Peak Performance Selling

Chris Moore

Episode Summary

"Can I wake up everyday and be happy with the life that I have, the things I’ve accomplished? Not just hitting quota, or being a coach or getting an accolade. But the things I’ve done, the way I’ve approached life" Chris has been selling his whole career from startups sleeping on a friends couch to massive companies like Dell, he has tremendous experience on how to excel at sales!

Episode Notes

Chris has been selling in the tech space for 16 years.  9 time Presidents Club award winner, 2 time Founders  club winner and an awesome human being. Listen and learn from Chris Moore!

• Didn’t think he would be in sales
• Played soccer at Sam Houston State - thought soccer would be the rest of his life/career
• Started at Enterprise rent-a-car - youngest manager 
• Coached people to be a leader, sold that damage waiver
• Met Nicholas Holland in Houston → heading back to Nashville for a startup and $500
• Started web agency and grew it to a nice little business
• Went to Dell through their Sales program and learned that he LOVES sales
• Talking to people, being in tech all got him to bounce out of bed every morning
• Direct selling- You have full control of your destiny
• Channel sales - You rely a bit on some go-between to help you be successful - partner enablement, teaching and business advising 
• Mandela- “I never lose, only win or learn” 
• People skills, good team player, be COACHABLE
• Playing sports and being on a team helped him learn coachability
• The best sellers know when to walk away
• The more time we spend on the wrong fits the more that negatively impacts us
  • If people don’t show up, don’t take it seriously or won’t do any homework helps make it easier to walk away
  • The tone of the prospect, are they serious?
  • Discuss Budget, timelines and past experience early on 
• Be honest and have integrity and it comes through in every discussion
• Don’t take it personal! It’ll happen but it’s something to work on
• Nick - best seller he knows and he isn’t in sales, he’s an Educator
• Once you replace negative thoughts, with positive ones, you’ll start having positive results! - Willie Nelson
• Bouncing back from injury, Mindset! 
• 16 knee surgeries to-date from soccer, many periods while being down and out...struggling with “why me?”
• Surrounding himself with positive people, they helped him realize; He Decides How He Feels!
• If someone pours negativity - walk away
• I want positivity poured into me at all times because that’s what I want to give to other people and continue to spread
• Has had many tough months, quarters, 6-months, years - startup life was tough, new industry, new skills to learn
• Waiting tables at night and sleeping on a friends couch to support himself
• It’s a MARATHON not a sprint. Focus on the big picture vs. the small misses and the small bumps
• Monthly business, but he looks at it as an Annual number.  A bad month, just means he puts everything into the next month.
• Work can be stressful for a lot of folks, typically running 10-14 meetings a day. Needs to get out of work to get his mind right.  Coaching his son at soccer, spending time with family, get into some time with no distractions try to be a little bit less focused on all of the noise. Disc golf
• Try to set the laptop down and get away from the house.  But it’s tough so especially now with covid, need to to the things outside
• How does he get his 12 year old son to bounce back from a tough game? Son noticed positive, negative 1 or 2 then followed with a positive. Don’t just come in hot, need to be constructive and also highlight the good things. 
• Similarities and differences between small company vs. large 
  • Small companies- nimble, quick, fast decisions, process change. Not much capital or resources
  • Large company- things move so slow
• It all depends on the lens you want to look at it
• There are so many things done the same way at 3,000 vs. 100,000
• Success to Chris = Can I wake up everyday and be happy with the life that I have, the things I’ve accomplished?  Not just hitting quota, or being a coach or getting an accolade. But the things I’ve done, the way I’ve approached life
• Loves Winning! It’s OK to lose, if you lose, you learn.
• Did awful when he first started selling at HubSpot, “I needed that failure to fall on my face to help me learn to get back up!”
• Favorite interview questions: Tell me about your favorite vacation
• As a leader: Be a good listener! Don’t talk as much as you listen. Be genuinely interested in what others have to say.
• Zig Ziglar - Secrets of Closing a sale
• Will that leader walk to the end of the earth for me?  Lead with their heart and empathy creates somebody that you WANT to work for.
• Brain Breese - awesome leader, genuinely cared about Chris, his family and that’s the type of person
• 6154794235 give him a shout!