Mental Selling: The Sales Performance Podcast

You can beat the competition. You can’t survive confusion.Garin Hess, founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized coaching experiences that empower champions and engage entire buying groups. He reflects on the dangers of “peace mongering” in leadership, how personalization at scale changes buying dynamics, and why emotional ROI matters more than we often acknowledge in B2B. Garin also shares real stories from the field, including one painful lesson about the risks of not mapping the entire buying group.In this episode, you’ll learn:Buyer Enablement Mindset: Why putting the buyer’s needs ahead of your own can accelerate deals.From Champions to Buying Groups: How to equip and coach champions to influence every stakeholder.Preventing Deal Killers: Practical ways to reduce confusion, friction, and dysfunction in the buying process.Emotional ROI: Why career risk, trust, and purpose play a bigger role in buying decisions than logic alone.Resources:Garin Hess’s LinkedIn: https://www.linkedin.com/in/garin-hess/  Learn more about Consensus: https://goconsensus.com/ Learn more about Buyer Enablement: https://goconsensus.com/buyer-enablement/Learn more about Selling is Hard. Buying is Harder: https://www.amazon.com/Selling-Hard-Buying-Harder-Enablement/dp/1632992949 Jump into the conversation:(00:00) Meet Garin Hess(02:16) From Utah roots to leadership lessons(05:23) How learning and development shaped his sales approach(08:02) Why buying is harder than selling(11:42) Breaking through buyer confusion and dysfunction(20:15) Measuring impact through metrics and emotional ROI(23:25) The role of trust and purpose in the future of B2B sales(26:37) Sales war stories and lessons learned the hard way

Effective communication under pressure isn’t just a sports skill, it’s a sales advantage.Jen Mueller, longtime sports broadcaster and founder of Talk Sporty to Me, has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be flashy, but instead they’re built on consistency, preparation, clarity, and emotional awareness under pressure. She also reveals what sales professionals can learn from sideline interviews, game-day prep, and the power of showing up. She explains how to make your conversations count, build trust through repetition, and deliver feedback that actually moves the needle, because impactful communication doesn’t require long meetings. It often comes down to brief, well-prepared, intentional interactions.In this episode, you’ll learn:Game-Time Communication: Why preparation and clarity lead to more meaningful business conversations.The Power of Consistency: How small, everyday moments build long-term trust and influence.Authenticity and Feedback: The secret to giving (and receiving) high-impact coaching that drives performance.Make It Easy to Respond: Why framing your questions well leads to better answers and faster progress.Resources:Jen Mueller’s LinkedIn: https://www.linkedin.com/in/jenmuellertalksporty/ Learn more about Talk Sporty To Me: https://www.talksportytome.com/ Learn more about I Cook, You Measure: https://www.talksportytome.com/ICookYouMeasure Jump into the conversation:(00:00) Meet Jen Mueller(01:11) Jen’s journey into sports broadcasting(02:51) Career milestones and sideline stories(05:42) What sports taught Jen about business communication(07:59) The power of preparation and consistency(19:58) Giving feedback and celebrating small wins(30:19) Lightning round and a final communication tip

Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. Brad Jung, Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments, reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in sales has shifted from simply pushing products to truly understanding and meeting client needs. Brad also emphasizes the importance of mentorship and nurturing emerging sales talent. He explains how a culture of continuous learning and personal development is key to long-term success.In this episode, you’ll learn:The Power of Resilience: Why top performers excel by staying adaptable through highs and lows.Building Relationships at Scale: How trust and deep listening drive successful sales conversations.The Importance of Personalization: Why leading with process, not just product, sets great salespeople apart.Investing in the Future: How creating a learning culture helps sales teams grow and thrive, and why mentorship plays a key role in team development.Resources:Brad Jung’s LinkedIn: https://www.linkedin.com/in/bradjung/ Learn more about Russell Investments: https://russellinvestments.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Brad Jung(02:12) Brad’s journey into financial services(03:57) The mission of financial services(05:52) The importance of personal connection in sales(06:59) Adapting to technology in sales(08:46) Key traits of top performers(11:17) Building trust and emotional connection(13:52) A personal success story(20:41) Training the next generation of sales talent(23:49) Timeless skills and career-changing moments

