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.


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:

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