Mental Selling: The Sales Performance Podcast Transistor (https://transistor.fm) https://feeds.transistor.fm/mental-selling-the-sales-performance-podcast Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. Welcome to Mental Selling! All rights reserved e26e2290-b31a-5d89-8414-8e1a77a463b2 no en Thu, 09 Apr 2026 12:33:53 +0000 Thu, 09 Apr 2026 12:34:04 +0000 https://www.integritysolutions.com/ https://img.transistorcdn.com/SvzSpQIpVd8Cc1apmZz3cO7i7zp2sOqhRsT4N0gd19o/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9hNzQ5/ZDgzYmVjYzM1ZDli/ZTIzNTlkYzg1YTBi/ZTQ0Yy5qcGc.jpg Mental Selling: The Sales Performance Podcast https://www.integritysolutions.com/ episodic Integrity Solutions Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. Welcome to Mental Selling! Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. selling, sales, mentality, mental, integrity solutions, technology, leadership Integrity Solutions No No EP 131 Keeping Sales Human in the Age of AI with Amara Hunt and Amanda Ervin 135 135 EP 131 Keeping Sales Human in the Age of AI with Amara Hunt and Amanda Ervin full f62b08b5-e72c-4db1-8e32-14845f856011 https://share.transistor.fm/s/830e4567 AI can make sales faster, but it cannot replace the trust that drives real buying decisions.

Amara Hunt, Chief Product Officer, and Amanda Ervin, Vice President, Senior Learning & Performance Consultant at Integrity Solutions, dig into what selling looks like as AI becomes part of everyday sales work. They explore where AI genuinely helps, from research and note taking to proposal support and efficiency, while making the case that human connection is still what moves complex deals forward. Their conversation gets to the heart of what buyers still need from sellers, especially when stakes are high and decisions are anything but simple.


This episode looks at the tension many sales teams are feeling right now. On one hand, AI is helping teams work faster and cover more ground. On the other, buyers still respond to credibility, authenticity, emotional intelligence, and the kind of thoughtful questions that make them feel understood. Amara and Amanda explain why the sellers who stand out will not be the ones resisting AI, but the ones using it well without losing the human side of the work.

In this episode, you’ll learn:

  • AI as a Sales Advantage: How AI can reduce repetitive work, improve research, and help sellers spend more time where they matter most.
  • The Human Edge in Complex Sales: Why trust, authenticity, and emotional intelligence still carry the most weight in major buying decisions.
  • Better Questions, Better Conversations: How strong sellers use insight to go deeper than the obvious ask and uncover what customers actually need.
  • Consultative Selling in the AI Era: Why the most effective salespeople use technology to prepare better, then rely on human judgment to lead the conversation.
  • Using Technology Without Losing Trust: How to bring AI into the sales process without sounding scripted, transactional, or disconnected from the customer.


Resources:


Jump into the conversation:
(00:00) Meet Amara Hunt and Amanda Ervin

(00:31) Selling in the age of AI

(03:56) How AI supports productivity and scale

(05:44) Will AI replace salespeople

(09:00) Why complex sales still depend on trust

(11:44) How buyers are using AI too

(13:46) A story about AI, empathy, and real selling


]]> AI can make sales faster, but it cannot replace the trust that drives real buying decisions.

Amara Hunt, Chief Product Officer, and Amanda Ervin, Vice President, Senior Learning & Performance Consultant at Integrity Solutions, dig into what selling looks like as AI becomes part of everyday sales work. They explore where AI genuinely helps, from research and note taking to proposal support and efficiency, while making the case that human connection is still what moves complex deals forward. Their conversation gets to the heart of what buyers still need from sellers, especially when stakes are high and decisions are anything but simple.


This episode looks at the tension many sales teams are feeling right now. On one hand, AI is helping teams work faster and cover more ground. On the other, buyers still respond to credibility, authenticity, emotional intelligence, and the kind of thoughtful questions that make them feel understood. Amara and Amanda explain why the sellers who stand out will not be the ones resisting AI, but the ones using it well without losing the human side of the work.

In this episode, you’ll learn:

  • AI as a Sales Advantage: How AI can reduce repetitive work, improve research, and help sellers spend more time where they matter most.
  • The Human Edge in Complex Sales: Why trust, authenticity, and emotional intelligence still carry the most weight in major buying decisions.
  • Better Questions, Better Conversations: How strong sellers use insight to go deeper than the obvious ask and uncover what customers actually need.
  • Consultative Selling in the AI Era: Why the most effective salespeople use technology to prepare better, then rely on human judgment to lead the conversation.
  • Using Technology Without Losing Trust: How to bring AI into the sales process without sounding scripted, transactional, or disconnected from the customer.


Resources:


Jump into the conversation:
(00:00) Meet Amara Hunt and Amanda Ervin

(00:31) Selling in the age of AI

(03:56) How AI supports productivity and scale

(05:44) Will AI replace salespeople

(09:00) Why complex sales still depend on trust

(11:44) How buyers are using AI too

(13:46) A story about AI, empathy, and real selling


]]> Thu, 09 Apr 2026 08:00:00 +0000 Integrity Solutions Integrity Solutions 1124 AI can make sales faster, but it cannot replace the trust that drives real buying decisions.

Amara Hunt, Chief Product Officer, and Amanda Ervin, Vice President, Senior Learning & Performance Consultant at Integrity Solutions, dig into what selling looks like as AI becomes part of everyday sales work. They explore where AI genuinely helps, from research and note taking to proposal support and efficiency, while making the case that human connection is still what moves complex deals forward. Their conversation gets to the heart of what buyers still need from sellers, especially when stakes are high and decisions are anything but simple.


This episode looks at the tension many sales teams are feeling right now. On one hand, AI is helping teams work faster and cover more ground. On the other, buyers still respond to credibility, authenticity, emotional intelligence, and the kind of thoughtful questions that make them feel understood. Amara and Amanda explain why the sellers who stand out will not be the ones resisting AI, but the ones using it well without losing the human side of the work.

In this episode, you’ll learn:

  • AI as a Sales Advantage: How AI can reduce repetitive work, improve research, and help sellers spend more time where they matter most.
  • The Human Edge in Complex Sales: Why trust, authenticity, and emotional intelligence still carry the most weight in major buying decisions.
  • Better Questions, Better Conversations: How strong sellers use insight to go deeper than the obvious ask and uncover what customers actually need.
  • Consultative Selling in the AI Era: Why the most effective salespeople use technology to prepare better, then rely on human judgment to lead the conversation.
  • Using Technology Without Losing Trust: How to bring AI into the sales process without sounding scripted, transactional, or disconnected from the customer.


Resources:


Jump into the conversation:
(00:00) Meet Amara Hunt and Amanda Ervin

(00:31) Selling in the age of AI

(03:56) How AI supports productivity and scale

(05:44) Will AI replace salespeople

(09:00) Why complex sales still depend on trust

(11:44) How buyers are using AI too

(13:46) A story about AI, empathy, and real selling


]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 130 Mastering Sales Leadership and Revenue Strategy with Lindsay Rios 134 134 Ep 130 Mastering Sales Leadership and Revenue Strategy with Lindsay Rios full b92bebf9-a032-47c0-b118-55e889dc928e https://share.transistor.fm/s/a433bbb0 Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble.


In this conversation, Lindsay Rios, Fractional CRO at Luminetics, shares how intentional revenue-building is the key to long-term success. She explains why focusing on purpose, operational rigor, and clarity is crucial for scaling a business without falling into the trap of accidental growth. 


Lindsay breaks down the importance of aligning sales, operations, and forecasting to create a stable, sustainable revenue engine. She also dives into the mistakes founders make when hiring based on past experiences and how to cultivate a go-to-market strategy that actually works for both the business and the people inside it.


In this episode, you’ll learn:

  • Purposeful Growth Over Accidental Wins: Why building revenue with intention, rather than relying on luck, is crucial for long-term success.
  • Aligning Teams for Lasting Impact: How the best revenue leaders create clarity and focus by aligning sales, operations, and forecasting efforts.
  • The Dangers of Hiring Based on Past Success: Why assuming someone’s past track record guarantees future success is risky and what to look for instead when scaling your team.
  • Emotional Discipline in Leadership: How strong leaders navigate challenges with emotional control, making decisions based on strategy, not ego.
  • Building a Sustainable Sales Strategy: Why go-to-market done right means discipline and purpose, and how aligning your team with that vision ensures better execution.

Resources:


Lindsay Rios’ LinkedIn: https://www.linkedin.com/in/lindsayrios/

Lindsay Rios’ Website: https://www.lindsayrios.com/ 


Jump into the conversation:

(00:00) Meet Lindsay Rios

(03:26) Accidental vs intentional growth: building revenue on purpose

(05:35) Stop hiring for exact playbooks: the myth of replicating success

(07:16) GTM misalignment signs: how to spot when teams are off track

(09:08) Non-negotiables that scale: aligning teams for success

(15:35) Forecasting without the lies: teaching reps to forecast realistically

(22:18) ICP discipline and retention: knowing your ideal customer profile

(29:30) Rapid fire: mindset shifts, and embracing boundaries in sales

]]> Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble.


In this conversation, Lindsay Rios, Fractional CRO at Luminetics, shares how intentional revenue-building is the key to long-term success. She explains why focusing on purpose, operational rigor, and clarity is crucial for scaling a business without falling into the trap of accidental growth. 


Lindsay breaks down the importance of aligning sales, operations, and forecasting to create a stable, sustainable revenue engine. She also dives into the mistakes founders make when hiring based on past experiences and how to cultivate a go-to-market strategy that actually works for both the business and the people inside it.


In this episode, you’ll learn:

  • Purposeful Growth Over Accidental Wins: Why building revenue with intention, rather than relying on luck, is crucial for long-term success.
  • Aligning Teams for Lasting Impact: How the best revenue leaders create clarity and focus by aligning sales, operations, and forecasting efforts.
  • The Dangers of Hiring Based on Past Success: Why assuming someone’s past track record guarantees future success is risky and what to look for instead when scaling your team.
  • Emotional Discipline in Leadership: How strong leaders navigate challenges with emotional control, making decisions based on strategy, not ego.
  • Building a Sustainable Sales Strategy: Why go-to-market done right means discipline and purpose, and how aligning your team with that vision ensures better execution.

Resources:


Lindsay Rios’ LinkedIn: https://www.linkedin.com/in/lindsayrios/

Lindsay Rios’ Website: https://www.lindsayrios.com/ 


Jump into the conversation:

(00:00) Meet Lindsay Rios

(03:26) Accidental vs intentional growth: building revenue on purpose

(05:35) Stop hiring for exact playbooks: the myth of replicating success

(07:16) GTM misalignment signs: how to spot when teams are off track

(09:08) Non-negotiables that scale: aligning teams for success

(15:35) Forecasting without the lies: teaching reps to forecast realistically

(22:18) ICP discipline and retention: knowing your ideal customer profile

(29:30) Rapid fire: mindset shifts, and embracing boundaries in sales

]]> Thu, 02 Apr 2026 20:31:00 +0000 Integrity Solutions Integrity Solutions 2136 Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble.


In this conversation, Lindsay Rios, Fractional CRO at Luminetics, shares how intentional revenue-building is the key to long-term success. She explains why focusing on purpose, operational rigor, and clarity is crucial for scaling a business without falling into the trap of accidental growth. 


Lindsay breaks down the importance of aligning sales, operations, and forecasting to create a stable, sustainable revenue engine. She also dives into the mistakes founders make when hiring based on past experiences and how to cultivate a go-to-market strategy that actually works for both the business and the people inside it.


In this episode, you’ll learn:

  • Purposeful Growth Over Accidental Wins: Why building revenue with intention, rather than relying on luck, is crucial for long-term success.
  • Aligning Teams for Lasting Impact: How the best revenue leaders create clarity and focus by aligning sales, operations, and forecasting efforts.
  • The Dangers of Hiring Based on Past Success: Why assuming someone’s past track record guarantees future success is risky and what to look for instead when scaling your team.
  • Emotional Discipline in Leadership: How strong leaders navigate challenges with emotional control, making decisions based on strategy, not ego.
  • Building a Sustainable Sales Strategy: Why go-to-market done right means discipline and purpose, and how aligning your team with that vision ensures better execution.

Resources:


Lindsay Rios’ LinkedIn: https://www.linkedin.com/in/lindsayrios/

Lindsay Rios’ Website: https://www.lindsayrios.com/ 


Jump into the conversation:

(00:00) Meet Lindsay Rios

(03:26) Accidental vs intentional growth: building revenue on purpose

(05:35) Stop hiring for exact playbooks: the myth of replicating success

(07:16) GTM misalignment signs: how to spot when teams are off track

(09:08) Non-negotiables that scale: aligning teams for success

(15:35) Forecasting without the lies: teaching reps to forecast realistically

(22:18) ICP discipline and retention: knowing your ideal customer profile

(29:30) Rapid fire: mindset shifts, and embracing boundaries in sales

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 129 The Mindset Behind Modern Revenue Leadership with Mike Head 133 133 Ep 129 The Mindset Behind Modern Revenue Leadership with Mike Head full 029139ac-054f-4b35-a74c-82ff94daddce https://share.transistor.fm/s/dd5bec4b Confidence matters in revenue, but ego is where performance starts to slip. 

In this conversation, Mike Head, CRO at PartnerStack, explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal.

He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset that puts giving first. Mike also breaks down the belief systems that separate consistent leaders from reactive ones, plus how partnering, automation, and better signals are changing what it takes to lead at the CRO level.

In this episode, you’ll learn:

  • Emotional Control At The Top: Why confidence matters, but ego can quietly derail performance and decision making.
  • Lead With Stability: How the best revenue leaders stay steady through wins and losses, and why that emotional baseline sets the pace for the whole team.
  • Partnerships Require a Giving Mindset: Why scarcity thinking kills ecosystem growth, and how long-term partnerships reward leaders who consistently bring value first.  
  • Better Deal Reviews Through Better Questions: How to pressure test opportunities by naming the real reasons you could lose and using that to improve execution.  
  • The Modern CRO Skill Set: Why the role is becoming more technical, with stronger expectations around systems, data fluency, automation, and AI.


Resources:


Jump into the conversation:
(00:00) Meet Mike Head

(03:51) Mindset that drives performance: beliefs of top revenue leaders

(06:25) Scarcity vs. ecosystem thinking: confidence, overconfidence, and give-first partnerships

(08:54) Modernizing pipeline with tech, automation, and better systems

(10:18) Raising decision quality: emotions, steelmanning, and listening to understand

(14:04) Stress-testing assumptions and separating signal from noise in an AI world

(17:35) The CRO of tomorrow: RevOps roots, AI fluency, data instincts, and creativity

(22:00) Rapid-fire: habits, biases, and selling with integrity

]]> Confidence matters in revenue, but ego is where performance starts to slip. 

In this conversation, Mike Head, CRO at PartnerStack, explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal.

He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset that puts giving first. Mike also breaks down the belief systems that separate consistent leaders from reactive ones, plus how partnering, automation, and better signals are changing what it takes to lead at the CRO level.

In this episode, you’ll learn:

  • Emotional Control At The Top: Why confidence matters, but ego can quietly derail performance and decision making.
  • Lead With Stability: How the best revenue leaders stay steady through wins and losses, and why that emotional baseline sets the pace for the whole team.
  • Partnerships Require a Giving Mindset: Why scarcity thinking kills ecosystem growth, and how long-term partnerships reward leaders who consistently bring value first.  
  • Better Deal Reviews Through Better Questions: How to pressure test opportunities by naming the real reasons you could lose and using that to improve execution.  
  • The Modern CRO Skill Set: Why the role is becoming more technical, with stronger expectations around systems, data fluency, automation, and AI.


Resources:


Jump into the conversation:
(00:00) Meet Mike Head

(03:51) Mindset that drives performance: beliefs of top revenue leaders

(06:25) Scarcity vs. ecosystem thinking: confidence, overconfidence, and give-first partnerships

(08:54) Modernizing pipeline with tech, automation, and better systems

(10:18) Raising decision quality: emotions, steelmanning, and listening to understand

(14:04) Stress-testing assumptions and separating signal from noise in an AI world

(17:35) The CRO of tomorrow: RevOps roots, AI fluency, data instincts, and creativity

(22:00) Rapid-fire: habits, biases, and selling with integrity

]]> Thu, 26 Feb 2026 14:00:00 -0100 Integrity Solutions Integrity Solutions 1540 Confidence matters in revenue, but ego is where performance starts to slip. 

In this conversation, Mike Head, CRO at PartnerStack, explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal.

He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset that puts giving first. Mike also breaks down the belief systems that separate consistent leaders from reactive ones, plus how partnering, automation, and better signals are changing what it takes to lead at the CRO level.

In this episode, you’ll learn:

  • Emotional Control At The Top: Why confidence matters, but ego can quietly derail performance and decision making.
  • Lead With Stability: How the best revenue leaders stay steady through wins and losses, and why that emotional baseline sets the pace for the whole team.
  • Partnerships Require a Giving Mindset: Why scarcity thinking kills ecosystem growth, and how long-term partnerships reward leaders who consistently bring value first.  
  • Better Deal Reviews Through Better Questions: How to pressure test opportunities by naming the real reasons you could lose and using that to improve execution.  
  • The Modern CRO Skill Set: Why the role is becoming more technical, with stronger expectations around systems, data fluency, automation, and AI.


Resources:


Jump into the conversation:
(00:00) Meet Mike Head

(03:51) Mindset that drives performance: beliefs of top revenue leaders

(06:25) Scarcity vs. ecosystem thinking: confidence, overconfidence, and give-first partnerships

(08:54) Modernizing pipeline with tech, automation, and better systems

(10:18) Raising decision quality: emotions, steelmanning, and listening to understand

(14:04) Stress-testing assumptions and separating signal from noise in an AI world

(17:35) The CRO of tomorrow: RevOps roots, AI fluency, data instincts, and creativity

(22:00) Rapid-fire: habits, biases, and selling with integrity

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 128 Why Does Integrity in Sales Matter More Than Ever in 2026? With Brian Snader 132 132 Ep 128 Why Does Integrity in Sales Matter More Than Ever in 2026? With Brian Snader full 11c686fe-ff95-4879-8a21-f22da32746b4 https://share.transistor.fm/s/1644f9ca Integrity is the foundation of trust and success in today’s selling environment.

Brian Snader, Vice President of Client Development at Integrity Solutions, joins host Hayley Parr to discuss why integrity matters more than ever in 2026. Brian emphasizes how integrity is about doing the right thing, having sound moral principles, and fostering trust within organizations and sales teams.

He highlights that integrity isn’t just a philosophy, but a competitive advantage that builds relationships, credibility, and confidence. Brian also explains how Integrity Solutions has evolved, integrating new technologies and AI to better support modern learners and meet the needs of today’s sales teams.

By focusing on both mindset and skillset, teams can achieve lasting success, making integrity an integral part of their sales strategy.

In this episode, you’ll learn:

  • Integrity as a Competitive Advantage: Why integrity is more crucial than ever in 2026 and how it builds trust and relationships across sales teams.
  • Evolving with the Times: How Integrity Solutions has updated its approach with new technology and AI to better serve today’s sales teams.
  • Mindset and Skillset Alignment: Why success in sales requires both strong skillsets and the right mindset, and how to tap into the “God of want” for self-correction.
  • Core Values at the Heart: How integrity is a core value that drives organizations and individuals to help others succeed.
  • Building Confidence Through Integrity: Why leading with integrity builds internal and external credibility, ensuring long-term success.


Resources:


Jump into the conversation:
(00:00) Meet Brian Snader
(00:32) Current sales challenges in 2026
(01:58) The importance of integrity in sales
(03:20) Insights from Brian Snader on integrity
(04:15) Evolving sales strategies at Integrity Solutions
(06:14) Moments of realization: integrity's impact

]]> Integrity is the foundation of trust and success in today’s selling environment.

Brian Snader, Vice President of Client Development at Integrity Solutions, joins host Hayley Parr to discuss why integrity matters more than ever in 2026. Brian emphasizes how integrity is about doing the right thing, having sound moral principles, and fostering trust within organizations and sales teams.

He highlights that integrity isn’t just a philosophy, but a competitive advantage that builds relationships, credibility, and confidence. Brian also explains how Integrity Solutions has evolved, integrating new technologies and AI to better support modern learners and meet the needs of today’s sales teams.

By focusing on both mindset and skillset, teams can achieve lasting success, making integrity an integral part of their sales strategy.

In this episode, you’ll learn:

  • Integrity as a Competitive Advantage: Why integrity is more crucial than ever in 2026 and how it builds trust and relationships across sales teams.
  • Evolving with the Times: How Integrity Solutions has updated its approach with new technology and AI to better serve today’s sales teams.
  • Mindset and Skillset Alignment: Why success in sales requires both strong skillsets and the right mindset, and how to tap into the “God of want” for self-correction.
  • Core Values at the Heart: How integrity is a core value that drives organizations and individuals to help others succeed.
  • Building Confidence Through Integrity: Why leading with integrity builds internal and external credibility, ensuring long-term success.


Resources:


Jump into the conversation:
(00:00) Meet Brian Snader
(00:32) Current sales challenges in 2026
(01:58) The importance of integrity in sales
(03:20) Insights from Brian Snader on integrity
(04:15) Evolving sales strategies at Integrity Solutions
(06:14) Moments of realization: integrity's impact

]]> Thu, 12 Feb 2026 14:49:21 -0100 Integrity Solutions Integrity Solutions 567 Integrity is the foundation of trust and success in today’s selling environment.

Brian Snader, Vice President of Client Development at Integrity Solutions, joins host Hayley Parr to discuss why integrity matters more than ever in 2026. Brian emphasizes how integrity is about doing the right thing, having sound moral principles, and fostering trust within organizations and sales teams.

He highlights that integrity isn’t just a philosophy, but a competitive advantage that builds relationships, credibility, and confidence. Brian also explains how Integrity Solutions has evolved, integrating new technologies and AI to better support modern learners and meet the needs of today’s sales teams.

By focusing on both mindset and skillset, teams can achieve lasting success, making integrity an integral part of their sales strategy.

In this episode, you’ll learn:

  • Integrity as a Competitive Advantage: Why integrity is more crucial than ever in 2026 and how it builds trust and relationships across sales teams.
  • Evolving with the Times: How Integrity Solutions has updated its approach with new technology and AI to better serve today’s sales teams.
  • Mindset and Skillset Alignment: Why success in sales requires both strong skillsets and the right mindset, and how to tap into the “God of want” for self-correction.
  • Core Values at the Heart: How integrity is a core value that drives organizations and individuals to help others succeed.
  • Building Confidence Through Integrity: Why leading with integrity builds internal and external credibility, ensuring long-term success.


Resources:


Jump into the conversation:
(00:00) Meet Brian Snader
(00:32) Current sales challenges in 2026
(01:58) The importance of integrity in sales
(03:20) Insights from Brian Snader on integrity
(04:15) Evolving sales strategies at Integrity Solutions
(06:14) Moments of realization: integrity's impact

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 127 Niche Down for Stronger Go-to-Market Focus with Cate Hollowitsch 131 131 Ep 127 Niche Down for Stronger Go-to-Market Focus with Cate Hollowitsch full c87ac540-1214-4712-a51d-97d300cf03c7 https://share.transistor.fm/s/51e34875 Brand clarity is what turns frantic activity into focused growth. 

Cate Hollowitsch, Fractional CMO and Principal Consultant at Relevents Group, joins host Hayley Parr to explain why go-to-market strategy should start with brand. Cate discusses how a clear brand foundation helps teams avoid the "spray and pray" approach and ensures alignment across departments.

She breaks down the nine essential components of brand vision, mission, values, ICP, positioning, promise, persona, tone, and logo, and why these must be in place before building a go-to-market playbook. Cate also shares why go-to-market isn't a department or a campaign, but an enterprise-wide operating system that impacts all functions of the business.

With a solid ICP, sales teams can stop chasing irrelevant leads, avoid discounting, and focus on selling with purpose. Cate challenges leaders to niche down, refine focus, and let that clarity drive sustainable growth.

In this episode, you’ll learn:

  • Brand Before Tactics: Why go-to-market execution breaks down without brand clarity and how to build a foundation that guides every decision. 
  • GTM as an Operating System: How go-to-market isn’t just a campaign or department, it’s an enterprise-wide operating system that drives alignment across all teams
  • Scarcity Selling Spiral: Why pressure creates “spray and pray” behavior and how to replace frantic activity with focused strategy.
  • ICP Discipline: Why a clear ideal customer profile helps teams stop chasing bad fit deals and say no with confidence.
  • Niche Down Until It Hurts: Why focus wins even when it feels uncomfortable and how narrowing your audience strengthens results.


Resources:


Jump into the conversation:
(00:00) Meet Cate Hollowitsch

(01:34) Why brand clarity comes first

(02:14) The core elements that define your brand

(03:53) How clarity sharpens every go to market decision

(06:12) Defining your audience and focusing sales activity

(10:33) Niching down until it feels too small

(23:26) Go-to-market alignment across the full organization

(29:03) Rapid fire on brand clarity

]]> Brand clarity is what turns frantic activity into focused growth. 

Cate Hollowitsch, Fractional CMO and Principal Consultant at Relevents Group, joins host Hayley Parr to explain why go-to-market strategy should start with brand. Cate discusses how a clear brand foundation helps teams avoid the "spray and pray" approach and ensures alignment across departments.

She breaks down the nine essential components of brand vision, mission, values, ICP, positioning, promise, persona, tone, and logo, and why these must be in place before building a go-to-market playbook. Cate also shares why go-to-market isn't a department or a campaign, but an enterprise-wide operating system that impacts all functions of the business.

With a solid ICP, sales teams can stop chasing irrelevant leads, avoid discounting, and focus on selling with purpose. Cate challenges leaders to niche down, refine focus, and let that clarity drive sustainable growth.

In this episode, you’ll learn:

  • Brand Before Tactics: Why go-to-market execution breaks down without brand clarity and how to build a foundation that guides every decision. 
  • GTM as an Operating System: How go-to-market isn’t just a campaign or department, it’s an enterprise-wide operating system that drives alignment across all teams
  • Scarcity Selling Spiral: Why pressure creates “spray and pray” behavior and how to replace frantic activity with focused strategy.
  • ICP Discipline: Why a clear ideal customer profile helps teams stop chasing bad fit deals and say no with confidence.
  • Niche Down Until It Hurts: Why focus wins even when it feels uncomfortable and how narrowing your audience strengthens results.


Resources:


Jump into the conversation:
(00:00) Meet Cate Hollowitsch

(01:34) Why brand clarity comes first

(02:14) The core elements that define your brand

(03:53) How clarity sharpens every go to market decision

(06:12) Defining your audience and focusing sales activity

(10:33) Niching down until it feels too small

(23:26) Go-to-market alignment across the full organization

(29:03) Rapid fire on brand clarity

]]> Thu, 29 Jan 2026 14:00:00 -0100 Integrity Solutions Integrity Solutions 1931 Brand clarity is what turns frantic activity into focused growth. 

Cate Hollowitsch, Fractional CMO and Principal Consultant at Relevents Group, joins host Hayley Parr to explain why go-to-market strategy should start with brand. Cate discusses how a clear brand foundation helps teams avoid the "spray and pray" approach and ensures alignment across departments.

She breaks down the nine essential components of brand vision, mission, values, ICP, positioning, promise, persona, tone, and logo, and why these must be in place before building a go-to-market playbook. Cate also shares why go-to-market isn't a department or a campaign, but an enterprise-wide operating system that impacts all functions of the business.

With a solid ICP, sales teams can stop chasing irrelevant leads, avoid discounting, and focus on selling with purpose. Cate challenges leaders to niche down, refine focus, and let that clarity drive sustainable growth.

In this episode, you’ll learn:

  • Brand Before Tactics: Why go-to-market execution breaks down without brand clarity and how to build a foundation that guides every decision. 
  • GTM as an Operating System: How go-to-market isn’t just a campaign or department, it’s an enterprise-wide operating system that drives alignment across all teams
  • Scarcity Selling Spiral: Why pressure creates “spray and pray” behavior and how to replace frantic activity with focused strategy.
  • ICP Discipline: Why a clear ideal customer profile helps teams stop chasing bad fit deals and say no with confidence.
  • Niche Down Until It Hurts: Why focus wins even when it feels uncomfortable and how narrowing your audience strengthens results.


Resources:


Jump into the conversation:
(00:00) Meet Cate Hollowitsch

(01:34) Why brand clarity comes first

(02:14) The core elements that define your brand

(03:53) How clarity sharpens every go to market decision

(06:12) Defining your audience and focusing sales activity

(10:33) Niching down until it feels too small

(23:26) Go-to-market alignment across the full organization

(29:03) Rapid fire on brand clarity

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 126 Getting Buyers to Buy When They’ve Already Made Up Their Minds 130 130 Ep 126 Getting Buyers to Buy When They’ve Already Made Up Their Minds full 76126a37-7295-42f7-94e6-faa691e07ac0 https://share.transistor.fm/s/9fe784c6 Sales strategies that worked in the past are no longer enough in today's rapidly evolving market. By the time a buyer engages with a sales team, they’ve often already made up their mind. So how do you break through the noise and stand out in a crowded, info-overloaded world?


Em Holldorf, Director of Demand Generation at Integrity Solutions, joins host Hayley Parr to explore how sales teams can adapt to the dramatic shifts in buyer behavior. Em explains why relying on outdated tactics, like generic sales pitches and "info dumps," won’t cut it in 2026, and shares the tools and strategies that modern sales teams need to succeed.

Em dives into the concept of the ‘dark funnel,’ where buyers do all their research and make decisions behind the scenes, and shares how marketers can spot the signals that show when a buyer is ready to engage. She joins Hayley to discuss the importance of human connection and why shifting from transactional sales approaches to trust-based partnerships is key— not just for sales, but for marketing teams looking to stay relevant and aligned with how buyers actually make decisions.


In this episode, you’ll learn:

  • The Dark Funnel: Why buyers are forming opinions without your involvement and how to get in front of them before they exclude you.
  • The Info Dump Trap: Why overwhelming prospects with too much information leads to disengagement and how to foster authentic, human conversations instead.
  • Intent Signals: How to recognize the subtle signs that show a lead is ready to buy and how to act on them before they even reach out.
  • Personalized Outreach: How to break through the noise with quality, personalized messages that resonate with today’s self-educated buyers.
  • Sales and Marketing Alignment: How to create seamless communication between teams to deliver the right messages at the right time and close more deals.


Resources:


Jump into the conversation:
(00:00) Meet Em Holldorf
(02:05) Understanding the dark funnel and its impact on sales
(06:19) Why the "info dump" is hurting your sales approach
(10:33) Key signals that indicate buyer readiness
(14:00) How personalized messaging leads to better engagement
(18:45) Aligning sales and marketing for success in 2026

]]> Sales strategies that worked in the past are no longer enough in today's rapidly evolving market. By the time a buyer engages with a sales team, they’ve often already made up their mind. So how do you break through the noise and stand out in a crowded, info-overloaded world?


Em Holldorf, Director of Demand Generation at Integrity Solutions, joins host Hayley Parr to explore how sales teams can adapt to the dramatic shifts in buyer behavior. Em explains why relying on outdated tactics, like generic sales pitches and "info dumps," won’t cut it in 2026, and shares the tools and strategies that modern sales teams need to succeed.

Em dives into the concept of the ‘dark funnel,’ where buyers do all their research and make decisions behind the scenes, and shares how marketers can spot the signals that show when a buyer is ready to engage. She joins Hayley to discuss the importance of human connection and why shifting from transactional sales approaches to trust-based partnerships is key— not just for sales, but for marketing teams looking to stay relevant and aligned with how buyers actually make decisions.


In this episode, you’ll learn:

  • The Dark Funnel: Why buyers are forming opinions without your involvement and how to get in front of them before they exclude you.
  • The Info Dump Trap: Why overwhelming prospects with too much information leads to disengagement and how to foster authentic, human conversations instead.
  • Intent Signals: How to recognize the subtle signs that show a lead is ready to buy and how to act on them before they even reach out.
  • Personalized Outreach: How to break through the noise with quality, personalized messages that resonate with today’s self-educated buyers.
  • Sales and Marketing Alignment: How to create seamless communication between teams to deliver the right messages at the right time and close more deals.


Resources:


Jump into the conversation:
(00:00) Meet Em Holldorf
(02:05) Understanding the dark funnel and its impact on sales
(06:19) Why the "info dump" is hurting your sales approach
(10:33) Key signals that indicate buyer readiness
(14:00) How personalized messaging leads to better engagement
(18:45) Aligning sales and marketing for success in 2026

]]> Thu, 15 Jan 2026 20:14:51 -0100 Integrity Solutions Integrity Solutions 1694 Sales strategies that worked in the past are no longer enough in today's rapidly evolving market. By the time a buyer engages with a sales team, they’ve often already made up their mind. So how do you break through the noise and stand out in a crowded, info-overloaded world?


Em Holldorf, Director of Demand Generation at Integrity Solutions, joins host Hayley Parr to explore how sales teams can adapt to the dramatic shifts in buyer behavior. Em explains why relying on outdated tactics, like generic sales pitches and "info dumps," won’t cut it in 2026, and shares the tools and strategies that modern sales teams need to succeed.

Em dives into the concept of the ‘dark funnel,’ where buyers do all their research and make decisions behind the scenes, and shares how marketers can spot the signals that show when a buyer is ready to engage. She joins Hayley to discuss the importance of human connection and why shifting from transactional sales approaches to trust-based partnerships is key— not just for sales, but for marketing teams looking to stay relevant and aligned with how buyers actually make decisions.


In this episode, you’ll learn:

  • The Dark Funnel: Why buyers are forming opinions without your involvement and how to get in front of them before they exclude you.
  • The Info Dump Trap: Why overwhelming prospects with too much information leads to disengagement and how to foster authentic, human conversations instead.
  • Intent Signals: How to recognize the subtle signs that show a lead is ready to buy and how to act on them before they even reach out.
  • Personalized Outreach: How to break through the noise with quality, personalized messages that resonate with today’s self-educated buyers.
  • Sales and Marketing Alignment: How to create seamless communication between teams to deliver the right messages at the right time and close more deals.


