Peak Performance Selling

WHAT IS YOUR TRUE PURPOSE? In this last round with Rachel Shi, she and Jordan talk about purpose in life. Rachel believes that her purpose is to be of service to others and that this is the purpose that the majority of people should strive for. Rachel talks about the importance of having a mindset shift and aligning your life with your purpose. She believes that this is key to achieving peak performance and to living a fulfilled life. Stay tuned until the end as Rachel shares what is success to her, only here, in the latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:RACHEL: FEELING BETTER BY HELPING OTHERS“If I'm feeling bad about something, something's not going my way, like my automatic reflex is not necessarily to kind of like, turn to something that will make me feel better a little bit like, I turned to kind of the reflex of how can I go and help someone else with something that they're going through”JORDAN: TRUE FULFILLMENT THROUGH GIVING“I think true fulfillment comes in with one of the key aspects and necessities in our lives to really feel fulfilled is by being able to give to others by knowing that there is this abundance out there in the world.”RACHEL: SUCCESS FROM MEANINGFUL CONTRIBUTION“Success to me, is the ability to contribute in a way that's meaningful to me, where I'm no longer doing anything because I have to, whether it's working at a job that I don't like, or hanging out with people that I don't want to but know that I have to. So that's success, that's freedom to me.” You can connect with Rachel and check out his work in the links below:Rachel Shi | Metadata | metadata.io 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

BE RUTHLESS AND CURATE WHAT’S AROUND YOUWhat is Rachel Shi’s secret routine to success? It’s not about the millionaire habits, it’s not about executive-level tactics, it’s about filtering the information and influences that you let yourself get impacted with. Rache shares that her one true key is to know which information is useful to you and cut off those that aren’t. She advises us all to keep our eyes off the negative news and always looks forward to the positive aspects of life. Learn more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:RACHEL: CUT IT OUT“I've just always taken the philosophy if it doesn't serve, you cut it out.”JORDAN: PERSONAL CONDITIONING“If we can condition our outside or inside world of what we see and what we take in to help us move forward to lift us up versus continually take us down, like the news cycle. I think that's such a critical, critical piece, and really, really powerful.”RACHEL: PERSONAL DEVELOPMENT BEGETS PROFESSIONAL DEVELOPMENT“If we want to bring it back to sales or your career, like to succeed in anything, like it requires that element of personal development so there's no such thing as professional development without personal development.” You can connect with Rachel and check out his work in the links below:Rachel Shi | Metadata | metadata.io 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

IT PAYS OFF TO PAY GRATITUDERachel Shi is back in another round with Jordan and today, they talk about living a life of gratitude and appreciation. The two discuss why it is important to always be grateful even when things turn south. Rachel also gives her insights about the value of self-sufficiency and self-reliance, the lessons she learned from her first job, and practicing empathy in sales which she learned from becoming a buyer herself. All these in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:RACHEL: CONSCIOUSNESS OF DEATH BRINGS A NEW PERSPECTIVE“Having a consciousness of death and having a consciousness that everyone is going to die, and again you don't know when that's going to be, humbles you, and it gives you perspective.”RACHEL: THE BRIGHTER SIDE OF ‘WHAT IF’“They always hold back because it's like, what if, what if this doesn't go right? What if I look foolish? And I always try to encourage them to reframe that what if. What if everything goes great? How powerful is that? If everything goes better than expected, and that's just a small mental shift that you can make, and it makes the world of difference.”JORDAN: WORST-CASE VS BEST-CASE SCENARIO“In most cases, our brain is going to default to the worst-case scenario. And that isn't even the most likely scenario. And so if we can say, well, what would the best case be here? To your point, like, I think there are just so many subtle little tricks that we can do with our mind to move away from our kind of predisposed negative fear-based state that we all live from.” You can connect with Rachel and check out his work in the links below:Rachel Shi | Metadata | metadata.io 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

TAKING RISKS, BREAKING BARRIERS.Rachel Shi, a Strategic Account Executive at metadata.io, joins Jordan today, as they discuss the importance of having a mindset that there’s something more out there for you. Rachel was born and raised in Australia, but decided to take her adventure in the US, found her passion in sales, and succeeded. She shares her story of how she decided to take the leap and traveled to a different country to find the career that fits her, where she can grow to what she has achieved today. Find out more about Rachel in this latest episode of Peak Performance Selling.PEAK PERFORMANCE HIGHLIGHTS:RACHEL: THERE’S MORE OUT THERE“I've always had this mentality that there's something more out there, and that's always just been at the back of my mind.”JORDAN: PEOPLE HIDE FROM NEW THINGS“I talked to so many people every day that are thinking about, Oh, should I move here, should I take this leap and do something different? And in many cases, people don't do it, they hide or it's just so much easier to do the same thing that we have been doing.”RACHEL: WHEN IMPERFECT ACTION IS PERFECT“imperfect action is the way to go. There's no such thing as a perfect time to do anything. Like I'm going to kind of like reframe this a little bit. To and that the hard decision is always the best one as well.” You can connect with Rachel and check out his work in the links below:Rachel Shi | Metadata | metadata.io 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

STRENGTH IS MADE PERFECT IN WEAKNESSWhile a lot of people have a stigma of vulnerability being a sign of weakness, but for Tim Clarke, vulnerability is something that leaders and colleagues should have alike. Tim and Jordan discuss the importance of giving room for vulnerability in the workplace and that people who are opening up should not be questioned or treated differently. In line with this, people are starting to move to jobs where they can be open about their state of mind and be listened to. Stay tuned as Tim also shares some light on the misconceptions about mental health, only here in the latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:TIM: PEOPLE WANT TO BE CARED ABOUT“People are moving. People want to work for not only a company, but we're for someone, a manager who cares about mental health. And so I think every leader on here right now should be considering, okay, what am I doing for mental health? What am I doing for vulnerability, not only to attract talent, but to retain talent as well.”TIM: VULNERABILITY SHOWS TRUTH AND CONNECTS“Vulnerability is just what opens up the door for people to see more of who we really are and to connect.”TIM: #1 MISCONCEPTION ABOUT MENTAL HEALTH“The first one that comes up to me is mental health equals mental illness, whereas mental health could equal mental wellness.” You can connect with Tim and check out his work in the links below:Tim Clarke | Sprout Social Inc. | SproutSocial.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

