Peak Performance Selling
Jordan Benjamin
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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.
Available episodes
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May 26, 2023
THE RIGHT ATTRIBUTES: Learn More About Who You're Hiring with Ken Lundin, Part 2
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:
* Ken Lundin | RevHeat
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
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May 23, 2023
OWN YOUR LIFE: You Can Create The Future You Want with Ken Lundin, Part 1
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:
* Ken Lundin | RevHeat
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
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May 19, 2023
STAYING ON TOP: Authenticity and Consistency Moves with Sophie Salzman, Part 4
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:
* Sophie Salzman | HubSpot Careers
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
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May 16, 2023
GOAL SETTING: Motivate Yourself to Motivate Others with Sophie Salzman, Part 3
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:
* Sophie Salzman | HubSpot Careers
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
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May 12, 2023
DRIVE SUCCESS: Build Healthy Habits and Set Boundaries with Partners with Sophie Salzman, Part 2
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:
* Sophie Salzman | HubSpot Careers
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
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May 9, 2023
BUILDING TRUST: Strengthening Relationships with Customers and Prospects with Sophie Salzman, Part 1
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:
* Sophie Salzman | HubSpot Careers
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
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May 5, 2023
VALUE IN YOUR LEADERSHIP PLATFORM: Utilizing Human Connection as a Leader with Kelly Brooks, Part 4
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:
* Kelly Brooks | HubSpot Careers
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
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May 2, 2023
WINNING LEADERSHIP: Knowing You've Succeeded as a Leader with Kelly Brooks, Part 3
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:
* Kelly Brooks | HubSpot Careers
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
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Apr 28, 2023
BE AN EDUCATOR: Proactivity as a Leader with Kelly Brooks, Part 2
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:
* Kelly Brooks | HubSpot Careers
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
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Apr 25, 2023
PEOPLE LEADERSHIP: Finding Energy in Leadership Dynamics with Kelly Brooks, Part 1
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:
* Kelly Brooks | HubSpot Careers
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
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Apr 21, 2023
SELF-AWARENESS: Why It's Essential in Work and Life with Scott Leese, Part 4
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:
* Scott Leese | GTM United
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
* Jord…
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Apr 18, 2023
SELF-AWARENESS: Playing Through Your Strengths and Improving Weaknesses with Scott Leese, Part 3
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:
* Scott Leese | GTM United
If you’re listening to the Peak Performance Selling Podcast, please subscribe,…
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Apr 14, 2023
DISTRESSING HABITS: Scott Leese’s Best Practices in Handling Stress, Part 2
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…
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Apr 11, 2023
SURF & SALES: How Scott Leese Surfed His Way to Sales and Solopreneurship, Part 1
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 advanta…
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Apr 7, 2023
PROGRESSIVE: Routines, Progress Boards, and Servant Leadership with Jason Cutter, Part 4
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 wi…
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Apr 4, 2023
STRUGGLE NO MORE: Putting Struggles into Perspective with Jason Cutter, Part 3
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.…
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Mar 31, 2023
CUT THE GROSSNESS: Jason Cutter on Trust, Objections, and Authenticity Before Persuasion, Part 2
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…
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Mar 28, 2023
CUTTING EDGE SELLING: Relational and Analytical Combination of Selling with Jason Cutter, Part 1
