EP 135 When Service Meets Sales in Healthcare with 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 influencerIn this 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.Resources: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/ 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