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Peak Performance Selling

Most sales training is wasted because it only focuses on tactics of how to sell. Peak Performance Selling will take a different approach and focus on the mental strategies and tactics top performers use to not only sell effectively but to manage their life better too. Join us as we interview top Sales Professionals and leaders about the mental side of sales, how they build empathy, emotional intelligence, resilience and success.

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Operating Like A Pro Athlete & Closing Whales with Brandon Fluharty

JB: How’d you get into sales?Brandon Fluharty:Thought I was going to be a professional soccer player, I went to Romania, had an amazing year. But learned something important about myself, which was an important foundation for sales.  My Ambition far outweighed my talent compared to other young players who were much further along in their developmentLearned, Focus, discipline, take care of myself becoming a true professionalRan into some injuries, came back to US, Finished school and moved to NYRealized I couldn’t play soccer and wanted to be involved in Soccer, got involved with a training organization with youth players in Long IslandIt was my first foray into sales, without realizing I was in sales. We were former players who wanted to build a unique training organization in a competitive space using smaller balls for trainingSold small groups and 1:1 training sessions- wasn’t realizing I was selling - I was passionate, knowledgeable but did have a revenue target to hitFrom there - company was sold ….didn’t ask for equity in the company ...lesson learnedMoved into the city, started working for a music marketing agency Combined another passion of mine (DJ Tables in his office) working with that agency and see that as my first true step into selling. I was brought on to grow accounts, provided background music for big brands like Gucci, Royal Caribbean...Skratch DJ Academy, Utilize DJs to create background music to make the space more enjoyableJB: Move from Agency to tech sales?BF:Foray back to NY, at the time my girlfriend was a former fashion designer and turned nurse.  Made a lifestyle choice to move away from NY, had been there, done that so had the opportunity to move down to Sarasota, FL where she grew up.  Was snowing in NY, coming to FL on a beautiful beach, having a cocktail at sunset, dolphins going by...why don’t we try this out as an experiment?Bought first house in 2009 at a great time to buy and had to pivot career and completely start over!  Remote work wasn’t a thing then so I started working for local media companies selling print ads to SMBs. Full-cycle sales grind, cold calling, try and build a base of business working to climb the ranks. Moving from Print to Digital ads, Monster.com → went to local TV station selling ads and moved to Digital marketing company at ReachLocal → From there climbed the ranks, mid-market IT outsourcing firm → Remote late stage startup from SF, Revel Systems → 3.5 years ago recruited to LivePerson, leading in Conversational AI, Working big brands, Delta Airlines, United, Chipotle, Citi corp & more. JB: How do you think about aligning lifestyle with ideal career?BF:I was drawn to sales for both financial freedom and autonomy.  I’ve always created that TIME freedom.  I’ve always thought sales is an ON-RAMP, I’m an intrapreneur now wanting to move to entrepreneur.One thing I’ve learned and embraced climbing the ranks in sales from the down and dirty pleading to have a local bar buy a 2inch space in a newspaper to working with a Fortune 10 Brand making massive digital transformationI’ve embraced sales as my craft, after realizing I wasn’t going to be a professional soccer player wasn’t in the cards for me, but the way I was approaching making a career out of it, I’ve embraced sales as my craft. When I’ve given sales that respect as my craft, it has paid me handsomely in all those things that I desired to be creative and do big things JB: Talk to me about the habits and routines that allow you to show up at your BEST?BF:The perception of the seller, makes me cringe…”don’t be a used car salesman” I feel really bad as they shouldn’t be thrown under the bus. It’s this perception of all sellers that you’re that person, typically male, extroverted, loud, sleazy and you’re just trying to get something done to sell a lemon….that’s the common perception globally when you hear of sales.  Certainly not of what/how I picture or think of myself. The best way to actually sell is to stop selling. Don’t give anyone the opportunity to lump you into that used car salesman stereotype category. It has promoted and elevated the career sales for me personally. When I respected that I could have more respect in my work. 2nd thing I learned. Falling in LOVE, not necessarily with the work, but the WAY I WORK and want to operate. That has been the engine to allow me to move from SMB selling to Super Strategic types of deals then showing people how to move from intrapreneur to entrepreneur. Falling in love with how I operate was a big thing and the way I operate, I don’t believe in this false premise of Work/life balance.  Unrealistic to think I’ll get  8 hours uninterrupted sleep, 8 hours of work uninterrupted and 8 hours family/friends time. This premise of things falling neatly into a bucket and being perfectly balanced, isn’t real life especially for today’s modern seller. I’ve fallen in love and respected the love of the craft of sales.I want to embody the professional athlete as I approach my craft. I want to be the Ronaldo, Messi, Lebron of my craft and building work life integration. If I’m thinking about ideas for a client at 9pm at night it shouldn’t feel like a burden but something I can get excited about. A Saturday morning, that’s fine as long as I’m excited and it’s a sign of the right career and my system is working. That’s homeostasis!!I have to integrate those things and that has been a big insight for me to climb, sustain and create consistent results. JB:Talk to us about your own journey with mental health.  