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!
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Episodes
Ep 043 Balancing Employee Motivation and Company Goals
October 13, 2022 17:46 - 36 minutes - 33.8 MBHow do we keep employees engaged and motivated to the goals we set with them? It’s harder than ever to get, keep and maximize talent. What does it take to attract good sales candidates- and actually keep them?.. How have hybrid sales teams changed the way teams stay connected and combat things like burnout? And what are companies missing out learning about when people do leave? Our guest today to discuss these things and more is Elisa Matthews, Client Performance Strategies Facilitator at Al...
Ep 042 Applying Design Thinking to the Sales Process
September 22, 2022 20:06 - 41 minutes - 38.4 MBThe design thinking process is an underutilized skill for salespeople. Our guest today on Mental Selling is Ashley Welch, an expert in the design thinking process and Co-Founder at Somersault Innovation, here to help users become more customer-centric throughout the sales process. Design thinking for sales requires a ruthless focus on the end customer, keeping them at the center of the process from the very beginning. Hear our conversation as we discuss: - The design thinking process in...
Ep 041 More Than a Number: Establishing the Right Sale Culture
September 13, 2022 14:11 - 36 minutes - 33.3 MBWe all want to have the right people working with us. But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping companies identify not just the right people for the job, but the right people for the sales culture at that job. Andrea Pagnozzi is the Principal Coach and Consultant at Flint Coaching and Consulting. Hear our conversation with Andrea Pagnozzi where we discuss: - What (if anything) we’ve learned...
Ep 041 More Than a Number: Establishing the Right Sales Culture
September 13, 2022 14:11 - 36 minutes - 33.3 MBWe all want to have the right people working with us. But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping companies identify not just the right people for the job, but the right people for the sales culture at that job. Andrea Pagnozzi is the Principal Coach and Consultant at Flint Coaching and Consulting. Hear our conversation with Andrea Pagnozzi where we discuss: - What (if anything) we’ve learned...
Ep 40 How Word Choices Can Make or Break Sales Conversations
August 25, 2022 14:14 - 51 minutes - 47.5 MBSales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make. But not everyone is gifted with charisma and improvisational skills. How do you improve your conversational intelligence, change perspectives and build stronger relationships with your customers with well-thought-out words? My guest today is a highly sought-after trainer, c...
Ep 040 How Word Choices Can Make or Break Sales Conversations
August 25, 2022 14:14 - 51 minutes - 47.5 MBSales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make. But not everyone is gifted with charisma and improvisational skills. How do you improve your conversational intelligence, change perspectives and build stronger relationships with your customers with well-thought-out words? My guest today is a highly sought-after trainer, c...
Ep 039 Getting Under the Hood of the Sales Discovery Process
August 12, 2022 00:28 - 54 minutes - 50 MBSales is all about relationships. It’s about getting to the final result of making the deal and getting the new customer achieve their desired outcomes. But what we are too often missing is realizing that the sales discovery phase is the most important (even compared to the late-stage negotiation) to developing trust and rapport and, ultimately, eventually earning the deal. It’s about uncovering some of the hidden structures, like how decisions get made, what's going on in the organization an...
Ep 038 Modern Selling Practices: Using a Spear, Not a Net
July 28, 2022 15:59 - 49 minutes - 45.6 MBIf you’ve been in sales for awhile, you’ve seen all of the methods for sealing the deal. In a modern sales environment, the sales strategies of the past (throwing a net and seeing what you can catch) can still have their place. However, with the influx of sales tools, throwing a spear to catch exactly what you need is the modern approach. Hear our conversation with Jamie Shanks, author of Social Selling Mastery and Spear Selling, where we discuss: ● The interconnection of modern, social an...
