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 growth and the intersection of strategy, leadership, and sales. He explores the pivotal role that leadership and motivation play in shaping the success of sales organizations. Scott uncovers the common pitfalls associated with viewing sales merely as a transactional function and advocates for a paradigm shift toward creating consultative relationships that align seamlessly with broader business strategies. This conversation with Scott provides a roadmap for leaders and sales professionals alike, guiding them on how to bridge the gap between sales & strategy to drive sustainable, more predictable and profitable revenue growth.


 In this episode, you’ll learn: 
- That growth is not merely a sales issue but a leadership and motivation challenge.
- The power of aligning strategy, leadership, and sales to achieve sustainable revenue growth.
- The importance of helping salespeople see the long-term benefits of investing in their professional development.


Scott is founder of Edinger Consulting and a bestselling author, keynote speaker, and regular contributor to both Forbes and Harvard Business Review. He is the author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, creating positive change for clients with expertise in the intersection of leadership, strategy, and sales. Scott has worked with CEOs and senior leaders to develop pragmatic strategies and execute approaches to drive top and bottom-line results. 


Jump into the conversation:

[00:02:46] Challenges in Driving Sales Performance
[00:18:50] How to Make Sales Truly Strategic
[00:22:13] Three Ways to Design a Valuable Sales Experience
[00:27:31] The Importance of Consistency in Brand Promise
[00:29:32] Making Emotional Connection in Leadership

Additional Resources: 
Scott on LinkedIn: https://www.linkedin.com/in/scott-edinger/
Follow Scott on Twitter: https://twitter.com/ScottKEdinger 
Scott's website:  https://www.scottedinger.com/
Scott’s Book: The Growth Leader: Strategies to Drive the Top and Bottom Lines

Ep 078 How to Crack the Growth Code in Sales

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!