You published a really powerful LinkedIn post. BF:We are humans first, and professionals secondI divulged some really personal information that many people even really close to me didn’t even knowEarly in life, I tried to commit suicide twiceAt the time didn’t know I had a panic attack in front of a client who was in the officeI got a rush to my head, couldn't say anything, felt frozen and time didn’t move. Then 10 years ago at 32 suffered an idiopathic stroke which was a HUGE wakeup call for me. I said I NEED to prioritize my health. I was going super hard. The Mantra in sales is typically, Hustle, hustle, hustle…..you can sleep when you die and I was really living that. Caffeinating in the afternoon, triple shot espresso, little to no sleep and constantly hustling. This pressure was huge to hit quota, you want to be on the leaderboard. There was no reason a healthy 32 year, vegetarian, athlete, etc. should have any of that and it was a huge wakeup call. It’s taken a while, 10 years to settle in and still working on it. I’m not shy talking about physical health or mental health, this is something that should be talked about constantly, it’s not just about 1 month for mental health awareness. Needs to be de-stigmatized and talked about no different than any other physical health, ailment It was vulnerable, sensitive and was my most popular post on LinkedIn and I’m proud of that as it allowed others to talk about their own mental health struggles.JB: THANK YOU - Talk to me about the tools you use to optimize your health and personal operating system. BF:I’m in the right place, props to LivePerson, work from anywhere, be anyone. How can I be of service to others if I can’t be authentic and am hiding parts of myself. Not to say things are perfect now and I have to work very hard at keeping those dark moments at bay. Where I've landed (hate that it’s an acronym, we don’t need more) I call it PREP - Plan, REST, EFFORT, PERFORM. A Simple way to keep me in check personally. Planning- How do I make it easier tomorrow? → Plan ahead, I add it as a habit into my daily routine. A daily routine how I start and end my day. Everything in the middle will be out of my control. Flexipline- Flexibility & Discipline - If I’m on any one end of those spectrums, not going to have full say in how I control my environment or the outcomes I want to strive for if I’m too flexible.  If I’m hyper disciplined I won't be open to opportunity. I found somewhere in between is the sweet spot, sometimes you need to dial up the discipline and sometimes need to dial up the flexibility. Give myself a good starting point and good ending point so I know I can show up and do the fun stuff during the daily Start routine, Reading, getting new knowledge, listening to podcasts, writing, contributing to a book I want to write one day. Then I can do my most important stuff during the day!  End my most important dayUse Todoist as a way to capture ideas, notes and tasks so I can pick that up tomorrow. My head can be clear, I can spend time with my wife, I can recover, relax and rejuvenate in the evening. I track sleep with things like Whoop, a great wearable to understand how much I slept and the quality of my sleep and that has started to become a leading indicator of my sales performance and my health. Those dark moments that creep in I can tell it’s when my sleep isn’t up to par or I get in sleep debt. I realize I don’t have energy and discipline to stick with my habits, my nutrition declines and it becomes a downward spiral. It’s not that hard if I sleep well, I’m passionate about what I do, that helps me maintain performance in satisfaction so I can then put my E of effort behind my work. Performance- then I can use that data to be my insight. It’s become very personal and it’s not dictated by my company. I’m not chasing quota and making tons of money, those become outcomes because I’m focused and in love with how I work and how I operate. I had to discover this the hard way.If you can fall in love with how to work, keep yourself in check, and replace good habits with bad habits you will have positive outcomes! JB: How do you bounce back from the NOs on the big deals?BF:2020 was rough and a lot of people struggled2019 was an incredible professional year for me, got my pipeline depleted on the 31st of 2019. Heading to 2020 with a bunch of momentum, energy and confidence….BOOM furloughed employees, crisis mode then the summer comes up with racial issues and more that came into the fold. I came to realize there was more to life than just closing a bunch of deals. I became really introspective and embraced not being on a plan every day and realized this is the moment to look at life in a bigger way and get back to the things that are important. What are the things that are important to me? What do I want to accomplish in life before I die?I went 3 Quarters without closing new business, getting into new habits, new routines and getting back into the system allowed me to embrace a lot of new opportunities that started flying in December. I was able to sprint because I had the physical & mental energy to go for it because I was rested and recovered. I was able to get a huge amount done in 11 days closing a multi-million dollar deal with the team and was able to end on a high note after 3 quarters of not delivering. Because of the work I put in during the quiet time, now I have a system that allows me to keep running. Sprint hard, rest, recover and sprint hard again because in the past 5 months I have delivered more in sales than the last 2.5 years. I owe a lot to this personal way of operating like a professional athlete can consistently get the championship and rings season after season, they do it because they love their craft and want to be the best they can be. They take care of the off-season, take care of their body, get their mindset right, put their full effort in and that's where I feel I am in this place in my career. JB: What leadership qualities do you love?BF:Trust - that you hired the right person and give the freedom/autonomy to let them figure things out. Although I don’t manage people directly I have built teams within larger teams and I’ve always enjoyed that as I didn’t want to do the managerial path. I liked building from the ground up. Look at the person on the other side, human first, professional second. When you let them be the best human they can be, they will perform the best as a professional. JB: What does success mean to you?BF:Different things at different times, where I’m at in my career, moment of the day. Something I’m striving for and trying to quantify with a project I’m working on is Be Focused. Live Great. And a tool I’m looking to turn into a product called ThriveSpace ™ and build a community of what this could come up with. Combine health data, the idea of if you enjoy your craft, doing deep work can be highly satisfying.  Ensuring you have the moments to do that.I know when I can do deep work and focus on 1 task at a time it’s deeply gratifying, we know the science tells us that bouncing back and forth from email, slack, chat isn't where real work occurs and amazing results come from.Tracking that and combining that with my feelings and my mood, that creates this thing that I call a ThriveScore. Being able to know myself, know that I can give myself the gift of time, the gift of health, the gift of working really deeply on things I care about. That’s success. JB: Where can people find you?BF: LinkedIn daily posts, good honest authentic conversation. BeFocusedLiveGreat.com Signup and join the movement! Looking to build a community around people who have this shared vision there's more to selling work and modern work than just work Best way to be at peak performance and optimize our selves is to integrate that work and life in a gratifying and satisfying way.Not just tracking data for geeking out, it’s to utilize it in a meaningful way to quantify meaning and satisfaction and what ThriveSpace will be as a product - check it out, learn more and join the movement!