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. | SproutSocial.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

CONNECTED. SOBER. UNCRUSHED.It’s another peak performance day, and in this episode, Jordan welcomes Tim Clarke, currently Senior Director for Product Marketing at Sprout Social Inc. Tim is also the Co-Founder and CEO of UNCrushed.org, a platform he built to raise awareness of the many mental health challenges faced and how people have overcome them. Tim will be sharing his own struggles and how he overcame them and will discuss the power of having a community to help you in those struggles. Find out more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:TIM: FOCUS ON THE LIGHT, BUILD A COMMUNITY“We don't just focus on the darkness, we focus on the light, how have people found that path through what works for them, in the hope that we can build a community for people to connect with each other.”JORDAN: THE POWER OF COMMUNITY“I think there is so much power in community. We are tribal, as humans, and I think so frequently in sales, were taught, especially with this predominantly male workforce, to pound the chest to just push through it to continue to crush and not take any time to actually allow ourselves to step back to talk about the things that we struggle with.” You can connect with Tim and check out his work in the links below:Tim Clarke | Sprout Social Inc. | SproutSocial.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

BE HUMAN AND INFECT PEOPLE WITH YOUR PASSION AND AUTHENTICITY.David is back for one last round and in this episode, he discusses further the different ways that the portfolio theory can benefit you, and the importance of always wearing your infectious passion to influence people and grow fans along the way. Don’t miss David’s last outing on the latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:DAVID: GROW FANS WITH YOUR INFECTIOUS PASSION“When you share what you're passionate about in the world, you're much more likely to grow fans. But so many salespeople especially but there are all kinds of different business people. They are one person on LinkedIn notices for business, this is my LinkedIn, and they're another person in the rest of their life. happy-go-lucky, fun-loving. Mix those things, merge those things, show us who you are in your private life because that's what will grow fans.” You can connect with David and check out his work in the links below: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 | MyCoreOs.com | Podcast | Email | Twitter

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 | MyCoreOs.com | Podcast | Email | Twitter

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 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 | MyCoreOs.com | Podcast | Email | Twitter

ARE YOU SPORTY ENOUGH FOR SALES?Lori Richardson is back, and she discusses how athletes bring a unique mindset to sales, one that is focused on competition, winning, and improvement. In this episode, Jordan talks to Lori about the intersection of sports and sales. Richardson explains that while many companies assume that athletes make the best salespeople, this is not necessarily the case. What top athletes and top sellers have in common is the mindset piece. They both have the ability to bounce back from a tough week and move forward with supportive beliefs. All these and more, in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:LORI: THE ATHLETIC MINDSET IN SALES“What top athletes and top sellers have in common is the mindset piece. You know, the idea that if you had a game on Friday night, and you lost, you can't come in to Saturday's game thinking you're gonna lose again, you come into Saturday, fresh, ready to go. Same thing with sales, you know, you had a tough week, last week, great, it's gone, it's over, walk in the door, it's all new.”LORI: LEADERSHIP IS NOT ABOUT YOU, IT’S ABOUT THEM“It's really important that you know, what type of a leader you are, and if it is just for the job, and to help someone do that, then do that really, really well. But learn what servant leadership is so that it's not all about you, it's about them.” You can connect with Lori and check out his work in the links below:Lori Richardson | Score More Sales | ScoreMoreSales.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

ARE YOU HIRING WOMEN FOR THE SAKE OF DIVERSITY?In this episode, Lori Richardson discusses what organizations are getting wrong about bringing more women into the sales force. She talks about the importance of making women feel included and welcomed, and how this is key to retaining them in the sales force.Stay tuned as Lori and Jordan also talk about the importance of listening and learning, goal setting in sales, personal accountability, and the She Sells Summit. Find out more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:LORI: DIVERSITY IN THE ORGANIZATION“Building inclusive sales teams, it's inclusive in so many ways. It's its age now, its ability wise, there are so many different ways we can add powerful members to our team who have different backgrounds, and we do, and make it a better team and make it reflect who our buyers are, and what our buyers look like and what they think is important. And that's an important point in choosing who to do business with anymore. It's becoming one of those things that people are seriously evaluating.”LORI: TOP PERFORMERS WRITE AND TRACK GOALS“The top salespeople write down goals, they have a process to track them, and a system to incorporate it so that it doesn't mean that if you suddenly write goals, you're going to be a top salesperson. But those are some of the traits that the top sellers and most elite salespeople exhibit.” You can connect with Lori and check out his work in the links below:Lori Richardson | Score More Sales | ScoreMoreSales.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

YOU HAVE TO BE PREPARED TO COACH, EAGER TO MANAGE, AND WILLING TO TAKE RESPONSIBILITYIn this episode, Lori Richardson discusses the different qualities of good coaches and sales managers. She explains that the best coaches spend up to 50% of their time coaching and motivating their teams. She also talks about the importance of setting clear goals and objectives and creating a positive and supportive environment. PEAK PERFORMANCE HIGHLIGHTS:LORI: BE WILLING TO LEAD, BE READY TO TAKE RESPONSIBILITY“Desire is like one of the top things, you have to be willing to be the leader to manage no matter what, and be committed to it, and to take responsibility, and so you set an example for your reps, so then they take responsibility because that's another really important thing in sales.”JORDAN: IMPORTANCE OF A GROWTH MINDSET“Having a growth mindset and being in sales is just such a great combination because we're dealing with people or human beings in an ever-changing environment.” You can connect with Lori and check out his work in the links below:Lori Richardson | Score More Sales | ScoreMoreSales.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

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 Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

