Peak Performance Selling

Today's guest on the Peak Performance Selling Podcast is Ken Lundin, President of Ken Lundin & Associates and RevHeat. Ken looks back on his journey in sales and entrepreneurship and shares that one significant moment when he lost his house.

It was a challenge but Ken also realized that bankruptcy is actually not rock bottom. He hustled hard in sales after that, eventually reaching VP level. He shares the wisdom he learned on the way. In his experience, the difference between a giver and a taker personality can fundamentally affect a company.

Ken advises on hiring the giver types and provides examples of how a taker might be initially successful but, having their heart in the wrong place, will not reach their full potential.

He also shares the difference between work-life balance and work-life alignment and how you must strive to align your life with your goals for maximum success. Finally, Ken also shares his anti-aging tips to keep him in optimal shape to show up and be his best on the daily.

Today's guest on the Peak Performance Selling Podcast is Sophie Salzman, Team Lead and Enterprise Channel Account Manager at HubSpot. A reluctant salesperson, Sophie proved herself extremely capable as she has become the number 1 seller in North America, reaching 200% of her quotas and joining President's Club just 2 years after hopping on board.

Her secret is building connections that matter by really getting to know the person behind their role as partner. Engaging them this way and allowing herself to be vulnerable by admitting when she doesn't have the answer fosters a genuine relationship. In this way, making the sale is actually the easy part.

Having conversations on what partners want to happen, being positive yet also realistic with the goals before pushing onto them her own thoughts, has also been effective in Sophie's experience.

In both her personal and professional lives, Sophie advises others to always pursue their happiness. When your work comes from this passion, high performance will just flow and the results will prove it.

Today's guest on the Peak Performance Selling Podcast is Kelly Brooks, Director of Small Business at HubSpot. People leadership is at the core of Kelly's values. She shares her amazing growth journey from Apple and the many wins and losses she had after joining HubSpot.

She shares that the best way to grow into a sales leader position is to be an inch in front of your reps. Kelly also details her reflection process on setting intentions and creating boundaries for the best work and life balance.

Kelly also shares how she bounces back after setbacks both big and small. For her, it is what you do about it today that matters the most. Leaders must also embody that change can be uncomfortable but being united with company visions creates amazing results.

Today's guest on the Peak Performance Selling Podcast is Scott Leese, 6x Sales Leader, 3x Founder, 3x Author, Sales Consultant, Strategic Advisor, and Angel Investor, among many more impressive achievements.

Being a lifelong athlete has given Scott the advantage of getting over failures and always aiming for success. His creativity is also apparent with one his companies, Surf and Sales, where he combines his passion for surfing while providing an experiential learning experience for his clients.

Scott also shares the near-death experience he had that has given him the resilience to bounce back and overcome any adversity. For him, hitting sales targets pales in comparison when you are on your deathbed for 4 years. And if he can do it, anyone can.

Scott shares his unorthodox way of running his companies, from his lack of a routine to amazingly insightful hiring questions, that are certain to inspire listeners and their own way of achieving peak performance.

Today's guest on the Peak Performance Selling Podcast is Jason Cutter, CEO and Founder of the Cutter Consulting Group and author of Selling with Authentic Passion, A Sales Consultant's Guide To Overcoming Objections: Yours & Theirs, and A Sales Consultant's Guide To Motivating Your Sales Team: (So You Both Can Win).

Jason explains that there are two fundamental fears that hold back people, especially in sales: the fear of change and the fear of letting down the tribe. For Jason, there is value in recognizing these fears but calls them out for what they are: limiting beliefs.

He explains that confidence comes from embracing your true and authentic self. Clients want to buy from a genuine human, not a smooth-talking statistic, so it is vital for a salesperson to channel this energy in every interaction.

Jason tells sales teams that comparing your behind-the-scenes to another person’s highlights is an unrealistic way to view your progress. Not only does this discount your very real efforts, it also elevates others’ achievements out of context.

