Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a convers...
Ep 101 Building Trust in Sales through Feedback and Candor
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 fostering a collaborative approach where rank doesn’t overshadow learning. He also discusses how leaders can model trust and candor to inspire continuous improvement, and why feedback isn’t just top-down—it’s a two-way street.
In this episode, you’ll learn:
1. The secret to impactful feedback: Giving feedback an ongoing cadence accelerates team improvement and builds trust.
2. What makes great leaders stand out: Learn how to model trust, candor, and collaboration to inspire growth and connection within your team.
3. Strategies for real-time improvement: Immediate debriefs after sales calls or presentations can dramatically improve outcomes and build confidence.
Resources:
Dan Greene’s LinkedIn: https://www.linkedin.com/in/dangreene/
Learn more about Radical Candor: https://www.radicalcandor.com/
Learn more about Integrity Solutions: www.integritysolutions.com/
Jump into the conversation:
(00:00) Meet Dan Greene
(02:15) Why feedback accelerates improvement
(04:30) The debriefing process
(09:20) Real-time feedback vs. scheduled reviews
(12:10) Creating a culture of trust and candor
(14:45) How leaders model feedback behaviors
(17:00) Preparing for customer engagement
(19:35) Feedback in customer relationships
(22:10) Asking purposeful questions to drive improvement
(25:20) Overcoming fear of giving feedback
(28:15) Building trust through integrity and leadership
(31:05) Using feedback to retain customers
(34:00) Feedback as a leadership tool
For more related content and information about improving sales performance, visit us at www.integritysolutions.com/
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37:30
Ep 100 The Secret to Building a Thriving Sales Culture
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 share lessons from his 30 years of leadership expertise.
Discover how to shape a sales culture that reflects your values, enhance your listening skills to build trust, and embrace flexibility without sacrificing consistency.
In this episode, you’ll learn:
1. Success Redefined—Why sales success is about more than numbers and how aligning goals with purpose leads to deeper satisfaction and stronger results.
2. Flexibility Meets Confidence—How embracing adaptability while staying rooted in your values helps you lead effectively through uncertainty.
3. Process Goals in Action—Focusing on actionable steps and milestones drives results and builds momentum over time.
4. Listening That Builds Trust—Why active listening is a game-changer for strengthening relationships with clients, colleagues, and teams.
Resources:
Kevin Eikenberry’s LinkedIn: https://www.linkedin.com/in/kevineikenberry/
The Kevin Eikenberry Group: https://kevineikenberry.com/
Kevin Eikenberry’s Books: https://kevineikenberry.com/books/
Learn more about Integrity Solutions: www.integritysolutions.com/
Jump into the conversation:
(00:00) Meet Kevin Eikenberry
(06:08) Redefining success in sales beyond quotas
(20:33) Why consistency is key to achieving goals
(22:44) Shaping a thriving sales culture through shared values
(28:04) Building trust by enhancing listening skills
(31:50) Breaking the habit of interrupting and becoming a better communicator
(36:30) Helping customers connect the dots in problem-solving
(40:56) Managing stress and avoiding burnout while achieving ambitious goals
For more related content and information about improving sales performance, visit us at www.integritysolutions.com/
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46:14
Ep 099 The Best of Mental Selling in 2024
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 workplace conflict and fostering authentic relationships, this reflection brings together the strategies and stories that have resonated with sales professionals everywhere. Will revisits the key takeaways from guests who brought fresh perspectives to the art of selling and shares what these insights mean for the future of sales.
In this episode, you’ll learn:
1. How to build trust through authentic communication: Active listening and showing genuine care in every interaction lay the groundwork for trust and credibility with clients and colleagues.
2. Strategies for embracing conflict: Healthy conflict with clients or coworkers can lead to better solutions, stronger relationships, and a reputation for integrity.
3. Using confidence to fuel success: Confidence isn’t just about what you sell—it’s about knowing your value as a salesperson and creating meaningful connections through authentic selling.
4. Mastering the art of proactive engagement: Engaging early in the buyer’s journey helps you frame problems and position yourself as a trusted advisor, creating more predictable and successful outcomes.
Resources:
Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: www.listentosellbook.com
Learn more about Integrity Solutions: www.integritysolutions.com/
Jump into the conversation:
(00:00) Introduction
(01:02) The core themes of 2024
(03:37) Lisa Earle McLeod on purpose-driven selling
(05:25) William Vanderbloemen discusses habits of standout sellers
(07:36) Meshell R Baker on confidence and value-first selling
(09:58) Liane Davey on effective conflict resolution in sales
(12:06) Matt Heinz shares strategies for engaging modern buyers
(14:13) Allison Shapira on using authenticity to build trust in sales
(15:56) Closing reflections and looking ahead to 2025
For more related content and information about improving sales performance, visit us at www.integritysolutions.com/
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17:14
Ep 098 Taking Control of Your Success in Sales
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 explains how sellers can take charge of their careers by demonstrating initiative and intentionality about professional development.
In this episode, you’ll learn:
1. How to lead yourself to success — Find meaning in your role through self-leadership and build momentum in your sales career.
2. Mindset shifts that help you show up as your best self — Instead of worrying about lofty sales goals, focus your attention on actionable behaviors that can help you succeed.
3. Strategies for dealing with difficult managers — Learn to create a proactive relationship that fosters trust and autonomy with your managers.
Resources:
Elizabeth Lotardo’s LinkedIn: ww.linkedin.com/in/elizabethlotardo/
Leading Yourself: Find More Joy, Meaning, and Opportunities in the Job You Already Have: www.elizabethlotardo.com/writing
Learn more about McLeod & More, Inc.: www.mcleodandmore.com/
Jump into the conversation:
(00:00) Meet Elizabeth Lotardo
(02:22) The four qualities of self leaders
(06:07) Managing ambitious sales quotas
(09:45) How to build trust with micromanagers
(11:07) Overcoming fear and anxiety in sales
(15:48) The disagree and commit framework
(17:59) Plan your own career trajectory
(21:23) Taking ownership of your professional development
(29:14) Employee engagement vs retention
For more related content and information about improving sales performance, visit us at www.integritysolutions.com/
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33:43
Ep 097 Proven Methods for Building Trust in Sales
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 the common mistakes that break trust and practical tips about genuinely connecting with your team and prospects.
In this episode, you’ll learn:
1. Trust as a Sales Foundation — Why trust is the core factor in successful sales, influencing everything from client relationships to team dynamics.
2. The Power of Consistency — How small, consistent actions outperform occasional big wins and build lasting credibility with clients.
3. Authenticity Over Perfection — Why being genuine in your sales interactions creates stronger, trust-based connections with prospects.
Resources:
David Horsager’’s LinkedIn: https://www.linkedin.com/in/dhorsager/
Trust Edge Leadership Institute: https://trustedge.com/
Trust Matters More than Ever: 40 Proven Tools to Lead Better, Grow Faster & Build Trust Now!: https://davidhorsager.com/books/
Jump into the conversation:
(00:00) Meet David Horsager
(02:01) Sales is always about trust
(06:56) People trust clear messaging
(11:00) Remove distractions to connect with prospects
(13:10) The 8 pillars of trust
(15:36) How to demonstrate integrity and good character
(19:32) How to repair trust when it’s been broken
(23:48) Building trust within your team
For more related content and information about improving sales performance, visit us at www.integritysolutions.com/
About 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!
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