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 thi…
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Mar 24, 2023
NEW DOORS: The Power and Value of Trying New Things with Brent Keltner, Part 4
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 th…
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Mar 21, 2023
TOTALLY COMMITTED: The Commitment to Dedicate Time for Skills Practice with Brent Keltner, Part 3
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.…
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Mar 17, 2023
TRUST IN ME: Sales Built on Trust and Reciprocation with Brent Keltner, Part 2
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:
* Brent Keltner | Winalytics.com
If you’re listening to the Peak Performance…
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Mar 14, 2023
TWO-WAY OR THE HIGHWAY: Integrating Authenticity and Transparency in Selling with Brent Keltner, Part 1
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-sid…
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Mar 10, 2023
BOUNCE BACK, MOVE FORWARD: How to Deal with the Bad Moments with Donald C Kelly, Part 4
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 7, 2023
FROM VISION TO FRUITION: Vision Boards, Accountabilities, and Practices with Donald C Kelly, Part 3
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 th…
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Mar 3, 2023
BREAK THE CHAIN: Breaking the Barriers of Limiting Beliefs with Donald C Kelly, Part 2
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 h…
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Feb 28, 2023
EVANGELIC: Powerful Selling with the Right Mindset with Donald C Kelly, Part 1
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…
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Feb 23, 2023
NEUROHABITS: The science of creating habits with Kevin Bailey, Part 4
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…
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Feb 21, 2023
MOODY CHEMISTRY: Physiological Composition of Emotions in Selling, with Kevin Bailey, Part 3
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 th…
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Feb 17, 2023
MEDITATE TO BE GREAT: Mental Strength And Improved Performance With Meditation with Kevin Bailey, Part 2
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…
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Feb 14, 2023
A WHOLE NEW MIND: Creating New Mindsets to Counter Stress and Burn-Out with Kevin Bailey, Part 1
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: AV…
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Feb 10, 2023
ONE TRUE PURPOSE: Success Through A Life of Giving and Serving with Rachel Shi, Part 4
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_…
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Feb 7, 2023
CUT IT OFF! Peak Performance by Curating Your Inner and Outer World With Rachel Shi, Part 3
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:…
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Feb 3, 2023
ATTITUDE OF GRATITUDE: The Power of Living in a State of Gratitude with Rachel Shi, Part 2
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…
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Jan 31, 2023
OVER THE RAINBOW: The Quest For Something More and Taking Risks with Rachel Shi, Part 1
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…
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Jan 27, 2023
OPEN UP: The Value and Importance of Vulnerability with Tim Clarke, Part 3
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…
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Jan 24, 2023
EVENTS OF OUR LIVES: Events Of Inclusivity, Grief, And Healing With Tim Clarke, Part 2
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:
* Tim Clarke | Sprout Social Inc. | S…
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Jan 20, 2023
UNCRUSHED: The Power Of Connection And Community Toward Mental Health With Tim Clarke, Part 1
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…
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Jan 17, 2023
FANOCRACY: Learning To Grow Fans The Right Way With David Meerman Scott, Part 3
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 li…
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Jan 13, 2023
OWN IT: Taking Control Of Your Life And Creating Own Opportunities with David Meerman Scott, Part 2
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:
* David Meerman Scott | Stage 2 Capital | Stage2.Capital
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
* Jordan Benjamin…
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Jan 10, 2023
GO FORTH AND MULTIPLY: A Career With Diversified Income Streams With David Meerman Scott, Part 1
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.”
You can connect with David and check out his work in the links…
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Jan 6, 2023
ATHLETE, SERVANT, LEADER: Athletic Mindset And Servant Leadership With Lori Richardson, Part 4
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 k…
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Jan 3, 2023
HIRING HER: What Sales Organizations Get Wrong About Hiring Women with Lori Richardson, Part 3
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…
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Dec 30, 2022
PREPARED TO COACH, BUILT TO LEAD: Qualities Of A Great Coach And Leader With Lori Richardson, Part 2
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 enviro…
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Dec 27, 2022
RICH WITH DATA: Sales Transformation Through Data And Best Practices With Lori Richardson, Part 1
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:
* Lori Richardson | Score More Sales | ScoreMoreSales.com
If you’re listening to the Peak Performance Selling…
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Dec 23, 2022
ANATOMY OF A LEADER: Sales Leadership Fundamentals With David Barron, Part 4
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…
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Dec 20, 2022
TEAM UP, STEP UP! How To Build A Stellar Product Team With David Barron, Part 3
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 a…
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Dec 16, 2022
WHAT IT TAKES: Being Customer Centric And Customer First As An Ideal Salesperson, Part 2
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 busin…
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Dec 13, 2022
THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1
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 thin…
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Dec 9, 2022
I’M HERE TO HELP: The Seller’s Role As Decision Coach To Buyers - Jeffrey Lipsius, Part 4
“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…
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Dec 6, 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
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…
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Dec 2, 2022
YIN-YANG: The Counterintuitive Nature Of The Inner Game - Jeffrey Lipsius, Part 2
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 sal…
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Nov 29, 2022
THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius, Part 1
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 men…
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Nov 25, 2022
Importance of Mental Health Days for Peak Performance with Jeff Riseley, Part 4
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 diffe…
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Nov 22, 2022
Battling Mental Health Problems By Building Trust In The Organization with Jeff Riseley, Part 3
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 tru…
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Nov 18, 2022
Be Child-Like In Your Gratitude with Jeff Riseley, Part 2
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 s…
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Nov 15, 2022
Stress and Anxiety Management For Sellers with Jeff Riseley, Part 1
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 th…
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Nov 11, 2022
What Good Leadership Looks Like with Nikki Ivey, Part 5
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…
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Nov 8, 2022
Democratizing Sales: How You Can Build A Genuinely Diverse Workplace Nikki Ivey, Part 4
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 objecti…
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Nov 4, 2022
'Compete With No One But Yourself' And Other Motivational Hacks With Nikki Ivey, Part 3
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 peop…
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Nov 1, 2022
Be The Leader That You Wanted To Have With Nikki Ivey, Part 2
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 t…
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Oct 28, 2022
What Would Thurgood Marshall Do: Lessons In Selling, Leadership, and Diversity with Nikki Ivey, Part 1
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…
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Oct 25, 2022
Learning From Every Lost Deal with Sam Shoolman, Part 3
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 li…
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Oct 21, 2022
Taking Real Action with Sam Shoolman, Part 2
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…
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Oct 18, 2022
‘Be Loud With Your Shortcomings’ and Other Leadership Lessons with Sam Shoolman, Part 1
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 a…
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Oct 14, 2022
What Makes A Good Leader with Johnny Occean, Part 4
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…
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Oct 11, 2022
Practical Tips for Taking Care of Your Mental Health with Johnny Occean, Part 3
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…
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Oct 7, 2022
What Separates the Best From the Rest with Johnny Occean, Part 2
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 custo…
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Oct 4, 2022
Sales Is Tough, So Be Tougher with Johnny Occean, Part 1
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 Jo…
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Sep 30, 2022
True Meaning of Success with Sean Dazet, Part 4
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 qualita…
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Sep 27, 2022
A Happy Employee Is A Better Employee with Sean Dazet, Part 3
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…
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Sep 23, 2022
Leadership Is Like Parenting: You Need To Let Them Fall with Sean Dazet, Part 2
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…
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Sep 20, 2022
Slow Down and Make Good Decisions with Sean Dazet, Part 1
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 genera…
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Sep 16, 2022
Don’t Let Hustle Culture Hustle You with Katy McFee, Part 3
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 wa…
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Sep 13, 2022
How To Be A Better Leader with Katy McFee, Part 2
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 g…
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Sep 9, 2022
Constructive Feedback is a Gift with Katy McFee, Part 1
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'…
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Sep 6, 2022
A Little Uncertainty Makes A More Exciting Journey with Dr. Carla Fowler MD, PhD - Part 3
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 ca…
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Sep 2, 2022
Don’t Be Afraid To Go Outside Of Your Comfort Zone with Dr. Carla Fowler, MD, PhD - Part 2
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 s…
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Aug 30, 2022
