Can Your Sales Team Run a 100-Mile Race?

Do you believe that driving sales performance is about the tools you use? The people you hire and work with? Or is it more about the environment and culture we create?

Edgy, extreme athlete Dan Waldschmidt thinks that the key to outstanding performance is our mindset.In his book, Edgy Conversations, he recounts honest, no-holds-barred stories about confronting and fixing the beliefs and behaviors that limit our ability to be amazing. He speaks to powerful truths about how pain, fear, and love have a huge impact on success.

Consider how Waldschmidt cultivated the dedication and drive to complete an amazing 100-mile race. In this video interview with Selling Power magazine publisher Gerhard Gschwandtner, Waldschmidt details the challenges and triumphs involved in running and finishing the race (which was the equivalent of four traditional marathons). Interestingly, he talks about how his mindset practices influenced and enhanced his physical capabilities. Specifically, he talks about how his mantra kept him going (despite hunger, thirst, exhaustion, and injury) and how his meditation practice helped him control his anxiety and fear. These mindset practices helped keep him motivated to finish the race despite overwhelming challenges.

According to Waldschmidt (who currently maintains a blog that the Wall Street Journal calls one of the Top 7 Sales Blogs anywhere on the internet), the hard truth about business performance is that most of our sales training efforts are a waste of time. In fact, he goes so far as to say they have almost no impact on driving revenue growth. That’s because leaders teach new skills, but fail to cultivate an environment where salespeople develop the will to apply what they learn and exceed expectations.

By contrast, look at how champion athletes train. Look at how leading researchers and scientists achieve scientific breakthroughs. In these disciplines, you can begin to see the importance of nurturing a winning mindset. In other words, the same skills that allowed Waldschmidt to run a 100-mile race can help sales teams succeed with customers and beat quota.

At the Sales 2.0 Leadership Conference in Philadelphia on November 16th, Waldschmidt will reveal those skills during his presentation, “Creating a Culture of Super Success: Seven Proven Strategies to Empower Outrageous Results from Ordinary Salespeople.” He’ll outline seven proven strategies used by unlikely Olympic champions, billion-dollar business startups, and industry juggernauts to cultivate winning mindsets – and ultimately become unstoppably successful.

Register now for the Sales 2.0 Leadership Conference in Philadelphia on November 16. For more information or questions about the event, email

About Lisa

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