Peak Performance Selling

BAD COULD BE GOOD.

IT’S THE CUSTOMER, NOT THE SELLER.

Jeffrey Lipsius is back for the 3rd part of this insightful series about the Inner Game of sales. In this episode, Jeffrey talks about how a bad sales month or quarter can actually be a catalyst for something good such as becoming a become salesperson. We will also be looking into the thought of understanding the inner state of mind of the customer and not the seller. All these exciting topics, only here, in the latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: Why a bad month or quarter is not so bad at all

“My suggestion is it's back to the same reframe. Instead of how much did I sell or not sell in that quarter? How much did I learn in that quarter? Because you might not have had a great quarter, but it might have made you a much better salesperson.”

JEFFREY: Look into the customer’s state of mind

“One of the important things to do is changed the salesperson's orientation, the awareness from outer to inner, and when I say inner, I'm not talking about the salesperson's state of mind, I'm talking about the customer's state of mind.”

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

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

Don’t miss Parts 1 & 2 of this amazing series and watch out for the next ones!

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

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

SOMETIMES, EVERYTHING IS OUT OF CONTROL. RELAX, IT’S NATURAL.

Jeffrey is back in this 2nd installment of his series with Jordan and together they will discuss the counterintuitive nature of the inner game, how it actually works, and how you can take control when everything is out of your control. Jeffrey relates this in sales where sellers don’t really have control, the customers do, so tune in and learn from Jeffrey where can sellers take control in this latest episode of Peak Performance Selling.

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: Customer decisions are uncontrollable

“Productivity numbers are really measuring the customer's buying performance, not the salesperson's selling performance. Salespeople can't control the customers thinking and the customers’ decision process, they don't even know what's going on between their customers’ ears, you know the gears are turning in that customer decision process.”

JEFFREY: Be a learner, not a teacher

“What can the salesperson control? Well, the salesperson can control what they learn from the interaction, and getting back to watching the seams of the ball, getting back to the salesperson's level of customer awareness, what's the value of gaining customer awareness? It’s learning. So if the salesperson assumes the role of the learner rather than the teacher, they can't lose. Because you can always learn from every situation.”

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 Part 1 of this amazing series and watch out for the next ones!

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

https://peak-performance-selling.simplecast.com/episodes/the-game-insider-the-basics-of-the-inner-game-jeffrey-lipsius-part-1

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

MORE THAN MEETS THE EYE

Let’s all welcome Jeffrey Lipsius, Director of The Inner Game School of Sales Leadership, to kick off another 4-part series here in the Peak Performance Selling Podcast, and in this episode, we will be discussing with Jeffrey the basics of The Inner Game, where everyone has to find their internal environment and keep it intact. Tune in and learn more, only here in the Peak Performance Selling Podcast.

PEAK PERFORMANCE HIGHLIGHTS:

JEFFREY: Peak performance is counterintuitive

"Peak performance is counterintuitive. In that, by very definition, you're performing beyond expectations, so if you have expectations, by definition, you won't achieve peak performance, so you can perform, and this is where ego comes in because people in the selling profession want to be able to say, Oh, I was responsible for the success, I really tried, and I got what I tried for. Well, if you tried for it you're not going to have peak performance.”

JEFFREY: How to maintain mental health

"It's a matter of really having a commitment to the internal world, our internal environment, and the understanding that how we get to know ourselves on the inside, our inner self-awareness is really the driver to our performance and to how we externally appeared in the outside world.”

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

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

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

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

Jeff Riseley is back in this 4th and final installment of his series. In this episode, Jeff and Jordan discuss the importance of mental health days and taking time off to support employees' mental health. They talk about how companies can improve in this area and how sellers can use these days to their advantage.

PEAK PERFORMANCE HIGHLIGHTS:

JEFF: Have a deep understanding of your “why”

"You need that deep understanding that you have to have a really strong company vision and deep connection with your work to make work more meaningful. So the why behind why it's important to start showing up your best self and use this time to rest to come back, do some of these more challenging things to come back the next week when you're feeling better so that you can perform your best…”

JEFF: How companies can treat their employees better

"I think the biggest piece is like, we need to start building recovery metrics on a daily basis, we have to kind of start understanding the difference in terms of how stress works, because like we talked about earlier, our brain is not built to hunt, hunt, hunt then stop, it just isn't, there need to be recovery periods built in.”

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

Jeff Riseley | SalesHealthAlliance.com

Don’t miss out on the previous episodes of this amazing series with Jeff:

Part 1: Stress and Anxiety Management For Sellers

Part 2: Be Child-Like In Your Gratitude

Part 3: Battling Mental Health Problems By Building Trust In The Organization

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

Jeff Riseley is back and he discusses the importance of trust in sales teams and how companies can improve their mental health and performance. He also talks about some of the challenges that companies face in terms of effective mental health and how to overcome them. Jeff also discusses how the brain is naturally built to be on guard, and how this affects the way sales is structured.

