Mental Selling: The Sales Performance Podcast: Recent Episodes
Mental Selling
Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want.
Welcome to Mental Selling!
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 salesFor 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/ShamaZen 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/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/
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/mattheinzHeinz 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
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
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/1595552812Connection 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
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 bling spots[34:27] How time management benefits productivity satisfaction reduces stressResources: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/B08DFHPMR7Connect with us:Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano More about Integrity Solutions: https://www.integritysolutions.com/
Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what 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 overlookResources:Jeff Riseley’s LinkedIn: https://www.linkedin.com/in/jeffriseleyLearn 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 values 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:[01:30] From owning the customer relationship to being a part of the customer journey[07:15] Building strong customer relationships[18:30] Value and value-based selling[25:10] Importance of loss analysis, customer understanding, and solving problems for customers[37:20] Integration of values into hiring and decision-making processes[43:55] Employee retention, talent recruitment, and organizational outcomes[51:10] Customer centricity[1:04:25] Customer needs, driving satisfaction, and generating referrals and repeat business
What separates high performers from average salespeople? The answer is preparation.Paul 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 Work Before the Work here: 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 authenticityHow sales digitization and leveraging technology is a fundamental investment for successWhy a magnetic sales culture attracts and retain high-performing salespeople Resources:Learn more about Doug: dougdvorak.comDoug’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 SuccessJump 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] Introducing Mental Selling[01:56] Moving Beyond the Tell-Sell Paradigm[06:36] Value Trump Access[09:15] Listen 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 AccountabilityAbout 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 ConfidenceMeshell 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 referralsHow to cultivate and expand your network of referral sources by leveraging existing connectionsWhy sales leaders fail to prioritize and coach their teams on effective referral strategiesJump 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 IntegrityWilliam 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
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 PurposeLisa 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 LeadershipAdditional 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 adversityJohn 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/JohnBaldoniLearn 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-1Jason’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/AskWandaLearn more about Wanda: https://www.leadership-forum.com/ Wanda’s Books: You Can't Know It All: Leading in the Age of Deep Expertise
"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/allisonshapiraLearn more about Allison: https://allisonshapira.com/Allison’s book, Speak with Impact: https://allisonshapira.com/book/
In the world of sales, instead of just dreaming about the result, pay more attention to doing each step well. Success isn't just about reaching the goal. It's more about doing each part of the process the best you can. In this special episode, host Will Milano takes a reflective journey through the standout moments and insights garnered from a year's worth of engaging discussions with different guests on the Mental Selling podcast. He revisits the episodes that have resonated most with the audience and highlights the key takeaways that amplify the essence of successful sales strategies, from the significance of embracing a mindset rooted in productivity and storytelling to unlocking the power of humor and mindfulness. Resources:Will on LinkedIn: https://www.linkedin.com/in/willmilano/ Integrity Solution’s New Book: https://www.integritysolutions.com/listen-to-sell/
When it comes to setting and pursuing your goals, the "why" behind it serves as the guiding compass on your journey. The greater your clarity of why and purpose, the more you can tap into what will help you meet moments of challenge head on and move through them.In this episode, Jeanne Torre joins to discuss the need for goal setting to go well beyond just checklists and numbers, outcome-oriented goals vs. process-oriented goals, shifting to a growth mindset & more outcomes-oriented thinking and the importance of leaders leading by example. She explains the pivotal role of leadership in supporting individuals through the goal-setting process, addressing burnout within sales teams and how important it is for leaders to engage in conversations beyond the surface of goal-setting, encouraging them to explore the deeper “why” behind the goals and connecting them to a broader purpose.Jeanne is a National Board Certified Health and Wellness Coach who has spent years coaching individuals toward achieving significant goals and helping burned-out high achievers master mindset, take command, and reclaim a life that energizes and aligns. Setting goals provides a clear target, but the real magic happens when we unravel that why behind them. It’s not just about what you achieve but also who you become in the process.Resources:Jeanne on LinkedIn: https://www.linkedin.com/in/jeanne-torre-6a87a11b1Follow Jeanne on Twitter: @JTorreCoachingLearn more about Jeanne: https://highlandwellnessgroup.com/
Success in sales goes beyond numbers. It's about building genuine relationships through transparency, authenticity, and empathy. By prioritizing these pillars, sales professionals can create a foundation of trust to connect with clients on a deeper level. This customer-centric approach fosters long-lasting relationships and sets the stage for meaningful collaboration and continued success in the competitive world of sales.Radhika Shukla is a seasoned professional with over 21 years of expertise in strategic sales and leadership. Currently serving as the Director of Enterprise Cloud Solution Sales at Oracle, Radhika has mentored and led high-performing sales teams across North America and Asia and garnered many accolades, including being ranked number one in the top 10 women in manufacturing. She has received multiple awards at Microsoft, such as Excellence for Customer Obsession and Top Sales Management, and has a remarkable track record.In this conversation, Radhika discusses the transformative power of transparency and authenticity in sales, the importance of empathy when connecting with buyers, and the role of servant leadership in building high-performing sales teams. She further explains practical strategies for cutting through the noise in today's crowded marketplace, emphasizing the need for meaningful conversations that address prospects' pain points and provide tailored solutions. Radhika shares her leadership mantra—inspire, empower, appreciate—and explores how a growth-oriented mindset and continuous learning contribute to long-term success in sales.Resources:Radhika’s LinkedIn: https://www.linkedin.com/in/radhikashukla/More about Oracle: https://www.oracle.com/
Mastering the art of sales isn't about pushing products but about creating value and building relationships. Yet so many organizations struggle to create brand conversations that get more customers to the table and actually convert. How can you align brand marketing and sales to drive more of these conversions?To help us answer these questions, we speak to Kate DiLeo, CEO and Founder of The Brand Trifecta and bestselling author of Muting the Megaphone. Her innovative approach to branding simplifies the sales pitch, focusing on what the company does, how it can solve a problem, and what sets it apart from the competition. She has empowered countless organizations to create brands that not only attract prospects but also convert them into engaged users and loyal customers.In this conversation, Kate discusses the crucial elements of successful branding and sales strategies, including the importance of focusing on a target audience and honing in on a clear, concise message to engage prospects effectively. Kate's insights shed light on the pitfalls of traditional sales approaches and highlight the need for a more human-centric, value-driven mindset in the sales world. Resources:Kate’s LinkedIn: https://www.linkedin.com/in/KatedileoFollow Kate on Twitter: https://twitter.com/KateDiLeoLearn more about Kate: https://katedileo.com/
Lack of alignment between your values and the decisions made by your company will most definitely cause demotivation and burnout. Prioritizing alignment, collaborative feedback, and self-awareness is crucial to establishing a culture of trust and integrity within any organization.In this conversation, Gregg Vanourek discusses the most integral concepts that inform his Triple Crown Leadership strategy - building excellent, ethical and enduring companies. He touches on the pivotal roles of purpose & values alignment, collaborative leadership, and a growth mindset that all serve as cornerstones of any successful organization. Gregg also provides insights into the often-overlooked power of feedback in building strong relationships and the mental traps we find ourselves in that inhibit fulfillment and happiness. He offers actionable strategies to enhance ethical leadership, fortify relationships, and prevent burnout to drive personal and professional growth. Gregg is an award-winning author specializing in personal development, life design, and leadership. His expertise lies in guiding individuals and teams towards purpose-driven success. Through his insightful teachings and transformative concepts, Gregg empowers others to align their values with their work, fostering authenticity and ethical excellence. Resources:Gregg’s LinkedIn: https://www.linkedin.com/in/gregg-vanourek-5347b11/Follow Gregg on Twitter: https://twitter.com/gvanourekLearn more about Gregg: https://greggvanourek.com/ Gregg’s Books: LIFE Entrepreneurs; Triple Crown Leadership: Building Excellent, Ethical, and Enduring Organizations.
