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Integrity Solutions: The Sales Performance, Coaching and Customer Service Podcast
18 minutes | Sep 10, 2021
EP 023 Preparing for Sales Calls and Asking Better Probing Questions for Sales
Bringing customer value through a sales approach of asking better probing questions for sales. The questions to ask on a sales call that boost efforts to build rapport with customers. How understanding the probing questions to ask on a sales call and honing better sales prospecting techniques that include asking open ended questions builds rapport with customers. Master Facilitator and Business Associate Mike Fisher joins the Integrity Solutions podcast to discuss the value of asking good prospecting questions and actively and intentionally listening better. He offers real examples of what constitutes value for buyers and how sales people need to start being honest about how (or if) they're adding value and asking rapport building questions in every sales conversation.
15 minutes | Jul 23, 2021
EP 022 Developing the Sales Coaching Mindset in Your Sales Leaders
Top-performing salespeople- do they make great sales managers? Well, it depends... New sales managers can struggle and stumble if they don’t address a fundamental challenge in their new job: The mindset that worked for them as top performing sales people won’t work for leading and motivating sales teams. And the key to their success as managers is how they shift and develop their coaching mindset to what works best for leading people. Global leadership development expert Loren Margolis joins the Integrity Solutions podcast to discuss the challenges, wrong assumptions and strategies for taking stellar individual sales contributors and helping them become great sales leaders and coaches.
15 minutes | May 6, 2021
Ep 021 Sales Performance in Boom Times: Are you ready?
Most economic indicators point to a strengthening economy, now that the pandemic is beginning to wane with the widespread rollout of vaccines. That begs the questions: Is your sales team ready to compete by creating value, not by describing product? Businesses are sitting on piles of cash. People are ready to spend now. But Fear of Missing Out (FOMO) is real. Is your sales team truly ready to compete and win – or will you miss the coming wave? Integrity Solutions’ Chief Sales Officer, Bruce Wedderburn, explains what’s different today, including the role of the virtual selling environment and navigating inevitable distractions– and how what worked before won’t do the trick now. Learn to differentiate through the human experience: Pretty soon most purchases – from small scale B2C to even some larger corporate B2B purchases, can be made through automation without even needing to talk to a sales person. This is the digitization and commoditization of all products and services. This can be bad news but also a tremendous opportunity for sales reps to rise to the occasion. One of the things that COVID-19 taught us, especially in the early months of the pandemic, is the need for a human connection. The foundation for great sales performance is empathy, understanding and reassurance. Sales reps need to become trusted consultants to buyers by solving their business challenges and sharing insights not selling products — and going beyond immediate needs. In 2021, your team will need to focus on building trust and rapport in an increasingly digital world while becoming intimately familiar with your buyers’ goals and pains. More and more products are being seen as a commodity so trying to differentiate through describing why you’re different is further putting you into the commodity basket – because that’s what your competitors are doing. Differentiation and sales performance will come from how well your team can deliver value throughout the buying journey, the customer experience, not by how well you can describe your product.
11 minutes | Feb 16, 2021
Ep 020 Sales Strategies Snapshot: Thriving In The New Digital Economy
As the COVID-19 pandemic crosses the one year marker, what’s working today for sales teams — and what innovative sales strategies are connecting with customers? Integrity Solutions CEO, Mike Esterday, explores what we’ve learned in the past year, how customers are different today, and how the sales function is seen as the key to recovery for most organizations. Virtual selling, which in truth has been around for a long time, is now the norm. It will be part of every salesperson's role forever now. And it's shown to be better for gathering and coordinating growing numbers of decision makers, setting appointments, pre-call planning and having effective sales conversations. Hopeful signs of recovery. New skills developed under incredible pressures. Many companies have shown tremendous resilience, survived, and even thrived. Those companies doing well are focused now more than ever on customer loyalty while shifting both their mindsets and skill sets. They emerge now believing they can perform at a higher level in this new year. Mike also discusses how managers are shifting their skills too- how they teach sales teams to sell virtually and how they coach virtually.
15 minutes | Sep 30, 2020
Ep 019 Challenging Times: Shifting Your Leadership Style
How one leader's experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Financial Group’s Gary Karthauser who explores how he’s adapting his leadership style to the challenges of leading teams in a pandemic. One seasoned leader’s insights into how values-based leadership and coaching provides a solid foundation for getting results in the most unprecedented of times.
14 minutes | May 14, 2020
Ep 018 Virtual Training: Here's How to Step-Up Your Game
Most organizations are quickly coming around to the view that virtual training is a must-have — given its obvious benefits. You might be relatively new to it and find yourself doing more virtual because of the crisis times we’re living in. Or maybe you’re more experienced — but you’d love a quick primer on some fundamentals. Seasoned trainer Johnny Walker has just that — with a look at how virtual compares to in-person training and insights for how to do it well. Virtual training is still sometimes viewed as not as effective as in-person, classroom training. But the reality is in some ways it's even more personal, engaging and creates greater training retention. What to know if you're testing the waters of virtual training- and how to get clarity around the fundamentals to create learning environments that generate greater competence and confidence. We also explore with Johnny what leaders need to do, the role of the facilitator and some fundamentals for making virtual training succeed.