Ep 037 Three Ways Sales Leaders can Accurately Measure Retention vs. Churn
July 07, 2022 20:15 - 44 minutes - 70.8 MBAnother day, another salesperson gone. Lost to a toxic workplace. Or a lack of empathy. Or misalignment. What if your sales team could increase retention? What can you do to decrease churn? Is it even possible with the traditionally high turnover of sales? The key lies is empathy. 🗝️ This week, Ronda Robinson, Founder of Robinson Alliance Group, joins me to discuss recruiting and retaining salespeople while maintaining a healthy work culture. According to Ronda, your business must:...
Ep 036 Creating the Successful and Resilient Sales Team
June 24, 2022 03:23 - 48 minutes - 67.2 MBYour sales journey is like a book. There are different chapters for different stages and each unwritten page is just another part of the process that hasn’t happened yet. Everyone starts their book at a different stage. Some are the team’s A-Players that were born for sales. Others need some coaching. Regardless of where the book begins, the next chapter relies heavily on the sales leader involved. Hear our conversation with Leigh Ashton, Founder & CEO at The Sales Consultancy, where our d...
EP036 Creating the Successful and Resilient Sales Team
June 24, 2022 03:23 - 48 minutes - 67.2 MBYour sales journey is like a book. There are different chapters for different stages and each unwritten page is just another part of the process that hasn’t happened yet. Everyone starts their book at a different stage. Some are the team’s A-Players that were born for sales. Others need some coaching. Regardless of where the book begins, the next chapter relies heavily on the sales leader involved. Hear our conversation with Leigh Ashton, Founder & CEO at The Sales Consultancy, where our d...
Ep 035 Sales Leadership: A Continuum of Confidence and Competence
June 09, 2022 15:48 - 41 minutes - 80 MBGrowing a sales team isn’t hard. Growing a sales team that’s successful and feels comfortable in their role… now THAT'S a challenge. And it really comes back to the leadership of the team and the work they are willing to do to take their people to the next level by bringing confidence and humility to every interaction. Hear our conversation with Karin Hurt, CEO and Co-Founder at Let's Grow Leaders, where we discuss: - How to create a psychologically safe and courageous sales culture - Dev...
Ep 034 The Present and Future of Women in Sales
May 26, 2022 15:22 - 34 minutes - 56.6 MBIt’s 2022 — why is there still a gender gap in sales? Studies definitively show diverse sales teams generate more revenue. So... what’s the hold up? My guest today is Lori Richardson, the Founder of Score More Sales and a passionate champion for #WomenInSales. She’s an author, in-demand speaker, and one of the most popular sales coaches at Harvard Business School. Lori also serves on the advisory board of the Sales Education Foundation, where she seeks to destroy old misconceptions abou...
Ep 033 Frictionless Selling: The Art of Going Where the Buyers Are
May 12, 2022 17:22 - 42 minutes - 66.5 MBCustomers dread being sold to. It's no different for B2B buyers than it is for anyone else. In fact, research shows that buyers now spend only 17% of their time actually buying. Since that's often divided among many potential suppliers, you might be getting 1% to 5% of their time. What are you going to do with your small fraction of your buyer's time? On this episode of Mental Selling, we speak with Janice B. Gordon, Customer Growth Expert, about why people hate buying and what you can do...
Ep 032 Collaborative Selling and the Future of the Customer Experience
April 28, 2022 21:16 - 55 minutes - 51.1 MBA salesperson today is vastly different than the one you’re probably imagining right now. It’s not all about making the sale anymore — It’s about providing a solution that will be mutually beneficial to seller and buyer. But as we have transitioned to more of a virtual approach, it’s important to not lose those valuable customer connections along the way. Hear our conversation with Tony Alessandra, Founder of Assessments 24x7 as we discuss: - The future of selling & reasons why some still...
Ep 031 The Purpose-Driven Salesperson
April 14, 2022 17:03 - 1 hour - 58.9 MBSales is one of the only professions where we allow it to be defined by the people who do it badly. Top salespeople are ones who earnestly want to improve life for their customers. When purpose driven sales becomes part of the culture and bigger than the transaction- and your ‘true north’ is improving life for customers- you’ll actually wind up making more money. Successful salespeople want to know that what they’re doing counts for something- that their work matters. If what you are selling...
