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

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%

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/

Feedback is a powerful tool for growth, but how do you create an environment where it becomes part of the culture?

In this episode, Dan Greene, Chief Revenue Officer at Radical Candor, shares how feedback shaped his journey from flying planes in the Navy to leading high-performing sales teams at Google. He breaks down the strategies for making feedback more actionable, from real-time debriefs to fostering a collaborative approach where rank doesn’t overshadow learning. He also discusses how leaders can model trust and candor to inspire continuous improvement, and why feedback isn’t just top-down—it’s a two-way street.

In this episode, you’ll learn:

1. The secret to impactful feedback: Giving feedback an ongoing cadence accelerates team improvement and builds trust.

2. What makes great leaders stand out: Learn how to model trust, candor, and collaboration to inspire growth and connection within your team.

3. Strategies for real-time improvement: Immediate debriefs after sales calls or presentations can dramatically improve outcomes and build confidence.

Resources:

Dan Greene’s LinkedIn: https://www.linkedin.com/in/dangreene/

Learn more about Radical Candor: https://www.radicalcandor.com/

Learn more about Integrity Solutions: www.integritysolutions.com/

Jump into the conversation:

(00:00) Meet Dan Greene

(02:15) Why feedback accelerates improvement

(04:30) The debriefing process

(09:20) Real-time feedback vs. scheduled reviews

(12:10) Creating a culture of trust and candor

(14:45) How leaders model feedback behaviors

(17:00) Preparing for customer engagement

(19:35) Feedback in customer relationships

(22:10) Asking purposeful questions to drive improvement

(25:20) Overcoming fear of giving feedback

(28:15) Building trust through integrity and leadership

(31:05) Using feedback to retain customers

(34:00) Feedback as a leadership tool

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

Success in sales isn’t just about hitting numbers. It’s about creating deeper connections, building trust, and fostering a culture that drives long-term success.

In this episode, Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group and author of upcoming book Flexible Leadership: Navigating Uncertainty and Lead with Confidence, joins Mental Selling for a special 100th episode to share lessons from his 30 years of leadership expertise.

Discover how to shape a sales culture that reflects your values, enhance your listening skills to build trust, and embrace flexibility without sacrificing consistency.

In this episode, you’ll learn:

1. Success Redefined—Why sales success is about more than numbers and how aligning goals with purpose leads to deeper satisfaction and stronger results.

2. Flexibility Meets Confidence—How embracing adaptability while staying rooted in your values helps you lead effectively through uncertainty.

3. Process Goals in Action—Focusing on actionable steps and milestones drives results and builds momentum over time.

4. Listening That Builds Trust—Why active listening is a game-changer for strengthening relationships with clients, colleagues, and teams.

Resources:

Kevin Eikenberry’s LinkedIn: https://www.linkedin.com/in/kevineikenberry/

The Kevin Eikenberry Group: https://kevineikenberry.com/

Kevin Eikenberry’s Books: https://kevineikenberry.com/books/

Learn more about Integrity Solutions: www.integritysolutions.com/

Jump into the conversation:

(00:00) Meet Kevin Eikenberry

(06:08) Redefining success in sales beyond quotas

(20:33) Why consistency is key to achieving goals

(22:44) Shaping a thriving sales culture through shared values

(28:04) Building trust by enhancing listening skills

(31:50) Breaking the habit of interrupting and becoming a better communicator

(36:30) Helping customers connect the dots in problem-solving

(40:56) Managing stress and avoiding burnout while achieving ambitious goals

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

Sales is more than just closing deals. It’s about the journey, the connections made, and the lessons learned along the way.

In this special year-end episode, host Will Milano looks back at the most impactful conversations of 2024 on Mental Selling, highlighting the episodes and ideas that shaped a year of growth and discovery.

From uncovering the power of purpose-driven selling to navigating workplace conflict and fostering authentic relationships, this reflection brings together the strategies and stories that have resonated with sales professionals everywhere. Will revisits the key takeaways from guests who brought fresh perspectives to the art of selling and shares what these insights mean for the future of sales.

In this episode, you’ll learn:

1. How to build trust through authentic communication: Active listening and showing genuine care in every interaction lay the groundwork for trust and credibility with clients and colleagues.

2. Strategies for embracing conflict: Healthy conflict with clients or coworkers can lead to better solutions, stronger relationships, and a reputation for integrity.

3. Using confidence to fuel success: Confidence isn’t just about what you sell—it’s about knowing your value as a salesperson and creating meaningful connections through authentic selling.

4. Mastering the art of proactive engagement: Engaging early in the buyer’s journey helps you frame problems and position yourself as a trusted advisor, creating more predictable and successful outcomes.

Resources:

Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: www.listentosellbook.com

Learn more about Integrity Solutions: www.integritysolutions.com/

Jump into the conversation:

(00:00) Introduction

(01:02) The core themes of 2024

(03:37) Lisa Earle McLeod on purpose-driven selling

(05:25) William Vanderbloemen discusses habits of standout sellers

(07:36) Meshell R Baker on confidence and value-first selling

(09:58) Liane Davey on effective conflict resolution in sales

(12:06) Matt Heinz shares strategies for engaging modern buyers

(14:13) Allison Shapira on using authenticity to build trust in sales

(15:56) Closing reflections and looking ahead to 2025

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

Sales is an unpredictable profession, but success comes from focusing on what you can control.

