Integrity Solutions

01/09/2025

Success in sales (and anywhere in business) is about building trust and consistency.

In our milestone 100th episode of Mental Selling, leadership expert Kevin Eikenberry shares why small, intentional actions build trust, enhance performance, and create thriving sales cultures.

Here’s a preview of his discussion with Will:
- Success in sales goes beyond hitting quotas. Align goals with purpose for deeper results.
- Consistent habits drive better outcomes than lofty intentions.
- Listening is the ultimate trust-builder. Focus on your client, not your next point.

Catch the full episode to learn how Kevin’s leadership strategies can transform the way you sell and lead. https://link.chtbl.com/F8zGyJxf

12/13/2024

AI tools have much to offer in improving sales efficiencies, personalizing content, providing more data-driven insights & automating tedious tasks that have frustrated salespeople for years.

What it can’t do, though, is replace the human touch in sales.
https://www.integritysolutions.com/blog/ai-in-sales/

While AI in sales has much to offer in improving efficiencies and insights, it can't replace the human touch in solving customer problems.

12/12/2024

Sales is an unpredictable profession, but success comes from focusing on what you can control.

The pressure of ambitious sales quotas is something every salesperson knows well. But fixating on the big, looming number does little to help you achieve it.

According to our guest, Elizabeth Lotardo, you have to focus your attention on actionable behaviors that can help you succeed. Things like:
1️⃣Pre-call planning
2️⃣Prospecting consistency
3️⃣Gathering feedback from clients

But this change isn’t something you have to do alone. Collaborate with your sales manager to identify the key actions that will make the biggest impact. By framing conversations around observable behaviors instead of just numbers, you create a partnership built on progress and transparency.

For more practical advice, listen to this latest episode of Mental Selling: https://link.chtbl.com/F8zGyJxf

12/02/2024

People don’t buy from brands they don’t trust.

So how can you build the trust that drives sales and creates lasting customer relationships?

In our latest Mental Selling episode, author and keynote speaker David Horsager joins Will to discuss why trust is the ultimate driver of sales success, the 8 pillars of trust and how to build it at every touchpoint. You’ll hear how to avoid the common mistakes that break trust and practical tips about genuinely connecting with your team and prospects.

11/25/2024

Great leaders can be both born and made if one is willing to put in the work. This newest Forbes Business Council piece shares characteristics & skills all successful managers have in common. Our Mike Esterday weighs in on the importance of having an innate desire to develop their people to their fullest potential and invest in their team's ongoing development. https://www.forbes.com/councils/forbesbusinesscouncil/2024/11/25/20-things-all-successful-managers-have-in-common/

With the right attitude toward personal growth and a commitment to serving others, any manager can become a successful one.

11/20/2024

Success in sales comes down to how your view your role and your abilities, the support system around you, and what you do to overcome the inevitable challenges you’ll most certainly have to confront along the way.

Here are 12 essential sales challenges we see that salespeople commonly face today and what they need to do to overcome them to have both a higher level of success and a greater sense of personal fulfillment in their careers. https://www.integritysolutions.com/blog/sales-challenges/

Explore the 12 essential sales challenges salespeople commonly face, and how to overcome these challenges and promote greater sales success.

11/19/2024

At Integrity Solutions, we're reimagining sales performance.

We know that you can’t get the sales lift you need from a one-and-done training event. That’s why our sales training is designed around a staggered learning approach that blends leading technology with a unique behavior change process, repeated application in the field, follow-up and accountability.

Research also shows visual content aids long-term learner retention. One study found that after three days of learning new information, users remembered only 10-20% of what they learned through text or voice, but they retained 65% of what they learned visually.

We’ve applied insights like these, along with real-world client and learner experiences, to our reimagined videos and printed materials to further maximize learner retention and long-term results. See just one example below in the new video for our Integrity Selling® program!

As they engage with the videos, your participants will literally see the difference. Powerful technology allows us to customize, translate and update content regularly to ensure the learning is fresh, aligned with emerging best practices and accessibility standards, and enables better retention of key learnings.

We have so much to share to help you and your sales teams maximize results in 2025—and long after.

