Mental Selling: The Sales Performance Podcast

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]

Customers aren't going to buy unless they trust who they're working with, and the same goes for your team members. Sales managers are pivotal for any sales team to reach and exceed their goals, but true sales leadership is about more than managing numbers and pipelines. It's about creating a people-first culture where they feel secure, supported, and clear about the goals they need to achieve. In this episode, Helen Fanucci, a transformational sales leader with Microsoft, shares what sales managers should think about when it comes to leading and coaching their teams. Also a recent author, Helen shares tactics from her book Love Your Team, a Survival Guide for Sales Managers in a Hybrid World, which discusses strategies sales managers can implement to build stronger team cultures and deliver outsized business performance while retaining top talent. **Additional resources from this episode:** - Helen’s LinkedIn: [https://www.linkedin.com/in/helenfanucci](https://www.linkedin.com/in/helenfanucci) - Check out Helen’s podcast: [https://loveyourteampodcast.com/](https://loveyourteampodcast.com/) - Buy Helen’s book: [https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534000/ref=asc_df_1544534000/?tag=hyprod-20&linkCode=df0&hvadid=632085709568&hvpos=&hvnetw=g&hvrand=12696246064716327636&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9014835&hvtargid=pla-1879853881082&psc=1](https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534000/ref=asc_df_1544534000/?tag=hyprod-20&linkCode=df0&hvadid=632085709568&hvpos=&hvnetw=g&hvrand=12696246064716327636&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9014835&hvtargid=pla-1879853881082&psc=1) **In this episode, you’ll learn:** - How the accelerated shift to hybrid made good sales management essential - The importance of establishing outcome-based goals and objectives, not activity-based - How to approach coaching conversations with your team

In a noisy world, reputation and perception have never been more important for salespeople. Buyers only have time for those who clearly and consistently articulate value and expertise. So how do sellers create a mindset and approach that helps them build their brand on social platforms and create connections that will lead to more sales? In this episode, Sam McKenna, CEO of #samsales Consulting, shares how salespeople can leverage LinkedIn to bolster your sales outreach and strategy. **Additional resources from this episode:** - Sam’s LinkedIn: [https://www.linkedin.com/in/samsalesli](https://www.linkedin.com/in/samsalesli) - Sam’s Website: [https://www.samsalesconsulting.com/](https://www.samsalesconsulting.com/) **In this episode, you’ll learn:** - Why your LinkedIn network is your net worth - Why LinkedIn can be more successful than cold email outreach - How to fine-tune your sales outreach and messaging

Sales professionals, do you wish there were more hours in a day? Do you wish you could be more productive with the time you have? Matthew Dicks is an author, blogger, marketing and communications consultant, daily blogger, and author of the book Someday is Today. Basically, he’s a productivity expert who maximizes every minute he has to accomplish the things In this episode, Matthew shares his insights on how to be more productive to fuel your energy and sense of purpose. Early in his career, he learned that procrastination is often not about laziness but instead about a lack of preparation or fear of failure. Listen to learn tactics to create new habits, be more productive, and reduce the feeling of overwhelm that’s so prevalent in sales roles. **Additional resources from this episode:** - Matthew’s LinkedIn: [https://www.linkedin.com/in/matthew-dicks-84a95711/](https://www.linkedin.com/in/matthew-dicks-84a95711/) - Matthew’s Twitter: [https://twitter.com/matthewdicks](https://twitter.com/matthewdicks) - Matthew’s Website: www.matthewdicks.com - Someday Is Today: [https://www.amazon.com/s?k=someday+is+today&i=stripbooks&crid=1W49F4O07F0N1&sprefix=someday+is+today%2Cstripbooks%2C997&ref=nb_sb_ss_ts-doa-p_1_14](https://www.amazon.com/s?k=someday+is+today&i=stripbooks&crid=1W49F4O07F0N1&sprefix=someday+is+today%2Cstripbooks%2C997&ref=nb_sb_ss_ts-doa-p_1_14) - Story Worthy: [https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1?keywords=storyworthy+matthew+dicks&qid=1670615620&s=books&sprefix=Story+Worthy+matthew%2Cstripbooks%2C100&sr=1-1](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1?keywords=storyworthy+matthew+dicks&qid=1670615620&s=books&sprefix=Story+Worthy+matthew%2Cstripbooks%2C100&sr=1-1)

Whether you’re beginning a new position in sales or gearing up for 2023 in the same position you’ve been in, there’s something special about starting a new season. The problem is, we let that excitement fade and rarely follow through on the goals we set for ourselves. Mike Fisher, Chief Sales Officer at Sales Bullpen, joins the show to give us a boost in motivation along with a method for sticking to our sales goals all year long. He reminds us of the power of taking ownership of our performance, making strategic plans for sales initiatives, and keeping goals top-of-mind. Ready to make 2023 your best year yet? Press play. **Additional resources from this episode:** - Mike’s LinkedIn: [https://www.linkedin.com/in/integrityservicesfisher/](https://www.linkedin.com/in/integrityservicesfisher/) - Episode 24: The Power of Reframing: Uncovering The Hidden Salesperson - Episode 23: Preparing for Sales Calls and Asking Better Probing Questions for Sales - Episode 12: The Selling Skill that Will Better Connect You with Customers

Think extroverts make the best salespeople? Think again. Matthew Pollard, Founder of Rapid Growth and author of The Introvert’s Edge, believes introverts can make incredible salespeople when they harness their superpowers. In this conversation, Matthew reveals the traits that give introverts an advantage in sales. Whether you’re outgoing or more reserved,, Matthew shares how you can embrace your personality and leverage it to improve your selling skills. He also reminds us sales is about service, teaches us the power of preparation, and gives advice for building your confidence as a salesperson. In this episode, you’ll learn: Why introversion is a sales superpower The power of systems and preparation How to work effectively with other personalities What to listen for: [01:00] The introvert’s edge [05:30] The superpower of reflection [13:00] Embracing “what if?” thinking [16:45] Serving people through sales [22:30] Thinking differently about finding and supporting sales talent [31:00] Acknowledging personality differences in training [41:00] The power of preparation [46:00] Working with an extroverted manager as an introvert [50:00] Learning to manage effectively [54:00] Building confidence as an introverted salesperson Resources: Check out Matthew’s website matthewpollard.com Buy his book The Introvert’s Edge: https://matthewpollard.com/theintrovertsedge/book

More than half of buyers don’t want to interact with a sales rep, according to research by Gartner. In medial sales, if providers don’t want to meet with you, what’s your next move? Samuel Adeyinka, medical sales consultant and host of The Medical Sales Podcast, joins the show to answer that question. He discusses how virtual selling and building an online brand create access to decision-makers you couldn’t get otherwise. He also shares how to make the most of an in-person meeting when you land one. Listen in for actionable advice to accelerate your medical sales career. **Additional resources from this episode:** - The Medical Sales Podcast: [https://evolveyoursuccess.com/podcast) - Evolve Your Success: [https://evolveyoursuccess.com/] - Samuel’s LinkedIn: [https://www.linkedin.com/in/samueladeyinka/]