Ep 117 Personalizing the Sales Journey Through Buyer Enablement with Garin Hess
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 coaching experiences that empower champions and engage entire buying groups. He reflects on the dangers of “peace mongering” in leadership, how personalization at scale changes buying dynamics, and why emotional ROI matters more than we often acknowledge in B2B. Garin also shares real stories from the field, including one painful lesson about the risks of not mapping the entire buying group.In this episode, you’ll learn:Buyer Enablement Mindset: Why putting the buyer’s needs ahead of your own can accelerate deals.From Champions to Buying Groups: How to equip and coach champions to influence every stakeholder.Preventing Deal Killers: Practical ways to reduce confusion, friction, and dysfunction in the buying process.Emotional ROI: Why career risk, trust, and purpose play a bigger role in buying decisions than logic alone.Resources:Garin Hess’s LinkedIn: https://www.linkedin.com/in/garin-hess/ Learn more about Consensus: https://goconsensus.com/ Learn more about Buyer Enablement: https://goconsensus.com/buyer-enablement/Learn more about Selling is Hard. Buying is Harder: https://www.amazon.com/Selling-Hard-Buying-Harder-Enablement/dp/1632992949 Jump into the conversation:(00:00) Meet Garin Hess(02:16) From Utah roots to leadership lessons(05:23) How learning and development shaped his sales approach(08:02) Why buying is harder than selling(11:42) Breaking through buyer confusion and dysfunction(20:15) Measuring impact through metrics and emotional ROI(23:25) The role of trust and purpose in the future of B2B sales(26:37) Sales war stories and lessons learned the hard way
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29:55
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29:55
Ep 116 Game-Time Communication Tactics with Jen Mueller
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 flashy, but instead they’re built on consistency, preparation, clarity, and emotional awareness under pressure. She also reveals what sales professionals can learn from sideline interviews, game-day prep, and the power of showing up. She explains how to make your conversations count, build trust through repetition, and deliver feedback that actually moves the needle, because impactful communication doesn’t require long meetings. It often comes down to brief, well-prepared, intentional interactions.In this episode, you’ll learn:Game-Time Communication: Why preparation and clarity lead to more meaningful business conversations.The Power of Consistency: How small, everyday moments build long-term trust and influence.Authenticity and Feedback: The secret to giving (and receiving) high-impact coaching that drives performance.Make It Easy to Respond: Why framing your questions well leads to better answers and faster progress.Resources:Jen Mueller’s LinkedIn: https://www.linkedin.com/in/jenmuellertalksporty/ Learn more about Talk Sporty To Me: https://www.talksportytome.com/ Learn more about I Cook, You Measure: https://www.talksportytome.com/ICookYouMeasure Jump into the conversation:(00:00) Meet Jen Mueller(01:11) Jen’s journey into sports broadcasting(02:51) Career milestones and sideline stories(05:42) What sports taught Jen about business communication(07:59) The power of preparation and consistency(19:58) Giving feedback and celebrating small wins(30:19) Lightning round and a final communication tip
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33:40
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33:40
Ep 115 Resilience and Relationships in Wealth Management with Brad Jung
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 to truly understanding and meeting client needs. Brad also emphasizes the importance of mentorship and nurturing emerging sales talent. He explains how a culture of continuous learning and personal development is key to long-term success.In this episode, you’ll learn:The Power of Resilience: Why top performers excel by staying adaptable through highs and lows.Building Relationships at Scale: How trust and deep listening drive successful sales conversations.The Importance of Personalization: Why leading with process, not just product, sets great salespeople apart.Investing in the Future: How creating a learning culture helps sales teams grow and thrive, and why mentorship plays a key role in team development.Resources:Brad Jung’s LinkedIn: https://www.linkedin.com/in/bradjung/ Learn more about Russell Investments: https://russellinvestments.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Brad Jung(02:12) Brad’s journey into financial services(03:57) The mission of financial services(05:52) The importance of personal connection in sales(06:59) Adapting to technology in sales(08:46) Key traits of top performers(11:17) Building trust and emotional connection(13:52) A personal success story(20:41) Training the next generation of sales talent(23:49) Timeless skills and career-changing moments
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28:21
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28:21
Ep 114 Drive Meaningful Engagement, Not Just Metrics with Em Holldorf
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. Em also reflects on real lessons from the field and why authentic conversations, not polished messaging, are the future of marketing.In this episode, you’ll learn:Marketing with Purpose: Why aligning to values and mission creates more meaningful results.Cross-Functional Collaboration: How to break down silos and build momentum across teams.Creativity Over Budget: The mindset shift that turns constraints into innovation.Authenticity in the AI Age: How to bring back the human touch in content, email, and brand storytelling.Resources:Em Holldorf’s LinkedIn: https://www.linkedin.com/in/emily-holldorf/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:21) Meet Em Holldorf(03:13) Em’s journey into marketing(05:47) Career highlights and industry shifts(10:42) The importance of human-centric marketing(22:09) Marketing war stories: Trade show chaos(24:41) Upcoming events and conferences(25:30) Marketing trends: The human touch in the age of AI(29:19) Excitement for the future at Integrity Solutions
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31:19
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31:19
Ep 113 Connect Authentically and Influence Effectively with Lauren Deal
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 with customers and lead with presence.From storytelling with emotional stakes to managing impostor syndrome in real time, Lauren breaks down what it takes to build meaningful relationships in high-stakes conversations. She also shares practical ways to improve your virtual presence, reset your mindset before a big call, and deliver your message with confidence.In this episode, you’ll learn:Confidence on Camera: How to show up as yourself and speak with purpose.Storytelling That Connects: Ways to frame your message so it resonates and sticks.Emotional Intelligence in Action: Tips for reading the room and adjusting with intention.Virtual Presence: Simple changes to build stronger connection through the screen.Resources:Lauren Deal’s LinkedIn: https://www.linkedin.com/in/tvhostlaurendeal/ Lauren Deal’s website: https://www.masterymediatraining.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Lauren Deal(02:53) From kindergarten classroom to live TV(05:00) Storytelling tips that make messages stick(07:10) Why emotion drives customer decisions(09:48) Performing under pressure without losing authenticity(11:27) How emotional intelligence shapes sales success(15:53) Building confidence before high-stakes conversations(21:54) Virtual presence mistakes that break connection
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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