Mental Selling: The Sales Performance Podcast

Mental Selling
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Mental Selling: The Sales Performance Podcast

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. Welcome to Mental Selling!

  1. 21 HR AGO

    Ep 095 How Sellers Can Stay Relevant in the Digital Age

    How can sellers stay relevant in this digital age? Shama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can adapt. Since 95% of potential clients aren’t actively ready to buy, staying top-of-mind is more important than ever. Shama shares strategies for building a personal brand and fostering trust through consistent, value-driven engagement. Sellers might be tempted to use tactics that offer quick wins, but Shama believes every effort should focus on building long-term relationships in today’s buyer-driven market. In this episode, you’ll learn: 1. The Modern Buyer Journey — How buyer behavior has drastically changed in the digital age and how buyers conduct extensive research before ever engaging with sales. 2. Branding and Trust Over Sales Pitches — These are crucial in modern sales because consumers value credibility over mere product features. 3. Sales and Marketing Synergy — While marketing focuses on long-term buyer education, sales should efficiently handle the final stages of the buying journey. Resources: Shama Hyder’s LinkedIn: https://www.linkedin.com/in/shamahyder/ Shama Hyder’s X: https://x.com/Shama Zen Media: https://zenmedia.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Shama Hyder (03:23) Nurture customer relationships early (07:32) The 95-5 Rule (11:51) Different motivations for B2B and B2C buyers (15:27) Distribution and visibility for sales success (22:12) Misconceptions about sales enablement and ABM (26:44) “Build your brand before you need it” For more related content and information about improving sales performance, visit us at www.integritysolutions.com/

    31 min

  2. 17 OCT

    Ep 094 Building High-Performance Sales Teams Through Coaching

    All high-performing sales teams have one thing in common—conflict. When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma, CEO of Darcy Luoma Coaching & Consulting, discusses the key elements that set thriving sales teams apart. It’s important to clearly define roles and responsibilities, allowing team members to contribute meaningfully according to their unique expertise. Understanding team dynamics is crucial to achieving this, and that’s where coaching comes into play. Darcy also introduces the Thoughtfully Fit framework, a tool to help salespeople navigate challenges and setbacks with resilience. In this episode, you’ll learn: 1. Why Conflict is Key to Success – Learn why thoughtful disagreement is essential for innovation and success. 2. Strategies for Managing Team Dynamics - Find out how assigning team roles based on individual strengths boosts productivity and collaboration. 3. The Role of Coaching in Elevating Sales Teams – Discover how coaching can transform team dynamics and improve results. Resources: Darcy Luoma’s LinkedIn: https://www.linkedin.com/in/darcyluoma/ Darcy Luoma Coaching & Consulting: https://darcyluoma.com/ Thoughtfully Fit: Your Training Plan for Life and Business Success: https://www.amazon.com/Thoughtfully-Fit-Training-Business-Success/dp/0785244824 Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Darcy Luoma (01:12) Characteristics of high-performing sales teams (04:27) Embracing the growth mindset in sales (07:09) The four stages of team development (11:46) The Thoughtfully Fit framework (15:24) Coaching to enhance sales performance (18:53) Training for teamwork (27:16) How to pivot and deal with unexpected challenges For more related content and information about improving sales performance, visit us at www.integritysolutions.com/

    33 min

  3. 3 OCT

    Ep 093 Core Sales Skills for the Next Generation of Buyers

    Sales is rapidly changing as younger buyers and larger, more complex buying committees become the norm. In this episode, Matt Heinz, Founder and President of Heinz Marketing, explains how the growing influence of millennial and Gen Z decision-makers is driving sales teams to change their communication styles. Despite these shifts, foundational skills like proactive outreach and early engagement remain essential for sales success, regardless of the target audience. Matt also talks about how crucial it is to respect the buyer’s journey. Instead of forcing people through the sales process, he suggests sellers focus on becoming trusted experts and connectors. By doing this, they can build credibility and trust in their industry. In this episode, you’ll learn: 1. Adapting Sales to Younger Buyers – Learn why building authentic, trust-based relationships is now critical to overcoming skepticism from younger buyers. 2. Early Engagement for Long-Term Success – Understand the value of engaging buyers early in their journey to influence the decision-making process. 3. The Importance of Brand in Modern Sales – Explore how strong personal and company branding helps salespeople stay top-of-mind throughout the buyer’s journey. Resources: Matt Heinz’s LinkedIn: https://www.linkedin.com/in/mattheinz Heinz Marketing: https://www.heinzmarketing.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Matt Heinz (01:31) Building trust with skeptical buyers (05:52) The fluidity of the buyer’s journey (07:47) How to leverage the first mover advantage (10:22) Understanding your ideal customer profile (13:15) What is a “poised” prospect? (21:25) The role of buying committees in sales success (24:56) The “double thank you” framework (34:17) The role and value of brand in sales For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/

