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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 insi ...
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Looking for sales performance strategies? Hoping to grow revenue? Join Matt Sunshine, CEO at The Center for Sales Strategy, where he and industry experts work toward a singular goal: Improving Sales Performance.
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Entrepreneur to Employer - Helping Business Owners Drive Leads, Sales, Performance, and Cash Flow for Greater Freedom
Brian Montes
Building a successful business means managing a constantly shifting target, especially when assembling a high-performance team that drives revenue, enhances the bottom line, and meets expectations. The Entrepreneur to Employer podcast is here to help. Tailored for entrepreneurs, this show delivers practical insights across three critical areas: time, money, and people operations. From developing sales systems to creating an operations manual or even preparing your business for sale, Entrepre ...
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Interviews with Sales Experts
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Business success comes down to a simple formula: (Work + Skill)*Systems = Results. We built this community to showcase how everyday people build amazing organizations so that you can use their experience to grow faster – turn decades of learning into days.
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The Happy Hour Effect: Leadership | Sales | Performance | Kristen Brown
Kristen Brown: Keynote Speaker | Bestselling Author | Media Contributor
Discover a fresh philosophy to inspire your team to love coming to work every day and give their best while they’re there to boost personal and bottom-line growth. Kristen Brown is a bestselling author, team performance expert, work/life strategist, and professional speaker who shares her proven Happy Hour Effect message to amplify leadership potential, sales, service, work/life happiness, goal-getting, personal branding and less stress. During Happy Hour, we’re at our best – connected, open ...
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Sales Management Workshop Tips, strategies, and tactics to improve sales team performance
Michael Carter
A Podcast for sales managers, business owners or anyone responsible for managing their sales force with tips and strategies to build your sales team, close more deals, increase profits, and take your management skills to a whole new level
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Efficient business operations are the cornerstone of growth and profitability, yet many business owners resist implementing systems. Why? In this episode of the Entrepreneur to Employer podcast, we explore the four biggest reasons entrepreneurs avoid creating operational systems and how overcoming these challenges can transform your business. If yo…
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People don’t buy from brands they don’t trust. So how can you build the trust that drives sales?David Horsager, CEO of the Trust Edge Leadership Institute, shares why trust is the ultimate driver of sales success. With insights from his book Trust Matters More Than Ever, David explains the eight pillars of trust and how to build it at every touchpo…
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Brian Montes discusses the challenges of managing underperforming employees in this episode of the Entrepreneur to Employer podcast. He shares personal experiences and emphasizes the importance of addressing performance issues to maintain workplace morale and culture. Brian introduces a three-part test to help business owners evaluate underperformi…
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LinkedIn has evolved beyond being just a digital resume for job hunting. It’s now a powerful tool for building your personal brand.Natasha Walstra, Founder and CEO of NearPoint Strategies, shares how sales professionals can leverage online platforms to build trust, connect with prospects, and increase sales. She shares her own journey, from struggl…
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In the Entrepreneur to Employer Podcast episode, Brian Montes dives into employee retention by uncovering the seven signs your top performers are about to quit. Losing your best employees can devastate your business, especially when you’re a first-time founder or small business owner trying to scale. But how can you spot the early warning signs bef…
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In today’s episode of the *Entrepreneur to Employer* podcast, we’re diving into one of the most crucial steps in building a successful business: creating a hiring process that brings in your ideal employees. We’ll guide you through designing a hiring strategy that fills open roles and attracts candidates who align with your company culture, values,…
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How can sellers stay relevant in this digital age?Shama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can adapt. Since 95% of potential clients aren’t actively ready to buy, staying top-of-mind is more important than ever. Shama shares strategies for building a personal brand and fostering trust through …
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All high-performing sales teams have one thing in common—conflict.When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma, CEO of Darcy Luoma Coaching & Consulting, discusses the key elements that set thriving sales teams apart. It’s important to clearly define roles and responsibilities, allowing team membe…
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Sales is rapidly changing as younger buyers and larger, more complex buying committees become the norm. In this episode, Matt Heinz, Founder and President of Heinz Marketing, explains how the growing influence of millennial and Gen Z decision-makers is driving sales teams to change their communication styles. Despite these shifts, foundational skil…
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What’s the future of sales? Many say there’s never been a better time to be in Sales. But how is it evolving as a profession, and what will its future hold? Meet Alexine Mudawar, CEO of Women in Sales and a powerhouse in sales leadership and community support. In this episode, Alexine joins host Will Milano to discuss the challenges of enterprise s…