Building authentic connections through marketing is more important than ever, especially in an age of automation.Em Holldorf, Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective marketing, especially when resources are tight. Em also reflects on real lessons from the field and why authentic conversations, not polished messaging, are the future of marketing.In this episode, you’ll learn:Marketing with Purpose: Why aligning to values and mission creates more meaningful results.Cross-Functional Collaboration: How to break down silos and build momentum across teams.Creativity Over Budget: The mindset shift that turns constraints into innovation.Authenticity in the AI Age: How to bring back the human touch in content, email, and brand storytelling.Resources:Em Holldorf’s LinkedIn: https://www.linkedin.com/in/emily-holldorf/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:21) Meet Em Holldorf(03:13) Em’s journey into marketing(05:47) Career highlights and industry shifts(10:42) The importance of human-centric marketing(22:09) Marketing war stories: Trade show chaos(24:41) Upcoming events and conferences(25:30) Marketing trends: The human touch in the age of AI(29:19) Excitement for the future at Integrity Solutions

Connecting with others through a screen isn't easy, but it’s now essential.Lauren Deal, former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals can adapt the same mindset to connect more deeply with customers and lead with presence.From storytelling with emotional stakes to managing impostor syndrome in real time, Lauren breaks down what it takes to build meaningful relationships in high-stakes conversations. She also shares practical ways to improve your virtual presence, reset your mindset before a big call, and deliver your message with confidence.In this episode, you’ll learn:Confidence on Camera: How to show up as yourself and speak with purpose.Storytelling That Connects: Ways to frame your message so it resonates and sticks.Emotional Intelligence in Action: Tips for reading the room and adjusting with intention.Virtual Presence: Simple changes to build stronger connection through the screen.Resources:Lauren Deal’s LinkedIn: https://www.linkedin.com/in/tvhostlaurendeal/ Lauren Deal’s website: https://www.masterymediatraining.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Lauren Deal(02:53) From kindergarten classroom to live TV(05:00) Storytelling tips that make messages stick(07:10) Why emotion drives customer decisions(09:48) Performing under pressure without losing authenticity(11:27) How emotional intelligence shapes sales success(15:53) Building confidence before high-stakes conversations(21:54) Virtual presence mistakes that break connection

Creating a culture of coaching and leading with purpose can transform both people and businesses.Danita High, Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal growth, all rooted in empathy and trust.Listeners will gain valuable insights on how to recognize signs of burnout, the importance of connecting with employees, and why coaching should be seen as a gift rather than a corrective tool. Danita also emphasizes the significance of creating a culture where every leader feels empowered to grow, and how investing in coaching can lead to profound, lasting change.In this episode, you’ll learn:Leading with Purpose: Learn how to cultivate a leadership mindset that prioritizes people and their growth.Coaching as a Catalyst: Discover how coaching drives engagement, reduces burnout, and fosters sustainable success.Building Buy-In: Strategies for gaining support from all levels, from executives to managers, for coaching programs.Transformational Leadership: Understand the power of empathy and intentionality in shaping a thriving workplace culture.Resources:Danita High’s LinkedIn: https://www.linkedin.com/in/danita-high-257a5a1a3/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Danita High(02:58) The need for coaching(05:38) Recognizing signs of burnout(09:24) Personalizing coaching for leaders(13:26) Embedding coaching into culture(17:22) Finding culture champions within teams(21:12) Transforming lives through coaching(24:13) Overcoming resistance and hesitations to coaching

Emotional intelligence shapes how top performers lead and sell.Chuck Karvelas, longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations.Listeners will take away practical ways to build trust faster, lead with curiosity, and reframe resistance by understanding what’s beneath the surface. Chuck also shares lessons from product launches, team development, and even parenting, all through the lens of mindset and emotional awareness.In this episode, you’ll learn:Client Longevity: Creating outcomes that inspire decades-long partnerships.Sales Culture: Fusing skillset and mindset for stronger performance.Personality Dynamics: Adapting style to meet clients where they are.Purposeful Process: Equipping teams to thrive through uncertainty.Resources:Chuck Karvelas’ LinkedIn: https://www.linkedin.com/in/chuck-karvelas/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Chuck Karvelas(02:14) Chuck’s path from acting to pharma(04:12) Listening as a leadership advantage(07:14) Empathy drives collaboration in science(10:16) Slow down to create change(14:04) How habits form and stick(20:41) Reframing objections with neuroscience(26:39) Parenting, autism, and awareness