How do you move from a culture of ‘doing’ to a culture of learning that benefits employees and creates an impact that your customers see and feel? In this episode, Katie Anderson joins and discusses the difference between managing and coaching, stressing the need for leaders to take a proactive role in helping individuals overcome obstacles and uncover their full potential. She also touches upon the art of unburdened leadership, wherein leaders focus on guiding and supporting their team members instead of taking on all the tasks themselves. Hence, leaders must let their team members try things independently and learn from their mistakes. Katie Anderson, Founder of Katie Anderson Consulting, is an internationally recognized Leadership Coach, Consultant, Author, and Professional Speaker with over 20 years of experience supporting change and improvement in organizations across various industries. Katie feels leaders will find more success by empowering their people instead of focusing more on the result – whether that’s customer satisfaction or rising sales numbers. This includes investing in their learning, allowing them to experience failure, making them own up to their responsibilities, and, eventually, benefiting from an efficient and confident workforce that delivers customer satisfaction and less burdensome leadership.Resources:Katie’s LinkedIn: https://www.linkedin.com/in/kbjanderson/ Follow Katie on Twitter: @kbjanderson Learn more about Katie: https://kbjanderson.com/Katie's new podcast, Chain of Learning will launch on November 1. Check out the website here - www.ChainOfLearning.com - and the trailer on Transistor, Apple Podcasts, and Spotify. 541699
It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's collective wisdom and diverse perspectives. Diana Gurwicz is a core team member for Leadership Strategies Inc., the global leader in facilitation services and training, and the founder of Acrux Consulting LLC. With more than 20 years of consulting and facilitation experience, Diana Gurwicz has helped clients worldwide in varying industries improve their performance, invigorate their organizations, and streamline their processes to win and change the game in their respective environments.In this conversation, Diana discusses the critical aspects of leadership, including coaching for individual visions, cultivating strategic thinking, and the often-overlooked skill of managing up. She also touches on the pivotal role of customer perception in branding and the importance of team-based selling. She emphasizes that sales success isn't the result of individual efforts alone but a collective endeavor that requires relationships and collaboration of diverse expertise.Resources:Diana’s LinkedIn: https://www.linkedin.com/in/dgurwiczFollow Diana on Instagram: @dianagurwiczLearn more about Diana: https://acruxconsult.com
Both coaching and mentoring focus on growth, with the intention of achieving individual and organizational goals. It’s important to keep in mind, however, the distinction between the two that often goes overlooked.Loren Margolis, an Executive Coach, Founder of TLS Leaders, Forbes Contributor, and Faculty for the State University of New York, partners with global organizations to develop their leaders while building inclusive cultures. Over the years, Loren has helped senior leaders deepen their professional capacity so they can tackle greater challenges, and grow themselves within their organization.In this episode, Loren explores the disparities and similarities between coaching and mentoring, highlighting how they are often misconceived as synonymous. It’s important to understand the differences between the two, as she believes for individuals, one is better than the other. She also touches on the concept of micro-moments—instances in which we may unknowingly find ourselves engaged in either coaching or mentoring—and ways to make sure you’re employing the right method.Loren’s LinkedIn: https://www.linkedin.com/in/leadership-expert Follow Loren on Twitter: @LorenMargolisLearn more about Loren: https://trainingandleadership.org
Salespeople face a multitude of challenges within their work environment. Included in that list are burnout and not understanding their why, which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being.Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve performance and business outcomes through sociocultural drivers. Her focal points at Gallup are in Strengths-Based development, workplace practices, and development training to improve performance and business outcomes.In this conversation, Jaclynn discusses the challenges salespeople face in maintaining their well-being and performance in the workplace. She explains the importance of self-awareness to recognize burnout. Join us as she shares her insight on how sales professionals can build resilience and navigate burnout in their role.Resources:- Jaclynn’s LinkedIn: https://www.linkedin.com/in/jaclynnrobinson- Follow Jaclynn on Twitter: @NineMusesProd- Learn more about Jaclynn: jaclynnrobinson.com
When Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed!
Sales can be rewarding IF you're passionate about negotiating, problem-solving, and creating client relationships. With these attributes, you not only help your clients excel in their business, but you're also making a significant impact on your colleagues' success.
In this episode, Chantel shares advice for navigating complex dynamics in sales and the power of finding a community of like-minded individuals.
Chantel founded Sistas In Sales in 2017, the first and only global organization serving women of color in sales, out of a determination to build a community where diversity is celebrated and underrepresented talent is found and recognized. Today, Sistas in Sales is transforming lives, providing opportunities, and making sales a better place its more than 8,000 members.
She emphasizes the importance of building a supportive community and highlights the need for intentional efforts from companies to attract and retain more diverse talent in sales. Chantel also shares insights into the changing dynamics of the buying journey, and the significance of curiosity and passion in successful selling. Lastly, she discusses the impact of providing validation, opportunities, and resources for her members, contributing to a more inclusive and empowered sales community.
What to listen for: [1:19] - Chantel's journey into sales and her assumptions (and misassumptions) about sales as a profession [3:35] - What salespeople need around them to succeed and avoid imposter syndrome [04:50] - Intangibles that set successful salespeople apart [7:24] - Chantel's unwritten rules in sales [9:52] - The shifting buyers' journey and how to better meet customer expectations [11:23] - Asking tough questions, being genuinely curious and overcoming objections as ways to solve problems [14:02] - Having genuine belief and interest in the products and services you sell [16:40] - The motivation and goals for starting Sistas in Sales and how it evolved [21:36] - Reasons minorities are still so underrepresented in sales and sales leadership [23:58] - Advice for women of color getting into (or considering getting into) sales [28:24] - Going from good intentions to action in attracting (and retaining) diverse sales teams [29:24] - The best advice Chantel ever received [30:03] - Better preparing future sales leaders and what makes great sales leaders [33:15] - Empathy, feedback, and importance of the humanity in leadership
Chantel sheds light on the challenges faced by (and opportunities for) underrepresented groups- especially women of color- in sales. She explores the significance of representation and role models in executive sales positions and the need for providing equal opportunities for success.
Additional Resources: - Chantel on LinkedIn: https://www.linkedin.com/in/chantelgeorge - Follow Chantel on Twitter: https://twitter.com/ChantelCreates - Learn more about Sistas in Sales: http://sistasinsales.com/
Sales is an emotional roller coaster. It comes with high highs and low lows, rejection, triumphs, and everything in between. Success requires the ability to focus on what you can control in the midst of everything you can’t.
Mary Browning is one of those resilient people. She’s an experienced sales leader who's passionate about empowering others and believes she's only as good as the team she leads. She's currently VP of Sales at StarLifter, and she's dedicated to helping more women earn roles in sales management.