WHAT DOES IT TAKE TO BE A LEADER?It’s the 4th and final installment of David Barron’s series. In this episode, David talks about the fundamentals of leadership such as what’s his biggest failure, what traits should a leader have, what is success for him, and many more. Tune in to find out more about David’s insights in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:DAVID: BIGGEST FAILURE?“I've had people ask me, like, what's your biggest failure? And like, I honestly can't remember them because I don't think in those terms, I think of input to output, and was the output something positive or negative? And if it was negative, what is the way to fix this the next time I have this in this input to change that.”DAVID: TRAITS OF A LEADER“As I become a leader at HubSpot, I realized how vital it is to just like, keep pounding the table on the strategy and the mission and the strategy and the mission, and this is what we're doing, and this is how we focus around that. Because I think that's really how you get folks to buy in.”DAVID: WHAT IS SUCCESS?“The context I guess I would give is like, I like being super uncomfortable. And learning and doing new things. And so for me, like, that's kind of my passion. And like, what gives me energy and Success for me is like, getting into places or parts of the organization that are outside of my comfort zone and like making that project successful.” Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!Part 1 - THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1Part 2 - WHAT IT TAKES: Being Customer Centric And Customer First As An Ideal Salesperson, Part 2Part 3 - TEAM UP, STEP UP! How To Build A Stellar Product Team With David Barron, Part 3 You can connect with David and check out his work in the links below:David Barron | HubSpot | HubSpot.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

HOW DO YOU BUILD A STELLAR PRODUCT TEAM?Today in Peak Performance Selling, David Barron is back for Round 3.In this 3rd installment, David talks about the importance of properly training your team, from fixing common misconceptions about selling organizations to the culture regarding communication between product and sales teams, and how to take feedback and make it a resource in development. PEAK PERFORMANCE HIGHLIGHTS:DAVID: PRODUCT AND SALES COMMUNICATION SHOULD BE PART OF THE CULTURE“I think the big caveat is like, what is the culture of the product organization, I've certainly worked at places where like, it was not a part of the culture for the product team to talk to sales. I think that's a huge miss.”DAVID: FEEDBACK SHOULD BE CUSTOMER FIRST“I think we do a really good job of that at HubSpot, and I think it's really important just if you're going to pass that feedback, do it customer first.” Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1WHAT IT TAKES: Being Customer Centric And Customer First As An Ideal Salesperson, Part 2 You can connect with David and check out his work in the links below:David Barron | HubSpot | HubSpot.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

WHAT DOES IT TAKE TO BE THE IDEAL SALES PERSON?Do you have to be perfect? NO. In this episode, listen well to David Barron as he discusses that being the ideal seller is not about your tools and materials, it’s about being customer-centric and customer-first. Find out more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JORDAN: IT’S ALL ABOUT THE CUSTOMER“Be customer-centric and customer first, I think are really the keys of any successful seller and really any successful sales organization over the long run as we move through today's day and age of selling.”DAVID: THE COOLEST THING ABOUT BEING A SELLER“One of the really cool things about being a seller is that you get to talk to people running a myriad of different businesses, and so over the course of my career basically like, you know, obviously, I'm trying to solve problems for the buyer, I'm trying to get to know them, but I'm also trying to get to understand how their business operates.” Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1 You can connect with David and check out his work in the links below:David Barron | HubSpot | HubSpot.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

ALL IT TAKES IS ONE STEP, AND YOU’RE GOOD TO GOWelcome to another episode, and today we will be starting another series, in which we will be welcoming David Barron, who is currently the Global Director for Sales for HubSpot. In this first installment, David will be sharing his experience of what made him take a leap from working in Pharma to selling in Tech. Take a leap and find out more about David in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:DAVID: RESILIENCY, FROM PHARMA TO TECH“I think the biggest thing that still translates today for me is just like resiliency, what I'll tell you is cold calling in person is a lot harder than cold calling on the phone or sending cold emails, like totally different when you walk into a place five or six times over two weeks, and you just like can't get through to the receptionist, and you just get shut down in person, that feeling is a lot worse.”DAVID: TAKING THE LEAP INTO TECH SALES“I think the one thing that certainly helped me that, at least from my sales career was always just like, customer first and listening and helping first mentality.” You can connect with Jeffrey and check out his work in the links below:David Barron | HubSpot | HubSpot.com If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

“LOOKS LIKE YOU NEED SOME HELP”It’s our final round with Jeffrey Lipsius and we are set to close this series with great insight. Jeffrey discusses the importance of taking the role of a coach as a seller, a coach helping buyers come up with the best decision. Make sure to tune in until the end of the episode as Jeff will be sharing his own definition of success, only here in the latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JEFFREY: The seller is the buyer’s decision coach“ A salesperson is a customer's decision coach, and the salesperson is talking to a customer if that customer has self-doubt, that's the first thing the salesperson has to deal with, are you going to get a lower quality decision”JEFFREY: Success is a feeling, YOU are a success.“Success is a feeling. You feel successful, regardless of external circumstances, and it could mean, we were a success. When we took our first breath, we became very successful, that was the most successful thing we did is take the first breath and do our first Wan. After that, everything is secondary.” You can connect with Jeffrey and check out his work in the links below:Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point Don’t miss Parts 1 to 3 of this amazing series and watch out for the next ones!THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius Part 1YIN-YANG: The Counterintuitive Nature Of The Inner Game - Jeffrey Lipsius, Part 2THE GOOD, THE BAD, AND THE BUYER: The Inner Game Of Bad Sales Periods And The Customer’s State Of Mind - Jeffrey Lipsius, Part 3 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

BAD COULD BE GOOD.IT’S THE CUSTOMER, NOT THE SELLER.Jeffrey Lipsius is back for the 3rd part of this insightful series about the Inner Game of sales. In this episode, Jeffrey talks about how a bad sales month or quarter can actually be a catalyst for something good such as becoming a become salesperson. We will also be looking into the thought of understanding the inner state of mind of the customer and not the seller. All these exciting topics, only here, in the latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JEFFREY: Why a bad month or quarter is not so bad at all“My suggestion is it's back to the same reframe. Instead of how much did I sell or not sell in that quarter? How much did I learn in that quarter? Because you might not have had a great quarter, but it might have made you a much better salesperson.”JEFFREY: Look into the customer’s state of mind“One of the important things to do is changed the salesperson's orientation, the awareness from outer to inner, and when I say inner, I'm not talking about the salesperson's state of mind, I'm talking about the customer's state of mind.” You can connect with Jeffrey and check out his work in the links below:Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point Don’t miss Parts 1 & 2 of this amazing series and watch out for the next ones!THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius Part 1YIN-YANG: The Counterintuitive Nature Of The Inner Game - Jeffrey Lipsius, Part 2 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

