and equality and equality in this group, we focus on the fact that it doesn't matter what your path was to getting you here. And it doesn't matter what your path forward is going to be. We're trying to be as inclusive as possible."

16:05 "Ask your employees how they are twice. Don't just stop at that first time. Really, really understand what's going on. Maybe you don't want to get into detail. You could apply a traffic light system. Red Amber Green right now." 

32:18 "We see this in the mental health and sales report that we did with Sales Health Alliance and Rich Paris, there's a strong correlation with when your mental health is better, that your sales performance is better."

You can learn more and follow Tim on the following links below.

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Sep 15, 2021
Secrets of Sales & Marketing Success In A Virtual World with David Meerman Scott
00:36:55

HIGHLIGHTS

04:19 Starting on Wall Street and striking out on his own 

07:24 Building up the courage to dive into entrepreneurship

13:09 Stay fit at 60: Mixing it up and eat healthy

17:17 Reimagine in-person events to create successful virtual events 

25:16 David's secrets to presenting your best in virtual events 

29:28 Fanocracy: Passion is infectious  

35:37 Connect with David

QUOTES

10:19 "If you have a stock where one goes down to zero but you've got many other investments, you'll end up being fine...  And I think that the fear was overcome really quickly when I looked at it from this perspective of I call it the portfolio theory of work."

12:25 "If you follow this philosophy that I've been following of the portfolio theory, multiple income streams, multiple things that you like to do, do the stuff where you add value, I think I could be working until they carry me out of the studio toes first."

27:28 "You don't need to spend $2,000 necessarily, but good sound is more important actually than good video. And it makes a huge difference because most people don't have good sound."

28:32 "I'm a huge, huge believer in these several things. Simply standing up, number one, and simply number two, having equipment better than the other guys. And it doesn't need to be a lot of money."

31:14 "There's something that was super surprising as we were researching fandom and building tribes and so on. That is, the importance of passion. Passion, we learned, is infectious. When you're passionate about what you do, that passion rubs off."

You can learn more and follow David on the following links below.

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Sep 08, 2021
Breaking Barriers for Women in Sales with Lori Richardson
00:47:58

HIGHLIGHTS

03:00 Lori transitions from being a teacher to a sales professional

08:35 Outstanding sales teams use data and common terminologies 

13:03 Top sales managers' core competencies

17:31 On learning skills: Get out of the comfort zone and grow

21:15 Motivation versus inspiration

23:40 Inclusivity in the workplace also reflects back on who your buyers are

27:18 Getting sales leader buy-in, goal setting, and life hacks

33:55 The She Sells Summit on November 3, 2021

36:41 An athlete's mindset brings resilience to sales  

41:15 Awesome managers versus awful managers

43:28 Do you love winning or hate losing? What does success mean to you?

46:30 Connect with Lori

QUOTES

11:40 "Getting data and having common terminology and a level playing field is something that I would encourage everyone to do on their sales team because your idea of coaching, just like my idea of selling, you know those are action-packed words."

15:57 "Desire is one of the top things, so you have to be willing to be the leader to manage no matter what and be committed to it and to take responsibility. And so, you set an example for your reps, so then they take responsibility."

24:32 "It's inclusive in so many ways. It's age now. It's ability-wise. There there's so many different ways we can add powerful members to our team who have different backgrounds than we do and make it a better team."

37:46 "What top athletes and top sellers have in common is the mindset piece, the idea that if you had a game on Friday night and you lost, you can't come in to Saturday's game thinking you're going to lose again."

42:47 "It's really important that you know what type of a leader you are and if it is just for the job and to help someone do that, then do that really, really well. But learn what servant leadership is so that it's not all about you. It's about them."

You can learn more and follow Lori on the following links below.

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Sep 01, 2021
Creating Your Own Role and Learning from Product to be a Sales Leader with David Barron
00:46:56

HIGHLIGHTS

04:39 Starting out in sales and learning the value of resiliency 

09:12 Creating the Go to Market Lead at Hubspot

11:45  A customer first mentality: Using curiosity to figure out pain points 

22:53 Product teams retain volumes of info to be proficient in the product 

26:28 Constructive feedback and supporting teams across departments

35:26 Coaching kids baseball and imparting perspectives on failure

39:18 Prioritizing a nighttime routine for optimal sleep

42:23 Sales and product leadership qualities to create buy-in

46:00 Connect with David

QUOTES

11:44 "I think the one thing that certainly helped me that, at least from my sales career, was always just like customer first and listening and helping first mentality."

12:03 "Every time you interact with someone, you have to think about them sitting at their desk with a big stack of papers. Your job is to remove pieces of paper and that paper kind of symbolizes work and to-dos, and solve that for them."

15:43 "How can I apply the things that are working in that business and where are the similarities between our potential buyers or target personas, ICPs, that sort of thing? I do think you have to be curious to want to do that."

24:57 "It's hard to relate to someone in a sales role if you've never sat in that role and carried the quota. You don't just have to sell. You have to prospect, you have to prep demos, you have to work with legal, you have to build quotes."

43:42 "As I become a leader at Hubspot, I realize how vital it is to just keep pounding the table on the strategy and the mission, and the strategy and the mission, and this is what we're doing, and this is how we focus around that."

You can learn more and follow David on the following links below.

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Aug 25, 2021
10 Minute Meditation for Sales
00:12:37

Simple meditation with:

Body Scan

Gratitude

Visualization

 

Enjoy and let us know what you think!

Jordan@MyCoreOS.com

Aug 20, 2021
The Inner Game of Sales with Jeffrey Lipsius
00:40:31

HIGHLIGHTS

02:44 Applying the Inner Game mindset to create peak performance

07:45 Tennis as sales: The inner game is the outer game and vice versa

13:49 Empowering sales: Syncing the languages of customer and salesperson

19:59 For sales leaders: Reframe bad months as learning experiences 

27:31 Buying performance: An inner process of decision-making

34:14 Redefine outlooks to be goal-oriented instead of gratifying egos 

35:47 Success is a feeling, defining it limits it 

38:17 Get Jeff's book and connect with him 

QUOTES

17:43 "Salespeople need to play the long game, and you do that by being the learner, not the teacher. We can control what we learn and also salespeople control the definition of their role."

22:49 "When you try, what's it feel like for the customer? It feels pushy. A salesperson who is trying harder, the customer feels that that salesperson is being pushy and trying will sabotage the performance itself."

24:52 "You're paid based on how your customers buy, not on how you sell."

31:19 "We need to get salespeople to watch the seams of the ball, from outer to inner. And that's the beginning. So good sales coach is going to be a good observation coach redirecting the sales person's focus from outer to inner."

34:38 "We could be very mindful, but it's not going to be of much help if we're focused on the wrong thing. So using the example of selling, we have to reframe selling to get salespeople focused on the right thing, which is you're not there to sell."

You can learn more and follow Jeffrey Lipsius on the following links below.

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Aug 11, 2021
Improving Mental Health for Sales Teams with Jeff Riseley
00:42:25

HIGHLIGHTS

02:59 Hustling it out in sales and learning the value of mental health

07:38 In sales and in cancer: Find the opportunity and manage stress positively

12:44 Habits to manage yourself daily and create upward spirals

19:18 Extrinsic motivations destroy sales teams from within

23:58 Joining Jeff's class makes a difference in reversing climate change 

28:51 Opportunities for companies to support employees' mental health

33:31 Look at well-being metrics and treat sales professional as corporate athletes

37:35 Leaving the world a better place is the best metric for success

40:08 How to connect with Jeff

QUOTES

08:50 "The key to this is to be able to have that capacity, to be able to have that ability to reframe and use that really powerful prefrontal cortex that all humans have that makes us so smart and so capable, is we need to know how to manage our stress levels."

11:12 "Stress can be a good thing but if you're not in touch with it, if you're not aware of it, if you don't have tools in your toolbelt to manage it, it's going to be really hard and draining on us because sales is a tough profession."

14:53 "We both know from growth mindset, you can literally strengthen muscles in your brain and change how your brain is operating by executing on things like gratitude."

22:12 "Fundamentally, you're building a culture where the individual needs to reward itself first to feel safe, as opposed to operating from a mindset where you want things like cooperation, collaboration, trust to exist."

34:24 "You need to start tracking well-being metrics and you need to start empowering people to get a better idea of where their stress levels are on a regular basis so that they can start actioning some of these strategies."

You can learn more and follow Jeff Riseley on the following links below.

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Aug 04, 2021
Doing Hard Things First To Crush Sales
00:53:11

HIGHLIGHTS

03:55 Nikki's unexpected breakout into sales

18:24 Delivering stellar performance gains you visibility in sales

24:15 Success frees the motivation: Training the mind to overcome adversity

32:30 How to strengthen your mindset: "I don't vs I can't" and being prepared 

40:28 Innovating hiring processes and emphasizing the role of culture  

46:20 Vulnerability is a strong quality in a leader

51:39 How to connect with Nikki

QUOTES

14:58 "Growing up on those bases, diversity was the norm. And it wasn't assimilated diversity either. It wasn't just a bunch of us together who looked different but do the same things."

19:25 "What you can control, what you have the most control over, is your performance. So prioritize that over everything."

25:09 "Do a thing that helps me feel successful. Do a thing that gives me a sense of accomplishment, and that is where the motivation comes from."

42:16 "Make sure that your onboarding process emphasizes culture and inclusion the same way it emphasizes proficiency with this tool or that, the same way that it emphasizes how well they learn the product."

47:59 "That's the number one thing, I would say, is that capacity to be vulnerable in a way that invites people to be their full selves around you. Because then, you're going to get the real reasons why they haven't hit their activity metric in a few days."

You can learn more and follow Nikki Ivey on the following links below.

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Jul 28, 2021
Improve Marketing, Sales And Customer Service with Sam Shoolman
00:35:41

Sam Shoolman is the Director of Corp Sales at HubSpot. He is also responsible for Recruiting/hiring, onboarding, training, the rollout of new playbooks/initiatives, regular data analysis, cross-functional projects. He is a champion of DE&I initiatives and has a leadership style unlike most traditional sellers. 

Sam has built sales teams and opened offices across EMEA, APAC & North America.

You can learn more and follow Sam Shoolman on the following links below.

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Jul 22, 2021
Helping Organizations Build Resilient Teams with Johnny Occean
00:40:16

Johnny Occean is an Account Executive at meQuilibrium. They are the only clinically validated SaaS-based resilience solution available today. MeQuilibrium targets the root cause of negative behaviors, making it possible for individuals to improve health, reduce perceived stress, and increase satisfaction at work and home. Through anonymized data, organizations are able to understand their employees' mental and behavioral health needs, track productivity gains realized by resilience, and improve agility by fostering a resilient organizational culture. Deployed across 83+ countries today, meQuilibrium supports organizations in all industries and is used by all roles and titles. 

Johnny is also a member of RevGenius and an associate member of the Revenue Collective.

You can follow Fired-up Fridays with Johnny Occean and reach him on his LinkedIn at https://www.linkedin.com/in/john-occean/. You can also Johnny on the following emails below.

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Jul 14, 2021
Recruit Better, Hire Faster with Sean Dazet
00:44:56

Sean Dazet is a top-performing sales and marketing expert with a strength in building and optimizing global programs that drive growth and revenue retention. He currently leads JazzHR's partner sales organization.

Prior to JazzHR, he was the Chief Revenue Officer for Square 2 Marketing, an award-winning digital marketing agency. Before Square 2, Sean was a Principal Sales Manager on HubSpot's (NYSE: HUBS) Agency Partner Team. In this role, he led a team of channel account managers in subscriber acquisition and partner engagement efforts. He also developed and implemented global program-level strategic initiatives. Throughout his tenure at HubSpot, Sean earned a variety of accolades, including #1 Sales Manager in North America (2016 & 2017), President's Club (2014, 2015, 2017), and Heavy Hitter (2015, 2016, 2017).

Prior to HubSpot, Sean was a business development and marketing executive and was responsible for creating countless enterprise-level partnerships with firms such as AMD, Dell, Post Foods, Ubisoft, GameFly, and The Walt Disney Company. Throughout his career, he has held various sales, business development, and marketing positions. His passions lie in leveraging technology to improve how businesses and people function to make the world a better place.

You can learn more about Sean Dazet on the following links below.

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Jul 07, 2021
The Intersection Of Psychology, Education, And Diversity To Help Your Sales Team Realize Their Vision with Dr. Devan Kronisch
00:41:47

Listen in as Dr. Devan Kronisch discusses:

  • Their journey from Academia studying how humans operate at their best to tech sales enablement @ Proposify
  • The science of the human mind
  • Strategies for incentivizing sellers
  • How to operate at your best as a sales leader, for yourself and your team
  • How to build an inclusive culture
  • Ways to maintain peak performance!

LinkedIn

Proposify Blog on Managers

Jun 30, 2021
Book Your Meetings While Being A Force For Good with Scott Milener
00:43:52

Scott Milener is the sales expert CEO Of IntroSnap, an outbound lead generation platform that harnesses the purposeful balance of business and supporting global causes, making it easier for professionals to connect while supporting global causes important to the future - the faster and more affordable way. 

A graduate of University of Rochester with a BS in Economics and Business Administration with an extensive background in sales, Scott is an experienced sales leader in B2B SaaS sales that span from cloud applications in CDP, to martech and adtech, to demand generation, and all the way to social and related solutions. 

Prior to Scott’s current role as CEO of IntroSnap, he held very notable sales leadership positions such as being the VP of Sales at Blueshift, a SmartHub CDP high scale, 1:1 cross-channel marketing. He stood as VP of Enterprise Sales at Functionize, Inc., an AI powered QZ in the Cloud. He handled the floor as the Sr. Director of Enterprise Sales at Oracle Marketing Cloud, where he led a team that closed and implemented some of OMC’s largest customers including Cisco, Kaiser Permanente, Robert Half, Altera, Etc. He’s even taken the reins as VP US Sales at PeopleBrowsr, a leading social analytics, digital marketing, and big data platform, where he handled key account sales, channels, and co-marketing with major clients including the GRAMMYs, eBay, SAP, Purina, and P&G.

Find out more and reach out to Scott Milener and IntroSnap through the following links:

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Jun 25, 2021
Operating Like A Pro Athlete & Closing Whales with Brandon Fluharty
00:46:00

JB: How’d you get into sales?

Brandon Fluharty:

Thought I was going to be a professional soccer player, I went to Romania, had an amazing year. But learned something important about myself, which was an important foundation for sales.  

My Ambition far outweighed my talent compared to other young players who were much further along in their development

Learned, Focus, discipline, take care of myself becoming a true professional

Ran into some injuries, came back to US, Finished school and moved to NY

Realized I couldn’t play soccer and wanted to be involved in Soccer, got involved with a training organization with youth players in Long Island

It was my first foray into sales, without realizing I was in sales. We were former players who wanted to build a unique training organization in a competitive space using smaller balls for training

Sold small groups and 1:1 training sessions- wasn’t realizing I was selling - I was passionate, knowledgeable but did have a revenue target to hit

From there - company was sold ….didn’t ask for equity in the company ...lesson learned

Moved into the city, started working for a music marketing agency 

Combined another passion of mine (DJ Tables in his office) working with that agency and see that as my first true step into selling. I was brought on to grow accounts, provided background music for big brands like Gucci, Royal Caribbean...Skratch DJ Academy, Utilize DJs to create background music to make the space more enjoyable

JB: Move from Agency to tech sales?

BF:

Foray back to NY, at the time my girlfriend was a former fashion designer and turned nurse.  Made a lifestyle choice to move away from NY, had been there, done that so had the opportunity to move down to Sarasota, FL where she grew up.  Was snowing in NY, coming to FL on a beautiful beach, having a cocktail at sunset, dolphins going by...why don’t we try this out as an experiment?

Bought first house in 2009 at a great time to buy and had to pivot career and completely start over! 

 Remote work wasn’t a thing then so I started working for local media companies selling print ads to SMBs. Full-cycle sales grind, cold calling, try and build a base of business working to climb the ranks. Moving from Print to Digital ads, Monster.com → went to local TV station selling ads and moved to Digital marketing company at ReachLocal → From there climbed the ranks, mid-market IT outsourcing firm → Remote late stage startup from SF, Revel Systems → 3.5 years ago recruited to LivePerson, leading in Conversational AI, Working big brands, Delta Airlines, United, Chipotle, Citi corp & more. 

JB: How do you think about aligning lifestyle with ideal career?

BF:

I was drawn to sales for both financial freedom and autonomy.  I’ve always created that TIME freedom.  I’ve always thought sales is an ON-RAMP, I’m an intrapreneur now wanting to move to entrepreneur.

One thing I’ve learned and embraced climbing the ranks in sales from the down and dirty pleading to have a local bar buy a 2inch space in a newspaper to working with a Fortune 10 Brand making massive digital transformation

I’ve embraced sales as my craft, after realizing I wasn’t going to be a professional soccer player wasn’t in the cards for me, but the way I was approaching making a career out of it, I’ve embraced sales as my craft. 

When I’ve given sales that respect as my craft, it has paid me handsomely in all those things that I desired to be creative and do big things 

JB: Talk to me about the habits and routines that allow you to show up at your BEST?

BF:

The perception of the seller, makes me cringe…”don’t be a used car salesman” I feel really bad as they shouldn’t be thrown under the bus. 

It’s this perception of all sellers that you’re that person, typically male, extroverted, loud, sleazy and you’re just trying to get something done to sell a lemon….that’s the common perception globally when you hear of sales.  Certainly not of what/how I picture or think of myself. 

The best way to actually sell is to stop selling. Don’t give anyone the opportunity to lump you into that used car salesman stereotype category.  It has promoted and elevated the career sales for me personally. When I respected that I could have more respect in my work. 

2nd thing I learned. Falling in LOVE, not necessarily with the work, but the WAY I WORK and want to operate. 

That has been the engine to allow me to move from SMB selling to Super Strategic types of deals then showing people how to move from intrapreneur to entrepreneur. 

Falling in love with how I operate was a big thing and the way I operate, I don’t believe in this false premise of Work/life balance.  Unrealistic to think I’ll get  8 hours uninterrupted sleep, 8 hours of work uninterrupted and 8 hours family/friends time. 

This premise of things falling neatly into a bucket and being perfectly balanced, isn’t real life especially for today’s modern seller. 

I’ve fallen in love and respected the love of the craft of sales.

I want to embody the professional athlete as I approach my craft. I want to be the Ronaldo, Messi, Lebron of my craft and building work life integration. 

If I’m thinking about ideas for a client at 9pm at night it shouldn’t feel like a burden but something I can get excited about. A Saturday morning, that’s fine as long as I’m excited and it’s a sign of the right career and my system is working. 

That’s homeostasis!!

I have to integrate those things and that has been a big insight for me to climb, sustain and create consistent results. 

JB:Talk to us about your own journey with mental health.  You published a really powerful LinkedIn post. 

BF:

We are humans first, and professionals second

I divulged some really personal information that many people even really close to me didn’t even know

Early in life, I tried to commit suicide twice

At the time didn’t know I had a panic attack in front of a client who was in the office

I got a rush to my head, couldn't say anything, felt frozen and time didn’t move. 

Then 10 years ago at 32 suffered an idiopathic stroke which was a HUGE wakeup call for me. 

I said I NEED to prioritize my health. I was going super hard. 

The Mantra in sales is typically, Hustle, hustle, hustle…..you can sleep when you die and I was really living that. Caffeinating in the afternoon, triple shot espresso, little to no sleep and constantly hustling. This pressure was huge to hit quota, you want to be on the leaderboard. 

There was no reason a healthy 32 year, vegetarian, athlete, etc. should have any of that and it was a huge wakeup call. 

It’s taken a while, 10 years to settle in and still working on it. I’m not shy talking about physical health or mental health, this is something that should be talked about constantly, it’s not just about 1 month for mental health awareness. 

Needs to be de-stigmatized and talked about no different than any other physical health, ailment 

It was vulnerable, sensitive and was my most popular post on LinkedIn and I’m proud of that as it allowed others to talk about their own mental health struggles.

JB: THANK YOU - Talk to me about the tools you use to optimize your health and personal operating system. 

BF:

I’m in the right place, props to LivePerson, work from anywhere, be anyone. 

How can I be of service to others if I can’t be authentic and am hiding parts of myself. 

Not to say things are perfect now and I have to work very hard at keeping those dark moments at bay. 

Where I've landed (hate that it’s an acronym, we don’t need more) I call it PREP - Plan, REST, EFFORT, PERFORM. 

A Simple way to keep me in check personally. 

Planning- How do I make it easier tomorrow? → Plan ahead, I add it as a habit into my daily routine. A daily routine how I start and end my day. Everything in the middle will be out of my control. 

Flexipline- Flexibility & Discipline - If I’m on any one end of those spectrums, not going to have full say in how I control my environment or the outcomes I want to strive for if I’m too flexible.  If I’m hyper disciplined I won't be open to opportunity. I found somewhere in between is the sweet spot, sometimes you need to dial up the discipline and sometimes need to dial up the flexibility. 

Give myself a good starting point and good ending point so I know I can show up and do the fun stuff during the daily Start routine, Reading, getting new knowledge, listening to podcasts, writing, contributing to a book I want to write one day. 

Then I can do my most important stuff during the day!  End my most important day

Use Todoist as a way to capture ideas, notes and tasks so I can pick that up tomorrow. 

My head can be clear, I can spend time with my wife, I can recover, relax and rejuvenate in the evening. 

I track sleep with things like Whoop, a great wearable to understand how much I slept and the quality of my sleep and that has started to become a leading indicator of my sales performance and my health. 

Those dark moments that creep in I can tell it’s when my sleep isn’t up to par or I get in sleep debt. I realize I don’t have energy and discipline to stick with my habits, my nutrition declines and it becomes a downward spiral. 

It’s not that hard if I sleep well, I’m passionate about what I do, that helps me maintain performance in satisfaction so I can then put my E of effort behind my work. 

Performance- then I can use that data to be my insight. 

It’s become very personal and it’s not dictated by my company. I’m not chasing quota and making tons of money, those become outcomes because I’m focused and in love with how I work and how I operate. I had to discover this the hard way.

If you can fall in love with how to work, keep yourself in check, and replace good habits with bad habits you will have positive outcomes! 

JB: How do you bounce back from the NOs on the big deals?

BF:

2020 was rough and a lot of people struggled

2019 was an incredible professional year for me, got my pipeline depleted on the 31st of 2019. 

Heading to 2020 with a bunch of momentum, energy and confidence….BOOM furloughed employees, crisis mode then the summer comes up with racial issues and more that came into the fold. I came to realize there was more to life than just closing a bunch of deals. I became really introspective and embraced not being on a plan every day and realized this is the moment to look at life in a bigger way and get back to the things that are important. 

What are the things that are important to me? What do I want to accomplish in life before I die?

I went 3 Quarters without closing new business, getting into new habits, new routines and getting back into the system allowed me to embrace a lot of new opportunities that started flying in December. 

I was able to sprint because I had the physical & mental energy to go for it because I was rested and recovered. I was able to get a huge amount done in 11 days closing a multi-million dollar deal with the team and was able to end on a high note after 3 quarters of not delivering. 

Because of the work I put in during the quiet time, now I have a system that allows me to keep running. Sprint hard, rest, recover and sprint hard again because in the past 5 months I have delivered more in sales than the last 2.5 years. 

I owe a lot to this personal way of operating like a professional athlete can consistently get the championship and rings season after season, they do it because they love their craft and want to be the best they can be. They take care of the off-season, take care of their body, get their mindset right, put their full effort in and that's where I feel I am in this place in my career. 

JB: What leadership qualities do you love?

BF:

Trust - that you hired the right person and give the freedom/autonomy to let them figure things out. Although I don’t manage people directly I have built teams within larger teams and I’ve always enjoyed that as I didn’t want to do the managerial path. I liked building from the ground up. 

Look at the person on the other side, human first, professional second. When you let them be the best human they can be, they will perform the best as a professional. 

JB: What does success mean to you?

BF:

Different things at different times, where I’m at in my career, moment of the day. Something I’m striving for and trying to quantify with a project I’m working on is Be Focused. Live Great. And a tool I’m looking to turn into a product called ThriveSpace ™ and build a community of what this could come up with. 

Combine health data, the idea of if you enjoy your craft, doing deep work can be highly satisfying.  Ensuring you have the moments to do that.

I know when I can do deep work and focus on 1 task at a time it’s deeply gratifying, we know the science tells us that bouncing back and forth from email, slack, chat isn't where real work occurs and amazing results come from.

Tracking that and combining that with my feelings and my mood, that creates this thing that I call a ThriveScore. 

Being able to know myself, know that I can give myself the gift of time, the gift of health, the gift of working really deeply on things I care about. That’s success. 

JB: Where can people find you?

BF: 

LinkedIn daily posts, good honest authentic conversation. 

BeFocusedLiveGreat.com 

Signup and join the movement! Looking to build a community around people who have this shared vision there's more to selling work and modern work than just work 

Best way to be at peak performance and optimize our selves is to integrate that work and life in a gratifying and satisfying way.

Not just tracking data for geeking out, it’s to utilize it in a meaningful way to quantify meaning and satisfaction and what ThriveSpace will be as a product - check it out, learn more and join the movement!

Jun 09, 2021
Sistas In Sales, Creating Community for Women of Color with Founder Chantel George
00:35:01

JB: How’d you get into sales?

CG:

Sales wasn’t something I went to school for

Black people in general, women of color are not involved in the tech sales industries as much as we’d like them to be. However black women are the fastest growing group of entrepreneurs. 

Not a lack of business sense/acumen. It came from a lack of awareness and opportunity meeting them where they are at. 

Caribbean family, they are adventurous, came to America looking for adventure and opportunity. That is one of the biggest things in business & sales is being confident taking a step outside yourself, taking a risk in your decisions.  I was raised in that structure. That’s how I navigated through life, that’s how I saw America and opportunities ahead of me. But that’s not everyone’s view and opinion of America or where they are. It goes to show how important mindset is. 

I was raised to believe opportunity existed for me anywhere I go no matter what I do. I operate with a sense of positivity. 

I thought I wanted to be a lawyer, that didn't work, maybe drama. That didn’t work out. Hopped on Craigslist in 2013 and saw an ad for Yelp. 

