Peak Performance Selling

SHOW SUMMARYWorking 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. HIGHLIGHTSManagers have a direct impact on their employees' mental healthWork ethics and Calvinism in North AmericaManagers need to start taking more days offWhy it's difficult to break the cycle of overworking We learn best in a failure-tolerant environmentQUOTESDr. Devan on the relationship between Calvinism and overworking: "Basing on Calvinism, [the reason] why you are supposed to work yourself to death is to show that you will go to heaven. And you show that you're a good person by overworking. It has become such a badge of honor when we're seeing all these tweets; 'Hey, it's only Wednesday and I've already worked 80 hours this week!' And we're supposed to celebrate this."Dr. Devan on managers leading the charge towards a better work-life balance: "I'm telling the managers that I'm coaching, 'I want to see stupid vacation pictures from you. I want you to go into your team slack and send a picture of you on your veranda with the cape with the dog or whatever so that it really shows that it's okay to really take [a day] off.’ That it isn't a badge of honor to work long. We don't want people to work long, we want people to work well." Dr. Devan on why failing is an important step in learning: "What we do know is that we learn best in a failure-tolerant environment. If you are in a job or position that allows you to experiment often, fall on your face then get up from it, you will go further."You can connect with Dr. Devan and their work in the link below: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 SUMMARYWith 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. HIGHLIGHTSHow Dr. Devan ended up in sales enablementGoing 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 workQUOTESHow Dr. Devan ended up in sales: "When my agent came to me and said, 'hey, Proposify needs a sales enabler,' my first thought was, 'What on Earth is a sales enabler?' So I went on Google and looked it up and I was going, 'Wait a minute, they need somebody to teach people things, to coach people, to go in there do assessments, I can do all of that! I just have no clue about sales. I can learn that.'"Dr. Devan on why just focusing on diversity is not enough: "I do very often see that the heavy focus is on diversity, and then we end up working with HR, trying to get more diverse hires. But then they leave after a short time because we haven't actually made an environment where people feel included and feel valued." The biggest roots of burnout, according to Dr. Devan: "Burnout comes from a lot of different factors. But we do know that the big ones are unfair treatment, unmanageable workload, lack of role clarity, lack of communication support, and unreasonable time pressure."You can connect with Dr. Devan and their work in the link below: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

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. HIGHLIGHTSTips for showing up at your best everydayTaking a quick break allows you to think creatively Positive feelings are better than negative thoughtsWe could all use some more empathyScott's favorite interview questionsQUOTESScott on taking a break from work every once in a while: "Get up from the laptop and let your mind think. Otherwise, it's all just consumption and reactionary which is not a really great way to build a business, to react constantly. You have to create new thoughts."Scott on celebrating your wins: "People talk about the challenges of sales and it's a grind, so you have to have the reward. The financial is one part, but honestly, calling it a win especially when you beat competitors and help a customer — that's really one of the big drivers."Scott's tips for people wanting to climb the corporate ladder: "Try to spend some time outside of just the role you're in. Because then it gets very easy to get caught up in the pressure of the role and just do that all day long."You can connect with Scott and his work in the link below:LinkedIn (IntroSnap) - https://www.linkedin.com/company/introsnap/LinkedIn - https://www.linkedin.com/in/milener/ Twitter - https://twitter.com/milenerIf 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

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.HIGHLIGHTSGive back while doing business with IntroSnapDonating a million dollars to charity in the next two yearsSalespeople are in a hurry to get richStressed people are not good performers in the long run QUOTESScott on IntroSnap's mission: ”What IntroSnap is enabling is a touchpoint, or multiple touchpoints where you can provide something personal and meaningful to the prospect and that is in the form of a charitable donation to a cause that they care about." Scott on a salesperson's state of mind today: "Salespeople are in a huge hurry, they're under constant pressure despite the modern thinking of how to manage sales teams, which is the servant leader and all that, which is very important. Help the team don't just press the team. Nonetheless, the reality is half the time, what comes down from the top is 'What's your number?'"Scott on why people work better in the long run when they're not stressed: "When you're great at something, it can be a sport or anything you're good at. Singing, or writing. When you're in the flow, when you're in that zone, are you tense? It's the opposite. When you're really great at something and you're doing it well, you're loose and relaxed and you're just firing on all cylinders in a kind of an automatic way. You can't be great at singing or a sport or whatever it is if you're tense. It won't happen."You can connect with Scott and his work in the link below:LinkedIn (IntroSnap) - https://www.linkedin.com/company/introsnap/LinkedIn - https://www.linkedin.com/in/milener/ Twitter - https://twitter.com/milenerIf 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

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. HIGHLIGHTSYou need more users to get better feedback3 types of founders and how to find leaders with complementary skills How to bounce back from a bad quarter in salesQUOTESScott on the need to keep up in fast-paced markets: "You’ve got to expect change and improvement, not just be reactionary to it." Scott on why you might be having a bad quarter in sales: "The top and the middle of the funnel is kind of where the action is. Because if you have a decent product and a decent process, you're going to get a decent win rate at the bottom. So what did you do in the middle of the funnel?"You can connect with Scott and his work in the link below:LinkedIn - https://www.linkedin.com/in/milener/ Twitter - https://twitter.com/milenerIf 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

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. HIGHLIGHTSHow Scott found software sales, and why he stayedGood sales leaders stay positive all the time The difference between individual contributor to sales leadershipSales is depends more on the attitude of sellers than buyers Customer feedback is crucial for energizing sales teams QUOTESScott on why he loves working in sales: "I think I just love working with people and it's fun to talk about a cool new product and how it can change their lives. And when they engage and you realize, okay they also agree that it's gonna change their lives and improve their business, it's just very satisfying."Scott's advice for sales leaders: "No matter what happens, you got to stay positive. Because you have a purpose, you have a mission, you have a great product -- if it's not a great product, you probably shouldn't be trying to sell it. You got to remain excited to tell others about it, remain excited to have your team tell others about it, continue to work on it."Scott on the importance of securing customers early: "Even if it's early, go get customers. It's very energizing whenever one says, wow, someone's whole company just agreed to use our product. It's very energizing because then they realize, we're not just making a product, we're not just talking about it. Other people are putting up money to use it, to achieve what we've said we believe they can do with it." You can connect with Scott and his work in the link below:LinkedIn - https://www.linkedin.com/in/milener/ Twitter - https://twitter.com/milenerIf 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

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. HIGHLIGHTSA 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 marathonQUOTESJordan: "Realize that your own story, regardless of your background, regardless of your gender or sexual orientation, skin color — does not matter. Because sales is a profession for all humans from all walks of life."Jordan: "Your perspective and how you define your own story, your own challenges, are what help you drive forward. Leverage those times you get told no, those failures, those setbacks, but turn it into a positive story that is empowering, that gives you that challenge to say I can overcome, I can do this. I will believe in myself." Jordan: "So many of us in the working world have had to hide behind a facade. They talk a lot about stress, depression, anxiety being when our actions are not in alignment with our values as humans. And so thinking, how can you put yourself in a position to be able to show up fully, authentically, and wholly?"If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - [email protected] - https://twitter.com/jbenj09

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. HIGHLIGHTSCourage is not absence of fearGoal setting is more than just vision-boardingGERMS: Kevin's ideal morning routine Take control of how you want to show upSpend less time thinking, do more fixingHow to bounce back from a missed goal Combating burnout starts with awarenessQUOTESKevin: "If you understand that it's fear that's holding someone back, how you address that is different. Where a lot of leadership is like, oh just work harder. Oh, just get over it. If it were that easy, we wouldn't have this problem." Kevin: "A lot of people set goals, but they've never mapped out what's gonna change by hitting that goal." Kevin: "More often than not, we don't actually take time to solve problems. We take time to think about the problems. We don't actually take the time to solve them. Take action more often than not." Kevin: "Clarity gives confidence. Confidence creates momentum. That's how you bounce back. Can't bounce back if all you're gonna do is, I'm just gonna work harder this month or this quarter. That's not what it is." You can connect with Kevin and his work in the link below:LinkedIn: https://www.linkedin.com/in/kddorsey3/Podcast: https://podcasts.apple.com/us/podcast/live-better-sell-better/id1518419694Patreon: https://www.patreon.com/insidesalesexcellenceIf 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 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. HIGHLIGHTSLeadership is not always pretty Always be authentic, but don't be an assholeGood leaders challenge people to be better Always celebrate small wins What it means to be a 'Beautiful Savage'How to bounce back from tough timesGood leaders tell the truthQUOTESJustin: "When I think about me being a leader and what the job of the leader is, it's not pretty everyday. It feels good to stand onstage and celebrate the accolades and you're speaking in an all-hands but the day-to-day is lonely, the day-to-day is not pretty, you're challenging people, getting them out of their comfort zone."Justin: "Just want to achieve excellence but they care about the people around them. As soon as they learn something they want to lift someone up around them. And if you have that approach, which is easier said than done, especially when you're trying to prove yourself early in your career, it can be easier to let the scarcity mindset come into play. But as you evolve and you start to adopt that, life is just more enjoyable that way. That's what Beautiful Savage is all about."Justin: "The better you are at knowing who you are, knowing your worth and what your skills are, as well as what they aren't, they can help you objectively assess the situation." Justin: "Average players want to be left alone, good players want to be coached, great players want the truth."You can connect with Justin and his work in the link below:LinkedIn: https://www.linkedin.com/in/justinjayjohnson/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 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. HIGHLIGHTSTreat every person with dignity, compassion, kindness, and grace It's always better to assume positive intentLive with an attitude of gratitudeCelebrate the small wins Maintain a childlike passion for ambitionMake it a habit to congratulate someone for a job well doneQUOTESJordan: "Regardless of who they are, or why we should or shouldn't be kind, what they can do for us, how do we treat these people with kindness, with dignity, with compassion, and give them grace with every interaction? It's not hard." Jordan: "I've found it so easy over the years to assume the negatives. And it usually doesn't do me very much good. Especially then when I just pick up the phone and talk to somebody versus what I may assume over slack or over email. In this digitally disconnected world, assuming positive intent can help us find more solutions, better, more easily, more effectively." Jordan: The most successful in the world, the sense of appreciation for everything that they have right now, and this concept that there's so much more out there, there's so for all of us to go around, so many of us feel entitled that tomorrow is going to come and we should just slog or grind through the day." 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 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. HIGHLIGHTSGet to the root of the pain point to address itAll good leaders have playbooksHow to bounce back from a tough time Check your ego and don't try to be a hero Always do things with integrityIt all starts and stops with peopleBuilding communities in today's digital world QUOTESAmy: "The thing about playbooks, I might have one, you might have one, in my mind they are iterative. They're not read, rinse and repeat because everybody's business is different. And the best leaders I know, they're always learning and tweaking as they go." Amy: "Even when it's hard, even when I want to crawl under a rock and not come back out, I own it. I try to do it with integrity, and I try to be as honest as I can be."Amy: "I don't care what market we're in. If it's an up market, if it's down market, if it's a bull or a bear, I don't care. You still have to have people to do your business. When it's good, when it's bad, you have to. And the last time, I checked, you don't have a business without a customer because the customer writes the check. And guess who drives that? A little thing called sales." Amy: "We all want to be seen, we all want to be heard, we all want to be understood. And I've added two more things to that: we all want to be valued and validated."You can connect with Amy and her work in the links below:LinkedIn: https://www.linkedin.com/in/amyvolas/Website (Business): https://avenuetalentpartners.com/Website (Thursday Night Sales): https://thursdaynightsales.com/Twitter: https://twitter.com/AvenueTPIf 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 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. HIGHLIGHTSHunter's pivotal learning moment Dealing with imposter syndrome You either have growth mindset, or you don'tThe traits that make someone worth investing inLet your team set their own goals How to show up everyday at your bestQUOTESHunter: "It's okay to not be great from day one. You're gonna shine in this area, or maybe this other person doesn't shine. I need a well-rounded team so you go shine in the areas where you're good. The other things will come and you don't need to worry about the imposter syndrome." Hunter: "Acknowledge the elephant in the room. Real or fabricated or whatever, it's important that you don't know it all, all of the time otherwise you stop learning. If you are the smartest person in the room, you should probably check yourself." Hunter: "If you don't let people jump off a cliff and fail, they won't learn anything. If they are already doing the job, they're ready for the next job, not the job that they're already doing."Hunter: "It all starts with hiring. If you hire the wrong people for what you're looking for, then you can't make someone who doesn't have that mindset into someone who has that mindset. It's one of those intangibles that you either have or don't." Hunter: "My value is building. Give me a project, give me a problem, and tell me to go figure it out, and I will do it 9 times out of 10. Probably not every time. But I need problems because I really like solving them and I get great satisfaction from that."You can connect with Hunter and her work in the links below:LinkedIn: https://www.linkedin.com/in/hunterbakerhb/Email: [email protected] 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 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. HIGHLIGHTSLearn from both great and not-so-great leaders Life's too short to not be enjoying your jobCompany culture is more than office beers and pizza Managers do not need to know everythingStop thinking about the next part of your careerSales lessons from an opera singer How management can address burnout issues QUOTESBryan: "I think a great leader knows their people. They know who they are, they know what makes them tick." Bryan: "This is the day and age where you have more choice salespeople than probably ever. It's a human environment. If you're not having fun, go find the fun. Life's too short man, you go find the fun." Bryan: "If you are the manager or the leader, you cannot think that that means you're supposed to have all the answers. It means you're supposed to be able to navigate the strengths of every person on your team to build the best outcomes." Bryan: "Stop thinking about the next part of your career. Think about how you can be awesome in what you're doing. Because if you're awesome at what you're doing, that's the only way you get offered the opportunity to go to those other opportunities." Bryan: "That's how I think of burnout — I think of it as a measurement. And then what's the start-stop and adjustment that you need to do in order to allot for it. Because it's not always company retreats and pizza Fridays. It's something that you need to allot for and plan for." You can connect with Bryan and his work in the links below:LinkedIn: https://www.linkedin.com/in/bryanelsesser/Website (Business): https://www.saastr.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

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. HIGHLIGHTSServing 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 QUOTESBob: "Great salesmanship is never about the salesperson. Great salesmanship is never about the product or services as important as those are. Great salesmanship is about the other person, it's about adding value to the life of another human being. I guess we can even say it's really about another person's life being better just because you are part of it."Bob: "Nobody's gonna buy from you because you have a quota to meet. They're not gonna buy from you because you need the money or even because you're a really nice human being. They're gonna buy because they believe that they will be better off by doing so than by not doing so."Bob: "When we say giving in this context, we simply mean constantly and consistently providing immense value to others and understanding that doing so is not only a more fulfilling way of conducting business, it's the most financially profitable way as well." Bob: "All things being equal, people will do business with and refer business to those people they know, like, and trust. There's no faster, more powerful, or more effective way to elicit those feelings toward you from others than by genuinely moving from that I-focus or Me-focus to an Other-focus."You can connect with Bob and his work in the links below:Linkedin: https://www.linkedin.com/in/bobburgWebsite: https://thegogiver.com/Podcast: https://thegogiver.com/podcast/Order Bob’s books: https://thegogiver.com/order-now/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 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. HIGHLIGHTSChanging the face of sales education with FlockjayWe have many tools, just not the right ones Salespeople want a purpose outside financial rewardCompanies need to focus more on employee onboarding Saleswork is changing for the betterStop hanging on to your setbacks Moving from hero culture to team culture QUOTESShaan: "I've taught financial literacy on the side for 10 years. And that's when it really started to click. That these last mile skills that allow us to unlock our own potential, are often the light skills that aren't taught in institutional curriculum but are actually things that you learn through osmosis, through exposure to networks and peers and by just having an awareness of what are things that are future-proof in today's world."Shaan: "When I talk to sales leaders, I think the biggest thing folks are realizing is that sellers want to learn from other sellers and we've got to figure ways as an industry to capture those best practices, to scale our amazing managers, to deliver coaching and feedback and to facilitate that peer learning." Shaan: "I think purpose is the foundation of any high-performing or elite go-to-market organization. And it's that one thing that's so important yet I think so many folks in the industry have been conditioned to try to map that thing to a metric. Right.We're so activity driven. It's like, if it isn't affecting time to productivity or revenue philosophy or any one of these things, then why should I care? But I think now, you know, folks are realizing that that purpose means everything."Shaan: "I started Flockjay with a very clear purpose of empowering individuals to access their full potential for upward mobility. And everything we do from a product perspective, from a go-to-market perspective, from a sales perspective has to connect with that worldview. We think about this less as an input, and more as an output. If we're living and breathing our values and the purpose will be a product of all of that." You can connect with Shaan and his work in the links below:Linkedin: https://www.linkedin.com/in/hathiramaniWebsite: https://flockjay.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

