Peak Performance Selling

HIGHLIGHTS We can’t compare ourselves to anyone Look in the mirror and say, why not me? Managing your inner critic; I am enough without even trying Identify common self-limiting beliefs to get through pushbacks Be your own champion Never forget your ability to choose Accept responsibility for everything Be a student of sales Winning is a group effort QUOTES Cynthia : “When you set your goal to bec...

HIGHLIGHTS Tune in to your prospect's tone, match it, and build credibility Candidness helps build self-awareness with sales teams Know your purpose to show up in your best Ralph's day: Assessing goals and nurturing creativity For leaders and sales teams: How to bounce back from rejection Leading with kindness and championing women in sales QUOTES Ralph : "It's really important for sales people to...

HIGHLIGHTS Be open to constantly refine and redefine your values  How to get away with bootstrapping  Get in touch with your emotions and understand your reactions  Set realistic and workable goals and work hard  Tips for building your personal brand on LinkedIn Manage your personal finances well to make space for your side hustle  Parenting and teaching your kids how to spend money responsibly Al...

HIGHLIGHTS Getting the sales bug as a child by selling Pokemon cards Sales training is not a silver bullet  Organizations need frameworks and structure to survive  All SDRs struggle with rejection, but they can overcome it The goal is to win more weeks than you lose Wake up and work early to get ahead of everybody else Positive affirmation works, but you need to put in the work Our subconscious is...

HIGHLIGHTS Understanding early that sales is a people business Decisions are made based on return on time and attention Givers, takers, and matchers: How to sell to different people The principles of selling are largely unchanged throughout history Close the perception gap of coaching between managers and sellers QUOTES Andy : "If you think it's purely about the process, you think it's just about...

HIGHLIGHTS The diversity of people in sales has made it more humane Nothing is that original under the sun People should be encouraged to pursue their ideas  Self-Talk vs Listening to other people talk Practice doing mind resets Changing your language can change the mindset Your brain needs to catch up with the reality of what's possible Parallels between chess and the selling process  You have to...

HIGHLIGHTS Sales is a process Invest in training and onboarding early Consistency and empathy: Building trust as a sales leader  Humans suck at multitasking  Coaching should not breed dependency Headcount should not determine the worth of a sales leader You don't feel burnout if you truly enjoy doing something You have to own your career development All your problems have already been solved befor...

HIGHLIGHTS Learning how not to do sales  Celebrate the small wins  Work when it's good for you  The challenges of working remotely Sales doesn't have to be a dirty word anymore  The difference between being a top seller and a great sales leader Sales leadership can be a thankless job Having diversity in your sales team is crucial How to build a truly diverse team  Do you love to win or hate to los...

HIGHLIGHTS Breathing exercises What are you grateful for today? Focus on the positive things that happened this year Acknowledge the moments that didn't feel good Look for opportunities to grow and define your values Define your idea of success and envision it QUOTES Jordan: "When we operate from a state of gratitude, we're not living in fear. We're in a place of abundance, of trust, of safety. Th...

HIGHLIGHTS Be more proactive in creating connections Sales is giving and helping Don't let your emotions control you  The underdog vs the champion mindset Tackle the biggest challenges first and celebrate the small wins Bouncing back from challenges and setbacks Seek help from people who are more knowledgeable Compartmentalize: think like a waffle  Challenge the loss and find your win QUOTES Ameli...

HIGHLIGHTS Focus on helping people, not closing the sale The person who asks the questions owns the conversation Focus on the pain of uncertainty: expectations vs reality Create rapport before the meeting Virtual selling needs to be more detail-oriented The Great Resignation: Addressing burnout in sales teams Ask more emotional questions to connect with clients Success is the freedom to do anythin...

HIGHLIGHTS 02:25 Impactful moments in Jared's early career 09:48 Getting started on building a community 18:08 It's never been easier to take more risks, launch your own product 19:31 People are looking to do their job better and learn more 23:46 Developing the right mindset for career shifts and lateral moves 28:39 It's tough, but not impossible to pick yourself up after setbacks  35:06 Top tips...

HIGHLIGHTS 02:12 Working with Tony as a client and becoming an early adopter of video  07:05 A dream to become a talk show host despite learning disabilities 11:24 Limiting beliefs on video and finding massive success with Todd's strategies 19:38 Todd's camera set up leverages attention hacking  22:57 Clarity: Video eliminates confusion, the cause of leads leaking out 29:35 Clients are friends and...