The mindset piece, there are ads for jobs everywhere, but if you aren’t operating with a sense of utility. I applied on a whim, just looking for something that I could manage while I was still trying to figure out what I was still really passionate about, then I got the job. 

Got the job, had a one foot in, one foot out mentality. I wasn’t sure if it was for me or not. But once I got on the phone, something clicked and I was able to gamify it and make it fun.  I wasn’t totally connected to it, but it was just another version of me, and didn't see it as my natural progression to being an AE/Leader/VP. 

Through that work I realized I could gamify this and am actually good at this, that realization that I am GREAT at this. 

Most of us that come into sales from a non-traditional background, may take a little longer to get to that AHA! Moment. If they aren’t feeling supported by their team or community, somebody that could be a fantastic salesperson may not get to that place. I was lucky to be in a sandbox that allowed me to learn and help me get there. 

JB: Our upbringing has such an impact on our mindset, how we approach our lives and what we do. Seeing your parents leave their family and their home is such a big risk to take, seeing that type of mentality and mindset is fascinating. 

Talk to me about community and how you are building DI&B to the companies you work with and building Sistas in Sales as well as building belonging in the companies they are part of.

 

CG:

At Yelp! I was growing and realized I was one of the only Black sales leaders and was my own pioneer.

I grew up in a Caribbean community, living a few blocks from my childhood home in the Bronx. 

As I moved through the ranks I was less and less connected to what I knew. 

It was scary for a few reasons being outside of your community. You don’t have experience connecting with people. We like to be around folks that make us comfortable. It’s hard when you’re in a space where you aren’t sure if you’re an enemy or a friend as a black person

I was inspired to step out of my comfort zone and realize Oh i’m alone now and nobody is in charge which helped inspire me to start thinking about SIS.

 

JB: Humans are tribal, that is our root and through Covid so many people are individualized and on their own that takes away our power to be better people that allows us to achieve more as a group. As we talk about getting through that fear initial as you talk to women, especially Black women.  What are you hearing as some of those moments that have helped them get over that initial hurdle to go into something less familiar?

CG:

It all came down to being in the same space

I started SIS at a dinner party and found women I knew that were committed to sales so I knew that group would have to be committed to sales

Most people don’t get to that stage because it takes awhile to move through the BDR/SDR role to further their sales career

I found 10 people, but didn’t know most of them and +1’s

I wanted them to know I took it seriously and we put together this beautiful EVENT, with floating candles, beautiful spread, catering, fresh flowers and so much more. 

I didn’t ask all the questions I wanted to until the last 15 minutes because all they wanted to do was connect with each other, open up conversations, create a group chat, take pictures and connect! It was amazing and validated my career!

It was magical and an amazing experience for people representative of Tech, non-profit sales, fashion industry. 

People didn’t realize their skills are applicable to other industries because you may not think that you have anything to share. 

That feeling of opportunity was the magic in the room! People connecting and they turned into a focus group and is how SIS was born!

 

JB: Tell us about SIS and what you’re doing now as a community!

CG: 

We had 10 members, Salesforce gave us some space, somehow had 50 people showing up and now up to 3,000 members and now Hannah is our head of Europe in the UK!

In the early days of a company you know where your customers are coming from; they’re your family and friends.

Now it’s hard to know how people are finding us.That’s why I ask how you found out about us!

Through talking and evangelizing, more and more women are flocking here!

JB: What do you guys do? What has surprised you about this community?

CG:

We were event based strictly to start, but now are making sure all black and brown women can be successful and find mentored by veterans in the space from people with leadership in the community. 

It was really tough to rattle off 4-5 Black women at the exec level in sales at the time that was my measure of success. It’s through events who had never been tapped to talk that are now bringing that awareness in the community and we can rattle off 40-50! 

All online events last year, 1500 attendees at our summit going for 3,000 this year and 30 countries

Now investing in the members sales growth. Chief Learning officer who does sales coaching with these women and then some additional big announcements. 

Job boards in beta coming out soon for companies who want to partner and can post their job boards. Looking to grow their operations to support their community as it grows. A business as its 4th year starting to make major investments in our operations.

Team meeting with team of 6- a community turned company now have to be this way now and couldn’t do it without their sponsors. It’s a self-feeding system that they’re in. We grow as fast as we can get resources to grow and are so thankful for our sponsors. 

JB: Recording in Mental Health Awareness month in May. Talk to us about the Therapy Post as you mention it’s been a game changer for you.  Therapy has been such a powerful thing for me even as I took some time off because therapy is a powerful vehicle for awareness and change.  You’re running your Mental health challenge. Talk to us about how Therapy has impacted you. 

CG:

I am a planner and you just start to accept who you are. 

As my dad got sicker and sicker I was having anticipatory grief. I don’t think people should wait for a really bad experience to find therapy. It was so powerful for me, I am trying to create a group therapy in our 90 Day Challenge.

Many black people are “just happy to be here” which I want to challenge and have people approach their career with a little more direction and change their mindset.  

It’s much more mental than physical, getting through the imposter syndrome mindset and being more in the present. Having a therapist that may help you get comfortable having a conversation with your manager about a pay raise, a promotion and not just being OK to be there. Understanding your relationship with money, how you spend your money, bonuses and commissions.

  1. Sales career
  2. Personal finance, what is our relationship with money?
  3. Wellness
  4. Motherhood - Many black women are the matriarch of the family
  5. Relationships

Meet every 2 weeks on these topics then come together with a summit and discuss as a group.

JB: Many people wait for something terrible to happen before they will approach therapy.  It’s looked at as a last resort, I’m broken which is so far from the truth as to how you can understand yourself and be prepared for the bad stuff that does happen when we fall on our face. 

How do you bounce back from the tough months?


CG: Therapy has helped me have a lot more self-awareness. 

Sales for me when I started selling I didn’t realize how formulaic it was.  If I didn't close something it was one of hte many different variables, in actuality there was something I could’ve done better but I needed to identify my patterns like not prospecting enough in 

My resilience came from experience and came from being honest with myself it’s not something I need to be attached to or take personally. And that takes a lot of the emotional strain off of you, the negative self-talk isn’t necessary. 

Write down the actions that you did and look for what was missing and go from there. 

JB: Love winning or hate losing?

 

CG:

I love WINNING more. I don’t think about losses as hatred, it’s more of a learning moment. I enjoy looking at my losses with a scavenger hunt mentality.  What did I do here? It’s actually pretty cool to me, you have that voice in your head that helps you sense when things are off track. It’s not really a loss, it's a predictable outcome based upon how you go about your sales motion.  I like a win, especially a predictable win, which helps me feel even more control of how I am going to operate.  I know how this goes, I’ve seen this song before. 

JB: Top qualities in leaders that you look up to, respect and try to emulate?

CG: 

I love leaders that are curious about the industry that they serve

Yes sales oriented but you realize we are selling CONCEPTS and to sell that you have to be educated in the industry, know your competitive space

Be as curious as risky as it was for your CEO to build the company to begin with

This is the concept I want you to be bought into - i’m not talking about the features then I can bring that level of enthusiasm to the customer

I like a manager that has sales strategies but it’s the excitement we bring to the customer that will break these walls down

JB: What does success mean to you?

CG:

For right now,  getting my footing here, as 1st gen American, I’m still figuring out what that means to me. I’m motivated to create financial success for myself. We’re all somewhat motivated by that in sales.  It’s something that anchors me, makes me feel comfortable and safe.  I’m building enough family here and making enough business decisions to help me feel buoyant. 

 

JB: How can we build diversity in sales and be a champion. 

CG: You're going to have to put in work to get people to see the value of being in sales and to join on the rocket ship that you’re on. 

The language of business being in your household.

I had the language of opportunity, but there are some people that had the language of business, sales is not a foreign concept for many families, but it is for many black and brown communities. I can’t point to a mom who is an ex-Salesforce VP.  

 

JB: Where can people find you?

 

CG:

Sistas In Sales

info@sistasinsales.com

Virtual Sales Summit

Jun 02, 2021
Failing Forward, Lessons on Sales Leadership
00:40:58

 

JB:

How’d you get into sales?

 

RS:

Always fun to reflect on how you got here as you extrapolate out your career

When I finished school- got a shiny piece of paper and asked Now what? 

You feel proud, excited, that you have enough and pretty quickly can become deflated trying to get your career started

I probably sent out hundreds of applications - had the fortunate timing graduating in 2008 during the recession

I figured out how to learn different skills

Traveled for almost 2 years after school, I found work, worked in Nicaragua for a few months teaching econ and learning Spanish

I remember calling my bank to check my balance and told me I had $25 left, I was PUMPED!

I had $25 to start my career journey, a lot of problem solving and skills I learned from traveling on how to get from here to there.

Grew up in New Hampshire and had a friend hiring for a sales role selling merchant accounts

I had no idea what I was getting into, day 2/3 I knew it wasn’t the job for me but decided, If I’m in this I need to figure out how to be GREAT at something. So I stayed there for 1.5 years.

I figured how to connect with the customers, the flow of a sales call. 

I would set goals for myself to see how quickly I could close the deals

It wasn’t the most sophisticated sale but I decided I wanted to gain a higher degree of mastery 

Reached out to Forrester research - some of the best experiences of my early sales career- Thrown into the deep end with tech buyers who had been purchasing tech & research for decades!

Thought I knew what I was doing as this junior guy and I stumbled my first few months

Had a great leader who was a great motivator and great coach, Michelle Allen

Put me into an underperforming  territory of Chicago and she bet on me to turn it around!

Ended up #1 in the company in sales, got to fly private with the CEO 

Could see the impact I had on businesses, thought it was amazing and wanted to see what’s next?!

Heard about HubSpot and never had any research on them, but hadn’t been covering the market for HubSpot 

Found a friend as a recruiter at HubSpot, wanted to learn SaaS and engage with these higher level buyers, and follow a great leadership team. 

It gave me an opportunity to learn something new and I was struggling my first 4-5 months and I couldn’t figure out why?

Why aren’t my playbooks that had worked time and time again working, I realized I needed to be open to learning and bringing my history with me. Don’t just bring your old playbooks but look to learn and be curious.

A lot of great people from HubSpot alumni are doing great things NOW! 

Was able to step into my time as a leader at HubSpot, you think you’re taking off in your career and you stumble and fall, but hope to FAIL FORWARD

When I first stepped into leadership it was incredibly humbling, you have to stop and reflect, What am I doing right? What am I doing wrong? How can I reach out to peers and mentors to improve and find guidance?

VirtueDen- reached out to build their go to market, 2 guys with an awesome tool that didn’t have a big sales background. I love building things.  I love figuring out how to get from here to there!

Got to dive into the inner working of the machine which opened up the Compass opportunity, it’s adding all of these pieces together from my past experience.  Going from how customer learn shop and buy to align in an industry I haven’t worked in before. 

Connect with people across the entire organization, each new role is more challenging than the last and has been great, great to celebrate heading into the public market with the team of course.

 

JB: What an awesome sales journey over multiple years with the past view into being a young grad and traveling that all culminates to give you a unique perspective on leadership.  Multiple times struggling and failing forward with new challenges each time.  

 

RS:

I'm so grateful for the experience. There’s nothing to make a career easy.

A Career is a hard thing to build

I remember Mike Volpe coming in saying “ when you look back at your career it’s going to look like this steady up and to the right, but when you’re in it it’s going to feel like a staircase”  You figure something out you go up, and plateau a bit, then do it again 

It’s so hard to wrap your head around when you’re in the trenches everyday. 

It’s really important that you don’t give up on yourself, developing yourself and leaning into being better everyday because it compounds. 



 

JB: Compounding tiny changes is so powerful over a career to move into a leadership role. Everyone is making things up every day along the way you need to be open to learning, to feedback to continually improve.  So much motivation and inspiration 

 

RS:

Hitting quota for the month/year, the great note from your manager are all so fleeting

It can be exhausting to reach for those milestones. 

Reaching for those milestones is important, it’s a part of it but there has to be more, you won’t find joy/pleasure if you’re just shooting for the number.milestones it will lead to burnout

 

JB: How do you think about setting goals and defining the bigger goals?

 

RS:

Every year at the start of the year around Christmas to the start of January I take 2 weeks off, totally disconnect and spend time with family.

I take that time to reflect, used to journal now on apple notes

I focus on the bigger things, more macro level and step back because one bad day shouldn’t get me down

Example:  Buy a new house this year. Read x  numbers of books in a year.  Then I can take my next step to find books and then they sit next to bed and I read them throughout the year

Personal goal setting is super helpful

The business stuff will come through the cadence of the specific organization and understand the Northstar to understand WHY I’m doing the specific things everyday

If you miss out on WHY you’re doing the calls, the emails, etc. Your customers also get a terrible experience when you don’t think about the why. You miss out on the ability to slow down to think “why am I sending this message to this person at this time?” 

It takes the connectivity between the end goal and the day to day activities that don’t feel transactional

 

JB: Everyone will have their own unique system that works for them. You mentioned setting goals but struggling many different times. How do you bounce back from the tough months/weeks?

 

RS:

“I can accept failure, I can’t accept not trying” - Michael Jordan

The failure piece is bound to happen!

Did Fail Fast Fridays at Compass for a year to share the things that we failed on over video that would be highlighted.

You have to be of the mindset, especially if you’re doing something new, you’re going to fail and if you’re uncomfortable trying new things or something, you get stuck there more than anything!

For me, I tend to not take myself too seriously, if you get overly caught up in the emotion of the outcome you’re aiming for.  You become reactive vs. proactive- as soon as you get reactive, you are dooming your future because you stop focusing on pipeline creation while you are too nervous about closing

If you’re working for leaders where they are emotional to all of the reactions and make decisions from an emotional state vs. what are our options to refine to a better path/outcome next month or quarter. 

You can work for those leaders that make decisions objectively

I want to know I’m going to show up to the same person everyday whether the business is running well or not and be in a safe spot where I try to be a steady northstar.

 

JB:  How do you manage yourself daily? What practices do you have?


RS:

Exercise is a good thing. I would always go to the gym on my travels or in the morning.  Last year I was reeling a bit through the pandemic. Was in Boston in Q2 and couldn’t do that normal routine. This last year was tough.  Are you just going to grip the wheel and grind it out or look for something new?

Typically it was running, cycling and some weights stuff. I ended up getting into yoga over the last year. Going into a classroom doing yoga wasn’t going to be possible in 2020. In the past I was doing long runs, trail runs, century rides and I would mix in yoga. But I forgot about the mental piece as much as the physical stuff is really centering. 

You forget everything around you when you’re in it. I would wake up early AM, roll out the yoga mat and go to the office and take a long walk 40 mins to the office. 

Then I’ve been looking for new hobbies to occupy my mind and separate me from work. Reading. Got into fly fishing and I’m terrible, getting caught up everywhere and LOVING IT. 

I’ve added 2 new things of Yoga and Fly fishing to my routine this year that have helped.

 

JB: I’ve talked to a lot of people that have been struggling, burned out, gripping the wheel tighter and still haven’t found the ability to find something new and get past the first few challenges where you find new opportunities and leverage a growth mindset to find the best in what’s going on now. 

The first key to mental health is physical health.  It’s really challenging to have mental health if you don’t take care of your physical health. 

Talk to us about some of the Top qualities in Reps?

 

RS:

How do you find the common denominator?

Lots of people go to Grit and tenacity, persistence and those things matter. But there are some unique qualities you find. 

The best reps tend to be incredible educators.  It’s hard to test for when interviewing. 

When you sell a product it’s important to know how to help people learn the product and go through the process. 

The folks that are excellent at educating the process and the why it matters of the product, tend to do very well.

They will get you 80% of the way there, still need to drive urgency, can talk Sandler & Challenger and all these things. 

If it’s confusing for your buyer to understand the process for evaluating and WHY this purchase matters to them, you’ll lose every single time. 

 

JB: Love winning or hate losing more?

 

RS: 

Never been asked this question, heard it many times and never able to just answer it. 

I love winning more than I hate losing, it’s rooted in my belief that losses are an opportunity to win next time. You may have taken my pawn, but we still have an entire game left. 



 

JB: Top qualities in leaders

 

RS: Great coach, I want to learn from whoever I work with. Teach me how to do what you’re doing and help me be better than who I was starting today. I want to know they’re invested in me.

 

JB: How do you be a great coach?

 

RS:

They need to know you’re authentic. New manager goes right to call shadow and giving feedback. 

If there isn’t a consistent culture of feedback across the team. Feedback can start to feel punitive.  You have to create an environment of learning across the team before you push into coaching. Maybe bringing the team together to talk about what it means to inspire this culture of feedback, who you want to be and your investment in helping them. 

You need a starting point to initiate the coaching.  It can’t just happen every now and then, it needs to be consistent. 

Continue, start, stop doing. Build a framework to make it easy to receive.  

When you inspire those things across the team, I’m always getting feedback, everyone is getting it and still working here! It’s an investment in me and my future

 

JB: To see coaching as an investment in myself and my future self. 

Learning how to get from here to there. 

All of these experiences help you go from where you are today and where you’re headed. 

 

RS:

Linkedin

Instagram @Rpspillla

May 26, 2021
Finding Your Passion: Helping Purpose Driven Consumers
00:46:01

JB: Talk to us about your sales journey

KP:

Mom was a really successful sales rep - and had a similar outgoing personality to mom 

Gt into sales because it was way out of my comfort one

Had this icky feeling towards slimy sales like the used car salesman

Was a BDR at a software company

Joined HubSpot, Loved it. Found my favorite part of the job was onboarding and training. 

I found this ability to move into the new realm but needed closing experience

Joined the new (at the time) non-profit sales team at HubSpot which I felt like I hit the Jackpot!

What gets me out of bed in the morning, I want to make the world a better place, but didn't have a specific mission I was attached to. So working across all different non-profits gave me perspective

It gave me the ability to prescribe inbound marketing to these non-profits because it will work, HubSpot is the best tool to do it so I felt that I believed and could help the marketer dedicated to their cause! 

I did fine as a sales rep, but my passion was involved with Educating people and supporting people which led to a nice easy transition to iterate on the sales training program at HubSpot. 

Did 3-4 iterations over 3.5-4 years 

Working sometimes with 20,30,40 new hires every month. As the central person someone came to for when they joined 

Employee 180 when I started and was totally different company and I was wondering what was next

Husband asked: What was it that you liked about this and being at HubSpot?

I liked that the industry had the wind at it’s back! What was the next industry that had the wind at it’s back?

It was Cannabis!  I wasn’t into the growing and that stuff, but found a conference and learned about CBD

Found there was a ton of mis-information, limited science and found opportunity to help people build a better understanding of how to use these products effectively

Got an executive coach, defining my passion and my purpose. Came down to Technology and Doing Good.

It came down to; make it easier for the purpose driven consumer to make informed purchasing decisions. 

JB: Quality and characteristics of best reps getting up to speed

KP:

Not saying things that you think you should say!

When people can actually take the information in their language and make it their own is when they thrived.

When people just tried to memorize it or say what they thought I wanted to hear it was obvious they weren’t speaking their own language

Keeping a positive attitude, it can get really toxic really quickly if you go down the path of thinking negatively. 

It’s important to have those moments where you curse, punch a pillow and feel bad but then set a timer and jump back in and NOW WHAT AM I GOING TO DO?

What is the next right thing I can do now?!

I found Visualization being a really powerful tactic. My life now is what I visualized as a kid and I don’t know how but, wow do they work

Setting an intention - as a sales rep with monthly quota- Here’s the $$ I’ll hit this month and do it 3 days, then put that to action and let go a little bit.  Do the next right thing, take action and is where I saw reps thriving.

JB:My dad would always say, “If you hold onto something too tightly you’ll kill it.”  I love this thought of letting go a little bit.  So much to be said for the WHY we are training you this way. Characteristics of a top trainer?

KP:

You’ve got to be a people person

You’ve got to care about the people you’re helping and that’s the crux of it

JB:  It’s so critical to being that beacon of light for people when they join the organization to welcome them into the family.  What do you do or see with reps who struggle to bounce back?

KP: 

Hold onto it too tightly, you kill it is a great point from dad. 

Let’s stop stressing about that one tiny thing. How can we get up to the 10,000 foot level. 

I would go back to the basics really. 

Why am I here? What are some of your goals this month?

What am I here to accomplish?

I try not to sweat the small stuff.

What I notice a lot of the time when I’m not growing, I’m trying to stay within my comfort zone. I’m a person that LOVES being in my comfort zone.  The early part of my career I had no choice but to get out of my comfort zone. 

ONCE I GET HERE then I will be happy in my comfort zone. 

I tried but I wasn’t happy and didn’t grow. 

When I got back involved with my executive coach she asked, what am I doing to push myself?

And that is what led me to get outside of my comfort zone and doing it a way following my intuition more which is really doing a good job of making it easy to present opportunities. 

Example: Find an excuse to reach out to my network, saw a program I wanted to reach out to and thought who was in my network as to if this is a good idea

Should I do this Inner MBA thing or is it to woo woo?

JB: It’s easy to do what someone else tells you what to do.  To do what everyone else is doing.  But to question yourself and see what you really want to do that will align with your beliefs and values is possible in today’s day and age.  How does your coach help you with the mental game? Getting past the fear of getting a coach?

KP: So funny how my mom and I have been following career paths  that are similar. 

Went and saw my therapist for many years, but saw they were only for a certain part of my life and weren’t giving me the professional advice I needed. 

WENDY KAPLAN

It was a leap to really invest in myself. 

She helped me understand my mental models of the world. 

Since I was 22 I knew there was something locked away in my brain that was untapped

I realized I need to have my work and life integrated to drive my own happiness

She helped me identify some of the mental models and realities I have assigned to my life. That’s one reality, that doesn’t mean the one mistake I made that stands out in my mind that may or may not be true and many that DON’T Serve me. 

I can choose to think of this other reality  that has changed my life, my outlook and how I approach every day!

We did a lot of, which I’m still figuring out is a Professional Mission Statement

Why am I on this planet and what am I supposed to be doing professionally?

I will and have to have a job that is aligned with my values. 

Selling Hubspot, worked and selling it to nonprofits had that alignment and I realized it’s important for me to sell the right thing.

JB: Investing in yourself is such a powerful way to take control of your life.  Our education system is built to create soldiers and employees.  To take your own control and aligning your values is so powerful. 

KP: What I appreciate so much about my coach was having someone to talk to. I was able to blab for 10 minutes and she could boil it down to a sentence or two. It added so much clarity to the mush or extra stuff that was in my head and something I recommend to anyone. 

JB: InnerMBA, Wisdom 2.0 and Scott Schute. Talk to me about your intention for going into this InnerMBA program and what it’s about. 

KP:

InnerMBA 9 month program from top businesses - Form Patagonia CEO, LinkedIn, Amazing faculty 

How can you bring the woo woo stuff into business to help employees in mental health and how might an organization use visualization, manifestation, intuition into the company to perform better. It’s beyond logic and reason. But over and over and over again we are seeing businesses do this and IT WORKS!

I might be interested in starting another company, but I want this to be at the core of the business. I want people in the business that have similar beliefs but we can challenge each other with positive, non-judgemental, good intentions every day. 

One guy I love Mind Your Business Podcast, James Wedmore - came out of the woo woo closet and his business has explored 

This woo woo was at the center of it, they still follow logic and reasoning and business strategy and work their tails off, but they do it in a way that’s more WHOLE

If I could build something anywhere near similar to Patagonia but the business has amazing strategy and does great for this world, that would be wow, amazing. 

JB:None of us have been trained how to live our own best life.  This is where a coach and some personal, individual support can be so powerful. Top qualities in leaders?

KP:

Transparency is really big. It helps me know where to focus. If i know you’re having a tough day it helps me to know how to react. It evens the playing field so we can understand each other’s motivations.

It enables clarity and alignment so everyone can know how we need to help each other and operate on the same team!

Emotional Intelligence is HUGE - it’s involved with transparency. You need to be emotionally intelligent to call out what you’re feeling and read a room. 

A big one, I found recently, I appreciate leaders who are constantly learning and evolving their mental models!

We look at leaders who we think they have it all figured out. I appreciate the leaders that acknowledge they don’t have it all figured out. And you showed me something else and I appreciate that

I love leaders that are not afraid to look at someone less tenured or younger than them and learn from them. I think everybody has something to offer and I appreciate leaders that are open to that!

JB: Love winning or hate losing?

KP: Neither - grew up an athlete- I like winning but I like doing it as a team! 

Whether it’s a win or loss, it’s a human experience

Society teaches us to avoid failure and I’ve recently doubled down on EMBRACING FAILURE because it will give me lessons and something to learn 

I like to win, I don’t like to lose but I like to do things that push me

JB: What does success mean to you?

KP: 

It means feeling like I’m fulfilled in every category of my life. It’s an iterative process, it’s going to change and ebb and flow. I think about my life in different categories, physical, mental health, am I learning new things?

All of these categories need to be above a certain threshold. 

Success is I’m above this threshold and I’m feeling good and leaving this world in a better place than when I came into it.

JB:

Kara Potter on LinkedIn 

Instagram

@KaraBpotter

May 19, 2021
Building Tools To Help Sellers
00:34:39

JB: How’d you get into sales?

JC: 

Came from engineering and always loved building things for people and adding value. 

Building websites for people, 2nd hand cell phone business as a student in university

They wanted me to spend all my time behind a computer, lots of interviews and went to Business school→ got into marketing position → Biomedical engineering → Pharma -typically go through sales in Pharma, was a really boring thing with no freedom and possibility to change things 

Make sure sales people knew how to use it, went to marketing consultancy, became Account manager and learned a lot about sales there from finding leads to book meetings, learn about issues, create proposals budgets and full customer responsibility 

JB: Cool to bring a different background to leadership and sales product development

JC: Don’t remember much of the engineering anymore - gives some background to go deeper in technical conversations. 

The mindset and way of thinking is helpful 

JB: How do you think about goals and growth now leading your company?

JC: 

We don’t focus totally on numeric goals, it’s hard to reach these things. 

We transform end goals into the things we’ll do on a consistent basis 

Now we can consistently check off the tasks 

HABITS

Sales Quota Salesflare

It’s nice to have an output sales quota but it’s really helpful to have input level habits to get to the output

JB:

James Clear - Atomic Habits, it’s about the systems and activities you have in place that drive the output

JC:

2nd year we’re now working with these habits/systems vs. just tracking towards goals

Numbers of links, marketing shares, external visibility

Keep track of habits and deliver the consistent input = lower churn, increased conversion 

Inbound funnel that we put as much in at the beginning

JB: In sales we can miss the goals/habits/outcomes. How do you bounce back?

