Stories are one of the most powerful tools in a salesperson’s toolbox.

Here’s why:

- Stories are 22 times more memorable than a series of facts or bullet points.
- Stories tap into emotions in a way that pulls people in.
- Stories create instant connection, turning strangers into friends.

In this conversation, author, speaker, and consultant [Matthew Dicks](https://www.linkedin.com/in/matthew-dicks-84a95711/) returns to the show to share the power of storytelling in sales. He explains the science behind storytelling, highlights the need for humor in business, and discusses how to effectively engage your audience.

Press play to learn how to tell stories in a way that creates connections, makes you memorable, and ultimately boosts sales.

Additional Resources:

- Matthew on LinkedIn: https://www.linkedin.com/in/matthew-dicks-84a95711/
- Follow Matthew on Twitter: https://twitter.com/matthewdicks 
- Matthew’s Website: http://www.matthewdicks.com/
- Matthew’s Book: [Story Worthy](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1?keywords=storyworthy+matthew+dicks&qid=1670615620&s=books&sprefix=Story+Worthy+matthew,stripbooks,100&sr=1-1](https://www.amazon.com/Storyworthy-audiobook/dp/B07GT7BMJV/ref=sr_1_1)
- Mental Selling Episode 49 – How to Tap Into the Productivity Mindset(https://www.integritysolutions.com/resources/podcast/ep-049-tap-into-productivity-mindset/)

Ep 062 The Power of Storytelling in Sales

Sales is an emotional roller coaster. It comes with high highs and low lows, rejection, triumphs, and everything in between. Success requires the ability to focus on what you can control in the midst of everything you can’t.

Mary Browning is one of those resilient people. She’s an experienced sales leader who's passionate about empowering others and believes she's only as good as the team she leads. She's currently VP of Sales at StarLifter, and she's dedicated to helping more women earn roles in sales management.

In this conversation, Mary emphasizes the importance of curiosity and resilience in sales and shares her perspective on how to handle difficult situations. She shares how salespeople can learn from both wins and losses, and how to maintain a curious attitude when faced with tough decisions in the industry. She also discusses sales from the perspective of a leader, sharing how to build strong relationships and effectively coach team members to create a healthy, successful culture.

Additional Resources:

- Mary on LinkedIn: https://www.linkedin.com/in/maryej/
- Follow Mary on Twitter: https://twitter.com/marybjolly 
- Learn more about StarLifter: https://www.starlifter.io/

Ep 063 Developing Resilience as a Salesperson

When Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed!

Sales can be rewarding IF you're passionate about negotiating, problem-solving, and creating client relationships. With these attributes, you not only help your clients excel in their business, but you're also making a significant impact on your colleagues' success.

In this episode, Chantel shares advice for navigating complex dynamics in sales and the power of finding a community of like-minded individuals.

Chantel founded Sistas In Sales in 2017, the first and only global organization serving women of color in sales, out of a determination to build a community where diversity is celebrated and underrepresented talent is found and recognized. Today, Sistas in Sales is transforming lives, providing opportunities, and making sales a better place its more than 8,000 members.

She emphasizes the importance of building a supportive community and highlights the need for intentional efforts from companies to attract and retain more diverse talent in sales. Chantel also shares insights into the changing dynamics of the buying journey, and the significance of curiosity and passion in successful selling. Lastly, she discusses the impact of providing validation, opportunities, and resources for her members, contributing to a more inclusive and empowered sales community.

What to listen for:
[1:19] - Chantel's journey into sales and her assumptions (and misassumptions) about sales as a profession
[3:35] - What salespeople need around them to succeed and avoid imposter syndrome  
[04:50] - Intangibles that set successful salespeople apart
[7:24] - Chantel's unwritten rules in sales 
[9:52] - The shifting buyers' journey and how to better meet customer expectations
[11:23] - Asking tough questions, being genuinely curious and overcoming objections as ways to solve problems 
[14:02] - Having genuine belief and interest in the products and services you sell
[16:40] - The motivation and goals for starting Sistas in Sales and how it evolved 
[21:36] - Reasons minorities are still so underrepresented in sales and sales leadership  
[23:58] - Advice for women of color getting into (or considering getting into) sales 
[28:24] - Going from good intentions to action in attracting (and retaining) diverse sales teams
[29:24] - The best advice Chantel ever received 
[30:03] - Better preparing future sales leaders and what makes great sales leaders 
[33:15] - Empathy, feedback, and importance of the humanity in leadership

Chantel sheds light on the challenges faced by (and opportunities for) underrepresented groups- especially women of color- in sales. She explores the significance of representation and role models in executive sales positions and the need for providing equal opportunities for success. 

