Episode Summary Today's guest on the Peak Performance Selling Podcast is Lori Richardson, Virtual Sales Kickoff Speaker, Author, and B2B Sales and Revenue Growth Strategist at Score More Sales. Getting more women into sales to increase true diversity provides companies incredible advantages. Inclusivity in the workplace is not simply ticking diversity boxes in the hiring process. Diversity is about creating a community of inclusion. For sales leaders, if you can measure it, you can manage it. This mindset, along with practices like spending up to 50% of their time on coaching, is what creates an outstanding sales leader. In addition to this, Lori shares her experiences as a sales strategist and the way she gets organizations to adopt change through leader buy-in. She shares that motivation and inspiration are different things and that, as a consultant, she doesn't tell sales leaders what to do and instead inspires them into action.
Episode Summary Today's guest on the Peak Performance Selling Podcast is David Barron, Director of Specialized GTM at Hubspot. Creating solutions for your client's biggest pain points is at the core of customer-centric sales. With this sales philosophy and after identifying gaps between the sales and product teams, David created a new role to align these departments and keep up with tech innovations. As GTM lead, he emphasizes the need for sales teams to know the product they are selling and communicates company values and strategies consistently. Dave has been at HubSpot for 7 years. He started out as a sales rep then pitched the idea of leading go to market efforts for Service Hub and Operations Hub. He recently moved back to sales to build the Sales Specialist function which focuses on selling new product lines. Show Less
Episode Summary Today's guest on the Peak Performance Selling Podcast is Jeffrey Lipsius, author, internationally-recognized sales trainer, and performance coach. There are many unlikely gems in tennis that are applicable to sales and Jeffrey goes into detail to explain each one. Inner awareness refers to the customer's self-awareness; do they know what they need, their pains, distractions? By becoming a learner and listening more effectively, salespeople become more attuned to their buyer. The principle of the inner game being the outer game teaches that salespeople need to focus on inner awareness, the customer's buying performance, rather than their sales performance. Ironically enough, this strategy is precisely what puts you in the mindset that achieves peak performance. Jeffrey Lipsius is the President and Founder of Selling To The Point®, LLC Sales Training and Consulting. He developed the Selling To The Point® sales training method and pioneered inside selling for the Natural Foods Industry. Jeffrey is the author of Selling To The Point: Because The Information Age Demands a New Way to Sell. Show Less
Today's guest on the Peak Performance Selling Podcast is Nikki Ivey, Co-Founder at SDRDefenders. Diversity and underrepresentation remain to be primary obstacles in sales. Nikki shares that a strong mindset and a motivation for success have been instrumental in earning her a leading voice in this space. Nikki also works to innovate recruitment practices that do not include unconscious bias and inclusive training in their onboarding process. Nikki shares that companies can access a wider pool of talents when they innovate leadership and hiring strategies. Show Less Episode Notes HIGHLIGHTS 03:55 Nikki's unexpected breakout into sales 18:24 Delivering stellar performance gains you visibility in sales 24:15 Success frees the motivation: Training the mind to overcome adversity 32:30 How to strengthen your mindset: "I don't vs I can't" and being prepared 40:28 Innovating hiring processes and emphasizing the role of culture 46:20 Vulnerability is a strong quality in a leader 51:39 How to connect with Nikki QUOTES 14:58 "Growing up on those bases, diversity was the norm. And it wasn't assimilated diversity either. It wasn't just a bunch of us together who looked different but do the same things." 19:25 "What you can control, what you have the most control over, is your performance. So prioritize that over everything." 25:09 "Do a thing that helps me feel successful. Do a thing that gives me a sense of accomplishment, and that is where the motivation comes from." 42:16 "Make sure that your onboarding process emphasizes culture and inclusion the same way it emphasizes proficiency with this tool or that, the same way that it emphasizes how well they learn the product." 47:59 "That's the number one thing, I would say, is that capacity to be vulnerable in a way that invites people to be their full selves around you. Because then, you're going to get the real reasons why they haven't hit their activity metric in a few days." You can learn more and follow Nikki Ivey on the following links below. Sales for the Culture Website: https://salesfortheculture.com/ SDRDefenders Website: https://www.sdrdefenders.com/ LinkedIn - https://www.linkedin.com/in/nikki-ivey/ Instagram - https://www.instagram.com/knownikkiivey/ Twitter - https://twitter.com/knownikkiivey If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback. LinkedIn - https://www.linkedin.com/in/jordanbenjamin/ Website - http://mycoreos.com/ Podcast - https://www.mycoreos.com/podcast Email - Jordan@MyCoreOS.com Twitter - https://twitter.com/jbenj09