Mental Selling: The Sales Performance Podcast

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/

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

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

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

In this episode, you’ll learn:

1. Why the Traditional Sales Funnel No Longer Fits Every Buyer’s Journey: Hear how the buying process has become increasingly nonlinear, making it crucial for salespeople to focus on adding value at every touch point.

2. The Critical Role of Community Support and Resources for Salespeople: Learn why building a community and utilizing resources can empower salespeople, helping them tackle the pressures of their role.

3. The Increasing Complexity of Enterprise Sales: Learn why enterprise sales isn't for everyone.

Resources:

Alexine Mudawar’s LinkedIn: https://www.linkedin.com/in/alexine-mudawar/

Women in Sales: https://www.women-in-sales.com/

Jump into the conversation:

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

(05:28) The evolution of the sales profession and adapting to self-service preferences among buyers

(14:44) The mental health crisis in sales and the added challenges for women in the profession

(22:53) Navigating the challenges of enterprise sales with multiple stakeholders

(28:14) Conversations around women in sales

(32:51) Handling emotional and mental pressures in sales

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

A thriving workplace culture is the secret behind every successful sales organization. And that starts with connection. It's not just about achieving task excellence but also building relationships within your team. Yet, many sales leaders overlook this, leading to a disconnected workforce.

Michael Stallard is here to guide us through this topic. As a keynote speaker, executive coach, and author, Michael has dedicated his career to understanding the impact of connection on workplace performance.

In this episode, Michael joins host Will Milano to explain why getting the basics right—like creating a supportive and connected culture—can significantly enhance sales performance. They discuss strategies for sales leaders to meet the seven universal human needs at work, including personal growth, autonomy, and meaningful interactions. Michael also offers tips on starting meetings positively, valuing employees' voices, and aligning personnel values with organizational culture. You’ll leave this conversation understanding how powerful connections can boost your team's resilience, lower stress, and improve decision-making.

In this episode, you’ll learn:

1. The Twin Pillars of Sales Success – which means getting the basics right is key to thriving in a sales culture that marries task excellence with relationship excellence.

2. Building a Culture of Connection - intentional efforts to create a culture of connection can reduce stress, enhance decision-making, and skyrocket performance by meeting essential human needs.

3. Making the Connection Count - creating deeper connections with both colleagues and customers will build trust and resilience.

Resources:

Michael Stallard’s LinkedIn: https://www.linkedin.com/in/michaelstallard/

Get your copy of “Fired Up or Burnt Out”: https://www.amazon.com/Fired-Burned-Out-Creativity-Productivity/dp/1595552812

Connection Culture Group: https://www.connectionculture.com/

Jump into the conversation:

[00:00] Introduction to the Mental Selling podcast with host, Will Milano and guest, Michael Stallard

[03:03] Vision, Value, and Voice Framework

[04:36] Impact of Loneliness in Sales

[07:52] Importance of Listening and Asking Questions in Fostering Connections

[12:13] Types of Relational Cultures

[16:23] Seven Universal Human Needs

[24:37] Atlas Exercise for Resilience to Identify Stressors and Resilience Factors

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

Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your relationships.

In this episode, Liane Davey, an organizational psychologist and acclaimed author, joins us to reveal strategies to turn disagreements into opportunities for growth and innovation.

She shares how understanding the roles and priorities of different stakeholders can tailor your approach to conflict resolution, the importance of active listening, understanding emotional dynamics, and strategies for saying “no” to clients in a way that fosters trust and opens the door to more constructive dialogue.

In this episode, you’ll learn:

1. Leveraging networks for enhanced credibility: Liane emphasizes the importance of leveraging both strong and weak ties in your network to boost your credibility in sales. These connections can offer novel perspectives and add significant value to your sales pitch.

2. Active listening and emotional understanding: In sales interactions, active listening and understanding the emotions, values, and beliefs of your customers are crucial for building trust and effectively communicating your message.

3. Healthy conflict for better decisions: Embrace healthy conflict in sales and leadership to help customers make better buying decisions. Reframe conflicts by focusing on advocating for the customer's needs rather than pushing your own agenda.

Jump into the conversation:

[00:00] Introductions

[01:31] Why healthy conflict is a good thing

[06:18] Why sales leaders should have coaching conversations about conflict

[09:39] Strategies on how to say “no”

[12:35] How to become more persuasive as a salesperson

[21:33] The power of becoming more credible

[26:14] Techniques for building and leveraging your network

[30:32] Getting better at your strengths and bling spots

[34:27] How time management benefits productivity satisfaction reduces stress

Resources:

Liane Davey’s LinkedIn: https://www.linkedin.com/in/lianedavey/

Get your copy of “You First: Inspire Your Team to Grow Up, Get Along, and Get Stuff Done”: https://www.amazon.com/You-First-Inspire-Along-Stuff/dp/B08DFHPMR7

Liane's Guide to Conflict Management: https://lianedavey.com/guides/conflict-management/

Connect with us:

Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano

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

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

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

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

In this episode, you’ll learn:

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

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

Integrating rest and recovery into performance conversations.