Ep 030 The Sales Mindset and Exceeding Customer Expectations
April 01, 2022 19:11 - 44 minutes - 40.9 MBWhat is it that your customers truly want and value beyond the basic transaction? And what happens when companies give 'non-traditional sales roles' more responsibility for uncovering new sales opportunities with customers? When we change our mindset so that customer service and sales become one and the same, then everyone within the company can comfortably and confidently embrace more of a sales mentality. And when done right- for the right reasons- customer expectations are met like never b...
Ep 029 Building Strong Sales Teams through Company Culture
March 17, 2022 17:14 - 56 minutes - 47.7 MBCompany culture, communication and resilience are not just an internal concerns; they also directly affect your daily interactions with clients and, ultimately, your ability to meet and exceed sales goals. But how do you take them from concepts to action plans? And how can you measure progress and impact along the way? And how do you prevent it from being back-burnered by 'the urgent' of the day? In this episode, I speak with two senior leaders with Russell Investments, Tina Downing, Senior ...
Ep 028 We’re All Inside Sales Now: Flipping the Script on Sales Team Development
March 03, 2022 20:38 - 50 minutes - 46.4 MBThe handwriting's been on the wall for a while. We’re all inside sales now. Probably 10% of account executives are going back to the office after this pandemic's over. Everyone else is selling virtually. The technology is there, and companies are eager to use it. That said, technology alone can't solve sales problems. Technology and sales enablement tools have to improve efficiency. The tools you use need to help and not hinder the experience for salespeople and customers. Let’s guard our ...
Ep 027 Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus
February 17, 2022 15:36 - 45 minutes - 63.1 MBRelationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years. Customer relationships are no different. If you create that initial contact, only to move onto the next lead shortly after, you’re setting yourself up for massive amounts of customer churn. You’ve spent time with a customer to identify a problem and commit to change. Don’t expect the customer to stay on course without holding their ...
EP 027 Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus
February 17, 2022 15:36 - 45 minutes - 63.1 MBRelationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years. Customer relationships are no different. If you create that initial contact, only to move onto the next lead shortly after, you’re setting yourself up for massive amounts of customer churn. You’ve spent time with a customer to identify a problem and commit to change. Don’t expect the customer to stay on course without holding their ...
Ep 026 Prospecting and Social Selling Strategies That Work
February 03, 2022 15:01 - 58 minutes - 53.2 MB"Everyone acts like prospecting is binary- there's sending and not sending. It isn't. It's more than that. It's sending WELL vs. not sending well." -Ryan O'Hara What’s the best differentiator you have for standing out to prospects? It’s got to be the intricate, well-researched template you use, for sure… Or is it? 👀 Buying is individualistic now, which means sellers need to embrace the artistry and humanity of social selling. It turns out people are looking for more than a carefully const...
EP 026 Prospecting and Social Selling Strategies That Work
February 03, 2022 15:01 - 59 minutes - 54.4 MB"Everyone acts like prospecting is binary- there's sending and not sending. It isn't. It's more than that. It's sending WELL vs. not sending well." -Ryan O'Hara What’s the best differentiator you have for standing out to prospects? It’s got to be the intricate, well-researched template you use, for sure… Or is it? 👀 Buying is individualistic now, which means sellers need to embrace the artistry and humanity of social selling. It turns out people are looking for more than a carefully const...
Ep 025 When Top Performers Become Sales Leaders: Will vs. Skill
January 20, 2022 14:52 - 40 minutes - 37.4 MBNew sales leaders often feel as though all they do is put out fires. What they need to learn is that coaching is fire prevention. In this episode, I speak with Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group, about empowering top performers to become great sales leaders. Join us as we discuss: - The blurry line between personal and professional development - 'Will versus skill' in leading people - Pitfalls for new sales leaders who were top individual performers - Tr...