Welcome to Integrity Selling.

11/15/2024

Less than 2% of LinkedIn users regularly post content. By consistently sharing your insights and expertise, you not only elevate your own profile but you're also building trust and credibility with your network.

Yet a lot of salespeople hold back from being active on social platforms. They think what they have to say won't be interesting, their posts need to be perfect, or that it simply takes too much time and effort.

But if you want to increase sales, building & leveraging your personal brand consistently is key—and it doesn’t have to be complicated.

Your prospects are watching, even if they’re not engaging. Your next post or comment could be what makes them reach out or be more open when you do. The goal is to become top of mind for your network- and your network's network...

Don’t miss the opportunity to stand out where others aren’t showing up. Learn more in this latest episode of Mental Selling with Natasha Walstra and Will.

11/14/2024

We are thrilled to have been named by Selling Power as one of the Top Virtual Sales Training Companies of 2024. This is the 5th consecutive year we have been honored with this special recognition.

Thank you to our amazing team and partners around the world. And of course thank you to our incredible clients for allowing us to help them reimagine sales performance and develop the skillset and mindset to better serve their customers.

10/31/2024

The buyers journey has become so much more complex. How can sellers better leverage digital selling to stay relevant and visible?

Shama Hyder, Founder & CEO of Zen Media, joins Will in our newest Mental Selling podcast episode to share the behaviors of modern buyers and how today's sellers can- and must- adapt.

Considering that 95% of your potential customers aren’t actively ready to buy AND that buyers will now need an average of 27 touchpoints before considering a purchase, staying top-of-mind and establishing credibility & relevance is more important than ever.

So how do you stay in front of them in ways that are not self-serving but add genuine value? Shama shares strategies for building your personal brand and fostering trust through consistent, value-driven engagement.

Sellers might be tempted to use tactics that offer quick wins, but Shama believes every effort should focus on building long-term relationships in today’s buyer-driven market.

Offering helpful content, answering questions, and understanding buyer needs over time build relationships that lead to sales. Long-term relationships are the foundation for success in today’s buyer-driven market.

By focusing on genuine connections and aligning your messaging with buyer needs, you create relationships that will pay off when the timing is right.

Learn more about how to sell in this digital age in this latest episode of Mental Selling: https://link.chtbl.com/F8zGyJxf

10/22/2024

Selling is about intention and approaching every challenging situation thoughtfully. And high-performance sales teams have one thing in common— embracing healthy conflict.

When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma Coaching & Consulting joins Mental Selling to discuss the key elements that set thriving sales teams apart.

It’s important to clearly define roles and responsibilities, allowing team members to contribute meaningfully according to their unique expertise. Understanding team dynamics is crucial to achieving this, and that’s where coaching comes into play.

Instead of competing against one another, each member can contribute their expertise to achieve shared goals. When a sales team embraces this mindset, they unlock their full potential and deliver even greater results.

Darcy also introduces the Thoughtfully Fit framework, a tool to help salespeople navigate challenges and setbacks with resilience.

Sales professionals who adopt this mindset are better equipped to handle setbacks, recover quickly from rejection, and stay focused on their goals. Through this framework, you’ll find that the quality of your customer and peer interactions improves, and your ability to build meaningful, lasting customer relationships strengthens.

Listen to the full conversation with Darcy on Mental Selling: https://link.chtbl.com/F8zGyJxf

10/18/2024

Time’s running out to reach your 2024 revenue goals and build early momentum for your 2025 pipeline. How can you create more urgency with buyers?

Many of what appear to be slow decisions are actually a case of buyers sticking with the status quo — the decision is… no decision at all.

Is it indecisiveness? Or did you get lost in the shuffle of other priorities, fail to connect frequently enough (or in enough ways), or convey lukewarm value that hasn't been enough to spur them to action?

Let’s look at some specific ways you can get to the root of the issues, make faster headway in this complex sales environment and create greater urgency (without sacrificing relationships or value creation).
https://www.integritysolutions.com/blog/urgency-in-sales-deal-velocity-win-rates/

Let's look at some specific ways to create greater urgency in sales that will address buyers' indecisiveness or simply competing priorities.