Peak Performance Selling

DK: Virtual event and keynote speaker was Chris Voss - Negotiation success is to use a low and slow speaking voice - science shows you will drive a better results JB: Did you think you would get into sales? What got you there? DK: In school, as a TA, Dr. Bill Copeland. “You’ll find yourself in a sales role later in life” Was offensive- didn’t know anyone in sales, especially tech/corp sales - Used...

Sales might be the only profession where people commonly have the “this is how I fell into sales story” College roommate had a father in sales. Roommate said he was going to be in sales too…..why would you even go to college? Finished college with Liberal Arts degree but no liberal arts jobs Didn’t think he would be a fit for sales, but he was a nerd and passionate about computers so it seemed to...

“Success is the number of people’s lives you’re able to influence and touch, and how much quality they’re able to derive from that relationship they have with you.” Success is a moving object, and when it comes to sales, it cannot be said better. If you are looking to measure your sales success, you need to look at the impact you are having on your customers. Are you helping them succeed? Key Talk...

JB: How did you get into sales? Way back into sales - formally started in 2004 in Print Media Advertising sales  Understanding problems you see around you and how to solve them 8 years old, bucket soap and sponges to make some extra $$ to buy baseball cards Identify prospects in the neighborhood who has a car? Who’s car is dirty? Car is there, so they are home. He has a solution to work with them....

JB: Dan Tyre founding team member of HubSpot Employee #6 joining in 2007 and first sales person. Held various positions in sales, management, recruiting, training and more.  He also created the term SMARKETING to help create alignment between sales and marketing.  Dan mentors so many reps aside from asking others to go mentor others and pay it forward.  Check out his best-selling book, Inbound Org...

Learn from some of the best as you end the year.  What went well for you last year?  What can you improve on? Check out some ideas from Tim Ferris how he approaches Past Year Review Think about what James Clear has to say about building systems of identity based habits. Look at why Seth Godin thinks "Resolutions don't work. Habits & Systems can." How do you approach the new year?  What do you use...

Chris has been selling in the tech space for 16 years.  9 time Presidents Club award winner, 2 time Founders  club winner and an awesome human being. Listen and learn from Chris Moore ! Didn’t think he would be in sales Played soccer at Sam Houston State - thought soccer would be the rest of his life/career Started at Enterprise rent-a-car - youngest manager  Coached people to be a leader, sold th...

Cierra Steiner 4+ years in SaaS sales. 1 year in brand management, CPG, and retail sales for well known brands like Hormel, ZenDesk, HubSpot. 2019 President’s Club Winner, achieved #3 rep in global revenue @ Zendesk Dog lover, amateur comedian, cheese curd enthusiast, world traveler, & sales mental health advocate. Quotes I try to live by every day: 𝑮𝒆𝒕 𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 𝒃𝒆𝒊𝒏𝒈 𝒖𝒏𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 - Jillian Mi...

Accidentally got into sales while working for a global PR firm Had to start cold calling - didn’t even think it was sales initially Moved into startup life with a Freemium sales model Didn’t have much awareness about what sales was Sales roles vary by industry - Manufacturing (order management & procurement), Commercial printing - Tradeshows and outreach 100’s of days per year different than Tech...

"There’s ROI in coaching, in training your managers on how to coach and enabling them how to do so! I haven’t seen a higher ROI from anything other than coaching." Got into sales kicking and screaming Grew up in a house with a used car salesman Thought she could go into marketing and make sales people obsolete Started her own company during recession  Realized she needed to learn HOW to sell Mille...

“When your manager has an authentic, vested interest in you as a person and what you want to accomplish, it will unlock so many doors for your reps.” Caleb Buscher on LinkedIn Luck played a big role in his life Salesforce CRM Admin as a young intern Realized, Sales is where the money’s at! Asking his company if they need a Sales Manager?! - Ask for the job that you want! Ask myself the question WH...

[01:52] How Corey got into sales [04:40]. Did Corey chart into the sales operations renewal management team by luck? [06:27] How Corey handled the fear of leaving a comfort zone and getting to a different territory [08:21] What qualities stand out in top performers that Corey has had a chance to work with? [09:42] Why is intellectual curiosity significant in sales, and how is Corey helping his tea...