SOMETIMES, EVERYTHING IS OUT OF CONTROL. RELAX, IT’S NATURAL.Jeffrey is back in this 2nd installment of his series with Jordan and together they will discuss the counterintuitive nature of the inner game, how it actually works, and how you can take control when everything is out of your control. Jeffrey relates this in sales where sellers don’t really have control, the customers do, so tune in and learn from Jeffrey where can sellers take control in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JEFFREY: Customer decisions are uncontrollable“Productivity numbers are really measuring the customer's buying performance, not the salesperson's selling performance. Salespeople can't control the customers thinking and the customers’ decision process, they don't even know what's going on between their customers’ ears, you know the gears are turning in that customer decision process.”JEFFREY: Be a learner, not a teacher“What can the salesperson control? Well, the salesperson can control what they learn from the interaction, and getting back to watching the seams of the ball, getting back to the salesperson's level of customer awareness, what's the value of gaining customer awareness? It’s learning. So if the salesperson assumes the role of the learner rather than the teacher, they can't lose. Because you can always learn from every situation.” You can connect with Jeffrey and check out his work in the links below:Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point Don’t miss Part 1 of this amazing series and watch out for the next ones!THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius Part 1https://peak-performance-selling.simplecast.com/episodes/the-game-insider-the-basics-of-the-inner-game-jeffrey-lipsius-part-1 If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

MORE THAN MEETS THE EYELet’s all welcome Jeffrey Lipsius, Director of The Inner Game School of Sales Leadership, to kick off another 4-part series here in the Peak Performance Selling Podcast, and in this episode, we will be discussing with Jeffrey the basics of The Inner Game, where everyone has to find their internal environment and keep it intact. Tune in and learn more, only here in the Peak Performance Selling Podcast. PEAK PERFORMANCE HIGHLIGHTS:JEFFREY: Peak performance is counterintuitive"Peak performance is counterintuitive. In that, by very definition, you're performing beyond expectations, so if you have expectations, by definition, you won't achieve peak performance, so you can perform, and this is where ego comes in because people in the selling profession want to be able to say, Oh, I was responsible for the success, I really tried, and I got what I tried for. Well, if you tried for it you're not going to have peak performance.”JEFFREY: How to maintain mental health"It's a matter of really having a commitment to the internal world, our internal environment, and the understanding that how we get to know ourselves on the inside, our inner self-awareness is really the driver to our performance and to how we externally appeared in the outside world.” You can connect with Jeffrey and check out his work in the links below:Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

Jeff Riseley is back in this 4th and final installment of his series. In this episode, Jeff and Jordan discuss the importance of mental health days and taking time off to support employees' mental health. They talk about how companies can improve in this area and how sellers can use these days to their advantage. PEAK PERFORMANCE HIGHLIGHTS:JEFF: Have a deep understanding of your “why”"You need that deep understanding that you have to have a really strong company vision and deep connection with your work to make work more meaningful. So the why behind why it's important to start showing up your best self and use this time to rest to come back, do some of these more challenging things to come back the next week when you're feeling better so that you can perform your best…”JEFF: How companies can treat their employees better"I think the biggest piece is like, we need to start building recovery metrics on a daily basis, we have to kind of start understanding the difference in terms of how stress works, because like we talked about earlier, our brain is not built to hunt, hunt, hunt then stop, it just isn't, there need to be recovery periods built in.” You can connect with Jeff and check out his work in the links below:Jeff Riseley | SalesHealthAlliance.com Don’t miss out on the previous episodes of this amazing series with Jeff:Part 1: Stress and Anxiety Management For SellersPart 2: Be Child-Like In Your GratitudePart 3: Battling Mental Health Problems By Building Trust In The Organization 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