Ep 024 The Power Of Reframing: Uncovering The Hidden Salesperson
December 15, 2021 22:57 - 26 minutes - 19.1 MBWhen a liberal arts major sits down and thinks about their future career, very seldom does it include a future in sales. But sales isn’t like it used to be — the typical salesperson today is also quite often an unintentional salesperson. The sales force of today must be deeply empathetic, curious and committed to filling needs. But how do we flip the narrative to attract these kinds of people? We speak with Mike Fisher, long-time Master Facilitator for Integrity Solutions and Chief Sales O...
Ep 023 Preparing for Sales Calls and Asking Better Probing Questions for Sales
September 10, 2021 14:39 - 17 minutes - 16.1 MBBringing customer value through a sales approach of asking better probing questions for sales. The questions to ask on a sales call that boost efforts to build rapport with customers. How understanding the probing questions to ask on a sales call and honing better sales prospecting techniques that include asking open ended questions builds rapport with customers. Master Facilitator and Business Associate Mike Fisher joins the Integrity Solutions podcast to discuss the value of asking good p...
EP 023 Preparing for Sales Calls and Asking Better Probing Questions for Sales
September 10, 2021 14:39 - 17 minutes - 16.1 MBBringing customer value through a sales approach of asking better probing questions for sales. The questions to ask on a sales call that boost efforts to build rapport with customers. How understanding the probing questions to ask on a sales call and honing better sales prospecting techniques that include asking open ended questions builds rapport with customers. Master Facilitator and Business Associate Mike Fisher joins the Integrity Solutions podcast to discuss the value of asking good p...
EP 022 Developing the Sales Coaching Mindset in Your Sales Leaders
July 23, 2021 13:05 - 14 minutes - 13.7 MBTop-performing salespeople- do they make great sales managers? Well, it depends... New sales managers can struggle and stumble if they don’t address a fundamental challenge in their new job: The mindset that worked for them as top performing sales people won’t work for leading and motivating sales teams. And the key to their success as managers is how they shift and develop their coaching mindset to what works best for leading people. Global leadership development expert Loren Margolis joi...
Ep 022 Developing the Sales Coaching Mindset in Your Sales Leaders
July 23, 2021 13:05 - 14 minutes - 13.7 MBTop-performing salespeople- do they make great sales managers? Well, it depends... New sales managers can struggle and stumble if they don’t address a fundamental challenge in their new job: The mindset that worked for them as top performing sales people won’t work for leading and motivating sales teams. And the key to their success as managers is how they shift and develop their coaching mindset to what works best for leading people. Global leadership development expert Loren Margolis joi...
Ep 021 Sales Performance in Boom Times: Are you ready?
May 06, 2021 18:45 - 14 minutes - 13.5 MBMost economic indicators point to a strengthening economy, now that the pandemic is beginning to wane with the widespread rollout of vaccines. That begs the questions: Is your sales team ready to compete by creating value, not by describing product? Businesses are sitting on piles of cash. People are ready to spend now. But Fear of Missing Out (FOMO) is real. Is your sales team truly ready to compete and win – or will you miss the coming wave? Integrity Solutions’ Chief Sales Officer, Bruce W...
Ep 020 Sales Strategies Snapshot: Thriving In The New Digital Economy
February 16, 2021 21:58 - 10 minutes - 9.94 MBAs the COVID-19 pandemic crosses the one year marker, what’s working today for sales teams — and what innovative sales strategies are connecting with customers? Integrity Solutions CEO, Mike Esterday, explores what we’ve learned in the past year, how customers are different today, and how the sales function is seen as the key to recovery for most organizations. Virtual selling, which in truth has been around for a long time, is now the norm. It will be part of every salesperson's role for...
Challenging Times: Shifting Your Leadership Style
September 30, 2020 19:16 - 15 minutes - 13.8 MBHow one leader's experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Financial Group’s Gary Karthauser who explores how he’s adapting his leadership style to the challenges of leading teams in a pandemic. One seasoned leader’s insights into how values-based leadership and coaching provides a solid foundation for getting results in the most unprecedented of times.
