AI can make sales more efficient, but it cannot replace the emotion, judgment, and trust that drive real buying decisions. In part two of this series, Amara Hunt , Chief Product Officer, and Amanda Ervin , Senior Learning & Performance Consultant at Integrity Solutions , go deeper into the human side of selling in the age of AI. Their conversation explores why buying decisions are never purely logical, how emotion influences the way customers evaluate risk and value, and how sellers can use ...
Apr 30, 2026•33 min•Ep. 136
AI can make sales faster, but it cannot replace the trust that drives real buying decisions. Amara Hunt , Chief Product Officer, and Amanda Ervin , Vice President, Senior Learning & Performance Consultant at Integrity Solutions , dig into what selling looks like as AI becomes part of everyday sales work. They explore where AI genuinely helps, from research and note taking to proposal support and efficiency, while making the case that human connection is still what moves complex deals forward...
Apr 09, 2026•19 min•Ep. 135
Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble. In this conversation, Lindsay Rios , Fractional CRO at Luminetics , shares how intentional revenue-building is the key to long-term success. She explains why focusing on purpose, operational rigor, and clarity is crucial for scaling a business without falling into the trap of accidental growth. Lindsay breaks down the importance of aligning sales, operations, and forecasting to create a stable, su...
Apr 02, 2026•36 min•Ep. 134
Confidence matters in revenue, but ego is where performance starts to slip. In this conversation, Mike Head , CRO at PartnerStack , explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal. He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset that puts giving first. Mike also breaks down the belief systems that separate consistent leaders from rea...
Feb 26, 2026•26 min•Ep. 133
Integrity is the foundation of trust and success in today’s selling environment. Brian Snader , Vice President of Client Development at Integrity Solutions , joins host Hayley Parr to discuss why integrity matters more than ever in 2026. Brian emphasizes how integrity is about doing the right thing, having sound moral principles, and fostering trust within organizations and sales teams. He highlights that integrity isn’t just a philosophy, but a competitive advantage that builds relationships, c...
Feb 12, 2026•9 min•Ep. 132
Brand clarity is what turns frantic activity into focused growth. Cate Hollowitsch , Fractional CMO and Principal Consultant at Relevents Group , joins host Hayley Parr to explain why go-to-market strategy should start with brand. Cate discusses how a clear brand foundation helps teams avoid the "spray and pray" approach and ensures alignment across departments. She breaks down the nine essential components of brand vision, mission, values, ICP, positioning, promise, persona, tone, and logo, and...
Jan 29, 2026•32 min•Ep. 131
Sales strategies that worked in the past are no longer enough in today's rapidly evolving market. By the time a buyer engages with a sales team, they’ve often already made up their mind. So how do you break through the noise and stand out in a crowded, info-overloaded world? Em Holldorf , Director of Demand Generation at Integrity Solutions , joins host Hayley Parr to explore how sales teams can adapt to the dramatic shifts in buyer behavior. Em explains why relying on outdated tactics, like gen...
Jan 15, 2026•28 min•Ep. 130
This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who helped shape the show from the start. In this year-end reflection, Hayley looks back on the conversations that defined Mental Selling in 2025 and the les...
Dec 31, 2025•19 min•Ep. 129
Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks. Jess Rose , the newly hired Director of Revenue Operations at Integrity Solutions , joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with the company, she is already bringing clarity to the systems, processes, and decisions that fuel predictable performance. Jess explains why Rev Ops i...
Dec 18, 2025•27 min•Ep. 128
Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back , featuring Shawn Young , Senior Director of Global Training and Education at AtriCure . He shares the real pitfalls that hold sales teams back and the practical ways leaders can avoid them. With more than 20 years of experience...
Nov 27, 2025•20 min•Ep. 127
Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it. This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams , where host Hayley Parr pulls together the most powerful moments and insights from David Hammond , Senior Director of Sales at Epicor , and a veteran of more than two decade...
Nov 13, 2025•17 min•Ep. 126
Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day. In this episode, Donna Horrigan and Patty Gaddis , seasoned sales leaders at Integrity Solutions , share how their defining moments shaped not only their careers but their approach to leadership, mentorship, and purpose. From motherhood and flexibility to confidence and credibility, they explor...
