Mental Selling: The Sales Performance Podcast
121 episodes - English - Latest episode: 13 days ago - ★★★★ - 5 ratingsMental 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!
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Ep 087 Turning Preparation Into a Habit in Sales
July 09, 2024 14:17 - 35 minutes - 32.5 MBWhat 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 deliberate about who you approach and how you talk to prospects will...
Ep 086 Developing Executive Presence in Sales
June 27, 2024 09:00 - 38 minutes - 34.9 MBSales 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 motivation, and a master at solving big business problems. His in...
Ep 085 The Blend of Art & Science that is Sales
June 13, 2024 09:00 - 33 minutes - 28.1 MBSales 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 of art and science and emphasizes that successful salespeople ...
Ep 084 Listening to Understand in Sales
May 30, 2024 09:00 - 33 minutes - 27.9 MBTechnology 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 concept of listening to understand in sales, building trust with c...
Ep 083 Igniting Confidence in Sales
May 16, 2024 09:00 - 34 minutes - 27.6 MBConfidence 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 on the concept of authentic selling, highlighting the significa...
Ep 082 How to Build a Referral Selling Culture
May 02, 2024 09:00 - 35 minutes - 28.1 MBReferrals 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 prospecting. She talks about how many salespeople struggle with asking...
Ep 081 How to Stand Out and Become Irreplaceable in Sales
April 18, 2024 09:00 - 40 minutes - 35.1 MBIn 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 12 unicorn habits for sales excellence. He shares personal anecd...
Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series
April 11, 2024 12:04 - 23 minutes - 19.8 MBSales 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 Connections Unlock Sales Performace, join host Will Milano for ...
Ep 080 Mastering Pipeline Growth and Outbound Lead Generation in Sales
April 04, 2024 10:00 - 32 minutes - 26.1 MBWithout 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 Abstrakt Marketing Group, joins to discuss how the mindset sur...
Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series
March 28, 2024 10:00 - 25 minutes - 20.3 MBMastering 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, join host Will Milano for this part 3 of Mental Selling’s spe...
Ep 079 Finding Your Purpose in Sales
March 21, 2024 09:00 - 41 minutes - 33.3 MBHaving 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 culture of customer impact and employee significance. She emp...
The Role of Mindset in Sales Success - Part 2 in Mental Selling’s Listen to Sell Series
March 14, 2024 09:00 - 12 minutes - 11 MBIn 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 series. In this conversation, Mike & Derek discuss the importa...
Ep 078 How to Crack the Growth Code in Sales
March 07, 2024 10:00 - 38 minutes - 30.9 MBWhile 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 growth and the intersection of strategy, leadership, and sales. He e...
The Power of Listening in Sales - Part 1 in Mental Selling’s Listen to Sell Series
February 29, 2024 10:00 - 18 minutes - 17.2 MBBeing 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 improvement. Mike is CEO of the industry-leading sales training firm, I...
Ep 077 Maintaining Grace Under Pressure in Sales
February 22, 2024 10:00 - 29 minutes - 27.1 MBThe 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 an...
Ep 076 Continuous Learning and Development for Sales Teams
February 08, 2024 10:00 - 33 minutes - 30.2 MBIn 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 ...
Ep 075 Elevating Conversations and Confidence in Sales
January 25, 2024 10:00 - 37 minutes - 31.6 MBIn 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, ca...
Ep 074 Selling with Impact using Authenticity and Trust
January 11, 2024 10:00 - 35 minutes - 28.7 MB"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 confident...
Ep 073 Mental Selling Year-End Reflection
December 28, 2023 10:00 - 16 minutes - 13.7 MBIn 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...
Ep 072 Achieving Sales Goals Through Purpose-Driven Goal-Setting
December 21, 2023 10:00 - 40 minutes - 37.9 MBWhen 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 thinkin...
Ep 071 How to Build Trust and Reputation in a Crowded Marketplace
December 07, 2023 10:00 - 28 minutes - 25.6 MBSuccess in sales goes beyond numbers. It's about building genuine relationships through transparency, authenticity, and empathy. By prioritizing these pillars, sales professionals can create a foundation of trust to connect with clients on a deeper level. This customer-centric approach fosters long-lasting relationships and sets the stage for meaningful collaboration and continued success in the competitive world of sales. Radhika Shukla is a seasoned professional with over 21 years of exper...
Ep 070 Using Brand to Turn Conversations Into Conversions
November 16, 2023 10:00 - 38 minutes - 26.3 MBMastering 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 si...
Ep 069 Exploring the Principles of Crown Leadership: Excellent, Ethical, and Enduring
November 02, 2023 09:00 - 38 minutes - 32.8 MBLack 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 pu...
Ep 069 Exploring Principles of Triple Crown Leadership: Excellent, Ethical, and Enduring
November 02, 2023 09:00 - 38 minutes - 32.8 MBLack 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 pu...