In this conversation, Mary emphasizes the importance of curiosity and resilience in sales and shares her perspective on how to handle difficult situations. She shares how salespeople can learn from both wins and losses, and how to maintain a curious attitude when faced with tough decisions in the industry. She also discusses sales from the perspective of a leader, sharing how to build strong relationships and effectively coach team members to create a healthy, successful culture.
Additional Resources:
- Mary on LinkedIn: https://www.linkedin.com/in/maryej/
- Follow Mary on Twitter: https://twitter.com/marybjolly
- Learn more about StarLifter: https://www.starlifter.io/
Stories are one of the most powerful tools in a salesperson’s toolbox.
Here’s why:
- Stories are 22 times more memorable than a series of facts or bullet points.
- Stories tap into emotions in a way that pulls people in.
- Stories create instant connection, turning strangers into friends.
In this conversation, author, speaker, and consultant Matthew Dicks returns to the show to share the power of storytelling in sales. He explains the science behind storytelling, highlights the need for humor in business, and discusses how to effectively engage your audience.
Press play to learn how to tell stories in a way that creates connections, makes you memorable, and ultimately boosts sales.
Resources:
- Matthew’s LinkedIn: https://www.linkedin.com/in/matthew-dicks-84a95711
- Matthew’s Twitter: twitter.com/matthewdicks
- Matthew’s Website: www.matthewdicks.com
- Matthew’s Book: [Story Worthy](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1?keywords=storyworthy+matthew+dicks&qid=1670615620&s=books&sprefix=Story+Worthy+matthew,stripbooks,100&sr=1-1](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1)
- Mental Selling Episode 49 – How to Tap Into the Productivity Mindset
Communicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before moving forward.
In this conversation, communication expert Johnny Walker shares how to harness the power of effective communication to boost sales performance. As the Founder and President of Character Inc. and a longtime training facilitator with Integrity Solutions, Johnny’s expertise in sales communication centers around understanding others in the pursuit of improved relationships and increased sales.
Listen to hear Johnny share how to tap into your natural curiosity, craft questions that foster connection, and truly understand your customers’ needs.
Resources:
- Johnny’s LinkedIn: https://www.linkedin.com/in/characterinc/
- Follow Johnny on Twitter: @JohnnyWalkerCo
- Learn more about Johnny’s company: Character Inc.
Thought leadership is a critical tool for brands, but what does it do for individual sellers?
In this conversation, Bill Sherman, COO of Thought Leadership Leverage and Co-Host of the Leveraging Thought Leadership podcast, connects the dots between thought leadership and sales outcomes. He explains how to use the four pillars of a successful thought leadership strategy to overcome objections, instill confidence, and build relationships.
Bill emphasizes the importance of getting ahead of buyers’ online research. He explains if you aren’t getting your ideas and insights out early, you're missing the opportunity for a conversation.
Press play for practical steps to harness the power of thought leadership, to speed up sales cycles, and pinpoint potential prospects.
Resources:
- Bill’s LinkedIn: https://www.linkedin.com/in/bill-sherman-274a02/
- Follow Bill on Twitter: @BillSherman
- Tune into Bill’s podcast: Leveraging Thought Leadership
- And, to hear from me on Leveraging Thought Leadership, click here!
It's never been more important to understand your customers and what they value. But where does the customer experience begin? And how do you tactically create a consistent experience that will keep customers loyal?
Jeannie Walters, Founder and CEO of Experience Investigators, shares tangible pieces of advice for putting customers first through their entire journey with your organization.
She connects the dots between customer success and sales, and explains how the two groups can partner to optimize outcomes for all parties. She also dives into the use of technology in the customer experience, revealing how it can help and where it can hurt.
Resources:
- Jeannie’s LinkedIn: linkedin.com/in/jeanniewalters/
- Follow Jeannie on Twitter: @jeanniecw
- Take Jeannie’s LinkedIn Learning courses: linkedin.com/learning/instructors/jeannie-walters
- Explore Jeannie’s website: experienceinvestigators.com
- Listen to Jeannie’s podcast: Experience Action
Happiness and confidence are the keys to reaching your potential in sales.Alan Allard, founder and President of Genius Dynamics, shares how developing a positive, confident mindset enables salespeople to approach clients without fear, build trust, and bounce back from rejection.Drawing from his decades of sales experience, Alan brings insights into behavior change, sales coaching, and what it takes to truly be happy at work and in life.Additional resources from this episode: - Alan’s LinkedIn: https://www.linkedin.com/in/alanallard/- Follow Alan on Twitter: @alanallard- Explore Alan’s website and blog: alanallard.com- Read Alan’s book: Seven Secrets to Enlightened Happiness
The road to success in sales is paved with passion and purpose. Understanding your personal wiring as well as your customers’ leads to measurable results.Most people understand this concept on a surface level but have a hard time being introspective enough to actually connect their passion with their work.Alaina Love, speaker, consultant, and CEO of Purpose Linked Consulting, shares actionable advice for aligning your passion and purpose with your work for optimized sales performance. She explains how authenticity and reflection allow you to build trust with your customers and teammates, and shares how to use the ten passion archetypes to foster lasting relationships.Additional resources from this episode: - Alaina’s LinkedIn: https://www.linkedin.com/in/alainalove/- Follow Alaina on Twitter: @workwithpassion- Read Alaina’s book: The Purpose Linked Organization- Keep an eye out for Alaina’s upcoming book: Permission to Be
Why should brand matter to salespeople? Isn’t that marketing’s job?Marketing expert Vince Freeman and sales leader David Schweisthal invite salespeople to think twice when it comes to brand.In this conversation, they share why every salesperson should be keenly aware of both their company’s brand and their personal brand as they work with customers. They explain how brand influences the sales process, leads customers down the sales funnel, and even mitigates risk for buyers.Press play to learn how to leverage your brand to win customers.Additional resources from this episode: - Davids’s LinkedIn: https://www.linkedin.com/in/schweisthal/- Vince’s LinkedIn: https://www.linkedin.com/in/vince-freeman-55ba152/- Check out Vince and David’s podcast Brand Matter: https://brandmatter.fm/
Have you ever been thrust into an unexpected sales leadership role? Did you wonder if leadership was even the right fit for you? Craig Anderson is an "accidental executive" who equips leaders with the confidence, team-building expertise, and business acumen they need to build successful companies. He is also the host of his own podcast called Executive Evolution.In this episode, Craig shares how accidental leadership can be used as an advantage, but also shares why leadership might not be for everyone and how that can damage an organization.Additional resources from this episode: - Craig’s LinkedIn: https://www.linkedin.com/in/craigpanderson/- Craig’s Website: https://clearpathcoaches.com/- Check out his podcast Executive Evolution: https://open.spotify.com/show/29YDbIkukFJKTQNJzMxJyb
The world is full of distractions. It’s hard to be a salesperson but even harder to focus on executing well. Emma Treharne is the Founder and Director of Nuveya Life, where she works with busy professionals to help them reclaim, redefine, and restore their mental, emotional, and physical health. With a background in sales and sales training, she joins the show to share her insights on how mindfulness can transform the way you work.Listen in as she shares how these practices can help salespeople manage their accounts, manage their people, and listen more effectively. In the end, you’ll walk away with tangible practices to implement in your role that help you become more engaged, be more present with customers, and make better decisions.Additional resources from this episode:- Emma’s LinkedIn: https://www.linkedin.com/in/emmatreharne/- Emma’s Website: https://www.emmatreharne.com/
