Podcast · Business

Mental Selling: The Sales Performance Podcast

by Integrity Solutions · English · Business

New episodes: Every two weeks
Typical length: 28 min
Latest: 10 Sep 2026
Language: English

Latest episode

10 Sep 2026 · 24 min

Overcoming Buyer Hesitation with Mike O’Brien and Tom Whelan, Ph.D.

The biggest threat to a complex sale may be the hesitation your buyer never voices. In this second 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. , explore the final two breakdowns that can derail complex B2B sales: the fear of change and budget ambiguity. They explain why the status quo is often a seller’s biggest competitor, how unspoken concerns about disruption can quietly delay decisions, and why sellers need to make the path forward…

Play episode WhatsApp Download

Earlier episodes 29 most recent

E142 · 20 Aug 2026 · 29 min

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

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…
E141 · 6 Aug 2026 · 23 min

EP 137 Why AI Adoption Alone Won't Fix Sales Performance with Amara Hunt

If AI is everywhere in sales, why are so many teams still missing quota? In this first of a two-part series adapted from a webinar, Amara Hunt , Chief Product Officer at Integrity Solutions with a career spent at the intersection of design, data, and strategy, explores the untapped gap sitting inside most AI adoption strategies. She explains why 81% of sales teams have adopted AI while 70% of reps are still missing quota, even when they already have the access, tools, and efficiency gains needed to move faster. Amara reframes AI as an amplifier rather than a methodology, showing how teams…
E140 · 23 Jul 2026 · 28 min

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

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…
E139 · 9 Jul 2026 · 21 min

EP 135 When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin

Trust gets clinical specialists in the room. Strategic influence is what helps them create greater impact once they are there. In this first of a 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, explore the untapped potential sitting inside clinical teams. They explain why many clinical specialists resist the idea of selling, even when they already have the trust, credibility, empathy, and…
E138 · 4 Jun 2026 · 30 min

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

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…
E137 · 14 May 2026 · 24 min

EP 133 When Compliance Meets Culture in Banking with Jack Haworth

Compliance programs can check every box, but they cannot guarantee that people will do the right thing under pressure. 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…
E136 · 30 Apr 2026 · 33 min

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

AI can make sales more efficient, but it cannot replace the emotion, judgment, and trust that drive real buying decisions. 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. As the…
E135 · 9 Apr 2026 · 19 min

EP 131 Keeping Sales Human in the Age of AI with Amara Hunt and Amanda Ervin

AI can make sales faster, but it cannot replace the trust that drives real buying decisions. Amara Hunt , Chief Product Officer, and Amanda Ervin , Vice President, Senior Learning & Performance Consultant at Integrity Solutions , dig into what selling looks like as AI becomes part of everyday sales work. They explore where AI genuinely helps, from research and note taking to proposal support and efficiency, while making the case that human connection is still what moves complex deals forward. Their conversation gets to the heart of what buyers still need from sellers, especially when stakes…
E134 · 2 Apr 2026 · 36 min

Ep 130 Mastering Sales Leadership and Revenue Strategy with Lindsay Rios

Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble. In this conversation, Lindsay Rios , Fractional CRO at Luminetics , shares how intentional revenue-building is the key to long-term success. She explains why focusing on purpose, operational rigor, and clarity is crucial for scaling a business without falling into the trap of accidental growth. Lindsay breaks down the importance of aligning sales, operations, and forecasting to create a stable, sustainable revenue engine. She also dives into the mistakes founders make when hiring based on past…
E133 · 26 Feb 2026 · 26 min

Ep 129 The Mindset Behind Modern Revenue Leadership with Mike Head

Confidence matters in revenue, but ego is where performance starts to slip. In this conversation, Mike Head , CRO at PartnerStack , explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal. He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset that puts giving first. Mike also breaks down the belief systems that separate consistent leaders from reactive ones, plus how partnering, automation, and better signals are changing what it takes to lead…
E132 · 12 Feb 2026 · 9 min

Ep 128 Why Does Integrity in Sales Matter More Than Ever in 2026? With Brian Snader

Integrity is the foundation of trust and success in today’s selling environment. Brian Snader , Vice President of Client Development at Integrity Solutions , joins host Hayley Parr to discuss why integrity matters more than ever in 2026. Brian emphasizes how integrity is about doing the right thing, having sound moral principles, and fostering trust within organizations and sales teams. He highlights that integrity isn’t just a philosophy, but a competitive advantage that builds relationships, credibility, and confidence. Brian also explains how Integrity Solutions has evolved, integrating…
E131 · 29 Jan 2026 · 32 min

Ep 127 Niche Down for Stronger Go-to-Market Focus with Cate Hollowitsch

Brand clarity is what turns frantic activity into focused growth. Cate Hollowitsch , Fractional CMO and Principal Consultant at Relevents Group , joins host Hayley Parr to explain why go-to-market strategy should start with brand. Cate discusses how a clear brand foundation helps teams avoid the "spray and pray" approach and ensures alignment across departments. She breaks down the nine essential components of brand vision, mission, values, ICP, positioning, promise, persona, tone, and logo, and why these must be in place before building a go-to-market playbook. Cate also shares why…
E130 · 15 Jan 2026 · 28 min