JC:

First it's important to acknowledge things aren’t going well

See there is a problem, and call it out

General team meeting every 2 weeks - What are the negatives? How will we solve them consistently? Then look through the positives to see what we have done well.

Demo moments for everyone to show off what they have built and then get feedback.

JB: What went well and what can we improve on? Personal habits and routines that you have to show up at your best?

JC:

Running, exercising every 2 days, and sleeping 8 hours/night, which is more important than exercise for me. Eating good food, just started watching food, whole foods plant based not.  Not totally vegan but taking control of his health. Lower the chance you get sick and up your overall well-being. 

Mindfulness off and on with the meditation

Sometimes his wife will turn on meditation before bed, I personally don’t really need it 

7 years of leading Salesflare they all seem like ups and downs that aren’t that scary

JB: You’ve seen the ups and downs and can handle them more effectively.  Sellers, especially early on can go really up and really far down.  Stoic philosophy is a great one to maintain level-headedness through sales. 

JC:

Stuff you can control and can’t control, doesn't make sense with your mind being busy for things you can’t control

Visualize the worst thing that can happen and realize it probably isn’t going to happen.

Whatever state you land in between is fine, we’ll try to avoid it and can accept 

You can invest in crypto and understand the ups and downs

JB: Visualize worst case scenario in Sales and still have the courage/bravery to push through it anyway. 

JC:

Psychology of Money - people more likely to consider you intelligent if you are pessimistic about something - we are programmed to stay safe. More likely to see the possibility of failure, it hurts more when we lose than have fun when we win. 

JB: How do you think about the psychology of the sellers that you work to build your products for? The habits they’re trying to build and how to support them?

JC:

Built our tools specifically for making follow-up easier, you may have hundreds of leads and it’s really hard to follow-up perfectly

Make the system so that it doesn’t fall apart.  Typically you don’t do the full data input 99% of the time. That means your system will start falling apart. No data in the system and it starts to fall apart. System will pull the information from where it already is and do automatic data and then adapt it manually. 

Build better relationships. Don’t disappoint people or lose relationships

Help people stay up to date, notifications to ensure you’re on top of everything and gamify things a bit 

Notice in initial onboarding people didn’t complete extra steps, when they complete steps will work them to open up extra days in their trial. If you’re doing this as a team and you complete a step, get a notification for the rest of the team that there are additional days and to keep the vibe going

JB: Gamification is a powerful force and we are tribal as humans so that makes sense for how it can drive increased engagement. I’m excited for the future of sales and seeing tools built to help the seller vs. being built for the EVP or IT team. 

JC:

Companies go after the big $$ which removes the practical aspect for the seller or end user because the buyer with the dollars is removed from the end user.

Software goes wrong and starts with the right intention

We just avoid making the decision to go after the big companies we aren’t building for the huge companies 

JB: Love winning or hate losing?

JC:

Hate Losing

JB:Top Qualities you’ve seen in leaders that you try to emulate or look up to.

JC:

Empathy- listening to the other person and what their context is. 

Communication skills- be able to clearly explain something, 

Willingness to learn and improve. 

Creating a culture where these types of things can live -- People need to have willingness to live and learn, important on a general level and want people to be able to express that. 

Communication - everyone says what they think is wrong with things. Everyone can speak up and say this is BS or really bad!

I’m not the only one that needs to look for things that are bad. 

I don’t know everything and you need to unleash all the thinking in a company

JB: What does success mean to you?

JC:

If you can make an impact for other people- that is business success- seeing that your offering is improving and helping more customers, seeing the team be more effective and can be better people. Seeing the people that may have left and are doing great. 

We’re not just building a product, we’re also growing a team in a sense that the people in it are growing!

JB: Where can people find you?

JC: 

Salesflare

LinkedIN - connection requests please include a personal message 

Sales Flare Blog

May 12, 2021
The Mental Game of Prospecting & Leadership
00:41:30

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls.

JB:

Cold outreach is such a scary things for reps to do.  Getting your team bought-in to cold outreach.  So much of that comes down to your mindset, so you can feel confident in your outreach, knowing you’re actually adding value and reaching quality prospective buyers. 

Prospecting is a hard thing to get over regardless of where you’re at in your sales career. 

How did you get to this point? And how do we help people get in the right mindset to be comfortable prospecting? 

 

JBay:

Emails you don’t know where it goes or what happens. 

Cold calling 95% of the time people don’t pick up! 

Started sales journey selling house painting services door to door. 

18 - college - studying to become forensic scientist- lots of CSI

Had a friend that intro’ed him to College Painting Business

SURPRISE → you’re going door to door

I didn’t know what sales was

I ended up being really good at it but never struggled, I was really nervous to go door to door, I had never painted a house before.

Was in hometown of Brookings OR had 120-130 people to sign up for estimates first weekend 

Closed $10K in paint jobs first week and found out I LOVE sales

Got into sales by accident, but didn’t really struggle with it much at first. 

Where I struggled was at teaching people how to do it

 

JB: 

As you grew into teaching people about sales, where did you find early sellers struggled the most?

 

JBAY:

Becoming a manager and many of these college students had no interest in actually being in sales. Many used this as an internship to get experience for a future job.

The toughest thing at first; Let’s talk about What Sales Is & What it isn't?

The fear of being pushy, talking a lot, making them uncomfortable

MANY PEOPLE PROJECT THE BAD EXPERIENCES THEY'VE HAD WITH SALES IN TO WHAT SALES IS

You have to convince the new sellers, just because someone doesn’t SEE they need something, doesn’t mean if presented different evidence, they may realize there’s a problem.

What’s the difference between pointing out a problem and HELPING PEOPLE 

  1. trying to be a super hard closer?

We are going to tell this person they don’t need our service and if they want to buy, that’s on them!

Companies with fresh BDRs & SDRs that think it sounds so cool being in sales

Let’s talk about what sales is and understand the mental game where you get hung up, because you feel like you’re doing something dirty. 

 

JB: That story you tell yourself is so important to sustaining in sales over the long-term. Where do managers struggle to get their reps to prospect?

 

JBAY:

Anytime you’re teaching/coaching someone to do something, your blind spots will be those things that come naturally to you. 

If you were good at building pipeline and prospecting, you’re probably not going to focus on that. 

  1. Getting managers to see their biggest strengths will probably be their biggest weaknesses across the team
  2. SDR managers who don’t know how to cold call, they are trying to get their team to buy into something that they don’t know how to do

The player/coach thing doesn’t work out too well. Most managers don’t even have time to coach. Make cold calls with your team. 

Get on a Zoom call and make cold calls with the team to train them!

As a manager, you don’t need to be the best prospector on your team, but you need to be proficient at the job. 

The best thing I did between my first and second year - was sometimes me going 0/3, then 2nd year I went ahead to CRUSH it. If I don’t show them success, they won’t believe it can work. I am going to show them success so they see what it looks like and they believe it!

 

JB: It is easy for managers to get so far away from the job and many managers struggle to allocate their time to coaching reps. Getting reps to have that power of belief is so critical. 

 

How do you balance showing someone what to do and being a super rep vs. letting the leash out for them?

 

JBAY:

Confidence is 80% of the game in sales, especially prospecting. If the prospect doesn’t hear the conviction and belief. That conviction that I can help you and if nothing else I know you can spend 20-30 minutes with me and it’ll be worth the prospect's time. 

Some people may say you rob them of their learning, but they need to see success.

Coaching is not an all or nothing thing. 

Why? What? How?

Why- theory, psychology behind it, old way vs. new way -- Maybe with your intro we need the prospect talking within the first 10-15 seconds because the sooner they are engaged, the better

WHAT? Use a permission based contract early on

HOW? Maybe doing a couple quick examples for them.  Sales can be compartmentalized. Could look at Starting a demo call, set an agenda and purpose. Now you can be looking for the part that we’ve identified and they can be ready for it

 

You can still do stuff for people and make it a coaching moment, but you’ve got to give them the WHY, WHAT & HOW! 

Salespeople are incredibly resourceful, if you never tell them why it works, you are robbing the system from any possible improvement. 

Sometimes too many people focused on the WHY - but no HOW to actually do it. 

Individualized for the rep and doesn't have to be all or nothing!

 

JB: Without bringing the WHY to the coaching and selling, it gets really boring after awhile. 

 

JBAY: 

Personal trainer - more like a coach - I show you what it looks like then ask you to correct your own form by looking in the mirror. It’s pretty common sense when we start talking about it. 

We make it a lot more complicated than it actually needs to be. 

Managers probably weren’t taught how to teach or how to coach. 

 

JB: How do you coach or train reps to bounce back after the tough days or weeks?

 

JBAY:

Compartmentalize 

What can you control? What can’t you control?

Personal Trainer example- how do you wrap up your self-esteem in the things you can drive success towards and find victories in. 

You want your self-esteem wrapped more around doing the things you said you were going to do vs. looking at the skill. 

Focus on the habits. If I do the right things the result will happen at some point

Dis-attach yourself from the result and the outcome

Psychology technique- Pattern Interruption- hear about it a lot in sales, but this is to do it to yourself

4 Parts - Upper Left - IDENTIFY THE PATTERN (I make cold calls, don’t set meetings and get bummed) Upper Right - PINPOINT THE TRIGGER (get really specific here, block of cold calls for an hour, bummed out. What environment am I in? What do you feel physically? The story you tell yourself?)  DERAIL AND REPLACE (How I feel is that I’m not good at this thing.  Diffusion is not to ignore it, and acknowledge it) PRACTICE & REPEAT - make it a habit!

John Jones- UFC/MMA - was lightweight champion - was fighting at 205lbs now going to 265lbs, HUGE jump. Wants to fight Francis Nganno - this guy is a human Hulk.  Ask John, Are you scared?  YES I AM scared, I am comfortable with the worst case scenario he, might knock me out or break my jaw.  

Take the worst case scenario and become really comfortable with it. Then you can derail the negative talk, have some RADICAL Acceptance for the worst case scenario. 

Maybe make the calls from outside the office, do it somewhere else, shake it up and do something totally different. 

 

What am I telling myself when I’m struggling?

 

JB: How do you manage Mental health in sales?

 

JBAY:

Atomic Habits- James Clear

The #1 thing you can do is change your identity and who you are up stairs mentally

Smoking cigarettes- someone offers you a cigarette - “I’m trying to quit” = that story is you are a smoker vs. “I don’t smoke” changes your identity

You have to realize how I feel about stuff is important and how you think about it and identify as a mentally healthy person

Studies of Blue Zones - where people live to 90-100+ years. One of the biggest things is they have a strong community with a sense of purpose! Longevity studies point to the mental part of the community is what helps them live longer

You are taking YEARS off your life if you don’t take care of your mental health

In sales, the only thing you can control is the inputs. 

At the end of the day the prospect is the one that gets to decide if they take the meeting or make the purchase

Mental health needs to be part of your identity, 

Jim Rohn- You are the product of the 5 people you spend the most time with we are chameleons

Uncrushed.org 

Find people talking about mental health in sales

 

JB: Mental health in sales is a struggle and challenge. I’ve been going to see my therapist more to give me space to talk out loud about my own shit. The downward spiral is the easy place to be and it takes some real effort to break out of that.

 

JBAY: 

If you don’t prioritize something in your life, and prioritize people that prioritize the same things you do, it’s going to be a struggle. 

Crabs in a bucket- when one crab is getting close to getting out of the bucket the other crabs pull it down. 

The one hack, if you want to make something more of a priority, surround yourself with more people that value that same thing. It makes it easy. 

Biggest key with habit building, lots of people talk about discipline. 

Discipline to me isn’t about making the “right” choice in the moment, it’s about REMOVING CHOICES and making it HARD TO DO THE WRONG THING.

If you can remove the bad decisions so they aren’t easy because you only have so much will power

How do I make it easy to do the right thing? How do I orchestrate my life and my workflow so doing the right thing is easier than doing the hard thing. 

 

JB: This is the stuff I wasn’t trained on in school and making it an identity of the type of person I am and clear your environment of the things you want to avoid, it makes it so much easier!

Top traits and characteristics in sales leaders you’ve worked with?

 

JBAY: 

Empathy, not just talking about it but really sit in their reps feelings and take a chance to empathize

Empathy is #1 skill in sales and leadership!

Empathy is a skill that you can work on and build. I didn’t have a lot of it until I started going to therapy

 

JB: It’s very hard to empathize with anyone else if you hadn’t dug into your own stuff. 

Do you Love winning or hate losing more?

 

JBAY: 

I love winning! I can get over losing pretty quickly, but making that $$, getting some cheddar.  I love that!

 

JB: What does success mean to you?

 

JBAY: 

I think it’s totally different to everyone with their own definition of success

It starts with understanding. What do I value in life?

Work/life balance. I don't’ want to work more than ~40 hours a week

Can we make the income that we want and do something that I enjoy and spend quality time with my family wife and dog, parents, brother, sister, in-laws. 

Not about the hustle porn

I love what I do for work

KNOW WHAT YOU WANT AND BE ABLE TO GO AFTER THAT AND DO THAT

 

JB: Joseph Campbell: “Follow Your Bliss”

Blissful Prospecting

Resources

Follow Jason Bay on LinkedIn

May 05, 2021
Lessons on Leadership From Dad
00:19:50


Welcome to today's episode of the peak performance selling podcast today we've got a little bit of an interesting one should be short and pretty sweet, but today I am doing a tribute to my dad who recently passed away he lived to be 73 years old, he was a multiple time cancer survivor and ended up having the one of the rarest diseases in the world, that had been seen in about 45 people ever across the globe. It ended up taking his life in January 21 2021.

He and I were 40 years apart so for my 40th episode on the podcast I'd hoped to have time to interview him which didn't happen.
But what I'm going to share today our lessons on leadership that I learned from him over his career over 35 years of leading a nonprofit.

A little bit about my dad Terry. He was really an inspiration to me around my life, especially as I became a professional really understanding leadership.
He was born in Framingham, Massachusetts but actually lived, the majority of his life in Texas before hopping around to a couple different junior colleges ending up in Kansas getting his master's in social work.

He moved to boulder Colorado in the late 70s worked a few different odd jobs and then started working for Emergency Family Assistance Association a nonprofit organization helping less fortunate and homeless families, specifically in Boulder County around Boulder Colorado with food, shelter, transportation. He became the Executive Director running this nonprofit and also started a sister organization in the neighboring town of longmont where we grew up.

Over those years he learned a ton. He probably wouldn't say he was the sharpest tool in the shed or a wacko from Waco

But today we're going to talk through some of the different lessons he learned and shared with me on leadership, how do you engage and lead other people and how do you also lead yourself.

I'd love for any of you to share in the comments or wherever some of the lessons you've learned from your parents or mentors along the way, on how to be a great leader, how to show up for others and how to show up for yourself.

So with that let's begin.

With the lessons on leadership from dad where I wanted to start first is on how do you engage others.

There were a lot of pieces that he had learned over the years that he had explored and experienced that he got to connect with so many great people and learn how to show up as a leader and the first thing that he always hammered home was the story. That I remember really clearly and was evidenced in the new office that they built when they got a really fantastic donation to build a new office.

He positioned his office right at the end of where the families would come out of the food bank where they would enter and you'd see them stroll into the office. Maybe not be in that happy state, feeling a bit down and out feeling embarrassed that they needed to come and get a helping hand. Where he positioned his office was right, where all those families would leave the food bank, so he got to see and potentially interact with these families on the other end when they were coming out when they were so delighted and joyful I have so many memories of seeing young kids walk out of that food bank with maybe a special box of cereal or something that really excited them, some soups or something that really meant a lot to them, and one of his core operating philosophies was treat every single person with absolute dignity and respect. Because you never know what somebody else may be going through the struggles, they may be facing I learned a word, a couple years ago from Seth Godin called sonder and that was really evidence of some of this dignity or respect that he would treat people with to say you never have any idea of what some people may be going through. So, how do you show up and treat them just as you'd want to be treated yourself so lesson number one.
No matter who you're interacting with whether it's the janitor the grocery store clerk the CEO the ultra rich executive it doesn't matter, all of us should be treated with absolute dignity and respect.

Lead with How Can I Help?
He actually got this from the book by Ram Dass with the same title, because if we can show up for others, if we can lead with an attitude of how can I help, we can start to show up and understand what we can give, how we can be of service and how we can be a value to others, as somebody who has dedicated his entire life to helping families to helping thousands of people throughout Boulder County in the Community over his years. This attitude of how can I help, a simple question let so many of his interactions and was something he hammered home for me to think about happening show up for others, and how can I help.

Lesson three SBI when interacting with other people. It's not about the person it's about focusing on the situation, the behavior and the impact.
This is a very common feedback framework that many folks use to understand how can they show up for other people, how can they be engaging, and how can they actually give feedback that gets acted upon. So many times we give feedback that is directed at or about the person, but if we can use the SBI framework we can talk about a specific situation, like this morning at 11am in our team meeting, we can talk about the behavior and we can stick to facts we don't need to talk about opinions or judgments. But we can say this person interrupted this action happened, and then we can talk about the impact to say, well, here is what happened here is the effect of that action.
Because what happens with this SBI framework is we're going to build trust we're going to build the ability to talk specifically about. The situation, the behavior and the impact that had versus the person, their flaws, their faults or their challenges.

I found this one really helpful as we think about ways to interact and ways to give really effective feedback that gets acted upon.

The last piece in engaging and leading others, was one that I've heard a lot more of lately, but he would set their meetings every now and then, if there were some issues arising or challenges within the organization.
They would go in for maybe five minutes and set a timer that he'd called the BMC timer. The first five minutes of this meeting we're gonna bitch, moan and complain.
We're going to talk about the issues, struggles, challenges, hopefully bring out some solutions, but once the timers done once that five minutes is up; we're moving on we're going to the actual tasks that are things on the agenda, I love this one, because I think this really talks to the humanity.  The fact that there are going to be things that we struggle with they're going to be challenges and never addressing them or pretending like they're not there is false, so if we can give the space, if we can acknowledge the challenges now we can be transparent, we can be open, we can be engaging with our teams.

To actually understand what are those true challenges and hopefully start to come up with some ideas or ways to solve them. But as I've seen many times, as I still struggle with there's opportunity to let that run rampant. There's opportunity to complain all the time, and so I continually need to remind myself how do I set that timer how do I set that space to say here is my space to be upset to be sad to be frustrated.
And then end and stop because so frequently it's easy for us to go in that negative downward spiral. So, if we can think about setting that timer for ourselves whether it's after struggling on a tough month, having a bad interaction, a bad call whatever it might be that gets you down that gets you bummed out. Give yourself some space and time, as we've heard from a lot of guests, to be frustrated to be upset and then move forward give yourself that ability to say here is my time to struggle, to feel crappy and now it's time to move forward.

So those are a couple quick, simple lessons on how to engage others that I learned from my dad.

The other piece is around, how do you lead yourself how can you manage yourself to show up at your best.

And the first one that you've heard me and many guests talk about really came from my grandma.
That was how can you live every day with an attitude of gratitude.
We are learning so much about the science and the power of gratitude.Because when we are in a grateful state, we feel safe, we feel secure we don't have to live from this fight or flight position in our lives, it allows us to flourish, it allows us to see opportunity.
On the flip side of spending that time BMC'ing, it gives us the opportunity to find potential to see new things that maybe we wouldn't see if we spent our time complaining & struggling.

So, how can you show up in every situation every day with the growth mindset?
 Looking at how can I show up with this attitude of gratitude, how can I condition this in myself when I wake up first thing in the morning.
To think about something i'm grateful for, and when I go to bed at night to think about what it is that went well that day, and maybe even something you can improve on because we have the opportunity to learn.

lesson one on leading yourself listen to, how can you lead with curiosity.
I have hundreds of emails from my dad what felt so excessive at the time but I'm so grateful for now have different articles different books, different ideas he wanted me to read, he thought I would find valuable that would help grow my personal development, my own leadership my own opportunity to show up and help others. If we can be curious about any person we interact with about any opportunity we get in front of, we can actually start to learn in every interaction, we can treat people with dignity and respect when we don't put initial judgments on them, based upon look or appearance, or the job or their location.

This also leads to the third lesson, Be Humble.
As my dad has recently passed away, there have been many articles and many letters and notes from people that have come out talking about the incredible impact, he had on some people that were in some of their most challenging times of their life that now due to the support of the organizations that he was a part of actually put them in a position to create incredible lives, where they just needed a simple hand up.
It was maybe just one time that they were struggling to provide food for their family.
That they were struggling for a month or two on their housing.
That they needed a little bit of help, but what helped gave them was this opportunity to step up to show that somebody else cared about them when maybe they felt that nobody else did.
And you never would have known this from interacting with him, you never would have known the impact that he'd had on thousands of people's of lives throughout his career.
Throughout the support of also not just helping the less fortunate but also helping the incredibly fortunate people the folks that had tons of money millions of dollars that he pulled into the Community.
That he also treated with this light hearted sense of curiosity, respect, & humility. To help them understand the impact that they can make on others it doesn't have to be millions of dollars, it doesn't have to be days and days of your life it doesn't have to be committing your entire life to being in a nonprofit.

But seeing your unique skills and abilities and how they can show up, to be humble.
To show up for others to say how can I help. Leading with humility treating others with respect is a way to lead is the way to build enrollment to build engagement and tell us all come together as a community.

One of the things that I've touched on many times that he hammered home with me time and time again. Is this operating model of how to be a great leader.

And it first starts.
With know yourself and understanding yourself.
From there you can actually control yourself.
We can know others, and then we can do something for others, so it first starts with this concept of self awareness, how do you know yourself.
How do you start to dig in and understand what are the challenges that you have, what are the unique sets of skills and abilities and strengths that you have in your life because, once we start to know and understand those things we can start to control ourselves he always hammered home with me that I tend to be a very fast talker and I still am, in many cases, it is a work in progress, as is life for most of us. But, I know now that maybe there are times when I need to consciously slow myself down or pause one of the big reasons why I lean towards meditation is, I believe it helps me slow down because my mind, is always racing.
Now I can start to control myself to understand how can I show up at my best, how can I actually take control of my life of my interactions and actions to be in control of that.

Because, then I can actually lead and start to empathize and understand other people, but I can't do that if I do not first start to empathize and understand and know myself.

Then, once you know others, you can understand others better, you can see people fully and wholly and then is when you can truly lead and finish with the fourth part of do something for others, because that is where the fruit of life, the richness of life comes from is when we can actually help and support and do something for other people.

Know yourself. Control yourself. Know others. Do something for others.

And the last part is, have fun & be light hearted, as you engage and you go through your own mental chatter the things that run through your mind. See what you can do to have fun every step along the way, have a smile on your face through this disease that plagued him for the last two-ish years of his life and trips to Mayo clinic and every specialist possible that really had no answers or no ideas he still went into the doctor's appointments smiling in immense pain joking with the doctors playing, leveraging this light heartedness every step along the way. We're convinced that most anyone else would have passed away much earlier from this disease, but with the attitude of gratitude, with the way that he showed up curious and humble playful and looking to have fun.

He lived a rich life even through some of the most challenging times.

So I would challenge you all to think about what are some of those lessons that hit home for you as you hear it today.
And what are some of those things that you've learned along your journey along your path that have helped you grow as a leader.
Who can you, maybe even say thank you to, with a quick Thank you note, with a quick expression of gratitude for the lessons for the things that they may have taught you. Maybe they knew they were teaching you or maybe they didn't but everybody along the way, has something to teach us has something to give and, ultimately, we can all lead more effectively by understanding those pieces by being grateful for them, and by understanding how can I help.

Thank you all for listening I hope you're having a fantastic day if there's somebody that you think could use this could benefit from this episode, please give it a share, as we are continuing to grow and build this community to help sellers ultimately show up lead better, sell better and ultimately help us all go crush it.

 Thanks.

Apr 28, 2021
Alex Newmann, Startup Mentor, Founder, Newmann Consulting
00:35:21

JB:How’d you get into sales?

AN: Mom wanted me to be a doctor or lawyer, so I failed there. 

Worked at a restaurant for 4 days as a host- want to use my brain

Got a letter from Vector marketing = Cutco Knives and got my start at 18-19 years old selling knives door to door

Worked my way up, did it through college, came out and stayed 

JB: Talk to me about your door to door sales days, I find there is powerful learning there.

AN: When you have 95% employee churn, need to get something figured out. But they have a good product.

No Quit Mentality. Never quit anything until I figure it out. 

Used to pay me $15 per appt whether you sell anything or not

Figured I would do as many appts as possible

And I found I was working 10X harder than anyone else

Boss- “never seen anybody have this many appointments and never sell anything...going to have to let you go”

Begged and pleaded to stay - and let me LEARN how to actually do this right

If you buy something great if not, OK

Now I see the potential for $$ when I actually sell something, could get up to half of the sale and make some pretty good money

First part, was following a sales process

I wasn’t listening to my manager or my top reps

Wasn’t listening to what the best of the best do - did a lot of  ride alongs, asked a million questions

Game Changing piece for me, I had to understand WHY someone would pay that amount of money for a $200-400 knife -- that was crazy to me at 18-19 years old

Why would the customer buy?  What are the use cases?

Growing up, my parents would NEVER pay that amount of money for knives. But I figured out my pitch. 

Being able to truly articulate the value is what is important. 

Just showing up is a part of it, but that won’t deliver the results you want

Comma checks, you want a check with a comma in it. I was notorious for NOT getting the comma checks. 

Big difference between do you WANT IT or do you Want to want it?

Are you really willing to put in the work to get there?

Lots of wishing, hoping and wanting

JB: You mentioned you parents' perspective on how much they would spend on what you were selling growing up.  Talk to me about the mental side of sales and how your past experiences show up in your day to day selling and leadership:

AN: What you can control, positive and mental health!

Lots of mental health is seen as this reactive, negative thing. 
It can be positive, it can be preventative. 

LIke working out you lift maybe 5-10 more pounds to grow

I actively work on my brain. I use positive self talk. I don’t put myself down. I try my best to not beat myself up. 

