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/

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/

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/