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A thriving workplace culture is the secret behind every successful sales organization. And that starts with connection. It's not just about achieving task excellence but also building relationships within your team. Yet, many sales leaders overlook this, leading to a disconnected workforce. Michael Stallard is here to guide us through this topic. A…
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In this Quick Take episode, we’re breaking down how to keep your sales team happy and productive. You’ll not only learn why employee happiness and productivity go hand-in-hand, but also actionable ways to increase morale and sales numbers at the same time. LINKS: Matt Sunshine The Center for Sales Strategy…
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In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. And joining me to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. Both offer some amazing points to think about, like: Why too many sales …
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Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your relationships.In this episode, Liane Davey, an organizational psychologist and acclaimed author, j…
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In this Quick Take episode, we're tackling how to track revenue performance for maximum results. From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business. LINKS: Matt Sunshine The Center for Sales Str…
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In this episode, we're exploring how a company successfully aligned their sales and marketing teams to maximize their efforts of their sellers. The great Andrew Sims, CRO at SentriLock, and Trey Morris, VP/Senior Consultant here at CSS, are joining me to break down that journey. Both bring such great points to the table, like: Why you don't have to…
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In this Quick Take episode, we're exploring one of the most crucial aspects of success as a business: the ability to keep your sales pipeline full. By the end of this short episode, you'll have 10 effective tactics at your disposal to ensure that your sales pipeline is never empty. LINKS: The Center for Sales Strategy Matt Sunshine…
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Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what professionals and managers can do to address this mental health crisis in sales. As a coach, Jeff…
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Brian Montes discusses the importance of overcoming fear-based decisions as a business owner in this episode. He explains that fear can hinder business growth and lead to reactionary and cautious decision-making. Common triggers of fear in business include financial instability, intense competition, and sudden market changes. Brian provides ten ste…
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Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales. Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer fe…
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What separates high performers from average salespeople? The answer is preparation.Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way. Paul encourages salespeople to be in…
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In this episode, Brian Montes discusses the importance of creating a sales system for business growth. He emphasizes that hiring salespeople is not always the best solution and instead recommends focusing on developing a strategic sales system. He outlines seven steps to create a scalable sales system, including identifying the target customer, def…
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Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us how to do just that.Doug Dvorak is not your average sales expert – he's the founder of the Sal…
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In this episode, Brian Montes interviews Jevon Thomas, a director of retirement plans, about the importance of offering 401k plans and retirement plans as a retention strategy for small businesses. They discuss California's regulatory landscape and companies' legal obligations to provide retirement plans. They also explore how 401k plans can be uti…
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In this episode, Brian Montes discusses the power of mentorship in business success. He explains what makes a great mentor and highlights the importance of investing in mentorship training and development. Brian also emphasizes the need to recognize and reward mentorship excellence and encourages cross-disciplinary mentoring to foster a diverse ski…
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Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements.In this conversation Paul Fuller, Chie…
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The Most Common Challenges Business Owners Face with Time, Team and Money (and how to overcome them)
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In this episode, Brian Montes discusses the challenges that business owners face in three key areas: time, team, and money. He provides insights and solutions for each challenge, such as creating a time management plan, developing an operations and training manual, implementing a team meeting rhythm, and establishing a cash gap plan. Brian emphasiz…
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In this episode, Brian Montes discusses the importance of Key Performance Indicators (KPIs) for business owners and provides insights on developing and utilizing KPIs effectively. He covers KPIs' definition, significance for business growth, and specific KPIs to track across various business functions. Additionally, he outlines key questions to con…
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Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions …
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In this episode, Brian Montes discusses the importance of lead generation for business owners and explores different strategies for generating leads. He categorizes these strategies into two main approaches: farming and hunting. Farming strategies focus on cultivating relationships over time, including content marketing, email marketing, social med…