To create a great customer experience, it’s essential to treat employees well first.Shep Hyken is a customer service and experience expert, and his mission is to promote the “Employee Golden Rule” where internal customer service should be better than external. Through his research, Shep found that 58% of customers believe customer service is more important than price, and 78% of customers would go out of their way to do business with a company that provides better service. In this episode, Shep talks about the importance of internal mantras that everyone can remember and adhere to so that customers feel confident that they made the right decision in choosing your company. By delivering on their promise and creating a great experience, businesses can ensure that customers will come back time and time again. Listen in to learn more.Additional resources from this episode: - Shep’s LinkedIn: [https://www.linkedin.com/in/shephyken/]- Shep’s website: [https://hyken.com/]- Check out his books: [https://hyken.com/media/]In this episode, you’ll learn:- How companies create a customer experience that makes them come back again and again- The power of social proof in building customer loyalty- The importance of creating internal mantras to promote customer satisfaction
Scott Ingram is a sales expert and podcast host who has interviewed top performers in the industry to uncover the secrets to their success. He is passionate about helping salespeople understand the importance of mindset, belief, and productivity in achieving success. Better said, he helps salespeople unlock their superpower.In this episode, Scott reveals how top sales performers achieve high performance through self-belief, productivity, and customer knowledge. He challenges the lazy management-by-numbers approach and even breaks down unfair stereotypes about sales.Additional resources from this episode: - Scott’s LinkedIn: [https://www.linkedin.com/in/scottingram/]- Sales Success Stories Podcast: [https://top1.fm/all-sales-podcast-episodes/]- Daily Sales Tips Podcast: [https://podcasts.google.com/feed/aHR0cHM6Ly9kYWlseXNhbGVzdGlwcy5saWJzeW4uY29tL3Jzcw?sa=X&ved=0CAMQ4aUDahcKEwi4g9aB9Mz8AhUAAAAAHQAAAAAQAQ&hl=en]
Customers aren't going to buy unless they trust who they're working with, and the same goes for your team members. Sales managers are pivotal for any sales team to reach and exceed their goals, but true sales leadership is about more than managing numbers and pipelines. It's about creating a people-first culture where they feel secure, supported, and clear about the goals they need to achieve. In this episode, Helen Fanucci, a transformational sales leader with Microsoft, shares what sales managers should think about when it comes to leading and coaching their teams.Also a recent author, Helen shares tactics from her book Love Your Team, a Survival Guide for Sales Managers in a Hybrid World, which discusses strategies sales managers can implement to build stronger team cultures and deliver outsized business performance while retaining top talent.Additional resources from this episode: - Helen’s LinkedIn: https://www.linkedin.com/in/helenfanucci- Check out Helen’s podcast: https://loveyourteampodcast.com/- Buy Helen’s book: https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534000/ref=asc_df_1544534000/?tag=hyprod-20&linkCode=df0&hvadid=632085709568&hvpos=&hvnetw=g&hvrand=12696246064716327636&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9014835&hvtargid=pla-1879853881082&psc=1In this episode, you’ll learn:- How the accelerated shift to hybrid made good sales management essential- The importance of establishing outcome-based goals and objectives, not activity-based- How to approach coaching conversations with your team
In a noisy world, reputation and perception have never been more important for salespeople. Buyers only have time for those who clearly and consistently articulate value and expertise.So how do sellers create a mindset and approach that helps them build their brand on social platforms and create connections that will lead to more sales?In this episode, Sam McKenna, CEO of #samsales Consulting, shares how salespeople can leverage LinkedIn to bolster your sales outreach and strategy.Additional resources from this episode: - Sam’s LinkedIn: https://www.linkedin.com/in/samsalesli- Sam’s Website: https://www.samsalesconsulting.com/In this episode, you’ll learn:- Why your LinkedIn network is your net worth- Why LinkedIn can be more successful than cold email outreach- How to fine-tune your sales outreach and messaging
Whether you’re beginning a new position in sales or gearing up for 2023 in the same position you’ve been in, there’s something special about starting a new season. The problem is, we let that excitement fade and rarely follow through on the goals we set for ourselves.Mike Fisher, Chief Sales Officer at Sales Bullpen, joins the show to give us a boost in motivation along with a method for sticking to our sales goals all year long. He reminds us of the power of taking ownership of our performance, making strategic plans for sales initiatives, and keeping goals top-of-mind.Ready to make 2023 your best year yet? Press play.Additional resources from this episode: - Mike’s LinkedIn: https://www.linkedin.com/in/integrityservicesfisher/- Episode 24: The Power of Reframing: Uncovering The Hidden Salesperson- Episode 23: Preparing for Sales Calls and Asking Better Probing Questions for Sales- Episode 12: The Selling Skill that Will Better Connect You with Customers
Think extroverts make the best salespeople? Think again.
Matthew Pollard, Founder of Rapid Growth and author of The Introvert’s Edge, believes introverts can make incredible salespeople when they harness their superpowers.
In this conversation, Matthew reveals the traits that give introverts an advantage in sales. Whether you’re outgoing or more reserved,, Matthew shares how you can embrace your personality and leverage it to improve your selling skills.
He also reminds us sales is about service, teaches us the power of preparation, and gives advice for building your confidence as a salesperson.
In this episode, you’ll learn: Why introversion is a sales superpower The power of systems and preparation How to work effectively with other personalities
What to listen for: [01:00] The introvert’s edge [05:30] The superpower of reflection [13:00] Embracing “what if?” thinking [16:45] Serving people through sales [22:30] Thinking differently about finding and supporting sales talent [31:00] Acknowledging personality differences in training [41:00] The power of preparation [46:00] Working with an extroverted manager as an introvert [50:00] Learning to manage effectively [54:00] Building confidence as an introverted salesperson
Resources: Check out Matthew’s website matthewpollard.com Buy his book The Introvert’s Edge: https://matthewpollard.com/theintrovertsedge/book
More than half of buyers don’t want to interact with a sales rep, according to research by Gartner. In medial sales, if providers don’t want to meet with you, what’s your next move?
Samuel Adeyinka, medical sales consultant and host of The Medical Sales Podcast, joins the show to answer that question.
He discusses how virtual selling and building an online brand create access to decision-makers you couldn’t get otherwise. He also shares how to make the most of an in-person meeting when you land one.
Listen in for actionable advice to accelerate your medical sales career.
Additional resources from this episode:
- The Medical Sales Podcast: [https://evolveyoursuccess.com/podcast)
- Evolve Your Success: [https://evolveyoursuccess.com/]
- Samuel’s LinkedIn: [https://www.linkedin.com/in/samueladeyinka/]
What’s the difference between a manager and a coach? Managers focus on current state, but coaches focus on future state, helping people reach potential they didn’t realize they had.
Jim Ryan former Denver Broncos player and current speaker, training facilitator, and sales coach at Integrity Solutions, joins the show to share how to shift your mindset from manager to coach.
