Shows
PsychAndSalesInterview with Brandon FluhartyDo you wear stress and exhaustion like a badge of honor?
Or are you tired of the rat race...
Like a shark swimming, are you propelled by anxiety with a fear of what will happen if you stop?
If this sounds like you, it's time you meet Brandon Fluharty
We've made the introduction easy by interviewing him for you :)
Brandon founded his company, Be Focused Live Great, on the philosophy that it's time we stop normalizing feeling bad, and start taking a holistic approach to sales
2021-10-0537 min
PsychAndSalesInterview with Francois BourdeauIs there a difference between working hard to hit a goal and "Hustle Culture"?
The always on, always "Hustle" way of life has not served the sales profession well as it relates to our mental health
Anything important in life often takes consistent hard work to get there
But, where is the balance?
And, what happens when we don't force ourselves to have that balance?
I see the sales community shifting away from the "suck it up, "bro", "hustle" approach, because there is a better way
On...
2021-08-2528 minPsychAndSalesInterview with Jake DunlapHow do you eat the frog?
In as few bites as possible, getting it out of the way, or many painful bites?
We interviewed Jake Dunlap, CEO of Skaled, to discuss areas of destressing the sales process
Jake talks about some killer best practices, like:
Building a system of daily habits, blocking the time, and doing the hardest things first
Confronting discomfort, asking the tough questions, "I'd rather have an awkward 20 seconds, than a day of regret"
Letting go of pride, ego, and things that aren't...
2021-07-2333 minPsychAndSalesInterview with Kevin BaileyHow's your mental fitness?
When was the last time you went to the mental gym and worked out?
(No, you can't will yourself into a better physical form in your mind -- I tried)
The conversation around mental health often focuses on the lack of mental health
As if mental health is a given that only needs attention when it fails
But, just like physical health and fitness, mental health and fitness require ongoing attention
What if you could learn to improve not only your...
2021-07-1533 minPsychAndSalesInterview with Jared RobinIs community in sales important to you?
What about a strong support structure that wants to give back?
Do you feel like sales is both a game of hard skills, but also mastering the mental game?
In this episode of PsychAndSales we speak with Jared Robin, co-founder of RevGenius, a community by sales people for sales people
Jared is kind enough to share his personal journey, why he started RevGenius, and life practices that have made the difference for him
We get deep on meditation, working through your...
2021-06-3046 minPsychAndSalesInterview with Amy HrehovcikWhen Amy wrote, The Greatest Competitive Advantage You’ll Ever Know: Mental Health, for Sales Hacker.
We knew we had to have her on the show!
And boy oh boy did we talk to Amy about all the things!
She breaks down her personal story
Key themes include:
Embracing your emotions not freezing them out - mindset and the importance of talking about it
Top performance is not indicative of strong mental health - sometimes the people at the top struggle the most
Toxic wo...
2021-06-0854 minPsychAndSalesInterview with Ryan Jander"The obstacle is the way"
How do we demand our own self-confidence?
How do we stay in a state of abundance when each month/quarter we start back at zero?
In this episode of PsychAndSales, Ryan Jander, the top Corporate AE at Outreach for 3 years in a row, shares his experiences with taking big leaps and ways to demanding your own self-confidence to create a successful sales career.
Ryan has had an inspiring journey!
Always a sales person at heart (He...
2021-05-2146 minPsychAndSalesInterview with DeJuanIt's Mental Health Awareness Month!
What is your perception of mental health?
How do you show up at work and in your life outside of work?
How can you bring your best self to all areas of your life?
Being a sales professional can take over your life. It can start to feel like you are only as good as what you can produce. But what happens to the rest of your life when you do that, in good months and in bad?
In this interview, DeJuan Brown reminds...
2021-05-1237 minPsychAndSalesInterview with Morgan IngramIf someone asked you to name 10 sales skills, could you do it?
What if they asked you to name 10 things you do for fun?
When you love what you do, it can have a sneaky way of taking over your life. You get into the flow. You're excited about what you're accomplishing. People look up to you. It's invigorating! Who needs anything else?
In this episode of PsychAndSales, we talk to @MorganIngram about how easy it can be to forget that your job is what you do, not who you are. To get...
2021-04-2835 min
The Two Sales GuysBeing a Great Sales Leader and Cool Sales Tools with David WeissToday we are joined by a seasoned sales executive, successful leader of high performing teams, and sales coach of people with big dreams and goals - David Weiss. David has a track record of always bringing back double digit growth tied to multimillion dollar goals and has recently taken over as the Regional Vice President of Sales at Seismic - a leading sales enablement platform. Additionally, he also co-hosts a podcast with his wife, PsychandSales to discuss the topic of mental health in sales. We also spend some time discussing cool sales tools and the future of sales tools. Y...
2021-04-281h 01PsychAndSalesInterview with David MasoverI remember my first job in sales. It was a month of product training, and zero training on how to actually sell.
I quit after 3 months...
Almost quit sales for good
When we enter a new role, or aren't seeing the success we want
It is easy for negative thoughts to creep in
"What's wrong with me"
Or for feelings like being scared or anxious to come up
In these moments, it requires being vulnerable, not going at it alone, and seeking support from the...
2021-04-2030 minPsychAndSalesInterview with Stephen HolgateHow do you wake up?
Do you jump right on email, or read the news...
Are you creating a fight or flight response in your brain from your first waking breath?
Do you intentionally develop healthy habits BEFORE you need them?
The mindsets, gratitude, attitude that shape our day start from the moment we wake up
We can control this frame of mind through the choices we make
We can also take time to recognize physical responses to emotional stressors and do something about those
2021-04-0740 min
PsychAndSalesInterview with Scott Barker"You will only be as successful in your career, as the amount you work on yourself" - @Scott BarkerEhrin Weiss and David Weiss had the pleasure of speaking with Scott Barker on this episode of PsychAndSalesIn this episode we talk about the ups and downs of Scott's careerBeing intentional with your career, and aligning your decisions to your value systemScott has been through a lot in his unconventional journey to where he is todayThere were sleepless nights on friends couchesDecisions to take major steps backwards to take huge...
2021-03-3134 minPsychAndSalesInterview with Scott Barker"You will only be as successful in your career, as the amount you work on yourself" - @Scott Barker
Ehrin Weiss and David Weiss had the pleasure of speaking with Scott Barker on this episode of PsychAndSales
In this episode we talk about the ups and downs of Scott's career
Being intentional with your career, and aligning your decisions to your value system
Scott has been through a lot in his unconventional journey to where he is today
There were sleepless nights on friends couches
Decisions to...
2021-03-3134 minPsychAndSalesGalem GirmayAre you a boiling pot about to spill over?
Are you able to turn down the temperature on your emotions when things start to heat up?
Do you feel like you're just barely managing to get by?
How do you handle it when something unexpected happens?
In this episode we talk with Galem Girmay, cofounder of RevGenius--a community for sales professionals--about handling emotions as they come up, dealing with overwhelming life situations, and developing healthy coping mechanisms so your pot doesn't boil over.
Galem shares her experiences and the...
2021-03-1044 minPsychAndSalesInterview with Scott LeeseHow will you be remembered?How do you make meaning in your life when tomorrow isn’t guaranteed?How do you define success?In this episode of PsychAndSales, Ehrin Weiss and David Weiss talk to Scott Leese about:Dealing with life threatening illness and depression byMaking the most of the time you haveLeaving a legacyAnd recognizing the moments you’re getting depleted
2021-03-0236 minPsychAndSalesInterview with Scott LeeseHow will you be remembered?
How do you make meaning in your life when tomorrow isn’t guaranteed?
How do you define success?
In this episode of PsychAndSales, Ehrin Weiss and David Weiss talk to Scott Leese about:
Dealing with life threatening illness and depression by
Making the most of the time you have
Leaving a legacy
And recognizing the moments you’re getting depleted
2021-03-0236 minPsychAndSalesInterview with Darcy SmythDo you know your sales style?
Do you understand the irrational triggers that drive your buyer’s decision to buy?
Are you treating your own difficult emotions as problems to be solved?
In this episode of PsychAndSales, Ehrin and David talked both psychology of sales and mental health as a sales professional with Darcy
From The Sales Game to managing grief and burnout, this conversation covers it all!