How To Reach Peak Performance, According to Science with Dr. Carla Fowler, MD, PhD - Part 1
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 bein…
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Aug 26, 2022
On Empathy, Beauty, and Learning with Dr. Devan Kronisch, Part 4
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'r…
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Aug 23, 2022
The Psychology of Motivation with Dr. Devan Kronisch, Part 3
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…
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Aug 19, 2022
Work Well, Not Long with Dr. Devan Kronisch, Part 2
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…
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Aug 16, 2022
What Drives Burnout And How To Address It with Dr. Devan Kronisch, Part 1
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…
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Aug 12, 2022
Losing Helps Us Learn, But Winning Propels Us with Scott Milener, Part 4
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 a…
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Aug 9, 2022
How To Give Back While Doing Business with Scott Milener Part 3
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 touch…
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Aug 5, 2022
How to Bounce Back From a Bad Quarter with Scott Milener Part 2
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 rat…
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Aug 2, 2022
Working in Sales and Loving It with Scott Milener Part 1
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 h…
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Jul 6, 2022
The 100th Episode with Jordan Benjamin
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…
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Jun 29, 2022
What Great Sales Leadership Looks Like with Kevin Dorsey
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 dif…
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Jun 22, 2022
Overcoming Adversity & Leading Sales Teams with Justin Jay Johnson
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…
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Jun 15, 2022
Leadership Lessons From Dad
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 th…
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Jun 8, 2022
How To Make Your People Feel Valued with Amy Volas
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 alw…
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Jun 1, 2022
Growth Mindset And Dealing With Imposter Syndrome with Hunter Baker
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 nee…
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May 25, 2022
Sales Leadership For Dummies with Bryan Elsesser
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'…
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May 18, 2022
Being A Giver in Sales Drives Longterm Success with Bob Burg
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 salesmanshi…
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May 11, 2022
Unlocking The Potential Of Sales Teams with Shaan Hathiramani
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…
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May 4, 2022
The Role Of Empathy In The Future Of Work with Sophie Wade
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 relationsh…
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Apr 27, 2022
Practice Makes Perfect with Jordana Zeldin & Jonathan Mahan
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…
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Apr 20, 2022
Stay True To Your Beliefs with Salman Mohiuddin
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…
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Apr 13, 2022
5 minutes to Destress and Relax to Show up @ Your Best
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!
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Apr 6, 2022
Looking Inward As A Path To Success with Marcus Chan
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 yo…
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Mar 30, 2022
Be Authentically You with Jeff Kirchick
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 t…
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Mar 23, 2022
Empowering Women in Sales And Giving Back with Samantha McKenna
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 t…
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Mar 16, 2022
Applying Emotional Intelligence In The Workplace with Orrin Webb Jr.
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 man…
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Mar 9, 2022
Developing A Growth Mindset with Tom Alaimo
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 b…
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Mar 2, 2022
Prioritizing Mental Health In Sales with Amy Hrehovcik
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 arbit…
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Feb 23, 2022
The Path To Top 1% for Women In Sales with Cynthia Barnes
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.…
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Feb 16, 2022
How to Lead SDRs with Ralph Barsi
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 the…
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Feb 9, 2022
The Mindset Of Building A Business with Jackie Hermes
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'…
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Feb 2, 2022
Useful Things To Know If You Want To Succeed In Sales with Morgan J Ingram
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…
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Jan 26, 2022
Sell Without Selling Out with Andy Paul
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…
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Jan 19, 2022
Master Your Own Mind with Gerhard Gschwandnter
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…
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Jan 12, 2022
Love The Game, Not Just The Outcome with Jake Dunlap
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…
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Jan 5, 2022
Effective Remote Sales Leadership with Adam Jay
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 make…
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Dec 30, 2021
End of Year Reflection & Meditation
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…
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Dec 22, 2021
Grit And Growth As Woman In Sales with Amelia Taylor
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.…
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Dec 15, 2021
Respect The Rest To Ace Your Sales with Kim Orlesky
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.…
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Dec 8, 2021
Building Community in Sales @ RevGenius with Jared Robin
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…
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Dec 1, 2021
Sell Remotely Using Video with Todd Hartley
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…
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Nov 24, 2021
Selling Without Sleaze with Sarah Jolley-Jarvis
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…
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Nov 17, 2021