Ep 019 Challenging Times: Shifting Your Leadership Style
September 30, 2020 19:16 - 15 minutes - 13.8 MBHow one leader's experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Financial Group’s Gary Karthauser who explores how he’s adapting his leadership style to the challenges of leading teams in a pandemic. One seasoned leader’s insights into how values-based leadership and coaching provides a solid foundation for getting results in the most unprecedented of times.
Virtual Training: Here's How to Step-Up Your Game
May 14, 2020 18:48 - 13 minutes - 12.5 MBMost organizations are quickly coming around to the view that virtual training is a must-have — given its obvious benefits. You might be relatively new to it and find yourself doing more virtual because of the crisis times we’re living in. Or maybe you’re more experienced — but you’d love a quick primer on some fundamentals. Seasoned trainer Johnny Walker has just that — with a look at how virtual compares to in-person training and insights for how to do it well. Virtual training is still so...
Ep 018 Virtual Training: Here's How to Step-Up Your Game
May 14, 2020 18:48 - 13 minutes - 12.5 MBMost organizations are quickly coming around to the view that virtual training is a must-have — given its obvious benefits. You might be relatively new to it and find yourself doing more virtual because of the crisis times we’re living in. Or maybe you’re more experienced — but you’d love a quick primer on some fundamentals. Seasoned trainer Johnny Walker has just that — with a look at how virtual compares to in-person training and insights for how to do it well. Virtual training is still so...
Finding Sales Opportunity During Adverse Times
April 23, 2020 20:18 - 14 minutes - 13.6 MBIn adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor. See how finding sales opportunity during times of adversity requires shifting focus from selling, toward building connections with colleges and customers to set up future success. As the current economic downturn shows signs of changing where and how we work...
Ep 017 Finding Sales Opportunity During Adverse Times
April 23, 2020 20:18 - 14 minutes - 13.6 MBIn adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor. See how finding sales opportunity during times of adversity requires shifting focus from selling, toward building connections with colleges and customers to set up future success. As the current economic downturn shows signs of changing where and how we work...
Serving Customers and Leading Teams in the New Normal
April 23, 2020 20:18 - 14 minutes - 13.6 MBIn adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor. As the current economic downturn shows signs of changing where and how we work, what’s it take to adjust and lean in to new ways of connecting with customers and leading teams? Integrity Solutions’ Mike Fisher checks in with fresh insights to deepen how to adju...
Unmasking and Defeating Assumptions That Harm Sales Organizations
March 31, 2020 15:52 - 15 minutes - 13.8 MBTechnology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on simple mistakes grounded in false assumptions and beliefs about people, selling and buying. Our podcast interview with George Bronten, founder and CEO of Membrain and author of the new book 'Stop Killing Deals'. Our conversation with George explores his thinking around sales training, motivation drive, the role of sales managers and the importance...
Ep 016 Unmasking and Defeating Assumptions That Harm Sales Organizations
March 31, 2020 15:52 - 15 minutes - 13.8 MBTechnology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on simple mistakes grounded in false assumptions and beliefs about people, selling and buying. Our podcast interview with George Bronten, founder and CEO of Membrain and author of the new book 'Stop Killing Deals'. Our conversation with George explores his thinking around sales training, motivation drive, the role of sales managers and the importance...
Unmasking and Defeating Deadly Assumptions That Plague Sales Organizations
March 31, 2020 15:52 - 15 minutesTechnology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on simple mistakes grounded in false assumptions and beliefs about people, selling and buying. Our podcast interview with George Bronten, founder and CEO of Membrain and author of the new book 'Stop Killing Deals'. Our conversation with George explores his thinking around sales training, motivation drive, the role of sales managers and the importance...
