Peak Performance Selling

HIGHLIGHTS03:00 Lori transitions from being a teacher to a sales professional08:35 Outstanding sales teams use data and common terminologies 13:03 Top sales managers' core competencies17:31 On learning skills: Get out of the comfort zone and grow21:15 Motivation versus inspiration23:40 Inclusivity in the workplace also reflects back on who your buyers are27:18 Getting sales leader buy-in, goal setting, and life hacks33:55 The She Sells Summit on November 3, 202136:41 An athlete's mindset brings resilience to sales 41:15 Awesome managers versus awful managers43:28 Do you love winning or hate losing? What does success mean to you?46:30 Connect with LoriQUOTES11:40 "Getting data and having common terminology and a level playing field is something that I would encourage everyone to do on their sales team because your idea of coaching, just like my idea of selling, you know those are action-packed words."15:57 "Desire is one of the top things, so you have to be willing to be the leader to manage no matter what and be committed to it and to take responsibility. And so, you set an example for your reps, so then they take responsibility."24:32 "It's inclusive in so many ways. It's age now. It's ability-wise. There there's so many different ways we can add powerful members to our team who have different backgrounds than we do and make it a better team."37:46 "What top athletes and top sellers have in common is the mindset piece, the idea that if you had a game on Friday night and you lost, you can't come in to Saturday's game thinking you're going to lose again."42:47 "It's really important that you know what type of a leader you are and if it is just for the job and to help someone do that, then do that really, really well. But learn what servant leadership is so that it's not all about you. It's about them."You can learn more and follow Lori on the following links below.LinkedIn - https://www.linkedin.com/in/scoremoresales/Twitter - https://twitter.com/scoremoresalesInstagram - https://www.instagram.com/scoremoresales/Facebook - https://www.facebook.com/ScoreMoreSales/Website - https://www.scoremoresales.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

HIGHLIGHTS04:39 Starting out in sales and learning the value of resiliency 09:12 Creating the Go to Market Lead at Hubspot11:45 A customer first mentality: Using curiosity to figure out pain points 22:53 Product teams retain volumes of info to be proficient in the product 26:28 Constructive feedback and supporting teams across departments35:26 Coaching kids baseball and imparting perspectives on failure39:18 Prioritizing a nighttime routine for optimal sleep42:23 Sales and product leadership qualities to create buy-in46:00 Connect with DavidQUOTES11:44 "I think the one thing that certainly helped me that, at least from my sales career, was always just like customer first and listening and helping first mentality."12:03 "Every time you interact with someone, you have to think about them sitting at their desk with a big stack of papers. Your job is to remove pieces of paper and that paper kind of symbolizes work and to-dos, and solve that for them."15:43 "How can I apply the things that are working in that business and where are the similarities between our potential buyers or target personas, ICPs, that sort of thing? I do think you have to be curious to want to do that."24:57 "It's hard to relate to someone in a sales role if you've never sat in that role and carried the quota. You don't just have to sell. You have to prospect, you have to prep demos, you have to work with legal, you have to build quotes."43:42 "As I become a leader at Hubspot, I realize how vital it is to just keep pounding the table on the strategy and the mission, and the strategy and the mission, and this is what we're doing, and this is how we focus around that."You can learn more and follow David on the following links below.LinkedIn - https://www.linkedin.com/in/davidlondonbarron/Twitter - https://twitter.com/David__BarronIf 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

Simple meditation with:Body ScanGratitudeVisualization Enjoy and let us know what you [email protected]

HIGHLIGHTS02:44 Applying the Inner Game mindset to create peak performance07:45 Tennis as sales: The inner game is the outer game and vice versa13:49 Empowering sales: Syncing the languages of customer and salesperson19:59 For sales leaders: Reframe bad months as learning experiences 27:31 Buying performance: An inner process of decision-making34:14 Redefine outlooks to be goal-oriented instead of gratifying egos 35:47 Success is a feeling, defining it limits it 38:17 Get Jeff's book and connect with him QUOTES17:43 "Salespeople need to play the long game, and you do that by being the learner, not the teacher. We can control what we learn and also salespeople control the definition of their role."22:49 "When you try, what's it feel like for the customer? It feels pushy. A salesperson who is trying harder, the customer feels that that salesperson is being pushy and trying will sabotage the performance itself."24:52 "You're paid based on how your customers buy, not on how you sell."31:19 "We need to get salespeople to watch the seams of the ball, from outer to inner. And that's the beginning. So good sales coach is going to be a good observation coach redirecting the sales person's focus from outer to inner."34:38 "We could be very mindful, but it's not going to be of much help if we're focused on the wrong thing. So using the example of selling, we have to reframe selling to get salespeople focused on the right thing, which is you're not there to sell."You can learn more and follow Jeffrey Lipsius on the following links below.LinkedIn - https://www.linkedin.com/in/jeffreylipsius/Website (Selling to the Point) - https://sellingtothepoint.com/Website (The Inner Game) - https://theinnergame.com/Author Page (Amazon) - https://www.amazon.com/Jeffrey-Lipsius/e/B01BT1U53K%3FSelling To The Point (Amazon Book Link) - https://www.amazon.com/gp/product/B01CRSJ2NI/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

HIGHLIGHTS02:59 Hustling it out in sales and learning the value of mental health07:38 In sales and in cancer: Find the opportunity and manage stress positively12:44 Habits to manage yourself daily and create upward spirals19:18 Extrinsic motivations destroy sales teams from within23:58 Joining Jeff's class makes a difference in reversing climate change 28:51 Opportunities for companies to support employees' mental health33:31 Look at well-being metrics and treat sales professional as corporate athletes37:35 Leaving the world a better place is the best metric for success40:08 How to connect with JeffQUOTES08:50 "The key to this is to be able to have that capacity, to be able to have that ability to reframe and use that really powerful prefrontal cortex that all humans have that makes us so smart and so capable, is we need to know how to manage our stress levels."11:12 "Stress can be a good thing but if you're not in touch with it, if you're not aware of it, if you don't have tools in your toolbelt to manage it, it's going to be really hard and draining on us because sales is a tough profession."14:53 "We both know from growth mindset, you can literally strengthen muscles in your brain and change how your brain is operating by executing on things like gratitude."22:12 "Fundamentally, you're building a culture where the individual needs to reward itself first to feel safe, as opposed to operating from a mindset where you want things like cooperation, collaboration, trust to exist."34:24 "You need to start tracking well-being metrics and you need to start empowering people to get a better idea of where their stress levels are on a regular basis so that they can start actioning some of these strategies."You can learn more and follow Jeff Riseley on the following links below.Sales Health Alliance Website: https://saleshealthalliance.com/LinkedIn - http://linkedin.com/in/jeffriseley/If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - [email protected] - https://twitter.com/jbenj09

HIGHLIGHTS03:55 Nikki's unexpected breakout into sales18:24 Delivering stellar performance gains you visibility in sales24:15 Success frees the motivation: Training the mind to overcome adversity32:30 How to strengthen your mindset: "I don't vs I can't" and being prepared 40:28 Innovating hiring processes and emphasizing the role of culture 46:20 Vulnerability is a strong quality in a leader51:39 How to connect with NikkiQUOTES14:58 "Growing up on those bases, diversity was the norm. And it wasn't assimilated diversity either. It wasn't just a bunch of us together who looked different but do the same things."19:25 "What you can control, what you have the most control over, is your performance. So prioritize that over everything."25:09 "Do a thing that helps me feel successful. Do a thing that gives me a sense of accomplishment, and that is where the motivation comes from."42:16 "Make sure that your onboarding process emphasizes culture and inclusion the same way it emphasizes proficiency with this tool or that, the same way that it emphasizes how well they learn the product."47:59 "That's the number one thing, I would say, is that capacity to be vulnerable in a way that invites people to be their full selves around you. Because then, you're going to get the real reasons why they haven't hit their activity metric in a few days."You can learn more and follow Nikki Ivey on the following links below.Sales for the Culture Website: https://salesfortheculture.com/SDRDefenders Website: https://www.sdrdefenders.com/LinkedIn - https://www.linkedin.com/in/nikki-ivey/Instagram - https://www.instagram.com/knownikkiivey/​​Twitter - https://twitter.com/knownikkiiveyIf 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

Sam Shoolman is the Director of Corp Sales at HubSpot. He is also responsible for Recruiting/hiring, onboarding, training, the rollout of new playbooks/initiatives, regular data analysis, cross-functional projects. He is a champion of DE&I initiatives and has a leadership style unlike most traditional sellers. Sam has built sales teams and opened offices across EMEA, APAC & North America.You can learn more and follow Sam Shoolman on the following links below.Twitter - ​​https://twitter.com/samshoolmanLinkedIn - https://www.linkedin.com/in/samshoolman/If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - [email protected] - https://twitter.com/jbenj09

Johnny Occean is an Account Executive at meQuilibrium. They are the only clinically validated SaaS-based resilience solution available today. MeQuilibrium targets the root cause of negative behaviors, making it possible for individuals to improve health, reduce perceived stress, and increase satisfaction at work and home. Through anonymized data, organizations are able to understand their employees' mental and behavioral health needs, track productivity gains realized by resilience, and improve agility by fostering a resilient organizational culture. Deployed across 83+ countries today, meQuilibrium supports organizations in all industries and is used by all roles and titles. Johnny is also a member of RevGenius and an associate member of the Revenue Collective.You can follow Fired-up Fridays with Johnny Occean and reach him on his LinkedIn at https://www.linkedin.com/in/john-occean/. You can also Johnny on the following emails below.Email - [email protected] - [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

Sean Dazet is a top-performing sales and marketing expert with a strength in building and optimizing global programs that drive growth and revenue retention. He currently leads JazzHR's partner sales organization.Prior to JazzHR, he was the Chief Revenue Officer for Square 2 Marketing, an award-winning digital marketing agency. Before Square 2, Sean was a Principal Sales Manager on HubSpot's (NYSE: HUBS) Agency Partner Team. In this role, he led a team of channel account managers in subscriber acquisition and partner engagement efforts. He also developed and implemented global program-level strategic initiatives. Throughout his tenure at HubSpot, Sean earned a variety of accolades, including #1 Sales Manager in North America (2016 & 2017), President's Club (2014, 2015, 2017), and Heavy Hitter (2015, 2016, 2017).Prior to HubSpot, Sean was a business development and marketing executive and was responsible for creating countless enterprise-level partnerships with firms such as AMD, Dell, Post Foods, Ubisoft, GameFly, and The Walt Disney Company. Throughout his career, he has held various sales, business development, and marketing positions. His passions lie in leveraging technology to improve how businesses and people function to make the world a better place.You can learn more about Sean Dazet on the following links below.LinkedIn - https://www.linkedin.com/in/sdazet/Website - https://www.jazzhr.com/If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and we’re listening for your feedback.

Listen in as Dr. Devan Kronisch discusses:Their journey from Academia studying how humans operate at their best to tech sales enablement @ ProposifyThe science of the human mindStrategies for incentivizing sellersHow to operate at your best as a sales leader, for yourself and your teamHow to build an inclusive cultureWays to maintain peak performance!LinkedInProposify Blog on Managers

Scott Milener is the sales expert CEO Of IntroSnap, an outbound lead generation platform that harnesses the purposeful balance of business and supporting global causes, making it easier for professionals to connect while supporting global causes important to the future - the faster and more affordable way. A graduate of University of Rochester with a BS in Economics and Business Administration with an extensive background in sales, Scott is an experienced sales leader in B2B SaaS sales that span from cloud applications in CDP, to martech and adtech, to demand generation, and all the way to social and related solutions. Prior to Scott’s current role as CEO of IntroSnap, he held very notable sales leadership positions such as being the VP of Sales at Blueshift, a SmartHub CDP high scale, 1:1 cross-channel marketing. He stood as VP of Enterprise Sales at Functionize, Inc., an AI powered QZ in the Cloud. He handled the floor as the Sr. Director of Enterprise Sales at Oracle Marketing Cloud, where he led a team that closed and implemented some of OMC’s largest customers including Cisco, Kaiser Permanente, Robert Half, Altera, Etc. He’s even taken the reins as VP US Sales at PeopleBrowsr, a leading social analytics, digital marketing, and big data platform, where he handled key account sales, channels, and co-marketing with major clients including the GRAMMYs, eBay, SAP, Purina, and P&G.Find out more and reach out to Scott Milener and IntroSnap through the following links:LinkedIn - https://www.linkedin.com/in/milener/Website - https://www.introsnap.com/Twitter - https://twitter.com/milenerIf you’re listening to the Peak Performace Selling Podcast, please subscribe, share, and we’re listening for your feedback.

JB: How’d you get into sales?Brandon Fluharty:Thought I was going to be a professional soccer player, I went to Romania, had an amazing year. But learned something important about myself, which was an important foundation for sales. My Ambition far outweighed my talent compared to other young players who were much further along in their developmentLearned, Focus, discipline, take care of myself becoming a true professionalRan into some injuries, came back to US, Finished school and moved to NYRealized I couldn’t play soccer and wanted to be involved in Soccer, got involved with a training organization with youth players in Long IslandIt was my first foray into sales, without realizing I was in sales. We were former players who wanted to build a unique training organization in a competitive space using smaller balls for trainingSold small groups and 1:1 training sessions- wasn’t realizing I was selling - I was passionate, knowledgeable but did have a revenue target to hitFrom there - company was sold ….didn’t ask for equity in the company ...lesson learnedMoved into the city, started working for a music marketing agency Combined another passion of mine (DJ Tables in his office) working with that agency and see that as my first true step into selling. I was brought on to grow accounts, provided background music for big brands like Gucci, Royal Caribbean...Skratch DJ Academy, Utilize DJs to create background music to make the space more enjoyableJB: Move from Agency to tech sales?BF:Foray back to NY, at the time my girlfriend was a former fashion designer and turned nurse. Made a lifestyle choice to move away from NY, had been there, done that so had the opportunity to move down to Sarasota, FL where she grew up. Was snowing in NY, coming to FL on a beautiful beach, having a cocktail at sunset, dolphins going by...why don’t we try this out as an experiment?Bought first house in 2009 at a great time to buy and had to pivot career and completely start over! Remote work wasn’t a thing then so I started working for local media companies selling print ads to SMBs. Full-cycle sales grind, cold calling, try and build a base of business working to climb the ranks. Moving from Print to Digital ads, Monster.com → went to local TV station selling ads and moved to Digital marketing company at ReachLocal → From there climbed the ranks, mid-market IT outsourcing firm → Remote late stage startup from SF, Revel Systems → 3.5 years ago recruited to LivePerson, leading in Conversational AI, Working big brands, Delta Airlines, United, Chipotle, Citi corp & more. JB: How do you think about aligning lifestyle with ideal career?BF:I was drawn to sales for both financial freedom and autonomy. I’ve always created that TIME freedom. I’ve always thought sales is an ON-RAMP, I’m an intrapreneur now wanting to move to entrepreneur.One thing I’ve learned and embraced climbing the ranks in sales from the down and dirty pleading to have a local bar buy a 2inch space in a newspaper to working with a Fortune 10 Brand making massive digital transformationI’ve embraced sales as my craft, after realizing I wasn’t going to be a professional soccer player wasn’t in the cards for me, but the way I was approaching making a career out of it, I’ve embraced sales as my craft. When I’ve given sales that respect as my craft, it has paid me handsomely in all those things that I desired to be creative and do big things JB: Talk to me about the habits and routines that allow you to show up at your BEST?BF:The perception of the seller, makes me cringe…”don’t be a used car salesman” I feel really bad as they shouldn’t be thrown under the bus. It’s this perception of all sellers that you’re that person, typically male, extroverted, loud, sleazy and you’re just trying to get something done to sell a lemon….that’s the common perception globally when you hear of sales. Certainly not of what/how I picture or think of myself. The best way to actually sell is to stop selling. Don’t give anyone the opportunity to lump you into that used car salesman stereotype category. It has promoted and elevated the career sales for me personally. When I respected that I could have more respect in my work. 2nd thing I learned. Falling in LOVE, not necessarily with the work, but the WAY I WORK and want to operate. That has been the engine to allow me to move from SMB selling to Super Strategic types of deals then showing people how to move from intrapreneur to entrepreneur. Falling in love with how I operate was a big thing and the way I operate, I don’t believe in this false premise of Work/life balance. Unrealistic to think I’ll get 8 hours uninterrupted sleep, 8 hours of work uninterrupted and 8 hours family/friends time. This premise of things falling neatly into a bucket and being perfectly balanced, isn’t real life especially for today’s modern seller. I’ve fallen in love and respected the love of the craft of sales.I want to embody the professional athlete as I approach my c

