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 | RevHeatIf 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 | RevHeatIf 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 CareersIf 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 CareersIf 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 CareersIf 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 CareersIf 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 CareersIf 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 talk about her time starting out as a small business sales manager, eventually leading her own team, and also moving to the enablement side of the business.She shares about her time in Apple and how it shaped her as a leader. Kelly talks about finding more energy going to work and how she started getting more and more interested in the leadership dynamics that shaped such a positive work environment.  PEAK PERFORMANCE HIGHLIGHTS:KELLY: BEING WITH THE TEAM SHOULDER-TO-SHOULDER“Coming in, I'd never sold software, I was too new to the industry. But what I've learned, someone told me very early on like, 'You just have to be an inch in front of them.' I worked my tail especially that first year of just learning, absorbing, and figuring out who's the who and I'm really proud of the way it came together.” You can connect with Kelly and check out her work in the links below:Kelly Brooks | HubSpot CareersIf 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 Scott Leese to talk about building self-awareness and how it can come to you either completely by chance or that you'll have to go through something completely life-altering.  Scott share about the time he spent four years in a hospital bed and what this taught him about being more aware of the opportunities being presented to us. He also talks about daily routines and answers some rapid-fire questions about work and life from Jordan. PEAK PERFORMANCE HIGHLIGHTS:SCOTT ON BEING NEAR DEATH IN A HOSPITAL BED“You don't emerge from something like that without a different sense of appreciation for every opportunity that we have and a different sense of urgency than other people to get it done.” You can connect with Scott and check out his work in the links below:Scott Leese | GTM United 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 back with Scott Leese to talk about the common struggles of moving through a career journey from being a rep, to a manager, and to a director role.He talks about how having a Psychology degree and a Religious Studies minor essentially helped him coach, teach, and lead teams and different individuals in business. Scott also shares his insights on helping reps understand the whys of certain processes instead of just plainly saying, "do this."PEAK PERFORMANCE HIGHLIGHTS:SCOTT: THINGS THAT FEEL EASY TO YOU ARE NOT THAT WAY WITH OTHERS“You have to summon this superhuman amount of patience and find ways to simplify things even more than you think you have to simplify them in order to teach somebody and work with them until it finally clicks.” You can connect with Scott and check out his work in the links below:Scott Leese | GTM UnitedIf you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Twitter

Jordan welcomes Scott Leese back to the podcast and asks him about his strategies for managing stress as a sales leader. Scott shares that finding people to talk to, exercising, and escaping into dumb movies or TV shows are some of the ways he deals with stress. He also talks about how he combines his passion for sales and sports through the Surf and Sales Summit.Scott goes on to discuss the importance of creating a scalable sales process for startups and highlights that too many startups do not put together a real sales playbook. Learn more of Scott’s best practices in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:SCOTT: KEEPING HIS MENTAL HEALTH“Finding people to talk to, whether these are friends and family members or for therapists or whatever. Just being able to find a safe space and in a community of folks to talk to you about the things that you're dealing with and going through.”You can connect with Scott and check out his work in the links below:Scott Leese | GTM United 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 the Peak Performance Selling Podcast, Jordan welcomes Scott Leese, a successful sales leader, and solopreneur. They discuss Scott's background in sales, his transition to being a solopreneur, and the importance of having a support system. Scott also shares how his experience as an athlete helped him in sales and the importance of dealing with failure and staying disciplined. Learn more about Scott in this latest episode of Peak Performance Selling.PEAK PERFORMANCE HIGHLIGHTS:SCOTT LEESE: BET ON YOURSELF AND TAKE RISKS“I just started betting on myself, and what I mean by that is I started taking big risks, I get a company to a certain level, and then I'd leave and go do it again.”SCOTT: BEING A SOLOPRENEUR AND HAVING A COMMUNITY“You're isolated, you win, you lose all alone, and that part gets a little taxing at times, but you have a good support system around you, and one of the reasons to build community and have a good network, and I take advantage of that and lean on them quite a bit.” You can connect with Scott and check out his work in the links below:Scott Leese | GTM United 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

