/ Resources Building Strong Sales Teams through Company Culture Guests: Tina Downing & Scottland Jacobson Company culture, communication and resilience aren’t just internal concerns; they also directly affect your daily interactions with clients and, ultimately, your ability to meet and exceed sales goals. But how do you take them from concepts to action plans? How can you measure progress and impact along the way? And how do you prevent it from being back-burnered by ‘the urgent’ of the day? In this episode, I speak with two senior leaders with Russell Investments, Tina Downing, Senior Director and Lead of AIS Business Solutions and Scottland Jacobson, Global Director, Talent Development, Learning & Development and HR Operations, about the importance and impact of purposefully building and stewarding company culture, adapting sales to a remote environment, and much more. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions Listen on Apple Podcasts, Google Podcasts, Spotify, SoundCloud, iHeartRadio, Stitcher or wherever you get your podcasts as we discuss: Company culture— what’s different about attracting and retaining employees in a remote environment? How remote selling can actually shorten the sales cycle The ‘Three P Process’ that Russell Investments uses to guide and create better client conversations How you can create more resilient, motivated sales teams Feedback- both positive and constructive- as the foundation of culture and making everyone across the organization better Shape Copy “The foundation of any solid company culture is feedback.” – Scottland Jacobson, Russell Investments Shape Copy “You always have a company culture, whether it’s by plan or default…” – Tina Downing, Russell Investments Raise your Mental Selling acumen with us by subscribing on SoundCloud, Apple Podcasts, Google Podcasts iHeartRadio, Spotify, Stitcher or wherever you get your podcasts. Please rate our show or leave a comment— we value YOUR feedback! Share This Post: Related Episodes Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association Guest: Duncan Taylor In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 108 May 1, 2025 32:44 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions Guest: Mike O'Brien In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 107 April 17, 2025 24:00 Meet the New Host of Mental Selling, Hayley Parr Host: Hayley Parr In this Mental Selling episode, you’ll learn: What to listen for: Additional Resources From This Episode: Raise your Mental Selling… EP. 106 April 3, 2025 06:53 The Secret to Building a Thriving Sales Culture Guest: Kevin Eikenberry In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 100 January 9, 2025 46:14