Jeff Riseley is back and he discusses the importance of trust in sales teams and how companies can improve their mental health and performance. He also talks about some of the challenges that companies face in terms of effective mental health and how to overcome them. Jeff also discusses how the brain is naturally built to be on guard, and how this affects the way sales is structured. HIGHLIGHTS:JEFF: His mission to help people experience mental health problems"If I can help that one person who might not be sleeping, or dealing with a panic attack, panic attack, or even give just one person a little bit of hope, my attention is all focused on serving them. So I'm lucky that I get to do this on a daily basis, and I genuinely get a lot of motivation from helping people pass that.”JEFF: The importance of trust in sales and organizations"It's only when we're in environments and we're in situations when we can drop that guard to feel safe, and it really comes down to do I trust the people that I'm working with on a daily basis to have them have my best interests at heart. Because only when we're in a trusting situation. Well, that middle part of the brain that's on guard, shut down and say here creativity and logic, go do your amazing things like close up a big deal or learn that objection handle or do all of these cool things that we need to do as humans to thrive.” You can connect with Jeff and check out his work in the links below:Sales Health Alliance Website: https://saleshealthalliance.com/LinkedIn - http://linkedin.com/in/jeffriseley/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSIs 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 QUOTESJeff on the dangers of letting technology drive you: "The technology that we surround ourselves each day, it loves when we're not thinking logically. And it loves when we're in react mode. Because when we're in react mode and we're feeling emotional, we're going to turn to things like social media and our devices to try and replace that void that we're feeling." Jeff on neuroplasticity and gratitude: "You can literally strengthen muscles in your brain and change how our brain is operating by executing on things like gratitude, which is huge. So the more you kind of go back and reflect and focus on the positive things taking place that may have been overshadowed by a massive deal falling through, or getting stuck in traffic, or that person cutting you off in the street. The more you go back and reflect on those things, the more your brain learns how to direct attention and become focused on those things moving forward." You can connect with Jeff and check out his work in the links below:Sales Health Alliance Website: https://saleshealthalliance.com/LinkedIn - http://linkedin.com/in/jeffriseley/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSSurviving (but not thriving) in a sink-or-swim sales environmentTesticular cancer diagnosis and other life-changing events Salespeople are basically 'Corporate Athletes' How to manage anxiety and stress in a productive way QUOTESJeff on his struggle with mental health as a new seller: "Going to therapy 10 years ago was still highly stigmatized, that's really where I had to make this choice where I was like, I had found this career that I really enjoyed, the learning, the growth, the money you could make, the camaraderie, the rush you get when you close a big deal. But if I wanted to stay in this career, I needed to figure out a way to make myself more resilient."Jeff's idea that inspired him to start the Sales Health Alliance: "They [salespeople] are not really employees. They're really corporate athletes. So [it's]how do we really start teaching them the ways to navigate stressors in sales in a mentally healthy way to start an upward spiral, instead of a downward spiral by giving them the pads and the helmets they need to play a contact sport." You can connect with Jeff and check out his work in the links below:Sales Health Alliance Website: https://saleshealthalliance.com/LinkedIn - http://linkedin.com/in/jeffriseley/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSGood leaders are not afraid of a little vulnerabilityPeople appreciate being treated like mature adultsSuccess is all about consistency QUOTESWhy leaders need to demonstrate vulnerability to their employees, says Nikki: "It's important for a leader to be able to show -- and I'm not saying you have to sob to your employees, but some glimmer of 'I am human. I am not infallible. And so, I will treat you like you must be infallible.'"Nikki on having a leader who gives honest feedback: "Somebody who will tell me exactly what I'm doing wrong in a way that does not seek to coddle me or protect my feelings at all. I feel extremely disrespected if I can tell that someone is trying not to hurt my feelings. That feels like you didn't think I was strong enough to handle the facts of the situation."Nikki's view of success: "Success is consistently executing the activities I said I was going to execute on in order to get to the big goal. If the big goal doesn't happen, and I did everything I said I was going to do at an elite level, I'm successful." You can connect with Nikki in the links below:Sales for the Culture Website: https://salesfortheculture.com/SDRDefenders Website: https://www.sdrdefenders.com/LinkedIn - https://www.linkedin.com/in/nikki-ivey/Instagram - https://www.instagram.com/knownikkiivey/​​Twitter - https://twitter.com/knownikkiivey 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSDon'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 musicRemind yourself that you've done this so many times beforeDemocratizing the sales profession QUOTESWhy surviving every day is a struggle, but we do it anyway says Jordan: "Our brain is constantly telling us that we don't have the knowledge [and] the skills, we're not good enough, whatever it might be. And so it takes active creation to factor it in your day, to know that you're gonna get beat up, to know that you're gonna struggle and to put yourself in your best position to win the morning."Nikki on how you can combat any curveball or objection thrown your way: "This is about how the brain works. This is about preparedness. Without the sheet music in front of you, if any little piece of doubt or uncertainty creeps up, you might freak out. But if you have factored that in, and then taken steps by putting the next steps right in front of yourself, then you're less likely to stay off track."Nikki on how you can help 'democratize' the sales profession: "Even if you can't solve the problem of getting more people from different backgrounds on your team, you can certainly start taking steps to make the environment more welcoming for the people that you do have and for the ones that you're trying to recruit." You can connect with Nikki in the links below:Sales for the Culture Website: https://salesfortheculture.com/SDRDefenders Website: https://www.sdrdefenders.com/LinkedIn - https://www.linkedin.com/in/nikki-ivey/Instagram - https://www.instagram.com/knownikkiivey/​​Twitter - https://twitter.com/knownikkiivey 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSChart your moods and be aware of any trendsDon't wait for motivation to come, because it likely won'tSet yourself up for success by setting small goalsTrain your brain by making it get used to the feeling of successFocus on your own personal journeyHow to bounce back from failure QUOTESNikki on creating your own motivation: "Do a thing that helps me feel successful. Do a thing that gives me a sense of accomplishment and that is where the motivation comes from. So it's the other way around. Not the motivation breeds success, the success breeds the motivation."Nikki's advice for people looking to enhance their talents: "I have these gifts, I have these skills. That's just gotta take off like a rocket ship anywhere, doesn't it? No. I have to take off like a rocket ship. And I have to do it everyday. And that's just the way it is."You can connect with Nikki in the links below:Sales for the Culture Website: https://salesfortheculture.com/SDRDefenders Website: https://www.sdrdefenders.com/LinkedIn - https://www.linkedin.com/in/nikki-ivey/Instagram - https://www.instagram.com/knownikkiivey/​​Twitter - https://twitter.com/knownikkiivey 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSEarly childhood and growing up as a military kidTwo different experiences with diversityNo one figures out how to deal with culture and gender issues easilyPrioritize your performance over everything elseBe the leader that you wanted to have in the workplace QUOTESNikki on the complexities of dealing with racial and gender issues in the workplace: "I don't think you figure it out one time. I don't think you make one big sweeping decision on how you're going to handle yourself in those situations. Because there is a pretty significant emotional element to it, at least there was for me. Meaning, in some cases, it felt safer, for lack of a better term to just keep my head down, do the work, not talk about, not think about, or let myself even feel about what it meant to be the only [black woman] in that building." Nikki's recommendation for people dealing with culture issues in the workplace: "Bear in mind that it still matters whether or not you do the job better than the person next to you. These culture issues for now can be kind of fixed. What you have the most control over is your performance. Prioritize that over everything."Nikki on being the leader that you wanted to have: "If you don't feel a leader in the place that you wanted to go, it's because there wasn't anybody in the pipeline to become that leader. But the math of that means, if you just go one step back from the role that you are looking up to, the pipeline is you." You can connect with Nikki in the links below:Sales for the Culture Website: https://salesfortheculture.com/SDRDefenders Website: https://www.sdrdefenders.com/LinkedIn - https://www.linkedin.com/in/nikki-ivey/Instagram - https://www.instagram.com/knownikkiivey/​​Twitter - https://twitter.com/knownikkiivey 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSHow Nikki landed her first sales jobStudying communication and applying it to salesFrom car sales to tech salesLessons learned from Thurgood Marshall QUOTESWhy Nikki stopped selling cars: "Culturally though, in terms of the working conditions in the environment in each of the car sales and retail sales environments that I was in, it wasn't the most conducive to mental health. It wasn't the most conducive to having a family, which I do. So I had to figure something else out. And that's another reason why I decided to go back to school."What Nikki learned once she got hired at OutboundEngine: "I got to see great leadership up close, and I got to find parts of myself that either were holding me back or could stand to be developed even bigger to take me forward."What Nikki learned about selling ideas, from Thurgood Marshall: "You didn't do it because you know, they already agreed with you when you were preaching to a choir. You did it because you articulated the value in changing. You help them see the danger in not changing and what they could gain from changing. Essentially. That's what I saw Thurgood Marshall doing in the way that he argued cases and the way that he approached his job. And for him, the stakes were really high. It's important to get those ideas sold." You can connect with Nikki in the links below:Sales for the Culture Website: https://salesfortheculture.com/SDRDefenders Website: https://www.sdrdefenders.com/LinkedIn - https://www.linkedin.com/in/nikki-ivey/Instagram - https://www.instagram.com/knownikkiivey/​​Twitter - https://twitter.com/knownikkiivey 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSSet achievable goals by starting small How to bounce back from a tough month or quarterMake people look forward to their interactions with you Sam's favorite interview questionsWhat Sam's idea of personal success looks like QUOTESSam on the importance of setting achievable goals: "Meet someone where they're at, and make it something they can actually do. Because then they'll actually try for it. And have a foundation they can build on to do more down the road. Some people shy away or scare from setting goals that don't seem aggressive enough. But like, if you're coming from nothing right now, then anything is something."Sam's tips for helping managers bounce back from a tough month or quarter: "There's learning from every failure and every lost deal. And if we're accounting for that, we're able to say, 'okay, so here are the five things that I'm focused on doing differently this quarter. This week, how can I support you with that? How are we tracking it? Make it a smart goal. Make it specific, measurable, actionable, [realistic], and time-bound. That's all really important.'"Sam's idea of personal success: "Success would be that I'm raising a family and contributing to a community where I live and where I work that's leaving it better than it was, and using my skill sets to do that. I have a platform, and I shouldn't be wasting it with silence on important topics." You can connect with Sam in the link below:LinkedIn - https://www.linkedin.com/in/samshoolman/Twitter - https://twitter.com/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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSGenuine empathy and allyship requires a genuine connectionGo beyond tokenization and start taking real actionStrategies for maintaining physical and mental health fitness QUOTESSam's question for leaders who struggle with diversification at work: "For organizations or leaders who really struggle with it, I would probably ask how many people in your network are you spending time with on a daily, weekly, monthly basis, and what's the environment where you're having these interactions? Because it has to start there."Sam on the need to maintain both physical and mental health fitness: "I don't think you can have a great mindset or mental health at work if you don't have physical health, or if it's not at least a work in progress for you. It's not about who's skinnier, who's stronger. But I think working on strength and working on physical fitness is usually important." You can connect with Sam in the link below: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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSHow 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 repNobody has everything figured outGet loud about your shortcomings QUOTESWhy the ability to add value is essential with all cultures, says Sam: "No matter the culture, you have to be able to add value from very early on in conversation. Have insights that you're presenting and an opinion of what they're doing wrong or what they could be doing better. And that is global."Sam on the lessons that he needed to learn as he took on leadership roles: "I think that I was independent and autonomous for a long time as a rep. And when you move into leadership you need to work cross-functionally with others. Your managers, they are your peers in a big way and you learn from them and I think that's humbling and it makes you vulnerable but it's really important." You can connect with Sam in the link below: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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSHow do you know a good leader when you see one?Show up as humans first, professionals secondLove of winning vs hate of losingPeople generally don't take time to be at their best QUOTESWhat good leadership looks like, says Johnny: "They're confident. They believe in the organization. They believe in the shared goal that you both have. Your success is their success. When they're tied to your success and genuinely believe in the end goal, I think that's when you're gonna see the best manager." Why you should strive to be at your best as much as you can, says Johnny: "If you're 50%, then the best you can give someone else is 50%. That's not gonna serve anybody. I think of the NBA, for example. The center for the Lakers, Davis, he had a groin energy when they put him out there, I think in like game six. And he got hurt. He wasn't a hundred percent. He gave a hundred percent of 25%. And that got him nowhere, it didn't help the team." Connect with Johnny in the link below:LinkedIn - https://www.linkedin.com/in/john-occean/Email (business) - [email protected] (personal) - [email protected] 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSManagement can do a lot improve employee mental health Avoid WebMD and listen to your parents Don't be afraid to seek professional mental helpIt's okay to not be okay, but work on being better Everyone has bad days; just work harderLows always precede the highs Leaders are measured by their team's performance QUOTESJohnny on how parental advice can help you navigate uncertain times: "I'm 33 years old. My parents went through similar challenges. They went through economic downturns. They went through a lot of big world issues that we, younger folks, haven't gone through. So how do you navigate that? How do you deal with that mentally? I kind of lean on them and hear their stories." Johnny's advice for people experiencing mental health challenges: "I think you just have to start. You have to understand that it's okay to not be okay. But what's not okay is to not do anything about it."How management can impact team performance: "I really think that your employee's performance or your team's performance is a reflection of the person that's managing them. Because a lot of the stress and a lot of the challenges that you might have can trickle down."Connect with Johnny in the link below:LinkedIn - https://www.linkedin.com/in/john-occean/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSWhat the best sellers have in commonAlways think of what your customer cares about Sellers need to be problem solversTop performers are passionate at what they do When all else fails, go back to your why QUOTESJohnny on what makes a successful seller: "It really falls on the individual to do everything they can to immerse themselves in their market and get to know it as best they can because that's how you're gonna bring value to the person you're speaking with, to your customers."Johnny on helping customers first: "All the top performers I've ever worked with are very much so focused on solving problems. If it's your solution, great. If it's not, that's okay too. At least, let them know that and point them in a better direction and help them understand more about their problem."What Johnny learned from his immigrant parents: "I learned a lot about work ethic and what working hard really is. What bouncing back from a lot of different adversity and a different time really is. And I use that as a good reminder to kind of pick it up a bit and keep going when I think I can't really do it anymore." Connect with Johnny in the link below:LinkedIn - https://www.linkedin.com/in/john-occean/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSFrom sales to accounting and finance, then back againGoing to the gym and getting into tech sales Sales is tough, so toughen up Consider the Law of Averages QUOTESJohnny on what makes sales difficult: "It's a tough game. Sales isn't easy. You're asked to take a lot of NOs. But there are some companies that will ask you to make a hundred dials a day in hopes to get 5 to 10 people. That's 90 NOs, that's 90 doors in your face. It takes a lot to keep moving forward from that." Why you need to push through rejection, says Johnny: "You might feel like you're going through a low, but I always believe in the law of averages. You're going to go through a low, [but] a high is coming. It might take a little while to get there, but I know it's coming." You can connect with Johnny in the link below:LinkedIn - https://www.linkedin.com/in/john-occean/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSBlock 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 QUOTESSean on what a good job done looks like: "A great job is achieving goals. A great job is getting the most you can of opportunities set in front of you."Sean on looking beyond numbers when evaluating success: "It's not always as simple as the numbers in front of you, which is one of the challenges of effective leadership. Your numbers don't always tell the story. There's a lot of qualitative things within the team that matter."Sean's idea of what true success looks like: "Success is not just about me. Success is about the company. It's about the team, the individuals collectively succeeding. True success is when I look around the table and everything feels good about what we did. It's ultimately about being happy." You can connect with Sean in the link below:LinkedIn - https://www.linkedin.com/in/sdazet/Website - https://www.jazzhr.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSWorking remotely vs face-to-face in the officeBe intentional in reaching out for conversationsDon't neglect your physical fitnessMaintain your boundaries: know when to stop working QUOTESJordan on how working remotely has changed the way people do work: "So many people had to move their lives, leave their families, leave their loved ones and the things that they loved to do to give it all up for a job. Which for me, it was transformational. I had no interest in moving to Boston but it was an awesome experience for me that I would never give up or give back to the world. Now in this new day and age, people can find so much more enjoyment and pleasure and success in whatever it is that fills them up, by being able to work from wherever they are.".Sean on keeping your boundaries and prioritizing yourself over work: "If you take a day off, take a day off. Do not check your email. If you are working all day and you decide to stop at 5:15, or 4:30, or whatever, right? Stop. Don't go back to it. Don't decide you're gonna work at 9 o'clock at night. Because nothing we're doing is that critical. I don't mean to take away from the importance of the work that we all do, but we're not curing cancer or saving babies here."Sean on why employees need to be working in a stress-free environment as much as possible: "If you're happy, if you're relaxed, if you feel like your life is in order, you are going to be a much more effective employee." You can connect with Sean in the link below:LinkedIn - https://www.linkedin.com/in/sdazet/Website - https://www.jazzhr.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSImposter syndrome comes from undue perfectionismDo things one thing at a timePoint people to the right direction but back off a littleSales leadership is a delicate balancing actA leader's loyalty is to the company as a wholeThe needs of the many outweigh the needs of the fewBe clear and consistent in communicating your goals QUOTESSean on fixing problems one thing at a time: "This is something I've had to work on myself as a leader, which is not giving my direct reports a thousand things to fix at once. Ultimately, people can't handle that. If I tell you to do 10 things, you're not going to fix them all. If I tell you to do one thing and I tell you to do that one thing for one month straight, you're probably gonna fix it."Sean's biggest struggle in leadership: "The burden of leadership is you have to hold people accountable to what they're obligated to do. Your loyalty as a leader is actually to the company, not to the individuals and that's the hardest thing I probably struggle with, moving into leadership." You can connect with Sean in the link below:LinkedIn - https://www.linkedin.com/in/sdazet/Website - https://www.jazzhr.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSA salesman at 6 and other early sales career storiesA brief respite from sales before joining HubspotBe patient, thoughtful, and never shoot from the hipYour customers are people too, treat them well QUOTESSean describes his father who influenced his sales career: "My father was a sales guy for a lot of my childhood. [He] often made a joke that I was negotiating for my allowance when I was six. It really encoded a certain amount of sales DNA, just watching him operate."Sean's advice about being slow but proactive: "A lot of the challenge I see in individual sales reps, in leaders, in business people in general —people I work with across different organizations, is not taking the time to be thoughtful, to gather information, to let that marinate a little bit, and make a good decision."Why we should treat customers fairly, according to Sean: "We often forget in sales that the person we're trying to get to say yes and give us their money is in the same position we are. They're another person at an organization trying to make a good decision and trying to do their jobs successfully." You can connect with Sean in the link below:LinkedIn - https://www.linkedin.com/in/sdazet/Website - https://www.jazzhr.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSCould 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 plateauUse process to your advantage in holding your team accountable QUOTESKaty on whether you can get promoted without working longer hours: "I think if you're really smart about the way you work, I do think you can still get ahead. I don't think you can skimp on work. I don't think you can work six-hour days, three day-weeks, and become a sales leader in five years."Katy's advice for holding your team accountable: "As opposed to making someone feel like, ‘You know, yea, I'm choosing you to do this because you did something wrong. I would just create this process in my team where every 30 days we're gonna do this. We're gonna look at your numbers.’"You can connect with Katy and her work in the link below:LinkedIn - https://www.linkedin.com/in/katy-mcfee-3880b4a/Website - https://www.insightstoactioncc.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSAuthentic 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 soundTake control and block off time for yourself Know yourself and what you need QUOTESWhy authentic listening is a crucial skill for leaders, according to Katy: "Most people, they want to give advice. They're well-meaning. They're waiting to speak. One of the gifts that you can give someone is just authentically listening to them. Just listen to them without an agenda." Katy on mental health and productivity: "One of the realizations that I've had was that when I'm at my best cognitively, and when I'm at my best in terms of my mental state, I do better work. I'm more valuable to my clients and to the companies I work for." You can connect with Katy and her work in the link below:LinkedIn - https://www.linkedin.com/in/katy-mcfee-3880b4a/Website - https://www.insightstoactioncc.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSThe road to the next level is often not linear Giving good feedback is a leadership skill We all want to feel valuedCreate a culture of constructive feedback QUOTESKaty on why many women have trouble receiving constructive feedback: "Lots of women do grow up with this sort of feeling that we tie a lot of our self worth or our personal success to this positive reinforcement that we get for being good. And so when we receive constructive feedback, it just triggers that [feeling of] ‘Oh, I'm in trouble. I'm bad. I'm gonna get fired.'"Katy's approach to giving constructive feedback: "The goal is to help you get better. If I give you some constructive feedback on a call, this is not on your performance evaluation report. You're not going to get fired next week. It just means I want to help you be great. And feedback is a way that I can do that." You can connect with Katy and her work in the link below:LinkedIn - https://www.linkedin.com/in/katy-mcfee-3880b4a/Website - https://www.insightstoactioncc.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSUncertainty 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 QUOTESDr. Carla on why uncertainty is not inherently bad: "If we're going to play a game, and if we already knew that you we're going to win, we wouldn't play the game. We'd be like, 'This is boring,' right? It robs the excitement."Dr. Carla on the one common thing about successful leaders she worked with: "I can recognize patterns that I want to go learn from, like who is really excelling at their field. And I will say, one thing that was very clear to me is that these leaders had very good clarity and the ability to communicate what results really matter here." You can connect with Dr. Carla and their work in the link below:LinkedIn - https://www.linkedin.com/in/carla-fowler/Website - https://www.thaxa.com/ 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/podcastEmail - [email protected] -https://twitter.com/jbenj09

