Podcasts about integrity solutions

Performance starts with the foundations, and high performers never lose sight of what got them there. Derek Roberts, President of Roberts Business Group is back with Mental Selling host Hayley Parr to discuss what really drives sales teams to hit their potential. Derek shares stories from his decades in sales leadership, explains why selling is a noble profession, and uncovers the habits and disciplines that separate the best from the rest. Along the way, Derek discusses the qualities of successful sellers, details strategies for effective coaching, and offers an inside look at the Congruence Model from Integrity Solutions. He also reflects on his work with nonprofits, providing inspiration for anyone selling with purpose, regardless of industry. In this episode, you'll learn: 1. Goal Clarity in Action: Why personal ownership of goals outpaces external targets. 2. Coaching Beyond the Basics: How leaders develop professionalism and productivity. 3. Navigating Change: Techniques for thriving when markets shift or growth slows. 4. Mission-Driven Selling: Real-world lessons for connecting purpose to productivity in any organization. Resources: Derek Roberts' LinkedIn: https://www.linkedin.com/in/derekroberts1/ Learn more about Roberts Business Group: https://www.robertsbg.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Derek Roberts (02:10) Derek's journey: Childhood sales to coaching (06:59) High-performing sales teams: Goal clarity and drive (09:32) Pre-call planning: Big goals vs. conversation goals (13:52) Moving beyond transactional sales (20:38) The Congruence Model: Aligning motivation with performance (24:33) Overcoming misalignment in sales teams (27:53) Sales in nonprofits: Mission, margin, and impact (33:06) AI, physical intelligence, and preparing to sell

Courage is key to shaping the future of sales and leadership. Duncan Taylor, COO and SVP of the Washington Bankers Association, reveals how attributes such as bravery, ethics, and understanding drive success in evolving industries. With a career that ranges from technology startups to nonprofit work, Duncan offers a refreshing take on developing talent and building effective leaders. Listeners will gain insight into the challenges of hiring and retention, the balance between innovation and compliance, and the significant impact of coaching on workforce performance In this episode, you'll learn: 1. Courageous Leadership: Embracing fearlessness and integrity in decision-making. 2. Pathways to Inclusion: Expanding talent pipelines beyond traditional parameters. 3. Power of Mentorship: Fostering authentic human connections to maximize growth. 4. Cultural Transformation: Aligning compliance with community-centric initiatives for equitable access. Resources: Duncan Taylor's LinkedIn: https://www.linkedin.com/in/duncanjtaylor/ Learn more about Washington Bankers Association: https://www.wabankers.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Duncan Taylor (04:54) Addressing pain points: hiring and retention trends (05:38) Bridging the generational talent gap (08:38) Inclusion and compliance in financial services (10:26) The power of coaching in millennial and Gen Z engagement (17:03) The evolving perception of sales in banking (20:05) Continuous learning in a rapidly changing industry (24:18) Embracing integrity and values-based sales (27:35) The influence of integrity selling on leadership

If you want to sell more, you need to talk less and listen better.  Customers don't want to deal with a pushy, aggressive salesperson–they want someone who listens to their needs and addresses their problems.  In this episode of How to Sell More, host Mark Drager and guest Derek Roberts challenge the outdated stereotype of the aggressive salesperson. They reject the image of pushy sales reps who prioritize closing deals over customer needs and rally for a smarter, more thoughtful way to sell.   In Episode 108, you'll learn: ✅ Why sales is the only profession "defined by those who do it badly" and how to overcome this stereotype ✅ The five critical self-beliefs that can make or break a sales career ✅ Why the pressure to buy should come from the customer, not the salesperson ✅ How to sell through your customers to their customers in B2B environments ✅ The value of coaching for even your highest-performing sales team members ✅ The #1 tip for selling more effectively in today's business environment   Meet today's guest: Derek Roberts is a Sales Leadership Expert, Speaker, and the Co-Author of Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance. He's the President of Roberts Business Group and an Executive Partner with Integrity Solutions. Ready to let go of pushy strategies and supercharge your success with authentic selling? Listen to the full episode now!

Selling with integrity is how lasting relationships are truly built. Mike O'Brien, EVP of Sales at Integrity Solutions, shares how values like trust, honesty, and curiosity shape the way great sellers show up for their clients. With a background that spans marketing, product, and sales leadership, Mike brings a unique perspective on what it really means to be an advocate for the buyer. You'll also hear Mike break down why coaching matters, how to lead under pressure, and what sales teams often overlook when it comes to data and alignment. In this episode, you'll learn: 1. Building Real Credibility: Why small, consistent actions matter more than big pitches. 2. Early-Career Coaching: How to help new reps develop confidence without relying on pressure tactics. 3. Data with Purpose: The role of CRM, KPIs, and clean handoffs in stronger go-to-market execution. 4. Redefining Success: Why long-term relationships—and not just quota—measure true sales impact. Resources: Mike O'Brien's LinkedIn: https://www.linkedin.com/in/execleadership/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Mike O'Brien (02:39) Mike's path from marketing to sales leadership (04:51) Redefining the role of a modern salesperson (06:30) How small moments build lasting credibility (10:56) When integrity is tested in high-pressure deals (13:03) Coaching early-career reps through the noise (17:20) Why sales data matters more than you think (20:26) What success looks like beyond hitting quota

It's a new chapter for Mental Selling. Hayley Parr, Head of Marketing at Integrity Solutions, steps in as the new host, bringing a marketer's perspective to sales. While she's never carried a quota, she knows that great sales and marketing go hand in hand—and she's here to listen, learn, and lead meaningful conversations. The essence of the show isn't changing. This is still your go-to destination for sales insights and expertise, and Hayley is excited to learn from sales leaders and hear real stories about what drives success in today's market. Tune in as Mental Selling continues to explore how mindset, connection, and purpose fuel better sales outcomes. In this episode, you'll learn: 1. Why confidence, curiosity, and resilience set top performers apart. 2. How better collaboration leads to stronger customer relationships and results. 3. Why understanding your audience is the key to effective sales and marketing strategies. Resources: Connect with Hayley: https://www.linkedin.com/in/hayley-parr-mba-519b4a43/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Hayley Parr (00:39) Why sales and marketing work better together (02:41) The mindset shift that drives sales success (05:33) What's next for Mental Selling