Sales is HARD. It’s the hardest job in the world and can be the greatest job in the world.  It’s up to you to choose

You’re going to put in the time. You can choose to put the time in now or in the future. You’re going to put it in regardless.  You can choose to enjoy it.

The people that are 20, 30, 40 years ahead of you, are you in that time. 

Why don’t we enjoy the journey? 

Wake up everyday and get paid to talk!

I’m literally helping you achieve your goals and helping companies grow and people develop skills that they never thought were possible. 

Control what you can control, your attitude, how much time you work, when you’re on and off your notifications on your phone and those things that make people feel bad, sad, negative. 

You get to choose. We need to stop blaming other people.

JB: Gary Vee #1 Mindset is accountability

AN: Social media has made a lot of bright shiny objects. 

A lot of people chase after what you THINK YOU ARE SUPPOSED TO DO or that’s the path that you think you’re supposed to do. 

Then you have people that say F That. 

I got an MBA, not at an ivy league and some people beat me up,  but I fell in love with Colorado and it was a choice that I got to make! 

We built a company, went through Techstars and it was great.

I didn’t want to live in CA/MA/NY

I want to DO IT MY WAY! 

I bet on myself - so far it’s worked for me today, but I don’t think enough people want to bet on themselves, they want to hedge their best with some form of diversification which I understand.

Burn the boats! When you go all-in you will figure it out!

I didn’t take the high paying corporate job and I ate ramen for a few years, but I figured it out. 

JB: Our brains are wired for safety and security. It’s worked for so long to keep ascertain and secure.  To get comfortable with uncertainty and bet on yourself is so empowering and impactful.  For the listeners; what ways can you bet on yourself? Double down on yourself and go all in on You? How do you bounce back?

AN: 

One thing I do is FIGHT.

When someone is trying to punch you in the face, you don’t think about how many emails you have in your inbox or the thing you need to do next. 

Do the physical activity, do what’s right for you. I can’t run 5 miles and get away from work. 

Do the physical activity, walks with wife in the morning through mini-commute, Covid to “walk to work”

I don’t care if you just do 50 jumping jacks or pushups. Something to just move your body

I use the Calm app, could use Headspace...I thought it was all a CROCK, wife is a yogi and into the mental things...I won’t talk bad about something without trying it, I tried a 3 minute breathing technique….I actually felt better …..5 minute….felt better. I do it to MY version and focus on what works for me. 

Now I’m not all in, in the park and pushing for hours, but I do what works for me. 

I EAT, I try to put good things in my body and be conscious about my food. 

Newer for me, SLEEP! I would do 4 hours of sleep and brag about it and it was great...but I ran out of gas and that will happen to you after pushing forever. It may take 5, 10, 15 years but you will RUN out of gas.

I take notifications off my phone, I drown out and I control what I see and want to be interrupted with. 

When we go on walks we don’t bring our phones, there's literally zero way to get a hold of me which gives me really powerful mental freedom

Doing activities with family and friends. 

I used to workout mid-day, you can break up your work day to work the way that you want and if anything try something new

JB: Being able to intentionally construct/control your life is so powerful.  Seth godin, Enrollment was historically what we were signed up for vs. our active choice. In the AltMBA program we need to learn HOW to think vs. traditional schooling that told us WHAT to think. Taking control of your notifications on your phone, your walk to work are all habits to build to help your mind perform at it’s best. 

AN:

You can’t freak out about what you don’t know. If you don’t check your email at 10PM and then lose some sleep, just avoid checking the email. 

It’ll still be there in the morning. 

I test different things. I  get up do 100 pushups every morning, workout and stretch. DO something with my uncle with pushups every morning. 

Everything in the startup/sales world it’s all so unstructured. 

In order to succeed in sales you have to put the structure around you!

Bigger companies, the more structure that’s given to you. 

You can be very successful when you put that structure around you in order to succeed

Something that I’ve just started is this exercise starting with Strengths & Weaknesses replaced with WHAT GIVES ME ENERGY?  WHAT DRAINS MY ENERGY?! 

What can you do in your day to control it? You get to control everything that you do in the day. You get to structure when you have your customer calls, etc. 

Make a list and mark in your day/week when you’re going to do certain things that you’re going to do and delegate that or where on your priority list those things need to happen. 

Maybe making prospecting or cold calls is tough and put that on your calendar when you are the most ON opposed to fearing it all day and pushing it off

Now you are in control of your results, your attitude, your day and feeling empowered. You’re setting yourself up for success vs. the poor me mindset that creates a downward spiral.

JB: Where have you seen most sales leaders struggle in your experience?

AN: 

As a rep, you’re rarely trained or coached so as a manager you are even more rarely trained or coached.

Understand your strengths. I speak with a lot of passion, but there’s a lot of authenticity in it, because I love what I do. I love developing people. In sales I loved the game and I could come up to a prospect and show them what they were dealing with was this big giant pain, and I had a solution and showed them how to use it. 

They loved it and I LOVED that feeling and was obsessed with it. 

Now I do that similarly with sales leaders and founders. Now your team is working in a cohesive unit, the numbers are growing you’re moving in the right direction. That’s what I want and how I do it now. 

If you’re gonna do sales, you might as well sell something you actually enjoy, something you want to talk about and it totally changes the game. 

Sales leaders have to love what they’re doing. The understanding of where you’re at and as a leader your job is to help people sell more. 

When I think of a sales leader’s job, is to help the team sell more.  Doesn't matter if you’re director, manager, VP. Whether it’s process, roadblocks tools. And if you

Too much of the time managers think it’s smooth sailing from there. Startup world managers are working 5-10X harder! 

The key is CARING ABOUT YOUR PEOPLE. I was a customer focused person and I realized, I’m not, I’m an employee focused person! If I’m employee focused, the customers will get their benefits. If I teach the employees correctly and do my job

I care about the people I spend 15 hours a day fighting out there doing everything I can. 

When someone can actually see that and see themselves improve with metrics they’ll never forget you!

I want to leave a legacy that says I want to help, I want to leave this company, team in a better place vs. dude go sell some more stuff!

JB: Bringing the human element in is so important. As a leadership role to help people perform at their best.  A favorite quote from a manger is “My job is to get crap out of your way to help you sell”

You talk about believing in what you sell. How do you maintain confidence in what you sell in the startup world?

AN:

Depends on the stage of your business.  

Pick because of the company, the product or the person (entrepreneur). Someone who can give you the opportunity to achieve more than you ever thought was possible. When you get all three you hit the jackpot. In the beginning I pick the person, similar goals/values/how they treat people are aligned.  I pick people who inspire me and drive me to work harder. 

The other thing is are you curious about that topic?

I find a lot of reps go after the job because it’s the job and a  lot of reps choose it because of the ability to make a lot of money. 

I don’t think there’s enough curiosity. What do you google, what do you look for? Think about the things that are really exciting to you and I think it’s important to go after that! 

Are you actually curious about this?!

JB: What does success mean to you?

AN: Success is being able to do whatever I want with my family and friends and doing it at the highest level possible.

JB: Top 3 qualities in leadership roles?

AN: Coachability, Adaptability, Resourcefulness or Curiousity

LinkedIN Alex Newmann

Alexnewmann.com

Apr 21, 2021
Leslie Venetz, Founder, Sales Team Builder
00:32:19

JB: How’d you get into sales?

LV:

Didn’t think I was going to be in sales, but looking back in Model UN, Debate and the art of rhetoric and listen deeply I guess I had been practicing in sales much of my life, but didn’t know it 

I thought I was going into non-profit management and boy is that different

At the end of the day the crux is HELPING

Been able to sell across products, sales cycles, price points and the end of the day one thread that has held through those different types of sales is the ability to HELP!

JB: Less hustle culture - what is the skill set needed for sellers today?

LV:

Moving towards a new culture in sales evolution, more empathy, ability to storyteller. Not just in sales, also happening in finance and other areas. 

As a professional community we are all moving towards a way to connect authentically and engage.

Hustle Culture can be toxic. Sales historically has been seen as aggressive, I will close this at all costs. All about the 80 hours working hard enough and you win. Very dangerous narratives we need to LEAVE behind!

When I started in sales it was the SELLING JOURNEY, THE SALE PROCESS, now it’s the BUYING PROCESS and put it in the customer’s view. 

Talking about soft skills, working smarter not just banging your head against the wall.

JB: Lots of burnout in sales. What does working smarter mean?

LV: 

Conversation with friend Eric Smith - The Lowly SDR

Lots of newbies burning out in sales that don’t have the experience. 

So common for SDR/BDR to be given list of names...or maybe no list at all...with the expectation that you go out and pound the phones making 200 calls/day or just send 500 emails/day and hope you get a couple of replies

Eric- ‘ If you do enough of the same thing you’ll find some success.”

When I think about the types of teams I want to work for, the types of sales people I want to engage with...it’s not 500 emails...maybe it’s 50 well crafted emails you want to get as a customer

JB: Sales training and the evolution, where’s it come from?

LV:

Andy Paul - thought about writing a book about sales? Hasn’t everything already been written?? 

He encouraged me to go to my bookcase, find all of the sales books that weren’t written by a middle aged white man! Couldn’t find a single book about sales not written by a middle aged white man. 

Every piece of sales training I’ve ever had in my career has come from the philosophy of middle aged white men, which has inspired me to help people find their own unique voice and bring more of being a woman or being a minority to the phone! That will allow them to sell better and connect better. 

JB: You mentioned jumping into TikTok as a powerful move for you, tell us about that journey?

LV: 

Committed to doing this for 3 months, have a video with 250,000+ views. 

The reason I decided to use TikTok as a channel related back to the dominant white middle aged male voice. LinkedIn has been my primary channel, I love it, it’s an incredible tool but as I realized where all my training has come from, which feels mis-aligned to my values. I was seeing the same things on my LinkedIn braggadocious, self-promoting, this is the only way to sell on my news feed. 

I realized LInkedIn wasn’t going to be the right place for my message, at least today. 

I realized the group of people I want to connect with is the next generation of sales professionals. I wanted to connect and create community with the 18-24 year olds and I was MUCH MORE COMFORTABLE BRINGING A DIFFERENT VERSION OF MYSELF TO TIKTOK, sharing stories and giving advice that I would never feel comfortable putting on LinkedIn.

I’ve seen a tremendous response which tells me that there are people out there looking for this, there’s a need and space for this message and grateful where I can tell people it’s OK to think or want to sell differently

JB: Talking about playfulness in sales and I think there is such a better way to show up, take care of ourselves and our mental health. You mentioned being a SoulCycle fanatic - and a quote from an instructor you shared with me before that has been really powerful for you. Can you share that and how you refresh/renew and bring mindfulness to sustain your performance in sales?

LV:

Soulcycle fan, a way to be in a cult without telling someone. 

One of my favorite instructors gave me my mantra “Progress over perfection”

It has given me the freedom to try things, to do new things and not be perfect. 

Reading the Transparency Sale by Todd Caponi

Perfection has been idealized - in reality not everything has to be perfect.

People are less likely to buy if it seems too perfect. Giving myself a bit more grace to not be “perfect” all of the time.

People don’t see working out as a form of mindfulness. When I think about SoulCycle I do a few things. I make it a ritual, I get myself ready to ride, I light a candle, I want it to be special, I dim the lights.

Beyond that, I remove my vices from the room and give myself the space to focus for 45 minutes to be in the moment and focus on the activity on hand.

I’m a very habitual person, I love routines, it makes me feel good. I love the act of habits and routines. I take long baths and make my bathroom a sanctuary, light a candle, epsom salt, and have some lavender. 

I routinely protect time and prioritize those activities. 

Calm.com & Headspace for sleep stories and guided meditations. Or even when I’m working on a tough project, put on a bubbling brook stream noise in the background

JB: Such a great point about so many people seeing mindfulness as woo woo and not something that could be accessed through working out.  But it doesn’t need to be sitting in a cave in India for 45 minutes.  Creating habits and rituals is such a great way to to that and seeing how working out for 30 days straight you will increase BDNF in the brain! This is how we evolve past just a hustle culture. 

LV:

So difficult to give myself the space and time. If I’m not busy somehow I should feel guilty that I’m not doing enough. This is still something that’s a progress over perfection for me. 

The more I practice protecting the mindfulness, ritual, wellness times, the easier it becomes, it’s getting me close to where I want to be and further away from the busier you are the more productive you are. 

That’s nonsense it’s deeply engrained, it’s not as easy to let it go as you would hope, it’s a work in progress.

JB: Progress over perfection is awesome to come back to.  School has taught us we may be failures if we don’t get an “A” on the test we are failures. It hasn’t encouraged a growth mindset. I really love the content from  James Clear Atomic Habits about building just a bit better. 

LV: PLAY we have been taught to be ashamed of play and we lose that as we get older

That is part of the foundation of this mindfulness transformation, it’s OK to HAVE FUN at work, to be playful in conversations with customers and your peers.
Now it’s just a matter of embracing it. 

JB: Spending time around young kids and it’s fascinating to see how much curiosity they have, the ability to explore and play.  Mindfulness allows us to move to this Beginner's Mind approach vs. I know everything. 

“A parachute only works if it’s open, it’s the same thing with our MIND”

LV:

Scooter tour, you don’t have to do anything you don’t want to. How often in life do you get to do things for the very first time?

Way to frame that in a way that really resonates with me. 
When I think about that in sales, we can embrace the opportunity to embrace something new and leave behind the way it’s always been done. 

If we want to make sales, really any job, more inclusive, diverse we need to embrace play

JB: Skills and qualities of your favorite leaders?

LV: 

Setting clear expectations of what success looks like

Somebody who

JB: What does success mean to you?

LV: 

FREEDOM I love sales, I’m passionate about the profession, I have a great job. I don’t show up everyday to work because I want to do the 9-5. I show up and commit and lean in because I want the freedom piece to get on SoulCycle or go to Montana and be with my family or go on a holiday and spend some time exploring. 

Success to me is working hard enough to gain the freedom to live life to the fullest

JB: Where can our listeners find you?

LV:

SalesTipsTok

Unleashed B2B Sales Playbook

LinkedIn

Apr 14, 2021
Meghann Misiak, Founder, Path To President's Club
00:55:00

JB:

How’d you end up in sales?

MM:

Stumbled into sales 

Selling bathing suits at 15 in FL- getting people in suits they love the fit!

College- worked as leasing agent almost full time throughout college

Moved into COmmission only sales - ROUGH

BDR role is tough in tech, but can be a lot harder as commission only rep with NO resources, sink or swim environment- if you didn’t sell, you didn’t get paid and can’t pay rent

Need to learn from the best people, get hungry and get gritty

Sales training- getting into SaaS selling $30K deals vs. $30 swimsuits

MOST PEOPLE DON’T KNOW WHAT THEY ARE DOING!

Finding patterns, documenting them.  Was in a role as the only sales person after everyone quit ....”why can’t we attract and retain salespeople??” there was NO TRAINING

JB:

Wow love these thoughts and the journey through sales.  The vast majority of people I’ve interviewed don’t know what’s working or what they’ve done.  Such good points and a great sales story for us to unpack!

MM:

How do we build training for all of the types of sellers

3 different groups in sales teams, Middle of the pack, Still figuring it out & Peak performers

The beauty and challenge of sales it restarts every month/quarter/year

Peak Performers

How do we get the peak performers that edge? How do we get them to perform even higher?

As leaders, we see that person as good, making money and we realize they didn’t have upward mobility, thought they were happy but got complacent and they leave!

I went into sales training with a lot of assumptions to test and completely debunk

When I went into sales training, I thought everyone was LIKE ME- Hungry, eager to learn, gave them the training/tips/tactics/support that they would crush it….and that didn’t happen!

We have a new tool. It's going to be amazing, but why aren’t people using it?

First thing is understanding the mindset going into sales.  Are they open to training? Are they open to resources?

Give those sellers the WHY beyond; “you’re not going to get commission”

Sales people are really creative.  When you tell sellers to do something you find all the ways you can see how sellers get to acting like they did something. 

Give them their why? How do we understand their true motivation? It’s usually not money, because it’s a means to an end.  It could be Mastery. Family. Travel. 

Mindset is the first thing I had to rethink as I started building sales training programs. 

I did a lot of things that didn’t work and miserably failed myself and had to adjust. Many sales leaders don

JB: 

So much training focuses on the tactic or the thing and yet most managers only tell their reps to dial the phone more and yet it’s not really effective at all because most hires realize and know that dialing the phone more will make them more $$. 

MM:

The thing around dialing and activity is one of the top reasons reps don’t trust their managers. 

So many times people are exhausted from hearing DO MORE DO MORE DO MORE, it really is the embodiment of the Hustle Culture. People are sick of hearing DO MORE

The best salespeople are problem solvers, they have natural curiosity. 

Exhausted of hearing do more and not seeing the results. They lose trust because they look at the numbers and see the best BDRs aren’t the one dialing the most. 

Clients come to me and say I hear do more and it’s not activity based. 

It’s a fine line, we know/studies show and natural intuition is obvious that we know if you do more, you will get more results

If you can get people to align with a strategy, most sellers want to learn WHY things work and it’s one of the best ways to motivate people.

I see you’re good on the activity and lean into the STRATEGY 

In QBRs with teams (QBR Meg) - Training on how to do a 10-K Report - running through office but top seller had a quick question about 10-K, found something interesting between training that give the seller a new strategy or new way to approach an account to motivate them to be better

To take someone from really good to great, having more moments of just being good and hitting quota can motivate, inspire and truly lead

JB:

100% is just doing your job

MM:

The story that inspired The Path to President’s Club

Mid-market team was between BDRs and senior sellers trained people. Manager quit right after a cycle of promotions, 5 people just got promoted and the manager quit. Took on a lot of responsibilities and learned a lot. 

Ask the team members, hey what do you want to achieve?  100% to quota…..no no what do you REALLY want to achieve?

Went to a former mentor from MSFT, who had a former manager who didn’t push past 100%. Created this coaching slide. 

Ask people - what’s your mission statement? Who are YOU as a person?  Not just as a seller.

Asking people they had never been asked before. What are your goals(not just quota)? What are the goals you haven’t told anyone because you’re scared they’re going to tell you is not realistic but really lights you up inside?

Because sales is so focused on lagging indicators of success, are you hitting quota or not?

HItting your quota isn’t a superpower

Started having really open conversation

3 up 3 down - after every sales call 3 things that went well and 3 things that could be better

Our conversations about feedback are typically about going on a PIP

One rep that would live at my desk, ask questions every single day, open o so many things….last company president’s club was Quota attainment based upon your number. I want to be the first person from this team ever to make it to president’s club 

$100K my first quarter---- a little crazy and let’s go for it!

Fell short, only sold $87K!  Now let’s readjust, hit 100% in October then started to focus on new post-it notes on his desk and had 2 new ones.  PC & SPOY - worked his butt off, hit PC, missed SPOY was 3rd

These incredible stories of motivation. It’s not that difficult if you have a framework.

Managers are so focused on quota/close rate

JB: You weren’t the manager, was it easier to have that conversation?

MM:

Lots of sales managers look at training/enablement to get the stuff done

I want to be in a position where you can work with people to have conversations I don’t have with the reps. 

I think the reason why a lot of managers struggle to enable people. A lot of times the way we train people is so SHADOWbased- follow some people around and you’ll pick it up.  Most of the time it’s actually matching and mirroring. 

A lot of times people copy others vs. understand the STRATEGY/why. 

COACHING TEMPLATE AND FRAMEWORK

Work with sales teams and define the top strengths and weaknesses we should be building in people

What are the competencies for reps, BDRs and senior sales people moving towards management

Build custom coaching frameworks that give them the list of all the things they can choose form and can self-assess

What I see happening a lot of times in interviews and conversations with sales reps. They think they are doing a lot better than they are because they are only looking at sales numbers when managers have fears about the person’s ability to lead, have EQ, manage up.

Performance falls into 3 buckets. 

  1. Lagging indicators, performance metrics
  2. How are you evaluating organizational values - how do we build more inclusive and supportive sales cultures
  3. Competencies and skill sets - leading indicators of the leggings KPIs

Imagine if sales leaders had a more cohesive and comprehensive way of assessing performance

What if we had more direct conversations with reps about those things?

JB: What has prevented this from happening in sales conversations in the past? 

MM:

Been with sellers who don’t feel support

Most sales leaders are not going into sales thinking they don’t want to help their team, they are doing their best

Walk into work 1 day, have a territory, have a quota

Promoted, now walk into work, new desk, now 7 quotas, 7 different people -- but most people aren’t getting MANAGEMENT training

Most training is for tactical individual selling

Need to build empathy for managers - managers are managed and reported in the exact same way with lagging indicators

The strategy piece is the 110% 

In today’s sales management world actually training and supporting your reps is seen as going above and beyond...that needs to be totally flipped on its head. 

Lots of HR background but HR is not Sales, they are not sales training, they don’t know what it’s like to hold a quota over your head and start over every quarter. 

Create resources for the seller that I’ve been. I also know what it’s like to walk into a sales leadership meeting and look at all the challenges that other teams tell you and see you’re not hitting goals without knowing your own weaknesses, very similar challenges that aren’t talked about

Better coaching, better support and bett

JB: Talk to me about humanity and vulnerability in sales

MM: 

It’s so challenging to train people.  It goes back to that HUMAN element - BDR had been in the role for 2 years, CRUSHING it and just moved to a partnership role, go to all SMEs ask for resources, get a lay of the land, the rep learned a lot about management and mentorship by making a mistake. 

1 year into the role, had templates and had people asking for her help. She just gave them the resources, the templates she was using. Started talking to these people and they were using the EXACT same template form a year ago, but she hadn’t taught them the HOW AND WHY for them to create their own approach. 

We don’t know what we don’t know!

Most managers struggle where they’re not trying to NOT train or coach and don’t get why it’s not working

Vulnerability piece is SO hard and it’s so easy to get frustrated.  But we as sales leaders need to recognize that Humans are Humans. 

Curse of Knowledge- as you get more advanced in your career it’s really easy to forget what it’s like to be that person who doesn’t know

We need to have more empathy. WE need to make it OK to make mistakes. We need to encourage curiosity and empathy. Just as much as we encourage competition and collaboration as well as Grit.

Vulnerability is the human trait I would like to see the most moving out of 2020 into 2021

JB:

Wow I’ve definitely seen this in the best leaders I’ve got to work with. 

What are the top qualities in leaders that you’ve worked with and want to emulate?

MM: 

1. Vulnerability - our current sales culture doesn’t leave space. It’s constantly so defensive (why aren’t you hitting? What’s missing here?) 

We are typically not met with empathy as a sales leader

2. Empathy & EQ - should the manager be authoritarian - i want to be the person you come to with fears and challenges - Emotionally intelligent leaders go through to different leaders and progress in their careers and then come back to the leader with the emotional intelligence

3. Transparency- without it, there’s no trust. We had to tell people I don’t have all the answers. Transparency is required to be vulnerable and to have high EQ. They see inherent risk involved in being 

JB: How do you bounce back?

MM:

Even as a consultant I have a business coach, I have mentors. A lot of people think entrepreneurs do it all on their own. It’s impossible to do it ALL on your own. 

I would encourage everyone to seek external mentorship, it’s very easy these days. RevGeniuns, Revenue Collective, Clubhouse making people really accessible (go find that person on LinkedIn and reference what you heard) 

Addicted to sticky notes, probably 40 around me at all times with Mantras that I’m working on. Little things. 

AND THAT’S OK. I’m not perfect, this was not ideal, or this didn’t work…..AND THAT’S OK!

On my coaching sheet I have helpful quotes and mantras with mentors you can work with in specific areas

5 Minute journal and gratitude journal to start everyday. Surround myself with people that lift me up and get me in the right mindset to get through tough months. 

JB: Morning routines and habits

MM:

I’ve heard a lot of people share ideas that don’t work for me. And I believe discipline is important.

Flexipline

I struggle with focus - 50 things I would LOVE to do but I’m always looking at - Mantra-- will this get me to the next $50K?

List top priorities everyday

REST- in such a hustle culture of sales, rest is critical, practicing self-love and healing to start everyday fresh

External mentorship group she runs. Text community with 3 women in a similar position to me, talking to them about my challenges. Another one for a mixed group of entrepreneurs  and do it externally so you can be super transparent. 

Those are routines that I’ve built during quarantine that are much different than my pre-covid

LinkedIn

Path to President’s Club

- Tues/Thurs free geek out sessions for specific questions and challenges

Mar 31, 2021
Paul Ross, Master Hypnotist & NLP Practitioner, Author, Speaker, Trainer
00:55:07

JB:

Today we welcome Paul Ross. Paul is an author, speaker, trainer, Maser Hypnotist, Master Practitioner of Neuro-linguistic Programming and amore!

PR:

I’m honored to be leading us on this journey

JB:

How’d you get into sales?

PR:

I got into sales because I was a 29 year old virgin who couldn’t get a date. Couldn’t get a date ever!

Had zero EQ(emotional intelligence) outside of facts, figures, graphs, charts. 

Challenging to communicate with people in a way that helps to communicate in sales context 

To communicate with people that connects with their emotions can be really challenging.

Tried psychotherapy, read books, prayed and stumbled into a book about NLP Neuro Linguistic programming

10 pages in, stop, and you go WOW, I must learn more!

3-4 months to heal up my shame & bad mindset. Then applied the techniques and IT WORKED!

First GF age of 29, realized he could teach other guys

Became a dating coach and began teaching students to get huge results, I found a family, here’s a picture of my wife and kids...this stuff is working for SALES!

Getting a sale is like a  date - outreach, prospecting, qualify, create rapport, presentational, trial close and handle objections

Dating is harder because there is a lot more PERSONAL Rejection

Being a hypnotist the unconscious/subconscious mind is the seat where decisions are actually made

JB:

So much to unpack from that and things like handling PERSONAL objections which is so profound in dating and can feel similar in sales

PR:

How I learned the power of not taking it personally;

Had a student who wanted to take him to a restaurant and watch him go pickup women. Didn’t want to do it, but then he offered $10K in cash.

The student goes beyond strike out and crashes and burns. Have you ever seen someone get beat down time and time again so you feel terrible? That was this guy!

Head outside waiting for cab (pre-Uber) they were done, but found a nice lady on the street to try one last time

She got pissed. 

She decides how she responds, we decide where we come from

Pattern interrupt puts his arm out - she is a daughter, she is loved somewhere. Broke her down. 

