Ep 107 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions

Listen to this episode from Mental Selling: The Sales Performance Podcast on Spotify. Selling with integrity is how lasting relationships are truly built. Mike O’Brien, EVP of Sales at Integrity Solutions, shares how values like trust, honesty, and curiosity shape the way great sellers show up for their clients. With a background that spans marketing, product, and sales leadership, Mike brings a unique perspective on what it really means to be an advocate for the buyer. You’ll also hear Mike break down why coaching matters, how to lead under pressure, and what sales teams often overlook when it comes to data and alignment. In this episode, you’ll learn: 1. Building Real Credibility: Why small, consistent actions matter more than big pitches. 2. Early-Career Coaching: How to help new reps develop confidence without relying on pressure tactics. 3. Data with Purpose: The role of CRM, KPIs, and clean handoffs in stronger go-to-market execution. 4. Redefining Success: Why long-term relationships—and not just quota—measure true sales impact. Resources: Mike O’Brien’s LinkedIn: https://www.linkedin.com/in/execleadership/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Mike O’Brien (02:39) Mike’s path from marketing to sales leadership (04:51) Redefining the role of a modern salesperson (06:30) How small moments build lasting credibility (10:56) When integrity is tested in high-pressure deals (13:03) Coaching early-career reps through the noise (17:20) Why sales data matters more than you think (20:26) What success looks like beyond hitting quota