Dr. Douglas Frank interview on his 7 day trip to OR: check out his stuff at his Telegram page ‘Follow the data with Dr. Frank' Leftist reporters take on OR legislators wanting Trump to mandate voter ID and citizenship checks: https://kpic.com/news/nation-world/oregon-republicans-urge-trump-to-mandate-voter-id-citizenship-checks Fishwrap Oregonian editorial board turns against Dem idea to give unemployment benefits to public unionized workers on strike: https://www.oregonlive.com/opinion/2025/03/editorial-democrats-tee-up-a-gift-for-donors-at-publics-expense.html Do you want Daylight Savings time permanent or Standard time? Legislature has bills: https://newstalkkit.com/ixp/1144/p/oregon-looks-at-moving-to-year-round-standard-time/ What does Trump's EO on English only really mean for us? https://www.oregonlive.com/business/2025/03/trump-declared-english-the-official-language-of-the-us-now-what.html DOGE uncovers over 300M in Covid loans to children under the age of 11: https://www.thegatewaypundit.com/2025/03/doge-uncover-more-than-300m-loans-were-given/ Elon uncovers more of the illegal political fundraising scam that funds Dem campaigns and says he is target of assassination: https://pjmedia.com/victoria-taft/2025/03/09/elon-musk-may-have-just-hit-the-mother-lode-of-the-deep-state-n4937735    

In sales, the right culture can make or break your results. Bob Kelly, Chairman of the Sales Management Association, discusses why a thriving sales culture is essential for success. He explains how ethical practices, transparency, and a commitment to continuous learning shape the foundation of high-performing teams. In this episode, Bob also highlights the critical role that sales managers play in nurturing a positive culture, attracting top talent, and ensuring that every team member feels valued and empowered. In this episode, you'll learn: 1. The Link Between Sales Culture and Success: How a strong, ethical sales culture can directly impact performance, talent retention, and customer relationships. 2. Coaching as the Secret to Growth: Why coaching should be a priority for sales leaders and how it drives continuous improvement within sales teams. 3. Building Trust Internally to Drive Results: How trust within your sales organization leads to better customer interactions and stronger team cohesion. 4. Goal Setting with Transparency: The importance of clear, fair, and collaborative goal-setting processes in shaping a positive, high-performing sales culture. Resources: Bob Kelly's LinkedIn: https://www.linkedin.com/in/robertjkelly/ Sales Management Association: https://salesmanagement.org/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Bob Kelly (02:15) Why sales culture is more important than ever (05:30) The role of trust in sales teams (09:00) Sales coaching: the key to continuous growth (12:40) Building trust internally to drive external results (16:10) The importance of transparent goal setting (20:00) Sales enablement and the power of continuous learning (24:00) Creating a collaborative and ethical sales environment (28:00) How to attract and retain top talent through culture (32:30) The future of sales culture and leadership For more related content and information about improving sales performance, visit us at www.integritysolutions.com/

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/

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/

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/

Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your relationships. In this episode, Liane Davey, an organizational psychologist and acclaimed author, joins us to reveal strategies to turn disagreements into opportunities for growth and innovation. She shares how understanding the roles and priorities of different stakeholders can tailor your approach to conflict resolution, the importance of active listening, understanding emotional dynamics, and strategies for saying “no” to clients in a way that fosters trust and opens the door to more constructive dialogue. In this episode, you'll learn: 1. Leveraging networks for enhanced credibility: Liane emphasizes the importance of leveraging both strong and weak ties in your network to boost your credibility in sales. These connections can offer novel perspectives and add significant value to your sales pitch. 2. Active listening and emotional understanding: In sales interactions, active listening and understanding the emotions, values, and beliefs of your customers are crucial for building trust and effectively communicating your message. 3. Healthy conflict for better decisions: Embrace healthy conflict in sales and leadership to help customers make better buying decisions. Reframe conflicts by focusing on advocating for the customer's needs rather than pushing your own agenda. Jump into the conversation: [00:00] Introductions [01:31] Why healthy conflict is a good thing [06:18] Why sales leaders should have coaching conversations about conflict [09:39] Strategies on how to say “no” [12:35] How to become more persuasive as a salesperson [21:33] The power of becoming more credible [26:14] Techniques for building and leveraging your network [30:32] Getting better at your strengths and bling spots [34:27] How time management benefits productivity satisfaction reduces stress Resources: Liane Davey's LinkedIn: https://www.linkedin.com/in/lianedavey/ Get your copy of “You First: Inspire Your Team to Grow Up, Get Along, and Get Stuff Done”: https://www.amazon.com/You-First-Inspire-Along-Stuff/dp/B08DFHPMR7 Connect with us: Will Milano's LinkedIn: https://www.linkedin.com/in/willmilano More about Integrity Solutions: https://www.integritysolutions.com/

Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what professionals and managers can do to address this mental health crisis in sales. As a coach, Jeff has mentored thousands of sellers and leaders on how to succeed in sales without sacrificing their well-being. In this episode, Jeff shares actionable insights on managing visible and hidden stressors, setting a positive example as a sales leader, and developing a resilient mindset that truly sticks. This episode is filled with tips on how to rethink your sales strategy, so you can drive revenue without driving yourself to the edge. In this episode, you'll learn: The role of understanding stress mechanics in sales performance. By teaching sales teams about the effects of stress on physiology and finding an optimal stress zone, leaders can enhance creativity, curiosity, and empathy. The necessity for sales leaders to lead by example in health and performance. High standards in personal well-being and stress management set a positive example for teams, improving the overall experience and motivating team members to prioritize their mental health. Integrating rest and recovery into performance conversations. Similar to Formula 1 pit stops, regular check-ins and recovery periods are essential to maintaining high performance and preventing burnout, which can otherwise lead to disengagement and reduced sales effectiveness. Jump into the conversation: [00:00] Introduction [01:14] How Jeff got into sales [03:56] State of mental health in sales [09:10] The impact of mental health on sales performance [14:03] Discerning Important v.s. Priority [18:20] Ways salespeople can stay resilient while facing challenges [22:15] How mindset training fits into broader sales training and development [27:45] Hidden stressors in sales [29:43] Self-help tools to help salespeople deal with stress [31:41] What sales leaders tend to overlook Resources: Jeff Riseley's LinkedIn: https://www.linkedin.com/in/jeffriseley Learn more about Sales Health Alliance: https://saleshealthalliance.com/ Connect with us: Will Milano's LinkedIn: https://www.linkedin.com/in/willmilano More about Integrity Solutions: https://www.integritysolutions.com/