JB: How’d you get into sales?CG:Sales wasn’t something I went to school forBlack people in general, women of color are not involved in the tech sales industries as much as we’d like them to be. However black women are the fastest growing group of entrepreneurs. Not a lack of business sense/acumen. It came from a lack of awareness and opportunity meeting them where they are at. Caribbean family, they are adventurous, came to America looking for adventure and opportunity. That is one of the biggest things in business & sales is being confident taking a step outside yourself, taking a risk in your decisions. I was raised in that structure. That’s how I navigated through life, that’s how I saw America and opportunities ahead of me. But that’s not everyone’s view and opinion of America or where they are. It goes to show how important mindset is. I was raised to believe opportunity existed for me anywhere I go no matter what I do. I operate with a sense of positivity. I thought I wanted to be a lawyer, that didn't work, maybe drama. That didn’t work out. Hopped on Craigslist in 2013 and saw an ad for Yelp. The mindset piece, there are ads for jobs everywhere, but if you aren’t operating with a sense of utility. I applied on a whim, just looking for something that I could manage while I was still trying to figure out what I was still really passionate about, then I got the job. Got the job, had a one foot in, one foot out mentality. I wasn’t sure if it was for me or not. But once I got on the phone, something clicked and I was able to gamify it and make it fun. I wasn’t totally connected to it, but it was just another version of me, and didn't see it as my natural progression to being an AE/Leader/VP. Through that work I realized I could gamify this and am actually good at this, that realization that I am GREAT at this. Most of us that come into sales from a non-traditional background, may take a little longer to get to that AHA! Moment. If they aren’t feeling supported by their team or community, somebody that could be a fantastic salesperson may not get to that place. I was lucky to be in a sandbox that allowed me to learn and help me get there. JB: Our upbringing has such an impact on our mindset, how we approach our lives and what we do. Seeing your parents leave their family and their home is such a big risk to take, seeing that type of mentality and mindset is fascinating. Talk to me about community and how you are building DI&B to the companies you work with and building Sistas in Sales as well as building belonging in the companies they are part of. CG:At Yelp! I was growing and realized I was one of the only Black sales leaders and was my own pioneer.I grew up in a Caribbean community, living a few blocks from my childhood home in the Bronx. As I moved through the ranks I was less and less connected to what I knew. It was scary for a few reasons being outside of your community. You don’t have experience connecting with people. We like to be around folks that make us comfortable. It’s hard when you’re in a space where you aren’t sure if you’re an enemy or a friend as a black personI was inspired to step out of my comfort zone and realize Oh i’m alone now and nobody is in charge which helped inspire me to start thinking about SIS. JB: Humans are tribal, that is our root and through Covid so many people are individualized and on their own that takes away our power to be better people that allows us to achieve more as a group. As we talk about getting through that fear initial as you talk to women, especially Black women. What are you hearing as some of those moments that have helped them get over that initial hurdle to go into something less familiar?CG:It all came down to being in the same spaceI started SIS at a dinner party and found women I knew that were committed to sales so I knew that group would have to be committed to salesMost people don’t get to that stage because it takes awhile to move through the BDR/SDR role to further their sales careerI found 10 people, but didn’t know most of them and +1’sI wanted them to know I took it seriously and we put together this beautiful EVENT, with floating candles, beautiful spread, catering, fresh flowers and so much more. I didn’t ask all the questions I wanted to until the last 15 minutes because all they wanted to do was connect with each other, open up conversations, create a group chat, take pictures and connect! It was amazing and validated my career!It was magical and an amazing experience for people representative of Tech, non-profit sales, fashion industry. People didn’t realize their skills are applicable to other industries because you may not think that you have anything to share. That feeling of opportunity was the magic in the room! People connecting and they turned into a focus group and is how SIS was born! JB: Tell us about SIS and what you’re doing now as a community!CG: We had 10 members, Salesforce gave us some space, somehow had 50 people

JB:How’d you get into sales? RS:Always fun to reflect on how you got here as you extrapolate out your careerWhen I finished school- got a shiny piece of paper and asked Now what? You feel proud, excited, that you have enough and pretty quickly can become deflated trying to get your career startedI probably sent out hundreds of applications - had the fortunate timing graduating in 2008 during the recessionI figured out how to learn different skillsTraveled for almost 2 years after school, I found work, worked in Nicaragua for a few months teaching econ and learning SpanishI remember calling my bank to check my balance and told me I had $25 left, I was PUMPED!I had $25 to start my career journey, a lot of problem solving and skills I learned from traveling on how to get from here to there.Grew up in New Hampshire and had a friend hiring for a sales role selling merchant accountsI had no idea what I was getting into, day 2/3 I knew it wasn’t the job for me but decided, If I’m in this I need to figure out how to be GREAT at something. So I stayed there for 1.5 years.I figured how to connect with the customers, the flow of a sales call. I would set goals for myself to see how quickly I could close the dealsIt wasn’t the most sophisticated sale but I decided I wanted to gain a higher degree of mastery Reached out to Forrester research - some of the best experiences of my early sales career- Thrown into the deep end with tech buyers who had been purchasing tech & research for decades!Thought I knew what I was doing as this junior guy and I stumbled my first few monthsHad a great leader who was a great motivator and great coach, Michelle AllenPut me into an underperforming territory of Chicago and she bet on me to turn it around!Ended up #1 in the company in sales, got to fly private with the CEO Could see the impact I had on businesses, thought it was amazing and wanted to see what’s next?!Heard about HubSpot and never had any research on them, but hadn’t been covering the market for HubSpot Found a friend as a recruiter at HubSpot, wanted to learn SaaS and engage with these higher level buyers, and follow a great leadership team. It gave me an opportunity to learn something new and I was struggling my first 4-5 months and I couldn’t figure out why?Why aren’t my playbooks that had worked time and time again working, I realized I needed to be open to learning and bringing my history with me. Don’t just bring your old playbooks but look to learn and be curious.A lot of great people from HubSpot alumni are doing great things NOW! Was able to step into my time as a leader at HubSpot, you think you’re taking off in your career and you stumble and fall, but hope to FAIL FORWARD. When I first stepped into leadership it was incredibly humbling, you have to stop and reflect, What am I doing right? What am I doing wrong? How can I reach out to peers and mentors to improve and find guidance?VirtueDen- reached out to build their go to market, 2 guys with an awesome tool that didn’t have a big sales background. I love building things. I love figuring out how to get from here to there!Got to dive into the inner working of the machine which opened up the Compass opportunity, it’s adding all of these pieces together from my past experience. Going from how customer learn shop and buy to align in an industry I haven’t worked in before. Connect with people across the entire organization, each new role is more challenging than the last and has been great, great to celebrate heading into the public market with the team of course. JB: What an awesome sales journey over multiple years with the past view into being a young grad and traveling that all culminates to give you a unique perspective on leadership. Multiple times struggling and failing forward with new challenges each time. RS:I'm so grateful for the experience. There’s nothing to make a career easy.A Career is a hard thing to buildI remember Mike Volpe coming in saying “ when you look back at your career it’s going to look like this steady up and to the right, but when you’re in it it’s going to feel like a staircase” You figure something out you go up, and plateau a bit, then do it again It’s so hard to wrap your head around when you’re in the trenches everyday. It’s really important that you don’t give up on yourself, developing yourself and leaning into being better everyday because it compounds. JB: Compounding tiny changes is so powerful over a career to move into a leadership role. Everyone is making things up every day along the way you need to be open to learning, to feedback to continually improve. So much motivation and inspiration RS:Hitting quota for the month/year, the great note from your manager are all so fleetingIt can be exhausting to reach for those milestones. Reaching for those milestones is important, it’s a part of it but there has to be more, you won’t find joy/pleasure if you’re just shooting for the number.milestones it will lead to burnout JB: How do

JB: Talk to us about your sales journeyKP:Mom was a really successful sales rep - and had a similar outgoing personality to mom Gt into sales because it was way out of my comfort oneHad this icky feeling towards slimy sales like the used car salesmanWas a BDR at a software companyJoined HubSpot, Loved it. Found my favorite part of the job was onboarding and training. I found this ability to move into the new realm but needed closing experienceJoined the new (at the time) non-profit sales team at HubSpot which I felt like I hit the Jackpot!What gets me out of bed in the morning, I want to make the world a better place, but didn't have a specific mission I was attached to. So working across all different non-profits gave me perspectiveIt gave me the ability to prescribe inbound marketing to these non-profits because it will work, HubSpot is the best tool to do it so I felt that I believed and could help the marketer dedicated to their cause! I did fine as a sales rep, but my passion was involved with Educating people and supporting people which led to a nice easy transition to iterate on the sales training program at HubSpot. Did 3-4 iterations over 3.5-4 years Working sometimes with 20,30,40 new hires every month. As the central person someone came to for when they joined Employee 180 when I started and was totally different company and I was wondering what was nextHusband asked: What was it that you liked about this and being at HubSpot?I liked that the industry had the wind at it’s back! What was the next industry that had the wind at it’s back?It was Cannabis! I wasn’t into the growing and that stuff, but found a conference and learned about CBDFound there was a ton of mis-information, limited science and found opportunity to help people build a better understanding of how to use these products effectivelyGot an executive coach, defining my passion and my purpose. Came down to Technology and Doing Good.It came down to; make it easier for the purpose driven consumer to make informed purchasing decisions. JB: Quality and characteristics of best reps getting up to speedKP:Not saying things that you think you should say!When people can actually take the information in their language and make it their own is when they thrived.When people just tried to memorize it or say what they thought I wanted to hear it was obvious they weren’t speaking their own languageKeeping a positive attitude, it can get really toxic really quickly if you go down the path of thinking negatively. It’s important to have those moments where you curse, punch a pillow and feel bad but then set a timer and jump back in and NOW WHAT AM I GOING TO DO?What is the next right thing I can do now?!I found Visualization being a really powerful tactic. My life now is what I visualized as a kid and I don’t know how but, wow do they workSetting an intention - as a sales rep with monthly quota- Here’s the $$ I’ll hit this month and do it 3 days, then put that to action and let go a little bit. Do the next right thing, take action and is where I saw reps thriving.JB:My dad would always say, “If you hold onto something too tightly you’ll kill it.” I love this thought of letting go a little bit. So much to be said for the WHY we are training you this way. Characteristics of a top trainer?KP:You’ve got to be a people personYou’ve got to care about the people you’re helping and that’s the crux of itJB: It’s so critical to being that beacon of light for people when they join the organization to welcome them into the family. What do you do or see with reps who struggle to bounce back?KP: Hold onto it too tightly, you kill it is a great point from dad. Let’s stop stressing about that one tiny thing. How can we get up to the 10,000 foot level. I would go back to the basics really. Why am I here? What are some of your goals this month?What am I here to accomplish?I try not to sweat the small stuff.What I notice a lot of the time when I’m not growing, I’m trying to stay within my comfort zone. I’m a person that LOVES being in my comfort zone. The early part of my career I had no choice but to get out of my comfort zone. ONCE I GET HERE then I will be happy in my comfort zone. I tried but I wasn’t happy and didn’t grow. When I got back involved with my executive coach she asked, what am I doing to push myself?And that is what led me to get outside of my comfort zone and doing it a way following my intuition more which is really doing a good job of making it easy to present opportunities. Example: Find an excuse to reach out to my network, saw a program I wanted to reach out to and thought who was in my network as to if this is a good ideaShould I do this Inner MBA thing or is it to woo woo?JB: It’s easy to do what someone else tells you what to do. To do what everyone else is doing. But to question yourself and see what you really want to do that will align with your beliefs and values is possible in today’s day and age. How does your coach help you with the ment

JB: How’d you get into sales?JC: Came from engineering and always loved building things for people and adding value. Building websites for people, 2nd hand cell phone business as a student in universityThey wanted me to spend all my time behind a computer, lots of interviews and went to Business school→ got into marketing position → Biomedical engineering → Pharma -typically go through sales in Pharma, was a really boring thing with no freedom and possibility to change things Make sure sales people knew how to use it, went to marketing consultancy, became Account manager and learned a lot about sales there from finding leads to book meetings, learn about issues, create proposals budgets and full customer responsibility JB: Cool to bring a different background to leadership and sales product developmentJC: Don’t remember much of the engineering anymore - gives some background to go deeper in technical conversations. The mindset and way of thinking is helpful JB: How do you think about goals and growth now leading your company?JC: We don’t focus totally on numeric goals, it’s hard to reach these things. We transform end goals into the things we’ll do on a consistent basis Now we can consistently check off the tasks HABITSSales Quota SalesflareIt’s nice to have an output sales quota but it’s really helpful to have input level habits to get to the outputJB:James Clear - Atomic Habits, it’s about the systems and activities you have in place that drive the outputJC:2nd year we’re now working with these habits/systems vs. just tracking towards goalsNumbers of links, marketing shares, external visibilityKeep track of habits and deliver the consistent input = lower churn, increased conversion Inbound funnel that we put as much in at the beginningJB: In sales we can miss the goals/habits/outcomes. How do you bounce back?JC:First it's important to acknowledge things aren’t going wellSee there is a problem, and call it outGeneral team meeting every 2 weeks - What are the negatives? How will we solve them consistently? Then look through the positives to see what we have done well.Demo moments for everyone to show off what they have built and then get feedback.JB: What went well and what can we improve on? Personal habits and routines that you have to show up at your best?JC:Running, exercising every 2 days, and sleeping 8 hours/night, which is more important than exercise for me. Eating good food, just started watching food, whole foods plant based not. Not totally vegan but taking control of his health. Lower the chance you get sick and up your overall well-being. Mindfulness off and on with the meditationSometimes his wife will turn on meditation before bed, I personally don’t really need it 7 years of leading Salesflare they all seem like ups and downs that aren’t that scaryJB: You’ve seen the ups and downs and can handle them more effectively. Sellers, especially early on can go really up and really far down. Stoic philosophy is a great one to maintain level-headedness through sales. JC:Stuff you can control and can’t control, doesn't make sense with your mind being busy for things you can’t controlVisualize the worst thing that can happen and realize it probably isn’t going to happen.Whatever state you land in between is fine, we’ll try to avoid it and can accept You can invest in crypto and understand the ups and downsJB: Visualize worst case scenario in Sales and still have the courage/bravery to push through it anyway. JC:Psychology of Money - people more likely to consider you intelligent if you are pessimistic about something - we are programmed to stay safe. More likely to see the possibility of failure, it hurts more when we lose than have fun when we win. JB: How do you think about the psychology of the sellers that you work to build your products for? The habits they’re trying to build and how to support them?JC:Built our tools specifically for making follow-up easier, you may have hundreds of leads and it’s really hard to follow-up perfectlyMake the system so that it doesn’t fall apart. Typically you don’t do the full data input 99% of the time. That means your system will start falling apart. No data in the system and it starts to fall apart. System will pull the information from where it already is and do automatic data and then adapt it manually. Build better relationships. Don’t disappoint people or lose relationshipsHelp people stay up to date, notifications to ensure you’re on top of everything and gamify things a bit Notice in initial onboarding people didn’t complete extra steps, when they complete steps will work them to open up extra days in their trial. If you’re doing this as a team and you complete a step, get a notification for the rest of the team that there are additional days and to keep the vibe goingJB: Gamification is a powerful force and we are tribal as humans so that makes sense for how it can drive increased engagement. I’m excited for the future of sales and seeing tools built to

