Peak Performance Selling

Sometimes we sell a position in our company too hard that we don't learn about the people we're working with. So we have to understand the "giving" mindset when hiring new sellers. In this episode of Peak Performance Selling, Jordan and Ken talk exactly about that and what other types of attributes to look out for during the interview.

Ken also talks about the main things that one needs to do for himself to continue showing up for work and perform consistently. He gives us the idea of work-life alignment instead of looking for some sort of balance between work and play.

PEAK PERFORMANCE HIGHLIGHTS:

KEN: HAVE A STRUCTURED PROCESS FOR HIRING

“I think it's really important to have non-negotiables that are not on the job description. As an example, I want somebody that can show that they can be a student and a teacher in the exact same conversation. There's a moment when I want to see that they want to learn what I'm talking about and there's a moment when they have a chance to show me their expertise.”

You can connect with Ken and check out her work in the links below:

Ken Lundin | RevHeat

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

We romanticize the idea of how easy it is to make a million bucks. But we also have to understand the inherent risk and respecting that risk is what drives us to success. In this episode of Peak Performance Selling, Jordan sits with Ken Lundin, President of Ken Lundin & Associates and RevHeat.

Ken shares a wealth of insights on building one's self back up again and creating your own space and energy as opposed to consuming what the world is giving you. He talks about avoiding the victim's mindset by adopting the right thoughts and keeping yourself in a positive headspace.

PEAK PERFORMANCE HIGHLIGHTS:

KEN: THE BIGGEST SHIFT SALES AND SALES LEADERSHIP NEED TO MAKE TODAY

“They'll say somebody owes me something or something should be given to me. But when you move from a victim's mindset and move into 'I'm going to exert 'all the control I can over the thing things that I can control and I'm not going to let those things I can't control influence my day or happiness.' It's a massive shift in your entire worldview.”

You can connect with Ken and check out her work in the links below:

Ken Lundin | RevHeat

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

In this episode of Peak Performance Selling, Jordan has a last conversation with Sophie Salzman on goal setting and attaining consistency to stay on top.

Being authentic is also one attribute that greatly enhances sales performance. Sophie explains why one cannot be empathetic if you're also not authentic, and this comes from knowing what you want and achieve. Lastly, she talks about how she bounces back when things don't go expectedly.

PEAK PERFORMANCE HIGHLIGHTS:

KNOW WHAT YOU WANT AND BE FOCUSED ON IT

“Not like I don't care about others but I don't feel competition with others it's like, this all me. I'm going to think about how I can help others and provide really helpful feedback and information, meet with them, mentor them, and coach them. But when get distracted by looking at what other people are doing, it's going to be really hard.”

You can connect with Sophie and check out her work in the links below:

Sophie Salzman | HubSpot Careers

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

In this episode of Peak Performance Selling, Jordan continues the conversation with Sophie Salzman on goal setting and her usual approach when it comes to this.

She also talks about how she uses these goals to reset every year and continue to stay consistent despite many wins and losses in her performance. Sophie discusses how to build relationships with partners and help them to be motivated in growing their own goals.

PEAK PERFORMANCE HIGHLIGHTS:

HOW SOPHIE MOTIVATES HERSELF TO STAY ON TOP

“It's nice to have recognition but it's all internal. There's no competition. It's competition within me, I want everyone to be successful. I'm always splitting because what goes around comes around. We're all humans and we have a livelihood to meet.”

You can connect with Sophie and check out her work in the links below:

Sophie Salzman | HubSpot Careers

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

In this episode of Peak Performance Selling, Jordan sits with Sophie Salzman to continue their conversation on how she stays consistent when it comes to sales performance and how others can possibly implement these in their routines too.

Sophie talks about her practices when new features of the product are launched and how she stays transparent about not knowing everything about the new features. She also highlights the importance of taking care of one's self when in a sales role.

PEAK PERFORMANCE HIGHLIGHTS:

WHAT SOPHIE DOES WHEN NEW HUBSPOT FEATURES ROLL OUT

“What I try to do is identify two or three features or tools that I can speak to so confidently and that can help me differentiate why xyz product is the right fit and not the other one. And then if they have a question I go, "Honestly, that's the beauty of HubSpot because there's so much you can do" based on what you need.”

