Mental Selling: The Sales Performance Podcast
Episodes
Ep 036 Creating the Successful and Resilient Sales Team
24 Jun 2022
Contributed by Lukas
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 ...
Ep 035 Sales Leadership: A Continuum of Confidence and Competence
09 Jun 2022
Contributed by Lukas
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 re...
Ep 034 The Present and Future of Women in Sales
26 May 2022
Contributed by Lukas
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 hol...
Ep 033 Frictionless Selling: The Art of Going Where the Buyers Are
12 May 2022
Contributed by Lukas
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...
Ep 032 Collaborative Selling and the Future of the Customer Experience
28 Apr 2022
Contributed by Lukas
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 ...
Ep 031 The Purpose-Driven Salesperson
14 Apr 2022
Contributed by Lukas
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 imp...
Ep 030 The Sales Mindset and Exceeding Customer Expectations
01 Apr 2022
Contributed by Lukas
What is it that your customers truly want and value beyond the basic transaction? And what happens when companies give 'non-traditional sales roles' m...
Ep 029 Building Strong Sales Teams through Company Culture
17 Mar 2022
Contributed by Lukas
Company culture, communication and resilience are not just an internal concerns; they also directly affect your daily interactions with clients and, u...
Ep 028 We’re All Inside Sales Now: Flipping the Script on Sales Team Development
03 Mar 2022
Contributed by Lukas
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 th...
Ep 027 Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus
17 Feb 2022
Contributed by Lukas
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 ag...
Ep 026 Prospecting and Social Selling Strategies That Work
03 Feb 2022
Contributed by Lukas
"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." -R...
Ep 025 When Top Performers Become Sales Leaders: Will vs. Skill
20 Jan 2022
Contributed by Lukas
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 ...
Ep 024 The Power Of Reframing: Uncovering The Hidden Salesperson
15 Dec 2021
Contributed by Lukas
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 u...
Ep 023 Preparing for Sales Calls and Asking Better Probing Questions for Sales
10 Sep 2021
Contributed by Lukas
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...
Ep 022 Developing the Sales Coaching Mindset in Your Sales Leaders
23 Jul 2021
Contributed by Lukas
Top-performing salespeople- do they make great sales managers? Well, it depends... New sales managers can struggle and stumble if they don’t addre...
Ep 021 Sales Performance in Boom Times: Are you ready?
06 May 2021
Contributed by Lukas
Most economic indicators point to a strengthening economy, now that the pandemic is beginning to wane with the widespread rollout of vaccines. That be...
Ep 020 Sales Strategies Snapshot: Thriving In The New Digital Economy
16 Feb 2021
Contributed by Lukas
As the COVID-19 pandemic crosses the one year marker, what’s working today for sales teams — and what innovative sales strategies are connecting w...
Ep 019 Challenging Times: Shifting Your Leadership Style
30 Sep 2020
Contributed by Lukas
How one leader's experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Fi...
Ep 018 Virtual Training: Here's How to Step-Up Your Game
14 May 2020
Contributed by Lukas
Most organizations are quickly coming around to the view that virtual training is a must-have — given its obvious benefits. You might be relatively ...
Ep 017 Finding Sales Opportunity During Adverse Times
23 Apr 2020
Contributed by Lukas
In adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem so...
Ep 016 Unmasking and Defeating Assumptions That Harm Sales Organizations
31 Mar 2020
Contributed by Lukas
Technology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on si...
Ep 015 Leading Without Authority: Quiet Influence on Teams, With Customers and in Flat Organizations
18 Sep 2019
Contributed by Lukas
What’s the art of quiet influence — and how can you excel at it? Learning how to exercise influence is vital in many work situations today — on ...
Ep 014 Sales Enablement: Maximizing Your Investment
14 May 2019
Contributed by Lukas
Sales enablement is one of the biggest- but also more confusing- buzz words in business today. Many sales leaders clamor to add a stream of data, cont...
Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance
17 Oct 2018
Contributed by Lukas
Most sales managers claim to value coaching- yet most don't do it rigorously, effectively and in many cases at all. What's behind the disconnect? New ...
Ep 012 The Selling Skill that Will Better Connect You with Customers
14 May 2018
Contributed by Lukas
How can you know what works and what doesn’t for connecting successfully with prospects and customers? One important way is to focus on their Behavi...
Ep 011 How Can Coaching Empower a More Agile and Adaptive Workforce?
06 Feb 2018
Contributed by Lukas
How does the luggage and travel bags powerhouse — Samsonite — leverage the power of coaching to help it manage explosive growth and change? We sat...
Ep 010 Strengthening Mission-Driven Organizations
17 Oct 2017
Contributed by Lukas
Can non-profits become more sales minded in support of their mission? That’s the central focus of this podcast with Derek Roberts, which explores ho...
Ep 009 Driving Total Motivation
21 Jul 2017
Contributed by Lukas
How do top companies build high performing cultures by focusing on motivation drive? This podcast features an interview with Lindsay McGregor, co-auth...
Ep 008 The Three Conversations That Unlock Sales Success
05 May 2017
Contributed by Lukas
Keys to success for top-performing sales teams. New data points to how some companies take a different approach to training and development to get a 2...
Ep 007 Customer Service: Going Beyond the Script
23 Jan 2017
Contributed by Lukas
Building great customer service teams. How can training build a strong relationship between customer service and sales? And how can you go "beyond the...
Ep 006 Optimizing Sales Performance for Stronger Results: Part 2
10 Jan 2017
Contributed by Lukas
Part 2 in our podcast discussion with Integrity Solutions CEO Mike Esterday. Success traits and attributes of leaders. The critical role of coaching a...
Ep 005 Optimizing Sales Performance for Strong Results: Part 1
06 Dec 2016
Contributed by Lukas
Organizations often wrestle with a performance gap with individuals and teams. What’s at the heart of it? What can people look at most immediately t...
Ep 004 Millennials in the Healthcare Workplace: Challenges and Opportunities
04 Oct 2016
Contributed by Lukas
As a higher percentage of younger sales associates get hired in the healthcare industry, what are the implications for managing, coaching and training...
Ep 003 Headwinds to Sales Growth- Part 2
14 Sep 2016
Contributed by Lukas
In part 2 of our podcast interview with Bruce Wedderburn, Chief Sales Officer at Integrity Solutions, we explore other unseen factors that limit growt...
Ep 002 Headwinds to Sales Growth: Part 1
26 Jul 2016
Contributed by Lukas
What are the unseen headwinds to growth at many organizations, and how to address them? Integrity Solutions' Chief Sales Officer, Bruce Wedderburn, un...
Ep 001 Grooming Sales Cultures Grounded in Ethics and Integrity at Amica Insurance
11 May 2016
Contributed by Lukas
How do you develop sales cultures focused on training the whole person while supporting your mission? Can training include a specific focus on values,...