Additional Resources:
- Chantel on LinkedIn: https://www.linkedin.com/in/chantelgeorge
- Follow Chantel on Twitter: https://twitter.com/ChantelCreates 
- Learn more about Sistas in Sales: http://sistasinsales.com/

Ep 064 Unwritten Rules and Intangibles to Thrive in Sales

Both coaching and mentoring focus on growth, with the intention of achieving individual and organizational goals. 

It’s important to keep in mind, however, the distinction between the two that often goes overlooked.

Loren Margolis, an Executive Coach, Founder of TLS Leaders, Forbes Contributor, and Faculty for the State University of New York, partners with global organizations to develop their leaders while building inclusive cultures. Over the years, Loren has helped senior leaders deepen their professional capacity so they can tackle greater challenges, and grow themselves within their organization.

In this episode, Loren explores the disparities and similarities between coaching and mentoring, highlighting how they are often misconceived as synonymous. It’s important to understand the differences between the two, as she believes for individuals, one is better than the other. She also touches on the concept of micro-moments—instances in which we may unknowingly find ourselves engaged in either coaching or mentoring—and ways to make sure you’re employing the right method.

Loren’s LinkedIn: https://www.linkedin.com/in/leadership-expert 
Follow Loren on Twitter: @LorenMargolis
Learn more about Loren: https://trainingandleadership.org

Mental Selling Podcast

Ep 066 Creating a Culture of Coaching and Mentoring in Sales

Join Myke Connolly and John Sortino on the Marketing and Cupcakes Podcast as they dive into the world of features and benefits in marketing. Discover how understanding this essential concept can transform your marketing strategy, whether you're selling fitness trackers, salon services, or furniture. Learn from real-world examples and gain insights to craft compelling messages that resonate with your audience. If you're ready to take your marketing to the next level, this episode is a must-listen!

Episode 17: The Art of Features and Benefits in Marketing

It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's collective wisdom and diverse perspectives. 

Diana Gurwicz is a core team member for Leadership Strategies Inc., the global leader in facilitation services and training, and the founder of Acrux Consulting LLC. With more than 20 years of consulting and facilitation experience, Diana Gurwicz has helped clients worldwide in varying industries improve their performance, invigorate their organizations, and streamline their processes to win and change the game in their respective environments.

In this conversation, Diana discusses the critical aspects of leadership, including coaching for individual visions, cultivating strategic thinking, and the often-overlooked skill of managing up. She also touches on the pivotal role of customer perception in branding and the importance of team-based selling. She emphasizes that sales success isn't the result of individual efforts alone but a collective endeavor that requires relationships and collaboration of diverse expertise.

Resources:
Diana’s LinkedIn: https://www.linkedin.com/in/dgurwicz
Follow Diana on Instagram: @dianagurwicz
Learn more about Diana: https://acruxconsult.com

Ep 067 Shifting Mindsets for Team-Based Selling

How do you move from a culture of ‘doing’ to a culture of learning that benefits employees and creates an impact that your customers see and feel? 

In this episode, Katie Anderson joins and discusses the difference between managing and coaching, stressing the need for leaders to take a proactive role in helping individuals overcome obstacles and uncover their full potential. She also touches upon the art of unburdened leadership, wherein leaders focus on guiding and supporting their team members instead of taking on all the tasks themselves. Hence, leaders must let their team members try things independently and learn from their mistakes. 

Katie Anderson, Founder of Katie Anderson Consulting, is an internationally recognized Leadership Coach, Consultant, Author, and Professional Speaker with over 20 years of experience supporting change and improvement in organizations across various industries. Katie feels leaders will find more success by empowering their people instead of focusing more on the result – whether that’s customer satisfaction or rising sales numbers. This includes investing in their learning, allowing them to experience failure, making them own up to their responsibilities, and, eventually, benefiting from an efficient and confident workforce that delivers customer satisfaction and less burdensome leadership.

