In this episode of the B2B Sales Trends Podcast, we sit down with Joseph Dressler, a seasoned expert with over 26 years in the New York ad tech space. Drawing from his wealth of experience navigating three recessions and shaping successful go-to-market strategies, Joseph shares invaluable insights into the skills and behaviors that set top sales performers apart.

Key Takeaways:

Curiosity Unleashed: The best salespeople are insatiably curious about their clients' businesses. Joseph emphasizes the importance of asking the right questions to uncover undiscovered needs, diving deep into desires, and understanding how decisions resonate up the hierarchy.

The Art of Storytelling: Joseph underscores the power of storytelling in sales. Successful sellers have the ability to craft narratives that captivate clients, showcasing enthusiasm and excitement about their product or service. A compelling story creates a memorable arc that keeps clients engaged.

Financial Acumen: While not expecting sellers to be financial experts, Joseph emphasizes the significance of understanding financial forecasting. Accurate forecasting involves assessing close dates and probability realistically. A perfect seller knows how to balance optimism with pragmatism in predicting the sales journey.

Joseph shares anecdotes and practical advice, touching on the challenges of email saturation, the need for personalized communication, and the evolving dynamics of ad tech in a digitally-focused world. Tune in to discover the winning traits that define top B2B sales performers and gain actionable insights to elevate your sales strategies. Don't miss this episode that combines experience, wisdom, and a touch of humor to unlock the secrets of sales success.

25. Unleashing the Power of Top B2B Sales Performers

When 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 thinking and the importance of leaders leading by example. She explains the pivotal role of leadership in supporting individuals through the goal-setting process, addressing burnout within sales teams and how important it is for leaders to engage in conversations beyond the surface of goal-setting, encouraging them to explore the deeper “why” behind the goals and connecting them to a broader purpose.

Jeanne is a National Board Certified Health and Wellness Coach who has spent years coaching individuals toward achieving significant goals and helping burned-out high achievers master mindset, take command, and reclaim a life that energizes and aligns. 

Setting goals provides a clear target, but the real magic happens when we unravel that why behind them. It’s not just about what you achieve but also who you become in the process.

Resources:
Jeanne on LinkedIn: https://www.linkedin.com/in/jeanne-torre-6a87a11b1
Follow Jeanne on Twitter: @JTorreCoaching
Learn more about Jeanne:  https://highlandwellnessgroup.com/

Mental Selling

Ep 072 Achieving Sales Goals Through Purpose-Driven Goal-Setting

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 series.  

In this conversation, Mike & Derek discuss the importance of authenticity and integrity in sales and how these qualities can lead to long-term success. They explore the concept of emotional intelligence, which involves understanding and managing emotions to build better customer relationships. Mike and Derek also stress the importance of embracing the value of sales and understanding that success in sales is more about who you are than what you know. Mike and Derek emphasize a clear purpose and passion for helping others, as these qualities can drive motivation and enhance sales performance.

 In this episode, you’ll learn: 

- The crucial role of emotional intelligence, genuine empathy for customers' needs, and how both help build relationships with customers.
- Strategies to overcome self-limiting beliefs that hinder sales performance.
- Why salespeople should recognize the value they bring to customers' lives and embrace the role of problem solver 

Resources:

LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance (ListentoSellBook.com) 
Follow Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ 
Follow Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ 

Jump into the conversation:

[01:06] Integrity and Authenticity in Sales
[03:13] The Balance of Logic and Emotion
[04:04] A Clear Understanding of Your Sales Purpose
[08:19] Taking Ownership for Sales Success
[10:23] Sales Congruence

The Role of Mindset in Sales Success - Part 2 in Mental Selling’s Listen to Sell Series

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 culture of customer impact and employee significance. She emphasizes that sales isn't just about serving customers but about improving their lives and the lives of their customers. Lisa highlights the role of sales leaders in reframing the sales conversation to align with purpose. By asking the right questions and translating sales numbers and KPIs into customer impact, sales leaders can help their teams understand the significance of their work and drive better performance. Lisa believes that revenue and shareholder value naturally follow when companies prioritize customer satisfaction and well-being. 