9 Jun 2021

Rank #1

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Sistas In Sales, Creating Community for Women of Color with Founder Chantel George

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


2 Jun 2021

Rank #2

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Failing Forward, Lessons on Sales Leadership

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


26 May 2021

Rank #3

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Finding Your Passion: Helping Purpose Driven Consumers

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


19 May 2021

Rank #4

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Building Tools To Help Sellers

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


12 May 2021

Rank #5

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The Mental Game of Prospecting & Leadership

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls.JB:Cold outreach is such a scary things for reps to do.  Getting your team bought-in to cold outreach.  So much of that comes down to your mindset, so you can feel confident in your outreach, knowing you’re actually adding value and reaching quality prospective buyers. Prospecting is a hard thing to get over regardless of where you’re at in your sales career. How did you get to this point? And how do we help people get in the right mindset to be comfortable prospecting?  JBay:Emails you don’t know where it goes or what happens. Cold calling 95% of the time people don’t pick up! Started sales journey selling house painting services door to door. 18 - college - studying to become forensic scientist- lots of CSIHad a friend that intro’ed him to College Painting BusinessSURPRISE → you’re going door to doorI didn’t know what sales wasI ended up being really good at it but never struggled, I was really nervous to go door to door, I had never painted a house before.Was in hometown of Brookings OR had 120-130 people to sign up for estimates first weekend Closed $10K in paint jobs first week and found out I LOVE salesGot into sales by accident, but didn’t really struggle with it much at first. Where I struggled was at teaching people how to do it JB: As you grew into teaching people about sales, where did you find early sellers struggled the most? JBAY:Becoming a manager and many of these college students had no interest in actually being in sales. Many used this as an internship to get experience for a future job.The toughest thing at first; Let’s talk about What Sales Is & What it isn't?The fear of being pushy, talking a lot, making them uncomfortableMANY PEOPLE PROJECT THE BAD EXPERIENCES THEY'VE HAD WITH SALES IN TO WHAT SALES ISYou have to convince the new sellers, just because someone doesn’t SEE they need something, doesn’t mean if presented different evidence, they may realize there’s a problem.What’s the difference between pointing out a problem and HELPING PEOPLE trying to be a super hard closer?We are going to tell this person they don’t need our service and if they want to buy, that’s on them!Companies with fresh BDRs & SDRs that think it sounds so cool being in salesLet’s talk about what sales is and understand the mental game where you get hung up, because you feel like you’re doing something dirty.  JB: That story you tell yourself is so important to sustaining in sales over the long-term. Where do managers struggle to get their reps to prospect? JBAY:Anytime you’re teaching/coaching someone to do something, your blind spots will be those things that come naturally to you. If you were good at building pipeline and prospecting, you’re probably not going to focus on that. Getting managers to see their biggest strengths will probably be their biggest weaknesses across the teamSDR managers who don’t know how to cold call, they are trying to get their team to buy into something that they don’t know how to doThe player/coach thing doesn’t work out too well. Most managers don’t even have time to coach. Make cold calls with your team. Get on a Zoom call and make cold calls with the team to train them!As a manager, you don’t need to be the best prospector on your team, but you need to be proficient at the job. The best thing I did between my first and second year - was sometimes me going 0/3, then 2nd year I went ahead to CRUSH it. If I don’t show them success, they won’t believe it can work. I am going to show them success so they see what it looks like and they believe it! JB: It is easy for managers to get so far away from the job and many managers struggle to allocate their time to coaching reps. Getting reps to have that power of belief is so critical.  How do you balance showing someone what to do and being a super rep vs. letting the leash out for them? JBAY:Confidence is 80% of the game in sales, especially prospecting. If the prospect doesn’t hear the conviction and belief. That conviction that I can help you and if nothing else I know you can spend 20-30 minutes with me and it’ll be worth the prospect's time. Some people may say you rob them of their learning, but they need to see success.Coaching is not an all or nothing thing. Why? What? How?Why- theory, psychology behind it, old way vs. new way -- Maybe with your intro we need the prospect talking within the first 10-15 seconds because the sooner they are engaged, the betterWHAT? Use a permission based contract early onHOW? Maybe doing a couple quick examples for them.  Sales can be compartmentalized. Could look at Starting a demo call, set an agenda and purpose. Now you can be looking for the part that we’ve identified and they can be ready for it You can still do stuff for people and make it a coaching moment, but you’ve got to give them the WHY, WHAT & HOW! Salespeople are incredibly resourceful, if you never tell them why it works, you are robbing the system from any possible improvement. Sometimes too many people focused on the WHY - but no HOW to actually do it. Individualized for the rep and doesn't have to be all or nothing! JB: Without bringing the WHY to the coaching and selling, it gets really boring after awhile.  JBAY: Personal trainer - more like a coach - I show you what it looks like then ask you to correct your own form by looking in the mirror. It’s pretty common sense when we start talking about it. We make it a lot more complicated than it actually needs to be. Managers probably weren’t taught how to teach or how to coach.  JB: How do you coach or train reps to bounce back after the tough days or weeks? JBAY:Compartmentalize What can you control? What can’t you control?Personal Trainer example- how do you wrap up your self-esteem in the things you can drive success towards and find victories in. You want your self-esteem wrapped more around doing the things you said you were going to do vs. looking at the skill. Focus on the habits. If I do the right things the result will happen at some pointDis-attach yourself from the result and the outcomePsychology technique- Pattern Interruption- hear about it a lot in sales, but this is to do it to yourself4 Parts - Upper Left - IDENTIFY THE PATTERN (I make cold calls, don’t set meetings and get bummed) Upper Right - PINPOINT THE TRIGGER (get really specific here, block of cold calls for an hour, bummed out. What environment am I in? What do you feel physically? The story you tell yourself?)  DERAIL AND REPLACE (How I feel is that I’m not good at this thing.  Diffusion is not to ignore it, and acknowledge it) PRACTICE & REPEAT - make it a habit!John Jones- UFC/MMA - was lightweight champion - was fighting at 205lbs now going to 265lbs, HUGE jump. Wants to fight Francis Nganno - this guy is a human Hulk.  Ask John, Are you scared?  YES I AM scared, I am comfortable with the worst case scenario he, might knock me out or break my jaw.  Take the worst case scenario and become really comfortable with it. Then you can derail the negative talk, have some RADICAL Acceptance for the worst case scenario. Maybe make the calls from outside the office, do it somewhere else, shake it up and do something totally different.  What am I telling myself when I’m struggling? JB: How do you manage Mental health in sales? JBAY:Atomic Habits- James ClearThe #1 thing you can do is change your identity and who you are up stairs mentallySmoking cigarettes- someone offers you a cigarette - “I’m trying to quit” = that story is you are a smoker vs. “I don’t smoke” changes your identityYou have to realize how I feel about stuff is important and how you think about it and identify as a mentally healthy personStudies of Blue Zones - where people live to 90-100+ years. One of the biggest things is they have a strong community with a sense of purpose! Longevity studies point to the mental part of the community is what helps them live longerYou are taking YEARS off your life if you don’t take care of your mental healthIn sales, the only thing you can control is the inputs. At the end of the day the prospect is the one that gets to decide if they take the meeting or make the purchaseMental health needs to be part of your identity, Jim Rohn- You are the product of the 5 people you spend the most time with we are chameleonsUncrushed.org Find people talking about mental health in sales JB: Mental health in sales is a struggle and challenge. I’ve been going to see my therapist more to give me space to talk out loud about my own shit. The downward spiral is the easy place to be and it takes some real effort to break out of that. JBAY: If you don’t prioritize something in your life, and prioritize people that prioritize the same things you do, it’s going to be a struggle. Crabs in a bucket- when one crab is getting close to getting out of the bucket the other crabs pull it down. The one hack, if you want to make something more of a priority, surround yourself with more people that value that same thing. It makes it easy. Biggest key with habit building, lots of people talk about discipline. Discipline to me isn’t about making the “right” choice in the moment, it’s about REMOVING CHOICES and making it HARD TO DO THE WRONG THING.If you can remove the bad decisions so they aren’t easy because you only have so much will powerHow do I make it easy to do the right thing? How do I orchestrate my life and my workflow so doing the right thing is easier than doing the hard thing.  JB: This is the stuff I wasn’t trained on in school and making it an identity of the type of person I am and clear your environment of the things you want to avoid, it makes it so much easier!Top traits and characteristics in sales leaders you’ve worked with? JBAY: Empathy, not just talking about it but really sit in their reps feelings and take a chance to empathizeEmpathy is #1 skill in sales and leadership!Empathy is a skill that you can work on and build. I didn’t have a lot of it until I started going to therapy JB: It’s very hard to empathize with anyone else if you hadn’t dug into your own stuff. Do you Love winning or hate losing more? JBAY: I love winning! I can get over losing pretty quickly, but making that $$, getting some cheddar.  I love that! JB: What does success mean to you? JBAY: I think it’s totally different to everyone with their own definition of successIt starts with understanding. What do I value in life?Work/life balance. I don't’ want to work more than ~40 hours a weekCan we make the income that we want and do something that I enjoy and spend quality time with my family wife and dog, parents, brother, sister, in-laws. Not about the hustle pornI love what I do for workKNOW WHAT YOU WANT AND BE ABLE TO GO AFTER THAT AND DO THAT JB: Joseph Campbell: “Follow Your Bliss”Blissful ProspectingResourcesFollow Jason Bay on LinkedIn