Resources:
Katie’s LinkedIn: https://www.linkedin.com/in/kbjanderson/ 
Follow Katie on Twitter: @kbjanderson 
Learn more about Katie: https://kbjanderson.com/

Katie's new podcast, Chain of Learning will launch on November 1.  Check out the website here - www.ChainOfLearning.com - and the trailer on ​​Transistor, Apple Podcasts, and Spotify. 541699

Ep 068 Transforming Sales Teams Through a Culture of Learning

In the world of sales, instead of just dreaming about the result, pay more attention to doing each step well. Success isn't just about reaching the goal. It's more about doing each part of the process the best you can.  

In this special episode, host Will Milano takes a reflective journey through the standout moments and insights garnered from a year's worth of engaging discussions with different guests on the Mental Selling podcast. He revisits the episodes that have resonated most with the audience and highlights the key takeaways that amplify the essence of successful sales strategies, from the significance of embracing a mindset rooted in productivity and storytelling to unlocking the power of humor and mindfulness. 

Resources:
Will on LinkedIn: https://www.linkedin.com/in/willmilano/ 
Integrity Solution’s New Book: https://www.integritysolutions.com/listen-to-sell/

Mental Selling

Ep 073 Mental Selling Year-End Reflection

The true mark of a leader in sales is revealed not during times of ease but in times of challenges. In these moments, effective sales leaders showcase their ability to adapt, communicate, and inspire their teams to overcome obstacles. The challenges become tests of the leader's skills and opportunities for growth and the forging of a more resilient and successful sales team.  

In this Mental Selling conversation, John Baldoni discusses the critical aspects of effective leadership in sales and emphasizes the importance of aligning the team with the company's mission, vision, and values to build trust. John delves into the challenge of making these guiding principles more than words on a wall and highlights the need for leaders to live and breathe them into their actions. The conversation touches upon the role of leaders in promoting positive behavior change, enabling purposeful leadership, and coaching individuals to perform at their best. He also shares insights on how salespeople can focus on being better, learn from failures, and maintain composure in challenging situations. 

In this episode, you’ll learn: 

- The importance of striving for continuous improvement
- How to demonstrate grace under pressure
- The power of adversity

John Baldoni is an internationally recognized keynote speaker and author of 16 books that have been translated into ten languages. John provides performance-based coaching that leverages positive behavior change, enabling individuals to lead more purposefully and with greater grace under pressure. He focuses on what it takes to lead with compassion, commitment, and courage. John also provides executive advisory services related to vision, strategy, change, communications, and people development.  

Resources:

Follow John on LinkedIn: https://www.linkedin.com/in/jbaldoni/
Follow John on X: https://twitter.com/JohnBaldoni
Learn more about John: https://www.johnbaldoni.com/
John’s Books: Grace Under Pressure: Leading Through Change and Crisis

Ep 077 Maintaining Grace Under Pressure in Sales

Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself... 

Mike Esterday and Derek Roberts are both sought-after coaches and leaders in sales performance improvement. Mike is CEO of the industry-leading sales training firm, Integrity Solutions. Derek is Chief Executive of Roberts Business Group and an Executive Partner of Integrity Solutions. Together, they have co-authored the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performance. 

In this episode, part 1 of a special series, Mike and Derek speak about how acknowledging the importance of listening can significantly improve sales performance. They also discuss the role of self-awareness and emotional intelligence in sales and how one's confidence, attitudes and beliefs directly impact how a salesperson interacts with customers. 

In this episode, you’ll learn: 

- The importance of active listening, which includes hearing what the customer is saying and paying attention to their underlying needs.
- The significance of emotional intelligence in navigating difficult conversations, handling objections, and building rapport with customers.
- Effective sales is about creating value for customers by understanding their concerns and providing solutions that address their needs.

Resources:

LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/ 
Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ 
Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ 

Jump into the conversation:

[02:14] The Role of Today's Salespeople in the Buyer's Journey
[05:19] Why Selling Is More Than Just Listening to Customers
[07:33] The Impact of a Negative View of Selling
[11:25] The 3 Key Conversations To Be Successful in Sales
[14:57] Selling Is a Noble Profession

The Power of Listening in Sales - Part 1 in Mental Selling’s Listen to Sell Series

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

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

Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach. 

Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for this part 3 of Mental Selling’s special series.  

