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 deliberate about who you approach and how you talk to prospects will make all the difference. Listen in as Paul gives specific tips on preparing for customer meetings, how to maintain resilience, and how to strategically position yourself for a promotion in the field of sales. 

In this episode, you’ll learn: 
1. Why you should put in effort to personalize outreach. If you do your research and offer value up front, you can stand out in a sea of generic pitches.
2. The essential role of consistency in outreach efforts. Learn how focusing on a manageable daily outreach plan with personalized touches can lead to long-term success.
3. The power of preparation in sales interactions. Find out how intentional listening and asking the right questions can elevate your sales conversations and make you a memorable and valuable partner for your prospects.

Resources:
Paul’s LinkedIn: https://www.linkedin.com/in/paulcaffrey/
Buy Paul’s Book, The Work Before the Work: https://www.workbeforethework.com/ 
Learn more about Paul: https://www.paulcaffrey.com/ 

Jump into the conversation:
[01:19] The Hidden Habits of Elite Salespeople
[05:13] Being Intentional in Sales Outreach
[10:32] Building a Consistent Sales Pipeline
[16:04] The Right Way to Prepare for Customer Meetings
[19:09] Listen and Focus on Essential Questions in Meetings
[24:02] Maintaining Resilience and Motivation in Sales
[27:33] Planning Your Sales Career and Promotion

Ep 087 Turning Preparation Into a Habit in Sales

In sales, the right culture can make or break your results.
Bob Kelly, Chairman of the Sales Management Association, discusses why a thriving sales culture is essential for success. He explains how ethical practices, transparency, and a commitment to continuous learning shape the foundation of high-performing teams.
In this episode, Bob also highlights the critical role that sales managers play in nurturing a positive culture, attracting top talent, and ensuring that every team member feels valued and empowered.

In this episode, you’ll learn:
1. The Link Between Sales Culture and Success: How a strong, ethical sales culture can directly impact performance, talent retention, and customer relationships.
2. Coaching as the Secret to Growth: Why coaching should be a priority for sales leaders and how it drives continuous improvement within sales teams.
3. Building Trust Internally to Drive Results: How trust within your sales organization leads to better customer interactions and stronger team cohesion.
4. Goal Setting with Transparency: The importance of clear, fair, and collaborative goal-setting processes in shaping a positive, high-performing sales culture.

Resources:
Bob Kelly’s LinkedIn: https://www.linkedin.com/in/robertjkelly/
Sales Management Association: https://salesmanagement.org/
Learn more about Integrity Solutions: www.integritysolutions.com/

Jump into the conversation:
(00:00) Meet Bob Kelly
(02:15) Why sales culture is more important than ever
(05:30) The role of trust in sales teams
(09:00) Sales coaching: the key to continuous growth
(12:40) Building trust internally to drive external results
(16:10) The importance of transparent goal setting
(20:00) Sales enablement and the power of continuous learning
(24:00) Creating a collaborative and ethical sales environment
(28:00) How to attract and retain top talent through culture
(32:30) The future of sales culture and leadership

For more related content and information about improving sales performance, visit us at www.integritysolutions.com/

Ep 102 Reinventing Success in Sales

Scott 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 management-by-numbers approach and even breaks down unfair stereotypes about sales.

In this episode, you’ll learn:

1. The Mindset of Top Performers: Why belief in your product, your process, and yourself, is the foundation of high sales performance.

2. How Sales Superpowers Drive Success: The top 1% of sales professionals leverage their unique strengths instead of trying to fit a one-size-fits-all playbook.

3. Coaching Beyond the Numbers: Why great sales leaders don’t just manage metrics, they help reps uncover their ‘why’ and build confidence in their approach.

4. Rethinking Quotas and Compensation: How traditional quota structures may be demotivating your team, and what a more effective, psychology-driven model looks like.

5. Content as a Relationship Builder: Why high-impact sales professionals use content to open doors, create trust, and strengthen customer relationships.

