Purpose Under Pressure

It's exciting to win a new client. There's energy, enthusiasm, and the promise of a great relationship. But then the salesperson moves on, the client gets handed off, and the relationship that helped win the business begins to fade. By the time anyone notices something is wrong, the customer may already be looking elsewhere. In this episode of Purpose Under Pressure, Bryan Lefelhoc, founder of Bry...

Building a successful business takes years of hard work, difficult decisions, and a willingness to take risks. But even after years of growth and success, everything can change in an instant. The plans you've made, the systems you've built, and the people you've surrounded yourself with can suddenly become more important than you ever imagined. Change will happen, and there is a path through it, i...

Growth. Growth. Growth. We're always chasing the next customer, the next opportunity, the next big win. But what happens to the customers we worked so hard to win in the first place? Are we building a stronger business, or are we stacking blocks on an increasingly shaky foundation? In this episode of Purpose Under Pressure, Bryan Lefelhoc, founder of Bryan Media Strategies , challenges the way bus...

You know what needs to change in your business. You've talked about it, tried different solutions, and maybe even assigned people to fix it. So why does the same problem keep coming back? Could it be that the problem isn't your solution, but how your team is working toward it? In this episode of Purpose Under Pressure,Bryan Lefelhoc, founder of Bryan Media Strategies is joined by Ton Thon, Senior...

Sales is hard. The pressure to hit goals, close deals, satisfy customers, and support the people counting on you can take a toll. And when things aren't going well, it's tempting to keep it all to yourself, work harder, and tell everyone that everything is fine. It’s not, and you’re not alone. In this episode of Purpose Under Pressure,Bryan Lefelhoc, founder of Bryan Media Strategies challenges sa...

Your boss hands you a sales target for next year. It's ambitious, maybe even twice what you expected. But where's the plan to make it happen? Setting a number is easy. Figuring out how to reach it takes some work. In this episode of Purpose Under Pressure, Lauren Valentine, partner and trainer at Sandler by the Ruby Group, joins Bryan Lefelhoc, founder of Bryan Media Strategies to discuss how sale...

You spend a lot of time thinking about what to say to a prospect or customer. But how much thought do you give to how you say it? Your tone, inflection, and even the habits you've developed over the years can influence how your message is received. In this episode of Purpose Under Pressure,Bryan Lefelhoc, founder of Bryan Media Strategies welcomes Barbara McAfee, voice coach, speaker, performer, a...

Sales leaders blame their salespeople for missing their numbers. Salespeople blame leadership for making their jobs harder than they need to be. And both sides are convinced they're getting the short end of the stick. Maybe they're both right. In this episode of Purpose Under Pressure,Bryan Lefelhoc, founder of Bryan Media Strategies takes on the sometimes rocky relationship between sales leaders...

A prospecting plan doesn't have to be complicated. But it does have to be written down, built around specific activities, and followed consistently. And when the results aren't what you expected, you need to know whether to change the plan or to give it more time. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , welcomes Matt Rocco, partner and tr...

Remember when prospecting meant grabbing a phone book, picking up the phone, and making calls? Those days aren’t over, but they’ve changed. Cold calls and knocking on doors still work, but there are plenty of other ways to find new customers. And some of the best opportunities don't even look like prospecting. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media S...

Too many salespeople start their day with a to-do list that looks more like a list of fires to put out. They stay busy, make a few calls, handle whatever comes their way, and hope the results follow. But there's a difference between being busy and having a plan for success. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , welcomes Robert Perry, pa...

We all know what success looks like. More appointments. More sales. More revenue. More “Yeses” But what if we deliberately chase something that feels like failure? Instead of spending your day trying to avoid rejection, maybe you should start keeping score of it. Let’s go get some “No’s”! In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , looks at t...

Every salesperson knows they need to prospect. And yet it’s often the task we avoid the most. We tell ourselves people won’t answer the phone, emails will be ignored, gatekeepers will shut us down or we’ll hear “no” again. Pretty soon, we’ve built a pretty convincing case for doing nothing. The problem is, your pipeline doesn’t particularly care how you feel about prospecting. In this episode of P...

What would you do if your business lost 90% of its customers almost overnight? You still have employees depending on you. You still have bills to pay. You have no idea how long it's going to last. The obvious answer is to cut expenses wherever you can, starting with people. That’s what businesses have always done. But what if you don’t? In this episode of Purpose Under Pressure, host Bryan Lefelho...

Prospecting can feel awful. You make the list, do the research, block out the time—and then suddenly almost anything seems more appealing than picking up the phone. But what are we actually afraid of? What is the worst thing that can happen when we reach out to someone who may not want to hear from us? In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategie...

Leadership can come with a dangerous assumption: if you’re in charge, you should lead everything. After all, who else is going to do it? And maybe that’s the question. Because trying to lead everything can actually limit the people around you, and ultimately limit the growth of the organization. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , tal...

Leadership begins with influence. Every day, people shape the direction of a team through the standards they set, the attitude they bring, the ideas they contribute, and the way they make the people around them better. You may not be “the leader,” but that doesn’t mean you can’t lead. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , looks at leade...

Success can be surprisingly comfortable. You find the behaviors that work, develop confidence in them, and naturally begin relying on what you already know. The problem is that what worked yesterday may not be enough to get you where you want to go tomorrow. Growth requires some discomfort. That’s where the good stuff is. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of B...

In sales and leadership, we can spend a lot of energy worrying about whether we’re getting enough recognition, whether the right people see what we’re doing, or whether someone else is getting opportunities we deserve. But there’s another way to build a career: consistently do good work, take care of people, keep learning and let the results build your reputation. In this episode of Purpose Under...

We work hard to get comfortable. We want financial security, a job we know how to do, a comfortable retirement and a little less pressure in our lives. There’s nothing wrong with any of that. The problem comes when comfort stops being something we enjoy and becomes the place where we decide to stay. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies ,...

Working harder isn’t always the answer in sales. Slow down long enough to figure out who you should actually be talking to. When your potential market is “everybody,” your sales effort can quickly become unfocused, inefficient, and frustrating. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , talks with Pat McManamon, Partner and Trainer with Sand...

It’s easy for salespeople to look at a potential customer and immediately see opportunity. They need what you sell, they filled out a form, they asked for a quote, or maybe they simply look like the kind of company you’d love to land. But none of those things necessarily mean they’re a good fit. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , loo...

There are 8,736 hours in a year. We all get the same number, yet some people seem to accomplish more without allowing work to consume everything else. Maybe the problem isn’t that we need more time. Maybe we need to change the way we think about the time we already have. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies , is joined by Ken Guest, Chie...

Success rarely follows a straight line. It’s the moments that seem like setbacks that often become the pivotal points that determine where we go next. For Dave Mattson, nearly 40 years with Sandler have included enormous growth, difficult transitions, economic crashes, COVID, technological disruption and plenty of moments when the path forward wasn't obvious. In this episode of Purpose Under Press...

We’re all short on time. The deadlines keep coming, the inbox keeps filling up, and there always seems to be something else that needs our attention. Our own time management issues are one thing. But when we force others to mismanage their time because we need them to help us with ours, we’re making the problem harder. They don’t have any time either! In this episode of Purpose Under Pressure, hos...