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Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks.In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity…
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Bridging Generations in the Workplace: A Leadership Guide to Harmonizing a Multi-Generational Team
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In this episode, Brian Montes discusses the challenges of managing a multi-generational workforce. He emphasizes the need to challenge harmful stereotypes and appreciate the unique preferences, habits, and behaviors that each generation brings. Navigating the complexities of a multi-generational workforce can feel like walking a tightrope, but it's…
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Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges. Joanne Black, founder of No More Cold Calling, joins this episode…
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In this episode, Brian Montes discusses the importance of leadership in business and shares his insights on a specific leadership technique that can optimize team performance. He emphasizes the need for a healthy culture and solid leadership to build a sustainable and profitable business. Brian highlights the significance of both intrinsic and extr…
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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 Fo…
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Imagine transforming your hiring process into an authentic journey that not only entices top talent but also leaves every candidate with a positive impression of your brand. I'm Brian Montes, and in this episode, we dive into the heart of effective talent acquisition, sharing personal insights from years on the front lines of interviewing and hirin…
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Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series
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Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential.Mike Esterday and Derek …
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Elevating Leadership and Culture: A Blueprint for Scaling Your Business with Claire Chandler's Talent Boost Insights
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Embark on a journey that promises to redefine your entrepreneurial horizon with insights from Claire Chandler, the powerhouse behind Talent Boost, whose 25 years of HR and business strategy expertise are set to supercharge your leadership skills and company culture. As your host, I'm thrilled to share this transformative conversation where we celeb…
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Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly.In this con…
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Fortifying Your Business Finances: Mastering Cash Flow Management and Unveiling Growth Strategies
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Unlock the secrets to bulletproofing your business against the tidal waves of financial uncertainty with our latest episode, where I take you through the life-saving tactics of cash flow management. As a staggering 82% of small businesses are crushed by cash flow mismanagement, it's time to armor up – and we've got the six essential shields to do j…
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Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach. Mike Esterday and Derek Roberts, authors of the book Listen…
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Mastering Compassionate Leadership: The Entrepreneur's Guide to Graceful Employee Termination
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Navigating the tough terrain of employee termination is as crucial as it is challenging. Join me, Brian Montes, on the Entrepreneur to Employer podcast where we discuss the complexities of letting team members go—a stark reality in the journey of leadership. This isn't your typical run-of-the-mill advice; we're going beyond the basics and into the …
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Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues. In this conversation, Lisa Earle McLeod (also our Ep 031 guest) returns to the show to discuss the transformative power of purpose-driven…
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Today, in this Quick Take episode, we’re wrapping up our coverage of The 5th Annual Media Sales Report by spending a few minutes to think about what this year’s findings can tell us about the future of media sales industry In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers …
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In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them.Mike Esterday and Derek Roberts, co-authors of the new book Listen to Sell: How Your Mindset, Skillset and Human Connections…
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In this episode, we’re continuing our exploration of the recently published Media Sales Report by looking at what sellers and managers say about their company’s marketing strategy. Here to help Matt investigate why so many are dissatisfied with their organization’s current marketing plan, is Dani Buckley, VP/General Manager at LeadG2. Dani, as alwa…
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While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader strategy.In this conversation Scott K. Edinger, author of The Growth Leader: Strategies to Drive th…
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In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “why are so many media sales managers lacking superstar talent?" Joining Matt to answer that question and more, is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture a…
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In this episode, Brian Montes discusses the best practices for scaling a business. He emphasizes the importance of having a solid foundation and consistent revenues before scaling. The first chapter focuses on getting the leadership team on board and constantly reinforcing the vision. The second chapter highlights the significance of keeping a puls…
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Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself... Mike Esterday and Der…
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