In this conversation, Mike and Derek discuss the importance of active listening, understanding, and building rapport in the sales process. They emphasize that professional selling is not about dominating the conversation with a scripted pitch but rather about genuinely understanding the customer's needs and concerns. Mike and Derek advocate for a sales approach grounded in attentive listening, keen observation of body language, and the ability to discern the unspoken cues that reveal the customer's true motivations. In essence, the exchange between Mike and Derek serves as a reminder that successful salesmanship hinges on the ability to listen, understand, and empathize with customers. By prioritizing these foundational principles over aggressive tactics, sales professionals can forge meaningful connections and address customer needs more effectively.

Resources:

LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance https://www.integritysolutions.com/listen-to-sell/ 
Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ 
Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ 

 In this episode, you’ll learn: 

The need for salespeople to prioritize listening attentively to customers, observing their body language, and discerning unspoken cues to understand their true motivations.

The importance of balancing confidence and humility allows sales professionals to establish credibility and trust with their customers.
The significance of approaching every sales interaction with a sincere intention to add value to customers.

Jump into the conversation:

[01:12] Listening People into Buying
[03:49] Selling Requires Discipline
[06:23] Navigating Complex Sales
[12:41] Adding Value vs. Values-Based Selling in Sales
[15:32] The Power of Confidence
[16:30] The Art of Pre-Call Planning

Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series

Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential.


Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for part 4 of Mental Selling’s special series.


In this conversation, Mike and Derek shed light on the existing challenges and misconceptions surrounding coaching and how it enables sales leaders to inspire greatness in their teams. They emphasize the importance of shifting the mindset of sales leaders to one that views coaching as a means of unlocking individual potential and driving collective success. Mike and Derek believe that through effective coaching, sales leaders can create an environment where team members feel valued, supported, and empowered to achieve greatness.

In this episode, you’ll learn: 
The role of coaching and how it provides a vantage point for salespeople to see aspects of their performance they may miss on their own.
Why effective coaching entails active listening, asking probing questions, and refraining from providing all the answers.
Why coaching should be provided to all team members as part of their growth and development rather than focusing on those who are struggling.

Resources:
LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/
Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ 
Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/

Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series

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 is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements.

In this conversation Paul Fuller, Chief Revenue Officer with Membrain, talks about the importance of sales being a blend of art and science and emphasizes that successful salespeople prioritize integrity and genuine relationships over aggressive tactics. Paul also highlights the critical role of mindset in sales success, stressing the need for continuous learning and personal development. Join us as we learn from Paul's insights on sales, leadership, and the profound impact of empowering others to succeed in the dynamic world of business.

 In this episode, you’ll learn: 

Sales is a blend of art and science, relying on human relationships and technological tools to nurture and enhance these relationships. Technology should enhance, not replace, human interactions and sales strategies.
Building servant leaders who embody discipline, integrity, and innovation is crucial to changing negative perceptions of sales. Mastering mindset is foundational for optimizing skill set and tool set effectiveness.

Coaching should build mutual accountability and provide value to sales professionals. It should help others discover their "why" or purpose and stay motivated and focused on continuous improvement.

Jump into the conversation:

[02:22] Debunking Sales Misconceptions
[05:48] Elevate the Sales Profession 
[09:40] How to Strategically Recruit and Develop Sales Talent 
[12:43] Renewing Mindset in Sales
[18:53] Avoiding the "Quick Fix" Mentality in Sales Enablement 
[20:54] Real Intelligence vs. Artificial Intelligence 
[24:10] The Importance of Meaningful Connection 
[27:25] Mutual Accountability in Sales
[29:37] What's Your Purpose? 

About Paul Fuller: 
Paul Fuller is a husband, father, and dedicated advocate for elevating the sales profession. His passion for empowering sales professionals stems from a deep belief in the impact of effective sales strategies on organizational growth. Through Membrain.com, Paul is reshaping the landscape of B2B CRM solutions by emphasizing technology, service, leadership, and strategic guidance. Membrain.com provides tools and insights that enable sales teams to thrive in today's competitive environment. 

Connect with the guest:
Paul on LinkedIn: https://www.linkedin.com/in/psfuller/ 
Paul on X: https://x.com/membrain_com 
Membrain website: https://www.membrain.com/ 
The Art & Science of Complex Sales Podcast: https://open.spotify.com/show/73MtTJI3j5tsO51kr08XgK 

Connect with the host:

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

Ep 085 The Blend of Art & Science that is 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

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!

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