Mental Selling: The Sales Performance Podcast

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 V

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 Presi

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

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

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

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 previou

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

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

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

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, sha

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 bui

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 Ha

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 t

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 mad

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

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 o

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 epis

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 ris

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

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. Bra