Ep 068 Transforming Sales Teams Through a Culture of Learning
October 19, 2023 09:00 - 33 minutes - 28.9 MBHow 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 mem...
Ep 067 Shifting Mindsets for Team-Based Selling
October 05, 2023 09:00 - 41 minutes - 36.1 MBIt 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 consult...
Ep 066 Creating a Culture of Coaching and Mentoring in Sales
September 21, 2023 09:00 - 33 minutes - 32.5 MBBoth 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...
Ep 065 Leaning Into Your Strengths to Thrive in Sales
September 07, 2023 09:00 - 34 minutes - 32.2 MBSalespeople 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-Base...
Ep 064 Unwritten Rules and Intangibles to Thrive in Sales
August 24, 2023 09:00 - 37 minutes - 31.8 MBWhen Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed! Sales can be rewarding IF you're passionate about negotiating, problem-solving, and creating client relationships. With these attributes, you not only help your clients excel in their business, but you're also making a significant impact on your colleagues' success. In th...
Ep 063 Developing Resilience as a Salesperson
August 10, 2023 09:00 - 34 minutes - 31.4 MBSales is an emotional roller coaster. It comes with high highs and low lows, rejection, triumphs, and everything in between. Success requires the ability to focus on what you can control in the midst of everything you can’t. Mary Browning is one of those resilient people. She’s an experienced sales leader who's passionate about empowering others and believes she's only as good as the team she leads. She's currently VP of Sales at StarLifter, and she's dedicated to helping more women earn rol...
Ep 062 The Power of Storytelling in Sales
July 27, 2023 09:00 - 41 minutes - 37.5 MBStories are one of the most powerful tools in a salesperson’s toolbox. Here’s why: - Stories are 22 times more memorable than a series of facts or bullet points. - Stories tap into emotions in a way that pulls people in. - Stories create instant connection, turning strangers into friends. In this conversation, author, speaker, and consultant [Matthew Dicks](https://www.linkedin.com/in/matthew-dicks-84a95711/) returns to the show to share the power of storytelling in sales. He explains the ...
Ep 061 Creating Emotional Connections Through Effective Communication
July 13, 2023 09:00 - 43 minutes - 39.8 MBCommunicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before moving forward. In this conversation, communication expert [Johnny Walker](https://www.linkedin.com/in/characterinc/) shares how to harness the power of effective communication to boost sales performance. As the Founder and President of [Cha...
Ep 060 Boosting Sales by Leveraging Thought Leadership
June 22, 2023 09:00 - 48 minutes - 44.2 MBThought leadership is a critical tool for brands, especially in B2B, but what does it do for individual sellers? In this conversation, we speak with Bill Sherman, COO of Thought Leadership Leverage and Co-Host of the Leveraging Thought Leadership podcast. He helps connects the dots between the value and role of thought leadership and creating better sales outcomes. He explains how to use the four pillars of a successful thought leadership strategy to overcome objections, instill confidence, ...
Ep 059 Connecting Sales to the Full Customer Journey
June 08, 2023 09:00 - 41 minutes - 38.2 MBIt's never been more important to understand your customers and what they value. But where does the customer experience begin? And how do you tactically create a consistent experience that will keep customers loyal? Jeannie Walters, Founder and CEO of Experience Investigators, joins the show to share tangible ways to put customers first through their entire journey with your organization. She connects the dots between customer success and sales, and explains how the two groups can partner t...
Ep 058 Why Happiness & Fulfillment Matter in Reaching Sales Potential
May 18, 2023 09:00 - 38 minutes - 34.9 MBHappiness and confidence are the keys to reaching your potential in sales. Alan Allard, founder and President of Genius Dynamics, shares how developing a positive, confident mindset enables salespeople to approach clients without fear, build trust, and bounce back from rejection. Drawing from his decades of sales experience, Alan brings insights into behavior change, sales coaching, and what it takes to truly be happy at work and in life. **Additional resources from this episode:** - Ala...
Ep 057 Aligning Passions, Values & Skills for Sales Success
May 04, 2023 09:00 - 41 minutes - 38.1 MBThe road to success in sales is paved with passion and purpose. Understanding your personal wiring as well as your customers’ leads to measurable results. Most people understand this concept on a surface level but have a hard time being introspective enough to actually connect their passion with their work. [Alaina Love](https://www.linkedin.com/in/alainalove/), speaker, consultant, and CEO of [Purpose Linked Consulting](https://thepurposelink.com/), shares actionable advice for aligning yo...
Why Brand Matters to Salespeople
April 20, 2023 00:00 - 42 minutes - 39.3 MBWhy should brand matter to salespeople? Isn’t that marketing’s job? Marketing expert Vince Freeman and sales leader David Schweisthal invite salespeople to think twice when it comes to brand. In this conversation, they share why every salesperson should be keenly aware of both their company’s brand and their personal brand as they work with customers. They explain how brand influences the sales process, leads customers down the sales funnel, and even mitigates risk for buyers. Press play t...