Don’t Be a Taker — Reach Your Full Potential by Giving with Ken Lundin
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.…
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Nov 11, 2021
How to Stay #1 Sales Rep with Sophie Salzman
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 t…
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Nov 3, 2021
Apple to HubSpot, Sales Leadership with Kelly Brooks
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…
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Oct 27, 2021
Sustained Peak Performance In Sales Leadership with Scott Leese
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 abo…
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Oct 20, 2021
From Order Taker To Quota Breaker with Jason Cutter
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…
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Oct 13, 2021
Authenticity in Sales with Brent Keltner
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 o…
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Oct 6, 2021
Helping New and Struggling Sellers Close More Deals with Donald C Kelly
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 th…
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Sep 29, 2021
Using Neuroscience In Sales & Leadership with Kevin Bailey
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…
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Sep 22, 2021
Selling Around The World, Lessons in Psychology & Sales with Rachel Shi
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…
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Sep 15, 2021
Getting UNCrushed - Supporting Mental Health in Sales with Tim Clarke
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 rea…
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Sep 8, 2021
Secrets of Sales & Marketing Success In A Virtual World with David Meerman Scott
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 import…
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Sep 1, 2021
Breaking Barriers for Women in Sales with Lori Richardson
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 w…
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Aug 25, 2021
Creating Your Own Role and Learning from Product to be a Sales Leader with David Barron
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…
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Aug 20, 2021
10 Minute Meditation for Sales
Simple meditation with:
Body Scan
Gratitude
Visualization
Enjoy and let us know what you think!
Jordan@MyCoreOS.com
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Aug 11, 2021
The Inner Game of Sales with Jeffrey Lipsius
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…
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Aug 4, 2021
Improving Mental Health for Sales Teams with Jeff Riseley
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…
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Jul 28, 2021
Doing Hard Things First To Crush Sales
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 i…
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Jul 22, 2021
Improve Marketing, Sales And Customer Service with Sam Shoolman
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.
* Twitter - https://twitter.com/samshoolman
* LinkedIn - https://www.linkedin.com/in/samshoolman/
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
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Jul 14, 2021
Helping Organizations Build Resilient Teams with Johnny Occean
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.
* Email - john.occean@mequilibrium.com
* Em…
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Jul 7, 2021
Recruit Better, Hire Faster with Sean Dazet
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, De…
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Jun 30, 2021
The Intersection Of Psychology, Education, And Diversity To Help Your Sales Team Realize Their Vision with Dr. Devan Kronisch
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
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Jun 25, 2021
Book Your Meetings While Being A Force For Good with Scott Milener
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 C…
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Jun 9, 2021
Operating Like A Pro Athlete & Closing Whales with Brandon Fluharty
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…
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Jun 2, 2021
Sistas In Sales, Creating Community for Women of Color with Founder Chantel George
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.…
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May 26, 2021
Failing Forward, Lessons on Sales Leadership
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 de…
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May 19, 2021
Finding Your Passion: Helping Purpose Driven Consumers
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,…
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May 12, 2021
Building Tools To Help Sellers
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: Ho…
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May 5, 2021
The Mental Game of Prospecting & Leadership
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 hi…
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Apr 28, 2021
Lessons on Leadership From Dad
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…
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Apr 21, 2021
Alex Newmann, Startup Mentor, Founder, Newmann Consulting
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…
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Apr 14, 2021
Leslie Venetz, Founder, Sales Team Builder
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 h…
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Mar 31, 2021
Meghann Misiak, Founder, Path To President's Club
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…
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Mar 24, 2021
Paul Ross, Master Hypnotist & NLP Practitioner, Author, Speaker, Trainer
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 f…
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Mar 17, 2021
Michelle Benfer, VP Sales North America, HubSpot
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…
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Mar 10, 2021
John Judge, SVP Sales, Crayon
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 st…
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Mar 5, 2021
Paul Ashbrook PsyD, Elite Performance Coach
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…
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Feb 24, 2021
David Katz, VP Corporate Sales, HubSpot
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 Ar…
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Feb 17, 2021
Jim Speredelozzi, VP Sales, The Predictive Index
* 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 lon…
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Jan 27, 2021
Ross Nibur
“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…
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Jan 13, 2021
Matt Doyon
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 the…
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Jan 6, 2021
Dan Tyre
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!…
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Dec 30, 2020
Getting Ready For A New Year
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?