HIGHLIGHTS:

JEFF: His mission to help people experience mental health problems

"If I can help that one person who might not be sleeping, or dealing with a panic attack, panic attack, or even give just one person a little bit of hope, my attention is all focused on serving them. So I'm lucky that I get to do this on a daily basis, and I genuinely get a lot of motivation from helping people pass that.”

JEFF: The importance of trust in sales and organizations

"It's only when we're in environments and we're in situations when we can drop that guard to feel safe, and it really comes down to do I trust the people that I'm working with on a daily basis to have them have my best interests at heart. Because only when we're in a trusting situation. Well, that middle part of the brain that's on guard, shut down and say here creativity and logic, go do your amazing things like close up a big deal or learn that objection handle or do all of these cool things that we need to do as humans to thrive.”

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

Sales Health Alliance Website: https://saleshealthalliance.com/

LinkedIn - http://linkedin.com/in/jeffriseley/

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

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - [email protected]

Twitter - https://twitter.com/jbenj09

As adults, responsibilities can take over our lives, leading to days filled with worry, anxiety, and stress. Moreover, the technology that’s supposed to help make our lives easier can even contribute to the already stressful environment that we find ourselves in.

In this second of a four-part series, Jordan continues his conversation with Sales Health Alliance founder Jeff Riseley about mental health management tips to help you not only to survive but thrive in your workplace. Jeff particularly hones in on gratitude, and how focusing on positive takeaways can literally strengthen your brain muscles and help you gain a healthy disposition, regardless of the situation you are in.

HIGHLIGHTS

Is technology taking over your life?

Helpful habits for managing your mental health more effectively

Focusing on gratitude can do wonders for your brain health

Be child-like in your gratitude

QUOTES

Jeff on the dangers of letting technology drive you: "The technology that we surround ourselves each day, it loves when we're not thinking logically. And it loves when we're in react mode. Because when we're in react mode and we're feeling emotional, we're going to turn to things like social media and our devices to try and replace that void that we're feeling."

Jeff on neuroplasticity and gratitude: "You can literally strengthen muscles in your brain and change how our brain is operating by executing on things like gratitude, which is huge. So the more you kind of go back and reflect and focus on the positive things taking place that may have been overshadowed by a massive deal falling through, or getting stuck in traffic, or that person cutting you off in the street. The more you go back and reflect on those things, the more your brain learns how to direct attention and become focused on those things moving forward."

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

Sales Health Alliance Website: https://saleshealthalliance.com/

LinkedIn - http://linkedin.com/in/jeffriseley/

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

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - [email protected]

Twitter - https://twitter.com/jbenj09

With sales being one of the most demanding professions in the world, it’s prudent to assume that stress and anxiety are just part of the job. In this first of four-part series, your host Jordan Benjamin talks to the founder of the Sales Health Alliance, Jeff Riseley about equipping sellers with the tools to tackle mental health challenges in the workplace in a more productive way. Jeff also opens up about his testicular cancer diagnosis, and why we need to actively reshape the way sellers are perceived in the workplace.

HIGHLIGHTS

Surviving (but not thriving) in a sink-or-swim sales environment

Testicular cancer diagnosis and other life-changing events

Salespeople are basically 'Corporate Athletes'

How to manage anxiety and stress in a productive way

QUOTES

Jeff on his struggle with mental health as a new seller: "Going to therapy 10 years ago was still highly stigmatized, that's really where I had to make this choice where I was like, I had found this career that I really enjoyed, the learning, the growth, the money you could make, the camaraderie, the rush you get when you close a big deal. But if I wanted to stay in this career, I needed to figure out a way to make myself more resilient."

Jeff's idea that inspired him to start the Sales Health Alliance: "They [salespeople] are not really employees. They're really corporate athletes. So [it's]how do we really start teaching them the ways to navigate stressors in sales in a mentally healthy way to start an upward spiral, instead of a downward spiral by giving them the pads and the helmets they need to play a contact sport."

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

Sales Health Alliance Website: https://saleshealthalliance.com/

LinkedIn - http://linkedin.com/in/jeffriseley/

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

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - [email protected]

Twitter - https://twitter.com/jbenj09

In this fifth part of a five-piece Peak Performance Selling Podcast episode, sales culture subject matter expert Nikki Ivey describes what a good leader looks like in specific situations, and why she views consistency as the real indicator of success.