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.HIGHLIGHTSThe perspective that comes from working in different countriesWhy some companies are struggling to adapt to remote workHybrid work will take some getting used to When having employees with multiple jobs make senseBusiness systems are not evolving in the same pace as technologyMost people don't know to do their best workWhat is empathy? Listen to your co-workers as much as you do with clients Trust is the foundation of all good relationshipsQUOTESSophie: "We can use empathy to learn a lot more about other people when we are asking questions and watching people's faces. And the key thing is really trying to sort of connect in all of these different dimensions as well as paying attention to what people's moods are and listening to their voice tones and all these kinds of things. When we really pay attention to all these things they give us a huge amount of information so we don't need to spend four hours on the golf course, as fun as that may be."Sophie: "Everybody being in the office, or everybody being remote, those are the two easiest solutions because everybody is sort of in the same environment. When you have different schedules, and people coming back and forth, and some people may be fully in the office and some may be fully remote, some people in between, it is just more complicated. But the world is more complicated, and the way business is operating, never mind supply chain disruptions." Sophie: "If we can understand each other and work together better, that's the principle. It doesn't change but the more that we can make progress towards that goal and have more productive interactions and have better collaboration meetings particular when we're trying to sort of deal with these gnarly issues that we're dealing with now, that's all making the workplace more enjoyable, more effective and we can also be improving our performance." Sophie: "Empathy... is generally understanding someone else's perspective, like how they see the world. Like you don't see the same world the same way that I see the world, like me trying to understand that and then also tapping into how you experience it, to how you feel."You can connect with Sophie and her work in the links below:Website: https://www.sophiewade.com/Twitter: https://twitter.com/asophiewadeTransforming Work with Sophie Wade (Podcast): https://podcasts.apple.com/gb/podcast/transforming-work-with-sophie-wade/id1502313782LinkedIn: https://www.linkedin.com/in/sophie-wade-380b8/New Book (Preorder): https://www.sophiewade.com/writing/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 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.HIGHLIGHTSBe more human in your interactionsMake 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 recommendationsPeople want to feel good about what they do Pay attention to your nutritionQUOTESJonathan: "Time management. I started religiously time-blocking my calendar. The most important things, those that really moved the needle, I made space for. All the other fluff and bull crap had to find time around those blocks." Jordana: "A big aspect of practice that Jon and I have borrowed from how every other discipline approaches skill development is really related to breaking down this big called selling into smaller moments and practicable micro behaviors that we can help sellers to grow awareness around, and then get their reps in." Jordana: "We like to do kind of a kickoff party and get a sense from people of what they're hoping to get essentially, where they're hoping to be at the end of the quarter. What's fascinating for me and Jon to hear is that not one person said I wanna close more deals. Everyone said I want to feel better in my selling. I want to have greater awareness." Jonathan: "I would say, in sales, I don't see people paying attention to it. I also say, in our entire country, in our entire culture, people don't pay attention to it. The more research you do into the power of food and how food truly is medicine for your body, the more you realize, we have everything backwards." You can connect with Jonathan and Jordana in the links below:LinkedIn (Jonathan Mahan): https://www.linkedin.com/in/jtmahan/LinkedIn (Jordana Zeldin): https://www.linkedin.com/in/jordanazeldin/Website: https://www.thepracticelab.co/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

HIGHLIGHTSAfter every difficulty comes easeFaith and prayer as a way to get through a work dayPatience can be a valuable trait in salesHow to build a point of view with your customersAdvice for leaders of remote teamsYou need to believe in what you're selling firstThe best leaders challenge youSales and alcohol don't always need to mixQUOTESSalman: "One thing that my faith teaches me is that after every difficulty will come ease. With every difficulty comes ease. Meaning that, you're gonna go through some tough times, guaranteed. No matter who you are. You've been through it, I've been through it I'm sure, in our life. But there's gonna be light at the end of the tunnel." Salman: "If you do not have conviction and belief in what you're selling, if you don't believe that this is the best product in the market that you believe will solve your business challenges, customers will see value in it, if you don't truly have conviction and belief in what you're selling, you won't enjoy what you're doing, you won't be successful, and you won't be inspired to wake up every morning."Salman: "As I was learning more about the product, as I was sitting down with customers, I felt, I don't know if I'm completely sold on this product. I don't know if I believe in this product. I don't know if I have conviction in this product, in what I'm selling. And I realized I couldn't be successful, I didn't enjoy what I was doing." Salman: "Sales is about building a connection in some way. Sales is about uncovering business problems and helping solve them. And you don't need to chug down a couple of cold ones to do that." You can connect with Salman in the link below:LinkedIn: https://www.linkedin.com/in/salmanmohiuddin/If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - [email protected] - https://twitter.com/jbenj09

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!

HIGHLIGHTSFail forward quickly to get a strong feedback loopSelf-awareness can help you understand others You often don't know that you don't knowBreak free from your BS beliefs Progress is the ultimate motivationBuilding your personal operating systemPay attention to your M5: Mind, Muscles, Matter, Money, MarriagePlan your morning and nighttime routinesQUOTESMarcus: "The more I can understand be aware of myself, the more I can seek to understand other people." Marcus: "One of the greatest lesson learned has to be, easily, is to focus inward first. Master that self-awareness. If we do that, it becomes much easier to get what you want in life." Marcus: "What's really important here: only ask people who have already achieved what you want consistently at a higher level. What you don't want is someone who's on the same level as you. That's like the blind leading the blind. You want to know what it is that you can change. "Marcus: "Whatever you consume consistently, your thoughts will eventually become your beliefs. Your beliefs will become your actions. Your actions will become your results. If you understand that, you start breaking those beliefs." Marcus: "It's not about, I'm just gonna work 100%, 80 hours a week or whatever, This is about making sure when I hustle, it's executing on the high leverage tasks that move the needle. As a sales professional, it's the IPAs: income producing activities." You can connect with Marcus and learn more about his work in the links below:LinkedIn: https://www.linkedin.com/in/marcuschanmba/website: https://www.sixfiguresalesacademy.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

HIGHLIGHTSStrive to fulfill roles that you aren't qualified for Being more authentic as a seller is going to be a differentiatorSellers need to be industry experts It’s okay to be word, but be authentically weirdNobody wants to work for someone who won't get their hands dirtyVulnerability 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 QUOTESJeff: "When I first started selling, I thought that it was all about me and being charismatic. And I learned later on that it was all about the customer, and how to ask good questions and things like that. But the main tenet that never changed was that I was behaving in an authentic way. I wasn't putting on a different hat at work than I was at home."Jeff: "I truly looked at the customer as someone I really wanted to help. In fact, I probably get more anxiety about an angry customer than no customer."Jeff: "When people perceive that you are being your authentic self, that you are presenting an honest version of yourself, they trust you. It doesn't mean they like you. But it means they trust you, and trust is really important in sales." Jeff: "There's no hard and fast scientific proof of why we're here and what our purpose is and what we need to do. In the absence of that, if you can live your life being happy — that, to the best of our knowledge, that's probably the best way that you can live your life."You can connect with Jeff and learn more about his work in the links below:LinkedIn: https://www.linkedin.com/in/jeffkirchick/Website: https://jeffkirchick.com/Book: https://www.amazon.com/Authentic-Selling-Principles-Sales-Everyday/dp/1735956902If 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

HIGHLIGHTSWomen should help, not compete with each otherSales is about helping, not hustling peopleGet your name in light to the right peopleKeep your online profiles professional but authenticAlways think of what you can contribute firstHow to add value, standout, and give backEmpowering women in salesQUOTESSamantha: "When you talk about how to show up as a badass woman in sales or how to make sure that there's even more of us in this profession, the number one thing that we can do is let go of the idea that we are competition for each other and figure out how we can do nothing but shine a light on other women in sales. Find opportunities to support each other, champion for each other, and even the best part, say positive things about each other when that person isn't in the room and doesn't know that you're championing for them." Samantha: "You're spending 30 minutes with me, I'm gonna figure out how to help you even if it's not the solution that I sell. And that has made me wildly successful.. So just tell me about what's going on on your side and your challenges." Samantha: "When you make an investment in our company and you have our training, have us speak in SKO, you're money is not just gonna go line our pockets. We're gonna think of about we've been successful now, then what else can we do. How can we make a contribution."Samantha: "As a woman in sales, use your voice publicly. We work with a ton of executive women at organizations like LinkedIn, etc. And one of the coolest things about them is that they are SVPs at these massive organizations. And you not posting on LinkedIn, you not speaking on podcasts, you not being out there, hides yourself from the rest of the world that could be inspired by you."You can learn more about Samantha in the links below:Website: https://www.samsalesconsulting.com/LinkedIn: https://www.linkedin.com/in/samsalesliIf 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