Resources:


Jump into the conversation:
(00:00) Meet Em Holldorf
(02:05) Understanding the dark funnel and its impact on sales
(06:19) Why the "info dump" is hurting your sales approach
(10:33) Key signals that indicate buyer readiness
(14:00) How personalized messaging leads to better engagement
(18:45) Aligning sales and marketing for success in 2026

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 125 A Year of Lessons with Mental Selling in 2025 129 129 Ep 125 A Year of Lessons with Mental Selling in 2025 full 3b2dda29-f8fd-48fd-9dbd-225d77ef33fc https://share.transistor.fm/s/7272a07d This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who helped shape the show from the start. In this year-end reflection, Hayley looks back on the conversations that defined Mental Selling in 2025 and the lessons that continue to resonate. 

Throughout this year, sales leaders, industry experts, practitioners, and coaches shared their perspectives on what drives meaningful performance. This special end of year recap episode looks back on some of the key themes that emerged in 2025, including: how storytelling and clarity build trust and connection, why purpose fuels resilience in high-pressure environments, and how training, coaching, and culture support long-term success. 

Together, these insights show how sales professionals strengthened communication, stayed grounded in purpose, and built teams that perform over time.

In this episode, you’ll revisit some of these key podcast themes that emerged in 2025:

  • Communication as a Competitive Advantage: Understand how storytelling and clarity shape relationships.
  • Purpose as a Steadying Force: How aligning with purpose helps navigate pressure.
  • Building Strong Sales Teams: Discover why culture, coaching, and consistent training are the keys to sustained growth.

Resources:


Jump into the conversation:
(00:00) The year in review
(01:58) Theme 1: Communication as a Competitive Advantage
(05:37) Theme 2: Purpose-Driven Performance in a Chaotic Market
(10:57) Theme 3: Training, Coaching, and Culture as the Engine of Sales Success
(17:027) Key lessons and takeaways for the future

]]> This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who helped shape the show from the start. In this year-end reflection, Hayley looks back on the conversations that defined Mental Selling in 2025 and the lessons that continue to resonate. 

Throughout this year, sales leaders, industry experts, practitioners, and coaches shared their perspectives on what drives meaningful performance. This special end of year recap episode looks back on some of the key themes that emerged in 2025, including: how storytelling and clarity build trust and connection, why purpose fuels resilience in high-pressure environments, and how training, coaching, and culture support long-term success. 

Together, these insights show how sales professionals strengthened communication, stayed grounded in purpose, and built teams that perform over time.

In this episode, you’ll revisit some of these key podcast themes that emerged in 2025:

  • Communication as a Competitive Advantage: Understand how storytelling and clarity shape relationships.
  • Purpose as a Steadying Force: How aligning with purpose helps navigate pressure.
  • Building Strong Sales Teams: Discover why culture, coaching, and consistent training are the keys to sustained growth.

Resources:


Jump into the conversation:
(00:00) The year in review
(01:58) Theme 1: Communication as a Competitive Advantage
(05:37) Theme 2: Purpose-Driven Performance in a Chaotic Market
(10:57) Theme 3: Training, Coaching, and Culture as the Engine of Sales Success
(17:027) Key lessons and takeaways for the future

]]> Wed, 31 Dec 2025 14:00:00 -0100 Integrity Solutions Integrity Solutions 1120 This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who helped shape the show from the start. In this year-end reflection, Hayley looks back on the conversations that defined Mental Selling in 2025 and the lessons that continue to resonate. 

Throughout this year, sales leaders, industry experts, practitioners, and coaches shared their perspectives on what drives meaningful performance. This special end of year recap episode looks back on some of the key themes that emerged in 2025, including: how storytelling and clarity build trust and connection, why purpose fuels resilience in high-pressure environments, and how training, coaching, and culture support long-term success. 

Together, these insights show how sales professionals strengthened communication, stayed grounded in purpose, and built teams that perform over time.

In this episode, you’ll revisit some of these key podcast themes that emerged in 2025:

  • Communication as a Competitive Advantage: Understand how storytelling and clarity shape relationships.
  • Purpose as a Steadying Force: How aligning with purpose helps navigate pressure.
  • Building Strong Sales Teams: Discover why culture, coaching, and consistent training are the keys to sustained growth.

Resources:


Jump into the conversation:
(00:00) The year in review
(01:58) Theme 1: Communication as a Competitive Advantage
(05:37) Theme 2: Purpose-Driven Performance in a Chaotic Market
(10:57) Theme 3: Training, Coaching, and Culture as the Engine of Sales Success
(17:027) Key lessons and takeaways for the future

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 124 Elevating Sales Outcomes through Rev Ops Excellence with Jess Rose 128 128 Ep 124 Elevating Sales Outcomes through Rev Ops Excellence with Jess Rose full f4bbf06c-7447-454c-91b5-cabeefdbb647 https://share.transistor.fm/s/079a6ab0 Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks.

Jess Rose, the newly hired Director of Revenue Operations at Integrity Solutions, joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with the company, she is already bringing clarity to the systems, processes, and decisions that fuel predictable performance. Jess explains why Rev Ops is the connective tissue across sales, marketing, and customer success, and why clean data, transparent processes, and human-centered systems create the conditions for scalable growth.

She shares lessons from her career leading operational strategy, including how minor workflow adjustments can create meaningful lift, why sellers need clarity rather than more noise, and how human habits can either strengthen or derail even the best-designed systems. Listeners will gain a grounded view of how Rev Ops strengthens alignment, improves decision-making, and creates the conditions for consistent, confident performance.

In this episode, you’ll learn:

  • Operational Excellence Starts with the Basics: Clean data, clear ownership, and simple enablement power confident, consistent performance.
  • Process as a Growth Lever: Standardized stages and documented workflows create a shared path that drives predictable results.
  • Technology That Works for People: Tools designed with a human-first lens remove friction and help reps stay focused on selling.
  • Adoption Through Trust: Teams commit to operational change when the process feels supportive, transparent, and genuinely helpful.


Resources:


Jump into the conversation:

(00:00) Meet Jess Rose

(02:31) What revenue operations really means

(04:42) Jess’s path into Rev Ops

(06:39) Misconceptions that hold teams back

(08:40) Why data hygiene influences revenue health

(11:37) Simple fixes that create measurable impact to the bottom line

(16:21) The human habits behind operational success

(22:01) Building trust across sales, marketing, and customer success

]]> Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks.

Jess Rose, the newly hired Director of Revenue Operations at Integrity Solutions, joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with the company, she is already bringing clarity to the systems, processes, and decisions that fuel predictable performance. Jess explains why Rev Ops is the connective tissue across sales, marketing, and customer success, and why clean data, transparent processes, and human-centered systems create the conditions for scalable growth.

She shares lessons from her career leading operational strategy, including how minor workflow adjustments can create meaningful lift, why sellers need clarity rather than more noise, and how human habits can either strengthen or derail even the best-designed systems. Listeners will gain a grounded view of how Rev Ops strengthens alignment, improves decision-making, and creates the conditions for consistent, confident performance.

In this episode, you’ll learn:

  • Operational Excellence Starts with the Basics: Clean data, clear ownership, and simple enablement power confident, consistent performance.
  • Process as a Growth Lever: Standardized stages and documented workflows create a shared path that drives predictable results.
  • Technology That Works for People: Tools designed with a human-first lens remove friction and help reps stay focused on selling.
  • Adoption Through Trust: Teams commit to operational change when the process feels supportive, transparent, and genuinely helpful.


Resources:


Jump into the conversation:

(00:00) Meet Jess Rose

(02:31) What revenue operations really means

(04:42) Jess’s path into Rev Ops

(06:39) Misconceptions that hold teams back

(08:40) Why data hygiene influences revenue health

(11:37) Simple fixes that create measurable impact to the bottom line

(16:21) The human habits behind operational success

(22:01) Building trust across sales, marketing, and customer success

]]> Thu, 18 Dec 2025 14:00:00 -0100 Integrity Solutions Integrity Solutions 1590 Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks.

Jess Rose, the newly hired Director of Revenue Operations at Integrity Solutions, joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with the company, she is already bringing clarity to the systems, processes, and decisions that fuel predictable performance. Jess explains why Rev Ops is the connective tissue across sales, marketing, and customer success, and why clean data, transparent processes, and human-centered systems create the conditions for scalable growth.

She shares lessons from her career leading operational strategy, including how minor workflow adjustments can create meaningful lift, why sellers need clarity rather than more noise, and how human habits can either strengthen or derail even the best-designed systems. Listeners will gain a grounded view of how Rev Ops strengthens alignment, improves decision-making, and creates the conditions for consistent, confident performance.

In this episode, you’ll learn:

  • Operational Excellence Starts with the Basics: Clean data, clear ownership, and simple enablement power confident, consistent performance.
  • Process as a Growth Lever: Standardized stages and documented workflows create a shared path that drives predictable results.
  • Technology That Works for People: Tools designed with a human-first lens remove friction and help reps stay focused on selling.
  • Adoption Through Trust: Teams commit to operational change when the process feels supportive, transparent, and genuinely helpful.


Resources:


Jump into the conversation:

(00:00) Meet Jess Rose

(02:31) What revenue operations really means

(04:42) Jess’s path into Rev Ops

(06:39) Misconceptions that hold teams back

(08:40) Why data hygiene influences revenue health

(11:37) Simple fixes that create measurable impact to the bottom line

(16:21) The human habits behind operational success

(22:01) Building trust across sales, marketing, and customer success

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 123 Building Unbreakable Sales Momentum with Shawn Young 127 127 Ep 123 Building Unbreakable Sales Momentum with Shawn Young full 78003a78-3e05-47ee-86b4-9f0dd8cb09fc https://share.transistor.fm/s/1c57596a Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back, featuring Shawn Young, Senior Director of Global Training and Education at AtriCure. He shares the real pitfalls that hold sales teams back and the practical ways leaders can avoid them.

With more than 20 years of experience in medical device sales, Shawn has coached teams through constant innovation, shifting priorities, and uncertain markets. He explains why momentum fades when strategy and execution drift apart, how frequent new initiatives weaken credibility, and why a values-driven approach strengthens confidence in high-pressure environments. His examples bring to life what it looks like when training is aligned with culture and when it silently falls off course.

Host Hayley Parr highlights moments that reveal how preparation, mindset, and ongoing reinforcement help training take root in meaningful, lasting ways.

To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/pivots-and-pitfalls-5-sales-training-traps-holding-you-back/ 

In this episode, you’ll learn:

  • The Momentum Advantage: Why aligning strategy, messaging, and execution keeps sales teams focused and prevents performance drift.
  • Consistency as Credibility: How steady reinforcement and fewer, deeper initiatives build trust and long-term adoption.
  • Preparation That Fuels Performance: Why anchoring training in mission, mindset, and education gives sellers confidence when markets feel uncertain.
  • Stability Through Values: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.


Resources:


Jump into the conversation:

(00:00) Meet Shawn Young

(01:14) Why sales training loses momentum without precise alignment

(03:52) The hidden impact of the “What’s new?” mindset on strategy

(06:26) Understanding the flavor of the month syndrome in sales teams

(09:10) Why consistency builds trust and long-term adoption

(11:53) How values and mission stabilize teams in uncertain markets

(14:19) Training through education rather than product pitching

(17:51) Preparation as the foundation for confident performance

]]> Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back, featuring Shawn Young, Senior Director of Global Training and Education at AtriCure. He shares the real pitfalls that hold sales teams back and the practical ways leaders can avoid them.

With more than 20 years of experience in medical device sales, Shawn has coached teams through constant innovation, shifting priorities, and uncertain markets. He explains why momentum fades when strategy and execution drift apart, how frequent new initiatives weaken credibility, and why a values-driven approach strengthens confidence in high-pressure environments. His examples bring to life what it looks like when training is aligned with culture and when it silently falls off course.

Host Hayley Parr highlights moments that reveal how preparation, mindset, and ongoing reinforcement help training take root in meaningful, lasting ways.

To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/pivots-and-pitfalls-5-sales-training-traps-holding-you-back/ 

In this episode, you’ll learn:

  • The Momentum Advantage: Why aligning strategy, messaging, and execution keeps sales teams focused and prevents performance drift.
  • Consistency as Credibility: How steady reinforcement and fewer, deeper initiatives build trust and long-term adoption.
  • Preparation That Fuels Performance: Why anchoring training in mission, mindset, and education gives sellers confidence when markets feel uncertain.
  • Stability Through Values: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.


Resources:


Jump into the conversation:

(00:00) Meet Shawn Young

(01:14) Why sales training loses momentum without precise alignment

(03:52) The hidden impact of the “What’s new?” mindset on strategy

(06:26) Understanding the flavor of the month syndrome in sales teams

(09:10) Why consistency builds trust and long-term adoption

(11:53) How values and mission stabilize teams in uncertain markets

(14:19) Training through education rather than product pitching

(17:51) Preparation as the foundation for confident performance

]]> Thu, 27 Nov 2025 14:00:00 -0100 Integrity Solutions Integrity Solutions 1179 Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back, featuring Shawn Young, Senior Director of Global Training and Education at AtriCure. He shares the real pitfalls that hold sales teams back and the practical ways leaders can avoid them.

With more than 20 years of experience in medical device sales, Shawn has coached teams through constant innovation, shifting priorities, and uncertain markets. He explains why momentum fades when strategy and execution drift apart, how frequent new initiatives weaken credibility, and why a values-driven approach strengthens confidence in high-pressure environments. His examples bring to life what it looks like when training is aligned with culture and when it silently falls off course.

Host Hayley Parr highlights moments that reveal how preparation, mindset, and ongoing reinforcement help training take root in meaningful, lasting ways.

To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/pivots-and-pitfalls-5-sales-training-traps-holding-you-back/ 

In this episode, you’ll learn:

  • The Momentum Advantage: Why aligning strategy, messaging, and execution keeps sales teams focused and prevents performance drift.
  • Consistency as Credibility: How steady reinforcement and fewer, deeper initiatives build trust and long-term adoption.
  • Preparation That Fuels Performance: Why anchoring training in mission, mindset, and education gives sellers confidence when markets feel uncertain.
  • Stability Through Values: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.


Resources:


Jump into the conversation:

(00:00) Meet Shawn Young

(01:14) Why sales training loses momentum without precise alignment

(03:52) The hidden impact of the “What’s new?” mindset on strategy

(06:26) Understanding the flavor of the month syndrome in sales teams

(09:10) Why consistency builds trust and long-term adoption

(11:53) How values and mission stabilize teams in uncertain markets

(14:19) Training through education rather than product pitching

(17:51) Preparation as the foundation for confident performance

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 122 Leading Through the Whirlwind with David Hammond 126 126 Ep 122 Leading Through the Whirlwind with David Hammond full 0f925c45-8321-4bcd-a80b-36153f9dad4e https://share.transistor.fm/s/2fec8159 Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it.

This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams, where host Hayley Parr pulls together the most powerful moments and insights from David Hammond, Senior Director of Sales at Epicor, and a veteran of more than two decades leading go-to-market teams. He shares what it takes to lead with purpose in an era defined by change. David explores why today’s biggest challenges, including ambiguity, pressure, and constant transformation, stem not from productivity issues but from a lack of clarity.

From rethinking how we measure success to empowering the next generation of sellers, David outlines a future where culture is the actual growth engine. When leaders create space for presence, transparency, and human connection, sales teams don’t just do more with less; they find meaning in the work itself.

At its core, this conversation is a reminder: the best sales organizations don’t fight the whirlwind. They find clarity within it and turn purpose into performance.

To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/winning-in-the-whirlwind-a-new-playbook-for-high-performing-sales-teams/ 

In this episode, you’ll learn:

  • Clarity as a Competitive Edge: Why the best sales teams don’t just work harder, they work with a clear sense of purpose that cuts through noise and change.
  • Purpose-Driven Performance: How connecting everyday actions to a meaningful “why” transforms pressure into privilege and drives long-term engagement.
  • Courageous Vulnerability: Why openness and authenticity aren’t soft skills, but the foundation for trust, learning, and real growth on sales teams.
  • Psychological Safety as a Growth Engine: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.


Resources:


Jump into the conversation:
(00:00) Intro

(01:11) The whirlwind reality of today’s sales market

(04:32) Finding clarity and purpose amid constant change

(06:15) Turning pressure into purpose-driven performance

(08:23) The hidden costs of indecision and fear in sales teams

(11:22) Building courageous vulnerability and psychological safety

(12:43) Empowering the next generation of sellers through connection

(14:59) Culture, clarity, and purpose as the foundation for growth

]]> Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it.

This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams, where host Hayley Parr pulls together the most powerful moments and insights from David Hammond, Senior Director of Sales at Epicor, and a veteran of more than two decades leading go-to-market teams. He shares what it takes to lead with purpose in an era defined by change. David explores why today’s biggest challenges, including ambiguity, pressure, and constant transformation, stem not from productivity issues but from a lack of clarity.

From rethinking how we measure success to empowering the next generation of sellers, David outlines a future where culture is the actual growth engine. When leaders create space for presence, transparency, and human connection, sales teams don’t just do more with less; they find meaning in the work itself.

At its core, this conversation is a reminder: the best sales organizations don’t fight the whirlwind. They find clarity within it and turn purpose into performance.

To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/winning-in-the-whirlwind-a-new-playbook-for-high-performing-sales-teams/ 

In this episode, you’ll learn:

  • Clarity as a Competitive Edge: Why the best sales teams don’t just work harder, they work with a clear sense of purpose that cuts through noise and change.
  • Purpose-Driven Performance: How connecting everyday actions to a meaningful “why” transforms pressure into privilege and drives long-term engagement.
  • Courageous Vulnerability: Why openness and authenticity aren’t soft skills, but the foundation for trust, learning, and real growth on sales teams.
  • Psychological Safety as a Growth Engine: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.


Resources:


Jump into the conversation:
(00:00) Intro

(01:11) The whirlwind reality of today’s sales market

(04:32) Finding clarity and purpose amid constant change

(06:15) Turning pressure into purpose-driven performance

(08:23) The hidden costs of indecision and fear in sales teams

(11:22) Building courageous vulnerability and psychological safety

(12:43) Empowering the next generation of sellers through connection

(14:59) Culture, clarity, and purpose as the foundation for growth

]]> Thu, 13 Nov 2025 14:00:00 -0100 Integrity Solutions Integrity Solutions 1005 Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it.

This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams, where host Hayley Parr pulls together the most powerful moments and insights from David Hammond, Senior Director of Sales at Epicor, and a veteran of more than two decades leading go-to-market teams. He shares what it takes to lead with purpose in an era defined by change. David explores why today’s biggest challenges, including ambiguity, pressure, and constant transformation, stem not from productivity issues but from a lack of clarity.

From rethinking how we measure success to empowering the next generation of sellers, David outlines a future where culture is the actual growth engine. When leaders create space for presence, transparency, and human connection, sales teams don’t just do more with less; they find meaning in the work itself.

At its core, this conversation is a reminder: the best sales organizations don’t fight the whirlwind. They find clarity within it and turn purpose into performance.

To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/winning-in-the-whirlwind-a-new-playbook-for-high-performing-sales-teams/ 

In this episode, you’ll learn:

  • Clarity as a Competitive Edge: Why the best sales teams don’t just work harder, they work with a clear sense of purpose that cuts through noise and change.
  • Purpose-Driven Performance: How connecting everyday actions to a meaningful “why” transforms pressure into privilege and drives long-term engagement.
  • Courageous Vulnerability: Why openness and authenticity aren’t soft skills, but the foundation for trust, learning, and real growth on sales teams.
  • Psychological Safety as a Growth Engine: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.


Resources:


Jump into the conversation:
(00:00) Intro

(01:11) The whirlwind reality of today’s sales market

(04:32) Finding clarity and purpose amid constant change

(06:15) Turning pressure into purpose-driven performance

(08:23) The hidden costs of indecision and fear in sales teams

(11:22) Building courageous vulnerability and psychological safety

(12:43) Empowering the next generation of sellers through connection

(14:59) Culture, clarity, and purpose as the foundation for growth

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 121 Honoring Women in Sales Month with Donna Horrigan and Patty Gaddis 125 125 Ep 121 Honoring Women in Sales Month with Donna Horrigan and Patty Gaddis full 364ffd91-df5b-4c5c-a67e-907720b5eb67 https://share.transistor.fm/s/17dd4c22 Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day.

In this episode, Donna Horrigan and Patty Gaddis, seasoned sales leaders at Integrity Solutions, share how their defining moments shaped not only their careers but their approach to leadership, mentorship, and purpose. From motherhood and flexibility to confidence and credibility, they explore how women continue to elevate the sales profession through empathy, resilience, and service.

Together, they reflect on what it means to lead without the title, how to balance results with relationships, and why doing the right thing will always drive the best outcomes.

In this episode, you’ll learn:

  • Purpose Over Pressure: Why long-term success in sales begins with service and partnership, not quotas.
  • Empathetic Leadership: The unique ways women bring listening, intuition, and authenticity to sales.
  • Redefining Success: Why fulfillment, flexibility, and relationships matter as much as results.
  • Mentorship in Action: How paying it forward empowers the next generation of women in sales.


Resources:


Jump into the conversation:

(00:00) Meet Donna Horrigan and Patty Gaddis

(02:12) Donna and Patty’s journey into sales

(04:23) Defining moments that shaped their sales careers

(05:16) Balancing motherhood and career choices

(06:53) The impact of mentorship and leadership growth

(09:31) Building confidence and credibility

(12:32) The power of listening in sales

(13:45) Values-driven sales leadership

(15:01) Navigating sales results and relationships

(16:38) Empowering the next generation of women in sales

]]> Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day.

In this episode, Donna Horrigan and Patty Gaddis, seasoned sales leaders at Integrity Solutions, share how their defining moments shaped not only their careers but their approach to leadership, mentorship, and purpose. From motherhood and flexibility to confidence and credibility, they explore how women continue to elevate the sales profession through empathy, resilience, and service.

Together, they reflect on what it means to lead without the title, how to balance results with relationships, and why doing the right thing will always drive the best outcomes.

In this episode, you’ll learn:

  • Purpose Over Pressure: Why long-term success in sales begins with service and partnership, not quotas.
  • Empathetic Leadership: The unique ways women bring listening, intuition, and authenticity to sales.
  • Redefining Success: Why fulfillment, flexibility, and relationships matter as much as results.
  • Mentorship in Action: How paying it forward empowers the next generation of women in sales.


Resources:


Jump into the conversation:

(00:00) Meet Donna Horrigan and Patty Gaddis

(02:12) Donna and Patty’s journey into sales

(04:23) Defining moments that shaped their sales careers

(05:16) Balancing motherhood and career choices

(06:53) The impact of mentorship and leadership growth

(09:31) Building confidence and credibility

(12:32) The power of listening in sales

(13:45) Values-driven sales leadership

(15:01) Navigating sales results and relationships

(16:38) Empowering the next generation of women in sales

]]> Thu, 30 Oct 2025 14:00:00 -0100 Integrity Solutions Integrity Solutions 1640 Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day.

In this episode, Donna Horrigan and Patty Gaddis, seasoned sales leaders at Integrity Solutions, share how their defining moments shaped not only their careers but their approach to leadership, mentorship, and purpose. From motherhood and flexibility to confidence and credibility, they explore how women continue to elevate the sales profession through empathy, resilience, and service.

Together, they reflect on what it means to lead without the title, how to balance results with relationships, and why doing the right thing will always drive the best outcomes.

In this episode, you’ll learn:

  • Purpose Over Pressure: Why long-term success in sales begins with service and partnership, not quotas.
  • Empathetic Leadership: The unique ways women bring listening, intuition, and authenticity to sales.
  • Redefining Success: Why fulfillment, flexibility, and relationships matter as much as results.
  • Mentorship in Action: How paying it forward empowers the next generation of women in sales.


Resources:


Jump into the conversation:

(00:00) Meet Donna Horrigan and Patty Gaddis

(02:12) Donna and Patty’s journey into sales

(04:23) Defining moments that shaped their sales careers

(05:16) Balancing motherhood and career choices

(06:53) The impact of mentorship and leadership growth

(09:31) Building confidence and credibility

(12:32) The power of listening in sales

(13:45) Values-driven sales leadership

(15:01) Navigating sales results and relationships

(16:38) Empowering the next generation of women in sales

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 120 The Power of Presence in Sales Leadership with Brad Farris 124 124 Ep 120 The Power of Presence in Sales Leadership with Brad Farris full ad785dec-c151-4b50-9c73-be50a8a963d5 https://share.transistor.fm/s/fcc9300f Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise.

Brad Farris, executive leadership coach at Anchor Advisors, shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadership, how high-status behaviors signal confidence, and why slowing down in a deal can actually accelerate results.

Drawing on decades of experience coaching service firm leaders, Brad unpacks the habits that set anxious sellers apart from trusted advisors. He explores practical ways to create boundaries that elevate your value, lead teams with intention, and turn every conversation into an opportunity for deeper connection and long-term success.

In this episode, you’ll learn:

  • Presence as Leadership: How showing up with calm confidence helps buyers trust you and follow your lead.
  • High-Status Behaviors: Why slowing down, speaking deliberately, and listening deeply can shift the power dynamic in any sales conversation.
  • Boundaries that Build Value: How protecting your time and availability signals confidence and raises your perceived worth.
  • Coaching Through Reflection: How using a simple start, stop, continue framework helps sales professionals stay centered and lead with intention.


Resources:

Jump into the conversation:

(00:00) Meet Brad Farris

(02:05) The importance of presence in sales

(04:04) Brad's journey and insights

(06:19) Impact of leadership on sales teams

(08:17) Behavioral techniques for sales success

(10:38) High-status behaviors in sales

(15:37) Setting boundaries and managing time

(18:00) “Start, Stop, Continue” framework


]]> Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise.

Brad Farris, executive leadership coach at Anchor Advisors, shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadership, how high-status behaviors signal confidence, and why slowing down in a deal can actually accelerate results.

Drawing on decades of experience coaching service firm leaders, Brad unpacks the habits that set anxious sellers apart from trusted advisors. He explores practical ways to create boundaries that elevate your value, lead teams with intention, and turn every conversation into an opportunity for deeper connection and long-term success.

In this episode, you’ll learn:

  • Presence as Leadership: How showing up with calm confidence helps buyers trust you and follow your lead.
  • High-Status Behaviors: Why slowing down, speaking deliberately, and listening deeply can shift the power dynamic in any sales conversation.
  • Boundaries that Build Value: How protecting your time and availability signals confidence and raises your perceived worth.
  • Coaching Through Reflection: How using a simple start, stop, continue framework helps sales professionals stay centered and lead with intention.


Resources:

Jump into the conversation:

(00:00) Meet Brad Farris

(02:05) The importance of presence in sales

(04:04) Brad's journey and insights

(06:19) Impact of leadership on sales teams

(08:17) Behavioral techniques for sales success

(10:38) High-status behaviors in sales

(15:37) Setting boundaries and managing time

(18:00) “Start, Stop, Continue” framework


]]> Thu, 16 Oct 2025 09:00:00 +0000 Integrity Solutions Integrity Solutions 1790 Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise.

Brad Farris, executive leadership coach at Anchor Advisors, shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadership, how high-status behaviors signal confidence, and why slowing down in a deal can actually accelerate results.

Drawing on decades of experience coaching service firm leaders, Brad unpacks the habits that set anxious sellers apart from trusted advisors. He explores practical ways to create boundaries that elevate your value, lead teams with intention, and turn every conversation into an opportunity for deeper connection and long-term success.

In this episode, you’ll learn:

  • Presence as Leadership: How showing up with calm confidence helps buyers trust you and follow your lead.
  • High-Status Behaviors: Why slowing down, speaking deliberately, and listening deeply can shift the power dynamic in any sales conversation.
  • Boundaries that Build Value: How protecting your time and availability signals confidence and raises your perceived worth.
  • Coaching Through Reflection: How using a simple start, stop, continue framework helps sales professionals stay centered and lead with intention.


Resources:

Jump into the conversation:

(00:00) Meet Brad Farris

(02:05) The importance of presence in sales

(04:04) Brad's journey and insights

(06:19) Impact of leadership on sales teams

(08:17) Behavioral techniques for sales success

(10:38) High-status behaviors in sales

(15:37) Setting boundaries and managing time

(18:00) “Start, Stop, Continue” framework


]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 119 Building Global Sales Teams with Gearoid Cox 123 123 Ep 119 Building Global Sales Teams with Gearoid Cox full 31c531f2-2590-475d-8941-377ff452705c https://share.transistor.fm/s/1a7ed595 Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive.

Gearoid Cox, founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top performers benefit from revisiting fundamentals, how small teams can maximize limited training budgets, and why appreciation is the hidden fuel that drives motivation and long-term results.

With years of experience leading global sales teams and now helping companies scale through outsourced and fractional sales leadership, Gearoid has seen firsthand what today’s top sales talent really needs. He unpacks how flexibility, supportive leadership, and the right tools create stronger, more engaged teams, and why listening to your people is often the simplest but most overlooked leadership advantage.

In this episode, you’ll learn:

  • Training Beyond Onboarding: Why continuous learning gives sales teams a competitive edge long after the first 90 days.
  • Appreciation as a Mindset: How practicing gratitude transforms sales conversations, boosts motivation, and strengthens team culture.
  • Leading with Consistency: Why leaders who stay in tune with their teams drive stronger performance and long-term growth.
  • Building Global Sales Teams: Today’s top talents really want flexibility, the right tools, and leadership that listens.


Resources:


Jump into the conversation:
(00:00) Meet Gearoid Cox

(02:03) Training beyond onboarding

(04:43) The importance of continuous training

(11:46) Appreciation in sales

(18:03) The new era of global sales talent

(18:44) Building distributed teams

(27:34) Misconceptions and market trends

]]> Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive.

Gearoid Cox, founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top performers benefit from revisiting fundamentals, how small teams can maximize limited training budgets, and why appreciation is the hidden fuel that drives motivation and long-term results.

With years of experience leading global sales teams and now helping companies scale through outsourced and fractional sales leadership, Gearoid has seen firsthand what today’s top sales talent really needs. He unpacks how flexibility, supportive leadership, and the right tools create stronger, more engaged teams, and why listening to your people is often the simplest but most overlooked leadership advantage.

In this episode, you’ll learn:

  • Training Beyond Onboarding: Why continuous learning gives sales teams a competitive edge long after the first 90 days.
  • Appreciation as a Mindset: How practicing gratitude transforms sales conversations, boosts motivation, and strengthens team culture.
  • Leading with Consistency: Why leaders who stay in tune with their teams drive stronger performance and long-term growth.
  • Building Global Sales Teams: Today’s top talents really want flexibility, the right tools, and leadership that listens.


Resources:


Jump into the conversation:
(00:00) Meet Gearoid Cox

(02:03) Training beyond onboarding

(04:43) The importance of continuous training

(11:46) Appreciation in sales

(18:03) The new era of global sales talent

(18:44) Building distributed teams

(27:34) Misconceptions and market trends

]]> Thu, 02 Oct 2025 14:00:00 +0000 Integrity Solutions Integrity Solutions 1976 Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive.

Gearoid Cox, founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top performers benefit from revisiting fundamentals, how small teams can maximize limited training budgets, and why appreciation is the hidden fuel that drives motivation and long-term results.

With years of experience leading global sales teams and now helping companies scale through outsourced and fractional sales leadership, Gearoid has seen firsthand what today’s top sales talent really needs. He unpacks how flexibility, supportive leadership, and the right tools create stronger, more engaged teams, and why listening to your people is often the simplest but most overlooked leadership advantage.

In this episode, you’ll learn:

  • Training Beyond Onboarding: Why continuous learning gives sales teams a competitive edge long after the first 90 days.
  • Appreciation as a Mindset: How practicing gratitude transforms sales conversations, boosts motivation, and strengthens team culture.
  • Leading with Consistency: Why leaders who stay in tune with their teams drive stronger performance and long-term growth.
  • Building Global Sales Teams: Today’s top talents really want flexibility, the right tools, and leadership that listens.


Resources:


Jump into the conversation:
(00:00) Meet Gearoid Cox

(02:03) Training beyond onboarding

(04:43) The importance of continuous training

(11:46) Appreciation in sales

(18:03) The new era of global sales talent

(18:44) Building distributed teams

(27:34) Misconceptions and market trends

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 118 Intentional Sales Strategies with Jacob Hicks 122 122 Ep 118 Intentional Sales Strategies with Jacob Hicks full d2761bc8-e099-4322-abc9-494dc1bc1416 https://share.transistor.fm/s/c5d4f13a True sales success is about growth, intentionality, and staying true to your values.

Jacob Hicks, sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with personal growth and intentional living. Jacob has worked with leaders across corporate, nonprofit, and entrepreneurial spaces. His experience spans from training individuals in sales to empowering business owners to scale their companies. 

Throughout his journey, Jacob has learned that true sales success comes from more than just hitting targets. It’s about cultivating a mindset that aligns personal growth with professional achievement. He emphasizes the importance of staying true to yourself and how being intentional with your time, goals, and relationships can be your greatest competitive advantage in an ever-changing market.

In this episode, you’ll learn:

  • Breaking Through Comfort Zones: Why sales success comes from consistently stepping outside your comfort zone.
  • The Power of Follow-up: How consistently following up with value increases your chances of success.
  • Time Management Strategies: How to implement time-blocking, including the concept of ‘chaos time,’ to protect your calendar and mental space.
  • Intentional Living: How intentionality in balancing work, play, and rest leads to greater personal and professional fulfillment.


Resources:


Jump into the conversation:
(00:00) Meet Jacob Hicks

(02:58) Jacob’s journey into sales and coaching

(04:28) Working with young leaders and college students

(07:01) Stepping outside your comfort zone

(10:47) The power of consistent follow-up in sales

(13:32) Time management strategies for sales professionals

(19:45) Balancing work, play, and personal growth

(22:05) Rapid-fire questions

]]> True sales success is about growth, intentionality, and staying true to your values.

Jacob Hicks, sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with personal growth and intentional living. Jacob has worked with leaders across corporate, nonprofit, and entrepreneurial spaces. His experience spans from training individuals in sales to empowering business owners to scale their companies. 