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls.JB:Cold outreach is such a scary things for reps to do. Getting your team bought-in to cold outreach. So much of that comes down to your mindset, so you can feel confident in your outreach, knowing you’re actually adding value and reaching quality prospective buyers. Prospecting is a hard thing to get over regardless of where you’re at in your sales career. How did you get to this point? And how do we help people get in the right mindset to be comfortable prospecting? JBay:Emails you don’t know where it goes or what happens. Cold calling 95% of the time people don’t pick up! Started sales journey selling house painting services door to door. 18 - college - studying to become forensic scientist- lots of CSIHad a friend that intro’ed him to College Painting BusinessSURPRISE → you’re going door to doorI didn’t know what sales wasI ended up being really good at it but never struggled, I was really nervous to go door to door, I had never painted a house before.Was in hometown of Brookings OR had 120-130 people to sign up for estimates first weekend Closed $10K in paint jobs first week and found out I LOVE salesGot into sales by accident, but didn’t really struggle with it much at first. Where I struggled was at teaching people how to do it JB: As you grew into teaching people about sales, where did you find early sellers struggled the most? JBAY:Becoming a manager and many of these college students had no interest in actually being in sales. Many used this as an internship to get experience for a future job.The toughest thing at first; Let’s talk about What Sales Is & What it isn't?The fear of being pushy, talking a lot, making them uncomfortableMANY PEOPLE PROJECT THE BAD EXPERIENCES THEY'VE HAD WITH SALES IN TO WHAT SALES ISYou have to convince the new sellers, just because someone doesn’t SEE they need something, doesn’t mean if presented different evidence, they may realize there’s a problem.What’s the difference between pointing out a problem and HELPING PEOPLE trying to be a super hard closer?We are going to tell this person they don’t need our service and if they want to buy, that’s on them!Companies with fresh BDRs & SDRs that think it sounds so cool being in salesLet’s talk about what sales is and understand the mental game where you get hung up, because you feel like you’re doing something dirty. JB: That story you tell yourself is so important to sustaining in sales over the long-term. Where do managers struggle to get their reps to prospect? JBAY:Anytime you’re teaching/coaching someone to do something, your blind spots will be those things that come naturally to you. If you were good at building pipeline and prospecting, you’re probably not going to focus on that. Getting managers to see their biggest strengths will probably be their biggest weaknesses across the teamSDR managers who don’t know how to cold call, they are trying to get their team to buy into something that they don’t know how to doThe player/coach thing doesn’t work out too well. Most managers don’t even have time to coach. Make cold calls with your team. Get on a Zoom call and make cold calls with the team to train them!As a manager, you don’t need to be the best prospector on your team, but you need to be proficient at the job. The best thing I did between my first and second year - was sometimes me going 0/3, then 2nd year I went ahead to CRUSH it. If I don’t show them success, they won’t believe it can work. I am going to show them success so they see what it looks like and they believe it! JB: It is easy for managers to get so far away from the job and many managers struggle to allocate their time to coaching reps. Getting reps to have that power of belief is so critical. How do you balance showing someone what to do and being a super rep vs. letting the leash out for them? JBAY:Confidence is 80% of the game in sales, especially prospecting. If the prospect doesn’t hear the conviction and belief. That conviction that I can help you and if nothing else I know you can spend 20-30 minutes with me and it’ll be worth the prospect's time. Some people may say you rob them of their learning, but they need to see success.Coaching is not an all or nothing thing. Why? What? How?Why- theory, psychology behind it, old way vs. new way -- Maybe with your intro we need the prospect talking within the first 10-15 seconds because the sooner they are engaged, the betterWHAT? Use a permission based contract early onHOW? Maybe doing a couple quick examples for them. Sales can be compartmentalized. Could look at Starting a demo call, set an agenda and purpose. Now you can be looking for the part that we’ve identified and they can be ready for it You can still do stuff for people and make it a coaching moment, but you’ve got

Welcome to today's episode of the peak performance selling podcast today we've got a little bit of an interesting one should be short and pretty sweet, but today I am doing a tribute to my dad who recently passed away he lived to be 73 years old, he was a multiple time cancer survivor and ended up having the one of the rarest diseases in the world, that had been seen in about 45 people ever across the globe. It ended up taking his life in January 21 2021.He and I were 40 years apart so for my 40th episode on the podcast I'd hoped to have time to interview him which didn't happen.But what I'm going to share today our lessons on leadership that I learned from him over his career over 35 years of leading a nonprofit.A little bit about my dad Terry. He was really an inspiration to me around my life, especially as I became a professional really understanding leadership.He was born in Framingham, Massachusetts but actually lived, the majority of his life in Texas before hopping around to a couple different junior colleges ending up in Kansas getting his master's in social work.He moved to boulder Colorado in the late 70s worked a few different odd jobs and then started working for Emergency Family Assistance Association a nonprofit organization helping less fortunate and homeless families, specifically in Boulder County around Boulder Colorado with food, shelter, transportation. He became the Executive Director running this nonprofit and also started a sister organization in the neighboring town of longmont where we grew up.Over those years he learned a ton. He probably wouldn't say he was the sharpest tool in the shed or a wacko from WacoBut today we're going to talk through some of the different lessons he learned and shared with me on leadership, how do you engage and lead other people and how do you also lead yourself.I'd love for any of you to share in the comments or wherever some of the lessons you've learned from your parents or mentors along the way, on how to be a great leader, how to show up for others and how to show up for yourself.So with that let's begin.With the lessons on leadership from dad where I wanted to start first is on how do you engage others.There were a lot of pieces that he had learned over the years that he had explored and experienced that he got to connect with so many great people and learn how to show up as a leader and the first thing that he always hammered home was the story. That I remember really clearly and was evidenced in the new office that they built when they got a really fantastic donation to build a new office.He positioned his office right at the end of where the families would come out of the food bank where they would enter and you'd see them stroll into the office. Maybe not be in that happy state, feeling a bit down and out feeling embarrassed that they needed to come and get a helping hand. Where he positioned his office was right, where all those families would leave the food bank, so he got to see and potentially interact with these families on the other end when they were coming out when they were so delighted and joyful I have so many memories of seeing young kids walk out of that food bank with maybe a special box of cereal or something that really excited them, some soups or something that really meant a lot to them, and one of his core operating philosophies was treat every single person with absolute dignity and respect. Because you never know what somebody else may be going through the struggles, they may be facing I learned a word, a couple years ago from Seth Godin called sonder and that was really evidence of some of this dignity or respect that he would treat people with to say you never have any idea of what some people may be going through. So, how do you show up and treat them just as you'd want to be treated yourself so lesson number one.No matter who you're interacting with whether it's the janitor the grocery store clerk the CEO the ultra rich executive it doesn't matter, all of us should be treated with absolute dignity and respect.Lead with How Can I Help?He actually got this from the book by Ram Dass with the same title, because if we can show up for others, if we can lead with an attitude of how can I help, we can start to show up and understand what we can give, how we can be of service and how we can be a value to others, as somebody who has dedicated his entire life to helping families to helping thousands of people throughout Boulder County in the Community over his years. This attitude of how can I help, a simple question let so many of his interactions and was something he hammered home for me to think about happening show up for others, and how can I help.Lesson three SBI when interacting with other people. It's not about the person it's about focusing on the situation, the behavior and the impact.This is a very common feedback framework that many folks use to understand how can they show up for other people, how can they be engagi

JB:How’d you get into sales?AN: Mom wanted me to be a doctor or lawyer, so I failed there. Worked at a restaurant for 4 days as a host- want to use my brainGot a letter from Vector marketing = Cutco Knives and got my start at 18-19 years old selling knives door to doorWorked my way up, did it through college, came out and stayed JB: Talk to me about your door to door sales days, I find there is powerful learning there.AN: When you have 95% employee churn, need to get something figured out. But they have a good product.No Quit Mentality. Never quit anything until I figure it out. Used to pay me $15 per appt whether you sell anything or notFigured I would do as many appts as possibleAnd I found I was working 10X harder than anyone elseBoss- “never seen anybody have this many appointments and never sell anything...going to have to let you go”Begged and pleaded to stay - and let me LEARN how to actually do this rightIf you buy something great if not, OKNow I see the potential for $$ when I actually sell something, could get up to half of the sale and make some pretty good moneyFirst part, was following a sales processI wasn’t listening to my manager or my top repsWasn’t listening to what the best of the best do - did a lot of ride alongs, asked a million questionsGame Changing piece for me, I had to understand WHY someone would pay that amount of money for a $200-400 knife -- that was crazy to me at 18-19 years oldWhy would the customer buy? What are the use cases?Growing up, my parents would NEVER pay that amount of money for knives. But I figured out my pitch. Being able to truly articulate the value is what is important. Just showing up is a part of it, but that won’t deliver the results you wantComma checks, you want a check with a comma in it. I was notorious for NOT getting the comma checks. Big difference between do you WANT IT or do you Want to want it?Are you really willing to put in the work to get there?Lots of wishing, hoping and wantingJB: You mentioned you parents' perspective on how much they would spend on what you were selling growing up. Talk to me about the mental side of sales and how your past experiences show up in your day to day selling and leadership:AN: What you can control, positive and mental health!Lots of mental health is seen as this reactive, negative thing. It can be positive, it can be preventative. LIke working out you lift maybe 5-10 more pounds to growI actively work on my brain. I use positive self talk. I don’t put myself down. I try my best to not beat myself up. Sales is HARD. It’s the hardest job in the world and can be the greatest job in the world. It’s up to you to chooseYou’re going to put in the time. You can choose to put the time in now or in the future. You’re going to put it in regardless. You can choose to enjoy it.The people that are 20, 30, 40 years ahead of you, are you in that time. Why don’t we enjoy the journey? Wake up everyday and get paid to talk!I’m literally helping you achieve your goals and helping companies grow and people develop skills that they never thought were possible. Control what you can control, your attitude, how much time you work, when you’re on and off your notifications on your phone and those things that make people feel bad, sad, negative. You get to choose. We need to stop blaming other people.JB: Gary Vee #1 Mindset is accountabilityAN: Social media has made a lot of bright shiny objects. A lot of people chase after what you THINK YOU ARE SUPPOSED TO DO or that’s the path that you think you’re supposed to do. Then you have people that say F That. I got an MBA, not at an ivy league and some people beat me up, but I fell in love with Colorado and it was a choice that I got to make! We built a company, went through Techstars and it was great.I didn’t want to live in CA/MA/NYI want to DO IT MY WAY! I bet on myself - so far it’s worked for me today, but I don’t think enough people want to bet on themselves, they want to hedge their best with some form of diversification which I understand.Burn the boats! When you go all-in you will figure it out!I didn’t take the high paying corporate job and I ate ramen for a few years, but I figured it out. JB: Our brains are wired for safety and security. It’s worked for so long to keep ascertain and secure. To get comfortable with uncertainty and bet on yourself is so empowering and impactful. For the listeners; what ways can you bet on yourself? Double down on yourself and go all in on You? How do you bounce back?AN: One thing I do is FIGHT.When someone is trying to punch you in the face, you don’t think about how many emails you have in your inbox or the thing you need to do next. Do the physical activity, do what’s right for you. I can’t run 5 miles and get away from work. Do the physical activity, walks with wife in the morning through mini-commute, Covid to “walk to work”I don’t care if you just do 50 jumping jacks or pushups. Something to just move your bodyI use the Calm app, could use He

JB: How’d you get into sales?LV:Didn’t think I was going to be in sales, but looking back in Model UN, Debate and the art of rhetoric and listen deeply I guess I had been practicing in sales much of my life, but didn’t know it I thought I was going into non-profit management and boy is that differentAt the end of the day the crux is HELPINGBeen able to sell across products, sales cycles, price points and the end of the day one thread that has held through those different types of sales is the ability to HELP!JB: Less hustle culture - what is the skill set needed for sellers today?LV:Moving towards a new culture in sales evolution, more empathy, ability to storyteller. Not just in sales, also happening in finance and other areas. As a professional community we are all moving towards a way to connect authentically and engage.Hustle Culture can be toxic. Sales historically has been seen as aggressive, I will close this at all costs. All about the 80 hours working hard enough and you win. Very dangerous narratives we need to LEAVE behind!When I started in sales it was the SELLING JOURNEY, THE SALE PROCESS, now it’s the BUYING PROCESS and put it in the customer’s view. Talking about soft skills, working smarter not just banging your head against the wall.JB: Lots of burnout in sales. What does working smarter mean?LV: Conversation with friend Eric Smith - The Lowly SDRLots of newbies burning out in sales that don’t have the experience. So common for SDR/BDR to be given list of names...or maybe no list at all...with the expectation that you go out and pound the phones making 200 calls/day or just send 500 emails/day and hope you get a couple of repliesEric- ‘ If you do enough of the same thing you’ll find some success.”When I think about the types of teams I want to work for, the types of sales people I want to engage with...it’s not 500 emails...maybe it’s 50 well crafted emails you want to get as a customerJB: Sales training and the evolution, where’s it come from?LV:Andy Paul - thought about writing a book about sales? Hasn’t everything already been written?? He encouraged me to go to my bookcase, find all of the sales books that weren’t written by a middle aged white man! Couldn’t find a single book about sales not written by a middle aged white man. Every piece of sales training I’ve ever had in my career has come from the philosophy of middle aged white men, which has inspired me to help people find their own unique voice and bring more of being a woman or being a minority to the phone! That will allow them to sell better and connect better. JB: You mentioned jumping into TikTok as a powerful move for you, tell us about that journey?LV: Committed to doing this for 3 months, have a video with 250,000+ views. The reason I decided to use TikTok as a channel related back to the dominant white middle aged male voice. LinkedIn has been my primary channel, I love it, it’s an incredible tool but as I realized where all my training has come from, which feels mis-aligned to my values. I was seeing the same things on my LinkedIn braggadocious, self-promoting, this is the only way to sell on my news feed. I realized LInkedIn wasn’t going to be the right place for my message, at least today. I realized the group of people I want to connect with is the next generation of sales professionals. I wanted to connect and create community with the 18-24 year olds and I was MUCH MORE COMFORTABLE BRINGING A DIFFERENT VERSION OF MYSELF TO TIKTOK, sharing stories and giving advice that I would never feel comfortable putting on LinkedIn.I’ve seen a tremendous response which tells me that there are people out there looking for this, there’s a need and space for this message and grateful where I can tell people it’s OK to think or want to sell differentlyJB: Talking about playfulness in sales and I think there is such a better way to show up, take care of ourselves and our mental health. You mentioned being a SoulCycle fanatic - and a quote from an instructor you shared with me before that has been really powerful for you. Can you share that and how you refresh/renew and bring mindfulness to sustain your performance in sales?LV:Soulcycle fan, a way to be in a cult without telling someone. One of my favorite instructors gave me my mantra “Progress over perfection”It has given me the freedom to try things, to do new things and not be perfect. Reading the Transparency Sale by Todd CaponiPerfection has been idealized - in reality not everything has to be perfect.People are less likely to buy if it seems too perfect. Giving myself a bit more grace to not be “perfect” all of the time.People don’t see working out as a form of mindfulness. When I think about SoulCycle I do a few things. I make it a ritual, I get myself ready to ride, I light a candle, I want it to be special, I dim the lights.Beyond that, I remove my vices from the room and give myself the space to focus for 45 minutes to be in the moment and focus on the activity on hand.I’m