In this episode, Elizabeth Lotardo, VP of Client Services at McLeod & More, Inc., shares insights from her latest book, Leading Yourself. She provides a guide for how sales professionals can navigate ambitious targets, manage challenging workplace dynamics, and handle imperfect bosses. Elizabeth also explains how sellers can take charge of their careers by demonstrating initiative and intentionality about professional development.

In this episode, you’ll learn:

1. How to lead yourself to success — Find meaning in your role through self-leadership and build momentum in your sales career.

2. Mindset shifts that help you show up as your best self — Instead of worrying about lofty sales goals, focus your attention on actionable behaviors that can help you succeed.

3. Strategies for dealing with difficult managers — Learn to create a proactive relationship that fosters trust and autonomy with your managers.

Resources:

Elizabeth Lotardo’s LinkedIn: ww.linkedin.com/in/elizabethlotardo/

Leading Yourself: Find More Joy, Meaning, and Opportunities in the Job You Already Have: www.elizabethlotardo.com/writing

Learn more about McLeod & More, Inc.: www.mcleodandmore.com/

Jump into the conversation:

(00:00) Meet Elizabeth Lotardo

(02:22) The four qualities of self leaders

(06:07) Managing ambitious sales quotas

(09:45) How to build trust with micromanagers

(11:07) Overcoming fear and anxiety in sales

(15:48) The disagree and commit framework

(17:59) Plan your own career trajectory

(21:23) Taking ownership of your professional development

(29:14) Employee engagement vs retention

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

People don’t buy from brands they don’t trust. So how can you build the trust that drives sales?

David Horsager, CEO of the Trust Edge Leadership Institute, shares why trust is the ultimate driver of sales success. With insights from his book Trust Matters More Than Ever, David explains the eight pillars of trust and how to build it at every touchpoint. In this episode, you’ll hear how to avoid the common mistakes that break trust and practical tips about genuinely connecting with your team and prospects.

In this episode, you’ll learn:

1. Trust as a Sales Foundation — Why trust is the core factor in successful sales, influencing everything from client relationships to team dynamics.

2. The Power of Consistency — How small, consistent actions outperform occasional big wins and build lasting credibility with clients.

3. Authenticity Over Perfection — Why being genuine in your sales interactions creates stronger, trust-based connections with prospects.

Resources:

David Horsager’’s LinkedIn: https://www.linkedin.com/in/dhorsager/

Trust Edge Leadership Institute: https://trustedge.com/

Trust Matters More than Ever: 40 Proven Tools to Lead Better, Grow Faster & Build Trust Now!: https://davidhorsager.com/books/

Jump into the conversation:

(00:00) Meet David Horsager

(02:01) Sales is always about trust

(06:56) People trust clear messaging

(11:00) Remove distractions to connect with prospects

(13:10) The 8 pillars of trust

(15:36) How to demonstrate integrity and good character

(19:32) How to repair trust when it’s been broken

(23:48) Building trust within your team

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

LinkedIn has evolved beyond being just a digital resume for job hunting. It’s now a powerful tool for building your personal brand.

Natasha Walstra, Founder and CEO of NearPoint Strategies, shares how sales professionals can leverage online platforms to build trust, connect with prospects, and increase sales. She shares her own journey, from struggling as an introverted salesperson to becoming a credible thought leader in her industry by building a strong online presence.

In this episode, you’ll learn:

1. Beyond Surface-Level Personalization — Why superficial outreach in sales just doesn't cut it, and how deeper personalization can help you connect better with prospects.

2. Mastering LinkedIn Consistency — The essential role of LinkedIn in building your personal brand, and how consistency is key to doing that.

3. Embracing Empathy and Integrity in Sales — How understanding your prospects helps build long-lasting relationships and trust.

Resources:

Natasha Walstra’s LinkedIn: www.linkedin.com/in/ndwalstra/

NearPoint Strategies: www.nearpointstrategies.com/

Jump into the conversation:

(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Natasha Walstra

(01:55) Natasha's journey into sales

(06:37) Benefits of being an introvert in sales

(08:22) How to create your personal brand

(12:58) Authentic selling and thought leadership

(16:16) Building credibility through a strong online presence

(23:23) Mistakes salespeople make when using LinkedIn

(29:11) The importance of empathy and integrity in sales

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

How can sellers stay relevant in this digital age?

Shama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can adapt. Since 95% of potential clients aren’t actively ready to buy, staying top-of-mind is more important than ever. Shama shares strategies for building a personal brand and fostering trust through consistent, value-driven engagement.

Sellers might be tempted to use tactics that offer quick wins, but Shama believes every effort should focus on building long-term relationships in today’s buyer-driven market.

In this episode, you’ll learn:

1. The Modern Buyer Journey — How buyer behavior has drastically changed in the digital age and how buyers conduct extensive research before ever engaging with sales.

2. Branding and Trust Over Sales Pitches — These are crucial in modern sales because consumers value credibility over mere product features.

3. Sales and Marketing Synergy — While marketing focuses on long-term buyer education, sales should efficiently handle the final stages of the buying journey.

Resources:

Shama Hyder’s LinkedIn: https://www.linkedin.com/in/shamahyder/

Shama Hyder’s X: https://x.com/Shama

Zen Media: https://zenmedia.com/

Jump into the conversation:

(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Shama Hyder

(03:23) Nurture customer relationships early

(07:32) The 95-5 Rule

(11:51) Different motivations for B2B and B2C buyers

(15:27) Distribution and visibility for sales success

(22:12) Misconceptions about sales enablement and ABM

(26:44) “Build your brand before you need it”

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