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!
Ep 077 Maintaining Grace Under Pressure in Sales
The true mark of a leader in sales is revealed not during times of ease but in times of challenges. In these moments, effective sales leaders showcase their ability to adapt, communicate, and inspire their teams to overcome obstacles. The challenges become tests of the leader's skills and opportunities for growth and the forging of a more resilient and successful sales team.
In this Mental Selling conversation, John Baldoni discusses the critical aspects of effective leadership in sales and emphasizes the importance of aligning the team with the company's mission, vision, and values to build trust. John delves into the challenge of making these guiding principles more than words on a wall and highlights the need for leaders to live and breathe them into their actions. The conversation touches upon the role of leaders in promoting positive behavior change, enabling purposeful leadership, and coaching individuals to perform at their best. He also shares insights on how salespeople can focus on being better, learn from failures, and maintain composure in challenging situations.
In this episode, you’ll learn:
- The importance of striving for continuous improvement
- How to demonstrate grace under pressure
- The power of adversity
John Baldoni is an internationally recognized keynote speaker and author of 16 books that have been translated into ten languages. John provides performance-based coaching that leverages positive behavior change, enabling individuals to lead more purposefully and with greater grace under pressure. He focuses on what it takes to lead with compassion, commitment, and courage. John also provides executive advisory services related to vision, strategy, change, communications, and people development.
Follow John on LinkedIn: https://www.linkedin.com/in/jbaldoni/
Follow John on X: https://twitter.com/JohnBaldoni
Learn more about John: https://www.johnbaldoni.com/
John’s Books: Grace Under Pressure: Leading Through Change and Crisis
Ep 076 Continuous Learning and Development for Sales Teams
In sales, the commitment to continuous learning & personal development becomes not just a choice but a strategic necessity for those aspiring to thrive and succeed in the competitive landscape of sales.
In this conversation, Jason Grom, Vice President of National Sales Organization Development, Field Training and Coach Development at Ameriprise Financial, steps in to discuss the importance of continuous learning and development in sales and underscores the need for individuals to understand their core values and motivations. Jason emphasizes that regardless of tenure, industry, or background, committing to ongoing training and getting the right coaching is a substantial part of success in sales. The conversation touches on the significance of gaining clarity on personal values and strengths, the importance of translating theoretical concepts into practical applications, and how behavior change and skill development can significantly impact sales outcomes.
Jason is an accomplished facilitator and coach working with individuals, teams, and large groups. He's passionate and very knowledgeable about leading all segments of learning including analysis, design, delivery, and continuous improvement in partnership with cross-functional teams as well as gaining support and commitment from all levels of an organization.
Jason on LinkedIn: https://www.linkedin.com/in/jason-grom-138a821/
Learn more about Jason: https://jgrom6.wixsite.com/learningintheflowo-1
Jason’s Blog: https://jgrom6.wixsite.com/learningintheflowo-1
Ep 075 Elevating Conversations and Confidence in Sales
In sales, leadership meant being the ultimate expert, the unquestioned "smartest person in the room." Consequently, leadership is no longer about having vast knowledge but about creating an environment where everyone can thrive and succeed together.
Wanda Wallace is an accomplished keynote speaker, author, and Managing Partner of Leadership Forum. She helps leaders and teams improve the quality of their conversations in every aspect of organizational life, from team debate to inclusivity, career goals, feedback cultures, and strategic insight. Wanda speaks, coaches, conducts seminars, and works with top teams in corporations worldwide. She is passionate about helping leaders recognize their choices, see the consequences, take control of their careers, and build more inclusive teams.
In this conversation, Wanda discusses the importance of conversations as the lifeblood of sales and highlights that while possessing knowledge is crucial, how this knowledge is communicated holds even greater importance. She further explains that successful sales rely not only on the salesperson's expertise but also on their ability to convey information in a compelling and relatable manner. Wanda urges sales professionals to hone their communication skills, confidence, and adaptability. In essence, she guides sales professionals looking to navigate the complexities of sales and advance their careers through strategic and empathetic communication.
Wanda’s LinkedIn: https://www.linkedin.com/in/wanda-wallace-publicspeaker-author-podcasthost/
Follow Wanda on Twitter: https://twitter.com/AskWanda
Learn more about Wanda: https://www.leadership-forum.com/
Wanda’s Books: You Can't Know It All: Leading in the Age of Deep Expertise
Ep 074 Selling with Impact using Authenticity and Trust
"Just because you're authentic doesn't necessarily mean you're going to be effective." Authenticity goes beyond mere self-expression. It is about bringing one's best self to each encounter, because when we embrace the power of authenticity, our stories create connections and inspire those around us.
Allison Shapira is a CEO and Founder of Global Public Speaking, a communication training firm that works with emerging and established leaders to help them speak clearly, concisely, and confidently. She is an entrepreneur, best-selling author, and leadership communication keynote speaker. Allison learned about commanding a stage and using your voice as a former opera singer. She now applies those same strategies to help leaders in the corporate world find the courage to speak.
In this conversation, Allison discusses the pivotal roles of authenticity, purpose, influence, confidence, empathy, and trust in effective communication and successful sales leadership. She explores the need for active listening and the impact of authenticity in building trust with clients. She also shares valuable insights into the nuances of virtual meetings and the art of building trust through competence, compassion, clarity, and consistency. Tune in and learn how to communicate with impact, credibility, and authenticity.
Allison’s LinkedIn: https://www.linkedin.com/in/allisonshapira/
Follow Allison on Twitter: https://twitter.com/allisonshapira
Learn more about Allison: https://allisonshapira.com/
Allison’s book, Speak with Impact: https://allisonshapira.com/book/
Ep 073 Mental Selling Year-End Reflection
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.
Will on LinkedIn: https://www.linkedin.com/in/willmilano/
Integrity Solution’s New Book: https://www.integritysolutions.com/listen-to-sell/
Ep 072 Achieving Sales Goals Through Purpose-Driven Goal-Setting
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.
Jeanne on LinkedIn: https://www.linkedin.com/in/jeanne-torre-6a87a11b1
Follow Jeanne on Twitter: @JTorreCoaching
Learn more about Jeanne: https://highlandwellnessgroup.com/
Offers a really unique perspective
There are a lot of sales podcast that address the ‘how’ of selling. This one does a really good job of getting into the ‘why’ and the internal, emotional factors that set really good salespeople and sales managers apart.
Check it out- so valuable
Both thought provoking and informative. Relatable content that can be immediately applied in so many ways! Glad I discovered this podcast!
This podcast is very well done. Highly recommend to any sales leader. Really top notch.