Mental Selling: The Sales Performance Podcast
Integrity Solutions
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!
Welcome to Mental Selling!
Episodes
Mentioned books
Apr 23, 2020 • 15min
Ep 017 Finding Sales Opportunity During Adverse Times
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.
Mar 31, 2020 • 15min
Ep 016 Unmasking and Defeating Assumptions That Harm Sales Organizations
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.
Sep 18, 2019 • 18min
Ep 015 Leading Without Authority: Quiet Influence on Teams, With Customers and in Flat Organizations
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.
May 14, 2019 • 13min
Ep 014 Sales Enablement: Maximizing Your Investment
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.
Oct 17, 2018 • 14min
Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance
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.
May 14, 2018 • 17min
Ep 012 The Selling Skill that Will Better Connect You with Customers
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.
Feb 6, 2018 • 13min
Ep 011 How Can Coaching Empower a More Agile and Adaptive Workforce?
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.
Oct 17, 2017 • 12min
Ep 010 Strengthening Mission-Driven Organizations
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.
Jul 21, 2017 • 15min
Ep 009 Driving Total Motivation
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.
May 5, 2017 • 10min
Ep 008 The Three Conversations That Unlock Sales Success
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.