John Crowder, Vice President of the Healthcare Vertical for Integrity Solutions has undoubtedly left an indelible mark on the sales and leadership consulting industry. The magnitude of his expertise is reflected in the impressive list of clientele he has worked with, including some of the largest organizations in the world. In this popular re-released episode, John joins Lee Scott to share how leaders can have a greater impact by shifting their mindset from listening to respond to listening to understand. He discusses the power of information discovered and the importance of leaders being consultative and empathetic. This conversation is full of practical steps to elevate the performance of your teams and make a positive impact in your organization. You don't want to miss it! Additional Resources Connect with Lee on LinkedIn Learn more about Unleashing Leaders Connect with John on LinkedIn Learn more about Integrity Solutions Follow PeopleForward Network on LinkedIn Learn more about PeopleForward Network Original episode link

  Do you want to know the secret to building genuine connections with your customers and improving your sales numbers at scale? We're about to share the solution with you so that you can achieve that result. We are sure you've been told to focus on product information, tricks of selling, and not your mindset or motivation. But deep down, you know this approach isn't getting you the results you want. You're feeling stuck, frustrated, and struggling to hit your sales targets. Isn't it time to find a better way to unlock your true potential and achieve the success you deserve? Discover how active listening and a shift in mindset can revolutionize your sales performance. Get ready to be inspired and take your sales to new heights. Keep listening for the full story. Did you know that a former school teacher turned salesperson tripled his sales in just 30 to 60 days simply by shifting his mindset? And what if I told you that the key to his success wasn't just about learning new skills, but about understanding his purpose and values? This unexpected transformation is just one of the powerful stories shared in the book "Listen to Sell" by Mike Esterday, CEO of Integrity Solutions. This is Mike Esterday's story: The spark that ignited Mike Esterday's journey into the realm of active listening and sales was kindled by a personal experience that underscored the profound value of genuine connection. As he trod the intricate pathways of sales, he encountered instances where empathetic understanding was pivotal. This epiphany kindled a fervent passion within him to unravel the intricacies of active listening, propelling him to explore its profound impact on fostering authentic client relationships. The pivotal moment that propelled him on this odyssey resonates with a universal quest for forging meaningful connections in the sales sphere. Mike's narrative stands as a testament to the transformative influence of active listening, demonstrating how a singular realization can revolutionize an individual's approach to sales and relationship cultivation. In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a thought-provoking conversation with Mike Esterday, the CEO of Integrity Solutions and co-author of the book "Listen to Sell". Esterday shares valuable insights into the importance of active listening in sales, emphasizing the need for elevated skills in today's marketplace. He also highlights the negative stereotype attached to sales and stresses the significance of redefining selling as identifying needs, filling needs, and creating value for people. The conversation delves into the concept of three key conversations every salesperson needs to have, focusing on the impact of internal dialogue, coaching, and mentorship. Esterday's emphasis on mindset, achievement drive, and the human touch in sales offers practical and actionable insights for sales professionals aiming to enhance their approach and drive better outcomes. The episode provides a holistic understanding of what it takes to succeed in sales, encompassing not only product knowledge and skills but also the deeper components of mindset, motivation, and belief in one's abilities. Most people want to be part of a journey, want to be part of a story. They're actually drawn to people who are transparent, tell the truth. They're open with that. - Mike Esterday Mike Esterday, the CEO of Integrity Solutions, is the guest for this episode of The Modern Selling Podcast. He brings over three decades of experience in sales and sales coaching to the table. Growing up on a farm in Illinois and starting his sales career selling books door to door on straight commission, Mike's journey in sales began early. With a passion for helping companies globally improve their sales and sales coaching skills, he co-authored the book "Listen to Sell," drawing from his extensive knowledge and expertise. His unique background and practical insights make him an invaluable resource for understanding the importance of active listening in sales and building genuine relationships with customers. In this episode, you will learn how: Mastering active listening will transform your sales conversations and build genuine connections with customers. To discover the key to overcoming self-limiting beliefs in sales and unlocking your full potential. To elevate your sales coaching skills to lead and motivate your team to achieve global success. To uncover effective strategies for leading your sales team to new heights and achieving remarkable results. To create value through customer-focused selling and become a trusted advisor to your clients. The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG.io 00:01:24 - Introduction to Integrity Solutions 00:04:33 - Personal Anecdote 00:05:43 - The Role of Salespeople 00:11:15 - The Three Conversations 00:14:55 - Setting Expectations for Achievement Drive 00:16:16 - Achieving Stretch Goals 00:19:11 - Overcoming Negative Self-Talk 00:21:26 - Importance of Active Listening 00:25:11 - Mindset and Sales Training 00:29:33 - Overcoming Negative Self-Talk in Sales 00:30:48 - The Role of the Salesperson in the Age of Technology 00:31:40 - Strategies to Overcome Self-Limiting Beliefs 00:36:19 - The Importance of Selling with Stories 00:38:26 - The Role of a Sales Leader 00:43:59 - The Power of Transparency and Storytelling in Sales 00:44:51 - Customer Engagement and Motivation 00:45:38 - Identifying Customer Needs and Solving Problems 00:46:00 - Where to Find the Book "Listen to Sell" 00:46:47 - Connecting with Mike Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself and his company Vengreso, the creator of FlyMSG. He shares that the podcast will feature sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:01:24 - Introduction to Integrity Solutions Mike Esterday introduces himself as the CEO of Integrity Solutions, a company that focuses on improving sales and sales coaching skills. He shares that they work with companies globally and have been in the industry for over 35 years. 00:04:33 - Personal Anecdote Mike Esterday shares a personal anecdote about getting arrested for selling books door to door when he was 18. He emphasizes the importance of shifting the mindset about what professional selling truly entails. 00:05:43 - The Role of Salespeople Mike Esterday discusses the importance of salespeople in today's market, emphasizing the need for elevated skills to interact with customers who have access to extensive information. He believes that salespeople are critical and not fading in relevance. 00:11:15 - The Three Conversations Mike Esterday introduces the concept of the three conversations every salesperson needs to have: the conversation with the customer, the conversation with oneself, and the conversation with a manager, coach, or mentor. He highlights the impact of mindset and coaching on sales success. 00:14:55 - Setting Expectations for Achievement Drive Mike talks about setting clear expectations for his son's academic performance and the importance of effort and accountability. 00:16:16 - Achieving Stretch Goals Mike shares the lessons he hopes his son learned, including the importance of pushing hard, visualizing goals, and having an accountability partner. 00:19:11 - Overcoming Negative Self-Talk Mike emphasizes the impact of negative self-talk and the importance of surrounding oneself with positive influences to achieve more. 00:21:26 - Importance of Active Listening Mike discusses the significance of active listening in sales and how it can help build rapport and trust with customers. 00:25:11 - Mindset and Sales Training Mike addresses the gap in sales training, emphasizing the importance of mindset, motivation, and confidence over just product knowledge and selling skills. 00:29:33 - Overcoming Negative Self-Talk in Sales The conversation addresses the importance of overcoming negative self-talk in sales and how individuals deserve, can achieve, and are able to attain success. It emphasizes the need to break down barriers and have the right mindset, motivation, and confidence. 00:30:48 - The Role of the Salesperson in the Age of Technology Despite advancements in technology, the salesperson remains the most important factor in sales. The conversation highlights the importance of the salesperson's mindset, commitment, and continuous improvement in facing challenges and achieving success. 00:31:40 - Strategies to Overcome Self-Limiting Beliefs The discussion focuses on strategies for overcoming self-limiting beliefs that hinder sales performance. It emphasizes the importance of building confidence through small successes and understanding the impact on customers, even if it's not their own story. 00:36:19 - The Importance of Selling with Stories The conversation emphasizes the need for internal sales training programs that focus on selling with stories. It underscores the value of articulating the business problem that the salesperson solves and understanding the buyer's love language. 00:38:26 - The Role of a Sales Leader The conversation highlights the role of sales leaders in diagnosing and addressing skill and will issues in their team. It emphasizes the importance of asking questions, listening, understanding motivation, and aligning with the purpose of the salesperson. 00:43:59 - The Power of Transparency and Storytelling in Sales Mike emphasizes the importance of transparency and storytelling in sales. He shares how sharing the journey with customers and being transparent about challenges can help build a strong connection and trust. 00:44:51 - Customer Engagement and Motivation Mike discusses how customers are drawn to transparency, truth, and being part of a journey. He highlights the importance of customer engagement and motivation in sales. 00:45:38 - Identifying Customer Needs and Solving Problems Mike and the host discuss the importance of identifying customer needs and solving problems. They emphasize the value of understanding customer needs and being able to tell success stories to the next group of customers. 00:46:00 - Where to Find the Book "Listen to Sell" Mike shares where listeners can find his book "Listen to Sell," including options like Amazon, Barnes and Noble, and his website. He also mentions the availability of free preview pages and additional content on his website. 00:46:47 - Connecting with Mike Mike shares that LinkedIn is the best way to connect with him and encourages listeners to reach out with any questions. The host advises listeners to send a personalized connection request on LinkedIn to ensure Mike knows where they heard about him. Mastering Active Listening Effective sales professionals understand the importance of active listening, as it enables them to truly understand their customers' needs and concerns. By actively listening, salespeople can build rapport, establish trust, and tailor their solutions to meet the specific requirements of each customer. Mastering active listening not only enhances communication but also leads to more successful sales interactions. Overcoming Self-Limiting Beliefs Sales success is often hindered by self-limiting beliefs that prevent individuals from achieving their full potential. Overcoming these mental barriers is crucial for sales professionals to unlock their capabilities, boost confidence, and drive performance. By challenging and replacing negative thoughts with empowering beliefs, individuals can push past limitations and achieve greater success in their sales endeavors. Elevating Sales Leadership Strong sales leadership plays a pivotal role in fostering a culture of excellence and driving team performance. Effective sales leaders prioritize coaching, mentorship, and development to enhance the skills and motivation of their team members. Elevating sales leadership involves creating a supportive environment that encourages growth, collaboration, and continuous improvement to achieve sustainable sales success. The resources mentioned in this episode are: Get the book Listen to Sell by Mike Esterday on Amazon, Barnes & Noble, or at listentosellbook.com for a preview and purchase. Access free sales training and coaching resources at integritysolutions.com, including blogs, videos, and other content. Connect with Mike Esterday on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast. Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.

Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements. In this conversation Paul Fuller, Chief Revenue Officer with Membrain, talks about the importance of sales being a blend of art and science and emphasizes that successful salespeople prioritize integrity and genuine relationships over aggressive tactics. Paul also highlights the critical role of mindset in sales success, stressing the need for continuous learning and personal development. Join us as we learn from Paul's insights on sales, leadership, and the profound impact of empowering others to succeed in the dynamic world of business. In this episode, you'll learn: Sales is a blend of art and science, relying on human relationships and technological tools to nurture and enhance these relationships. Technology should enhance, not replace, human interactions and sales strategies. Building servant leaders who embody discipline, integrity, and innovation is crucial to changing negative perceptions of sales. Mastering mindset is foundational for optimizing skill set and tool set effectiveness. Coaching should build mutual accountability and provide value to sales professionals. It should help others discover their "why" or purpose and stay motivated and focused on continuous improvement. Jump into the conversation: [02:22] Debunking Sales Misconceptions [05:48] Elevate the Sales Profession [09:40] How to Strategically Recruit and Develop Sales Talent [12:43] Renewing Mindset in Sales [18:53] Avoiding the "Quick Fix" Mentality in Sales Enablement [20:54] Real Intelligence vs. Artificial Intelligence [24:10] The Importance of Meaningful Connection [27:25] Mutual Accountability in Sales [29:37] What's Your Purpose? About Paul Fuller: Paul Fuller is a husband, father, and dedicated advocate for elevating the sales profession. His passion for empowering sales professionals stems from a deep belief in the impact of effective sales strategies on organizational growth. Through Membrain.com, Paul is reshaping the landscape of B2B CRM solutions by emphasizing technology, service, leadership, and strategic guidance. Membrain.com provides tools and insights that enable sales teams to thrive in today's competitive environment. Connect with the guest: Paul on LinkedIn: https://www.linkedin.com/in/psfuller/ Paul on X: https://x.com/membrain_com Membrain website: https://www.membrain.com/ The Art & Science of Complex Sales Podcast: https://open.spotify.com/show/73MtTJI3j5tsO51kr08XgK Connect with the host: Will Milano's LinkedIn: https://www.linkedin.com/in/willmilano/ Learn more about Integrity Solutions: https://www.integritysolutions.com/

