Peak Performance Selling (Jordan Benjamin)
Explore every episode of Peak Performance Selling
| Pub. Date | Title | Duration | |
|---|---|---|---|
| 07 Apr 2023 | PROGRESSIVE: Routines, Progress Boards, and Servant Leadership with Jason Cutter, Part 4 | 00:14:20 | |
Jason Cutter is back for one last round with Jordan, and in this episode, he shares his expert insights on morning routines, progress boards, leadership, and success. Jason provides listeners with actionable tips and strategies for achieving their goals and unlocking their full potential. So if you're looking to take your sales performance to the next level, tune in to this episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: JASON: CREATE YOUR PROGRESS BOARD “Do that on purpose, this progress board, and I'm telling you, it's a great reminder to tell yourself, ‘No, I can do it. I have done it.” JASON: BEST QUALITY OF A LEADER “I think the biggest thing is that they realize they are a servant leader, that people don't work for them, they work for other people.” JASON: DEFINITION OF SUCCESS “The biggest thing for success is using my talents and abilities in a way that's moving towards what I feel is my mission every single day as much as possible within that day. So there's days where I just completely fail it at moving anything towards it, or it feels like and I have to remind myself, some days, it's just tasky or it's just off. But for me, my personal and or professional mission right now is to facilitate transformation by encouraging and enabling light bulb moments by helping underdogs win their game.”
You can connect with Jason and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 03 Nov 2021 | Apple to HubSpot, Sales Leadership with Kelly Brooks | 00:43:35 | |
HIGHLIGHTS 02:28 Growing in people leadership with Apple and joining HubSpot 09:10 Embodying people leadership and paying it forward 10:52 Mindset shift: From working for someone to serving your people 13:09 Leading versus selling: Proactive versus reactive 16:36 Servant leaders set intention, write them down and have boundaries 19:54 Measure success: Set priorities and know your team's goals 25:49 Leaders teach positive habits through repetition 28:43 Bouncing back from setbacks and having conversations about change 36:40 Be okay that change can be uncomfortable but goals make it worth it 38:37 Leaders with a human touch inspire their organizations 42:24 Connect with Kelly QUOTES 27:06 "What I see a lot is new leader step in, and they forget that not everyone has those habits. And it's not always a will thing. Often it's a skill thing. with, we need to teach them their role as a leader is to teach those habits... They need to do a lot more repetition." 30:14 "Okay, I had a bummer quarter. I could look at that as like a big, hairy goal. How do I break that down to say, okay, well, what would a better quarter look like moving forward and how does that translate into what I'm going to do today? What is the behavior I'm going to do today to make that outcome?" 34:00 "Oftentimes resistance to change comes from lack of understanding or from sometimes overestimating the amount that is changing. And so I think taking the change and creating clarity in what is changing and, just as importantly, what isn't changing is really important for people." 35:53 "It's so important to figure out how you feel about it, be part of the conversation, be authentic. And also, if things are objectively crummy, like if a change is negatively impacting someone, I think it's okay to acknowledge that." 41:18 "It's not even a big losses. It can be micro losses, but winning and winning in a sustainable, repeatable, predictable way is a product of reflection and commitment to the process. And I don't think that you get there without some kind of loss or some kind of hardship." You can learn more about Kelly and ask her about available positions in HubSpot in the links below.
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| 29 Nov 2022 | THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius, Part 1 | 00:09:55 | |
MORE THAN MEETS THE EYE Let’s all welcome Jeffrey Lipsius, Director of The Inner Game School of Sales Leadership, to kick off another 4-part series here in the Peak Performance Selling Podcast, and in this episode, we will be discussing with Jeffrey the basics of The Inner Game, where everyone has to find their internal environment and keep it intact. Tune in and learn more, only here in the Peak Performance Selling Podcast.
PEAK PERFORMANCE HIGHLIGHTS: JEFFREY: Peak performance is counterintuitive "Peak performance is counterintuitive. In that, by very definition, you're performing beyond expectations, so if you have expectations, by definition, you won't achieve peak performance, so you can perform, and this is where ego comes in because people in the selling profession want to be able to say, Oh, I was responsible for the success, I really tried, and I got what I tried for. Well, if you tried for it you're not going to have peak performance.” JEFFREY: How to maintain mental health "It's a matter of really having a commitment to the internal world, our internal environment, and the understanding that how we get to know ourselves on the inside, our inner self-awareness is really the driver to our performance and to how we externally appeared in the outside world.”
You can connect with Jeffrey and check out his work in the links below: Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 31 Jan 2023 | OVER THE RAINBOW: The Quest For Something More and Taking Risks with Rachel Shi, Part 1 | 00:13:25 | |
TAKING RISKS, BREAKING BARRIERS. Rachel Shi, a Strategic Account Executive at metadata.io, joins Jordan today, as they discuss the importance of having a mindset that there’s something more out there for you. Rachel was born and raised in Australia, but decided to take her adventure in the US, found her passion in sales, and succeeded. She shares her story of how she decided to take the leap and traveled to a different country to find the career that fits her, where she can grow to what she has achieved today. Find out more about Rachel in this latest episode of Peak Performance Selling.
RACHEL: THERE’S MORE OUT THERE “I've always had this mentality that there's something more out there, and that's always just been at the back of my mind.” JORDAN: PEOPLE HIDE FROM NEW THINGS “I talked to so many people every day that are thinking about, Oh, should I move here, should I take this leap and do something different? And in many cases, people don't do it, they hide or it's just so much easier to do the same thing that we have been doing.” RACHEL: WHEN IMPERFECT ACTION IS PERFECT “imperfect action is the way to go. There's no such thing as a perfect time to do anything. Like I'm going to kind of like reframe this a little bit. To and that the hard decision is always the best one as well.”
You can connect with Rachel and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 22 Dec 2021 | Grit And Growth As Woman In Sales with Amelia Taylor | 00:38:40 | |
HIGHLIGHTS
QUOTES Amelia: "I pride myself by saying that's what I am to the people that I'm working with because that's who I am to be portrayed as. That's the ultimate goal. I wanna help people grow and be better in their businesses and provide solutions that are gonna be beneficial." Jordan: "Being in that top position or very close to it, it's so easy to check out, to throw on the autopilot where you're not pushing yourself." Amelia: "I feel shame on me when I go to bed at night if I didn't push myself a little bit more to get where I'm supposed to go in the future everyday." Amelia: "One stair at the time. Not the whole staircase has to be accomplished. Conquer one stair and you're making gains." Jordan: "I'm a huge fan of seeing the little wins, paying attention to them, and celebrating them. Because they build momentum." Amelia: “Snap back into the present moment, and do what's in front of you because when you've got external things firing away at you, if your blinders aren't up, they're going to intertwine with everything else going on in your life.” Amelia: "Losing in sales and losing in other areas in life is the opportunity for growth. So, you look at the losing aspect of things and you think I can either literally sit in my own sadness and just woe is me, poor pitiful me. Or just challenge it. Challenge the loss. Challenge yourself to say that I'm losing right now but I'm better than losing. Go find your win." You can learn more about Amelia in the links below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 14 Oct 2022 | What Makes A Good Leader with Johnny Occean, Part 4 | 00:11:14 | |
Good leadership can make or break your tenure in a lot of fields, but this is especially true in sales, where a considerable number of people don’t have any formal sales background prior to entering the job. A good leader can either set you up for success or leave a bad impression of the industry. So how do you know a good leader when you see one? In this episode of the Peak Performance Selling podcast, Johnny Occean of meQuilibrium talks about his experiences with good leaders, and why it’s important to show as humans first, professionals second.
HIGHLIGHTS
QUOTES What good leadership looks like, says Johnny: "They're confident. They believe in the organization. They believe in the shared goal that you both have. Your success is their success. When they're tied to your success and genuinely believe in the end goal, I think that's when you're gonna see the best manager." Why you should strive to be at your best as much as you can, says Johnny: "If you're 50%, then the best you can give someone else is 50%. That's not gonna serve anybody. I think of the NBA, for example. The center for the Lakers, Davis, he had a groin energy when they put him out there, I think in like game six. And he got hurt. He wasn't a hundred percent. He gave a hundred percent of 25%. And that got him nowhere, it didn't help the team."
Connect with Johnny in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 06 Apr 2022 | Looking Inward As A Path To Success with Marcus Chan | 00:47:37 | |
HIGHLIGHTS
QUOTES Marcus: "The more I can understand be aware of myself, the more I can seek to understand other people." Marcus: "One of the greatest lesson learned has to be, easily, is to focus inward first. Master that self-awareness. If we do that, it becomes much easier to get what you want in life." Marcus: "What's really important here: only ask people who have already achieved what you want consistently at a higher level. What you don't want is someone who's on the same level as you. That's like the blind leading the blind. You want to know what it is that you can change. " Marcus: "Whatever you consume consistently, your thoughts will eventually become your beliefs. Your beliefs will become your actions. Your actions will become your results. If you understand that, you start breaking those beliefs." Marcus: "It's not about, I'm just gonna work 100%, 80 hours a week or whatever, This is about making sure when I hustle, it's executing on the high leverage tasks that move the needle. As a sales professional, it's the IPAs: income producing activities." You can connect with Marcus and learn more about his work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 12 Dec 2023 | Bouncing Back: Strategies for Overcoming Adversity and Fostering Inclusive Sales Environments with Cynthia Barnes | 00:10:20 | |
In this episode of Peak Performance Selling Podcast, we revisit deeper into our previous conversation with Cynthia Barnes—an influential figure in sales, the founder of the National Association of Women Sales Professionals (NAWSP), a prominent advocate for empowering women in sales, and a distinguished keynote speaker. Jordan and Cynthia discuss strategies for cultivating resilience, overcoming setbacks, and fostering inclusivity within the sales industry. Cynthia shares invaluable insights on bouncing back from failures, transforming setbacks into learning experiences, and the significance of inclusive cultures in empowering women in sales. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Cynthia Barnes through the link below. LinkedIn: https://www.linkedin.com/in/cynthiabarnes/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 14 Apr 2021 | Leslie Venetz, Founder, Sales Team Builder | 00:32:19 | |
JB: How’d you get into sales? LV: Didn’t think I was going to be in sales, but looking back in Model UN, Debate and the art of rhetoric and listen deeply I guess I had been practicing in sales much of my life, but didn’t know it I thought I was going into non-profit management and boy is that different At the end of the day the crux is HELPING Been able to sell across products, sales cycles, price points and the end of the day one thread that has held through those different types of sales is the ability to HELP! JB: Less hustle culture - what is the skill set needed for sellers today? LV: Moving towards a new culture in sales evolution, more empathy, ability to storyteller. Not just in sales, also happening in finance and other areas. As a professional community we are all moving towards a way to connect authentically and engage. Hustle Culture can be toxic. Sales historically has been seen as aggressive, I will close this at all costs. All about the 80 hours working hard enough and you win. Very dangerous narratives we need to LEAVE behind! When I started in sales it was the SELLING JOURNEY, THE SALE PROCESS, now it’s the BUYING PROCESS and put it in the customer’s view. Talking about soft skills, working smarter not just banging your head against the wall. JB: Lots of burnout in sales. What does working smarter mean? LV: Conversation with friend Eric Smith - The Lowly SDR Lots of newbies burning out in sales that don’t have the experience. So common for SDR/BDR to be given list of names...or maybe no list at all...with the expectation that you go out and pound the phones making 200 calls/day or just send 500 emails/day and hope you get a couple of replies Eric- ‘ If you do enough of the same thing you’ll find some success.” When I think about the types of teams I want to work for, the types of sales people I want to engage with...it’s not 500 emails...maybe it’s 50 well crafted emails you want to get as a customer JB: Sales training and the evolution, where’s it come from? LV: Andy Paul - thought about writing a book about sales? Hasn’t everything already been written?? He encouraged me to go to my bookcase, find all of the sales books that weren’t written by a middle aged white man! Couldn’t find a single book about sales not written by a middle aged white man. Every piece of sales training I’ve ever had in my career has come from the philosophy of middle aged white men, which has inspired me to help people find their own unique voice and bring more of being a woman or being a minority to the phone! That will allow them to sell better and connect better. JB: You mentioned jumping into TikTok as a powerful move for you, tell us about that journey? LV: Committed to doing this for 3 months, have a video with 250,000+ views. The reason I decided to use TikTok as a channel related back to the dominant white middle aged male voice. LinkedIn has been my primary channel, I love it, it’s an incredible tool but as I realized where all my training has come from, which feels mis-aligned to my values. I was seeing the same things on my LinkedIn braggadocious, self-promoting, this is the only way to sell on my news feed. I realized LInkedIn wasn’t going to be the right place for my message, at least today. I realized the group of people I want to connect with is the next generation of sales professionals. I wanted to connect and create community with the 18-24 year olds and I was MUCH MORE COMFORTABLE BRINGING A DIFFERENT VERSION OF MYSELF TO TIKTOK, sharing stories and giving advice that I would never feel comfortable putting on LinkedIn. I’ve seen a tremendous response which tells me that there are people out there looking for this, there’s a need and space for this message and grateful where I can tell people it’s OK to think or want to sell differently JB: Talking about playfulness in sales and I think there is such a better way to show up, take care of ourselves and our mental health. You mentioned being a SoulCycle fanatic - and a quote from an instructor you shared with me before that has been really powerful for you. Can you share that and how you refresh/renew and bring mindfulness to sustain your performance in sales? LV: Soulcycle fan, a way to be in a cult without telling someone. One of my favorite instructors gave me my mantra “Progress over perfection” It has given me the freedom to try things, to do new things and not be perfect. Reading the Transparency Sale by Todd Caponi Perfection has been idealized - in reality not everything has to be perfect. People are less likely to buy if it seems too perfect. Giving myself a bit more grace to not be “perfect” all of the time. People don’t see working out as a form of mindfulness. When I think about SoulCycle I do a few things. I make it a ritual, I get myself ready to ride, I light a candle, I want it to be special, I dim the lights. Beyond that, I remove my vices from the room and give myself the space to focus for 45 minutes to be in the moment and focus on the activity on hand. I’m a very habitual person, I love routines, it makes me feel good. I love the act of habits and routines. I take long baths and make my bathroom a sanctuary, light a candle, epsom salt, and have some lavender. I routinely protect time and prioritize those activities. Calm.com & Headspace for sleep stories and guided meditations. Or even when I’m working on a tough project, put on a bubbling brook stream noise in the background JB: Such a great point about so many people seeing mindfulness as woo woo and not something that could be accessed through working out. But it doesn’t need to be sitting in a cave in India for 45 minutes. Creating habits and rituals is such a great way to to that and seeing how working out for 30 days straight you will increase BDNF in the brain! This is how we evolve past just a hustle culture. LV: So difficult to give myself the space and time. If I’m not busy somehow I should feel guilty that I’m not doing enough. This is still something that’s a progress over perfection for me. The more I practice protecting the mindfulness, ritual, wellness times, the easier it becomes, it’s getting me close to where I want to be and further away from the busier you are the more productive you are. That’s nonsense it’s deeply engrained, it’s not as easy to let it go as you would hope, it’s a work in progress. JB: Progress over perfection is awesome to come back to. School has taught us we may be failures if we don’t get an “A” on the test we are failures. It hasn’t encouraged a growth mindset. I really love the content from James Clear Atomic Habits about building just a bit better. LV: PLAY we have been taught to be ashamed of play and we lose that as we get older That is part of the foundation of this mindfulness transformation, it’s OK to HAVE FUN at work, to be playful in conversations with customers and your peers. JB: Spending time around young kids and it’s fascinating to see how much curiosity they have, the ability to explore and play. Mindfulness allows us to move to this Beginner's Mind approach vs. I know everything. “A parachute only works if it’s open, it’s the same thing with our MIND” LV: Scooter tour, you don’t have to do anything you don’t want to. How often in life do you get to do things for the very first time? Way to frame that in a way that really resonates with me. If we want to make sales, really any job, more inclusive, diverse we need to embrace play JB: Skills and qualities of your favorite leaders? LV: Setting clear expectations of what success looks like Somebody who JB: What does success mean to you? LV: FREEDOM I love sales, I’m passionate about the profession, I have a great job. I don’t show up everyday to work because I want to do the 9-5. I show up and commit and lean in because I want the freedom piece to get on SoulCycle or go to Montana and be with my family or go on a holiday and spend some time exploring. Success to me is working hard enough to gain the freedom to live life to the fullest JB: Where can our listeners find you? LV: | |||
| 14 Jul 2020 | John Serrantino | 00:38:37 | |
“I have never had anything good in my sales experience come out of sitting and worrying about something I have no control over.” Key Talking Points of the Episode: 01:49 How John got into sales and his career path. 08:15 What helped John and the company he worked for in 2008 grow aggressively during the financial crisis? 13:01 How John’s role as a support person has impacted the way he looks at sales 16:58 How does John balance sales and being honest about a product? 19:52 Mental games that have helped John be successful over the years 21:06 How does John make sure he spends time on things he can control? 26:55 The difference between top performers and those who have not made it in sales according to John 28:52 How does John maintain buoyancy after a tough time selling? 31:21 Little things that John enjoy about his job 34:25 Tips, tricks, and strategies to think about the day to day job
Quotes from the Episode: “Everybody views the world from their own lens.” “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.”
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| 06 Dec 2022 | THE GOOD, THE BAD, AND THE BUYER: The Inner Game Of Bad Sales Periods And The Customer’s State Of Mind - Jeffrey Lipsius, Part 3 | 00:13:02 | |
BAD COULD BE GOOD. IT’S THE CUSTOMER, NOT THE SELLER. Jeffrey Lipsius is back for the 3rd part of this insightful series about the Inner Game of sales. In this episode, Jeffrey talks about how a bad sales month or quarter can actually be a catalyst for something good such as becoming a become salesperson. We will also be looking into the thought of understanding the inner state of mind of the customer and not the seller. All these exciting topics, only here, in the latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: JEFFREY: Why a bad month or quarter is not so bad at all “My suggestion is it's back to the same reframe. Instead of how much did I sell or not sell in that quarter? How much did I learn in that quarter? Because you might not have had a great quarter, but it might have made you a much better salesperson.” JEFFREY: Look into the customer’s state of mind “One of the important things to do is changed the salesperson's orientation, the awareness from outer to inner, and when I say inner, I'm not talking about the salesperson's state of mind, I'm talking about the customer's state of mind.”
You can connect with Jeffrey and check out his work in the links below: Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point
Don’t miss Parts 1 & 2 of this amazing series and watch out for the next ones!
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 26 Jun 2020 | Barrett King | 00:36:22 | |
Developing Passion in Sales with Barrett King “Sales is about falling madly in love with the challenge or the problem and then finding ways to deliver a solution to your audience in a creative and dynamic way that helps them see, you're the right choice and make that decision for sure.”
