Mental Selling: The Sales Performance Podcast
Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features conversations with sales leaders and industry experts who understand the importance of mindset and skill set for building trusted customer relationships. The podcast explores the emotional and psychological drivers of sales success, including overcoming self-limiting beliefs and navigating today's B2B buying cycles. It aims to empower listeners to deliver amazing customer experiences and achieve better results.
Episodes
EP 138 Building Momentum in Complex Sales with Mike O’Brien and Tom Whelan, Ph.D
Why do promising complex sales deals suddenly lose momentum and go nowhere?In this first of a two-part series adapted from a webinar, Mike O’Brien, Executive Vice President of Sales at Integrity Solutions, and Tom Whelan, Ph.D., Director of Corporate Research at Training Industry, Inc., examine the common breakdowns that cause promising sales opportunities to stall.They discuss why seller
EP 137 Why AI Adoption Alone Won't Fix Sales Performance with Amara Hunt
If AI is everywhere in sales, why are so many teams still missing quota?In this first of a two-part series adapted from a webinar, Amara Hunt, Chief Product Officer at Integrity Solutions with a career spent at the intersection of design, data, and strategy, explores the untapped gap sitting inside most AI adoption strategies.She explains why 81% of sales teams have adopted AI while 70% o
EP 136 The Pit Crew Strategy Behind Clinical Sales Influence with Michelle Dillon and Amanda Ervin
Being in the room is only half the battle. Knowing how to ask the right questions is what turns that access into strategic influence.In the second part of this two-part series adapted from a webinar, Amanda Ervin, Senior Learning and Performance Consultant at Integrity Solutions, and Michelle Dillon, a healthcare industry veteran with more than 24 years of experience in sales, clinical, a
EP 135 When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin
Trust gets clinical specialists in the room. Strategic influence is what helps them create greater impact once they are there.In this first of a two-part series adapted from a webinar, Amanda Ervin, Senior Learning and Performance Consultant at Integrity Solutions, and Michelle Dillon, a healthcare industry veteran with more than 24 years of experience in sales, clinical, and training rol
EP 134 Human-Centric Selling and Risk-Aware Growth with Jack Haworth
Knowing the rules and doing the right thing are not the same thing, and that gap is where the real risk lives.This is part 2 of a two-part series adapted from a previously recorded webinar, where Jack Haworth, financial services executive and bank compliance consultant with over 25 years of experience, picks up where part one left off and gets into the how. Jack and Hayley Parr dig into w
EP 133 When Compliance Meets Culture in Banking with Jack Haworth
Compliance programs can check every box, but they cannot guarantee that people will do the right thing under pressure.This is part 1 of a two-part series adapted from a previously recorded webinar, where Jack Haworth, financial services executive and bank compliance consultant with over 25 years of experience, explores why the gap between compliance knowledge and ethical behavior is one o
EP 132 Why Emotion Still Wins in Sales with Amara Hunt and Amanda Ervin
AI can make sales more efficient, but it cannot replace the emotion, judgment, and trust that drive real buying decisions.In part two of this series, Amara Hunt, Chief Product Officer, and Amanda Ervin, Senior Learning & Performance Consultant at Integrity Solutions, go deeper into the human side of selling in the age of AI. Their conversation explores why buying decisions are never p
EP 131 Keeping Sales Human in the Age of AI with Amara Hunt and Amanda Ervin
AI can make sales faster, but it cannot replace the trust that drives real buying decisions.Amara Hunt, Chief Product Officer, and Amanda Ervin, Vice President, Senior Learning & Performance Consultant at Integrity Solutions, dig into what selling looks like as AI becomes part of everyday sales work. They explore where AI genuinely helps, from research and note taking to proposal supp
Ep 130 Mastering Sales Leadership and Revenue Strategy with Lindsay Rios
Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble.In this conversation, Lindsay Rios, Fractional CRO at Luminetics, shares how intentional revenue-building is the key to long-term success. She explains why focusing on purpose, operational rigor, and clarity is crucial for scaling a business without falling into the trap of accidental growth
Ep 129 The Mindset Behind Modern Revenue Leadership with Mike Head
Confidence matters in revenue, but ego is where performance starts to slip. In this conversation, Mike Head, CRO at PartnerStack, explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal.He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset
Ep 128 Why Does Integrity in Sales Matter More Than Ever in 2026? With Brian Snader
Integrity is the foundation of trust and success in today’s selling environment.Brian Snader, Vice President of Client Development at Integrity Solutions, joins host Hayley Parr to discuss why integrity matters more than ever in 2026. Brian emphasizes how integrity is about doing the right thing, having sound moral principles, and fostering trust within organizations and sales teams.He hi
Ep 127 Niche Down for Stronger Go-to-Market Focus with Cate Hollowitsch
Brand clarity is what turns frantic activity into focused growth. Cate Hollowitsch, Fractional CMO and Principal Consultant at Relevents Group, joins host Hayley Parr to explain why go-to-market strategy should start with brand. Cate discusses how a clear brand foundation helps teams avoid the "spray and pray" approach and ensures alignment across departments.She breaks down the nine esse
Ep 126 Getting Buyers to Buy When They’ve Already Made Up Their Minds
Sales strategies that worked in the past are no longer enough in today's rapidly evolving market. By the time a buyer engages with a sales team, they’ve often already made up their mind. So how do you break through the noise and stand out in a crowded, info-overloaded world?Em Holldorf, Director of Demand Generation at Integrity Solutions, joins host Hayley Parr to explore how sales teams