Oct 30, 2025•27 min•Ep. 125
Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise. Brad Farris , executive leadership coach at Anchor Advisors , shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadership, how high-status behaviors signal confidence, and why slowing down in a deal can actually accelerate res...
Oct 16, 2025•30 min•Ep. 124
Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive. Gearoid Cox , founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top performers benefit from revisiting fundamentals, how small teams can maximize limited training budgets, and why appreciation is the hidden fuel that drives ...
Oct 02, 2025•33 min•Ep. 123
True sales success is about growth, intentionality, and staying true to your values. Jacob Hicks , sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with personal growth and intentional living. Jacob has worked with leaders across corporate, nonprofit, and entreprene...
Sep 18, 2025•24 min•Ep. 122
You can beat the competition. You can’t survive confusion. Garin Hess , founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized coaching experiences that empower champions and engage entire buying groups. He reflects on the dangers of...
Sep 04, 2025•30 min•Ep. 121
Effective communication under pressure isn’t just a sports skill, it’s a sales advantage. Jen Mueller , longtime sports broadcaster and founder of Talk Sporty to Me , has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be flashy, but instead they’re built on consistency, preparation, clarity, and emotional awareness under pres...
Aug 21, 2025•34 min•Ep. 120
Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. Brad Jung , Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments , reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in sales has shifted from simply pushing products to truly understanding and meeting client needs. Brad also emphasizes the importance of mentorshi...
Aug 07, 2025•28 min•Ep. 119
Building authentic connections through marketing is more important than ever, especially in an age of automation. Em Holldorf , Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective marketing, especially when resources are tight. Em also reflects on real lessons from the field and why authentic conversations, not polished messagi...
Jul 24, 2025•31 min•Ep. 118
Connecting with others through a screen isn't easy, but it’s now essential. Lauren Deal , former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals can adapt the same mindset to connect more deeply with customers and lead with presence. From storytelling with emotional stakes to managing impostor ...
Jul 10, 2025•30 min•Ep. 117
Creating a culture of coaching and leading with purpose can transform both people and businesses. Danita High , Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development can align business strategy with personal growth, all rooted in empathy and trust. Listeners will gain valuable insights on how to recognize signs of b...
Jun 26, 2025•31 min•Ep. 116
Emotional intelligence shapes how top performers lead and sell. Chuck Karvelas , longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations. Listeners will take away practical ways to build trust faster, lead with curiosity, and reframe resista...
Jun 12, 2025•30 min•Ep. 115
Resilience sets the foundation for meaningful growth in modern sales. Brett Shively, CEO of Integrity Solutions, shares how a people-first mindset, repeatable systems, and core values drive long-term success. With decades of experience in the learning and development space, Brett reflects on what it really means to lead with character and purpose through shifting markets and business uncertainty. Listeners will hear how behavioral awareness, thoughtful process, and a focus on relationships trans...
May 29, 2025•25 min•Ep. 114
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 success...
May 15, 2025•38 min•Ep. 113
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 compl...
May 01, 2025•33 min•Ep. 112
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 o...
Apr 17, 2025•24 min•Ep. 111
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 s...
Apr 03, 2025•7 min•Ep. 110
In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort. In this conversation, William Vanderbloemen, author, CEO and Founder of Vanderbloemen Search Group, discusses the importance of mastering these 12 unicorn habits for sales excellence. He shares personal anecdotes ...
Mar 20, 2025•40 min•Ep. 109
Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being. Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve performance and business outcomes through sociocultural drivers. Her focal points at Gallup are in Strengths-Based de...
Mar 06, 2025•34 min•Ep. 108
Scott Ingram is a sales expert and podcast host who has interviewed top performers in the industry to uncover the secrets to their success. He is passionate about helping salespeople understand the importance of mindset, belief, and productivity in achieving success. Better said, he helps salespeople unlock their superpower. In this episode, Scott reveals how top sales performers achieve high performance through self-belief, productivity, and customer knowledge. He challenges the lazy management...
Feb 20, 2025•50 min•Ep. 107
