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Have you ever watched Netflix’s Receiver, Drive to Survive, or Full Swing and wondered what it would be like to have a mental performance coach in your corner? Now’s your chance. I’m incredibly excited to introduce Dreamfuel’s newest coach, Brea Hapken. Brea has mental performance coached soldiers training to become Green Berets, and most recently the Philadelphia Phillies organization. Traveling with the Phillies meant being on the road constantly. After living that schedule, Brea wanted more balance without leaving the work she loved. That search brought her to Dreamfuel. And honestly, we feel incredibly honored and privileged that she chose us. To welcome Brea on board, Dreamfuel is giving a complimentary coaching session with Brea to 3 leaders who want to be more resilient, focused, and disciplined. Leaders who master the mental skills Brea trains are 77% more likely to report being in flow state for half the workday or more. If you want your shot at a complimentary session with Brea, DM me and tell me why. We’ll choose the leaders with the most compelling reasons.

More sales leaders need to know this: quitting isn’t always a choice. Sometimes, it’s neurochemical. Your reps can be talented and hungry. But after weeks of calls, follow-ups, and demos without enough wins, something starts to change. When we exert effort, our brains release noradrenaline. I call it the “effort molecule.” But when the brain goes too long expending noradrenaline without periodic dopamine pulses, it can trigger a self-protection response that tries to force us to quit. At a minimum, effort automatically drops. Procrastination creeps in. Good reps start looking like they’ve lost their edge. Luckily, neuroscience can give us and our teams a real advantage. On Wednesday, September 2 at noon ET, I’m hosting a free 45-minute webinar where I’ll unpack the quit response and teach you how to build superhuman motivation and grit within your sales team. With this knowledge, you’ll be able to boost the time your reps are in flow state by nearly 75% and improve win rates by up to 20%. Register here: https://lnkd.in/ehiBmYuQ

Q3 is make or break. See how elite sales teams stay at their best.

Q3 is make or break. See how elite sales teams stay at their best.

The next frontier of sales performance may have less to do with what reps say on the call and more to do with the state they’re in before the call starts. That sounds soft until you watch an elite athlete prepare. Athletes don’t walk into competition cold. Sales leaders usually treat performance differently. We obsess over the script, talk track, discovery framework, dashboard, comp plan, forecast call, and enablement deck. All of that matters. But the rep’s nervous system is still in the room. I brought Kevin Bailey from Dreamfuel back on The Revenue Leadership Podcast for part 2 of our conversation on mental performance. Episode 1 was one of my most popular episodes of all time. This time we went deeper on how to cascade it through a team without turning into the weird wellness boss. My big takeaway: mental performance is sales infrastructure. 🧠 Start with the leader. 🧠 Bring in the A players. 🧠 Coach the managers. 🧠 Use the pre-call warmup. 🧠 Recognize effort. 🧠 Protect recovery. The next unlock in your sales team may not be another field in Salesforce. It might be the state your team is in when the moment arrives.

Your brain is making you dumber at the exact moments you need it most. 🫠 I spent years in a near-constant flight response and had no idea. Yale research shows that even mild stress "takes the prefrontal cortex offline." Your brain shifts from strategic thinking to survival mode. And most executives live there all day. I sat down with Kevin Bailey from Dreamfuel, who coaches executives on mental performance using applied neuroscience. He broke down: 🧠 The performance chain: physiology drives emotions, which drive thoughts, which drive behaviors. Fix the bottom and everything shifts. 🧠 The four nervous system states (flight, freeze, fight, focus) and how to identify which one you're stuck in. 🧠 A practical warm-up protocol for meetings: 30 deep breaths + 15-second hold + visualization. Five minutes. The research on visualization alone is wild (mental piano practice produced nearly identical brain changes to physical practice). 🧠 The cognitive reframe that changed how I handle adversity: "Best thing that could have happened." Your brain automatically completes the sentence with positive reasons. I also go deep on some specific protocols like how cold plunging with biometric tracking (shoutout Plunge!) has become my most valuable awareness tool. Watching your heart rate drop in real time while you're suffering in 44 degree water trains a skill that transfers directly to boardrooms. 🥶 Full breakdown on the newsletter.