Resources:

- Scott’s LinkedIn: www.linkedin.com/in/scottingram/
- Sales Success Stories Podcast: top1.fm/all-sales-podcast-episodes/
- Daily Sales Tips Podcast: podcasts.google.com/feed/aHR0cHM6Ly…QAAAAAQAQ&hl=en

Jump into the conversation:
(00:00) Meet Scott Ingram
(01:20) What sets top 1% sales performers apart
(02:40) The three core beliefs that drive sales success
(05:00) Why mindset is more important than sales tactics
(07:10) Redefining sales as a service profession
(10:15) Coaching beyond the numbers: Developing belief and confidence
(14:00) How top performers identify and lean into their sales superpowers
(18:30) Quotas, compensation, and the psychology of motivation
(23:00) Why salespeople should focus on customer knowledge over product knowledge
(27:40) The role of content in relationship-building and sales success
(32:00) Goal setting vs. habit setting: What really drives performance
(36:30) The biggest leadership mistake: Promoting top sellers into management
(42:00) What today’s buyers really want from sales professionals
(47:00) The mindset shift that takes you from good to top 1%

Ep 103 [Replay] What the Top 1% of Sales Performers Believe

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.

In this episode, you’ll learn:
1. Why Burnout is a Sales Killer: How recognizing early signs of burnout can help salespeople protect their well-being and stay engaged in their work.
2. The Power of Strengths-Based Selling: Why focusing on natural talents leads to better performance, job satisfaction, and long-term success.
3. Saying No to Say Yes: How setting boundaries and managing commitments can prevent overwork and create a more sustainable sales career.
4. The Role of Accountability Partners: Why peer mentorship and manager support are essential for maintaining motivation and avoiding burnout.
5. Aligning Values with Sales Success: How understanding your personal values strengthens relationships with customers and drives meaningful impact.

Resources:
Jaclynn’s LinkedIn: www.linkedin.com/in/jaclynnrobinson
Learn more about Jaclynn: www.jaclynnrobinson.com
Gallup: www.gallup.com

Jump into the conversation:
(00:00) Meet Dr. Jacqueline Robinson
(00:57) The rise of burnout in sales—and why it’s still a major issue
(02:50) How well-being and strengths-based development impact sales performance
(06:10) Thriving vs. struggling: Identifying patterns in your work habits
(09:45) Overcommitment and the dangers of always being “on” in sales
(12:30) The value of accountability partners and peer mentorship
(16:00) Why salespeople struggle to say no—and how to set boundaries
(19:20) Aligning personal values with sales success
(22:40) Strengths-based development: What it is and why it matters
(27:15) How to work with your manager to gain role clarity
(30:40) Building resilience to handle sales pressure and rejection
(33:00) Final thoughts: How to create a sustainable, fulfilling sales career

Ep 104 [Replay] Leaning Into Your Strengths to Thrive in Sales

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 12 unicorn habits for sales excellence. He shares personal anecdotes and examples to illustrate how each habit plays a crucial role in sales success. From being fast in responding to inquiries to cultivating authenticity and solving problems, William highlights the practicality and effectiveness of these habits in building trust and driving sales. Furthermore, William encourages salespeople to start with the habits that resonate most with them or come easiest, building momentum as they progress. Tune in to learn and take the first step towards becoming a sales unicorn today.

In this episode, you’ll learn:
- Why becoming irreplaceable in sales hinges not on self-promotion but in the art of attentive listening and genuine interest in others.
- The power of aligning sales efforts with a higher purpose to resonate with customers and drive growth and profitability toward the brand.
- How authenticity, purpose-driven selling, self-awareness, and integrity can revolutionize your approach to sales and will set you apart in a crowded marketplace.
- The importance of thorough hiring processes helps companies minimize the risk of hiring mistakes and ensure to building of high-performing teams that drive sales success.
- The power of deflecting conversations that creates space for customers to express themselves fully and make them feel heard.

Jump into the conversation:

[00:00] Introduction
[04:20] The Habit of Being Fast
[11:21] How to be Authentic in Sales
[18:24] Be Driven by a North Star
[25:25] Avoiding Hiring Mistakes
[31:42] Why Self-Awareness is Rare
[34:27] On Punctuality and Integrity

William Vanderbloemen is an entrepreneur, pastor, speaker, author, CEO, and Founder of Vanderbloemen Search Group, an executive search firm serving churches, ministries, and faith-based organizations. Before founding Vanderbloemen Search Group, William studied executive search under a mentor with over 25 years of executive search at the highest level. His learning taught him the best corporate practices, including the search strategies used by the internationally known firm Russell Reynolds. These experiences have come together with his pastoral work to form a unique gift for helping churches and ministries build great teams by finding their key staff.