To enter for a chance to win 1 of 5 copies of Derek Robert's Book "Listen to Sell" click here: http://chainoflearning.com/19Are you struggling to get your senior team on board with your vision for change, to get buy-in for a new initiative, or to get leaders to sign on to your services as a coach or consultant?Good news.Leading through influence and persuasion can make this happen.In this episode, Derek Roberts and I explore the art and science of persuasion in the context of leadership. We discuss his new book, “Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance,” and the essential skills of selling ideas and gaining buy-in, which are crucial for any continuous improvement leader.If we work with other humans, we are all in sales and lead change. That's why mastering the power of persuasion to help others adopt new ways of thinking and working is essential to your success, career growth, and impact.Derek's expertise highlights how to navigate these interactions effectively, ensuring you're heard, understood, and able to inspire action.If you want to become a more influential change leader who identifies and bridges gaps through strategic communication, this episode is for you.YOU'LL LEARN: How asking  compelling questions and listening helps you  influence decisions and lead change effectivelyStrategies for coaching executives to engage actively in change initiatives, highlighting the difference between persuasion and manipulationThe importance of preparation in getting buy-in includes understanding your audience, conducting thorough research, and developing situational awareness Techniques to adapt your communication style to match different behavioral types—talkers, controllers, doers, and supporters—to enhance your effectiveness in selling ideas and facilitating organizational changeHow to employ Integrity Solution's Congruence Model to ensure personal and professional alignment with one's purpose, abilities, values, commitments, and beliefs Tune in now to enhance your leadership and get buy-in by mastering the power of persuasion.IMPORTANT LINKS:Full episode show notes: ChainOfLearning.com/19Connect with Derek on LinkedIn: linkedin.com/in/derekroberts1/Book: “Listen to Sell”:amazon.com/Listen-Sell-Skillset-Connections-Performance/dp/1774583763Work with me: KBJAnderson.comChange KATALYST™  Self-Assessment: KBJAnderson.com/KATALYSTFollow me on LinkedIn: linkedin.com/in/kbjandersonTIMESTAMPS:[00:00] An introduction to Derek Roberts [04:09] Sharing a vision and getting buy-in[08:40]Discussion about Derek's book and the training programs he offers through Integrity Solutions[11:18] The distinction between asking logical vs. emotional questions[17:19] The tension between being persuasive and avoiding manipulation[20:12] The power of truly listening[23:01] Different behavioral styles and their influence on the buying experience[32:15] The five areas of the congruence model relevant to sales and leadership roles[37:50] Derek's journey in being more engaged and curious [42:41] The impact of concentrating your energy on preparation  To enter for a chance to win 1 of 5 copies of Derek Robert's Book "Listen to Sell" click here: http://chainoflearning.com/19

Technology often takes center stage in today's world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships. In this episode, John Crowder emphasizes the concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors. In this episode, you'll learn: The importance of active listening in understanding customer needs and concerns to provide tailored solutions. How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers. The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers. Jump into the conversation: [00:00] Introduction to Mental Selling [01:56] Moving Beyond the Tell-Sell Paradigm [06:36] Value Trumps Access [09:15] Listening To Understand [13:44] The Neuroscience of Selling [21:17] Mitigating Risk and Fear in Sales [24:11] The Art of Consultative Selling [28:05] Shifting Accountability About the guest: John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing. Resources: John on LinkedIn: https://www.linkedin.com/in/john-crowder/ Connect with the host: Will Milano on LinkedIn: www.linkedin.com/in/willmilano/ Learn more about Integrity Solutions: www.integritysolutions.com/

In this enlightening episode of Business Owners Radio, Mike Estraday, co-author of "Listen to Sell," delves into the evolving world of sales, emphasizing the importance of mindset, skillset, and human connections. Discover how embracing a noble approach to sales can transform your interactions and lead to sustained success.In this episode, we discuss: The relevance and future of salespeople in the digital ageKey conversations in sales: customer interaction, self-reflection, and managerial coachingOvercoming negative perceptions of salesThe importance of emotional intelligence and listening in salesIntegrating customer service into company culture for better business outcomesPredictions for the sales profession moving forwardMike Esterday, CEO of Integrity Solutions and Forbes Business Council member, has over 30 years of experience in sales skills training. He is deeply committed to promoting sales as a noble profession that helps people make informed decisions in a complex market.Links and Resources:Purchase "Listen to Sell"Connect with Mike on LinkedInIf you found this episode insightful, don't forget to subscribe, leave a review, and share it with your network. Explore further by picking up a copy of "Listen to Sell" and visiting our website for additional resources.Listen and subscribe on Apple Podcasts, Spotify, Google Podcasts, and Stitcher. Website | Facebook | Twitter | Instagram | LinkedIn About Business Owners Radio: Business Owners Radio is a podcast that brings you insights, inspiration, and actionable advice from successful entrepreneurs and business experts. Hosted by Shye Gilad and Craig Moen, our show aims to help you grow your business and achieve your goals. Join us every week for new episodes packed with valuable tips and resources. Sponsorships: Are you interested in sponsoring an episode of Business Owners Radio? Reach out to us at email to discuss advertising opportunities.

