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 070 Using Brand to Turn Conversations Into Conversions
Mastering the art of sales isn't about pushing products but about creating value and building relationships. Yet so many organizations struggle to create brand conversations that get more customers to the table and actually convert. How can you align brand marketing and sales to drive more of these conversions?
To help us answer these questions, we speak to Kate DiLeo, CEO and Founder of The Brand Trifecta and bestselling author of Muting the Megaphone. Her innovative approach to branding simplifies the sales pitch, focusing on what the company does, how it can solve a problem, and what sets it apart from the competition. She has empowered countless organizations to create brands that not only attract prospects but also convert them into engaged users and loyal customers.
In this conversation, Kate discusses the crucial elements of successful branding and sales strategies, including the importance of focusing on a target audience and honing in on a clear, concise message to engage prospects effectively. Kate's insights shed light on the pitfalls of traditional sales approaches and highlight the need for a more human-centric, value-driven mindset in the sales world.
Kate’s LinkedIn: https://www.linkedin.com/in/Katedileo
Follow Kate on Twitter: @KateDiLeo
Learn more about Kate: https://katedileo.com/
Ep 069 Exploring Principles of Triple Crown Leadership: Excellent, Ethical, and Enduring
Lack of alignment between your values and the decisions made by your company will most definitely cause demotivation and burnout. Prioritizing alignment, collaborative feedback, and self-awareness is crucial to establishing a culture of trust and integrity within any organization.
In this conversation, Gregg Vanourek discusses the most integral concepts that inform his Triple Crown Leadership strategy - building excellent, ethical and enduring companies. He touches on the pivotal roles of purpose & values alignment, collaborative leadership, and a growth mindset that all serve as cornerstones of any successful organization. Gregg also provides insights into the often-overlooked power of feedback in building strong relationships and the mental traps we find ourselves in that inhibit fulfillment and happiness. He offers actionable strategies to enhance ethical leadership, fortify relationships, and prevent burnout to drive personal and professional growth.
Gregg is an award-winning author specializing in personal development, life design, and leadership. His expertise lies in guiding individuals and teams towards purpose-driven success. Through his insightful teachings and transformative concepts, Gregg empowers others to align their values with their work, fostering authenticity and ethical excellence.
Gregg’s LinkedIn: https://www.linkedin.com/in/gregg-vanourek-5347b11/
Follow Gregg on Twitter: https://twitter.com/gvanourek
Learn more about Gregg: https://greggvanourek.com/
Gregg’s Books: LIFE Entrepreneurs; Triple Crown Leadership: Building Excellent, Ethical, and Enduring Organizations.
Ep 068 Transforming Sales Teams Through a Culture of Learning
How do you move from a culture of ‘doing’ to a culture of learning that benefits employees and creates an impact that your customers see and feel?
In this episode, Katie Anderson joins and discusses the difference between managing and coaching, stressing the need for leaders to take a proactive role in helping individuals overcome obstacles and uncover their full potential. She also touches upon the art of unburdened leadership, wherein leaders focus on guiding and supporting their team members instead of taking on all the tasks themselves. Hence, leaders must let their team members try things independently and learn from their mistakes.
Katie Anderson, Founder of Katie Anderson Consulting, is an internationally recognized Leadership Coach, Consultant, Author, and Professional Speaker with over 20 years of experience supporting change and improvement in organizations across various industries. Katie feels leaders will find more success by empowering their people instead of focusing more on the result – whether that’s customer satisfaction or rising sales numbers. This includes investing in their learning, allowing them to experience failure, making them own up to their responsibilities, and, eventually, benefiting from an efficient and confident workforce that delivers customer satisfaction and less burdensome leadership.
Katie’s LinkedIn: https://www.linkedin.com/in/kbjanderson/
Follow Katie on Twitter: @kbjanderson
Learn more about Katie: https://kbjanderson.com/
Katie's new podcast, Chain of Learning will launch on November 1. Check out the website here - www.ChainOfLearning.com - and the trailer on Transistor, Apple Podcasts, and Spotify. 541699
Ep 067 Shifting Mindsets for Team-Based Selling
It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's collective wisdom and diverse perspectives.
Diana Gurwicz is a core team member for Leadership Strategies Inc., the global leader in facilitation services and training, and the founder of Acrux Consulting LLC. With more than 20 years of consulting and facilitation experience, Diana Gurwicz has helped clients worldwide in varying industries improve their performance, invigorate their organizations, and streamline their processes to win and change the game in their respective environments.
In this conversation, Diana discusses the critical aspects of leadership, including coaching for individual visions, cultivating strategic thinking, and the often-overlooked skill of managing up. She also touches on the pivotal role of customer perception in branding and the importance of team-based selling. She emphasizes that sales success isn't the result of individual efforts alone but a collective endeavor that requires relationships and collaboration of diverse expertise.
Diana’s LinkedIn: https://www.linkedin.com/in/dgurwicz
Follow Diana on Instagram: @dianagurwicz
Learn more about Diana: https://acruxconsult.com
Ep 066 Creating a Culture of Coaching and Mentoring in Sales
Both coaching and mentoring focus on growth, with the intention of achieving individual and organizational goals.
It’s important to keep in mind, however, the distinction between the two that often goes overlooked.
Loren Margolis, an Executive Coach, Founder of TLS Leaders, Forbes Contributor, and Faculty for the State University of New York, partners with global organizations to develop their leaders while building inclusive cultures. Over the years, Loren has helped senior leaders deepen their professional capacity so they can tackle greater challenges, and grow themselves within their organization.
In this episode, Loren explores the disparities and similarities between coaching and mentoring, highlighting how they are often misconceived as synonymous. It’s important to understand the differences between the two, as she believes for individuals, one is better than the other. She also touches on the concept of micro-moments—instances in which we may unknowingly find ourselves engaged in either coaching or mentoring—and ways to make sure you’re employing the right method.
Loren’s LinkedIn: https://www.linkedin.com/in/leadership-expert
Follow Loren on Twitter: @LorenMargolis
Learn more about Loren: https://trainingandleadership.org
Ep 065 Leaning Into Your Strengths to Thrive in Sales
Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being.
Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve performance and business outcomes through sociocultural drivers. Her focal points at Gallup are in Strengths-Based development, workplace practices, and development training to improve performance and business outcomes.
In this conversation, Jaclynn discusses the challenges salespeople face in maintaining their well-being and performance in the workplace. She explains the importance of self-awareness to recognize burnout. Join us as she shares her insight on how sales professionals can build resilience and navigate burnout in their role.
- Jaclynn’s LinkedIn: www.linkedin.com/in/jaclynnrobinson
- Learn more about Jaclynn: www.jaclynnrobinson.com
- Gallup: www.gallup.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.