Throughout his journey, Jacob has learned that true sales success comes from more than just hitting targets. It’s about cultivating a mindset that aligns personal growth with professional achievement. He emphasizes the importance of staying true to yourself and how being intentional with your time, goals, and relationships can be your greatest competitive advantage in an ever-changing market.

In this episode, you’ll learn:

  • Breaking Through Comfort Zones: Why sales success comes from consistently stepping outside your comfort zone.
  • The Power of Follow-up: How consistently following up with value increases your chances of success.
  • Time Management Strategies: How to implement time-blocking, including the concept of ‘chaos time,’ to protect your calendar and mental space.
  • Intentional Living: How intentionality in balancing work, play, and rest leads to greater personal and professional fulfillment.


Resources:


Jump into the conversation:
(00:00) Meet Jacob Hicks

(02:58) Jacob’s journey into sales and coaching

(04:28) Working with young leaders and college students

(07:01) Stepping outside your comfort zone

(10:47) The power of consistent follow-up in sales

(13:32) Time management strategies for sales professionals

(19:45) Balancing work, play, and personal growth

(22:05) Rapid-fire questions

]]> Thu, 18 Sep 2025 14:00:00 +0000 Integrity Solutions Integrity Solutions 1448 True sales success is about growth, intentionality, and staying true to your values.

Jacob Hicks, sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with personal growth and intentional living. Jacob has worked with leaders across corporate, nonprofit, and entrepreneurial spaces. His experience spans from training individuals in sales to empowering business owners to scale their companies. 

Throughout his journey, Jacob has learned that true sales success comes from more than just hitting targets. It’s about cultivating a mindset that aligns personal growth with professional achievement. He emphasizes the importance of staying true to yourself and how being intentional with your time, goals, and relationships can be your greatest competitive advantage in an ever-changing market.

In this episode, you’ll learn:

  • Breaking Through Comfort Zones: Why sales success comes from consistently stepping outside your comfort zone.
  • The Power of Follow-up: How consistently following up with value increases your chances of success.
  • Time Management Strategies: How to implement time-blocking, including the concept of ‘chaos time,’ to protect your calendar and mental space.
  • Intentional Living: How intentionality in balancing work, play, and rest leads to greater personal and professional fulfillment.


Resources:


Jump into the conversation:
(00:00) Meet Jacob Hicks

(02:58) Jacob’s journey into sales and coaching

(04:28) Working with young leaders and college students

(07:01) Stepping outside your comfort zone

(10:47) The power of consistent follow-up in sales

(13:32) Time management strategies for sales professionals

(19:45) Balancing work, play, and personal growth

(22:05) Rapid-fire questions

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 117 Personalizing the Sales Journey Through Buyer Enablement with Garin Hess 121 121 Ep 117 Personalizing the Sales Journey Through Buyer Enablement with Garin Hess full ca0cd5a8-a7a2-4fad-b16c-e76c76bd5146 https://share.transistor.fm/s/6128555a You can beat the competition. You can’t survive confusion.

Garin Hess, founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized coaching experiences that empower champions and engage entire buying groups. 

He reflects on the dangers of “peace mongering” in leadership, how personalization at scale changes buying dynamics, and why emotional ROI matters more than we often acknowledge in B2B. Garin also shares real stories from the field, including one painful lesson about the risks of not mapping the entire buying group.

In this episode, you’ll learn:

  • Buyer Enablement Mindset: Why putting the buyer’s needs ahead of your own can accelerate deals.
  • From Champions to Buying Groups: How to equip and coach champions to influence every stakeholder.
  • Preventing Deal Killers: Practical ways to reduce confusion, friction, and dysfunction in the buying process.
  • Emotional ROI: Why career risk, trust, and purpose play a bigger role in buying decisions than logic alone.


Resources:


Jump into the conversation:
(00:00) Meet Garin Hess

(02:16) From Utah roots to leadership lessons

(05:23) How learning and development shaped his sales approach

(08:02) Why buying is harder than selling

(11:42) Breaking through buyer confusion and dysfunction

(20:15) Measuring impact through metrics and emotional ROI

(23:25) The role of trust and purpose in the future of B2B sales

(26:37) Sales war stories and lessons learned the hard way

]]> You can beat the competition. You can’t survive confusion.

Garin Hess, founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized coaching experiences that empower champions and engage entire buying groups. 

He reflects on the dangers of “peace mongering” in leadership, how personalization at scale changes buying dynamics, and why emotional ROI matters more than we often acknowledge in B2B. Garin also shares real stories from the field, including one painful lesson about the risks of not mapping the entire buying group.

In this episode, you’ll learn:

  • Buyer Enablement Mindset: Why putting the buyer’s needs ahead of your own can accelerate deals.
  • From Champions to Buying Groups: How to equip and coach champions to influence every stakeholder.
  • Preventing Deal Killers: Practical ways to reduce confusion, friction, and dysfunction in the buying process.
  • Emotional ROI: Why career risk, trust, and purpose play a bigger role in buying decisions than logic alone.


Resources:


Jump into the conversation:
(00:00) Meet Garin Hess

(02:16) From Utah roots to leadership lessons

(05:23) How learning and development shaped his sales approach

(08:02) Why buying is harder than selling

(11:42) Breaking through buyer confusion and dysfunction

(20:15) Measuring impact through metrics and emotional ROI

(23:25) The role of trust and purpose in the future of B2B sales

(26:37) Sales war stories and lessons learned the hard way

]]> Thu, 04 Sep 2025 14:00:00 +0000 Integrity Solutions Integrity Solutions 1795 You can beat the competition. You can’t survive confusion.

Garin Hess, founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized coaching experiences that empower champions and engage entire buying groups. 

He reflects on the dangers of “peace mongering” in leadership, how personalization at scale changes buying dynamics, and why emotional ROI matters more than we often acknowledge in B2B. Garin also shares real stories from the field, including one painful lesson about the risks of not mapping the entire buying group.

In this episode, you’ll learn:

  • Buyer Enablement Mindset: Why putting the buyer’s needs ahead of your own can accelerate deals.
  • From Champions to Buying Groups: How to equip and coach champions to influence every stakeholder.
  • Preventing Deal Killers: Practical ways to reduce confusion, friction, and dysfunction in the buying process.
  • Emotional ROI: Why career risk, trust, and purpose play a bigger role in buying decisions than logic alone.


Resources:


Jump into the conversation:
(00:00) Meet Garin Hess

(02:16) From Utah roots to leadership lessons

(05:23) How learning and development shaped his sales approach

(08:02) Why buying is harder than selling

(11:42) Breaking through buyer confusion and dysfunction

(20:15) Measuring impact through metrics and emotional ROI

(23:25) The role of trust and purpose in the future of B2B sales

(26:37) Sales war stories and lessons learned the hard way

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 116 Game-Time Communication Tactics with Jen Mueller 120 120 Ep 116 Game-Time Communication Tactics with Jen Mueller full 629f342c-629e-4aac-8aee-bea68c6877ab https://share.transistor.fm/s/816311d3 Effective communication under pressure isn’t just a sports skill, it’s a sales advantage.


Jen Mueller, longtime sports broadcaster and founder of Talk Sporty to Me, has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be flashy, but instead they’re built on consistency, preparation, clarity, and emotional awareness under pressure. 

She also reveals what sales professionals can learn from sideline interviews, game-day prep, and the power of showing up. She explains how to make your conversations count, build trust through repetition, and deliver feedback that actually moves the needle, because impactful communication doesn’t require long meetings. It often comes down to brief, well-prepared, intentional interactions.

In this episode, you’ll learn:

  • Game-Time Communication: Why preparation and clarity lead to more meaningful business conversations.
  • The Power of Consistency: How small, everyday moments build long-term trust and influence.
  • Authenticity and Feedback: The secret to giving (and receiving) high-impact coaching that drives performance.
  • Make It Easy to Respond: Why framing your questions well leads to better answers and faster progress.


Resources:

Jump into the conversation:


(00:00) Meet Jen Mueller

(01:11) Jen’s journey into sports broadcasting

(02:51) Career milestones and sideline stories

(05:42) What sports taught Jen about business communication

(07:59) The power of preparation and consistency

(19:58) Giving feedback and celebrating small wins

(30:19) Lightning round and a final communication tip

]]> Effective communication under pressure isn’t just a sports skill, it’s a sales advantage.


Jen Mueller, longtime sports broadcaster and founder of Talk Sporty to Me, has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be flashy, but instead they’re built on consistency, preparation, clarity, and emotional awareness under pressure. 

She also reveals what sales professionals can learn from sideline interviews, game-day prep, and the power of showing up. She explains how to make your conversations count, build trust through repetition, and deliver feedback that actually moves the needle, because impactful communication doesn’t require long meetings. It often comes down to brief, well-prepared, intentional interactions.

In this episode, you’ll learn:

  • Game-Time Communication: Why preparation and clarity lead to more meaningful business conversations.
  • The Power of Consistency: How small, everyday moments build long-term trust and influence.
  • Authenticity and Feedback: The secret to giving (and receiving) high-impact coaching that drives performance.
  • Make It Easy to Respond: Why framing your questions well leads to better answers and faster progress.


Resources:

Jump into the conversation:


(00:00) Meet Jen Mueller

(01:11) Jen’s journey into sports broadcasting

(02:51) Career milestones and sideline stories

(05:42) What sports taught Jen about business communication

(07:59) The power of preparation and consistency

(19:58) Giving feedback and celebrating small wins

(30:19) Lightning round and a final communication tip

]]> Thu, 21 Aug 2025 15:50:30 +0000 Integrity Solutions Integrity Solutions 2020 Effective communication under pressure isn’t just a sports skill, it’s a sales advantage.


Jen Mueller, longtime sports broadcaster and founder of Talk Sporty to Me, has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be flashy, but instead they’re built on consistency, preparation, clarity, and emotional awareness under pressure. 

She also reveals what sales professionals can learn from sideline interviews, game-day prep, and the power of showing up. She explains how to make your conversations count, build trust through repetition, and deliver feedback that actually moves the needle, because impactful communication doesn’t require long meetings. It often comes down to brief, well-prepared, intentional interactions.

In this episode, you’ll learn:

  • Game-Time Communication: Why preparation and clarity lead to more meaningful business conversations.
  • The Power of Consistency: How small, everyday moments build long-term trust and influence.
  • Authenticity and Feedback: The secret to giving (and receiving) high-impact coaching that drives performance.
  • Make It Easy to Respond: Why framing your questions well leads to better answers and faster progress.


Resources:

Jump into the conversation:


(00:00) Meet Jen Mueller

(01:11) Jen’s journey into sports broadcasting

(02:51) Career milestones and sideline stories

(05:42) What sports taught Jen about business communication

(07:59) The power of preparation and consistency

(19:58) Giving feedback and celebrating small wins

(30:19) Lightning round and a final communication tip

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 115 Resilience and Relationships in Wealth Management with Brad Jung 119 119 Ep 115 Resilience and Relationships in Wealth Management with Brad Jung full c73f21f6-808d-4f57-9d34-a1bc7b8e87f2 https://share.transistor.fm/s/b485cb2c Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. 

Brad Jung, Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments, reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in sales has shifted from simply pushing products to truly understanding and meeting client needs. Brad also emphasizes the importance of mentorship and nurturing emerging sales talent. He explains how a culture of continuous learning and personal development is key to long-term success.

In this episode, you’ll learn:

  • The Power of Resilience: Why top performers excel by staying adaptable through highs and lows.
  • Building Relationships at Scale: How trust and deep listening drive successful sales conversations.
  • The Importance of Personalization: Why leading with process, not just product, sets great salespeople apart.
  • Investing in the Future: How creating a learning culture helps sales teams grow and thrive, and why mentorship plays a key role in team development.


Resources:

Jump into the conversation:

(00:00) Meet Brad Jung

(02:12) Brad’s journey into financial services

(03:57) The mission of financial services

(05:52) The importance of personal connection in sales

(06:59) Adapting to technology in sales

(08:46) Key traits of top performers

(11:17) Building trust and emotional connection

(13:52) A personal success story

(20:41) Training the next generation of sales talent

(23:49) Timeless skills and career-changing moments

]]> Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. 

Brad Jung, Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments, reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in sales has shifted from simply pushing products to truly understanding and meeting client needs. Brad also emphasizes the importance of mentorship and nurturing emerging sales talent. He explains how a culture of continuous learning and personal development is key to long-term success.

In this episode, you’ll learn:

  • The Power of Resilience: Why top performers excel by staying adaptable through highs and lows.
  • Building Relationships at Scale: How trust and deep listening drive successful sales conversations.
  • The Importance of Personalization: Why leading with process, not just product, sets great salespeople apart.
  • Investing in the Future: How creating a learning culture helps sales teams grow and thrive, and why mentorship plays a key role in team development.


Resources:

Jump into the conversation:

(00:00) Meet Brad Jung

(02:12) Brad’s journey into financial services

(03:57) The mission of financial services

(05:52) The importance of personal connection in sales

(06:59) Adapting to technology in sales

(08:46) Key traits of top performers

(11:17) Building trust and emotional connection

(13:52) A personal success story

(20:41) Training the next generation of sales talent

(23:49) Timeless skills and career-changing moments

]]> Thu, 07 Aug 2025 09:00:00 +0000 Integrity Solutions Integrity Solutions 1701 Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. 

Brad Jung, Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments, reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in sales has shifted from simply pushing products to truly understanding and meeting client needs. Brad also emphasizes the importance of mentorship and nurturing emerging sales talent. He explains how a culture of continuous learning and personal development is key to long-term success.

In this episode, you’ll learn:

  • The Power of Resilience: Why top performers excel by staying adaptable through highs and lows.
  • Building Relationships at Scale: How trust and deep listening drive successful sales conversations.
  • The Importance of Personalization: Why leading with process, not just product, sets great salespeople apart.
  • Investing in the Future: How creating a learning culture helps sales teams grow and thrive, and why mentorship plays a key role in team development.


Resources:

Jump into the conversation:

(00:00) Meet Brad Jung

(02:12) Brad’s journey into financial services

(03:57) The mission of financial services

(05:52) The importance of personal connection in sales

(06:59) Adapting to technology in sales

(08:46) Key traits of top performers

(11:17) Building trust and emotional connection

(13:52) A personal success story

(20:41) Training the next generation of sales talent

(23:49) Timeless skills and career-changing moments

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 114 Drive Meaningful Engagement, Not Just Metrics with Em Holldorf 118 118 Ep 114 Drive Meaningful Engagement, Not Just Metrics with Em Holldorf full 1707717c-7606-4300-a310-fb5c0a30a16f https://share.transistor.fm/s/c03d2676 Building authentic connections through marketing is more important than ever, especially in an age of automation.

Em Holldorf, Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective marketing, especially when resources are tight. Em also reflects on real lessons from the field and why authentic conversations, not polished messaging, are the future of marketing.

In this episode, you’ll learn:

  • Marketing with Purpose: Why aligning to values and mission creates more meaningful results.
  • Cross-Functional Collaboration: How to break down silos and build momentum across teams.
  • Creativity Over Budget: The mindset shift that turns constraints into innovation.
  • Authenticity in the AI Age: How to bring back the human touch in content, email, and brand storytelling.


Resources:

Jump into the conversation:

(00:21) Meet Em Holldorf

(03:13) Em’s journey into marketing

(05:47) Career highlights and industry shifts

(10:42) The importance of human-centric marketing

(22:09) Marketing war stories: Trade show chaos

(24:41) Upcoming events and conferences

(25:30) Marketing trends: The human touch in the age of AI

(29:19) Excitement for the future at Integrity Solutions

]]> Building authentic connections through marketing is more important than ever, especially in an age of automation.

Em Holldorf, Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective marketing, especially when resources are tight. Em also reflects on real lessons from the field and why authentic conversations, not polished messaging, are the future of marketing.

In this episode, you’ll learn:

  • Marketing with Purpose: Why aligning to values and mission creates more meaningful results.
  • Cross-Functional Collaboration: How to break down silos and build momentum across teams.
  • Creativity Over Budget: The mindset shift that turns constraints into innovation.
  • Authenticity in the AI Age: How to bring back the human touch in content, email, and brand storytelling.


Resources:

Jump into the conversation:

(00:21) Meet Em Holldorf

(03:13) Em’s journey into marketing

(05:47) Career highlights and industry shifts

(10:42) The importance of human-centric marketing

(22:09) Marketing war stories: Trade show chaos

(24:41) Upcoming events and conferences

(25:30) Marketing trends: The human touch in the age of AI

(29:19) Excitement for the future at Integrity Solutions

]]> Thu, 24 Jul 2025 09:00:00 +0000 Integrity Solutions Integrity Solutions 1879 Building authentic connections through marketing is more important than ever, especially in an age of automation.

Em Holldorf, Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective marketing, especially when resources are tight. Em also reflects on real lessons from the field and why authentic conversations, not polished messaging, are the future of marketing.

In this episode, you’ll learn:

  • Marketing with Purpose: Why aligning to values and mission creates more meaningful results.
  • Cross-Functional Collaboration: How to break down silos and build momentum across teams.
  • Creativity Over Budget: The mindset shift that turns constraints into innovation.
  • Authenticity in the AI Age: How to bring back the human touch in content, email, and brand storytelling.


Resources:

Jump into the conversation:

(00:21) Meet Em Holldorf

(03:13) Em’s journey into marketing

(05:47) Career highlights and industry shifts

(10:42) The importance of human-centric marketing

(22:09) Marketing war stories: Trade show chaos

(24:41) Upcoming events and conferences

(25:30) Marketing trends: The human touch in the age of AI

(29:19) Excitement for the future at Integrity Solutions

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 113 Connect Authentically and Influence Effectively with Lauren Deal 117 117 Ep 113 Connect Authentically and Influence Effectively with Lauren Deal full b66fc4f5-1c70-4ed8-8f11-98ed4eaf47b4 https://share.transistor.fm/s/7c3c8979 Connecting with others through a screen isn't easy, but it’s now essential.


Lauren Deal, former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals can adapt the same mindset to connect more deeply with customers and lead with presence.

From storytelling with emotional stakes to managing impostor syndrome in real time, Lauren breaks down what it takes to build meaningful relationships in high-stakes conversations. She also shares practical ways to improve your virtual presence, reset your mindset before a big call, and deliver your message with confidence.

In this episode, you’ll learn:

  • Confidence on Camera: How to show up as yourself and speak with purpose.
  • Storytelling That Connects: Ways to frame your message so it resonates and sticks.
  • Emotional Intelligence in Action: Tips for reading the room and adjusting with intention.
  • Virtual Presence: Simple changes to build stronger connection through the screen.


Resources:

Jump into the conversation:
(00:00) Meet Lauren Deal

(02:53) From kindergarten classroom to live TV

(05:00) Storytelling tips that make messages stick

(07:10) Why emotion drives customer decisions

(09:48) Performing under pressure without losing authenticity

(11:27) How emotional intelligence shapes sales success

(15:53) Building confidence before high-stakes conversations

(21:54) Virtual presence mistakes that break connection

]]> Connecting with others through a screen isn't easy, but it’s now essential.


Lauren Deal, former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals can adapt the same mindset to connect more deeply with customers and lead with presence.

From storytelling with emotional stakes to managing impostor syndrome in real time, Lauren breaks down what it takes to build meaningful relationships in high-stakes conversations. She also shares practical ways to improve your virtual presence, reset your mindset before a big call, and deliver your message with confidence.

In this episode, you’ll learn:

  • Confidence on Camera: How to show up as yourself and speak with purpose.
  • Storytelling That Connects: Ways to frame your message so it resonates and sticks.
  • Emotional Intelligence in Action: Tips for reading the room and adjusting with intention.
  • Virtual Presence: Simple changes to build stronger connection through the screen.


Resources:

Jump into the conversation:
(00:00) Meet Lauren Deal

(02:53) From kindergarten classroom to live TV

(05:00) Storytelling tips that make messages stick

(07:10) Why emotion drives customer decisions

(09:48) Performing under pressure without losing authenticity

(11:27) How emotional intelligence shapes sales success

(15:53) Building confidence before high-stakes conversations

(21:54) Virtual presence mistakes that break connection

]]> Thu, 10 Jul 2025 09:00:00 +0000 Integrity Solutions Integrity Solutions 1777 Connecting with others through a screen isn't easy, but it’s now essential.


Lauren Deal, former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals can adapt the same mindset to connect more deeply with customers and lead with presence.

From storytelling with emotional stakes to managing impostor syndrome in real time, Lauren breaks down what it takes to build meaningful relationships in high-stakes conversations. She also shares practical ways to improve your virtual presence, reset your mindset before a big call, and deliver your message with confidence.

In this episode, you’ll learn:

  • Confidence on Camera: How to show up as yourself and speak with purpose.
  • Storytelling That Connects: Ways to frame your message so it resonates and sticks.
  • Emotional Intelligence in Action: Tips for reading the room and adjusting with intention.
  • Virtual Presence: Simple changes to build stronger connection through the screen.


Resources:

Jump into the conversation:
(00:00) Meet Lauren Deal

(02:53) From kindergarten classroom to live TV

(05:00) Storytelling tips that make messages stick

(07:10) Why emotion drives customer decisions

(09:48) Performing under pressure without losing authenticity

(11:27) How emotional intelligence shapes sales success

(15:53) Building confidence before high-stakes conversations

(21:54) Virtual presence mistakes that break connection

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 112 Coaching for Success and Leading with Purpose with Danita High 116 116 Ep 112 Coaching for Success and Leading with Purpose with Danita High full ec23f37c-06ac-4d9c-ac51-9a7ec3f405ab https://share.transistor.fm/s/0c731e79 Creating a culture of coaching and leading with purpose can transform both people and businesses.


Danita High, Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal growth, all rooted in empathy and trust.

Listeners will gain valuable insights on how to recognize signs of burnout, the importance of connecting with employees, and why coaching should be seen as a gift rather than a corrective tool. Danita also emphasizes the significance of creating a culture where every leader feels empowered to grow, and how investing in coaching can lead to profound, lasting change.

In this episode, you’ll learn:

  • Leading with Purpose: Learn how to cultivate a leadership mindset that prioritizes people and their growth.
  • Coaching as a Catalyst: Discover how coaching drives engagement, reduces burnout, and fosters sustainable success.
  • Building Buy-In: Strategies for gaining support from all levels, from executives to managers, for coaching programs.
  • Transformational Leadership: Understand the power of empathy and intentionality in shaping a thriving workplace culture.

Resources:

Jump into the conversation:
(00:00) Meet Danita High

(02:58) The need for coaching

(05:38) Recognizing signs of burnout

(09:24) Personalizing coaching for leaders

(13:26) Embedding coaching into culture

(17:22) Finding culture champions within teams

(21:12) Transforming lives through coaching

(24:13) Overcoming resistance and hesitations to coaching

]]> Creating a culture of coaching and leading with purpose can transform both people and businesses.


Danita High, Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal growth, all rooted in empathy and trust.

Listeners will gain valuable insights on how to recognize signs of burnout, the importance of connecting with employees, and why coaching should be seen as a gift rather than a corrective tool. Danita also emphasizes the significance of creating a culture where every leader feels empowered to grow, and how investing in coaching can lead to profound, lasting change.

In this episode, you’ll learn:

  • Leading with Purpose: Learn how to cultivate a leadership mindset that prioritizes people and their growth.
  • Coaching as a Catalyst: Discover how coaching drives engagement, reduces burnout, and fosters sustainable success.
  • Building Buy-In: Strategies for gaining support from all levels, from executives to managers, for coaching programs.
  • Transformational Leadership: Understand the power of empathy and intentionality in shaping a thriving workplace culture.

Resources:

Jump into the conversation:
(00:00) Meet Danita High

(02:58) The need for coaching

(05:38) Recognizing signs of burnout

(09:24) Personalizing coaching for leaders

(13:26) Embedding coaching into culture

(17:22) Finding culture champions within teams

(21:12) Transforming lives through coaching

(24:13) Overcoming resistance and hesitations to coaching

]]> Thu, 26 Jun 2025 17:12:38 +0000 Integrity Solutions Integrity Solutions 1871 Creating a culture of coaching and leading with purpose can transform both people and businesses.


Danita High, Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal growth, all rooted in empathy and trust.

Listeners will gain valuable insights on how to recognize signs of burnout, the importance of connecting with employees, and why coaching should be seen as a gift rather than a corrective tool. Danita also emphasizes the significance of creating a culture where every leader feels empowered to grow, and how investing in coaching can lead to profound, lasting change.

In this episode, you’ll learn:

  • Leading with Purpose: Learn how to cultivate a leadership mindset that prioritizes people and their growth.
  • Coaching as a Catalyst: Discover how coaching drives engagement, reduces burnout, and fosters sustainable success.
  • Building Buy-In: Strategies for gaining support from all levels, from executives to managers, for coaching programs.
  • Transformational Leadership: Understand the power of empathy and intentionality in shaping a thriving workplace culture.

Resources:

Jump into the conversation:
(00:00) Meet Danita High

(02:58) The need for coaching

(05:38) Recognizing signs of burnout

(09:24) Personalizing coaching for leaders

(13:26) Embedding coaching into culture

(17:22) Finding culture champions within teams

(21:12) Transforming lives through coaching

(24:13) Overcoming resistance and hesitations to coaching

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas 115 115 Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas full 5592f281-775b-4697-a01a-04e22078c20c https://share.transistor.fm/s/a69a49ef Emotional intelligence shapes how top performers lead and sell.


Chuck Karvelas, longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations.

Listeners will take away practical ways to build trust faster, lead with curiosity, and reframe resistance by understanding what’s beneath the surface. Chuck also shares lessons from product launches, team development, and even parenting, all through the lens of mindset and emotional awareness.

In this episode, you’ll learn:

  • Client Longevity: Creating outcomes that inspire decades-long partnerships.
  • Sales Culture: Fusing skillset and mindset for stronger performance.
  • Personality Dynamics: Adapting style to meet clients where they are.
  • Purposeful Process: Equipping teams to thrive through uncertainty.


Resources:

Jump into the conversation:
(00:00) Meet Chuck Karvelas

(02:14) Chuck’s path from acting to pharma

(04:12) Listening as a leadership advantage

(07:14) Empathy drives collaboration in science

(10:16) Slow down to create change

(14:04) How habits form and stick

(20:41) Reframing objections with neuroscience

(26:39) Parenting, autism, and awareness

]]> Emotional intelligence shapes how top performers lead and sell.


Chuck Karvelas, longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations.

Listeners will take away practical ways to build trust faster, lead with curiosity, and reframe resistance by understanding what’s beneath the surface. Chuck also shares lessons from product launches, team development, and even parenting, all through the lens of mindset and emotional awareness.

In this episode, you’ll learn:

  • Client Longevity: Creating outcomes that inspire decades-long partnerships.
  • Sales Culture: Fusing skillset and mindset for stronger performance.
  • Personality Dynamics: Adapting style to meet clients where they are.
  • Purposeful Process: Equipping teams to thrive through uncertainty.


Resources:

Jump into the conversation:
(00:00) Meet Chuck Karvelas

(02:14) Chuck’s path from acting to pharma

(04:12) Listening as a leadership advantage

(07:14) Empathy drives collaboration in science

(10:16) Slow down to create change

(14:04) How habits form and stick

(20:41) Reframing objections with neuroscience

(26:39) Parenting, autism, and awareness

]]> Thu, 12 Jun 2025 04:00:00 +0000 Integrity Solutions Integrity Solutions 1816 Emotional intelligence shapes how top performers lead and sell.


Chuck Karvelas, longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations.

Listeners will take away practical ways to build trust faster, lead with curiosity, and reframe resistance by understanding what’s beneath the surface. Chuck also shares lessons from product launches, team development, and even parenting, all through the lens of mindset and emotional awareness.

In this episode, you’ll learn:

  • Client Longevity: Creating outcomes that inspire decades-long partnerships.
  • Sales Culture: Fusing skillset and mindset for stronger performance.
  • Personality Dynamics: Adapting style to meet clients where they are.
  • Purposeful Process: Equipping teams to thrive through uncertainty.


Resources:

