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!

Mental Selling: The Sales Performance Podcast is a business podcast hosted by Unknown Host, with 0 episodes on record and a Required Pod Score of 83. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Unknown Host hosts Mental Selling: The Sales Performance Podcast, a business show with 0 episodes published.

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  Episode #142

  EP 138 Building Momentum in Complex Sales with Mike O’Brien and Tom Whelan, Ph.D

  Aug 20, 202629 min

  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 can mistake a responsive, enthusiastic contact for someone with real decision making influence, and how that mistake can leave them restarting the sales process when the right stakeholders finally enter the conversation. Mike and Tom also explore why leading with product features can make even a polished sales conversation irrelevant to the buyer, and why sellers need to connect capabilities directly to business problems and desired outcomes. Finally, they unpack one of the quietest threats to a complex sale: losing momentum between meetings when next steps and commitments are unclear. In this episode, you’ll learn: Finding the Right Decision Makers: Why a responsive, enthusiastic contact may not have real influence, and how relying on one champion can stall a deal. Selling Outcomes Over Features: How connecting solutions to real business problems makes sales conversations more relevant to buyers. Maintaining Sales Momentum: Why clear next steps and consistent engagement keep complex deals from quietly stalling. Navigating Buyer Complexity: How internal alignment, procurement, and ROI questions can extend the buying process. Building the Right Sales Skills: Why sellers need deliberate practice to build the skills required to manage complex opportunities. Resources : Mike O'Brien’s LinkedIn: https://www.linkedin.com/in/execleadership/ Learn more about Integrity Solutions: https://www.integritysolutions.com/ Tom Whelan, Ph.D.’s LinkedIn: https://www.linkedin.com/in/whelant/ Learn more about Training Industry, Inc.: https://trainingindustry.com/ Jump into the conversation: (00:00) Meet Mike O’Brien and Dr. Tom Whelan (01:58) Five common breakdowns in complex sales (05:10) Why sellers connect with the wrong people (08:22) What research reveals about stalled deals (12:02) Getting access to the right decision makers (14:55) Why buyers care about outcomes over features (17:32) The proof and evidence buyers actually want (19:49) How sales momentum gets lost between meetings (22:20) Navigating longer buying cycles and buyer barriers

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  Episode #140

  EP 136 The Pit Crew Strategy Behind Clinical Sales Influence with Michelle Dillon and Amanda Ervin

  Jul 23, 202628 min

  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 training roles, dig into the practical layer of activating clinical teams as strategic partners. They explain why access to decision-makers has declined sharply, and why clinical specialists are often still the ones getting in the door. Amanda walks through a four-lane questioning framework that helps clinical specialists move from reactive support to genuine diagnostic partners, uncovering root causes instead of just fixing symptoms. Michelle closes with five concrete moves that clinical teams can use to build strategic influence, strengthen collaboration with sales, and turn trust into lasting influence. In this episode, you’ll learn: Diagnostic Questioning: Why asking questions to understand, not to sell, helps clinical specialists earn the right to influence outcomes. The Four-Lane Framework: How exploring the current state, impact, desired state, and gap builds trust before offering any solution. Root Cause Over Symptoms: Why fixing what customers truly need, not just what they ask for, creates lasting strategic value. The Five Whys: How asking why repeatedly helps clinical teams get forensic and uncover issues hiding beneath the surface. Coaching and Reinforcement: How immediate, actionable feedback can turn one good conversation into a sustained behavior change. Resources : Amanda Ervin’s LinkedIn: https://www.linkedin.com/in/amanda-ervin/ Michelle Dillon’s LinkedIn: https://www.linkedin.com/in/michelle-dillon-44b7a88/ Learn more about Integrity Solutions: https://www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Michelle Dillon and Amanda Ervin (00:41) The untapped potential in clinical teams (01:31) Why access to decision-makers keeps shrinking (05:56) Turning trust into strategic value (08:16) Why influence starts with questions, not answers (09:01) Diagnostic questioning versus box-checking (11:49) The four-lane questioning framework (22:04) Five moves to activate strategic influence (22:45) The five whys technique (23:42) Coaching, feedback, and lasting behavior change

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  Episode #138

  EP 134 Human-Centric Selling and Risk-Aware Growth with Jack Haworth

  Jun 4, 202630 min

  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 actually takes to move from rule awareness to ethical application, from building a human-centric selling culture to understanding why reinforcement is the step most organizations skip and why that omission is what keeps the compliance loop recurring. Jack makes the case that the institutions closing this gap are not the ones with the most policies on paper, but the ones where customer alignment is so embedded in how people work that it shows up automatically, in loan decisions, in coaching moments, and in the way frontline staff behave when no one is watching. This episode looks at the practical side of what risk-aware growth actually requires. Jack walks through the role AI should and should not play in judgment-heavy decisions, the signals leaders need to be looking for every day, and why turnover trends are the indicator regulators are flagging most right now. He shares a real example from his consulting work that week that captures exactly what it means to lead with integrity in a hard moment, and leaves banking leaders with one clear place to start if they want to close the gap between what their culture says it is and what their people actually experience. In this episode, you’ll learn: Human-Centric Selling in Practice: Why putting the customer in the middle of every decision is not a tagline but the most practical compliance framework a bank can have. The Reinforcement Gap: Why organizations that invest in mindset and skill set still fall short when they skip the reinforcement loop and how that omission keeps the compliance cycle repeating. AI as a Thought Partner, Not a Decision Maker: Where technology genuinely helps in compliance-heavy environments and where human judgment must remain in the driver's seat. Turnover as a Culture Signal: Why regulators are flagging employee turnover trends more than almost anything else right now and what it reveals about the health of your sales culture. Start With the Mirror: Jack's one practical step for any banking leader who wants to close the gap between what their culture claims to be and what their people actually experience every day. Resources : Jack Haworth’s LinkedIn: https://www.linkedin.com/in/jack-haworth-iii/ Jump into the conversation: (00:00) Meet Jack Haworth (01:41) Why knowing the rules is not the same as doing what is right (06:58) What human-centric selling actually means in banking (08:25) If you put the customer first will you ever make a bad decision (13:53) The reinforcement gap and why the compliance loop keeps repeating (17:55) How AI should and should not be used in judgment-heavy decisions (19:47) What healthy risk-aware growth looks like day to day (21:07) The turnover trend regulators are flagging most right now (26:11) Where to start if you want to close the gap tomorrow

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  Episode #137

  EP 133 When Compliance Meets Culture in Banking with Jack Haworth

  May 14, 202624 minS0

  <p>Compliance programs can check every box, but they cannot guarantee that people will do the right thing under pressure.</p><p>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 most pressing and underappreciated challenges in banking today. He explores where compliance programs tend to break down, from treating training as a finish line to keeping compliance siloed away from sales strategy, while making the case...

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  Episode #136

  EP 132 Why Emotion Still Wins in Sales with Amara Hunt and Amanda Ervin

  Apr 30, 202633 minS0

  <p>AI can make sales more efficient, but it cannot replace the emotion, judgment, and trust that drive real buying decisions.</p><p>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 logical, how emotion influences the way customers evaluate risk and value, and how sellers can use the GAP model to ask questions that reveal what really matters beneath the surface.</p><p>As the...

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