Mental Selling: The Sales Performance Podcast

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 this year-end reflection, Hayley looks back on the conversations that defined Mental Selling in 2025 and the lessons that continue to resonate. Throughout this year, sales leaders, industry experts, practitioners, and coaches shared their perspectives on what drives meaningful performance. This special end of year recap episode looks back on some of the key themes that emerged in 2025, including: how storytelling and clarity build trust and connection, why purpose fuels resilience in high-pressure environments, and how training, coaching, and culture support long-term success. Together, these insights show how sales professionals strengthened communication, stayed grounded in purpose, and built teams that perform over time.In this episode, you’ll revisit some of these key podcast themes that emerged in 2025:Communication as a Competitive Advantage: Understand how storytelling and clarity shape relationships.Purpose as a Steadying Force: How aligning with purpose helps navigate pressure.Building Strong Sales Teams: Discover why culture, coaching, and consistent training are the keys to sustained growth.Resources:Lauren Deal’s LinkedIn https://www.linkedin.com/in/tvhostlaurendeal/Jacob Hicks’ LinkedIn https://www.linkedin.com/in/jacob-hicks-5ab068abJen Mueller’s LinkedIn https://www.linkedin.com/in/jenmuellertalksporty/Brad Farris’ LinkedIn: https://www.linkedin.com/in/bradfarris/ David Hammond’s LinkedIn https://www.linkedin.com/in/dhammond/Donna Horrigan’s LinkedIn: https://www.linkedin.com/in/donnahorrigan/ Patty Gaddis’ LinkedIn: https://www.linkedin.com/in/pattygaddis/ Em Holldorf’s LinkedIn: https://www.linkedin.com/in/emily-holldorf/ Garin Hess’s LinkedIn: https://www.linkedin.com/in/garin-hess/  Gearoid Cox’s LinkedIn: https://www.linkedin.com/in/gearoid-cox-b20b73104/ Derek Roberts’ LinkedIn: https://www.linkedin.com/in/derekroberts1/ Duncan Taylor’s LinkedIn: https://www.linkedin.com/in/duncanjtaylor/Brett Shively’s LinkedIn: https://www.linkedin.com/in/brettshively/ Danita High’s LinkedIn: https://www.linkedin.com/in/danita-high-257a5a1a3/ Brad Jung’s LinkedIn: https://www.linkedin.com/in/bradjung/ Learn more about Integrity Solutions: www.integritysolutions.com/Jump into the conversation:(00:00) The year in review(01:58) Theme 1: Communication as a Competitive Advantage(05:37) Theme 2: Purpose-Driven Performance in a Chaotic Market(10:57) Theme 3: Training, Coaching, and Culture as the Engine of Sales Success(17:027) Key lessons and takeaways for the future

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 clarity to the systems, processes, and decisions that fuel predictable performance. Jess explains why Rev Ops is the connective tissue across sales, marketing, and customer success, and why clean data, transparent processes, and human-centered systems create the conditions for scalable growth.She shares lessons from her career leading operational strategy, including how minor workflow adjustments can create meaningful lift, why sellers need clarity rather than more noise, and how human habits can either strengthen or derail even the best-designed systems. Listeners will gain a grounded view of how Rev Ops strengthens alignment, improves decision-making, and creates the conditions for consistent, confident performance.In this episode, you’ll learn:Operational Excellence Starts with the Basics: Clean data, clear ownership, and simple enablement power confident, consistent performance.Process as a Growth Lever: Standardized stages and documented workflows create a shared path that drives predictable results.Technology That Works for People: Tools designed with a human-first lens remove friction and help reps stay focused on selling.Adoption Through Trust: Teams commit to operational change when the process feels supportive, transparent, and genuinely helpful.Resources:Jess Rose’s LinkedIn: https://www.linkedin.com/in/jessica-rose-2b482122/  Learn more about Integrity Solutions: https://www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Jess Rose(02:31) What revenue operations really means(04:42) Jess’s path into Rev Ops(06:39) Misconceptions that hold teams back(08:40) Why data hygiene influences revenue health(11:37) Simple fixes that create measurable impact to the bottom line(16:21) The human habits behind operational success(22:01) Building trust across sales, marketing, and customer success

