Mental Selling: The Sales Performance Podcast

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!

We all want to have the right people working with us. But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping companies identify not just the right people for the job, but the right people for the sales culture at that job. Andrea Pagnozzi is the Principal Coach and Consultant at Flint Coaching and Consulting. Hear our conversation with Andrea Pagnozzi where we discuss: - What (if anything) we’ve learned from the Great Resignation - Why the key to thriving in a sales culture is through belonging and connecting - Sales managers becoming good coaches and mentors for their employees - Why sales training and coaching tends to be too tactical - Andrea’s three-pronged approach to training. - Why any L&D spending should start with your leaders Ultimately, if you want to build a thriving sales culture that can weather pandemics or economic downturns, leadership needs to be fully present and empathetic, without ever coddling or micromanaging. That’s how you foster belonging and connection. That’s the lesson sales managers need to learn from the Great Resignation. More information about Andrea and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/andreapagnozzi/ Andrea's Website: https://www.flintcoachingllc.com/

Sales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make. But not everyone is gifted with charisma and improvisational skills. How do you improve your conversational intelligence, change perspectives and build stronger relationships with your customers with well-thought-out words? My guest today is a highly sought-after trainer, coach, and leadership consultant. Steven Lozada is the President of UpwardMindset, a gifted jazz musician, an MBA, and a professionally certified trainer in a variety of disciplines. In this insightful and informative episode, we’ll discuss: - How forging a connection is the most important part of your sales conversation - Elevating what Steven calls your "trust equity" - Rejection-free openings and why objections are a gift - The power of “no-oriented questions” - How to keep customer conversations moving forward without being manipulative More information about Steven and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/stevenlozada/ Company Website: https://www.upwardmindset.com/ Exactly What to Say: The Magic Words for Influence and Impact, by Phil M. Jones: https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ Please follow and rate our show — we love your feedback! FeedSpot has included us on their list of the top 30 best sales podcasts.

In this discussion, Lisa Weaver and Jay Cone, partners at Unstuck Minds, dive into the essential sales discovery process. They argue that building trust and rapport surpasses late-stage negotiations. The duo emphasizes the importance of active listening and genuine curiosity, suggesting that salespeople adopt 'attention agility' to connect deeper with clients. They introduce the SCAN framework for understanding client needs and discuss how empowering sales teams can enhance relationships and keep the focus on quality engagement over mere figures.