Episodes
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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:
Danita High’s LinkedIn: https://www.linkedin.com/in/danita-high-257a5a1a3/ Learn more about Integrity Solutions: www.integritysolutions.com/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
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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.
Chuck Karvelas’ LinkedIn: https://www.linkedin.com/in/chuck-karvelas/ Learn more about Integrity Solutions: www.integritysolutions.com/
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
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Missing episodes?
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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
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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
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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
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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
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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
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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
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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
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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=enJump 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%
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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/
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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/
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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/
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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/
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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/writingLearn 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 retentionFor more related content and information about improving sales performance, visit us at www.integritysolutions.com/
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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 teamFor more related content and information about improving sales performance, visit us at www.integritysolutions.com/
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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/
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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/
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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/0785244824Jump 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 challengesFor more related content and information about improving sales performance, visit us at www.integritysolutions.com/
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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/
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