“You have to be your best advocate, because you are an individual contributor. Your inner voice has to be strong, it has to be present and it has to say nice things to you that you actually believe.” [02:04] How Sarah got into sales. [06:00] Things Sarah borrows from her experience of working for the service industry [10:58] What do top performers that Sarah has had a chance to interact with do be...

[01:44] How Nick got into sales [05:01] Why Nick is transitioning into the Brazilian Market from the American Market [06:41] The differences in markets in the United States and Brazil [08:33] How is the sales process in Brazil different from the United States? [11:24] What separates top performers in sales from those who are yet to make it? [15:20] How does Nick bounce back effectively from a toug...

[02:40] How did Brian get into sales? [05:22] Brian’s experience relationship selling [12:05] How Brian evolved his goal setting and how it changed his definition of success [15:52] What qualities has Brian seen standout for top performers? [23:40] What makes Hub Spot’s organization culture unique? [26:00] How can you build a personal brand? [30:08] What changed Brian’s perspective in regards to b...

Rachel’s background in sales The impacts of Rachel’s sports career to her sales career  Rachel’s current role How Rachel approaches opportunities Indicators of progress Building new relationships during the COVID season Balancing sales and family Characteristics of top performers in sales How to build empathy Rachel’s way of bouncing back from a lousy quota Nuggets of wisdom for women who want to...

Key Milestones of the Episode: [00:27] Getting to know our guest [02:16] What got Paul into sales? [12:25] Paul’s experience at HubSpot [14:12] What fulfills Paul about what he has done in sales? [19:42] Advice to Latinos who don’t see sales as an opportunity for them [23:27] What does Paul say to people who think there is no future in tech? [27:48] What does success mean to Paul? [31:01] Core att...

Key Talking Points of the Episode:  Tiki’s background story Lessons Tiki has learned from his past sales jobs Qualities of top performers according to Tiki Tiki's source of motivation Characteristics than can hurt your sales performance Similarities between top performers in athletes and top performers in sales Mental games Valor coaching program Dealing with a bad quarter Meaning of success to Ti...

Key Talking Points of the Episode: Nick’s background. Has Nick borrowed any lessons from his first job into the current? Change in Nick’s perception of sales.  Nick’s favorite part about sales Characteristics of top performers in sales Aspects of people who fail in sales Strategies that help Nick bounce back. The power of reviewing your calls Nick’s mental game to maintaining performance and succe...

Key Milestones of the Episode: [02:49] David's background in sales: How did he end up in sales? [07:19]. How David transitioned from freight business into tech sales [10:49] What has helped HubSpot scale a sales team? [13:55] Qualities of people who transition into sales from a non-sales profession [16:03] Is sales for everyone? Can everyone be great at sales? [17:54]How to drive successful group...

Key Talking Points of the Episode: Bryan’s background in sales Bryans experience in sales training Some of the challenges Bryan face while training sales reps The impacts of sales training to Bryan’s day to day sales life Where do most trainers go wrong when it comes to sales? Situational leadership Essential skills for trainers to possess My greatest challenge in sales How does Bryan get himself...

Key Talking Point of the Episode: David’s background: How he turned his anxiety into a career The overlap between sociology and sales David’s definition of Empathy How David is building his team during this Covid period What does purpose mean to David? David’s first commission from the million-dollar club Qualities of top performers Habits that help David get better and stay afloat How does David...

Key Talking Points of the Episode: How Anna got into sales What does Anna enjoy most about being in sales? Showing up authentically Key qualities of top performers How does Anna know when she is at a harmonious balance for herself? What does Anna look at it terms of performance and success for herself? What drove Anna to work with a coach, and how has that been helpful? How Anna always sets hersel...

“I have never had anything good in my sales experience come out of sitting and worrying about something I have no control over.” Key Talking Points of the Episode: 01:49 How John got into sales and his career path. 08:15 What helped John and the company he worked for in 2008 grow aggressively during the financial crisis? 13:01 How John’s role as a support person has impacted the way he looks at sa...

“A Leader's job is to prepare your employees so well that they can leave and do bigger/better things, but treat them so well they don't want to leave." In this Episode:  [ 3:10 ] How Nic got into sales [ 6:15 ] About Funovation [ 8:30 ] Bootstrap vs. venture back startup environment [ 14:15 ] Qualities of a top performer [ 17:50 ] How to get motivated to sell [ 21:50 ] How to break into an industr...