Ep 056 Why Brand Matters to Salespeople
April 18, 2023 00:00 - 42 minutes - 39.3 MBWhy should brand matter to salespeople? Isn’t that marketing’s job? Marketing expert Vince Freeman and sales leader David Schweisthal invite salespeople to think twice when it comes to brand. In this conversation, they share why every salesperson should be keenly aware of both their company’s brand and their personal brand as they work with customers. They explain how brand influences the sales process, leads customers down the sales funnel, and even mitigates risk for buyers. Press play t...
Ep 055 Accidental Executives: Thriving as a Sales Leader
April 06, 2023 09:00 - 36 minutes - 33.3 MBHave you ever been thrust into an unexpected sales leadership role? Did you wonder if leadership was even the right fit for you? Craig Anderson is an "accidental executive" who equips leaders with the confidence, team-building expertise, and business acumen they need to build successful companies. He is also the host of his own podcast called Executive Evolution. In this episode, Craig shares how accidental leadership can be used as an advantage, but also shares why leadership might not b...
Ep 054 Mastering Mindfulness in Sales
March 23, 2023 10:00 - 55 minutes - 50.8 MBThe world is full of distractions. It’s hard to be a salesperson but even harder to focus on executing well. Emma Treharne is the Founder and Director of Nuveya Life, where she works with busy professionals to help them reclaim, redefine, and restore their mental, emotional, and physical health. With a background in sales and sales training, she joins the show to share her insights on how mindfulness can transform the way you work. Listen in as she shares how these practices can help sal...
Ep 053 Why Creating a Great Customer Experience Hinges on a Better Employee Experience
March 09, 2023 11:00 - 37 minutes - 34.4 MBTo create a great customer experience, it’s essential to treat employees well first. Shep Hyken is a customer service and experience expert, and his mission is to promote the “Employee Golden Rule” where internal customer service should be better than external. Through his research, Shep found that 58% of customers believe customer service is more important than price, and 78% of customers would go out of their way to do business with a company that provides better service. In this episo...
Ep 052 What the Top 1% of Sales Performers Believe
February 23, 2023 11:00 - 49 minutes - 45.4 MBScott Ingram is a sales expert and podcast host who has interviewed top performers in the industry to uncover the secrets to their success. He is passionate about helping salespeople understand the importance of mindset, belief, and productivity in achieving success. Better said, he helps salespeople unlock their superpower. In this episode, Scott reveals how top sales performers achieve high performance through self-belief, productivity, and customer knowledge. He challenges the lazy manage...
Ep 051 Creating a People-First Sales Culture
February 09, 2023 11:00 - 37 minutes - 34.3 MBCustomers aren't going to buy unless they trust who they're working with, and the same goes for your team members. Sales managers are pivotal for any sales team to reach and exceed their goals, but true sales leadership is about more than managing numbers and pipelines. It's about creating a people-first culture where they feel secure, supported, and clear about the goals they need to achieve. In this episode, Helen Fanucci, a transformational sales leader with Microsoft, shares what sale...
Ep 050 Leveraging Your Social Media Presence for Sales
January 26, 2023 11:00 - 49 minutes - 45 MBIn a noisy world, reputation and perception have never been more important for salespeople. Buyers only have time for those who clearly and consistently articulate value and expertise. So how do sellers create a mindset and approach that helps them build their brand on social platforms and create connections that will lead to more sales? In this episode, Sam McKenna, CEO of #samsales Consulting, shares how salespeople can leverage LinkedIn to bolster your sales outreach and strategy. **Add...
Ep 049 How To Tap Into The Productivity Mindset
January 12, 2023 10:00 - 35 minutes - 32.5 MBSales professionals, do you wish there were more hours in a day? Do you wish you could be more productive with the time you have? Matthew Dicks is an author, blogger, marketing and communications consultant, daily blogger, and author of the book Someday is Today. Basically, he’s a productivity expert who maximizes every minute he has to accomplish the things In this episode, Matthew shares his insights on how to be more productive to fuel your energy and sense of purpose. Early in his care...
Ep 048 Goal-Setting Advice to Start 2023 Right
December 15, 2022 10:00 - 47 minutes - 43.1 MBWhether 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 perform...
Ep 047 Tapping Into Introverts’ Sales Superpowers
December 01, 2022 10:00 - 58 minutes - 53.4 MBThink 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 s...
Ep 046 Embracing the Hybrid Environment in Medical Sales
November 17, 2022 10:00 - 36 minutes - 33 MBMore 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 ...
Ep 045 Transitioning from Player to Coach
November 08, 2022 12:32 - 40 minutes - 37 MBWhat’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 sh...
Ep 044 Owning Your Mindset Throughout the Sales Process
October 20, 2022 19:19 - 47 minutes - 43.7 MBIt'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 the...