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Purpose Under Pressure

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by Bryan Lefelhoc

4.2(5 reviews)

162 episodes

Updated Daily

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Podcast Overview

Purpose Under Pressure is a podcast about developing Sales and Leadership Success…on Purpose and under Pressure. Each week we'll air short monologue's with strategies, analogies and stories meant to inspire sales, marketing and business professionals. We'll also feature weekly high-impact interviews with Sandler sales trainers, and long form interviews with business leaders who have been there and done that, under pressure. Purpose Under Pressure is brought to you by The Ruby Group/Sandler Training in Akron and in Columbus, Ohio, Jacksonville, Florida and Capital Region, NY. Visit https://www.therubygroup.sandler.com/ for more information.

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Publishing Since

11/14/2022

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Recent Episodes

June 25, 2026

Transactional Analysis: Digging Deeper into the Psychology of Selling, On Purpose with Robert Perry

Every sales conversation has a surface-level problem and a deeper human dynamic underneath it. Most salespeople focus on what they're going to say next. Few stop to consider the emotional and psychological state their buyer is operating from. That's where deals are often won or lost, and that’s what differentiates a professional salesperson from everyone else.In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of <a href="https://www.bryanmediastrategies.com/" rel="noopener noreferrer" target="_blank">Bryan Media Strategies</a>, sits down with Robert Perry, partner and trainer at Sandler by the Ruby Group, to dig deeper into the psychology of selling. It’s one of Sandler's most powerful concepts: Transactional Analysis: Parent, Adult, and Child ego states that shape every conversation.Robert explains why successful sellers learn to recognize where buyers are coming from emotionally and how to respond in a way that lowers defenses, builds trust, and creates genuine collaboration. From critical parent behaviors to nurturing parent communication, listeners will discover why some conversations move forward effortlessly while others become frustrating stalemates.Purpose Under Pressure is brought to you in partnership with <a href="https://go.sandler.com/therubygroup/" rel="noopener noreferrer" target="_blank">Sandler by the Ruby Group</a>, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, FloridaKey Takeaways:— Transactional Analysis provides a framework for understanding why people communicate, react, and make decisions differently in similar situations.— The "Critical Parent" is a judgmental, directive communication style that often creates resistance and defensiveness in others.— The most effective salespeople operate primarily from a "Nurturing Parent" mindset, inviting buyers into the problem-solving process rather than telling them what to do.— Buyers frequently begin sales conversations in a defensive Critical Parent state because trust has not yet been established.— The Child ego state represents emotion, desire, and personal motivation. Buyers must emotionally want a solution before they can logically justify it.— Great sales conversations intentionally guide prospects from defensiveness, to curiosity, to emotional engagement, and finally to rational decision-making.— Without preparation and practice, salespeople naturally default to talking about themselves, their company, and their solution rather than understanding the buyer's world first.——————-Helpful Links:Robert Perry, Sandler by the Ruby Group: <a href="https://go.sandler.com/therubygroup/" rel="noopener noreferrer" target="_blank">https://go.sandler.com/therubygroup/</a>Bryan Lefelhoc, Owner, Bryan Media Strategies: <a href="https://www.bryanmediastrategies.com/" rel="noopener noreferrer" target="_blank">https://www.bryanmediastrategies.com/</a>