In between sobbing, this had nothing to do with you. 

What made that possible - BROKE HER PATTERN- what was she expecting me to do?

  1. Fight back
  2. Stay Angry (if you’re in rapport)
  3. Sneak away 

Didn’t make it about her or himself/ Switched the meaning of the whole event by interrupting pattern

Rapport can wreck your sale if you do it at the write time

I did the unexpected, she was expecting me to fight back or just apologize and sneak away.  I did the unexpected and got a much different result.  If I can do that in that emotionally loaded situation, I can train anyone to overcome an objection in a much less tense situation.

Coming from outside the field of sales. When you’re inside a particular field you have the benefits and advantages of knowing it.  But you also have the myopia of the narrow focus into a specific area. 

When you appeal to the subconscious mind of your prospect/client, they will do the majority of the work. 

Subtle Words That Sell: How to Get Your Prospects to Convince Themselves To Buy

When you do it right, they talk themselves into buying.

JB: 

How do you pattern interrupt and get into the subconscious?

PR:

Prospects want to get the work out of their way. 

Have you ever interviewed people?  It’s so mind numbing 

Destroying Objections- 5 techniques

The OF Course Method-

TO ME.  Of Course you do, otherwise you wouldn’t be in this business you’re consistently committed to everyday

Take the objection, and the MEANING of that objection is WHY YOU SHOULD LISTEN 

Have you ever been in a situation where the more options you were presented with it made it more confusing? - 

Based on a hypnotic principle- Dr. Milton Erickson -revolutionized the world of hypnosis - died in 1980  Love Pattern Interrupts - helps make people susceptible to create a narrow window where you can lead them to a new possibility. 

Didn’t say WHAT or WHEN- left it vague and unclear

Whatever you can get the prospect to imagine for themselves they will think of it as their own idea.  Be vague and make suggestions so the prospect starts to fill in the blanks for themselves

As I’m leading you in this exploration of subconscious communication today - I’m not sure all the points at which you’ll stop to think WOW Paul has some fascinating things to share. But as that’s taking place I’m so honored to begin this journey of mentorship with me. 

Assuming they will continue learning from you. 

JB: 

What’s a pattern interrupt?

PR: 

Stops their current thinking and allows you to reframe the meaning of their objection in the back of your head

All of this stuff applies to any field - this applies to so many people, LOVES to teach everybody

JB:

Where do sellers leverage a pattern interrupt?

PR: 

If the prospect doesn’t want to engage, answer questions. 

Worked across realtors, mortgage loan officers, Sales Engineers - you are the same guys I taught for years how to meet women and successfully employee your romantic stylings 

SE matches the software and benefits in front of a group of experts whose job it is to suss out whether it will meet their needs. Lots of time a Tech Hijacker who wants to poke holes in everything. 

“Before we begin this exploration of this suite of solutions. I want to acknowledge, I welcome questions, as long as you laugh at my jokes that’s absolutely fine.  If you are the type of person who wants to prove me wrong, I’m already promising I know I can be wrong.”

Power of INOCULATION - inoculate your audience before they come up with objections

Before we dive into there are 3 possible responses(how do I get in front of them):

  1. Will sound like what you already know
  2. Majority of it will make some sense
  3. Some of this will be totally off the walls and that’s where I want to get you excited

The potential of bringing you results so far beyond what you’re enjoying today.

Slowed down the pace of his speaking to create a more hypnotic response

If you want to get into the power of subconscious suggestion, slow your voice down 

It’s in the pause where you find the power.

JB: 

How do you learn to slow your speaking?

PR:

Why mirror people when I can lead them? 

Take the content out, change the tempo and the pace (to learn pacing) - Mary had a little lamb…..her fleece was……..white as snow…..

Rich Bandler- mentor- take nonsense content and pace your voice so you are less focused on the words and can alter the tone and pace

JB: 

What is NLP and how do you use it?

PR:

 I am using it the whole time.  The suggestions are buried in the words.

FIND YOURSELF, DISCOVER YOURSELF, ALLOW YOURSELF -- use these 3 phrases in your sales presentations/negotiations, your sales will explode. 

Do you ever just find yourself with your head in the refrigerator, hand on the door and you don’t remember what it is you’re looking for? 

What does it mean to FIND YOURSELF doing something -it happens outside of your conscious awareness/control

As we’re having this discussion I don’t know at which point you might STOP and FIND YOURSELF MAKING A GREAT DECISION

Clarity doesn't have to be powerful you can be vague and be successful in sales

Everything I’ve learned came from my mom, blame it on her. 

JB: 

How do traditional, common teachings about mindset actually get in the way of your progress?

PR:

One of the limiting beliefs sales people have is they do OK with the mid-level clients, they just can’t close the big accounts. 

It’s very difficult to convince someone to do something when they have a million repetitions with themselves saying I can’t, can’t can’t

Not a Napoleon Hill fan. More contrarian thinking as many people LOVE Napolean Hill. Who would lean on affirmations (I Close BIG DEALS!) but the subconscious mind wins over the conscious mind.

When you go to create change:

  1. Difficult to change beliefs about your identity - to change I AM statements - easy to change people’s beliefs of what they can learn/acquire
  2. Always stay in rapport with the unconscious mind
  3. When someone states a limiting belief take it away from being about them and more so a skill they can learn

Opposed to I can I can I can, use….Up Until Now it was my experience that I didn't close the high ticket items→ more empowering statement because it opens the POSSIBILITY that you can succeed

Easier to get someone to believe in the possibility they can change

And now I claim MY LEARNING OF MY SKILLS TO CLOSE MY BIG TICKET CLIENTS

Difference between wanting & claiming?

Ownership language; my, mine, etc. 

Add in some adjectives

I claim these skills

I claim My skills

I claim my AMAZING skills- creates a lot more power 

Make it about skills + ownership + adjective

Reflexively apply to the listener- take what they just said. 

Wow that’s a powerful belief you’ve learned to invest in

What would it be like as you now open up to a mysterious new way of thinking?

Being deliberately vague at the right time, adding in suggestions, use trance phrases to help drive the conversation.

Watching a strawweight fight, ladies throwing many combinations - one of the best fights - 

If you just use one of these tools, when you use them in partnership with each other it becomes crazy powerful. In hypnosis we call this the Law of Compound Suggestion. 

JB:

This is where I think we can get so much!

PR:

I have an ulterior motive, I want people to fall in love with the transformational power of language, structure consciousness, shape decisions and drive behavior.

See people fall in love with themselves, close big deals, sales go up by 15-20-30%

People on the subconscious level not to just talk to him more, but to fall in love with it

The brain is miraculous, much more beautiful and complicated than a computer.

I think there is something magical going on between our ears

JB:

How do you help people bounce back from failure?

PR:

Surrender and Embrace practice

Affirmations:

I surrender my right to envy,  despair, self punishment and demanding the world provide me

And embrace my practice of joy, appreciation and ability to learn any skills I need

Surrender my right to spite the success of others, embrace my right ot learning from them

I am blessed to have my challenges in my life, joyously, courageously, creatively face the challenges in my life and conquer

JB:

Talk to me about your daily routines

PR:

I practice happiness for the success of others! Metta meditation from Buddhism

When you are grateful for other people’s success it’s the completion/multiplication of your own gratitude for what you have

Envy multiplies your lack or what you miss out on 

Envy implies a belief that you can’t do/have something

Purge myself of subtle self punishment

Obvious positions, anger, jealousy we can deal with , the subtle ones have power because we don’t see them

If you have an ego problem like me, have cats because they will show you that you don’t matter

JB:

Talk to me about meditation practice

PR:

2500 year old Buddhist practice called Vipassana, essentially mindfulness

  1. Focus
  2. Sensory clarity- acutely aware of everything going on
  3. Equanimity - non interference with the flow of the experience

Self is not a thing, an ever arising set of experiences.  It can be very liberating especially when suffering. 

So much pain and grief upon the passing of his mother, allow the grief to grip my body, feel it through every part of my body...after 30 minutes broke up into waves of energy.  Did I suffer? NO. Was in grief but not suffering. 

Went from grieving incapacitated to griveing in my life

As humans we aren’t taught to handle pain well. 

When we can walk side by side with pain and uncertainty. 

Biggest problems for people not fear of failure but the uncertainty. Unwillingness to move forward without certainty. 

JB:

The power of meditation, mindset and subconscious is so powerful because sales is a life skill about engaging with people, engaging with yourself and building awareness that can take you forward. 

What does success mean to you?

PR: 

The freedom to do what I love to do, teaching, and doing it in a way where I can have financial reward to choose to spend my money on experiences not things. It gives me the opportunity to play with the kind of people I want to play with. 

Finally for me, success is impact!

Mom, I didn’t have children for myself, I had them for the world!

 

www.SpeakerPaulRoss.com

www.PaulRossBook.com 

Paul@SpeakerPaulRoss.com

I love hate mail! Send email with subject line: I HATE YOU

https://www.facebook.com/speakerpaulross/

Paul Ross on LinkedIn

Mar 24, 2021
Michelle Benfer, VP Sales North America, HubSpot
00:36:29

JB: How’d you get into sales?

MB:

I come from a sales family

Mom was in sales working from home, BDR type role at home and in-office, hyper competitive always wanted to be #1. Saw her hustle and there was always a chance for jobs working in sales

Dad had analytical background from finance

Didn’t think she would get into sales, thought she would be a lawyer or politics, working for Kennedy’s in college

First job out of college- Route 1 Automile in Boston- get away from waiting tables, try that out and then got the sales bug, commission check and being $$ motivated could quickly eclipse what her peers were making as college grads

Got in Sales department at Harper’s Bazaar, Vogue and top women’s fashion magazines in NYC before transition to tech

Family had a budget, we can’t afford this or that, if you want to buy XYZ, you’ve got to get a job

14 years old started working at McDonald’s & delivering the Boston Globe in her neighborhood

Had to figure out how to make $$ and be in control of her own purchasing power

Now $$ motivated is a lot different = sending kids to school, plan for retirement

JB: Realizing this need for motivation in sales and drive to get to your ultimate goals.  I’m always curious about when things don’t go your way in tough quarters, months & years.  How did you handle that early days as IC? And now leading teams?

MB:

Bouncing back from tough times - IC early on, see you might miss and don’t have a path- lots of pipeline from scratch or your activity isn’t working

That FEELS like Crippling anxiety and at times is paralyzing - whether in personal or professional life, some sort of paralyzing anxiety.

This has happened as an IC, VP, Director

         Realize it’s a problem and What is the solution?

Remove emotion and the EGO Look at this as a business problem

Leverage people around me that do it well with their knowledge

Seek out other top performers

Mark Roberge - “top performers look at failure as an ITERATION NOT an Endpoint”

#1 thing I’ve seen with resilient leaders, Failure is part of our everyday, maybe once a month/quarter.

Sometimes failure is just not getting the most out of a day - if it’s not as productive as it can be - we are all here to continue to grow

JB: Can you talk to us about routines or habits you have to perform at your best?

MB:

New role- calendar is chock full - has an EA to help out, but need to be playing Offense AND Defense with her calendar

  1. Find thinking time, Fridays at least 2, hopefully 3 hours to get into flow state where I can sit, digest, read.

Hard to build strategy and long-term planning in short, 1 hour blocks

Yamini, CCO @ HubSpot - takes 1st day of the month off to decompress and have prep time

  1. What kind of micro-breaks do you need? I know I need at least 1 hour and then 30 minutes to get lunch and take the dog for a walk

Every day 30-40 min walking dog with doggie crew every morning, chit chat, talk about life and say goodbye to kiddos

  1. Shut off in the evening

 

JB: You mentioned some things that surround your desk, the environment you create and you mentioned a poem from your grandmother.

MB:

Michelle’s the family historian - cultivates and curates family history - Found a poem typed by her Grandma who Michelle never met. 

Don’t Quit

When things go wrong as they sometimes will

When the road you're trudging seems all uphill

When the funds are low and the depths are high

And you want to smile but you have to sigh

When care is pressing you down a bit, 

Rest if you must

But Don’t You Quit!

Resiliency, overcoming adversity, growth mindset, my family is really positive and optimistic people and they have definitely taken their lumps. We’ve always had this sense of resiliency and facing adversity with a positive attitude.

JB: Knowing your core values and principles can help come back to those areas when times are tough. We talked a lot about mindset, attitude and beliefs.  When did you realize attitude and belief was a critical part of sales and sales leadership?

MB:

Attitude- I had crippling anxiety, self doubt- Remove my ego from the problem solving and getting myself out of the way.

Make is less about me and more about My Work - helped me improve my overall attitude 

Always want to iterate to reduce anxiety and improve myself and do that in a way that initiates change

Mindset- working at AOL, Manager → Director, fellow manager had the BIGGEST deals one after another after another. 

How is this guy closing such bigger deals?  He didn’t have Self limiting belief that it was a BIG DEAL

Present the best solution and see it as possible

She had Seed & Grow mentality which was a self-limiting belief

New sellers come in and don’t have Self-limiting belief holding the line on the sale, discounting, ASP

It’s really interesting to see how mindset plays into your sales game. 

Something she still works on, always looking to iterate and improve

Always checking in on my mindset and my own self-limiting beliefs to see where I can iterate and improve even as my role changes. 

JB: Interesting to see how those fundamental mindsets of sellers can lead to performance in any industry, role, etc. 

Some resources and books that you’ve looked at throughout your career that have been instrumental in helping you build this belief system that leads to your success. 

MB:

Books and resources - 

Worklife with Adam Grant podcast- what makes really great teams?

Daily Show - psychological safety

The Problem with All-stars- Great teams may have B players that make A Players better

ScaleUp With Reid Hoffamn

Tim Ferris Sometimes hot and cold - but focus on peak performance, what do people do to be their best selves?

Oprah Super Soul Sundays

Tony Robbins

It’s all about my own Self-iteration

JB: Talk to me about your other groups you connect with as a woman in sales. So many people that helped me as a seller were amazing women, I’m curious to hear more about how that has developed for you.

MB:

So much available now which she didn’t have any women in sales, women in business. 

Had to figure it out on her own and now she wants to Pay it forward!

Revenue Collective - There are other people to learn from.  Often thought where HubSpot is in our growth and where she is in her career, she has to learn from other larger companies; LinkedIn, Zoominfo, Google, Etc. 

You’re always learning.  What’s working well? What’s not?

She can also learn from folks that have much smaller orgs and teams

Hearing challenges other people go through helps her rethink what is, isn’t working. 

Always learning and over the last 5-7 years of her career, separate Ego from her worklife, be a student of learning from others 

Women in sales, raising children, being a working professional, navigate working up the ladder 

Work life INTEGRATION 

These aren’t separate from what men work on, it’s just nice to have a separate space for women to connect. 

JB: With work/life and covid especially it’s been really tough on working moms.  What have you found helpful with work life integration to show up for your teams and your home team/family as well?

MB:

Aunt who fell, that Michelle is healthcare proxy, had to go to hospital until 2AM. 

She had to help support her, you need to open space to be a human, Sometimes life just happens

At a certain point you just have to realize Life Happens and we’re all humans

We Work to Live, not always LIVE TO WORK

Letting go and knowing you can take personal time as needed. Working at a company like HubSpot that allows you to take the personal time really helps, and is where people can help you pick it up

The ebbs and flows of life just happen 

My colleagues know when kids lose a tooth, my dog barks and everyone knows

We’ve all had to become more intimate with our colleagues as they have a view into our homes

We all need to let our guard down and realize we have lives outside of work

JB: It hasn’t been as acceptable in the past to show up fully to work. Many people have a work self and home self that are very different and makes it difficult to be fulfilled in work.  

Empathy comes up in sales a lot lately.  What has led to a change in how we show up in sales?

MB:

Employee retention makes a big difference. Happy employees= more productive employees = happier customers = employee retention = bottom line impact

Create a culture where employees bring their best selves to work

First daughter 8 weeks off, 12 weeks off for 2nd - worked in the middle of it - was attending something the first week after having her daughter- had fear she would lose her job or progressing her career. 

I’ve been very lucky to work at companies that I know support my wellbeing and what my direct manager says to me and how they support me as well as the team around me

As a woman and the only female leader, felt like the outlier where other people had to pick up her slack when she went on leaving

Having leaders that say “we’ve got your back” Empathy and support 

You can have empathy but if you don’t pair that with support you’re in trouble

JB: What are the qualities you look for in the best leaders you’ve spent time with?

MB:

  • Support, knowing that somebody believes in me and is there for my development.
  • Psychological safety and a partner for your success knowing you are there to help me
  • A high bar and expectation of performance
  • Working smarter, not harder
  • Resiliency
  • Leaders who build great teams, not just the people that report to you. Your cross-functional partners and key stakeholders. Can you create a team environment?
  • Personal connection, we are humans. Checking in when you hear something personal, not just because it’s a checkbox, it’s because I know they are actually invested in my personal life

JB: Do you love winning or hate losing more?

MB:

This is a tough won, I  enjoy winning and hates losing

I hate losing more, that eats at me -- you can taste a win then on to the next one

JB: What is your favorite interview question?

MB:

Where could you be better? Find someone with a growth mindset- the future for someone.  Trying to get wisdom, tips and best practices. To hear someone working on their growth and where they are going.  What are their gaps and how can she help create a plan or partner with them.

 

JB: Any tips or advice for folks moving into a leadership role?

MB:

Be a student of iteration, constantly learning and evolving. Looking at yourself leading a team and where you can do better.  HOW WILL YOU CHECK ON THAT? Hold yourself accountable every 30 days, every quarter, bi-annual and annually moving towards your own personal growth, development and measuring it.

Super helpful separating ego from work! A lot of anxiety came from taking it personally when work wasn’t going well. Sometimes it IS personal, other times may be rough business model or external factors. Removing the emotion/ego from solving a work problem has really helped my growth and development. 

 

Links from the episode:

Michelle Benfer on LinkedIn

Worklife with Adam Grant- what makes really great teams?

Daily Show - psychological safety

The Problem with All-stars- Great teams may have B players that make A Players better

ScaleUp With Reid Hoffamn

Tim Ferris Sometimes hot and cold - but focus on peak performance, what do people do to be their best selves?

Oprah Super Soul Sundays

Tony Robbins

Mar 17, 2021
John Judge, SVP Sales, Crayon
00:49:52

JJ: Truman - Wasn’t told anything by the President as VP. Got news he should be at white house ASAP.  Found out the president had passed away and had to figure out what to do. He always took pride in delegating and didn’t need to take credit for all the stuff. I’ve always been a Truman fan and as a sales leader, any kind of leader. If you can delegate authority and coaching for improvement you are creating a culture to step out of the way of others

JB:

How'd you get into sales?

JJ:

Got into sales, had some people around me that I respected.  Uncle, heavy machinery sales guy who was also a real good golfer so took both of those up, good combo package. Parents saw my outgoing nature, competitive nature, swimmer. 

Butterflies in your stomach, feeling what it was like to win, just came natural. 

Took awhile to get good. First few forays into sales didn’t go so well, nearly got canned but finally pulled in the first

JB:

How do you manage the tension/stress/butterflies in your stomach feelings?

JJ:

More mature in career now, a lot more chill than I was earlier in my career.

VERY FEW THINGS IN LIFE THAT ARE IN YOUR CONTROL
Have to have some level of perspective

Gained perspective in positive things and a few tragic things. 

I don’t care how bad a day you’re having selling, proposaling, closing. A heck of a lot out there worse that can be happening. 

CHILL, it’ll take care of itself. 

I like to compete, still like to compete.  Not running and swimming as fast but golf is fun!

SOMEBODY’S GOTTA WIN WHY NOT ME?!

Par 3 every time THIS ONE IS GOING IN! It’ll happen one day because that’s my attitude

Perspective and that RUSH of when it does go in, when then that deal goes in?

It’s FUN and you celebrate it. Make sure the people that deserve credit, get it!
It’s your legal, product, ops department, make sure you say thank you because they’re part of the team too.

JB:

Talk to me about how you celebrate victories and the wins with your team?

JJ:

A lot has changed since everyone bugged out in March. 

TIMELINESS is important - the fastest you can get that High five!

SLACK → Everyone sees the deal come in, name of the rep, size of the deal

GONG Emails → don’t get credit until it’s sent to customer success. The gong emails are the whole company piling on with atta boys, bitmojis and have a lot of fun!

During pandemic working from home, everyday sales standup 5min/30 min depends on day. But we will have the celebrations everyday, promotions, hitting an anniversary

I’m not the one that has to do it, others bring it up and it’s a great competitive culture and extraordinary teaming company. 

Some people have only been here through covid with no in-office experience rave about the culture.

Improved on culture during pandemic, everyone working for each other

JB:

Pre-Covid in-office culture, you wanted to see butts in seats.  You said “I don’t think I’ll go back to the office 5 days a week if I don’t have to” How do you see that operating after covid now?

JJ:

Ran a boiler room, if you weren’t in seat at 9AM, you’re getting a text or a glare

Ran the organization in a traditional way, people fed off the energy, a lot of positivity came from it. 

When we bugged out (everyone had to go home). Having our business instrumented was important, every single key leading indicator is somewhere in salesforce or your dashboard of choice. 

Business was quickly instrumented so he could virtually “stand on the floor” and see all the metrics as to who is running which calls

Second, people can be very productive on their own! 

We have seen that people can be very successful in their home

“I’m a changed man, I have seen the light!”

We will go back to the office, socialization is missing, nothing like a live meeting, there are people stuck in small apartments. It’ll be nice, but there is more trust now that people can get things done on their own. 

Always sold over Zoom, so the client facing perspective was Hey put a background up on your Zoom call. 

Other than that it was on me to change.  Let’s adopt a new model. 

JB:

How do you build the culture for folks that have never been in office yet? The folks that haven’t been able to meet in-person.

JJ:

Some folks don’t know how good it is in-person and this is all they know. 

We are big proponents of mental wellness. At least once a week we reinforce, help develop the proper healthy routines necessary to push through this. 

Whether we recognize it or not, everyone could be suffering from some level of depression or withdrawal. Need to recognize that. 

Made sure EVERY COMMUNICATION we had was VISUAL. 

You’ve gotta look people in the eye. 

When we moved to 830AM Zoom standups, you could see some people nicked up. Had to set a standard:

  1. Cameras on
  2. Showered and ready
  3. No witness protection (blinded by background)

Some folks were saying thank you. Developing bad habits but not getting into that pattern. 

You’ve got to recognize this is a different time, focus on wellness, physical and mental. We’re alive, we still have a job, we have a lot to be thankful for, let’s celebrate that as much as we can.

JB:

We talked about ways you engage and motivate your employees.  Tell us more about how you play with the team and drive engagement. 

JJ:

Blending physical wellness 

sNOw Days Off

Anyone who booked a deal got 20 pushups and he would do it and push it out to the whole team at WordStream

Crayon- ran a monthly competition. BDRs & Sales could play- successful BDR got a 30 second hill climb on the peloton while singing the song of her choice.  Miley Cyrus - Wrecking Ball (slight lyrical modification) On the 830 AM zoom call

For the top sales rep, Did a sprint saying "SALES REP NAME IS GREATEST SELLER IN THE WORLD!"

Sometimes you’ve got to give yourself up! If we got to 150% of quarterly number I Would shave my head! Got to 165%!

Quarterly meetings, flew down to ATL, right in middle of the meeting they brought in barber chair

Show some humility a smidge of self degradation, people will see that you will run through walls for them and they will then for you

Don’t make the job harder

Maintain your wellness and good spirits lean on others, they’re there for that

Tell the truth for how you’re doing how you’re feeling

Seek help when you need it

Got a lot of people saying no, don’t make it any worse on yourself

JB:

What does your daily routine look like to maintain performance?

JJ:

Get outside everyday.  May not succeed everyday but it’s in the back of my head

Schedule time - get on the bike, get up and down the stairs

Work for a gentleman who loves to talk when he is on his daily jogs

14 degrees and still important to get outside!

Watch what you’re eating - kitchen is full of food, now I can just go downstairs and cook a steak

It’s the obvious stuff

JB:

How do you bounce back from a tough month/quarter or work with your leaders?

JJ:

Over the years I’ve been consumed by the data. It’s all in the data. 

Why did close rate fall off? Couldn’t find our buyers?  Only had their office line and everyone was gone

It goes back to the fundamentals, not enough activity or opportunities tee’d up. 

Not enough adjustment in demos to account for key features

You can almost always get to an answer then focus in on that answer. 

Answers may differ from person to person. 

Must be instrumented to look at it from Crayon perspective, team and individual perspective

Any given cruddy month or quarter a few people who crushed it! → what happened with them that didn’t happen in other places that is micro focused in that manner.

Don’t do Sales ORG demo training anymore, do that with the people who need discovery work!

Get our best person at discovery to teach the class. You’re the one closest to success 

You’ve just got to own it 

“We’re/You’re better than this” Here’s what went wrong, what we’ll do to correct it and leading indicators to tell us if we’re moving in the right direction

OWN IT- we got a tough job

We will not win every month and every quarter as long as we win most of them, we’re going to be OK

JB:

Sales has so much data in today’s day and age. Going back to my days in baseball it’s a numbers games and you should be able to peel back the layers of the onion to understand where the opportunity is. 

JJ:

As leaders we have to be ready to have difficult conversations and EMBRACE THEM. 

If you allow disorganization or poor performance or something wrong with an individual's results and kick that can down the road, that leads to significant dysfunction. 

Have to be able to sit folks down, do it on a caring way, focus on the problem not the person and be CARING ABOUT IT 

When you first met JJ, was he impressed with how good you were? → Yep congratulated me on another record month → showed me my call stats and new biz generation → told me to get my butt in gear because 2 months from now will stink → now seen as the right thing to do!

Have to have those conversations as leaders to problem solve, still LISTEN back.

JB:

Help people be their best, be uncomfortable for 5 seconds, maybe 1 minute. 

JJ:

The Power of No

Prospect starts asking for more. The answer is NO, we can’t offer that. Then ZIP IT! No explanation needed. The classic, next person to speak loses!

Be comfortable saying NO. It’s PERFECTLY OK TO SAY NO!

JB:

What are some of your qualities in leaders you love?

JJ:

I love an individual who is Self-reflective, generates a genuine level of humility because people respond well to that

A leader that has proven they can walk the walk. Last 3 companies “we’re gonna grow our own leadership” The street cred that you can have by being senior sales exec, team lead, manager, and ascend to leadership role. Significantly overcomes the, we need new blood, which can help. 