    36 min

  4. 19 SEPT

    Ep 092 What The Future of Sales Holds

    What’s the future of sales? Many say there’s never been a better time to be in Sales. But how is it evolving as a profession, and what will its future hold? Meet Alexine Mudawar, CEO of Women in Sales and a powerhouse in sales leadership and community support. In this episode, Alexine joins host Will Milano to discuss the challenges of enterprise sales and the importance of trust. They discuss the need for a more extensive, well-managed pipeline, critical sales metrics, and strategies for alleviating the mental pressures of the job. Listen to this episode for strategies and a renewed perspective on your sales approach. In this episode, you’ll learn: 1. Why the Traditional Sales Funnel No Longer Fits Every Buyer’s Journey: Hear how the buying process has become increasingly nonlinear, making it crucial for salespeople to focus on adding value at every touch point. 2. The Critical Role of Community Support and Resources for Salespeople: Learn why building a community and utilizing resources can empower salespeople, helping them tackle the pressures of their role. 3. The Increasing Complexity of Enterprise Sales: Learn why enterprise sales isn't for everyone. Resources: Alexine Mudawar’s LinkedIn: https://www.linkedin.com/in/alexine-mudawar/ Women in Sales: https://www.women-in-sales.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Alexine Mudawar (05:28) The evolution of the sales profession and adapting to self-service preferences among buyers (14:44) The mental health crisis in sales and the added challenges for women in the profession (22:53) Navigating the challenges of enterprise sales with multiple stakeholders (28:14) Conversations around women in sales (32:51) Handling emotional and mental pressures in sales For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/.

    38 min

  5. 5 SEPT

    Ep 091 Why Connection Matters in Sales

    A thriving workplace culture is the secret behind every successful sales organization. And that starts with connection. It's not just about achieving task excellence but also building relationships within your team. Yet, many sales leaders overlook this, leading to a disconnected workforce. Michael Stallard is here to guide us through this topic. As a keynote speaker, executive coach, and author, Michael has dedicated his career to understanding the impact of connection on workplace performance. In this episode, Michael joins host Will Milano to explain why getting the basics right—like creating a supportive and connected culture—can significantly enhance sales performance. They discuss strategies for sales leaders to meet the seven universal human needs at work, including personal growth, autonomy, and meaningful interactions. Michael also offers tips on starting meetings positively, valuing employees' voices, and aligning personnel values with organizational culture. You’ll leave this conversation understanding how powerful connections can boost your team's resilience, lower stress, and improve decision-making. In this episode, you’ll learn: 1. The Twin Pillars of Sales Success – which means getting the basics right is key to thriving in a sales culture that marries task excellence with relationship excellence. 2. Building a Culture of Connection - intentional efforts to create a culture of connection can reduce stress, enhance decision-making, and skyrocket performance by meeting essential human needs. 3. Making the Connection Count - creating deeper connections with both colleagues and customers will build trust and resilience. Resources: Michael Stallard’s LinkedIn: https://www.linkedin.com/in/michaelstallard/ Get your copy of “Fired Up or Burnt Out”: https://www.amazon.com/Fired-Burned-Out-Creativity-Productivity/dp/1595552812 Connection Culture Group: https://www.connectionculture.com/ Jump into the conversation: [00:00] Introduction to the Mental Selling podcast with host, Will Milano and guest, Michael Stallard [03:03] Vision, Value, and Voice Framework [04:36] Impact of Loneliness in Sales [07:52] Importance of Listening and Asking Questions in Fostering Connections [12:13] Types of Relational Cultures [16:23] Seven Universal Human Needs [24:37] Atlas Exercise for Resilience to Identify Stressors and Resilience Factors For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/.