Key Talking Points of the Episode
Key Milestones of the Episode [01:08] Introducing the episode's guest [02:09] Barrett's view on modern selling. [05:51] The similarity between a horror movie and sales analogies. [09:08] What is the responsibility of professionals in the client communication space? [10:44] Barrett's career background and working as a hospitality head in a restaurant. [13:08] What is the misconception about selling? [16:14] Why a mantra is important. [21:24] How Barrett transited from restaurant job to sales. [27:39] How did Barrett join HubSpot? [32:01] Why dynamic experience is crucial in sales [33:45] Barrett's secret of bouncing back from tough times. [34:28] Why Barrett love winning [34:44] The qualities to look in the best leaders Magic Quotes from the Episode “Our responsibility in sales, customer service and marketing in the, what I call the client communication space is; to tell people what you're going to tell them and then tell them and then, as they leave, tell them what you told them.” “Sales is something that anybody could pick up if they get to the point of having the ability to find fulfillment, to find passion, care, and excitement through it.” “Sales is about falling madly in love with the challenge or the problem and then finding ways to deliver a solution to your audience in a creative and dynamic way that helps them see, you're the right choice and make that decision for sure.” | |||
| 23 Nov 2023 | Embracing Presence and Purpose in Sales: Building Authentic Success with Ralph Barsi | 00:10:21 | |
In this episode of Peak Performance Selling Podcast, we dive deep to a conversion from our previous guest, Ralph Barsi, who was at the time a VP of Global Inside Sales at Tray IO in San Francisco. Ralph shares invaluable insights on the significance of being present and purpose-driven in sales careers, offering wisdom on building authentic success and a purposeful mindset. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Ralph Barsi through the link below. LinkedIn: https://www.linkedin.com/in/ralphbarsi/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 03 Aug 2023 | Mastering Virtual Selling: Tips from Top Sales Influencer with Kim Orlesky (Part 2) | 00:10:55 | |
In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB, discuss the transformation of sales from in-person to virtual interactions. They emphasize the importance of building trust and rapport through social selling and video communication. Kim shares her perspective on focusing on clients' future aspirations rather than just their pain points. They also highlight the significance of asking more questions and slowing down in the sales process to achieve better results. PEAK PERFORMANCE HIGHLIGHTS The Importance of Future Aspirations - Kim Orlesky: "I come from the school of thought that Dr. Google has solved everybody's pain, right? We really don't have pain anymore because we now know how to search for solutions. The difference, though, is where do they want to be in the future? Where do they see themselves six months, a year in the future? Because that now leads to a lot of question marks and it leads to a lot of uncertainty. And by creating this disconnect between where you want to be, which is typically always in the future, optimistic, positive, very exciting. Where I am today. The difference between the two, right? Expectation versus reality, that is pain, and that is what we want to focus on." Virtual Selling and Building Trust - Kim Orlesky: "Virtual selling takes more discipline, not less. Your process needs to be established, documented, and it has to be something that everyone has to follow. We cannot leave it up to the devices of what traditional selling did. We allow our salespeople to do whatever, whenever they want. But now today, in four and a half hours, I'm expecting somebody to meet with six different clients. It means we have to be tight in those conversations." You can connect with Kim Orlesky and her book through the links below: LinkedIn: https://www.linkedin.com/in/kimorlesky/ Amazon: https://a.co/d/8K2n9Q1 If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ MyCoreOs.com: http://mycoreos.com/ Podcast: https://www.mycoreos.com/podcast Twitter: https://twitter.com/jbenj09 | |||
| 27 Jul 2020 | Anna Norregaard | 00:38:19 | |
Key Talking Points of the Episode:
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: How to Succeed and Reach your Goals –Dr. Heidi Grant- Halvorson
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| 11 Nov 2021 | How to Stay #1 Sales Rep with Sophie Salzman | 00:43:14 | |
HIGHLIGHTS 02:26 Joining HubSpot and applying the lessons of psychology 05:48 Build connections with trust: Know the person behind the call 09:50 Be authentic: Not knowing all the answers is okay 14:05 Goal-setting: At the beginning of the year, lay out 5 goals 17:13 Accountability: Easier with work metrics vs personal life 25:58 Working with partners and making them succeed 29:41 Be consistent: Know your goal and build strong human relationships 32:19 Bouncing back from setbacks 37:11 Personal and professional advice: Do what you need to do to be happy 39:09 Success means living a fulfilled life and helping others in doing so QUOTES 05:04 "People are like, what is your secret sauce? I don't know what the secret sauce is, but I know what I do and what I do is I build relationships. And if you can do that and you can get someone to trust you, then the sale is the easy part." 21:36 "You can get your level one goal. I want to grow, great. We all want to grow. Okay, you want to grow by X amount when, when, okay, great. And why do you want to grow? And if you can get to the why, and it's so easy to make the sale, and if you can develop that relationship too, it's so easy to get to the sale." 33:29 "Let's jump on a call and not even talk about anything. And so I'll still use the time to build those relationships in hopes that, later down the road, so I'm not thinking about this month or next month, I'm thinking about December, I'm thinking about January. I'm not thinking about this month." 35:53 "I think the best leaders are those that listen and do not tell, and because you're listening and you do not tell, then you can learn and you can hear what people have to say before you respond." 40:59 "Whether the prize be money or relationship or whatever it is, I think that's what success is, is being happy with what you're able to accomplish and being okay with what you cannot accomplish." You can learn more about Sophie in the links below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 14 Jul 2021 | Helping Organizations Build Resilient Teams with Johnny Occean | 00:40:16 | |
Johnny Occean is an Account Executive at meQuilibrium. They are the only clinically validated SaaS-based resilience solution available today. MeQuilibrium targets the root cause of negative behaviors, making it possible for individuals to improve health, reduce perceived stress, and increase satisfaction at work and home. Through anonymized data, organizations are able to understand their employees' mental and behavioral health needs, track productivity gains realized by resilience, and improve agility by fostering a resilient organizational culture. Deployed across 83+ countries today, meQuilibrium supports organizations in all industries and is used by all roles and titles. Johnny is also a member of RevGenius and an associate member of the Revenue Collective. You can follow Fired-up Fridays with Johnny Occean and reach him on his LinkedIn at https://www.linkedin.com/in/john-occean/. You can also Johnny on the following emails below.
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| 18 Oct 2022 | ‘Be Loud With Your Shortcomings’ and Other Leadership Lessons with Sam Shoolman, Part 1 | 00:11:59 | |
There are many leadership styles, and all of them are valid in different scenarios. But if you want to create a dynamic and collaborative working environment, then you need to be vulnerable. In this episode of the Peak Performance Selling podcast, our host Jordan talks to Hubspot’s Senior Director of Corporate Sales, Sam Shoolman. Sam opens up about his own sales journey and why being a good leader and being a top sales rep require two very different skill sets. Sam also talks about the leadership qualities that he had to acquire along the way, and how he came to cultivate the kind of leadership that he is known for today.
HIGHLIGHTS
QUOTES Why the ability to add value is essential with all cultures, says Sam: "No matter the culture, you have to be able to add value from very early on in conversation. Have insights that you're presenting and an opinion of what they're doing wrong or what they could be doing better. And that is global." Sam on the lessons that he needed to learn as he took on leadership roles: "I think that I was independent and autonomous for a long time as a rep. And when you move into leadership you need to work cross-functionally with others. Your managers, they are your peers in a big way and you learn from them and I think that's humbling and it makes you vulnerable but it's really important."
You can connect with Sam in the link below:
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| 22 Jul 2021 | Improve Marketing, Sales And Customer Service with Sam Shoolman | 00:35:41 | |
Sam Shoolman is the Director of Corp Sales at HubSpot. He is also responsible for Recruiting/hiring, onboarding, training, the rollout of new playbooks/initiatives, regular data analysis, cross-functional projects. He is a champion of DE&I initiatives and has a leadership style unlike most traditional sellers. Sam has built sales teams and opened offices across EMEA, APAC & North America. You can learn more and follow Sam Shoolman on the following links below.
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| 15 Jun 2022 | Leadership Lessons From Dad | 00:16:07 | |
In this episode of the Peak Performance Selling podcast, Jordan shares a few lessons he learned from his father about good leadership. The lessons that Jordan focuses on are not directly related to revenue. Instead, they focus on treating employees and subordinates with respect, living with an attitude of gratitude, and creating a work environment that makes people want to stay for the long haul. HIGHLIGHTS
QUOTES
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| 27 Apr 2022 | Practice Makes Perfect with Jordana Zeldin & Jonathan Mahan | 00:30:16 | |
In this episode of the Peak Performance Selling podcast, Jordan talks to The Practice Lab’s co-founders, Jordana Zeldin and Jonathan Mahan. Backed by data and firsthand experience, Jordana and Jonathan talk about how salespeople work and what can be improved within the profession. As seasoned sales leaders, Jordana and Jonathan share how they developed the first-ever sales training program for Account Executives ready to develop their skills the way athletes, musicians and performers do. HIGHLIGHTS
QUOTES Jonathan: "Time management. I started religiously time-blocking my calendar. The most important things, those that really moved the needle, I made space for. All the other fluff and bull crap had to find time around those blocks." Jordana: "A big aspect of practice that Jon and I have borrowed from how every other discipline approaches skill development is really related to breaking down this big called selling into smaller moments and practicable micro behaviors that we can help sellers to grow awareness around, and then get their reps in." Jordana: "We like to do kind of a kickoff party and get a sense from people of what they're hoping to get essentially, where they're hoping to be at the end of the quarter. What's fascinating for me and Jon to hear is that not one person said I wanna close more deals. Everyone said I want to feel better in my selling. I want to have greater awareness." Jonathan: "I would say, in sales, I don't see people paying attention to it. I also say, in our entire country, in our entire culture, people don't pay attention to it. The more research you do into the power of food and how food truly is medicine for your body, the more you realize, we have everything backwards." You can connect with Jonathan and Jordana in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. LinkedIn - https://www.linkedin.com/in/jordanbenjamin/ Website - http://mycoreos.com/ Podcast - https://www.mycoreos.com/podcast Email - Jordan@MyCoreOS.com Twitter - https://twitter.com/jbenj09 | |||
| 05 May 2023 | VALUE IN YOUR LEADERSHIP PLATFORM: Utilizing Human Connection as a Leader with Kelly Brooks, Part 4 | 00:11:02 | |
In this episode of Peak Performance Selling, Jordan is joined by Kelly Brooks to discuss exploring and doing something new as a sales leader. She reminds us that resistance to change comes from a lack of understanding and how one can push through this. Kelly shares that there are also times when the group you're working with doesn't understand the changes that need to be done to improve. These can cause gaps but you have to recognize that sometimes you can also be wrong as the sales leader.
PEAK PERFORMANCE HIGHLIGHTS: KELLY: WE'RE ALL TRYING TO SUCCEED TOGETHER “As leaders sometimes have to be okay that change can be uncomfortable. You have to check that check. Does it still align with our values? Does it still align with the overall arch? Sometimes the structure is uncomfortable and hopefully, we all believe in the long-term.”
You can connect with Kelly and check out her work in the links below:
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| 06 Sep 2022 | A Little Uncertainty Makes A More Exciting Journey with Dr. Carla Fowler MD, PhD - Part 3 | 00:13:01 | |
Knowing the exact outcome of any decision is something that many people wish for. Thankfully, life often does not allow this, or else we’d probably be bored out of our minds. In this episode of the Peak Performance Selling podcast, our host Jordan continues his conversation with Dr. Carla Fowler MD PhD about uncertainty, intentionality, and the one thing that successful people have in common.
HIGHLIGHTS
QUOTES Dr. Carla on why uncertainty is not inherently bad: "If we're going to play a game, and if we already knew that you we're going to win, we wouldn't play the game. We'd be like, 'This is boring,' right? It robs the excitement." Dr. Carla on the one common thing about successful leaders she worked with: "I can recognize patterns that I want to go learn from, like who is really excelling at their field. And I will say, one thing that was very clear to me is that these leaders had very good clarity and the ability to communicate what results really matter here."
You can connect with Dr. Carla and their work in the link below:
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| 23 Jan 2024 | Building Winning Cultures: A Human-First Approach in Sales Leadership ft. Orrin Webb Jr | 00:09:00 | |
In this episode of Peak Performance Selling Podcast, we revisit and dive deep into the conversation with our previous guest Orrin Webb Jr., a certified practitioner of the Myers Briggs Type Indicator and an expert in applied emotional intelligence. Orrin shares his philosophy of managing not just the process but the human being involved, emphasizing a human-first approach. The discussion delves into the impact of emotional intelligence on leadership and the profound influence of leadership preferences on shaping organizational culture. Discover how a balance between numbers-focused strategies and social-emotional components is crucial for creating a winning culture. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Orrin Webb through the link below. If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 30 Nov 2023 | Empowering Mental Health and Elevating Sales with Ralph Barsi | 00:12:39 | |
In this episode of Peak Performance Selling Podcast, we dive deep to a conversion from our previous guest, Ralph Barsi, who was at the time a VP of Global Inside Sales at Tray IO in San Francisco. We delve into strategies, resources, and mentoring initiatives aimed at supporting team members' mental health, particularly in the sales environment. Ralph shares actionable insights on how leaders can create a supportive culture, specifically addressing women in sales and ways to enhance their career paths. The discussion also covers effective teaching methods, defining success, and valuable takeaways for personal and professional growth. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Ralph Barsi through the link below. LinkedIn: https://www.linkedin.com/in/ralphbarsi/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 28 Apr 2023 | BE AN EDUCATOR: Proactivity as a Leader with Kelly Brooks, Part 2 | 00:12:36 | |
In this episode of Peak Performance Selling, Jordan goes back to his previous conversation with Kelly Brooks on people leadership roles in sales. Kelly discusses what first-time managers often get wrong and identifies the differences between leading and selling in these environments.
Kelly also talks about what typically happens when folks transition from retail into tech sales. For one, you could be gaining enough experience in face-to-face interactions that you can now hear their possible needs from over the phone.
PEAK PERFORMANCE HIGHLIGHTS: KELLY: FIGURE OUT HOW TO UNPLUG FROM WORK “I'm really big on setting an intention and I do this in so many different ways. I think about my year, my quarter, month, week, my day and that showed up in different chapters of my life. As simple as it is, there's a lot of lists. It's like, these are the things that I need to pat myself on the back, lace up my boots on the weekend, and get out of here. ” You can connect with Kelly and check out her work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 27 Sep 2022 | A Happy Employee Is A Better Employee with Sean Dazet, Part 3 | 00:10:59 | |
Working from home has become more commonplace, even the norm for a lot of companies during the pandemic. And while it has allowed people to continue to work and earn a living despite the circumstances, it has also resulted in a lot more people feeling the effects of burnout, due in part to the blurring of work and rest. In this third of a four-part series, our host Jordan Benjamin continues his conversation with Sean Dazet about the pros and cons of working remotely, and the importance of knowing when to step back and prioritizing oneself. While it can be tempting to spend all day and night working, Sean emphasizes the value of staying off work after your shift, even if it’s so easy to check an email or read a slack notification.
HIGHLIGHTS
QUOTES Jordan on how working remotely has changed the way people do work: "So many people had to move their lives, leave their families, leave their loved ones and the things that they loved to do to give it all up for a job. Which for me, it was transformational. I had no interest in moving to Boston but it was an awesome experience for me that I would never give up or give back to the world. Now in this new day and age, people can find so much more enjoyment and pleasure and success in whatever it is that fills them up, by being able to work from wherever they are.". Sean on keeping your boundaries and prioritizing yourself over work: "If you take a day off, take a day off. Do not check your email. If you are working all day and you decide to stop at 5:15, or 4:30, or whatever, right? Stop. Don't go back to it. Don't decide you're gonna work at 9 o'clock at night. Because nothing we're doing is that critical. I don't mean to take away from the importance of the work that we all do, but we're not curing cancer or saving babies here." Sean on why employees need to be working in a stress-free environment as much as possible: "If you're happy, if you're relaxed, if you feel like your life is in order, you are going to be a much more effective employee."
You can connect with Sean in the link below:
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| 31 Aug 2023 | Embracing Remote Work and Family Balance in Sales with Adam Jay (Part 2) | 00:09:25 | |
In this episode of Peak Performance Selling Podcast, host Jordan Benjamin interviews Adam Jay, a sales leader with a passion for creating winning cultures and developing leaders. Adam shares valuable insights into the challenges and benefits of working remotely, especially in the context of sales teams. He discusses how he prioritizes spending time with his son, even during work hours, and how that practice has humanized his interactions with both customers and colleagues. The conversation covers topics like trust, effective communication, and finding the right balance between work and personal life. Adam emphasizes the importance of embracing remote work culture and allowing employees to be their authentic selves, even when family and pets are part of the environment. He also touches on the evolution of sales as a profession and how the focus is shifting towards genuine human connections and problem-solving. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Adam Jay through the link below. LinkedIn: https://www.linkedin.com/in/adambjay/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 17 Feb 2023 | MEDITATE TO BE GREAT: Mental Strength And Improved Performance With Meditation with Kevin Bailey, Part 2 | 00:15:39 | |
SOMETIMES, WHAT YOU NEED TO DO TO FIX YOURSELF IS TO JUST SIT AND RELAX Kevin Bailey is back for part 2 with Jordan in today’s episode. Kevin talks about the power of meditation and what it really does. He also breaks down the science involved in meditation and how it really works in your body. Kevin and Jordan will also be touching on topics around mental fitness, gratitude, and self-love. Find out more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS: KEVIN: JUST SIT THERE AND WATCH “the only real good way of becoming mindful of the thoughts that are going through your head is to watch them for a few hours, and there's no better way to watch than just to sit there and watch them, and that's what meditation does. You'll become acutely aware of the stuff you tell yourself.” KEVIN: IT’S ALL ABOUT POTENTIATION “Meditation is really about deep potentiation. That other part, letting go of beliefs that don't serve us. It's not the exciting part of building new beliefs. So I look at meditation as something normally I don't use in the sales process, I kind of like save it for later, but I emphasize how drastically important it is.”