Ep 125 A Year of Lessons with Mental Selling in 2025
This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who helped shape the show from the start. In thi
Ep 124 Elevating Sales Outcomes through Rev Ops Excellence with Jess Rose
Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks.Jess Rose, the newly hired Director of Revenue Operations at Integrity Solutions, joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with the company, she is already bringing clari
Ep 123 Building Unbreakable Sales Momentum with Shawn Young
Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back, featuring Shawn Young, Senior Director of Global Training and Education at AtriCure. He shares the real pitfalls that
Ep 122 Leading Through the Whirlwind with David Hammond
Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it.This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams, where host Hayley Parr pulls together the most powerful moments a
Ep 121 Honoring Women in Sales Month with Donna Horrigan and Patty Gaddis
Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day.In this episode, Donna Horrigan and Patty Gaddis, seasoned sales leaders at Integrity Solutions, share how their defining moments shaped not only their careers but their approach to leade
Ep 120 The Power of Presence in Sales Leadership with Brad Farris
Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise.Brad Farris, executive leadership coach at Anchor Advisors, shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadershi
Ep 119 Building Global Sales Teams with Gearoid Cox
Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive.Gearoid Cox, founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top performers benefit from revisiting fundamentals,
Ep 118 Intentional Sales Strategies with Jacob Hicks
True sales success is about growth, intentionality, and staying true to your values.Jacob Hicks, sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with person
Ep 117 Personalizing the Sales Journey Through Buyer Enablement with Garin Hess
You can beat the competition. You can’t survive confusion.Garin Hess, founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized
Ep 116 Game-Time Communication Tactics with Jen Mueller
Effective communication under pressure isn’t just a sports skill, it’s a sales advantage.Jen Mueller, longtime sports broadcaster and founder of Talk Sporty to Me, has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be
Ep 115 Resilience and Relationships in Wealth Management with Brad Jung
Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. Brad Jung, Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments, reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in sales has shifted from simply pushing
Ep 114 Drive Meaningful Engagement, Not Just Metrics with Em Holldorf
Building authentic connections through marketing is more important than ever, especially in an age of automation.Em Holldorf, Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective marketing, especially when resources are t
Ep 113 Connect Authentically and Influence Effectively with Lauren Deal
Connecting with others through a screen isn't easy, but it’s now essential.Lauren Deal, former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals can adapt the same mindset to connect more
Ep 112 Coaching for Success and Leading with Purpose with Danita High
Creating a culture of coaching and leading with purpose can transform both people and businesses.Danita High, Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal gr
Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas
Emotional intelligence shapes how top performers lead and sell.Chuck Karvelas, longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversatio
Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions
Resilience sets the foundation for meaningful growth in modern sales.
Brett Shively, CEO of Integrity Solutions, shares how a people-first mindset, repeatable systems, and core values drive long-term success. With decades of experience in the learning and development space, Brett reflects on what it really means to lead with character and purpose through shifting markets and business unc
Ep 109 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group
Performance starts with the foundations, and high performers never lose sight of what got them there.
Derek Roberts, President of Roberts Business Group is back with Mental Selling host Hayley Parr to discuss what really drives sales teams to hit their potential. Derek shares stories from his decades in sales leadership, explains why selling is a noble profession, and uncovers the habit
Ep 108 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association
Courage is key to shaping the future of sales and leadership.
Duncan Taylor, COO and SVP of the Washington Bankers Association, reveals how attributes such as bravery, ethics, and understanding drive success in evolving industries. With a career that ranges from technology startups to nonprofit work, Duncan offers a refreshing take on developing talent and building effective leaders.
L
Ep 107 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions
Selling with integrity is how lasting relationships are truly built.
Mike O’Brien, EVP of Sales at Integrity Solutions, shares how values like trust, honesty, and curiosity shape the way great sellers show up for their clients. With a background that spans marketing, product, and sales leadership, Mike brings a unique perspective on what it really means to be an advocate for the buyer.
Ep 106 Meet the New Host of Mental Selling by Integrity Solutions, Hayley Parr
It’s a new chapter for Mental Selling.
Hayley Parr, Head of Marketing at Integrity Solutions, steps in as the new host, bringing a marketer’s perspective to sales. While she’s never carried a quota, she knows that great sales and marketing go hand in hand—and she’s here to listen, learn, and lead meaningful conversations.
The essence of the show isn’t changing. This is still your go-to
Ep 105 [Replay] How to Stand Out and Become Irreplaceable in Sales
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, dis
Ep 104 [Replay] Leaning Into Your Strengths to Thrive in Sales
Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being.
Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve perform
Ep 103 [Replay] What the Top 1% of Sales Performers Believe
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
Ep 102 Reinventing Success in Sales
In sales, the right culture can make or break your results.
Bob Kelly, Chairman of the Sales Management Association, discusses why a thriving sales culture is essential for success. He explains how ethical practices, transparency, and a commitment to continuous learning shape the foundation of high-performing teams.
In this episode, Bob also highlights the critical role that sales manager
Ep 101 Building Trust in Sales through Feedback and Candor
Feedback is a powerful tool for growth, but how do you create an environment where it becomes part of the culture?
In this episode, Dan Greene, Chief Revenue Officer at Radical Candor, shares how feedback shaped his journey from flying planes in the Navy to leading high-performing sales teams at Google. He breaks down the strategies for making feedback more actionable, from real-time de
Ep 100 The Secret to Building a Thriving Sales Culture
Success in sales isn’t just about hitting numbers. It’s about creating deeper connections, building trust, and fostering a culture that drives long-term success.
In this episode, Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group and author of upcoming book Flexible Leadership: Navigating Uncertainty and Lead with Confidence, joins Mental Selling for a special 100th
Ep 099 The Best of Mental Selling in 2024
Sales is more than just closing deals. It’s about the journey, the connections made, and the lessons learned along the way.
In this special year-end episode, host Will Milano looks back at the most impactful conversations of 2024 on Mental Selling, highlighting the episodes and ideas that shaped a year of growth and discovery.
From uncovering the power of purpose-driven selling to naviga
Ep 098 Taking Control of Your Success in Sales
Sales is an unpredictable profession, but success comes from focusing on what you can control.
In this episode, Elizabeth Lotardo, VP of Client Services at McLeod & More, Inc., shares insights from her latest book, Leading Yourself. She provides a guide for how sales professionals can navigate ambitious targets, manage challenging workplace dynamics, and handle imperfect bosses. Eli
Ep 097 Proven Methods for Building Trust in Sales
People don’t buy from brands they don’t trust. So how can you build the trust that drives sales?
David Horsager, CEO of the Trust Edge Leadership Institute, shares why trust is the ultimate driver of sales success. With insights from his book Trust Matters More Than Ever, David explains the eight pillars of trust and how to build it at every touchpoint. In this episode, you’ll hear how t
Ep 096 Building Your Personal Brand in Sales
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 be
Ep 095 How Sellers Can Stay Relevant in the Digital Age
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.
Ep 094 Building High-Performance Sales Teams Through Coaching
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 accor
Ep 093 Core Sales Skills for the Next Generation of Buyers
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 en
Ep 092 What The Future of Sales Holds
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
Ep 091 Why Connection Matters 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, a
Ep 090 Effective Conflict Resolution in Sales
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 dis
Ep 089 Addressing the Mental Health Crisis in Sales
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
Ep 088 Building a Customer-Centric Culture in Sales
Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales.
Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer feedback, the significance of value alignm
Ep 087 Turning Preparation Into a Habit in Sales
What separates high performers from average salespeople? The answer is preparation.
Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way.
Paul encourages salespeople to be intentional not just with outreach but in
Ep 086 Developing Executive Presence in Sales
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 profe
Ep 085 The Blend of Art & Science that is Sales
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
Ep 084 Listening to Understand in Sales
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 th
Ep 083 Igniting Confidence in Sales
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
Ep 082 How to Build a Referral Selling Culture
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
Ep 081 How to Stand Out and Become Irreplaceable in Sales
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, d
Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series
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
Ep 080 Mastering Pipeline Growth and Outbound Lead Generation in Sales
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 Sap
Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series
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 an
Ep 079 Finding Your Purpose in Sales
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
The Role of Mindset in Sales Success - Part 2 in Mental Selling’s Listen to Sell Series
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
Ep 078 How to Crack the Growth Code in Sales
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 discu
The Power of Listening in Sales - Part 1 in Mental Selling’s Listen to Sell Series
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 coache
Ep 077 Maintaining Grace Under Pressure in Sales
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 Me
Ep 076 Continuous Learning and Development for Sales Teams
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 impo
Ep 075 Elevating Conversations and Confidence in Sales
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
Ep 074 Selling with Impact using Authenticity and Trust
"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
Ep 073 Mental Selling Year-End Reflection
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
Ep 072 Achieving Sales Goals Through Purpose-Driven Goal-Setting
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, outcom
Ep 071 How to Build Trust and Reputation in a Crowded Marketplace
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
Ep 070 Using Brand to Turn Conversations Into Conversions
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
Ep 069 Exploring the Principles of Crown Leadership: Excellent, Ethical, and Enduring
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 Leade
Ep 068 Transforming Sales Teams Through a Culture of Learning
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 tou
Ep 067 Shifting Mindsets for Team-Based Selling
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 facil
Ep 066 Creating a Culture of Coaching and Mentoring in Sales
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 devel
Ep 065 Leaning Into Your Strengths to Thrive in Sales
Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being.
Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve perform
Ep 064 Unwritten Rules and Intangibles to Thrive in Sales
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 cl
Ep 063 Developing Resilience as a Salesperson
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 tea
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