Purpose Under Pressure

About 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.

Publisher

Bryan Lefelhoc

Category

business · business · business

Language

en

Explicit

No

First episode

14 Nov 2022

Latest episode

27 Oct 2026

Latest episodes

205 episodes in the feed.

1. 

   27 Oct 2026

   Improve Your Pitch by Knowing Your Voice, On Purpose with Barbara McAfee

   You spend a lot of time thinking about what to say to a prospect or customer. But how much thought do you give to how you say it? Your tone, inflection, and even the habits you've developed over the years can influence how your message is received. In this episode of Purpose Under Pressure,Bryan Lefelhoc, founder of Bryan Media Strategies (https://www.bryanmediastrategies.com/)welcomes Barbara McAfee, voice coach, speaker, performer, and author of Vocal Intelligence and Full Voice. Barbara explains how developing greater awareness and control of your voice can help you communicate more effectively, especially in sales and leadership. From projecting confidence and authority to showing empathy, telling stories, and being heard in a crowded room, she shares practical examples of how small changes in your voice can make a meaningful difference. Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group (https://go.sandler.com/therubygroup/), serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida 7 Takeaways — Your Voice Can Help or Hurt a Sale. The words you choose matter, but your tone and delivery can influence how a prospect receives your message. — Adapt Your Voice to the Prospect. A confident, energetic approach may work with one buyer, while another conversation calls for a calmer, more empathetic tone. — Use the Five Elements of Voice in Sales. Earth communicates authority, Fire conveys enthusiasm, Water builds connection, Metal helps you be heard, and Air brings stories and possibilities to life. — Project Confidence, Even When You're Feeling Rejected. Hearing "no" is part of sales, but practicing your vocal delivery can help you approach the next conversation with confidence. — Listen for What's Behind the Prospect's Words. Vocal tone and inflection can offer clues about how someone thinks and feels, helping you ask better questions rather than make assumptions. — Recognize When Your Sales Approach Isn't Working. If a prospect begins to disengage, changing your tone rather than pushing harder may help get the conversation back on track. — Practice Your Voice Before It Counts. Role-playing, experimenting with vocal styles, and getting feedback from colleagues can prepare you for sales calls, presentations, and networking opportunities. ——————- Helpful Links: Barbara McAfee, Voice Coach and Author: www.BarbaraMcAfee.com (http://www.barbaramcafee.com/) Sandler by the Ruby Group: https://go.sandler.com/therubygroup/ (https://go.sandler.com/therubygroup/) Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/ (https://www.bryanmediastrategies.com/)

2. 

   26 Oct 2026

   Whether Leader or Seller, We're All Holding the Short End of the Stick

   Sales leaders blame their salespeople for missing their numbers. Salespeople blame leadership for making their jobs harder than they need to be. And both sides are convinced they're getting the short end of the stick. Maybe they're both right. In this episode of Purpose Under Pressure,Bryan Lefelhoc, founder of Bryan Media Strategies takes on the sometimes rocky relationship between sales leaders and their teams. Leaders can't keep demanding new customers while broken processes drive existing ones away. And changing commission plans or territories without considering the impact on sellers doesn't help matters. But salespeople aren't off the hook. Not every management decision is a conspiracy, and ignoring CRM requirements, forecasts, or other responsibilities only makes things worse. Sometimes sellers need to stop complaining, take ownership, and do the work. Leaders owe their teams a fair opportunity to succeed, and sellers owe their leaders effort, accountability, and cooperation. We’re all working toward the same goals. Let’s act like it. Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group (https://go.sandler.com/therubygroup/), serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida 7 Takeaways — We're All Holding the Short End of the Stick. Leaders and sellers both face pressures and frustrations that deserve some understanding. — Leaders Must Fix Broken Systems. Demanding new business while poor service and processes drive customers away makes success harder for everyone. — Consistency Matters. Frequent changes to territories and commission structures can undermine the relationships and momentum sellers have worked to build. — Not Every Change Is a Conspiracy. Salespeople need to recognize that management decisions sometimes serve a larger business purpose. — Do Your Job Before Assigning Blame. Sellers should examine their own effort, behaviors, and accountability before pointing fingers at leadership. — Both Sides Have Responsibilities. Leaders owe clear expectations, functioning systems, and honest communication. Sellers owe effort, adaptability, and accurate reporting. — Success Requires Working Together. Leaders and sellers share the same business goals, and both have a role in achieving them. ——————- Helpful Links: Sandler by the Ruby Group: https://go.sandler.com/therubygroup/ (https://go.sandler.com/therubygroup/) Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/ (https://www.bryanmediastrategies.com/)

3. 

   22 Oct 2026

   Developing a Prospecting Plan, On Purpose with Sandler's Matt Rocco

   A prospecting plan doesn't have to be complicated. But it does have to be written down, built around specific activities, and followed consistently. And when the results aren't what you expected, you need to know whether to change the plan or to give it more time. In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies (https://www.bryanmediastrategies.com/), welcomes Matt Rocco, partner and trainer at Sandler by the Ruby Group, to talk about creating a prospecting plan that salespeople can follow. Matt explains why a written plan matters, how to choose the right prospecting activities, and why tracking your behaviors is just as important as measuring your results. Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group (https://go.sandler.com/therubygroup/), serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida 7 Takeaways — Put Your Plan in Writing. A prospecting plan needs to be something you can see, follow, and measure. — Focus on Behaviors First. Identify the specific prospecting activities you'll consistently perform to create new opportunities. — Learn From Successful Sellers. Find out what's working for others in your organization or industry instead of reinventing the wheel. — Choose Activities That Fit. Calls, networking, trade shows, and other methods can work differently depending on your strengths and industry. — Give It 90 Days. Track your activities and results long enough to see meaningful patterns before making changes. — Tweak Before You Toss. When an activity isn't producing results, consider changing your approach, timing, or target audience before giving up. — Do the Work. A great prospecting plan accomplishes nothing unless you consistently follow through. ——————- Helpful Links: Matt Rocco, Sandler by the Ruby Group: https://go.sandler.com/therubygrou (https://go.sandler.com/therubygroup/) Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/ (https://www.bryanmediastrategies.com/)

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Apple Podcasts (US)

3.7 / 5

3 ratings

Spotify

5.0 / 5

2 ratings

Contact Purpose Under Pressure

Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.