You can connect with Kevin and check out his work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 30 Dec 2020 | Getting Ready For A New Year | 00:26:03 | |
Learn from some of the best as you end the year. What went well for you last year? What can you improve on? Check out some ideas from Tim Ferris how he approaches Past Year Review Think about what James Clear has to say about building systems of identity based habits. Look at why Seth Godin thinks "Resolutions don't work. Habits & Systems can." How do you approach the new year? What do you use to be your best? | |||
| 17 Oct 2023 | Elevating Sales Performance: Uncovering the Truth about Selling in the Digital Age with Andy Paul (Part 3) | 00:13:53 | |
In this episode of Peak Performance Selling Podcast, Jordan Benjamin engages in a thought-provoking conversation with sales veteran Andy Paul. They explore the surprising realities of selling in the digital age, the importance of coaching and personal development for sales leaders, and the need for a fresh perspective on mental health and wellness within the sales industry. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Andy Paul through the link below. LinkedIn: https://www.linkedin.com/in/realandypaul/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 24 Feb 2021 | David Katz, VP Corporate Sales, HubSpot | 00:39:26 | |
DK: Virtual event and keynote speaker was Chris Voss - Negotiation success is to use a low and slow speaking voice - science shows you will drive a better results JB: Did you think you would get into sales? What got you there? DK: In school, as a TA, Dr. Bill Copeland. “You’ll find yourself in a sales role later in life” Was offensive- didn’t know anyone in sales, especially tech/corp sales - Used Car sales Thought he would be in law or non-profits Wanted something with some more action, some competition and hopped into sales JB: Why sales? What triggered that? DK: J. Robert Scott- research & staffing - spun out of fidelity and sold to partners running it. Now Park Square Exec search in Cambridge, MA - Exec search working on retainer to recruit senior executives and board members. Specifically with VCs and portfolio companies Opened a west coast office and Eric Lund, Partner, invite David to come out to SF as a 20-something kid to live out West Living in the Bay Area hard to not get the software company “bug” working in Tech What Skills do I have that could transfer? What product knowledge can I help with? LinkedIn kept coming up, using it a lot for recruiting efforts. If You’re in recruiting you’re in sales. One of the most challenging sales roles in the world. Selling to the client. Then recruiting for the client. And then sell the candidates on the client. Tons of irrational behavior and emotion JB: How did you start thinking differently about sales when you moved into sales leadership? DK: From 2011 to 2016 elevated himself in his sales career from Individual Contributor to Sales leader growing teams of 100+, opening offices around the world and learning. Crazy whirlwind period in tech, massive valuations. @ LInkedIn as AE, “Say YES” Back then mantra was Grow Fast or Die Slow -- McKinsey Article People are trying to be a little smarter with investments today Anywhere you go there’s incredible opportunity, it’s up to you to capitalize on it. Try hard things Run to the things that people are afraid of or running away from JB: Mentorship has been powerful for you. How has that worked for you and changed your perspective during your career? DK: Lots of misconceptions of mentorship and what it should be. Many people don’t have mentors today. Always intentional about seeking out mentors who can help him with what he’s trying to figure out now. Mentor = someone with NO skin in the game to bias you or point you in certain directions. Someone you admire, respect and find credible. When they push you and tell you you’re wrong or things you don’t want to hear...you’ll listen Seek out mentors - rather do that than listen to podcasts So much of what you read and see in a public setting is BS….when you get behind closed doors they will be more honest and transparent JB: How do you think about bouncing back from failure? DK: I have failed 10X more than I have succeeded professionally The best way to learn and grow is through failure I personally have a high appetite for risk, there’s no right or wrong. Sometimes I may make decisions against the data and trust my gut. Willing to live with the consequences of those decisions Some things are in your control and some aren’t. Sometimes you will fail 7 months at HubSpot - wanted to see us test more in our interview process is mindset - we were speaking about it and investigating it. Worked to revamp the interview panel in what we test for. Most of the weight I place on to make an offer to someone is based on their mentality and ability to PERSEVERE I’ll take Perseverance over any attribute all day Ratatouille 1& 4 year old- rat learns from the chef Anyone can cook; I personally believe anyone can sell. It’s whether you want to. If you want to invest in it, anyone can learn to sell and be successful. Not many people have the mentality or can persevere through some of the lows that come in this profession. JB: Talk to me more about mindset DK: Have a naive optimism that things can be better, we can shape things, we can control things, there’s light at the end of the tunnel when you don’t even see it yet. Perseverance Childish naivete and having a positive outlook paired with someone truly having self confidence - not a bravado or arrogance. Having a core sense of anything I want to accomplish...it may take awhile...but I can get there Inner Confidence comes from growing older and life experience Every life experience you have helps you become aware of WHO you are The things that fill you up with energy and drain you Learn how to play to your strengths, amplify them and have others who can help you fill those gaps Self-awareness + optimism JB: How do you define qualities for exceptional leaders? DK: Been really fortunate to work up close and further away with some really great leaders Building teams for BDRs, AEs, SE,s etc. Have been able to see lots of different great leaders Spent time hiring for roles he has never been in. Hiring SEs and couldn’t do that job, kind of a crazy concept. Core things a real strong leader can do: Best leaders are the BEST LISTENERS. Active listening is a challenge in Sales, a lot of folks, early in their career are excited and you just want to talk and talk and talk….and I’m guilty of that all the time. Have to be able to LISTEN and UNDERSTAND what’s being said as well as WHAT IS NOT BEING SAID
Not easy to be yourself in conversation with prospects/customers. But if the perception doesn’t meet reality, the chink in the armor will be seen and you’ve lost all credibility! JB: How do you feel about bringing the whole human to work? DK: Not sure showing up fully was taboo, but early in your career it’s harder. The older you get the longer you’ve been in a chosen career, the less you care about. The things you care about you care a lot more. Some of the things I put emphasis on early in my career, were so silly. You look back and reflect Early in your career it may be about- Title, Role, responsibility, how many people do you have reporting to you and how you measure your success against others. There’s momentum to be more comfortable talking about mental health. People never felt like they were ready to talk about it. Someone breaks the seal and everyone else can open up further. How do you balance home & work and juggle all those balls. It’s really hard to, once you know yourself better, a lot of things you would have chased early on were silly. As you achieve the goals you set-up for yourself and realize you aren't’ as fulfilled, is because you put the wrong emphasis on the wrong things. Other company offering big title, promise and dream. The grass is brown everywhere. There are challenges and opportunities and every company. Don’t solve for title Seen such talented people go to tier 2 or tier 3 companies because they were chasing titles. I used to do the same things but at some point you realize you aren’t happier. You were solving for the wrong shit. This role, the company, the culture, probably the most satisfied and fulfilled I’ve felt professionally in a while. Not to knock previous companies, they were incredible and learned a lot along the way Working with a smaller team, just really focused on North America, it’s a smaller role than I’ve had in a long time and took a handsome pay cut. Because he realized through hardship himself personally. Having a new family, young kids, support his wife in her professional development. It’s really hard to fulfill yourself if you can’t be present. I want to do work that is insanely fulfilling and want to be at home at night for my family. JB: Love winning or hate losing? DK: Hate losing JB: Goals? DK: Think about goals personally and professionally all the time. Everyone goes about charting progress differently. Realized that focusing I can have more Longer term goals and less short term goals, I get more accomplished. Fewer goals short term gives you the ability to accomplish more long term goals. JB: What does success look like to you? DK: Happiness and fulfillment JB: DK: Stolen from Peter Thiel; “What’s one thing you know to be true that nobody else would agree with you on? | |||
| 07 Feb 2023 | CUT IT OFF! Peak Performance by Curating Your Inner and Outer World With Rachel Shi, Part 3 | 00:10:33 | |
BE RUTHLESS AND CURATE WHAT’S AROUND YOU What is Rachel Shi’s secret routine to success? It’s not about the millionaire habits, it’s not about executive-level tactics, it’s about filtering the information and influences that you let yourself get impacted with. Rache shares that her one true key is to know which information is useful to you and cut off those that aren’t. She advises us all to keep our eyes off the negative news and always looks forward to the positive aspects of life. Learn more in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: RACHEL: CUT IT OUT “I've just always taken the philosophy if it doesn't serve, you cut it out.” JORDAN: PERSONAL CONDITIONING “If we can condition our outside or inside world of what we see and what we take in to help us move forward to lift us up versus continually take us down, like the news cycle. I think that's such a critical, critical piece, and really, really powerful.” RACHEL: PERSONAL DEVELOPMENT BEGETS PROFESSIONAL DEVELOPMENT “If we want to bring it back to sales or your career, like to succeed in anything, like it requires that element of personal development so there's no such thing as professional development without personal development.”
You can connect with Rachel and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 21 Oct 2022 | Taking Real Action with Sam Shoolman, Part 2 | 00:10:07 | |
Whether it’s about workplace diversification or working on your physical and mental health, taking real action means to start somewhere, even if it’s somewhere small. In this episode of the Peak Performance Selling podcast, our host Jordan talks to Hubspot’s Senior Director of Corporate Sales Sam Shoolman about his efforts at developing genuine connections with his local communities, and why it’s important to work on your physical fitness to improve your mental health.
HIGHLIGHTS
QUOTES Sam's question for leaders who struggle with diversification at work: "For organizations or leaders who really struggle with it, I would probably ask how many people in your network are you spending time with on a daily, weekly, monthly basis, and what's the environment where you're having these interactions? Because it has to start there." Sam on the need to maintain both physical and mental health fitness: "I don't think you can have a great mindset or mental health at work if you don't have physical health, or if it's not at least a work in progress for you. It's not about who's skinnier, who's stronger. But I think working on strength and working on physical fitness is usually important."
You can connect with Sam in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 02 Jun 2021 | Sistas In Sales, Creating Community for Women of Color with Founder Chantel George | 00:35:01 | |
JB: How’d you get into sales? CG: Sales wasn’t something I went to school for Black people in general, women of color are not involved in the tech sales industries as much as we’d like them to be. However black women are the fastest growing group of entrepreneurs. Not a lack of business sense/acumen. It came from a lack of awareness and opportunity meeting them where they are at. Caribbean family, they are adventurous, came to America looking for adventure and opportunity. That is one of the biggest things in business & sales is being confident taking a step outside yourself, taking a risk in your decisions. I was raised in that structure. That’s how I navigated through life, that’s how I saw America and opportunities ahead of me. But that’s not everyone’s view and opinion of America or where they are. It goes to show how important mindset is. I was raised to believe opportunity existed for me anywhere I go no matter what I do. I operate with a sense of positivity. I thought I wanted to be a lawyer, that didn't work, maybe drama. That didn’t work out. Hopped on Craigslist in 2013 and saw an ad for Yelp. The mindset piece, there are ads for jobs everywhere, but if you aren’t operating with a sense of utility. I applied on a whim, just looking for something that I could manage while I was still trying to figure out what I was still really passionate about, then I got the job. Got the job, had a one foot in, one foot out mentality. I wasn’t sure if it was for me or not. But once I got on the phone, something clicked and I was able to gamify it and make it fun. I wasn’t totally connected to it, but it was just another version of me, and didn't see it as my natural progression to being an AE/Leader/VP. Through that work I realized I could gamify this and am actually good at this, that realization that I am GREAT at this. Most of us that come into sales from a non-traditional background, may take a little longer to get to that AHA! Moment. If they aren’t feeling supported by their team or community, somebody that could be a fantastic salesperson may not get to that place. I was lucky to be in a sandbox that allowed me to learn and help me get there. JB: Our upbringing has such an impact on our mindset, how we approach our lives and what we do. Seeing your parents leave their family and their home is such a big risk to take, seeing that type of mentality and mindset is fascinating. Talk to me about community and how you are building DI&B to the companies you work with and building Sistas in Sales as well as building belonging in the companies they are part of.
CG: At Yelp! I was growing and realized I was one of the only Black sales leaders and was my own pioneer. I grew up in a Caribbean community, living a few blocks from my childhood home in the Bronx. As I moved through the ranks I was less and less connected to what I knew. It was scary for a few reasons being outside of your community. You don’t have experience connecting with people. We like to be around folks that make us comfortable. It’s hard when you’re in a space where you aren’t sure if you’re an enemy or a friend as a black person I was inspired to step out of my comfort zone and realize Oh i’m alone now and nobody is in charge which helped inspire me to start thinking about SIS.
JB: Humans are tribal, that is our root and through Covid so many people are individualized and on their own that takes away our power to be better people that allows us to achieve more as a group. As we talk about getting through that fear initial as you talk to women, especially Black women. What are you hearing as some of those moments that have helped them get over that initial hurdle to go into something less familiar? CG: It all came down to being in the same space I started SIS at a dinner party and found women I knew that were committed to sales so I knew that group would have to be committed to sales Most people don’t get to that stage because it takes awhile to move through the BDR/SDR role to further their sales career I found 10 people, but didn’t know most of them and +1’s I wanted them to know I took it seriously and we put together this beautiful EVENT, with floating candles, beautiful spread, catering, fresh flowers and so much more. I didn’t ask all the questions I wanted to until the last 15 minutes because all they wanted to do was connect with each other, open up conversations, create a group chat, take pictures and connect! It was amazing and validated my career! It was magical and an amazing experience for people representative of Tech, non-profit sales, fashion industry. People didn’t realize their skills are applicable to other industries because you may not think that you have anything to share. That feeling of opportunity was the magic in the room! People connecting and they turned into a focus group and is how SIS was born!
JB: Tell us about SIS and what you’re doing now as a community! CG: We had 10 members, Salesforce gave us some space, somehow had 50 people showing up and now up to 3,000 members and now Hannah is our head of Europe in the UK! In the early days of a company you know where your customers are coming from; they’re your family and friends. Now it’s hard to know how people are finding us.That’s why I ask how you found out about us! Through talking and evangelizing, more and more women are flocking here! JB: What do you guys do? What has surprised you about this community? CG: We were event based strictly to start, but now are making sure all black and brown women can be successful and find mentored by veterans in the space from people with leadership in the community. It was really tough to rattle off 4-5 Black women at the exec level in sales at the time that was my measure of success. It’s through events who had never been tapped to talk that are now bringing that awareness in the community and we can rattle off 40-50! All online events last year, 1500 attendees at our summit going for 3,000 this year and 30 countries Now investing in the members sales growth. Chief Learning officer who does sales coaching with these women and then some additional big announcements. Job boards in beta coming out soon for companies who want to partner and can post their job boards. Looking to grow their operations to support their community as it grows. A business as its 4th year starting to make major investments in our operations. Team meeting with team of 6- a community turned company now have to be this way now and couldn’t do it without their sponsors. It’s a self-feeding system that they’re in. We grow as fast as we can get resources to grow and are so thankful for our sponsors. JB: Recording in Mental Health Awareness month in May. Talk to us about the Therapy Post as you mention it’s been a game changer for you. Therapy has been such a powerful thing for me even as I took some time off because therapy is a powerful vehicle for awareness and change. You’re running your Mental health challenge. Talk to us about how Therapy has impacted you. CG: I am a planner and you just start to accept who you are. As my dad got sicker and sicker I was having anticipatory grief. I don’t think people should wait for a really bad experience to find therapy. It was so powerful for me, I am trying to create a group therapy in our 90 Day Challenge. Many black people are “just happy to be here” which I want to challenge and have people approach their career with a little more direction and change their mindset. It’s much more mental than physical, getting through the imposter syndrome mindset and being more in the present. Having a therapist that may help you get comfortable having a conversation with your manager about a pay raise, a promotion and not just being OK to be there. Understanding your relationship with money, how you spend your money, bonuses and commissions.
Meet every 2 weeks on these topics then come together with a summit and discuss as a group. JB: Many people wait for something terrible to happen before they will approach therapy. It’s looked at as a last resort, I’m broken which is so far from the truth as to how you can understand yourself and be prepared for the bad stuff that does happen when we fall on our face. How do you bounce back from the tough months?
Sales for me when I started selling I didn’t realize how formulaic it was. If I didn't close something it was one of hte many different variables, in actuality there was something I could’ve done better but I needed to identify my patterns like not prospecting enough in My resilience came from experience and came from being honest with myself it’s not something I need to be attached to or take personally. And that takes a lot of the emotional strain off of you, the negative self-talk isn’t necessary. Write down the actions that you did and look for what was missing and go from there. JB: Love winning or hate losing?
CG: I love WINNING more. I don’t think about losses as hatred, it’s more of a learning moment. I enjoy looking at my losses with a scavenger hunt mentality. What did I do here? It’s actually pretty cool to me, you have that voice in your head that helps you sense when things are off track. It’s not really a loss, it's a predictable outcome based upon how you go about your sales motion. I like a win, especially a predictable win, which helps me feel even more control of how I am going to operate. I know how this goes, I’ve seen this song before. JB: Top qualities in leaders that you look up to, respect and try to emulate? CG: I love leaders that are curious about the industry that they serve Yes sales oriented but you realize we are selling CONCEPTS and to sell that you have to be educated in the industry, know your competitive space Be as curious as risky as it was for your CEO to build the company to begin with This is the concept I want you to be bought into - i’m not talking about the features then I can bring that level of enthusiasm to the customer I like a manager that has sales strategies but it’s the excitement we bring to the customer that will break these walls down JB: What does success mean to you? CG: For right now, getting my footing here, as 1st gen American, I’m still figuring out what that means to me. I’m motivated to create financial success for myself. We’re all somewhat motivated by that in sales. It’s something that anchors me, makes me feel comfortable and safe. I’m building enough family here and making enough business decisions to help me feel buoyant.
JB: How can we build diversity in sales and be a champion. CG: You're going to have to put in work to get people to see the value of being in sales and to join on the rocket ship that you’re on. The language of business being in your household. I had the language of opportunity, but there are some people that had the language of business, sales is not a foreign concept for many families, but it is for many black and brown communities. I can’t point to a mom who is an ex-Salesforce VP.
JB: Where can people find you?