2021-02-2340 minPsychAndSalesInterview with Richard HarrisAre you a critical parent leader?
Are you as a sales person submitting to the critical parent client?
Are you maybe the rebellious child sales person?
If you are in a leadership role, when you are coaching your salespeople, are you directing, judging, and telling people what to do, like a critical parent?
Or are you nurturing, building strength, and making the journey fun?
As a sales person, how is that making you feel, and how are you responding to that?
When our clients are...
2021-02-1032 minPsychAndSalesInterview with Ed JaffeAre you scaring your customers? Does this sound familiar...You do deep discovery around painYou uncover lots of impactful problemsYou develop a clear "Why Change" statementBut there is tension, there is friction, the system is fighting your great ideaAlthough all of these things are often necessary in salesBut...have we stopped to think:The business chose a different solution for a reasonIs the person that made the decision still there, and how will this look on themDid our "Why Change" statement cause f...
2021-02-0238 minPsychAndSalesInterview with Ed JaffeAre you scaring your customers?
Does this sound familiar...
You do deep discovery around pain
You uncover lots of impactful problems
You develop a clear "Why Change" statement
But there is tension, there is friction, the system is fighting your great idea
Although all of these things are often necessary in sales
But...have we stopped to think:
The business chose a different solution for a reason
Is the person that made the decision still there, and...
2021-02-0238 minPsychAndSalesInterview with Patrick DownsSales is an emotionally challenging career for everyone
But what happens when you are predisposed to stronger ups and downs?
Can you still have a successful sales career?
How can you manage the emotional swings?
In this episode of PsychAndSales, Ehrin Lovria Weiss Ph.D. and David Weiss talk to Patrick Downs about managing a successful sales career with mental health challenges
We cover important topics that impact many sellers, things like:
Imposter Syndrome
Existential Dread
The impact of identity vs role on...
2021-01-2641 minPsychAndSalesInterview with Patrick DownsSales is an emotionally challenging career for everyoneBut what happens when you are predisposed to stronger ups and downs?Can you still have a successful sales career?How can you manage the emotional swings?In this episode of PsychAndSales, Ehrin Lovria Weiss Ph.D. and David Weiss talk to Patrick Downs about managing a successful sales career with mental health challengesWe cover important topics that impact many sellers, things like:Imposter SyndromeExistential DreadThe impact of identity vs role on mental healthAnd how to make helpful shifts...
2021-01-2641 minPsychAndSalesInterview with Silvia LiWhat are you working for?
I ask myself this question often
Sometimes its to hit certain goals, to afford toys, or win trips
These "things" really drove my motivation in much of my early sales career
But, as I achieved those goals, getting "more" didn't have the same impact on my happiness
My motivation
My purpose
Changed
Today, my greatest joy, the thing that I get excited to wake up and do, is helping others
Hit their goals
Get...
2021-01-1942 minPsychAndSalesInterview with Silvia LiWhat are you working for?I ask myself this question oftenSometimes its to hit certain goals, to afford toys, or win tripsThese "things" really drove my motivation in much of my early sales careerBut, as I achieved those goals, getting "more" didn't have the same impact on my happinessMy motivationMy purposeChangedToday, my greatest joy, the thing that I get excited to wake up and do, is helping othersHit their goalsGet their boatAfford college for their kidsBuy their...
2021-01-1942 minPsychAndSalesInterview with Jeff BajorekDo you hold yourself to unfair standards and beat yourself up when you don’t reach them?
Do you base your self with on your results?
Sales is a results oriented game
Which can make it hard to know what “fair” standards really are
And create inner turmoil when factors beyond your control prevent you from achieving your goals
In this episode of PsychAndSales, David Weiss and Ehrin Weiss talk to Jeff Bajorek about finding the balance between high standards and what’s fair as a sales professional
The im...
