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

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

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/

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.

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.

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 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.

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.

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.

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.

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?

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.

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.

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/

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.

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.

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.

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.

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/

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/

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/

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/

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/

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/

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/.

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/.

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

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/

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/

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

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

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 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/

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/

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/

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/

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

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

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/

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/

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

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

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

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

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

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

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, 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

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

"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/