CG: | |||
| 17 Nov 2021 | Don’t Be a Taker — Reach Your Full Potential by Giving with Ken Lundin | 00:45:27 | |
HIGHLIGHTS 01:31 Ken's journey: Entering entrepreneurship and losing his house 04:08 Bouncing back: Create your own space vs consume what the world gives you 10:12 Don't be a taker: Create the life you want and reach your full potential 13:32 Interview questions: Have non-negotiables not in the job description 16:33 Work-life alignment vs balance: Systems matter more than goals 26:23 The same discipline in the gym works in business 31:56 Fasting and reaping anti-aging benefits at the molecular level 34:56 Create a well-defined sales process 37:26 Leaders: Address friction points within processes to make them function 40:46 Implement change: Focus on one thing that creates the biggest impact 43:30 Connect with Ken QUOTES 06:57 "Hadn't had a call back on four different jobs and I'm standing in front of my gym, I'm getting ready for this one, and all of a sudden at that moment, I realized that I had allowed my past to create my present and therefore it was creating my future." 12:19 "When we're a taker, is we got commission breath that's just nasty and smells and needs some scope. We're pushing it out on everybody. We're just trying to get to the deal, we're not actually helping. And I think that becomes inauthentic." 14:33 "They must exhibit curiosity at all times. And curiosity, if you're naturally a taker or if you're naturally somebody who's not prone to owning that responsibility, you're less curious because your worldview is more refined on how you want things to come to you rather than how you want to contribute to the world." 38:59 "If you're not talking at a granular level when you're implementing change, or at least respecting the fact that that much friction exists, they will go back to the way they've always done things before." 41:53 "Pick the right A, pick the right one, stick to it, enforce it, coach it, help it, and push it for success. And we have to go slower to speed up. In your organization, if you can fix one thing, pick the one thing that's going to have the most impact, fix it, get it to where it's running, and then pick thing number two." You can learn more about Ken in the links below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 13 Apr 2022 | 5 minutes to Destress and Relax to Show up @ Your Best | 00:06:00 | |
It doesn't take much to help us let go of stress and perform at our best. Join me for a quick exercise to make your day great! | |||
| 20 Jul 2023 | Navigating Sales Trends and Thriving Through the Great Resignation with Jared Robin (Part 2) | 00:11:18 | |
In this episode of Peak Performance Selling Podcast, Jordan Benjamin interviews Jared Robin, Co-Founder of RevGenius, a top seller and sales leader who shares his journey and experiences in the sales industry. Jared shares his inspiring journey, from organizing fashion week parties with his homies to becoming a mediator in blockchain-based two-sided marketplaces. He highlights the importance of community and how it played a pivotal role in shaping his career. The conversation delves into the changing landscape of sales and how technology has become a driving force behind the industry. Jared emphasizes the significance of peer-to-peer learning and the increasing demand for career development and coaching in sales roles. He also discusses the impact of COVID on the job market and the rise of the side hustle, empowering individuals to take risks and explore new opportunities. PEAK PERFORMANCE HIGHLIGHTS The Evolution of Sales and the Need for Continuous Learning - Jared Robin: “You know, when I got in [to FedEx], they had a homegrown CRM. Now they use other tools as well. I think sales have become more technology-powered. I think I know that's a fact. There's more tech tools. I think people are communicating more with each other to help one another. By and large, peer-to-peer learning is taking off. People are asking for advice and getting it, and there's more resources than ever.” You can connect with Jared and check out his work in the links below: LinkedIn: https://www.linkedin.com/in/jaredrobin/ RevGenius: https://www.revgenius.com/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ MyCoreOs.com: http://mycoreos.com/ Podcast: https://www.mycoreos.com/podcast Twitter: https://twitter.com/jbenj09 | |||
| 18 Jan 2024 | Cracking the Code: Understanding Myers Briggs ft. Orrin Webb Jr | 00:09:32 | |
In this episode of Peak Performance Selling Podcast, we revisit and dive deep into the conversation with our previous guest Orrin Webb Jr., a certified practitioner of the Myers Briggs Type Indicator and an expert in applied emotional intelligence. Jordan and Orrin talk about the world of personality types and their impact on sales performance. Orrin shares insights on the MBTI framework, specifically focusing on the innovator type and how understanding personality preferences can lead to tailored and effective sales strategies. The conversation extends to leadership dynamics, as Orrin reveals his approach to building strong, emotionally intelligent relationships with his team. Join them as they explore the intersection of psychology and sales for sustainable peak performance. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Orrin Webb through the link below. LinkedIn: https://www.linkedin.com/in/orrinwebb/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 14 Mar 2023 | TWO-WAY OR THE HIGHWAY: Integrating Authenticity and Transparency in Selling with Brent Keltner, Part 1 | 00:13:24 | |
AUTHENTIC AND TRANSPARENT, THE TWO-WAY STREET OF SUCCESS A lot of sellers have the tendency to be pushy and care only about their product and company whenever they get the chance to talk. In this episode, Jordan welcomes Brent Keltner, President of Winalytics LLC, and will be discussing his research method of learning about buyers and how authenticity and transparency come into play in the selling process. Find out more in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: BRENT: WHAT AUTHENTICITY IS “To me, authenticity isn't a nice guy, or I'm gonna bend over like a nice gal, I'm gonna bend over do anything you ask. It's more about, there are two sides to this conversation, and the more I am anchored on what you care about, not my product, but what you care about, and whether I can make a match, and whether we can make a match together, that's authenticity.” JORDAN: TRANSPARENCY THROUGH MUTUALLY BENEFICIAL RELATIONSHIPS “Sales was so one-sided in the past, it was all about the seller, it was all about the company and what they're trying to sell, and as we move to this more mutually beneficial relationship and engagement that gets created, we can show up and be a little bit more transparent as a seller.” JORDAN: IT’S A TWO-WAY A STREET “It's a two-way street, not everybody's a good fit and the sooner you figure that out, the better. ”
You can connect with Brent and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 17 Jun 2020 | 4 Jonathan Greenberg | 00:39:33 | |
Transitioning from Accounting to Sales with Jonathan Greenberg Welcome to another great episode of the Peak Performance Selling podcast. In today’s episode, we are honored to have Jonathan Greenberg joining us. Jonathan has a rich back background that he is going to share with us. He will also be telling us how he transitioned from accounting to sales and how he joined HubSpot. Listen in, learn and get inspired. Key Talking Points of the Episode:
Key Milestones of the Episode: [00:55] Jonathan’s background [03:21] How Jonathan joined HubSpot [05:57] Jonathan’s transition from accounting to sales [11:14] Similar qualities that excellent salespeople possess [18:00] Building self-awareness [21:48] Routines that help Jonathan remain motivated [25:56] How does Jonathan set goals? [27:32] Bringing an attitude of curiosity to the table [29:10] What makes a great leader? [31:40] Lesson’s we can learn from Jonathan’s dad while he was working with mother Teresa [33:38] What does success mean to Jonathan? [36:36] Other projects that Jonathan is working on Links Mentioned in the Episode: Magical Quotes from the Episode: “You have to build confidence in yourself to be able to take a leap into sales.” “Building up authenticity right in the beginning of a relationship with somebody comes back into play in a huge way at the end of the sale.” | |||
| 07 Dec 2023 | Empowering Affirmations: Reshaping Neural Pathways with Cynthia Barnes | 00:10:06 | |
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Cynthia Barnes—an influential figure in sales, the founder of the National Association of Women Sales Professionals (NAWSP), a prominent advocate for empowering women in sales, and a distinguished keynote speaker. Cynthia delves into the transformative power of affirmations, neuroscience, and overcoming inner criticism to foster peak performance in sales. She shares personal experiences and actionable strategies, illustrating how affirmations can reshape neural pathways, leading to increased confidence and resilience. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Cynthia Barnes through the link below. LinkedIn: https://www.linkedin.com/in/cynthiabarnes/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 31 Oct 2023 | Activating Success: The Power of Affirmations and Peak Performance with Morgan J Ingram (Part 3) | 00:09:55 | |
In this episode of Peak Performance Selling Podcast, Morgan J. Ingram, Founder and Chief Edutainment Officer at AMP, uncovers the secrets behind leveraging affirmations, the active brain, and the journey towards success. Morgan delves into the intersection of spirituality, mental strategies, and the power of self-talk in achieving peak performance. Through personal anecdotes and experiences, they discuss how affirmations and intentional self-talk influence the subconscious, leading to tangible actions and transformative results. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Morgan J Ingram through the link below. LinkedIn: https://www.linkedin.com/in/morganjingram If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 10 Feb 2023 | ONE TRUE PURPOSE: Success Through A Life of Giving and Serving with Rachel Shi, Part 4 | 00:13:37 | |
WHAT IS YOUR TRUE PURPOSE? In this last round with Rachel Shi, she and Jordan talk about purpose in life. Rachel believes that her purpose is to be of service to others and that this is the purpose that the majority of people should strive for. Rachel talks about the importance of having a mindset shift and aligning your life with your purpose. She believes that this is key to achieving peak performance and to living a fulfilled life. Stay tuned until the end as Rachel shares what is success to her, only here, in the latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: RACHEL: FEELING BETTER BY HELPING OTHERS “If I'm feeling bad about something, something's not going my way, like my automatic reflex is not necessarily to kind of like, turn to something that will make me feel better a little bit like, I turned to kind of the reflex of how can I go and help someone else with something that they're going through” JORDAN: TRUE FULFILLMENT THROUGH GIVING “I think true fulfillment comes in with one of the key aspects and necessities in our lives to really feel fulfilled is by being able to give to others by knowing that there is this abundance out there in the world.” RACHEL: SUCCESS FROM MEANINGFUL CONTRIBUTION “Success to me, is the ability to contribute in a way that's meaningful to me, where I'm no longer doing anything because I have to, whether it's working at a job that I don't like, or hanging out with people that I don't want to but know that I have to. So that's success, that's freedom to me.”
You can connect with Rachel and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 09 Dec 2021 | Building Community in Sales @ RevGenius with Jared Robin | 00:43:15 | |
HIGHLIGHTS 02:25 Impactful moments in Jared's early career 09:48 Getting started on building a community 18:08 It's never been easier to take more risks, launch your own product 19:31 People are looking to do their job better and learn more 23:46 Developing the right mindset for career shifts and lateral moves 28:39 It's tough, but not impossible to pick yourself up after setbacks 35:06 Top tips to help yourself show up and work 38:02 Humility, kindness, and direction: top qualities every leader needs 41:36 Connect with Jared QUOTES 03:18 Jared: “Life defines your sales journey, not sales, defining your life journey.” 18:01 Jared: “It's the era of the side hustle. So people are trying a lot more stuff and there's a lower barrier to entry to be a solopreneur, to be an entrepreneur, to launch a product business or get funding." 20:09 Jordan: “The reps that want to learn, that want to grow are the ones that stand out on top and the ones that want to stay stuck in the mud, are probably going to stay stuck in the mud.” 32:16 Jared: “The biggest superpower that you could have in my opinion, is remaining level headed, but like truly, honestly doing that. And if you could do that, no matter the ups and downs cause they will come.” 34:20 Jared: “Push through and learn, but also listen to yourself. Because when you push through and something bad happens, listen to how it makes you feel, the emotion that exudes. Ask why you're triggered and figure it, trace it back and integrate it.” You can learn more about Jared in the links below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 02 Sep 2022 | Don’t Be Afraid To Go Outside Of Your Comfort Zone with Dr. Carla Fowler, MD, PhD - Part 2 | 00:14:19 | |
As humans we prefer homeostasis. It’s always easier to stay in your comfort zone. But as any self-made rich person might take you out, you need to take some risks. In this episode of the Peak Performance Selling podcast, our host Jordan Benjamin talks to THAXA’s Managing Director, Dr. Carla Fowler MD PhD about the universal grind mindset and applying that to the 1-3-9 framework to figure out your company’s goals and how you can boost performance.
HIGHLIGHTS
QUOTES Dr. Carla explains that the growth mindset applies to all aspects of life: The growth mindset isn't limited. You don't just get one bucket of it. You can use it in all areas of your life. It might take some thinking to kind of like transfer it but you can just say, ‘Hey, look at how capable I am over here.'" Dr. Carla discusses the need to make your work visible in the workplace: "A really interesting thing about influence is you can produce great results, but if people don't see them, it's like they didn't happen. And so the second piece is helping make your results visible. Sometimes that's some self promotion, sometimes that's making sure that the right people see it." Dr. Carla introduces her format for applying Performance Science Principles: "The 1-3-9 strategic framework is just a way to really clarify and distill it so it's like a one-page visual that they can look at and say, I know what my goal is, which is the one. I know what are the three most important critical priorities — think of those as the big gears that really drive you forwards. And then the nine is where we capture some of the detail in those priorities."
You can connect with Dr. Carla and their work in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. LinkedIn - https://www.linkedin.com/in/jordanbenjamin/ Website - http://mycoreos.com/ Podcast - https://www.mycoreos.com/podcast Email - Jordan@MyCoreOS.com Twitter - https://twitter.com/jbenj09 | |||
| 08 Aug 2023 | Nurturing Emotional Intelligence: The Key to Sales Success and Well-being with Kim Orlesky (Part 3) | 00:12:08 | |
In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB, delve into the challenges of onboarding new sales team members in a remote work environment and how to mitigate these challenges. They discuss the importance of maintaining camaraderie and fostering a sense of community in remote teams, sharing strategies such as virtual coffee meetings and water cooler conversations. The conversation also emphasizes the significance of emotional intelligence in sales. Kim provides actionable advice on incorporating emotional intelligence into sales conversations by using language that encourages discussions about feelings and emotions. The episode concludes by addressing the issue of burnout in sales teams and offering guidance on recognizing and managing burnout effectively. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Kim Orlesky and her book through the links below: LinkedIn: https://www.linkedin.com/in/kimorlesky/ Amazon: https://a.co/d/8K2n9Q1
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ MyCoreOs.com: http://mycoreos.com/ Podcast: https://www.mycoreos.com/podcast Twitter: https://twitter.com/jbenj09
HOST: Jordan Benjamin GUEST: Kim Orlesky Peak Performance Selling Podcast | |||
| 11 Oct 2022 | Practical Tips for Taking Care of Your Mental Health with Johnny Occean, Part 3 | 00:10:30 | |
Sales is one of the most rewarding jobs in the world, but it can also be mentally taxing. In this third of a four-part episode of the Peak Performance Selling podcast, Johnny Occean, Regional VP of Sales at meQuilibrium talks about mental health in the workplace and what companies can do to ensure a mentally healthy workforce. Johnny also talks about the importance of seeking professional mental help and shares some tips on managing stress and uncertainty in your career.
HIGHLIGHTS
QUOTES Johnny on how parental advice can help you navigate uncertain times: "I'm 33 years old. My parents went through similar challenges. They went through economic downturns. They went through a lot of big world issues that we, younger folks, haven't gone through. So how do you navigate that? How do you deal with that mentally? I kind of lean on them and hear their stories." Johnny's advice for people experiencing mental health challenges: "I think you just have to start. You have to understand that it's okay to not be okay. But what's not okay is to not do anything about it." How management can impact team performance: "I really think that your employee's performance or your team's performance is a reflection of the person that's managing them. Because a lot of the stress and a lot of the challenges that you might have can trickle down." Connect with Johnny in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 28 Dec 2023 | Mastering Objectivity: Mental Strategies for Sustainable Peak Performance with Amy Hrehovcik | 00:12:55 | |
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan and Amy talk about the power of objectivity and mental strategies that drive sustainable peak performance in sales. Amy shares personal anecdotes and profound insights on separating oneself from thoughts, the impact of objectivity on decision-making, and strategies to navigate emotions effectively in professional and personal contexts. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Amy Hrehovcik through the link below. LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 12 Oct 2023 | The Power of Understanding: Building Trust and Value in Sales with Andy Paul (Part 2) | 00:12:58 | |
In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Andy Paul delve into the critical aspects of building trust, adding value, and understanding the buyer's true priorities in the sales process. Andy shares valuable insights and experiences from his career in sales and discusses the misconceptions surrounding modern selling. Whether you're a seasoned seller or new to the world of sales, this episode provides valuable perspectives on what it takes to succeed in the ever-evolving sales landscape. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Andy Paul through the link below. LinkedIn: https://www.linkedin.com/in/realandypaul/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 05 Mar 2021 | Paul Ashbrook PsyD, Elite Performance Coach | 00:53:11 | |
JB: Talk to me about your journey and what got you here? PA: Always wanted to be a professional athlete, went for college golf. Had some injuries and wasn’t playing well enough. Friend at UC Riverside (undergrad), coached him to pursue Grad school even though it wasn’t on his radar. Had a background in psychology...what pairs sports and Psych? Went to SDSU - nice enough to let him in even though maybe wasn’t deserved. He worked and has made them proud! Thought he would be an applied practitioner to work with olympians and pro athletes….building private practice was challenging...found some opportunities to TEACH...a way to help others….the main reason he got into in the first place. Back to school got a Doctorate in Sports & performance Psych - Balance of Research, evidence based practitioner, based in Science & Research. Which then allows him to work with elite athletes, military, business leaders. Got lucky a few times and capitalized on it every time JB: How is this field evolving? What are you most excited about? PA: Has been in the industry for 10+ years, still feels like a nobody but has knowledge and experience. You hear the same thing all the time, bickering about title usage, constructs, etc. The exciting part is that Performance Psychology is far more normalized. It’s not about fixing something that’s broken but unleash something that’s already inherent in you. People may reach out when things are off, but that doesn't preclude them from doing this work when things are going well. Which is becoming more normalized and accepted. People are becoming more accepting and realize that they are part of a team and aren’t afraid to talk about it. JB: We see coaching starting to become more popular, widely recognized. Clients will share praise with me when really it’s just helping them unlock the best in themselves. What makes a really good coaching client? Or someone who is coachable? PA: The biggest thing I look for is engagement. You show up prepared, you’re actively participating, you’re open minded and willing to take that feedback. If you show up and do the work. Professional side- a few clients that weren’t there. Academic - People who slack, don’t pay attention, make excuses, get called on it and they are confused why they are held to a high standard. I expect you to be as invested in this as I am. This is a collaborative effort. I’m a Doctor and some people will call me doctor. Most people I’ll say just call me, Paul. No hierarchy. We are collaborating, working together with a similar goal in mind. I don’t expect that DR title or need that to be above you and we are working together. JB: Sales manager is one of the least prepared roles and coaching is an area that many managers struggle with. How do you avoid ego in coaching and what advice would you give to new managers? PA: John Wooden is one of my coaching idols and has a lot of great philosophies - It’s not about being better than someone else or comparing yourself to someone else. Focus more on you and what you have to do. Be as good as yourself. Not about being better than someone else, focus on what you have to do vs. someone else. If you do your best you can be the most valuable asset to the team You can be the best and still focus on your own growth and improvement every single day. Not about what everyone else is doing, it’s about doing your best. JB: How do you win every day? PA: I’m a big fan of Self-confidence and it’s one of the core skills I teach my clients. Self-efficacy = situation specific self confidence. 4 factors: Past Performance Success = Strongest impact on confidence but most folks don’t focus here Vicarious Experience- modeling Self-talk Optimal Arousal PPS= looked at from very binary experience. I don’t have the results, sales, the experience, etc. If this is the way you look at it, you will lose more than you win. The more confident you are, the better you perform. There is this upward mobility. If you are less confident you are the less successful. FOCUS ON DAILY WINS. WIN THE DAY The 3 things I push everyday are:
If you win every single day, how confident will you be after that? JB: It’s so easy to get lost on the things outside of our control. Stoicism talks a lot about focusing on what is within your control so you don’t get stuck in a downward spiral. I love the question; What type of attitude do I need to show up with today? Leveraging a growth mindset, this type of attitude can be built and developed Do you see any difference between successful performers and un-successful performers? PA: I wouldn’t say it’s different across athletics, business, etc. The similarities are the same between high-performers wherever you go. Lower performers have an ideal of Perfectionism. An idea that everything is different or unique and requires a ton of attention. NO I’m going to dedicate maximum time, effort, everyday. Self-belief is critical. I had no business getting into grad school, GPA was well below what was required, the admissions team told him he had some issues. I believe in myself, believe I can be successful, give me a shot. Sometimes you’re going to be the only person that believes in yourself and need to push yourself. You need to be your best friend
JB: You have to be your own advocate because nobody will stand up for you if you can’t stand up for yourself. What do you think about fake it until you make it? PA: Self-fulfilling prophecy- the things we say or believe, invariably come true. “I’m going to bomb this meeting” the likelihood is I’m going to fail with that thought. Humans would rather be right, than do something that is beneficial to them. I’m going to go in and believe in myself until i get there. Just believing it doesn’t manifest it. Once you have it in your mind, THEN you lay out the plan of attack.
JB: What is the difference between Golfers getting to elite performance?
PA: People tend to think, If I just set a goal it’ll all take care of itself. And that’s not how it works. Put a conscious effort to understand where I am strong, how do I enhance those? What areas am I weak, and where can I clean it up? Decisiveness & Commitment- many golfers know the shot that needs to be hit, but don’t have the confidence. Test taking 70-80% likelihood of success in trusting your gut if you have done some prep work. Vs. going back and re-reading the question 5,6,7 times. Trust your gut, be decisive and just own it. I would rather you make the WRONG decision and be 100% confident in it. The shot you are committed to will be better than the one you aren't
JB: How do you help folks bounce back? PA: Positive shot library - so you can pull it out at anytime Have small wins. Client couldn’t hit a driver - don’t care if you’re uncomfortable, let's get the ball in play. Let’s get up and hit it solidly...then narrow the target. Find the little wins to gain a little more confidence. Now eliminate the big misses. More and more success. The human mind is naturally drawn to the failures and the things you do poorly. JB: How does a gratitude practice serve us? Our brain has been programmed for many years to be negative. PA: This is pure evolution. No saber tooth tigers running around now. Clients jot down a few things daily as to what happened to them, that went well. End of the week makes it easy to go back and remember what went well. If I asked you to list 3 good things that happened to you today, how hard would that be? Many people STRUGGLE and it shows how challenging that is. If I wanted you to list 3 bad things, that would be SO EASY. Emphasize the idea of WHAT WENT WELL TODAY? Strengths based consulting - positive psychology Not only does this help us track what’s going well, it gives us JB: How do you tailor your approach to different people with different perspectives? PA: Observe them to get perspective. Ask people around them. Ask Them. Take all this information together, the more I have the better I can make those decisions. Some people it takes time so we need to build rapport. Share some of my own challenges and struggles. You’re a Human. I’m a human. Lots of remote consulting, working with clients around the world. Some built-in travel sessions to re-establish the human connection. I’m really good at what I do because I keep that human piece. It feels like we are so far apart. Many years ago, on a cruise with his wife, stopped at a beach in Barbados. 4,000 miles from California, and realized they have a connection around Tupac, could build rapport easily. Just find one thing in common and it makes it so much easier. JB: Lots of differences are seen and we easily forget how closely related we are as humans. You get on a ski lift with someone and it makes rapport building so easy PA: 6 degrees of Kevin Bacon, we are so closely connected and we forget that so easil 4 year old daughter try to instill a love of other cultures in her. She has has 4 passport stamps! Teaching her to speak basic Spanish. You see the happiness in the people’s eyes to show them you are valuable and a human.