Ep 126 Getting Buyers to Buy When They’ve Already Made Up Their Minds

Sales strategies that worked in the past are no longer enough in today's rapidly evolving market. By the time a buyer engages with a sales team, they’ve often already made up their mind. So how do you break through the noise and stand out in a crowded, info-overloaded world? Em Holldorf , Director of Demand Generation at Integrity Solutions , joins host Hayley Parr to explore how sales teams can adapt to the dramatic shifts in buyer behavior. Em explains why relying on outdated tactics, like generic sales pitches and "info dumps," won’t cut it in 2026, and shares the tools and strategies…
E129 · 31 Dec 2025 · 19 min

Ep 125 A Year of Lessons with Mental Selling in 2025

This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who helped shape the show from the start. In this year-end reflection, Hayley looks back on the conversations that defined Mental Selling in 2025 and the lessons that continue to resonate. Throughout this year, sales leaders, industry experts,…
E128 · 18 Dec 2025 · 27 min

Ep 124 Elevating Sales Outcomes through Rev Ops Excellence with Jess Rose

Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks. Jess Rose , the newly hired Director of Revenue Operations at Integrity Solutions , joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with the company, she is already bringing clarity to the systems, processes, and decisions that fuel predictable performance. Jess explains why Rev Ops is the connective tissue across sales, marketing, and customer success, and why clean data,…
E127 · 27 Nov 2025 · 20 min

Ep 123 Building Unbreakable Sales Momentum with Shawn Young

Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back , featuring Shawn Young , Senior Director of Global Training and Education at AtriCure . He shares the real pitfalls that hold sales teams back and the practical ways leaders can avoid them. With more than 20 years of experience in medical device sales, Shawn has coached teams through constant innovation, shifting priorities,…
E126 · 13 Nov 2025 · 17 min

Ep 122 Leading Through the Whirlwind with David Hammond

Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it. This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams , where host Hayley Parr pulls together the most powerful moments and insights from David Hammond , Senior Director of Sales at Epicor , and a veteran of more than two decades leading go-to-market teams. He shares what it takes to lead with purpose in an era defined by…
E125 · 30 Oct 2025 · 27 min

Ep 121 Honoring Women in Sales Month with Donna Horrigan and Patty Gaddis

Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day. In this episode, Donna Horrigan and Patty Gaddis , seasoned sales leaders at Integrity Solutions , share how their defining moments shaped not only their careers but their approach to leadership, mentorship, and purpose. From motherhood and flexibility to confidence and credibility, they explore how women continue to elevate the sales profession through empathy, resilience, and service.…
E124 · 16 Oct 2025 · 30 min

Ep 120 The Power of Presence in Sales Leadership with Brad Farris

Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise. Brad Farris , executive leadership coach at Anchor Advisors , shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadership, how high-status behaviors signal confidence, and why slowing down in a deal can actually accelerate results. Drawing on decades of experience coaching service firm leaders, Brad unpacks the habits that…
E123 · 2 Oct 2025 · 33 min

Ep 119 Building Global Sales Teams with Gearoid Cox

Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive. Gearoid Cox , founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top performers benefit from revisiting fundamentals, how small teams can maximize limited training budgets, and why appreciation is the hidden fuel that drives motivation and long-term results. With years of experience leading global sales teams and now…
E122 · 18 Sep 2025 · 24 min

Ep 118 Intentional Sales Strategies with Jacob Hicks

True sales success is about growth, intentionality, and staying true to your values. Jacob Hicks , sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with personal growth and intentional living. Jacob has worked with leaders across corporate, nonprofit, and entrepreneurial spaces. His experience spans from training individuals in sales to empowering business…
E121 · 4 Sep 2025 · 30 min

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…
E120 · 21 Aug 2025 · 34 min

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,…
E119 · 7 Aug 2025 · 28 min

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…
E118 · 24 Jul 2025 · 31 min

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…
E117 · 10 Jul 2025 · 30 min

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…
E116 · 26 Jun 2025 · 31 min

Ep 112 Coaching for Success and Leading with Purpose with Danita High

Creating a culture of coaching and leading with purpose can transform both people and businesses. Danita High , Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal growth, all rooted in empathy and trust. Listeners will gain valuable insights on how to recognize signs of burnout, the importance of connecting with employees, and why coaching should be seen as a gift…
E115 · 12 Jun 2025 · 30 min

Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas

Emotional intelligence shapes how top performers lead and sell. Chuck Karvelas , longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations. Listeners will take away practical ways to build trust faster, lead with curiosity, and reframe resistance by understanding what’s beneath the surface. Chuck also shares lessons from product launches, team…
E114 · 29 May 2025 · 25 min

Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions

Resilience sets the foundation for meaningful growth in modern sales. Brett Shively, CEO of Integrity Solutions, shares how a people-first mindset, repeatable systems, and core values drive long-term success. With decades of experience in the learning and development space, Brett reflects on what it really means to lead with character and purpose through shifting markets and business uncertainty. Listeners will hear how behavioral awareness, thoughtful process, and a focus on relationships transform sales outcomes. Brett also unpacks the importance of mindset, grit, and how sellers can adapt…

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!

Mental Selling: The Sales Performance Podcast is a English business podcast from Integrity Solutions. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.

Publisher: Integrity Solutions
Language: English
Category: Business
New episodes: Every two weeks
Typical length: 28 min
Latest episode: 10 Sep 2026
Feed: RSS — paste into any podcast app
Apple Podcasts: podcasts.apple.com/podcast/id1318746656

RSS feed Apple Podcasts

More English business 6

Take it with you

The Melo app keeps playing with the screen off, works in the car and on your watch, wakes you to your station, and browses the whole catalogue offline. Free, no ads, no account.