JB:How’d you end up in sales?MM:Stumbled into sales Selling bathing suits at 15 in FL- getting people in suits they love the fit!College- worked as leasing agent almost full time throughout collegeMoved into COmmission only sales - ROUGHBDR role is tough in tech, but can be a lot harder as commission only rep with NO resources, sink or swim environment- if you didn’t sell, you didn’t get paid and can’t pay rentNeed to learn from the best people, get hungry and get grittySales training- getting into SaaS selling $30K deals vs. $30 swimsuitsMOST PEOPLE DON’T KNOW WHAT THEY ARE DOING!Finding patterns, documenting them. Was in a role as the only sales person after everyone quit ....”why can’t we attract and retain salespeople??” there was NO TRAININGJB:Wow love these thoughts and the journey through sales. The vast majority of people I’ve interviewed don’t know what’s working or what they’ve done. Such good points and a great sales story for us to unpack!MM:How do we build training for all of the types of sellers3 different groups in sales teams, Middle of the pack, Still figuring it out & Peak performersThe beauty and challenge of sales it restarts every month/quarter/yearPeak PerformersHow do we get the peak performers that edge? How do we get them to perform even higher?As leaders, we see that person as good, making money and we realize they didn’t have upward mobility, thought they were happy but got complacent and they leave!I went into sales training with a lot of assumptions to test and completely debunkWhen I went into sales training, I thought everyone was LIKE ME- Hungry, eager to learn, gave them the training/tips/tactics/support that they would crush it….and that didn’t happen!We have a new tool. It's going to be amazing, but why aren’t people using it?First thing is understanding the mindset going into sales. Are they open to training? Are they open to resources?Give those sellers the WHY beyond; “you’re not going to get commission”Sales people are really creative. When you tell sellers to do something you find all the ways you can see how sellers get to acting like they did something. Give them their why? How do we understand their true motivation? It’s usually not money, because it’s a means to an end. It could be Mastery. Family. Travel. Mindset is the first thing I had to rethink as I started building sales training programs. I did a lot of things that didn’t work and miserably failed myself and had to adjust. Many sales leaders donJB: So much training focuses on the tactic or the thing and yet most managers only tell their reps to dial the phone more and yet it’s not really effective at all because most hires realize and know that dialing the phone more will make them more $$. MM:The thing around dialing and activity is one of the top reasons reps don’t trust their managers. So many times people are exhausted from hearing DO MORE DO MORE DO MORE, it really is the embodiment of the Hustle Culture. People are sick of hearing DO MOREThe best salespeople are problem solvers, they have natural curiosity. Exhausted of hearing do more and not seeing the results. They lose trust because they look at the numbers and see the best BDRs aren’t the one dialing the most. Clients come to me and say I hear do more and it’s not activity based. It’s a fine line, we know/studies show and natural intuition is obvious that we know if you do more, you will get more resultsIf you can get people to align with a strategy, most sellers want to learn WHY things work and it’s one of the best ways to motivate people.I see you’re good on the activity and lean into the STRATEGY In QBRs with teams (QBR Meg) - Training on how to do a 10-K Report - running through office but top seller had a quick question about 10-K, found something interesting between training that give the seller a new strategy or new way to approach an account to motivate them to be betterTo take someone from really good to great, having more moments of just being good and hitting quota can motivate, inspire and truly leadJB:100% is just doing your jobMM:The story that inspired The Path to President’s ClubMid-market team was between BDRs and senior sellers trained people. Manager quit right after a cycle of promotions, 5 people just got promoted and the manager quit. Took on a lot of responsibilities and learned a lot. Ask the team members, hey what do you want to achieve? 100% to quota…..no no what do you REALLY want to achieve?Went to a former mentor from MSFT, who had a former manager who didn’t push past 100%. Created this coaching slide. Ask people - what’s your mission statement? Who are YOU as a person? Not just as a seller.Asking people they had never been asked before. What are your goals(not just quota)? What are the goals you haven’t told anyone because you’re scared they’re going to tell you is not realistic but really lights you up inside?Because sales is so focused on lagging indicators of success, are you hitting quota or not?HItting your qu

JB:Today we welcome Paul Ross. Paul is an author, speaker, trainer, Maser Hypnotist, Master Practitioner of Neuro-linguistic Programming and amore!PR:I’m honored to be leading us on this journeyJB:How’d you get into sales?PR:I got into sales because I was a 29 year old virgin who couldn’t get a date. Couldn’t get a date ever!Had zero EQ(emotional intelligence) outside of facts, figures, graphs, charts. Challenging to communicate with people in a way that helps to communicate in sales context To communicate with people that connects with their emotions can be really challenging.Tried psychotherapy, read books, prayed and stumbled into a book about NLP Neuro Linguistic programming10 pages in, stop, and you go WOW, I must learn more!3-4 months to heal up my shame & bad mindset. Then applied the techniques and IT WORKED!First GF age of 29, realized he could teach other guysBecame a dating coach and began teaching students to get huge results, I found a family, here’s a picture of my wife and kids...this stuff is working for SALES!Getting a sale is like a date - outreach, prospecting, qualify, create rapport, presentational, trial close and handle objectionsDating is harder because there is a lot more PERSONAL RejectionBeing a hypnotist the unconscious/subconscious mind is the seat where decisions are actually madeJB:So much to unpack from that and things like handling PERSONAL objections which is so profound in dating and can feel similar in salesPR:How I learned the power of not taking it personally;Had a student who wanted to take him to a restaurant and watch him go pickup women. Didn’t want to do it, but then he offered $10K in cash.The student goes beyond strike out and crashes and burns. Have you ever seen someone get beat down time and time again so you feel terrible? That was this guy!Head outside waiting for cab (pre-Uber) they were done, but found a nice lady on the street to try one last timeShe got pissed. She decides how she responds, we decide where we come fromPattern interrupt puts his arm out - she is a daughter, she is loved somewhere. Broke her down. In between sobbing, this had nothing to do with you. What made that possible - BROKE HER PATTERN- what was she expecting me to do?Fight backStay Angry (if you’re in rapport)Sneak away Didn’t make it about her or himself/ Switched the meaning of the whole event by interrupting patternRapport can wreck your sale if you do it at the write timeI did the unexpected, she was expecting me to fight back or just apologize and sneak away. I did the unexpected and got a much different result. If I can do that in that emotionally loaded situation, I can train anyone to overcome an objection in a much less tense situation.Coming from outside the field of sales. When you’re inside a particular field you have the benefits and advantages of knowing it. But you also have the myopia of the narrow focus into a specific area. When you appeal to the subconscious mind of your prospect/client, they will do the majority of the work. Subtle Words That Sell: How to Get Your Prospects to Convince Themselves To BuyWhen you do it right, they talk themselves into buying.JB: How do you pattern interrupt and get into the subconscious?PR:Prospects want to get the work out of their way. Have you ever interviewed people? It’s so mind numbing Destroying Objections- 5 techniquesThe OF Course Method-TO ME. Of Course you do, otherwise you wouldn’t be in this business you’re consistently committed to everydayTake the objection, and the MEANING of that objection is WHY YOU SHOULD LISTEN Have you ever been in a situation where the more options you were presented with it made it more confusing? - Based on a hypnotic principle- Dr. Milton Erickson -revolutionized the world of hypnosis - died in 1980 Love Pattern Interrupts - helps make people susceptible to create a narrow window where you can lead them to a new possibility. Didn’t say WHAT or WHEN- left it vague and unclearWhatever you can get the prospect to imagine for themselves they will think of it as their own idea. Be vague and make suggestions so the prospect starts to fill in the blanks for themselvesAs I’m leading you in this exploration of subconscious communication today - I’m not sure all the points at which you’ll stop to think WOW Paul has some fascinating things to share. But as that’s taking place I’m so honored to begin this journey of mentorship with me. Assuming they will continue learning from you. JB: What’s a pattern interrupt?PR: Stops their current thinking and allows you to reframe the meaning of their objection in the back of your headAll of this stuff applies to any field - this applies to so many people, LOVES to teach everybodyJB:Where do sellers leverage a pattern interrupt?PR: If the prospect doesn’t want to engage, answer questions. Worked across realtors, mortgage loan officers, Sales Engineers - you are the same guys I taught for years how to meet women and successfully employee your romantic stylings SE

JB: How’d you get into sales?MB:I come from a sales familyMom was in sales working from home, BDR type role at home and in-office, hyper competitive always wanted to be #1. Saw her hustle and there was always a chance for jobs working in salesDad had analytical background from financeDidn’t think she would get into sales, thought she would be a lawyer or politics, working for Kennedy’s in collegeFirst job out of college- Route 1 Automile in Boston- get away from waiting tables, try that out and then got the sales bug, commission check and being $$ motivated could quickly eclipse what her peers were making as college gradsGot in Sales department at Harper’s Bazaar, Vogue and top women’s fashion magazines in NYC before transition to techFamily had a budget, we can’t afford this or that, if you want to buy XYZ, you’ve got to get a job14 years old started working at McDonald’s & delivering the Boston Globe in her neighborhoodHad to figure out how to make $$ and be in control of her own purchasing powerNow $$ motivated is a lot different = sending kids to school, plan for retirementJB: Realizing this need for motivation in sales and drive to get to your ultimate goals. I’m always curious about when things don’t go your way in tough quarters, months & years. How did you handle that early days as IC? And now leading teams?MB:Bouncing back from tough times - IC early on, see you might miss and don’t have a path- lots of pipeline from scratch or your activity isn’t workingThat FEELS like Crippling anxiety and at times is paralyzing - whether in personal or professional life, some sort of paralyzing anxiety.This has happened as an IC, VP, Director Realize it’s a problem and What is the solution?Remove emotion and the EGO Look at this as a business problemLeverage people around me that do it well with their knowledgeSeek out other top performersMark Roberge - “top performers look at failure as an ITERATION NOT an Endpoint”#1 thing I’ve seen with resilient leaders, Failure is part of our everyday, maybe once a month/quarter.Sometimes failure is just not getting the most out of a day - if it’s not as productive as it can be - we are all here to continue to growJB: Can you talk to us about routines or habits you have to perform at your best?MB:New role- calendar is chock full - has an EA to help out, but need to be playing Offense AND Defense with her calendarFind thinking time, Fridays at least 2, hopefully 3 hours to get into flow state where I can sit, digest, read.Hard to build strategy and long-term planning in short, 1 hour blocksYamini, CCO @ HubSpot - takes 1st day of the month off to decompress and have prep timeWhat kind of micro-breaks do you need? I know I need at least 1 hour and then 30 minutes to get lunch and take the dog for a walkEvery day 30-40 min walking dog with doggie crew every morning, chit chat, talk about life and say goodbye to kiddosShut off in the evening JB: You mentioned some things that surround your desk, the environment you create and you mentioned a poem from your grandmother.MB:Michelle’s the family historian - cultivates and curates family history - Found a poem typed by her Grandma who Michelle never met. Don’t QuitWhen things go wrong as they sometimes willWhen the road you're trudging seems all uphillWhen the funds are low and the depths are highAnd you want to smile but you have to sighWhen care is pressing you down a bit, Rest if you mustBut Don’t You Quit!Resiliency, overcoming adversity, growth mindset, my family is really positive and optimistic people and they have definitely taken their lumps. We’ve always had this sense of resiliency and facing adversity with a positive attitude.JB: Knowing your core values and principles can help come back to those areas when times are tough. We talked a lot about mindset, attitude and beliefs. When did you realize attitude and belief was a critical part of sales and sales leadership?MB:Attitude- I had crippling anxiety, self doubt- Remove my ego from the problem solving and getting myself out of the way.Make is less about me and more about My Work - helped me improve my overall attitude Always want to iterate to reduce anxiety and improve myself and do that in a way that initiates changeMindset- working at AOL, Manager → Director, fellow manager had the BIGGEST deals one after another after another. How is this guy closing such bigger deals? He didn’t have Self limiting belief that it was a BIG DEALPresent the best solution and see it as possibleShe had Seed & Grow mentality which was a self-limiting beliefNew sellers come in and don’t have Self-limiting belief holding the line on the sale, discounting, ASPIt’s really interesting to see how mindset plays into your sales game. Something she still works on, always looking to iterate and improveAlways checking in on my mindset and my own self-limiting beliefs to see where I can iterate and improve even as my role changes. JB: Interesting to see how those fundamental mindsets of sellers can