To have a management team that has risen up through the ranks, has so much street cred and power. They also know how to get everything done, they know how to make the flywheel fly!

Extremely motivating and powerful retention tool as the organization expands as you work towards unicorn status. People know I have a shot at that next promotion!

I look for qualities I see growing up in people as they expand the organization. 

I’m gonna let you try it out, be a team lead, try it out, carry your bag and see how it fits. 

JB:

As we think about organizational growth and development.  REtention of employees and talent is critical.  If you can bring individuals that can be self-reflective, have humility and see a future for themselves is a fantastic way to keep people. 

Do you love winning or hate losing?

JJ:

Young man now who hates losing. 

I like Winning more and enjoy people that like winning more.  It allows you to let go of the negative/losing quicker. 

The people that hate losing tend to get a little grindy and sit on the 1 deal of 5 they lost. 

It’s a lot more fun celebrating success than it is going through loss meetings. 

I LIKE WiNNING! I don’t remember the 2nd, 3rd, 4th places.  But I can remember the #1 times! 

I like to see people touch the wall first and celebrate those

JB:

Favorite interview question

JJ:

I have a couple things I like to do in interviews.

3 Sections - I’ll let you ask questions first - Knock them off balance. And see the quality of their questions. 

Tell me what your greatest attribute is? And What's' your current area of professional development. -- The first one doesn’t matter, it’s all about question #2. 1. Do they remember the question? 2. Do they give me an honest answer or some sort of rope a dope answer. 3. They give me honest answer 

What are you DOING RIGHT NOW TO GET BETTER AT THAT?!

I get to find out whether I have someone who is; honest, has emotional intelligence and whether they have the skillset to go improve upon something. 

We are all always improving on something. 

LinkedIn

@JohnPJudge 

Crayon

Mar 10, 2021
Paul Ashbrook PsyD, Elite Performance Coach
00:53:11

JB: Talk to me about your journey and what got you here?

PA:

Always wanted to be a professional athlete, went for college golf. Had some injuries and wasn’t playing well enough. Friend at UC Riverside (undergrad), coached him to pursue Grad school even though it wasn’t on his radar.  Had a background in psychology...what pairs sports and Psych?

Went to SDSU - nice enough to let him in even though maybe wasn’t deserved.  He worked and has made them proud!  Thought he would be an applied practitioner to work with olympians and pro athletes….building private practice was challenging...found some opportunities to TEACH...a way to help others….the main reason he got into in the first place. 

Back to school got a Doctorate in Sports & performance Psych - Balance of Research, evidence based practitioner, based in Science & Research. Which then allows him to work with elite athletes, military, business leaders. 

Got lucky a few times and capitalized on it every time

JB: How is this field evolving? What are you most excited about?

PA:

Has been in the industry for 10+ years, still feels like a nobody but has knowledge and experience.  

You hear the same thing all the time, bickering about title usage, constructs, etc. 

The exciting part is that Performance Psychology is far more normalized. 
Psychology had so much Stigma and people viewed that as a weakness, still undertones there, military/athletics/medicine. 

It’s not about fixing something that’s broken but unleash something that’s already inherent in you. 

People may reach out when things are off, but that doesn't preclude them from doing this work when things are going well.  Which is becoming more normalized and accepted.

People are becoming more accepting and realize that they are part of a team and aren’t afraid to talk about it.  

JB: We see coaching starting to become more popular, widely recognized.  Clients will share praise with me when really it’s just helping them unlock the best in themselves. What makes a really good coaching client? Or someone who is coachable?

PA:

The biggest thing I look for is engagement.  You show up prepared, you’re actively participating, you’re open minded and willing to take that feedback. 

If you show up and do the work. Professional side- a few clients that weren’t there. Academic - People who slack, don’t pay attention, make excuses, get called on it and they are confused why they are held to a high standard. 

I expect you to be as invested in this as I am. This is a collaborative effort.

I’m a Doctor and some people will call me doctor.  Most people I’ll say just call me, Paul. No hierarchy. We are collaborating, working together with a similar goal in mind. I don’t expect that DR title or need that to be above you and we are working together. 

JB: Sales manager is one of the least prepared roles and coaching is an area that many managers struggle with. How do you avoid ego in coaching and what advice would you give to new managers?

PA:

John Wooden is one of my coaching idols and has a lot of great philosophies - It’s not about being better than someone else or comparing yourself to someone else. Focus more on you and what you have to do. Be as good as yourself.

Not about being better than someone else, focus on what you have to do vs. someone else. If you do your best you can be the most valuable asset to the team

You can be the best and still focus on your own growth and improvement every single day. Not about what everyone else is doing, it’s about doing your best. 

JB: How do you win every day?

PA:

I’m a big fan of Self-confidence and it’s one of the core skills I teach my clients.

Self-efficacy = situation specific self confidence. 

4 factors:

Past Performance Success = Strongest impact on confidence but most folks don’t focus here

Vicarious Experience- modeling

Self-talk

Optimal Arousal

PPS= looked at from very binary experience.  I don’t have the results, sales, the experience, etc. 

If this is the way you look at it, you will lose more than you win.

The more confident you are, the better you perform.  There is this upward mobility. If you are less confident you are the less successful.

FOCUS ON DAILY WINS. WIN THE DAY

The 3 things I push everyday are:

  1. Optimal attitude (what do you need to have to perform at your best everyday?)
  2. Maximum Effort- when things aren’t going well, people phone it in...we’ve all done it. No matter the situation, give Maximum Effort. 
  3. Daily Improvement- Performance compounds even if you aren’t there today, you can get there. Then you’ll be there a day week, month from now.

If you win every single day, how confident will you be after that?

JB: It’s so easy to get lost on the things outside of our control.  Stoicism talks a lot about focusing on what is within your control so you don’t get stuck in a downward spiral.  I love the question; What type of attitude do I need to show up with today? Leveraging a growth mindset, this type of attitude can be built and developed

Do you see any difference between successful performers and un-successful performers?

PA:

I wouldn’t say it’s different across athletics, business, etc. The similarities are the same between high-performers wherever you go. 

Lower performers have an ideal of Perfectionism. An idea that everything is different or unique and requires a ton of attention. 

NO I’m going to dedicate maximum time, effort, everyday. 

Self-belief is critical. 

I had no business getting into grad school, GPA was well below what was required, the admissions team told him he had some issues.  

I believe in myself, believe I can be successful, give me a shot. 

Sometimes you’re going to be the only person that believes in yourself and need to push yourself. You need to be your best friend

 

JB: You have to be your own advocate because nobody will stand up for you if you can’t stand up for yourself. 

What do you think about fake it until you make it?

PA:

Self-fulfilling prophecy- the things we say or believe, invariably come true. 

“I’m going to bomb this meeting”  the likelihood is I’m going to fail with that thought.

Humans would rather be right, than do something that is beneficial to them. 

I’m going to go in and believe in myself until i get there. 

Just believing it doesn’t manifest it.  Once you have it in your mind, THEN you lay out the plan of attack. 

 

JB: What is the difference between Golfers getting to elite performance?

 

PA:

People tend to think, If I just set a goal it’ll all take care of itself. And that’s not how it works. 

Put a conscious effort to understand where I am strong, how do I enhance those? What areas am I weak, and where can I clean it up?

Decisiveness & Commitment- many golfers know the shot that needs to be hit, but don’t have the confidence. 

Test taking 70-80% likelihood of success in trusting your gut if you have done some prep work. Vs. going back and re-reading the question 5,6,7 times. 

Trust your gut, be decisive and just own it. 

I would rather you make the WRONG decision and be 100% confident in it. 

The shot you are committed to will be better than the one you aren't

 

JB: How do you help folks bounce back?

PA:

Positive shot library - so you can pull it out at anytime

Have small wins. Client couldn’t hit a driver - don’t care if you’re uncomfortable, let's get the ball in play.  Let’s get up and hit it solidly...then narrow the target. 

Find the little wins to gain a little more confidence. Now eliminate the big misses. More and more success. 

The human mind is naturally drawn to the failures and the things you do poorly. 

JB: How does a gratitude practice serve us? Our brain has been programmed for many years to be negative. 

PA:

This is pure evolution. No saber tooth tigers running around now. 

Clients jot down a few things daily as to what happened to them, that went well. End of the week makes it easy to go back and remember what went well. 

If I asked you to list 3 good things that happened to you today, how hard would that be?

Many people STRUGGLE and it shows how challenging that is.

If I wanted you to list 3 bad things, that would be SO EASY. 

Emphasize the idea of WHAT WENT WELL TODAY?

Strengths based consulting - positive psychology

Not only does this help us track what’s going well, it gives us 

JB: How do you tailor your approach to different people with different perspectives?

PA:

Observe them to get perspective. Ask people around them. Ask Them. Take all this information together, the more I have the better I can make those decisions. 

Some people it takes time so we need to build rapport.  Share some of my own challenges and struggles. 

You’re a Human. I’m a human. 

Lots of remote consulting, working with clients around the world. Some built-in travel sessions to re-establish the human connection. 

I’m really good at what I do because I keep that human piece. 

It feels like we are so far apart. Many years ago, on a cruise with his wife, stopped at a beach in Barbados. 4,000 miles from California, and realized they have a connection around Tupac, could build rapport easily.  Just find one thing in common and it makes it so much easier.

JB:

Lots of differences are seen and we easily forget how closely related we are as humans. You get on a ski lift with someone and it makes rapport building so easy

PA:

6 degrees of Kevin Bacon, we are so closely connected and we forget that so easil

4 year old daughter try to instill a love of other cultures in her. She has has 4 passport stamps! Teaching her to speak basic Spanish. You see the happiness in the people’s eyes to show them you are valuable and a human. 

 

JB:

Talk to me about effective mission statements

 

PA:

Mission statements are tricky. Typically stated from the top-level of an organization

As that mission statement gets distilled down, lower levels may be more disconnected, it feels very forced. 

Similar in athletics and team settings. 

Work to create personalized mission statements. End of day the team (business, military, athletic) you all have an idea of what you want from THAT experience. 

What do you want from this experience?

What are the attitudes we can all buy into? The effort expectations that we have? The Social component? Recognition. 

What is an attitude we expect of yourself, or our teammates that we can all support?

What’s the effort expectation and what does that actionable behavior look like?

Recognition; from yourself? Your peers? What do you want to be recognized for?

Now I’m more engaged and able to benefit everyone at a higher level. 

Try to think mission personally, what do I/we want?

Done in a team- everyone has to agree to it. They can now hold each other accountable to the expectations!

Individual employees are going to think you’re trying to trick them. The person running it needs to be hands off and just let it go. 

People look to the boss, the coach that creates confusion, let them create what they want

 

JB:What do most people get wrong about mental skills?

PA:

That people think they need to feel COMFORTABLE in order to perform at a high level

I bring a lot back to confidence as it’s a really important thing.

People want to feel calm, cool, collected. If you can have that feeling, GREAT. Challenge is naturally a high performance environment that creates challenge, stress, discomfort. 

Trying to get comfortable will be tough because your environment is naturally creating discomfort. 

While I want to be comfortable, I’m OK not being comfortable. How can I perform in this as much as I can?

THE ONLY THING THAT MATTERS IS NOW!

MJ- Tee last Dance - Why would I be concerned about taking a shot I haven’t even taken yet?!

Wasting tons of energy focused on something that hasn’t even happened. 

Good things & bad things will happen. It is what it is.  For you it’s up to you as to HOW YOU RESPOND TO IT? How do you solve the new problem vs. I feel bad/sad/uncomfortable

 

JB: Love winning or hate losing?

PA: I hate to lose. Bothers me to my core. Very competitive person. I really like winning though. Not sure I can answer it. 

I always try and find a win in something- more of the winning piece. 

Men’s golf club- last week played terribly, and wasn't pleased with how I scored.  Get to 18th Hole to birdie and shoot 79, but making birdie on 18 makes lunch taste better and the day feel better

JB: What does success mean to you?

PA:

"Success is peace of mind, which is a direct result of self-satisfaction in knowing you did your best to become the best you are capable of becoming." - John Wooden

 

Paul.ashbrook@gmail.com

LinkedIn

 

Mar 05, 2021
David Katz, VP Corporate Sales, HubSpot
00:39:26

DK:

Virtual event and keynote speaker was Chris Voss - Negotiation success is to use a low and slow speaking voice - science shows you will drive a better results

JB:

Did you think you would get into sales? What got you there?

DK:

In school, as a TA, Dr. Bill Copeland. “You’ll find yourself in a sales role later in life” Was offensive- didn’t know anyone in sales, especially tech/corp sales - Used Car sales 

Thought he would be in law or non-profits 

Wanted something with some more action, some competition and hopped into sales

JB:

Why sales? What triggered that?

DK:

J. Robert Scott- research & staffing - spun out of fidelity and sold to partners running it. Now Park Square Exec search in Cambridge, MA - Exec search working on retainer to recruit senior executives and board members. Specifically with VCs and portfolio companies 

Opened a west coast office and Eric Lund, Partner, invite David to come out to SF as a 20-something kid to live out West

Living in the Bay Area hard to not get the software company “bug” working in Tech 

What Skills do I have that could transfer? What product knowledge can I help with?

LinkedIn kept coming up, using it a lot for recruiting efforts.

If You’re in recruiting you’re in sales.  One of the most challenging sales roles in the world.

Selling to the client. Then recruiting for the client. And then sell the candidates on the client. Tons of irrational behavior and emotion

JB:

How did you start thinking differently about sales when you moved into sales leadership?

DK:

From 2011 to 2016 elevated himself in his sales career from Individual Contributor to Sales leader growing teams of 100+, opening offices around the world and learning. 

Crazy whirlwind period in tech, massive valuations. 

@ LInkedIn as AE, “Say YES”

Back then mantra was Grow Fast or Die Slow -- McKinsey Article

People are trying to be a little smarter with investments today

Anywhere you go there’s incredible opportunity, it’s up to you to capitalize on it. 

Try hard things

Run to the things that people are afraid of or running away from

JB:

Mentorship has been powerful for you.  How has that worked for you and changed your perspective during your career?

DK:

Lots of misconceptions of mentorship and what it should be.  Many people don’t have mentors today.  Always intentional about seeking out mentors who can help him with what he’s trying to figure out now. 

Mentor = someone with NO skin in the game to bias you or point you in certain directions. Someone you admire, respect and find credible.  When they push you and tell you you’re wrong or things you don’t want to hear...you’ll listen

Seek out mentors - rather do that than listen to podcasts

So much of what you read and see in a public setting is BS….when you get behind closed doors they will be more honest and transparent

JB:

How do you think about bouncing back from failure?

DK:

I have failed 10X more than I have succeeded professionally

The best way to learn and grow is through failure

I personally have a high appetite for risk, there’s no right or wrong.  Sometimes I may make decisions against the data and trust my gut.  Willing to live with the consequences of those decisions

Some things are in your control and some aren’t. Sometimes you will fail

7 months at HubSpot - wanted to see us test more in our interview process is mindset - we were speaking about it and investigating it.  Worked to revamp the interview panel in what we test for. 

Most of the weight I place on to make an offer to someone is based on their mentality and ability to PERSEVERE

I’ll take Perseverance over any attribute all day

Ratatouille 1& 4 year old- rat learns from the chef Anyone can cook; I personally believe anyone can sell.  It’s whether you want to. 

If you want to invest in it, anyone can learn to sell and be successful. Not many people have the mentality or can persevere through some of the lows that come in this profession.

JB:

Talk to me more about mindset

DK:

Have a naive optimism that things can be better, we can shape things, we can control things, there’s light at the end of the tunnel when you don’t even see it yet. 

Perseverance

Childish naivete and having a positive outlook paired with someone truly having self confidence - not a bravado or arrogance. Having a core sense of anything I want to accomplish...it may take awhile...but I can get there

Inner Confidence comes from growing older and life experience

Every life experience you have helps you become aware of WHO you are

The things that fill you up with energy and drain you

Learn how to play to your strengths, amplify them and have others who can help you fill those gaps

Self-awareness + optimism 

JB:

How do you define qualities for exceptional leaders?

DK:

Been really fortunate to work up close and further away with some really great leaders

Building teams for BDRs, AEs, SE,s etc. 

Have been able to see lots of different great leaders

Spent time hiring for roles he has never been in.  Hiring SEs and couldn’t do that job, kind of a crazy concept. 

Core things a real strong leader can do:

Best leaders are the BEST LISTENERS. 

Active listening is a challenge in Sales, a lot of folks, early in their career are excited and you just want to talk and talk and talk….and I’m guilty of that all the time. 

Have to be able to LISTEN and UNDERSTAND what’s being said as well as WHAT IS NOT BEING SAID
WIth years of experience you see patterns from certain types of folks, you try and interpret their problem, or the prospects/customers communicate a problem but isn’t what is the real problem and it will take you time and further questioning to elicit the right information to understand the real problem

  1. Active Listening
  2. Assess Individuals -understand their personas and profiles - you will see these in repeating orders the more hiring you do.  This will influence what you communicate with them, how they will respond, how they want to engage. Learn who to surround yourself with and who to surround other people with
  3. Know how to build the best team of the best leaders that complement each other and work well together
  4. Be YOURSELF- be genuine - it takes a long time to get comfortable in your own skin, with your weird flaws and idiosyncrasies - it takes some time to get there. People that are authentic and genuine and vulnerable can admit mistakes and failure -- Psychological Safety

Not easy to be yourself in conversation with prospects/customers. But if the perception doesn’t meet reality, the chink in the armor will be seen and you’ve lost all credibility! 

JB:

How do you feel about bringing the whole human to work?

DK:

Not sure showing up fully was taboo, but early in your career it’s harder. The older you get the longer you’ve been in a chosen career, the less you care about. The things you care about you care a lot more. 

Some of the things I put emphasis on early in my career, were so silly. 

You look back and reflect 

Early in your career it may be about- Title, Role, responsibility, how many people do you have reporting to you and how you measure your success against others. 

There’s momentum to be more comfortable talking about mental health.  People never felt like they were ready to talk about it.  Someone breaks the seal and everyone else can open up further. 

How do you balance home & work and juggle all those balls. It’s really hard to, once you know yourself better, a lot of things you would have chased early on were silly. 

As you achieve the goals you set-up for yourself and realize you aren't’ as fulfilled, is because you put the wrong emphasis on the wrong things.

Other company offering big title, promise and dream.  

The grass is brown everywhere. There are challenges and opportunities and every company. 

Don’t solve for title 

Seen such talented people go to tier 2 or tier 3 companies because they were chasing titles. I used to do the same things but at some point you realize you aren’t happier. 

You were solving for the wrong shit. 

This role, the company, the culture, probably the most satisfied and fulfilled I’ve felt professionally in a while. Not to knock  previous companies, they were incredible and learned a lot along the way 

Working with a smaller team, just really focused on North America, it’s a smaller role than I’ve had in a long time and took a handsome pay cut. Because he realized through hardship himself personally. Having a new family, young kids, support his wife in her professional development. 

It’s really hard to fulfill yourself if you can’t be present. 

I want to do work that is insanely fulfilling and want to be at home at night for my family. 

JB:

Love winning or hate losing?

DK:

Hate losing

JB:

Goals?

DK:

Think about goals personally and professionally all the time. Everyone goes about charting progress differently. Realized that focusing I can have more Longer term goals and less short term goals, I get more accomplished. 

Fewer goals short term gives you the ability to accomplish more long term goals.

JB:

What does success look like to you?

DK:

Happiness and fulfillment

JB:
Favorite interview question?

DK:

Stolen from Peter Thiel;

“What’s one thing you know to be true that nobody else would agree with you on?

David Katz on LinkedIn

Feb 24, 2021
Jim Speredelozzi, VP Sales, The Predictive Index
00:39:11
  • Sales might be the only profession where people commonly have the “this is how I fell into sales story”
  • College roommate had a father in sales. Roommate said he was going to be in sales too…..why would you even go to college?
  • Finished college with Liberal Arts degree but no liberal arts jobs
  • Didn’t think he would be a fit for sales, but he was a nerd and passionate about computers so it seemed to work out
  • Sociology stigma in sales and he had it but thinks it is changing - colleges starting to teach sales, guest lecture at MIT & Harvard & Bentley
  • Helping people make a positive change is how the best salespeople operate
  • The best sellers and sales leaders instill a belief system FIRST, before they focus on the tactics 
  • Assumptive close….probably not the best
  • Your Belief system is the most important part of sales - ATTITUDE
  • Sandler- Success Triangles 
  • If you do not believe you’re there to help people, you will not be successful in the long-term
  • Shouldn’t sell to people that you can’t HELP
  • Make the world better through Better work! Make people’s life at work more enjoyable, be more engaged at work
  • More engaged at work = happier employees = happier relationships at home = better world
  • 90%+ of revenue comes from a partner network of business consultants
  • PI Tools & Talent Optimization platform to enable those changes - But first WHAT IS THE PROBLEM THAT NEEDS FIXING?
  • PI Reference Profile - Captain - Proactive, task orientation, assertive, extroverted - good for sales - flexible but enjoys process too
  • PI founded in 1959
  • Collaborators - ME- help teams be cohesive, get everyone to feel good, useful when you have a toxic culture because they help the teams gel, long-term affiliations, patience, struggle to deal with transactional sales role, enterprise sales
  • Anybody can do any job.  Question is what is NATURAL for them? It’s more WORK for someone to do some of those other things, like me to do a transactional sale
  • Find something that aligns well with your innate behavioral needs
  • Sales hiring - I don’t want to build a Sales Team- I want to build a team of leaders and a LEADERSHIP Development function. They could be used internally or expand outside of the organization
  • @BlackDuck if people hate it and don’t want to be a part of it and you only hire them based upon sales experience. So people quit and you’re set-back
  • ⅔ of the sales people he hired quit within a 3 month period - looked to see if he could start using Behavioral Assessment - got attached to PI
  • He was hiring for experience vs. looking for behavioral fit for a leadership role
  • Get rid of sales experience as a qualifying factor and your pool of candidates opens massively
  • Can create a great salesperson in 6 months. Hard to breakdown bad habits
  • Best way to start learning how to sell is, make Cold-calls, possibly the hardest job in sales. Get a lot of looks and some of the belief systems.
  • If you can’t get your attitude right, you can’t cold call effectively
  • Learn to quickly establish rapport in an efficient way
  • Most people don’t want to talk about sports or weather
  • You can’t make a positive change with somebody if you don’t spend time talking about the business problems and challenges they are trying to solve
  • How to use Empathy & Humor (self-deprecating) to build rapport
  • You believe the people you’re calling you can help
  • Build empathy- quickly - The Like Switch - build rapport with Russian Agents
  • The Empathic Statement- quickly build rapport by showing empathy- greet someone new and Notice something about them and STATE IT…..”SO You….” “So you seem….busy, stressed, frustrated”
  • Empathy = experiencing someone’s emotional state with them or at least a concern for theirs when you match tone that focuses on concern.
  • Working with MBA candidates - they are not envisioning themselves in sales in an end state - they will attempt to found a company or be senior exec- they know they’re going to have to sell to be effective in so many business roles
  • Lou Shipley- CEO of Black Duck - “The first thing the board asks you is how does the sales forecast look”
  • How to bounce back - Extreme Ownership - Jock Willink - Cannonballs, when something bad happens- CELEBRATE IT now you can figure out how to fix it
  • First thing as a sales leader when you miss a month- look at yourself and your leadership to see how YOU can be accountable to that result
  • You don’t make excuses
  • Don’t want to be in a position where you feel as bad as your worst month or as good as your best month
  • What could I have fixed and done better? Even in a great month
  • What did I do wrong?
  • Mike CEO @ PI - Avid Sailor- “Let the storms show your mastery”
    • You control your ship, your team, what you do
  • Office Olympics - Captains are Hyper competitive
  • Behavioral interview and tailor it to the person.  If you suspect someone will be weak in an area- a question about a time when they’ve shown - Look for the emotional response, why they won/lost.
  • Favorite question for sales people- Do you have any questions for me? ASK SOME QUESTIONS- At the most senior level to not seem curious or excited is a way to fail!
  • Curiosity sells you, because people love to talk about themselves and their company

Links:

Feb 17, 2021
Ross Nibur
00:44:41

“Success is the number of people’s lives you’re able to influence and touch, and how much quality they’re able to derive from that relationship they have with you.”

Success is a moving object, and when it comes to sales, it cannot be said better. If you are looking to measure your sales success, you need to look at the impact you are having on your customers. Are you helping them succeed?

Key Talking Points of the Episode:

  • Ross’ background in sales
  • How Ross manages to stay at his best
  • Self-accountability
  • Dealing with leadership ego
  • Skills that have helped Ross scale in his career
  • The future of sales
  • Qualities of a great leader
  • The definition of success, according to Ross

Key Milestones of the Episode:

[02:22] How Ross got into sales

[10:37] How does Ross stay at his best, and how does he help his team stay at their best?

[14:35] How does Ross coach his leaders and teams to hold themselves accountable?

[18:22]How does Ross help leaders get over their ego of thinking they are better than individual contributors?

[20:53] Skills that have helped Ross move out of the individual contributor position

[25:31] How Ross sells to people with no predisposition to technology in their business as a whole?

[32:47] What trends should we be looking at when it comes to sales?

[36:56] Qualities of leaders that Ross looks up to

[39:14] What does success mean to Ross?

Key Quotes from the Episode:

“The only time you fail in sales is when you get complicit and you stop doing those tasks in a way that makes it so you don’t have your pipeline for the next month.”

“If your reps are all showing up to pipeline review, and they are not prepared, spend two days with your top performers who are struggling to manage pipeline and see where they’re spending their time.”

“Authority in businesses is derived from your ability to drive alignment”

“Technology is a way of reaching customers, and delighting those customers.”

“Being a good salesperson, when you’re working in a logistic industry, is about helping educate buyers on the value of changing their operations and leveraging technology.”

“Be an educator first, and a salesperson second.”

“Mise en place, is the concept in cooking, of having all of your ingredients setup and ready to go so when it gets busy you don’t have to spend time going up and down the stairs. This applies to sales too and what I like to call Sales en place, get your system organized so you don’t waste time”

“Technology can’t empathize with humans.”

