Mental Selling: The Sales Performance Podcast

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 adversity John 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/JohnBaldoni Learn 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-1 Jason’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/AskWanda Learn 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/allisonshapira Learn 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-6a87a11b1 Follow Jeanne on Twitter: @JTorreCoaching Learn 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/Katedileo Follow Kate on Twitter: https://twitter.com/KateDiLeo Learn 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/gvanourek Learn more about Gregg: https://greggvanourek.com/ Gregg’s Books: LIFE Entrepreneurs; Triple Crown Leadership: Building Excellent, Ethical, and Enduring Organizations.