2021-01-1240 minPsychAndSalesInterview with Jeff BajorekDo you hold yourself to unfair standards and beat yourself up when you don’t reach them?Do you base your self with on your results?Sales is a results oriented gameWhich can make it hard to know what “fair” standards really areAnd create inner turmoil when factors beyond your control prevent you from achieving your goalsIn this episode of PsychAndSales, David Weiss and Ehrin Weiss talk to Jeff Bajorek about finding the balance between high standards and what’s fair as a sales professionalThe importance of being kind to yourself...
2021-01-1240 minPsychAndSalesInterview with Marcus ChanOur Goals, shouldn't just be about our number and our metrics
As Marcus Chan says, "You need to manage the territory between your ears, it all starts and stops between your ears"
The best goals are nothing if you can't execute them
And, when we struggle with burnout, depression, and when the thoughts and feelings that swirl around our get in the way of this execution, we will never perform to the levels we desire
This year as you are doing your goal setting
Are you adding into your...
2021-01-0544 minPsychAndSalesInterview with Marcus ChanOur Goals, shouldn't just be about our number and our metricsAs Marcus Chan says, "You need to manage the territory between your ears, it all starts and stops between your ears"The best goals are nothing if you can't execute themAnd, when we struggle with burnout, depression, and when the thoughts and feelings that swirl around our get in the way of this execution, we will never perform to the levels we desireThis year as you are doing your goal settingAre you adding into your goals, and making a plan around...
2021-01-0544 minPsychAndSalesInterview with BelalAre you afraid of committing career suicide?
Does taking about mental health seem too taboo?
When you’re judged on your “work ethic”
As we often are in sales
These conversations can feel scary and dangerous to have
But what happens if you don’t have them?
The chronic stress of being always on
Always judged
And the feeling that you are crazy and alone in your struggles
Can have an impact on your body and mind
That can lead to...
2020-12-1542 minPsychAndSalesInterview with BelalAre you afraid of committing career suicide?Does taking about mental health seem too taboo?When you’re judged on your “work ethic”As we often are in salesThese conversations can feel scary and dangerous to haveBut what happens if you don’t have them?The chronic stress of being always onAlways judgedAnd the feeling that you are crazy and alone in your strugglesCan have an impact on your body and mindThat can lead to a downward spiralIn this episode of PsychAndSales, Dr. Ehri...
2020-12-1542 min
What Is Your Legacy?Ep. 4: How to Focus Less on Money and Metrics to Build a Legacy with David WeissA conversation with David Weiss was a full experience! At the core of building his legacy is to constantly give value and give back to those around him. Few things that came out of this conversation was:The evolution of how David is building his legacyHyper focus on giving as much value as possible in all interactionsHow a legacy is not about youDavid is a co-author of the book The Definitive Sales Career Guide, Enterprise Sales Director at Outreach, Podcast Host of PsychAndSales, Start Up Advisor, and Coach for The Sales Re...
2020-12-1543 minPsychAndSalesInterview with Jeff Riseley“Anxiety in sales is not optional” -Jeff Riseley
...but we all like to pretend it’s not important.
Sales is a largely mental game
But we’re taught to focus on honing our craft
The mental piece is largely ignored
This is one of the reasons we started PsychAndSales
And why Jeff started the Sales Health Alliance
In this interview, we talk to Jeff about the mental game, dealing with micromanagement, and continuing to grow during the COVID pandemic.
2020-12-0843 minPsychAndSalesInterview with Ron HubsherI seem to have a lot of "I thought I knew a lot until..." stories.
At least I'm willing to admit when I have more to learn!
For today's "I thought I knew a lot" story...
Negotiation!
So, I thought I knew a lot about negotiation when I started working at ADP
Then they trained me in Ron Hubsher's approach
Now, I say
"Everything I know about negotiation, I learned from Ron Hubsher"
Ehrin Weiss and I had the pleasure of interviewing Ron...
2020-12-0200 minPsychAndSalesInterview with Dale DupreeAre you battling inner demons? Struggling with things like addiction, anger, depression? Looking for ways to escape those vicious patterns through faith, communication, love and community? You can't miss this episode with the leader of The Sales Rebellion, Dale Dupree. Heavy Metal rocker turned sales saint.
