Peak Performance Selling

Cierra Steiner

Episode Summary

"𝑻𝒉𝒆𝒓𝒆 𝒊𝒔 𝒏𝒐𝒕𝒉𝒊𝒏𝒈 𝒆𝒊𝒕𝒉𝒆𝒓 𝒈𝒐𝒐𝒅 𝒐𝒓 𝒃𝒂𝒅 𝒃𝒖𝒕 𝒕𝒉𝒊𝒏𝒌𝒊𝒏𝒈 𝒎𝒂𝒌𝒆𝒔 𝒊𝒕 𝒔𝒐" - Hamlet Cierra Steiner 4+ years in SaaS sales. 1 year in brand management, CPG, and retail sales for well known brands like Hormel, ZenDesk, HubSpot. 2019 President’s Club Winner, achieved #3 rep in global revenue @ Zendesk Quotes I try to live by every day: 𝑮𝒆𝒕 𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 𝒃𝒆𝒊𝒏𝒈 𝒖𝒏𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 - Jillian Michaels 𝒀𝒐𝒖'𝒓𝒆 𝒐𝒏𝒍𝒚 𝒄𝒐𝒏𝒇𝒊𝒏𝒆𝒅 𝒃𝒚 𝒕𝒉𝒆 𝒘𝒂𝒍𝒍𝒔 𝒚𝒐𝒖 𝒃𝒖𝒊𝒍𝒅 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 - Andrew Murphy 𝑭𝒐𝒓 𝒘𝒉𝒂𝒕 𝒊𝒕’𝒔 𝒘𝒐𝒓𝒕𝒉... 𝒊𝒕’𝒔 𝒏𝒆𝒗𝒆𝒓 𝒕𝒐𝒐 𝒍𝒂𝒕𝒆, 𝒐𝒓 𝒊𝒏 𝒎𝒚 𝒄𝒂𝒔𝒆 𝒕𝒐𝒐 𝒆𝒂𝒓𝒍𝒚, 𝒕𝒐 𝒃𝒆 𝒘𝒉𝒐𝒆𝒗𝒆𝒓 𝒚𝒐𝒖 𝒘𝒂𝒏𝒕 𝒕𝒐 𝒃𝒆 - F. Scott Fitzgerald

Episode Notes

Cierra Steiner 4+ years in SaaS sales. 1 year in brand management, CPG, and retail sales for well known brands like Hormel, ZenDesk, HubSpot.

2019 President’s Club Winner, achieved #3 rep in global revenue @ Zendesk

Dog lover, amateur comedian, cheese curd enthusiast, world traveler, & sales mental health advocate.

Quotes I try to live by every day:

𝑮𝒆𝒕 𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 𝒃𝒆𝒊𝒏𝒈 𝒖𝒏𝒄𝒐𝒎𝒇𝒐𝒓𝒕𝒂𝒃𝒍𝒆 - Jillian Michaels

𝒀𝒐𝒖'𝒓𝒆 𝒐𝒏𝒍𝒚 𝒄𝒐𝒏𝒇𝒊𝒏𝒆𝒅 𝒃𝒚 𝒕𝒉𝒆 𝒘𝒂𝒍𝒍𝒔 𝒚𝒐𝒖 𝒃𝒖𝒊𝒍𝒅 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 - Andrew Murphy

𝑭𝒐𝒓 𝒘𝒉𝒂𝒕 𝒊𝒕’𝒔 𝒘𝒐𝒓𝒕𝒉... 𝒊𝒕’𝒔 𝒏𝒆𝒗𝒆𝒓 𝒕𝒐𝒐 𝒍𝒂𝒕𝒆, 𝒐𝒓 𝒊𝒏 𝒎𝒚 𝒄𝒂𝒔𝒆 𝒕𝒐𝒐 𝒆𝒂𝒓𝒍𝒚, 𝒕𝒐 𝒃𝒆 𝒘𝒉𝒐𝒆𝒗𝒆𝒓 𝒚𝒐𝒖 𝒘𝒂𝒏𝒕 𝒕𝒐 𝒃𝒆 - F. Scott Fitzgerald