Resources:

Follow William on LinkedIn: www.linkedin.com/in/williamvanderbloemen/
On X/Twitter: twitter.com/VanderbloemenSG
William's website: Vanderbloemen.com
William’s Books: Be the Unicorn, 12 Data-Driven Habits that Separate the Best Leaders from the Rest; Culture Wins

Ep 105 [Replay] How to Stand Out and Become Irreplaceable in Sales

It’s a new chapter for Mental Selling.

Hayley Parr, Head of Marketing at Integrity Solutions, steps in as the new host, bringing a marketer’s perspective to sales. While she’s never carried a quota, she knows that great sales and marketing go hand in hand—and she’s here to listen, learn, and lead meaningful conversations.

The essence of the show isn’t changing. This is still your go-to destination for sales insights and expertise, and Hayley is excited to learn from sales leaders and hear real stories about what drives success in today’s market. 

Tune in as Mental Selling continues to explore how mindset, connection, and purpose fuel better sales outcomes.

In this episode, you’ll learn:
1. Why confidence, curiosity, and resilience set top performers apart.
2. How better collaboration leads to stronger customer relationships and results.
3. Why understanding your audience is the key to effective sales and marketing strategies.

Resources:
Connect with Hayley: https://www.linkedin.com/in/hayley-parr-mba-519b4a43/
Learn more about Integrity Solutions: www.integritysolutions.com/ 

Jump into the conversation:
(00:00) Meet Hayley Parr
(00:39) Why sales and marketing work better together
(02:41) The mindset shift that drives sales success
(05:33) What’s next for Mental Selling


Ep 106 Meet the New Host of Mental Selling by Integrity Solutions, Hayley Parr

Selling with integrity is how lasting relationships are truly built.

Mike O’Brien, EVP of Sales at Integrity Solutions, shares how values like trust, honesty, and curiosity shape the way great sellers show up for their clients. With a background that spans marketing, product, and sales leadership, Mike brings a unique perspective on what it really means to be an advocate for the buyer.

You’ll also hear Mike break down why coaching matters, how to lead under pressure, and what sales teams often overlook when it comes to data and alignment.

In this episode, you’ll learn:
1. Building Real Credibility: Why small, consistent actions matter more than big pitches.
2. Early-Career Coaching: How to help new reps develop confidence without relying on pressure tactics.
3. Data with Purpose: The role of CRM, KPIs, and clean handoffs in stronger go-to-market execution.
4. Redefining Success: Why long-term relationships—and not just quota—measure true sales impact.

Resources:
Mike O’Brien’s LinkedIn: https://www.linkedin.com/in/execleadership/
Learn more about Integrity Solutions: www.integritysolutions.com/ 

Jump into the conversation:
(00:00) Meet Mike O’Brien
(02:39) Mike’s path from marketing to sales leadership
(04:51) Redefining the role of a modern salesperson
(06:30) How small moments build lasting credibility
(10:56) When integrity is tested in high-pressure deals
(13:03) Coaching early-career reps through the noise
(17:20) Why sales data matters more than you think
(20:26) What success looks like beyond hitting quota


Ep 107 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions

Courage is key to shaping the future of sales and leadership. 

Duncan Taylor, COO and SVP of the Washington Bankers Association, reveals how attributes such as bravery, ethics, and understanding drive success in evolving industries. With a career that ranges from technology startups to nonprofit work, Duncan offers a refreshing take on developing talent and building effective leaders.

Listeners will gain insight into the challenges of hiring and retention, the balance between innovation and compliance, and the significant impact of coaching on workforce performance

In this episode, you’ll learn:
1. Courageous Leadership: Embracing fearlessness and integrity in decision-making.
2. Pathways to Inclusion: Expanding talent pipelines beyond traditional parameters. 
3. Power of Mentorship: Fostering authentic human connections to maximize growth.
4. Cultural Transformation: Aligning compliance with community-centric initiatives for equitable access.