2020-11-2300 minPsychAndSalesInterview with James BuckleyIn this episode you will hear from James "Say What Sales" Buckley about burnout. Burnout is a systemic issue in sales. We are always on, always pushed to do more, and have an internal thought that says "If I just work harder, if I just hustle more, I will be more successful". This thought is a great driving force...until it isn't. This episode will help you see when burnout may be approaching for you, what to do about it, and how to strike a potential balance in your life to stay productive without going too far.
2020-11-1700 minPsychAndSalesSelf Defeating Beliefs - AnxietyAre you too nice?
Do you feel like you should always feel positive and in control?
Do you avoid negative emotions in an attempt to keep everyone happy?
Do you feel like others are overly demanding? That you have to impress people or run the risk of everyone looking down on you?
Do you ever feel like you have to worry obsessively about things or run the risk of something going very wrong?
What do all of these questions have in common??
In the final installment...
2020-08-0334 min
Driving B2B Sales Revenue#12 The Power of Discipline and Intentionality in SalesABOUT THE GUEST - DAVID WEISS, ENTERPRISE SALES DIRECTOR AT OUTREACH My guest in this episode is David Weiss, he is an Enterprise Sales Leader at Outreach, has spent the last 13 years working on sales process across small, medium, and large enterprises. He has been both a salesperson and sales leader and loves to help people have the best sales career possible. To that end, he has written a book called Your Definitive Sales Career Guide, he coaches people in sales, he is The Mad Scientist at The Sales Rebellion where he focuses on coming up with f...
2020-07-1323 minPsychAndSalesSelf Defeating Beliefs - DepressionDo you ever feel like you don’t matter?
That you can’t do anything right?
That things can never get better?
Do you find that, even when you’re feeling good, setbacks can throw you way off?
In this week’s episode of PsychAndSales, hosts David Weiss and Ehrin Weiss talk about Dr. David Burns’s category of Self-Defeating Beliefs relating to depression, how they may be impacting your sales career, and steps that can be helpful for dealing with them.
What steps have you found demodulation when you’re fee...
2020-07-0223 minPsychAndSalesSelf Defeating Beliefs - DemandingnessThis episode is all about the pros & cons around the belief of demandinessness. Things like, what is the value of blaming others? Is entitlement a good thing? What about the idea of needing to be right and speaking your truths. We will unpack these ideas, and discuss if they are helping or hurting you.
2020-06-2216 min
PsychAndSalesSelf Defeating Beliefs - SubmissivenessIn this episode we cover three Self Defeating Beliefs related to submissiveness, and specifically how this can both help and hurt you in your sales career, as well as what you can do about it. Give it a listen, there are some very common areas we discuss that can be hurting your potential.
2020-06-0822 min
PsychAndSales“You know you're gonna have to face it, you're addicted to love…”In this week’s episode, we address another of Dr. David Burns’s categories of self-defeating beliefs - those relating to love. Turns out these beliefs could impact your sales career. Listen to find out how, and some steps for what you can do about it.
2020-06-0423 min
PsychAndSalesSelf Defeating Beliefs - AchievementIn this episode we introduce the idea of self defeating beliefs. We start with the Achievement category which is internal & external need for perfection, followed by Achievement Addiction, which is an affliction of many successful people. Link to the Self Defeating Beliefs List - https://feelinggood.com/wp-content/uploads/2018/11/f1e61-self-defeating-beliefs-list-v-1.pdf
2020-05-2522 min
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PsychAndSalesDealing with UncertaintyIn this episode we talk about Uncertainty and how to mentally manage through it.
2020-05-1630 min
PsychAndSalesMotivation!Listen to this to get past mental blocks of motivation, and then tactically how to get started to accomplish your goals
2020-05-1637 min
PsychAndSalesWhat is your personal brand?In this episode we discuss what it is, why it is important, and how to build yours to recession proof your career.
2020-05-1634 min
PsychAndSalesTop Stressors In SalesHow to manage the top two stressors in sales - Micromanagement & Missing Plan
2020-05-1627 min
PsychAndSalesThe Role of The Brain in SalesIn this episode of PsychAndSales Ehrin Weiss and I dive into the Amygdala & Cortex and their role in the old saying, "People Buy Emotionally and Justify Rationally" and how to apply that to the sales process.
2020-05-1628 min