AI Summary
→ 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 INSIGHTS - **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. 💼 SPONSORS [{"name": "HubSpot", "url": "https://hubspot.com"}, {"name": "Blue Mango Studios", "url": "https://bluemangostudios.com"}, {"name": "LinkedIn Sales Navigator", "url": "https://linkedin.com/tse"}] 🏷️ Sales Mindset, Mental Health, Somatic Practices, Sales Leadership