In this episode, you’ll learn: 
- The transformative power of purpose-driven selling
- Why sales isn't just about serving customers but about improving their lives
- Questions for sales teams to reflect on to unpack both wins and losses. 
- The power of sharing how a team’s work made a difference in the lives of their customers helps employees feel a sense of significance and motivation.
- The value of translating numbers into customer impact helps employees understand the value of their work.
- Why salespeople want to be part of something bigger than themselves and for their work to matter 

Additional Resources:

Lisa on LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ 
Lisa on Twitter: https://twitter.com/lisaearlemcleod 
Learn more about Lisa: https://www.mcleodandmore.com/ 
Lisa’s Books: Selling with Noble Purpose; Leading with Noble Purpose

Lisa Earle Mcleod is a best-selling author, strategy consultant, keynote speaker, executive coach, and founder of McLeod & More, Inc. Recognized as the creator of the Noble Purpose business philosophy, Lisa helps leaders and organizations amplify purpose and meaning while driving financial performance. She is a popular keynote speaker and a prolific writer who has authored five books in five genres (leadership, sales, personal growth, conflict resolution, and humor), including the best seller Selling with Noble Purpose. 

Jump into the conversation:

[00:01:18] Understanding Purpose and Its Importance in Sales
[00:07:16] Playing the Long Game 
[00:12:21] Why Specificity (Depth of Knowledge) is Sexy
[00:16:46] Metrics Beyond Revenue & Win Rates
[00:22:43] How to Properly Ask for Referrals
[00:25:11] Three Questions to Unpack Wins and Losses
[00:34:58] Difference of Serving and Improving the Customers

Ep 079 Finding Your Purpose in Sales

Gain unprecedented insight into your sales pipeline and empower your team to drive revenue growth with our Sales Tracking Software. Track leads, monitor opportunities, and analyze performance metrics seamlessly to streamline your sales process and maximize profitability. https://commence.com/software-features/sales-tracking-system/

Boost Sales Performance With Dynamic Tracking Solutions

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 on the concept of authentic selling, highlighting the significance of bringing one's genuine self into sales interactions. Meshell also shares insights on the power of listening, reflection, and visualization in enhancing sales performance and achieving exceptional results. 

 In this episode, you’ll learn: 

- The significance of clarity in understanding one's purpose in sales, how it drives motivation and resilience, and strategies for handling rejection and maintaining confidence in the face of setbacks.
- The importance of active listening in sales to validate and uncover customer needs and how focusing on delivering value can lead to sales success.
- How authenticity in sales interactions builds trust and rapport with customers, leading to longer relationships and driving sales growth.

Jump into the conversation:

[03:03] Embracing No and Moving On
[05:13] The 5 P's of Excellence
[10:12] Value First, Money Follows
[12:55] Invest in Yourself
[19:10] What is Authentic Selling?
[22:10] How to be a Powerful Listener in Sales
[25:01] Reflection Amplifies Projections
[31:02] Clarity and Confidence
[31:48] How and Why Coaching Fuels Confidence

Meshell Baker is a transformative Keynote Speaker, Authentic Selling Alchemist, and Chief Confidence Igniter in sales, leadership, and personal development. With over two decades of experience spanning multiple countries and industries, Meshell brings a wealth of knowledge and expertise to her clients. As the founder of Meshell Baker Enterprises, she empowers individuals and organizations to unlock their full potential, capitalize on their strengths, and achieve sustainable growth. 

Resources:

Follow Meshell on LinkedIn: https://www.linkedin.com/in/meshellrbaker/ 
Meshell on X: https://twitter.com/MeshellRBaker/
More about Meshell: https://meshellrbaker.com/

Ep 083 Igniting Confidence in Sales

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 concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors. 

In this episode, you’ll learn: 

The importance of active listening in understanding customer needs and concerns to provide tailored solutions.
How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers. 
The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers.