JJ: Truman - Wasn’t told anything by the President as VP. Got news he should be at white house ASAP. Found out the president had passed away and had to figure out what to do. He always took pride in delegating and didn’t need to take credit for all the stuff. I’ve always been a Truman fan and as a sales leader, any kind of leader. If you can delegate authority and coaching for improvement you are creating a culture to step out of the way of othersJB:How'd you get into sales?JJ:Got into sales, had some people around me that I respected. Uncle, heavy machinery sales guy who was also a real good golfer so took both of those up, good combo package. Parents saw my outgoing nature, competitive nature, swimmer. Butterflies in your stomach, feeling what it was like to win, just came natural. Took awhile to get good. First few forays into sales didn’t go so well, nearly got canned but finally pulled in the firstJB:How do you manage the tension/stress/butterflies in your stomach feelings?JJ:More mature in career now, a lot more chill than I was earlier in my career.VERY FEW THINGS IN LIFE THAT ARE IN YOUR CONTROLHave to have some level of perspectiveGained perspective in positive things and a few tragic things. I don’t care how bad a day you’re having selling, proposaling, closing. A heck of a lot out there worse that can be happening. CHILL, it’ll take care of itself. I like to compete, still like to compete. Not running and swimming as fast but golf is fun!SOMEBODY’S GOTTA WIN WHY NOT ME?!Par 3 every time THIS ONE IS GOING IN! It’ll happen one day because that’s my attitudePerspective and that RUSH of when it does go in, when then that deal goes in?It’s FUN and you celebrate it. Make sure the people that deserve credit, get it!It’s your legal, product, ops department, make sure you say thank you because they’re part of the team too.JB:Talk to me about how you celebrate victories and the wins with your team?JJ:A lot has changed since everyone bugged out in March. TIMELINESS is important - the fastest you can get that High five!SLACK → Everyone sees the deal come in, name of the rep, size of the dealGONG Emails → don’t get credit until it’s sent to customer success. The gong emails are the whole company piling on with atta boys, bitmojis and have a lot of fun!During pandemic working from home, everyday sales standup 5min/30 min depends on day. But we will have the celebrations everyday, promotions, hitting an anniversaryI’m not the one that has to do it, others bring it up and it’s a great competitive culture and extraordinary teaming company. Some people have only been here through covid with no in-office experience rave about the culture.Improved on culture during pandemic, everyone working for each otherJB:Pre-Covid in-office culture, you wanted to see butts in seats. You said “I don’t think I’ll go back to the office 5 days a week if I don’t have to” How do you see that operating after covid now?JJ:Ran a boiler room, if you weren’t in seat at 9AM, you’re getting a text or a glareRan the organization in a traditional way, people fed off the energy, a lot of positivity came from it. When we bugged out (everyone had to go home). Having our business instrumented was important, every single key leading indicator is somewhere in salesforce or your dashboard of choice. Business was quickly instrumented so he could virtually “stand on the floor” and see all the metrics as to who is running which callsSecond, people can be very productive on their own! We have seen that people can be very successful in their home“I’m a changed man, I have seen the light!”We will go back to the office, socialization is missing, nothing like a live meeting, there are people stuck in small apartments. It’ll be nice, but there is more trust now that people can get things done on their own. Always sold over Zoom, so the client facing perspective was Hey put a background up on your Zoom call. Other than that it was on me to change. Let’s adopt a new model. JB:How do you build the culture for folks that have never been in office yet? The folks that haven’t been able to meet in-person.JJ:Some folks don’t know how good it is in-person and this is all they know. We are big proponents of mental wellness. At least once a week we reinforce, help develop the proper healthy routines necessary to push through this. Whether we recognize it or not, everyone could be suffering from some level of depression or withdrawal. Need to recognize that. Made sure EVERY COMMUNICATION we had was VISUAL. You’ve gotta look people in the eye. When we moved to 830AM Zoom standups, you could see some people nicked up. Had to set a standard:Cameras onShowered and readyNo witness protection (blinded by background)Some folks were saying thank you. Developing bad habits but not getting into that pattern. You’ve got to recognize this is a different time, focus on wellness, physical and mental. We’re alive, we still have a job, we have a lot to be thankful for, let’s celebrate t

JB: Talk to me about your journey and what got you here?PA:Always wanted to be a professional athlete, went for college golf. Had some injuries and wasn’t playing well enough. Friend at UC Riverside (undergrad), coached him to pursue Grad school even though it wasn’t on his radar. Had a background in psychology...what pairs sports and Psych?Went to SDSU - nice enough to let him in even though maybe wasn’t deserved. He worked and has made them proud! Thought he would be an applied practitioner to work with olympians and pro athletes….building private practice was challenging...found some opportunities to TEACH...a way to help others….the main reason he got into in the first place. Back to school got a Doctorate in Sports & performance Psych - Balance of Research, evidence based practitioner, based in Science & Research. Which then allows him to work with elite athletes, military, business leaders. Got lucky a few times and capitalized on it every timeJB: How is this field evolving? What are you most excited about?PA:Has been in the industry for 10+ years, still feels like a nobody but has knowledge and experience. You hear the same thing all the time, bickering about title usage, constructs, etc. The exciting part is that Performance Psychology is far more normalized. Psychology had so much Stigma and people viewed that as a weakness, still undertones there, military/athletics/medicine. It’s not about fixing something that’s broken but unleash something that’s already inherent in you. People may reach out when things are off, but that doesn't preclude them from doing this work when things are going well. Which is becoming more normalized and accepted.People are becoming more accepting and realize that they are part of a team and aren’t afraid to talk about it. JB: We see coaching starting to become more popular, widely recognized. Clients will share praise with me when really it’s just helping them unlock the best in themselves. What makes a really good coaching client? Or someone who is coachable?PA:The biggest thing I look for is engagement. You show up prepared, you’re actively participating, you’re open minded and willing to take that feedback. If you show up and do the work. Professional side- a few clients that weren’t there. Academic - People who slack, don’t pay attention, make excuses, get called on it and they are confused why they are held to a high standard. I expect you to be as invested in this as I am. This is a collaborative effort.I’m a Doctor and some people will call me doctor. Most people I’ll say just call me, Paul. No hierarchy. We are collaborating, working together with a similar goal in mind. I don’t expect that DR title or need that to be above you and we are working together. JB: Sales manager is one of the least prepared roles and coaching is an area that many managers struggle with. How do you avoid ego in coaching and what advice would you give to new managers?PA:John Wooden is one of my coaching idols and has a lot of great philosophies - It’s not about being better than someone else or comparing yourself to someone else. Focus more on you and what you have to do. Be as good as yourself.Not about being better than someone else, focus on what you have to do vs. someone else. If you do your best you can be the most valuable asset to the teamYou can be the best and still focus on your own growth and improvement every single day. Not about what everyone else is doing, it’s about doing your best. JB: How do you win every day?PA:I’m a big fan of Self-confidence and it’s one of the core skills I teach my clients.Self-efficacy = situation specific self confidence. 4 factors:Past Performance Success = Strongest impact on confidence but most folks don’t focus hereVicarious Experience- modelingSelf-talkOptimal ArousalPPS= looked at from very binary experience. I don’t have the results, sales, the experience, etc. If this is the way you look at it, you will lose more than you win.The more confident you are, the better you perform. There is this upward mobility. If you are less confident you are the less successful.FOCUS ON DAILY WINS. WIN THE DAYThe 3 things I push everyday are:Optimal attitude (what do you need to have to perform at your best everyday?)Maximum Effort- when things aren’t going well, people phone it in...we’ve all done it. No matter the situation, give Maximum Effort. Daily Improvement- Performance compounds even if you aren’t there today, you can get there. Then you’ll be there a day week, month from now.If you win every single day, how confident will you be after that?JB: It’s so easy to get lost on the things outside of our control. Stoicism talks a lot about focusing on what is within your control so you don’t get stuck in a downward spiral. I love the question; What type of attitude do I need to show up with today? Leveraging a growth mindset, this type of attitude can be built and developedDo you see any difference between successful performers and un-successful perfo

DK:Virtual event and keynote speaker was Chris Voss - Negotiation success is to use a low and slow speaking voice - science shows you will drive a better resultsJB:Did you think you would get into sales? What got you there?DK:In school, as a TA, Dr. Bill Copeland. “You’ll find yourself in a sales role later in life” Was offensive- didn’t know anyone in sales, especially tech/corp sales - Used Car sales Thought he would be in law or non-profits Wanted something with some more action, some competition and hopped into salesJB:Why sales? What triggered that?DK:J. Robert Scott- research & staffing - spun out of fidelity and sold to partners running it. Now Park Square Exec search in Cambridge, MA - Exec search working on retainer to recruit senior executives and board members. Specifically with VCs and portfolio companies Opened a west coast office and Eric Lund, Partner, invite David to come out to SF as a 20-something kid to live out WestLiving in the Bay Area hard to not get the software company “bug” working in Tech What Skills do I have that could transfer? What product knowledge can I help with?LinkedIn kept coming up, using it a lot for recruiting efforts.If You’re in recruiting you’re in sales. One of the most challenging sales roles in the world.Selling to the client. Then recruiting for the client. And then sell the candidates on the client. Tons of irrational behavior and emotionJB:How did you start thinking differently about sales when you moved into sales leadership?DK:From 2011 to 2016 elevated himself in his sales career from Individual Contributor to Sales leader growing teams of 100+, opening offices around the world and learning. Crazy whirlwind period in tech, massive valuations. @ LInkedIn as AE, “Say YES”Back then mantra was Grow Fast or Die Slow -- McKinsey ArticlePeople are trying to be a little smarter with investments todayAnywhere you go there’s incredible opportunity, it’s up to you to capitalize on it. Try hard thingsRun to the things that people are afraid of or running away fromJB:Mentorship has been powerful for you. How has that worked for you and changed your perspective during your career?DK:Lots of misconceptions of mentorship and what it should be. Many people don’t have mentors today. Always intentional about seeking out mentors who can help him with what he’s trying to figure out now. Mentor = someone with NO skin in the game to bias you or point you in certain directions. Someone you admire, respect and find credible. When they push you and tell you you’re wrong or things you don’t want to hear...you’ll listenSeek out mentors - rather do that than listen to podcastsSo much of what you read and see in a public setting is BS….when you get behind closed doors they will be more honest and transparentJB:How do you think about bouncing back from failure?DK:I have failed 10X more than I have succeeded professionallyThe best way to learn and grow is through failureI personally have a high appetite for risk, there’s no right or wrong. Sometimes I may make decisions against the data and trust my gut. Willing to live with the consequences of those decisionsSome things are in your control and some aren’t. Sometimes you will fail7 months at HubSpot - wanted to see us test more in our interview process is mindset - we were speaking about it and investigating it. Worked to revamp the interview panel in what we test for. Most of the weight I place on to make an offer to someone is based on their mentality and ability to PERSEVEREI’ll take Perseverance over any attribute all dayRatatouille 1& 4 year old- rat learns from the chef Anyone can cook; I personally believe anyone can sell. It’s whether you want to. If you want to invest in it, anyone can learn to sell and be successful. Not many people have the mentality or can persevere through some of the lows that come in this profession.JB:Talk to me more about mindsetDK:Have a naive optimism that things can be better, we can shape things, we can control things, there’s light at the end of the tunnel when you don’t even see it yet. PerseveranceChildish naivete and having a positive outlook paired with someone truly having self confidence - not a bravado or arrogance. Having a core sense of anything I want to accomplish...it may take awhile...but I can get thereInner Confidence comes from growing older and life experienceEvery life experience you have helps you become aware of WHO you areThe things that fill you up with energy and drain youLearn how to play to your strengths, amplify them and have others who can help you fill those gapsSelf-awareness + optimism JB:How do you define qualities for exceptional leaders?DK:Been really fortunate to work up close and further away with some really great leadersBuilding teams for BDRs, AEs, SE,s etc. Have been able to see lots of different great leadersSpent time hiring for roles he has never been in. Hiring SEs and couldn’t do that job, kind of a crazy concept. Core things a real strong leader can do:B

Sales might be the only profession where people commonly have the “this is how I fell into sales story”College roommate had a father in sales. Roommate said he was going to be in sales too…..why would you even go to college?Finished college with Liberal Arts degree but no liberal arts jobsDidn’t think he would be a fit for sales, but he was a nerd and passionate about computers so it seemed to work outSociology stigma in sales and he had it but thinks it is changing - colleges starting to teach sales, guest lecture at MIT & Harvard & BentleyHelping people make a positive change is how the best salespeople operateThe best sellers and sales leaders instill a belief system FIRST, before they focus on the tactics Assumptive close….probably not the bestYour Belief system is the most important part of sales - ATTITUDESandler- Success Triangles If you do not believe you’re there to help people, you will not be successful in the long-termShouldn’t sell to people that you can’t HELPMake the world better through Better work! Make people’s life at work more enjoyable, be more engaged at workMore engaged at work = happier employees = happier relationships at home = better world90%+ of revenue comes from a partner network of business consultantsPI Tools & Talent Optimization platform to enable those changes - But first WHAT IS THE PROBLEM THAT NEEDS FIXING?PI Reference Profile - Captain - Proactive, task orientation, assertive, extroverted - good for sales - flexible but enjoys process tooPI founded in 1959Collaborators - ME- help teams be cohesive, get everyone to feel good, useful when you have a toxic culture because they help the teams gel, long-term affiliations, patience, struggle to deal with transactional sales role, enterprise salesAnybody can do any job. Question is what is NATURAL for them? It’s more WORK for someone to do some of those other things, like me to do a transactional saleFind something that aligns well with your innate behavioral needsSales hiring - I don’t want to build a Sales Team- I want to build a team of leaders and a LEADERSHIP Development function. They could be used internally or expand outside of the organization@BlackDuck if people hate it and don’t want to be a part of it and you only hire them based upon sales experience. So people quit and you’re set-back⅔ of the sales people he hired quit within a 3 month period - looked to see if he could start using Behavioral Assessment - got attached to PIHe was hiring for experience vs. looking for behavioral fit for a leadership roleGet rid of sales experience as a qualifying factor and your pool of candidates opens massivelyCan create a great salesperson in 6 months. Hard to breakdown bad habitsBest way to start learning how to sell is, make Cold-calls, possibly the hardest job in sales. Get a lot of looks and some of the belief systems.If you can’t get your attitude right, you can’t cold call effectivelyLearn to quickly establish rapport in an efficient wayMost people don’t want to talk about sports or weatherYou can’t make a positive change with somebody if you don’t spend time talking about the business problems and challenges they are trying to solveHow to use Empathy & Humor (self-deprecating) to build rapportYou believe the people you’re calling you can helpBuild empathy- quickly - The Like Switch - build rapport with Russian AgentsThe Empathic Statement- quickly build rapport by showing empathy- greet someone new and Notice something about them and STATE IT…..”SO You….” “So you seem….busy, stressed, frustrated”Empathy = experiencing someone’s emotional state with them or at least a concern for theirs when you match tone that focuses on concern.Working with MBA candidates - they are not envisioning themselves in sales in an end state - they will attempt to found a company or be senior exec- they know they’re going to have to sell to be effective in so many business rolesLou Shipley- CEO of Black Duck - “The first thing the board asks you is how does the sales forecast look”How to bounce back - Extreme Ownership - Jock Willink - Cannonballs, when something bad happens- CELEBRATE IT now you can figure out how to fix itFirst thing as a sales leader when you miss a month- look at yourself and your leadership to see how YOU can be accountable to that resultYou don’t make excusesDon’t want to be in a position where you feel as bad as your worst month or as good as your best monthWhat could I have fixed and done better? Even in a great monthWhat did I do wrong?Mike CEO @ PI - Avid Sailor- “Let the storms show your mastery”You control your ship, your team, what you doOffice Olympics - Captains are Hyper competitiveBehavioral interview and tailor it to the person. If you suspect someone will be weak in an area- a question about a time when they’ve shown - Look for the emotional response, why they won/lost.Favorite question for sales people- Do you have any questions for me? ASK SOME QUESTIONS- At the most senior level to not seem curious or exc

“Success is the number of people’s lives you’re able to influence and touch, and how much quality they’re able to derive from that relationship they have with you.”Success is a moving object, and when it comes to sales, it cannot be said better. If you are looking to measure your sales success, you need to look at the impact you are having on your customers. Are you helping them succeed?Key Talking Points of the Episode:Ross’ background in salesHow Ross manages to stay at his bestSelf-accountabilityDealing with leadership egoSkills that have helped Ross scale in his careerThe future of salesQualities of a great leaderThe definition of success, according to RossKey Milestones of the Episode:[02:22] How Ross got into sales[10:37] How does Ross stay at his best, and how does he help his team stay at their best?[14:35] How does Ross coach his leaders and teams to hold themselves accountable?[18:22]How does Ross help leaders get over their ego of thinking they are better than individual contributors?[20:53] Skills that have helped Ross move out of the individual contributor position[25:31] How Ross sells to people with no predisposition to technology in their business as a whole?[32:47] What trends should we be looking at when it comes to sales?[36:56] Qualities of leaders that Ross looks up to[39:14] What does success mean to Ross?Key Quotes from the Episode:“The only time you fail in sales is when you get complicit and you stop doing those tasks in a way that makes it so you don’t have your pipeline for the next month.”“If your reps are all showing up to pipeline review, and they are not prepared, spend two days with your top performers who are struggling to manage pipeline and see where they’re spending their time.”“Authority in businesses is derived from your ability to drive alignment”“Technology is a way of reaching customers, and delighting those customers.”“Being a good salesperson, when you’re working in a logistic industry, is about helping educate buyers on the value of changing their operations and leveraging technology.”“Be an educator first, and a salesperson second.”“Mise en place, is the concept in cooking, of having all of your ingredients setup and ready to go so when it gets busy you don’t have to spend time going up and down the stairs. This applies to sales too and what I like to call Sales en place, get your system organized so you don’t waste time”“Technology can’t empathize with humans.”“Success is the number of people’s lives you’re able to influence and touch, and how much quality they’re able to derive from that relationship they have with you.”Links:Ross on LinkedInToastMy Core OS Please help this podcast continue to grow and reach more people by taking a second to share it with a friend and leave us a five-star review on iTunes or wherever you get your podcasts. We appreciate your support.