HIGHLIGHTSNot everyone is predisposed to harnessing emotional intelligence Emotional intelligence is crucial in making day-to-day decisionsA close look at the Myers-Briggs type indicatorEmotional intelligence can make you a better leaderOrrin's management philosophyPeople want to feel like you have their backSelf-reflection can help with self-improvementThe body and mind are connectedGet clear on who you are and how you operateQUOTESOrrin: "If you're in sales, you are having conversations with prospects to try and move them or help them to see the value that you're trying to provide. And that is an emotional experience. Being able to be aware of, and be clear on how you are feeling and processing in the moment, but also getting some indication about how that other person is doing, that gives you an edge." Orrin: "I would often say that I don't actually manage that other human being. I don't manage their life, their emotions, I don't manage it. I manage a process that the human being is involved in and I show up human-to-human."Orrin: "Eventually I want to be obsolete. I want you to be so good that you don't necessarily need me anymore. And the way that I got there was by having this philosophy be shown through action, which is showing up in a peer-to-peer, human-to-way.”Orrin: While there's a lot of value in what society at large has adopted as success, it may not always align with what you define as success. If there is some incompatibility there or some misalignment, it could actually lead to you having some mental health challenges."You can learn more about Orrin in the links below:Website: https://www.enmocean.com/Instagram: https://www.instagram.com/enmocean/ Tiktok: https://www.tiktok.com/@e.i.guyIf 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

HIGHLIGHTSIntroverts can be good sellers tooCutting teeth with door-to-door selling Cutco knivesHow to develop the right mindset for sales successNothing worth doing comes easyStories from the podcast Real-life progress is very nonlinearBe intentional in using technologyShoot your shot at least once a dayQUOTESTom: "I like to consider myself a learning machine. That's what one podcast guest said to me about himself that I've stolen. There's a few ways that you can do that. One, I love books and podcasts and things like that. Two, I love learning from people. It's one of the reasons why I do my podcast. And three, try to learn from experiences.Tom: "When you fail, to take a moment to reflect and write down or think to yourself like what could have I done better and try to take that and go to the next phase. I think it's just a constant process that we're all on."Tom: "What you're meant to do, it's not supposed to be easy. There are gonna be obstacles, there are gonna be challenges but the most rewarding thing that you can do is to keep following what that light is."You can learn more about Tom in the links below:Podcast: https://podcasts.apple.com/us/podcast/millennial-sales/id1294132895Linkedin: https://www.linkedin.com/in/tomalaimo/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

HIGHLIGHTSWhat it's like to have sellers as parentsRecognizing and reframing discomfort is the way to progressThere is power in labelling your emotions The absence of symptoms does not equate healthSales is the greatest profession on the planetWe're all just humans trying to do betterTop sellers don't automatically become good sales managers You are not your thoughts and feelings QUOTESAmy: "I learned how to interpret feelings of discomfort differently very young. Not only did I learn how to interpret them differently, I learned how to seek them out and to measure my own performance that day based on if I went out of my comfort zone and then how far I went."Amy: "There is no such thing as aspiring to ice out only negative feelings. When you aspire to ice some of them out or not feel them, you ice them all away, little by little, year after year."Amy: "We can all relate to feeling harmed in the workplace. Sometimes, when we allow these arbitrary differences, our race, our gender, our location, our age, our sexual orientation, our able bodies, when we allow these arbitrary things to impede the conversation, it prevents us from seeing that shared humanity, that shared experience."Jordan: "We are all humans that are flawed, that have challenges and struggles and are doing the best with what we got. And we can accomplish so much more together than if we just try and run out on our own in our own tiny little silo as a whole."You can learn more about Amy in the links below:Podcast: https://www.revenuereal.com/LinkedIn: https://www.linkedin.com/in/amyhrehovcik/Salescast Community: https://salescast.typeform.com/CommunityIf 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

HIGHLIGHTSWe can’t compare ourselves to anyoneLook in the mirror and say, why not me?Managing your inner critic; I am enough without even tryingIdentify common self-limiting beliefs to get through pushbacksBe your own championNever forget your ability to chooseAccept responsibility for everythingBe a student of salesWinning is a group effortQUOTESCynthia: “When you set your goal to become number one, sometimes, we think too small.”Cynthia: “We can’t compare ourselves to anyone because we’d limit our possibilities to being just better than the next best person. Instead, why don't we think bigger and say, if I have everything that I need, what could I accomplish? 9 times out of 10, we will blow our set goals out of the water because we're competing with our own abilities."Cynthia: "You have to say your affirmations 100 times a day."Cynthia: "I had to learn early on that what others say about you is none of your business. It's hard, especially as a teenager, growing up being called names. But that bullying made me a better salesperson. I made a conscious effort to overcome it. I could use it to make me bitter or I could use it to make me better. And I chose the latter.Cynthia: "Failure, let's change that to the learning experience. The stories we tell ourselves affect the outcome of how we react. There are no failures in life. There are only opportunities to bounce back better."Cynthia: "The more resilience you want, the more adversity you will have to face. The more adversities you face, the stronger you become."Cynthia: "Sometimes, when women say things that were created for a man and by a man to say, it comes off as disingenuous, being aggressive, and that is not how women are wanted to be seen in the sales world. So we gotta do double duties and change the script."You can learn more about Cynthia in the links below:LinkedIn: https://www.linkedin.com/in/cynthiabarnes/Book: https://www.amazon.com/Reach-Top-1-Strategic-Warrior-ebook/dp/B08H6ZQP26Website: https://nawsp.org/Podcast: https://podcasts.apple.com/us/podcast/unstoppable-with-cynthia-barnes/id1575599319If 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

HIGHLIGHTSTune in to your prospect's tone, match it, and build credibilityCandidness helps build self-awareness with sales teamsKnow your purpose to show up in your bestRalph's day: Assessing goals and nurturing creativityFor leaders and sales teams: How to bounce back from rejectionLeading with kindness and championing women in salesQUOTESRalph: "It's really important for sales people to still be cognizant of the job at hand and the outcome that we, together, want to achieve. So it's important to still be yourself, be authentic, but also mirror and match that prospects and mirror and match the marketplace that you're selling in."Ralph: "Why are you so focused on a year from now, year and a half from now, ten years from now when you're retired etc., be with us here and now and give us everything you got right now and it'll pay off in spades."Ralph: "Talk to them like you would talk to people. Have a heart and use your ears to just kind of hear them out, hear what's going on, to see if you can help them find some light. Sometimes it's just in that very moment and they're back on track."Ralph: "You shouldn't try to pursue opportunities. I think you need to switch gears in your head and work to attract opportunities. And they'll start to surface all over the place when you switch gears like that."You can learn more about Ralph in the links below.LinkedIn: https://www.linkedin.com/in/ralphbarsi/Twitter: https://twitter.com/rbarsiWebsite (Tray): https://tray.io/Website (personal): https://www.ralphbarsi.com/RESOURCESHow to Live book by Derek Sivers link: https://sive.rs/hIf 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

HIGHLIGHTSBe 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 LinkedInManage your personal finances well to make space for your side hustle Parenting and teaching your kids how to spend money responsiblyAlways show up for yourself firstHigh-performance habits for high-performing peopleTake good care of your teamQUOTESJackie: "It sucks. I mean, it's very hard. It's very, very difficult to grow a bootstrap company because you don't have any money, right? Like you have to sell and use that money to fund your growth. And then sometimes if you take a risk and it doesn't pan out, then you don't have any money to pay for it, or you can't pay payroll. And so you have to be really ready to make those hard decisions." Jackie: "You just get over it. You know, it's like the cycle of recovering from this stuff and it gets faster and faster. The more you learn and the better able you are able to deal with it." Jackie: "You have to test and you have to figure out what works for you and you have to be consistent. I think a lot of people will post their text post or whatever it is three days a week. They'll do it for a month and they're like this isn't working. This sucks. And I've been doing it for three years." Jackie: "You have to go out and you have to leave thoughtful comments on people's content. You have to connect with them. You have to support them. I would do a lot of that before you ever start posting anything, because it's just like when you're marketing from a company, when no one knows who you are yet, you haven't given them a reason to care." Jackie: "I think the number one thing that I've learned over time is that in order to show up for other people and be a good parent and a good coach, you have to show up for yourself first, and you have to like yourself first, and you have to believe in yourself first."Jackie: "Feel your feelings all the way. You can't just push it out and pretend it's not happening. You have to get into the depths of everything that you're feeling and be sad for however long your sadness is there. And that's the only time that you can begin to recover."You can learn more about Jackie in the links below.LinkedIn: https://www.linkedin.com/in/thejackiehermes/Website: http://accelitymarketing.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