Jump into the conversation:
(00:00) Meet Chuck Karvelas

(02:14) Chuck’s path from acting to pharma

(04:12) Listening as a leadership advantage

(07:14) Empathy drives collaboration in science

(10:16) Slow down to create change

(14:04) How habits form and stick

(20:41) Reframing objections with neuroscience

(26:39) Parenting, autism, and awareness

]]> selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions 114 114 Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions full tag:soundcloud,2010:tracks/2096747937 https://share.transistor.fm/s/8e311af5 Thu, 29 May 2025 09:00:26 +0000 Mental Selling Mental Selling 1476 Resilience sets the foundation for meaningful growth in modern sales. Brett Shively, CEO of Integrity Solutions, shares how a people-first mindset, repeatable systems, and core values drive long-term success. With decades of experience in the learning and development space, Brett reflects on what it really means to lead with character and purpose through shifting markets and business uncertainty. Listeners will hear how behavioral awareness, thoughtful process, and a focus on relationships transform sales outcomes. Brett also unpacks the importance of mindset, grit, and how sellers can adapt without losing integrity. In this episode, you’ll learn: 1. Client Longevity: Creating outcomes that inspire decades-long partnerships. 2. Sales Culture: Fusing skillset and mindset for stronger performance. 3. Personality Dynamics: Adapting style to meet clients where they are. 4. Purposeful Process: Equipping teams to thrive through uncertainty. Resources: Brett Shively’s LinkedIn: https://www.linkedin.com/in/brettshively/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Brett Shively (01:27) Building resilience when sales gets tough (03:52) How process-first selling shaped Brett’s path (05:20) The legacy and impact of Integrity Selling (08:29) Mindset and skill set in sales performance (10:32) Real stories of long-term client success (14:29) Using behavioral styles to build trust (20:24) Selling with integrity in uncertain markets Resilience sets the foundation for meaningful growth in modern sales. Brett Shively, CEO of Integrity Solutions, shares how a people-first mindset, repeatable systems, and core values drive long-term success. With decades of experience in the learning an selling, sales, mentality, mental, integrity solutions, technology, leadership No Hayley Parr Ep 109 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group 113 113 Ep 109 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group full tag:soundcloud,2010:tracks/2096496726 https://share.transistor.fm/s/f89e0cb0 Thu, 15 May 2025 18:23:34 +0000 Mental Selling Mental Selling 2282 Performance starts with the foundations, and high performers never lose sight of what got them there. Derek Roberts, President of Roberts Business Group is back with Mental Selling host Hayley Parr to discuss what really drives sales teams to hit their potential. Derek shares stories from his decades in sales leadership, explains why selling is a noble profession, and uncovers the habits and disciplines that separate the best from the rest. Along the way, Derek discusses the qualities of successful sellers, details strategies for effective coaching, and offers an inside look at the Congruence Model from Integrity Solutions. He also reflects on his work with nonprofits, providing inspiration for anyone selling with purpose, regardless of industry. In this episode, you’ll learn: 1. Goal Clarity in Action: Why personal ownership of goals outpaces external targets. 2. Coaching Beyond the Basics: How leaders develop professionalism and productivity. 3. Navigating Change: Techniques for thriving when markets shift or growth slows. 4. Mission-Driven Selling: Real-world lessons for connecting purpose to productivity in any organization. Resources: Derek Roberts’ LinkedIn: https://www.linkedin.com/in/derekroberts1/ Learn more about Roberts Business Group: https://www.robertsbg.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Derek Roberts (02:10) Derek’s journey: Childhood sales to coaching (06:59) High-performing sales teams: Goal clarity and drive (09:32) Pre-call planning: Big goals vs. conversation goals (13:52) Moving beyond transactional sales (20:38) The Congruence Model: Aligning motivation with performance (24:33) Overcoming misalignment in sales teams (27:53) Sales in nonprofits: Mission, margin, and impact (33:06) AI, physical intelligence, and preparing to sell Performance starts with the foundations, and high performers never lose sight of what got them there. Derek Roberts, President of Roberts Business Group is back with Mental Selling host Hayley Parr to discuss what really drives sales teams to hit their selling, sales, mentality, mental, integrity solutions, technology, leadership No Hayley Parr Ep 108 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association 112 112 Ep 108 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association full tag:soundcloud,2010:tracks/2083601130 https://share.transistor.fm/s/5ab0c501 Thu, 01 May 2025 09:00:56 +0000 Mental Selling Mental Selling 1965 Courage is key to shaping the future of sales and leadership. Duncan Taylor, COO and SVP of the Washington Bankers Association, reveals how attributes such as bravery, ethics, and understanding drive success in evolving industries. With a career that ranges from technology startups to nonprofit work, Duncan offers a refreshing take on developing talent and building effective leaders. Listeners will gain insight into the challenges of hiring and retention, the balance between innovation and compliance, and the significant impact of coaching on workforce performance In this episode, you’ll learn: 1. Courageous Leadership: Embracing fearlessness and integrity in decision-making. 2. Pathways to Inclusion: Expanding talent pipelines beyond traditional parameters. 3. Power of Mentorship: Fostering authentic human connections to maximize growth. 4. Cultural Transformation: Aligning compliance with community-centric initiatives for equitable access. Resources: Duncan Taylor’s LinkedIn: https://www.linkedin.com/in/duncanjtaylor/ Learn more about Washington Bankers Association: https://www.wabankers.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Duncan Taylor (04:54) Addressing pain points: hiring and retention trends (05:38) Bridging the generational talent gap (08:38) Inclusion and compliance in financial services (10:26) The power of coaching in millennial and Gen Z engagement (17:03) The evolving perception of sales in banking (20:05) Continuous learning in a rapidly changing industry (24:18) Embracing integrity and values-based sales (27:35) The influence of integrity selling on leadership Courage is key to shaping the future of sales and leadership. Duncan Taylor, COO and SVP of the Washington Bankers Association, reveals how attributes such as bravery, ethics, and understanding drive success in evolving industries. With a career that ra selling, sales, mentality, mental, integrity solutions, technology, leadership No Hayley Parr Ep 107 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions 111 111 Ep 107 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions full tag:soundcloud,2010:tracks/2073457984 https://share.transistor.fm/s/76d78ec3 Thu, 17 Apr 2025 09:00:30 +0000 Mental Selling Mental Selling 1412 Selling with integrity is how lasting relationships are truly built. Mike O’Brien, EVP of Sales at Integrity Solutions, shares how values like trust, honesty, and curiosity shape the way great sellers show up for their clients. With a background that spans marketing, product, and sales leadership, Mike brings a unique perspective on what it really means to be an advocate for the buyer. You’ll also hear Mike break down why coaching matters, how to lead under pressure, and what sales teams often overlook when it comes to data and alignment. In this episode, you’ll learn: 1. Building Real Credibility: Why small, consistent actions matter more than big pitches. 2. Early-Career Coaching: How to help new reps develop confidence without relying on pressure tactics. 3. Data with Purpose: The role of CRM, KPIs, and clean handoffs in stronger go-to-market execution. 4. Redefining Success: Why long-term relationships—and not just quota—measure true sales impact. Resources: Mike O’Brien’s LinkedIn: https://www.linkedin.com/in/execleadership/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Mike O’Brien (02:39) Mike’s path from marketing to sales leadership (04:51) Redefining the role of a modern salesperson (06:30) How small moments build lasting credibility (10:56) When integrity is tested in high-pressure deals (13:03) Coaching early-career reps through the noise (17:20) Why sales data matters more than you think (20:26) What success looks like beyond hitting quota Selling with integrity is how lasting relationships are truly built. Mike O’Brien, EVP of Sales at Integrity Solutions, shares how values like trust, honesty, and curiosity shape the way great sellers show up for their clients. With a background that spa selling, sales, mentality, mental, integrity solutions, technology, leadership No Hayley Parr Ep 106 Meet the New Host of Mental Selling by Integrity Solutions, Hayley Parr 110 110 Ep 106 Meet the New Host of Mental Selling by Integrity Solutions, Hayley Parr full tag:soundcloud,2010:tracks/2069621244 https://share.transistor.fm/s/221928d0 Thu, 03 Apr 2025 00:00:00 +0000 Mental Selling Mental Selling 414 It’s a new chapter for Mental Selling. Hayley Parr, Head of Marketing at Integrity Solutions, steps in as the new host, bringing a marketer’s perspective to sales. While she’s never carried a quota, she knows that great sales and marketing go hand in hand—and she’s here to listen, learn, and lead meaningful conversations. The essence of the show isn’t changing. This is still your go-to destination for sales insights and expertise, and Hayley is excited to learn from sales leaders and hear real stories about what drives success in today’s market. Tune in as Mental Selling continues to explore how mindset, connection, and purpose fuel better sales outcomes. In this episode, you’ll learn: 1. Why confidence, curiosity, and resilience set top performers apart. 2. How better collaboration leads to stronger customer relationships and results. 3. Why understanding your audience is the key to effective sales and marketing strategies. Resources: Connect with Hayley: https://www.linkedin.com/in/hayley-parr-mba-519b4a43/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Hayley Parr (00:39) Why sales and marketing work better together (02:41) The mindset shift that drives sales success (05:33) What’s next for Mental Selling It’s a new chapter for Mental Selling. Hayley Parr, Head of Marketing at Integrity Solutions, steps in as the new host, bringing a marketer’s perspective to sales. While she’s never carried a quota, she knows that great sales and marketing go hand in han selling, sales, mentality, mental, integrity solutions, technology, leadership No Hayley Parr Ep 105 [Replay] How to Stand Out and Become Irreplaceable in Sales 109 109 Ep 105 [Replay] How to Stand Out and Become Irreplaceable in Sales full tag:soundcloud,2010:tracks/2026514596 https://share.transistor.fm/s/f374f1f1 Thu, 20 Mar 2025 09:00:08 -0100 Mental Selling Mental Selling 2424 In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort. In this conversation, William Vanderbloemen, author, CEO and Founder of Vanderbloemen Search Group, discusses the importance of mastering these 12 unicorn habits for sales excellence. He shares personal anecdotes and examples to illustrate how each habit plays a crucial role in sales success. From being fast in responding to inquiries to cultivating authenticity and solving problems, William highlights the practicality and effectiveness of these habits in building trust and driving sales. Furthermore, William encourages salespeople to start with the habits that resonate most with them or come easiest, building momentum as they progress. Tune in to learn and take the first step towards becoming a sales unicorn today. In this episode, you’ll learn: - Why becoming irreplaceable in sales hinges not on self-promotion but in the art of attentive listening and genuine interest in others. - The power of aligning sales efforts with a higher purpose to resonate with customers and drive growth and profitability toward the brand. - How authenticity, purpose-driven selling, self-awareness, and integrity can revolutionize your approach to sales and will set you apart in a crowded marketplace. - The importance of thorough hiring processes helps companies minimize the risk of hiring mistakes and ensure to building of high-performing teams that drive sales success. - The power of deflecting conversations that creates space for customers to express themselves fully and make them feel heard. Jump into the conversation: [00:00] Introduction [04:20] The Habit of Being Fast [11:21] How to be Authentic in Sales [18:24] Be Driven by a North Star [25:25] Avoiding Hiring Mistakes [31:42] Why Self-Awareness is Rare [34:27] On Punctuality and Integrity William Vanderbloemen is an entrepreneur, pastor, speaker, author, CEO, and Founder of Vanderbloemen Search Group, an executive search firm serving churches, ministries, and faith-based organizations. Before founding Vanderbloemen Search Group, William studied executive search under a mentor with over 25 years of executive search at the highest level. His learning taught him the best corporate practices, including the search strategies used by the internationally known firm Russell Reynolds. These experiences have come together with his pastoral work to form a unique gift for helping churches and ministries build great teams by finding their key staff. Resources: Follow William on LinkedIn: www.linkedin.com/in/williamvanderbloemen/ On X/Twitter: twitter.com/VanderbloemenSG William's website: Vanderbloemen.com William’s Books: Be the Unicorn, 12 Data-Driven Habits that Separate the Best Leaders from the Rest; Culture Wins In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and mas selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 104 [Replay] Leaning Into Your Strengths to Thrive in Sales 108 108 Ep 104 [Replay] Leaning Into Your Strengths to Thrive in Sales full tag:soundcloud,2010:tracks/2026508332 https://share.transistor.fm/s/5858fe1b Thu, 06 Mar 2025 09:00:06 -0100 Mental Selling Mental Selling 2045 Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being. Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve performance and business outcomes through sociocultural drivers. Her focal points at Gallup are in Strengths-Based development, workplace practices, and development training to improve performance and business outcomes. In this conversation, Jaclynn discusses the challenges salespeople face in maintaining their well-being and performance in the workplace. She explains the importance of self-awareness to recognize burnout. Join us as she shares her insight on how sales professionals can build resilience and navigate burnout in their role. In this episode, you’ll learn: 1. Why Burnout is a Sales Killer: How recognizing early signs of burnout can help salespeople protect their well-being and stay engaged in their work. 2. The Power of Strengths-Based Selling: Why focusing on natural talents leads to better performance, job satisfaction, and long-term success. 3. Saying No to Say Yes: How setting boundaries and managing commitments can prevent overwork and create a more sustainable sales career. 4. The Role of Accountability Partners: Why peer mentorship and manager support are essential for maintaining motivation and avoiding burnout. 5. Aligning Values with Sales Success: How understanding your personal values strengthens relationships with customers and drives meaningful impact. Resources: Jaclynn’s LinkedIn: www.linkedin.com/in/jaclynnrobinson Learn more about Jaclynn: www.jaclynnrobinson.com Gallup: www.gallup.com Jump into the conversation: (00:00) Meet Dr. Jacqueline Robinson (00:57) The rise of burnout in sales—and why it’s still a major issue (02:50) How well-being and strengths-based development impact sales performance (06:10) Thriving vs. struggling: Identifying patterns in your work habits (09:45) Overcommitment and the dangers of always being “on” in sales (12:30) The value of accountability partners and peer mentorship (16:00) Why salespeople struggle to say no—and how to set boundaries (19:20) Aligning personal values with sales success (22:40) Strengths-based development: What it is and why it matters (27:15) How to work with your manager to gain role clarity (30:40) Building resilience to handle sales pressure and rejection (33:00) Final thoughts: How to create a sustainable, fulfilling sales career Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enh selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 103 [Replay] What the Top 1% of Sales Performers Believe 107 107 Ep 103 [Replay] What the Top 1% of Sales Performers Believe full tag:soundcloud,2010:tracks/2026487284 https://share.transistor.fm/s/35369fdb Thu, 20 Feb 2025 09:00:06 -0100 Mental Selling Mental Selling 2975 Scott Ingram is a sales expert and podcast host who has interviewed top performers in the industry to uncover the secrets to their success. He is passionate about helping salespeople understand the importance of mindset, belief, and productivity in achieving success. Better said, he helps salespeople unlock their superpower. In this episode, Scott reveals how top sales performers achieve high performance through self-belief, productivity, and customer knowledge. He challenges the lazy management-by-numbers approach and even breaks down unfair stereotypes about sales. In this episode, you’ll learn: 1. The Mindset of Top Performers: Why belief in your product, your process, and yourself, is the foundation of high sales performance. 2. How Sales Superpowers Drive Success: The top 1% of sales professionals leverage their unique strengths instead of trying to fit a one-size-fits-all playbook. 3. Coaching Beyond the Numbers: Why great sales leaders don’t just manage metrics, they help reps uncover their ‘why’ and build confidence in their approach. 4. Rethinking Quotas and Compensation: How traditional quota structures may be demotivating your team, and what a more effective, psychology-driven model looks like. 5. Content as a Relationship Builder: Why high-impact sales professionals use content to open doors, create trust, and strengthen customer relationships. Resources: - Scott’s LinkedIn: www.linkedin.com/in/scottingram/ - Sales Success Stories Podcast: top1.fm/all-sales-podcast-episodes/ - Daily Sales Tips Podcast: podcasts.google.com/feed/aHR0cHM6Ly…QAAAAAQAQ&hl=en Jump into the conversation: (00:00) Meet Scott Ingram (01:20) What sets top 1% sales performers apart (02:40) The three core beliefs that drive sales success (05:00) Why mindset is more important than sales tactics (07:10) Redefining sales as a service profession (10:15) Coaching beyond the numbers: Developing belief and confidence (14:00) How top performers identify and lean into their sales superpowers (18:30) Quotas, compensation, and the psychology of motivation (23:00) Why salespeople should focus on customer knowledge over product knowledge (27:40) The role of content in relationship-building and sales success (32:00) Goal setting vs. habit setting: What really drives performance (36:30) The biggest leadership mistake: Promoting top sellers into management (42:00) What today’s buyers really want from sales professionals (47:00) The mindset shift that takes you from good to top 1% Scott Ingram is a sales expert and podcast host who has interviewed top performers in the industry to uncover the secrets to their success. He is passionate about helping salespeople understand the importance of mindset, belief, and productivity in achiev selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 102 Reinventing Success in Sales 106 106 Ep 102 Reinventing Success in Sales full tag:soundcloud,2010:tracks/1989889103 https://share.transistor.fm/s/f993a7da Thu, 06 Feb 2025 09:00:05 -0100 Mental Selling Mental Selling 2640 In sales, the right culture can make or break your results. Bob Kelly, Chairman of the Sales Management Association, discusses why a thriving sales culture is essential for success. He explains how ethical practices, transparency, and a commitment to continuous learning shape the foundation of high-performing teams. In this episode, Bob also highlights the critical role that sales managers play in nurturing a positive culture, attracting top talent, and ensuring that every team member feels valued and empowered. In this episode, you’ll learn: 1. The Link Between Sales Culture and Success: How a strong, ethical sales culture can directly impact performance, talent retention, and customer relationships. 2. Coaching as the Secret to Growth: Why coaching should be a priority for sales leaders and how it drives continuous improvement within sales teams. 3. Building Trust Internally to Drive Results: How trust within your sales organization leads to better customer interactions and stronger team cohesion. 4. Goal Setting with Transparency: The importance of clear, fair, and collaborative goal-setting processes in shaping a positive, high-performing sales culture. Resources: Bob Kelly’s LinkedIn: https://www.linkedin.com/in/robertjkelly/ Sales Management Association: https://salesmanagement.org/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Bob Kelly (02:15) Why sales culture is more important than ever (05:30) The role of trust in sales teams (09:00) Sales coaching: the key to continuous growth (12:40) Building trust internally to drive external results (16:10) The importance of transparent goal setting (20:00) Sales enablement and the power of continuous learning (24:00) Creating a collaborative and ethical sales environment (28:00) How to attract and retain top talent through culture (32:30) The future of sales culture and leadership For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ In sales, the right culture can make or break your results. Bob Kelly, Chairman of the Sales Management Association, discusses why a thriving sales culture is essential for success. He explains how ethical practices, transparency, and a commitment to cont selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 101 Building Trust in Sales through Feedback and Candor 105 105 Ep 101 Building Trust in Sales through Feedback and Candor full tag:soundcloud,2010:tracks/1989885023 https://share.transistor.fm/s/4f2bc277 Thu, 23 Jan 2025 09:00:07 -0100 Mental Selling Mental Selling 2251 Feedback is a powerful tool for growth, but how do you create an environment where it becomes part of the culture? In this episode, Dan Greene, Chief Revenue Officer at Radical Candor, shares how feedback shaped his journey from flying planes in the Navy to leading high-performing sales teams at Google. He breaks down the strategies for making feedback more actionable, from real-time debriefs to fostering a collaborative approach where rank doesn’t overshadow learning. He also discusses how leaders can model trust and candor to inspire continuous improvement, and why feedback isn’t just top-down—it’s a two-way street. In this episode, you’ll learn: 1. The secret to impactful feedback: Giving feedback an ongoing cadence accelerates team improvement and builds trust. 2. What makes great leaders stand out: Learn how to model trust, candor, and collaboration to inspire growth and connection within your team. 3. Strategies for real-time improvement: Immediate debriefs after sales calls or presentations can dramatically improve outcomes and build confidence. Resources: Dan Greene’s LinkedIn: https://www.linkedin.com/in/dangreene/ Learn more about Radical Candor: https://www.radicalcandor.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Dan Greene (02:15) Why feedback accelerates improvement (04:30) The debriefing process (09:20) Real-time feedback vs. scheduled reviews (12:10) Creating a culture of trust and candor (14:45) How leaders model feedback behaviors (17:00) Preparing for customer engagement (19:35) Feedback in customer relationships (22:10) Asking purposeful questions to drive improvement (25:20) Overcoming fear of giving feedback (28:15) Building trust through integrity and leadership (31:05) Using feedback to retain customers (34:00) Feedback as a leadership tool For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ Feedback is a powerful tool for growth, but how do you create an environment where it becomes part of the culture? In this episode, Dan Greene, Chief Revenue Officer at Radical Candor, shares how feedback shaped his journey from flying planes in the Nav selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 100 The Secret to Building a Thriving Sales Culture 104 104 Ep 100 The Secret to Building a Thriving Sales Culture full tag:soundcloud,2010:tracks/2005020499 https://share.transistor.fm/s/815548da Wed, 08 Jan 2025 23:00:00 -0100 Mental Selling Mental Selling 2775 Success in sales isn’t just about hitting numbers. It’s about creating deeper connections, building trust, and fostering a culture that drives long-term success. In this episode, Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group and author of upcoming book Flexible Leadership: Navigating Uncertainty and Lead with Confidence, joins Mental Selling for a special 100th episode to share lessons from his 30 years of leadership expertise. Discover how to shape a sales culture that reflects your values, enhance your listening skills to build trust, and embrace flexibility without sacrificing consistency. In this episode, you’ll learn: 1. Success Redefined—Why sales success is about more than numbers and how aligning goals with purpose leads to deeper satisfaction and stronger results. 2. Flexibility Meets Confidence—How embracing adaptability while staying rooted in your values helps you lead effectively through uncertainty. 3. Process Goals in Action—Focusing on actionable steps and milestones drives results and builds momentum over time. 4. Listening That Builds Trust—Why active listening is a game-changer for strengthening relationships with clients, colleagues, and teams. Resources: Kevin Eikenberry’s LinkedIn: https://www.linkedin.com/in/kevineikenberry/ The Kevin Eikenberry Group: https://kevineikenberry.com/ Kevin Eikenberry’s Books: https://kevineikenberry.com/books/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Kevin Eikenberry (06:08) Redefining success in sales beyond quotas (20:33) Why consistency is key to achieving goals (22:44) Shaping a thriving sales culture through shared values (28:04) Building trust by enhancing listening skills (31:50) Breaking the habit of interrupting and becoming a better communicator (36:30) Helping customers connect the dots in problem-solving (40:56) Managing stress and avoiding burnout while achieving ambitious goals For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ Success in sales isn’t just about hitting numbers. It’s about creating deeper connections, building trust, and fostering a culture that drives long-term success. In this episode, Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group and selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 099 The Best of Mental Selling in 2024 103 103 Ep 099 The Best of Mental Selling in 2024 full tag:soundcloud,2010:tracks/1989877435 https://share.transistor.fm/s/c120953b Thu, 26 Dec 2024 09:00:08 -0100 Mental Selling Mental Selling 1035 Sales is more than just closing deals. It’s about the journey, the connections made, and the lessons learned along the way. In this special year-end episode, host Will Milano looks back at the most impactful conversations of 2024 on Mental Selling, highlighting the episodes and ideas that shaped a year of growth and discovery. From uncovering the power of purpose-driven selling to navigating workplace conflict and fostering authentic relationships, this reflection brings together the strategies and stories that have resonated with sales professionals everywhere. Will revisits the key takeaways from guests who brought fresh perspectives to the art of selling and shares what these insights mean for the future of sales. In this episode, you’ll learn: 1. How to build trust through authentic communication: Active listening and showing genuine care in every interaction lay the groundwork for trust and credibility with clients and colleagues. 2. Strategies for embracing conflict: Healthy conflict with clients or coworkers can lead to better solutions, stronger relationships, and a reputation for integrity. 3. Using confidence to fuel success: Confidence isn’t just about what you sell—it’s about knowing your value as a salesperson and creating meaningful connections through authentic selling. 4. Mastering the art of proactive engagement: Engaging early in the buyer’s journey helps you frame problems and position yourself as a trusted advisor, creating more predictable and successful outcomes. Resources: Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: www.listentosellbook.com Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Introduction (01:02) The core themes of 2024 (03:37) Lisa Earle McLeod on purpose-driven selling (05:25) William Vanderbloemen discusses habits of standout sellers (07:36) Meshell R Baker on confidence and value-first selling (09:58) Liane Davey on effective conflict resolution in sales (12:06) Matt Heinz shares strategies for engaging modern buyers (14:13) Allison Shapira on using authenticity to build trust in sales (15:56) Closing reflections and looking ahead to 2025 For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ Sales is more than just closing deals. It’s about the journey, the connections made, and the lessons learned along the way. In this special year-end episode, host Will Milano looks back at the most impactful conversations of 2024 on Mental Selling, highl selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 098 Taking Control of Your Success in Sales 102 102 Ep 098 Taking Control of Your Success in Sales full tag:soundcloud,2010:tracks/1980327339 https://share.transistor.fm/s/c567aa45 Wed, 11 Dec 2024 20:00:19 -0100 Mental Selling Mental Selling 2024 Sales is an unpredictable profession, but success comes from focusing on what you can control. In this episode, Elizabeth Lotardo, VP of Client Services at McLeod & More, Inc., shares insights from her latest book, Leading Yourself. She provides a guide for how sales professionals can navigate ambitious targets, manage challenging workplace dynamics, and handle imperfect bosses. Elizabeth also explains how sellers can take charge of their careers by demonstrating initiative and intentionality about professional development. In this episode, you’ll learn: 1. How to lead yourself to success — Find meaning in your role through self-leadership and build momentum in your sales career. 2. Mindset shifts that help you show up as your best self — Instead of worrying about lofty sales goals, focus your attention on actionable behaviors that can help you succeed. 3. Strategies for dealing with difficult managers — Learn to create a proactive relationship that fosters trust and autonomy with your managers. Resources: Elizabeth Lotardo’s LinkedIn: ww.linkedin.com/in/elizabethlotardo/ Leading Yourself: Find More Joy, Meaning, and Opportunities in the Job You Already Have: www.elizabethlotardo.com/writing Learn more about McLeod & More, Inc.: www.mcleodandmore.com/ Jump into the conversation: (00:00) Meet Elizabeth Lotardo (02:22) The four qualities of self leaders (06:07) Managing ambitious sales quotas (09:45) How to build trust with micromanagers (11:07) Overcoming fear and anxiety in sales (15:48) The disagree and commit framework (17:59) Plan your own career trajectory (21:23) Taking ownership of your professional development (29:14) Employee engagement vs retention For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ Sales is an unpredictable profession, but success comes from focusing on what you can control. In this episode, Elizabeth Lotardo, VP of Client Services at McLeod & More, Inc., shares insights from her latest book, Leading Yourself. She provides a g selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 097 Proven Methods for Building Trust in Sales 101 101 Ep 097 Proven Methods for Building Trust in Sales full tag:soundcloud,2010:tracks/1968154039 https://share.transistor.fm/s/2aa3d792 Thu, 28 Nov 2024 09:00:12 -0100 Mental Selling Mental Selling 1746 People don’t buy from brands they don’t trust. So how can you build the trust that drives sales? David Horsager, CEO of the Trust Edge Leadership Institute, shares why trust is the ultimate driver of sales success. With insights from his book Trust Matters More Than Ever, David explains the eight pillars of trust and how to build it at every touchpoint. In this episode, you’ll hear how to avoid the common mistakes that break trust and practical tips about genuinely connecting with your team and prospects. In this episode, you’ll learn: 1. Trust as a Sales Foundation — Why trust is the core factor in successful sales, influencing everything from client relationships to team dynamics. 2. The Power of Consistency — How small, consistent actions outperform occasional big wins and build lasting credibility with clients. 3. Authenticity Over Perfection — Why being genuine in your sales interactions creates stronger, trust-based connections with prospects. Resources: David Horsager’’s LinkedIn: https://www.linkedin.com/in/dhorsager/ Trust Edge Leadership Institute: https://trustedge.com/ Trust Matters More than Ever: 40 Proven Tools to Lead Better, Grow Faster & Build Trust Now!: https://davidhorsager.com/books/ Jump into the conversation: (00:00) Meet David Horsager (02:01) Sales is always about trust (06:56) People trust clear messaging (11:00) Remove distractions to connect with prospects (13:10) The 8 pillars of trust (15:36) How to demonstrate integrity and good character (19:32) How to repair trust when it’s been broken (23:48) Building trust within your team For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ People don’t buy from brands they don’t trust. So how can you build the trust that drives sales? David Horsager, CEO of the Trust Edge Leadership Institute, shares why trust is the ultimate driver of sales success. With insights from his book Trust Matte selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 096 Building Your Personal Brand in Sales 100 100 Ep 096 Building Your Personal Brand in Sales full tag:soundcloud,2010:tracks/1943839371 https://share.transistor.fm/s/4ae34370 Thu, 14 Nov 2024 08:00:14 -0100 Mental Selling Mental Selling 2017 LinkedIn has evolved beyond being just a digital resume for job hunting. It’s now a powerful tool for building your personal brand. Natasha Walstra, Founder and CEO of NearPoint Strategies, shares how sales professionals can leverage online platforms to build trust, connect with prospects, and increase sales. She shares her own journey, from struggling as an introverted salesperson to becoming a credible thought leader in her industry by building a strong online presence. In this episode, you’ll learn: 1. Beyond Surface-Level Personalization — Why superficial outreach in sales just doesn't cut it, and how deeper personalization can help you connect better with prospects. 2. Mastering LinkedIn Consistency — The essential role of LinkedIn in building your personal brand, and how consistency is key to doing that. 3. Embracing Empathy and Integrity in Sales — How understanding your prospects helps build long-lasting relationships and trust. Resources: Natasha Walstra’s LinkedIn: www.linkedin.com/in/ndwalstra/ NearPoint Strategies: www.nearpointstrategies.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Natasha Walstra (01:55) Natasha's journey into sales (06:37) Benefits of being an introvert in sales (08:22) How to create your personal brand (12:58) Authentic selling and thought leadership (16:16) Building credibility through a strong online presence (23:23) Mistakes salespeople make when using LinkedIn (29:11) The importance of empathy and integrity in sales For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ LinkedIn has evolved beyond being just a digital resume for job hunting. It’s now a powerful tool for building your personal brand. Natasha Walstra, Founder and CEO of NearPoint Strategies, shares how sales professionals can leverage online platforms to selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 095 How Sellers Can Stay Relevant in the Digital Age 99 99 Ep 095 How Sellers Can Stay Relevant in the Digital Age full tag:soundcloud,2010:tracks/1935395474 https://share.transistor.fm/s/f5b49da6 Thu, 31 Oct 2024 08:00:06 -0100 Mental Selling Mental Selling 1868 How can sellers stay relevant in this digital age? Shama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can adapt. Since 95% of potential clients aren’t actively ready to buy, staying top-of-mind is more important than ever. Shama shares strategies for building a personal brand and fostering trust through consistent, value-driven engagement. Sellers might be tempted to use tactics that offer quick wins, but Shama believes every effort should focus on building long-term relationships in today’s buyer-driven market. In this episode, you’ll learn: 1. The Modern Buyer Journey — How buyer behavior has drastically changed in the digital age and how buyers conduct extensive research before ever engaging with sales. 2. Branding and Trust Over Sales Pitches — These are crucial in modern sales because consumers value credibility over mere product features. 3. Sales and Marketing Synergy — While marketing focuses on long-term buyer education, sales should efficiently handle the final stages of the buying journey. Resources: Shama Hyder’s LinkedIn: https://www.linkedin.com/in/shamahyder/ Shama Hyder’s X: https://x.com/Shama Zen Media: https://zenmedia.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Shama Hyder (03:23) Nurture customer relationships early (07:32) The 95-5 Rule (11:51) Different motivations for B2B and B2C buyers (15:27) Distribution and visibility for sales success (22:12) Misconceptions about sales enablement and ABM (26:44) “Build your brand before you need it” For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ How can sellers stay relevant in this digital age? Shama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can adapt. Since 95% of potential clients aren’t actively ready to buy, staying top-of-mind is more import selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 094 Building High-Performance Sales Teams Through Coaching 98 98 Ep 094 Building High-Performance Sales Teams Through Coaching full tag:soundcloud,2010:tracks/1934555912 https://share.transistor.fm/s/793e4439 Thu, 17 Oct 2024 09:00:07 +0000 Mental Selling Mental Selling 1969 All high-performing sales teams have one thing in common—conflict. When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma, CEO of Darcy Luoma Coaching & Consulting, discusses the key elements that set thriving sales teams apart. It’s important to clearly define roles and responsibilities, allowing team members to contribute meaningfully according to their unique expertise. Understanding team dynamics is crucial to achieving this, and that’s where coaching comes into play. Darcy also introduces the Thoughtfully Fit framework, a tool to help salespeople navigate challenges and setbacks with resilience. In this episode, you’ll learn: 1. Why Conflict is Key to Success – Learn why thoughtful disagreement is essential for innovation and success. 2. Strategies for Managing Team Dynamics - Find out how assigning team roles based on individual strengths boosts productivity and collaboration. 3. The Role of Coaching in Elevating Sales Teams – Discover how coaching can transform team dynamics and improve results. Resources: Darcy Luoma’s LinkedIn: https://www.linkedin.com/in/darcyluoma/ Darcy Luoma Coaching & Consulting: https://darcyluoma.com/ Thoughtfully Fit: Your Training Plan for Life and Business Success: https://www.amazon.com/Thoughtfully-Fit-Training-Business-Success/dp/0785244824 Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Darcy Luoma (01:12) Characteristics of high-performing sales teams (04:27) Embracing the growth mindset in sales (07:09) The four stages of team development (11:46) The Thoughtfully Fit framework (15:24) Coaching to enhance sales performance (18:53) Training for teamwork (27:16) How to pivot and deal with unexpected challenges For more related content and information about improving sales performance, visit us at www.integritysolutions.com/ All high-performing sales teams have one thing in common—conflict. When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma, CEO of Darcy Luoma Coaching & Consulting, discusses the key elements that set thrivin selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 093 Core Sales Skills for the Next Generation of Buyers 97 97 Ep 093 Core Sales Skills for the Next Generation of Buyers full tag:soundcloud,2010:tracks/1927385201 https://share.transistor.fm/s/0e5c3a7c Thu, 03 Oct 2024 09:00:07 +0000 Mental Selling Mental Selling 2171 Sales is rapidly changing as younger buyers and larger, more complex buying committees become the norm. In this episode, Matt Heinz, Founder and President of Heinz Marketing, explains how the growing influence of millennial and Gen Z decision-makers is driving sales teams to change their communication styles. Despite these shifts, foundational skills like proactive outreach and early engagement remain essential for sales success, regardless of the target audience. Matt also talks about how crucial it is to respect the buyer’s journey. Instead of forcing people through the sales process, he suggests sellers focus on becoming trusted experts and connectors. By doing this, they can build credibility and trust in their industry. In this episode, you’ll learn: 1. Adapting Sales to Younger Buyers – Learn why building authentic, trust-based relationships is now critical to overcoming skepticism from younger buyers. 2. Early Engagement for Long-Term Success – Understand the value of engaging buyers early in their journey to influence the decision-making process. 3. The Importance of Brand in Modern Sales – Explore how strong personal and company branding helps salespeople stay top-of-mind throughout the buyer’s journey. Resources: Matt Heinz’s LinkedIn: https://www.linkedin.com/in/mattheinz Heinz Marketing: https://www.heinzmarketing.