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…
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Why do promising complex sales deals suddenly lose momentum and go nowhere? In this first of a two-part series adapted from a webinar, Mike O’Brien , Executive Vice President of Sales at Integrity Solutions , and Tom Whelan, Ph.D. , Director of Corporate Research at Training Industry, Inc. , examine the common breakdowns that cause promising sales opportunities to stall. They discuss why sellers…
If AI is everywhere in sales, why are so many teams still missing quota? In this first of a two-part series adapted from a webinar, Amara Hunt , Chief Product Officer at Integrity Solutions with a career spent at the intersection of design, data, and strategy, explores the untapped gap sitting inside most AI adoption strategies. She explains why 81% of sales teams have adopted AI while 70% of reps…
Being in the room is only half the battle. Knowing how to ask the right questions is what turns that access into strategic influence. In the second part of this two-part series adapted from a webinar, Amanda Ervin , Senior Learning and Performance Consultant at Integrity Solutions , and Michelle Dillon , a healthcare industry veteran with more than 24 years of experience in sales, clinical, and…
Trust gets clinical specialists in the room. Strategic influence is what helps them create greater impact once they are there. In this first of a two-part series adapted from a webinar, Amanda Ervin , Senior Learning and Performance Consultant at Integrity Solutions , and Michelle Dillon , a healthcare industry veteran with more than 24 years of experience in sales, clinical, and training roles,…
Knowing the rules and doing the right thing are not the same thing, and that gap is where the real risk lives. This is part 2 of a two-part series adapted from a previously recorded webinar, where Jack Haworth , financial services executive and bank compliance consultant with over 25 years of experience, picks up where part one left off and gets into the how. Jack and Hayley Parr dig into what it…
Compliance programs can check every box, but they cannot guarantee that people will do the right thing under pressure. This is part 1 of a two-part series adapted from a previously recorded webinar, where Jack Haworth , financial services executive and bank compliance consultant with over 25 years of experience, explores why the gap between compliance knowledge and ethical behavior is one of the…
AI can make sales more efficient, but it cannot replace the emotion, judgment, and trust that drive real buying decisions. In part two of this series, Amara Hunt , Chief Product Officer, and Amanda Ervin , Senior Learning & Performance Consultant at Integrity Solutions , go deeper into the human side of selling in the age of AI. Their conversation explores why buying decisions are never purely…
AI can make sales faster, but it cannot replace the trust that drives real buying decisions. Amara Hunt , Chief Product Officer, and Amanda Ervin , Vice President, Senior Learning & Performance Consultant at Integrity Solutions , dig into what selling looks like as AI becomes part of everyday sales work. They explore where AI genuinely helps, from research and note taking to proposal support and…
Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble. In this conversation, Lindsay Rios , Fractional CRO at Luminetics , shares how intentional revenue-building is the key to long-term success. She explains why focusing on purpose, operational rigor, and clarity is crucial for scaling a business without falling into the trap of accidental growth.…
Confidence matters in revenue, but ego is where performance starts to slip. In this conversation, Mike Head , CRO at PartnerStack , explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal. He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset that…
Integrity is the foundation of trust and success in today’s selling environment. Brian Snader , Vice President of Client Development at Integrity Solutions , joins host Hayley Parr to discuss why integrity matters more than ever in 2026. Brian emphasizes how integrity is about doing the right thing, having sound moral principles, and fostering trust within organizations and sales teams. He…
Brand clarity is what turns frantic activity into focused growth. Cate Hollowitsch , Fractional CMO and Principal Consultant at Relevents Group , joins host Hayley Parr to explain why go-to-market strategy should start with brand. Cate discusses how a clear brand foundation helps teams avoid the "spray and pray" approach and ensures alignment across departments. She breaks down the nine essential…
Sales strategies that worked in the past are no longer enough in today's rapidly evolving market. By the time a buyer engages with a sales team, they’ve often already made up their mind. So how do you break through the noise and stand out in a crowded, info-overloaded world? Em Holldorf , Director of Demand Generation at Integrity Solutions , joins host Hayley Parr to explore how sales teams can…
This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who helped shape the show from the start. In this…
Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks. Jess Rose , the newly hired Director of Revenue Operations at Integrity Solutions , joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with the company, she is already bringing clarity to…
Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back , featuring Shawn Young , Senior Director of Global Training and Education at AtriCure . He shares the real pitfalls that hold sales…
Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it. This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams , where host Hayley Parr pulls together the most powerful moments and…
Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day. In this episode, Donna Horrigan and Patty Gaddis , seasoned sales leaders at Integrity Solutions , share how their defining moments shaped not only their careers but their approach to leadership,…
Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise. Brad Farris , executive leadership coach at Anchor Advisors , shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadership, how…
Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive. Gearoid Cox , founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top performers benefit from revisiting fundamentals, how…
True sales success is about growth, intentionality, and staying true to your values. Jacob Hicks , sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with personal…
You can beat the competition. You can’t survive confusion. Garin Hess , founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized…
Effective communication under pressure isn’t just a sports skill, it’s a sales advantage. Jen Mueller , longtime sports broadcaster and founder of Talk Sporty to Me , has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be…
Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. Brad Jung , Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments , reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in sales has shifted from simply pushing products…
Building authentic connections through marketing is more important than ever, especially in an age of automation. Em Holldorf , Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective marketing, especially when resources are tight.…
Connecting with others through a screen isn't easy, but it’s now essential. Lauren Deal , former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals can adapt the same mindset to connect more deeply…
Creating a culture of coaching and leading with purpose can transform both people and businesses. Danita High , Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal growth,…
Emotional intelligence shapes how top performers lead and sell. Chuck Karvelas , longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations.…
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.…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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,…
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…
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…