Resources:
Duncan Taylor’s LinkedIn: https://www.linkedin.com/in/duncanjtaylor/
Learn more about Washington Bankers Association: https://www.wabankers.com/ 
Learn more about Integrity Solutions: www.integritysolutions.com/ 

Jump into the conversation:
(00:00) Meet Duncan Taylor
(04:54) Addressing pain points: hiring and retention trends
(05:38) Bridging the generational talent gap
(08:38) Inclusion and compliance in financial services
(10:26) The power of coaching in millennial and Gen Z engagement
(17:03) The evolving perception of sales in banking
(20:05) Continuous learning in a rapidly changing industry
(24:18) Embracing integrity and values-based sales
(27:35) The influence of integrity selling on leadership


Ep 108 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association

Performance starts with the foundations, and high performers never lose sight of what got them there.

Derek Roberts, President of Roberts Business Group  is back with Mental Selling host Hayley Parr to discuss what really drives sales teams to hit their potential. Derek shares stories from his decades in sales leadership, explains why selling is a noble profession, and uncovers the habits and disciplines that separate the best from the rest.

Along the way, Derek discusses the qualities of successful sellers, details strategies for effective coaching, and offers an inside look at the Congruence Model from Integrity Solutions. He also reflects on his work with nonprofits, providing inspiration for anyone selling with purpose, regardless of industry.

In this episode, you’ll learn:
1. Goal Clarity in Action: Why personal ownership of goals outpaces external targets.
2. Coaching Beyond the Basics: How leaders develop professionalism and productivity.
3. Navigating Change: Techniques for thriving when markets shift or growth slows.
4. Mission-Driven Selling: Real-world lessons for connecting purpose to productivity in any organization.

Resources:
Derek Roberts’ LinkedIn: https://www.linkedin.com/in/derekroberts1/ 
Learn more about Roberts Business Group: https://www.robertsbg.com/ 
Learn more about Integrity Solutions: www.integritysolutions.com/

Jump into the conversation:
(00:00) Meet Derek Roberts
(02:10) Derek’s journey: Childhood sales to coaching
(06:59) High-performing sales teams: Goal clarity and drive
(09:32) Pre-call planning: Big goals vs. conversation goals
(13:52) Moving beyond transactional sales
(20:38) The Congruence Model: Aligning motivation with performance
(24:33) Overcoming misalignment in sales teams
(27:53) Sales in nonprofits: Mission, margin, and impact
(33:06) AI, physical intelligence, and preparing to sell


Ep 109 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group

Resilience sets the foundation for meaningful growth in modern sales.

Brett Shively, CEO of Integrity Solutions, shares how a people-first mindset, repeatable systems, and core values drive long-term success. With decades of experience in the learning and development space, Brett reflects on what it really means to lead with character and purpose through shifting markets and business uncertainty.

Listeners will hear how behavioral awareness, thoughtful process, and a focus on relationships transform sales outcomes. Brett also unpacks the importance of mindset, grit, and how sellers can adapt without losing integrity.

In this episode, you’ll learn:
1. Client Longevity: Creating outcomes that inspire decades-long partnerships.
2. Sales Culture: Fusing skillset and mindset for stronger performance.
3. Personality Dynamics: Adapting style to meet clients where they are.
4. Purposeful Process: Equipping teams to thrive through uncertainty.

Resources:
Brett Shively’s LinkedIn: https://www.linkedin.com/in/brettshively/ 
Learn more about Integrity Solutions: www.integritysolutions.com/ 

Jump into the conversation:
(00:00) Meet Brett Shively
(01:27) Building resilience when sales gets tough
(03:52) How process-first selling shaped Brett’s path
(05:20) The legacy and impact of Integrity Selling
(08:29) Mindset and skill set in sales performance
(10:32) Real stories of long-term client success
(14:29) Using behavioral styles to build trust
(20:24) Selling with integrity in uncertain markets


Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions

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 087 Turning Preparation Into a Habit in Sales

Mental Selling

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