Mental Selling: The Sales Performance Podcast

Communicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before moving forward. In this conversation, communication expert [Johnny Walker](https://www.linkedin.com/in/characterinc/) shares how to harness the power of effective communication to boost sales performance. As the Founder and President of [Character Inc.](https://characterinc.com/) and a longtime training facilitator with Integrity Solutions, Johnny’s expertise in sales communication centers around understanding others in the pursuit of improved relationships and increased sales. Listen to hear Johnny share how to tap into your natural curiosity, craft questions that foster connection, and truly understand your customers’ needs. **Resources:** - Johnny’s LinkedIn: https://www.linkedin.com/in/characterinc/ - Follow Johnny on Twitter: @JohnnyWalkerCo - Learn more about Johnny’s company: [Character Inc.](https://characterinc.com/)

Thought leadership is a critical tool for brands, especially in B2B, but what does it do for individual sellers? In this conversation, we speak with Bill Sherman, COO of Thought Leadership Leverage and Co-Host of the Leveraging Thought Leadership podcast. He helps connects the dots between the value and role of thought leadership and creating better sales outcomes. He explains how to use the four pillars of a successful thought leadership strategy to overcome objections, instill confidence, and build relationships. Bill emphasizes the importance of getting ahead of buyers’ online research. He explains if you aren’t getting your ideas and insights out early, you're missing the opportunity for creating new conversations. **Resources:** - Bill’s LinkedIn: https://www.linkedin.com/in/bill-sherman-274a02/ - Follow Bill on Twitter: https://twitter.com/BillSherman - Thought Leadership Leverage: http://t.co/cfzEai6X7t - Tune into Bill’s podcast: [Leveraging Thought Leadership](https://thoughtleadershipleverage.com/thought-leadership-podcasts/) - And hear from Will on the Leveraging Thought Leadership podcast: https://thoughtleadershipleverage.com/creating-a-thought-leadership-engine-will-milano/

It's never been more important to understand your customers and what they value. But where does the customer experience begin? And how do you tactically create a consistent experience that will keep customers loyal? Jeannie Walters, Founder and CEO of Experience Investigators, joins the show to share tangible ways to put customers first through their entire journey with your organization. She connects the dots between customer success and sales, and explains how the two groups can partner to optimize outcomes for all parties. She also dives into the use of technology in the customer experience, revealing how it can help and where it can hurt. Related Resources: - Jeannie on LinkedIn: https://www.linkedin.com/in/jeanniewalters/ - Follow Jeannie on Twitter: https://twitter.com/jeanniecw - Jeannie’s LinkedIn Learning courses: https://www.linkedin.com/learning/instructors/jeannie-walters - Jeannie’s website: https://experienceinvestigators.com/ - Hear Jeannie’s podcast: https://www.experienceactionpod.com/

Happiness and confidence are the keys to reaching your potential in sales. Alan Allard, founder and President of Genius Dynamics, shares how developing a positive, confident mindset enables salespeople to approach clients without fear, build trust, and bounce back from rejection. Drawing from his decades of sales experience, Alan brings insights into behavior change, sales coaching, and what it takes to truly be happy at work and in life. **Additional resources from this episode:** - Alan’s LinkedIn: [https://www.linkedin.com/in/alanallard/](https://www.linkedin.com/in/alanallard/) - Follow Alan on Twitter: @alanallard - Explore Alan’s website and blog: [alanallard.com](https://alanallard.com/) - Read Alan’s book: *[Seven Secrets to Enlightened Happiness](https://www.amazon.com/Seven-Secrets-Enlightened-Happiness-Guide/dp/1481961829)*

The road to success in sales is paved with passion and purpose. Understanding your personal wiring as well as your customers’ leads to measurable results. Most people understand this concept on a surface level but have a hard time being introspective enough to actually connect their passion with their work. [Alaina Love](https://www.linkedin.com/in/alainalove/), speaker, consultant, and CEO of [Purpose Linked Consulting](https://thepurposelink.com/), shares actionable advice for aligning your passion and purpose with your work for optimized sales performance. She explains how authenticity and reflection allow you to build trust with your customers and teammates, and shares how to use the ten passion archetypes to foster lasting relationships. **Additional resources from this episode:** - Alaina’s LinkedIn: [https://www.linkedin.com/in/alainalove/](https://www.linkedin.com/in/alainalove/) - Follow Alaina on Twitter: @workwithpassion - Read Alaina’s book: *[The Purpose Linked Organization](https://www.amazon.com/Purpose-Linked-Organization-Passionate-Leaders/dp/0071624708)* - Keep an eye out for Alaina’s upcoming book: *Permission to Be*