We discuss how to make the leap from individual contributor to sales leader, and how to excel once you’re there. Jim shares how to untie mental knots, build confidence, and set “little-picture” goals for big-picture success.
In this episode, you will learn:
- How to overcome negative self-talk and build confidence
- Why preparation will make or break your success in sales
- How to shift from a managing mindset to a coaching mindset
It's your mindset that's the foundation for sales success. But WHY is mindset so critical to a salesperson's success? What's the mindset difference between those that are truly great at sales and those that struggle? And why do some salespeople- and sales leaders- STILL skip over or dismiss the issue of mindset?
Joining us today is Mark Hunter, better known as The Sales Hunter, award-winning author, blogger, keynote speaker and consultant that helps sales professionals learn how to hone their own skills and learn from their prospective clients. He is most recently the author of A Mind For Sales: Daily Habits and Practical Strategies for Sales Success.
As Mark shares, sales is not about being the smartest person in the room. It’s about understanding your customer's goals and being committed to how your sales process, offerings and insights as a salesperson can help them achieve those goals.
Hear our conversation with Mark as we discuss: - Assuming responsibility and ownership for every step of the sales process and what's possible for your own success - Why sales is emotional and salespeople are limited only be their own thinking and attitudes - Defining sales as helping people- and why selling is a true team sport - Overcoming preconceived notions as the seller and the buyer - Keys to salespeople being disciplined and focused with their time - Managing vs. coaching in sales and the attitude shift needed by sales leaders
Related links from today's episode: Mark's website: https://learn.thesaleshunter.com/ Follow Mark on LinkedIn: https://www.linkedin.com/in/markhunter/ Read A Mind For Sales: https://www.amazon.com/Mind-Sales-Practical-Strategies-Success/dp/1400215676/ Visit Integrity Solutions: https://www.integritysolutions.com/
How do we keep employees engaged and motivated to the goals we set with them? It’s harder than ever to get, keep and maximize talent. What does it take to attract good sales candidates- and actually keep them?.. How have hybrid sales teams changed the way teams stay connected and combat things like burnout? And what are companies missing out learning about when people do leave?
Our guest today to discuss these things and more is Elisa Matthews, Client Performance Strategies Facilitator at Allied Solutions. She’s here to discuss how we can get employees to understand and buy into a company’s goals but also keep them motivated and show commitment to developing their own skills as future leaders in their industry.
In our conversation, we discuss:
- Employee engagement and retention in today’s hybrid work environment
- Developing and coaching employees based on what they need not what leaders assume
- Leaders’ responsibility in helping their people ‘fall forward’ and continuous growth
- Understanding the synergy between sales and customer service (from the customer’s view)
Establishing employee motivation strategies and keeping employee morale high towards the goals that don’t just help their career development but are also set towards our customer’s needs is vital to a company’s success.
The design thinking process is an underutilized skill for salespeople.
Our guest today on Mental Selling is Ashley Welch, an expert in the design thinking process and Co-Founder at Somersault Innovation, here to help users become more customer-centric throughout the sales process.
Design thinking for sales requires a ruthless focus on the end customer, keeping them at the center of the process from the very beginning.
Hear our conversation as we discuss: - The design thinking process in sales and becoming more customer-centric - Getting salespeople to be more curious and thinking about their customer’s customer - Meeting more complex deals and expanding buying committees with a more team-based selling approach - Storytelling and how salespeople can make stories come alive and be more relatable for customers
More information from today's episode: Ashley's LinkedIn Profile: https://www.linkedin.com/in/awelch1/ Somersault Innovation website: https://www.somersaultinnovation.com/
Raise your Mental Selling acumen with us at Apple Podcasts, Spotify, on our website (https://www.integritysolutions.com/resources/mental-selling-sales-podcast/), or anywhere you get podcasts. FeedSpot has included us as one of the 30 best sales podcasts on the web. Please rate our show and leave a comment — we love your feedback!
We all want to have the right people working with us.
But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping companies identify not just the right people for the job, but the right people for the sales culture at that job. Andrea Pagnozzi is the Principal Coach and Consultant at Flint Coaching and Consulting.
Hear our conversation with Andrea Pagnozzi where we discuss:
- What (if anything) we’ve learned from the Great Resignation
- Why the key to thriving in a sales culture is through belonging and connecting
- Sales managers becoming good coaches and mentors for their employees
- Why sales training and coaching tends to be too tactical
- Andrea’s three-pronged approach to training.
- Why any L&D spending should start with your leaders
Ultimately, if you want to build a thriving sales culture that can weather pandemics or economic downturns, leadership needs to be fully present and empathetic, without ever coddling or micromanaging. That’s how you foster belonging and connection.
That’s the lesson sales managers need to learn from the Great Resignation.
More information about Andrea and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/andreapagnozzi/ Andrea's Website: https://www.flintcoachingllc.com/
Sales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make.
But not everyone is gifted with charisma and improvisational skills. How do you improve your conversational intelligence, change perspectives and build stronger relationships with your customers with well-thought-out words?
My guest today is a highly sought-after trainer, coach, and leadership consultant. Steven Lozada is the President of UpwardMindset, a gifted jazz musician, an MBA, and a professionally certified trainer in a variety of disciplines.
In this insightful and informative episode, we’ll discuss: - How forging a connection is the most important part of your sales conversation - Elevating what Steven calls your "trust equity" - Rejection-free openings and why objections are a gift - The power of “no-oriented questions” - How to keep customer conversations moving forward without being manipulative
More information about Steven and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/stevenlozada/ Company Website: https://www.upwardmindset.com/ Exactly What to Say: The Magic Words for Influence and Impact, by Phil M. Jones: https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ
Please follow and rate our show — we love your feedback! FeedSpot has included us on their list of the top 30 best sales podcasts.
Sales is all about relationships. It’s about getting to the final result of making the deal and getting the new customer achieve their desired outcomes. But what we are too often missing is realizing that the sales discovery phase is the most important (even compared to the late-stage negotiation) to developing trust and rapport and, ultimately, eventually earning the deal. It’s about uncovering some of the hidden structures, like how decisions get made, what's going on in the organization and fears and apprehensions the buyer might have. Our conversation this week is with Lisa Weaver & Jay Cone, Partners and Co-Founders of Unstuck Minds, where we discuss the importance of how the sales mindset and salesperson's intentions comes through clearly- one way or another- through sales discovery. Discover what the best use of a salesperson’s time is during research, the time salespeople should actually be spending in discovery, the value of how learning 'attention agility' can help a salesperson get to what's most important to the customer, improving listening and questioning skills with customers and understanding what customers expect from initial discovery meetings. Sales discovery has less to do with hitting a goal and more with emphasizing whatever learnings come out of a discussion — which helps with the mindset shift that needs to happen for both the salesperson and customer.
“What you're going for is that the client partner on the other side feels seen, heard and valued, and that you 'get it'.” — Lisa Weaver
More about today's guests: Unstuck Minds website: https://unstuckminds.com/ Lisa on LinkedIn: https://www.linkedin.com/in/lisaevansweaver/ Jay on LinkedIn: https://www.linkedin.com/in/jay-cone-9108348/
FeedSpot has recently included Mental Selling as one of best sales podcasts to follow: blog.feedspot.com/sales_podcasts/
If you’ve been in sales for awhile, you’ve seen all of the methods for sealing the deal.