In this episode of HIPcast, Rachel Podczervinski, MS, RHIA, discusses her advocacy and passion for precise patient matching and data integrity across the healthcare continuum. Rachel is a leader with Harris Data Integrity Solutions which provides incredibly powerful solutions for the HI Industry. #HIPcast with Shannan and Seth.  Show Sponsor:Harris Data Integrity SolutionsLearn more at www.harrisdataintegritysolutions.com 

w/ Derek Roberts... The more you know the more you're prone to winging it. Don't miss the opportunity to prepare appropriately! Preparation allows salespeople to be present. Could you enhance your sales through authentic listening and connection?   Derek Roberts joins the podcast to talk listening—to customers, and to the voices in your head. Mark and Derek discuss how salespeople jump to solutions when the customer hasn't even bought into the need yet.   Salespeople cannot be victims. It's not about a better product, a better market, etc. Mark and Derek invite us to take charge of the impact you can have on customers, and of what you can achieve.    Great salespeople are opportunity makers. Listen to this episode to take a look in the mirror and see that YOU are the determining factor.    ▣ Get more practical sales tips at our award-winning blog, here.      ◩ About the Guest ◩ Derek Roberts is an Executive Partner with Integrity Solutions and Chief Executive of Roberts Business Group. He is a sales coach, keynote speaker, author most recently of Listen to Sell.

Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself... Mike Esterday and Derek Roberts are both sought-after coaches and leaders in sales performance improvement. Mike is CEO of the industry-leading sales training firm, Integrity Solutions. Derek is Chief Executive of Roberts Business Group and an Executive Partner of Integrity Solutions. Together, they have co-authored the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performance. In this episode, part 1 of a special series, Mike and Derek speak about how acknowledging the importance of listening can significantly improve sales performance. They also discuss the role of self-awareness and emotional intelligence in sales and how one's confidence, attitudes and beliefs directly impact how a salesperson interacts with customers. In this episode, you'll learn: - The importance of active listening, which includes hearing what the customer is saying and paying attention to their underlying needs. - The significance of emotional intelligence in navigating difficult conversations, handling objections, and building rapport with customers. - Effective sales is about creating value for customers by understanding their concerns and providing solutions that address their needs. Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/ Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ Jump into the conversation: [02:14] The Role of Today's Salespeople in the Buyer's Journey [05:19] Why Selling Is More Than Just Listening to Customers [07:33] The Impact of a Negative View of Selling [11:25] The 3 Key Conversations To Be Successful in Sales [14:57] Selling Is a Noble Profession

In this week's Scale Your Sales Podcast episode, my guest is Derek Roberts. Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions' products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance. In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales. Welcome to Scale Your Sales Podcast, Derek Roberts.   Timestamps: 04:54 – Listen and be open to coaching advice.   08:27 – Understanding and adapting to others for success.   10:54 – Fabulous relationship, successful business, shared values.   15:43 – Belief in adaptability and emotional intelligence habits.   18:34 – Ensure organizations understand and meet customer needs.   20:25 – Sales focus on customer's customer for success.   https://www.linkedin.com/in/derekroberts1/   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event:  https://janicebgordon.com    LinkedIn: https://www.linkedin.com/in/janice-b-gordon/       Twitter: https://twitter.com/JaniceBGordon    Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast      More on the blog: https://scaleyoursales.co.uk/blog    Instagram: https://www.instagram.com/janicebgordon        Facebook: https://www.facebook.com/ScaleYourSal...        

This week's show is entitled, "How Mindset, Skillset and Human Connections Combine To Unlock Sales Performance" and my guests are Mike Esterday, CEO & Partner at Integrity Solutions and Derek Roberts, CEO of Roberts Business Group co-authors of their new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance Tune in to Learn About: The importance & art of active listening in sales The role of preparation in sales, with examples The power of validation in sales The relationship between emotional intelligence and sales success Watch the video, listen now and/or read the transcript on the Heinz Marketing blog (episode 354). Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena@heinzmarketing.com.

Cultivating talent can be tricky for your sales team, but it's essential. And it's not just about hiring the right people but enhancing and nurturing current employee's skills to run revenue in a more efficient and effective way. In this episode of the Run Revenue Show, Mike Esterday, CEO of Integrity Solutions,  shares the secret of how to hire, keep, and grow talent so you can run revenue like a pro.   Here's what's inside:  Align personal purpose with professional goals. It's important to engage in conversations that uncover employees' intrinsic motivators and facilitate a deeper understanding of how their personal aspirations can be achieved through their roles. By defining and reminding your team members of the larger mission and the impact they are making for customers, you create a customer-centric mindset that drives performance.  Develop a growth mindset in sales teams. Focus on not just what your teams are achieving but how they're achieving it. Encourage a culture of continuous learning and resilience. Implement regular training sessions that address skill development and mental toughness and encourage your team to set challenging yet achievable goals and reflect on setbacks as learning opportunities. Master the art of referrals. Ensure to instill the practice of asking for referrals as a habitual part of the sales process. Start by integrating referral requests into your sales training programs and foster an environment where sales reps can confidently ask every satisfied customer for a referral. By actively seeking out referrals, your organization can maximize revenue opportunities with minimal cost.    Grab this week's Checklist Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com

Host Don Hardwick invites back Dawn Crump senior director of revenue integrity solutions at MRO. They discuss managing payer denials and the struggle between payer and auditor and the providers who are providing the clinical care. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen

Entering sales with a negative mindset puts you behind.That's why @Mike Esterday, CEO at @Integrity Solutions and co-author of Listen to Sell, focuses on attitude and how it affects salespeople's confidence, resilience, and self-assurance.Listen to gain the tools, strategies, and mindset to improve your self-confidence as a way to hit sales goals. Whether you're a seasoned revenue leader or an emerging sales professional, reminders about what a healthy dose of positive outlook can do to your business success are always valuable.Resource: Harvard Business Review & HubSpot

Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact? In this week's episode, sponsored by Alpha Sophia, we met with John Crowder, Vice President of Healthcare for Integrity Solutions. In our conversation, John highlights the importance of coaching and leadership skills and urges leaders to adopt a consultative approach. He also shares insights on the challenges faced by the industry, including the need to adapt to changing access dynamics and the critical role of continuous learning and development for both individuals and teams. What we discuss in the episode: The number one challenge faced by medical sales teams How to effectively understand and develop each team member individually The value that continuous learners bring to a sales team The negative impact of exclusively knowledge-based learning How to drive consistent improvement over time Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Integrity Solutions Social Media: Connect with John on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

In this podcast, host John Golden and guest John Crowder, VP of Healthcare at Integrity Solutions, discuss sales leadership and its effects on sales teams and businesses. Effective coaching, relationship-building, and authenticity in sales are stressed. They address leadership development and coaching skills gaps in many businesses. Crowder describes Integrity Solutions' amazing customers and how the organization brings humanity back into business. Effective sales leadership and human connection are stressed throughout the show.

