Mental Selling: The Sales Performance Podcast

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/]

What’s the difference between a manager and a coach? Managers focus on current state, but coaches focus on future state, helping people reach potential they didn’t realize they had. Jim Ryan former Denver Broncos player and current speaker, training facilitator, and sales coach at Integrity Solutions, joins the show to share how to shift your mindset from manager to coach. We discuss how to make the leap from individual contributor to sales leader, and how to excel once you’re there. Jim shares how to untie mental knots, build confidence, and set “little-picture” goals for big-picture success. In this episode, you will learn: - How to overcome negative self-talk and build confidence - Why preparation will make or break your success in sales - How to shift from a managing mindset to a coaching mindset

It's your mindset that's the foundation for sales success. But WHY is mindset so critical to a salesperson's success? What's the mindset difference between those that are truly great at sales and those that struggle? And why do some salespeople- and sales leaders- STILL skip over or dismiss the issue of mindset? Joining us today is Mark Hunter, better known as The Sales Hunter, award-winning author, blogger, keynote speaker and consultant that helps sales professionals learn how to hone their own skills and learn from their prospective clients. He is most recently the author of A Mind For Sales: Daily Habits and Practical Strategies for Sales Success. As Mark shares, sales is not about being the smartest person in the room. It’s about understanding your customer's goals and being committed to how your sales process, offerings and insights as a salesperson can help them achieve those goals. Hear our conversation with Mark as we discuss: - Assuming responsibility and ownership for every step of the sales process and what's possible for your own success - Why sales is emotional and salespeople are limited only be their own thinking and attitudes - Defining sales as helping people- and why selling is a true team sport - Overcoming preconceived notions as the seller and the buyer - Keys to salespeople being disciplined and focused with their time - Managing vs. coaching in sales and the attitude shift needed by sales leaders Related links from today's episode: Mark's website: https://learn.thesaleshunter.com/ Follow Mark on LinkedIn: https://www.linkedin.com/in/markhunter/ Read A Mind For Sales: https://www.amazon.com/Mind-Sales-Practical-Strategies-Success/dp/1400215676/ Visit Integrity Solutions: https://www.integritysolutions.com/

How do we keep employees engaged and motivated to the goals we set with them? It’s harder than ever to get, keep and maximize talent. What does it take to attract good sales candidates- and actually keep them?.. How have hybrid sales teams changed the way teams stay connected and combat things like burnout? And what are companies missing out learning about when people do leave? Our guest today to discuss these things and more is Elisa Matthews, Client Performance Strategies Facilitator at Allied Solutions. She’s here to discuss how we can get employees to understand and buy into a company’s goals but also keep them motivated and show commitment to developing their own skills as future leaders in their industry. In our conversation, we discuss: - Employee engagement and retention in today’s hybrid work environment - Developing and coaching employees based on what they need not what leaders assume - Leaders’ responsibility in helping their people ‘fall forward’ and continuous growth - Understanding the synergy between sales and customer service (from the customer’s view) Establishing employee motivation strategies and keeping employee morale high towards the goals that don’t just help their career development but are also set towards our customer’s needs is vital to a company’s success.

The design thinking process is an underutilized skill for salespeople. Our guest today on Mental Selling is Ashley Welch, an expert in the design thinking process and Co-Founder at Somersault Innovation, here to help users become more customer-centric throughout the sales process. Design thinking for sales requires a ruthless focus on the end customer, keeping them at the center of the process from the very beginning. Hear our conversation as we discuss: - The design thinking process in sales and becoming more customer-centric - Getting salespeople to be more curious and thinking about their customer’s customer - Meeting more complex deals and expanding buying committees with a more team-based selling approach - Storytelling and how salespeople can make stories come alive and be more relatable for customers More information from today's episode: Ashley's LinkedIn Profile: https://www.linkedin.com/in/awelch1/ Somersault Innovation website: https://www.somersaultinnovation.com/ Raise your Mental Selling acumen with us at Apple Podcasts, Spotify, on our website (https://www.integritysolutions.com/resources/mental-selling-sales-podcast/), or anywhere you get podcasts. FeedSpot has included us as one of the 30 best sales podcasts on the web. Please rate our show and leave a comment — we love your feedback!