Peak Performance Selling

GOT OUT OF THE JOB? NO PROBLEM, MAKE YOUR OWN JOB.

From the bond trading floor to a multiple income stream career, David Meerman Scott, Limited Partner and Strategic Advisor at Stage 2 Capital, has created a whole new career for himself after going out of his previous company. David will be sharing how he applied the Portfolio Theory of Investment to invest and build a diversified stream of income for himself. Find out more about David in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: APPLYING THE PORTFOLIO THEORY OF INVESTMENT

“I realized pretty quickly that when you work for one company, it's basically the same as if your portfolio of investments is focused on one investment. And I started to think about the whole portfolio theory of investment because I worked on Wall Street. So I understood that and how the more diverse you are, the more likely over time you'll do well.”

You can connect with David and check out his work in the links below:

David Meerman Scott | Stage 2 Capital | Stage2.Capital

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

ARE YOU SPORTY ENOUGH FOR SALES?

Lori Richardson is back, and she discusses how athletes bring a unique mindset to sales, one that is focused on competition, winning, and improvement. In this episode, Jordan talks to Lori about the intersection of sports and sales. Richardson explains that while many companies assume that athletes make the best salespeople, this is not necessarily the case. What top athletes and top sellers have in common is the mindset piece. They both have the ability to bounce back from a tough week and move forward with supportive beliefs. All these and more, in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

LORI: THE ATHLETIC MINDSET IN SALES

“What top athletes and top sellers have in common is the mindset piece. You know, the idea that if you had a game on Friday night, and you lost, you can't come in to Saturday's game thinking you're gonna lose again, you come into Saturday, fresh, ready to go. Same thing with sales, you know, you had a tough week, last week, great, it's gone, it's over, walk in the door, it's all new.”

LORI: LEADERSHIP IS NOT ABOUT YOU, IT’S ABOUT THEM

“It's really important that you know, what type of a leader you are, and if it is just for the job, and to help someone do that, then do that really, really well. But learn what servant leadership is so that it's not all about you, it's about them.”

You can connect with Lori and check out his work in the links below:

Lori Richardson | Score More Sales | ScoreMoreSales.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

ARE YOU HIRING WOMEN FOR THE SAKE OF DIVERSITY?

In this episode, Lori Richardson discusses what organizations are getting wrong about bringing more women into the sales force. She talks about the importance of making women feel included and welcomed, and how this is key to retaining them in the sales force.

Stay tuned as Lori and Jordan also talk about the importance of listening and learning, goal setting in sales, personal accountability, and the She Sells Summit. Find out more in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

LORI: DIVERSITY IN THE ORGANIZATION

“Building inclusive sales teams, it's inclusive in so many ways. It's its age now, its ability wise, there are so many different ways we can add powerful members to our team who have different backgrounds, and we do, and make it a better team and make it reflect who our buyers are, and what our buyers look like and what they think is important. And that's an important point in choosing who to do business with anymore. It's becoming one of those things that people are seriously evaluating.”

LORI: TOP PERFORMERS WRITE AND TRACK GOALS

“The top salespeople write down goals, they have a process to track them, and a system to incorporate it so that it doesn't mean that if you suddenly write goals, you're going to be a top salesperson. But those are some of the traits that the top sellers and most elite salespeople exhibit.”

You can connect with Lori and check out his work in the links below:

Lori Richardson | Score More Sales | ScoreMoreSales.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

YOU HAVE TO BE PREPARED TO COACH, EAGER TO MANAGE, AND WILLING TO TAKE RESPONSIBILITY

In this episode, Lori Richardson discusses the different qualities of good coaches and sales managers. She explains that the best coaches spend up to 50% of their time coaching and motivating their teams. She also talks about the importance of setting clear goals and objectives and creating a positive and supportive environment.

PEAK PERFORMANCE HIGHLIGHTS:

LORI: BE WILLING TO LEAD, BE READY TO TAKE RESPONSIBILITY

“Desire is like one of the top things, you have to be willing to be the leader to manage no matter what, and be committed to it, and to take responsibility, and so you set an example for your reps, so then they take responsibility because that's another really important thing in sales.”

JORDAN: IMPORTANCE OF A GROWTH MINDSET

“Having a growth mindset and being in sales is just such a great combination because we're dealing with people or human beings in an ever-changing environment.”

You can connect with Lori and check out his work in the links below:

Lori Richardson | Score More Sales | ScoreMoreSales.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

IT’S TIME FOR SOME GIRL POWER!

In today's episode, Lori Richardson talks about her work helping companies with sales transformation through data and best practices. She also discusses her passion for teaching HR and sales leaders how to hire top sales talent. Finally, she shares her thoughts on the career of selling, and how it can be a lucrative and flexible profession, especially for women.

PEAK PERFORMANCE HIGHLIGHTS:

LORI: DATA, DATA EVERYWHERE

“What's so nice today is that we have so much data, we have so many different ways we can collect data.”

LORI: ESTABLISH A COMMON COMMUNICATION

“One of the biggest things anyone can do that’s listening is to work on common terminology among their team, and if they simply started to do things like that, that would be a really great step.”

You can connect with Lori and check out his work in the links below:

Lori Richardson | Score More Sales | ScoreMoreSales.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

WHAT DOES IT TAKE TO BE A LEADER?

It’s the 4th and final installment of David Barron’s series. In this episode, David talks about the fundamentals of leadership such as what’s his biggest failure, what traits should a leader have, what is success for him, and many more. Tune in to find out more about David’s insights in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: BIGGEST FAILURE?