JB: Talk to me about effective mission statements
PA: Mission statements are tricky. Typically stated from the top-level of an organization As that mission statement gets distilled down, lower levels may be more disconnected, it feels very forced. Similar in athletics and team settings. Work to create personalized mission statements. End of day the team (business, military, athletic) you all have an idea of what you want from THAT experience. What do you want from this experience? What are the attitudes we can all buy into? The effort expectations that we have? The Social component? Recognition. What is an attitude we expect of yourself, or our teammates that we can all support? What’s the effort expectation and what does that actionable behavior look like? Recognition; from yourself? Your peers? What do you want to be recognized for? Now I’m more engaged and able to benefit everyone at a higher level. Try to think mission personally, what do I/we want? Done in a team- everyone has to agree to it. They can now hold each other accountable to the expectations! Individual employees are going to think you’re trying to trick them. The person running it needs to be hands off and just let it go. People look to the boss, the coach that creates confusion, let them create what they want
JB:What do most people get wrong about mental skills? PA: That people think they need to feel COMFORTABLE in order to perform at a high level I bring a lot back to confidence as it’s a really important thing. People want to feel calm, cool, collected. If you can have that feeling, GREAT. Challenge is naturally a high performance environment that creates challenge, stress, discomfort. Trying to get comfortable will be tough because your environment is naturally creating discomfort. While I want to be comfortable, I’m OK not being comfortable. How can I perform in this as much as I can? THE ONLY THING THAT MATTERS IS NOW! MJ- Tee last Dance - Why would I be concerned about taking a shot I haven’t even taken yet?! Wasting tons of energy focused on something that hasn’t even happened. Good things & bad things will happen. It is what it is. For you it’s up to you as to HOW YOU RESPOND TO IT? How do you solve the new problem vs. I feel bad/sad/uncomfortable
JB: Love winning or hate losing? PA: I hate to lose. Bothers me to my core. Very competitive person. I really like winning though. Not sure I can answer it. I always try and find a win in something- more of the winning piece. Men’s golf club- last week played terribly, and wasn't pleased with how I scored. Get to 18th Hole to birdie and shoot 79, but making birdie on 18 makes lunch taste better and the day feel better JB: What does success mean to you? PA: "Success is peace of mind, which is a direct result of self-satisfaction in knowing you did your best to become the best you are capable of becoming." - John Wooden 
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| 20 Dec 2022 | TEAM UP, STEP UP! How To Build A Stellar Product Team With David Barron, Part 3 | 00:10:02 | |
HOW DO YOU BUILD A STELLAR PRODUCT TEAM? Today in Peak Performance Selling, David Barron is back for Round 3. In this 3rd installment, David talks about the importance of properly training your team, from fixing common misconceptions about selling organizations to the culture regarding communication between product and sales teams, and how to take feedback and make it a resource in development.
PEAK PERFORMANCE HIGHLIGHTS: DAVID: PRODUCT AND SALES COMMUNICATION SHOULD BE PART OF THE CULTURE “I think the big caveat is like, what is the culture of the product organization, I've certainly worked at places where like, it was not a part of the culture for the product team to talk to sales. I think that's a huge miss.” DAVID: FEEDBACK SHOULD BE CUSTOMER FIRST “I think we do a really good job of that at HubSpot, and I think it's really important just if you're going to pass that feedback, do it customer first.”
Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!
You can connect with David and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 06 Jun 2023 | GREAT SELLING: Adapting to Changes in the Sales Environment Sarah Jolley-Jarvis, Part 1 | 00:09:24 | |
PEAK PERFORMANCE HIGHLIGHTS: SARAH: ENTERING THE ONLINE SIDE OF MARKETING AND BUSINESS “I was really conscious of people who were really good at what they're doing but what they do isn't sales and marketing. They were really good on the implementation within their business but as far as working on the business was concerned, they were truly talented but just not at the sales and marketing to get the message out there.”
You can connect with Sarah and check out her work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 23 Feb 2022 | The Path To Top 1% for Women In Sales with Cynthia Barnes | 00:38:39 | |
HIGHLIGHTS
QUOTES Cynthia: “When you set your goal to become number one, sometimes, we think too small.” Cynthia: “We can’t compare ourselves to anyone because we’d limit our possibilities to being just better than the next best person. Instead, why don't we think bigger and say, if I have everything that I need, what could I accomplish? 9 times out of 10, we will blow our set goals out of the water because we're competing with our own abilities." Cynthia: "You have to say your affirmations 100 times a day." Cynthia: "I had to learn early on that what others say about you is none of your business. It's hard, especially as a teenager, growing up being called names. But that bullying made me a better salesperson. I made a conscious effort to overcome it. I could use it to make me bitter or I could use it to make me better. And I chose the latter. Cynthia: "Failure, let's change that to the learning experience. The stories we tell ourselves affect the outcome of how we react. There are no failures in life. There are only opportunities to bounce back better." Cynthia: "The more resilience you want, the more adversity you will have to face. The more adversities you face, the stronger you become." Cynthia: "Sometimes, when women say things that were created for a man and by a man to say, it comes off as disingenuous, being aggressive, and that is not how women are wanted to be seen in the sales world. So we gotta do double duties and change the script." You can learn more about Cynthia in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 21 Dec 2023 | Dealing with Stress, Authenticity, and Mental Health in Sales with Amy Hrehovcik | 00:10:29 | |
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan and Amy delve into the complexities of achieving and sustaining high performance in sales. They discuss the emotional toll of success, the struggle with toxic positivity, and the importance of embracing authentic emotions. They highlight the evolving landscape of sales, emphasizing the fusion of personal and professional lives. Furthermore, they explore the significant role of mental health in sales, advocating for seeking professional help and destigmatizing support to foster a more empathetic and resilient sales culture. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Amy Hrehovcik through the link below. LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 14 Apr 2023 | DISTRESSING HABITS: Scott Leese’s Best Practices in Handling Stress, Part 2 | 00:12:05 | |
Jordan welcomes Scott Leese back to the podcast and asks him about his strategies for managing stress as a sales leader. Scott shares that finding people to talk to, exercising, and escaping into dumb movies or TV shows are some of the ways he deals with stress. He also talks about how he combines his passion for sales and sports through the Surf and Sales Summit. Scott goes on to discuss the importance of creating a scalable sales process for startups and highlights that too many startups do not put together a real sales playbook. Learn more of Scott’s best practices in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: SCOTT: KEEPING HIS MENTAL HEALTH “Finding people to talk to, whether these are friends and family members or for therapists or whatever. Just being able to find a safe space and in a community of folks to talk to you about the things that you're dealing with and going through.”
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 12 Jan 2022 | Love The Game, Not Just The Outcome with Jake Dunlap | 00:50:33 | |
HIGHLIGHTS
QUOTES Jake: "Sales is a process. It is just as much science, if not more science than art. There are right and wrong ways to move customers through a journey based on your sales cycle, who you sell to, etcetera." Jake: “It's all about the people, man. I don't need to know the product that well. I don't need to really know much. All I need to do is to get to know Jake, or John, or Scott or Shawn, or Susian, or Eva, whatever. I think for a lot of people, if I understand where you are today, like what your motivations are, what you're trying to accomplish, then like, amazing. I can now help to put together a development plan because I can invest in you. “ Jake: "To understand where someone's coming from, I don't have to placate that person. I just need to understand so that I can better communicate with that person because now I know where they're at mentally or based on their experience. And then I show up consistently throughout the process. That's how I build rapport." Jake: "Really great coaching isn't always giving advice. Sometimes it's just asking." Jake: "If you are doing something that you really enjoy, even when it's hard, you don't feel it, if I'm just being perfectly candid. I've been tired in my career and life, but once I realize that, look, I really love sales. I love learning. I'm naturally very curious. And sales to me checks those boxes in some next level because it's evolving so quickly." Jake: "If you align the things that you're good at and the things you enjoy and get energy from, that's the job you should be doing." Jake: "Everyday is a chance to learn. Everyday is a chance to get better. Everyday is a chance to try new shit and break new things and try something different." Jake: "100% if the problems you're facing have already been solved. Therefore, it is doable. So what are you gonna do about it?" Jake: "I made an oath: I will never hang up the phone and have that feeling again. I will always go for 15 seconds of discomfort to ask that tough question, as opposed to 25 minutes or an hour, hours of beating myself up later, just knowing that I left something on the table, knowing that I left my best possible performance on the table." You can learn more about Jake in the link below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 20 Jan 2023 | UNCRUSHED: The Power Of Connection And Community Toward Mental Health With Tim Clarke, Part 1 | 00:14:09 | |
CONNECTED. SOBER. UNCRUSHED. It’s another peak performance day, and in this episode, Jordan welcomes Tim Clarke, currently Senior Director for Product Marketing at Sprout Social Inc. Tim is also the Co-Founder and CEO of UNCrushed.org, a platform he built to raise awareness of the many mental health challenges faced and how people have overcome them. Tim will be sharing his own struggles and how he overcame them and will discuss the power of having a community to help you in those struggles. Find out more in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: TIM: FOCUS ON THE LIGHT, BUILD A COMMUNITY “We don't just focus on the darkness, we focus on the light, how have people found that path through what works for them, in the hope that we can build a community for people to connect with each other.” JORDAN: THE POWER OF COMMUNITY “I think there is so much power in community. We are tribal, as humans, and I think so frequently in sales, were taught, especially with this predominantly male workforce, to pound the chest to just push through it to continue to crush and not take any time to actually allow ourselves to step back to talk about the things that we struggle with.”
You can connect with Tim and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 29 Aug 2023 | Unpacking Leadership: Building Winning Cultures and Embracing Balance with Adam Jay (Part 1) | 00:09:54 | |
In this episode of Peak Performance Selling Podcast, host Jordan Benjamin chats with Adam Jay, a sales leader with a passion for creating winning cultures and developing leaders. Adam's journey, from growing up in a sales-driven family to his current role as VP of Sales at reprise, is filled with valuable insights. He shares how his dad's approach to sales taught him both valuable closing skills and lessons on what not to do. Adam emphasizes the importance of bouncing back from tough periods in sales, highlighting that one bad month doesn't define a career. He encourages celebrating all wins, no matter how small, and maintaining a positive outlook. He also introduces a unique approach to work-life balance, suggesting that work can wait till tomorrow and that personal time should be cherished. PEAK PERFORMANCE HIGHLIGHTS QUOTES Lessons from Upbringing: Balancing Success and Integrity - Adam Jay: "I learned how to close. I learned that sales can be rewarding financially, rewarding personally, but I also learned how not to treat people and how not to take that money and turn it into something negative." You can connect with Adam Jay through the link below. LinkedIn: https://www.linkedin.com/in/adambjay/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 01 Jun 2022 | Growth Mindset And Dealing With Imposter Syndrome with Hunter Baker | 00:35:12 | |
In this episode of the Peak Performance Selling podcast, Jordan talks to Hunter Baker. An experienced and empathetic sales leader herself, Hunter knows a thing or two about setting up a team for success and inevitably, helping them deal with failure as well. She also shares her struggles with imposter syndrome why having a growth mindset is the best way to overcome it. If you’re always looking forward to growth and learning, then failures are just mere learning opportunities. HIGHLIGHTS
QUOTES Hunter: "It's okay to not be great from day one. You're gonna shine in this area, or maybe this other person doesn't shine. I need a well-rounded team so you go shine in the areas where you're good. The other things will come and you don't need to worry about the imposter syndrome." Hunter: "Acknowledge the elephant in the room. Real or fabricated or whatever, it's important that you don't know it all, all of the time otherwise you stop learning. If you are the smartest person in the room, you should probably check yourself." Hunter: "If you don't let people jump off a cliff and fail, they won't learn anything. If they are already doing the job, they're ready for the next job, not the job that they're already doing." Hunter: "It all starts with hiring. If you hire the wrong people for what you're looking for, then you can't make someone who doesn't have that mindset into someone who has that mindset. It's one of those intangibles that you either have or don't." Hunter: "My value is building. Give me a project, give me a problem, and tell me to go figure it out, and I will do it 9 times out of 10. Probably not every time. But I need problems because I really like solving them and I get great satisfaction from that." You can connect with Hunter and her work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 24 Sep 2020 | Tiki Biswal | 00:40:59 | |
Key Talking Points of the Episode:
Key Milestones of the Episode: [02:18] How Tiki got into sales [05:33] What lessons has Tiki continued to use from his past sales job? [07:48] What qualities do folks who stand out in sales have? [09:36]What motivates Tiki? [13:52] Common challenges with folks who get into sales either new people or those that haven't cracked the code? [16:00] What are some of the similarities between top performers in sales and top performers in athletes? [18:07] Mental games: Who does Tiki do to keep himself motivated? [19:59] How does Tiki coach his team? [22:16] What does the valor coaching program entail? [24:56] What helps Tiki bounce back to his A-game after a bad quota? [29:23] Meaning of success to Tiki [30:29] Tiki goal-setting process [34:53]Does Tiki love winning or hate losing [37:11] Qualities of great leaders [38:57]How does Tiki build self-awareness? Key Quotes from the Episode: "Now I've tasted some success and I want to do it on a larger scale." "If someone is afraid of failing fast, they will not go get those experience and they're more likely to be tentative early on, which leads to reduced output and reduced experiences of what they're doing." "When work becomes all you're focused on, and you're all in on it. It's so easy to let your personal development and your health slide away." "It's a powerful thing to remember the good times. It's so easy to get stuck in this negative spiral of thoughts that can make it a harder hill to climb back to get to that level of performance that you're trying for." "Your language matters. Your thoughts matter and they impact each other. It's good to be aware of how your language is impacting the people that you're interacting with." Connect with Tiki Biswal on LinkedIn | |||
| 05 Aug 2022 | How to Bounce Back From a Bad Quarter with Scott Milener Part 2 | 00:10:07 | |
All sellers, even those at the very top of their organizations have their bad days. But what do you do when you have a bad quarter? Don’t fret, all is not lost. The only thing left to do is to bounce back. In this second of a four-part episode of the Peak Performance Podcast, Jordan continues his conversation with Scott Milener about life in the trenches as a top seller, sales leader, and eventually as the co-founder and CEO of his own company. HIGHLIGHTS
QUOTES Scott on the need to keep up in fast-paced markets: "You’ve got to expect change and improvement, not just be reactionary to it." Scott on why you might be having a bad quarter in sales: "The top and the middle of the funnel is kind of where the action is. Because if you have a decent product and a decent process, you're going to get a decent win rate at the bottom. So what did you do in the middle of the funnel?" You can connect with Scott and his work in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. LinkedIn - https://www.linkedin.com/in/jordanbenjamin/ Website - http://mycoreos.com/ Podcast - https://www.mycoreos.com/podcast Email - Jordan@MyCoreOS.com Twitter - https://twitter.com/jbenj09 | |||
| 17 Mar 2021 | Michelle Benfer, VP Sales North America, HubSpot | 00:36:29 | |
JB: How’d you get into sales? MB: I come from a sales family Mom was in sales working from home, BDR type role at home and in-office, hyper competitive always wanted to be #1. Saw her hustle and there was always a chance for jobs working in sales Dad had analytical background from finance Didn’t think she would get into sales, thought she would be a lawyer or politics, working for Kennedy’s in college First job out of college- Route 1 Automile in Boston- get away from waiting tables, try that out and then got the sales bug, commission check and being $$ motivated could quickly eclipse what her peers were making as college grads Got in Sales department at Harper’s Bazaar, Vogue and top women’s fashion magazines in NYC before transition to tech Family had a budget, we can’t afford this or that, if you want to buy XYZ, you’ve got to get a job 14 years old started working at McDonald’s & delivering the Boston Globe in her neighborhood Had to figure out how to make $$ and be in control of her own purchasing power Now $$ motivated is a lot different = sending kids to school, plan for retirement JB: Realizing this need for motivation in sales and drive to get to your ultimate goals. I’m always curious about when things don’t go your way in tough quarters, months & years. How did you handle that early days as IC? And now leading teams? MB: Bouncing back from tough times - IC early on, see you might miss and don’t have a path- lots of pipeline from scratch or your activity isn’t working That FEELS like Crippling anxiety and at times is paralyzing - whether in personal or professional life, some sort of paralyzing anxiety. This has happened as an IC, VP, Director Realize it’s a problem and What is the solution? Remove emotion and the EGO Look at this as a business problem Leverage people around me that do it well with their knowledge Seek out other top performers Mark Roberge - “top performers look at failure as an ITERATION NOT an Endpoint” #1 thing I’ve seen with resilient leaders, Failure is part of our everyday, maybe once a month/quarter. Sometimes failure is just not getting the most out of a day - if it’s not as productive as it can be - we are all here to continue to grow JB: Can you talk to us about routines or habits you have to perform at your best? MB: New role- calendar is chock full - has an EA to help out, but need to be playing Offense AND Defense with her calendar
Hard to build strategy and long-term planning in short, 1 hour blocks Yamini, CCO @ HubSpot - takes 1st day of the month off to decompress and have prep time
Every day 30-40 min walking dog with doggie crew every morning, chit chat, talk about life and say goodbye to kiddos
JB: You mentioned some things that surround your desk, the environment you create and you mentioned a poem from your grandmother. MB: Michelle’s the family historian - cultivates and curates family history - Found a poem typed by her Grandma who Michelle never met. Don’t Quit When things go wrong as they sometimes will When the road you're trudging seems all uphill When the funds are low and the depths are high And you want to smile but you have to sigh When care is pressing you down a bit, Rest if you must But Don’t You Quit! Resiliency, overcoming adversity, growth mindset, my family is really positive and optimistic people and they have definitely taken their lumps. We’ve always had this sense of resiliency and facing adversity with a positive attitude. JB: Knowing your core values and principles can help come back to those areas when times are tough. We talked a lot about mindset, attitude and beliefs. When did you realize attitude and belief was a critical part of sales and sales leadership? MB: Attitude- I had crippling anxiety, self doubt- Remove my ego from the problem solving and getting myself out of the way. Make is less about me and more about My Work - helped me improve my overall attitude Always want to iterate to reduce anxiety and improve myself and do that in a way that initiates change Mindset- working at AOL, Manager → Director, fellow manager had the BIGGEST deals one after another after another. How is this guy closing such bigger deals? He didn’t have Self limiting belief that it was a BIG DEAL Present the best solution and see it as possible She had Seed & Grow mentality which was a self-limiting belief New sellers come in and don’t have Self-limiting belief holding the line on the sale, discounting, ASP It’s really interesting to see how mindset plays into your sales game. Something she still works on, always looking to iterate and improve Always checking in on my mindset and my own self-limiting beliefs to see where I can iterate and improve even as my role changes. JB: Interesting to see how those fundamental mindsets of sellers can lead to performance in any industry, role, etc. Some resources and books that you’ve looked at throughout your career that have been instrumental in helping you build this belief system that leads to your success. MB: Books and resources - Worklife with Adam Grant podcast- what makes really great teams? Daily Show - psychological safety The Problem with All-stars- Great teams may have B players that make A Players better ScaleUp With Reid Hoffamn Tim Ferris Sometimes hot and cold - but focus on peak performance, what do people do to be their best selves? It’s all about my own Self-iteration JB: Talk to me about your other groups you connect with as a woman in sales. So many people that helped me as a seller were amazing women, I’m curious to hear more about how that has developed for you. MB: So much available now which she didn’t have any women in sales, women in business. Had to figure it out on her own and now she wants to Pay it forward! Revenue Collective - There are other people to learn from. Often thought where HubSpot is in our growth and where she is in her career, she has to learn from other larger companies; LinkedIn, Zoominfo, Google, Etc. You’re always learning. What’s working well? What’s not? She can also learn from folks that have much smaller orgs and teams Hearing challenges other people go through helps her rethink what is, isn’t working. Always learning and over the last 5-7 years of her career, separate Ego from her worklife, be a student of learning from others Women in sales, raising children, being a working professional, navigate working up the ladder Work life INTEGRATION These aren’t separate from what men work on, it’s just nice to have a separate space for women to connect. JB: With work/life and covid especially it’s been really tough on working moms. What have you found helpful with work life integration to show up for your teams and your home team/family as well? MB: Aunt who fell, that Michelle is healthcare proxy, had to go to hospital until 2AM. She had to help support her, you need to open space to be a human, Sometimes life just happens At a certain point you just have to realize Life Happens and we’re all humans We Work to Live, not always LIVE TO WORK Letting go and knowing you can take personal time as needed. Working at a company like HubSpot that allows you to take the personal time really helps, and is where people can help you pick it up The ebbs and flows of life just happen My colleagues know when kids lose a tooth, my dog barks and everyone knows We’ve all had to become more intimate with our colleagues as they have a view into our homes We all need to let our guard down and realize we have lives outside of work JB: It hasn’t been as acceptable in the past to show up fully to work. Many people have a work self and home self that are very different and makes it difficult to be fulfilled in work. Empathy comes up in sales a lot lately. What has led to a change in how we show up in sales? MB: Employee retention makes a big difference. Happy employees= more productive employees = happier customers = employee retention = bottom line impact Create a culture where employees bring their best selves to work First daughter 8 weeks off, 12 weeks off for 2nd - worked in the middle of it - was attending something the first week after having her daughter- had fear she would lose her job or progressing her career. I’ve been very lucky to work at companies that I know support my wellbeing and what my direct manager says to me and how they support me as well as the team around me As a woman and the only female leader, felt like the outlier where other people had to pick up her slack when she went on leaving Having leaders that say “we’ve got your back” Empathy and support You can have empathy but if you don’t pair that with support you’re in trouble JB: What are the qualities you look for in the best leaders you’ve spent time with? MB:
JB: Do you love winning or hate losing more? MB: This is a tough won, I enjoy winning and hates losing I hate losing more, that eats at me -- you can taste a win then on to the next one JB: What is your favorite interview question? MB: Where could you be better? Find someone with a growth mindset- the future for someone. Trying to get wisdom, tips and best practices. To hear someone working on their growth and where they are going. What are their gaps and how can she help create a plan or partner with them.