Jump into the conversation:

[00:00] Introduction to Mental Selling
[01:56] Moving Beyond the Tell-Sell Paradigm
[06:36] Value Trumps Access
[09:15] Listening To Understand
[13:44] The Neuroscience of Selling
[21:17] Mitigating Risk and Fear in Sales
[24:11] The Art of Consultative Selling
[28:05] Shifting Accountability

About the guest: 
John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing. 

Resources:
John on LinkedIn: https://www.linkedin.com/in/john-crowder/ 

Connect with the host:

Will Milano on LinkedIn: www.linkedin.com/in/willmilano/
Learn more about Integrity Solutions: www.integritysolutions.com/

Ep 084 Listening to Understand in Sales

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 motivation, and a master at solving big business problems. His insights are sought after by top organizations looking to revolutionize their sales strategies and cultivate high-performing sales teams.

In this episode, Doug uncovers the misconceptions about sales, the critical role of developing executive presence, and the game-changing influence of embracing technology in sales. Discover the secrets behind Doug's approach of in-depth research, the significance of creating a motivational sales culture, and the impact of AI tools in boosting sales productivity. Packed with actionable advice, this episode of Mental Selling is a must-listen for sales professionals aiming to excel in their careers.

 In this episode, you’ll learn: 

The importance of building trust with customers through research, preparation, and authenticity
How sales digitization and leveraging technology is a fundamental investment for success
Why a magnetic sales culture attracts and retain high-performing salespeople 

Resources:

Learn more about Doug: dougdvorak.com
Doug’s LinkedIn: https://www.linkedin.com/in/doug-dvorak/
Doug’s Twitter: https://twitter.com/salescoach1064  
Doug’s Books: Developing Executive Presence (The Essential Skills to Sell to the C-Suite), A Sales Leader’s Guide to Success, The Sales Coaching Playbook, A Sales Leaders’ Playbook, The Masters of Success

Jump into the conversation:

[00:00] Introduction to Mental Selling
[01:41] Misconceptions the Sales’ Mindset
[05:16] Building Trust and Rapport with Customers
[09:29] Mentorship and Structured Onboarding for Sales Professionals
[14:19] Selling into Small and Medium-Sized Businesses (SMBs)
[17:27] Strategic Use of Technology in Sales
[18:48] Developing Executive Presence and Understanding Business Drivers
[22:19] Creating a Magnetic Sales Culture
[35:27] Elevating Sales Performers into Leadership Roles

Ep 086 Developing Executive Presence in Sales

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

Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. 

Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what professionals and managers can do to address this mental health crisis in sales. As a coach, Jeff has mentored thousands of sellers and leaders on how to succeed in sales without sacrificing their well-being.

In this episode, Jeff shares actionable insights on managing visible and hidden stressors, setting a positive example as a sales leader, and developing a resilient mindset that truly sticks. This episode is filled with tips on how to rethink your sales strategy, so you can drive revenue without driving yourself to the edge.

In this episode, you’ll learn: 

The role of understanding stress mechanics in sales performance. By teaching sales teams about the effects of stress on physiology and finding an optimal stress zone, leaders can enhance creativity, curiosity, and empathy.

The necessity for sales leaders to lead by example in health and performance. High standards in personal well-being and stress management set a positive example for teams, improving the overall experience and motivating team members to prioritize their mental health.

Integrating rest and recovery into performance conversations. 

Similar to Formula 1 pit stops, regular check-ins and recovery periods are essential to maintaining high performance and preventing burnout, which can otherwise lead to disengagement and reduced sales effectiveness.