JB: How did you get into sales?Way back into sales - formally started in 2004 in Print Media Advertising sales Understanding problems you see around you and how to solve them 8 years old, bucket soap and sponges to make some extra $$ to buy baseball cardsIdentify prospects in the neighborhood who has a car? Who’s car is dirty? Car is there, so they are home. He has a solution to work with them. Cold calling, opening up prospects, asking for the $$, digging into pain Interviewing for sellers and sales roles, that’s the kind of experience that can help someone be really effective. Any profession is a LIFESTYLE choice - why would you do it?Has to be a degree of shamelessness, have to be willing to ask questions, be comfortable to talk about $$$Most of the sales skills aren’t natural, but are nurtured at a young age, what have our parents taught us? What are their early experiences to understand their past to see if they are really doing something they want to do JB: If you don’t have some of these core drivers and skills. Have you seen this is why some folks struggle in sales?Love Challenger Sale, Challenger Customer, Miller Heiman - Great content and great learning - that is PRESCRIPTION INFORMATION - you first need to UNDERSTAND THE PROBLEMWhat is the underlying root cause of this issue? How do we attack that?Talk a lot on our team about FEAR, especially SOCIAL FEAR. They will give you the skills/tactics but if you can’t understand where your anxiety comes from, how to communicate, what’s appropriate what’s not? Let’s talk about the psychology of where the problem comes from then we can build the polish with objection Psychology of sales hasn’t been promoted much in the past. Sales is expected to DELIVER RESULTS NOW Oftentimes, Sales gets sucked into this paradigm to GO GO GO to get results and don’t take time to look internally, be introspective, take a breathe and think long-termSales teams are typically the highest compensated in an organization - not typically asked to think about the long-term gains you can get by investing in personal and self development. What will make you better a year from now? EXECS want you to be better NOW, this quarter, week, month. To change the trajectory of our performance in sales is thinking long-term. Think about our habits and behaviors that may not yield great results NOW, but will pay off over the long term!Very focused on Pleasure in the moment as a species. Always looking to satiate the immediate desire NOWSales people love the thrill of the kill, the win, they want the deal in now and don’t necessarily The Score Takes Care Of Itself - Bill WalshLong-term mindset sacrifice some results today for better results tomorrow - have internal buy-inLead by example, don’t just believe in it, but act that way as a leaderThing that you can bake into your own internal development so you can improve and show it for others Management, leadership and coaching courses Sales Manager is one of the least prepared, least trained jobs in the business worldYou can have great mentors, leaders and people to learn from but IT TAKES TIMEAct in a way you want others to act and be vocal about itSet-up a structure for your team so they can invest in their own skill building - set time for growthFollow a coaching agenda and formula that should have a long term focus looking for distinct and specific skills that build short term skills and go to long term goalFocus on 20 things and then break them down and focus on 1 at a timeJB: What is that skill many people haven’t developed that makes them successful at sales?Idea of ongoing skill building is the biggest IDEA people need to be working on. Your skill building never ends, they will get rusty over time. Something you may do well now can lose its’ veneer and you have to be a vigilant gardener of your ripe skills, cleaning out weeds, nurturing material and staying on top of itLearning and skill building NEVER ENDS - look at the best in sports and how they find coaches, ongoing growth and development of putting in the workPhilosophy of continuing to work on something every day and every weekTake all the different skills of what drives success - found 36 skills - refreshed to 50 - now to 100 smaller elements that sellers need to have excellent and mastery for all the time for any conversation we’re thrusted intoYou may only use 5-10 for a certain sales process but the next deal might need a different set The first question we need to ask ourselves in Sales is “Am I really committed to working on my skills to be ready for the next call that I might have?” JB: Talking about a growth mindset, how do you help look for that in hiring or build that with your team?Growth Mindset - the ability to look at yourself as an ongoing work in progressFail Forward! Failure is part of the pathway to successPeople can learn a growth mindset and exists in all of usSomeone in fixed mindset believing failure is permanent, can be changed if they have great coaching and gre

JB:Dan Tyre founding team member of HubSpot Employee #6 joining in 2007 and first sales person. Held various positions in sales, management, recruiting, training and more. He also created the term SMARKETING to help create alignment between sales and marketing. Dan mentors so many reps aside from asking others to go mentor others and pay it forward. Check out his best-selling book,Inbound Organization. Learn from his experience working at 2 person startups to organizations of 45,000 people. Dan:BOOOOOOOOM!JB:You’ve had such an interesting career working with so many different people and recently training agency partners at scale on how to sell and grow their businesses. How did you get into sales?DT:Desperation. Sold books door to door to work my way through college. Went to Colgate university in 1976 and didn’t have a lot of money, couldn’t go back sophomore year unless he made $5K. Southwestern Corporation, Nashville, TN. As long as I can make $5 grand, I’m in! Incredible sales experience. COMMISSION ONLY! Sent to Bellingham, WA. 95% of people quit. I couldn’t quit because I didn’t have enough money to get back home. I had to consult with bank Presidents to gas station attendants and it was a fantastic introduction to the sales process. We read Tommy Hopkins and learned consultative selling. I was a slow percolator and it took me a while to get it. I was out in the field 2 weeks and I was scared, would fumble through stuff and didn’t have high confidence. A lady took me in, gave me a cookie as I stumbled through my sales pitch and said SHE WOULD BUY! Took the $25 and ran to McDonald’s to eat my first meal in a week!Door to door selling carrying his Dictionaries in a rolling case. Building rapport, at the time had to “wait for my husband to come home” DAN → that’s exactly what your neighbor said….Ms Joyce said the same thing, but realized she could spend the $$ because it’s her kids education → now his customers were ready to buy showing proof of sales from their neighbors. Last month using that strategy closed 40% of people after everyone knew him and got a deposit from most people! First year Individual Contributor $5,0002nd year 9 guys recruited, got a cut from that , 7 quit, 2 stayed and made $8 grand!Junior year went to Vegas playing pokerGraduated college in 1980 from Colgate University Played bass in heavy metal rock and roll band Being a bass player is a great foundation for being a great business person1982 tired of making $25/week - 14 computer stores in BostonWalked in to Computer Store, Roger Lund gave him a shot and Dan became #1 sales person in 3 monthsRoger left for Startup, wanted to take Dan with him and would pay dan $1,500/year more. Now Dan’s a startup guy!1983 left for Business Land $3Milllion next 9 years grew to $1.4 BILLION 10:00 Dan started as Rep → Sales Manager for 9 months → General Manager → LA ran 6 locations → San Fran training reps → NYC= 35% of corporate revenueBible = ART OF SELLING by Tommy Hopkins“I got addicted to hypergrowth”Back in the 1980’s and everyone had to buy computers. Talk to accountants and they WOULD CRY seeing how easy it made their life!The way you sold computers is you would put a sign out and people would come byMarried 31 YEARS! Dan all energy and enthusiasm, his wife Amy is the smart one and she was a great sellerAfter 9 years at Business Land. Started his own company as CEO scaled to $30 Million as a professional services locationBought training company that went Bankrupt, was AWESOME (learning)! Had to tell employees and their locations and tell people he had no money. Learned humility at 40 and to always have a contingency plan4th startup, Groove Networks, bought out by Microsoft, his VP of Sales was Brian HalliganGot a call when Brian & Dharmesh wanted to start HubSpot because he had great energy and was the best salesperson they met!Mark Roberge - Sales Acceleration Formula - VP of Sales at HubSpotDidn’t miss our number for the first 27 months at HubSpot and everything I knew about selling and business changed completely after I joined HubSpot!15:00“I am by far the luckiest guy in the world, I’ve had dinner with Bob Marley, taught Steve Tyler how to fire his manager met Muhammed Ali, and met with president’s. Things happen to me and it’s because I have a positive Mindset”“You’re (enter your name here), you can do anything” It’s my mantra, I say it to 4,000 people in the world! Do you have an identical twin? No? Well then YOU ARE THE ONLY YOU OUT THERE!You can do anything, the key is to figure out what you want to do and WRITE IT DOWNIn 2020 we set goals and work backwardsMindset- you first need to believe you can do it, then you must know WHAT you want to doThis must be written downWrite out what you wantDantyre.comSucceed: How We Reach Our Goals by Heidi Halverson Why Goals? What Goals?Written down goals are more effective, people are healthierMindset is 99% of SalesMy Prospecting now is usually in front of 100 people down at Stetson University

Learn from some of the best as you end the year. What went well for you last year? What can you improve on?Check out some ideas from Tim Ferris how he approaches Past Year ReviewThink about what James Clear has to say about building systems of identity based habits.Look at why Seth Godin thinks "Resolutions don't work. Habits & Systems can."How do you approach the new year? What do you use to be your best?

Chris has been selling in the tech space for 16 years. 9 time Presidents Club award winner, 2 time Founders club winner and an awesome human being. Listen and learn from Chris Moore!Didn’t think he would be in salesPlayed soccer at Sam Houston State - thought soccer would be the rest of his life/careerStarted at Enterprise rent-a-car - youngest manager Coached people to be a leader, sold that damage waiverMet Nicholas Holland in Houston → heading back to Nashville for a startup and $500Started web agency and grew it to a nice little businessWent to Dell through their Sales program and learned that he LOVES salesTalking to people, being in tech all got him to bounce out of bed every morningDirect selling- You have full control of your destinyChannel sales - You rely a bit on some go-between to help you be successful - partner enablement, teaching and business advising Mandela- “I never lose, only win or learn” People skills, good team player, be COACHABLEPlaying sports and being on a team helped him learn coachabilityThe best sellers know when to walk awayThe more time we spend on the wrong fits the more that negatively impacts usIf people don’t show up, don’t take it seriously or won’t do any homework helps make it easier to walk awayThe tone of the prospect, are they serious?Discuss Budget, timelines and past experience early on Be honest and have integrity and it comes through in every discussionDon’t take it personal! It’ll happen but it’s something to work onNick - best seller he knows and he isn’t in sales, he’s an EducatorOnce you replace negative thoughts, with positive ones, you’ll start having positive results! - Willie NelsonBouncing back from injury, Mindset! 16 knee surgeries to-date from soccer, many periods while being down and out...struggling with “why me?”Surrounding himself with positive people, they helped him realize; He Decides How He Feels!If someone pours negativity - walk awayI want positivity poured into me at all times because that’s what I want to give to other people and continue to spreadHas had many tough months, quarters, 6-months, years - startup life was tough, new industry, new skills to learnWaiting tables at night and sleeping on a friends couch to support himselfIt’s a MARATHON not a sprint. Focus on the big picture vs. the small misses and the small bumpsMonthly business, but he looks at it as an Annual number. A bad month, just means he puts everything into the next month.Work can be stressful for a lot of folks, typically running 10-14 meetings a day. Needs to get out of work to get his mind right. Coaching his son at soccer, spending time with family, get into some time with no distractions try to be a little bit less focused on all of the noise. Disc golfTry to set the laptop down and get away from the house. But it’s tough so especially now with covid, need to to the things outsideHow does he get his 12 year old son to bounce back from a tough game? Son noticed positive, negative 1 or 2 then followed with a positive. Don’t just come in hot, need to be constructive and also highlight the good things. Similarities and differences between small company vs. large Small companies- nimble, quick, fast decisions, process change. Not much capital or resourcesLarge company- things move so slowIt all depends on the lens you want to look at itThere are so many things done the same way at 3,000 vs. 100,000Success to Chris = Can I wake up everyday and be happy with the life that I have, the things I’ve accomplished? Not just hitting quota, or being a coach or getting an accolade. But the things I’ve done, the way I’ve approached lifeLoves Winning! It’s OK to lose, if you lose, you learn.Did awful when he first started selling at HubSpot, “I needed that failure to fall on my face to help me learn to get back up!”Favorite interview questions: Tell me about your favorite vacationAs a leader: Be a good listener! Don’t talk as much as you listen. Be genuinely interested in what others have to say.Zig Ziglar - Secrets of Closing a saleWill that leader walk to the end of the earth for me? Lead with their heart and empathy creates somebody that you WANT to work for.Brain Breese - awesome leader, genuinely cared about Chris, his family and that’s the type of person6154794235 give him a shout!

