Selling From the Heart Podcast: Recent Episodes
Larry Levine and Darrell Amy
Welcome to the Selling From the Heart podcast, your home for authentic, effective, and socially-integrated sales strategies to help you master the art of selling. Join your hosts Darrell Amy and Larry Levine along with some of the world's best sales thought leaders and practitioners as we explore ways to grow your sales.
Dr. Yaniv Zaid, also known as Doctor Persuasion, is a global expert in persuasion, public speaking, and communication strategy. As an economist, attorney, and professional speaker with over 2,500 keynotes across four continents, Dr. Zaid helps sales professionals, executives, and entrepreneurs influence with impact and speak with purpose.
He is the author of multiple bestselling books including The 21st Century Sales Bible and a trusted advisor to nearly 1,000 organizations worldwide. With a distinctive style rooted in authenticity, emotional intelligence, and expert-level communication, he empowers professionals to inspire rather than sell through fear.
SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy are joined by Dr. Yaniv Zaid, an internationally acclaimed speaker, economist, and persuasion expert. The conversation dives into the core difference between selling from inspiration versus desperation, challenging outdated sales tactics and championing connection, expertise, and empathy.
Dr. Zaid shares why loving your clients, being vulnerable, and mastering communication are keys to building trust—and why mediocre salespeople are at risk in the AI era. Whether you’re new to sales or a seasoned pro, this episode offers a powerful perspective on what it means to inspire clients rather than just “close” them.
KEY TAKEAWAYS* Lead with Love: Treat clients with care and respect—like family—not as transactions. * Inspire, Don’t Pressure: Sell potential, not just pain points. Elevate conversations beyond problems. * Be Batman, Not Superman: Authenticity builds trust. Share real stories, including your failures. * Differentiate from AI: Expertise, storytelling, and connection can’t be replaced by machines. * Stay Curious: Lifelong learning is the mark of a true sales expert.
HIGHLIGHT QUOTES
Don’t try to be Superman—be Batman. Be authentic. Tell stories about failures, not just success.”
The principle number one in sales is to love your clients.
If you're mediocre in sales, AI can replace you. But if you're great—AI can never replace you.
Sell the potential. Be inspirational in what you do—not desperate.
📌 FOLLOW THE CONVERSATIONConnect with Dr. Yaniv Zaid:
➡️Dr. Yaniv's LinkedIn: https://www.linkedin.com/in/yanivzaid/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Forrest Derr is a Fractional COO, EOS® Integrator, and founder of Derr Consulting. Specializing in helping business leaders bring structure to chaos, Forrest partners with organizations to align strategy with execution, drive accountability, and scale efficiently, all while preserving company culture.
A former full-time Integrator for companies running EOS, Forrest now works across industries as a trusted operator, advisor, and community builder. He's known for his "net weaving" philosophy, a high-impact approach to sales and growth through authentic relationship-building and value-first connections.
SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with Forrest Derr, a Fractional COO and EOS Integrator, to explore the concept of net weaving, a powerful, service-driven alternative to traditional networking.
Instead of collecting business cards, Forrest builds genuine connections by helping others succeed first. He shares how consistent, intentional introductions can turn into real relationships, collaborative communities, and a full sales pipeline.
Whether you're a sales professional, executive, or entrepreneur, this episode will show you how serving others without expectation can unlock exponential business growth.
KEY TAKEAWAYS* Net weaving > networking — it's about connecting people selflessly, not extracting value. * Long-term play — relationships take time, but deliver consistent, compounding rewards. * Build small groups — foster trust and collaboration by creating purpose-driven communities. * Your network is your asset — when people work with you, they also gain access to your connections. * Pipeline through generosity — helping others fills your funnel more effectively than pitching. * Give freely — offer ideas, referrals, and introductions without keeping score.
HIGHLIGHT QUOTES
It’s not about making the sale—it’s about making the connection.
Net weaving is trying to meet people to figure out who you can introduce.
When you get me, you don’t just get me—you get my entire network.
The pipeline will come because your people are going to refer business to each other.