5 May 2021

Rank #6

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Lessons on Leadership From Dad

Welcome to today's episode of the peak performance selling podcast today we've got a little bit of an interesting one should be short and pretty sweet, but today I am doing a tribute to my dad who recently passed away he lived to be 73 years old, he was a multiple time cancer survivor and ended up having the one of the rarest diseases in the world, that had been seen in about 45 people ever across the globe. It ended up taking his life in January 21 2021.He and I were 40 years apart so for my 40th episode on the podcast I'd hoped to have time to interview him which didn't happen.But what I'm going to share today our lessons on leadership that I learned from him over his career over 35 years of leading a nonprofit.A little bit about my dad Terry. He was really an inspiration to me around my life, especially as I became a professional really understanding leadership.He was born in Framingham, Massachusetts but actually lived, the majority of his life in Texas before hopping around to a couple different junior colleges ending up in Kansas getting his master's in social work.He moved to boulder Colorado in the late 70s worked a few different odd jobs and then started working for Emergency Family Assistance Association a nonprofit organization helping less fortunate and homeless families, specifically in Boulder County around Boulder Colorado with food, shelter, transportation. He became the Executive Director running this nonprofit and also started a sister organization in the neighboring town of longmont where we grew up.Over those years he learned a ton. He probably wouldn't say he was the sharpest tool in the shed or a wacko from WacoBut today we're going to talk through some of the different lessons he learned and shared with me on leadership, how do you engage and lead other people and how do you also lead yourself.I'd love for any of you to share in the comments or wherever some of the lessons you've learned from your parents or mentors along the way, on how to be a great leader, how to show up for others and how to show up for yourself.So with that let's begin.With the lessons on leadership from dad where I wanted to start first is on how do you engage others.There were a lot of pieces that he had learned over the years that he had explored and experienced that he got to connect with so many great people and learn how to show up as a leader and the first thing that he always hammered home was the story. That I remember really clearly and was evidenced in the new office that they built when they got a really fantastic donation to build a new office.He positioned his office right at the end of where the families would come out of the food bank where they would enter and you'd see them stroll into the office. Maybe not be in that happy state, feeling a bit down and out feeling embarrassed that they needed to come and get a helping hand. Where he positioned his office was right, where all those families would leave the food bank, so he got to see and potentially interact with these families on the other end when they were coming out when they were so delighted and joyful I have so many memories of seeing young kids walk out of that food bank with maybe a special box of cereal or something that really excited them, some soups or something that really meant a lot to them, and one of his core operating philosophies was treat every single person with absolute dignity and respect. Because you never know what somebody else may be going through the struggles, they may be facing I learned a word, a couple years ago from Seth Godin called sonder and that was really evidence of some of this dignity or respect that he would treat people with to say you never have any idea of what some people may be going through. So, how do you show up and treat them just as you'd want to be treated yourself so lesson number one.No matter who you're interacting with whether it's the janitor the grocery store clerk the CEO the ultra rich executive it doesn't matter, all of us should be treated with absolute dignity and respect.Lead with How Can I Help?He actually got this from the book by Ram Dass with the same title, because if we can show up for others, if we can lead with an attitude of how can I help, we can start to show up and understand what we can give, how we can be of service and how we can be a value to others, as somebody who has dedicated his entire life to helping families to helping thousands of people throughout Boulder County in the Community over his years. This attitude of how can I help, a simple question let so many of his interactions and was something he hammered home for me to think about happening show up for others, and how can I help.Lesson three SBI when interacting with other people. It's not about the person it's about focusing on the situation, the behavior and the impact.This is a very common feedback framework that many folks use to understand how can they show up for other people, how can they be engaging, and how can they actually give feedback that gets acted upon. So many times we give feedback that is directed at or about the person, but if we can use the SBI framework we can talk about a specific situation, like this morning at 11am in our team meeting, we can talk about the behavior and we can stick to facts we don't need to talk about opinions or judgments. But we can say this person interrupted this action happened, and then we can talk about the impact to say, well, here is what happened here is the effect of that action.Because what happens with this SBI framework is we're going to build trust we're going to build the ability to talk specifically about. The situation, the behavior and the impact that had versus the person, their flaws, their faults or their challenges.I found this one really helpful as we think about ways to interact and ways to give really effective feedback that gets acted upon.The last piece in engaging and leading others, was one that I've heard a lot more of lately, but he would set their meetings every now and then, if there were some issues arising or challenges within the organization.They would go in for maybe five minutes and set a timer that he'd called the BMC timer. The first five minutes of this meeting we're gonna bitch, moan and complain.We're going to talk about the issues, struggles, challenges, hopefully bring out some solutions, but once the timers done once that five minutes is up; we're moving on we're going to the actual tasks that are things on the agenda, I love this one, because I think this really talks to the humanity.  The fact that there are going to be things that we struggle with they're going to be challenges and never addressing them or pretending like they're not there is false, so if we can give the space, if we can acknowledge the challenges now we can be transparent, we can be open, we can be engaging with our teams.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.And then end and stop because so frequently it's easy for us to go in that negative downward spiral. So, if we can think about setting that timer for ourselves whether it's after struggling on a tough month, having a bad interaction, a bad call whatever it might be that gets you down that gets you bummed out. Give yourself some space and time, as we've heard from a lot of guests, to be frustrated to be upset and then move forward give yourself that ability to say here is my time to struggle, to feel crappy and now it's time to move forward.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.That was how can you live every day with an attitude of gratitude.We are learning so much about the science and the power of gratitude.Because when we are in a grateful state, we feel safe, we feel secure we don't have to live from this fight or flight position in our lives, it allows us to flourish, it allows us to see opportunity.On the flip side of spending that time BMC'ing, it gives us the opportunity to find potential to see new things that maybe we wouldn't see if we spent our time complaining & struggling.So, how can you show up in every situation every day with the growth mindset? Looking at how can I show up with this attitude of gratitude, how can I condition this in myself when I wake up first thing in the morning.To think about something i'm grateful for, and when I go to bed at night to think about what it is that went well that day, and maybe even something you can improve on because we have the opportunity to learn.lesson one on leading yourself listen to, how can you lead with curiosity.I have hundreds of emails from my dad what felt so excessive at the time but I'm so grateful for now have different articles different books, different ideas he wanted me to read, he thought I would find valuable that would help grow my personal development, my own leadership my own opportunity to show up and help others. If we can be curious about any person we interact with about any opportunity we get in front of, we can actually start to learn in every interaction, we can treat people with dignity and respect when we don't put initial judgments on them, based upon look or appearance, or the job or their location.This also leads to the third lesson, Be Humble.As my dad has recently passed away, there have been many articles and many letters and notes from people that have come out talking about the incredible impact, he had on some people that were in some of their most challenging times of their life that now due to the support of the organizations that he was a part of actually put them in a position to create incredible lives, where they just needed a simple hand up.It was maybe just one time that they were struggling to provide food for their family.That they were struggling for a month or two on their housing.That they needed a little bit of help, but what helped gave them was this opportunity to step up to show that somebody else cared about them when maybe they felt that nobody else did.And you never would have known this from interacting with him, you never would have known the impact that he'd had on thousands of people's of lives throughout his career.Throughout the support of also not just helping the less fortunate but also helping the incredibly fortunate people the folks that had tons of money millions of dollars that he pulled into the Community.That he also treated with this light hearted sense of curiosity, respect, & humility. To help them understand the impact that they can make on others it doesn't have to be millions of dollars, it doesn't have to be days and days of your life it doesn't have to be committing your entire life to being in a nonprofit.But seeing your unique skills and abilities and how they can show up, to be humble.To show up for others to say how can I help. Leading with humility treating others with respect is a way to lead is the way to build enrollment to build engagement and tell us all come together as a community.One of the things that I've touched on many times that he hammered home with me time and time again. Is this operating model of how to be a great leader.And it first starts.With know yourself and understanding yourself.From there you can actually control yourself.We can know others, and then we can do something for others, so it first starts with this concept of self awareness, how do you know yourself.How do you start to dig in and understand what are the challenges that you have, what are the unique sets of skills and abilities and strengths that you have in your life because, once we start to know and understand those things we can start to control ourselves he always hammered home with me that I tend to be a very fast talker and I still am, in many cases, it is a work in progress, as is life for most of us. But, I know now that maybe there are times when I need to consciously slow myself down or pause one of the big reasons why I lean towards meditation is, I believe it helps me slow down because my mind, is always racing.Now I can start to control myself to understand how can I show up at my best, how can I actually take control of my life of my interactions and actions to be in control of that.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.Then, once you know others, you can understand others better, you can see people fully and wholly and then is when you can truly lead and finish with the fourth part of do something for others, because that is where the fruit of life, the richness of life comes from is when we can actually help and support and do something for other people.Know yourself. Control yourself. Know others. Do something for others.And the last part is, have fun & be light hearted, as you engage and you go through your own mental chatter the things that run through your mind. See what you can do to have fun every step along the way, have a smile on your face through this disease that plagued him for the last two-ish years of his life and trips to Mayo clinic and every specialist possible that really had no answers or no ideas he still went into the doctor's appointments smiling in immense pain joking with the doctors playing, leveraging this light heartedness every step along the way. We're convinced that most anyone else would have passed away much earlier from this disease, but with the attitude of gratitude, with the way that he showed up curious and humble playful and looking to have fun.He lived a rich life even through some of the most challenging times.So I would challenge you all to think about what are some of those lessons that hit home for you as you hear it today.And what are some of those things that you've learned along your journey along your path that have helped you grow as a leader.Who can you, maybe even say thank you to, with a quick Thank you note, with a quick expression of gratitude for the lessons for the things that they may have taught you. Maybe they knew they were teaching you or maybe they didn't but everybody along the way, has something to teach us has something to give and, ultimately, we can all lead more effectively by understanding those pieces by being grateful for them, and by understanding how can I help.Thank you all for listening I hope you're having a fantastic day if there's somebody that you think could use this could benefit from this episode, please give it a share, as we are continuing to grow and build this community to help sellers ultimately show up lead better, sell better and ultimately help us all go crush it. Thanks.