Jump into the conversation:

[00:00] Introduction
[01:14] How Jeff got into sales
[03:56] State of mental health in sales
[09:10] The impact of mental health on sales performance
[14:03] Discerning Important v.s. Priority
[18:20] Ways salespeople can stay resilient while facing challenges
[22:15] How mindset training fits into broader sales training and development
[27:45] Hidden stressors in sales
[29:43] Self-help tools to help salespeople deal with stress
[31:41] What sales leaders tend to overlook

Resources:
Jeff Riseley’s LinkedIn: https://www.linkedin.com/in/jeffriseley
Learn more about Sales Health Alliance: https://saleshealthalliance.com/
Connect with us:
Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano 
More about Integrity Solutions: https://www.integritysolutions.com/

Ep 089 Addressing the Mental Health Crisis in Sales

Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your relationships.
In this episode, Liane Davey, an organizational psychologist and acclaimed author, joins us to reveal strategies to turn disagreements into opportunities for growth and innovation.
She shares how understanding the roles and priorities of different stakeholders can tailor your approach to conflict resolution, the importance of active listening, understanding emotional dynamics, and strategies for saying “no” to clients in a way that fosters trust and opens the door to more constructive dialogue.

In this episode, you’ll learn: 
1. Leveraging networks for enhanced credibility: Liane emphasizes the importance of leveraging both strong and weak ties in your network to boost your credibility in sales. These connections can offer novel perspectives and add significant value to your sales pitch.
2. Active listening and emotional understanding: In sales interactions, active listening and understanding the emotions, values, and beliefs of your customers are crucial for building trust and effectively communicating your message.
3. Healthy conflict for better decisions: Embrace healthy conflict in sales and leadership to help customers make better buying decisions. Reframe conflicts by focusing on advocating for the customer's needs rather than pushing your own agenda.

Jump into the conversation:
[00:00] Introductions
[01:31] Why healthy conflict is a good thing
[06:18] Why sales leaders should have coaching conversations about conflict
[09:39] Strategies on how to say “no”
[12:35] How to become more persuasive as a salesperson
[21:33] The power of becoming more credible
[26:14] Techniques for building and leveraging your network
[30:32] Getting better at your strengths and blind spots
[34:27] How time management benefits productivity satisfaction reduces stress

Resources:
Liane Davey’s LinkedIn: https://www.linkedin.com/in/lianedavey/
Get your copy of “You First: Inspire Your Team to Grow Up, Get Along, and Get Stuff Done”: https://www.amazon.com/You-First-Inspire-Along-Stuff/dp/B08DFHPMR7
Liane's Guide to Conflict Management: https://lianedavey.com/guides/conflict-management/ 

Connect with us:
Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano 
For more related content and information about improving sales performance, visit us at https://www.integritysolutions.com/

Ep 090 Effective Conflict Resolution in Sales

What’s the future of sales? Many say there’s never been a better time to be in Sales. But how is it evolving as a profession, and what will its future hold? 

Meet Alexine Mudawar, CEO of Women in Sales and a powerhouse in sales leadership and community support. In this episode, Alexine joins host Will Milano to discuss the challenges of enterprise sales and the importance of trust. They discuss the need for a more extensive, well-managed pipeline, critical sales metrics, and strategies for alleviating the mental pressures of the job. 

Listen to this episode for strategies and a renewed perspective on your sales approach.

In this episode, you’ll learn:
1. Why the Traditional Sales Funnel No Longer Fits Every Buyer’s Journey: Hear how the buying process has become increasingly nonlinear, making it crucial for salespeople to focus on adding value at every touch point.
2. The Critical Role of Community Support and Resources for Salespeople: Learn why building a community and utilizing resources can empower salespeople, helping them tackle the pressures of their role.
3. The Increasing Complexity of Enterprise Sales: Learn why enterprise sales isn't for everyone.

Resources:
Alexine Mudawar’s LinkedIn: https://www.linkedin.com/in/alexine-mudawar/ 
Women in Sales: https://www.women-in-sales.com/

Jump into the conversation:
(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Alexine Mudawar
(05:28) The evolution of the sales profession and adapting to self-service preferences among buyers
(14:44) The mental health crisis in sales and the added challenges for women in the profession
(22:53) Navigating the challenges of enterprise sales with multiple stakeholders
(28:14) Conversations around women in sales
(32:51) Handling emotional and mental pressures in sales

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

Ep 092 What The Future of Sales Holds

Sales is rapidly changing as younger buyers and larger, more complex buying committees become the norm. 