“Success is the number of people’s lives you’re able to influence and touch, and how much quality they’re able to derive from that relationship they have with you.”

Links:

Ross on LinkedIn

Toast

My Core OS   

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Jan 27, 2021
Matt Doyon
00:56:27

JB: How did you get into sales?

  • Way back into sales - formally started in 2004 in Print Media Advertising sales 
  • Understanding problems you see around you and how to solve them 8 years old, bucket soap and sponges to make some extra $$ to buy baseball cards
  • Identify prospects in the neighborhood who has a car? Who’s car is dirty? Car is there, so they are home. He has a solution to work with them. Cold calling, opening up prospects, asking for the $$, digging into pain 
  • Interviewing for sellers and sales roles, that’s the kind of experience that can help someone be really effective. 
  • Any profession is a LIFESTYLE choice - why would you do it?
  • Has to be a degree of shamelessness, have to be willing to ask questions, be comfortable to talk about $$$
  • Most of the sales skills aren’t natural, but are nurtured at a young age, what have our parents taught us?  What are their early experiences to understand their past to see if they are really doing something they want to do 

JB: If you don’t have some of these core drivers and skills. Have you seen this is why some folks struggle in sales?

  • Love Challenger Sale, Challenger Customer, Miller Heiman - Great content and great learning - that is PRESCRIPTION INFORMATION - you first need to UNDERSTAND THE PROBLEM
  • What is the underlying root cause of this issue? How do we attack that?
  • Talk a lot on our team about FEAR, especially SOCIAL FEAR.  They will give you the skills/tactics but if you can’t understand where your anxiety comes from, how to communicate, what’s appropriate what’s not?  Let’s talk about the psychology of where the problem comes from then we can build the polish with objection 
  • Psychology of sales hasn’t been promoted much in the past. 
  • Sales is expected to DELIVER RESULTS NOW 
  • Oftentimes, Sales gets sucked into this paradigm to GO GO GO to get results and don’t take time to look internally, be introspective, take a breathe and think long-term
  • Sales teams are typically the highest compensated in an organization - not typically asked to think about the long-term gains you can get by investing in personal and self development.  What will make you better a year from now? EXECS want you to be better NOW, this quarter, week, month. 
  • To change the trajectory of our performance in sales is thinking long-term. Think about our habits and behaviors that may not yield great results NOW, but will pay off over the long term!
  • Very focused on Pleasure in the moment as a species. Always looking to satiate the immediate desire NOW
  • Sales people love the thrill of the kill, the win, they want the deal in now and don’t necessarily 
  • The Score Takes Care Of Itself - Bill Walsh
  • Long-term mindset sacrifice some results today for better results tomorrow - have internal buy-in
  • Lead by example, don’t just believe in it, but act that way as a leader
  • Thing that you can bake into your own internal development so you can improve and show it for others 
  • Management, leadership and coaching courses 
  • Sales Manager is one of the least prepared, least trained jobs in the business world
  • You can have great mentors, leaders and people to learn from but IT TAKES TIME
  • Act in a way you want others to act and be vocal about it
  • Set-up a structure for your team so they can invest in their own skill building - set time for growth
  • Follow a coaching agenda and formula that should have a long term focus looking for distinct and specific skills that build short term skills and go to long term goal
  • Focus on 20 things and then break them down and focus on 1 at a time

JB: What is that skill many people haven’t developed that makes them successful at sales?

  • Idea of ongoing skill building is the biggest IDEA people need to be working on.  Your skill building never ends, they will get rusty over time. 
  • Something you may do well now can lose its’ veneer and 
  • you have to be a vigilant gardener of your ripe skills, cleaning out weeds, nurturing material and staying on top of it
  • Learning and skill building NEVER ENDS - look at the best in sports and how they find coaches, ongoing growth and development of putting in the work
  • Philosophy of continuing to work on something every day and every week
  • Take all the different skills of what drives success - found 36 skills - refreshed to 50 - now to 100 smaller elements that sellers need to have excellent and mastery for all the time for any conversation we’re thrusted into
  • You may only use 5-10 for a certain sales process but the next deal might need a different set 
  • The first question we need to ask ourselves in Sales is “Am I really committed to working on my skills to be ready for the next call that I might have?” 

JB: Talking about a growth mindset, how do you help look for that in hiring or build that with your team?

  • Growth Mindset - the ability to look at yourself as an ongoing work in progress
  • Fail Forward! Failure is part of the pathway to success
  • People can learn a growth mindset and exists in all of us
  • Someone in fixed mindset believing failure is permanent, can be changed if they have great coaching and great leadership
  • Test for ACCOUNTABILITY when you go through the HubSpot interview process- Great artists steal!
  • What have you failed at?  What did you learn from the last job that you would redo and do-over?
  • Get honest stories from your prospective hires to have self-awareness and realize they have gaps on their own game and not take it as an attack on their own character as they work through their journey
  • You can see someone is hurt by the question or uncomfortable talking about failure is a red flag for seeing someone may have a fixed mindset. 
  • How does someone take feedback during roleplay? Are they taking in the feedback and improving? 
  • People are wildly coachable with a growth mindset because they want to improve their own game to whatever the best way is
  • Interview process in roleplay 1. Run it and deliver feedback 2. Did you put some of the pieces of feedback into your second attempt? See if they are coachable or not?
  • What would you tell your earlier self to do differently?

JB: How do you stay connected and avoid getting an ego as a sales leader?

  • Keeping in touch with your people, nothing will replace the personal conversations that you will have?
  • Can’t get so lost in the data that people are only a data point
  • Especially now in covid world, you must be proactive, reaching out to people and checking in to see how reps, BDRs and of course your direct reports are doing. 
  • How’s it going? What’s working? What’s not?
  • Allow for healthy conversation and healthy feedback where your team can challenge, create a culture of honesty so you can hear about the warts and ugliness so you can do your job!
  • To a certain degree you have to do the job, Leaders shouldn’t carry quota, but doesn’t mean you totally divorce yourself from doing the job!
  • Get a few leads from your BDRs to take a couple calls to lead by example and understand how that job is really tough and how you can do it yourself
  • Have your reps pull you into key calls
  • You can’t allow the excuse of priorities to have you completely abandon ship that are other priorities of the job
  • You have to be a diligent time manager in a leadership role to understand the meaning behind the dashboards, the numbers, etc. 
  • Comes down to SYSTEMS building as a manager or leader. Can’t be about one-offs and just that one victory except for maybe a fantastic hire 
  • 50+ sales people on his team, not doing it to fuel the sales #, doing it to stay in connection with what that job really is, lead by example and show the team I’m willing to run the SYSTEM better, I can’t make excuses so neither can they

JB: Talk to me about some of the systems you build and utilize to be at your best?

  • In order to do this we need to look at our systems and habits, the root cause as to why that happens. Why do things fail when they don’t take root in terms of building great habits?
  • Technology can teach us a lot. What are the addictive apps we are using? Why visit Facebook 16 times a day? The game of the quarter understanding why people re so addicted to technology and psychology that we can learn from to get a head start on this so we can prime the pump to build better systems
  • Brain science has come a long way with fMRI and MRI to learn what happens to their brain that drives a virtuous cycle
  • Dopamine- pleasure seeking chemical, gamblers, etc. People that workout are there for the dopamine hit. People work out for a day because they feel great. 
  • How do we simulate that dopamine high in the professional world in a positive light to change their behavior over time?  Then it becomes similar to going to the gym because you won’t feel you are living up to your potential. 
  • Identify the goal is the beginning then what is the process you can get into the break the goal achievement down for daily outcomes - Long-term goal is destined for failure if you don’t have micro goals along the way, find small wins along the way to get the endorphin and dopamine hit
  • How do I look at Skill building in a micro learning session and give people the thrill/dopamine hit to do that?
  • Encourage team members to focus on skill development, run a score to see how people are doing? Who is practiced? Who is doing the best on skill building?  
  • Tons of LMS systems to build and upload training to run reports. Use technology and the short term process to get to long term goals and hinge behavior and celebrations over small wins!
  • Facebook doesn’t get us every day because I’m thinking about that person I want to have a conversation with in 3 months. What’s the latest message that has popped up in my inbox? Is someone out there hustling harder than me? It’s all about the immediate hit!
  • We need to cater to the way people’s brains are wired, now that we know Neuroscience and biology, if you aren’t doing that today as a sales leader you are failing

JB: With learning and skill development hidden behind the scenes, people may be afraid to share where they are spending time. To highlight learning, development and growth help it become much more sustainable and successful. 

  • I talk a lot about working out and staying healthy.  Yes to have the energy to feel good, etc.  But whatever flavor it comes in, comes down to resistance.  Getting out of bed to go for a run, we may not want to do that but we get up and do it. Lifting weights IS RESISTANCE now we get into the mental exercise of doing physical exercise now helps change how we look at the world. You can overcome adversity when working out and you bring that same attitude philosophy to sales and your career. 
  • Ask a lot about sports performance, always somebody that can beat you in almost every case, you got humbled, probably had defeats and understand what it comes back from loss, you understand long term work drives long term results

JB: Talk to me about how you leverage Stoicism for your teams to perform at your best.

  • Stoicism - Ryan Holiday - Marcus Aurelius - Epictetus, Greek and Roman philosophers
  • Understand what parts of the world are controllable and what you can’t. Understand what parts of your life you can control. 
  • Getting to a point where you are at peace with this dangerous, uncontrollable world that is around you all the time. And focusing on that world as far as what you can control. 
  • Boston Guy, New England Patriots Fan- Huge comeback against the Falcons, a lesson in Stoicism, all the data shows you’re going to lose and what are you going to do?  Focus on the next play, do our best (because that’s what we can control), there’s only so much time left on the clock and focus on what we can do again and again and again to turn an INEVITABLE LOSS INTO AN UNHEARD OF WIN! 
  • Lead by example, everyone is going to have down months, down quarters.  How do you handle it as a leader? Are you showing frustration and taking it out on the team? OR are you looking back on a loss to see what we can learn from it, apply those learnings to today, month quarter and focus on moving on to the next sale and what I can control!
  • The world is a controllable and uncontrollable place- Your focus needs to be on those controllables, apply all of your effort and energy to be accountable to worry about the things you can control will reduce stress and harness your energy to focus on your outcomes

JB: Now Patriots are struggling and working to see how do they focus on their next move. James Clear- winners and losers have the same goals, it’s about the systems and processes they put in place that differentiates them. 

  • Monthly kickoff with their teams one slide he uses for every meeting is Belichick - “On to Cincinnati” (Pats got crushed in 2014, dynasty is over), on to the next game, focus on that! Super Bowl 51 - how does it feel, great! But 5 weeks behind in next season so have ground to make up - move on to what we can control and think about next year. Doesn’t matter if you had a great month or missed hard to DO in both scenarios!
  • The masters out there, top notch A players enjoy the success and never relax. Enjoy success at the end of the month and then next day 7AM, right back at it

JB: Do you love winning or hate losing more?

  • RIGHT ANSWER= I LOVE WINNING- you’re positive mindset and you prime conversations with that great energy! But I don’t believe that for me. 
  • My reality is; I HATE LOSING. The losses weigh more heavily than the wins.  The losses stick around a lot longer and the gravity of a loss is much heavier than a win! 

JB: What does success mean to you?

  • Success comes down to a certain confidence and serenity that I am behaving in a way that I’m thinking of myself in quieter moments. -Cognitive dissonance
  • Psychological condition- Idea of who we believe we are and want to be. There’s a gap between not living up to our own expectations. 
  • I am RIGHT NOW, in the moment living up to the person that I claim and want to be when I’m thinking in an ideological scenario …..ethically, may be tough choices that could hurt you short term, but it’s the right thing to do….to actually do it!
    LIVE UP TO THE PERSON THAT YOU HOPE TO BE!
  • As long as we behave in the way our grandmother’s would want us to behave, we’re doing a great job. 

Links:

Matt Doyon LinkedIn

Rock Content

Ryan Holiday

Marcus Aurelius- Meditations

The Score Takes Care Of Itself - Bill Walsh

Jan 13, 2021
Dan Tyre
00:54:59

JB:

Dan Tyre founding team member of HubSpot Employee #6 joining in 2007 and first sales person. Held various positions in sales, management, recruiting, training and more.  He also created the term SMARKETING to help create alignment between sales and marketing.  Dan mentors so many reps aside from asking others to go mentor others and pay it forward.  Check out his best-selling book,Inbound Organization.  Learn from his experience working at 2 person startups to organizations of 45,000 people. 

Dan:

BOOOOOOOOM!

JB:

You’ve had such an interesting career working with so many different people and recently training agency partners at scale on how to sell and grow their businesses. How did you get into sales?

DT:

Desperation.  Sold books door to door to work my way through college. Went to Colgate university in 1976 and didn’t have a lot of money, couldn’t go back sophomore year unless he made $5K. Southwestern Corporation, Nashville, TN. 

As long as I can make $5 grand, I’m in! Incredible sales experience.  COMMISSION ONLY! Sent to Bellingham, WA.  95% of people quit. I couldn’t quit because I didn’t have enough money to get back home.  I had to consult with bank Presidents to gas station attendants and it was a fantastic introduction to the sales process. We read Tommy Hopkins and learned consultative selling. I was a slow percolator and it took me a while to get it.  

I was out in the field 2 weeks and I was scared, would fumble through stuff and didn’t have high confidence. 

A lady took me in, gave me a cookie as I stumbled through my sales pitch and said SHE WOULD BUY! Took the $25 and ran to McDonald’s to eat my first meal in a week!

Door to door selling carrying his Dictionaries in a rolling case. 

Building rapport, at the time had to “wait for my husband to come home” DAN → that’s exactly what your neighbor said….Ms Joyce said the same thing, but realized she could spend the $$ because it’s her kids education → now his customers were ready to buy showing proof of sales from their neighbors. 

Last month using that strategy closed 40% of people after everyone knew him and got a deposit from most people! 

First year Individual Contributor $5,000

2nd year 9 guys recruited, got a cut from that , 7 quit, 2 stayed and made $8 grand!

Junior year went to Vegas playing poker

Graduated college in 1980  from Colgate University Played bass in heavy metal rock and roll band 

Being a bass player is a great foundation for being a great business person

1982 tired of making $25/week - 14 computer stores in Boston

Walked in to Computer Store, Roger Lund gave him a shot and Dan became #1 sales person in 3 months

Roger left for Startup, wanted to take Dan with him and would pay dan $1,500/year more. Now Dan’s a startup guy!

1983 left for Business Land $3Milllion next 9 years grew to $1.4 BILLION 

10:00 

Dan started as Rep → Sales Manager for 9 months → General Manager → LA ran 6 locations → San Fran training reps → NYC= 35% of corporate revenue

Bible = ART OF SELLING by Tommy Hopkins

“I got addicted to hypergrowth”

Back in the 1980’s and everyone had to buy computers. Talk to accountants and they WOULD CRY seeing how easy it made their life!

The way you sold computers is you would put a sign out and people would come by

Married 31 YEARS! 

Dan all energy and enthusiasm, his wife Amy is the smart one and she was a great seller

After 9 years at Business Land. Started his own company as CEO scaled to $30 Million as a professional services location

Bought training company that went Bankrupt, was AWESOME (learning)! Had to tell employees and their locations and tell people he had no money.  Learned humility at 40 and to always have a contingency plan

4th startup, Groove Networks, bought out by Microsoft, his VP of Sales was Brian Halligan

Got a call when Brian & Dharmesh wanted to start HubSpot because he had great energy and was the best salesperson they met!

Mark Roberge - Sales Acceleration Formula - VP of Sales at HubSpot

Didn’t miss our number for the first 27 months at HubSpot and everything I knew about selling and business changed completely after I joined HubSpot!

15:00

“I am by far the luckiest guy in the world, I’ve had dinner with Bob Marley,  taught Steve Tyler how to fire his manager met Muhammed Ali,  and met with  president’s. Things happen to me and it’s because I have a positive Mindset”

“You’re (enter your name here), you can do anything”  It’s my mantra, I say it to 4,000 people in the world! 

Do you have an identical twin? No? Well then YOU ARE THE ONLY YOU OUT THERE!

You can do anything, the key is to figure out what you want to do and WRITE IT DOWN

In 2020 we set goals and work backwards

Mindset- you first need to believe you can do it, then you must know WHAT you want to do

This must be written down

Write out what you want

Dantyre.com

Succeed: How We Reach Our Goals by Heidi Halverson 

Why Goals?  What Goals?

Written down goals are more effective, people are healthier

Mindset is 99% of Sales

My Prospecting now is usually in front of 100 people down at Stetson University - gotta raise $$ for crew to get a new boat

“I’m Dan Tyre, I can do anything”

“This Guy is Gonna Pickup and make a donation to your crew program!” They think he’s insane for picking up the phone, let alone believing he is going to get the $$!

What kind of donation do you want?  I don’t know, what are you comfortable with? $100! A tremendous and wonderful feeling!

“I look at the phone and say this person is going to pick up and I have some level of skills obviously, but this is MINDSET”

JB: Was there a point where that mindset came about or did you always have it?

DT:

What I learned selling books and in my entrepreneurial experience is 99% of success is what we call a Growth Mindset. 

Never had a problem speaking in front of 10 people, even when I was an average speaker I knew I was going to get there, I was Bruce Springsteen early on, because “Nobody outworks Dan Tyre”

All the young people think they can outwork the old man. 

  1. I don’t drink so I’m full of energy
  2. I’ve got the positive mindset while young people are still working on it

When I was growing up, when you turned 60, you died

Now Warren Buffet is 90, so he’s my new model and I have 18 years left, it’s going to be awesome!

Dan Tyre 2.0 = Smart, empathetic, willing to help

My Mantra = Do The Most Good For the Universe

There’s nothing that’s better than having gratitude for where we are

25:00

I’m still at HubSpot because I love working with these young people straight out of college

The key is Proper Mindset, define what you want to do

I’m not the smartest, wow there are so many smart people I’ve learned from and been supported by!

How to engage sales people if they need re-engagement 

I’m your confidence before you have confidence

Everyone goes through their twists and turns 

When you eat the big dog, CELEBRATE YOUR SUCCESSES! 

When the big dog eats you, you can’t wallow, you have to do recovery and understand this is a part of anyone's sales life

The Mental Mindset is; I’m at the top of the charts all the time and Nobody is going to outwork me

We’re top 2% because we will outwork everyone 

At a certain place in my life it wasn’t competitive with anyone else and it was being competitive with myself

Growth mindset, you’re always improving.  There are things I can always be doing better and learning

“I’m like a teenage girl, I just talk on the phone everyday”

The great thing 

 

30:00

5 things  Make sure you:

  1. Take Care of the Basics; Eat, Sleep & Exercise
  2. Get a good playlist!
  3. You have to have a Vision Board
  4. SSP = Shameless Self Promotion
  5. Find 3 people  that will tell you 10 great things about yourself when the big dog eats you!

I can be your confidence before you have it. 

Some people are mental giants that can do things that I can’t do. 

My best attribute is I’m stubborn, you can’t beat someone that won’t quit

35:00

JB: As you’ve had a chance to train, mentor, coach thousands of sales people over the years.  What is the biggest hurdle you’ve seen?

DT:

People don’t understand how important it is.  If you don’t have your mindset ready it’s hard to win. 

You’re gonna stink for 30,60 sometimes 6 months.  Roleplay can accelerate it. But the only way you get good is PRACTICE.

Once slow percolators get it, and they have a good process, the are locked in!

The whole foundation of HubSpot & Inbound Revolution is sales has changed, used to be all about sales people and now it’s all about the customer

Always Be Closing is Dead, How To Always Be Helping

If someone calls you to sell you something, or help you with something. Which one would you like to talk to?

40:00

The Riches are in the niches

Back in the old days you could be OK as a generalist, now it’s time to be a specialist

  1. Start with a niche
  2. Do your research
  3. Now you can figure out what they need
  4. What’s the 3 things I can help you solve that you’d buy me a breakfast sandwich next time I’m there? If I can help with 3 things, then we’ll do business or I can send them to someone who will help better

JB: 

You mention empathy, how do people build that?

DT: 

Women are better at empathy than me.  

Women are better at life than men!

Give $10 to a man, they buy beer and get drunk.  

Give $10 to a woman they buy diapers for the whole village. Women are better listeners

Guys are taught to BS and push through, women are taught to socialize and are better

Empathy builds better alignment. You can be encouraging when you know what they’re trying to accomplish. 

“I don’t care if you buy.  What can I do to help?”

Empathy of understanding what it’s like to be in your prospects shoes. 

45:00

It’s harder to be a young adult now. When I was growing up I did so many dopey things and nobody knew about it.  It’s so hard now because everyone is judging and can see everything you’ve done.

“Once you get to be 62 you realize none of this shit matters!”

The only thing that matters is your relationships

“The secret of life is strong relationships” - Warren Buffett

Realize the more you help people, the more gratitude you have for your situation

I made the decision I want to help people because that turns me on

It used to be; have fun, make money and learn stuff. NOW what I want to do is doing that for others!

JB: More women coming into sales is so helpful and so many that helped me

DT: 

Sales has always paid women similar to men because it would be crazy not to!  There are so many women who are great in sales and HubSpot is working so hard to reflect the demographics of women we sell to.  The folks from HubSpot like Katie Burke and others are doing so much good for the universe. 

www.DanTyre.com I stole my mantra from my kid, Eli. 

JB: What should someone do as a first time sales manager?

55:00

DT:

It’s like being a new parent, there are new skills you’ve got to learn. 

You’re working with human beings

Go back to the beginning; learn about recruiting, interviewing, motivation, management, building trust, forecasting,  product, managing up/down and there is a TON of stuff you’ve got to learn. 

Sales management is the most difficult position in the company because sales people are weird.  They are numbers driven, highly emotional and all in their brain. 

In sales I always want HIGH TRUST.  How do I build trust with you? 

What kind of manager do you want me to be? → GO FIGURE IT OUT

One Minute Manager

You don’t have trust in any relationship, you don’t have squat

Got a problem. Do you have good problem definition? What’s your solution? → Go figure it out

New reps MY POTHOLE LIST - 3 things getting in your way?

Secret of life, define what you want to do and then work as hard as you want to do with people to get there. 

Links:

Dan Tyre

Inbound Organization

Dan on HubSpot Blog

LinkedIn

Twitter: @dantyre

Instagram: Dtyre1

One Minute Manager

Always Be Closing is Dead, How To Always Be Helping

How to engage sales people if they need re-engagement 

Succeed

ART OF SELLING by Tommy Hopkins

Jan 06, 2021
Getting Ready For A New Year
00:26:03

Learn from some of the best as you end the year. 

What went well for you last year?  What can you improve on?

Check out some ideas from Tim Ferris how he approaches Past Year Review

Think about what James Clear has to say about building systems of identity based habits.

Look at why Seth Godin thinks "Resolutions don't work. Habits & Systems can."

How do you approach the new year?  What do you use to be your best?

Dec 30, 2020
Chris Moore
00:40:33

Chris has been selling in the tech space for 16 years.  9 time Presidents Club award winner, 2 time Founders  club winner and an awesome human being. Listen and learn from Chris Moore!

  • Didn’t think he would be in sales
  • Played soccer at Sam Houston State - thought soccer would be the rest of his life/career
  • Started at Enterprise rent-a-car - youngest manager 
  • Coached people to be a leader, sold that damage waiver
  • Met Nicholas Holland in Houston → heading back to Nashville for a startup and $500
  • Started web agency and grew it to a nice little business
  • Went to Dell through their Sales program and learned that he LOVES sales
  • Talking to people, being in tech all got him to bounce out of bed every morning
  • Direct selling- You have full control of your destiny
  • Channel sales - You rely a bit on some go-between to help you be successful - partner enablement, teaching and business advising 
  • Mandela- “I never lose, only win or learn” 
  • People skills, good team player, be COACHABLE
  • Playing sports and being on a team helped him learn coachability
  • The best sellers know when to walk away
  • The more time we spend on the wrong fits the more that negatively impacts us
    • If people don’t show up, don’t take it seriously or won’t do any homework helps make it easier to walk away
    • The tone of the prospect, are they serious?
    • Discuss Budget, timelines and past experience early on 
  • Be honest and have integrity and it comes through in every discussion
  • Don’t take it personal! It’ll happen but it’s something to work on
  • Nick - best seller he knows and he isn’t in sales, he’s an Educator
  • Once you replace negative thoughts, with positive ones, you’ll start having positive results! - Willie Nelson
  • Bouncing back from injury, Mindset! 
  • 16 knee surgeries to-date from soccer, many periods while being down and out...struggling with “why me?”
  • Surrounding himself with positive people, they helped him realize; He Decides How He Feels!
  • If someone pours negativity - walk away
  • I want positivity poured into me at all times because that’s what I want to give to other people and continue to spread
  • Has had many tough months, quarters, 6-months, years - startup life was tough, new industry, new skills to learn
  • Waiting tables at night and sleeping on a friends couch to support himself
  • It’s a MARATHON not a sprint. Focus on the big picture vs. the small misses and the small bumps
  • Monthly business, but he looks at it as an Annual number.  A bad month, just means he puts everything into the next month.
  • Work can be stressful for a lot of folks, typically running 10-14 meetings a day. Needs to get out of work to get his mind right.  Coaching his son at soccer, spending time with family, get into some time with no distractions try to be a little bit less focused on all of the noise. Disc golf
  • Try to set the laptop down and get away from the house.  But it’s tough so especially now with covid, need to to the things outside
  • How does he get his 12 year old son to bounce back from a tough game? Son noticed positive, negative 1 or 2 then followed with a positive. Don’t just come in hot, need to be constructive and also highlight the good things. 
  • Similarities and differences between small company vs. large 
    • Small companies- nimble, quick, fast decisions, process change. Not much capital or resources
    • Large company- things move so slow
  • It all depends on the lens you want to look at it
  • There are so many things done the same way at 3,000 vs. 100,000
  • Success to Chris = Can I wake up everyday and be happy with the life that I have, the things I’ve accomplished?  Not just hitting quota, or being a coach or getting an accolade. But the things I’ve done, the way I’ve approached life
  • Loves Winning! It’s OK to lose, if you lose, you learn.
  • Did awful when he first started selling at HubSpot, “I needed that failure to fall on my face to help me learn to get back up!”
  • Favorite interview questions: Tell me about your favorite vacation
  • As a leader: Be a good listener! Don’t talk as much as you listen. Be genuinely interested in what others have to say.
  • Zig Ziglar - Secrets of Closing a sale
  • Will that leader walk to the end of the earth for me?  Lead with their heart and empathy creates somebody that you WANT to work for.
  • Brain Breese - awesome leader, genuinely cared about Chris, his family and that’s the type of person
  • 6154794235 give him a shout!
Dec 16, 2020
Cierra Steiner
00:37:35

Cierra Steiner 4+ years in SaaS sales. 1 year in brand management, CPG, and retail sales for well known brands like Hormel, ZenDesk, HubSpot.