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Matt Heinz (01:31) Building trust with skeptical buyers (05:52) The fluidity of the buyer’s journey (07:47) How to leverage the first mover advantage (10:22) Understanding your ideal customer profile (13:15) What is a “poised” prospect? (21:25) The role of buying committees in sales success (24:56) The “double thank you” framework (34:17) The role and value of brand in sales For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/ Sales is rapidly changing as younger buyers and larger, more complex buying committees become the norm. In this episode, Matt Heinz, Founder and President of Heinz Marketing, explains how the growing influence of millennial and Gen Z decision-makers is selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 092 What The Future of Sales Holds 96 96 Ep 092 What The Future of Sales Holds full tag:soundcloud,2010:tracks/1910205878 https://share.transistor.fm/s/20f96ecd Thu, 19 Sep 2024 08:00:05 +0000 Mental Selling Mental Selling 2281 What’s the future of sales? Many say there’s never been a better time to be in Sales. But how is it evolving as a profession, and what will its future hold? Meet Alexine Mudawar, CEO of Women in Sales and a powerhouse in sales leadership and community support. In this episode, Alexine joins host Will Milano to discuss the challenges of enterprise sales and the importance of trust. They discuss the need for a more extensive, well-managed pipeline, critical sales metrics, and strategies for alleviating the mental pressures of the job. Listen to this episode for strategies and a renewed perspective on your sales approach. In this episode, you’ll learn: 1. Why the Traditional Sales Funnel No Longer Fits Every Buyer’s Journey: Hear how the buying process has become increasingly nonlinear, making it crucial for salespeople to focus on adding value at every touch point. 2. The Critical Role of Community Support and Resources for Salespeople: Learn why building a community and utilizing resources can empower salespeople, helping them tackle the pressures of their role. 3. The Increasing Complexity of Enterprise Sales: Learn why enterprise sales isn't for everyone. Resources: Alexine Mudawar’s LinkedIn: https://www.linkedin.com/in/alexine-mudawar/ Women in Sales: https://www.women-in-sales.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Alexine Mudawar (05:28) The evolution of the sales profession and adapting to self-service preferences among buyers (14:44) The mental health crisis in sales and the added challenges for women in the profession (22:53) Navigating the challenges of enterprise sales with multiple stakeholders (28:14) Conversations around women in sales (32:51) Handling emotional and mental pressures in sales For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/. What’s the future of sales? Many say there’s never been a better time to be in Sales. But how is it evolving as a profession, and what will its future hold? Meet Alexine Mudawar, CEO of Women in Sales and a powerhouse in sales leadership and community s selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 091 Why Connection Matters in Sales 95 95 Ep 091 Why Connection Matters in Sales full tag:soundcloud,2010:tracks/1904309183 https://share.transistor.fm/s/9dfd6f07 Thu, 05 Sep 2024 08:00:08 +0000 Mental Selling Mental Selling 1966 A thriving workplace culture is the secret behind every successful sales organization. And that starts with connection. It's not just about achieving task excellence but also building relationships within your team. Yet, many sales leaders overlook this, leading to a disconnected workforce. Michael Stallard is here to guide us through this topic. As a keynote speaker, executive coach, and author, Michael has dedicated his career to understanding the impact of connection on workplace performance. In this episode, Michael joins host Will Milano to explain why getting the basics right—like creating a supportive and connected culture—can significantly enhance sales performance. They discuss strategies for sales leaders to meet the seven universal human needs at work, including personal growth, autonomy, and meaningful interactions. Michael also offers tips on starting meetings positively, valuing employees' voices, and aligning personnel values with organizational culture. You’ll leave this conversation understanding how powerful connections can boost your team's resilience, lower stress, and improve decision-making. In this episode, you’ll learn: 1. The Twin Pillars of Sales Success – which means getting the basics right is key to thriving in a sales culture that marries task excellence with relationship excellence. 2. Building a Culture of Connection - intentional efforts to create a culture of connection can reduce stress, enhance decision-making, and skyrocket performance by meeting essential human needs. 3. Making the Connection Count - creating deeper connections with both colleagues and customers will build trust and resilience. Resources: Michael Stallard’s LinkedIn: https://www.linkedin.com/in/michaelstallard/ Get your copy of “Fired Up or Burnt Out”: https://www.amazon.com/Fired-Burned-Out-Creativity-Productivity/dp/1595552812 Connection Culture Group: https://www.connectionculture.com/ Jump into the conversation: [00:00] Introduction to the Mental Selling podcast with host, Will Milano and guest, Michael Stallard [03:03] Vision, Value, and Voice Framework [04:36] Impact of Loneliness in Sales [07:52] Importance of Listening and Asking Questions in Fostering Connections [12:13] Types of Relational Cultures [16:23] Seven Universal Human Needs [24:37] Atlas Exercise for Resilience to Identify Stressors and Resilience Factors For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/. A thriving workplace culture is the secret behind every successful sales organization. And that starts with connection. It's not just about achieving task excellence but also building relationships within your team. Yet, many sales leaders overlook this, selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 090 Effective Conflict Resolution in Sales 94 94 Ep 090 Effective Conflict Resolution in Sales full tag:soundcloud,2010:tracks/1900751319 https://share.transistor.fm/s/6b19a3b0 Thu, 22 Aug 2024 08:00:07 +0000 Mental Selling Mental Selling 2395 Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your relationships. In this episode, Liane Davey, an organizational psychologist and acclaimed author, joins us to reveal strategies to turn disagreements into opportunities for growth and innovation. She shares how understanding the roles and priorities of different stakeholders can tailor your approach to conflict resolution, the importance of active listening, understanding emotional dynamics, and strategies for saying “no” to clients in a way that fosters trust and opens the door to more constructive dialogue. In this episode, you’ll learn: 1. Leveraging networks for enhanced credibility: Liane emphasizes the importance of leveraging both strong and weak ties in your network to boost your credibility in sales. These connections can offer novel perspectives and add significant value to your sales pitch. 2. Active listening and emotional understanding: In sales interactions, active listening and understanding the emotions, values, and beliefs of your customers are crucial for building trust and effectively communicating your message. 3. Healthy conflict for better decisions: Embrace healthy conflict in sales and leadership to help customers make better buying decisions. Reframe conflicts by focusing on advocating for the customer's needs rather than pushing your own agenda. Jump into the conversation: [00:00] Introductions [01:31] Why healthy conflict is a good thing [06:18] Why sales leaders should have coaching conversations about conflict [09:39] Strategies on how to say “no” [12:35] How to become more persuasive as a salesperson [21:33] The power of becoming more credible [26:14] Techniques for building and leveraging your network [30:32] Getting better at your strengths and blind spots [34:27] How time management benefits productivity satisfaction reduces stress Resources: Liane Davey’s LinkedIn: https://www.linkedin.com/in/lianedavey/ Get your copy of “You First: Inspire Your Team to Grow Up, Get Along, and Get Stuff Done”: https://www.amazon.com/You-First-Inspire-Along-Stuff/dp/B08DFHPMR7 Liane's Guide to Conflict Management: https://lianedavey.com/guides/conflict-management/ Connect with us: Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/ Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your rel selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 089 Addressing the Mental Health Crisis in Sales 93 93 Ep 089 Addressing the Mental Health Crisis in Sales full tag:soundcloud,2010:tracks/1885702932 https://share.transistor.fm/s/32de1cfd Tue, 30 Jul 2024 00:00:00 +0000 Mental Selling Mental Selling 2245 Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what professionals and managers can do to address this mental health crisis in sales. As a coach, Jeff has mentored thousands of sellers and leaders on how to succeed in sales without sacrificing their well-being. In this episode, Jeff shares actionable insights on managing visible and hidden stressors, setting a positive example as a sales leader, and developing a resilient mindset that truly sticks. This episode is filled with tips on how to rethink your sales strategy, so you can drive revenue without driving yourself to the edge. In this episode, you’ll learn: The role of understanding stress mechanics in sales performance. By teaching sales teams about the effects of stress on physiology and finding an optimal stress zone, leaders can enhance creativity, curiosity, and empathy. The necessity for sales leaders to lead by example in health and performance. High standards in personal well-being and stress management set a positive example for teams, improving the overall experience and motivating team members to prioritize their mental health. Integrating rest and recovery into performance conversations. Similar to Formula 1 pit stops, regular check-ins and recovery periods are essential to maintaining high performance and preventing burnout, which can otherwise lead to disengagement and reduced sales effectiveness. Jump into the conversation: [00:00] Introduction [01:14] How Jeff got into sales [03:56] State of mental health in sales [09:10] The impact of mental health on sales performance [14:03] Discerning Important v.s. Priority [18:20] Ways salespeople can stay resilient while facing challenges [22:15] How mindset training fits into broader sales training and development [27:45] Hidden stressors in sales [29:43] Self-help tools to help salespeople deal with stress [31:41] What sales leaders tend to overlook Resources: Jeff Riseley’s LinkedIn: https://www.linkedin.com/in/jeffriseley Learn more about Sales Health Alliance: https://saleshealthalliance.com/ Connect with us: Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano More about Integrity Solutions: https://www.integritysolutions.com/ Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 088 Building a Customer-Centric Culture in Sales 92 92 Ep 088 Building a Customer-Centric Culture in Sales full tag:soundcloud,2010:tracks/1879043634 https://share.transistor.fm/s/15305baf Thu, 25 Jul 2024 09:00:03 +0000 Mental Selling Mental Selling 1989 Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales. Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer feedback, the significance of value alignment, and the pivotal role sales teams play in delivering exceptional customer experiences. Annette and host Will Milano explore the critical elements of customer-centric organizations, the impact of employee experience on customer satisfaction, and the need for sales teams to prioritize value-driven solutions. Listen in as she shares steps on how to grasp the voice of the customer effectively, and shares strategies to enhance your sales performance. In this episode, you’ll learn: 1. The importance of shifting focus from just selling to building strong customer relationships and delivering exceptional customer experiences. When you prioritize these aspects, you’ll see better sales results and sustainable success. 2. Valuable insights from customer feedback, especially from lost deals. By consistently gathering and transparently sharing this feedback within your sales organization, you can uncover missed opportunities for improvement and growth. 3. Understand the value you provide to customers beyond just price competitiveness. By focusing on solving problems for customers, you can drive satisfaction, referrals, and repeat business, ultimately leading to a better sales strategy. Resources: Annette’s LinkedIn: https://www.linkedin.com/in/annette-franz/ Annette’s X: https://twitter.com/annettefranz Learn more about Annette: https://annettefranz.com/ Get her book here: https://annettefranz.com/books/ Jump into the conversation: [00:00] Introduction to Annette [1:02] Annette’s point of view on customer centricity [04:38] Refining your ICP or ideal customer profile [06:15] Relationships with your marketing team [10:33] What sales teams take for granted when it comes to the customer experience [13:19] Gathering and applying customer feedback [15:31] Three ways to achieve customer understanding [17:16] Solving problems for customers as a salesperson [18:52] The role of values alignment in customer experience and employee experience [22:17] Fix the culture, fix the outcomes [23:31] Annette’s top advice for salespeople [25:34] Stressors on the employee experience that have a negative impact on customer experience [29:44] How meeting customer's needs ties to new opportunities Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales. Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a cust selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 087 Turning Preparation Into a Habit in Sales 91 91 Ep 087 Turning Preparation Into a Habit in Sales full tag:soundcloud,2010:tracks/1867236789 https://share.transistor.fm/s/d4c02b49 Tue, 09 Jul 2024 14:17:08 +0000 Mental Selling Mental Selling 2134 What separates high performers from average salespeople? The answer is preparation. Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way. Paul encourages salespeople to be intentional not just with outreach but in building their sales pipeline. Being deliberate about who you approach and how you talk to prospects will make all the difference. Listen in as Paul gives specific tips on preparing for customer meetings, how to maintain resilience, and how to strategically position yourself for a promotion in the field of sales. In this episode, you’ll learn: 1. Why you should put in effort to personalize outreach. If you do your research and offer value up front, you can stand out in a sea of generic pitches. 2. The essential role of consistency in outreach efforts. Learn how focusing on a manageable daily outreach plan with personalized touches can lead to long-term success. 3. The power of preparation in sales interactions. Find out how intentional listening and asking the right questions can elevate your sales conversations and make you a memorable and valuable partner for your prospects. Resources: Paul’s LinkedIn: https://www.linkedin.com/in/paulcaffrey/ Buy Paul’s Book, The Work Before the Work: https://www.workbeforethework.com/ Learn more about Paul: https://www.paulcaffrey.com/ Jump into the conversation: [01:19] The Hidden Habits of Elite Salespeople [05:13] Being Intentional in Sales Outreach [10:32] Building a Consistent Sales Pipeline [16:04] The Right Way to Prepare for Customer Meetings [19:09] Listen and Focus on Essential Questions in Meetings [24:02] Maintaining Resilience and Motivation in Sales [27:33] Planning Your Sales Career and Promotion What separates high performers from average salespeople? The answer is preparation. Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clie selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 086 Developing Executive Presence in Sales 90 90 Ep 086 Developing Executive Presence in Sales full tag:soundcloud,2010:tracks/1857187518 https://share.transistor.fm/s/4ec8d63f Thu, 27 Jun 2024 09:00:15 +0000 Mental Selling Mental Selling 2286 Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us how to do just that. Doug Dvorak is not your average sales expert – he's the founder of the Sales Coaching Institute, a seasoned professional in sales, digital marketing, and motivation, and a master at solving big business problems. His insights are sought after by top organizations looking to revolutionize their sales strategies and cultivate high-performing sales teams. In this episode, Doug uncovers the misconceptions about sales, the critical role of developing executive presence, and the game-changing influence of embracing technology in sales. Discover the secrets behind Doug's approach of in-depth research, the significance of creating a motivational sales culture, and the impact of AI tools in boosting sales productivity. Packed with actionable advice, this episode of Mental Selling is a must-listen for sales professionals aiming to excel in their careers. In this episode, you’ll learn: The importance of building trust with customers through research, preparation, and authenticity How sales digitization and leveraging technology is a fundamental investment for success Why a magnetic sales culture attracts and retain high-performing salespeople Resources: Learn more about Doug: dougdvorak.com Doug’s LinkedIn: https://www.linkedin.com/in/doug-dvorak/ Doug’s Twitter: https://twitter.com/salescoach1064 Doug’s Books: Developing Executive Presence (The Essential Skills to Sell to the C-Suite), A Sales Leader’s Guide to Success, The Sales Coaching Playbook, A Sales Leaders’ Playbook, The Masters of Success Jump into the conversation: [00:00] Introduction to Mental Selling [01:41] Misconceptions the Sales’ Mindset [05:16] Building Trust and Rapport with Customers [09:29] Mentorship and Structured Onboarding for Sales Professionals [14:19] Selling into Small and Medium-Sized Businesses (SMBs) [17:27] Strategic Use of Technology in Sales [18:48] Developing Executive Presence and Understanding Business Drivers [22:19] Creating a Magnetic Sales Culture [35:27] Elevating Sales Performers into Leadership Roles Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 085 The Blend of Art & Science that is Sales 89 89 Ep 085 The Blend of Art & Science that is Sales full tag:soundcloud,2010:tracks/1833214299 https://share.transistor.fm/s/ae006502 Thu, 13 Jun 2024 09:00:07 +0000 Mental Selling Mental Selling 2020 Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements. In this conversation Paul Fuller, Chief Revenue Officer with Membrain, talks about the importance of sales being a blend of art and science and emphasizes that successful salespeople prioritize integrity and genuine relationships over aggressive tactics. Paul also highlights the critical role of mindset in sales success, stressing the need for continuous learning and personal development. Join us as we learn from Paul's insights on sales, leadership, and the profound impact of empowering others to succeed in the dynamic world of business. In this episode, you’ll learn: Sales is a blend of art and science, relying on human relationships and technological tools to nurture and enhance these relationships. Technology should enhance, not replace, human interactions and sales strategies. Building servant leaders who embody discipline, integrity, and innovation is crucial to changing negative perceptions of sales. Mastering mindset is foundational for optimizing skill set and tool set effectiveness. Coaching should build mutual accountability and provide value to sales professionals. It should help others discover their "why" or purpose and stay motivated and focused on continuous improvement. Jump into the conversation: [02:22] Debunking Sales Misconceptions [05:48] Elevate the Sales Profession [09:40] How to Strategically Recruit and Develop Sales Talent [12:43] Renewing Mindset in Sales [18:53] Avoiding the "Quick Fix" Mentality in Sales Enablement [20:54] Real Intelligence vs. Artificial Intelligence [24:10] The Importance of Meaningful Connection [27:25] Mutual Accountability in Sales [29:37] What's Your Purpose? About Paul Fuller: Paul Fuller is a husband, father, and dedicated advocate for elevating the sales profession. His passion for empowering sales professionals stems from a deep belief in the impact of effective sales strategies on organizational growth. Through Membrain.com, Paul is reshaping the landscape of B2B CRM solutions by emphasizing technology, service, leadership, and strategic guidance. Membrain.com provides tools and insights that enable sales teams to thrive in today's competitive environment. Connect with the guest: Paul on LinkedIn: https://www.linkedin.com/in/psfuller/ Paul on X: https://x.com/membrain_com Membrain website: https://www.membrain.com/ The Art & Science of Complex Sales Podcast: https://open.spotify.com/show/73MtTJI3j5tsO51kr08XgK Connect with the host: Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano/ Learn more about Integrity Solutions: https://www.integritysolutions.com/ Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authent selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 084 Listening to Understand in Sales 88 88 Ep 084 Listening to Understand in Sales full tag:soundcloud,2010:tracks/1818975159 https://share.transistor.fm/s/111eda6c Thu, 30 May 2024 09:00:01 +0000 Mental Selling Mental Selling 2039 Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships. In this episode, John Crowder emphasizes the concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors. In this episode, you’ll learn: The importance of active listening in understanding customer needs and concerns to provide tailored solutions. How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers. The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers. Jump into the conversation: [00:00] Introduction to Mental Selling [01:56] Moving Beyond the Tell-Sell Paradigm [06:36] Value Trumps Access [09:15] Listening To Understand [13:44] The Neuroscience of Selling [21:17] Mitigating Risk and Fear in Sales [24:11] The Art of Consultative Selling [28:05] Shifting Accountability About the guest: John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing. Resources: John on LinkedIn: https://www.linkedin.com/in/john-crowder/ Connect with the host: Will Milano on LinkedIn: www.linkedin.com/in/willmilano/ Learn more about Integrity Solutions: www.integritysolutions.com/ Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By l selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 083 Igniting Confidence in Sales 87 87 Ep 083 Igniting Confidence in Sales full tag:soundcloud,2010:tracks/1818957963 https://share.transistor.fm/s/34b92344 Thu, 16 May 2024 09:00:02 +0000 Mental Selling Mental Selling 2085 Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks. In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity in purpose, overcoming challenges, and connecting with customers. She elaborates on the concept of authentic selling, highlighting the significance of bringing one's genuine self into sales interactions. Meshell also shares insights on the power of listening, reflection, and visualization in enhancing sales performance and achieving exceptional results. In this episode, you’ll learn: - The significance of clarity in understanding one's purpose in sales, how it drives motivation and resilience, and strategies for handling rejection and maintaining confidence in the face of setbacks. - The importance of active listening in sales to validate and uncover customer needs and how focusing on delivering value can lead to sales success. - How authenticity in sales interactions builds trust and rapport with customers, leading to longer relationships and driving sales growth. Jump into the conversation: [03:03] Embracing No and Moving On [05:13] The 5 P's of Excellence [10:12] Value First, Money Follows [12:55] Invest in Yourself [19:10] What is Authentic Selling? [22:10] How to be a Powerful Listener in Sales [25:01] Reflection Amplifies Projections [31:02] Clarity and Confidence [31:48] How and Why Coaching Fuels Confidence Meshell Baker is a transformative Keynote Speaker, Authentic Selling Alchemist, and Chief Confidence Igniter in sales, leadership, and personal development. With over two decades of experience spanning multiple countries and industries, Meshell brings a wealth of knowledge and expertise to her clients. As the founder of Meshell Baker Enterprises, she empowers individuals and organizations to unlock their full potential, capitalize on their strengths, and achieve sustainable growth. Resources: Follow Meshell on LinkedIn: https://www.linkedin.com/in/meshellrbaker/ Meshell on X: https://twitter.com/MeshellRBaker/ More about Meshell: https://meshellrbaker.com/ Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks. In this conversa selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 082 How to Build a Referral Selling Culture 86 86 Ep 082 How to Build a Referral Selling Culture full tag:soundcloud,2010:tracks/1809134289 https://share.transistor.fm/s/9c869193 Thu, 02 May 2024 09:00:08 +0000 Mental Selling Mental Selling 2111 Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges. Joanne Black, founder of No More Cold Calling, joins this episode to discuss the critical importance and value of referral selling in sales prospecting. She talks about how many salespeople struggle with asking for referrals due to mindset barriers like feeling uncomfortable or fearing rejection. Joanne emphasizes the importance of building trust and credibility through referrals and the need for a systematic approach to referral generation. She also advocates for a culture shift within sales organizations where referrals are viewed as a cornerstone of the sales strategy rather than a peripheral tactic. Through her insights, Joanne underscores the transformative potential of referrals in boosting sales effectiveness and building stronger relationships with prospects. In this episode, you’ll learn: The mindset barriers and fear of rejection that hinder sales professionals from asking for referrals How to cultivate and expand your network of referral sources by leveraging existing connections Why sales leaders fail to prioritize and coach their teams on effective referral strategies Jump into the conversation: [03:26] Referral Mindset Challenges [05:49] Why Sales Teams Struggle with Referrals [07:11] Referral Selling Is a System [12:10] The Power of Trusted Introductions in Sales [14:13] The Limitations in LinkedIn [19:17] Practice Is the Key [23:56] Referrals Build Trust [28:01] External vs. Internal Referrals [29:37] Keeping Focus on the Problem Joanne is America’s leading authority on referral selling, the only business development strategy proven to convert prospects into clients more than 50% of the time. She is a captivating speaker, innovative seminar leader, and influential figure in sales and business development. Joanne has spent her career helping sales teams and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time. Related Resources: Joanne on LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/ Joanne on Twitter: https://twitter.com/ReferralSales Learn more about Joanne: https://www.nomorecoldcalling.com/ Joanne’s Books: https://www.nomorecoldcalling.com/no-more-cold-calling-book/ Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various m selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 081 How to Stand Out and Become Irreplaceable in Sales 85 85 Ep 081 How to Stand Out and Become Irreplaceable in Sales full tag:soundcloud,2010:tracks/1802329335 https://share.transistor.fm/s/0951da6b Thu, 18 Apr 2024 09:00:25 +0000 Mental Selling Mental Selling 2424 In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort. In this conversation, William Vanderbloemen, author, CEO and Founder of Vanderbloemen Search Group, discusses the importance of mastering these 12 unicorn habits for sales excellence. He shares personal anecdotes and examples to illustrate how each habit plays a crucial role in sales success. From being fast in responding to inquiries to cultivating authenticity and solving problems, William highlights the practicality and effectiveness of these habits in building trust and driving sales. Furthermore, William encourages salespeople to start with the habits that resonate most with them or come easiest, building momentum as they progress. Tune in to learn and take the first step towards becoming a sales unicorn today. In this episode, you’ll learn: - Why becoming irreplaceable in sales hinges not on self-promotion but in the art of attentive listening and genuine interest in others. - The power of aligning sales efforts with a higher purpose to resonate with customers and drive growth and profitability toward the brand. - How authenticity, purpose-driven selling, self-awareness, and integrity can revolutionize your approach to sales and will set you apart in a crowded marketplace. - The importance of thorough hiring processes helps companies minimize the risk of hiring mistakes and ensure to building of high-performing teams that drive sales success. - The power of deflecting conversations that creates space for customers to express themselves fully and make them feel heard. Jump into the conversation: [00:00] Introduction [04:20] The Habit of Being Fast [11:21] How to be Authentic in Sales [18:24] Be Driven by a North Star [25:25] Avoiding Hiring Mistakes [31:42] Why Self-Awareness is Rare [34:27] On Punctuality and Integrity William Vanderbloemen is an entrepreneur, pastor, speaker, author, CEO, and Founder of Vanderbloemen Search Group, an executive search firm serving churches, ministries, and faith-based organizations. Before founding Vanderbloemen Search Group, William studied executive search under a mentor with over 25 years of executive search at the highest level. His learning taught him the best corporate practices, including the search strategies used by the internationally known firm Russell Reynolds. These experiences have come together with his pastoral work to form a unique gift for helping churches and ministries build great teams by finding their key staff. Resources: Follow William on LinkedIn: https://www.linkedin.com/in/williamvanderbloemen/ On X/Twitter: https://twitter.com/VanderbloemenSG William's website: http://Vanderbloemen.com William’s Books: Be the Unicorn, 12 Data-Driven Habits that Separate the Best Leaders from the Rest; Culture Wins In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and mas selling, sales, mentality, mental, integrity solutions, technology, leadership No Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series 84 84 Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series full tag:soundcloud,2010:tracks/1798074364 https://share.transistor.fm/s/776809fa Thu, 11 Apr 2024 12:04:40 +0000 Mental Selling Mental Selling 1431 Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential. Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for part 4 of Mental Selling’s special series. In this conversation, Mike and Derek shed light on the existing challenges and misconceptions surrounding coaching and how it enables sales leaders to inspire greatness in their teams. They emphasize the importance of shifting the mindset of sales leaders to one that views coaching as a means of unlocking individual potential and driving collective success. Mike and Derek believe that through effective coaching, sales leaders can create an environment where team members feel valued, supported, and empowered to achieve greatness. In this episode, you’ll learn: The role of coaching and how it provides a vantage point for salespeople to see aspects of their performance they may miss on their own. Why effective coaching entails active listening, asking probing questions, and refraining from providing all the answers. Why coaching should be provided to all team members as part of their growth and development rather than focusing on those who are struggling. Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/ Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful c selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 080 Mastering Pipeline Growth and Outbound Lead Generation in Sales 83 83 Ep 080 Mastering Pipeline Growth and Outbound Lead Generation in Sales full tag:soundcloud,2010:tracks/1787819614 https://share.transistor.fm/s/c6ca50c8 Thu, 04 Apr 2024 10:00:09 +0000 Mental Selling Mental Selling 1930 Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly. In this conversation, Jeff Winters, Founder of Sapper Consulting and Chief Revenue Officer at Abstrakt Marketing Group, joins to discuss how the mindset surrounding pipeline growth and outbound lead generation is crucial for success in sales. He emphasizes the importance of understanding that achieving success in these areas requires both an art and a science. Jeff touches on the role of sales leadership in supporting sales representatives during slumps, the concept of sales enablement, and its significance in empowering sales teams to perform at their best. In this episode, you’ll learn: The importance of mastering both the art and science of pipeline growth and outbound lead generation in sales. The concept of building resilience and maintaining the right attitude for long-term success in sales. The idea of setting micro-goals and embracing failure as essential components of the sales process. Jeff Winters is a seasoned entrepreneur with a passion for driving business growth. His experience navigating the highs and lows of entrepreneurship leading sales & marketing teams has equipped him with invaluable lessons in sales, leadership, and operations. Jeff is also the co-host of "The Grow Show" podcast, where he shares genuine stories and practical insights from experienced leaders in the business world. Resources: Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeffreyscottwinters/ Jeff's website: https://www.abstraktmg.com/ The Grow Show Podcast: https://thegrowshowpodcast.buzzsprout.com/ Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can selling, sales, mentality, mental, integrity solutions, technology, leadership No Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series 82 82 Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series full tag:soundcloud,2010:tracks/1785933237 https://share.transistor.fm/s/235d638c Thu, 28 Mar 2024 09:00:21 -0100 Mental Selling Mental Selling 1510 Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach. Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for this part 3 of Mental Selling’s special series. In this conversation, Mike and Derek discuss the importance of active listening, understanding, and building rapport in the sales process. They emphasize that professional selling is not about dominating the conversation with a scripted pitch but rather about genuinely understanding the customer's needs and concerns. Mike and Derek advocate for a sales approach grounded in attentive listening, keen observation of body language, and the ability to discern the unspoken cues that reveal the customer's true motivations. In essence, the exchange between Mike and Derek serves as a reminder that successful salesmanship hinges on the ability to listen, understand, and empathize with customers. By prioritizing these foundational principles over aggressive tactics, sales professionals can forge meaningful connections and address customer needs more effectively. Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance https://www.integritysolutions.com/listen-to-sell/ Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ In this episode, you’ll learn: The need for salespeople to prioritize listening attentively to customers, observing their body language, and discerning unspoken cues to understand their true motivations. The importance of balancing confidence and humility allows sales professionals to establish credibility and trust with their customers. The significance of approaching every sales interaction with a sincere intention to add value to customers. Jump into the conversation: [01:12] Listening People into Buying [03:49] Selling Requires Discipline [06:23] Navigating Complex Sales [12:41] Adding Value vs. Values-Based Selling in Sales [15:32] The Power of Confidence [16:30] The Art of Pre-Call Planning Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and c selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 079 Finding Your Purpose in Sales 81 81 Ep 079 Finding Your Purpose in Sales full tag:soundcloud,2010:tracks/1778131032 https://share.transistor.fm/s/c1afa0f4 Thu, 21 Mar 2024 08:00:09 -0100 Mental Selling Mental Selling 2493 Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues. In this conversation, Lisa Earle McLeod (also our Ep 031 guest) returns to the show to discuss the transformative power of purpose-driven selling, the importance of reflection in sales, and how sales leaders can foster a culture of customer impact and employee significance. She emphasizes that sales isn't just about serving customers but about improving their lives and the lives of their customers. Lisa highlights the role of sales leaders in reframing the sales conversation to align with purpose. By asking the right questions and translating sales numbers and KPIs into customer impact, sales leaders can help their teams understand the significance of their work and drive better performance. Lisa believes that revenue and shareholder value naturally follow when companies prioritize customer satisfaction and well-being. In this episode, you’ll learn: - The transformative power of purpose-driven selling - Why sales isn't just about serving customers but about improving their lives - Questions for sales teams to reflect on to unpack both wins and losses. - The power of sharing how a team’s work made a difference in the lives of their customers helps employees feel a sense of significance and motivation. - The value of translating numbers into customer impact helps employees understand the value of their work. - Why salespeople want to be part of something bigger than themselves and for their work to matter Additional Resources: Lisa on LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ Lisa on Twitter: https://twitter.com/lisaearlemcleod Learn more about Lisa: https://www.mcleodandmore.com/ Lisa’s Books: Selling with Noble Purpose; Leading with Noble Purpose Lisa Earle Mcleod is a best-selling author, strategy consultant, keynote speaker, executive coach, and founder of McLeod & More, Inc. Recognized as the creator of the Noble Purpose business philosophy, Lisa helps leaders and organizations amplify purpose and meaning while driving financial performance. She is a popular keynote speaker and a prolific writer who has authored five books in five genres (leadership, sales, personal growth, conflict resolution, and humor), including the best seller Selling with Noble Purpose. Jump into the conversation: [00:01:18] Understanding Purpose and Its Importance in Sales [00:07:16] Playing the Long Game [00:12:21] Why Specificity (Depth of Knowledge) is Sexy [00:16:46] Metrics Beyond Revenue & Win Rates [00:22:43] How to Properly Ask for Referrals [00:25:11] Three Questions to Unpack Wins and Losses [00:34:58] Difference of Serving and Improving the Customers Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues. In this conversation, Lisa Earle McLeod selling, sales, mentality, mental, integrity solutions, technology, leadership No The Role of Mindset in Sales Success - Part 2 in Mental Selling’s Listen to Sell Series 80 80 The Role of Mindset in Sales Success - Part 2 in Mental Selling’s Listen to Sell Series full tag:soundcloud,2010:tracks/1773497541 https://share.transistor.fm/s/f526eddf Thu, 14 Mar 2024 08:00:13 -0100 Mental Selling Mental Selling 723 In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them. Mike Esterday and Derek Roberts, co-authors of the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join Will for this part 2 of Mental Selling’s special series. In this conversation, Mike & Derek discuss the importance of authenticity and integrity in sales and how these qualities can lead to long-term success. They explore the concept of emotional intelligence, which involves understanding and managing emotions to build better customer relationships. Mike and Derek also stress the importance of embracing the value of sales and understanding that success in sales is more about who you are than what you know. Mike and Derek emphasize a clear purpose and passion for helping others, as these qualities can drive motivation and enhance sales performance. In this episode, you’ll learn: - The crucial role of emotional intelligence, genuine empathy for customers' needs, and how both help build relationships with customers. - Strategies to overcome self-limiting beliefs that hinder sales performance. - Why salespeople should recognize the value they bring to customers' lives and embrace the role of problem solver Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance (ListentoSellBook.com) Follow Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Follow Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ Jump into the conversation: [01:06] Integrity and Authenticity in Sales [03:13] The Balance of Logic and Emotion [04:04] A Clear Understanding of Your Sales Purpose [08:19] Taking Ownership for Sales Success [10:23] Sales Congruence In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them. Mike Esterday and Derek Rob selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 078 How to Crack the Growth Code in Sales 79 79 Ep 078 How to Crack the Growth Code in Sales full tag:soundcloud,2010:tracks/1758780783 https://share.transistor.fm/s/3efdb01f Thu, 07 Mar 2024 09:00:03 -0100 Mental Selling Mental Selling 2312 While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader strategy. In this conversation Scott K. Edinger, author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, joins to discuss the dynamics of sustainable revenue growth and the intersection of strategy, leadership, and sales. He explores the pivotal role that leadership and motivation play in shaping the success of sales organizations. Scott uncovers the common pitfalls associated with viewing sales merely as a transactional function and advocates for a paradigm shift toward creating consultative relationships that align seamlessly with broader business strategies. This conversation with Scott provides a roadmap for leaders and sales professionals alike, guiding them on how to bridge the gap between sales & strategy to drive sustainable, more predictable and profitable revenue growth. In this episode, you’ll learn: - That growth is not merely a sales issue but a leadership and motivation challenge. - The power of aligning strategy, leadership, and sales to achieve sustainable revenue growth. - The importance of helping salespeople see the long-term benefits of investing in their professional development. Scott is founder of Edinger Consulting and a bestselling author, keynote speaker, and regular contributor to both Forbes and Harvard Business Review. He is the author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, creating positive change for clients with expertise in the intersection of leadership, strategy, and sales. Scott has worked with CEOs and senior leaders to develop pragmatic strategies and execute approaches to drive top and bottom-line results. Jump into the conversation: [00:02:46] Challenges in Driving Sales Performance [00:18:50] How to Make Sales Truly Strategic [00:22:13] Three Ways to Design a Valuable Sales Experience [00:27:31] The Importance of Consistency in Brand Promise [00:29:32] Making Emotional Connection in Leadership Additional Resources: Scott on LinkedIn: https://www.linkedin.com/in/scott-edinger/ Follow Scott on Twitter: https://twitter.com/ScottKEdinger Scott's website: https://www.scottedinger.com/ Scott’s Book: The Growth Leader: Strategies to Drive the Top and Bottom Lines While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader stra selling, sales, mentality, mental, integrity solutions, technology, leadership No The Power of Listening in Sales - Part 1 in Mental Selling’s Listen to Sell Series 78 78 The Power of Listening in Sales - Part 1 in Mental Selling’s Listen to Sell Series full tag:soundcloud,2010:tracks/1758772581 https://share.transistor.fm/s/72d71a90 Thu, 29 Feb 2024 09:00:12 -0100 Mental Selling Mental Selling 1119 Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself... Mike Esterday and Derek Roberts are both sought-after coaches and leaders in sales performance improvement. Mike is CEO of the industry-leading sales training firm, Integrity Solutions. Derek is Chief Executive of Roberts Business Group and an Executive Partner of Integrity Solutions. Together, they have co-authored the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performance. In this episode, part 1 of a special series, Mike and Derek speak about how acknowledging the importance of listening can significantly improve sales performance. They also discuss the role of self-awareness and emotional intelligence in sales and how one's confidence, attitudes and beliefs directly impact how a salesperson interacts with customers. In this episode, you’ll learn: - The importance of active listening, which includes hearing what the customer is saying and paying attention to their underlying needs. - The significance of emotional intelligence in navigating difficult conversations, handling objections, and building rapport with customers. - Effective sales is about creating value for customers by understanding their concerns and providing solutions that address their needs. Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/ Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ Jump into the conversation: [02:14] The Role of Today's Salespeople in the Buyer's Journey [05:19] Why Selling Is More Than Just Listening to Customers [07:33] The Impact of a Negative View of Selling [11:25] The 3 Key Conversations To Be Successful in Sales [14:57] Selling Is a Noble Profession Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those th selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 077 Maintaining Grace Under Pressure in Sales 77 77 Ep 077 Maintaining Grace Under Pressure in Sales full tag:soundcloud,2010:tracks/1741385541 https://share.transistor.fm/s/255d9363 Thu, 22 Feb 2024 09:00:02 -0100 Mental Selling Mental Selling 1774 The true mark of a leader in sales is revealed not during times of ease but in times of challenges. In these moments, effective sales leaders showcase their ability to adapt, communicate, and inspire their teams to overcome obstacles. The challenges become tests of the leader's skills and opportunities for growth and the forging of a more resilient and successful sales team. In this Mental Selling conversation, John Baldoni discusses the critical aspects of effective leadership in sales and emphasizes the importance of aligning the team with the company's mission, vision, and values to build trust. John delves into the challenge of making these guiding principles more than words on a wall and highlights the need for leaders to live and breathe them into their actions. The conversation touches upon the role of leaders in promoting positive behavior change, enabling purposeful leadership, and coaching individuals to perform at their best. He also shares insights on how salespeople can focus on being better, learn from failures, and maintain composure in challenging situations. In this episode, you’ll learn: - The importance of striving for continuous improvement - How to demonstrate grace under pressure - The power of adversity John Baldoni is an internationally recognized keynote speaker and author of 16 books that have been translated into ten languages. John provides performance-based coaching that leverages positive behavior change, enabling individuals to lead more purposefully and with greater grace under pressure. He focuses on what it takes to lead with compassion, commitment, and courage. John also provides executive advisory services related to vision, strategy, change, communications, and people development. Resources: Follow John on LinkedIn: https://www.linkedin.com/in/jbaldoni/ Follow John on X: https://twitter.com/JohnBaldoni Learn more about John: https://www.johnbaldoni.com/ John’s Books: Grace Under Pressure: Leading Through Change and Crisis The true mark of a leader in sales is revealed not during times of ease but in times of challenges. In these moments, effective sales leaders showcase their ability to adapt, communicate, and inspire their teams to overcome obstacles. The challenges becom selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 076 Continuous Learning and Development for Sales Teams 76 76 Ep 076 Continuous Learning and Development for Sales Teams full tag:soundcloud,2010:tracks/1734314403 https://share.transistor.fm/s/009681dd Thu, 08 Feb 2024 09:00:01 -0100 Mental Selling Mental Selling 1986 In sales, the commitment to continuous learning & personal development becomes not just a choice but a strategic necessity for those aspiring to thrive and succeed in the competitive landscape of sales. In this conversation, Jason Grom, Vice President of National Sales Organization Development, Field Training and Coach Development at Ameriprise Financial, steps in to discuss the importance of continuous learning and development in sales and underscores the need for individuals to understand their core values and motivations. Jason emphasizes that regardless of tenure, industry, or background, committing to ongoing training and getting the right coaching is a substantial part of success in sales. The conversation touches on the significance of gaining clarity on personal values and strengths, the importance of translating theoretical concepts into practical applications, and how behavior change and skill development can significantly impact sales outcomes. Jason is an accomplished facilitator and coach working with individuals, teams, and large groups. He's passionate and very knowledgeable about leading all segments of learning including analysis, design, delivery, and continuous improvement in partnership with cross-functional teams as well as gaining support and commitment from all levels of an organization. Related Resources: Jason on LinkedIn: https://www.linkedin.com/in/jason-grom-138a821/ Learn more about Jason: https://jgrom6.wixsite.com/learningintheflowo-1 Jason’s Blog: https://jgrom6.wixsite.com/learningintheflowo-1 In sales, the commitment to continuous learning & personal development becomes not just a choice but a strategic necessity for those aspiring to thrive and succeed in the competitive landscape of sales. In this conversation, Jason Grom, Vice Presiden selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 075 Elevating Conversations and Confidence in Sales 75 75 Ep 075 Elevating Conversations and Confidence in Sales full tag:soundcloud,2010:tracks/1719357390 https://share.transistor.fm/s/3c569730 Thu, 25 Jan 2024 09:00:06 -0100 Mental Selling Mental Selling 2256 In sales, leadership meant being the ultimate expert, the unquestioned "smartest person in the room." Consequently, leadership is no longer about having vast knowledge but about creating an environment where everyone can thrive and succeed together. Wanda Wallace is an accomplished keynote speaker, author, and Managing Partner of Leadership Forum. She helps leaders and teams improve the quality of their conversations in every aspect of organizational life, from team debate to inclusivity, career goals, feedback cultures, and strategic insight. Wanda speaks, coaches, conducts seminars, and works with top teams in corporations worldwide. She is passionate about helping leaders recognize their choices, see the consequences, take control of their careers, and build more inclusive teams. In this conversation, Wanda discusses the importance of conversations as the lifeblood of sales and highlights that while possessing knowledge is crucial, how this knowledge is communicated holds even greater importance. She further explains that successful sales rely not only on the salesperson's expertise but also on their ability to convey information in a compelling and relatable manner. Wanda urges sales professionals to hone their communication skills, confidence, and adaptability. In essence, she guides sales professionals looking to navigate the complexities of sales and advance their careers through strategic and empathetic communication. Resources: Wanda’s LinkedIn: https://www.linkedin.com/in/wanda-wallace-publicspeaker-author-podcasthost/ Follow Wanda on Twitter: https://twitter.com/AskWanda Learn more about Wanda: https://www.leadership-forum.com/ Wanda’s Books: You Can't Know It All: Leading in the Age of Deep Expertise In sales, leadership meant being the ultimate expert, the unquestioned "smartest person in the room." Consequently, leadership is no longer about having vast knowledge but about creating an environment where everyone can thrive and succeed together. Wand selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 074 Selling with Impact using Authenticity and Trust 74 74 Ep 074 Selling with Impact using Authenticity and Trust full tag:soundcloud,2010:tracks/1712962860 https://share.transistor.fm/s/0b126aa6 Thu, 11 Jan 2024 09:00:19 -0100 Mental Selling Mental Selling 2130 "Just because you're authentic doesn't necessarily mean you're going to be effective." Authenticity goes beyond mere self-expression. It is about bringing one's best self to each encounter, because when we embrace the power of authenticity, our stories create connections and inspire those around us. Allison Shapira is a CEO and Founder of Global Public Speaking, a communication training firm that works with emerging and established leaders to help them speak clearly, concisely, and confidently. She is an entrepreneur, best-selling author, and leadership communication keynote speaker. Allison learned about commanding a stage and using your voice as a former opera singer. She now applies those same strategies to help leaders in the corporate world find the courage to speak. In this conversation, Allison discusses the pivotal roles of authenticity, purpose, influence, confidence, empathy, and trust in effective communication and successful sales leadership. She explores the need for active listening and the impact of authenticity in building trust with clients. She also shares valuable insights into the nuances of virtual meetings and the art of building trust through competence, compassion, clarity, and consistency. Tune in and learn how to communicate with impact, credibility, and authenticity. Resources: Allison’s LinkedIn: https://www.linkedin.com/in/allisonshapira/ Follow Allison on Twitter: https://twitter.com/allisonshapira Learn more about Allison: https://allisonshapira.com/ Allison’s book, Speak with Impact: https://allisonshapira.com/book/ "Just because you're authentic doesn't necessarily mean you're going to be effective." Authenticity goes beyond mere self-expression. It is about bringing one's best self to each encounter, because when we embrace the power of authenticity, our stories cr selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 073 Mental Selling Year-End Reflection 73 73 Ep 073 Mental Selling Year-End Reflection full tag:soundcloud,2010:tracks/1695443250 https://share.transistor.fm/s/db75af21 Thu, 28 Dec 2023 09:00:09 -0100 Mental Selling Mental Selling 983 In the world of sales, instead of just dreaming about the result, pay more attention to doing each step well. Success isn't just about reaching the goal. It's more about doing each part of the process the best you can. In this special episode, host Will Milano takes a reflective journey through the standout moments and insights garnered from a year's worth of engaging discussions with different guests on the Mental Selling podcast. He revisits the episodes that have resonated most with the audience and highlights the key takeaways that amplify the essence of successful sales strategies, from the significance of embracing a mindset rooted in productivity and storytelling to unlocking the power of humor and mindfulness. Resources: Will on LinkedIn: https://www.linkedin.com/in/willmilano/ Integrity Solution’s New Book: https://www.integritysolutions.com/listen-to-sell/ In the world of sales, instead of just dreaming about the result, pay more attention to doing each step well. Success isn't just about reaching the goal. It's more about doing each part of the process the best you can. In this special episode, host Wil selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 072 Achieving Sales Goals Through Purpose-Driven Goal-Setting 72 72 Ep 072 Achieving Sales Goals Through Purpose-Driven Goal-Setting full tag:soundcloud,2010:tracks/1695091578 https://share.transistor.fm/s/95518cd6 Thu, 21 Dec 2023 09:00:10 -0100 Mental Selling Mental Selling 2407 When it comes to setting and pursuing your goals, the "why" behind it serves as the guiding compass on your journey. The greater your clarity of why and purpose, the more you can tap into what will help you meet moments of challenge head on and move through them. In this episode, Jeanne Torre joins to discuss the need for goal setting to go well beyond just checklists and numbers, outcome-oriented goals vs. process-oriented goals, shifting to a growth mindset & more outcomes-oriented thinking and the importance of leaders leading by example. She explains the pivotal role of leadership in supporting individuals through the goal-setting process, addressing burnout within sales teams and how important it is for leaders to engage in conversations beyond the surface of goal-setting, encouraging them to explore the deeper “why” behind the goals and connecting them to a broader purpose. Jeanne is a National Board Certified Health and Wellness Coach who has spent years coaching individuals toward achieving significant goals and helping burned-out high achievers master mindset, take command, and reclaim a life that energizes and aligns. Setting goals provides a clear target, but the real magic happens when we unravel that why behind them. It’s not just about what you achieve but also who you become in the process. Resources: Jeanne on LinkedIn: https://www.linkedin.com/in/jeanne-torre-6a87a11b1 Follow Jeanne on Twitter: @JTorreCoaching Learn more about Jeanne: https://highlandwellnessgroup.com/ When it comes to setting and pursuing your goals, the "why" behind it serves as the guiding compass on your journey. The greater your clarity of why and purpose, the more you can tap into what will help you meet moments of challenge head on and move throu selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 071 How to Build Trust and Reputation in a Crowded Marketplace 71 71 Ep 071 How to Build Trust and Reputation in a Crowded Marketplace full tag:soundcloud,2010:tracks/1682017911 https://share.transistor.fm/s/083784b4 Thu, 07 Dec 2023 09:00:17 -0100 Mental Selling Mental Selling 1686 Success in sales goes beyond numbers. It's about building genuine relationships through transparency, authenticity, and empathy. By prioritizing these pillars, sales professionals can create a foundation of trust to connect with clients on a deeper level. This customer-centric approach fosters long-lasting relationships and sets the stage for meaningful collaboration and continued success in the competitive world of sales. Radhika Shukla is a seasoned professional with over 21 years of expertise in strategic sales and leadership. Currently serving as the Director of Enterprise Cloud Solution Sales at Oracle, Radhika has mentored and led high-performing sales teams across North America and Asia and garnered many accolades, including being ranked number one in the top 10 women in manufacturing. She has received multiple awards at Microsoft, such as Excellence for Customer Obsession and Top Sales Management, and has a remarkable track record. In this conversation, Radhika discusses the transformative power of transparency and authenticity in sales, the importance of empathy when connecting with buyers, and the role of servant leadership in building high-performing sales teams. She further explains practical strategies for cutting through the noise in today's crowded marketplace, emphasizing the need for meaningful conversations that address prospects' pain points and provide tailored solutions. Radhika shares her leadership mantra—inspire, empower, appreciate—and explores how a growth-oriented mindset and continuous learning contribute to long-term success in sales. Resources: Radhika’s LinkedIn: https://www.linkedin.com/in/radhikashukla/ More about Oracle: https://www.oracle.com/ Success in sales goes beyond numbers. It's about building genuine relationships through transparency, authenticity, and empathy. By prioritizing these pillars, sales professionals can create a foundation of trust to connect with clients on a deeper level. selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 070 Using Brand to Turn Conversations Into Conversions 70 70 Ep 070 Using Brand to Turn Conversations Into Conversions full tag:soundcloud,2010:tracks/1664969109 https://share.transistor.fm/s/1c63e9ed Thu, 16 Nov 2023 09:00:13 -0100 Mental Selling Mental Selling 2287 Mastering the art of sales isn't about pushing products but about creating value and building relationships. Yet so many organizations struggle to create brand conversations that get more customers to the table and actually convert. How can you align brand marketing and sales to drive more of these conversions? To help us answer these questions, we speak to Kate DiLeo, CEO and Founder of The Brand Trifecta and bestselling author of Muting the Megaphone. Her innovative approach to branding simplifies the sales pitch, focusing on what the company does, how it can solve a problem, and what sets it apart from the competition. She has empowered countless organizations to create brands that not only attract prospects but also convert them into engaged users and loyal customers. In this conversation, Kate discusses the crucial elements of successful branding and sales strategies, including the importance of focusing on a target audience and honing in on a clear, concise message to engage prospects effectively. Kate's insights shed light on the pitfalls of traditional sales approaches and highlight the need for a more human-centric, value-driven mindset in the sales world. Resources: Kate’s LinkedIn: https://www.linkedin.com/in/Katedileo Follow Kate on Twitter: https://twitter.com/KateDiLeo Learn more about Kate: https://katedileo.com/ Mastering the art of sales isn't about pushing products but about creating value and building relationships. Yet so many organizations struggle to create brand conversations that get more customers to the table and actually convert. How can you align bran selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 069 Exploring the Principles of Crown Leadership: Excellent, Ethical, and Enduring 69 69 Ep 069 Exploring the Principles of Crown Leadership: Excellent, Ethical, and Enduring full tag:soundcloud,2010:tracks/1653277383 https://share.transistor.fm/s/b30649af Thu, 02 Nov 2023 08:00:04 -0100 Mental Selling Mental Selling 2338 Lack of alignment between your values and the decisions made by your company will most definitely cause demotivation and burnout. Prioritizing alignment, collaborative feedback, and self-awareness is crucial to establishing a culture of trust and integrity within any organization. In this conversation, Gregg Vanourek discusses the most integral concepts that inform his Triple Crown Leadership strategy - building excellent, ethical and enduring companies. He touches on the pivotal roles of purpose & values alignment, collaborative leadership, and a growth mindset that all serve as cornerstones of any successful organization. Gregg also provides insights into the often-overlooked power of feedback in building strong relationships and the mental traps we find ourselves in that inhibit fulfillment and happiness. He offers actionable strategies to enhance ethical leadership, fortify relationships, and prevent burnout to drive personal and professional growth. Gregg is an award-winning author specializing in personal development, life design, and leadership. His expertise lies in guiding individuals and teams towards purpose-driven success. Through his insightful teachings and transformative concepts, Gregg empowers others to align their values with their work, fostering authenticity and ethical excellence. Resources: Gregg’s LinkedIn: https://www.linkedin.com/in/gregg-vanourek-5347b11/ Follow Gregg on Twitter: https://twitter.com/gvanourek Learn more about Gregg: https://greggvanourek.com/ Gregg’s Books: LIFE Entrepreneurs; Triple Crown Leadership: Building Excellent, Ethical, and Enduring Organizations. Lack of alignment between your values and the decisions made by your company will most definitely cause demotivation and burnout. Prioritizing alignment, collaborative feedback, and self-awareness is crucial to establishing a culture of trust and integrit selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 068 Transforming Sales Teams Through a Culture of Learning 68 68 Ep 068 Transforming Sales Teams Through a Culture of Learning full tag:soundcloud,2010:tracks/1636734555 https://share.transistor.fm/s/250a9455 Thu, 19 Oct 2023 09:00:00 +0000 Mental Selling Mental Selling 2008 How do you move from a culture of ‘doing’ to a culture of learning that benefits employees and creates an impact that your customers see and feel? In this episode, Katie Anderson joins and discusses the difference between managing and coaching, stressing the need for leaders to take a proactive role in helping individuals overcome obstacles and uncover their full potential. She also touches upon the art of unburdened leadership, wherein leaders focus on guiding and supporting their team members instead of taking on all the tasks themselves. Hence, leaders must let their team members try things independently and learn from their mistakes. Katie Anderson, Founder of Katie Anderson Consulting, is an internationally recognized Leadership Coach, Consultant, Author, and Professional Speaker with over 20 years of experience supporting change and improvement in organizations across various industries. Katie feels leaders will find more success by empowering their people instead of focusing more on the result – whether that’s customer satisfaction or rising sales numbers. This includes investing in their learning, allowing them to experience failure, making them own up to their responsibilities, and, eventually, benefiting from an efficient and confident workforce that delivers customer satisfaction and less burdensome leadership. Resources: Katie’s LinkedIn: https://www.linkedin.com/in/kbjanderson/ Follow Katie on Twitter: @kbjanderson Learn more about Katie: https://kbjanderson.com/ Katie's new podcast, Chain of Learning will launch on November 1. Check out the website here - www.ChainOfLearning.com - and the trailer on ​​Transistor, Apple Podcasts, and Spotify. 541699 How do you move from a culture of ‘doing’ to a culture of learning that benefits employees and creates an impact that your customers see and feel? In this episode, Katie Anderson joins and discusses the difference between managing and coaching, stressin selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 067 Shifting Mindsets for Team-Based Selling 67 67 Ep 067 Shifting Mindsets for Team-Based Selling full tag:soundcloud,2010:tracks/1630860696 https://share.transistor.fm/s/286cc497 Thu, 05 Oct 2023 09:00:18 +0000 Mental Selling Mental Selling 2509 It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's collective wisdom and diverse perspectives. Diana Gurwicz is a core team member for Leadership Strategies Inc., the global leader in facilitation services and training, and the founder of Acrux Consulting LLC. With more than 20 years of consulting and facilitation experience, Diana Gurwicz has helped clients worldwide in varying industries improve their performance, invigorate their organizations, and streamline their processes to win and change the game in their respective environments. In this conversation, Diana discusses the critical aspects of leadership, including coaching for individual visions, cultivating strategic thinking, and the often-overlooked skill of managing up. She also touches on the pivotal role of customer perception in branding and the importance of team-based selling. She emphasizes that sales success isn't the result of individual efforts alone but a collective endeavor that requires relationships and collaboration of diverse expertise. Resources: Diana’s LinkedIn: https://www.linkedin.com/in/dgurwicz Follow Diana on Instagram: @dianagurwicz Learn more about Diana: https://acruxconsult.com It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's coll selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 066 Creating a Culture of Coaching and Mentoring in Sales 66 66 Ep 066 Creating a Culture of Coaching and Mentoring in Sales full tag:soundcloud,2010:tracks/1619294220 https://share.transistor.fm/s/5909df8f Thu, 21 Sep 2023 09:00:03 +0000 Mental Selling Mental Selling 2022 Both coaching and mentoring focus on growth, with the intention of achieving individual and organizational goals. It’s important to keep in mind, however, the distinction between the two that often goes overlooked. Loren Margolis, an Executive Coach, Founder of TLS Leaders, Forbes Contributor, and Faculty for the State University of New York, partners with global organizations to develop their leaders while building inclusive cultures. Over the years, Loren has helped senior leaders deepen their professional capacity so they can tackle greater challenges, and grow themselves within their organization. In this episode, Loren explores the disparities and similarities between coaching and mentoring, highlighting how they are often misconceived as synonymous. It’s important to understand the differences between the two, as she believes for individuals, one is better than the other. She also touches on the concept of micro-moments—instances in which we may unknowingly find ourselves engaged in either coaching or mentoring—and ways to make sure you’re employing the right method. Loren’s LinkedIn: https://www.linkedin.com/in/leadership-expert Follow Loren on Twitter: @LorenMargolis Learn more about Loren: https://trainingandleadership.org Both coaching and mentoring focus on growth, with the intention of achieving individual and organizational goals. It’s important to keep in mind, however, the distinction between the two that often goes overlooked. Loren Margolis, an Executive Coach, F selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 065 Leaning Into Your Strengths to Thrive in Sales 65 65 Ep 065 Leaning Into Your Strengths to Thrive in Sales full tag:soundcloud,2010:tracks/1605933366 https://share.transistor.fm/s/66025bea Thu, 07 Sep 2023 09:00:09 +0000 Mental Selling Mental Selling 2045 Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being. Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve performance and business outcomes through sociocultural drivers. Her focal points at Gallup are in Strengths-Based development, workplace practices, and development training to improve performance and business outcomes. In this conversation, Jaclynn discusses the challenges salespeople face in maintaining their well-being and performance in the workplace. She explains the importance of self-awareness to recognize burnout. Join us as she shares her insight on how sales professionals can build resilience and navigate burnout in their role. **Resources:** - Jaclynn’s LinkedIn: www.linkedin.com/in/jaclynnrobinson - Learn more about Jaclynn: www.jaclynnrobinson.com - Gallup: www.gallup.com Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enh selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 064 Unwritten Rules and Intangibles to Thrive in Sales 64 64 Ep 064 Unwritten Rules and Intangibles to Thrive in Sales full tag:soundcloud,2010:tracks/1595715951 https://share.transistor.fm/s/354ebf88 Thu, 24 Aug 2023 09:00:00 +0000 Mental Selling Mental Selling 2250 When Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed! Sales can be rewarding IF you're passionate about negotiating, problem-solving, and creating client relationships. With these attributes, you not only help your clients excel in their business, but you're also making a significant impact on your colleagues' success. In this episode, Chantel shares advice for navigating complex dynamics in sales and the power of finding a community of like-minded individuals. Chantel founded Sistas In Sales in 2017, the first and only global organization serving women of color in sales, out of a determination to build a community where diversity is celebrated and underrepresented talent is found and recognized. Today, Sistas in Sales is transforming lives, providing opportunities, and making sales a better place its more than 8,000 members. She emphasizes the importance of building a supportive community and highlights the need for intentional efforts from companies to attract and retain more diverse talent in sales. Chantel also shares insights into the changing dynamics of the buying journey, and the significance of curiosity and passion in successful selling. Lastly, she discusses the impact of providing validation, opportunities, and resources for her members, contributing to a more inclusive and empowered sales community. What to listen for: [1:19] - Chantel's journey into sales and her assumptions (and misassumptions) about sales as a profession [3:35] - What salespeople need around them to succeed and avoid imposter syndrome [04:50] - Intangibles that set successful salespeople apart [7:24] - Chantel's unwritten rules in sales [9:52] - The shifting buyers' journey and how to better meet customer expectations [11:23] - Asking tough questions, being genuinely curious and overcoming objections as ways to solve problems [14:02] - Having genuine belief and interest in the products and services you sell [16:40] - The motivation and goals for starting Sistas in Sales and how it evolved [21:36] - Reasons minorities are still so underrepresented in sales and sales leadership [23:58] - Advice for women of color getting into (or considering getting into) sales [28:24] - Going from good intentions to action in attracting (and retaining) diverse sales teams [29:24] - The best advice Chantel ever received [30:03] - Better preparing future sales leaders and what makes great sales leaders [33:15] - Empathy, feedback, and importance of the humanity in leadership Chantel sheds light on the challenges faced by (and opportunities for) underrepresented groups- especially women of color- in sales. She explores the significance of representation and role models in executive sales positions and the need for providing equal opportunities for success. Additional Resources: - Chantel on LinkedIn: https://www.linkedin.com/in/chantelgeorge - Follow Chantel on Twitter: https://twitter.com/ChantelCreates - Learn more about Sistas in Sales: http://sistasinsales.com/ When Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed! Sales can be rewarding IF y selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 063 Developing Resilience as a Salesperson 63 63 Ep 063 Developing Resilience as a Salesperson full tag:soundcloud,2010:tracks/1552985929 https://share.transistor.fm/s/32025202 Thu, 10 Aug 2023 09:00:06 +0000 Mental Selling Mental Selling 2057 Sales is an emotional roller coaster. It comes with high highs and low lows, rejection, triumphs, and everything in between. Success requires the ability to focus on what you can control in the midst of everything you can’t. Mary Browning is one of those resilient people. She’s an experienced sales leader who's passionate about empowering others and believes she's only as good as the team she leads. She's currently VP of Sales at StarLifter, and she's dedicated to helping more women earn roles in sales management. In this conversation, Mary emphasizes the importance of curiosity and resilience in sales and shares her perspective on how to handle difficult situations. She shares how salespeople can learn from both wins and losses, and how to maintain a curious attitude when faced with tough decisions in the industry. She also discusses sales from the perspective of a leader, sharing how to build strong relationships and effectively coach team members to create a healthy, successful culture. Additional Resources: - Mary on LinkedIn: https://www.linkedin.com/in/maryej/ - Follow Mary on Twitter: https://twitter.com/marybjolly - Learn more about StarLifter: https://www.starlifter.io/ Sales is an emotional roller coaster. It comes with high highs and low lows, rejection, triumphs, and everything in between. Success requires the ability to focus on what you can control in the midst of everything you can’t. Mary Browning is one of those selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 062 The Power of Storytelling in Sales 62 62 Ep 062 The Power of Storytelling in Sales full tag:soundcloud,2010:tracks/1552982464 https://share.transistor.fm/s/b02eb941 Thu, 27 Jul 2023 09:00:04 +0000 Mental Selling Mental Selling 2461 Stories are one of the most powerful tools in a salesperson’s toolbox. Here’s why: - Stories are 22 times more memorable than a series of facts or bullet points. - Stories tap into emotions in a way that pulls people in. - Stories create instant connection, turning strangers into friends. In this conversation, author, speaker, and consultant [Matthew Dicks](https://www.linkedin.com/in/matthew-dicks-84a95711/) returns to the show to share the power of storytelling in sales. He explains the science behind storytelling, highlights the need for humor in business, and discusses how to effectively engage your audience. Press play to learn how to tell stories in a way that creates connections, makes you memorable, and ultimately boosts sales. Additional Resources: - Matthew on LinkedIn: https://www.linkedin.com/in/matthew-dicks-84a95711/ - Follow Matthew on Twitter: https://twitter.com/matthewdicks - Matthew’s Website: http://www.matthewdicks.com/ - Matthew’s Book: [Story Worthy](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1?keywords=storyworthy+matthew+dicks&qid=1670615620&s=books&sprefix=Story+Worthy+matthew,stripbooks,100&sr=1-1](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1) - Mental Selling Episode 49 – How to Tap Into the Productivity Mindset(https://www.integritysolutions.com/resources/podcast/ep-049-tap-into-productivity-mindset/) Stories are one of the most powerful tools in a salesperson’s toolbox. Here’s why: - Stories are 22 times more memorable than a series of facts or bullet points. - Stories tap into emotions in a way that pulls people in. - Stories create instant connect selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 061 Creating Emotional Connections Through Effective Communication 61 61 Ep 061 Creating Emotional Connections Through Effective Communication full tag:soundcloud,2010:tracks/1545677374 https://share.transistor.fm/s/a89c5e14 Thu, 13 Jul 2023 09:00:00 +0000 Mental Selling Mental Selling 2612 Communicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before moving forward. In this conversation, communication expert [Johnny Walker](https://www.linkedin.com/in/characterinc/) shares how to harness the power of effective communication to boost sales performance. As the Founder and President of [Character Inc.](https://characterinc.com/) and a longtime training facilitator with Integrity Solutions, Johnny’s expertise in sales communication centers around understanding others in the pursuit of improved relationships and increased sales. Listen to hear Johnny share how to tap into your natural curiosity, craft questions that foster connection, and truly understand your customers’ needs. **Resources:** - Johnny’s LinkedIn: https://www.linkedin.com/in/characterinc/ - Follow Johnny on Twitter: @JohnnyWalkerCo - Learn more about Johnny’s company: [Character Inc.](https://characterinc.com/) Communicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 060 Boosting Sales by Leveraging Thought Leadership 60 60 Ep 060 Boosting Sales by Leveraging Thought Leadership full tag:soundcloud,2010:tracks/1545628471 https://share.transistor.fm/s/f1780ba5 Thu, 22 Jun 2023 09:00:06 +0000 Mental Selling Mental Selling 2895 Thought leadership is a critical tool for brands, especially in B2B, but what does it do for individual sellers? In this conversation, we speak with Bill Sherman, COO of Thought Leadership Leverage and Co-Host of the Leveraging Thought Leadership podcast. He helps connects the dots between the value and role of thought leadership and creating better sales outcomes. He explains how to use the four pillars of a successful thought leadership strategy to overcome objections, instill confidence, and build relationships. Bill emphasizes the importance of getting ahead of buyers’ online research. He explains if you aren’t getting your ideas and insights out early, you're missing the opportunity for creating new conversations. **Resources:** - Bill’s LinkedIn: https://www.linkedin.com/in/bill-sherman-274a02/ - Follow Bill on Twitter: https://twitter.com/BillSherman - Thought Leadership Leverage: http://t.co/cfzEai6X7t - Tune into Bill’s podcast: [Leveraging Thought Leadership](https://thoughtleadershipleverage.com/thought-leadership-podcasts/) - And hear from Will on the Leveraging Thought Leadership podcast: https://thoughtleadershipleverage.com/creating-a-thought-leadership-engine-will-milano/ Thought leadership is a critical tool for brands, especially in B2B, but what does it do for individual sellers? In this conversation, we speak with Bill Sherman, COO of Thought Leadership Leverage and Co-Host of the Leveraging Thought Leadership podcast selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 059 Connecting Sales to the Full Customer Journey 59 59 Ep 059 Connecting Sales to the Full Customer Journey full tag:soundcloud,2010:tracks/1526015518 https://share.transistor.fm/s/a26549bb Thu, 08 Jun 2023 09:00:04 +0000 Mental Selling Mental Selling 2506 It's never been more important to understand your customers and what they value. But where does the customer experience begin? And how do you tactically create a consistent experience that will keep customers loyal? Jeannie Walters, Founder and CEO of Experience Investigators, joins the show to share tangible ways to put customers first through their entire journey with your organization. She connects the dots between customer success and sales, and explains how the two groups can partner to optimize outcomes for all parties. She also dives into the use of technology in the customer experience, revealing how it can help and where it can hurt. Related Resources: - Jeannie on LinkedIn: https://www.linkedin.com/in/jeanniewalters/ - Follow Jeannie on Twitter: https://twitter.com/jeanniecw - Jeannie’s LinkedIn Learning courses: https://www.linkedin.com/learning/instructors/jeannie-walters - Jeannie’s website: https://experienceinvestigators.com/ - Hear Jeannie’s podcast: https://www.experienceactionpod.com/ It's never been more important to understand your customers and what they value. But where does the customer experience begin? And how do you tactically create a consistent experience that will keep customers loyal? Jeannie Walters, Founder and CEO of Ex selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 058 Why Happiness & Fulfillment Matter in Reaching Sales Potential 58 58 Ep 058 Why Happiness & Fulfillment Matter in Reaching Sales Potential full tag:soundcloud,2010:tracks/1514087266 https://share.transistor.fm/s/f0ce421d Thu, 18 May 2023 09:00:18 +0000 Mental Selling Mental Selling 2290 Happiness and confidence are the keys to reaching your potential in sales. Alan Allard, founder and President of Genius Dynamics, shares how developing a positive, confident mindset enables salespeople to approach clients without fear, build trust, and bounce back from rejection. Drawing from his decades of sales experience, Alan brings insights into behavior change, sales coaching, and what it takes to truly be happy at work and in life. **Additional resources from this episode:** - Alan’s LinkedIn: [https://www.linkedin.com/in/alanallard/](https://www.linkedin.com/in/alanallard/) - Follow Alan on Twitter: @alanallard - Explore Alan’s website and blog: [alanallard.com](https://alanallard.com/) - Read Alan’s book: *[Seven Secrets to Enlightened Happiness](https://www.amazon.com/Seven-Secrets-Enlightened-Happiness-Guide/dp/1481961829)* Happiness and confidence are the keys to reaching your potential in sales. Alan Allard, founder and President of Genius Dynamics, shares how developing a positive, confident mindset enables salespeople to approach clients without fear, build trust, and b selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 057 Aligning Passions, Values & Skills for Sales Success 57 57 Ep 057 Aligning Passions, Values & Skills for Sales Success full tag:soundcloud,2010:tracks/1504238797 https://share.transistor.fm/s/6e1e8cf8 Thu, 04 May 2023 09:00:07 +0000 Mental Selling Mental Selling 2497 The road to success in sales is paved with passion and purpose. Understanding your personal wiring as well as your customers’ leads to measurable results. Most people understand this concept on a surface level but have a hard time being introspective enough to actually connect their passion with their work. [Alaina Love](https://www.linkedin.com/in/alainalove/), speaker, consultant, and CEO of [Purpose Linked Consulting](https://thepurposelink.com/), shares actionable advice for aligning your passion and purpose with your work for optimized sales performance. She explains how authenticity and reflection allow you to build trust with your customers and teammates, and shares how to use the ten passion archetypes to foster lasting relationships. **Additional resources from this episode:** - Alaina’s LinkedIn: [https://www.linkedin.com/in/alainalove/](https://www.linkedin.com/in/alainalove/) - Follow Alaina on Twitter: @workwithpassion - Read Alaina’s book: *[The Purpose Linked Organization](https://www.amazon.com/Purpose-Linked-Organization-Passionate-Leaders/dp/0071624708)* - Keep an eye out for Alaina’s upcoming book: *Permission to Be* The road to success in sales is paved with passion and purpose. Understanding your personal wiring as well as your customers’ leads to measurable results. Most people understand this concept on a surface level but have a hard time being introspective eno selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 