JB: Any tips or advice for folks moving into a leadership role? MB: Be a student of iteration, constantly learning and evolving. Looking at yourself leading a team and where you can do better. HOW WILL YOU CHECK ON THAT? Hold yourself accountable every 30 days, every quarter, bi-annual and annually moving towards your own personal growth, development and measuring it. Super helpful separating ego from work! A lot of anxiety came from taking it personally when work wasn’t going well. Sometimes it IS personal, other times may be rough business model or external factors. Removing the emotion/ego from solving a work problem has really helped my growth and development.
Links from the episode: Worklife with Adam Grant- what makes really great teams? Daily Show - psychological safety The Problem with All-stars- Great teams may have B players that make A Players better ScaleUp With Reid Hoffamn Tim Ferris Sometimes hot and cold - but focus on peak performance, what do people do to be their best selves? | |||
| 25 Jan 2024 | The Power of Self-Reflection and Emotional Intelligence in Sales ft. Orrin Webb Jr | 00:13:51 | |
In this episode of Peak Performance Selling Podcast, we revisit and dive deep into the conversation with our previous guest Orrin Webb Jr., a certified practitioner of the Myers Briggs Type Indicator and an expert in applied emotional intelligence. We delve into the transformative power of self-reflection and emotional intelligence in the world of sales. Orrin shares valuable insights and strategies for achieving sustainable peak performance. From building self-awareness through personality tests to developing morning routines that set the tone for success, Orrin provides actionable advice for sales professionals and leaders alike. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Orrin Webb through the link below. LinkedIn: https://www.linkedin.com/in/orrinwebb/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 28 Jul 2023 | The Power of Listening: Emotions and Success in Sales with Jared Robin (Part 4) | 00:10:04 | |
In this episode of the Peak Performance Selling Podcast, host Jordan Benjamin and Jared Robin, co-founder of RevGenius, delves into the mindset and strategies of successful salespeople and leaders. Jared emphasizes the importance of pushing through challenges while also being in tune with emotions and triggers. He shares his perspective on goal-setting and daily routines, choosing to focus on living life authentically and working hard. The discussion highlights the continuous learning process and how life experiences shape success in both personal and professional realms. Jared also shares his admiration for leaders who exhibit humility, kindness, and a clear direction. Finally, he defines success as finding happiness in the present moment and removing barriers that hinder joy and fulfillment.
PEAK PERFORMANCE HIGHLIGHTS Success Isn't a Milestone - Jared Robin: "Success isn't a milestone to get to; you're already there. It's removing all the garbage that's causing you from being happy today. Because I'll tell you what, you get to that milestone, you're the same person, maybe more money in your pocket, maybe a bigger house, maybe all that. And I'm not saying that's bad. I'm just saying success to me means being able to enjoy that fully, deeply." The Power of Listening to Yourself - Jared Robin: "Push through and learn, but also listen to yourself because when you push through and something bad happens, listen to how it makes you feel, the emotion that exudes. Ask why, why you're triggered and figure it out and trace it back and integrate it. Bad stuff will happen, but it's minimizing the impact on yourself and being easier on yourself that helps you persevere."
You can connect with Jared and check out his work in the links below: LinkedIn: https://www.linkedin.com/in/jaredrobin/ RevGenius: https://www.revgenius.com/
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ MyCoreOs.com: http://mycoreos.com/ Podcast: https://www.mycoreos.com/podcast Twitter: | |||
| 19 May 2021 | Finding Your Passion: Helping Purpose Driven Consumers | 00:46:01 | |
JB: Talk to us about your sales journey KP: Mom was a really successful sales rep - and had a similar outgoing personality to mom Gt into sales because it was way out of my comfort one Had this icky feeling towards slimy sales like the used car salesman Was a BDR at a software company Joined HubSpot, Loved it. Found my favorite part of the job was onboarding and training. I found this ability to move into the new realm but needed closing experience Joined the new (at the time) non-profit sales team at HubSpot which I felt like I hit the Jackpot! What gets me out of bed in the morning, I want to make the world a better place, but didn't have a specific mission I was attached to. So working across all different non-profits gave me perspective It gave me the ability to prescribe inbound marketing to these non-profits because it will work, HubSpot is the best tool to do it so I felt that I believed and could help the marketer dedicated to their cause! I did fine as a sales rep, but my passion was involved with Educating people and supporting people which led to a nice easy transition to iterate on the sales training program at HubSpot. Did 3-4 iterations over 3.5-4 years Working sometimes with 20,30,40 new hires every month. As the central person someone came to for when they joined Employee 180 when I started and was totally different company and I was wondering what was next Husband asked: What was it that you liked about this and being at HubSpot? I liked that the industry had the wind at it’s back! What was the next industry that had the wind at it’s back? It was Cannabis! I wasn’t into the growing and that stuff, but found a conference and learned about CBD Found there was a ton of mis-information, limited science and found opportunity to help people build a better understanding of how to use these products effectively Got an executive coach, defining my passion and my purpose. Came down to Technology and Doing Good. It came down to; make it easier for the purpose driven consumer to make informed purchasing decisions. JB: Quality and characteristics of best reps getting up to speed KP: Not saying things that you think you should say! When people can actually take the information in their language and make it their own is when they thrived. When people just tried to memorize it or say what they thought I wanted to hear it was obvious they weren’t speaking their own language Keeping a positive attitude, it can get really toxic really quickly if you go down the path of thinking negatively. It’s important to have those moments where you curse, punch a pillow and feel bad but then set a timer and jump back in and NOW WHAT AM I GOING TO DO? What is the next right thing I can do now?! I found Visualization being a really powerful tactic. My life now is what I visualized as a kid and I don’t know how but, wow do they work Setting an intention - as a sales rep with monthly quota- Here’s the $$ I’ll hit this month and do it 3 days, then put that to action and let go a little bit. Do the next right thing, take action and is where I saw reps thriving. JB:My dad would always say, “If you hold onto something too tightly you’ll kill it.” I love this thought of letting go a little bit. So much to be said for the WHY we are training you this way. Characteristics of a top trainer? KP: You’ve got to be a people person You’ve got to care about the people you’re helping and that’s the crux of it JB: It’s so critical to being that beacon of light for people when they join the organization to welcome them into the family. What do you do or see with reps who struggle to bounce back? KP: Hold onto it too tightly, you kill it is a great point from dad. Let’s stop stressing about that one tiny thing. How can we get up to the 10,000 foot level. I would go back to the basics really. Why am I here? What are some of your goals this month? What am I here to accomplish? I try not to sweat the small stuff. What I notice a lot of the time when I’m not growing, I’m trying to stay within my comfort zone. I’m a person that LOVES being in my comfort zone. The early part of my career I had no choice but to get out of my comfort zone. ONCE I GET HERE then I will be happy in my comfort zone. I tried but I wasn’t happy and didn’t grow. When I got back involved with my executive coach she asked, what am I doing to push myself? And that is what led me to get outside of my comfort zone and doing it a way following my intuition more which is really doing a good job of making it easy to present opportunities. Example: Find an excuse to reach out to my network, saw a program I wanted to reach out to and thought who was in my network as to if this is a good idea Should I do this Inner MBA thing or is it to woo woo? JB: It’s easy to do what someone else tells you what to do. To do what everyone else is doing. But to question yourself and see what you really want to do that will align with your beliefs and values is possible in today’s day and age. How does your coach help you with the mental game? Getting past the fear of getting a coach? KP: So funny how my mom and I have been following career paths that are similar. Went and saw my therapist for many years, but saw they were only for a certain part of my life and weren’t giving me the professional advice I needed. WENDY KAPLAN It was a leap to really invest in myself. She helped me understand my mental models of the world. Since I was 22 I knew there was something locked away in my brain that was untapped I realized I need to have my work and life integrated to drive my own happiness She helped me identify some of the mental models and realities I have assigned to my life. That’s one reality, that doesn’t mean the one mistake I made that stands out in my mind that may or may not be true and many that DON’T Serve me. I can choose to think of this other reality that has changed my life, my outlook and how I approach every day! We did a lot of, which I’m still figuring out is a Professional Mission Statement Why am I on this planet and what am I supposed to be doing professionally? I will and have to have a job that is aligned with my values. Selling Hubspot, worked and selling it to nonprofits had that alignment and I realized it’s important for me to sell the right thing. JB: Investing in yourself is such a powerful way to take control of your life. Our education system is built to create soldiers and employees. To take your own control and aligning your values is so powerful. KP: What I appreciate so much about my coach was having someone to talk to. I was able to blab for 10 minutes and she could boil it down to a sentence or two. It added so much clarity to the mush or extra stuff that was in my head and something I recommend to anyone. JB: InnerMBA, Wisdom 2.0 and Scott Schute. Talk to me about your intention for going into this InnerMBA program and what it’s about. KP: InnerMBA 9 month program from top businesses - Form Patagonia CEO, LinkedIn, Amazing faculty How can you bring the woo woo stuff into business to help employees in mental health and how might an organization use visualization, manifestation, intuition into the company to perform better. It’s beyond logic and reason. But over and over and over again we are seeing businesses do this and IT WORKS! I might be interested in starting another company, but I want this to be at the core of the business. I want people in the business that have similar beliefs but we can challenge each other with positive, non-judgemental, good intentions every day. One guy I love Mind Your Business Podcast, James Wedmore - came out of the woo woo closet and his business has explored This woo woo was at the center of it, they still follow logic and reasoning and business strategy and work their tails off, but they do it in a way that’s more WHOLE If I could build something anywhere near similar to Patagonia but the business has amazing strategy and does great for this world, that would be wow, amazing. JB:None of us have been trained how to live our own best life. This is where a coach and some personal, individual support can be so powerful. Top qualities in leaders? KP: Transparency is really big. It helps me know where to focus. If i know you’re having a tough day it helps me to know how to react. It evens the playing field so we can understand each other’s motivations. It enables clarity and alignment so everyone can know how we need to help each other and operate on the same team! Emotional Intelligence is HUGE - it’s involved with transparency. You need to be emotionally intelligent to call out what you’re feeling and read a room. A big one, I found recently, I appreciate leaders who are constantly learning and evolving their mental models! We look at leaders who we think they have it all figured out. I appreciate the leaders that acknowledge they don’t have it all figured out. And you showed me something else and I appreciate that I love leaders that are not afraid to look at someone less tenured or younger than them and learn from them. I think everybody has something to offer and I appreciate leaders that are open to that! JB: Love winning or hate losing? KP: Neither - grew up an athlete- I like winning but I like doing it as a team! Whether it’s a win or loss, it’s a human experience Society teaches us to avoid failure and I’ve recently doubled down on EMBRACING FAILURE because it will give me lessons and something to learn I like to win, I don’t like to lose but I like to do things that push me JB: What does success mean to you? KP: It means feeling like I’m fulfilled in every category of my life. It’s an iterative process, it’s going to change and ebb and flow. I think about my life in different categories, physical, mental health, am I learning new things? All of these categories need to be above a certain threshold. Success is I’m above this threshold and I’m feeling good and leaving this world in a better place than when I came into it. JB: @KaraBpotter | |||
| 02 Mar 2022 | Prioritizing Mental Health In Sales with Amy Hrehovcik | 00:48:21 | |
HIGHLIGHTS
QUOTES Amy: "I learned how to interpret feelings of discomfort differently very young. Not only did I learn how to interpret them differently, I learned how to seek them out and to measure my own performance that day based on if I went out of my comfort zone and then how far I went." Amy: "There is no such thing as aspiring to ice out only negative feelings. When you aspire to ice some of them out or not feel them, you ice them all away, little by little, year after year." Amy: "We can all relate to feeling harmed in the workplace. Sometimes, when we allow these arbitrary differences, our race, our gender, our location, our age, our sexual orientation, our able bodies, when we allow these arbitrary things to impede the conversation, it prevents us from seeing that shared humanity, that shared experience." Jordan: "We are all humans that are flawed, that have challenges and struggles and are doing the best with what we got. And we can accomplish so much more together than if we just try and run out on our own in our own tiny little silo as a whole." You can learn more about Amy in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 23 May 2023 | OWN YOUR LIFE: You Can Create The Future You Want with Ken Lundin, Part 1 | 00:12:35 | |
We romanticize the idea of how easy it is to make a million bucks. But we also have to understand the inherent risk and respecting that risk is what drives us to success. In this episode of Peak Performance Selling, Jordan sits with Ken Lundin, President of Ken Lundin & Associates and RevHeat. Ken shares a wealth of insights on building one's self back up again and creating your own space and energy as opposed to consuming what the world is giving you. He talks about avoiding the victim's mindset by adopting the right thoughts and keeping yourself in a positive headspace.
PEAK PERFORMANCE HIGHLIGHTS: KEN: THE BIGGEST SHIFT SALES AND SALES LEADERSHIP NEED TO MAKE TODAY “They'll say somebody owes me something or something should be given to me. But when you move from a victim's mindset and move into 'I'm going to exert 'all the control I can over the thing things that I can control and I'm not going to let those things I can't control influence my day or happiness.' It's a massive shift in your entire worldview.”
You can connect with Ken and check out her work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 11 Nov 2020 | Corey Beale | 00:34:29 | |
[01:52] How Corey got into sales [04:40]. Did Corey chart into the sales operations renewal management team by luck? [06:27] How Corey handled the fear of leaving a comfort zone and getting to a different territory [08:21] What qualities stand out in top performers that Corey has had a chance to work with? [09:42] Why is intellectual curiosity significant in sales, and how is Corey helping his team build intellectual curiosity? [12:29] What does Corey do for him to show up at his best every day? [15:08] How does Corey’s degree help him in leadership and sales? [17:43] How do Corey and his team bounce back after a tough month or quarter? [18:37] Corey’s goal-setting process [20:40] What changed for Corey when he transitioned from managing sellers to sales operations teams? [22:26] Thing Corey wishes he knew before becoming a manager [24:23What does success mean to Corey? [27:28] How much does Corey want his reps to achieve their targets? [29:47] Does Corey love winning or hate losing more? [30:33] Corey’s favorite interview question to ask people? [32:06] What qualities has Corey seen in leaders that he looks up to and admires? | |||
| 12 May 2023 | DRIVE SUCCESS: Build Healthy Habits and Set Boundaries with Partners with Sophie Salzman, Part 2 | 00:10:21 | |
In this episode of Peak Performance Selling, Jordan sits with Sophie Salzman to continue their conversation on how she stays consistent when it comes to sales performance and how others can possibly implement these in their routines too. Sophie talks about her practices when new features of the product are launched and how she stays transparent about not knowing everything about the new features. She also highlights the importance of taking care of one's self when in a sales role. PEAK PERFORMANCE HIGHLIGHTS: WHAT SOPHIE DOES WHEN NEW HUBSPOT FEATURES ROLL OUT “What I try to do is identify two or three features or tools that I can speak to so confidently and that can help me differentiate why xyz product is the right fit and not the other one. And then if they have a question I go, "Honestly, that's the beauty of HubSpot because there's so much you can do" based on what you need.” You can connect with Sophie and check out her work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 21 Nov 2023 | Sales Leadership and Authenticity: Building Peak Performance Teams with Ralph Barsi | 00:11:27 | |
In this episode of Peak Performance Selling Podcast, host Jordan Benjamin interviews Ralph Barsi, VP of Sales at Kahua, about the intersection of mental health, authenticity, and effective sales leadership. Ralph shares insights from his journey in sales development, emphasizing the significance of authenticity, self-awareness, and building peak performance teams. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Ralph Barsi through the link below. LinkedIn: https://www.linkedin.com/in/ralphbarsi/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 20 Apr 2022 | Stay True To Your Beliefs with Salman Mohiuddin | 00:43:51 | |
HIGHLIGHTS
QUOTES Salman: "One thing that my faith teaches me is that after every difficulty will come ease. With every difficulty comes ease. Meaning that, you're gonna go through some tough times, guaranteed. No matter who you are. You've been through it, I've been through it I'm sure, in our life. But there's gonna be light at the end of the tunnel." Salman: "If you do not have conviction and belief in what you're selling, if you don't believe that this is the best product in the market that you believe will solve your business challenges, customers will see value in it, if you don't truly have conviction and belief in what you're selling, you won't enjoy what you're doing, you won't be successful, and you won't be inspired to wake up every morning." Salman: "As I was learning more about the product, as I was sitting down with customers, I felt, I don't know if I'm completely sold on this product. I don't know if I believe in this product. I don't know if I have conviction in this product, in what I'm selling. And I realized I couldn't be successful, I didn't enjoy what I was doing." Salman: "Sales is about building a connection in some way. Sales is about uncovering business problems and helping solve them. And you don't need to chug down a couple of cold ones to do that." You can connect with Salman in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 28 Apr 2021 | Lessons on Leadership From Dad | 00:19:50 | |
He moved to boulder Colorado in the late 70s worked a few different odd jobs and then started working for Emergency Family Assistance Association a nonprofit organization helping less fortunate and homeless families, specifically in Boulder County around Boulder Colorado with food, shelter, transportation. He became the Executive Director running this nonprofit and also started a sister organization in the neighboring town of longmont where we grew up. Over those years he learned a ton. He probably wouldn't say he was the sharpest tool in the shed or a wacko from Waco I found this one really helpful as we think about ways to interact and ways to give really effective feedback that gets acted upon. To actually understand what are those true challenges and hopefully start to come up with some ideas or ways to solve them. But as I've seen many times, as I still struggle with there's opportunity to let that run rampant. There's opportunity to complain all the time, and so I continually need to remind myself how do I set that timer how do I set that space to say here is my space to be upset to be sad to be frustrated. So those are a couple quick, simple lessons on how to engage others that I learned from my dad. The other piece is around, how do you lead yourself how can you manage yourself to show up at your best. And the first one that you've heard me and many guests talk about really came from my grandma. But seeing your unique skills and abilities and how they can show up, to be humble. And it first starts. Because, then I can actually lead and start to empathize and understand other people, but I can't do that if I do not first start to empathize and understand and know myself. | |||
| 15 Aug 2023 | Resilience, Relationships, and Growth with Amelia Taylor (Part 1) | 00:11:30 | |
In this episode of Peak Performance Selling Podcast, host Jordan Benjamin interviews Amelia Taylor, a former college basketball player turned determined saleswoman and trusted advisor. Amelia's journey from sports to sales has taught her valuable lessons about resilience, mindset, and building authentic relationships. The episode delves into the importance of showing up, staying present, and maintaining a growth mindset in the ever-changing world of sales. Amelia emphasizes the significance of cultivating your personal brand, drawing from her own experiences to inspire others. She shares how mentors and positive influences have shaped her mindset and provided crucial support during challenging times. The conversation also highlights the emotional aspect of sales and the necessity of managing one's emotions to achieve peak performance. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Amelia Taylor through the link below. LinkedIn: https://www.linkedin.com/in/tayloramelia/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ MyCoreOs.com: http://mycoreos.com/ Podcast: https://www.mycoreos.com/podcast Twitter: https://twitter.com/jbenj09 | |||
| 13 Sep 2022 | How To Be A Better Leader with Katy McFee, Part 2 | 00:14:23 | |
The best and most effective leaders lead by example. Therefore, to bring out the best in people, you need to ensure that you are showing up in your best too. In this episode of the Peak Performance Selling podcast, Jordan and Katy continue their conversation about what it means to be a good leader and why it’s not always about increasing your productivity. Katy shares some essential tips on authentic listening and doing your best work by taking care of your own mental health and personal life as well.