HIGHLIGHTSGetting the sales bug as a child by selling Pokemon cardsSales training is not a silver bullet Organizations need frameworks and structure to survive All SDRs struggle with rejection, but they can overcome itThe goal is to win more weeks than you loseWake up and work early to get ahead of everybody elsePositive affirmation works, but you need to put in the workOur subconscious is more intelligent than our consciousHow to build an authentic and consistent brandDealing with burnout and other mental health issuesGetting called out for being in "space mode"Companies need to walk the diversity talkQUOTESMorgan: "78% of people forget the knowledge that they've learned within a training session after. It's because it's a lot of information. There is really no silver bullet on this because each organization is different. However, what I found to be the easiest is you have to give them structure, frameworks, and systems to implement. I can give you a tip, that's great. But it's not enough." Morgan: "Having a grasp on your emotions, and what I like to call keeping a steady mindset, is the biggest gap that a lot of people have because it is hard to get your emotions in check. But that's what's gonna lead you to success." Morgan: "There's no one to be upset with but yourself. If you're gonna set an affirmation, you actually have to do the work still. This isn't a genie. This isn't Aladdin." Morgan: "Every single thing that you write down, every single thing that you say, feeds into your subconscious. So if you keep telling yourself I'm not good at this, I can't do it and you're like, joking, that actually is detrimental to your success. Because now the subconscious is picking up the 'I can't do this'. So now your conscious is gonna find ways for you not to do it."Morgan: "I'm just sharing my journey. I'm not coming from the place of 'I'm a guru or expert'. I'm coming from a place of like 'This is my journey and I'm just sharing it and there are results in this journey. But I'm not telling you I'm the best of all time.'"You can learn more about Morgan in the links below.LinkedIn: https://www.linkedin.com/in/morganjingram/Website: https://joinjbsales.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

HIGHLIGHTSUnderstanding early that sales is a people businessDecisions are made based on return on time and attentionGivers, takers, and matchers: How to sell to different peopleThe principles of selling are largely unchanged throughout historyClose the perception gap of coaching between managers and sellersQUOTESAndy: "If you think it's purely about the process, you think it's just about what you're executing in your playbook, and you think this interaction doesn't matter, this relationship doesn't matter, then you're fooling yourself."Andy: "If you're approaching your customer and saying, my job here is help you get what's most important to you, and if I can help you get what's most important to you, I'll get what's important to me. And as long as you're transparent about that, that's what people want."Andy: "People calculate a return on the time they invest in you. If you're a seller and you wonder if somebody started ghosts, there could be multiple reasons, but the first reason, generally is they made the decision, you're just not worth their time."You can learn more about Andy and preorder his book in the links below.LinkedIn: https://www.linkedin.com/in/realandypaul/Podcast: https://www.andypaul.com/sales-enablement-podcast/Website: https://www.andypaul.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

HIGHLIGHTSThe diversity of people in sales has made it more humaneNothing is that original under the sunPeople should be encouraged to pursue their ideas Self-Talk vs Listening to other people talkPractice doing mind resetsChanging your language can change the mindsetYour brain needs to catch up with the reality of what's possibleParallels between chess and the selling process You have to believe in yourself first The habits that peak performers makeEvery moment is a surprise We need fantasy to keep reality in perspectiveQUOTESGerhard: "We cannot really claim that we are very smart, we are just the recipients of the kindness of other people. I think we have an obligation to share it with others because everything that's in our brain has been fed to us through the minds of other people. "Gerhard: "It's the thought that created the feeling, not the other way around. So when you write your thoughts down and let's say, you make a cold call and somebody slams the phone on you, and you say, I'm an idiot, I'm worthless, I feel bad, selling sucks, cold calling is dead and all those things, then you divide a piece of paper in two parts. On the left side, all the automatic negative thoughts. And then you force yourself to come up with the positive and realistic equivalent. And what happens when you complete the exercise, when you complete the right-hand side, you're back to your normal self. you have a mindset reset." Gerhard: "By observing your thoughts, you observe the pattern, you recognize the pattern. Then the next time a negative thought comes in, you can transform it." Gerhard: "You are operating right now only at about 40 or 50% of your capacities. You have a lot more in the tank and what's holding you back is the belief system."Gerhard: "As a salesperson, you got to believe in yourself. You got to believe in your product. You got to believe in your capacity and your skills to make it happen, to make quota. And you got to believe that the customer has the desire to buy otherwise you're cooked. If you negatively predict the outcome of a sales conversation, you're cooked. You're not gonna be able to sell.”Gerhard: "I think that peak performers don't get in a jam. They reframe experiences in a positive way. They start their day with a good morning routine. Some people actually spend 5 or 10 minutes writing down what my ideal day would look like if I could control everything."You can learn more about Gerhard in the link below.Website: https://www.sellingpower.com/Linkedin: https://www.linkedin.com/in/gerhard20/Youtube: https://www.youtube.com/user/gerhardpspTwitter: https://twitter.com/gerhard20If 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

HIGHLIGHTSSales is a processInvest in training and onboarding earlyConsistency and empathy: Building trust as a sales leader Humans suck at multitasking Coaching should not breed dependencyHeadcount should not determine the worth of a sales leaderYou don't feel burnout if you truly enjoy doing somethingYou have to own your career developmentAll your problems have already been solved before Chase growth and wealth will follow later The trick to dealing with discomfortLove the game, not just the outcomesQUOTESJake: "Sales is a process. It is just as much science, if not more science than art. There are right and wrong ways to move customers through a journey based on your sales cycle, who you sell to, etcetera." Jake: “It's all about the people, man. I don't need to know the product that well. I don't need to really know much. All I need to do is to get to know Jake, or John, or Scott or Shawn, or Susian, or Eva, whatever. I think for a lot of people, if I understand where you are today, like what your motivations are, what you're trying to accomplish, then like, amazing. I can now help to put together a development plan because I can invest in you. “Jake: "To understand where someone's coming from, I don't have to placate that person. I just need to understand so that I can better communicate with that person because now I know where they're at mentally or based on their experience. And then I show up consistently throughout the process. That's how I build rapport." Jake: "Really great coaching isn't always giving advice. Sometimes it's just asking."Jake: "If you are doing something that you really enjoy, even when it's hard, you don't feel it, if I'm just being perfectly candid. I've been tired in my career and life, but once I realize that, look, I really love sales. I love learning. I'm naturally very curious. And sales to me checks those boxes in some next level because it's evolving so quickly." Jake: "If you align the things that you're good at and the things you enjoy and get energy from, that's the job you should be doing."Jake: "Everyday is a chance to learn. Everyday is a chance to get better. Everyday is a chance to try new shit and break new things and try something different."Jake: "100% if the problems you're facing have already been solved. Therefore, it is doable. So what are you gonna do about it?"Jake: "I made an oath: I will never hang up the phone and have that feeling again. I will always go for 15 seconds of discomfort to ask that tough question, as opposed to 25 minutes or an hour, hours of beating myself up later, just knowing that I left something on the table, knowing that I left my best possible performance on the table."You can learn more about Jake in the link below.Linkedin: https://www.linkedin.com/in/jakedunlap/Email: [email protected] Youtube: https://www.youtube.com/c/JakeDunlapSalesIf 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

HIGHLIGHTSLearning how not to do sales Celebrate the small wins Work when it's good for you The challenges of working remotelySales doesn't have to be a dirty word anymore The difference between being a top seller and a great sales leaderSales leadership can be a thankless jobHaving diversity in your sales team is crucialHow to build a truly diverse team Do you love to win or hate to lose?Success is all about happinessQUOTESAdam: “Embrace it, embrace working from home. There's nothing wrong with the dog barking in the background. There's nothing wrong with the kid walking in the room. You don't have to say I'm sorry.”Adam: "To be a good leader, being a top performing rep, sure, that's part of it. And maybe I could argue that you could be an average performing rep and still be a great leader. Are you coaching people? Are you guiding people? Are you hauling? Are you willing to help and share your ideas? All of that is what makes a good leader, not just being a top performing rep.”Adam: "You're putting your financial growth, your paycheck in the hands of other people. And I think that to do it the right way, you have to have the mindset of number one, I'm not doing this for the money. I'm doing this because I love to coach. I love to develop, I love to help people. And you'll find your good leaders do that before they're leaders." Adam: "You have to have diverse teams. And it's not because we have to check this box of DEI and like, you know, all that good stuff. You want your team to represent your customers that you're selling to, number one, which I think is important. But more importantly, you want folks who bring different perspectives, who come from different walks of life, who have different backgrounds, different boundaries, different beliefs, who look differently, talk differently, believe in different things, eat different foods, whatever it happens to be."You can learn more about Adam in the link below.LinkedIn: https://www.linkedin.com/in/adambjay/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

HIGHLIGHTSBreathing exercisesWhat are you grateful for today?Focus on the positive things that happened this yearAcknowledge the moments that didn't feel goodLook for opportunities to grow and define your valuesDefine your idea of success and envision itQUOTESJordan: "When we operate from a state of gratitude, we're not living in fear. We're in a place of abundance, of trust, of safety. This is what gives us the opportunity to create our greatness."Jordan: "If we can understand what fills us up, what gives us the sense of accomplishment and joy, we can eventually start to think about how we bring more and more of that into our lives. But so frequently, we only focus on the negative, on what we want to avoid and come from a basis of fear."Jordan: "We so frequently don't learn from our negative experiences, and yet these are the opportunities to help us refine and define what our values are, what are the things that we care about the most. And then we understand the learning opportunities that come from those negatives, we can now start to think about where we want to focus even more."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

