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!
Episodes
July 25, 2024 • 33 mins
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 i...
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July 9, 2024 • 35 mins
What separates high performers from average salespeople? The answer is preparation.
Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way.
Paul encourages salespeople to be intentional not just with outreach but in building their sales pipeline. Being delibe...
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June 27, 2024 • 38 mins
Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us how to do just that.
Doug Dvorak is not your average sales expert – he's the founder of the Sales Coaching Institute, a seasoned professional in sales, digital marketing, and mot...
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June 13, 2024 • 33 mins
Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements.
In this conversation Paul Fuller, Chief Revenue Officer with Membrain, talks about the importance of sales being a blend ...
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May 30, 2024 • 33 mins
Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships.
In this episode, John Crowder emphasizes the conc...
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May 16, 2024 • 34 mins
Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks.
In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity in purpose, overcoming challenges, and connecting with customers. She elaborates o...
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May 2, 2024 • 35 mins
Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges.
Joanne Black, founder of No More Cold Calling, joins this episode to discuss the critical importance and value of referral selling in sales prospect...
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April 18, 2024 • 40 mins
In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort.
In this conversation, William Vanderbloemen, author, CEO and Founder of Vanderbloemen Search Group, discusses the importance of mastering these 1...
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April 11, 2024 • 23 mins
Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential.
Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human ...
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April 4, 2024 • 32 mins
Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly.
In this conversation, Jeff Winters, Founder of Sapper Consulting and Chief Revenue Officer at ...
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March 28, 2024 • 25 mins
Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach.
Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace,...
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March 21, 2024 • 41 mins
Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues.
In this conversation, Lisa Earle McLeod (also our Ep 031 guest) returns to the show to discuss the transformative power of purpose-driven selling, the importance of reflection in sales, and how sales leaders can foster a...
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March 14, 2024 • 12 mins
In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them.
Mike Esterday and Derek Roberts, co-authors of the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join Will for this part 2 of Mental Selling’s special ser...
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March 7, 2024 • 38 mins
While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader strategy.
In this conversation Scott K. Edinger, author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, joins to discuss the dynamics of sustainable revenue growt...
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February 29, 2024 • 18 mins
Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself...
Mike Esterday and Derek Roberts are both sought-after coaches and leaders in sales performance improveme...
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February 22, 2024 • 29 mins
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 disc...
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February 8, 2024 • 33 mins
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...
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January 25, 2024 • 37 mins
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 aspe...
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January 11, 2024 • 35 mins
"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 establishe...
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December 28, 2023 • 16 mins
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 podca...
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