📌 FOLLOW THE CONVERSATIONConnect with Forrest Derr:
➡️Forrest's LinkedIn: https://www.linkedin.com/in/forrestkderr/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Lee Salz is the founder and CEO of Sales Architects®, a globally recognized sales management strategist, bestselling author, and keynote speaker. Widely respected for challenging outdated sales methods, Lee equips organizations with powerful sales strategies, playbooks, and processes that drive explosive, profitable growth.
His insights have helped hundreds of companies differentiate themselves and develop world-class salesforces. As the author of several bestsellers—including Sales Differentiation and his latest, The First Meeting Differentiator—Lee is on a mission to transform how companies approach sales conversations, starting with the very first meeting.
SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome back Lee Salz for an insightful conversation about the critical role of the first meeting in the sales journey.
They explore what it means to sell from the heart—leading with authenticity, human connection, and emotional awareness. Lee explains why most sales professionals fail to differentiate themselves early on and how to fix it.
From practical strategies to ask emotive questions, to why you should always end meetings with clear next steps, this episode is a goldmine of advice for sales professionals who want to build deeper trust, deliver meaningful value, and win more deals.
KEY TAKEAWAYS* Authenticity wins — make people feel seen, heard, and valued. * Meaningful value comes from understanding the client’s emotional and strategic needs. * Emotions drive decisions, but most sellers only use logic—learn how to tap into both. * Differentiate in the first meeting by asking better questions and leading with empathy. * Clarity matters — end every meeting with clear next steps and a follow-up. * Language is powerful — say “investing time,” not “spending time.”
HIGHLIGHT QUOTES
Person before prospect. Until you understand them as a person, you can’t possibly have them as a prospect.
Don’t forget to say: ‘Thank you for investing time with me today.’ Not spending time, nvesting it.
People buy based on emotion and justify their decisions with logic—but nobody’s doing it.
The problem with your case is it’s all facts, no heart—and the jury isn’t buying it.
📌 FOLLOW THE CONVERSATIONConnect with Lee Salz:
➡️Lee's LinkedIn: https://www.linkedin.com/in/leesalz/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Mike Stromsoe is a highly respected insurance agency owner, elite coach, and the founder of Unstoppable Profit Producer (UPP). With more than 35 years of industry experience, Mike is on a mission to help agency leaders, sales teams, and entrepreneurs grow revenue, build meaningful relationships, and develop systems that lead to long-term success.
His signature People, Processes, Promotion formula has helped thousands build high-trust businesses fueled by discipline, purpose, and heart. Mike is known for his relentless focus on personal development, team excellence, and his ability to simplify success into actionable, repeatable strategies.
SHOW SUMMARYIn this episode of Selling from the Heart, Mike Stromsoe shares his journey from insurance agency leader to the founder of Unstoppable Profit Producer. Larry Levine and Darrell Amy dive deep into Mike’s People, Processes, Promotion framework and explore what it means to build a business centered around authenticity, trust, and purpose.
Mike reveals key lessons from his decades of experience, including how to disqualify non-ideal clients, the importance of consistency and focus, and how to apply timeless principles from legends like Earl Nightingale. He also stresses the need for self-investment and creating teams that reflect your values.
This conversation is packed with high-impact takeaways for sales professionals and business owners who want to build lasting success—from the heart.
KEY TAKEAWAYS Authenticity builds trust, and trust builds revenue. * Adopt a “serve-first” mindset: It’s not about you—it’s about the client. * Disqualifying the wrong clients is as important as qualifying the right ones. * Consistency, discipline, and focus are the real keys to growth. * Invest in your own development—you are your greatest asset. * Legendary thinkers like Earl Nightingale still offer timeless wisdom. * Core values guide business strategy and people decisions. * Build a team of A-players*, not just available players.
HIGHLIGHT QUOTES
Tell them like it is. If you don’t know the answer, tell them you’ll get the right answer. Remember, you are here to serve them.
You can only be satisfied with A players on your team. Only the best, not the best available.
The number one reason people don’t achieve what they want is lack of consistency.
