Confidence matters in revenue, but ego is where performance starts to slip.
In this conversation,
Mike Head, CRO at
PartnerStack, explains how the strongest leaders build confidence without letting pride drive their choices, especially when outcomes feel personal.
He shares what modern revenue leadership requires: emotional discipline, clearer decision frameworks, and an ecosystem mindset that puts giving first. Mike also breaks down the belief systems that separate consistent leaders from reactive ones, plus how partnering, automation, and better signals are changing what it takes to lead at the CRO level.
In this episode, you’ll learn:
- Emotional Control At The Top: Why confidence matters, but ego can quietly derail performance and decision making.
- Lead With Stability: How the best revenue leaders stay steady through wins and losses, and why that emotional baseline sets the pace for the whole team.
- Partnerships Require a Giving Mindset: Why scarcity thinking kills ecosystem growth, and how long-term partnerships reward leaders who consistently bring value first.
- Better Deal Reviews Through Better Questions: How to pressure test opportunities by naming the real reasons you could lose and using that to improve execution.
- The Modern CRO Skill Set: Why the role is becoming more technical, with stronger expectations around systems, data fluency, automation, and AI.
Resources:
Jump into the conversation:(
00:00) Meet Mike Head
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03:51) Mindset that drives performance: beliefs of top revenue leaders
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06:25) Scarcity vs. ecosystem thinking: confidence, overconfidence, and give-first partnerships
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08:54) Modernizing pipeline with tech, automation, and better systems
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10:18) Raising decision quality: emotions, steelmanning, and listening to understand
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14:04) Stress-testing assumptions and separating signal from noise in an AI world
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17:35) The CRO of tomorrow: RevOps roots, AI fluency, data instincts, and creativity
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22:00) Rapid-fire: habits, biases, and selling with integrity
What is Mental Selling: The Sales Performance Podcast?
Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want.
Welcome to Mental Selling!