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. HIGHLIGHTSTry to push yourself a little harderApplying the universal growth mindsetAdvice 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 QUOTESDr. Carla explains that the growth mindset applies to all aspects of life: The growth mindset isn't limited. You don't just get one bucket of it. You can use it in all areas of your life. It might take some thinking to kind of like transfer it but you can just say, ‘Hey, look at how capable I am over here.'"Dr. Carla discusses the need to make your work visible in the workplace: "A really interesting thing about influence is you can produce great results, but if people don't see them, it's like they didn't happen. And so the second piece is helping make your results visible. Sometimes that's some self promotion, sometimes that's making sure that the right people see it." Dr. Carla introduces her format for applying Performance Science Principles: "The 1-3-9 strategic framework is just a way to really clarify and distill it so it's like a one-page visual that they can look at and say, I know what my goal is, which is the one. I know what are the three most important critical priorities — think of those as the big gears that really drive you forwards. And then the nine is where we capture some of the detail in those priorities." You can connect with Dr. Carla and their work in the link below:LinkedIn - https://www.linkedin.com/in/carla-fowler/Website - https://www.thaxa.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSWhat is performance science? Top 3 common mistakes that leaders make Focus is essential to creating a successful process Best practices for effective goal-setting QUOTESPerformance Science, according to Dr. Carla: "It is the multidisciplinary field that covers all of the different ideas and science that talk about how as human beings we do our best work or produce the best results. It has its origins in athletics -- that was one of the first places where we were really measuring performance. But pretty quickly, it merged into areas like the operating room, the cockpit, or the military."Dr. Carla on the most common mistake that leaders make: "Particularly as a leader if what is the goal is not clear, it becomes really challenging [not only] for your team to know how to win, but also for your team to judge their progress." You can connect with Dr. Carla and their work in the link below:LinkedIn - https://www.linkedin.com/in/carla-fowler/Website - https://www.thaxa.com/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