In this episode, Matt Heinz, Founder and President of Heinz Marketing, explains how the growing influence of millennial and Gen Z decision-makers is driving sales teams to change their communication styles. Despite these shifts, foundational skills like proactive outreach and early engagement remain essential for sales success, regardless of the target audience.

Matt also talks about how crucial it is to respect the buyer’s journey. Instead of forcing people through the sales process, he suggests sellers focus on becoming trusted experts and connectors. By doing this, they can build credibility and trust in their industry.

In this episode, you’ll learn:
1. Adapting Sales to Younger Buyers – Learn why building authentic, trust-based relationships is now critical to overcoming skepticism from younger buyers.  
2. Early Engagement for Long-Term Success – Understand the value of engaging buyers early in their journey to influence the decision-making process.  
3. The Importance of Brand in Modern Sales – Explore how strong personal and company branding helps salespeople stay top-of-mind throughout the buyer’s journey.  

Resources:
Matt Heinz’s LinkedIn: https://www.linkedin.com/in/mattheinz
Heinz Marketing: https://www.heinzmarketing.com/

Jump into the conversation:
(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Matt Heinz  
(01:31) Building trust with skeptical buyers  
(05:52) The fluidity of the buyer’s journey  
(07:47) How to leverage the first mover advantage  
(10:22) Understanding your ideal customer profile  
(13:15) What is a “poised” prospect?  
(21:25) The role of buying committees in sales success  
(24:56) The “double thank you” framework
(34:17) The role and value of brand in sales

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

Ep 093 Core Sales Skills for the Next Generation of Buyers

All high-performing sales teams have one thing in common—conflict.

When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma, CEO of Darcy Luoma Coaching & Consulting, discusses the key elements that set thriving sales teams apart. It’s important to clearly define roles and responsibilities, allowing team members to contribute meaningfully according to their unique expertise. Understanding team dynamics is crucial to achieving this, and that’s where coaching comes into play.

Darcy also introduces the Thoughtfully Fit framework, a tool to help salespeople navigate challenges and setbacks with resilience. 

In this episode, you’ll learn:
1. Why Conflict is Key to Success – Learn why thoughtful disagreement is essential for innovation and success.
2. Strategies for Managing Team Dynamics - Find out how assigning team roles based on individual strengths boosts productivity and collaboration.
3. The Role of Coaching in Elevating Sales Teams – Discover how coaching can transform team dynamics and improve results.

Resources:
Darcy Luoma’s LinkedIn: https://www.linkedin.com/in/darcyluoma/
Darcy Luoma Coaching & Consulting: https://darcyluoma.com/	
Thoughtfully Fit: Your Training Plan for Life and Business Success: https://www.amazon.com/Thoughtfully-Fit-Training-Business-Success/dp/0785244824

Jump into the conversation:
(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Darcy Luoma
(01:12) Characteristics of high-performing sales teams
(04:27) Embracing the growth mindset in sales
(07:09) The four stages of team development
(11:46) The Thoughtfully Fit framework
(15:24) Coaching to enhance sales performance
(18:53) Training for teamwork
(27:16) How to pivot and deal with unexpected challenges

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

Ep 094 Building High-Performance Sales Teams Through Coaching

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

Dr. Pranav Jindal, Associate Professor of Marketing at the Indian School of Business (ISB), shares valuable insights from his research on “Motivating the Frontline: Optimizing Salesforce Management and Sales Compensation.” His work explores how well-designed incentives, and a deep understanding of human behavior can significantly enhance salesforce performance.

To explore Dr. Pranav Jindal’s research in detail, click here: https://www.isb.edu/faculty-and-research/faculty-directory/pranav-jindal 

This podcast is brought to you by Global Management Consultancy. For more information, please visit www.globalmanagementconsultancy.com.

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Optimizing Sales Compensation: Research Insights from ISB’s Dr. Pranav Jindal

Manufacturer of Customer Relattionship Management Software and Marketiongh automation services

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. 

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This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.

New tracks tagged #SalesPerformance