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Dec 16, 2020
Chris Moore
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 skil…
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Dec 9, 2020
Cierra Steiner
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 𝒘𝒂𝒏…
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Dec 2, 2020
Robert Barnes
* 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…
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Nov 25, 2020
Carole Mahoney
"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…
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Nov 18, 2020
Caleb Buscher
“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 ti…
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Nov 11, 2020
Corey Beale
[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…
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Nov 4, 2020
Sarah Posnak
“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 Q…
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Oct 28, 2020
Nick Farr
[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 aggres…
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Oct 22, 2020
Brian Moseley
[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?
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Oct 15, 2020
Rachel Flowers
* 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
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Oct 9, 2020
Paul Rios
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 di…
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Sep 24, 2020
Tiki Biswal
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 performe…
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Sep 15, 2020
Nick Saltzman
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?
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Sep 3, 2020
David Weinhaus
Key Milestones of the Episode:
[02:49] David's background in sales: How did he end up in sales?
[07:19]. How David transitioned from freight business into tech sales
[10:49] What has helped HubSpot scale a sales team?
[13:55] Qualities of people who transition into sales from a non-sales profession
[16:03] Is sales for everyone? Can everyone be great at sales?
[17:54]How to drive successful group coaching
[21:13] The most significant gaps that David sees in folks' skill set when they come into the program? Where do they get the most leverage from the training that David brings to the table?
[21:58] How does David help folks resist the urge to dive into the first opportunity they hear of something that they could sell into?
[24:32] The importance of questioning when it comes to sales.
[28:18] What does David to use to show up at his best day in day out? How does he remain charged up?
[33:52] How does David help people bounce back after losing a deal they thought they would wi…
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Aug 26, 2020
Bryan Mueller
Key Talking Points of the Episode:
* Bryan’s background in sales
* Bryans experience in sales training
* Some of the challenges Bryan face while training sales reps
* The impacts of sales training to Bryan’s day to day sales life
* Where do most trainers go wrong when it comes to sales?
* Situational leadership
* Essential skills for trainers to possess
* My greatest challenge in sales
* How does Bryan get himself buoyant to bounce back after a bad month, or quarter?
* Qualities of an outstanding leader
* The definition of success to Bryan
Key Milestones of the Episode:
[01:37] How did Bryan end up in sales?
[04:19] Bryan’s experience in sales training: How does he train sales reps to be as effective as possible?
[06: 17] Some of the challenges Bryan face while training salespeople
[09:03] What impact does sales training have on Bryan’s day to day activities as a seller?
[12:19] Where do most trainers go wrong when training sales reps?
[16:23] Is i…
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Aug 12, 2020
David Torres
Key Talking Point of the Episode:
* David’s background: How he turned his anxiety into a career
* The overlap between sociology and sales
* David’s definition of Empathy
* How David is building his team during this Covid period
* What does purpose mean to David?
* David’s first commission from the million-dollar club
* Qualities of top performers
* Habits that help David get better and stay afloat
* How does David handle bad times?
* Does David love winning or hate losing
* Qualities of good leaders
* David’s Lessons on Leadership from Jurgen Klopp
Key Milestones of the Episode:
01:41 David’s Background and how he got into sales
04:34 David’s first interview
07:51 The overlap between sociology and the business environment
12:02 What is empathy for David? How does David build empathy with his team?