28 Apr 2021

Rank #7

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Alex Newmann, Startup Mentor, Founder, Newmann Consulting

JB:How’d you get into sales?AN: Mom wanted me to be a doctor or lawyer, so I failed there. Worked at a restaurant for 4 days as a host- want to use my brainGot a letter from Vector marketing = Cutco Knives and got my start at 18-19 years old selling knives door to doorWorked my way up, did it through college, came out and stayed JB: Talk to me about your door to door sales days, I find there is powerful learning there.AN: When you have 95% employee churn, need to get something figured out. But they have a good product.No Quit Mentality. Never quit anything until I figure it out. Used to pay me $15 per appt whether you sell anything or notFigured I would do as many appts as possibleAnd I found I was working 10X harder than anyone elseBoss- “never seen anybody have this many appointments and never sell anything...going to have to let you go”Begged and pleaded to stay - and let me LEARN how to actually do this rightIf you buy something great if not, OKNow I see the potential for $$ when I actually sell something, could get up to half of the sale and make some pretty good moneyFirst part, was following a sales processI wasn’t listening to my manager or my top repsWasn’t listening to what the best of the best do - did a lot of  ride alongs, asked a million questionsGame Changing piece for me, I had to understand WHY someone would pay that amount of money for a $200-400 knife -- that was crazy to me at 18-19 years oldWhy would the customer buy?  What are the use cases?Growing up, my parents would NEVER pay that amount of money for knives. But I figured out my pitch. Being able to truly articulate the value is what is important. Just showing up is a part of it, but that won’t deliver the results you wantComma checks, you want a check with a comma in it. I was notorious for NOT getting the comma checks. Big difference between do you WANT IT or do you Want to want it?Are you really willing to put in the work to get there?Lots of wishing, hoping and wantingJB: You mentioned you parents' perspective on how much they would spend on what you were selling growing up.  Talk to me about the mental side of sales and how your past experiences show up in your day to day selling and leadership:AN: What you can control, positive and mental health!Lots of mental health is seen as this reactive, negative thing. It can be positive, it can be preventative. LIke working out you lift maybe 5-10 more pounds to growI actively work on my brain. I use positive self talk. I don’t put myself down. I try my best to not beat myself up. Sales is HARD. It’s the hardest job in the world and can be the greatest job in the world.  It’s up to you to chooseYou’re going to put in the time. You can choose to put the time in now or in the future. You’re going to put it in regardless.  You can choose to enjoy it.The people that are 20, 30, 40 years ahead of you, are you in that time. Why don’t we enjoy the journey? Wake up everyday and get paid to talk!I’m literally helping you achieve your goals and helping companies grow and people develop skills that they never thought were possible. Control what you can control, your attitude, how much time you work, when you’re on and off your notifications on your phone and those things that make people feel bad, sad, negative. You get to choose. We need to stop blaming other people.JB: Gary Vee #1 Mindset is accountabilityAN: Social media has made a lot of bright shiny objects. A lot of people chase after what you THINK YOU ARE SUPPOSED TO DO or that’s the path that you think you’re supposed to do. Then you have people that say F That. I got an MBA, not at an ivy league and some people beat me up,  but I fell in love with Colorado and it was a choice that I got to make! We built a company, went through Techstars and it was great.I didn’t want to live in CA/MA/NYI want to DO IT MY WAY! I bet on myself - so far it’s worked for me today, but I don’t think enough people want to bet on themselves, they want to hedge their best with some form of diversification which I understand.Burn the boats! When you go all-in you will figure it out!I didn’t take the high paying corporate job and I ate ramen for a few years, but I figured it out. JB: Our brains are wired for safety and security. It’s worked for so long to keep ascertain and secure.  To get comfortable with uncertainty and bet on yourself is so empowering and impactful.  For the listeners; what ways can you bet on yourself? Double down on yourself and go all in on You? How do you bounce back?AN: One thing I do is FIGHT.When someone is trying to punch you in the face, you don’t think about how many emails you have in your inbox or the thing you need to do next. Do the physical activity, do what’s right for you. I can’t run 5 miles and get away from work. Do the physical activity, walks with wife in the morning through mini-commute, Covid to “walk to work”I don’t care if you just do 50 jumping jacks or pushups. Something to just move your bodyI use the Calm app, could use Headspace...I thought it was all a CROCK, wife is a yogi and into the mental things...I won’t talk bad about something without trying it, I tried a 3 minute breathing technique….I actually felt better …..5 minute….felt better. I do it to MY version and focus on what works for me. Now I’m not all in, in the park and pushing for hours, but I do what works for me. I EAT, I try to put good things in my body and be conscious about my food. Newer for me, SLEEP! I would do 4 hours of sleep and brag about it and it was great...but I ran out of gas and that will happen to you after pushing forever. It may take 5, 10, 15 years but you will RUN out of gas.I take notifications off my phone, I drown out and I control what I see and want to be interrupted with. When we go on walks we don’t bring our phones, there's literally zero way to get a hold of me which gives me really powerful mental freedomDoing activities with family and friends. I used to workout mid-day, you can break up your work day to work the way that you want and if anything try something newJB: Being able to intentionally construct/control your life is so powerful.  Seth godin, Enrollment was historically what we were signed up for vs. our active choice. In the AltMBA program we need to learn HOW to think vs. traditional schooling that told us WHAT to think. Taking control of your notifications on your phone, your walk to work are all habits to build to help your mind perform at it’s best. AN:You can’t freak out about what you don’t know. If you don’t check your email at 10PM and then lose some sleep, just avoid checking the email. It’ll still be there in the morning. I test different things. I  get up do 100 pushups every morning, workout and stretch. DO something with my uncle with pushups every morning. Everything in the startup/sales world it’s all so unstructured. In order to succeed in sales you have to put the structure around you!Bigger companies, the more structure that’s given to you. You can be very successful when you put that structure around you in order to succeedSomething that I’ve just started is this exercise starting with Strengths & Weaknesses replaced with WHAT GIVES ME ENERGY?  WHAT DRAINS MY ENERGY?! What can you do in your day to control it? You get to control everything that you do in the day. You get to structure when you have your customer calls, etc. Make a list and mark in your day/week when you’re going to do certain things that you’re going to do and delegate that or where on your priority list those things need to happen. Maybe making prospecting or cold calls is tough and put that on your calendar when you are the most ON opposed to fearing it all day and pushing it offNow you are in control of your results, your attitude, your day and feeling empowered. You’re setting yourself up for success vs. the poor me mindset that creates a downward spiral.JB: Where have you seen most sales leaders struggle in your experience?AN: As a rep, you’re rarely trained or coached so as a manager you are even more rarely trained or coached.Understand your strengths. I speak with a lot of passion, but there’s a lot of authenticity in it, because I love what I do. I love developing people. In sales I loved the game and I could come up to a prospect and show them what they were dealing with was this big giant pain, and I had a solution and showed them how to use it. They loved it and I LOVED that feeling and was obsessed with it. Now I do that similarly with sales leaders and founders. Now your team is working in a cohesive unit, the numbers are growing you’re moving in the right direction. That’s what I want and how I do it now. If you’re gonna do sales, you might as well sell something you actually enjoy, something you want to talk about and it totally changes the game. Sales leaders have to love what they’re doing. The understanding of where you’re at and as a leader your job is to help people sell more. When I think of a sales leader’s job, is to help the team sell more.  Doesn't matter if you’re director, manager, VP. Whether it’s process, roadblocks tools. And if youToo much of the time managers think it’s smooth sailing from there. Startup world managers are working 5-10X harder! The key is CARING ABOUT YOUR PEOPLE. I was a customer focused person and I realized, I’m not, I’m an employee focused person! If I’m employee focused, the customers will get their benefits. If I teach the employees correctly and do my jobI care about the people I spend 15 hours a day fighting out there doing everything I can. When someone can actually see that and see themselves improve with metrics they’ll never forget you!I want to leave a legacy that says I want to help, I want to leave this company, team in a better place vs. dude go sell some more stuff!JB: Bringing the human element in is so important. As a leadership role to help people perform at their best.  A favorite quote from a manger is “My job is to get crap out of your way to help you sell”You talk about believing in what you sell. How do you maintain confidence in what you sell in the startup world?AN:Depends on the stage of your business.  Pick because of the company, the product or the person (entrepreneur). Someone who can give you the opportunity to achieve more than you ever thought was possible. When you get all three you hit the jackpot. In the beginning I pick the person, similar goals/values/how they treat people are aligned.  I pick people who inspire me and drive me to work harder. The other thing is are you curious about that topic?I find a lot of reps go after the job because it’s the job and a  lot of reps choose it because of the ability to make a lot of money. I don’t think there’s enough curiosity. What do you google, what do you look for? Think about the things that are really exciting to you and I think it’s important to go after that! Are you actually curious about this?!JB: What does success mean to you?AN: Success is being able to do whatever I want with my family and friends and doing it at the highest level possible.JB: Top 3 qualities in leadership roles?AN: Coachability, Adaptability, Resourcefulness or CuriousityLinkedIN Alex NewmannAlexnewmann.com


21 Apr 2021

Rank #8

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Leslie Venetz, Founder, Sales Team Builder