June 23, 2026

Leadership Habits that Keep Food on the Table, Under Pressure with Mike Pucillo

How does the food get on the table? How is there always food on the shelves, in the restaurants, and in your refrigerator before is spoils? In every town in the USA? Without fail! We just expect it. Everywhere, all the time, without fail. Behind those everyday expectations is a network of people solving problems most of us never see.In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of <a href="https://www.bryanmediastrategies.com/" rel="noopener noreferrer" target="_blank">Bryan Media Strategies</a>, is joined by Mike Pucillo, President of <a href="https://www.entouragefreightsolutions.com/" rel="noopener noreferrer" target="_blank">Entourage Freight Solutions</a>, a division of the Hanline Group. Mike pulls back the curtain on the logistics industry, explaining how products move across the country, why timing matters so much, and what happens when weather, equipment failures, labor challenges, or unexpected disruptions threaten to derail the process.It’s not just about logistics though. Mike shares how transparency, communication, and problem-solving create trust with customers, why every customer-facing employee is effectively in sales, and how organizations can build cultures that embrace constant learning.Purpose Under Pressure is brought to you in partnership with <a href="https://go.sandler.com/therubygroup/" rel="noopener noreferrer" target="_blank">Sandler by the Ruby Group</a>, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, FloridaKey Takeaways:— The modern supply chain is a remarkable orchestration of timing, coordination, and problem-solving that most consumers never notice until something breaks.— Transparency builds trust. Customers can handle bad news far better than surprises when organizations communicate early and honestly.— Growth requires more than winning new business. Companies must grow fast enough to offset the natural attrition that occurs in every industry.— Great operators expect challenges, not perfection, and develop the mindset and skills needed to solve them quickly.— Every customer-facing employee is in sales because every interaction either strengthens or weakens trust in the organization.— The most valuable sales conversations often uncover problems customers don't yet realize are costing them time, money, or opportunity.— Organizations that remain curious and learn how to leverage AI effectively will be better positioned than those who ignore the changes happening around them.——————-Helpful Links:Mike Pucillo, Entourage Freight Solutions Inc, a Division of the Hanline Group: https://www.entouragefreightsolutions.com/Sandler by the Ruby Group: <a href="https://go.sandler.com/therubygroup/" rel="noopener noreferrer" target="_blank">https://go.sandler.com/therubygroup/</a>Bryan Lefelhoc, Owner, Bryan Media Strategies: <a href="https://www.bryanmediastrategies.com/" rel="noopener noreferrer" target="_blank">https://www.bryanmediastrategies.com/</a>

June 22, 2026

Why Salespeople Need to Master Your Emotions

Have you ever walked out of a sales call wondering what just happened? Maybe they challenged everything you said, acted defensive, demanded control, or simply made the conversation harder than it needed to be. Maybe it’s a sales problem. Sometimes it's a people problem. More accurately, it's an emotions problem.In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of <a href="https://www.bryanmediastrategies.com/" rel="noopener noreferrer" target="_blank">Bryan Media Strategies</a>, gets down to the raw truth: buyers are human beings before they are buyers. They bring fear, anxiety, distrust, excitement, ego, ambition, and uncertainty into every conversation. And so do we, as sellers.Most people are fundamentally good, even when they aren't behaving at their best. The challenge for sales professionals is learning how to look past the behavior and understand what's driving it.Purpose Under Pressure is brought to you in partnership with <a href="https://go.sandler.com/therubygroup/" rel="noopener noreferrer" target="_blank">Sandler by the Ruby Group</a>, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, FloridaKey Takeaways:— Difficult buyer behavior is often driven by emotions such as fear, distrust, anxiety, or uncertainty rather than bad intentions.— The buyer's resistance may be a reaction to previous experiences with other salespeople.— Professional salespeople learn to look beyond behavior and seek to understand the motivations behind it.— When emotions rise during a sales conversation, your responsibility is not to react emotionally but to respond professionally.— Sellers must avoid becoming the very thing they dislike in buyers by recognizing when their own emotions are driving the conversation.— Respect is earned through confidence, preparation, and professionalism, rather than through dominance or surrender.— Every sales conversation becomes more productive when both parties are treated as capable adults working toward a shared outcome.——————-Helpful Links:Sandler by the Ruby Group: <a href="https://go.sandler.com/therubygroup/" rel="noopener noreferrer" target="_blank">https://go.sandler.com/therubygroup/</a>Bryan Lefelhoc, Owner, Bryan Media Strategies: <a href="https://www.bryanmediastrategies.com/" rel="noopener noreferrer" target="_blank">https://www.bryanmediastrategies.com/</a>

162 total episodes available

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Frequently asked questions

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What is Purpose Under Pressure?: Purpose Under Pressure is a podcast about developing Sales and Leadership Success…on Purpose and under Pressure. Each week we'll air short monologue's with strategies, analogies and stories meant to inspire sales, marketing and business professionals. We'll also feature weekly high-impact interviews with Sandler sales trainers, and long form interviews with business leaders who have been there and done that, under pressure.

Purpose Under Pressure is brought to you by The Ruby Group/Sandler Training in Akron and in Columbus, Ohio, Jacksonville, Florida and Capital Region, NY. Visit https://www.therubygroup.sandler.com/ for more information.
How often does this podcast release new episodes?: This podcast updates daily.
Where can I listen to this podcast?: This podcast is available on 10 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Does this podcast accept guests?: Yes, this podcast regularly features guests.

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