You can set the goal.

But your team decides whether it actually goes anywhere.

Your team will develop a mindset, quickly, in some cases instantly. It’s powerful. Does your team believe in your goals, and do they buy in that they can make it happen?

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, sits down with Derek Neiding, Vice President of Sales at Razorleaf, to talk about team buy-in. Or the lack thereof.

Most leaders face this, even when it’s not said out loud: the “we’ve never done that before” mindset. Negativity spreads faster than belief, and strong teams can fall apart when leadership hesitates.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

–People need to see themselves in the goal to generate buy-in

–“We’ve never done it before” is one of the most dangerous mindsets in growth

–Negative thinking spreads quickly and often starts at the leadership level

–Goals tied to people (families, careers, futures) carry more weight than

–Mindset drives execution more than tools, systems, or strategy

–Growth often requires stepping into work you haven’t done before

–Strong culture can either reinforce belief or quietly erode it

–Sales teams will default to the path of least resistance without a strong “why”

–The best leaders create ownership before they create expectations

——————-

Helpful Links:

Derek Nieding, VP of Sales, Razorleaf Corporation: www.razorleaf.com

Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/

Pressure comes from trying to control outcomes you can’t control. You end up hoping, praying, wishing for the right result. And you don’t know, because you aren’t in control. So, what can you control? When you figure that out, you can release the pressure before it blows.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, challenges sales professionals and leaders to stop obsessing over outcomes and start owning the activities that can actually move the needle.

Stop worrying about whether a prospect will say yes when the real issue is a weak pipeline. And stop worrying about the weak pipeline when it can usually be traced back to inconsistent prospecting. That…is the one thing fully within your control.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

– Pressure increases when you focus on outcomes you can’t control

– You cannot control whether a prospect says yes, but you can control your actions leading up to it

– A thin pipeline is usually a prospecting problem.

– Prospecting is always within your control: calls, emails, events, referrals

– Activity creates opportunity, and opportunity creates results

– Doing the work consistently reduces pressure naturally

– “You don’t have to like it. You just have to do it.” -Ken Guest

– Control your process. The results will take care of themselves

——————-

Helpful Links:

Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/

Most salespeople love to sell. They like to talk about their products and services, especially to someone who’s willing to listen. But they jump in too fast, explain too much, and try to convince someone who hasn’t even decided if they care yet. And while the seller is busy "selling, maybe the buyer is just too polite to say “no”.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, welcomes Matt Rocco. Partner and Trainer at Sandler by the Ruby Group to talk about negative reverse selling. Instead of pushing a prospect toward a decision, negative reverse selling goes the other way. It can create space for honesty, clarity, and truth to surface.

Professional salespeople seek first to understand. They ask better questions, listen longer, and aren’t afraid to hear “no” early if it means getting to the truth faster. Negative Reverse selling is an advanced concept and a skilled technique, but it’s worth it for professional sellers to learn, as it can help get to the real truth in every situation.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

– When you push buyers, it’s human nature that they resist

– Negative reverse selling creates space instead of pressure

– The goal is to uncover the truth, even if that truth is that the customer is not interested

– Pattern interrupts grab attention and lead to more honest responses

– If a prospect feels you need the deal, you’ve already lost leverage

– Disqualifying early can be just as valuable as closing

– Authenticity matters. Used poorly, this technique feels fake instantly

– You have to be willing to lose the deal for negative reverse selling to work

– Great sales conversations are built on curiosity

——————-

Helpful Links:

Matt Rocco, Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/