Ep 015 Leading Without Authority: Quiet Influence on Teams, With Customers and in Flat Organizations
September 18, 2019 20:54 - 18 minutes - 16.8 MBWhat’s the art of quiet influence — and how can you excel at it? Learning how to exercise influence is vital in many work situations today — on teams, with customers, in flat organizations, and especially when you don’t have formal authority but you need to drive strong results. The latest podcast from Integrity Solutions features practical tips from the front lines — in an interview with Jocelyn Davis, learning & development industry expert and author of the new book, The Art of Quiet Influe...
Leading Without Authority: Quiet Influence on Teams, With Customers and in Flat Organizations
September 18, 2019 20:54 - 18 minutes - 16.8 MBWhat’s the art of quiet influence — and how can you excel at it? Learning how to exercise influence is vital in many work situations today — on teams, with customers, in flat organizations, and especially when you don’t have formal authority but you need to drive strong results. The latest podcast from Integrity Solutions features practical tips from the front lines — in an interview with Jocelyn Davis, learning & development industry expert and author of the new book, The Art of Quiet Influe...
Sales Enablement: Maximizing Your Investment
May 14, 2019 19:19 - 12 minutes - 11.8 MBSales enablement is one of the biggest- but also more confusing- buzz words in business today. Many sales leaders clamor to add a stream of data, content and technologies without a strategy behind it that may overwhelm salespeople and ultimately harm productivity more than it helps. How do you make the investment and promises of sales enablement actually pay off? Integrity Solutions Chief Sales Officer, Bruce Wedderburn, details how sales teams can use sales enablement to develop better quali...
Ep 014 Sales Enablement: Maximizing Your Investment
May 14, 2019 19:19 - 12 minutes - 11.8 MBSales enablement is one of the biggest- but also more confusing- buzz words in business today. Many sales leaders clamor to add a stream of data, content and technologies without a strategy behind it that may overwhelm salespeople and ultimately harm productivity more than it helps. How do you make the investment and promises of sales enablement actually pay off? Integrity Solutions Chief Sales Officer, Bruce Wedderburn, details how sales teams can use sales enablement to develop better quali...
Building a Sales Coaching Culture: New Research on How it Drives Performance
October 17, 2018 14:40 - 14 minutes - 13 MBMost sales managers claim to value coaching- yet most don't do it rigorously, effectively and in many cases at all. What's behind the disconnect? New research done by Integrity Solutions in partnership with The Sales Management Association looks at key challenges for making coaching work and drivers for making sales coaching yield better results. A discussion with Mike Esterday of Integrity Solutions and Bob Kelly of The Sales Management Association.
Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance
October 17, 2018 14:40 - 14 minutes - 13 MBMost sales managers claim to value coaching- yet most don't do it rigorously, effectively and in many cases at all. What's behind the disconnect? New research done by Integrity Solutions in partnership with The Sales Management Association looks at key challenges for making coaching work and drivers for making sales coaching yield better results. A discussion with Mike Esterday of Integrity Solutions and Bob Kelly of The Sales Management Association.
Ep 012 The Selling Skill that Will Better Connect You with Customers
May 14, 2018 13:57 - 17 minutes - 15.7 MBHow can you know what works and what doesn’t for connecting successfully with prospects and customers? One important way is to focus on their Behavior Styles — a critical selling and communication skill which Integrity Solutions’ Mike Fisher explores in this podcast.
The Selling Skill that Will Better Connect You with Customers
May 14, 2018 13:57 - 17 minutes - 15.7 MBHow can you know what works and what doesn’t for connecting successfully with prospects and customers? One important way is to focus on their Behavior Styles — a critical selling and communication skill which Integrity Solutions’ Mike Fisher explores in this podcast.
How Can Coaching Empower a More Agile and Adaptive Workforce?
February 07, 2018 00:00 - 13 minutes - 12.1 MBHow does the luggage and travel bags powerhouse — Samsonite — leverage the power of coaching to help it manage explosive growth and change? We sat down with Lou Cimini, Samsonite’s Vice President of Human Resources, to learn how Samsonite created a culture that binds leaders together, has a shared purpose to carry out their mission and empowers a more collaborative workforce.