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 hold sales teams back and the practical ways leaders can avoid them.With more than 20 years of experience in medical device sales, Shawn has coached teams through constant innovation, shifting priorities, and uncertain markets. He explains why momentum fades when strategy and execution drift apart, how frequent new initiatives weaken credibility, and why a values-driven approach strengthens confidence in high-pressure environments. His examples bring to life what it looks like when training is aligned with culture and when it silently falls off course.Host Hayley Parr highlights moments that reveal how preparation, mindset, and ongoing reinforcement help training take root in meaningful, lasting ways.To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/pivots-and-pitfalls-5-sales-training-traps-holding-you-back/ In this episode, you’ll learn:The Momentum Advantage: Why aligning strategy, messaging, and execution keeps sales teams focused and prevents performance drift.Consistency as Credibility: How steady reinforcement and fewer, deeper initiatives build trust and long-term adoption.Preparation That Fuels Performance: Why anchoring training in mission, mindset, and education gives sellers confidence when markets feel uncertain.Stability Through Values: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.Resources:Shawn Young’s LinkedIn: https://www.linkedin.com/in/shawn-young-9898b15/ Learn more about AtriCure: https://www.atricure.com/ Jump into the conversation:(00:00) Meet Shawn Young(01:14) Why sales training loses momentum without precise alignment(03:52) The hidden impact of the “What’s new?” mindset on strategy(06:26) Understanding the flavor of the month syndrome in sales teams(09:10) Why consistency builds trust and long-term adoption(11:53) How values and mission stabilize teams in uncertain markets(14:19) Training through education rather than product pitching(17:51) Preparation as the foundation for confident performance

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 and insights from David Hammond, Senior Director of Sales at Epicor, and a veteran of more than two decades leading go-to-market teams. He shares what it takes to lead with purpose in an era defined by change. David explores why today’s biggest challenges, including ambiguity, pressure, and constant transformation, stem not from productivity issues but from a lack of clarity.From rethinking how we measure success to empowering the next generation of sellers, David outlines a future where culture is the actual growth engine. When leaders create space for presence, transparency, and human connection, sales teams don’t just do more with less; they find meaning in the work itself.At its core, this conversation is a reminder: the best sales organizations don’t fight the whirlwind. They find clarity within it and turn purpose into performance.To catch the full webinar, visit: https://www.integritysolutions.com/resources/webinar/winning-in-the-whirlwind-a-new-playbook-for-high-performing-sales-teams/ In this episode, you’ll learn:Clarity as a Competitive Edge: Why the best sales teams don’t just work harder, they work with a clear sense of purpose that cuts through noise and change.Purpose-Driven Performance: How connecting everyday actions to a meaningful “why” transforms pressure into privilege and drives long-term engagement.Courageous Vulnerability: Why openness and authenticity aren’t soft skills, but the foundation for trust, learning, and real growth on sales teams.Psychological Safety as a Growth Engine: How creating space for feedback, mistakes, and reflection fuels innovation and stronger customer relationships.Resources:David Hammond’s LinkedIn: https://www.linkedin.com/in/dhammond/ Learn more about Epicor: https://www.epicor.com/en/ Jump into the conversation:(00:00) Intro(01:11) The whirlwind reality of today’s sales market(04:32) Finding clarity and purpose amid constant change(06:15) Turning pressure into purpose-driven performance(08:23) The hidden costs of indecision and fear in sales teams(11:22) Building courageous vulnerability and psychological safety(12:43) Empowering the next generation of sellers through connection(14:59) Culture, clarity, and purpose as the foundation for growth

This conversation features Donna Horrigan and Patty Gaddis, seasoned sales leaders from Integrity Solutions. They explore the intersection of motherhood and career, emphasizing the importance of leading without a title. The duo shares insights on empathetic leadership, building credibility through mentorship, and the unique strengths women bring to sales, such as deep listening and intuition. They advocate for a balance between results and relationships, highlighting how authenticity and service drive successful careers.

