75 Tactical Health and Tactical Sales with Luis Rivera

Our guest this week is Luis Rivera, CEO for the Tactical Athlete Health & Performance Institute (TAHPI). TAHPI is based on the premise that firefighters should be treated like professional athletes as their health and fitness is critical to meeting the demands of the job.

Luis shares the amazing story of how he came to this unique idea and how he used sales leadership to sell it to major cities across the United States. He navigated a long complex sales process but remained flexible, showed value and let the power of his bold idea do the selling.

His story is inspirational, motivational and a true tale of perseverance and the power of a great idea and hard work.

On today’s podcast…

2:00 – Luis confronts a major wellness problem in the public service sector

4:00 – Luis utilizes a major league sports strategy to start his business

8:00 – Showing value via cost savings

10:30 – Dealing with complex partnerships and complex sales processes

15:00 – How Luis refined and perfected his model for sales success

19:00 – Luis completes the long sale

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Significant Quotes

74 Monday Musing: If You Cannot Differentiate, You Cannot Sell

In this week’s Monday Musing we want to know if you’re prepared to differentiate yourself from your competition.

Why do we keep talking about being different? This is where selling starts. So many salespeople have it beaten into their heads that they need to talk about why they’re better and it’s not about why you’re better. Better is in the eye of your prospect. Talk to them about why you are different.

Salespeople have been taught for the longest time that if you can get people to like you, if you can be friendly, if you can fit in, if you can find a way to relate, if you can become a part of that tribe, then you’ll win.

Even if they like you, you still have to be different. You still have to have something appreciable about what you bring to the table that is going to create an outcome for them that they cannot currently get. 

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Significant Quotes

73 Getting “Un-Stuck” with Camille Clemons

Our guest this week is, Camille Clemons, Business Development Director for the United States at SGG Group. 

In a previous position Camille found herself at the top of the sales leaderboard and yet felt unsatisfied and, frankly, stuck. We discuss how she got “un-stuck” by being prepared for her next great opportunity and by properly setting and achieving goals.

Camille shares the strategies that allowed her to reach the top of the sales leadership mountain and the philosophies that have guided her to never be satisfied with “good enough.”

On today’s podcast

11:46 – How long should you give yourself to achieve a goal?

14:15 – How preparation is essential to recognizing the right opportunity

22:00 – The danger of being “antsy”

28:05 – How Camille is preparing for her next venture

34:30 – Camille’s prospect preparation process

37:22 – The problem with social selling

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

72 Monday Musing: How do you recover?

Get ready for this Olympics edition of Monday Musing!

Christie is extremely inspired by the story of Simon Kruger, the skiathalon competitor who fell at the beginning of his race, broke his ski pole and STILL won the race!

Listen to this story of resilience and recovery and how you can apply it to your career and life.

Significant Quotes

71 Learning is limitless, learning is life with Bronkar Lee

Our thought leader this month is Bronkar Lee, speaker, author, creative and amazing talent who’s here to help us work through our theme for the month, preparation. How prepared do you need to be to learn a new skill? What kinds of strategies can you employ to master new skills as quickly as possible?

Bronkar has always been fascinated by learning, as both an enthusiastic student and insightful teacher. He has learned musical instruments and languages, crafted beatboxing techniques, and mastered numerous physical skills — even to the point of breaking world records. He applies these skills (as well as his interpersonal expertise in human connection) as a performer, coach, and educator, to  inspire countless audiences and individuals. A sampling of credits includes touring Europe as ringmaster to a world-renowned circus, teaching at-risk youth to develop the confidence to overcome abuse and addiction, and appearing with Jay Leno on the Tonight Show.

On this episode he shares his insights on learning, preparedness, purpose and changing what isn’t working to achieve different results.

On today’s podcast

2:31 – Bronkar’s unique preparation process

3:48 – The importance of lifelong learning in sales leadership

9:22 – How clown school and joining the circus changed Bronkar’s life

14:06 – “The Mindset of the Serial Learner”

17:36 – How knowing yourself can unlock the keys to mastering skills quickly

21:06 – Bronkar’s mathematical forumla to learning a skill

27:53 – The multiple definitions of “mastery”

35:00 – How being a child-like scientist can guide and accelerate learning

44:52 – More keys to develop new skills and become the best version of you

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

70 Selling like a Marine with Paul Boucherle

When you think of someone who is prepared for anything, does anyone match that description more than a military veteran?

Our guest this week is, Paul Boucherle, a Marine veteran, titan of the security sales industry and now a consultant who is devoting his life to helping companies find the right talent and veterans find good jobs. He says most veterans are equipped to be great sales leaders. 

In this fascinating interview we talk about his new venture, SalesMarines. SalesMarines provides veterans and employers an opportunity to discover the perfect fit. They align and train veterans using 50+ years of combined knowledge and experience to offer top of the line candidates.

Learn more about SalesMarines here.

Learn more about Paul here.

On today’s podcast

4:31 – How Paul is helping companies find qualified sales people and helping veterans find good jobs.

7:46 – How to identify people who are qualified for sales

11:30 – The number one concern of all senior sales management

15:00 – Matching a company and an individual using the principle of “time to productivity”

19:44 – Does the regimented life of a veteran hurt them in sales?

21:54 – How does veteran preparedness translate to sales preparedness

24:28 – How to balance objective assessments versus subjective analysis in hiring and recruiting

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

69 Monday Musing: Do your job

This week’s Monday Musing goes right along with our theme for the month of February, preparation. A sales gameplan means very little if you don’t go out and execute. Let Jeff pump you up for the week ahead and help you do…your…job.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Significant Quotes

68 Preparing like a serial killer with Antony Rhine

We’re beginning our discussion of preparation with one of the fiercest and most dedicated planners that we know. Antony Rhine is a Senior Strategic Account Executive at Octiv, an automated document generation company. His position in sales leadership requires him to both balance the needs of his accounts and also manage his department. He’s adapted to this by developing a planning system that lives inside his “serial killer” notebook and is the envy of Jeff and Christie.

This is a fascinating deep dive into the why and how of planning PLUS he shares some of his philosophies on purpose and change that will leave you thinking…and planning your next moves.

Learn more about Octiv here.

On today’s show…

1:30 – Learn more about Jeff Bajorek’s “Office Hours” program

5:00 – How Antony uses a “serial killer” notebook to juggle account sales AND management level responsibilities

7:15 – Why Antony developed his planning system

8:50 – Is there a negative perception of “the planner” around the office?

11:40 – Can your “why” change?

15:29 – Embracing the messy world and adapting a growth mindset

22:50 – How far out does Antony plan in detail and how rigid is his plan?

29:15 – What’s missing from most people’s planning process?

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

67 Monday Musing: Quantity Over Quality

When you are producing or providing service, do you focus on quantity or quality? Is there a way to achieve both?

On this week’s Monday Musing, Christie reflects on the concepts of quality, quantity and the bridge between the two. Rather than focusing on one or the other, Christie is using quantity to achieve quality. Listen to find out what inspired her strategy and how you can use it to prepare yourself and achieve quality everyday.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Significant Quotes

66 February’s Theme: Preparation

Jeff and Christie recap an amazing January where the focus of their Monday Musings and amazing guest interviews were on “purpose.”

This month we shift gears to discuss “preparation.” How do you prepare yourself? How do you learn? How do you prepare for objections? Is there such a thing as preparing too much?

You can’t just knock on the door of the CEO’s office and expect to win. Preparation is core to the sales process and we can’t wait to introduce you to guests and concepts that will help you to prepare to make your next sale and your next thousand sales.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes