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

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

In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Pat Hurley, VP & GM of the Americas at Acronis, for a deep dive into the mindset and resilience needed to succeed in today’s competitive sales landscape.

Learn how top sales professionals stay focused on what they can control, build lasting credibility, and maintain persistence through challenges. Pat shares his insights on why mental resilience, discipline, and attitude are key differentiators in sales, and how adopting the right mindset can drive long-term success.

The episode also explores the power of passion, preparation, and trust-building in sales conversations, as well as strategies to navigate setbacks and avoid the pitfalls of transactional selling.

Tune in for practical advice, leadership insights, and a candid discussion on what it takes to develop a winning sales mindset.

44. Sales Mindset & Resilience: How to Stay in the Game and Win

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

In this deeply personal and transformative episode of Inside Personal Growth, host Greg Voisen interviews Luke Lunkenheimer — founder of Paid to Persuade. Luke’s journey is nothing short of cinematic: from a small-town football dreamer to a six-figure car salesman in his teens, to a painkiller addiction that spiraled into a bank robbery and prison sentence. But it’s what happened after rock bottom that makes his story truly powerful.

Luke shares how hitting his lowest point forced him to trade a life of “taking” for one of “giving.” He rebuilt his life, started multiple successful dealerships, and ultimately discovered his real calling — helping people sell through authenticity, empathy, and connection, not manipulation.

His sales training philosophy flips the traditional model on its head, rejecting outdated pressure tactics and instead teaching the power of ruthless authenticity, emotional intelligence, and compassionate interrogation. If you’re in sales, leadership, or just passionate about personal growth, this episode is packed with insights to help you communicate with more clarity, confidence, and purpose.

Topics Covered:
-Luke’s personal journey from prison to purpose
-Why traditional sales tactics are broken
-How authenticity and empathy drive high-performance sales
-The importance of mindset, emotional intelligence, and self-awareness
-The 3 C’s of the Paid to Persuade framework: Content, Confidence, Cadence

💡What Listeners Will Learn:
-How to build unshakable confidence without relying on scripts
-Why giving value is more persuasive than trying to "close"
-How to transform your sales approach through emotional awareness
-A practical communication technique: the “Active Listening Response”
-That your personal story and why matter more than any product pitch

Our Guest, Luke Lunkenheimer:
➥https://paid2persuade.com/
➡️Instagram: https://www.instagram.com/lukelunk/
➡️Facebook: https://www.facebook.com/luke.lunkenheimer
➡️LinkedIn: https://www.linkedin.com/in/lukelunk/

Learn more about your Inside Personal Growth host, Greg Voisen:
➥ https://gregvoisen.com
➡️Instagram:  https://www.instagram.com/insidepersonalgrowth/  
➡️Facebook:   https://www.facebook.com/InsidePersonalGrowth/
➡️LinkedIn:     https://www.linkedin.com/in/gregvoisen/ 
➡️Twitter/ X:  https://twitter.com/lvoisen/

Podcast 1220: From Prison to Persuasion: Luke Lunkenheimer on Selling with Authenticity & Purpose

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!

Inside Personal Growth provides listeners with over 1000 high quality interviews featuring leading authors in the field of personal development. This online podcast program is curated with content from international experts in the art of transformation. It is our mission here to tune listeners into an audio experience that will entertain and educate to help improve every facet of their lives. 

Since 2007, Inside Personal Growth has connected people with the wisdom and resources they need to work through challenges and strengthen their internal compass on the pursuit toward wellness and mastery. Our archive features over 800+ podcasts. Each show offers insight into the minds of writers behind leading book titles. 

Visit the website to browse our archive. We hope you enjoy this important, public resource. 

Are you an author, speaker or publisher in the field of personal growth? Contact us to learn more about how to get interviewed, advertise on our site and become an affiliate member. Find more information on our website: www.insidepersonalgrowth.com

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 #salesmindset