Why should brand matter to salespeople? Isn’t that marketing’s job? Marketing expert Vince Freeman and sales leader David Schweisthal invite salespeople to think twice when it comes to brand. In this conversation, they share why every salesperson should be keenly aware of both their company’s brand and their personal brand as they work with customers. They explain how brand influences the sales process, leads customers down the sales funnel, and even mitigates risk for buyers. Press play to learn how to leverage your brand to win customers. **Additional resources from this episode:** - Davids’s LinkedIn: [https://www.linkedin.com/in/schweisthal/](https://www.linkedin.com/in/schweisthal/) - Vince’s LinkedIn: [https://www.linkedin.com/in/vince-freeman-55ba152/](https://www.linkedin.com/in/vince-freeman-55ba152/) - Check out Vince and David’s podcast Brand Matter: [https://brandmatter.fm/](https://brandmatter.fm/)

Have you ever been thrust into an unexpected sales leadership role? Did you wonder if leadership was even the right fit for you? Craig Anderson is an "accidental executive" who equips leaders with the confidence, team-building expertise, and business acumen they need to build successful companies. He is also the host of his own podcast called Executive Evolution. In this episode, Craig shares how accidental leadership can be used as an advantage, but also shares why leadership might not be for everyone and how that can damage an organization. **Additional resources from this episode:** - Craig’s LinkedIn: https://www.linkedin.com/in/craigpanderson/ - Craig’s Website: https://clearpathcoaches.com/ - Check out his podcast Executive Evolution: https://open.spotify.com/show/29YDbIkukFJKTQNJzMxJyb

The world is full of distractions. It’s hard to be a salesperson but even harder to focus on executing well. Emma Treharne is the Founder and Director of Nuveya Life, where she works with busy professionals to help them reclaim, redefine, and restore their mental, emotional, and physical health. With a background in sales and sales training, she joins the show to share her insights on how mindfulness can transform the way you work. Listen in as she shares how these practices can help salespeople manage their accounts, manage their people, and listen more effectively. In the end, you’ll walk away with tangible practices to implement in your role that help you become more engaged, be more present with customers, and make better decisions. Additional resources from this episode: - Emma’s LinkedIn: https://www.linkedin.com/in/emmatreharne/ - Emma’s Website: https://www.emmatreharne.com/

To create a great customer experience, it’s essential to treat employees well first. Shep Hyken is a customer service and experience expert, and his mission is to promote the “Employee Golden Rule” where internal customer service should be better than external. Through his research, Shep found that 58% of customers believe customer service is more important than price, and 78% of customers would go out of their way to do business with a company that provides better service. In this episode, Shep talks about the importance of internal mantras that everyone can remember and adhere to so that customers feel confident that they made the right decision in choosing your company. By delivering on their promise and creating a great experience, businesses can ensure that customers will come back time and time again. Listen in to learn more. **Additional resources from this episode:** - Shep’s LinkedIn: [https://www.linkedin.com/in/shephyken/] - Shep’s website: [https://hyken.com/] - Check out his books: [https://hyken.com/media/] **In this episode, you’ll learn:** - How companies create a customer experience that makes them come back again and again - The power of social proof in building customer loyalty - The importance of creating internal mantras to promote customer satisfaction

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 high performance through self-belief, productivity, and customer knowledge. He challenges the lazy management-by-numbers approach and even breaks down unfair stereotypes about sales. **Additional resources from this episode:** - Scott’s LinkedIn: [https://www.linkedin.com/in/scottingram/] - Sales Success Stories Podcast: [https://top1.fm/all-sales-podcast-episodes/] - Daily Sales Tips Podcast: [https://podcasts.google.com/feed/aHR0cHM6Ly9kYWlseXNhbGVzdGlwcy5saWJzeW4uY29tL3Jzcw?sa=X&ved=0CAMQ4aUDahcKEwi4g9aB9Mz8AhUAAAAAHQAAAAAQAQ&hl=en]