2019 President’s Club Winner, achieved #3 rep in global revenue @ Zendesk

Dog lover, amateur comedian, cheese curd enthusiast, world traveler, & sales mental health advocate.

Quotes I try to live by every day:

𝑮𝒆𝒕 𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 𝒃𝒆𝒊𝒏𝒈 𝒖𝒏𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 - Jillian Michaels

𝒀𝒐𝒖'𝒓𝒆 𝒐𝒏𝒍𝒚 𝒄𝒐𝒏𝒇𝒊𝒏𝒆𝒅 𝒃𝒚 𝒕𝒉𝒆 𝒘𝒂𝒍𝒍𝒔 𝒚𝒐𝒖 𝒃𝒖𝒊𝒍𝒅 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 - Andrew Murphy

𝑭𝒐𝒓 𝒘𝒉𝒂𝒕 𝒊𝒕’𝒔 𝒘𝒐𝒓𝒕𝒉... 𝒊𝒕’𝒔 𝒏𝒆𝒗𝒆𝒓 𝒕𝒐𝒐 𝒍𝒂𝒕𝒆, 𝒐𝒓 𝒊𝒏 𝒎𝒚 𝒄𝒂𝒔𝒆 𝒕𝒐𝒐 𝒆𝒂𝒓𝒍𝒚, 𝒕𝒐 𝒃𝒆 𝒘𝒉𝒐𝒆𝒗𝒆𝒓 𝒚𝒐𝒖 𝒘𝒂𝒏𝒕 𝒕𝒐 𝒃𝒆 - F. Scott Fitzgerald

𝑻𝒉𝒆𝒓𝒆 𝒊𝒔 𝒏𝒐𝒕𝒉𝒊𝒏𝒈 𝒆𝒊𝒕𝒉𝒆𝒓 𝒈𝒐𝒐𝒅 𝒐𝒓 𝒃𝒂𝒅 𝒃𝒖𝒕 𝒕𝒉𝒊𝒏𝒌𝒊𝒏𝒈 𝒎𝒂𝒌𝒆𝒔 𝒊𝒕 𝒔𝒐 - Hamlet

  • Fell into sales - went to school for Business Admin because she had no clue what she wanted to do. Speciality in sales and marketing, didn’t see many entry level marketing positions
  • Liked being creative mixing art and math- thought maybe Marketing would be a career
  • Spent time as a BDR, was pretty introverted, didn’t take a lot of risks growing up, so sales was really scary for her!
  • Cold calling people was her worst nightmare, she doesn’t even like answering her own phone
  • Got outside of her comfort zone in uncomfortable situations that helped her grow, wins and losses, while learning to deal with rejection

Getting into sales broke her out of her shell 

  • Spent time trying to be a type of seller that I’m naturally not

Understand how to be yourself and make your own personality work for you in a sales process

  • The negotiation process has always been a struggle for her being, from the midwest, quiet, introverted.

How do I come into my own in sales and be who I am? And not pretend to be who someone else is

  • Sales is a grind, you have wins, you have losses. Feel great and feel horrible. It’s an emotional rollercoaster on a daily basis

My biggest enemy is my own mind. My biggest thing holding me back from being successful is myself

  • Bad month you can get down such a rabbit hole of not believing in yourself and it affects how you are on calls, on demos and drags down your own progress

Mindset, self confidence are the keys to success

  • Bounce back, reasoning with yourself as to what can happen

Remind myself that my only job today is to help somebody and do the best I can!

Go into this day and take my best attitude and effort to make sure I am doing my best to help somebody

Not focus on the number, but focus on doing your best work everyday

  • Then look at HOW you do your job.
  • First 3 years at ZenDesk did well, didn’t have much adversity, life is easy
  • Then all of the sudden hit a tough quarter and realize what might have worked in the past might not work in the future

Be willing to change, take a step back and adjust

Ask for feedback even if you’ve been there a long time

  • Be honest and see if a manager can help listen to calls, give you new insight and have humility
  • Quote to live by:

“There’s nothing either good or bad, but thinking makes it so” - Shakespeare

  •  
    • your interpretation is what will affect you
    • Somebody could come into your life with your circumstances and thinking you have the best life ever while you don’t
  • Traits of top performers- not an expert, just working at improving on these everyday
    • Consistency in your process in what you’re doing day after day
    • Confidence in themselves!

People that are consistent and continue to put the effort in even when they aren’t seeing results are the ones that win

  • Do they trust you, do they like talking to you?
  • Being confident even when you don’t know

Gotta feel good about yourself before you can help others

  • Becoming more self-aware

This year thinking about ME, how am I feeling today? What can I do to change that? What can I be proud of myself for? What are the things that I need to work on?

  • Don’t focus on just what I’m bad at
  • It’s a confidence thing
  • Check yourself before you wreck yourself

In a bad place take a pause and step back to get yourself back to a good place

  • Getting better at prospecting
  • Leadership
    • Know yourself
    • Control Yourself
    • Know Others
    • Do Something for others
  • Traditional sales culture, smile and dial pretend that everything is fine

Taboo subject in sales is mental health, does that make me look weak? What will my employer think?

It affects how you do your job

  • Appreciate managers, coworkers, companies to ask how someone is doing, care and take action based upon that
  • Care about you beyond a just the number that you brought in and see you as a full human
  • Be at a good company that understands the human aspect of things
  • Sales Mentor program - working with a solutions engineer- talking about mental health, building good habits for yourself and working on myself

Building a morning routine; going on a walk every morning, listening to a podcast, let the sun hit your face.

Colleen Hayes - Presenz

Take some time for myself, take a midday break and after work find a way to decompress

Change your hours to help you be your best self

Hate losing

Success= happiness, feel good about what you’ve done

Used to be how much $$ am I making, my car, materialistic things

Was VERY achiever driven in the past and now realizing there is more to life. Am I happy? Do I like what I do everyday? Do I love the people I’m around?

 

LinkedIn Cierra Steiner

Blog - Just Getting Gouda

Dec 09, 2020
Robert Barnes
00:38:19
  • Accidentally got into sales while working for a global PR firm
  • Had to start cold calling - didn’t even think it was sales initially
  • Moved into startup life with a Freemium sales model
  • Didn’t have much awareness about what sales was
  • Sales roles vary by industry - Manufacturing (order management & procurement), Commercial printing - Tradeshows and outreach 100’s of days per year different than Tech sales
  • Sales is changing significantly in the last 10-15 years
  • Startup vs. Scale up -> Specialization in scaling up now looking for deep over broad vs. jack of all trades “wear many hats” in startups
  • “Take what you’re good at, what you like to do and do more of that!”
  • Larger org, challenging to know what others are doing - hard to do now not being in the office around others. Call recordings have been very powerful to share ideas and best practices
    • Highlight recording of particular recordings that is indexable & searchable is so powerful to get better and improve
    • Give the rest of the group as much ownership as possible of where they want to focus their time = They are Bought-In!
    • Pick a challenge or theme you will run with for a month and then take a 60 minute meeting listen to 5-10 min chunks of call 
    • White hat/Black hat format-  highlight what went well and then also focus on constructive criticism
  • Rode in the PMC 7.5 times! - Check him out!
  • Performance is measurable against myself and others in an event similar in sports
  • Pick what motivates you in sales - is it yourself? Beating others? 
  • Know your personal bests, have that mark to reach for and work back from there
  • Setting Short, medium and long-term goals
  • Personal Finance- answer isn’t just save it all or use it all. Need to find a balance in the extremes
  • Work backward from knowing what you need to do and break it into expected time frames
  • Sales pro’s should be comfortable talking about money and should be able to plan ahead for things like cash flow
  • How do you bounce back from a tough month?
    • Work back to see what went wrong, what could have been improved?
    • Context & perspective- why did the bad month happen? What can I control?
  • Pre-covid didn’t spend much time on mental health, now realizing that he really loves being outside and doing things like walking meetings
  • Listening to more audio books
  • Read 1 book/week for all of 2019- fell a little short and trying again this year 
  • Tracks everything Maniacally! What did he read? What did he think about it? When was he reading it? Look at it in realtime and then reflect back on it
  • Just start tracking even if you don’t know what you will do with the data
  • All of his tracking is online/digital in things like Google Docs
  • Sales Data - tracks Activity as a leading indicator, can learn a lot relative to your peers, Spreadsheet of all his sales historically.
  • Focus on ASP - top performers have lower discount rates, Average Transaction is higher
  • “Is there a behavior that I can change where I don’t have to fundamentally alter my workflow to make an impact?”
  • “Top performers have a certain Go With The Flowitiveness” - a lot of people can have a big month/quarter or close a big deal but it takes a lot to sustain
    • They focus on what’s in their control and what is within the realm of reality for them to shift
    • The GSD factor & Adaptability
  • Qualities of Leaders
    • Way behind on a project and Exec VP at 8PM at night sat right down with them and got in the trenches to see them in action
    • Someone in the crow’s nest scanning the horizon to see what you need to pay attention to next - as an IC you have a relatively short-sighted view
  • Success means - Making those who believe in you look brilliant - Dharmesh Shah  Employers, managers, parents, etc.
  • Hates losing more, wants to say likes winning more but when falling asleep or restless, not dwelling on the wins, but focusing on the losses
  • "In sales you can have a pretty meaningful impact on an organization without having to do the heavy lifting. B2B business acumen can go so far if you can understand the business impact it makes on them and their organization"
  • Seeing the impact/teams can help solve for
Dec 02, 2020
Carole Mahoney
00:45:20

"There’s ROI in coaching, in training your managers on how to coach and enabling them how to do so! I haven’t seen a higher ROI from anything other than coaching."

  • Got into sales kicking and screaming
  • Grew up in a house with a used car salesman
  • Thought she could go into marketing and make sales people obsolete
  • Started her own company during recession 
  • Realized she needed to learn HOW to sell
  • Miller Heyman, SPIN, Solution Selling
  • Everybody wants to grow their business - but what does that MEAN?
  • I fell in love with sales because I changed my perception, my mindset and therefore my behaviors and results
  • My Mission is to help businesses grow and create jobs, you can’t do it if you aren’t selling
  • Can’t take marketing leads to the BANK
  • Sales reps/managers who get coaching on the job will stay longer and are happier on the job
  • Talent Retention and a culture of coaching is critical
  • Coaching in general was you only needed a coach if you were WEAK or NEEDED help or were Less than
  • High performing athletes are open to finding out what their hidden weaknesses are so they can be their absolute best
  • Change behaviors and change results
  • If you’ve never been coached yourself, you won’t know how to coach
  • Management/coaching turns into pipeline review were they tell you what you need to do next
  • Objective management group - 7% of managers are actually coaching AND have been trained how to Coach out of ~750,000 managers
  • CSO Insights 3 hours of coaching = 17% increase in quota attainment 
  • Sales managers who spend 50% of their time coaching, their team has 49% more abilities to sell!
  • There’s ROI in coaching, in training your managers on how to coach and enabling them how to do so!
  • I haven’t seen a higher ROI from anything other than coaching
  • Coaching is not just a 1 time event, it needs to be part of a regular cadence and needs to be objective and individualized to everyone
  • Not just sales coaching but Career development sales coaching - what are they trying to accomplish in 6, 12, 18 months?
  • At the top what is the expectation leadership is creating? Are they providing the resources to get this done
  • The Renaissance of Sales
  • We’re seeing the science of how people change, take behaviors and actions now come to sales to help everyone learn the lessons people had to learn the hard way
  • Sales is all about helping people make the decisions that are best for them!
  • Harvard MBA students were struggling with the same exact things most every other seller was struggling with - Not asking enough questions, making it all about themselves, talking too much
  •  Changing beliefs about what Sales is really all about makes all the aspects of e
  • Daniel Pink To Sell Is Human 7/10 have negative connotation of sales
  • Figure out our strengths, what are our hidden weaknesses
  • Do we coach to strengths or weaknesses? This is trying to pick a person apart as if they are not whole
  • Superman even has a weakness and can’t help people if he is crippled by his weakness
  • Growth Mindset
  • Take small pieces and focus on the things that help you get where you want to go
  • If you could wave a magic wand what skill would you give sellers and leaders? Self-Awareness
  • It’s a process and happens over time - personally meaningful - to her independent, self-sufficient, have freedom → now she knows what she needs that align with her values to get what she wants
  • I don’t need stuff to feel content, but I need to see the people around me happy 
  • I want to leave companies in better places than I found them!**
  • Building self-awareness - trying a lot of different things and understanding where it is you want to go and what is important to you
  • Because I was willing to get through it I was willing to take the gut punch to continually build self-awareness bit by bit every day
  • Self care in sales 
  • The more self-aware you become the more you start to take care of yourself
  • As a seller you can’t be of service to your buyers if you have all this stuff going on with you
  • As sales leaders when the pressure comes onto you how are you rolling that down to others that are there and looking to you for support 
  • To bounce back, you can only control the things you can control.  You can’t control the outcome you can only control your process. 
  • The down months is when the self-care routine is even more important
  • Morning routine to get her through the day to be set-up calm/cool for her day:
    • Noom app for health (same process she uses with sellers and sales leaders), fitbit - how good did I sleep last night, how will that impact me later in the day?, yoga routine, dog walk 
  • Detach yourself from the outcome and focus on the process that you have control over and celebrate the small wins along the way
  • If you aren’t constantly reaching out to people on a regular basis, when the time comes for them to spend you won’t be there!
  • Most people do goal setting in a Silo - become a dredge of work. Goal setting should be fun, should be light, should bring you JOY!
  • What do you want your day to day life to look like with the people closest around you in 3,6,12 months and WHY is that important to you?
  • If I were to tell you there was no way you could fail, what would you go for?
  • Have those goal setting conversations with those people that are closest to you, make it fun!
  • If you can’t have a financial or important conversation with your partner, how can you do that with your buyers?
  • If you can’t have a conversation with those closest to you about what’s meaningful to them, how can you expect to find a compelling reason for a buyer to make a change?!
  • If your sellers can’t do it for themselves, how are they going to do it with your buyers?
  • MOST important skill in the best leaders - Fierce open and growth mindset- they will own their mistakes, share their learning and address the ways others can not make the same mistakes
  • Connect with Carole on LinkedIn, Email, Unboundgrowth.com, Instagram, FB, Twitter

LINKS:

Nov 25, 2020
Caleb Buscher
00:39:56

“When your manager has an authentic, vested interest in you as a person and what you want to accomplish, it will unlock so many doors for your reps.”

  • Caleb Buscher on LinkedIn
  • Luck played a big role in his life
  • Salesforce CRM Admin as a young intern
  • Realized, Sales is where the money’s at!
  • Asking his company if they need a Sales Manager?! - Ask for the job that you want!
  • Ask myself the question WHY NOT? Vs. Why do it?
  • Build my life resume
  • Picking up the pace and process in tech - much different than traditional industries
  • 3 Things top performers do
    • Self-awareness - 95% of people think they’re self-aware but only 5-10% of people are actually aware. Most of us are lying to ourselves about lying to ourselves. 
      • Internal self awareness - goals, values, beliefs
      • External - coachability, openness, curiosity
    • Confidence - in themselves, the process and the way to do things
      • 1. Product knowledge 
      • 2. Experience- seeing it over time- call reviews
    • Creating your own unique style of selling
  • Always try and bring value to the partnership between you and your team
  • Strengthen yourself in their weaknesses
  • Get up early in the morning, even as a night owl your body can acclimate
  • How did the last day go?  What do I want to focus on today? What is my intention for the day?
  • Create space for myself in my life, 
  • “Between stimulus and response there is a space. In that space lies our freedom and our power to choose our response. In our response lies our growth and our happiness.” Victor Frankl
  • Stoicism - Meditation
  • Learn as much as possible
  • How are you reacting to missing your quota? - Look outward, blame other things, weak leads
  • Jocko Willink Extreme Ownership
  • “Put the mirror on yourself.  What happened? What went poorly? What can I learn from it?”
  • Run a reflection Report- David Goggins - AAR After Action Report 
  • Peter Drucker- Managers do things Right. Leaders Do the right thing.  Efficiency and effectiveness
  • “When your manager has an authentic vested interest in you as a person and what you want to accomplish, it  will unlock so many doors for your reps”
  • 5 Whys? To make a lot of money let’s go deeper 
  • Personal Interest and a Vision from Leaders
  • Insanely Simple- Steve Jobs - Apple
  • “Progress = Happiness” Tony Robbins
  • Success- Bob Dylan - “Success is when a man wakes up in the morning and goes to bed at night and in between does what he wants to do”
  • Happiness is a sliding scale- How can we be happy more often than not?
  • Our time on this Earth is short. EVERYDAY Is an opportunity to give your best. We don’t get this day back
  • Always think and never settle
Nov 18, 2020
Corey Beale
00:34:29

[01:52] How Corey got into sales

[04:40]. Did Corey chart into the sales operations renewal management team by luck?

[06:27] How Corey handled the fear of leaving a comfort zone and getting to a different territory

[08:21] What qualities stand out in top performers that Corey has had a chance to work with?

[09:42] Why is intellectual curiosity significant in sales, and how is Corey helping his team build intellectual curiosity?

[12:29] What does Corey do for him to show up at his best every day?

[15:08] How does Corey’s degree help him in leadership and sales?

[17:43] How do Corey and his team bounce back after a tough month or quarter?

[18:37] Corey’s goal-setting process

[20:40] What changed for Corey when he transitioned from managing sellers to sales operations teams?

[22:26] Thing Corey wishes he knew before becoming a manager

[24:23What does success mean to Corey?

[27:28] How much does Corey want his reps to achieve their targets?

[29:47] Does Corey love winning or hate losing more?

[30:33] Corey’s favorite interview question to ask people?

[32:06] What qualities has Corey seen in leaders that he looks up to and admires?

Nov 11, 2020
Sarah Posnak
00:32:21

“You have to be your best advocate, because you are an individual contributor. Your inner voice has to be strong, it has to be present and it has to say nice things to you that you actually believe.”

[02:04] How Sarah got into sales.

[06:00] Things Sarah borrows from her experience of working for the service industry

[10:58] What do top performers that Sarah has had a chance to interact with do best?

[14:17] What do people who do not do well in sales struggle with?

[15:37] How does Sarah bounce back from a tough month?

[17:32] What habits help Sarah show up at her best and perform best?

[18:40] What are some of the favorite shows that Sarah has been watching lately?

[20:13] What does success mean to Sarah?

[21:26] Does Sarah love winning or hate losing more?

[23:51] What wows Sarah about Sales?

[25:37] What qualities do great leaders that Sarah has worked with possess?

[28:33] What advice would Sarah give to women in sales or women who want to venture into sales?

Key Quotes from the Episode:

“The model of sales is actually just like a sort of perfect operating model for my personality I’ve learned over the years.”

“I am as much of myself when I sell as I am when I go about my normal day with my family and friends.”

“When we try and spend time on the things that we aren’t good at. It’s more painful.”

“You have to be your best advocate, because you are an individual contributor. Your inner voice has to be strong, it has to be present and it has to say nice things to you that you actually believe.”

“There’s something about failure to me that is actually a huge motivator.”

“Sales creates opportunities for you to really showcase those traits and qualities that don’t have as much of a place out in the real world.”

Nov 04, 2020
Nick Farr
00:31:57

[01:44] How Nick got into sales

[05:01] Why Nick is transitioning into the Brazilian Market from the American Market

[06:41] The differences in markets in the United States and Brazil

[08:33] How is the sales process in Brazil different from the United States?

[11:24] What separates top performers in sales from those who are yet to make it?

[15:20] How does Nick bounce back effectively from a tough month?

[18:50] What habits and routines help Nick show up at his best all the time?

[24:39] What lessons has Nick borrowed from some of the great leaders that he has worked with?

[27:41] What does success mean to Nick?

[28:39] Does Nick love winning or hate losing more?

[29:35] What does Nick love the most about sales?

Key Quotes from the Episode:

“I don’t think that there’s one style or one recipe for success in sales. You have some people that are super process oriented, you have people that are super technical, and you have some people that are a little bit more aggressive, and others may be good at challenging.”

“When things are going great, don’t get too high. When things are not going great, don’t get too low.”

“You have to be disciplined and self-motivated enough to do the work for you. Not for your manager, not for somebody else. You have to have self-motivation.”

“Success is finding happiness, ideally through impact. If financial success comes along with that fantastic.”

Oct 28, 2020
Brian Moseley
00:45:31

[02:40] How did Brian get into sales?

[05:22] Brian’s experience relationship selling

[12:05] How Brian evolved his goal setting and how it changed his definition of success

[15:52] What qualities has Brian seen standout for top performers?

[23:40] What makes Hub Spot’s organization culture unique?

[26:00] How can you build a personal brand?

[30:08] What changed Brian’s perspective in regards to building relationships?

[33:34] How to give and receive feedback

[37:49] How does Brian bounce back after a lousy quota?

[46:56] What is success to Brian?

[44:21] Does Brian love winning or hate losing more?

[44:31] What are some of the qualities of leaders that Brian has worked with?

Oct 22, 2020
Rachel Flowers
00:39:16
  • Rachel’s background in sales
  • The impacts of Rachel’s sports career to her sales career 
  • Rachel’s current role
  • How Rachel approaches opportunities
  • Indicators of progress
  • Building new relationships during the COVID season
  • Balancing sales and family
  • Characteristics of top performers in sales
  • How to build empathy
  • Rachel’s way of bouncing back from a lousy quota
  • Nuggets of wisdom for women who want to venture into sales
  • Rachel’s definition of success
  • Qualities of a great leader
Oct 15, 2020
Paul Rios
00:42:38

Key Milestones of the Episode:

[00:27] Getting to know our guest

[02:16] What got Paul into sales?

[12:25] Paul’s experience at HubSpot

[14:12] What fulfills Paul about what he has done in sales?

[19:42] Advice to Latinos who don’t see sales as an opportunity for them

[23:27] What does Paul say to people who think there is no future in tech?

[27:48] What does success mean to Paul?

[31:01] Core attributes of folks that excel in sales: What are the core attributes of folks that Paul has seen excel in sales?

[33:31] Qualities that standout in great leaders that Paul has had an opportunity to work with.

[36:07] What habits and routines help Paul and his team perform at their best?

 

 

Key Quotes from the Episode

“To be in a tech company, you don’t need to be an engineer, and you don’t need to have a computer science degree.”

“A lot of things in the world are solved through networking and dialogue, gaining different perspectives to your own, seeing the world from a different perspective, and from someone else’s shoes.”

“What you perceive to be a successful career or function can exist within technology.”

“The problem with Latinx or people of color trying to break into technology is that there are minimal success cases.”

“In tech, we have this ability to be able to scale; we don’t have to just be in the physical location.”

“The people who are open-minded and coachable/moldable are inevitably the most successful ones.”

 

Connect with Paul on LinkedIn

Please rate and review this episode wherever you listen!

Oct 09, 2020
Tiki Biswal
00:40:59

Key Talking Points of the Episode: 

  • Tiki’s background story
  • Lessons Tiki has learned from his past sales jobs
  • Qualities of top performers according to Tiki
  • Tiki's source of motivation
  • Characteristics than can hurt your sales performance
  • Similarities between top performers in athletes and top performers in sales
  • Mental games
  • Valor coaching program
  • Dealing with a bad quarter
  • Meaning of success to Tiki
  • The goal setting process for Tiki
  • Winning Vs. losing
  • Qualities of great leaders
  • Building self-awareness

Key Milestones of the Episode:

[02:18] How Tiki got into sales

[05:33] What lessons has Tiki continued to use from his past sales job?

[07:48] What qualities do folks who stand out in sales have?

[09:36]What motivates Tiki?

[13:52] Common challenges with folks who get into sales either new people or those that haven't cracked the code?

[16:00] What are some of the similarities between top performers in sales and top performers in athletes?

[18:07] Mental games: Who does Tiki do to keep himself motivated?

[19:59] How does Tiki coach his team?

[22:16] What does the valor coaching program entail?

[24:56] What helps Tiki bounce back to his A-game after a bad quota?

[29:23] Meaning of success to Tiki

[30:29] Tiki goal-setting process

[34:53]Does Tiki love winning or hate losing

[37:11] Qualities of great leaders

[38:57]How does Tiki build self-awareness?

Key Quotes from the Episode:

"Now I've tasted some success and I want to do it on a larger scale."

"If someone is afraid of failing fast, they will not go get those experience and they're more likely to be tentative early on, which leads to reduced output and reduced experiences of what they're doing."

"When work becomes all you're focused on, and you're all in on it. It's so easy to let your personal development and your health slide away."

"It's a powerful thing to remember the good times. It's so easy to get stuck in this negative spiral of thoughts that can make it a harder hill to climb back to get to that level of performance that you're trying for."

"Your language matters. Your thoughts matter and they impact each other. It's good to be aware of how your language is impacting the people that you're interacting with."

Connect with Tiki Biswal on LinkedIn

The Unfair Advantage: Sell With NLP

Valor Performance Coaching

Sep 24, 2020
Nick Saltzman
00:33:07

Key Talking Points of the Episode:

  • Nick’s background.
  • Has Nick borrowed any lessons from his first job into the current?
  • Change in Nick’s perception of sales. 
  • Nick’s favorite part about sales
  • Characteristics of top performers in sales
  • Aspects of people who fail in sales
  • Strategies that help Nick bounce back.
  • The power of reviewing your calls
  • Nick’s mental game to maintaining performance and success.
  • Nuggets of wisdom to better storytelling
  • What makes people buy?
  • Nick’s definition of success
  • Does Nick love winning or hate losing more?
  • Qualities of the best leaders.
  • Nick’s idol in sales.
  • What sets Nick up for success?
Sep 15, 2020
David Weinhaus
00:42:16