𝑻𝒉𝒆𝒓𝒆 𝒊𝒔 𝒏𝒐𝒕𝒉𝒊𝒏𝒈 𝒆𝒊𝒕𝒉𝒆𝒓 𝒈𝒐𝒐𝒅 𝒐𝒓 𝒃𝒂𝒅 𝒃𝒖𝒕 𝒕𝒉𝒊𝒏𝒌𝒊𝒏𝒈 𝒎𝒂𝒌𝒆𝒔 𝒊𝒕 𝒔𝒐 - Hamlet

• Fell into sales - went to school for Business Admin because she had no clue what she wanted to do. Speciality in sales and marketing, didn’t see many entry level marketing positions
• Liked being creative mixing art and math- thought maybe Marketing would be a career
• Spent time as a BDR, was pretty introverted, didn’t take a lot of risks growing up, so sales was really scary for her!
• Cold calling people was her worst nightmare, she doesn’t even like answering her own phone
• Got outside of her comfort zone in uncomfortable situations that helped her grow, wins and losses, while learning to deal with rejection

Getting into sales broke her out of her shell 

• Spent time trying to be a type of seller that I’m naturally not

Understand how to be yourself and make your own personality work for you in a sales process

• The negotiation process has always been a struggle for her being, from the midwest, quiet, introverted.

How do I come into my own in sales and be who I am? And not pretend to be who someone else is

• Sales is a grind, you have wins, you have losses. Feel great and feel horrible. It’s an emotional rollercoaster on a daily basis

My biggest enemy is my own mind. My biggest thing holding me back from being successful is myself

• Bad month you can get down such a rabbit hole of not believing in yourself and it affects how you are on calls, on demos and drags down your own progress

Mindset, self confidence are the keys to success

• Bounce back, reasoning with yourself as to what can happen

Remind myself that my only job today is to help somebody and do the best I can!

Go into this day and take my best attitude and effort to make sure I am doing my best to help somebody

Not focus on the number, but focus on doing your best work everyday

• Then look at HOW you do your job.
• First 3 years at ZenDesk did well, didn’t have much adversity, life is easy
• Then all of the sudden hit a tough quarter and realize what might have worked in the past might not work in the future

Be willing to change, take a step back and adjust

Ask for feedback even if you’ve been there a long time

• Be honest and see if a manager can help listen to calls, give you new insight and have humility
• Quote to live by:

“There’s nothing either good or bad, but thinking makes it so” - Shakespeare

•  
  • your interpretation is what will affect you
  • Somebody could come into your life with your circumstances and thinking you have the best life ever while you don’t
• Traits of top performers- not an expert, just working at improving on these everyday
  • Consistency in your process in what you’re doing day after day
  • Confidence in themselves!

People that are consistent and continue to put the effort in even when they aren’t seeing results are the ones that win

• Do they trust you, do they like talking to you?
• Being confident even when you don’t know

Gotta feel good about yourself before you can help others

• Becoming more self-aware

This year thinking about ME, how am I feeling today? What can I do to change that? What can I be proud of myself for? What are the things that I need to work on?

• Don’t focus on just what I’m bad at
• It’s a confidence thing
• Check yourself before you wreck yourself

In a bad place take a pause and step back to get yourself back to a good place

• Getting better at prospecting
• Leadership
  • Know yourself
  • Control Yourself
  • Know Others
  • Do Something for others
• Traditional sales culture, smile and dial pretend that everything is fine

Taboo subject in sales is mental health, does that make me look weak? What will my employer think?

It affects how you do your job

• Appreciate managers, coworkers, companies to ask how someone is doing, care and take action based upon that
• Care about you beyond a just the number that you brought in and see you as a full human
• Be at a good company that understands the human aspect of things
• Sales Mentor program - working with a solutions engineer- talking about mental health, building good habits for yourself and working on myself

Building a morning routine; going on a walk every morning, listening to a podcast, let the sun hit your face.

Colleen Hayes - Presenz

Take some time for myself, take a midday break and after work find a way to decompress

Change your hours to help you be your best self

Hate losing

Success= happiness, feel good about what you’ve done

Used to be how much $$ am I making, my car, materialistic things

Was VERY achiever driven in the past and now realizing there is more to life. Am I happy? Do I like what I do everyday? Do I love the people I’m around?

LinkedIn Cierra Steiner

Blog - Just Getting Gouda