JB: How’d you get into sales?LV:Didn’t think I was going to be in sales, but looking back in Model UN, Debate and the art of rhetoric and listen deeply I guess I had been practicing in sales much of my life, but didn’t know it I thought I was going into non-profit management and boy is that differentAt the end of the day the crux is HELPINGBeen able to sell across products, sales cycles, price points and the end of the day one thread that has held through those different types of sales is the ability to HELP!JB: Less hustle culture - what is the skill set needed for sellers today?LV:Moving towards a new culture in sales evolution, more empathy, ability to storyteller. Not just in sales, also happening in finance and other areas. As a professional community we are all moving towards a way to connect authentically and engage.Hustle Culture can be toxic. Sales historically has been seen as aggressive, I will close this at all costs. All about the 80 hours working hard enough and you win. Very dangerous narratives we need to LEAVE behind!When I started in sales it was the SELLING JOURNEY, THE SALE PROCESS, now it’s the BUYING PROCESS and put it in the customer’s view. Talking about soft skills, working smarter not just banging your head against the wall.JB: Lots of burnout in sales. What does working smarter mean?LV: Conversation with friend Eric Smith - The Lowly SDRLots of newbies burning out in sales that don’t have the experience. So common for SDR/BDR to be given list of names...or maybe no list at all...with the expectation that you go out and pound the phones making 200 calls/day or just send 500 emails/day and hope you get a couple of repliesEric- ‘ If you do enough of the same thing you’ll find some success.”When I think about the types of teams I want to work for, the types of sales people I want to engage with...it’s not 500 emails...maybe it’s 50 well crafted emails you want to get as a customerJB: Sales training and the evolution, where’s it come from?LV:Andy Paul - thought about writing a book about sales? Hasn’t everything already been written?? He encouraged me to go to my bookcase, find all of the sales books that weren’t written by a middle aged white man! Couldn’t find a single book about sales not written by a middle aged white man. Every piece of sales training I’ve ever had in my career has come from the philosophy of middle aged white men, which has inspired me to help people find their own unique voice and bring more of being a woman or being a minority to the phone! That will allow them to sell better and connect better. JB: You mentioned jumping into TikTok as a powerful move for you, tell us about that journey?LV: Committed to doing this for 3 months, have a video with 250,000+ views. The reason I decided to use TikTok as a channel related back to the dominant white middle aged male voice. LinkedIn has been my primary channel, I love it, it’s an incredible tool but as I realized where all my training has come from, which feels mis-aligned to my values. I was seeing the same things on my LinkedIn braggadocious, self-promoting, this is the only way to sell on my news feed. I realized LInkedIn wasn’t going to be the right place for my message, at least today. I realized the group of people I want to connect with is the next generation of sales professionals. I wanted to connect and create community with the 18-24 year olds and I was MUCH MORE COMFORTABLE BRINGING A DIFFERENT VERSION OF MYSELF TO TIKTOK, sharing stories and giving advice that I would never feel comfortable putting on LinkedIn.I’ve seen a tremendous response which tells me that there are people out there looking for this, there’s a need and space for this message and grateful where I can tell people it’s OK to think or want to sell differentlyJB: Talking about playfulness in sales and I think there is such a better way to show up, take care of ourselves and our mental health. You mentioned being a SoulCycle fanatic - and a quote from an instructor you shared with me before that has been really powerful for you. Can you share that and how you refresh/renew and bring mindfulness to sustain your performance in sales?LV:Soulcycle fan, a way to be in a cult without telling someone. One of my favorite instructors gave me my mantra “Progress over perfection”It has given me the freedom to try things, to do new things and not be perfect. Reading the Transparency Sale by Todd CaponiPerfection has been idealized - in reality not everything has to be perfect.People are less likely to buy if it seems too perfect. Giving myself a bit more grace to not be “perfect” all of the time.People don’t see working out as a form of mindfulness. When I think about SoulCycle I do a few things. I make it a ritual, I get myself ready to ride, I light a candle, I want it to be special, I dim the lights.Beyond that, I remove my vices from the room and give myself the space to focus for 45 minutes to be in the moment and focus on the activity on hand.I’m 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 backgroundJB: 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 olderThat 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.Now it’s just a matter of embracing it. 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. When I think about that in sales, we can embrace the opportunity to embrace something new and leave behind the way it’s always been done. If we want to make sales, really any job, more inclusive, diverse we need to embrace playJB: Skills and qualities of your favorite leaders?LV: Setting clear expectations of what success looks likeSomebody whoJB: 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 fullestJB: Where can our listeners find you?LV:SalesTipsTokUnleashed B2B Sales PlaybookLinkedIn


14 Apr 2021

Rank #9

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Meghann Misiak, Founder, Path To President's Club