HIGHLIGHTSBe more proactive in creating connectionsSales is giving and helpingDon't let your emotions control you The underdog vs the champion mindsetTackle the biggest challenges first and celebrate the small winsBouncing back from challenges and setbacksSeek help from people who are more knowledgeableCompartmentalize: think like a waffle Challenge the loss and find your winQUOTESAmelia: "I pride myself by saying that's what I am to the people that I'm working with because that's who I am to be portrayed as. That's the ultimate goal. I wanna help people grow and be better in their businesses and provide solutions that are gonna be beneficial."Jordan: "Being in that top position or very close to it, it's so easy to check out, to throw on the autopilot where you're not pushing yourself."Amelia: "I feel shame on me when I go to bed at night if I didn't push myself a little bit more to get where I'm supposed to go in the future everyday." Amelia: "One stair at the time. Not the whole staircase has to be accomplished. Conquer one stair and you're making gains."Jordan: "I'm a huge fan of seeing the little wins, paying attention to them, and celebrating them. Because they build momentum."Amelia: “Snap back into the present moment, and do what's in front of you because when you've got external things firing away at you, if your blinders aren't up, they're going to intertwine with everything else going on in your life.”Amelia: "Losing in sales and losing in other areas in life is the opportunity for growth. So, you look at the losing aspect of things and you think I can either literally sit in my own sadness and just woe is me, poor pitiful me. Or just challenge it. Challenge the loss. Challenge yourself to say that I'm losing right now but I'm better than losing. Go find your win."You can learn more about Amelia in the links below.LinkedIn - https://www.linkedin.com/in/amelia-taylor1/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

HIGHLIGHTSFocus on helping people, not closing the saleThe person who asks the questions owns the conversationFocus on the pain of uncertainty: expectations vs realityCreate rapport before the meetingVirtual selling needs to be more detail-orientedThe Great Resignation: Addressing burnout in sales teamsAsk more emotional questions to connect with clientsSuccess is the freedom to do anything, whenever and however you wantQUOTESKim: “Stop focusing on the sale. Focus on helping people. Like connect with them, just meet with them.” Jordan: "It comes back to this point of you're a busy human, let me take time off your plate and let me understand if there's any need, if there's any pain there that we can actually help with and solve. And let me then present the specific cases versus the 20-page deck that may be totally pointless."Kim: "Virtual selling takes more discipline, not less. Your process needs to be established. It needs to be documented and written down. And it has to be something that everyone has to follow. We cannot leave it up to the devices of what traditional selling did."Kim: "The idea of ‘Respect the Rest.’ Like when I'm on vacation, I don't want my team to be working nor do I want to work. And so I instill upon them that, like, I don't see that as a hero move. I see that as selfishness. And so I'm like, no, if you're on your vacation, be on your vacation."You can learn more about Kim in the links below.LinkedIn - https://www.linkedin.com/in/kimorlesky/Book - https://www.amazon.com/Sell-More-Faster-Premium-Solution/dp/0998890529Website - https://www.koadvantage.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

HIGHLIGHTS02:25 Impactful moments in Jared's early career09:48 Getting started on building a community18:08 It's never been easier to take more risks, launch your own product19:31 People are looking to do their job better and learn more23:46 Developing the right mindset for career shifts and lateral moves28:39 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 needs41:36 Connect with JaredQUOTES03:18 Jared: “Life defines your sales journey, not sales, defining your life journey.” 18:01 Jared: “It's the era of the side hustle. So people are trying a lot more stuff and there's a lower barrier to entry to be a solopreneur, to be an entrepreneur, to launch a product business or get funding."20:09 Jordan: “The reps that want to learn, that want to grow are the ones that stand out on top and the ones that want to stay stuck in the mud, are probably going to stay stuck in the mud.”32:16 Jared: “The biggest superpower that you could have in my opinion, is remaining level headed, but like truly, honestly doing that. And if you could do that, no matter the ups and downs cause they will come.”34:20 Jared: “Push through and learn, but also listen to yourself. Because when you push through and something bad happens, listen to how it makes you feel, the emotion that exudes. Ask why you're triggered and figure it, trace it back and integrate it.” You can learn more about Jared in the links below.Email : [email protected] Linkedin: https://www.linkedin.com/in/jaredaustinrobin/Website: https://www.revgenius.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

HIGHLIGHTS02:12 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 disabilities11:24 Limiting beliefs on video and finding massive success with Todd's strategies19:38 Todd's camera set up leverages attention hacking 22:57 Clarity: Video eliminates confusion, the cause of leads leaking out29:35 Clients are friends and Todd likes helping his friends35:33 Bounce back from losses by managing the story in your head40:44 Leaders with vision lead organizations and hold people accountable44:26 Routines: Working out in the morning even as a night personQUOTES10:30 "When I'm training people how to get great on video, they beat themselves up on take one, not realizing they're not there when Michael Jordan's warming up in the gym and they're missing all of that prep time."11:32 "Number one, I don't like how I look on camera. That's the big dog, but even supermodels are in therapy over this topic. Like none of us like how we look, but what do we like more than anything? Our willingness or our ability to serve other people. So when we get our vanity in proper position and our desire to serve people as the number one point, then everything changes."22:38 "A customer going down your customer journey page on your website, they're looking for information, what I try to explain to them is wherever there's confusion in your sales process, your leads are going to leak out."31:38 "It really starts with the central question, do I have room in my life for more friends?"46:17 "Honestly. I really like to serve people. I love to be a value to them and I know that as I serve people and I do it with an open, loving heart, they will stay in my life and we will grow together. I'm big believer in that."You can learn more about Todd in the links below.LinkedIn - https://www.linkedin.com/in/videotodd/Website (WireBuzz) - https://www.wirebuzz.com/Website (personal) - https://toddhartley.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

HIGHLIGHTS02:22 Sarah hones her sales skills while getting a business degree08:21 Realizing the need to help sales teams and setting up her business10:10 Running a business: Drawing from sales and being a lifelong learner 14:54 Be a constant learner and sell without being sleazy22:25 Following a script to the dot does not engage your creativity26:02 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 folder38:36 Success is balance in enjoyment of life39:33 Connect with Sarah QUOTES10:11 "I think the plus point of being in a sales environment and always being field-based up until my sort of product management role was that it is a little bit like running your own business, in like it's your own territory."20:27 "You will attract people who are on that same level as you. If you're super assertive and either you're in everyone's faces and you're like buy, buy, buy, and that's what you're comfortable with and that's your personality... If you find yourself out on your own, then that's a bit of an opportunity for self-reflection.22:51 "Following this script and they're just using that part of their brain that follows a script and it reads, they're not engaging the part of the brain that goes, hey, this is a bit much. Hey, I'm not sure about this."33:09 "Goal setting. I love it. Every quarter, we work as a team and we look at where. We look at how we performed in the last quarter, what we could tuck up and strike off the plans."You can learn more about Sarah in the links below.LinkedIn - https://www.linkedin.com/in/sarahjolleyjarvis/Facebook - https://www.facebook.com/sarah.jolley.71Website and book link - https://www.sellingwithoutsleaze.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

HIGHLIGHTS01:31 Ken's journey: Entering entrepreneurship and losing his house04:08 Bouncing back: Create your own space vs consume what the world gives you10:12 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 description16:33 Work-life alignment vs balance: Systems matter more than goals26:23 The same discipline in the gym works in business 31:56 Fasting and reaping anti-aging benefits at the molecular level34:56 Create a well-defined sales process 37:26 Leaders: Address friction points within processes to make them function40:46 Implement change: Focus on one thing that creates the biggest impact43:30 Connect with Ken QUOTES06:57 "Hadn't had a call back on four different jobs and I'm standing in front of my gym, I'm getting ready for this one, and all of a sudden at that moment, I realized that I had allowed my past to create my present and therefore it was creating my future." 12:19 "When we're a taker, is we got commission breath that's just nasty and smells and needs some scope. We're pushing it out on everybody. We're just trying to get to the deal, we're not actually helping. And I think that becomes inauthentic."14:33 "They must exhibit curiosity at all times. And curiosity, if you're naturally a taker or if you're naturally somebody who's not prone to owning that responsibility, you're less curious because your worldview is more refined on how you want things to come to you rather than how you want to contribute to the world."38:59 "If you're not talking at a granular level when you're implementing change, or at least respecting the fact that that much friction exists, they will go back to the way they've always done things before."41:53 "Pick the right A, pick the right one, stick to it, enforce it, coach it, help it, and push it for success. And we have to go slower to speed up. In your organization, if you can fix one thing, pick the one thing that's going to have the most impact, fix it, get it to where it's running, and then pick thing number two." You can learn more about Ken in the links below.LinkedIn - https://www.linkedin.com/in/kglundin/Website (RevHeat) - https://www.revheat.com/Website (Ken Lundin) - https://kenlundin.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

