E18: Selling with Integrity: Mike Esterday on Values-Driven Sales Success

In this episode of The Best Sellers Podcast, Doug welcomes Mike Esterday, Vice Chair of Integrity Solutions. 

They discuss the essential elements of integrity selling and the importance of building trust and rapport with clients. Mike shares insights from his extensive career in sales and leadership, emphasizing the significance of mindset, emotional intelligence, and understanding clients' needs. They also touch on modern sales tools, coaching strategies, and overcoming challenges like sales burnout and evolving buyer behaviors. 

Mike Esterday first discovered his talent for sales when he ranked number one out of 6,000 sales professionals in his first sales role, and then recruited and managed hundreds of salespeople. For over forty years, Mike has been a sought-after speaker, author and leader in sales training and performance improvement.

 After 13 years as CEO of Integrity Solutions, Mike now serves as Vice Chair. A past board member of ISA, the global Association of Learning Providers, he is a regular contributor to Forbes Business Council and Top Sales Magazines worldwide. Mike is co-author of the book Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance. Mike lives in Nashville, TN with his wife, Terry, and they have three grown children.

00:00 Breaking Down Barriers in Sales

01:00 Introduction to the Best Sellers Podcast

02:11 Meet Mike Esterday: Sales Excellence Journey

03:40 Mike's Early Sales Experiences

05:52 Integrity Selling Solutions: A Unique Approach

08:11 Values-Based Selling and Core Values

11:57 The Importance of Trust and Rapport

13:14 Sales Tools and Overcoming Obstacles

16:05 Traits of Top Sales Performers

17:08 Instilling a Culture of Coaching and Accountability

18:07 Coaching for Potential

18:40 Understanding Buyer Behavior

20:07 Maintaining Team Integrity in Remote Work

20:59 Cultivating a Sales Mindset

23:52 Challenges for Future Sales Professionals

25:23 Measuring Success in Sales Training

27:13 Addressing Sales Burnout

32:44 Rapid Fire Questions

34:23 Conclusion and Resources