JB:How’d you end up in sales?MM:Stumbled into sales Selling bathing suits at 15 in FL- getting people in suits they love the fit!College- worked as leasing agent almost full time throughout collegeMoved into COmmission only sales - ROUGHBDR role is tough in tech, but can be a lot harder as commission only rep with NO resources, sink or swim environment- if you didn’t sell, you didn’t get paid and can’t pay rentNeed to learn from the best people, get hungry and get grittySales training- getting into SaaS selling $30K deals vs. $30 swimsuitsMOST PEOPLE DON’T KNOW WHAT THEY ARE DOING!Finding patterns, documenting them.  Was in a role as the only sales person after everyone quit ....”why can’t we attract and retain salespeople??” there was NO TRAININGJB:Wow love these thoughts and the journey through sales.  The vast majority of people I’ve interviewed don’t know what’s working or what they’ve done.  Such good points and a great sales story for us to unpack!MM:How do we build training for all of the types of sellers3 different groups in sales teams, Middle of the pack, Still figuring it out & Peak performersThe beauty and challenge of sales it restarts every month/quarter/yearPeak PerformersHow do we get the peak performers that edge? How do we get them to perform even higher?As leaders, we see that person as good, making money and we realize they didn’t have upward mobility, thought they were happy but got complacent and they leave!I went into sales training with a lot of assumptions to test and completely debunkWhen I went into sales training, I thought everyone was LIKE ME- Hungry, eager to learn, gave them the training/tips/tactics/support that they would crush it….and that didn’t happen!We have a new tool. It's going to be amazing, but why aren’t people using it?First thing is understanding the mindset going into sales.  Are they open to training? Are they open to resources?Give those sellers the WHY beyond; “you’re not going to get commission”Sales people are really creative.  When you tell sellers to do something you find all the ways you can see how sellers get to acting like they did something. Give them their why? How do we understand their true motivation? It’s usually not money, because it’s a means to an end.  It could be Mastery. Family. Travel. Mindset is the first thing I had to rethink as I started building sales training programs. I did a lot of things that didn’t work and miserably failed myself and had to adjust. Many sales leaders donJB: So much training focuses on the tactic or the thing and yet most managers only tell their reps to dial the phone more and yet it’s not really effective at all because most hires realize and know that dialing the phone more will make them more $$. MM:The thing around dialing and activity is one of the top reasons reps don’t trust their managers. So many times people are exhausted from hearing DO MORE DO MORE DO MORE, it really is the embodiment of the Hustle Culture. People are sick of hearing DO MOREThe best salespeople are problem solvers, they have natural curiosity. Exhausted of hearing do more and not seeing the results. They lose trust because they look at the numbers and see the best BDRs aren’t the one dialing the most. Clients come to me and say I hear do more and it’s not activity based. It’s a fine line, we know/studies show and natural intuition is obvious that we know if you do more, you will get more resultsIf you can get people to align with a strategy, most sellers want to learn WHY things work and it’s one of the best ways to motivate people.I see you’re good on the activity and lean into the STRATEGY In QBRs with teams (QBR Meg) - Training on how to do a 10-K Report - running through office but top seller had a quick question about 10-K, found something interesting between training that give the seller a new strategy or new way to approach an account to motivate them to be betterTo take someone from really good to great, having more moments of just being good and hitting quota can motivate, inspire and truly leadJB:100% is just doing your jobMM:The story that inspired The Path to President’s ClubMid-market team was between BDRs and senior sellers trained people. Manager quit right after a cycle of promotions, 5 people just got promoted and the manager quit. Took on a lot of responsibilities and learned a lot. Ask the team members, hey what do you want to achieve?  100% to quota…..no no what do you REALLY want to achieve?Went to a former mentor from MSFT, who had a former manager who didn’t push past 100%. Created this coaching slide. Ask people - what’s your mission statement? Who are YOU as a person?  Not just as a seller.Asking people they had never been asked before. What are your goals(not just quota)? What are the goals you haven’t told anyone because you’re scared they’re going to tell you is not realistic but really lights you up inside?Because sales is so focused on lagging indicators of success, are you hitting quota or not?HItting your quota isn’t a superpowerStarted having really open conversation3 up 3 down - after every sales call 3 things that went well and 3 things that could be betterOur conversations about feedback are typically about going on a PIPOne rep that would live at my desk, ask questions every single day, open o so many things….last company president’s club was Quota attainment based upon your number. I want to be the first person from this team ever to make it to president’s club $100K my first quarter---- a little crazy and let’s go for it!Fell short, only sold $87K!  Now let’s readjust, hit 100% in October then started to focus on new post-it notes on his desk and had 2 new ones.  PC & SPOY - worked his butt off, hit PC, missed SPOY was 3rdThese incredible stories of motivation. It’s not that difficult if you have a framework.Managers are so focused on quota/close rateJB: You weren’t the manager, was it easier to have that conversation?MM:Lots of sales managers look at training/enablement to get the stuff doneI want to be in a position where you can work with people to have conversations I don’t have with the reps. I think the reason why a lot of managers struggle to enable people. A lot of times the way we train people is so SHADOWbased- follow some people around and you’ll pick it up.  