HIGHLIGHTS
QUOTES Why authentic listening is a crucial skill for leaders, according to Katy: "Most people, they want to give advice. They're well-meaning. They're waiting to speak. One of the gifts that you can give someone is just authentically listening to them. Just listen to them without an agenda." Katy on mental health and productivity: "One of the realizations that I've had was that when I'm at my best cognitively, and when I'm at my best in terms of my mental state, I do better work. I'm more valuable to my clients and to the companies I work for."
You can connect with Katy and her work in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 26 May 2023 | THE RIGHT ATTRIBUTES: Learn More About Who You're Hiring with Ken Lundin, Part 2 | 00:09:57 | |
Sometimes we sell a position in our company too hard that we don't learn about the people we're working with. So we have to understand the "giving" mindset when hiring new sellers. In this episode of Peak Performance Selling, Jordan and Ken talk exactly about that and what other types of attributes to look out for during the interview. Ken also talks about the main things that one needs to do for himself to continue showing up for work and perform consistently. He gives us the idea of work-life alignment instead of looking for some sort of balance between work and play.
PEAK PERFORMANCE HIGHLIGHTS: KEN: HAVE A STRUCTURED PROCESS FOR HIRING “I think it's really important to have non-negotiables that are not on the job description. As an example, I want somebody that can show that they can be a student and a teacher in the exact same conversation. There's a moment when I want to see that they want to learn what I'm talking about and there's a moment when they have a chance to show me their expertise.”
You can connect with Ken and check out her work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 07 Jul 2023 | The Power of Video in Sales: Overcoming Limiting Beliefs and Generating Results with Todd Hartley, Part 2 | 00:11:55 | |
In this episode of the Peak Performance Selling Podcast, Jordan Benjamin interviews Todd Hartley, the founder and CEO of WireBuzz, on the transformative potential of using video in sales. They discuss Todd's personal experience of overcoming challenges and delivering training with gauze on his face, the common limiting beliefs surrounding video adoption, and the remarkable results achieved by companies that have embraced video strategies. Todd shares success stories and emphasizes the importance of human connection in a remote selling environment. He also provides insights into attention-hacking techniques and eliminating confusion in the sales process. Don't miss this informative conversation that will inspire you to leverage the power of video in your sales efforts.
PEAK PERFORMANCE HIGHLIGHTS Overcoming Limiting Beliefs: Putting Others Before Vanity - Todd Hartley: "My wife said to me, dude, is this about your vanity or is this about serving other people? And then before I knew it, I did my training that entire summer. With gauze all over my face for Tony Robbins as if I was Bozo the clown and the end result, I was so insecure about doing it, but the end result is like a magnet. His teams loved me because I put them before my need to look a certain way." The Impact of Video Adoption on Sales Results - Todd Hartley: “Before Jordan and I hit record, I was telling him a story about a client that I was training on a yacht. And then he had me train his entire company. And then the company, I trained all their salespeople all over the world on four different live zoom events for different time zones. At the end of the next quarter, their revenue went up 31% and they generated an additional 119 million in sales using my strategies. Then, for which is bananas.”
You can connect with Todd and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 23 Dec 2022 | ANATOMY OF A LEADER: Sales Leadership Fundamentals With David Barron, Part 4 | 00:15:25 | |
WHAT DOES IT TAKE TO BE A LEADER? It’s the 4th and final installment of David Barron’s series. In this episode, David talks about the fundamentals of leadership such as what’s his biggest failure, what traits should a leader have, what is success for him, and many more. Tune in to find out more about David’s insights in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: DAVID: BIGGEST FAILURE? “I've had people ask me, like, what's your biggest failure? And like, I honestly can't remember them because I don't think in those terms, I think of input to output, and was the output something positive or negative? And if it was negative, what is the way to fix this the next time I have this in this input to change that.” DAVID: TRAITS OF A LEADER “As I become a leader at HubSpot, I realized how vital it is to just like, keep pounding the table on the strategy and the mission and the strategy and the mission, and this is what we're doing, and this is how we focus around that. Because I think that's really how you get folks to buy in.” DAVID: WHAT IS SUCCESS? “The context I guess I would give is like, I like being super uncomfortable. And learning and doing new things. And so for me, like, that's kind of my passion. And like, what gives me energy and Success for me is like, getting into places or parts of the organization that are outside of my comfort zone and like making that project successful.”
Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!
You can connect with David and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 04 Jan 2024 | Mastering Sales: Timeless Wisdom, Mindset, and Sustainable Growth with Tom Alaimo | 00:11:37 | |
In this episode of Peak Performance Selling Podcast, we revisit and dive deep into the world of successful selling strategies with guest Tom Alaimo. Tom and Jordan explore the foundational aspects of successful selling beyond sales tactics, emphasizing the significance of mindset development, timeless wisdom from classic books, and the continuous process of learning and growth. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Tom Alaimo through the link below. LinkedIn: https://www.linkedin.com/in/tomalaimo/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 22 Nov 2022 | Battling Mental Health Problems By Building Trust In The Organization with Jeff Riseley, Part 3 | 00:10:30 | |
Jeff Riseley is back and he discusses the importance of trust in sales teams and how companies can improve their mental health and performance. He also talks about some of the challenges that companies face in terms of effective mental health and how to overcome them. Jeff also discusses how the brain is naturally built to be on guard, and how this affects the way sales is structured.
HIGHLIGHTS: JEFF: His mission to help people experience mental health problems "If I can help that one person who might not be sleeping, or dealing with a panic attack, panic attack, or even give just one person a little bit of hope, my attention is all focused on serving them. So I'm lucky that I get to do this on a daily basis, and I genuinely get a lot of motivation from helping people pass that.” JEFF: The importance of trust in sales and organizations "It's only when we're in environments and we're in situations when we can drop that guard to feel safe, and it really comes down to do I trust the people that I'm working with on a daily basis to have them have my best interests at heart. Because only when we're in a trusting situation. Well, that middle part of the brain that's on guard, shut down and say here creativity and logic, go do your amazing things like close up a big deal or learn that objection handle or do all of these cool things that we need to do as humans to thrive.”
You can connect with Jeff and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 14 Jul 2023 | The Power of Video in Sales: The Art of Bouncing Back, Part 4 | 00:12:42 | |
In this episode of the Peak Performance Selling Podcast, Jordan Benjamin and Todd Hartley, the founder and CEO of WireBuzz, discuss valuable insights on bouncing back from setbacks in sales. He emphasizes the importance of managing the story we tell ourselves during difficult times and how transparency and humility can help regain trust and resolve issues with clients. Todd also discusses the significance of having a clear vision as a leader and setting high standards to motivate the team. He highlights the power of reframing our internal narrative and embracing challenges as opportunities for growth and future success. The episode concludes with Todd's morning routine and his perspective on success as a result of serving others.
PEAK PERFORMANCE HIGHLIGHTS Embracing Transparency and Humility - Todd Hartley: “Well, I managed the story that I'm telling inside my head. I manage it. So instead of beating myself up... I've screwed up and I learned how to screw up when I was a waiter. His waiter screws up all night and you learn the trick of... walking right out and kneeling down below the guests. Now you've humbled yourself. You're going to do this with a client. You better. Later, I kneel down below them and say, I want to let you know that, um, here's the mistake I made. The correction is being made right now and we'll be out shortly. But in the meantime, party, see, I told him the problem. I fessed up, then I let them know the solution that's already in action. Then what do I do next? In the meantime, is there anything I can get you from the bar? That'll make you more comfortable while we're waiting... So use it to your advantage. And every time I've done it, it's worked out really well. So I humble myself, I fall on the sword, I solve the problem and I move forward and I concentrate on it not happening again for that person.” The Power of Reframing Our Internal Narrative - Jordan Benjamin: “I love that thought about what's the story that I'm telling myself because I feel like... So many times people are like, Oh, like someone's talking to themselves or there's a story going on in their head... It is such a cool way to think about how you reframe and retell that story to yourself. And realize we actually have some control over that.” You can connect with Todd and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 24 Jan 2023 | EVENTS OF OUR LIVES: Events Of Inclusivity, Grief, And Healing With Tim Clarke, Part 2 | 00:09:34 | |
WHAT DOES MEAN TO BE “INCLUDED”? Jordan is back with Tim Clarke, and in this episode, they will talk about events and valuing other things than just work. Tim emphasizes the importance of creating events that are inclusive and engaging while avoiding the same types of events that are repeated over and over. He and Jordan also share some personal experiences where they learned that there are other things more important than just work. Find out more in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: TIM: BE AN INCLUSIVE LEADER “Recognizing that you might have some people in your team that may be struggling, maybe you're in recovery, may or may not want to come forward and talk about that. So if you really want to be a great manager and a great leader and be inclusive, maybe, take some advice on some of those options I just ran through”
You can connect with Tim and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 09 Dec 2022 | I’M HERE TO HELP: The Seller’s Role As Decision Coach To Buyers - Jeffrey Lipsius, Part 4 | 00:09:09 | |
“LOOKS LIKE YOU NEED SOME HELP” It’s our final round with Jeffrey Lipsius and we are set to close this series with great insight. Jeffrey discusses the importance of taking the role of a coach as a seller, a coach helping buyers come up with the best decision. Make sure to tune in until the end of the episode as Jeff will be sharing his own definition of success, only here in the latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: JEFFREY: The seller is the buyer’s decision coach “ A salesperson is a customer's decision coach, and the salesperson is talking to a customer if that customer has self-doubt, that's the first thing the salesperson has to deal with, are you going to get a lower quality decision” JEFFREY: Success is a feeling, YOU are a success. “Success is a feeling. You feel successful, regardless of external circumstances, and it could mean, we were a success. When we took our first breath, we became very successful, that was the most successful thing we did is take the first breath and do our first Wan. After that, everything is secondary.”
You can connect with Jeffrey and check out his work in the links below: Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point
Don’t miss Parts 1 to 3 of this amazing series and watch out for the next ones!
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 12 Sep 2023 | Sales Onboarding and Building Trust: Strategies for Success with Jake Dunlap (Part 1) | 00:12:55 | |
In this episode of Peak Performance Selling Podcast, host Jordan Benjamin welcomes Jake Dunlap, an expert in building sustainable sales models and processes. Jake shares insights from his extensive career, including valuable lessons that have shaped his sales journey. He emphasizes the importance of following sales processes and how he learned this lesson early in his career. Jake also discusses the significance of investing in training and onboarding, especially when transitioning new leaders into organizations. A key theme throughout the episode is building trust in sales leadership. Jake highlights the role of consistency, empathy, and active listening in establishing and maintaining trust. He emphasizes that trust is something to be consistently nurtured as it can be easily lost. Sales professionals and leaders will find valuable strategies for onboarding, training, and building trust in this engaging conversation. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Jake Dunlap through the link below. LinkedIn: https://www.linkedin.com/in/jakedunlap/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 11 Apr 2023 | SURF & SALES: How Scott Leese Surfed His Way to Sales and Solopreneurship, Part 1 | 00:10:14 | |
In this episode of the Peak Performance Selling Podcast, Jordan welcomes Scott Leese, a successful sales leader, and solopreneur. They discuss Scott's background in sales, his transition to being a solopreneur, and the importance of having a support system. Scott also shares how his experience as an athlete helped him in sales and the importance of dealing with failure and staying disciplined. Learn more about Scott in this latest episode of Peak Performance Selling.
SCOTT LEESE: BET ON YOURSELF AND TAKE RISKS “I just started betting on myself, and what I mean by that is I started taking big risks, I get a company to a certain level, and then I'd leave and go do it again.” “You're isolated, you win, you lose all alone, and that part gets a little taxing at times, but you have a good support system around you, and one of the reasons to build community and have a good network, and I take advantage of that and lean on them quite a bit.”
You can connect with Scott and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 26 May 2021 | Failing Forward, Lessons on Sales Leadership | 00:40:58 | |
JB: How’d you get into sales?
RS: Always fun to reflect on how you got here as you extrapolate out your career When I finished school- got a shiny piece of paper and asked Now what? You feel proud, excited, that you have enough and pretty quickly can become deflated trying to get your career started I probably sent out hundreds of applications - had the fortunate timing graduating in 2008 during the recession I figured out how to learn different skills Traveled for almost 2 years after school, I found work, worked in Nicaragua for a few months teaching econ and learning Spanish I remember calling my bank to check my balance and told me I had $25 left, I was PUMPED! I had $25 to start my career journey, a lot of problem solving and skills I learned from traveling on how to get from here to there. Grew up in New Hampshire and had a friend hiring for a sales role selling merchant accounts I had no idea what I was getting into, day 2/3 I knew it wasn’t the job for me but decided, If I’m in this I need to figure out how to be GREAT at something. So I stayed there for 1.5 years. I figured how to connect with the customers, the flow of a sales call. I would set goals for myself to see how quickly I could close the deals It wasn’t the most sophisticated sale but I decided I wanted to gain a higher degree of mastery Reached out to Forrester research - some of the best experiences of my early sales career- Thrown into the deep end with tech buyers who had been purchasing tech & research for decades! Thought I knew what I was doing as this junior guy and I stumbled my first few months Had a great leader who was a great motivator and great coach, Michelle Allen Put me into an underperforming territory of Chicago and she bet on me to turn it around! Ended up #1 in the company in sales, got to fly private with the CEO Could see the impact I had on businesses, thought it was amazing and wanted to see what’s next?! Heard about HubSpot and never had any research on them, but hadn’t been covering the market for HubSpot Found a friend as a recruiter at HubSpot, wanted to learn SaaS and engage with these higher level buyers, and follow a great leadership team. It gave me an opportunity to learn something new and I was struggling my first 4-5 months and I couldn’t figure out why? Why aren’t my playbooks that had worked time and time again working, I realized I needed to be open to learning and bringing my history with me. Don’t just bring your old playbooks but look to learn and be curious. A lot of great people from HubSpot alumni are doing great things NOW! Was able to step into my time as a leader at HubSpot, you think you’re taking off in your career and you stumble and fall, but hope to FAIL FORWARD. When I first stepped into leadership it was incredibly humbling, you have to stop and reflect, What am I doing right? What am I doing wrong? How can I reach out to peers and mentors to improve and find guidance? VirtueDen- reached out to build their go to market, 2 guys with an awesome tool that didn’t have a big sales background. I love building things. I love figuring out how to get from here to there! Got to dive into the inner working of the machine which opened up the Compass opportunity, it’s adding all of these pieces together from my past experience. Going from how customer learn shop and buy to align in an industry I haven’t worked in before. Connect with people across the entire organization, each new role is more challenging than the last and has been great, great to celebrate heading into the public market with the team of course.
JB: What an awesome sales journey over multiple years with the past view into being a young grad and traveling that all culminates to give you a unique perspective on leadership. Multiple times struggling and failing forward with new challenges each time.
RS: I'm so grateful for the experience. There’s nothing to make a career easy. A Career is a hard thing to build I remember Mike Volpe coming in saying “ when you look back at your career it’s going to look like this steady up and to the right, but when you’re in it it’s going to feel like a staircase” You figure something out you go up, and plateau a bit, then do it again It’s so hard to wrap your head around when you’re in the trenches everyday. It’s really important that you don’t give up on yourself, developing yourself and leaning into being better everyday because it compounds.
JB: Compounding tiny changes is so powerful over a career to move into a leadership role. Everyone is making things up every day along the way you need to be open to learning, to feedback to continually improve. So much motivation and inspiration
RS: Hitting quota for the month/year, the great note from your manager are all so fleeting It can be exhausting to reach for those milestones. Reaching for those milestones is important, it’s a part of it but there has to be more, you won’t find joy/pleasure if you’re just shooting for the number.milestones it will lead to burnout
JB: How do you think about setting goals and defining the bigger goals?
RS: Every year at the start of the year around Christmas to the start of January I take 2 weeks off, totally disconnect and spend time with family. I take that time to reflect, used to journal now on apple notes I focus on the bigger things, more macro level and step back because one bad day shouldn’t get me down Example: Buy a new house this year. Read x numbers of books in a year. Then I can take my next step to find books and then they sit next to bed and I read them throughout the year Personal goal setting is super helpful The business stuff will come through the cadence of the specific organization and understand the Northstar to understand WHY I’m doing the specific things everyday If you miss out on WHY you’re doing the calls, the emails, etc. Your customers also get a terrible experience when you don’t think about the why. You miss out on the ability to slow down to think “why am I sending this message to this person at this time?” It takes the connectivity between the end goal and the day to day activities that don’t feel transactional
JB: Everyone will have their own unique system that works for them. You mentioned setting goals but struggling many different times. How do you bounce back from the tough months/weeks?
RS: “I can accept failure, I can’t accept not trying” - Michael Jordan The failure piece is bound to happen! Did Fail Fast Fridays at Compass for a year to share the things that we failed on over video that would be highlighted. You have to be of the mindset, especially if you’re doing something new, you’re going to fail and if you’re uncomfortable trying new things or something, you get stuck there more than anything! For me, I tend to not take myself too seriously, if you get overly caught up in the emotion of the outcome you’re aiming for. You become reactive vs. proactive- as soon as you get reactive, you are dooming your future because you stop focusing on pipeline creation while you are too nervous about closing If you’re working for leaders where they are emotional to all of the reactions and make decisions from an emotional state vs. what are our options to refine to a better path/outcome next month or quarter. You can work for those leaders that make decisions objectively I want to know I’m going to show up to the same person everyday whether the business is running well or not and be in a safe spot where I try to be a steady northstar.
JB: How do you manage yourself daily? What practices do you have?
Exercise is a good thing. I would always go to the gym on my travels or in the morning. Last year I was reeling a bit through the pandemic. Was in Boston in Q2 and couldn’t do that normal routine. This last year was tough. Are you just going to grip the wheel and grind it out or look for something new? Typically it was running, cycling and some weights stuff. I ended up getting into yoga over the last year. Going into a classroom doing yoga wasn’t going to be possible in 2020. In the past I was doing long runs, trail runs, century rides and I would mix in yoga. But I forgot about the mental piece as much as the physical stuff is really centering. You forget everything around you when you’re in it. I would wake up early AM, roll out the yoga mat and go to the office and take a long walk 40 mins to the office. Then I’ve been looking for new hobbies to occupy my mind and separate me from work. Reading. Got into fly fishing and I’m terrible, getting caught up everywhere and LOVING IT. I’ve added 2 new things of Yoga and Fly fishing to my routine this year that have helped.
JB: I’ve talked to a lot of people that have been struggling, burned out, gripping the wheel tighter and still haven’t found the ability to find something new and get past the first few challenges where you find new opportunities and leverage a growth mindset to find the best in what’s going on now. The first key to mental health is physical health. It’s really challenging to have mental health if you don’t take care of your physical health. Talk to us about some of the Top qualities in Reps?
RS: How do you find the common denominator? Lots of people go to Grit and tenacity, persistence and those things matter. But there are some unique qualities you find. The best reps tend to be incredible educators. It’s hard to test for when interviewing. When you sell a product it’s important to know how to help people learn the product and go through the process. The folks that are excellent at educating the process and the why it matters of the product, tend to do very well. They will get you 80% of the way there, still need to drive urgency, can talk Sandler & Challenger and all these things. If it’s confusing for your buyer to understand the process for evaluating and WHY this purchase matters to them, you’ll lose every single time.
JB: Love winning or hate losing more?
RS: Never been asked this question, heard it many times and never able to just answer it. I love winning more than I hate losing, it’s rooted in my belief that losses are an opportunity to win next time. You may have taken my pawn, but we still have an entire game left.
JB: Top qualities in leaders
RS: Great coach, I want to learn from whoever I work with. Teach me how to do what you’re doing and help me be better than who I was starting today. I want to know they’re invested in me.
JB: How do you be a great coach?
RS: They need to know you’re authentic. New manager goes right to call shadow and giving feedback. If there isn’t a consistent culture of feedback across the team. Feedback can start to feel punitive. You have to create an environment of learning across the team before you push into coaching. Maybe bringing the team together to talk about what it means to inspire this culture of feedback, who you want to be and your investment in helping them. You need a starting point to initiate the coaching. It can’t just happen every now and then, it needs to be consistent. Continue, start, stop doing. Build a framework to make it easy to receive. When you inspire those things across the team, I’m always getting feedback, everyone is getting it and still working here! It’s an investment in me and my future
JB: To see coaching as an investment in myself and my future self. Learning how to get from here to there. All of these experiences help you go from where you are today and where you’re headed.
RS: Instagram @Rpspillla | |||
| 19 Jan 2022 | Master Your Own Mind with Gerhard Gschwandnter | 00:41:36 | |
HIGHLIGHTS
QUOTES Gerhard: "We cannot really claim that we are very smart, we are just the recipients of the kindness of other people. I think we have an obligation to share it with others because everything that's in our brain has been fed to us through the minds of other people. " Gerhard: "It's the thought that created the feeling, not the other way around. So when you write your thoughts down and let's say, you make a cold call and somebody slams the phone on you, and you say, I'm an idiot, I'm worthless, I feel bad, selling sucks, cold calling is dead and all those things, then you divide a piece of paper in two parts. On the left side, all the automatic negative thoughts. And then you force yourself to come up with the positive and realistic equivalent. And what happens when you complete the exercise, when you complete the right-hand side, you're back to your normal self. you have a mindset reset." Gerhard: "By observing your thoughts, you observe the pattern, you recognize the pattern. Then the next time a negative thought comes in, you can transform it." Gerhard: "You are operating right now only at about 40 or 50% of your capacities. You have a lot more in the tank and what's holding you back is the belief system." Gerhard: "As a salesperson, you got to believe in yourself. You got to believe in your product. You got to believe in your capacity and your skills to make it happen, to make quota. And you got to believe that the customer has the desire to buy otherwise you're cooked. If you negatively predict the outcome of a sales conversation, you're cooked. You're not gonna be able to sell.” Gerhard: "I think that peak performers don't get in a jam. They reframe experiences in a positive way. They start their day with a good morning routine. Some people actually spend 5 or 10 minutes writing down what my ideal day would look like if I could control everything." You can learn more about Gerhard in the link below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 16 Feb 2022 | How to Lead SDRs with Ralph Barsi | 00:40:58 | |
HIGHLIGHTS
QUOTES Ralph: "It's really important for sales people to still be cognizant of the job at hand and the outcome that we, together, want to achieve. So it's important to still be yourself, be authentic, but also mirror and match that prospects and mirror and match the marketplace that you're selling in." Ralph: "Why are you so focused on a year from now, year and a half from now, ten years from now when you're retired etc., be with us here and now and give us everything you got right now and it'll pay off in spades." Ralph: "Talk to them like you would talk to people. Have a heart and use your ears to just kind of hear them out, hear what's going on, to see if you can help them find some light. Sometimes it's just in that very moment and they're back on track." Ralph: "You shouldn't try to pursue opportunities. I think you need to switch gears in your head and work to attract opportunities. And they'll start to surface all over the place when you switch gears like that." You can learn more about Ralph in the links below.
RESOURCES
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| 18 Apr 2023 | SELF-AWARENESS: Playing Through Your Strengths and Improving Weaknesses with Scott Leese, Part 3 | 00:11:59 | |
In this episode of Peak Performance Selling, Jordan sits back with Scott Leese to talk about the common struggles of moving through a career journey from being a rep, to a manager, and to a director role. He talks about how having a Psychology degree and a Religious Studies minor essentially helped him coach, teach, and lead teams and different individuals in business. Scott also shares his insights on helping reps understand the whys of certain processes instead of just plainly saying, "do this." PEAK PERFORMANCE HIGHLIGHTS: SCOTT: THINGS THAT FEEL EASY TO YOU ARE NOT THAT WAY WITH OTHERS “You have to summon this superhuman amount of patience and find ways to simplify things even more than you think you have to simplify them in order to teach somebody and work with them until it finally clicks.” You can connect with Scott and check out his work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. | |||
| 24 Mar 2023 | NEW DOORS: The Power and Value of Trying New Things with Brent Keltner, Part 4 | 00:10:37 | |
NEW ADVENTURES ARE THE BEST PATHS TO TAKE In this episode, Jordan continues his conversation with Brent Keltner, who emphasizes being open to trying new things and opportunities. Brent shares his experience of writing a book and how he learned from his book coach that writing with narratives and stories is more engaging for the reader. He emphasizes the importance of having a mentor and being open to learning from them. Jordan and Brent discuss the importance of committing to practice and being open to new experiences, and at the end of the episode, Brent shares where listeners can find and follow him, and Jordan encourages listeners to share the podcast with others and leave a review.
PEAK PERFORMANCE HIGHLIGHTS: JORDAN: BE OPEN TO TRY NEW THINGS “You don't have to quit your job. You don't have to go for something totally different. But how do you put yourself in a different mindset? How do you challenge yourself and say, I might fall at this, I might fail completely. And that's okay. Because we're going to learn, we're going to grow, and we're going to have new skills at the end of it that we didn't have coming into it at the start.” BRENT: DEFINITION OF SUCCESS “I'm a Christian. So there's only one measure of success. I have a relationship with God that I want to bring into the world, and what I love about the direction of the book and the company is authenticity; it's a Christian value, that we serve each other. And so the idea of bringing that into business practice, I'm a very competitive dude, to be able to bring those into alignment is pretty powerful to me to say I'm doing something.”
You can connect with Brent and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 24 Aug 2023 | The Power of Resilience in Sales: Learning from Loss and Embracing Growth with Amelia Taylor (Part 4) | 00:09:26 | |
In this episode of Peak Performance Selling Podcast, host Jordan Benjamin engages in a conversation with guest Amelia Taylor. They delve into various topics related to achieving peak performance in sales. Amelia emphasizes the importance of simple frameworks and planting seeds for future growth. She discusses the value of embracing seemingly goofy thoughts and allowing them to evolve into powerful motivators. One such concept she discusses is "Think like a waffle," which signifies a resilient and adaptable approach to sales. Both Jordan and Amelia stress the significance of maintaining a strong mental framework to navigate the ups and downs in sales. They highlight the role of mindset in shaping reactions to challenges and setbacks. Amelia shares her experience of being a part of the "Girls Who Sell" community, emphasizing the importance of networking and seeking out mentors for personal and professional growth. She encourages women in sales to set high goals, execute consistently, and build a supportive network of like-minded individuals. Throughout the conversation, Amelia emphasizes that success is a dynamic concept. She defines success as winning the day in front of you and continually striving to improve. Amelia suggests that success involves recognizing where you are, choosing your mindset, and setting a path for growth. PEAK PERFORMANCE HIGHLIGHTS QUOTES Embracing Loss as an Opportunity for Growth - Amelia Taylor: "Losing in sales or losing things in life is the opportunity for growth. So you look at the losing aspect of things and you think I can either literally sit in my own, like just sadness and just woe is me, poor pitiful me, or just challenge it, challenge the loss, challenge yourself to say, like, I'm losing right now, but I'm better than losing. So I'm not going to lose. I'm better than that. So go find your winds. 'Cause the winds are out there." Success as Daily Progress and Mindset - Amelia Taylor: "Success is just winning the day in front of you. Success is me saying at the end of the day, I did better than I did yesterday. Or it's also saying I can do better tomorrow if I had to, if I just take a step back today to learn how to be better for tomorrow... I get to choose what my mindset is at the end of the day. I get to choose if I'm going to be better the next day or if I'm going to go, what are the choices? Totally yours, you know, 100%." You can connect with Amelia Taylor through the link below. LinkedIn: https://www.linkedin.com/in/tayloramelia/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 25 Apr 2023 | PEOPLE LEADERSHIP: Finding Energy in Leadership Dynamics with Kelly Brooks, Part 1 | 00:10:17 | |
In this episode of Peak Performance Selling, Jordan is joined by Kelly Brooks to talk about her time starting out as a small business sales manager, eventually leading her own team, and also moving to the enablement side of the business. She shares about her time in Apple and how it shaped her as a leader. Kelly talks about finding more energy going to work and how she started getting more and more interested in the leadership dynamics that shaped such a positive work environment.
PEAK PERFORMANCE HIGHLIGHTS: KELLY: BEING WITH THE TEAM SHOULDER-TO-SHOULDER “Coming in, I'd never sold software, I was too new to the industry. But what I've learned, someone told me very early on like, 'You just have to be an inch in front of them.' I worked my tail especially that first year of just learning, absorbing, and figuring out who's the who and I'm really proud of the way it came together.” You can connect with Kelly and check out her work in the links below: If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter | |||
| 05 Dec 2023 | Thrive: Unleashing Women's Peak Performance in Sales with Cynthia Barnes | 00:08:26 | |
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Cynthia Barnes—an influential figure in sales, the founder of the National Association of Women Sales Professionals (NAWSP), a prominent advocate for empowering women in sales, and a distinguished keynote speaker. Cynthia generously shares insights into her distinctive strategies, discussing their impact on setting empowering goals, overcoming self-limiting beliefs, and cultivating a mindset centered on personal sufficiency in the field of sales. PEAK PERFORMANCE HIGHLIGHTS QUOTES
You can connect with Cynthia Barnes through the link below. LinkedIn: https://www.linkedin.com/in/cynthiabarnes/ If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ | |||
| 05 Jan 2022 | Effective Remote Sales Leadership with Adam Jay | 00:36:46 | |
HIGHLIGHTS
QUOTES Adam: “Embrace it, embrace working from home. There's nothing wrong with the dog barking in the background. There's nothing wrong with the kid walking in the room. You don't have to say I'm sorry.” Adam: "To be a good leader, being a top performing rep, sure, that's part of it. And maybe I could argue that you could be an average performing rep and still be a great leader. Are you coaching people? Are you guiding people? Are you hauling? Are you willing to help and share your ideas? All of that is what makes a good leader, not just being a top performing rep.” Adam: "You're putting your financial growth, your paycheck in the hands of other people. And I think that to do it the right way, you have to have the mindset of number one, I'm not doing this for the money. I'm doing this because I love to coach. I love to develop, I love to help people. And you'll find your good leaders do that before they're leaders." Adam: "You have to have diverse teams. And it's not because we have to check this box of DEI and like, you know, all that good stuff. You want your team to represent your customers that you're selling to, number one, which I think is important. But more importantly, you want folks who bring different perspectives, who come from different walks of life, who have different backgrounds, different boundaries, different beliefs, who look differently, talk differently, believe in different things, eat different foods, whatever it happens to be." You can learn more about Adam in the link below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 06 Oct 2021 | Helping New and Struggling Sellers Close More Deals with Donald C Kelly | 00:46:55 | |
HIGHLIGHTS 03:01 A family of entrepreneurs inspired Donald to be successful at sales 09:08 Let go of limiting beliefs and take a chance because you can do it 15:17 Imposing your beliefs takes away agency from the buyer 16:56 Repetitive negative thoughts make you behave like it's true 23:38 Create your vision board and keep the dream alive 26:05 Goal-setting creates accountability and Donald's routine 33:31 Bouncing back after setbacks: Aim to beat who you were yesterday 38:04 There are no bad days, just bad moments 41:10 Good leaders inspire others 43:34 Embrace winning and enjoy moments of victory 45:26 Connect with Donald QUOTES 11:40 "The secret is that I found that I want to pass on to my son? Is that Oz is not who we think he is because all these big individuals and big companies, they have the same problems that little individuals have." 12:06 "If there's something you want to do, you are totally qualified to do it because people who are going to do it, they more than likely are probably not qualified for it. It's just that they took an opportunity and took a chance." 17:45 "If you're taking in that data and giving it to yourself that I never could close, this just never works out for me, I never can get past the demo phase, then you're repeating that negative thoughts over and over multiple days in a row, it becomes true." 21:07 "When you think positive, it does something to your brain that then leads to the belief that then leads to the action and the habits start to come from that action." 34:33 "What I try to strive to do is to look for how can I make it that I'm going to outperform my yesterday? How can I beat what I did yesterday?" 39:29 "You could have somebody, that one moment with somebody, that rejects you or your company, it doesn't mean that everybody else is going to do that, so I need to be able to isolate that one incident and not allow it cause a catastrophic impact on my sales quarter for the month." You can learn more and follow Donald on the following links below.
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 03 Mar 2023 | BREAK THE CHAIN: Breaking the Barriers of Limiting Beliefs with Donald C Kelly, Part 2 | 00:09:59 | |
YOUR SUCCESS IS JUST AS GOOD AS YOUR THOUGHTS Limiting beliefs are annoyingly destructive and can lead you to a lack of confidence and a lack of desire to succeed. Donald, the Sales Evangelist is back, and today he joins Jordan once again to talk about dealing with limiting beliefs. He breaks down how having negative thoughts repeatedly will continue to limit you, and that all it takes to keep you going is to keep telling yourself that you should start doing new and creative ways of doing things. Learn more in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: DONALD: THE PROBLEM WITH REPETITIVE NEGATIVE THOUGHTS “Repeating those negative thoughts over and over multiple days in a row, it becomes true somewhere in your head and then therefore you live according to that reality. ” DONALD: START TELLING YOURSELF, AND YOUR BRAIN WILL DO THE REST “If you start telling yourself that you should start figuring out creative ways, your brain starts to help you and starts to guide you, your reticular activating system gets opened, and starts to point out things to you that you may not have realized when it comes towards closing or when it comes towards those deals.”
You can connect with Donald and check out his work in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.
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| 17 Jan 2023 | FANOCRACY: Learning To Grow Fans The Right Way With David Meerman Scott, Part 3 | 00:13:50 | |
BE HUMAN AND INFECT PEOPLE WITH YOUR PASSION AND AUTHENTICITY. David is back for one last round and in this episode, he discusses further the different ways that the portfolio theory can benefit you, and the importance of always wearing your infectious passion to influence people and grow fans along the way. Don’t miss David’s last outing on the latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS: DAVID: GROW FANS WITH YOUR INFECTIOUS PASSION “When you share what you're passionate about in the world, you're much more likely to grow fans. But so many salespeople especially but there are all kinds of different business people. They are one person on LinkedIn notices for business, this is my LinkedIn, and they're another person in the rest of their life. happy-go-lucky, fun-loving. Mix those things, merge those things, show us who you are in your private life because that's what will grow fans.”
You can connect with David and check out his work in the links below:
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| 30 Aug 2022 | How To Reach Peak Performance, According to Science with Dr. Carla Fowler, MD, PhD - Part 1 | 00:10:47 | |
Performance Science is everywhere. From the sports arena to the business world, coaches are measuring every conceivable metric to determine what and how much can be improved to reach optimal performance. If you aren’t doing this yet, then you’re probably missing out. In this episode of the Peak Performance Selling podcast, our host Jordan Benjamin talks to THAXA’s Managing Director, Dr. Carla Fowler MD PhD about the most common mistake that leaders make when it comes to performance. Dr. Carla also shares some best practices for effective goal-setting, and why you shouldn’t set a goal that you know you can easily meet.
HIGHLIGHTS
QUOTES Performance Science, according to Dr. Carla: "It is the multidisciplinary field that covers all of the different ideas and science that talk about how as human beings we do our best work or produce the best results. It has its origins in athletics -- that was one of the first places where we were really measuring performance. But pretty quickly, it merged into areas like the operating room, the cockpit, or the military." Dr. Carla on the most common mistake that leaders make: "Particularly as a leader if what is the goal is not clear, it becomes really challenging [not only] for your team to know how to win, but also for your team to judge their progress."
You can connect with Dr. Carla and their work in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. LinkedIn - https://www.linkedin.com/in/jordanbenjamin/ Website - http://mycoreos.com/ Podcast - https://www.mycoreos.com/podcast Email - Jordan@MyCoreOS.com Twitter - https://twitter.com/jbenj09 | |||
| 23 Aug 2022 | The Psychology of Motivation with Dr. Devan Kronisch, Part 3 | 00:10:21 | |
SHOW SUMMARY The point of work is to earn a living. But as progress forward, there comes a point where simple monetary rewards are no longer enough for people to keep improving and provide sustained effort. As humans are social animals, we tend to crave societal impact; we want to be part of something bigger than ourselves. In this episode of the Peak Performance Selling Podcast, Dr. Devan Kronisch talks about the different kinds of motivation, how certain approaches work the best in tandem, and the kind of traits that make a good leader.
HIGHLIGHTS
QUOTES Dr. Devan on how motivation works socially: "A number doesn't work for motivation. We've evolved to be social. Motivation happens from person to person, not from person to number. And even if that person is yourself, you'll need to find when will you be satisfied." Dr. Devan on the different ways to motivate people: "A very simple split on how motivation works is approach versus avoidance. Some people want the carrot dangled in front of them. Some people you can dangle a carrot all day long, nothing is gonna happen. They do need to see that big chasm behind that they can run away from. You need to know what type your reporter is." Dr. Devan describing a 'chameleon' type leader: "A person that is good at putting different parts of themselves forward at different times, pulling those masks from their own heart, they can engage with anybody at that point without just mirroring but actually bring something to the table, making it a group, giving it this entire trust."
You can connect with Dr. Devan and their work in the link below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. LinkedIn - https://www.linkedin.com/in/jordanbenjamin/ Website - http://mycoreos.com/ Podcast - https://www.mycoreos.com/podcast Email - Jordan@MyCoreOS.com Twitter - https://twitter.com/jbenj09 | |||
| 09 Mar 2022 | Developing A Growth Mindset with Tom Alaimo | 00:41:36 | |
HIGHLIGHTS
QUOTES Tom: "I like to consider myself a learning machine. That's what one podcast guest said to me about himself that I've stolen. There's a few ways that you can do that. One, I love books and podcasts and things like that. Two, I love learning from people. It's one of the reasons why I do my podcast. And three, try to learn from experiences. Tom: "When you fail, to take a moment to reflect and write down or think to yourself like what could have I done better and try to take that and go to the next phase. I think it's just a constant process that we're all on." Tom: "What you're meant to do, it's not supposed to be easy. There are gonna be obstacles, there are gonna be challenges but the most rewarding thing that you can do is to keep following what that light is." You can learn more about Tom in the links below:
If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. LinkedIn - https://www.linkedin.com/in/jordanbenjamin/ Website - http://mycoreos.com/ Podcast - https://www.mycoreos.com/podcast Email - Jordan@MyCoreOS.com Twitter - https://twitter.com/jbenj09 | |||