    33 min

  6. 22 AUG

    Ep 090 Effective Conflict Resolution in Sales

    Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your relationships. In this episode, Liane Davey, an organizational psychologist and acclaimed author, joins us to reveal strategies to turn disagreements into opportunities for growth and innovation. She shares how understanding the roles and priorities of different stakeholders can tailor your approach to conflict resolution, the importance of active listening, understanding emotional dynamics, and strategies for saying “no” to clients in a way that fosters trust and opens the door to more constructive dialogue. In this episode, you’ll learn: 1. Leveraging networks for enhanced credibility: Liane emphasizes the importance of leveraging both strong and weak ties in your network to boost your credibility in sales. These connections can offer novel perspectives and add significant value to your sales pitch. 2. Active listening and emotional understanding: In sales interactions, active listening and understanding the emotions, values, and beliefs of your customers are crucial for building trust and effectively communicating your message. 3. Healthy conflict for better decisions: Embrace healthy conflict in sales and leadership to help customers make better buying decisions. Reframe conflicts by focusing on advocating for the customer's needs rather than pushing your own agenda. Jump into the conversation: [00:00] Introductions [01:31] Why healthy conflict is a good thing [06:18] Why sales leaders should have coaching conversations about conflict [09:39] Strategies on how to say “no” [12:35] How to become more persuasive as a salesperson [21:33] The power of becoming more credible [26:14] Techniques for building and leveraging your network [30:32] Getting better at your strengths and bling spots [34:27] How time management benefits productivity satisfaction reduces stress Resources: Liane Davey’s LinkedIn: https://www.linkedin.com/in/lianedavey/ Get your copy of “You First: Inspire Your Team to Grow Up, Get Along, and Get Stuff Done”: https://www.amazon.com/You-First-Inspire-Along-Stuff/dp/B08DFHPMR7 Liane's Guide to Conflict Management: https://lianedavey.com/guides/conflict-management/ Connect with us: Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/

    40 min

  7. 30 JUL

    Ep 089 Addressing the Mental Health Crisis in Sales

    Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what professionals and managers can do to address this mental health crisis in sales. As a coach, Jeff has mentored thousands of sellers and leaders on how to succeed in sales without sacrificing their well-being. In this episode, Jeff shares actionable insights on managing visible and hidden stressors, setting a positive example as a sales leader, and developing a resilient mindset that truly sticks. This episode is filled with tips on how to rethink your sales strategy, so you can drive revenue without driving yourself to the edge. In this episode, you’ll learn: The role of understanding stress mechanics in sales performance. By teaching sales teams about the effects of stress on physiology and finding an optimal stress zone, leaders can enhance creativity, curiosity, and empathy. The necessity for sales leaders to lead by example in health and performance. High standards in personal well-being and stress management set a positive example for teams, improving the overall experience and motivating team members to prioritize their mental health. Integrating rest and recovery into performance conversations. Similar to Formula 1 pit stops, regular check-ins and recovery periods are essential to maintaining high performance and preventing burnout, which can otherwise lead to disengagement and reduced sales effectiveness. Jump into the conversation: [00:00] Introduction [01:14] How Jeff got into sales [03:56] State of mental health in sales [09:10] The impact of mental health on sales performance [14:03] Discerning Important v.s. Priority [18:20] Ways salespeople can stay resilient while facing challenges [22:15] How mindset training fits into broader sales training and development [27:45] Hidden stressors in sales [29:43] Self-help tools to help salespeople deal with stress [31:41] What sales leaders tend to overlook Resources: Jeff Riseley’s LinkedIn: https://www.linkedin.com/in/jeffriseley Learn more about Sales Health Alliance: https://saleshealthalliance.com/ Connect with us: Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano More about Integrity Solutions: https://www.integritysolutions.com/

    37 min

  8. 25 JUL

    Ep 088 Building a Customer-Centric Culture in Sales

    Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales. Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer feedback, the significance of value alignment, and the pivotal role sales teams play in delivering exceptional customer experiences. Annette and host Will Milano explore the critical elements of customer-centric organizations, the impact of employee experience on customer satisfaction, and the need for sales teams to prioritize value-driven solutions. Listen in as she shares steps on how to grasp the voice of the customer effectively, and shares strategies to enhance your sales performance. In this episode, you’ll learn: 1. The importance of shifting focus from just selling to building strong customer relationships and delivering exceptional customer experiences. When you prioritize these aspects, you’ll see better sales results and sustainable success. 2. Valuable insights from customer feedback, especially from lost deals. By consistently gathering and transparently sharing this feedback within your sales organization, you can uncover missed opportunities for improvement and growth. 3. Understand the value you provide to customers beyond just price competitiveness. By focusing on solving problems for customers, you can drive satisfaction, referrals, and repeat business, ultimately leading to a better sales strategy. Resources: Annette’s LinkedIn: https://www.linkedin.com/in/annette-franz/ Annette’s X: https://twitter.com/annettefranz Learn more about Annette: https://annettefranz.com/ Get her book here: https://annettefranz.com/books/ Jump into the conversation: [00:00] Introduction to Annette [1:02] Annette’s point of view on customer centricity [04:38] Refining your ICP or ideal customer profile [06:15] Relationships with your marketing team [10:33] What sales teams take for granted when it comes to the customer experience [13:19] Gathering and applying customer feedback [15:31] Three ways to achieve customer understanding [17:16] Solving problems for customers as a salesperson [18:52] The role of values alignment in customer experience and employee experience [22:17] Fix the culture, fix the outcomes [23:31] Annette’s top advice for salespeople [25:34] Stressors on the employee experience that have a negative impact on customer experience [29:44] How meeting customer's needs ties to new opportunities

    33 min
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About

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. Welcome to Mental Selling!

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