HIGHLIGHTS

Good leaders are not afraid of a little vulnerability

People appreciate being treated like mature adults

Success is all about consistency

QUOTES

Why leaders need to demonstrate vulnerability to their employees, says Nikki: "It's important for a leader to be able to show -- and I'm not saying you have to sob to your employees, but some glimmer of 'I am human. I am not infallible. And so, I will treat you like you must be infallible.'"

Nikki on having a leader who gives honest feedback: "Somebody who will tell me exactly what I'm doing wrong in a way that does not seek to coddle me or protect my feelings at all. I feel extremely disrespected if I can tell that someone is trying not to hurt my feelings. That feels like you didn't think I was strong enough to handle the facts of the situation."

Nikki's view of success: "Success is consistently executing the activities I said I was going to execute on in order to get to the big goal. If the big goal doesn't happen, and I did everything I said I was going to do at an elite level, I'm successful."

You can connect with Nikki in the links below:

Sales for the Culture Website: https://salesfortheculture.com/

SDRDefenders Website: https://www.sdrdefenders.com/

LinkedIn - https://www.linkedin.com/in/nikki-ivey/

Instagram - https://www.instagram.com/knownikkiivey/

​​Twitter - https://twitter.com/knownikkiivey

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

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - [email protected]

Twitter - https://twitter.com/jbenj09

In this fourth part of a five-piece episode of the Peak Performance Selling Podcast, sales culture subject matter expert Nikki Ivey talks about combating setbacks through preparation, and the steps you can take to help make a genuinely diverse workplace.

HIGHLIGHTS

Don't shy away from putting yourself out there

We're all just stumbling through life and doing our best

Selling is a lot like performing orchestral music

Remind yourself that you've done this so many times before

Democratizing the sales profession

QUOTES

Why surviving every day is a struggle, but we do it anyway says Jordan: "Our brain is constantly telling us that we don't have the knowledge [and] the skills, we're not good enough, whatever it might be. And so it takes active creation to factor it in your day, to know that you're gonna get beat up, to know that you're gonna struggle and to put yourself in your best position to win the morning."

Nikki on how you can combat any curveball or objection thrown your way: "This is about how the brain works. This is about preparedness. Without the sheet music in front of you, if any little piece of doubt or uncertainty creeps up, you might freak out. But if you have factored that in, and then taken steps by putting the next steps right in front of yourself, then you're less likely to stay off track."

Nikki on how you can help 'democratize' the sales profession: "Even if you can't solve the problem of getting more people from different backgrounds on your team, you can certainly start taking steps to make the environment more welcoming for the people that you do have and for the ones that you're trying to recruit."

You can connect with Nikki in the links below:

Sales for the Culture Website: https://salesfortheculture.com/

SDRDefenders Website: https://www.sdrdefenders.com/

LinkedIn - https://www.linkedin.com/in/nikki-ivey/

Instagram - https://www.instagram.com/knownikkiivey/

​​Twitter - https://twitter.com/knownikkiivey

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

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - [email protected]

Twitter - https://twitter.com/jbenj09

In this third part of a five-piece episode of the Peak Performance Selling Podcast, sales culture subject matter expert Nikki Ivey talks about motivation, success, and bouncing back from failure. Nikki ruminates about the nature of motivation, effective goal-setting, and using small successes in a day to propel yourself towards larger and more critical goals.

HIGHLIGHTS

Chart your moods and be aware of any trends

Don't wait for motivation to come, because it likely won't

Set yourself up for success by setting small goals

Train your brain by making it get used to the feeling of success

Focus on your own personal journey

How to bounce back from failure

QUOTES

Nikki on creating your own motivation: "Do a thing that helps me feel successful. Do a thing that gives me a sense of accomplishment and that is where the motivation comes from. So it's the other way around. Not the motivation breeds success, the success breeds the motivation."

Nikki's advice for people looking to enhance their talents: "I have these gifts, I have these skills. That's just gotta take off like a rocket ship anywhere, doesn't it? No. I have to take off like a rocket ship. And I have to do it everyday. And that's just the way it is."

You can connect with Nikki in the links below:

Sales for the Culture Website: https://salesfortheculture.com/

SDRDefenders Website: https://www.sdrdefenders.com/

LinkedIn - https://www.linkedin.com/in/nikki-ivey/

Instagram - https://www.instagram.com/knownikkiivey/

​​Twitter - https://twitter.com/knownikkiivey

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

LinkedIn - https://www.linkedin.com/in/jordanbenjamin/

Website - http://mycoreos.com/

Podcast - https://www.mycoreos.com/podcast

Email - [email protected]

Twitter - https://twitter.com/jbenj09