Most of the time it’s actually matching and mirroring. A lot of times people copy others vs. understand the STRATEGY/why. COACHING TEMPLATE AND FRAMEWORKWork with sales teams and define the top strengths and weaknesses we should be building in peopleWhat are the competencies for reps, BDRs and senior sales people moving towards managementBuild custom coaching frameworks that give them the list of all the things they can choose form and can self-assessWhat I see happening a lot of times in interviews and conversations with sales reps. They think they are doing a lot better than they are because they are only looking at sales numbers when managers have fears about the person’s ability to lead, have EQ, manage up.Performance falls into 3 buckets. Lagging indicators, performance metricsHow are you evaluating organizational values - how do we build more inclusive and supportive sales culturesCompetencies and skill sets - leading indicators of the leggings KPIsImagine if sales leaders had a more cohesive and comprehensive way of assessing performanceWhat if we had more direct conversations with reps about those things?JB: What has prevented this from happening in sales conversations in the past? MM:Been with sellers who don’t feel supportMost sales leaders are not going into sales thinking they don’t want to help their team, they are doing their bestWalk into work 1 day, have a territory, have a quotaPromoted, now walk into work, new desk, now 7 quotas, 7 different people -- but most people aren’t getting MANAGEMENT trainingMost training is for tactical individual sellingNeed to build empathy for managers - managers are managed and reported in the exact same way with lagging indicatorsThe strategy piece is the 110% In today’s sales management world actually training and supporting your reps is seen as going above and beyond...that needs to be totally flipped on its head. Lots of HR background but HR is not Sales, they are not sales training, they don’t know what it’s like to hold a quota over your head and start over every quarter. Create resources for the seller that I’ve been. I also know what it’s like to walk into a sales leadership meeting and look at all the challenges that other teams tell you and see you’re not hitting goals without knowing your own weaknesses, very similar challenges that aren’t talked aboutBetter coaching, better support and bettJB: Talk to me about humanity and vulnerability in salesMM: It’s so challenging to train people.  It goes back to that HUMAN element - BDR had been in the role for 2 years, CRUSHING it and just moved to a partnership role, go to all SMEs ask for resources, get a lay of the land, the rep learned a lot about management and mentorship by making a mistake. 1 year into the role, had templates and had people asking for her help. She just gave them the resources, the templates she was using. Started talking to these people and they were using the EXACT same template form a year ago, but she hadn’t taught them the HOW AND WHY for them to create their own approach. We don’t know what we don’t know!Most managers struggle where they’re not trying to NOT train or coach and don’t get why it’s not workingVulnerability piece is SO hard and it’s so easy to get frustrated.  But we as sales leaders need to recognize that Humans are Humans. Curse of Knowledge- as you get more advanced in your career it’s really easy to forget what it’s like to be that person who doesn’t knowWe need to have more empathy. WE need to make it OK to make mistakes. We need to encourage curiosity and empathy. Just as much as we encourage competition and collaboration as well as Grit.Vulnerability is the human trait I would like to see the most moving out of 2020 into 2021JB:Wow I’ve definitely seen this in the best leaders I’ve got to work with. What are the top qualities in leaders that you’ve worked with and want to emulate?MM: 1. Vulnerability - our current sales culture doesn’t leave space. It’s constantly so defensive (why aren’t you hitting? What’s missing here?) We are typically not met with empathy as a sales leader2. Empathy & EQ - should the manager be authoritarian - i want to be the person you come to with fears and challenges - Emotionally intelligent leaders go through to different leaders and progress in their careers and then come back to the leader with the emotional intelligence3. Transparency- without it, there’s no trust. We had to tell people I don’t have all the answers. Transparency is required to be vulnerable and to have high EQ. They see inherent risk involved in being JB: How do you bounce back?MM:Even as a consultant I have a business coach, I have mentors. A lot of people think entrepreneurs do it all on their own. It’s impossible to do it ALL on your own. I would encourage everyone to seek external mentorship, it’s very easy these days. RevGeniuns, Revenue Collective, Clubhouse making people really accessible (go find that person on LinkedIn and reference what you heard) Addicted to sticky notes, probably 40 around me at all times with Mantras that I’m working on. Little things. AND THAT’S OK. I’m not perfect, this was not ideal, or this didn’t work…..AND THAT’S OK!On my coaching sheet I have helpful quotes and mantras with mentors you can work with in specific areas5 Minute journal and gratitude journal to start everyday. Surround myself with people that lift me up and get me in the right mindset to get through tough months. JB: Morning routines and habitsMM:I’ve heard a lot of people share ideas that don’t work for me. And I believe discipline is important.FlexiplineI struggle with focus - 50 things I would LOVE to do but I’m always looking at - Mantra-- will this get me to the next $50K?List top priorities everydayREST- in such a hustle culture of sales, rest is critical, practicing self-love and healing to start everyday freshExternal mentorship group she runs. Text community with 3 women in a similar position to me, talking to them about my challenges. Another one for a mixed group of entrepreneurs  and do it externally so you can be super transparent. Those are routines that I’ve built during quarantine that are much different than my pre-covidLinkedInPath to President’s Club- Tues/Thurs free geek out sessions for specific questions and challenges


31 Mar 2021

Rank #10