Épisodes

  • Ep 112 Coaching for Success and Leading with Purpose with Danita High

    Ep 112 Coaching for Success and Leading with Purpose with Danita High
    Jun 26 2025

    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 min
  • Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas

    Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas
    Jun 12 2025

    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 min
  • Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions

    Ep 110 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions
    May 29 2025
    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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    25 min
  • Ep 109 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group

    Ep 109 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group
    May 15 2025
    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
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    38 min
  • Ep 108 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association

    Ep 108 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association
    May 1 2025
    Courage is key to shaping the future of sales and leadership. Duncan Taylor, COO and SVP of the Washington Bankers Association, reveals how attributes such as bravery, ethics, and understanding drive success in evolving industries. With a career that ranges from technology startups to nonprofit work, Duncan offers a refreshing take on developing talent and building effective leaders. Listeners will gain insight into the challenges of hiring and retention, the balance between innovation and compliance, and the significant impact of coaching on workforce performance In this episode, you’ll learn: 1. Courageous Leadership: Embracing fearlessness and integrity in decision-making. 2. Pathways to Inclusion: Expanding talent pipelines beyond traditional parameters. 3. Power of Mentorship: Fostering authentic human connections to maximize growth. 4. Cultural Transformation: Aligning compliance with community-centric initiatives for equitable access. Resources: Duncan Taylor’s LinkedIn: https://www.linkedin.com/in/duncanjtaylor/ Learn more about Washington Bankers Association: https://www.wabankers.com/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Duncan Taylor (04:54) Addressing pain points: hiring and retention trends (05:38) Bridging the generational talent gap (08:38) Inclusion and compliance in financial services (10:26) The power of coaching in millennial and Gen Z engagement (17:03) The evolving perception of sales in banking (20:05) Continuous learning in a rapidly changing industry (24:18) Embracing integrity and values-based sales (27:35) The influence of integrity selling on leadership
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    33 min
  • Ep 107 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions

    Ep 107 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions
    Apr 17 2025
    Selling with integrity is how lasting relationships are truly built. Mike O’Brien, EVP of Sales at Integrity Solutions, shares how values like trust, honesty, and curiosity shape the way great sellers show up for their clients. With a background that spans marketing, product, and sales leadership, Mike brings a unique perspective on what it really means to be an advocate for the buyer. You’ll also hear Mike break down why coaching matters, how to lead under pressure, and what sales teams often overlook when it comes to data and alignment. In this episode, you’ll learn: 1. Building Real Credibility: Why small, consistent actions matter more than big pitches. 2. Early-Career Coaching: How to help new reps develop confidence without relying on pressure tactics. 3. Data with Purpose: The role of CRM, KPIs, and clean handoffs in stronger go-to-market execution. 4. Redefining Success: Why long-term relationships—and not just quota—measure true sales impact. Resources: Mike O’Brien’s LinkedIn: https://www.linkedin.com/in/execleadership/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Mike O’Brien (02:39) Mike’s path from marketing to sales leadership (04:51) Redefining the role of a modern salesperson (06:30) How small moments build lasting credibility (10:56) When integrity is tested in high-pressure deals (13:03) Coaching early-career reps through the noise (17:20) Why sales data matters more than you think (20:26) What success looks like beyond hitting quota
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    24 min
  • Ep 106 Meet the New Host of Mental Selling by Integrity Solutions, Hayley Parr

    Ep 106 Meet the New Host of Mental Selling by Integrity Solutions, Hayley Parr
    Apr 3 2025
    It’s a new chapter for Mental Selling. Hayley Parr, Head of Marketing at Integrity Solutions, steps in as the new host, bringing a marketer’s perspective to sales. While she’s never carried a quota, she knows that great sales and marketing go hand in hand—and she’s here to listen, learn, and lead meaningful conversations. The essence of the show isn’t changing. This is still your go-to destination for sales insights and expertise, and Hayley is excited to learn from sales leaders and hear real stories about what drives success in today’s market. Tune in as Mental Selling continues to explore how mindset, connection, and purpose fuel better sales outcomes. In this episode, you’ll learn: 1. Why confidence, curiosity, and resilience set top performers apart. 2. How better collaboration leads to stronger customer relationships and results. 3. Why understanding your audience is the key to effective sales and marketing strategies. Resources: Connect with Hayley: https://www.linkedin.com/in/hayley-parr-mba-519b4a43/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Hayley Parr (00:39) Why sales and marketing work better together (02:41) The mindset shift that drives sales success (05:33) What’s next for Mental Selling
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    7 min
  • Ep 105 [Replay] How to Stand Out and Become Irreplaceable in Sales

    Ep 105 [Replay] How to Stand Out and Become Irreplaceable in Sales
    Mar 20 2025
    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 Founder of Vanderbloemen Search Group, discusses the importance of mastering these 12 unicorn habits for sales excellence. He shares personal anecdotes and examples to illustrate how each habit plays a crucial role in sales success. From being fast in responding to inquiries to cultivating authenticity and solving problems, William highlights the practicality and effectiveness of these habits in building trust and driving sales. Furthermore, William encourages salespeople to start with the habits that resonate most with them or come easiest, building momentum as they progress. Tune in to learn and take the first step towards becoming a sales unicorn today. In this episode, you’ll learn: - Why becoming irreplaceable in sales hinges not on self-promotion but in the art of attentive listening and genuine interest in others. - The power of aligning sales efforts with a higher purpose to resonate with customers and drive growth and profitability toward the brand. - How authenticity, purpose-driven selling, self-awareness, and integrity can revolutionize your approach to sales and will set you apart in a crowded marketplace. - The importance of thorough hiring processes helps companies minimize the risk of hiring mistakes and ensure to building of high-performing teams that drive sales success. - The power of deflecting conversations that creates space for customers to express themselves fully and make them feel heard. Jump into the conversation: [00:00] Introduction [04:20] The Habit of Being Fast [11:21] How to be Authentic in Sales [18:24] Be Driven by a North Star [25:25] Avoiding Hiring Mistakes [31:42] Why Self-Awareness is Rare [34:27] On Punctuality and Integrity William Vanderbloemen is an entrepreneur, pastor, speaker, author, CEO, and Founder of Vanderbloemen Search Group, an executive search firm serving churches, ministries, and faith-based organizations. Before founding Vanderbloemen Search Group, William studied executive search under a mentor with over 25 years of executive search at the highest level. His learning taught him the best corporate practices, including the search strategies used by the internationally known firm Russell Reynolds. These experiences have come together with his pastoral work to form a unique gift for helping churches and ministries build great teams by finding their key staff. Resources: Follow William on LinkedIn: www.linkedin.com/in/williamvanderbloemen/ On X/Twitter: twitter.com/VanderbloemenSG William's website: Vanderbloemen.com William’s Books: Be the Unicorn, 12 Data-Driven Habits that Separate the Best Leaders from the Rest; Culture Wins
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    40 min