056 Why Brand Matters to Salespeople 56 56 Ep 056 Why Brand Matters to Salespeople full tag:soundcloud,2010:tracks/1496366056 https://share.transistor.fm/s/42717f54 Tue, 18 Apr 2023 00:00:00 +0000 Mental Selling Mental Selling 2577 Why should brand matter to salespeople? Isn’t that marketing’s job? Marketing expert Vince Freeman and sales leader David Schweisthal invite salespeople to think twice when it comes to brand. In this conversation, they share why every salesperson should be keenly aware of both their company’s brand and their personal brand as they work with customers. They explain how brand influences the sales process, leads customers down the sales funnel, and even mitigates risk for buyers. Press play to learn how to leverage your brand to win customers. **Additional resources from this episode:** - Davids’s LinkedIn: [https://www.linkedin.com/in/schweisthal/](https://www.linkedin.com/in/schweisthal/) - Vince’s LinkedIn: [https://www.linkedin.com/in/vince-freeman-55ba152/](https://www.linkedin.com/in/vince-freeman-55ba152/) - Check out Vince and David’s podcast Brand Matter: [https://brandmatter.fm/](https://brandmatter.fm/) Why should brand matter to salespeople? Isn’t that marketing’s job? Marketing expert Vince Freeman and sales leader David Schweisthal invite salespeople to think twice when it comes to brand. In this conversation, they share why every salesperson should selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 055 Accidental Executives: Thriving as a Sales Leader 55 55 Ep 055 Accidental Executives: Thriving as a Sales Leader full tag:soundcloud,2010:tracks/1485708685 https://share.transistor.fm/s/c0d19803 Thu, 06 Apr 2023 09:00:17 +0000 Mental Selling Mental Selling 2181 Have you ever been thrust into an unexpected sales leadership role? Did you wonder if leadership was even the right fit for you? Craig Anderson is an "accidental executive" who equips leaders with the confidence, team-building expertise, and business acumen they need to build successful companies. He is also the host of his own podcast called Executive Evolution. In this episode, Craig shares how accidental leadership can be used as an advantage, but also shares why leadership might not be for everyone and how that can damage an organization. **Additional resources from this episode:** - Craig’s LinkedIn: https://www.linkedin.com/in/craigpanderson/ - Craig’s Website: https://clearpathcoaches.com/ - Check out his podcast Executive Evolution: https://open.spotify.com/show/29YDbIkukFJKTQNJzMxJyb Have you ever been thrust into an unexpected sales leadership role? Did you wonder if leadership was even the right fit for you? Craig Anderson is an "accidental executive" who equips leaders with the confidence, team-building expertise, and business a selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 054 Mastering Mindfulness in Sales 54 54 Ep 054 Mastering Mindfulness in Sales full tag:soundcloud,2010:tracks/1471159258 https://share.transistor.fm/s/223fe59b Thu, 23 Mar 2023 09:00:18 -0100 Mental Selling Mental Selling 3331 The world is full of distractions. It’s hard to be a salesperson but even harder to focus on executing well. Emma Treharne is the Founder and Director of Nuveya Life, where she works with busy professionals to help them reclaim, redefine, and restore their mental, emotional, and physical health. With a background in sales and sales training, she joins the show to share her insights on how mindfulness can transform the way you work. Listen in as she shares how these practices can help salespeople manage their accounts, manage their people, and listen more effectively. In the end, you’ll walk away with tangible practices to implement in your role that help you become more engaged, be more present with customers, and make better decisions. Additional resources from this episode: - Emma’s LinkedIn: https://www.linkedin.com/in/emmatreharne/ - Emma’s Website: https://www.emmatreharne.com/ The world is full of distractions. It’s hard to be a salesperson but even harder to focus on executing well. Emma Treharne is the Founder and Director of Nuveya Life, where she works with busy professionals to help them reclaim, redefine, and restore th selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 053 Why Creating a Great Customer Experience Hinges on a Better Employee Experience 53 53 Ep 053 Why Creating a Great Customer Experience Hinges on a Better Employee Experience full tag:soundcloud,2010:tracks/1454922250 https://share.transistor.fm/s/2e639a3b Thu, 09 Mar 2023 10:00:08 -0100 Mental Selling Mental Selling 2252 To create a great customer experience, it’s essential to treat employees well first. Shep Hyken is a customer service and experience expert, and his mission is to promote the “Employee Golden Rule” where internal customer service should be better than external. Through his research, Shep found that 58% of customers believe customer service is more important than price, and 78% of customers would go out of their way to do business with a company that provides better service. In this episode, Shep talks about the importance of internal mantras that everyone can remember and adhere to so that customers feel confident that they made the right decision in choosing your company. By delivering on their promise and creating a great experience, businesses can ensure that customers will come back time and time again. Listen in to learn more. **Additional resources from this episode:** - Shep’s LinkedIn: [https://www.linkedin.com/in/shephyken/] - Shep’s website: [https://hyken.com/] - Check out his books: [https://hyken.com/media/] **In this episode, you’ll learn:** - How companies create a customer experience that makes them come back again and again - The power of social proof in building customer loyalty - The importance of creating internal mantras to promote customer satisfaction To create a great customer experience, it’s essential to treat employees well first. Shep Hyken is a customer service and experience expert, and his mission is to promote the “Employee Golden Rule” where internal customer service should be better than ex selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 052 What the Top 1% of Sales Performers Believe 52 52 Ep 052 What the Top 1% of Sales Performers Believe full tag:soundcloud,2010:tracks/1441192621 https://share.transistor.fm/s/89b7dc13 Thu, 23 Feb 2023 10:00:07 -0100 Mental Selling Mental Selling 2975 Scott Ingram is a sales expert and podcast host who has interviewed top performers in the industry to uncover the secrets to their success. He is passionate about helping salespeople understand the importance of mindset, belief, and productivity in achieving success. Better said, he helps salespeople unlock their superpower. In this episode, Scott reveals how top sales performers achieve high performance through self-belief, productivity, and customer knowledge. He challenges the lazy management-by-numbers approach and even breaks down unfair stereotypes about sales. **Additional resources from this episode:** - Scott’s LinkedIn: [https://www.linkedin.com/in/scottingram/] - Sales Success Stories Podcast: [https://top1.fm/all-sales-podcast-episodes/] - Daily Sales Tips Podcast: [https://podcasts.google.com/feed/aHR0cHM6Ly9kYWlseXNhbGVzdGlwcy5saWJzeW4uY29tL3Jzcw?sa=X&ved=0CAMQ4aUDahcKEwi4g9aB9Mz8AhUAAAAAHQAAAAAQAQ&hl=en] Scott Ingram is a sales expert and podcast host who has interviewed top performers in the industry to uncover the secrets to their success. He is passionate about helping salespeople understand the importance of mindset, belief, and productivity in achiev selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 051 Creating a People-First Sales Culture 51 51 Ep 051 Creating a People-First Sales Culture full tag:soundcloud,2010:tracks/1428714034 https://share.transistor.fm/s/b9fd4d0d Thu, 09 Feb 2023 10:00:05 -0100 Mental Selling Mental Selling 2251 Customers aren't going to buy unless they trust who they're working with, and the same goes for your team members. Sales managers are pivotal for any sales team to reach and exceed their goals, but true sales leadership is about more than managing numbers and pipelines. It's about creating a people-first culture where they feel secure, supported, and clear about the goals they need to achieve. In this episode, Helen Fanucci, a transformational sales leader with Microsoft, shares what sales managers should think about when it comes to leading and coaching their teams. Also a recent author, Helen shares tactics from her book Love Your Team, a Survival Guide for Sales Managers in a Hybrid World, which discusses strategies sales managers can implement to build stronger team cultures and deliver outsized business performance while retaining top talent. **Additional resources from this episode:** - Helen’s LinkedIn: [https://www.linkedin.com/in/helenfanucci](https://www.linkedin.com/in/helenfanucci) - Check out Helen’s podcast: [https://loveyourteampodcast.com/](https://loveyourteampodcast.com/) - Buy Helen’s book: [https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534000/ref=asc_df_1544534000/?tag=hyprod-20&linkCode=df0&hvadid=632085709568&hvpos=&hvnetw=g&hvrand=12696246064716327636&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9014835&hvtargid=pla-1879853881082&psc=1](https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534000/ref=asc_df_1544534000/?tag=hyprod-20&linkCode=df0&hvadid=632085709568&hvpos=&hvnetw=g&hvrand=12696246064716327636&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9014835&hvtargid=pla-1879853881082&psc=1) **In this episode, you’ll learn:** - How the accelerated shift to hybrid made good sales management essential - The importance of establishing outcome-based goals and objectives, not activity-based - How to approach coaching conversations with your team Customers aren't going to buy unless they trust who they're working with, and the same goes for your team members. Sales managers are pivotal for any sales team to reach and exceed their goals, but true sales leadership is about more than managing numbe selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 050 Leveraging Your Social Media Presence for Sales 50 50 Ep 050 Leveraging Your Social Media Presence for Sales full tag:soundcloud,2010:tracks/1428702943 https://share.transistor.fm/s/b7d73259 Thu, 26 Jan 2023 10:00:08 -0100 Mental Selling Mental Selling 2952 In a noisy world, reputation and perception have never been more important for salespeople. Buyers only have time for those who clearly and consistently articulate value and expertise. So how do sellers create a mindset and approach that helps them build their brand on social platforms and create connections that will lead to more sales? In this episode, Sam McKenna, CEO of #samsales Consulting, shares how salespeople can leverage LinkedIn to bolster your sales outreach and strategy. **Additional resources from this episode:** - Sam’s LinkedIn: [https://www.linkedin.com/in/samsalesli](https://www.linkedin.com/in/samsalesli) - Sam’s Website: [https://www.samsalesconsulting.com/](https://www.samsalesconsulting.com/) **In this episode, you’ll learn:** - Why your LinkedIn network is your net worth - Why LinkedIn can be more successful than cold email outreach - How to fine-tune your sales outreach and messaging In a noisy world, reputation and perception have never been more important for salespeople. Buyers only have time for those who clearly and consistently articulate value and expertise. So how do sellers create a mindset and approach that helps them build selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 049 How To Tap Into The Productivity Mindset 49 49 Ep 049 How To Tap Into The Productivity Mindset full tag:soundcloud,2010:tracks/1406486974 https://share.transistor.fm/s/57a87f5b Thu, 12 Jan 2023 09:00:01 -0100 Mental Selling Mental Selling 2128 Sales professionals, do you wish there were more hours in a day? Do you wish you could be more productive with the time you have? Matthew Dicks is an author, blogger, marketing and communications consultant, daily blogger, and author of the book Someday is Today. Basically, he’s a productivity expert who maximizes every minute he has to accomplish the things In this episode, Matthew shares his insights on how to be more productive to fuel your energy and sense of purpose. Early in his career, he learned that procrastination is often not about laziness but instead about a lack of preparation or fear of failure. Listen to learn tactics to create new habits, be more productive, and reduce the feeling of overwhelm that’s so prevalent in sales roles. **Additional resources from this episode:** - Matthew’s LinkedIn: [https://www.linkedin.com/in/matthew-dicks-84a95711/](https://www.linkedin.com/in/matthew-dicks-84a95711/) - Matthew’s Twitter: [https://twitter.com/matthewdicks](https://twitter.com/matthewdicks) - Matthew’s Website: www.matthewdicks.com - Someday Is Today: [https://www.amazon.com/s?k=someday+is+today&i=stripbooks&crid=1W49F4O07F0N1&sprefix=someday+is+today%2Cstripbooks%2C997&ref=nb_sb_ss_ts-doa-p_1_14](https://www.amazon.com/s?k=someday+is+today&i=stripbooks&crid=1W49F4O07F0N1&sprefix=someday+is+today%2Cstripbooks%2C997&ref=nb_sb_ss_ts-doa-p_1_14) - Story Worthy: [https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1?keywords=storyworthy+matthew+dicks&qid=1670615620&s=books&sprefix=Story+Worthy+matthew%2Cstripbooks%2C100&sr=1-1](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1?keywords=storyworthy+matthew+dicks&qid=1670615620&s=books&sprefix=Story+Worthy+matthew%2Cstripbooks%2C100&sr=1-1) Sales professionals, do you wish there were more hours in a day? Do you wish you could be more productive with the time you have? Matthew Dicks is an author, blogger, marketing and communications consultant, daily blogger, and author of the book Someday selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 048 Goal-Setting Advice to Start 2023 Right 48 48 Ep 048 Goal-Setting Advice to Start 2023 Right full tag:soundcloud,2010:tracks/1392929740 https://share.transistor.fm/s/c752521d Thu, 15 Dec 2022 09:00:07 -0100 Mental Selling Mental Selling 2827 Whether you’re beginning a new position in sales or gearing up for 2023 in the same position you’ve been in, there’s something special about starting a new season. The problem is, we let that excitement fade and rarely follow through on the goals we set for ourselves. Mike Fisher, Chief Sales Officer at Sales Bullpen, joins the show to give us a boost in motivation along with a method for sticking to our sales goals all year long. He reminds us of the power of taking ownership of our performance, making strategic plans for sales initiatives, and keeping goals top-of-mind. Ready to make 2023 your best year yet? Press play. **Additional resources from this episode:** - Mike’s LinkedIn: [https://www.linkedin.com/in/integrityservicesfisher/](https://www.linkedin.com/in/integrityservicesfisher/) - Episode 24: The Power of Reframing: Uncovering The Hidden Salesperson - Episode 23: Preparing for Sales Calls and Asking Better Probing Questions for Sales - Episode 12: The Selling Skill that Will Better Connect You with Customers Whether you’re beginning a new position in sales or gearing up for 2023 in the same position you’ve been in, there’s something special about starting a new season. The problem is, we let that excitement fade and rarely follow through on the goals we set f selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 047 Tapping Into Introverts’ Sales Superpowers 47 47 Ep 047 Tapping Into Introverts’ Sales Superpowers full tag:soundcloud,2010:tracks/1392865351 https://share.transistor.fm/s/d48aefaa Thu, 01 Dec 2022 09:00:13 -0100 Mental Selling Mental Selling 3502 Think extroverts make the best salespeople? Think again. Matthew Pollard, Founder of Rapid Growth and author of The Introvert’s Edge, believes introverts can make incredible salespeople when they harness their superpowers. In this conversation, Matthew reveals the traits that give introverts an advantage in sales. Whether you’re outgoing or more reserved,, Matthew shares how you can embrace your personality and leverage it to improve your selling skills. He also reminds us sales is about service, teaches us the power of preparation, and gives advice for building your confidence as a salesperson. In this episode, you’ll learn: Why introversion is a sales superpower The power of systems and preparation How to work effectively with other personalities What to listen for: [01:00] The introvert’s edge [05:30] The superpower of reflection [13:00] Embracing “what if?” thinking [16:45] Serving people through sales [22:30] Thinking differently about finding and supporting sales talent [31:00] Acknowledging personality differences in training [41:00] The power of preparation [46:00] Working with an extroverted manager as an introvert [50:00] Learning to manage effectively [54:00] Building confidence as an introverted salesperson Resources: Check out Matthew’s website matthewpollard.com Buy his book The Introvert’s Edge: https://matthewpollard.com/theintrovertsedge/book Think extroverts make the best salespeople? Think again. Matthew Pollard, Founder of Rapid Growth and author of The Introvert’s Edge, believes introverts can make incredible salespeople when they harness their superpowers. In this conversation, Matthew selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 046 Embracing the Hybrid Environment in Medical Sales 46 46 Ep 046 Embracing the Hybrid Environment in Medical Sales full tag:soundcloud,2010:tracks/1383201640 https://share.transistor.fm/s/e5d01d91 Thu, 17 Nov 2022 09:00:19 -0100 Mental Selling Mental Selling 2160 More than half of buyers don’t want to interact with a sales rep, according to research by Gartner. In medial sales, if providers don’t want to meet with you, what’s your next move? Samuel Adeyinka, medical sales consultant and host of The Medical Sales Podcast, joins the show to answer that question. He discusses how virtual selling and building an online brand create access to decision-makers you couldn’t get otherwise. He also shares how to make the most of an in-person meeting when you land one. Listen in for actionable advice to accelerate your medical sales career. **Additional resources from this episode:** - The Medical Sales Podcast: [https://evolveyoursuccess.com/podcast) - Evolve Your Success: [https://evolveyoursuccess.com/] - Samuel’s LinkedIn: [https://www.linkedin.com/in/samueladeyinka/] More than half of buyers don’t want to interact with a sales rep, according to research by Gartner. In medial sales, if providers don’t want to meet with you, what’s your next move? Samuel Adeyinka, medical sales consultant and host of The Medical Sales selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 045 Transitioning from Player to Coach 45 45 Ep 045 Transitioning from Player to Coach full tag:soundcloud,2010:tracks/1378477333 https://share.transistor.fm/s/45afd1ae Tue, 08 Nov 2022 11:32:45 -0100 Mental Selling Mental Selling 2425 What’s the difference between a manager and a coach? Managers focus on current state, but coaches focus on future state, helping people reach potential they didn’t realize they had. Jim Ryan former Denver Broncos player and current speaker, training facilitator, and sales coach at Integrity Solutions, joins the show to share how to shift your mindset from manager to coach. We discuss how to make the leap from individual contributor to sales leader, and how to excel once you’re there. Jim shares how to untie mental knots, build confidence, and set “little-picture” goals for big-picture success. In this episode, you will learn: - How to overcome negative self-talk and build confidence - Why preparation will make or break your success in sales - How to shift from a managing mindset to a coaching mindset What’s the difference between a manager and a coach? Managers focus on current state, but coaches focus on future state, helping people reach potential they didn’t realize they had. Jim Ryan former Denver Broncos player and current speaker, training faci selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 044 Owning Your Mindset Throughout the Sales Process 44 44 Ep 044 Owning Your Mindset Throughout the Sales Process full tag:soundcloud,2010:tracks/1366988368 https://share.transistor.fm/s/d9c20a3e Thu, 20 Oct 2022 19:19:57 +0000 Mental Selling Mental Selling 2862 It's your mindset that's the foundation for sales success. But WHY is mindset so critical to a salesperson's success? What's the mindset difference between those that are truly great at sales and those that struggle? And why do some salespeople- and sales leaders- STILL skip over or dismiss the issue of mindset? Joining us today is Mark Hunter, better known as The Sales Hunter, award-winning author, blogger, keynote speaker and consultant that helps sales professionals learn how to hone their own skills and learn from their prospective clients. He is most recently the author of A Mind For Sales: Daily Habits and Practical Strategies for Sales Success. As Mark shares, sales is not about being the smartest person in the room. It’s about understanding your customer's goals and being committed to how your sales process, offerings and insights as a salesperson can help them achieve those goals. Hear our conversation with Mark as we discuss: - Assuming responsibility and ownership for every step of the sales process and what's possible for your own success - Why sales is emotional and salespeople are limited only be their own thinking and attitudes - Defining sales as helping people- and why selling is a true team sport - Overcoming preconceived notions as the seller and the buyer - Keys to salespeople being disciplined and focused with their time - Managing vs. coaching in sales and the attitude shift needed by sales leaders Related links from today's episode: Mark's website: https://learn.thesaleshunter.com/ Follow Mark on LinkedIn: https://www.linkedin.com/in/markhunter/ Read A Mind For Sales: https://www.amazon.com/Mind-Sales-Practical-Strategies-Success/dp/1400215676/ Visit Integrity Solutions: https://www.integritysolutions.com/ It's your mindset that's the foundation for sales success. But WHY is mindset so critical to a salesperson's success? What's the mindset difference between those that are truly great at sales and those that struggle? And why do some salespeople- and sales selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 043 Balancing Employee Motivation and Company Goals 43 43 Ep 043 Balancing Employee Motivation and Company Goals full tag:soundcloud,2010:tracks/1362466030 https://share.transistor.fm/s/3f3287cf Thu, 13 Oct 2022 17:46:04 +0000 Mental Selling Mental Selling 2211 How do we keep employees engaged and motivated to the goals we set with them? It’s harder than ever to get, keep and maximize talent. What does it take to attract good sales candidates- and actually keep them?.. How have hybrid sales teams changed the way teams stay connected and combat things like burnout? And what are companies missing out learning about when people do leave? Our guest today to discuss these things and more is Elisa Matthews, Client Performance Strategies Facilitator at Allied Solutions. She’s here to discuss how we can get employees to understand and buy into a company’s goals but also keep them motivated and show commitment to developing their own skills as future leaders in their industry. In our conversation, we discuss: - Employee engagement and retention in today’s hybrid work environment - Developing and coaching employees based on what they need not what leaders assume - Leaders’ responsibility in helping their people ‘fall forward’ and continuous growth - Understanding the synergy between sales and customer service (from the customer’s view) Establishing employee motivation strategies and keeping employee morale high towards the goals that don’t just help their career development but are also set towards our customer’s needs is vital to a company’s success. How do we keep employees engaged and motivated to the goals we set with them? It’s harder than ever to get, keep and maximize talent. What does it take to attract good sales candidates- and actually keep them?.. How have hybrid sales teams changed the way selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 042 Applying Design Thinking to the Sales Process 42 42 Ep 042 Applying Design Thinking to the Sales Process full tag:soundcloud,2010:tracks/1349156719 https://share.transistor.fm/s/ce96a435 Thu, 22 Sep 2022 20:06:06 +0000 Mental Selling Mental Selling 2514 The design thinking process is an underutilized skill for salespeople. Our guest today on Mental Selling is Ashley Welch, an expert in the design thinking process and Co-Founder at Somersault Innovation, here to help users become more customer-centric throughout the sales process. Design thinking for sales requires a ruthless focus on the end customer, keeping them at the center of the process from the very beginning. Hear our conversation as we discuss: - The design thinking process in sales and becoming more customer-centric - Getting salespeople to be more curious and thinking about their customer’s customer - Meeting more complex deals and expanding buying committees with a more team-based selling approach - Storytelling and how salespeople can make stories come alive and be more relatable for customers More information from today's episode: Ashley's LinkedIn Profile: https://www.linkedin.com/in/awelch1/ Somersault Innovation website: https://www.somersaultinnovation.com/ Raise your Mental Selling acumen with us at Apple Podcasts, Spotify, on our website (https://www.integritysolutions.com/resources/mental-selling-sales-podcast/), or anywhere you get podcasts. FeedSpot has included us as one of the 30 best sales podcasts on the web. Please rate our show and leave a comment — we love your feedback! The design thinking process is an underutilized skill for salespeople. Our guest today on Mental Selling is Ashley Welch, an expert in the design thinking process and Co-Founder at Somersault Innovation, here to help users become more customer-centric t selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 041 More Than a Number: Establishing the Right Sales Culture 41 41 Ep 041 More Than a Number: Establishing the Right Sales Culture full tag:soundcloud,2010:tracks/1343136865 https://share.transistor.fm/s/03bbd58c Tue, 13 Sep 2022 14:11:29 +0000 Mental Selling Mental Selling 2182 We all want to have the right people working with us. But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping companies identify not just the right people for the job, but the right people for the sales culture at that job. Andrea Pagnozzi is the Principal Coach and Consultant at Flint Coaching and Consulting. Hear our conversation with Andrea Pagnozzi where we discuss: - What (if anything) we’ve learned from the Great Resignation - Why the key to thriving in a sales culture is through belonging and connecting - Sales managers becoming good coaches and mentors for their employees - Why sales training and coaching tends to be too tactical - Andrea’s three-pronged approach to training. - Why any L&D spending should start with your leaders Ultimately, if you want to build a thriving sales culture that can weather pandemics or economic downturns, leadership needs to be fully present and empathetic, without ever coddling or micromanaging. That’s how you foster belonging and connection. That’s the lesson sales managers need to learn from the Great Resignation. More information about Andrea and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/andreapagnozzi/ Andrea's Website: https://www.flintcoachingllc.com/ We all want to have the right people working with us. But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping companies identify not just the right people for the job, selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 040 How Word Choices Can Make or Break Sales Conversations 40 40 Ep 040 How Word Choices Can Make or Break Sales Conversations full tag:soundcloud,2010:tracks/1331124289 https://share.transistor.fm/s/0abcb24a Thu, 25 Aug 2022 14:14:05 +0000 Mental Selling Mental Selling 3111 Sales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make. But not everyone is gifted with charisma and improvisational skills. How do you improve your conversational intelligence, change perspectives and build stronger relationships with your customers with well-thought-out words? My guest today is a highly sought-after trainer, coach, and leadership consultant. Steven Lozada is the President of UpwardMindset, a gifted jazz musician, an MBA, and a professionally certified trainer in a variety of disciplines. In this insightful and informative episode, we’ll discuss: - How forging a connection is the most important part of your sales conversation - Elevating what Steven calls your "trust equity" - Rejection-free openings and why objections are a gift - The power of “no-oriented questions” - How to keep customer conversations moving forward without being manipulative More information about Steven and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/stevenlozada/ Company Website: https://www.upwardmindset.com/ Exactly What to Say: The Magic Words for Influence and Impact, by Phil M. Jones: https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ Please follow and rate our show — we love your feedback! FeedSpot has included us on their list of the top 30 best sales podcasts. Sales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make. But not everyone is gifted with c selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 039 Getting Under the Hood of the Sales Discovery Process 39 39 Ep 039 Getting Under the Hood of the Sales Discovery Process full tag:soundcloud,2010:tracks/1322564065 https://share.transistor.fm/s/5808d5aa Fri, 12 Aug 2022 00:28:12 +0000 Mental Selling Mental Selling 3277 Sales is all about relationships. It’s about getting to the final result of making the deal and getting the new customer achieve their desired outcomes. But what we are too often missing is realizing that the sales discovery phase is the most important (even compared to the late-stage negotiation) to developing trust and rapport and, ultimately, eventually earning the deal. It’s about uncovering some of the hidden structures, like how decisions get made, what's going on in the organization and fears and apprehensions the buyer might have. Our conversation this week is with Lisa Weaver & Jay Cone, Partners and Co-Founders of Unstuck Minds, where we discuss the importance of how the sales mindset and salesperson's intentions comes through clearly- one way or another- through sales discovery. Discover what the best use of a salesperson’s time is during research, the time salespeople should actually be spending in discovery, the value of how learning 'attention agility' can help a salesperson get to what's most important to the customer, improving listening and questioning skills with customers and understanding what customers expect from initial discovery meetings. Sales discovery has less to do with hitting a goal and more with emphasizing whatever learnings come out of a discussion — which helps with the mindset shift that needs to happen for both the salesperson and customer. “What you're going for is that the client partner on the other side feels seen, heard and valued, and that you 'get it'.” — Lisa Weaver More about today's guests: Unstuck Minds website: https://unstuckminds.com/ Lisa on LinkedIn: https://www.linkedin.com/in/lisaevansweaver/ Jay on LinkedIn: https://www.linkedin.com/in/jay-cone-9108348/ FeedSpot has recently included Mental Selling as one of best sales podcasts to follow: blog.feedspot.com/sales_podcasts/ Sales is all about relationships. It’s about getting to the final result of making the deal and getting the new customer achieve their desired outcomes. But what we are too often missing is realizing that the sales discovery phase is the most important (e selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 038 Modern Selling Practices: Using a Spear, Not a Net 38 38 Ep 038 Modern Selling Practices: Using a Spear, Not a Net full tag:soundcloud,2010:tracks/1313548915 https://share.transistor.fm/s/898be1ed Thu, 28 Jul 2022 15:59:30 +0000 Mental Selling Mental Selling 2988 If you’ve been in sales for awhile, you’ve seen all of the methods for sealing the deal. In a modern sales environment, the sales strategies of the past (throwing a net and seeing what you can catch) can still have their place. However, with the influx of sales tools, throwing a spear to catch exactly what you need is the modern approach. Hear our conversation with Jamie Shanks, author of Social Selling Mastery and Spear Selling, where we discuss: ● The interconnection of modern, social and account-based selling ● What scares sales people from performing at their best ● Preparing for the possible economic downturn As a sales professional, you only control two things: the decisions you make and the actions you take. Building intention and focus through these actions is essential to overall growth and success, both professionally and personally for salespeople. With the huge influx of sales enablement tools, it is possible and preferable to catch exactly what you want without sorting through the extra noise. Jamie explains the intricacies of learning to fish with a spear in sales. In addition, he offers invaluable expertise in aligning core values, creating intention in relationships in sales, and preparing for the future. “You have to believe that you are either making people money, saving them money, or mitigating risk: the three core value creators in a business.” — Jamie Shanks More information about Jamie and today’s topics: ● Follow Jamie on LinkedIn: https://www.linkedin.com/in/jamestshanks/ ● Pipeline Signals: https://pipelinesignals.com/ and Sales for Life: https://salesforlife.com/ FeedSpot has recently included us as one of their top 30 best sales podcasts: https://blog.feedspot.com/sales_podcasts/ If you’ve been in sales for awhile, you’ve seen all of the methods for sealing the deal. In a modern sales environment, the sales strategies of the past (throwing a net and seeing what you can catch) can still have their place. However, with the influx selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 037 Three Ways Sales Leaders can Accurately Measure Retention vs. Churn 37 37 Ep 037 Three Ways Sales Leaders can Accurately Measure Retention vs. Churn full tag:soundcloud,2010:tracks/1301479627 https://share.transistor.fm/s/63334630 Thu, 07 Jul 2022 20:15:19 +0000 Mental Selling Mental Selling 2647 Another day, another salesperson gone. Lost to a toxic workplace. Or a lack of empathy. Or misalignment. What if your sales team could increase retention? What can you do to decrease churn? Is it even possible with the traditionally high turnover of sales? The key lies is empathy. 🗝️ This week, Ronda Robinson, Founder of Robinson Alliance Group, joins me to discuss recruiting and retaining salespeople while maintaining a healthy work culture. According to Ronda, your business must: 💥Lead with empathy and intention 💥Set sales teams up for success by understanding who are the Hunters and who are the Farmers- and nurturing both 💥Avoid paying a 'people tax' by paying attention to the human aspect of workers Following these guidelines from recruiting to retaining will foster an environment where salespeople are: 💥Excited to come to work 💥Set up for success and growth 💥Retained long-term Join us on the latest episode of Mental Selling to learn more about breaking the high-churn culture of sales and fostering a revolutionary sales culture in your business. “When we don't pay attention to the personal side of people, what they have going on inside, then you will pay a people tax.” — Ronda Robinson Another day, another salesperson gone. Lost to a toxic workplace. Or a lack of empathy. Or misalignment. What if your sales team could increase retention? What can you do to decrease churn? Is it even possible with the traditionally high turnover selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 036 Creating the Successful and Resilient Sales Team 36 36 Ep 036 Creating the Successful and Resilient Sales Team full tag:soundcloud,2010:tracks/1293376036 https://share.transistor.fm/s/42587d06 Fri, 24 Jun 2022 03:23:06 +0000 Mental Selling Mental Selling 2935 Your sales journey is like a book. There are different chapters for different stages and each unwritten page is just another part of the process that hasn’t happened yet. Everyone starts their book at a different stage. Some are the team’s A-Players that were born for sales. Others need some coaching. Regardless of where the book begins, the next chapter relies heavily on the sales leader involved. Hear our conversation with Leigh Ashton, Founder & CEO at The Sales Consultancy, where our discussion includes: - The difference between a good and great sales leader - Creating psychological safety for a sales team - How a growth vs. fixed mindset determines a sales team dynamic - The 10-80-10 rule of sales teams “An assumption that would really inhibit an organization's growth is to think that training, on its own, is the end of the story; it is just step one of a multi-step process that takes a person from where they are to where you'd like them to be.” — Leigh Ashton Your sales journey is like a book. There are different chapters for different stages and each unwritten page is just another part of the process that hasn’t happened yet. Everyone starts their book at a different stage. Some are the team’s A-Players tha selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 035 Sales Leadership: A Continuum of Confidence and Competence 35 35 Ep 035 Sales Leadership: A Continuum of Confidence and Competence full tag:soundcloud,2010:tracks/1284326905 https://share.transistor.fm/s/e5b4248f Thu, 09 Jun 2022 15:48:52 +0000 Mental Selling Mental Selling 2471 Growing a sales team isn’t hard. Growing a sales team that’s successful and feels comfortable in their role… now THAT'S a challenge. And it really comes back to the leadership of the team and the work they are willing to do to take their people to the next level by bringing confidence and humility to every interaction. Hear our conversation with Karin Hurt, CEO and Co-Founder at Let's Grow Leaders, where we discuss: - How to create a psychologically safe and courageous sales culture - Developing new sales leaders - The 6 essential competencies of a sales team Want to learn more about the 6 competencies of a sales team, the 6 competencies of sales leaders AND what companies get wrong identifying and developing sales leaders and how to fix it? Listen now. Growing a sales team isn’t hard. Growing a sales team that’s successful and feels comfortable in their role… now THAT'S a challenge. And it really comes back to the leadership of the team and the work they are willing to do to take their people to the n selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 034 The Present and Future of Women in Sales 34 34 Ep 034 The Present and Future of Women in Sales full tag:soundcloud,2010:tracks/1275704692 https://share.transistor.fm/s/d6664b13 Thu, 26 May 2022 15:22:51 +0000 Mental Selling Mental Selling 2090 It’s 2022 — why is there still a gender gap in sales? Studies definitively show diverse sales teams generate more revenue. So... what’s the hold up? My guest today is Lori Richardson, the Founder of Score More Sales and a passionate champion for #WomenInSales. She’s an author, in-demand speaker, and one of the most popular sales coaches at Harvard Business School. Lori also serves on the advisory board of the Sales Education Foundation, where she seeks to destroy old misconceptions about our industry. Sales is a helping profession. This is backed up by the fact that during the pandemic, many women had to leave the field to stay closer to home or become full-time caregivers. Remote work has increased the accessibility of sales roles, but Lori still encounters all-male teams all the time. But women are the majority of undergraduates now. Many companies haven’t yet realized that female sales pros bring a lot to the table, such as empathy, coachability, and a deep motivation to succeed. Lori believes diversity builds strength, which leads to higher revenues. Customers want to buy from brands that reflect their beliefs and values — and companies lagging behind the times will be on their way out. Check out the full episode 🎧 click the link below! It’s 2022 — why is there still a gender gap in sales? Studies definitively show diverse sales teams generate more revenue. So... what’s the hold up? My guest today is Lori Richardson, the Founder of Score More Sales and a passionate champion for #WomenI selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 033 Frictionless Selling: The Art of Going Where the Buyers Are 33 33 Ep 033 Frictionless Selling: The Art of Going Where the Buyers Are full tag:soundcloud,2010:tracks/1267120435 https://share.transistor.fm/s/c1aa4d20 Thu, 12 May 2022 17:22:04 +0000 Mental Selling Mental Selling 2539 Customers dread being sold to. It's no different for B2B buyers than it is for anyone else. In fact, research shows that buyers now spend only 17% of their time actually buying. Since that's often divided among many potential suppliers, you might be getting 1% to 5% of their time. What are you going to do with your small fraction of your buyer's time? On this episode of Mental Selling, we speak with Janice B. Gordon, Customer Growth Expert, about why people hate buying and what you can do to make the experience something they love instead, why you should stop using Zoom like a phone and how to maximize its value, the matchless value of self-awareness in sales, and more. Let’s jump right into the discussion! “The buyer has come to you for a particular reason. Your job is to find out what that is.” — Janice B. Gordon Customers dread being sold to. It's no different for B2B buyers than it is for anyone else. In fact, research shows that buyers now spend only 17% of their time actually buying. Since that's often divided among many potential suppliers, you might be gett selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 032 Collaborative Selling and the Future of the Customer Experience 32 32 Ep 032 Collaborative Selling and the Future of the Customer Experience full tag:soundcloud,2010:tracks/1258912312 https://share.transistor.fm/s/8dc94fb4 Thu, 28 Apr 2022 21:16:59 +0000 Mental Selling Mental Selling 3347 A salesperson today is vastly different than the one you’re probably imagining right now. It’s not all about making the sale anymore — It’s about providing a solution that will be mutually beneficial to seller and buyer. But as we have transitioned to more of a virtual approach, it’s important to not lose those valuable customer connections along the way. Hear our conversation with Tony Alessandra, Founder of Assessments 24x7 as we discuss: - The future of selling & reasons why some still avoid the profession - Who the modern salesperson is and the future of selling - Adjusting to today's savvier buyers and the importance of honesty