There’s no such thing as time management. The only thing you must manage is your focus.
📌 FOLLOW THE CONVERSATIONConnect with Mike Stromsoe:
➡️Mike's LinkedIn: https://www.linkedin.com/in/mikestromsoe/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Chad Eudy is a passionate advocate for servant leadership with over 30 years of experience at FHI. Rising through the ranks from Handler to Senior Regional Manager, and now serving as VP of Leadership Development, Chad founded Leadership Laces, an FHI company dedicated to crafting leadership development programs that drive measurable team growth.
Chad previously held corporate roles as Director and SVP of HR and Leadership Development. A proud US Navy veteran, he embodies service, commitment, and impact—both in business and through global mission work. He’s dedicated to helping leaders live out their purpose, lead with love, and transform their teams from the inside out.
SHOW SUMMARYIn this episode of Selling from the Heart, Chad Eudy shares how his Navy service, family legacy, and corporate leadership journey have shaped his philosophy around servant leadership. From frontline roles to the executive boardroom, Chad illustrates how leading with purpose, aligning your passion, and showing up with authenticity leads to powerful, lasting influence.
He, Larry, and Darrell explore how sales professionals can elevate performance by focusing on impact over outcomes. The conversation touches on virtual assistants, the importance of living your "why," and how to measure the real success of leadership—not just by dollars, but by lives changed.
KEY TAKEAWAYS* Servant leadership aligns passion and purpose to create meaningful impact. * Sales success follows when your motive is to make a difference, not just a deal. * Your personal values should drive who you serve and how you sell. * Service-first sales builds trust and emotional connection with clients. * Sales is more effective when focused on long-term relationships over short-term wins. * Virtual assistants can help free time to focus on serving more deeply. * Measure success by engagement and lives touched, not just transactions. * Detach from outcomes; attach to people.
HIGHLIGHT QUOTES
When your purpose and your passion align, it accelerates your potential to prosper.
Are you more into making a dollar or are you more into making a difference?
You have to define your why before you identify your who.
Touch a heart before you ask for a hand.
📌 FOLLOW THE CONVERSATIONConnect with Chad Eudy:
➡️Chad's LinkedIn: https://www.linkedin.com/in/chad-eudy-7605ab80/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Scott Ramey is a keynote speaker, coach, and founder of the Scott Ramey Group, with 30+ years of experience helping high-performing leaders and sales professionals overcome anxiety, build authentic relationships, and communicate with clarity. He's the creator of The Ramey Method and The Resonance Edge™, frameworks that empower individuals and teams to unlock their true presence and lead with heart.
Scott previously held leadership roles at Transamerica and AIG/Corebridge Financial and brings real-world insights to every client interaction. His mission is to help others elevate their influence by resonating with authenticity.
SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry and Darrell sit down with Scott Ramey to unpack the concept of resonance—how leaders and sales professionals can communicate with clarity, manage their energy, and build trust through authentic presence. Scott shares his personal journey dealing with anxiety in high-pressure roles and explains how intentional vulnerability and humility strengthen leadership. This conversation is packed with actionable insights for anyone looking to create genuine connections and lead with heart.
KEY TAKEAWAYS Resonance Drives Results: Aligning tone, presence, and clarity creates deeper trust and performance. * Less Is More: Powerful communication means fewer, more intentional words. * Energy Matters: Your internal state impacts how others receive you—manage it wisely. * Authenticity is Magnetic: Real, heart-centered leadership attracts trust and connection. * Give Yourself Grace: Anxiety is common—embracing it with compassion builds resilience. * Clarity Over Quantity: It’s not about saying more—it’s about saying what matters.*
HIGHLIGHT QUOTES
It’s less about what you think you want to convey and what really needs to be conveyed.
You don’t need more time, you need fewer words.
We can change the situation by the energy we bring into the setting.
Resonance doesn’t shift, even when products and services do.