Resilience sets the foundation for meaningful growth in modern sales. Brett Shively, CEO of Integrity Solutions, shares how a people-first mindset, repeatable systems, and core values drive long-term success. With decades of experience in the learning and development space, Brett reflects on what it really means to lead with character and purpose through shifting markets and business uncertainty. Listeners will hear how behavioral awareness, thoughtful process, and a focus on relationships transform sales outcomes. Brett also unpacks the importance of mindset, grit, and how sellers can adapt without losing integrity. In this episode, you’ll learn: 1. Client Longevity: Creating outcomes that inspire decades-long partnerships. 2. Sales Culture: Fusing skillset and mindset for stronger performance. 3. Personality Dynamics: Adapting style to meet clients where they are. 4. Purposeful Process: Equipping teams to thrive through uncertainty. Resources: Brett Shively’s LinkedIn: https://www.linkedin.com/in/brettshively/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Brett Shively (01:27) Building resilience when sales gets tough (03:52) How process-first selling shaped Brett’s path (05:20) The legacy and impact of Integrity Selling (08:29) Mindset and skill set in sales performance (10:32) Real stories of long-term client success (14:29) Using behavioral styles to build trust (20:24) Selling with integrity in uncertain markets

Performance starts with the foundations, and high performers never lose sight of what got them there. Derek Roberts, President of Roberts Business Group is back with Mental Selling host Hayley Parr to discuss what really drives sales teams to hit their potential. Derek shares stories from his decades in sales leadership, explains why selling is a noble profession, and uncovers the habits and disciplines that separate the best from the rest. Along the way, Derek discusses the qualities of successful sellers, details strategies for effective coaching, and offers an inside look at the Congruence Model from Integrity Solutions. He also reflects on his work with nonprofits, providing inspiration for anyone selling with purpose, regardless of industry. In this episode, you’ll learn: 1. Goal Clarity in Action: Why personal ownership of goals outpaces external targets. 2. Coaching Beyond the Basics: How leaders develop professionalism and productivity. 3. Navigating Change: Techniques for thriving when markets shift or growth slows. 4. Mission-Driven Selling: Real-world lessons for connecting purpose to productivity in any organization. Resources: Derek Roberts’ LinkedIn: https://www.linkedin.com/in/derekroberts1/ Learn more about Roberts Business Group: https://www.robertsbg.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Derek Roberts (02:10) Derek’s journey: Childhood sales to coaching (06:59) High-performing sales teams: Goal clarity and drive (09:32) Pre-call planning: Big goals vs. conversation goals (13:52) Moving beyond transactional sales (20:38) The Congruence Model: Aligning motivation with performance (24:33) Overcoming misalignment in sales teams (27:53) Sales in nonprofits: Mission, margin, and impact (33:06) AI, physical intelligence, and preparing to sell

Courage is key to shaping the future of sales and leadership. Duncan Taylor, COO and SVP of the Washington Bankers Association, reveals how attributes such as bravery, ethics, and understanding drive success in evolving industries. With a career that ranges from technology startups to nonprofit work, Duncan offers a refreshing take on developing talent and building effective leaders. Listeners will gain insight into the challenges of hiring and retention, the balance between innovation and compliance, and the significant impact of coaching on workforce performance In this episode, you’ll learn: 1. Courageous Leadership: Embracing fearlessness and integrity in decision-making. 2. Pathways to Inclusion: Expanding talent pipelines beyond traditional parameters. 3. Power of Mentorship: Fostering authentic human connections to maximize growth. 4. Cultural Transformation: Aligning compliance with community-centric initiatives for equitable access. Resources: Duncan Taylor’s LinkedIn: https://www.linkedin.com/in/duncanjtaylor/ Learn more about Washington Bankers Association: https://www.wabankers.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Duncan Taylor (04:54) Addressing pain points: hiring and retention trends (05:38) Bridging the generational talent gap (08:38) Inclusion and compliance in financial services (10:26) The power of coaching in millennial and Gen Z engagement (17:03) The evolving perception of sales in banking (20:05) Continuous learning in a rapidly changing industry (24:18) Embracing integrity and values-based sales (27:35) The influence of integrity selling on leadership