18:12 What types of things is David trying to build with his team during these bizarre times of Covid-19?
26:03 David’s definition of purpose for…
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Jul 27, 2020
Anna Norregaard
Key Talking Points of the Episode:
* How Anna got into sales
* What does Anna enjoy most about being in sales?
* Showing up authentically
* Key qualities of top performers
* How does Anna know when she is at a harmonious balance for herself?
* What does Anna look at it terms of performance and success for herself?
* What drove Anna to work with a coach, and how has that been helpful?
* How Anna always sets herself to perform well
* How does Anna bounce back?
* The definition of success to Anna
* Does Anna love winning or hate losing?
* Qualities of the best leaders according to Anna
Key Milestones of the Episode:
[01:04] Introducing our episode’s guest
[02:01] How Anna got into sales
[03:38] What does Anna enjoy most about being in sales?
[05:54] How does Anna show up authentically?
[10:47] Key qualities of top performers
[14:07] How does Anna know when she is at a harmonious balance for herself?
[18:02] What does Anna look at it terms of performance…
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Jul 14, 2020
John Serrantino
“I have never had anything good in my sales experience come out of sitting and worrying about something I have no control over.”
Key Talking Points of the Episode:
01:49 How John got into sales and his career path.
08:15 What helped John and the company he worked for in 2008 grow aggressively during the financial crisis?
13:01 How John’s role as a support person has impacted the way he looks at sales
16:58 How does John balance sales and being honest about a product?
19:52 Mental games that have helped John be successful over the years
21:06 How does John make sure he spends time on things he can control?
26:55 The difference between top performers and those who have not made it in sales according to John
28:52 How does John maintain buoyancy after a tough time selling?
31:21 Little things that John enjoy about his job
34:25 Tips, tricks, and strategies to think about the day to day job
Quotes from the Episode:
“Everybody views the world from their own lens.”…
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Jul 8, 2020
Nicolas Hanzelik
“A Leader's job is to prepare your employees so well that they can leave and do bigger/better things, but treat them so well they don't want to leave."
In this Episode:
* [ 3:10 ] How Nic got into sales
* [ 6:15 ] About Funovation
* [ 8:30 ] Bootstrap vs. venture back startup environment
* [ 14:15 ] Qualities of a top performer
* [ 17:50 ] How to get motivated to sell
* [ 21:50 ] How to break into an industry
* [ 24:35 ] About Nic’s routines for success
* [ 29:20 ] How to bounce back after a challenging day
* [ 31:30 ] Rapid-fire questions
Quotes:
* “Is what I’m doing going to help the person that I’m speaking with. If the answer is no, then don’t waste your time beating a dead horse.”
* “How can I best utilize my time to help others?”
* “Those who continue to crush it, continue to be personable and innovative with how they can help people.”
* “It’s easy to stay motivated when I change my perspective.”
* “I’m always trying…
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Jun 26, 2020
Barrett King
Developing Passion in Sales with Barrett King
“Sales is about falling madly in love with the challenge or the problem and then finding ways to deliver a solution to your audience in a creative and dynamic way that helps them see, you're the right choice and make that decision for sure.”
Key Talking Points of the Episode
* Barrett's view on modern selling.
* The similarity between a horror movie and sales
* What is the responsibility of professionals in the client communication space?
* Barrett's career background and opening restaurants engaging with customers
* A common misconception about selling
* Why a mantra is important.
* How Barrett transitioned from restaurants to sales.
* How did Barrett join HubSpot?
* Why dynamic experience is crucial in sales
* Barrett's secret of bouncing back from tough times.
* Why Barrett loves winning
* The qualities to look for in the best leaders
Key Milestones of the Episode
[01:08] Introducing the episode's guest…
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Jun 17, 2020
6 Becca Wolf
Becoming a Great Sales Manager with Becca Wolf
"You shouldn't get into sales management if you are not willing to put a lot of focused effort on connecting emotionally with your team because the strongest teams are going to be the ones that feel that trust."
