When the pipeline is full, you’re riding high. You’re also secretly waiting for the drop. When it’s thin, you’re bracing for impact. And somewhere in between, you start questioning everything: Did I do enough? Did I miss something? Am I about to blow this month? That mental spiral can be avoided when we simply do the work.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, sits down with Jason Reynolds, partner and trainer at Sandler by the Ruby Group, to talk about “behaviors”.

Jason walks through Sandler’s “success triangle”. That includes behavior, attitude, and technique. Then he zeroes in on what sellers actually control: goals, plans, and actions.

You may not control the market. You may not control buyer timing. But you absolutely control whether you make the call, send the email, ask for the introduction, or track your activity.

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:

-Sales is emotional because inconsistency creates mental pressure swings

-Head trash can sabotage performance before the numbers ever do

-Prospecting discomfort is normal — avoidance is costly

-Use the “More, Better, Different” filter to adjust behaviors

-Track activity like you would track diet or workouts

-Leaders must model accountability before coaching it

-Belief follows action, not the other way around

-Start with one committed behavior and build momentum

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Helpful Links:

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

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

You don’t need someone to explain pressure to you. Especially if you’re a salesperson. You live in it. You build it. You chase it. And most days, even when you hit your number, it still doesn’t feel like enough.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, chats with Robert Perry, speaks directly to sellers who are exhausted from trying to be better, faster, stronger every single day.

But what if “more” isn’t the answer?

If you’re doing your best, truly doing your best, then that has to be enough. Nothing more. Certainly nothing less.

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:

– Sales pressure is mostly self-imposed

– You can’t control outcomes, only behaviors

– 100% effort is the ceiling — there is no 110%

– Measure activities, not just results

– Celebrate the behaviors that move the needle

– Improve one flaw at a time, not everything at once

– Showing up daily compounds into real growth

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Helpful Links:

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

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

You know the feeling. The need is real. The solution fits. On paper, this should be an easy “yes.” And yet something feels off. The conversation isn’t clicking. The energy is misaligned. You can sense it in your gut before you can explain it with words. That tension? That’s pressure — and how you respond to it determines whether the opportunity dies or deepens.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, chats with Robert Perry, partner and trainer at Sandler by the Ruby Group, to discuss buyer communication styles and what happens when seller and buyer aren’t in sync.

Robert explains how the DISC framework, often misunderstood as a personality test, should instead be used as a communication tool. When a seller presents through their own natural style without adjusting to the buyer’s preferences, confusion creeps in. The responsibility to adjust? It’s on the seller. That’s good news!

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:

– Most sales breakdowns happen because of communication misalignment

– Buyer communication style is often revealed in the first 90–120 seconds

– DISC should be used as a communication framework, instead of simply a personality label

– The responsibility to adapt always falls on the salesperson

– Body language, tone, and repeated questions can be early warning signs

– When something feels off, trust your gut

– Resetting the conversation can increase trust and credibility

– Owning the miscommunication positions you as a consultative professional rather than a pushy salesperson

– Slowing down often moves the sale forward faster

– Pressure decreases when alignment increases

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Helpful Links:

Robert Perry, Partner and Trainer, Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

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

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