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 industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B bu...
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EP 135 When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin
<p>Trust gets clinical specialists in the room. Strategic influence is what helps them create greater impact once they are there.</p><p>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, explore the untapped potential sitting inside clinical teams.</p><p><br></p><p>They explain why many clinical specialists resist the idea of selling, even when they already have the trust, credibility, empathy, and access needed to...
EP 134 Human-Centric Selling and Risk-Aware Growth with Jack Haworth
<p>Knowing the rules and doing the right thing are not the same thing, and that gap is where the real risk lives.</p><p>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 actually takes to move from rule awareness to ethical application, from building a human-centric selling culture to understanding why reinforcement is the step most organizations skip and...
EP 133 When Compliance Meets Culture in Banking with Jack Haworth
<p>Compliance programs can check every box, but they cannot guarantee that people will do the right thing under pressure.</p><p>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 most pressing and underappreciated challenges in banking today. He explores where compliance programs tend to break down, from treating training as a finish line to keeping compliance siloed away from sales strategy, while making the case...
EP 132 Why Emotion Still Wins in Sales with Amara Hunt and Amanda Ervin
<p>AI can make sales more efficient, but it cannot replace the emotion, judgment, and trust that drive real buying decisions.</p><p>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 the GAP model to ask questions that reveal what really matters beneath the surface.</p><p>As the...
EP 131 Keeping Sales Human in the Age of AI with Amara Hunt and Amanda Ervin
<p>AI can make sales faster, but it cannot replace the trust that drives real buying decisions.</p><p>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. Their conversation gets to the heart of what buyers still need from sellers, especially when stakes are high and decisions...
Ep 130 Mastering Sales Leadership and Revenue Strategy with Lindsay Rios
<p>Purpose-driven growth matters in revenue, but relying on luck is where organizations often stumble.</p><p><br>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. </p><p><br>Lindsay breaks down the importance of aligning sales, operations, and forecasting to create a stable, sustainable revenue engine. She also dives into the mistakes founders make when hiring based on past experiences and how to cultivate a...
Ep 129 The Mindset Behind Modern Revenue Leadership with Mike Head
<p>Confidence matters in revenue, but ego is where performance starts to slip. </p><p>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.</p><p>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 reactive ones, plus how partnering, automation, and better signals are changing what it takes to lead at the CRO level.</p><p>In this episode, y...
Ep 128 Why Does Integrity in Sales Matter More Than Ever in 2026? With Brian Snader
<p>Integrity is the foundation of trust and success in today’s selling environment.</p><p>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.</p><p>He highlights that integrity isn’t just a philosophy, but a competitive advantage that builds relationships, credibility, and confidence. Brian also explains how Integrity Solutions has evolved, integrating new technologies and AI to better support modern learners and...
Ep 127 Niche Down for Stronger Go-to-Market Focus with Cate Hollowitsch
<p>Brand clarity is what turns frantic activity into focused growth. </p><p>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.</p><p>She breaks down the nine essential components of brand vision, mission, values, ICP, positioning, promise, persona, tone, and logo, and why these must be in place before building a go-to-market playbook. Cate also shares why go-to-market isn't a department or a campaign, b...
Ep 126 Getting Buyers to Buy When They’ve Already Made Up Their Minds
<p>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?</p><p><br>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 generic sales pitches and "info dumps," won’t cut it in 2026, and...
