Company: Integrity Solutions, Nashville, TN
Company Description: Integrity Solutions, the performance experts, equips sales and customer service teams to reach their full potential by building trusted customer relationships with integrity at their core. As the partner of choice for values-driven organizations, we specialize in innovative sales, service and coaching training solutions that fuel performance, grow talent, lift up customers and elevate leaders.
Nomination Category: Solutions & Implementations Categories
Nomination Sub Category: Customer Service or Sales Book of the Year
 Nomination Title: Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the features, functions, benefits, and results to date of the nominated product or service, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
You can’t sell without listening to your customers—and yourself. In Listen to Sell, sales coaches Mike Esterday and Derek Roberts draw on their decades of industry experience to reveal the conversations, mindset, and skillset needed to amplify your sales confidence and bring purpose back to your customer relationships.
As executives at the Nashville-based Integrity Solutions, Esterday and Roberts have crafted a proprietary sales coaching program that has helped clients in 130 countries and multiple industries, from financial services to manufacturing to healthcare. Their unique sales philosophy is rooted in a values-based, customer-centered approach, where authentic business relationships matter above all else.
With self-analysis exercises and customized strategies, you’ll learn how your mindset—which encompasses your attitude, what you believe about yourself, and the confidence you have to succeed—is the foundation of top sales performance. You’ll then learn how to hone your skillset—the daily tools and tactics that make or break sales—by creating a personal sales plan and taking action in your immediate environment and beyond. In addition to real-world success stories demonstrating the concepts’ practical application, each chapter ends with a Coaching Corner segment that supports your growth.
If you’re a sales executive, manager, or rep who has hit a plateau or who just doesn’t think they’re cut out for sales, this book is your breakthrough.
Multiple industry leaders endorsed Listen to Sell, including leadership development pioneers Jack Zenger & Joe Folkman, Lisa Earle McLeod (author of Selling With Noble Purpose) and many more. Their and other detailed endorsements are in the attached documentation.
Full details available at ListentoSellBook.com.
- Describe the features, functions, and benefits of the nominated product or service (up to 350 words):
Total 164 words used.
Listen to Sell digs deep into the mindset AND skillset for sales success in an era defined by disruption, with a specific focus on the three conversations every salesperson needs to master:
- conversations with themselves (mindset)
- conversations with customers (skillset, including the AID,Inc. process)
- conversations with their coach (skill AND will, including self and team assessments)
There are two elements to listening: cultivating an essential mindset of genuine desire and
curiosity to understand, and developing the skillset to ask compelling questions and seek
thoughtful answers.
This book shows salespeople how to fully engage their ears and brain to transform sales into a
different kind of experience for their customers—and for themselves.
Coaching is pivotal to sales success, whether someone is new to the profession or a star player
who has hit (or wants to avoid hitting) a plateau. Listen to Sell includes almost 200 coaching
questions and tips for managers that can also be used as a self-coaching guide by individual sales
professionals.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 52 words used.
Book preview (which includes the Table of Contents, Why We Wrote This Book and the first chapter) is attached as well as a summary of endorsements (Carousel PDF) and a short preview video from the authors that was released ahead of its 2/6/24 publication. More details and related content at ListentoSellBook.com.
- If you are nominating a brand-new product or service, state the date on which it was released. If you are nominating a new version of an existing product or service, state the date on which the update was released:
Listen to Sell was released February 6, 2024 (via Page Two Books).
What’s different about selling in 2024? Here’s just a few things:
- Longer buying cycles.
- Numerous and unpredictable stakeholders.
- Ever-increasing digital and anonymous interactions spawning an overwhelming volume of data
and analytics.
- A customer base that’s both well-informed and distracted—and pretty confident they don’t need us…
As the selling environment has evolved and the sales ecosystem has grown more complex, many salespeople are beginning to question whether their role still has meaning.
Some are wondering whether they even want to be in sales anymore.
Mike Esterday and Derek Roberts believe there’s never been a better time to be in sales. And they wanted to write not another "how to" sales book but a book that uniquely and unapologetically celebrates sales as a noble and essential profession and the salesperson as a respected, valued partner.
- Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):
Total 314 words used.
Listen to Sell has been universally well-received. It is a finalist for several other 2025 sales book awards (including the American Legacy Book Awards, Axiom Business Awards, Goody Business Book Awards, BookLife Awards and the Top Sales Awards). It is endorsed by an array of industry thought leaders. It hold an average reader review rating of 4.7 stars on Amazon.com.
Upon its release, Listen to Sell held steady on Amazon's Hot New Releases lists for well over a month (well above average) in two categories: Sales & Selling and Job Hunting & Careers. SellingPower.com named it one of their 2024 Highly Recommended Books. And SmartAsset.com included Listen to Sell on its list of 10 Sales Books That Can Help Financial Advisors Grow Their Firms, saying "Its focus is on developing a customer-centered approach that emphasizes authenticity by implementing mindset shifts. It’s worth a read if you’re interested in how your mindset and beliefs can influence sales outcomes."
Sales have been steady with several thousand copies sold in 2024 in both soft copy and audiobook versions. And the book has been translated into multiple languages and sourced by request in a variety of international markets.
Several of our prominent clients have held "book clubs" around Listen to Sell. And most of our clients have woven Listen to Sell into their sales training curriculum, either as pre-reading or a reinforcement tool post-training.
Mike and Derek have been invited to be interviewed on almost 20 leading sales podcasts to discuss the book, including The Sales Hunter Podcast, The Art & Science of Complex Sales Podcast, Sales Pipeline Radio, The Run Revenue Show, Chain of Learning and many more. A special 4-part series surrounding Listen to Sell and its core concepts was featured on the popular Mental Selling Podcast.
Mike and Derek have contributed related by-line articles to Top Sales Magazine and others.
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