/ Resources Developing Executive Presence in Sales Meaningful customer relationships lead to long-term success. To build genuine connections and executive presence in sales, today’s sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here on Mental Selling to show us how to do just that. In this episode, Doug uncovers the misconceptions about sales, the critical role of developing executive presence in sales, and the game-changing influence of embracing technology in sales. Discover the secrets behind Doug’s approach of in-depth research, the significance of creating a motivational sales culture, and the impact of AI tools in boosting sales productivity. Packed with actionable advice, this episode of Mental Selling is a must-listen for salespeople aiming to gain a competitive edge in their careers. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions In this Mental Selling episode, you’ll learn: The importance of building trust and credibility with senior-level executives through research, preparation, and authenticity How sales digitization and leveraging technology is a fundamental investment for success Lessons learned from selling into small and medium-sized businesses (SMBs) that can be applied anywhere Why a magnetic sales culture attracts and retain high-performing salespeople What to listen for: [01:41] Misconceptions the Sales’ Mindset [05:16] Building Trust and Rapport with Customers [09:29] Mentorship and Structured Onboarding for Sales Professionals [14:19] Selling into Small and Medium-Sized Businesses (SMBs) [17:27] Strategic Use of Technology in Sales [18:48] Developing Executive Presence in Sales and Understanding Business Drivers [22:19] Creating a Magnetic Sales Culture [35:27] Elevating Sales Performers into Leadership Roles Additional Resources From This Episode: Follow Doug on LinkedIn Doug’s website Doug’s book: Developing Executive Presence: The Essential Skills to Sell to the C-Suite 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. Share This Post: Related Episodes 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 The Best of Mental Selling in 2024 Host: Will Milano In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 099 December 26, 2024 17:14 Taking Control of Your Success in Sales Guest: Elizabeth Lotardo In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 098 December 12, 2024 33:43 Proven Methods for Building Trust in Sales Guest: David Horsager In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 097 November 28, 2024 29:05