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 webin...
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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 i...
Episodes
20 of 143 episodesEP 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...
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 Hu...
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...
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...
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...
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 t...
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 th...
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...
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 , Fra...
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...
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 Inte...
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 Gr...
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 t...
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...
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 Ros...
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 ga...
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 th...
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...
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...