Mental Selling: The Sales Performance Podcast
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!
- Update frequency
- every 12 days
- Average duration
- 33 minutes
- Episodes
- 121
- Years Active
- 2016 - 2025
Ep 041 More Than a Number: Establishing the Right Sales Culture
We all want to have the right people working with us.
But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping co…
00:36:22 |
Tue 13 Sep 2022
Ep 040 How Word Choices Can Make or Break Sales Conversations
Sales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific wor…
00:51:51 |
Thu 25 Aug 2022
Ep 039 Getting Under the Hood of the Sales Discovery Process
Sales is all about relationships. It’s about getting to the final result of making the deal and getting the new customer achieve their desired outcomes. But what we are too often missing is realizing…
00:54:37 |
Fri 12 Aug 2022
Ep 038 Modern Selling Practices: Using a Spear, Not a Net
If you’ve been in sales for awhile, you’ve seen all of the methods for sealing the deal.
In a modern sales environment, the sales strategies of the past (throwing a net and seeing what you can catc…
00:49:48 |
Thu 28 Jul 2022
Ep 037 Three Ways Sales Leaders can Accurately Measure Retention vs. Churn
Another day, another salesperson gone.
Lost to a toxic workplace.
Or a lack of empathy.
Or misalignment.
What if your sales team could increase retention?
What can you do to decrease churn? I…
00:44:07 |
Thu 07 Jul 2022
Ep 036 Creating the Successful and Resilient Sales Team
Your sales journey is like a book. There are different chapters for different stages and each unwritten page is just another part of the process that hasn’t happened yet.
Everyone starts their book…
00:48:55 |
Fri 24 Jun 2022
Ep 035 Sales Leadership: A Continuum of Confidence and Competence
Growing a sales team isn’t hard.
Growing a sales team that’s successful and feels comfortable in their role… now THAT'S a challenge. And it really comes back to the leadership of the team and the w…
00:41:11 |
Thu 09 Jun 2022
Ep 034 The Present and Future of Women in Sales
It’s 2022 — why is there still a gender gap in sales?
Studies definitively show diverse sales teams generate more revenue. So... what’s the hold up?
My guest today is Lori Richardson, the Founder o…
00:34:50 |
Thu 26 May 2022
Ep 033 Frictionless Selling: The Art of Going Where the Buyers Are
Customers dread being sold to. It's no different for B2B buyers than it is for anyone else.
In fact, research shows that buyers now spend only 17% of their time actually buying. Since that's often d…
00:42:19 |
Thu 12 May 2022
Ep 032 Collaborative Selling and the Future of the Customer Experience
A salesperson today is vastly different than the one you’re probably imagining right now.
It’s not all about making the sale anymore — It’s about providing a solution that will be mutually benefici…
00:55:47 |
Thu 28 Apr 2022
Ep 031 The Purpose-Driven Salesperson
Sales is one of the only professions where we allow it to be defined by the people who do it badly. Top salespeople are ones who earnestly want to improve life for their customers. When purpose drive…
01:04:23 |
Thu 14 Apr 2022
Ep 030 The Sales Mindset and Exceeding Customer Expectations
What is it that your customers truly want and value beyond the basic transaction? And what happens when companies give 'non-traditional sales roles' more responsibility for uncovering new sales oppor…
00:44:05 |
Fri 01 Apr 2022
Ep 029 Building Strong Sales Teams through Company Culture
Company culture, communication and resilience are not just an internal concerns; they also directly affect your daily interactions with clients and, ultimately, your ability to meet and exceed sales …
00:56:26 |
Thu 17 Mar 2022
Ep 028 We’re All Inside Sales Now: Flipping the Script on Sales Team Development
The handwriting's been on the wall for a while. We’re all inside sales now. Probably 10% of account executives are going back to the office after this pandemic's over.
Everyone else is selling virtu…
00:50:40 |
Thu 03 Mar 2022
Ep 027 Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus
Relationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years.
Customer relationships are no differe…
00:45:55 |
Thu 17 Feb 2022
Ep 026 Prospecting and Social Selling Strategies That Work
"Everyone acts like prospecting is binary- there's sending and not sending. It isn't. It's more than that. It's sending WELL vs. not sending well." -Ryan O'Hara
What’s the best differentiator you ha…
00:58:06 |
Thu 03 Feb 2022
Ep 025 When Top Performers Become Sales Leaders: Will vs. Skill
New sales leaders often feel as though all they do is put out fires. What they need to learn is that coaching is fire prevention.
In this episode, I speak with Kevin Eikenberry, Chief Potential Offi…
00:40:53 |
Thu 20 Jan 2022
Ep 024 The Power Of Reframing: Uncovering The Hidden Salesperson
When a liberal arts major sits down and thinks about their future career, very seldom does it include a future in sales.
But sales isn’t like it used to be — the typical salesperson today is also q…
00:26:46 |
Wed 15 Dec 2021
Ep 023 Preparing for Sales Calls and Asking Better Probing Questions for Sales
Bringing customer value through a sales approach of asking better probing questions for sales. The questions to ask on a sales call that boost efforts to build rapport with customers.
How understand…
00:17:35 |
Fri 10 Sep 2021
Ep 022 Developing the Sales Coaching Mindset in Your Sales Leaders
Top-performing salespeople- do they make great sales managers? Well, it depends...
New sales managers can struggle and stumble if they don’t address a fundamental challenge in their new job: The mi…
00:14:58 |
Fri 23 Jul 2021
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