Cierra Steiner 4+ years in SaaS sales. 1 year in brand management, CPG, and retail sales for well known brands like Hormel, ZenDesk, HubSpot.2019 President’s Club Winner, achieved #3 rep in global revenue @ ZendeskDog lover, amateur comedian, cheese curd enthusiast, world traveler, & sales mental health advocate.Quotes I try to live by every day:𝑮𝒆𝒕 𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 𝒃𝒆𝒊𝒏𝒈 𝒖𝒏𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 - Jillian Michaels𝒀𝒐𝒖'𝒓𝒆 𝒐𝒏𝒍𝒚 𝒄𝒐𝒏𝒇𝒊𝒏𝒆𝒅 𝒃𝒚 𝒕𝒉𝒆 𝒘𝒂𝒍𝒍𝒔 𝒚𝒐𝒖 𝒃𝒖𝒊𝒍𝒅 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 - Andrew Murphy𝑭𝒐𝒓 𝒘𝒉𝒂𝒕 𝒊𝒕’𝒔 𝒘𝒐𝒓𝒕𝒉... 𝒊𝒕’𝒔 𝒏𝒆𝒗𝒆𝒓 𝒕𝒐𝒐 𝒍𝒂𝒕𝒆, 𝒐𝒓 𝒊𝒏 𝒎𝒚 𝒄𝒂𝒔𝒆 𝒕𝒐𝒐 𝒆𝒂𝒓𝒍𝒚, 𝒕𝒐 𝒃𝒆 𝒘𝒉𝒐𝒆𝒗𝒆𝒓 𝒚𝒐𝒖 𝒘𝒂𝒏𝒕 𝒕𝒐 𝒃𝒆 - F. Scott Fitzgerald𝑻𝒉𝒆𝒓𝒆 𝒊𝒔 𝒏𝒐𝒕𝒉𝒊𝒏𝒈 𝒆𝒊𝒕𝒉𝒆𝒓 𝒈𝒐𝒐𝒅 𝒐𝒓 𝒃𝒂𝒅 𝒃𝒖𝒕 𝒕𝒉𝒊𝒏𝒌𝒊𝒏𝒈 𝒎𝒂𝒌𝒆𝒔 𝒊𝒕 𝒔𝒐 - HamletFell into sales - went to school for Business Admin because she had no clue what she wanted to do. Speciality in sales and marketing, didn’t see many entry level marketing positionsLiked being creative mixing art and math- thought maybe Marketing would be a careerSpent time as a BDR, was pretty introverted, didn’t take a lot of risks growing up, so sales was really scary for her!Cold calling people was her worst nightmare, she doesn’t even like answering her own phoneGot outside of her comfort zone in uncomfortable situations that helped her grow, wins and losses, while learning to deal with rejectionGetting into sales broke her out of her shell Spent time trying to be a type of seller that I’m naturally notUnderstand how to be yourself and make your own personality work for you in a sales processThe negotiation process has always been a struggle for her being, from the midwest, quiet, introverted.How do I come into my own in sales and be who I am? And not pretend to be who someone else isSales is a grind, you have wins, you have losses. Feel great and feel horrible. It’s an emotional rollercoaster on a daily basisMy biggest enemy is my own mind. My biggest thing holding me back from being successful is myselfBad month you can get down such a rabbit hole of not believing in yourself and it affects how you are on calls, on demos and drags down your own progressMindset, self confidence are the keys to successBounce back, reasoning with yourself as to what can happenRemind myself that my only job today is to help somebody and do the best I can!Go into this day and take my best attitude and effort to make sure I am doing my best to help somebodyNot focus on the number, but focus on doing your best work everydayThen look at HOW you do your job.First 3 years at ZenDesk did well, didn’t have much adversity, life is easyThen all of the sudden hit a tough quarter and realize what might have worked in the past might not work in the futureBe willing to change, take a step back and adjustAsk for feedback even if you’ve been there a long timeBe honest and see if a manager can help listen to calls, give you new insight and have humilityQuote to live by:“There’s nothing either good or bad, but thinking makes it so” - Shakespeare your interpretation is what will affect youSomebody could come into your life with your circumstances and thinking you have the best life ever while you don’tTraits of top performers- not an expert, just working at improving on these everydayConsistency in your process in what you’re doing day after dayConfidence in themselves!People that are consistent and continue to put the effort in even when they aren’t seeing results are the ones that winDo they trust you, do they like talking to you?Being confident even when you don’t knowGotta feel good about yourself before you can help othersBecoming more self-awareThis year thinking about ME, how am I feeling today? What can I do to change that? What can I be proud of myself for? What are the things that I need to work on?Don’t focus on just what I’m bad atIt’s a confidence thingCheck yourself before you wreck yourselfIn a bad place take a pause and step back to get yourself back to a good placeGetting better at prospectingLeadershipKnow yourselfControl YourselfKnow OthersDo Something for othersTraditional sales culture, smile and dial pretend that everything is fineTaboo subject in sales is mental health, does that make me look weak? What will my employer think?It affects how you do your jobAppreciate managers, coworkers, companies to ask how someone is doing, care and take action based upon thatCare about you beyond a just the number that you brought in and see you as a full humanBe at a good company that understands the human aspect of thingsSales Mentor program - working with a solutions engineer- talking about mental health, building good habits for yourself and working on myselfBuilding a morning routine; going on a walk every morning, listening to a podcast, let the sun hit your face.Colleen Hayes - PresenzTake some time for myself, take a midday break and after work find a way to decompressChange your hours to

Accidentally got into sales while working for a global PR firmHad to start cold calling - didn’t even think it was sales initiallyMoved into startup life with a Freemium sales modelDidn’t have much awareness about what sales wasSales roles vary by industry - Manufacturing (order management & procurement), Commercial printing - Tradeshows and outreach 100’s of days per year different than Tech salesSales is changing significantly in the last 10-15 yearsStartup vs. Scale up -> Specialization in scaling up now looking for deep over broad vs. jack of all trades “wear many hats” in startups“Take what you’re good at, what you like to do and do more of that!”Larger org, challenging to know what others are doing - hard to do now not being in the office around others. Call recordings have been very powerful to share ideas and best practicesHighlight recording of particular recordings that is indexable & searchable is so powerful to get better and improveGive the rest of the group as much ownership as possible of where they want to focus their time = They are Bought-In!Pick a challenge or theme you will run with for a month and then take a 60 minute meeting listen to 5-10 min chunks of call White hat/Black hat format- highlight what went well and then also focus on constructive criticismRode in the PMC 7.5 times! - Check him out!Performance is measurable against myself and others in an event similar in sportsPick what motivates you in sales - is it yourself? Beating others? Know your personal bests, have that mark to reach for and work back from thereSetting Short, medium and long-term goalsPersonal Finance- answer isn’t just save it all or use it all. Need to find a balance in the extremesWork backward from knowing what you need to do and break it into expected time framesSales pro’s should be comfortable talking about money and should be able to plan ahead for things like cash flowHow do you bounce back from a tough month?Work back to see what went wrong, what could have been improved?Context & perspective- why did the bad month happen? What can I control?Pre-covid didn’t spend much time on mental health, now realizing that he really loves being outside and doing things like walking meetingsListening to more audio booksRead 1 book/week for all of 2019- fell a little short and trying again this year Tracks everything Maniacally! What did he read? What did he think about it? When was he reading it? Look at it in realtime and then reflect back on itJust start tracking even if you don’t know what you will do with the dataAll of his tracking is online/digital in things like Google DocsSales Data - tracks Activity as a leading indicator, can learn a lot relative to your peers, Spreadsheet of all his sales historically.Focus on ASP - top performers have lower discount rates, Average Transaction is higher“Is there a behavior that I can change where I don’t have to fundamentally alter my workflow to make an impact?”“Top performers have a certain Go With The Flowitiveness” - a lot of people can have a big month/quarter or close a big deal but it takes a lot to sustainThey focus on what’s in their control and what is within the realm of reality for them to shiftThe GSD factor & AdaptabilityQualities of LeadersWay behind on a project and Exec VP at 8PM at night sat right down with them and got in the trenches to see them in actionSomeone in the crow’s nest scanning the horizon to see what you need to pay attention to next - as an IC you have a relatively short-sighted viewSuccess means - Making those who believe in you look brilliant - Dharmesh Shah Employers, managers, parents, etc.Hates losing more, wants to say likes winning more but when falling asleep or restless, not dwelling on the wins, but focusing on the losses"In sales you can have a pretty meaningful impact on an organization without having to do the heavy lifting. B2B business acumen can go so far if you can understand the business impact it makes on them and their organization"Seeing the impact/teams can help solve for

"There’s ROI in coaching, in training your managers on how to coach and enabling them how to do so! I haven’t seen a higher ROI from anything other than coaching."Got into sales kicking and screamingGrew up in a house with a used car salesmanThought she could go into marketing and make sales people obsoleteStarted her own company during recession Realized she needed to learn HOW to sellMiller Heyman, SPIN, Solution SellingEverybody wants to grow their business - but what does that MEAN?I fell in love with sales because I changed my perception, my mindset and therefore my behaviors and resultsMy Mission is to help businesses grow and create jobs, you can’t do it if you aren’t sellingCan’t take marketing leads to the BANKSales reps/managers who get coaching on the job will stay longer and are happier on the jobTalent Retention and a culture of coaching is criticalCoaching in general was you only needed a coach if you were WEAK or NEEDED help or were Less thanHigh performing athletes are open to finding out what their hidden weaknesses are so they can be their absolute bestChange behaviors and change resultsIf you’ve never been coached yourself, you won’t know how to coachManagement/coaching turns into pipeline review were they tell you what you need to do nextObjective management group - 7% of managers are actually coaching AND have been trained how to Coach out of ~750,000 managersCSO Insights 3 hours of coaching = 17% increase in quota attainment Sales managers who spend 50% of their time coaching, their team has 49% more abilities to sell!There’s ROI in coaching, in training your managers on how to coach and enabling them how to do so!I haven’t seen a higher ROI from anything other than coachingCoaching is not just a 1 time event, it needs to be part of a regular cadence and needs to be objective and individualized to everyoneNot just sales coaching but Career development sales coaching - what are they trying to accomplish in 6, 12, 18 months?At the top what is the expectation leadership is creating? Are they providing the resources to get this doneThe Renaissance of SalesWe’re seeing the science of how people change, take behaviors and actions now come to sales to help everyone learn the lessons people had to learn the hard waySales is all about helping people make the decisions that are best for them!Harvard MBA students were struggling with the same exact things most every other seller was struggling with - Not asking enough questions, making it all about themselves, talking too much Changing beliefs about what Sales is really all about makes all the aspects of eDaniel Pink To Sell Is Human 7/10 have negative connotation of salesFigure out our strengths, what are our hidden weaknessesDo we coach to strengths or weaknesses? This is trying to pick a person apart as if they are not wholeSuperman even has a weakness and can’t help people if he is crippled by his weaknessGrowth MindsetTake small pieces and focus on the things that help you get where you want to goIf you could wave a magic wand what skill would you give sellers and leaders? Self-AwarenessIt’s a process and happens over time - personally meaningful - to her independent, self-sufficient, have freedom → now she knows what she needs that align with her values to get what she wantsI don’t need stuff to feel content, but I need to see the people around me happy I want to leave companies in better places than I found them!**Building self-awareness - trying a lot of different things and understanding where it is you want to go and what is important to youBecause I was willing to get through it I was willing to take the gut punch to continually build self-awareness bit by bit every daySelf care in sales The more self-aware you become the more you start to take care of yourselfAs a seller you can’t be of service to your buyers if you have all this stuff going on with youAs sales leaders when the pressure comes onto you how are you rolling that down to others that are there and looking to you for support To bounce back, you can only control the things you can control. You can’t control the outcome you can only control your process. The down months is when the self-care routine is even more importantMorning routine to get her through the day to be set-up calm/cool for her day:Noom app for health (same process she uses with sellers and sales leaders), fitbit - how good did I sleep last night, how will that impact me later in the day?, yoga routine, dog walk Detach yourself from the outcome and focus on the process that you have control over and celebrate the small wins along the wayIf you aren’t constantly reaching out to people on a regular basis, when the time comes for them to spend you won’t be there!Most people do goal setting in a Silo - become a dredge of work. Goal setting should be fun, should be light, should bring you JOY!What do you want your day to day life to look like with the people closest around you in 3,6,12 months and WHY is that impor

“When your manager has an authentic, vested interest in you as a person and what you want to accomplish, it will unlock so many doors for your reps.”Caleb Buscher on LinkedInLuck played a big role in his lifeSalesforce CRM Admin as a young internRealized, Sales is where the money’s at!Asking his company if they need a Sales Manager?! - Ask for the job that you want!Ask myself the question WHY NOT? Vs. Why do it?Build my life resumePicking up the pace and process in tech - much different than traditional industries3 Things top performers doSelf-awareness - 95% of people think they’re self-aware but only 5-10% of people are actually aware. Most of us are lying to ourselves about lying to ourselves. Internal self awareness - goals, values, beliefsExternal - coachability, openness, curiosityConfidence - in themselves, the process and the way to do things1. Product knowledge 2. Experience- seeing it over time- call reviewsCreating your own unique style of sellingAlways try and bring value to the partnership between you and your teamStrengthen yourself in their weaknessesGet up early in the morning, even as a night owl your body can acclimateHow did the last day go? What do I want to focus on today? What is my intention for the day?Create space for myself in my life, “Between stimulus and response there is a space. In that space lies our freedom and our power to choose our response. In our response lies our growth and our happiness.” Victor FranklStoicism - MeditationLearn as much as possibleHow are you reacting to missing your quota? - Look outward, blame other things, weak leadsJocko Willink Extreme Ownership“Put the mirror on yourself. What happened? What went poorly? What can I learn from it?”Run a reflection Report- David Goggins - AAR After Action Report Peter Drucker- Managers do things Right. Leaders Do the right thing. Efficiency and effectiveness“When your manager has an authentic vested interest in you as a person and what you want to accomplish, it will unlock so many doors for your reps”5 Whys? To make a lot of money let’s go deeper Personal Interest and a Vision from LeadersInsanely Simple- Steve Jobs - Apple“Progress = Happiness” Tony RobbinsSuccess- Bob Dylan - “Success is when a man wakes up in the morning and goes to bed at night and in between does what he wants to do”Happiness is a sliding scale- How can we be happy more often than not?Our time on this Earth is short. EVERYDAY Is an opportunity to give your best. We don’t get this day backAlways think and never settle

[01:52] How Corey got into sales[04:40]. Did Corey chart into the sales operations renewal management team by luck?[06:27] How Corey handled the fear of leaving a comfort zone and getting to a different territory[08:21] What qualities stand out in top performers that Corey has had a chance to work with?[09:42] Why is intellectual curiosity significant in sales, and how is Corey helping his team build intellectual curiosity?[12:29] What does Corey do for him to show up at his best every day?[15:08] How does Corey’s degree help him in leadership and sales?[17:43] How do Corey and his team bounce back after a tough month or quarter?[18:37] Corey’s goal-setting process[20:40] What changed for Corey when he transitioned from managing sellers to sales operations teams?[22:26] Thing Corey wishes he knew before becoming a manager[24:23What does success mean to Corey?[27:28] How much does Corey want his reps to achieve their targets?[29:47] Does Corey love winning or hate losing more?[30:33] Corey’s favorite interview question to ask people?[32:06] What qualities has Corey seen in leaders that he looks up to and admires?

“You have to be your best advocate, because you are an individual contributor. Your inner voice has to be strong, it has to be present and it has to say nice things to you that you actually believe.”[02:04] How Sarah got into sales.[06:00] Things Sarah borrows from her experience of working for the service industry[10:58] What do top performers that Sarah has had a chance to interact with do best?[14:17] What do people who do not do well in sales struggle with?[15:37] How does Sarah bounce back from a tough month?[17:32] What habits help Sarah show up at her best and perform best?[18:40] What are some of the favorite shows that Sarah has been watching lately?[20:13] What does success mean to Sarah?[21:26] Does Sarah love winning or hate losing more?[23:51] What wows Sarah about Sales?[25:37] What qualities do great leaders that Sarah has worked with possess?[28:33] What advice would Sarah give to women in sales or women who want to venture into sales?Key Quotes from the Episode:“The model of sales is actually just like a sort of perfect operating model for my personality I’ve learned over the years.”“I am as much of myself when I sell as I am when I go about my normal day with my family and friends.”“When we try and spend time on the things that we aren’t good at. It’s more painful.”“You have to be your best advocate, because you are an individual contributor. Your inner voice has to be strong, it has to be present and it has to say nice things to you that you actually believe.”“There’s something about failure to me that is actually a huge motivator.”“Sales creates opportunities for you to really showcase those traits and qualities that don’t have as much of a place out in the real world.”