SHOW SUMMARYPsychology 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. HIGHLIGHTSWhere empathy falls shortThe 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 QUOTESDr. Devan on the two kinds of empathy: "Cognitive empathy is incredibly important, and I do think it overlaps with curiosity because if you're not curious, you're not gonna do that entire exercise of looking at the world from their eyes. But we so often talk about emotional empathy and holding it up as this big example of now you can really understand the person. But mirroring is not what you need in all situations."Dr. Devan on how beauty filters are affecting our concepts of attractiveness: "What we find attractive is actually based on an averaging-out effect that our brain runs fully subconsciously at all times. What happens when we look at social media that uses filters, that uses editing, that does all these things to make people not look like people anymore? Our brain learns that this is the range of actual living beings and it averages from there." Dr. Devan on how our brains process attractiveness and beauty: "If you live in an area where you only ever see one type of person -- one race, one ethnicity, whatever exactly you want to call it, that is what your brain is going to perceive as normal and therefore, attractive." You can connect with Dr. Devan and their work in the link below:LinkedIn - https://www.linkedin.com/in/devan-kronisch/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09

SHOW SUMMARYThe 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. HIGHLIGHTSHow psychology can inform your corporate goals You need both quantitative and qualitative dataDifferent people get motivated by different things People like to feel that they've made an impactFinancial rewards are important, but don’t solely rely on itThe curious chameleon is the best leader QUOTESDr. Devan on how motivation works socially: "A number doesn't work for motivation. We've evolved to be social. Motivation happens from person to person, not from person to number. And even if that person is yourself, you'll need to find when will you be satisfied."Dr. Devan on the different ways to motivate people: "A very simple split on how motivation works is approach versus avoidance. Some people want the carrot dangled in front of them. Some people you can dangle a carrot all day long, nothing is gonna happen. They do need to see that big chasm behind that they can run away from. You need to know what type your reporter is." Dr. Devan describing a 'chameleon' type leader: "A person that is good at putting different parts of themselves forward at different times, pulling those masks from their own heart, they can engage with anybody at that point without just mirroring but actually bring something to the table, making it a group, giving it this entire trust." You can connect with Dr. Devan and their work in the link below:LinkedIn - https://www.linkedin.com/in/devan-kronisch/ 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/podcastEmail - [email protected] - https://twitter.com/jbenj09