In a modern sales environment, the sales strategies of the past (throwing a net and seeing what you can catch) can still have their place. However, with the influx of sales tools, throwing a spear to catch exactly what you need is the modern approach.
Hear our conversation with Jamie Shanks, author of Social Selling Mastery and Spear Selling, where we discuss: ● The interconnection of modern, social and account-based selling ● What scares sales people from performing at their best ● Preparing for the possible economic downturn
As a sales professional, you only control two things: the decisions you make and the actions you take.
Building intention and focus through these actions is essential to overall growth and success, both professionally and personally for salespeople.
With the huge influx of sales enablement tools, it is possible and preferable to catch exactly what you want without sorting through the extra noise.
Jamie explains the intricacies of learning to fish with a spear in sales. In addition, he offers invaluable expertise in aligning core values, creating intention in relationships in sales, and preparing for the future.
“You have to believe that you are either making people money, saving them money, or mitigating risk: the three core value creators in a business.” — Jamie Shanks
More information about Jamie and today’s topics: ● Follow Jamie on LinkedIn: https://www.linkedin.com/in/jamestshanks/ ● Pipeline Signals: https://pipelinesignals.com/ and Sales for Life: https://salesforlife.com/
FeedSpot has recently included us as one of their top 30 best sales podcasts: https://blog.feedspot.com/sales_podcasts/
Another day, another salesperson gone.
Lost to a toxic workplace.
Or a lack of empathy.
Or misalignment.
What if your sales team could increase retention?
What can you do to decrease churn? Is it even possible with the traditionally high turnover of sales?
The key lies is empathy. 🗝️
This week, Ronda Robinson, Founder of Robinson Alliance Group, joins me to discuss recruiting and retaining salespeople while maintaining a healthy work culture.
According to Ronda, your business must: 💥Lead with empathy and intention 💥Set sales teams up for success by understanding who are the Hunters and who are the Farmers- and nurturing both 💥Avoid paying a 'people tax' by paying attention to the human aspect of workers
Following these guidelines from recruiting to retaining will foster an environment where salespeople are: 💥Excited to come to work 💥Set up for success and growth 💥Retained long-term
Join us on the latest episode of Mental Selling to learn more about breaking the high-churn culture of sales and fostering a revolutionary sales culture in your business.
“When we don't pay attention to the personal side of people, what they have going on inside, then you will pay a people tax.” — Ronda Robinson
Your sales journey is like a book. There are different chapters for different stages and each unwritten page is just another part of the process that hasn’t happened yet.
Everyone starts their book at a different stage. Some are the team’s A-Players that were born for sales. Others need some coaching. Regardless of where the book begins, the next chapter relies heavily on the sales leader involved.
Hear our conversation with Leigh Ashton, Founder & CEO at The Sales Consultancy, where our discussion includes: - The difference between a good and great sales leader - Creating psychological safety for a sales team - How a growth vs. fixed mindset determines a sales team dynamic - The 10-80-10 rule of sales teams
“An assumption that would really inhibit an organization's growth is to think that training, on its own, is the end of the story; it is just step one of a multi-step process that takes a person from where they are to where you'd like them to be.” — Leigh Ashton
Growing a sales team isn’t hard.
Growing a sales team that’s successful and feels comfortable in their role… now THAT'S a challenge. And it really comes back to the leadership of the team and the work they are willing to do to take their people to the next level by bringing confidence and humility to every interaction.
Hear our conversation with Karin Hurt, CEO and Co-Founder at Let's Grow Leaders, where we discuss: - How to create a psychologically safe and courageous sales culture - Developing new sales leaders - The 6 essential competencies of a sales team
Want to learn more about the 6 competencies of a sales team, the 6 competencies of sales leaders AND what companies get wrong identifying and developing sales leaders and how to fix it? Listen now.
It’s 2022 — why is there still a gender gap in sales?
Studies definitively show diverse sales teams generate more revenue. So... what’s the hold up?
My guest today is Lori Richardson, the Founder of Score More Sales and a passionate champion for #WomenInSales.
She’s an author, in-demand speaker, and one of the most popular sales coaches at Harvard Business School.
Lori also serves on the advisory board of the Sales Education Foundation, where she seeks to destroy old misconceptions about our industry.
Sales is a helping profession.
This is backed up by the fact that during the pandemic, many women had to leave the field to stay closer to home or become full-time caregivers.
Remote work has increased the accessibility of sales roles, but Lori still encounters all-male teams all the time.
But women are the majority of undergraduates now.
Many companies haven’t yet realized that female sales pros bring a lot to the table, such as empathy, coachability, and a deep motivation to succeed.
Lori believes diversity builds strength, which leads to higher revenues.
Customers want to buy from brands that reflect their beliefs and values — and companies lagging behind the times will be on their way out.
Check out the full episode 🎧 click the link below!
Customers dread being sold to. It's no different for B2B buyers than it is for anyone else.
In fact, research shows that buyers now spend only 17% of their time actually buying. Since that's often divided among many potential suppliers, you might be getting 1% to 5% of their time.
What are you going to do with your small fraction of your buyer's time?
On this episode of Mental Selling, we speak with Janice B. Gordon, Customer Growth Expert, about why people hate buying and what you can do to make the experience something they love instead, why you should stop using Zoom like a phone and how to maximize its value, the matchless value of self-awareness in sales, and more.
Let’s jump right into the discussion!
“The buyer has come to you for a particular reason. Your job is to find out what that is.” — Janice B. Gordon
A salesperson today is vastly different than the one you’re probably imagining right now.
It’s not all about making the sale anymore — It’s about providing a solution that will be mutually beneficial to seller and buyer.
But as we have transitioned to more of a virtual approach, it’s important to not lose those valuable customer connections along the way.
Hear our conversation with Tony Alessandra, Founder of Assessments 24x7 as we discuss: - The future of selling & reasons why some still avoid the profession - Who the modern salesperson is and the future of selling - Adjusting to today's savvier buyers and the importance of honesty and building trust - The learning curve of virtual selling & best practices - Assessing and attracting talent today and getting rid of the old views of selling - Matching your selling style to the customer’s buying style
“The old days of selling where we give our pitch, close, and overcome objections is still in the mental makeup of too many people.” — Tony Alessandra
" People avoid selling because they really believe that you're either a born salesperson or not, which is the furthest from the truth." — Tony Alessandra
Sales is one of the only professions where we allow it to be defined by the people who do it badly. Top salespeople are ones who earnestly want to improve life for their customers. When purpose driven sales becomes part of the culture and bigger than the transaction- and your ‘true north’ is improving life for customers- you’ll actually wind up making more money.
Successful salespeople want to know that what they’re doing counts for something- that their work matters. If what you are selling is being bought by customers, you’re improving their lives.
