Home / When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin Guests: Michelle Dillon and Amanda Ervin Trust gets clinical specialists in the room. Strategic influence is what helps them create greater impact once they are there. In this first of a two-part series adapted from a webinar, Amanda Ervin, Senior Learning and Performance Consultant at Integrity Solutions, and Michelle Dillon, a healthcare industry veteran with more than 24 years of experience in sales, clinical, and training roles, explore the untapped potential sitting inside clinical teams. They explain why many clinical specialists resist the idea of selling, even when they already have the trust, credibility, empathy, and access needed to influence customer outcomes. Amanda reframes selling as service through sales, showing how clinical teams can expand their impact by helping customers solve problems and bring more value to patients. Michelle then breaks down the four coachable traits that separate a trusted clinical presence from a true strategic influencer. Listen Now Amazon More Options Your Host Hayley Parr Head of Marketing, Integrity Solutions In this Mental Selling episode, you’ll learn: Service Through Sales: Why redefining selling as helping and problem-solving gives clinical specialists permission to use their influence. Mindset Before Skillset: How negative beliefs about sales hold clinical teams back, and why mindset must shift first. Goal Clarity: How written goals, intentional planning, and shared objectives create more purposeful customer interactions. Emotional Intelligence: Why reading the room, understanding your mindset, and adapting authentically strengthen influence. Achievement Drive: How courage, resilience, and reflection help clinical specialists build confidence and keep moving forward. Jump into the conversation: (00:00) Meet Michelle Dillon and Amanda Ervin (01:50) Redefining sales as service (06:13) Why mindset comes before skillset (08:21) Four traits of successful influence (10:11) Building stronger goal clarity (13:57) Practicing emotional intelligence in the field (14:42) Adapting communication with intention (15:33) How achievement drive fuels influence (17:12) Coaching mindset to unlock performance Additional Resources From This Episode: Michelle Dillon’s LinkedIn: https://www.linkedin.com/in/michelle-dillon-44b7a88/ Amanda Ervin’s LinkedIn: https://www.linkedin.com/in/amanda-ervin/ Learn more about Integrity Solutions: https://www.integritysolutions.com/ Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, iHeartRadio, 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 Human-Centric Selling and Risk-Aware Growth with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 134 June 4, 2026 29:45 When Compliance Meets Culture in Banking with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 133 May 15, 2026 23:47 Why Emotion Still Wins in Sales with Amara Hunt and Amanda Ervin Guests: Amara Hunt and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 132 May 4, 2026 32:39 Keeping Sales Human in the Age of AI with Amara Hunt and Amanda Ervin Guests: Amara Hunt and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 131 April 9, 2026 18:44