For Jason, he suggests maintaining a Progress Board to act as a constant reminder of your wins, how far you have come, and the goals you have yet to achieve.

Today's guest on the Peak Performance Selling Podcast is Brent Keltner, author of the upcoming book The Revenue Acceleration Playbook, and Founder and President of Winalytics LLC. Authenticity is at the core of a successful relationship between advisors and clients.

This does not refer to saying yes to everything, but it does mean that there is a commitment on both sides to co-develop solutions that are the right fit for each others' needs.

Brent shares his insights on what go-to-market teams need to do to achieve their goals. This includes a commitment to practice and have accountability for actions, but for leaders to also commit their time to coaching and ensure teams have the tools they need to reach their overarching goals.

For Brent, routines outside of work also fundamentally affect the success at work. This includes his Christian faith, meditation, exercise, and the need to reflect on both wins and losses and how these provide a framework of how to become ever better moving forward.

Today's guest on the Peak Performance Selling Podcast is Donald C Kelly, Founder and Chief Sales Evangelist at The Sales Evangelist. Donald demonstrates that sellers can become the best versions of themselves and be the most effective sellers they can possibly be.

He shares that limiting beliefs are what hold you back and that the secret is to let go. Assuming that buyers don't want what you are selling or that you can't do it, when repeated over and over, becomes a self-fulfilling prophecy. Donald explains that the people who do make it are just as qualified as you and the only difference is that they took a chance and got it.

Donald also shares some golden nuggets of advice including the importance of a vision board to act as a constant reminder of your goals and the importance of having a healthy daily routine to keep you in top shape.

When things don't go your way, remember that the person you should compare yourself to is you yesterday. There are also no bad days, just bad moments, and these do not define your sales quarter.

Today's guest on the Peak Performance Selling Podcast is Kevin Bailey, CEO & Founder of Dreamfuel. Learning and applying the lessons of neuroscience to business mindsets has the potential to dramatically increase sales. In Kevin's own experience, this allowed him to be his company's best salesman with a 56% closing rate.

These valuable lessons are what he also teaches other sales and executive teams, with particular emphasis on potentiation, depotentiation, and equanimity. This basically means the creation of new mindsets, the extinguishing of negative mindsets, and the non-creation of any new mindsets.

Kevin explains that these mental fitness exercises help create pathways that your brain can make its default. This can create a permanent state of gratitude, for example, that makes you resilient against almost any circumstance and always show up your best.

Today's guest on the Peak Performance Selling Podcast is Rachel Shi, Founder-in-Residence at Entrepreneur First. Pursuing the deeper purpose of life is at the heart of Rachel’s journey as a person and entrepreneur.

Her experiences, from working in industries she didn’t enjoy to moving to a completely different country and starting over, have taught her that her time is the most valuable asset she has.

How she uses her time while having a keen awareness of her own mortality have shaped her decisions to always seek the deeper meaning of life. And this purpose is and will always be her service to others.

Rachel also shares how she became her best in sales by remaining curious and putting herself in the shoes of the customer. For her, being spoon fed the answers is not the way to learn, it is by making the harder choices which bring the most value in the end.

Today's guest on the Peak Performance Selling Podcast is Tim Clarke, Senior Marketing Leader at Salesforce, Co-Founder & CEO at UNCrushed, SOBERforce Global Events Chair, philanthropist, and mental health advocate.

The issues surrounding mental health have come into focus with the pandemic as alcohol and drug use soar. Today, Tim's advocacy is to help others overcome their own mental health challenges. He lives by the mantra live life, give back, change lives and this is apparent with his community UNCrushed.

This platform encourages others to find someone they can relate to so that they may be vulnerable with the mental health issues they face, including drug and alcohol addiction, grief, and depression, among others.

Tim shares the common misconceptions he observes around mental health and how people, especially those in sales, can use tools to tackle these issues meaningfully. For Tim, success is no longer about time or material possessions, it is about making a positive impact on the lives of as many people as possible.