Hear our conversation with Lisa Earle McLeod, Founder at McLeod & More, Inc. and author of the bestseller Selling with Noble Purpose. Listen as we discuss: - 3 questions to ask that every salesperson should be able to answer - The real reasons salespeople leave their jobs - How the noble seller differs from the transactional seller - The difference between customer-centricity and purpose-driven sales - Overcoming the negative external perceptions of sales with confidence- and how your customers will feel it - The “it” that customers really want you to get to… - What mistaking profit for their purpose signals to your salespeople and employees - Why sales numbers are a lagging indicator and sales leaders need to coach to mindsets vs. outcomes - Why the people that have bought from you before are the key to understanding how your products make a difference - Sales managers as the “front-line belief builders”
“When you have a noble purpose, when your true north is improving life for customers, you wind up making more money.” — Lisa Earle McLeod
Selling, at its heart, is not about talking people into something they don’t want. Selling, at its heart, is about finding the people who can benefit from what you have and making it easy for them.
The data is fundamentally clear. The top salespeople are the people who want to improve life for their customers. The data tells us you will be more compelling, you will be more engaging, your win rate will go up, and you will ultimately close more deals.
“A noble purpose seller starts a call thinking, How can I make a difference to this customer? A transactional seller starts a call thinking, How can I close this deal?” — Lisa Earle McLeod
Raise your Mental Selling acumen with us at Apple Podcasts, Spotify, on our website, or anywhere you get podcasts. Please rate our show — it really helps us!
What is it that your customers truly want and value beyond the basic transaction? And what happens when companies give 'non-traditional sales roles' more responsibility for uncovering new sales opportunities with customers? When we change our mindset so that customer service and sales become one and the same, then everyone within the company can comfortably and confidently embrace more of a sales mentality. And when done right- for the right reasons- customer expectations are met like never before.
This episode of Mental Selling is our conversation with Bobbi McVey-Blath, banking industry expert and Owner at Level Up Facilitation Group. Listen as we discuss: - how a simple yet critical mindset shift about the traditional negative perceptions of selling can teach us to embrace sales - how every customer-facing role across a company is 'selling' whether they realize it or not - questioning techniques, listening skills and 'reading between the lines' to problem solve and uncover and deliver superior customer value - the importance of integrity and trust in both the customer experience AND employee experience - the role that beliefs play in continually creating benefits for customers - training and retaining employees during the Great Resignation- what employees expect today and what companies are too often getting wrong - the role of leaders in serving, inspiring and developing employees, extending training beyond basic onboarding and helping them understand how their work directly contributes to the organization's overall purpose.
In recent years customers have grown to expect not only faster but more comprehensive service. They expect not only speed and responsiveness of the transaction but efficiency, ideas, and suggestions that can help them mitigate risk, increase convenience, navigate change and fill (often unstated) needs. And that's synonymous with what good selling looks like today.
“How do we change our mindset from this is a sale to this is a service?” — Bobbi McVey-Blath
Company culture, communication and resilience are not just an internal concerns; they also directly affect your daily interactions with clients and, ultimately, your ability to meet and exceed sales goals. But how do you take them from concepts to action plans? And how can you measure progress and impact along the way? And how do you prevent it from being back-burnered by 'the urgent' of the day?
In this episode, I speak with two senior leaders with Russell Investments, Tina Downing, Senior Director and Lead of AIS Business Solutions and Scottland Jacobson, Global Director, Talent Development, Learning & Development and HR Operations, about the importance and impact of purposefully building company culture, adapting sales to a remote environment, and much more.
Join us as we discuss topics such as: - Company culture— what's different about attracting and retaining employees in a remote environment? - How remote selling can actually shorten the sales cycle - The 'Three P Process' that Russell Investments uses to guide and create better client conversations - How you can create more resilient, motivated sales teams - Feedback- both positive and constructive- as the foundation of company culture and making everyone across the company better
“You always have a company culture, whether it’s by plan or default...” -Tina Downing, Russell Investments
Welcome to Mental Selling, your favorite sales podcast. Please rate our show, subscribe and leave a comment— we value YOUR feedback!
The handwriting's been on the wall for a while. We’re all inside sales now. Probably 10% of account executives are going back to the office after this pandemic's over.
Everyone else is selling virtually. The technology is there, and companies are eager to use it. That said, technology alone can't solve sales problems. Technology and sales enablement tools have to improve efficiency.
The tools you use need to help and not hinder the experience for salespeople and customers. Let’s guard our sellers against technology overload. Let’s make sure our tools add value and efficiency and productivity.
The best of the best selling happens when there is trust. Let's slow things down a bit. We don't have to race to turn every demo into a sale.
Slow down. Dig deep. Find the real issues. Advise. Teach. Coach. Be there for your customers.
That's the type of inside salespeople we all want to do business with.
On this episode of Mental Selling, I spoke with Bob Perkins, Founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP), about the impact and future of remote sales teams, creating the sales leaders of tomorrow, and much more.
Join us as we discuss: - Remote work—will salespeople want to come back to the office? - How to more efficiently use sales enablement technologies - Hunters vs farmers—how do you measure responsibilities? - Retention & developing the next generation of sales leaders - Encouraging internal sales team development via prioritizing sales coaching
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Relationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years.
Customer relationships are no different. If you create that initial contact, only to move onto the next lead shortly after, you’re setting yourself up for massive amounts of customer churn.
You’ve spent time with a customer to identify a problem and commit to change. Don’t expect the customer to stay on course without holding their hand.
Spend the time needed to gauge their progress. Communicate what is and isn’t being done. Otherwise you’re leaving all your hard work to chance.
I speak with Matt Heinz, President & Founder of Heinz Marketing and host of Sales Pipeline Radio, about maintaining (and expanding) these relationships and more.
“One of our largest jobs as sellers is to help build internal consensus towards a commitment to change.” -Matt Heinz
Join us as we discuss: - Account based sales and marketing: how it has evolved & how to strategically select the right targets - The role an MQL (marketing qualified lead) can still have in an organization - Account based customer retention strategy & salesperson expectations - Rethinking the buying community & building your brand
Want to learn more about the strategy, mindset and focus needed for account based sales and marketing strategies to work? Rethinking the buying community & building your brand? How to discern the right metrics to focus on from the wrong ones? This episode of Mental Selling is for you.
"Everyone acts like prospecting is binary- there's sending and not sending. It isn't. It's more than that. It's sending WELL vs. not sending well." -Ryan O'Hara
What’s the best differentiator you have for standing out to prospects?
It’s got to be the intricate, well-researched template you use, for sure…
Or is it? 👀
Buying is individualistic now, which means sellers need to embrace the artistry and humanity of social selling. It turns out people are looking for more than a carefully constructed prospecting email sequence.
They’re looking for YOU—your personality.
I spoke with Ryan O’Hara, VP of Growth and Marketing at LeadIQ, about the shifting nature of sales and how he’s innovated his approach to connecting with new prospects.
Join us as we discuss: ● The shift to individualistic selling and buying ● Strategies for injecting humor and personality into prospecting ● How leaders can enable sellers to prospect with individuality and personality
There is much to be done with personalization, and it doesn’t have to be stressful. In fact, it can (and should) be FUN.
Ryan has cracked the code for having fun and breaking out of the “Groundhog Day” effect.
From channeling the voices of different characters in emails to recording engaging videos, he’s tried it all.
The future of sales and marketing is in unique connections, and people like Ryan are paving the way.