You can connect with Sophie and check out her work in the links below:

Sophie Salzman | HubSpot Careers

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

In this episode of Peak Performance Selling, Jordan sits with Sophie Salzman to talk about her journey going into sales and the strategies that define how she sells successfully over the years.

Sophie talks about the impact of trust in building and enhancing relationships with customers and prospects alike. Building trust is all about knowing the person first. This makes it easier for them to communicate what they need or want from your product or service overall.

PEAK PERFORMANCE HIGHLIGHTS:

SOPHIE: YOU NEED TO GET TO KNOW THE PERSON TO BUILD TRUST

“Being in a sales role is just being in a relationship role. You've got to understand what the product is, but when you ask me 'how do I build trust?', I don't lead with 'I think you need X', I'm telling you what you don't need.”

You can connect with Sophie and check out her work in the links below:

Sophie Salzman | HubSpot Careers

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

In this episode of Peak Performance Selling, Jordan sits with Sophie Salzman to talk about her journey going into sales and the strategies that define how she sells successfully over the years.

Sophie talks about the impact of trust in building and enhancing relationships with customers and prospects alike. Building trust is all about knowing the person first. This makes it easier for them to communicate what they need or want from your product or service overall.

PEAK PERFORMANCE HIGHLIGHTS:

SOPHIE: YOU NEED TO GET TO KNOW THE PERSON TO BUILD TRUST

“Being in a sales role is just being in a relationship role. You've got to understand what the product is, but when you ask me 'how do I build trust?', I don't lead with 'I think you need X', I'm telling you what you don't need.”

You can connect with Sophie and check out her work in the links below:

Sophie Salzman | HubSpot Careers

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

In this episode of Peak Performance Selling, Jordan is joined by Kelly Brooks to discuss exploring and doing something new as a sales leader. She reminds us that resistance to change comes from a lack of understanding and how one can push through this.

Kelly shares that there are also times when the group you're working with doesn't understand the changes that need to be done to improve. These can cause gaps but you have to recognize that sometimes you can also be wrong as the sales leader.

PEAK PERFORMANCE HIGHLIGHTS:

KELLY: WE'RE ALL TRYING TO SUCCEED TOGETHER

“As leaders sometimes have to be okay that change can be uncomfortable. You have to check that check. Does it still align with our values? Does it still align with the overall arch? Sometimes the structure is uncomfortable and hopefully, we all believe in the long-term.”

You can connect with Kelly and check out her work in the links below:

Kelly Brooks | HubSpot Careers

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

In this episode of Peak Performance Selling, Jordan is joined by Kelly Brooks to continue the discussion on people leadership in sales. She talks about the concept of servant leadership and being motivated by the team's success.

She also shares her insights on how managers can upskill to be more prepared and more effective in their roles. Kelly talks about gaps that one might miss moving into from individual contributor to a management role and opportunities for training in this aspect.

PEAK PERFORMANCE HIGHLIGHTS:

KELLY: SOMETIMES NEW LEADERS FORGET NOT EVERYONE HAS THE SAME HABITS

“They need to do a lot more repetition. That's the part that surprises a lot of leaders where unfortunately for most people you can't just say it once. But when managers make that switch and figure out how to break down their process, make it accessible for other people and truly flex those situational leadership skills, that's when the magic starts to happen.”

You can connect with Kelly and check out her work in the links below:

Kelly Brooks | HubSpot Careers

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

In this episode of Peak Performance Selling, Jordan goes back to his previous conversation with Kelly Brooks on people leadership roles in sales. Kelly discusses what first-time managers often get wrong and identifies the differences between leading and selling in these environments.

Kelly also talks about what typically happens when folks transition from retail into tech sales. For one, you could be gaining enough experience in face-to-face interactions that you can now hear their possible needs from over the phone.

PEAK PERFORMANCE HIGHLIGHTS:

KELLY: FIGURE OUT HOW TO UNPLUG FROM WORK

“I'm really big on setting an intention and I do this in so many different ways. I think about my year, my quarter, month, week, my day and that showed up in different chapters of my life. As simple as it is, there's a lot of lists. It's like, these are the things that I need to pat myself on the back, lace up my boots on the weekend, and get out of here. ”

You can connect with Kelly and check out her work in the links below:

Kelly Brooks | HubSpot Careers

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