Welcome to the peak performance selling podcast, where we uncover tips, tricks, and mental strategies that top performers use in sales to help lead their teams and themselves to sustainable peak performance. Today, we get the opportunity to welcome Becca Wolf.
Becca has had a great career and journey in HubSpot. She's been a BDR and crushed it with 200 plus percent attainment as a channel account manager for three-plus years, crushing it every year, and making president's club multiple times. She then moved to manage a team of partners and specialists for a few years. Currently, she's helping drive sales productivity and enablement across our solution partner team.
_Are you ready to get inspired by Becca Wolf's journey at HubSp…
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Jun 17, 2020
5 Kathleen Rush
Welcome to the Peak Performance Selling podcast, where we uncover tips, tricks, and mental strategies that top performers use in sales to help lead their teams and themselves to sustainable peak performance. Today, we get the opportunity to welcome Kathleen Rush on the show.
Kathleen currently works as a top Channel Account Manager at HubSpot. She started her career in sales at the Boston Herald in the classifieds department. When the Herald purchased the community newspaper company, she was named publisher of parents and kids magazine and women’s business, Boston. She has a lot of great experiences that are deep in the Boston community. She became the VP of advertising and display for the Herald overseeing initiatives for print and digital. In 2018 Kathleen joined HubSpot.
_Get ready to listen in and be inspired!_
Key Talking Points of the Episode:
* How did Kathleen get into sales?
* Why did Kathleen’s dad think she would hate accounting?
* How has the sales world evolv…
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Jun 17, 2020
4 Jonathan Greenberg
Transitioning from Accounting to Sales with Jonathan Greenberg
Welcome to another great episode of the Peak Performance Selling podcast. In today’s episode, we are honored to have Jonathan Greenberg joining us.
Jonathan has a rich back background that he is going to share with us. He will also be telling us how he transitioned from accounting to sales and how he joined HubSpot.
_Listen in, learn and get inspired_.
Key Talking Points of the Episode:
* Getting to know Jonathan
* Jonathan’s transition from accounting to sales
* How does Jonathan’s experience in accounting and finance help him in accounting?
* Similar qualities that excellent salespeople possess
* Building self-awareness
* Routines that have help Jonathan remain motivated
* How does Jonathan set goals?
* How does Jonathan maintain curiosity when going about his sales business?
* What makes a great leader?
* What does success mean to Jonathan?
* Other projects that Jonathan is working on
Ke…
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Jun 17, 2020
Jake Schapiro
Everything about Sales with Jake Schapiro
Welcome to another episode of the Peak Performance Selling podcast. In today’s episode, we have Jake Schapiro joining us. He has been at HubSpot for about four years now. Since he joined HubSpot, he has traveled through a handful of different roles, he was our top BDR in the world in his first year in HubSpot and then also the number one North America channel sales rep, uh, in the second quarter of 2019.
He has been crushing it for us as well as really working internally with teams on sales strategy, our team lead program in sales panel, and a lot of other things to help drive the culture within our channel sales program. Jake and I will be talking about everything sales.
_Are you ready to get motivated and inspired? Listen in_
Key Talking Points of the Episode:
* Getting to know our guest
* How did Jake end up in sales? Was it his dream career?
* Jake’s journey at HubSpot
* The different roles Jake has had within HubSpot
* W…
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May 12, 2020
2 Jacob Carlson
We get to learn about Jacob's journey into sales and how he is able to perform year over year. A lot of great tips and takeaways here to help you level up!
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May 11, 2020
Trailer
Are you in sales looking to help yourself or your teams level up? Feel like you've spent countless hours and boatloads of $$ on sales training programs that don't get great results. Then this podcast is for you! We interview top sellers and sales leaders to understand the mental game of how they approach sales to perform at their best and get the most leverage from sales training. Join us!
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