Jason Cutter is back for one last round with Jordan, and in this episode, he shares his expert insights on morning routines, progress boards, leadership, and success. Jason provides listeners with actionable tips and strategies for achieving their goals and unlocking their full potential. So if you're looking to take your sales performance to the next level, tune in to this episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JASON: CREATE YOUR PROGRESS BOARD“Do that on purpose, this progress board, and I'm telling you, it's a great reminder to tell yourself, ‘No, I can do it. I have done it.”JASON: BEST QUALITY OF A LEADER“I think the biggest thing is that they realize they are a servant leader, that people don't work for them, they work for other people.”JASON: DEFINITION OF SUCCESS“The biggest thing for success is using my talents and abilities in a way that's moving towards what I feel is my mission every single day as much as possible within that day. So there's days where I just completely fail it at moving anything towards it, or it feels like and I have to remind myself, some days, it's just tasky or it's just off. But for me, my personal and or professional mission right now is to facilitate transformation by encouraging and enabling light bulb moments by helping underdogs win their game.” You can connect with Jason and check out his work in the links below:Jason Cutter | Cutter Consulting Group 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 are back with Jordan and Cutter Consulting Group Founder and CEO Jason Cutter, as they discuss tips and strategies for bouncing back from sales struggles. The conversation revolves around the importance of not comparing oneself to others, putting sales struggles into perspective, controlling activity levels, maintaining peak performance, and using perspective and reframing to handle negative experiences.Jordan and Jason emphasize the need to avoid comparing oneself to others and instead focus on understanding the whole picture. They suggest having empathy and non-judgment towards oneself and others to avoid unrealistic expectations that lead to disappointment. Enjoy more of these powerful insights in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JASON: DON’T COMPARE“Don't compare your behind-the-scenes with other people's highlights.”JASON: SALESPEOPLE VS SALES PROFESSIONALS“This is where I see a lot of salespeople miss the mark. And the difference between a sales professional which I put in a different category, not that sales professionals don't have slumps or bad quarters or bad days, they still have them. It's how they recover, and it's what they're doing long term, the difference between those categories is activity level, and putting in actual work. That's the difference.”JASON: THERE’S NO CONTROL“You can't control everything. Everything happens for a reason. There's some lesson in it, and again, the lesson might be you're not very good and you need to get better. It's not always like ‘Oh, this door didn't open, which means this door of rainbows is gonna open.’ No, maybe it's because you messed up,” You can connect with Jason and check out his work in the links below:Jason Cutter | Cutter Consulting Group 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

Cutter Consulting Group Founder and CEO Jason Cutter is back for round 2 with Jordan in today’s edition of Peak Performance Selling. In this episode, the two discuss the various aspects of authenticity.Jason explains building layers of trust with the customer, handling objections by understanding the root cause of their “fear”, answering questions with the empathetic reversing approach, and many more. Tune in to learn more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JASON: BUILDING A LAYER OF TRUST“The other person potentially buying it is a human. And they have a lot more at stake because they also have a reputation within their company if they screw up. And so you have to understand those things. And once you do, then you're playing a completely different game, because now you're addressing those things in advance, or you're building a sales process that then builds up the layers of trust, such that when you get to the point where you tell them what they should be doing, they know that you care about them, and that you're professional, and then they're going to follow you.” JASON: UNDERSTAND THE ROOT CAUSE OF AN OBJECTION“That's the thing to keep in mind is that when those questions come up, when objections are raised, it's coming from somewhere. It's either a past experience where they've been burned dealing with some other growth salesperson who talked them into something, or they just bought something and made a mistake, and it was all on them, but they don't want to look bad again.” You can connect with Jason and check out his work in the links below:Jason Cutter | Cutter Consulting Group 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

