Ep 113 Connect Authentically and Influence Effectively with Lauren Deal
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 syndrome in real time, Lauren breaks down what it takes to build meaningful relationships in high-stakes conversations. She also shares practical ways to improve your virtual presence, reset your mindset before a big call, and deliver your message with confidence.In this episode, you’ll learn:Confidence on Camera: How to show up as yourself and speak with purpose.Storytelling That Connects: Ways to frame your message so it resonates and sticks.Emotional Intelligence in Action: Tips for reading the room and adjusting with intention.Virtual Presence: Simple changes to build stronger connection through the screen.Resources:Lauren Deal’s LinkedIn: https://www.linkedin.com/in/tvhostlaurendeal/ Lauren Deal’s website: https://www.masterymediatraining.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Lauren Deal(02:53) From kindergarten classroom to live TV(05:00) Storytelling tips that make messages stick(07:10) Why emotion drives customer decisions(09:48) Performing under pressure without losing authenticity(11:27) How emotional intelligence shapes sales success(15:53) Building confidence before high-stakes conversations(21:54) Virtual presence mistakes that break connection
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29:37
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29:37
Ep 112 Coaching for Success and Leading with Purpose with Danita High
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 burnout, the importance of connecting with employees, and why coaching should be seen as a gift rather than a corrective tool. Danita also emphasizes the significance of creating a culture where every leader feels empowered to grow, and how investing in coaching can lead to profound, lasting change.In this episode, you’ll learn:Leading with Purpose: Learn how to cultivate a leadership mindset that prioritizes people and their growth.Coaching as a Catalyst: Discover how coaching drives engagement, reduces burnout, and fosters sustainable success.Building Buy-In: Strategies for gaining support from all levels, from executives to managers, for coaching programs.Transformational Leadership: Understand the power of empathy and intentionality in shaping a thriving workplace culture.Resources:Danita High’s LinkedIn: https://www.linkedin.com/in/danita-high-257a5a1a3/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Danita High(02:58) The need for coaching(05:38) Recognizing signs of burnout(09:24) Personalizing coaching for leaders(13:26) Embedding coaching into culture(17:22) Finding culture champions within teams(21:12) Transforming lives through coaching(24:13) Overcoming resistance and hesitations to coaching
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31:11
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31:11
Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas
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 resistance by understanding what’s beneath the surface. Chuck also shares lessons from product launches, team development, and even parenting, all through the lens of mindset and emotional awareness.In this episode, you’ll learn:Client Longevity: Creating outcomes that inspire decades-long partnerships.Sales Culture: Fusing skillset and mindset for stronger performance.Personality Dynamics: Adapting style to meet clients where they are.Purposeful Process: Equipping teams to thrive through uncertainty.Resources:Chuck Karvelas’ LinkedIn: https://www.linkedin.com/in/chuck-karvelas/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation:(00:00) Meet Chuck Karvelas(02:14) Chuck’s path from acting to pharma(04:12) Listening as a leadership advantage(07:14) Empathy drives collaboration in science(10:16) Slow down to create change(14:04) How habits form and stick(20:41) Reframing objections with neuroscience(26:39) Parenting, autism, and awareness
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30:16
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30:16
Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions
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 transform sales outcomes. Brett also unpacks the importance of mindset, grit, and how sellers can adapt without losing integrity.
In this episode, you’ll learn:
1. Client Longevity: Creating outcomes that inspire decades-long partnerships.
2. Sales Culture: Fusing skillset and mindset for stronger performance.
3. Personality Dynamics: Adapting style to meet clients where they are.
4. Purposeful Process: Equipping teams to thrive through uncertainty.
Resources:
Brett Shively’s LinkedIn: https://www.linkedin.com/in/brettshively/
Learn more about Integrity Solutions: www.integritysolutions.com/
Jump into the conversation:
(00:00) Meet Brett Shively
(01:27) Building resilience when sales gets tough
(03:52) How process-first selling shaped Brett’s path
(05:20) The legacy and impact of Integrity Selling
(08:29) Mindset and skill set in sales performance
(10:32) Real stories of long-term client success
(14:29) Using behavioral styles to build trust
(20:24) Selling with integrity in uncertain markets
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24:36
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24:36
Ep 109 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group
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 successful sellers, details strategies for effective coaching, and offers an inside look at the Congruence Model from Integrity Solutions. He also reflects on his work with nonprofits, providing inspiration for anyone selling with purpose, regardless of industry.
In this episode, you’ll learn:
1. Goal Clarity in Action: Why personal ownership of goals outpaces external targets.
2. Coaching Beyond the Basics: How leaders develop professionalism and productivity.
3. Navigating Change: Techniques for thriving when markets shift or growth slows.
4. Mission-Driven Selling: Real-world lessons for connecting purpose to productivity in any organization.
Resources:
Derek Roberts’ LinkedIn: https://www.linkedin.com/in/derekroberts1/
Learn more about Roberts Business Group: https://www.robertsbg.com/
Learn more about Integrity Solutions: www.integritysolutions.com/
Jump into the conversation:
(00:00) Meet Derek Roberts
(02:10) Derek’s journey: Childhood sales to coaching
(06:59) High-performing sales teams: Goal clarity and drive
(09:32) Pre-call planning: Big goals vs. conversation goals
(13:52) Moving beyond transactional sales
(20:38) The Congruence Model: Aligning motivation with performance
(24:33) Overcoming misalignment in sales teams
(27:53) Sales in nonprofits: Mission, margin, and impact
(33:06) AI, physical intelligence, and preparing to sell
About 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 buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want.
Welcome to Mental Selling!
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