HIGHLIGHTS 02:22 Sarah hones her sales skills while getting a business degree 08:21 Realizing the need to help sales teams and setting up her business 10:10 Running a business: Drawing from sales and being a lifelong learner  14:54 Be a constant learner and sell without being sleazy 22:25 Following a script to the dot does not engage your creativity 26:02 Create boundaries and set relationships on...

HIGHLIGHTS 01:31 Ken's journey: Entering entrepreneurship and losing his house 04:08 Bouncing back: Create your own space vs consume what the world gives you 10:12 Don't be a taker: Create the life you want and reach your full potential  13:32 Interview questions: Have non-negotiables not in the job description 16:33 Work-life alignment vs balance: Systems matter more than goals 26:23 The same dis...

HIGHLIGHTS 02:26 Joining HubSpot and applying the lessons of psychology 05:48 Build connections with trust: Know the person behind the call 09:50 Be authentic: Not knowing all the answers is okay  14:05 Goal-setting: At the beginning of the year, lay out 5 goals 17:13 Accountability: Easier with work metrics vs personal life 25:58 Working with partners and making them succeed  29:41 Be consistent:...

HIGHLIGHTS 02:28 Growing in people leadership with Apple and joining HubSpot 09:10 Embodying people leadership and paying it forward 10:52 Mindset shift: From working for someone to serving your people 13:09 Leading versus selling: Proactive versus reactive 16:36 Servant leaders set intention, write them down and have boundaries 19:54 Measure success: Set priorities and know your team's goals 25:4...

HIGHLIGHTS 05:05 Embracing being solopreneur and learning as you go 07:50 An athlete's mindset brings gems of wisdom in sales 13:27 Surf and Sales: Combining passion and career with experiential learning 17:14 Common startup mistakes: Hiring wrong leaders and lack of processes 25:11 Going to graduate school, getting sick, and entering sales as a career 30:11 Different learning styles and near-deat...

HIGHLIGHTS 02:18 Marine biology to get away from people and an analytical mindset in sales 09:28 Two fundamental fears: The fear of change and wanting to stay in the tribe 15:48 Calling out people's fears and being authentic to be confident 22:17 Don't compare your behind-the-scenes with someone's highlights 26:14 Sales professionals have high activity levels and do the actual work 28:58 Jason's d...

HIGHLIGHTS 02:35 Leading go-to-market teams by creating an authentic buyer journey 05:55 Authenticity is a transparent conversation about co-development  09:53 The trusted advisor model in sales has a reciprocal relationship 16:48 Advisors who project manage for clients are valued 22:45 Go-to-market teams need commitment to practice to get better 27:04 Leaders need to commit part of their time to...

HIGHLIGHTS 03:01 A family of entrepreneurs inspired Donald to be successful at sales 09:08 Let go of limiting beliefs and take a chance because you can do it 15:17 Imposing your beliefs takes away agency from the buyer  16:56 Repetitive negative thoughts make you behave like it's true 23:38 Create your vision board and keep the dream alive 26:05 Goal-setting creates accountability and Donald's rou...

HIGHLIGHTS 02:05 Framing an entrepreneurial mindset and the power of visualization 05:58 Preventing burnout and applying mindset lessons to sales 09:49 Neuroscience lessons for teams: Potentiation, depotentiation, and equanimity 13:56 Showing leaders the benefits of meditation and visualization  17:58 Keep performing at your best with just 15 minutes of mental fitness activities 29:39 Maintaining...

HIGHLIGHTS 01:25 Stumbling into sales and entrepreneurship from a career in game design 04:56 Pursuing total change by moving to Canada 09:37 Become independent, live your life, and take action now 13:47 The humbling reality of mortality and reframing mindset to positivity  16:51 Get better at sales: Learn the buying process and talk to your marketing VP 22:51 Show up your best: Curate your surrou...

HIGHLIGHTS 03:11 Transitioning from sales to marketing 04:56 UNCrushed is a community for people to connect on mental health 08:42 SOBERforce: Debunking sobriety myths and becoming an ally 13:24 Being vulnerable and strategies to connect with employees 18:46 Unmasking vulnerabilities and allowing people to grieve 25:27 Balancing vulnerability with responsibilities 31:08 Misconceptions on mental he...

HIGHLIGHTS 04:19 Starting on Wall Street and striking out on his own  07:24 Building up the courage to dive into entrepreneurship 13:09 Stay fit at 60: Mixing it up and eat healthy 17:17 Reimagine in-person events to create successful virtual events  25:16 David's secrets to presenting your best in virtual events  29:28 Fanocracy : Passion is infectious   35:37 Connect with David QUOTES 10:19 "If...