Jordan welcomes Jason Cutter, the CEO of Cutter Consulting Group, who is an author, podcaster, and sales success architect for companies and individuals. The two talk about the topic of authenticity and how it plays a significant role in sales, and Jason shares his journey of how he transitioned from marine biology to sales. Jason mentions the importance of using analytical skills in sales, mixed with his general desire to solve problems and fix things. However, he warns about being careful with the analytical part, so it doesn't overcomplicate solutions and lead to analysis paralysis.The conversation then shifts to evolutionary biology and the challenges in the buyer's journey. Jason talks about how technology has changed our lives rapidly and how our brain is still wired to fear change and make mistakes. He also mentions the lifelong distrust of salespeople due to their unregulated nature and how it's a challenge to convince buyers to purchase products. Tune in to learn more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:JASON: RELATIONSHIPS + ANALYSIS“Instead of my approach being all rapport, all relationships, I mixed that with, ‘Okay, you have this issue, let's look at it. Let's see what makes the most sense, and let me help you.’ One of the biggest downsides of that, if you're not careful, if you're an analytical person, and you're in sales, is that you might want to over justify, overcomplicate and then over-provide solutions.” You can connect with Jason and check out his work in the links below:Jason Cutter | Cutter Consulting Group 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

NEW ADVENTURES ARE THE BEST PATHS TO TAKEIn this episode, Jordan continues his conversation with Brent Keltner, who emphasizes being open to trying new things and opportunities.Brent shares his experience of writing a book and how he learned from his book coach that writing with narratives and stories is more engaging for the reader. He emphasizes the importance of having a mentor and being open to learning from them.Jordan and Brent discuss the importance of committing to practice and being open to new experiences, and at the end of the episode, Brent shares where listeners can find and follow him, and Jordan encourages listeners to share the podcast with others and leave a review. PEAK PERFORMANCE HIGHLIGHTS:JORDAN: BE OPEN TO TRY NEW THINGS“You don't have to quit your job. You don't have to go for something totally different. But how do you put yourself in a different mindset? How do you challenge yourself and say, I might fall at this, I might fail completely. And that's okay. Because we're going to learn, we're going to grow, and we're going to have new skills at the end of it that we didn't have coming into it at the start.”BRENT: DEFINITION OF SUCCESS“I'm a Christian. So there's only one measure of success. I have a relationship with God that I want to bring into the world, and what I love about the direction of the book and the company is authenticity; it's a Christian value, that we serve each other. And so the idea of bringing that into business practice, I'm a very competitive dude, to be able to bring those into alignment is pretty powerful to me to say I'm doing something.” You can connect with Brent and check out his work in the links below:Brent Keltner | Winalytics.com 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

PRACTICE MAKES PERFECTYou will hear this from a whole lot of people, and sometimes it already sounds so cliché. However, practice is an integral part of your growth as a salesperson or whatever it is you do. You may not be able to be really perfect at what you do, but practice can bring you close.Winalytics President Brent Keltner is back for round 3 with Jordan, and in this episode, they talk about the qualities of a good leader, the importance of having a commitment to practice, how much time you really need for it, and many more. Tune in today to find out more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:BRENT: WHAT GOOD LEADERS ARE MADE OF“Good leaders have to be inspirational, empathetic, good communicators, and all that stuff, and there are people that are better qualified than me to talk about good leadership. But with go-to-market leadership, one of the things that I think is true of great leaders is the commitment to practice.”BRENT: AN HOUR IS ALL IT TAKES“Think about an hour a week, or 3% of your working week, that is dedicated to skills practice, either in an individual coaching call or a team coaching call, and we alternate those an hour a week, or 3% of your time, to get better at what you do, not to just close the deals, but to shift the arc, and I think the reality in my experience is, that is enough time if you do it repetitively, to shift the trajectory.” You can connect with Brent and check out his work in the links below:Brent Keltner | Winalytics.com 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