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 leadership, how high-status behaviors signal confidence, and why slowing down in a deal can actually accelerate results.Drawing on decades of experience coaching service firm leaders, Brad unpacks the habits that set anxious sellers apart from trusted advisors. He explores practical ways to create boundaries that elevate your value, lead teams with intention, and turn every conversation into an opportunity for deeper connection and long-term success.In this episode, you’ll learn:Presence as Leadership: How showing up with calm confidence helps buyers trust you and follow your lead.High-Status Behaviors: Why slowing down, speaking deliberately, and listening deeply can shift the power dynamic in any sales conversation.Boundaries that Build Value: How protecting your time and availability signals confidence and raises your perceived worth.Coaching Through Reflection: How using a simple start, stop, continue framework helps sales professionals stay centered and lead with intention.Resources:Brad Farris’ LinkedIn: https://www.linkedin.com/in/bradfarris/ Learn more about Anchor Advisors: https://anchoradvisors.com/ Self-Leadership Assessment: https://anchoradvisors.com/self-leadership-assessment/ Jump into the conversation:(00:00) Meet Brad Farris(02:05) The importance of presence in sales(04:04) Brad's journey and insights(06:19) Impact of leadership on sales teams(08:17) Behavioral techniques for sales success(10:38) High-status behaviors in sales(15:37) Setting boundaries and managing time(18:00) “Start, Stop, Continue” framework

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, how small teams can maximize limited training budgets, and why appreciation is the hidden fuel that drives motivation and long-term results.With years of experience leading global sales teams and now helping companies scale through outsourced and fractional sales leadership, Gearoid has seen firsthand what today’s top sales talent really needs. He unpacks how flexibility, supportive leadership, and the right tools create stronger, more engaged teams, and why listening to your people is often the simplest but most overlooked leadership advantage.In this episode, you’ll learn:Training Beyond Onboarding: Why continuous learning gives sales teams a competitive edge long after the first 90 days.Appreciation as a Mindset: How practicing gratitude transforms sales conversations, boosts motivation, and strengthens team culture.Leading with Consistency: Why leaders who stay in tune with their teams drive stronger performance and long-term growth.Building Global Sales Teams: Today’s top talents really want flexibility, the right tools, and leadership that listens.Resources:Gearoid Cox’s LinkedIn: https://www.linkedin.com/in/gearoid-cox-b20b73104/ Learn more about SalesPipeline: https://sales-pipeline.io/ Jump into the conversation:(00:00) Meet Gearoid Cox(02:03) Training beyond onboarding(04:43) The importance of continuous training(11:46) Appreciation in sales(18:03) The new era of global sales talent(18:44) Building distributed teams(27:34) Misconceptions and market trends

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 personal growth and intentional living. Jacob has worked with leaders across corporate, nonprofit, and entrepreneurial spaces. His experience spans from training individuals in sales to empowering business owners to scale their companies. Throughout his journey, Jacob has learned that true sales success comes from more than just hitting targets. It’s about cultivating a mindset that aligns personal growth with professional achievement. He emphasizes the importance of staying true to yourself and how being intentional with your time, goals, and relationships can be your greatest competitive advantage in an ever-changing market.In this episode, you’ll learn:Breaking Through Comfort Zones: Why sales success comes from consistently stepping outside your comfort zone.The Power of Follow-up: How consistently following up with value increases your chances of success.Time Management Strategies: How to implement time-blocking, including the concept of ‘chaos time,’ to protect your calendar and mental space.Intentional Living: How intentionality in balancing work, play, and rest leads to greater personal and professional fulfillment.Resources:Jacob Hicks’ LinkedIn: https://www.linkedin.com/in/jacob-hicks-b7154a121/ Jacob Hicks’ Instagram: https://www.instagram.com/jacobhickscoach/ Learn more about Jacob Hicks: https://jacobhickscoach.com/ Jump into the conversation:(00:00) Meet Jacob Hicks(02:58) Jacob’s journey into sales and coaching(04:28) Working with young leaders and college students(07:01) Stepping outside your comfort zone(10:47) The power of consistent follow-up in sales(13:32) Time management strategies for sales professionals(19:45) Balancing work, play, and personal growth(22:05) Rapid-fire questions

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