“I've had people ask me, like, what's your biggest failure? And like, I honestly can't remember them because I don't think in those terms, I think of input to output, and was the output something positive or negative? And if it was negative, what is the way to fix this the next time I have this in this input to change that.”

DAVID: TRAITS OF A LEADER

“As I become a leader at HubSpot, I realized how vital it is to just like, keep pounding the table on the strategy and the mission and the strategy and the mission, and this is what we're doing, and this is how we focus around that. Because I think that's really how you get folks to buy in.”

DAVID: WHAT IS SUCCESS?

“The context I guess I would give is like, I like being super uncomfortable. And learning and doing new things. And so for me, like, that's kind of my passion. And like, what gives me energy and Success for me is like, getting into places or parts of the organization that are outside of my comfort zone and like making that project successful.”

Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!

Part 1 - THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1

Part 2 - WHAT IT TAKES: Being Customer Centric And Customer First As An Ideal Salesperson, Part 2

Part 3 - TEAM UP, STEP UP! How To Build A Stellar Product Team With David Barron, Part 3

You can connect with David and check out his work in the links below:

David Barron | HubSpot | HubSpot.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

HOW DO YOU BUILD A STELLAR PRODUCT TEAM?

Today in Peak Performance Selling, David Barron is back for Round 3.

In this 3rd installment, David talks about the importance of properly training your team, from fixing common misconceptions about selling organizations to the culture regarding communication between product and sales teams, and how to take feedback and make it a resource in development.

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: PRODUCT AND SALES COMMUNICATION SHOULD BE PART OF THE CULTURE

“I think the big caveat is like, what is the culture of the product organization, I've certainly worked at places where like, it was not a part of the culture for the product team to talk to sales. I think that's a huge miss.”

DAVID: FEEDBACK SHOULD BE CUSTOMER FIRST

“I think we do a really good job of that at HubSpot, and I think it's really important just if you're going to pass that feedback, do it customer first.”

Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!

THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1

WHAT IT TAKES: Being Customer Centric And Customer First As An Ideal Salesperson, Part 2

You can connect with David and check out his work in the links below:

David Barron | HubSpot | HubSpot.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

WHAT DOES IT TAKE TO BE THE IDEAL SALES PERSON?

Do you have to be perfect? NO. In this episode, listen well to David Barron as he discusses that being the ideal seller is not about your tools and materials, it’s about being customer-centric and customer-first. Find out more in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

JORDAN: IT’S ALL ABOUT THE CUSTOMER

“Be customer-centric and customer first, I think are really the keys of any successful seller and really any successful sales organization over the long run as we move through today's day and age of selling.”

DAVID: THE COOLEST THING ABOUT BEING A SELLER

“One of the really cool things about being a seller is that you get to talk to people running a myriad of different businesses, and so over the course of my career basically like, you know, obviously, I'm trying to solve problems for the buyer, I'm trying to get to know them, but I'm also trying to get to understand how their business operates.”

Don’t miss out on the previous episode/s with David Barron and watch out for the next ones!

THE BARRON’S LEAP: David Barron’s Leap From Pharma To Tech, Part 1

You can connect with David and check out his work in the links below:

David Barron | HubSpot | HubSpot.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

ALL IT TAKES IS ONE STEP, AND YOU’RE GOOD TO GO

Welcome to another episode, and today we will be starting another series, in which we will be welcoming David Barron, who is currently the Global Director for Sales for HubSpot. In this first installment, David will be sharing his experience of what made him take a leap from working in Pharma to selling in Tech. Take a leap and find out more about David in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

DAVID: RESILIENCY, FROM PHARMA TO TECH

“I think the biggest thing that still translates today for me is just like resiliency, what I'll tell you is cold calling in person is a lot harder than cold calling on the phone or sending cold emails, like totally different when you walk into a place five or six times over two weeks, and you just like can't get through to the receptionist, and you just get shut down in person, that feeling is a lot worse.”

DAVID: TAKING THE LEAP INTO TECH SALES

“I think the one thing that certainly helped me that, at least from my sales career was always just like, customer first and listening and helping first mentality.”

You can connect with David and check out his work in the links below:

David Barron | HubSpot | HubSpot.com

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

“LOOKS LIKE YOU NEED SOME HELP”

It’s our final round with Jeffrey Lipsius and we are set to close this series with great insight. Jeffrey discusses the importance of taking the role of a coach as a seller, a coach helping buyers come up with the best decision. Make sure to tune in until the end of the episode as Jeff will be sharing his own definition of success, only here in the latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: The seller is the buyer’s decision coach

“ A salesperson is a customer's decision coach, and the salesperson is talking to a customer if that customer has self-doubt, that's the first thing the salesperson has to deal with, are you going to get a lower quality decision”

JEFFREY: Success is a feeling, YOU are a success.

“Success is a feeling. You feel successful, regardless of external circumstances, and it could mean, we were a success. When we took our first breath, we became very successful, that was the most successful thing we did is take the first breath and do our first Wan. After that, everything is secondary.”

You can connect with Jeffrey and check out his work in the links below:

Jeffrey Lipsius | The Inner Game Corporation | Selling To The Point

Don’t miss Parts 1 to 3 of this amazing series and watch out for the next ones!

THE GAME INSIDER: The Basics Of The Inner Game - Jeffrey Lipsius Part 1

YIN-YANG: The Counterintuitive Nature Of The Inner Game - Jeffrey Lipsius, Part 2

THE GOOD, THE BAD, AND THE BUYER: The Inner Game Of Bad Sales Periods And The Customer’s State Of Mind - Jeffrey Lipsius, Part 3

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter