Mental Selling: The Sales Performance Podcast

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.

How do you move from a culture of ‘doing’ to a culture of learning that benefits employees and creates an impact that your customers see and feel? In this episode, Katie Anderson joins and discusses the difference between managing and coaching, stressing the need for leaders to take a proactive role in helping individuals overcome obstacles and uncover their full potential. She also touches upon the art of unburdened leadership, wherein leaders focus on guiding and supporting their team members instead of taking on all the tasks themselves. Hence, leaders must let their team members try things independently and learn from their mistakes. Katie Anderson, Founder of Katie Anderson Consulting, is an internationally recognized Leadership Coach, Consultant, Author, and Professional Speaker with over 20 years of experience supporting change and improvement in organizations across various industries. Katie feels leaders will find more success by empowering their people instead of focusing more on the result – whether that’s customer satisfaction or rising sales numbers. This includes investing in their learning, allowing them to experience failure, making them own up to their responsibilities, and, eventually, benefiting from an efficient and confident workforce that delivers customer satisfaction and less burdensome leadership. Resources: Katie’s LinkedIn: https://www.linkedin.com/in/kbjanderson/ Follow Katie on Twitter: @kbjanderson Learn more about Katie: https://kbjanderson.com/ Katie's new podcast, Chain of Learning will launch on November 1. Check out the website here - www.ChainOfLearning.com - and the trailer on ​​Transistor, Apple Podcasts, and Spotify. 541699

It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's collective wisdom and diverse perspectives. Diana Gurwicz is a core team member for Leadership Strategies Inc., the global leader in facilitation services and training, and the founder of Acrux Consulting LLC. With more than 20 years of consulting and facilitation experience, Diana Gurwicz has helped clients worldwide in varying industries improve their performance, invigorate their organizations, and streamline their processes to win and change the game in their respective environments. In this conversation, Diana discusses the critical aspects of leadership, including coaching for individual visions, cultivating strategic thinking, and the often-overlooked skill of managing up. She also touches on the pivotal role of customer perception in branding and the importance of team-based selling. She emphasizes that sales success isn't the result of individual efforts alone but a collective endeavor that requires relationships and collaboration of diverse expertise. Resources: Diana’s LinkedIn: https://www.linkedin.com/in/dgurwicz Follow Diana on Instagram: @dianagurwicz Learn more about Diana: https://acruxconsult.com

Both coaching and mentoring focus on growth, with the intention of achieving individual and organizational goals. It’s important to keep in mind, however, the distinction between the two that often goes overlooked. Loren Margolis, an Executive Coach, Founder of TLS Leaders, Forbes Contributor, and Faculty for the State University of New York, partners with global organizations to develop their leaders while building inclusive cultures. Over the years, Loren has helped senior leaders deepen their professional capacity so they can tackle greater challenges, and grow themselves within their organization. In this episode, Loren explores the disparities and similarities between coaching and mentoring, highlighting how they are often misconceived as synonymous. It’s important to understand the differences between the two, as she believes for individuals, one is better than the other. She also touches on the concept of micro-moments—instances in which we may unknowingly find ourselves engaged in either coaching or mentoring—and ways to make sure you’re employing the right method. Loren’s LinkedIn: https://www.linkedin.com/in/leadership-expert Follow Loren on Twitter: @LorenMargolis Learn more about Loren: https://trainingandleadership.org

Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being. Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve performance and business outcomes through sociocultural drivers. Her focal points at Gallup are in Strengths-Based development, workplace practices, and development training to improve performance and business outcomes. In this conversation, Jaclynn discusses the challenges salespeople face in maintaining their well-being and performance in the workplace. She explains the importance of self-awareness to recognize burnout. Join us as she shares her insight on how sales professionals can build resilience and navigate burnout in their role. **Resources:** - Jaclynn’s LinkedIn: www.linkedin.com/in/jaclynnrobinson - Learn more about Jaclynn: www.jaclynnrobinson.com - Gallup: www.gallup.com

When Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed! Sales can be rewarding IF you're passionate about negotiating, problem-solving, and creating client relationships. With these attributes, you not only help your clients excel in their business, but you're also making a significant impact on your colleagues' success. In this episode, Chantel shares advice for navigating complex dynamics in sales and the power of finding a community of like-minded individuals. Chantel founded Sistas In Sales in 2017, the first and only global organization serving women of color in sales, out of a determination to build a community where diversity is celebrated and underrepresented talent is found and recognized. Today, Sistas in Sales is transforming lives, providing opportunities, and making sales a better place its more than 8,000 members. She emphasizes the importance of building a supportive community and highlights the need for intentional efforts from companies to attract and retain more diverse talent in sales. Chantel also shares insights into the changing dynamics of the buying journey, and the significance of curiosity and passion in successful selling. Lastly, she discusses the impact of providing validation, opportunities, and resources for her members, contributing to a more inclusive and empowered sales community. What to listen for: [1:19] - Chantel's journey into sales and her assumptions (and misassumptions) about sales as a profession [3:35] - What salespeople need around them to succeed and avoid imposter syndrome [04:50] - Intangibles that set successful salespeople apart [7:24] - Chantel's unwritten rules in sales [9:52] - The shifting buyers' journey and how to better meet customer expectations [11:23] - Asking tough questions, being genuinely curious and overcoming objections as ways to solve problems [14:02] - Having genuine belief and interest in the products and services you sell [16:40] - The motivation and goals for starting Sistas in Sales and how it evolved [21:36] - Reasons minorities are still so underrepresented in sales and sales leadership [23:58] - Advice for women of color getting into (or considering getting into) sales [28:24] - Going from good intentions to action in attracting (and retaining) diverse sales teams [29:24] - The best advice Chantel ever received [30:03] - Better preparing future sales leaders and what makes great sales leaders [33:15] - Empathy, feedback, and importance of the humanity in leadership Chantel sheds light on the challenges faced by (and opportunities for) underrepresented groups- especially women of color- in sales. She explores the significance of representation and role models in executive sales positions and the need for providing equal opportunities for success. Additional Resources: - Chantel on LinkedIn: https://www.linkedin.com/in/chantelgeorge - Follow Chantel on Twitter: https://twitter.com/ChantelCreates - Learn more about Sistas in Sales: http://sistasinsales.com/