Mental Selling: The Sales Performance Podcast

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, e...

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...

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 m...

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...

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 a...

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.  Lin...

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...

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 highlig...

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...

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 a...

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-en...

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...

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 s...

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 insi...

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,...

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...

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 sma...

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 grow...

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 coachi...

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...

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 produ...

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. E...

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...

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, a...

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. Lis...