John Crowder, Vice President of the Healthcare Vertical for Integrity Solutions has undoubtedly left an indelible mark on the sales and leadership consulting industry. The magnitude of his expertise is reflected in the impressive list of clientele he has worked with, including some of the largest organizations in the world. He joins Lee Scott to share how leaders can have a greater impact by shifting their mindset from listening to respond to listening to understand. He discusses the power of information discovered and the importance of leaders being consultative and empathetic. This conversation is full of practical steps to elevate the performance of your teams and make a positive impact in your organization. You don't want to miss it! Additional Resources:  Connect with Lee on LinkedIn Learn more about UnleashingLeaders Connect with John on LinkedIn Learn more about Integrity Solutions Follow PeopleForward Network on LinkedIn Learn more about PeopleForward Network

Communicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before moving forward. In this conversation, communication expert [Johnny Walker](https://www.linkedin.com/in/characterinc/) shares how to harness the power of effective communication to boost sales performance. As the Founder and President of [Character Inc.](https://characterinc.com/) and a longtime training facilitator with Integrity Solutions, Johnny's expertise in sales communication centers around understanding others in the pursuit of improved relationships and increased sales. Listen to hear Johnny share how to tap into your natural curiosity, craft questions that foster connection, and truly understand your customers' needs. **Resources:** - Johnny's LinkedIn: https://www.linkedin.com/in/characterinc/ - Follow Johnny on Twitter: @JohnnyWalkerCo - Learn more about Johnny's company: [Character Inc.](https://characterinc.com/)

Executives often feel they need to be the ones out in front, creating thought leadership for their org,  True thought leadership needs to move beyond a single individual, in order to move forward at scale. In order to fully understand how organizations build their thought leadership teams, I've invited Will Milano to join me. Will is the Chief Marketing Officer for Integrity Solutions, which focuses on sales training for organizations.  He is also the host of the podcast “Mental Selling”. Early in Will's career, he found that content and insights could drive conversations, increase credibility, and create strong brand affinity. Since then, he has been encouraging organizations to move their thought leadership beyond the C-Suite, bringing senior consultants into the game and allowing clients to see the full extent of what your organization has to offer. While many fear saying too much or “giving away the magic,” it actually works as a sneak peek that shows clients why they need your services. One of the hardest parts of creating a thought leadership engine is keeping it going. Will shares how having a knowledgeable team can make it easier to keep that engine going and take your ideas to scale. In addition we learn the importance of by-lines, which give potential clients a name they can seek further content from and grow to trust, and why you'll want to not only meet your audience where they are, but also meet your content creators where they are most comfortable. Three Key Takeaways: ·         Thought leadership is about relationship building.  Building trust and credibility and authenticity as a brand (and individuals in a brand) above anything else. ·         Early in the sales cycle customers care far more about what you have to say than what you have to sell. ·         More and more people are seeking to know exactly where their information is coming from.  By-lines on articles allow the audience to build trust and know it isn't simply AI-generated content.

Today on the podcast we welcome Mike Esterday, co-founder of CLI and currently the CEO of Integrity Solutions. Integity Solutions closes the gap between traditional sales training and what really works. Mike has a speical relationship with the Wilson family, as he was a co-founder of the Continual Learning Institute (CLI) with Christie's father, Hal Wilson. For the past 39 plus years CLI has provided Tenessee (largest in Middle Tennessee) real estate licensing and continuing education courses. Welcome to the podcast Mike! Let's Connect: Instagram: instagram.com/movinguppodcast/ Facebook: facebook.com/TheWilsonGroupRealEstate Learn about Studio Bank: studiobank.com Learn about ATA Certified Public Accountants & Business Advisors: atacpa.net David Hart, dhart@atacpa.net Questions for Christie and Heather? Email us podcast@wilsongrouprealestate.com www.integritysolutions.com  

Host Don Hardwick interviews Dawn Crump, senior director of revenue integrity solutions at MRO, about clinical claim denials. They discuss the billing cycle, the different types of claim denials, and the bottom-line impacts to organizations. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen/

What's the difference between a manager and a coach? Managers focus on current state, but coaches focus on future state, helping people reach potential they didn't realize they had. Jim Ryan former Denver Broncos player and current speaker, training facilitator, and sales coach at Integrity Solutions, joins the show to share how to shift your mindset from manager to coach. We discuss how to make the leap from individual contributor to sales leader, and how to excel once you're there. Jim shares how to untie mental knots, build confidence, and set “little-picture” goals for big-picture success. In this episode, you will learn: - How to overcome negative self-talk and build confidence - Why preparation will make or break your success in sales - How to shift from a managing mindset to a coaching mindset

This is the best and most in depth interview you'll see with Dinesh D'Souza about his latest documentary 2000 Mules. Dinesh takes on those who say it's time to “move on from 2020.” He also discusses how Trump's attorneys could have handled the aftermath of the 2020 election better and why establishment GOP were so quick to abandon Trump, what he hopes to accomplish with this documentary, he offers real concrete solutions to fix our election system and gives us a glimpse of his next project.   More: www.Carljacksonshow.com Facebook: https://www.facebook.com/carljacksonradio Twitter:https://twitter.com/carljacksonshow Parler: https://parler.com/carljacksonshow http://www.TheCarlJacksonPodcast.com See omnystudio.com/listener for privacy information.

