A Top Performer Sales Mindset Explained | Alex Kremer - 1939
Episode
34 min
Read time
2 min
Topics
Productivity, Health & Wellness, Relationships
AI-Generated Summary
Key Takeaways
- ✓Internal Family Systems Practice: Relate to emotions as parts of yourself rather than your identity. Say "there's a part of me that's scared" instead of "I'm scared," then treat that part like a five-year-old needing acknowledgment, not suppression through work, substances, or distractions.
- ✓Somatic Awareness Technique: When facing objections or stress, notice physical sensations in your body. Instead of pushing anxiety down, move it through your body like squeezing toothpaste from a tube. This grounds you deeper into presence rather than living in your head looping thoughts.
- ✓Influence Beyond Words: Seven percent of influence comes from words, 38 percent from tonality, and 55 percent from body posture and energy state. Sales reps focus on talk tracks but miss the 93 percent that comes from emotional state, breathing, and physical presence during calls.
- ✓Pre-Call State Management: Start team meetings with three to five minute presencing practices like box breathing (four seconds in, hold, out, hold for three rounds) or gratitude exercises. This drops teams into presence before discussing numbers, creating sacred space for connection and performance.
What It Covers
Alex Kremer shares how mental and emotional health forms the foundation for sales success, discussing his journey from depression despite top performance at Microsoft to founding Elluviance, which helps sales professionals master inner game alongside tactical skills.
Key Questions Answered
- •Internal Family Systems Practice: Relate to emotions as parts of yourself rather than your identity. Say "there's a part of me that's scared" instead of "I'm scared," then treat that part like a five-year-old needing acknowledgment, not suppression through work, substances, or distractions.
- •Somatic Awareness Technique: When facing objections or stress, notice physical sensations in your body. Instead of pushing anxiety down, move it through your body like squeezing toothpaste from a tube. This grounds you deeper into presence rather than living in your head looping thoughts.
- •Influence Beyond Words: Seven percent of influence comes from words, 38 percent from tonality, and 55 percent from body posture and energy state. Sales reps focus on talk tracks but miss the 93 percent that comes from emotional state, breathing, and physical presence during calls.
- •Pre-Call State Management: Start team meetings with three to five minute presencing practices like box breathing (four seconds in, hold, out, hold for three rounds) or gratitude exercises. This drops teams into presence before discussing numbers, creating sacred space for connection and performance.
Notable Moment
Kremer describes pitching in a high-pressure softball game, feeling fear in his chest. Instead of overpowering it with false confidence, he welcomed the fear, spread it through his body, and used it to ground himself deeper, resulting in three consecutive outs.
Episode Transcript
This episode is brought to you in part by the following TSC sponsors. Cutting your sales cycle in half sounds pretty much impossible. Right? But that is exactly what Sandler training did with HubSpot. They used Breeze, HubSpot's AI tool, to tailor every customer interaction without losing their personal touch. And the result, they're pretty incredible. Click through rates jumped 25%. Qualified leads quadrupled. You heard me. Quadrupled. And people spend three times longer on their landing pages. Go to hubspot.com to see how Breeze can help your business grow. This episode is brought to you in part by Blue Mango Studios. Imagine using a podcast as a lead generation source, not only attracting your ideal customer, but entertaining them and getting qualified leads. To find out more, go to bluemangostudios.com. If you're struggling to close deals, you need to try LinkedIn Sales Navigator. Get a sixty day free trial all on the house. Go to linkedin.com/tse. Again, linkedin.com for a sixty day free trial of LinkedIn Sales Navigator. Oftentimes as salespeople, we focus on the wrong thing. We focus on the technical side. Did you open a call right? Did you answer the question properly? Are you do, are you doing a great job at overcoming objection? We tend to forget about the mental side, the emotional side, the thing that goes on inside of our brain that can catastrophically halt our deals. And today we're going to talk to you about how you can move past that. You're going to love this one. Hey. Hey. Hey, everyone. Welcome to another great episode of the Sales Evangelist podcast. I'm your host, Donald c Kelley, the sales evangelist. And I'm so excited for another great episode. I'm so excited to be here with you today. And on this episode, I have the one and only Alex Kramer. Now let me tell you what happened. Alex was working for a company called Outreach back in the days, twenty eighteen ish, and he was brand new to the organization. He reached out to me, tried to sell Outreach. It wasn't a good fit for us at the time. We ended up you know, I told him not a good fit, passed on. And later on, we connected again on LinkedIn. And long story short, now he has his own company. He was able to reach out and we have him on a guest on a podcast. And in this episode, he talks about that. But a company he runs right now is all around helping salespeople get to the mental game. How can we perform at a higher level? What are some of the things that hold us back? And all of us have done that. Whether you're depressed because you're not making sales or you're depressed because you're making tons of money and you go into substance abuse, he's actually done all of that. Every last one of us have fallen into the trap of the depression's, part of sales. It's …
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- ElluvianceBy guest
“discussing his journey from depression despite top performance at Microsoft to founding Elluviance, which helps sales professionals master inner game alongside tactical skills.”
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