HIGHLIGHTS02:26 Joining HubSpot and applying the lessons of psychology05:48 Build connections with trust: Know the person behind the call09:50 Be authentic: Not knowing all the answers is okay 14:05 Goal-setting: At the beginning of the year, lay out 5 goals17:13 Accountability: Easier with work metrics vs personal life25:58 Working with partners and making them succeed 29:41 Be consistent: Know your goal and build strong human relationships32:19 Bouncing back from setbacks37:11 Personal and professional advice: Do what you need to do to be happy39:09 Success means living a fulfilled life and helping others in doing so QUOTES05:04 "People are like, what is your secret sauce? I don't know what the secret sauce is, but I know what I do and what I do is I build relationships. And if you can do that and you can get someone to trust you, then the sale is the easy part."21:36 "You can get your level one goal. I want to grow, great. We all want to grow. Okay, you want to grow by X amount when, when, okay, great. And why do you want to grow? And if you can get to the why, and it's so easy to make the sale, and if you can develop that relationship too, it's so easy to get to the sale."33:29 "Let's jump on a call and not even talk about anything. And so I'll still use the time to build those relationships in hopes that, later down the road, so I'm not thinking about this month or next month, I'm thinking about December, I'm thinking about January. I'm not thinking about this month."35:53 "I think the best leaders are those that listen and do not tell, and because you're listening and you do not tell, then you can learn and you can hear what people have to say before you respond."40:59 "Whether the prize be money or relationship or whatever it is, I think that's what success is, is being happy with what you're able to accomplish and being okay with what you cannot accomplish." You can learn more about Sophie in the links below.LinkedIn - https://www.linkedin.com/in/sophiesalzman/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

HIGHLIGHTS02:28 Growing in people leadership with Apple and joining HubSpot09:10 Embodying people leadership and paying it forward10:52 Mindset shift: From working for someone to serving your people13:09 Leading versus selling: Proactive versus reactive16:36 Servant leaders set intention, write them down and have boundaries19:54 Measure success: Set priorities and know your team's goals25:49 Leaders teach positive habits through repetition28:43 Bouncing back from setbacks and having conversations about change36:40 Be okay that change can be uncomfortable but goals make it worth it38:37 Leaders with a human touch inspire their organizations42:24 Connect with KellyQUOTES27:06 "What I see a lot is new leader step in, and they forget that not everyone has those habits. And it's not always a will thing. Often it's a skill thing. with, we need to teach them their role as a leader is to teach those habits... They need to do a lot more repetition."30:14 "Okay, I had a bummer quarter. I could look at that as like a big, hairy goal. How do I break that down to say, okay, well, what would a better quarter look like moving forward and how does that translate into what I'm going to do today? What is the behavior I'm going to do today to make that outcome?"34:00 "Oftentimes resistance to change comes from lack of understanding or from sometimes overestimating the amount that is changing. And so I think taking the change and creating clarity in what is changing and, just as importantly, what isn't changing is really important for people."35:53 "It's so important to figure out how you feel about it, be part of the conversation, be authentic. And also, if things are objectively crummy, like if a change is negatively impacting someone, I think it's okay to acknowledge that." 41:18 "It's not even a big losses. It can be micro losses, but winning and winning in a sustainable, repeatable, predictable way is a product of reflection and commitment to the process. And I don't think that you get there without some kind of loss or some kind of hardship."You can learn more about Kelly and ask her about available positions in HubSpot in the links below.LinkedIn - https://www.linkedin.com/in/kellycbrooks/Website (Hubspot Careers) - https://www.hubspot.com/careersIf 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

HIGHLIGHTS05:05 Embracing being solopreneur and learning as you go07:50 An athlete's mindset brings gems of wisdom in sales13:27 Surf and Sales: Combining passion and career with experiential learning17:14 Common startup mistakes: Hiring wrong leaders and lack of processes25:11 Going to graduate school, getting sick, and entering sales as a career30:11 Different learning styles and near-death as the baseline for obstacles 35:47 Scott's success is not based on routine37:53 Hiring question: What's the hardest thing you've ever been through?39:42 Winning qualities and philosophies: Transparency and over-communication43:10 Connect with ScottQUOTES07:52 "Learning to deal with failure, number one. When you talk about playing tennis, like every mistake you make is on display for everybody watching to see, every single time. And they're also watching your attitude after you make all those mistakes."15:35 "We'll go surf in the morning, eat some breakfast, we'll talk about different things around business and sales and leadership, and then break for lunch. And do the same thing in the afternoon and then go surf in the afternoon and then hang out."19:29 "A lot of early stage companies get enamored with some big fancy title and company name... and they don't realize that they just hired a VP of spreadsheets who just wants to fuss around in Excel... when you really need to be hiring like a VP of sales who's willing to get in the ditch."22:24 "When you go from rep to manager, you have... to have a process and you have to get good at coaching people to that process and things that have come naturally or feel easy to you are not necessarily that way with everybody you're working with."41:19 "I'm not the type of sales person or sales leader that's just ripping through business books and industry jargon. That's not my thing. So I would read these things in the periphery that were more interesting to me and then think, how can I apply this to what I'm doing?"You can learn more about Scott and follow him in the links below.LinkedIn - https://www.linkedin.com/in/scottleese/Website (Surf and Sales) - https://www.surfandsales.com/Website (Thursday Night Sales) - https://thursdaynightsales.com/Website (Scott Leese Consulting) - https://scottleeseconsulting.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

HIGHLIGHTS02:18 Marine biology to get away from people and an analytical mindset in sales09:28 Two fundamental fears: The fear of change and wanting to stay in the tribe15:48 Calling out people's fears and being authentic to be confident22:17 Don't compare your behind-the-scenes with someone's highlights26:14 Sales professionals have high activity levels and do the actual work28:58 Jason's daily and bedtime routine to show up his best36:01 A Progress Board reminds you how far you've come and your worth39:44 A leader with a vision enrolls others and serves them 41:53 Driven to play his own game and defining success by helping others45:00 Connect with JasonQUOTES09:48 "There's two things fundamentally that drive us. One is the fear of change and making a mistake that might kill us... (and) the reason we have survived and thrived and dominated the crap out of this planet for good and for evil is because we've done it together."19:10 "If you don't know how to wield it or why you're doing it, that's not going to work. So the key for that confidence is the authentic part which is, why are you in sales? What do you want to accomplish for you? What are your goals? And then, who are you? It's those strengths."25:11 "Set the benchmark and just understand that you got to figure out what game you're playing. Is it a short game or a long game? Are you playing a weekly game in your sales role? Are you playing a monthly game, a quarterly game, a yearly game, a daily game?"33:46 "Figure out when you want to get up so that you don't have to rush into your day and then work backwards and say, okay, this one... I need to go to bed at like 10:30 so that I can make that happen."36:41 "I made a progress board, which is actually now six pieces of paper on the wall.And it is a compilation and snapshots and snippets and clips of essentially what I have done... to remind you how far you've come and to remind yourself and not listen to the primal part of your brain and say, I am good at what I do."You can learn more about Jason and follow him in the links below.LinkedIn - https://www.linkedin.com/in/jascut/Website - https://www.jasoncutter.com/Email - [email protected] 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

HIGHLIGHTS02:35 Leading go-to-market teams by creating an authentic buyer journey05:55 Authenticity is a transparent conversation about co-development 09:53 The trusted advisor model in sales has a reciprocal relationship16:48 Advisors who project manage for clients are valued22:45 Go-to-market teams need commitment to practice to get better27:04 Leaders need to commit part of their time to coaching30:26 Brent's routine: Prayer, meditation, and exercise33:00 Reflect on bad experiences and refine to reveal opportunities for growth38:04 Writing a book and using stories to impart lessons42:25 Being hypercompetitive, Brent cannot stand to lose43:29 Success is knowing that you did the right thing44:49 Connect with Brent ------------------------------QUOTES09:54 "People talk a lot about the trusted advisor model in selling now where it's not about me selling you or closing you, but it's about introducing an opportunity for partnering."18:26 "Totally huge. Part of the trusted advisor model is we have expertise which we can bring to our advisors on the right next step of the conversation. They're not saying yes to a signed contract. They're saying yes, I will take that step to see if there is fit on both sides."23:58 "We have teams that use call reviews or teams that look at emails, activate our dealer solutions. They review emails. How well did you capture the buyer, payoff statement, our aligned capabilities, our success stories, and what we're going to do about it next."24:50 "That commitment to practice makes the difference between good and excellent. And so I just like to compare notes with people on how do you commit your team to practice?"27:10 "Think about an hour a week, just 3% of your working week that is dedicated to skills practice either in an individual coaching call or a team coaching call. And we alternate those. It's an hour a week, right? 3% of your time to get better at what you do."You can learn more and follow Brent on the following links below.LinkedIn - https://www.linkedin.com/in/bkeltnerWebsite (The Revenue Acceleration Playbook) - https://authenticitywins.com/Website (Winalytics) - https://winalytics.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