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

Jump into the conversation:

[00:00] Introduction

[01:14] How Jeff got into sales

[03:56] State of mental health in sales

[09:10] The impact of mental health on sales performance

[14:03] Discerning Important v.s. Priority

[18:20] Ways salespeople can stay resilient while facing challenges

[22:15] How mindset training fits into broader sales training and development

[27:45] Hidden stressors in sales

[29:43] Self-help tools to help salespeople deal with stress

[31:41] What sales leaders tend to overlook

Resources:

Jeff Riseley’s LinkedIn: https://www.linkedin.com/in/jeffriseley

Learn more about Sales Health Alliance: https://saleshealthalliance.com/

Connect with us:

Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano

More about Integrity Solutions: https://www.integritysolutions.com/

Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales.

Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer feedback, the significance of value alignment, and the pivotal role sales teams play in delivering exceptional customer experiences.

Annette and host Will Milano explore the critical elements of customer-centric organizations, the impact of employee experience on customer satisfaction, and the need for sales teams to prioritize value-driven solutions. Listen in as she shares steps on how to grasp the voice of the customer effectively, and shares strategies to enhance your sales performance.

In this episode, you’ll learn:

1. The importance of shifting focus from just selling to building strong customer relationships and delivering exceptional customer experiences. When you prioritize these aspects, you’ll see better sales results and sustainable success.

2. Valuable insights from customer feedback, especially from lost deals. By consistently gathering and transparently sharing this feedback within your sales organization, you can uncover missed opportunities for improvement and growth.

3. Understand the value you provide to customers beyond just price competitiveness. By focusing on solving problems for customers, you can drive satisfaction, referrals, and repeat business, ultimately leading to a better sales strategy.

Resources:

Annette’s LinkedIn: https://www.linkedin.com/in/annette-franz/

Annette’s X: https://twitter.com/annettefranz

Learn more about Annette: https://annettefranz.com/

Get her book here: https://annettefranz.com/books/

Jump into the conversation:

[00:00] Introduction to Annette

[1:02] Annette’s point of view on customer centricity

[04:38] Refining your ICP or ideal customer profile

[06:15] Relationships with your marketing team

[10:33] What sales teams take for granted when it comes to the customer experience

[13:19] Gathering and applying customer feedback

[15:31] Three ways to achieve customer understanding

[17:16] Solving problems for customers as a salesperson

[18:52] The role of values alignment in customer experience and employee experience

[22:17] Fix the culture, fix the outcomes

[23:31] Annette’s top advice for salespeople

[25:34] Stressors on the employee experience that have a negative impact on customer experience

[29:44] How meeting customer's needs ties to new opportunities

What separates high performers from average salespeople? The answer is preparation.

Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way.

Paul encourages salespeople to be intentional not just with outreach but in building their sales pipeline. Being deliberate about who you approach and how you talk to prospects will make all the difference. Listen in as Paul gives specific tips on preparing for customer meetings, how to maintain resilience, and how to strategically position yourself for a promotion in the field of sales.

In this episode, you’ll learn:

1. Why you should put in effort to personalize outreach. If you do your research and offer value up front, you can stand out in a sea of generic pitches.

2. The essential role of consistency in outreach efforts. Learn how focusing on a manageable daily outreach plan with personalized touches can lead to long-term success.

3. The power of preparation in sales interactions. Find out how intentional listening and asking the right questions can elevate your sales conversations and make you a memorable and valuable partner for your prospects.

Resources:

Paul’s LinkedIn: https://www.linkedin.com/in/paulcaffrey/

Buy Paul’s Book, The Work Before the Work: https://www.workbeforethework.com/

Learn more about Paul: https://www.paulcaffrey.com/

Jump into the conversation:

[01:19] The Hidden Habits of Elite Salespeople

[05:13] Being Intentional in Sales Outreach

[10:32] Building a Consistent Sales Pipeline

[16:04] The Right Way to Prepare for Customer Meetings

[19:09] Listen and Focus on Essential Questions in Meetings

[24:02] Maintaining Resilience and Motivation in Sales

[27:33] Planning Your Sales Career and Promotion

Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us how to do just that.

Doug Dvorak is not your average sales expert – he's the founder of the Sales Coaching Institute, a seasoned professional in sales, digital marketing, and motivation, and a master at solving big business problems. His insights are sought after by top organizations looking to revolutionize their sales strategies and cultivate high-performing sales teams.

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

In this episode, you’ll learn:

The importance of building trust with customers through research, preparation, and authenticity

How sales digitization and leveraging technology is a fundamental investment for success

Why a magnetic sales culture attracts and retain high-performing salespeople

Resources:

Learn more about Doug: dougdvorak.com

Doug’s LinkedIn: https://www.linkedin.com/in/doug-dvorak/

Doug’s Twitter: https://twitter.com/salescoach1064

Doug’s Books: Developing Executive Presence (The Essential Skills to Sell to the C-Suite), A Sales Leader’s Guide to Success, The Sales Coaching Playbook, A Sales Leaders’ Playbook, The Masters of Success

Jump into the conversation:

[00:00] Introduction to Mental Selling

[01:41] Misconceptions the Sales’ Mindset

[05:16] Building Trust and Rapport with Customers

[09:29] Mentorship and Structured Onboarding for Sales Professionals

[14:19] Selling into Small and Medium-Sized Businesses (SMBs)

[17:27] Strategic Use of Technology in Sales

[18:48] Developing Executive Presence and Understanding Business Drivers

[22:19] Creating a Magnetic Sales Culture

[35:27] Elevating Sales Performers into Leadership Roles

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/

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/