15 minutes | Apr 23, 2020
Ep 017 Finding Sales Opportunity During Adverse Times
In adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor. See how finding sales opportunity during times of adversity requires shifting focus from selling, toward building connections with colleges and customers to set up future success. As the current economic downturn shows signs of changing where and how we work, what’s it take to adjust and lean in to new ways of connecting with customers and leading teams? Integrity Solutions’ Mike Fisher checks in with fresh insights to deepen how to adjust to the new normal.
15 minutes | Mar 31, 2020
Ep 016 Unmasking and Defeating Assumptions That Harm Sales Organizations
Technology alone can't solve what ails the selling process in so many sales organizations. Mistakes so often made by salespeople today are based on simple mistakes grounded in false assumptions and beliefs about people, selling and buying. Our podcast interview with George Bronten, founder and CEO of Membrain and author of the new book 'Stop Killing Deals'. Our conversation with George explores his thinking around sales training, motivation drive, the role of sales managers and the importance of sales coaching.
18 minutes | Sep 18, 2019
Ep 015 Leading Without Authority: Quiet Influence on Teams, With Customers and in Flat Organizations
What’s the art of quiet influence — and how can you excel at it? Learning how to exercise influence is vital in many work situations today — on teams, with customers, in flat organizations, and especially when you don’t have formal authority but you need to drive strong results. The latest podcast from Integrity Solutions features practical tips from the front lines — in an interview with Jocelyn Davis, learning & development industry expert and author of the new book, The Art of Quiet Influence: Timeless Wisdom for Leading Without Authority.
13 minutes | May 14, 2019
Ep 014 Sales Enablement: Maximizing Your Investment
Sales enablement is one of the biggest- but also more confusing- buzz words in business today. Many sales leaders clamor to add a stream of data, content and technologies without a strategy behind it that may overwhelm salespeople and ultimately harm productivity more than it helps. How do you make the investment and promises of sales enablement actually pay off? Integrity Solutions Chief Sales Officer, Bruce Wedderburn, details how sales teams can use sales enablement to develop better quality conversations skills that can be used at the right time to advance sales opportunities.
14 minutes | Oct 17, 2018
Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance
Most sales managers claim to value coaching- yet most don't do it rigorously, effectively and in many cases at all. What's behind the disconnect? New research done by Integrity Solutions in partnership with The Sales Management Association looks at key challenges for making coaching work and drivers for making sales coaching yield better results. A discussion with Mike Esterday of Integrity Solutions and Bob Kelly of The Sales Management Association.
17 minutes | May 14, 2018
Ep 012 The Selling Skill that Will Better Connect You with Customers
How can you know what works and what doesn’t for connecting successfully with prospects and customers? One important way is to focus on their Behavior Styles — a critical selling and communication skill which Integrity Solutions’ Mike Fisher explores in this podcast.
13 minutes | Feb 6, 2018
Ep 011 How Can Coaching Empower a More Agile and Adaptive Workforce?
How does the luggage and travel bags powerhouse — Samsonite — leverage the power of coaching to help it manage explosive growth and change? We sat down with Lou Cimini, Samsonite’s Vice President of Human Resources, to learn how Samsonite created a culture that binds leaders together, has a shared purpose to carry out their mission and empowers a more collaborative workforce.
12 minutes | Oct 17, 2017
Ep 010 Strengthening Mission-Driven Organizations
Can non-profits become more sales minded in support of their mission? That’s the central focus of this podcast with Derek Roberts, which explores how a key division of a leading humanitarian aid organization achieved strong results in a shift that bolstered sales consciousness to support its important mission.
15 minutes | Jul 21, 2017
Ep 009 Driving Total Motivation
How do top companies build high performing cultures by focusing on motivation drive? This podcast features an interview with Lindsay McGregor, co-author of the best-selling book Primed to Perform, who details a new framework for understanding and building employee motivation.
10 minutes | May 5, 2017
Ep 008 The Three Conversations That Unlock Sales Success
Keys to success for top-performing sales teams. New data points to how some companies take a different approach to training and development to get a 20% boost in sales. Integrity Solutions' CEO Mike Esterday is asked about new research conducted in partnership with the Sales Management Association.
15 minutes | Jan 23, 2017
Ep 007 Customer Service: Going Beyond the Script
Building great customer service teams. How can training build a strong relationship between customer service and sales? And how can you go "beyond the script" and turn customer service teams into problem solvers?
10 minutes | Jan 10, 2017
Ep 006 Optimizing Sales Performance for Stronger Results: Part 2
Part 2 in our podcast discussion with Integrity Solutions CEO Mike Esterday. Success traits and attributes of leaders. The critical role of coaching and expanding beliefs. Mike shares specific to-do's to make a difference in 2017 in your performance and performance of your teams.
14 minutes | Dec 6, 2016
Ep 005 Optimizing Sales Performance for Strong Results: Part 1
Organizations often wrestle with a performance gap with individuals and teams. What’s at the heart of it? What can people look at most immediately to increase their performance? An interview with Mike Esterday, CEO of Integrity Solutions.
11 minutes | Oct 4, 2016
Ep 004 Millennials in the Healthcare Workplace: Challenges and Opportunities
As a higher percentage of younger sales associates get hired in the healthcare industry, what are the implications for managing, coaching and training these younger hires? A discussion with Kevin King, Vice President Healthcare with Integrity Solutions.
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