Sales is an unpredictable profession, but success comes from focusing on what you can control.
When you find meaning, purpose, and joy in your work, your customers will feel it, too.
It shows up in your sales conversations, your energy, and the way you build trust & rapport.
In this Mental Selling episode, Elizabeth Lotardo, VP of Client Services at McLeod & More, Inc., shares insights from her latest book, Leading Yourself. She provides a guide for how sales professionals can navigate ambitious targets, manage challenging workplace dynamics, and handle imperfect bosses. Elizabeth also explains how sellers can take charge of their careers by demonstrating initiative and intentionality about professional development.
This episode addresses practical ways to take control of your mindset, quiet self-doubt, and focus on what you can control, no matter how ambitious the sales targets or challenging the environment.
Listen Now
Will Milano
Chief Marketing Officer, Integrity Solutions
In this Mental Selling episode, you’ll learn about:
- How to lead yourself to success — Find meaning in your role through self-leadership and build momentum in your sales career.
- Mindset shifts that help you show up as your best self — Instead of worrying about lofty sales goals, focus your attention on actionable behaviors that can help you succeed.
- Strategies for dealing with difficult managers — Learn to create a proactive relationship that fosters trust and autonomy with your managers.
What to listen for:
- (00:00) Meet Elizabeth Lotardo
- (02:22) The four qualities of self leaders
- (06:07) Managing ambitious sales quotas
- (09:45) How to build trust with micromanagers
- (11:07) Overcoming fear and anxiety in sales
- (15:48) The disagree and commit framework
- (17:59) Planning your own career trajectory
- (21:23) Taking ownership of your professional development
- (29:14) Employee engagement vs retention
Additional Resources From This Episode:
- Follow David Horsager on LinkedIn
- Trust Edge Leadership Institute website
- Trust Matters More than Ever: 40 Proven Tools to Lead Better, Grow Faster & Build Trust Now!: https://davidhorsager.com/books/
Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, iHeartRadio, SoundCloud, Amazon, GoodPods or wherever you get your podcasts. Please rate our show or leave a review— we value YOUR feedback!
Salesforce, Cognism, FeedSpot and others have all named us as one of the best sales podcasts for your playlist. And Training Industry, Inc. includes us on their Ultimate L&D Podcast Guide.