and building trust - The learning curve of virtual selling & best practices - Assessing and attracting talent today and getting rid of the old views of selling - Matching your selling style to the customer’s buying style “The old days of selling where we give our pitch, close, and overcome objections is still in the mental makeup of too many people.” — Tony Alessandra " People avoid selling because they really believe that you're either a born salesperson or not, which is the furthest from the truth." — Tony Alessandra A salesperson today is vastly different than the one you’re probably imagining right now. It’s not all about making the sale anymore — It’s about providing a solution that will be mutually beneficial to seller and buyer. But as we have transitioned to selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 031 The Purpose-Driven Salesperson 31 31 Ep 031 The Purpose-Driven Salesperson full tag:soundcloud,2010:tracks/1250247997 https://share.transistor.fm/s/b00048f9 Thu, 14 Apr 2022 17:03:28 +0000 Mental Selling Mental Selling 3863 Sales is one of the only professions where we allow it to be defined by the people who do it badly. Top salespeople are ones who earnestly want to improve life for their customers. When purpose driven sales becomes part of the culture and bigger than the transaction- and your ‘true north’ is improving life for customers- you’ll actually wind up making more money. Successful salespeople want to know that what they’re doing counts for something- that their work matters. If what you are selling is being bought by customers, you’re improving their lives. Hear our conversation with Lisa Earle McLeod, Founder at McLeod & More, Inc. and author of the bestseller Selling with Noble Purpose. Listen as we discuss: - 3 questions to ask that every salesperson should be able to answer - The real reasons salespeople leave their jobs - How the noble seller differs from the transactional seller - The difference between customer-centricity and purpose-driven sales - Overcoming the negative external perceptions of sales with confidence- and how your customers will feel it - The “it” that customers really want you to get to… - What mistaking profit for their purpose signals to your salespeople and employees - Why sales numbers are a lagging indicator and sales leaders need to coach to mindsets vs. outcomes - Why the people that have bought from you before are the key to understanding how your products make a difference - Sales managers as the “front-line belief builders” “When you have a noble purpose, when your true north is improving life for customers, you wind up making more money.” — Lisa Earle McLeod Selling, at its heart, is not about talking people into something they don’t want. Selling, at its heart, is about finding the people who can benefit from what you have and making it easy for them. The data is fundamentally clear. The top salespeople are the people who want to improve life for their customers. The data tells us you will be more compelling, you will be more engaging, your win rate will go up, and you will ultimately close more deals. “A noble purpose seller starts a call thinking, How can I make a difference to this customer? A transactional seller starts a call thinking, How can I close this deal?” — Lisa Earle McLeod Raise your Mental Selling acumen with us at Apple Podcasts, Spotify, on our website, or anywhere you get podcasts. Please rate our show — it really helps us! Sales is one of the only professions where we allow it to be defined by the people who do it badly. Top salespeople are ones who earnestly want to improve life for their customers. When purpose driven sales becomes part of the culture and bigger than the selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 030 The Sales Mindset and Exceeding Customer Expectations 30 30 Ep 030 The Sales Mindset and Exceeding Customer Expectations full tag:soundcloud,2010:tracks/1242776443 https://share.transistor.fm/s/01cc46e5 Fri, 01 Apr 2022 19:11:44 +0000 Mental Selling Mental Selling 2645 What is it that your customers truly want and value beyond the basic transaction? And what happens when companies give 'non-traditional sales roles' more responsibility for uncovering new sales opportunities with customers? When we change our mindset so that customer service and sales become one and the same, then everyone within the company can comfortably and confidently embrace more of a sales mentality. And when done right- for the right reasons- customer expectations are met like never before. This episode of Mental Selling is our conversation with Bobbi McVey-Blath, banking industry expert and Owner at Level Up Facilitation Group. Listen as we discuss: - how a simple yet critical mindset shift about the traditional negative perceptions of selling can teach us to embrace sales - how every customer-facing role across a company is 'selling' whether they realize it or not - questioning techniques, listening skills and 'reading between the lines' to problem solve and uncover and deliver superior customer value - the importance of integrity and trust in both the customer experience AND employee experience - the role that beliefs play in continually creating benefits for customers - training and retaining employees during the Great Resignation- what employees expect today and what companies are too often getting wrong - the role of leaders in serving, inspiring and developing employees, extending training beyond basic onboarding and helping them understand how their work directly contributes to the organization's overall purpose. In recent years customers have grown to expect not only faster but more comprehensive service. They expect not only speed and responsiveness of the transaction but efficiency, ideas, and suggestions that can help them mitigate risk, increase convenience, navigate change and fill (often unstated) needs. And that's synonymous with what good selling looks like today. “How do we change our mindset from this is a sale to this is a service?” — Bobbi McVey-Blath What is it that your customers truly want and value beyond the basic transaction? And what happens when companies give 'non-traditional sales roles' more responsibility for uncovering new sales opportunities with customers? When we change our mindset so t selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 029 Building Strong Sales Teams through Company Culture 29 29 Ep 029 Building Strong Sales Teams through Company Culture full tag:soundcloud,2010:tracks/1234057414 https://share.transistor.fm/s/f451681c Thu, 17 Mar 2022 16:14:04 -0100 Mental Selling Mental Selling 3386 Company culture, communication and resilience are not just an internal concerns; they also directly affect your daily interactions with clients and, ultimately, your ability to meet and exceed sales goals. But how do you take them from concepts to action plans? And how can you measure progress and impact along the way? And how do you prevent it from being back-burnered by 'the urgent' of the day? In this episode, I speak with two senior leaders with Russell Investments, Tina Downing, Senior Director and Lead of AIS Business Solutions and Scottland Jacobson, Global Director, Talent Development, Learning & Development and HR Operations, about the importance and impact of purposefully building company culture, adapting sales to a remote environment, and much more. Join us as we discuss topics such as: - Company culture— what's different about attracting and retaining employees in a remote environment? - How remote selling can actually shorten the sales cycle - The 'Three P Process' that Russell Investments uses to guide and create better client conversations - How you can create more resilient, motivated sales teams  - Feedback- both positive and constructive- as the foundation of company culture and making everyone across the company better “You always have a company culture, whether it’s by plan or default...” -Tina Downing, Russell Investments Welcome to Mental Selling, your favorite sales podcast. Please rate our show, subscribe and leave a comment— we value YOUR feedback! Company culture, communication and resilience are not just an internal concerns; they also directly affect your daily interactions with clients and, ultimately, your ability to meet and exceed sales goals. But how do you take them from concepts to action selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 028 We’re All Inside Sales Now: Flipping the Script on Sales Team Development 28 28 Ep 028 We’re All Inside Sales Now: Flipping the Script on Sales Team Development full tag:soundcloud,2010:tracks/1225905682 https://share.transistor.fm/s/a1797d93 Thu, 03 Mar 2022 19:38:56 -0100 Mental Selling Mental Selling 3040 The handwriting's been on the wall for a while. We’re all inside sales now. Probably 10% of account executives are going back to the office after this pandemic's over. Everyone else is selling virtually. The technology is there, and companies are eager to use it. That said, technology alone can't solve sales problems. Technology and sales enablement tools have to improve efficiency. The tools you use need to help and not hinder the experience for salespeople and customers. Let’s guard our sellers against technology overload. Let’s make sure our tools add value and efficiency and productivity. The best of the best selling happens when there is trust. Let's slow things down a bit. We don't have to race to turn every demo into a sale. Slow down. Dig deep. Find the real issues. Advise. Teach. Coach. Be there for your customers. That's the type of inside salespeople we all want to do business with. On this episode of Mental Selling, I spoke with Bob Perkins, Founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP), about the impact and future of remote sales teams, creating the sales leaders of tomorrow, and much more. Join us as we discuss: - Remote work—will salespeople want to come back to the office? - How to more efficiently use sales enablement technologies - Hunters vs farmers—how do you measure responsibilities? - Retention & developing the next generation of sales leaders - Encouraging internal sales team development via prioritizing sales coaching 163363 The handwriting's been on the wall for a while. We’re all inside sales now. Probably 10% of account executives are going back to the office after this pandemic's over. Everyone else is selling virtually. The technology is there, and companies are eager t selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 027 Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus 27 27 Ep 027 Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus full tag:soundcloud,2010:tracks/1217546620 https://share.transistor.fm/s/01cb4b44 Thu, 17 Feb 2022 14:36:50 -0100 Mental Selling Mental Selling 2755 Relationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years. Customer relationships are no different. If you create that initial contact, only to move onto the next lead shortly after, you’re setting yourself up for massive amounts of customer churn. You’ve spent time with a customer to identify a problem and commit to change. Don’t expect the customer to stay on course without holding their hand. Spend the time needed to gauge their progress. Communicate what is and isn’t being done. Otherwise you’re leaving all your hard work to chance. I speak with Matt Heinz, President & Founder of Heinz Marketing and host of Sales Pipeline Radio, about maintaining (and expanding) these relationships and more. “One of our largest jobs as sellers is to help build internal consensus towards a commitment to change.” -Matt Heinz Join us as we discuss: - Account based sales and marketing: how it has evolved & how to strategically select the right targets - The role an MQL (marketing qualified lead) can still have in an organization - Account based customer retention strategy & salesperson expectations - Rethinking the buying community & building your brand Want to learn more about the strategy, mindset and focus needed for account based sales and marketing strategies to work? Rethinking the buying community & building your brand? How to discern the right metrics to focus on from the wrong ones? This episode of Mental Selling is for you. Relationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years. Customer relationships are no different. If you create that initial contact, only to move ont selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 026 Prospecting and Social Selling Strategies That Work 26 26 Ep 026 Prospecting and Social Selling Strategies That Work full tag:soundcloud,2010:tracks/1209062902 https://share.transistor.fm/s/4c690859 Thu, 03 Feb 2022 14:01:23 -0100 Mental Selling Mental Selling 3486 "Everyone acts like prospecting is binary- there's sending and not sending. It isn't. It's more than that. It's sending WELL vs. not sending well." -Ryan O'Hara What’s the best differentiator you have for standing out to prospects? It’s got to be the intricate, well-researched template you use, for sure… Or is it? 👀 Buying is individualistic now, which means sellers need to embrace the artistry and humanity of social selling. It turns out people are looking for more than a carefully constructed prospecting email sequence. They’re looking for YOU—your personality. I spoke with Ryan O’Hara about the shifting nature of sales and how he’s innovated his approach to connecting with new prospects. Join us as we discuss: ● The shift to individualistic selling and buying ● Strategies for injecting humor and personality into prospecting ● How leaders can enable sellers to prospect with individuality and personality Key Takeaways: - Harness the power of advanced sales prospecting to boost your clientele - Master the dynamics of hunter/farmer roles for increased profitability - Explore cutting-edge prospecting tactics to capitalize on hidden markets What to Listen For: - [02:58] The time and effort sales should spend on prospecting - [09:51] Getting out of a prospecting rut - [16:15] Injecting humor into your messaging - [20:56] The impact of creating 'win channels' - [22:41] Leveraging video for all it's worth - [33:20] Creating opportunities for people to get to know your name - [44:15] Obstacles and openings created for sales by the pandemic There is much to be done with personalization, and it doesn’t have to be stressful. In fact, it can (and should) be FUN. Ryan has cracked the code for having fun and breaking out of the “Groundhog Day” effect. From channeling the voices of different characters in emails to recording engaging videos, he’s tried it all. The future of sales and marketing is in unique connections, and people like Ryan are paving the way. “I want to figure out a way to attack (prospecting and social selling) in as creative a way as possible. And make it so that not only do they feel loved, and that I care about them, but they feel like I'm an interesting person that they want to do business with on an individual level.” — Ryan O’Hara Ready to take your prospecting and customer relationships to new heights? Listen now. "Everyone acts like prospecting is binary- there's sending and not sending. It isn't. It's more than that. It's sending WELL vs. not sending well." -Ryan O'Hara What’s the best differentiator you have for standing out to prospects? It’s got to be the in selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 025 When Top Performers Become Sales Leaders: Will vs. Skill 25 25 Ep 025 When Top Performers Become Sales Leaders: Will vs. Skill full tag:soundcloud,2010:tracks/1200051412 https://share.transistor.fm/s/c33a174f Thu, 20 Jan 2022 13:52:06 -0100 Mental Selling Mental Selling 2453 New sales leaders often feel as though all they do is put out fires. What they need to learn is that coaching is fire prevention. In this episode, I speak with Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group, about empowering top performers to become great sales leaders. Join us as we discuss: - The blurry line between personal and professional development - 'Will versus skill' in leading people - Pitfalls for new sales leaders who were top individual performers - Transferable skills and skills to build - The underappreciated importance of sales coaching Raise your Mental Selling acumen with us on SoundCloud, Apple Podcasts, Google Podcasts, Spotify, on our website, or anywhere you get podcasts. Please rate our show — it really helps us! New sales leaders often feel as though all they do is put out fires. What they need to learn is that coaching is fire prevention. In this episode, I speak with Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group, about empowering top selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 024 The Power Of Reframing: Uncovering The Hidden Salesperson 24 24 Ep 024 The Power Of Reframing: Uncovering The Hidden Salesperson full tag:soundcloud,2010:tracks/1178569531 https://share.transistor.fm/s/f341f11e Wed, 15 Dec 2021 21:57:35 -0100 Mental Selling Mental Selling 1606 When a liberal arts major sits down and thinks about their future career, very seldom does it include a future in sales. But sales isn’t like it used to be — the typical salesperson today is also quite often an unintentional salesperson. The sales force of today must be deeply empathetic, curious and committed to filling needs. But how do we flip the narrative to attract these kinds of people? We speak with Mike Fisher, long-time Master Facilitator for Integrity Solutions and Chief Sales Officer at Sales Bullpen, about defining what a salesperson really is, how a mindset shift can change the public opinion (as well as their own), and how sales leaders need to look at their team. Join us as we discuss: How a company’s beliefs & view of selling ultimately shapes success Why a positive or negative view of sales will make or break a salesperson The mindset shift required for sales leaders Check out these resources we mentioned during the podcast: The Pay Is High and Jobs are Plentiful, but few want to Go Into Sales https://www.wsj.com/articles/the-pay-is-high-and-jobs-are-plentiful-but-few-want-to-go-into-sales-11626255001 When a liberal arts major sits down and thinks about their future career, very seldom does it include a future in sales. But sales isn’t like it used to be — the typical salesperson today is also quite often an unintentional salesperson. The sales force selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 023 Preparing for Sales Calls and Asking Better Probing Questions for Sales 23 23 Ep 023 Preparing for Sales Calls and Asking Better Probing Questions for Sales full tag:soundcloud,2010:tracks/1122355393 https://share.transistor.fm/s/aed91503 Fri, 10 Sep 2021 14:39:58 +0000 Mental Selling Mental Selling 1055 Bringing customer value through a sales approach of asking better probing questions for sales. The questions to ask on a sales call that boost efforts to build rapport with customers. How understanding the probing questions to ask on a sales call and honing better sales prospecting techniques that include asking open ended questions builds rapport with customers. Master Facilitator and Business Associate Mike Fisher joins the Integrity Solutions podcast to discuss the value of asking good prospecting questions and actively and intentionally listening better. He offers real examples of what constitutes value for buyers and how sales people need to start being honest about how (or if) they're adding value and asking rapport building questions in every sales conversation. Bringing customer value through a sales approach of asking better probing questions for sales. The questions to ask on a sales call that boost efforts to build rapport with customers. How understanding the probing questions to ask on a sales call and hon selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 022 Developing the Sales Coaching Mindset in Your Sales Leaders 22 22 Ep 022 Developing the Sales Coaching Mindset in Your Sales Leaders full tag:soundcloud,2010:tracks/1092776794 https://share.transistor.fm/s/a1798538 Fri, 23 Jul 2021 13:05:47 +0000 Mental Selling Mental Selling 898 Top-performing salespeople- do they make great sales managers? Well, it depends... New sales managers can struggle and stumble if they don’t address a fundamental challenge in their new job: The mindset that worked for them as top performing sales people won’t work for leading and motivating sales teams. And the key to their success as managers is how they shift and develop their coaching mindset to what works best for leading people. Global leadership development expert Loren Margolis joins the Integrity Solutions podcast to discuss the challenges, wrong assumptions and strategies for taking stellar individual sales contributors and helping them become great sales leaders and coaches. Top-performing salespeople- do they make great sales managers? Well, it depends... New sales managers can struggle and stumble if they don’t address a fundamental challenge in their new job: The mindset that worked for them as top performing sales peopl selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 021 Sales Performance in Boom Times: Are you ready? 21 21 Ep 021 Sales Performance in Boom Times: Are you ready? full tag:soundcloud,2010:tracks/1044012010 https://share.transistor.fm/s/76a7be92 Thu, 06 May 2021 18:45:29 +0000 Mental Selling Mental Selling 888 Most economic indicators point to a strengthening economy, now that the pandemic is beginning to wane with the widespread rollout of vaccines. That begs the questions: Is your sales team ready to compete by creating value, not by describing product? Businesses are sitting on piles of cash. People are ready to spend now. But Fear of Missing Out (FOMO) is real. Is your sales team truly ready to compete and win – or will you miss the coming wave? Integrity Solutions’ Chief Sales Officer, Bruce Wedderburn, explains what’s different today, including the role of the virtual selling environment and navigating inevitable distractions– and how what worked before won’t do the trick now. Learn to differentiate through the human experience: Pretty soon most purchases – from small scale B2C to even some larger corporate B2B purchases, can be made through automation without even needing to talk to a sales person. This is the digitization and commoditization of all products and services. This can be bad news but also a tremendous opportunity for sales reps to rise to the occasion. One of the things that COVID-19 taught us, especially in the early months of the pandemic, is the need for a human connection. The foundation for great sales performance is empathy, understanding and reassurance. Sales reps need to become trusted consultants to buyers by solving their business challenges and sharing insights not selling products — and going beyond immediate needs. In 2021, your team will need to focus on building trust and rapport in an increasingly digital world while becoming intimately familiar with your buyers’ goals and pains. More and more products are being seen as a commodity so trying to differentiate through describing why you’re different is further putting you into the commodity basket – because that’s what your competitors are doing. Differentiation and sales performance will come from how well your team can deliver value throughout the buying journey, the customer experience, not by how well you can describe your product. Most economic indicators point to a strengthening economy, now that the pandemic is beginning to wane with the widespread rollout of vaccines. That begs the questions: Is your sales team ready to compete by creating value, not by describing product? Busin selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 020 Sales Strategies Snapshot: Thriving In The New Digital Economy 20 20 Ep 020 Sales Strategies Snapshot: Thriving In The New Digital Economy full tag:soundcloud,2010:tracks/987029305 https://share.transistor.fm/s/dafdf46c Tue, 16 Feb 2021 20:58:58 -0100 Mental Selling Mental Selling 652 As the COVID-19 pandemic crosses the one year marker, what’s working today for sales teams — and what innovative sales strategies are connecting with customers? Integrity Solutions CEO, Mike Esterday, explores what we’ve learned in the past year, how customers are different today, and how the sales function is seen as the key to recovery for most organizations. Virtual selling, which in truth has been around for a long time, is now the norm. It will be part of every salesperson's role forever now. And it's shown to be better for gathering and coordinating growing numbers of decision makers, setting appointments, pre-call planning and having effective sales conversations. Hopeful signs of recovery. New skills developed under incredible pressures. Many companies have shown tremendous resilience, survived, and even thrived. Those companies doing well are focused now more than ever on customer loyalty while shifting both their mindsets and skill sets. They emerge now believing they can perform at a higher level in this new year. Mike also discusses how managers are shifting their skills too- how they teach sales teams to sell virtually and how they coach virtually. As the COVID-19 pandemic crosses the one year marker, what’s working today for sales teams — and what innovative sales strategies are connecting with customers? Integrity Solutions CEO, Mike Esterday, explores what we’ve learned in the past year, how cu selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 019 Challenging Times: Shifting Your Leadership Style 19 19 Ep 019 Challenging Times: Shifting Your Leadership Style full tag:soundcloud,2010:tracks/902347654 https://share.transistor.fm/s/a12b7642 Wed, 30 Sep 2020 19:16:37 +0000 Mental Selling Mental Selling 904 How one leader's experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Financial Group’s Gary Karthauser who explores how he’s adapting his leadership style to the challenges of leading teams in a pandemic. One seasoned leader’s insights into how values-based leadership and coaching provides a solid foundation for getting results in the most unprecedented of times. How one leader's experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Financial Group’s Gary Karthauser who explores how he’s adapting his leadership style to the challenges of selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 018 Virtual Training: Here's How to Step-Up Your Game 18 18 Ep 018 Virtual Training: Here's How to Step-Up Your Game full tag:soundcloud,2010:tracks/820528546 https://share.transistor.fm/s/35caddc0 Thu, 14 May 2020 18:48:57 +0000 Mental Selling Mental Selling 818 Most organizations are quickly coming around to the view that virtual training is a must-have — given its obvious benefits. You might be relatively new to it and find yourself doing more virtual because of the crisis times we’re living in. Or maybe you’re more experienced — but you’d love a quick primer on some fundamentals. Seasoned trainer Johnny Walker has just that — with a look at how virtual compares to in-person training and insights for how to do it well. Virtual training is still sometimes viewed as not as effective as in-person, classroom training. But the reality is in some ways it's even more personal, engaging and creates greater training retention. What to know if you're testing the waters of virtual training- and how to get clarity around the fundamentals to create learning environments that generate greater competence and confidence. We also explore with Johnny what leaders need to do, the role of the facilitator and some fundamentals for making virtual training succeed. Most organizations are quickly coming around to the view that virtual training is a must-have — given its obvious benefits. You might be relatively new to it and find yourself doing more virtual because of the crisis times we’re living in. Or maybe you’re selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 017 Finding Sales Opportunity During Adverse Times 17 17 Ep 017 Finding Sales Opportunity During Adverse Times full tag:soundcloud,2010:tracks/805600033 https://share.transistor.fm/s/cf9c249b Thu, 23 Apr 2020 20:18:12 +0000 Mental Selling Mental Selling 895 In adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor. See how finding sales opportunity during times of adversity requires shifting focus from selling, toward building connections with colleges and customers to set up future success. As the current economic downturn shows signs of changing where and how we work, what’s it take to adjust and lean in to new ways of connecting with customers and leading teams? Integrity Solutions’ Mike Fisher checks in with fresh insights to deepen how to adjust to the new normal. In adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor. See how finding sa selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 016 Unmasking and Defeating Assumptions That Harm Sales Organizations 16 16 Ep 016 Unmasking and Defeating Assumptions That Harm Sales Organizations full tag:soundcloud,2010:tracks/787664485 https://share.transistor.fm/s/78caf866 Tue, 31 Mar 2020 15:52:16 +0000 Mental Selling Mental Selling 903 Technology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on simple mistakes grounded in false assumptions and beliefs about people, selling and buying. Our podcast interview with George Bronten, founder and CEO of Membrain and author of the new book 'Stop Killing Deals'. Our conversation with George explores his thinking around sales training, motivation drive, the role of sales managers and the importance of sales coaching. Technology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on simple mistakes grounded in false assumptions and beliefs about people, selling and buying. Our podcast int selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 015 Leading Without Authority: Quiet Influence on Teams, With Customers and in Flat Organizations 15 15 Ep 015 Leading Without Authority: Quiet Influence on Teams, With Customers and in Flat Organizations full tag:soundcloud,2010:tracks/683018303 https://share.transistor.fm/s/acbaee0e Wed, 18 Sep 2019 20:54:44 +0000 Mental Selling Mental Selling 1104 What’s the art of quiet influence — and how can you excel at it? Learning how to exercise influence is vital in many work situations today — on teams, with customers, in flat organizations, and especially when you don’t have formal authority but you need to drive strong results. The latest podcast from Integrity Solutions features practical tips from the front lines — in an interview with Jocelyn Davis, learning & development industry expert and author of the new book, The Art of Quiet Influence: Timeless Wisdom for Leading Without Authority. What’s the art of quiet influence — and how can you excel at it? Learning how to exercise influence is vital in many work situations today — on teams, with customers, in flat organizations, and especially when you don’t have formal authority but you need selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 014 Sales Enablement: Maximizing Your Investment 14 14 Ep 014 Sales Enablement: Maximizing Your Investment full tag:soundcloud,2010:tracks/620626071 https://share.transistor.fm/s/ac9a8e5b Tue, 14 May 2019 19:19:43 +0000 Mental Selling Mental Selling 774 Sales enablement is one of the biggest- but also more confusing- buzz words in business today. Many sales leaders clamor to add a stream of data, content and technologies without a strategy behind it that may overwhelm salespeople and ultimately harm productivity more than it helps. How do you make the investment and promises of sales enablement actually pay off? Integrity Solutions Chief Sales Officer, Bruce Wedderburn, details how sales teams can use sales enablement to develop better quality conversations skills that can be used at the right time to advance sales opportunities. Sales enablement is one of the biggest- but also more confusing- buzz words in business today. Many sales leaders clamor to add a stream of data, content and technologies without a strategy behind it that may overwhelm salespeople and ultimately harm prod selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance 13 13 Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance full tag:soundcloud,2010:tracks/515674113 https://share.transistor.fm/s/43ac4624 Wed, 17 Oct 2018 14:40:10 +0000 Mental Selling Mental Selling 849 Most sales managers claim to value coaching- yet most don't do it rigorously, effectively and in many cases at all. What's behind the disconnect? New research done by Integrity Solutions in partnership with The Sales Management Association looks at key challenges for making coaching work and drivers for making sales coaching yield better results. A discussion with Mike Esterday of Integrity Solutions and Bob Kelly of The Sales Management Association. Most sales managers claim to value coaching- yet most don't do it rigorously, effectively and in many cases at all. What's behind the disconnect? New research done by Integrity Solutions in partnership with The Sales Management Association looks at key ch selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 012 The Selling Skill that Will Better Connect You with Customers 12 12 Ep 012 The Selling Skill that Will Better Connect You with Customers full tag:soundcloud,2010:tracks/443869164 https://share.transistor.fm/s/e92e93b5 Mon, 14 May 2018 13:57:37 +0000 Mental Selling Mental Selling 1031 How can you know what works and what doesn’t for connecting successfully with prospects and customers? One important way is to focus on their Behavior Styles — a critical selling and communication skill which Integrity Solutions’ Mike Fisher explores in this podcast. How can you know what works and what doesn’t for connecting successfully with prospects and customers? One important way is to focus on their Behavior Styles — a critical selling and communication skill which Integrity Solutions’ Mike Fisher explores in t selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 011 How Can Coaching Empower a More Agile and Adaptive Workforce? 11 11 Ep 011 How Can Coaching Empower a More Agile and Adaptive Workforce? full tag:soundcloud,2010:tracks/395918916 https://share.transistor.fm/s/03960193 Mon, 05 Feb 2018 23:00:00 -0100 Mental Selling Mental Selling 797 How does the luggage and travel bags powerhouse — Samsonite — leverage the power of coaching to help it manage explosive growth and change? We sat down with Lou Cimini, Samsonite’s Vice President of Human Resources, to learn how Samsonite created a culture that binds leaders together, has a shared purpose to carry out their mission and empowers a more collaborative workforce. How does the luggage and travel bags powerhouse — Samsonite — leverage the power of coaching to help it manage explosive growth and change? We sat down with Lou Cimini, Samsonite’s Vice President of Human Resources, to learn how Samsonite created a cultur selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 010 Strengthening Mission-Driven Organizations 10 10 Ep 010 Strengthening Mission-Driven Organizations full tag:soundcloud,2010:tracks/347329815 https://share.transistor.fm/s/e8b88556 Tue, 17 Oct 2017 16:49:09 +0000 Mental Selling Mental Selling 733 Can non-profits become more sales minded in support of their mission? That’s the central focus of this podcast with Derek Roberts, which explores how a key division of a leading humanitarian aid organization achieved strong results in a shift that bolstered sales consciousness to support its important mission. Can non-profits become more sales minded in support of their mission? That’s the central focus of this podcast with Derek Roberts, which explores how a key division of a leading humanitarian aid organization achieved strong results in a shift that bolster selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 009 Driving Total Motivation 9 9 Ep 009 Driving Total Motivation full tag:soundcloud,2010:tracks/334232640 https://share.transistor.fm/s/2654d174 Fri, 21 Jul 2017 21:04:29 +0000 Mental Selling Mental Selling 875 How do top companies build high performing cultures by focusing on motivation drive? This podcast features an interview with Lindsay McGregor, co-author of the best-selling book Primed to Perform, who details a new framework for understanding and building employee motivation. How do top companies build high performing cultures by focusing on motivation drive? This podcast features an interview with Lindsay McGregor, co-author of the best-selling book Primed to Perform, who details a new framework for understanding and building selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 008 The Three Conversations That Unlock Sales Success 8 8 Ep 008 The Three Conversations That Unlock Sales Success full tag:soundcloud,2010:tracks/321112962 https://share.transistor.fm/s/da489bd9 Fri, 05 May 2017 14:37:18 +0000 Mental Selling Mental Selling 619 Keys to success for top-performing sales teams. New data points to how some companies take a different approach to training and development to get a 20% boost in sales. Integrity Solutions' CEO Mike Esterday is asked about new research conducted in partnership with the Sales Management Association. Keys to success for top-performing sales teams. New data points to how some companies take a different approach to training and development to get a 20% boost in sales. Integrity Solutions' CEO Mike Esterday is asked about new research conducted in partne selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 007 Customer Service: Going Beyond the Script 7 7 Ep 007 Customer Service: Going Beyond the Script full tag:soundcloud,2010:tracks/304462778 https://share.transistor.fm/s/e60fdd8d Sun, 22 Jan 2017 23:00:00 -0100 Mental Selling Mental Selling 911 Building great customer service teams. How can training build a strong relationship between customer service and sales? And how can you go "beyond the script" and turn customer service teams into problem solvers? Building great customer service teams. How can training build a strong relationship between customer service and sales? And how can you go "beyond the script" and turn customer service teams into problem solvers? selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 006 Optimizing Sales Performance for Stronger Results: Part 2 6 6 Ep 006 Optimizing Sales Performance for Stronger Results: Part 2 full tag:soundcloud,2010:tracks/301922368 https://share.transistor.fm/s/39f71e5e Tue, 10 Jan 2017 19:52:54 -0100 Mental Selling Mental Selling 592 Part 2 in our podcast discussion with Integrity Solutions CEO Mike Esterday. Success traits and attributes of leaders. The critical role of coaching and expanding beliefs. Mike shares specific to-do's to make a difference in 2017 in your performance and performance of your teams. Part 2 in our podcast discussion with Integrity Solutions CEO Mike Esterday. Success traits and attributes of leaders. The critical role of coaching and expanding beliefs. Mike shares specific to-do's to make a difference in 2017 in your performance and p selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 005 Optimizing Sales Performance for Strong Results: Part 1 5 5 Ep 005 Optimizing Sales Performance for Strong Results: Part 1 full tag:soundcloud,2010:tracks/296522195 https://share.transistor.fm/s/b203cf1d Tue, 06 Dec 2016 15:29:11 -0100 Mental Selling Mental Selling 855 Organizations often wrestle with a performance gap with individuals and teams. What’s at the heart of it? What can people look at most immediately to increase their performance? An interview with Mike Esterday, CEO of Integrity Solutions. Organizations often wrestle with a performance gap with individuals and teams. What’s at the heart of it? What can people look at most immediately to increase their performance? An interview with Mike Esterday, CEO of Integrity Solutions. selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 004 Millennials in the Healthcare Workplace: Challenges and Opportunities 4 4 Ep 004 Millennials in the Healthcare Workplace: Challenges and Opportunities full tag:soundcloud,2010:tracks/286027627 https://share.transistor.fm/s/5fffe2dc Tue, 04 Oct 2016 17:24:10 +0000 Mental Selling Mental Selling 654 As a higher percentage of younger sales associates get hired in the healthcare industry, what are the implications for managing, coaching and training these younger hires? A discussion with Kevin King, Vice President Healthcare with Integrity Solutions. As a higher percentage of younger sales associates get hired in the healthcare industry, what are the implications for managing, coaching and training these younger hires? A discussion with Kevin King, Vice President Healthcare with Integrity Solutions. selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 003 Headwinds to Sales Growth- Part 2 3 3 Ep 003 Headwinds to Sales Growth- Part 2 full tag:soundcloud,2010:tracks/282918170 https://share.transistor.fm/s/be2fcc55 Wed, 14 Sep 2016 19:23:39 +0000 Mental Selling Mental Selling 532 In part 2 of our podcast interview with Bruce Wedderburn, Chief Sales Officer at Integrity Solutions, we explore other unseen factors that limit growth within sales organizations. Bruce explores the large gap between developing what makes salespeople successful and where organizations tend to focus their sales training efforts. In part 2 of our podcast interview with Bruce Wedderburn, Chief Sales Officer at Integrity Solutions, we explore other unseen factors that limit growth within sales organizations. Bruce explores the large gap between developing what makes salespeople succ selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 002 Headwinds to Sales Growth: Part 1 2 2 Ep 002 Headwinds to Sales Growth: Part 1 full tag:soundcloud,2010:tracks/275465098 https://share.transistor.fm/s/fcd0d34c Tue, 26 Jul 2016 16:59:28 +0000 Mental Selling Mental Selling 468 What are the unseen headwinds to growth at many organizations, and how to address them? Integrity Solutions' Chief Sales Officer, Bruce Wedderburn, unpacks them in this first of two podcasts. What are the unseen headwinds to growth at many organizations, and how to address them? Integrity Solutions' Chief Sales Officer, Bruce Wedderburn, unpacks them in this first of two podcasts. selling, sales, mentality, mental, integrity solutions, technology, leadership No Ep 001 Grooming Sales Cultures Grounded in Ethics and Integrity at Amica Insurance 1 1 Ep 001 Grooming Sales Cultures Grounded in Ethics and Integrity at Amica Insurance full tag:soundcloud,2010:tracks/263628392 https://share.transistor.fm/s/d2b7c757 Wed, 11 May 2016 16:34:10 +0000 Mental Selling Mental Selling 984 How do you develop sales cultures focused on training the whole person while supporting your mission? Can training include a specific focus on values, integrity, ethics and behaviors? An Integrity Solutions podcast interview with Keith Goryl, Learning and Talent Development Officer at Amica Mutual Insurance Company. How do you develop sales cultures focused on training the whole person while supporting your mission? Can training include a specific focus on values, integrity, ethics and behaviors? An Integrity Solutions podcast interview with Keith Goryl, Learning and selling, sales, mentality, mental, integrity solutions, technology, leadership No