HIGHLIGHTS03:01 A family of entrepreneurs inspired Donald to be successful at sales09:08 Let go of limiting beliefs and take a chance because you can do it15:17 Imposing your beliefs takes away agency from the buyer 16:56 Repetitive negative thoughts make you behave like it's true23:38 Create your vision board and keep the dream alive26:05 Goal-setting creates accountability and Donald's routine33:31 Bouncing back after setbacks: Aim to beat who you were yesterday38:04 There are no bad days, just bad moments41:10 Good leaders inspire others 43:34 Embrace winning and enjoy moments of victory45:26 Connect with DonaldQUOTES11:40 "The secret is that I found that I want to pass on to my son? Is that Oz is not who we think he is because all these big individuals and big companies, they have the same problems that little individuals have."12:06 "If there's something you want to do, you are totally qualified to do it because people who are going to do it, they more than likely are probably not qualified for it. It's just that they took an opportunity and took a chance."17:45 "If you're taking in that data and giving it to yourself that I never could close, this just never works out for me, I never can get past the demo phase, then you're repeating that negative thoughts over and over multiple days in a row, it becomes true."21:07 "When you think positive, it does something to your brain that then leads to the belief that then leads to the action and the habits start to come from that action."34:33 "What I try to strive to do is to look for how can I make it that I'm going to outperform my yesterday? How can I beat what I did yesterday?"39:29 "You could have somebody, that one moment with somebody, that rejects you or your company, it doesn't mean that everybody else is going to do that, so I need to be able to isolate that one incident and not allow it cause a catastrophic impact on my sales quarter for the month."You can learn more and follow Donald on the following links below.LinkedIn - https://www.linkedin.com/in/donaldckelly/Instagram - https://www.instagram.com/donaldckelly/Website - https://thesalesevangelist.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

HIGHLIGHTS02:05 Framing an entrepreneurial mindset and the power of visualization05:58 Preventing burnout and applying mindset lessons to sales09:49 Neuroscience lessons for teams: Potentiation, depotentiation, and equanimity13:56 Showing leaders the benefits of meditation and visualization 17:58 Keep performing at your best with just 15 minutes of mental fitness activities29:39 Maintaining your positive mindset in the face of failure31:00 Explaining the physiology of mindset and the results that follow38:47 For skeptics: Science backs it up and you must try it to feel the results46:39 Habit creation: Repetition helps create habits, but it can also only take 1 instance51:22 The ability to feel joy no matter what happens externally is success52:16 Connect with KevinQUOTES10:44 "You want to get confident, have natural confidence? You got to get really excited about you being confident and that will wire and fire and build new neural networks for confidence. Same thing with gratitude or any other mindset you want to practice."11:11 "There are networks in your mind, limiting beliefs, bad mindsets: I'm not good enough, our product's too expensive, our competitors are better than us, dad said don't talk about money, those kinds of beliefs that you actually need to lose. So that's called depotentiation."12:04 "Every time you trash talk yourself, you're creating new neural networks of shitty beliefs. So to not do that to yourself, that's called equanimity. That's what cold showers and stuff are trying to train you to do, just stay cool no matter what happened because the last thing you want to do is get into an already bad situation and make it worse."20:38 "For most people, all they need to do is set intention in the morning, meditate in the afternoon, and practice gratitude in the evening."31:03 "Your physiology controls your emotions and your feelings, your emotions and feelings control your thoughts, your thoughts control your actions, your actions control your results."You can learn more and follow Kevin on the following links below.LinkedIn - https://www.linkedin.com/in/kevinjamesbailey/Website - https://dreamfuelcoaching.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

HIGHLIGHTS01:25 Stumbling into sales and entrepreneurship from a career in game design04:56 Pursuing total change by moving to Canada09:37 Become independent, live your life, and take action now13:47 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 VP22:51 Show up your best: Curate your surroundings to what's beneficial 28:28 Rising above low vibrational states and pursuing personal development31:53 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 losing43:33 Connect with RachelQUOTES05:51 "I always had it in my head that I needed to do something drastic to kind of get out of that and, for me, that was just picking everything up completely and moving to an entirely new country."08:16 "Imperfect action is the way to go. There's no such thing as a perfect time to do anything."20:38 "Shadow calls or ask. If you're selling to VP Marketings, for instance, talk to your own VP of marketing and see how they evaluated their last purchase for the company. What they went through, what they like, what they didn't like."28:48 "Our ultimate goal should be to realize the pinnacle of what we were put on this earth to do. And to me that's self-actualization where you rise above some of your base needs for food, for shelter... then get to a higher state of being."29:23 "A low vibrational state is when you're not in pursuit of that purpose. You're detached from it. You're just operating based on whatever inputs you're being exposed to, and just fulfilling that base animalistic part of your brain."40:44 "You only win or learn. To me, there is no such thing as losing. When I fuck up in some massive way, if I lose a deal or I had a bad conversation with a customer or anything like that, that's not a loss to me. That's an opportunity to reflect."You can learn more and follow Rachel on the following links below.LinkedIn - https://ca.linkedin.com/in/rachshiTwitter - https://twitter.com/_rachelshiYouTube - https://www.youtube.com/user/loveraichuIf 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

HIGHLIGHTS03:11 Transitioning from sales to marketing04:56 UNCrushed is a community for people to connect on mental health08:42 SOBERforce: Debunking sobriety myths and becoming an ally13:24 Being vulnerable and strategies to connect with employees18:46 Unmasking vulnerabilities and allowing people to grieve25:27 Balancing vulnerability with responsibilities31:08 Misconceptions on mental health in sales today33:04 Measure life by the impact you make on others' livesQUOTES07:07 "It doesn't have to be addiction. We've got people that share about grief and depression and sexual abuse and domestic violence. There's many different stories that are shared on there. And we don't just focus on the darkness, we focus on the light." 09:55 "The word sobriety has some stigma associated with it. The first thought that comes to mind, if someone tells me to sober is, well, what's wrong? What went wrong with you? So the first myth to debunk is actually you can be sober for any reason."11:44 "When we talk about inclusion and equality and equality in this group, we focus on the fact that it doesn't matter what your path was to getting you here. And it doesn't matter what your path forward is going to be. We're trying to be as inclusive as possible."16:05 "Ask your employees how they are twice. Don't just stop at that first time. Really, really understand what's going on. Maybe you don't want to get into detail. You could apply a traffic light system. Red Amber Green right now." 32:18 "We see this in the mental health and sales report that we did with Sales Health Alliance and Rich Paris, there's a strong correlation with when your mental health is better, that your sales performance is better."You can learn more and follow Tim on the following links below.LinkedIn - https://www.linkedin.com/in/timclarke/Website (UNCrushed) - https://www.uncrushed.org/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

HIGHLIGHTS04:19 Starting on Wall Street and striking out on his own 07:24 Building up the courage to dive into entrepreneurship13:09 Stay fit at 60: Mixing it up and eat healthy17:17 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 DavidQUOTES10:19 "If you have a stock where one goes down to zero but you've got many other investments, you'll end up being fine... And I think that the fear was overcome really quickly when I looked at it from this perspective of I call it the portfolio theory of work."12:25 "If you follow this philosophy that I've been following of the portfolio theory, multiple income streams, multiple things that you like to do, do the stuff where you add value, I think I could be working until they carry me out of the studio toes first."27:28 "You don't need to spend $2,000 necessarily, but good sound is more important actually than good video. And it makes a huge difference because most people don't have good sound."28:32 "I'm a huge, huge believer in these several things. Simply standing up, number one, and simply number two, having equipment better than the other guys. And it doesn't need to be a lot of money."31:14 "There's something that was super surprising as we were researching fandom and building tribes and so on. That is, the importance of passion. Passion, we learned, is infectious. When you're passionate about what you do, that passion rubs off."You can learn more and follow David on the following links below.LinkedIn - https://www.linkedin.com/in/davidmeermanscott/Website (Fanocracy) - https://www.fanocracy.com/Website (Stand Out Virtual Events) - https://standoutvirtualevents.com/Instagram - https://www.instagram.com/dmscott/Twitter - https://twitter.com/dmscottIf 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