This is the best and most in depth interview you'll see with Dinesh D'Souza about his latest documentary 2000 Mules. Dinesh takes on those who say it's time to “move on from 2020.” He also discusses how Trump's attorneys could have handled the aftermath of the 2020 election better and why establishment GOP were so quick to abandon Trump, what he hopes to accomplish with this documentary, he offers real concrete solutions to fix our election system and gives us a glimpse of his next project.   More: www.Carljacksonshow.com Facebook: https://www.facebook.com/carljacksonradio Twitter:https://twitter.com/carljacksonshow Parler: https://parler.com/carljacksonshow http://www.TheCarlJacksonPodcast.com See omnystudio.com/listener for privacy information.

  Free guide for fitness coaches  If you are interested in a Body Transformation, please use this link and fill out the Questionnaire  If you enjoyed this episode, make sure and give us a five star rating  and leave us a review on iTunes, Podcast Addict, Podchaser and Castbox. STRONG Fitness Magazine Subscription Use discount code STRONGGIRLResourcesSTRONG Fitness MagazineSTRONG Fitness Magazine on IGTeam Strong GirlsCoach JVBFollow Jenny on social mediaInstagramFacebookYouTube    

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 used to be — the typical salesperson today is also quite often an unintentional salesperson. The sales force of today must be deeply empathetic, curious and committed to filling needs. But how do we flip the narrative to attract these kinds of people? We speak with Mike Fisher, long-time Master Facilitator for Integrity Solutions and Chief Sales Officer at Sales Bullpen, about defining what a salesperson really is, how a mindset shift can change the public opinion (as well as their own), and how sales leaders need to look at their team. Join us as we discuss: How a company's beliefs & view of selling ultimately shapes success Why a positive or negative view of sales will make or break a salesperson The mindset shift required for sales leaders Check out these resources we mentioned during the podcast: The Pay Is High and Jobs are Plentiful, but few want to Go Into Sales https://www.wsj.com/articles/the-pay-is-high-and-jobs-are-plentiful-but-few-want-to-go-into-sales-11626255001

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 to build rapport with customers. How understanding the probing questions to ask on a sales call and honing better sales prospecting techniques that include asking open ended questions builds rapport with customers. Master Facilitator and Business Associate Mike Fisher joins the Integrity Solutions podcast to discuss the value of asking good prospecting questions and actively and intentionally listening better. He offers real examples of what constitutes value for buyers and how sales people need to start being honest about how (or if) they're adding value and asking rapport building questions in every sales conversation.

Top-performing salespeople- do they make great sales managers? Well, it depends... New sales managers can struggle and stumble if they don't address a fundamental challenge in their new job: The mindset that worked for them as top performing sales people won't work for leading and motivating sales teams. And the key to their success as managers is how they shift and develop their coaching mindset to what works best for leading people. Global leadership development expert Loren Margolis joins the Integrity Solutions podcast to discuss the challenges, wrong assumptions and strategies for taking stellar individual sales contributors and helping them become great sales leaders and coaches.

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 teams, with customers, in flat organizations, and especially when you don’t have formal authority but you need to drive strong results. The latest podcast from Integrity Solutions features practical tips from the front lines — in an interview with Jocelyn Davis, learning & development industry expert and author of the new book, The Art of Quiet Influence: Timeless Wisdom for Leading Without Authority.

Host John Golden talks to Bruce Wedderburn of Integrity Solutions who has over 20 years of global experience in the sales performance improvement industry building, coaching and directing sales teams and distribution channels to surpass growth targets. John and Bruce discuss the vital topic of coaching and training on the centerpiece of sales—the sales conversation—and Bruce shares some powerful research into the profound reaches of the various aspects of the sales conversation.

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 research done by Integrity Solutions in partnership with The Sales Management Association looks at key challenges for making coaching work and drivers for making sales coaching yield better results. A discussion with Mike Esterday of Integrity Solutions and Bob Kelly of The Sales Management Association.

Your brand on the outside is only as strong as it is on the inside. Honey Shelton welcomes Steve Schmidt to the study as they discuss how to identify and embrace a sales mentality at your bank or credit union, all while making sure you maintain your unique identity. question: What does selling really mean to you? This episode is all about the extended relationship with your customers and will help you answer this simple, yet tough question: Are you simply providing a service or are you a trusted advisor or even a partner to your customers?Steve will introduce you to the 5 dimensions that impact sales performance and the 5 expectations customers have. Discover how to improve sales performance and the real value of a customer centric sales culture and how heightened trust can create win-win-win situations for your customer, financial institution, and employees.Take your brand promise from a statement on a poster to something all your employees believe in!About our GuestSteve Schmidt is an Executive Partner with Integrity Solutions®, a professional services firm that specializes in performance improvement in the areas of sales, service, and coaching. He is involved in business development and managing strategic account relationships, with a strong emphasis in the Financial Service and Insurance sectors. Steve has 11 years of experience developing and implementing revenue generating tools and programs across the sales network. Steve’s broad scope of sales process and sales operations expertise combine to provide insightful and result-producing solutions.  Steve has an undergraduate Business Management degree from the University of South Dakota and a Masters of Business Administration from the University of Phoenix.

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 to increase their performance? An interview with Mike Esterday, CEO of Integrity Solutions.

As a higher percentage of younger sales associates get hired in the healthcare industry, what are the implications for managing, coaching and training these younger hires? A discussion with Kevin King, Vice President Healthcare with Integrity Solutions.

In part 2 of our podcast interview with Bruce Wedderburn, Chief Sales Officer at Integrity Solutions, we explore other unseen factors that limit growth within sales organizations. Bruce explores the large gap between developing what makes salespeople successful and where organizations tend to focus their sales training efforts.

Malcolm Crompton is Managing Director of Information Integrity Solutions Pty Ltd, providing high-level advice to private sector and public sector organizations on building trust through excellent data governance, particularly in their collection and use of personal information. He is also Director of Bellberry Limited, a private not-for-profit organization that provides health ethics committee services in accordance with the National Health and Medical Research Council Statement on Ethical Conduct in Research Involving Humans and is the Asia Pacific based Director of the International Association of Privacy Professionals (IAPP). He recently led the establishment of the Australia New Zealand affiliate of IAPP and was its foundation President. He was Australia's Privacy Commissioner for five years until April 2004. He led the implementation of private sector privacy law that commenced in 2001. He has established a global reputation for his forward thinking on the handling and governance of personal information and has been the invited speaker at many events in North America, Europe and Asia as well as Australia. www.iispartners.com