[01:44] How Nick got into sales[05:01] Why Nick is transitioning into the Brazilian Market from the American Market[06:41] The differences in markets in the United States and Brazil[08:33] How is the sales process in Brazil different from the United States?[11:24] What separates top performers in sales from those who are yet to make it?[15:20] How does Nick bounce back effectively from a tough month?[18:50] What habits and routines help Nick show up at his best all the time?[24:39] What lessons has Nick borrowed from some of the great leaders that he has worked with?[27:41] What does success mean to Nick?[28:39] Does Nick love winning or hate losing more?[29:35] What does Nick love the most about sales?Key Quotes from the Episode:“I don’t think that there’s one style or one recipe for success in sales. You have some people that are super process oriented, you have people that are super technical, and you have some people that are a little bit more aggressive, and others may be good at challenging.”“When things are going great, don’t get too high. When things are not going great, don’t get too low.”“You have to be disciplined and self-motivated enough to do the work for you. Not for your manager, not for somebody else. You have to have self-motivation.”“Success is finding happiness, ideally through impact. If financial success comes along with that fantastic.”

[02:40] How did Brian get into sales?[05:22] Brian’s experience relationship selling[12:05] How Brian evolved his goal setting and how it changed his definition of success[15:52] What qualities has Brian seen standout for top performers?[23:40] What makes Hub Spot’s organization culture unique?[26:00] How can you build a personal brand?[30:08] What changed Brian’s perspective in regards to building relationships?[33:34] How to give and receive feedback[37:49] How does Brian bounce back after a lousy quota?[46:56] What is success to Brian?[44:21] Does Brian love winning or hate losing more?[44:31] What are some of the qualities of leaders that Brian has worked with?

Rachel’s background in salesThe impacts of Rachel’s sports career to her sales career Rachel’s current roleHow Rachel approaches opportunitiesIndicators of progressBuilding new relationships during the COVID seasonBalancing sales and familyCharacteristics of top performers in salesHow to build empathyRachel’s way of bouncing back from a lousy quotaNuggets of wisdom for women who want to venture into salesRachel’s definition of successQualities of a great leader

Key Milestones of the Episode:[00:27] Getting to know our guest[02:16] What got Paul into sales?[12:25] Paul’s experience at HubSpot[14:12] What fulfills Paul about what he has done in sales?[19:42] Advice to Latinos who don’t see sales as an opportunity for them[23:27] What does Paul say to people who think there is no future in tech?[27:48] What does success mean to Paul?[31:01] Core attributes of folks that excel in sales: What are the core attributes of folks that Paul has seen excel in sales?[33:31] Qualities that standout in great leaders that Paul has had an opportunity to work with.[36:07] What habits and routines help Paul and his team perform at their best? Key Quotes from the Episode“To be in a tech company, you don’t need to be an engineer, and you don’t need to have a computer science degree.”“A lot of things in the world are solved through networking and dialogue, gaining different perspectives to your own, seeing the world from a different perspective, and from someone else’s shoes.”“What you perceive to be a successful career or function can exist within technology.”“The problem with Latinx or people of color trying to break into technology is that there are minimal success cases.”“In tech, we have this ability to be able to scale; we don’t have to just be in the physical location.”“The people who are open-minded and coachable/moldable are inevitably the most successful ones.” Connect with Paul on LinkedInPlease rate and review this episode wherever you listen!

Key Talking Points of the Episode: Tiki’s background storyLessons Tiki has learned from his past sales jobsQualities of top performers according to TikiTiki's source of motivationCharacteristics than can hurt your sales performanceSimilarities between top performers in athletes and top performers in salesMental gamesValor coaching programDealing with a bad quarterMeaning of success to TikiThe goal setting process for TikiWinning Vs. losingQualities of great leadersBuilding self-awarenessKey Milestones of the Episode:[02:18] How Tiki got into sales[05:33] What lessons has Tiki continued to use from his past sales job?[07:48] What qualities do folks who stand out in sales have?[09:36]What motivates Tiki?[13:52] Common challenges with folks who get into sales either new people or those that haven't cracked the code?[16:00] What are some of the similarities between top performers in sales and top performers in athletes?[18:07] Mental games: Who does Tiki do to keep himself motivated?[19:59] How does Tiki coach his team?[22:16] What does the valor coaching program entail?[24:56] What helps Tiki bounce back to his A-game after a bad quota?[29:23] Meaning of success to Tiki[30:29] Tiki goal-setting process[34:53]Does Tiki love winning or hate losing[37:11] Qualities of great leaders[38:57]How does Tiki build self-awareness?Key Quotes from the Episode:"Now I've tasted some success and I want to do it on a larger scale.""If someone is afraid of failing fast, they will not go get those experience and they're more likely to be tentative early on, which leads to reduced output and reduced experiences of what they're doing.""When work becomes all you're focused on, and you're all in on it. It's so easy to let your personal development and your health slide away.""It's a powerful thing to remember the good times. It's so easy to get stuck in this negative spiral of thoughts that can make it a harder hill to climb back to get to that level of performance that you're trying for.""Your language matters. Your thoughts matter and they impact each other. It's good to be aware of how your language is impacting the people that you're interacting with."Connect with Tiki Biswal on LinkedInThe Unfair Advantage: Sell With NLPValor Performance Coaching

Key Talking Points of the Episode:Nick’s background.Has Nick borrowed any lessons from his first job into the current?Change in Nick’s perception of sales. Nick’s favorite part about salesCharacteristics of top performers in salesAspects of people who fail in salesStrategies that help Nick bounce back.The power of reviewing your callsNick’s mental game to maintaining performance and success.Nuggets of wisdom to better storytellingWhat makes people buy?Nick’s definition of successDoes Nick love winning or hate losing more?Qualities of the best leaders.Nick’s idol in sales.What sets Nick up for success?

Key Milestones of the Episode:[02:49] David's background in sales: How did he end up in sales?[07:19]. How David transitioned from freight business into tech sales[10:49] What has helped HubSpot scale a sales team?[13:55] Qualities of people who transition into sales from a non-sales profession[16:03] Is sales for everyone? Can everyone be great at sales?[17:54]How to drive successful group coaching[21:13] The most significant gaps that David sees in folks' skill set when they come into the program? Where do they get the most leverage from the training that David brings to the table?[21:58] How does David help folks resist the urge to dive into the first opportunity they hear of something that they could sell into?[24:32] The importance of questioning when it comes to sales.[28:18] What does David to use to show up at his best day in day out? How does he remain charged up?[33:52] How does David help people bounce back after losing a deal they thought they would win?[37:09 What does success mean to David?[38:01] Does David love winning or hate losing more?[39:14] What makes a great leader? Qualities of a great leaderKey Quotes from the Episode:"For sales, you should know a sales process and a methodology but you can only get so good at sales from watching a video or reading a book. You actually have to practice selling.""The biggest pothole that I see with salespeople is that they don't spend enough time on the problem that they're trying to solve.""Don't try and be somebody else. Just be uniquely yourself because in sales, the more you try and be somebody that you're not the more it’s going to suck."Connect with David WeinhausLinkedIn

Key Talking Points of the Episode:Bryan’s background in salesBryans experience in sales trainingSome of the challenges Bryan face while training sales repsThe impacts of sales training to Bryan’s day to day sales lifeWhere do most trainers go wrong when it comes to sales?Situational leadershipEssential skills for trainers to possessMy greatest challenge in salesHow does Bryan get himself buoyant to bounce back after a bad month, or quarter?Qualities of an outstanding leaderThe definition of success to Bryan Key Milestones of the Episode:[01:37] How did Bryan end up in sales?[04:19] Bryan’s experience in sales training: How does he train sales reps to be as effective as possible?[06: 17] Some of the challenges Bryan face while training salespeople[09:03] What impact does sales training have on Bryan’s day to day activities as a seller?[12:19] Where do most trainers go wrong when training sales reps?[16:23] Is it okay to have a training framework for reps to work off and adapt to make it their own?[17:26]The four boxes in situational leadership[20:10] What are some of the skills that Bryan feels are necessary for him to train people better?[25:32] One of my greatest challenges in sales[27:50] How does Bryan get himself buoyant to bounce back after a bad month, or quarter?[30:11] Does Bryan love winning or hate losing more?[32:08] What qualities make one an outstanding leader?[35:02] What does success mean Bryan?Magical Quotes from the Episode:“It is not what you sell, it is how you sell it.”“Training is taking a cord from my head, plugging it into your head, digesting and downloading information that you can extrapolate off. Coaching is observing and giving feedback”“You are on a rollercoaster with high highs and low lows and the more you can stay in the middle, the better off you are going to be.”“I’ve grown most not from victories, but setbacks. If winning is Gods’ reward, then losing is how he teaches us”- Serena WilliamsResources Mentioned:Thinking Fast and Slow- Daniel Kahneman

Key Talking Point of the Episode:David’s background: How he turned his anxiety into a careerThe overlap between sociology and salesDavid’s definition of EmpathyHow David is building his team during this Covid periodWhat does purpose mean to David?David’s first commission from the million-dollar clubQualities of top performersHabits that help David get better and stay afloatHow does David handle bad times?Does David love winning or hate losingQualities of good leadersDavid’s Lessons on Leadership from Jurgen KloppKey Milestones of the Episode:01:41 David’s Background and how he got into sales04:34 David’s first interview07:51 The overlap between sociology and the business environment 12:02 What is empathy for David? How does David build empathy with his team?18:12 What types of things is David trying to build with his team during these bizarre times of Covid-19?26:03 David’s definition of purpose for himself and his team?30:11 How David used his commission from achieving the Million-dollar club35:21 What are the qualities of top performers, according to David?43:12 What habits and routines does David have in place that helps him get better?44.60 What does David do on a bad day? What gets him back to his best?49:14 What does success mean to David?50.01 Does David love winning or hate losing?50:15 Qualities of the best leaders that David has had a chance to work with52:01 Whom does David admire in sales? Magical Quotes from the Episode“Seek to understand, and then you can be understood.”“Sales isn’t just about bringing in revenue or about making the money that you make. Sales is really about making a business work.”“Somebody out there is going to be successful in spite of the circumstances. There is no reason why I can’t be that person. Why not me?”“You’ve got to earn it, every day. Earn every single conversation. The second you take that conversation for granted you start to fall off the horse.” “Build a weekly plan, that iterates daily.”“Attack every day with a sense of purpose”“I think part of the reason why a lot of salespeople burn out is we buy into the consumerism of sales.”“We buy into the idea of getting yourself the new watch, the new suit. For me it’s about what other things mean a lot more to you? If I were to leave the Earth tomorrow I can say I made an impact here and that’s what makes me happy and give me passion to make every day that much better.”“Never expect anything of others, you wouldn’t do yourself.”“When you want to be the best, you stop cutting corners because doing the things that the best do means doing the things that they best do.”“1. Care 2. Find a way to be the best and continually do those things that help you continuously be the best 3. Learn from your mistakes. The second I stop thinking I make mistakes, is the second I’m lying to myself”“Not about being the best of all-time, it’s about being the best that night day to day” Related Links:Jurgen KloppJurgen Klopp on LeadershipBill WalshDavid’s Linkedin

Key Talking Points of the Episode:How Anna got into salesWhat does Anna enjoy most about being in sales?Showing up authenticallyKey qualities of top performersHow does Anna know when she is at a harmonious balance for herself?What does Anna look at it terms of performance and success for herself?What drove Anna to work with a coach, and how has that been helpful?How Anna always sets herself to perform wellHow does Anna bounce back?The definition of success to AnnaDoes Anna love winning or hate losing?Qualities of the best leaders according to Anna Key Milestones of the Episode:[01:04] Introducing our episode’s guest[02:01] How Anna got into sales[03:38] What does Anna enjoy most about being in sales?[05:54] How does Anna show up authentically?[10:47] Key qualities of top performers[14:07] How does Anna know when she is at a harmonious balance for herself?[18:02] What does Anna look at it terms of performance and success for herself?[20:15] What drove Anna to work with a coach, and how has that been helpful?[29:01] What does Anna do always set herself to perform well?[31:20] How does Anna bounce back?[32:45] What does success mean to Anna?[35:04] Does Anna love winning to hate losing?[35:38] What qualities define the best leaders? Magical Quotes from the Episode:“The more I can learn about someone during the conversation allows me to relax and be a little bit more authentic during that conversation so that we can get down to what’s most important.”“Some people measure success by being at the top. And all they want to do is just be ahead of number two. Some people measure success and performance relative to themselves. The second one is an internal benchmark, and then the first one is an external benchmark. ““People need to be challenged throughout their lives and their professional career. It is a great way to have new opportunities, new challenges, and learn how to tackle them.”“I give myself that feedback constructively rather than harshly. I don’t look at a situation and ever think that it’s reflective of me and my abilities.” Resources Mentioned in the Episode: Anna on LinkedinHow to Succeed and Reach your Goals –Dr. Heidi Grant- Halvorson

“I have never had anything good in my sales experience come out of sitting and worrying about something I have no control over.”Key Talking Points of the Episode:01:49 How John got into sales and his career path.08:15 What helped John and the company he worked for in 2008 grow aggressively during the financial crisis?13:01 How John’s role as a support person has impacted the way he looks at sales16:58 How does John balance sales and being honest about a product?19:52 Mental games that have helped John be successful over the years21:06 How does John make sure he spends time on things he can control?26:55 The difference between top performers and those who have not made it in sales according to John28:52 How does John maintain buoyancy after a tough time selling?31:21 Little things that John enjoy about his job34:25 Tips, tricks, and strategies to think about the day to day job Quotes from the Episode:“Everybody views the world from their own lens.”“When you are selling, it is all about stories. It is all about understanding the product you are selling, and there is no better way to do that than listen to other people’s stories to understand the product.”“I have never had anything good in my sales experience come out of sitting and worrying about something I have no control over.”“Buoyancy to me is about keeping people’s morale up even when things are not aren’t good.”

“A Leader's job is to prepare your employees so well that they can leave and do bigger/better things, but treat them so well they don't want to leave."In this Episode: [ 3:10 ] How Nic got into sales[ 6:15 ] About Funovation[ 8:30 ] Bootstrap vs. venture back startup environment[ 14:15 ] Qualities of a top performer[ 17:50 ] How to get motivated to sell[ 21:50 ] How to break into an industry[ 24:35 ] About Nic’s routines for success[ 29:20 ] How to bounce back after a challenging day[ 31:30 ] Rapid-fire questions Quotes: “Is what I’m doing going to help the person that I’m speaking with. If the answer is no, then don’t waste your time beating a dead horse.”“How can I best utilize my time to help others?”“Those who continue to crush it, continue to be personable and innovative with how they can help people.”“It’s easy to stay motivated when I change my perspective.”“I’m always trying to break the glass ceiling.”“Success means that I acted with integrity.”Links Mentioned: Nic’s LinkedIn: https://www.linkedin.com/in/nhanzelik/Funovation: https://funovation.comHow Can I Help?: https://rb.gy/1fi01o