“I want to figure out a way to attack (prospecting and social selling) in as creative a way as possible. And make it so that not only do they feel loved, and that I care about them, but they feel like I'm an interesting person that they want to do business with on an individual level.” — Ryan O’Hara
Ready to take your prospecting and customer relationships to new heights? Listen now.
New sales leaders often feel as though all they do is put out fires. What they need to learn is that coaching is fire prevention.
In this episode, I speak with Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group, about empowering top performers to become great sales leaders.
Join us as we discuss: - The blurry line between personal and professional development - 'Will versus skill' in leading people - Pitfalls for new sales leaders who were top individual performers - Transferable skills and skills to build - The underappreciated importance of sales coaching
Raise your Mental Selling acumen with us on SoundCloud, Apple Podcasts, Google Podcasts, Spotify, on our website, or anywhere you get podcasts. Please rate our show — it really helps us!
When a liberal arts major sits down and thinks about their future career, very seldom does it include a future in sales.
But sales isn’t like it used to be — the typical salesperson today is also quite often an unintentional salesperson. The sales force of today must be deeply empathetic, curious and committed to filling needs. But how do we flip the narrative to attract these kinds of people?
We speak with Mike Fisher, long-time Master Facilitator for Integrity Solutions and Chief Sales Officer at Sales Bullpen, about defining what a salesperson really is, how a mindset shift can change the public opinion (as well as their own), and how sales leaders need to look at their team.
Join us as we discuss: How a company’s beliefs & view of selling ultimately shapes success Why a positive or negative view of sales will make or break a salesperson The mindset shift required for sales leaders
Check out these resources we mentioned during the podcast: The Pay Is High and Jobs are Plentiful, but few want to Go Into Sales https://www.wsj.com/articles/the-pay-is-high-and-jobs-are-plentiful-but-few-want-to-go-into-sales-11626255001
Bringing customer value through a sales approach of asking better probing questions for sales. The questions to ask on a sales call that boost efforts to build rapport with customers.
How understanding the probing questions to ask on a sales call and honing better sales prospecting techniques that include asking open ended questions builds rapport with customers.
Master Facilitator and Business Associate Mike Fisher joins the Integrity Solutions podcast to discuss the value of asking good prospecting questions and actively and intentionally listening better. He offers real examples of what constitutes value for buyers and how sales people need to start being honest about how (or if) they're adding value and asking rapport building questions in every sales conversation.
Top-performing salespeople- do they make great sales managers? Well, it depends...
New sales managers can struggle and stumble if they don’t address a fundamental challenge in their new job: The mindset that worked for them as top performing sales people won’t work for leading and motivating sales teams. And the key to their success as managers is how they shift and develop their coaching mindset to what works best for leading people.
Global leadership development expert Loren Margolis joins the Integrity Solutions podcast to discuss the challenges, wrong assumptions and strategies for taking stellar individual sales contributors and helping them become great sales leaders and coaches.
Most economic indicators point to a strengthening economy, now that the pandemic is beginning to wane with the widespread rollout of vaccines. That begs the questions: Is your sales team ready to compete by creating value, not by describing product? Businesses are sitting on piles of cash. People are ready to spend now. But Fear of Missing Out (FOMO) is real. Is your sales team truly ready to compete and win – or will you miss the coming wave? Integrity Solutions’ Chief Sales Officer, Bruce Wedderburn, explains what’s different today, including the role of the virtual selling environment and navigating inevitable distractions– and how what worked before won’t do the trick now.
Learn to differentiate through the human experience: Pretty soon most purchases – from small scale B2C to even some larger corporate B2B purchases, can be made through automation without even needing to talk to a sales person. This is the digitization and commoditization of all products and services. This can be bad news but also a tremendous opportunity for sales reps to rise to the occasion.
One of the things that COVID-19 taught us, especially in the early months of the pandemic, is the need for a human connection. The foundation for great sales performance is empathy, understanding and reassurance.
Sales reps need to become trusted consultants to buyers by solving their business challenges and sharing insights not selling products — and going beyond immediate needs. In 2021, your team will need to focus on building trust and rapport in an increasingly digital world while becoming intimately familiar with your buyers’ goals and pains. More and more products are being seen as a commodity so trying to differentiate through describing why you’re different is further putting you into the commodity basket – because that’s what your competitors are doing. Differentiation and sales performance will come from how well your team can deliver value throughout the buying journey, the customer experience, not by how well you can describe your product.
As the COVID-19 pandemic crosses the one year marker, what’s working today for sales teams — and what innovative sales strategies are connecting with customers?
Integrity Solutions CEO, Mike Esterday, explores what we’ve learned in the past year, how customers are different today, and how the sales function is seen as the key to recovery for most organizations.
Virtual selling, which in truth has been around for a long time, is now the norm. It will be part of every salesperson's role forever now. And it's shown to be better for gathering and coordinating growing numbers of decision makers, setting appointments, pre-call planning and having effective sales conversations.
Hopeful signs of recovery. New skills developed under incredible pressures. Many companies have shown tremendous resilience, survived, and even thrived. Those companies doing well are focused now more than ever on customer loyalty while shifting both their mindsets and skill sets. They emerge now believing they can perform at a higher level in this new year.
Mike also discusses how managers are shifting their skills too- how they teach sales teams to sell virtually and how they coach virtually.
How one leader's experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Financial Group’s Gary Karthauser who explores how he’s adapting his leadership style to the challenges of leading teams in a pandemic. One seasoned leader’s insights into how values-based leadership and coaching provides a solid foundation for getting results in the most unprecedented of times.
Most organizations are quickly coming around to the view that virtual training is a must-have — given its obvious benefits. You might be relatively new to it and find yourself doing more virtual because of the crisis times we’re living in. Or maybe you’re more experienced — but you’d love a quick primer on some fundamentals. Seasoned trainer Johnny Walker has just that — with a look at how virtual compares to in-person training and insights for how to do it well.
Virtual training is still sometimes viewed as not as effective as in-person, classroom training. But the reality is in some ways it's even more personal, engaging and creates greater training retention.
What to know if you're testing the waters of virtual training- and how to get clarity around the fundamentals to create learning environments that generate greater competence and confidence. We also explore with Johnny what leaders need to do, the role of the facilitator and some fundamentals for making virtual training succeed.
In adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor.
See how finding sales opportunity during times of adversity requires shifting focus from selling, toward building connections with colleges and customers to set up future success.
As the current economic downturn shows signs of changing where and how we work, what’s it take to adjust and lean in to new ways of connecting with customers and leading teams? Integrity Solutions’ Mike Fisher checks in with fresh insights to deepen how to adjust to the new normal.
Technology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on simple mistakes grounded in false assumptions and beliefs about people, selling and buying. Our podcast interview with George Bronten, founder and CEO of Membrain and author of the new book 'Stop Killing Deals'. Our conversation with George explores his thinking around sales training, motivation drive, the role of sales managers and the importance of sales coaching.
What’s the art of quiet influence — and how can you excel at it? Learning how to exercise influence is vital in many work situations today — on teams, with customers, in flat organizations, and especially when you don’t have formal authority but you need to drive strong results. The latest podcast from Integrity Solutions features practical tips from the front lines — in an interview with Jocelyn Davis, learning & development industry expert and author of the new book, The Art of Quiet Influence: Timeless Wisdom for Leading Without Authority.
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.
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.