📌 FOLLOW THE CONVERSATIONConnect with Scott Ramey :
➡️Scott's LinkedIn: https://www.linkedin.com/in/scott-ramey/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Jeff Hancher is a USA Today bestselling author, executive coach, and veteran. With over two decades of leadership experience in Fortune 500 companies and successful entrepreneurial ventures, Jeff founded Jeff Hancher Enterprises to help leaders unlock their full potential. His coaching focuses on developing high-trust cultures through clear communication, honest feedback, and emotional intelligence. Known for his “firm feedback with heart” philosophy, Jeff empowers leaders and sales professionals to grow their influence and drive lasting results.
SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy are joined by Jeff Hancher, bestselling author and executive coach. Jeff introduces a practical leadership framework built on three pillars: clear expectations, regular feedback, and meaningful accountability. The conversation explores how leaders can build trust without being soft and hold people accountable without being harsh. Jeff’s insights are packed with real-world examples—from sales management to team dynamics—and his firm-yet-empathetic approach serves as a roadmap for leaders who want to inspire, not just instruct.
KEY TAKEAWAYS Authenticity builds influence—whether in sales or leadership. * Selling from the heart means understanding and empathizing with motives, not just pushing products. * High-performing teams thrive on trust, which is built through consistency and clarity. * Accountability begins with clear expectations and consistent, caring feedback. * The most respected leaders are those their teams don’t want to disappoint*. * Pre-call preparation often matters more than pitch delivery. * Emotional intelligence transforms tough conversations into growth moments.
HIGHLIGHT QUOTES
The goal is not to be a boss people report to. The goal is to be a leader that people don’t want to let down.
Firm feedback in a fragile world must be delivered in a loving, caring way—iron fist, velvet glove.
Sometimes, putting more time into pre-call planning than delivering your pitch is where we need to spend our time.
We can literally help people reach their fullest potential—and the hard conversations will be returned with ‘thank you.’
📌 FOLLOW THE CONVERSATIONConnect with Jeff Hancher:
➡️Jeff's LinkedIn: https://www.linkedin.com/in/jeff-hancher/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Mike Robbins is a bestselling author, keynote speaker, and leadership expert who helps sales professionals and teams boost performance through trust, authenticity, and meaningful connection. A former pro baseball player turned thought leader, Mike works with top companies to cultivate cultures where people show up fully, communicate openly, and lead from the heart.
SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Mike Robbins, a bestselling author, leadership expert, and former pro baseball player. They discuss the importance of authenticity, vulnerability, and building genuine human connections in sales. The conversation highlights the role of personal and professional credibility, the impact of being present, and the value of bringing your whole self to work. Mike shares insights from his book 'Bring Your Whole Self to Work' and his professional journey, emphasizing that creativity and human connection are key differentiators in the sales profession.
KEY TAKEAWAYS* Prioritize genuine human connection over simply closing deals. * Authenticity and vulnerability build trust and unlock creativity. * Sales success comes from showing up as your whole self, not a polished persona. * Personal credibility—being relatable and trustworthy—is as important as professional credibility. * Being present and truly listening to others is essential in sales. * Embrace your quirks; authenticity resonates more than perfection.
HIGHLIGHT QUOTES
When you bring your whole self to work—vulnerabilities, values, and your voice—you unlock performance, creativity, and connection like never before.
Sometimes, putting more time into pre-call planning than delivering your pitch is where we need to spend our time.
Firm feedback in a fragile world must be delivered in a loving, caring way—iron fist, velvet glove.
The goal is not to be a boss people report to. The goal is to be a leader that people don’t want to let down.
📌 FOLLOW THE CONVERSATIONConnect with Mike Robbins:
➡️Mike's LinkedIn: https://www.linkedin.com/in/mrobbins/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Bob Moesta is a renowned innovator and the co-creator of the Jobs to Be Done (JTBD) framework. As President of The ReWired Group and Research Fellow at the Christensen Institute, Bob has helped launch over 3,500 products. His latest book, Job Moves, offers a step-by-step roadmap for making meaningful career progress. With teaching experience at Harvard, MIT, and Kellogg School of Management, Bob equips leaders and sales professionals with the tools to understand human behavior, align roles with motivation, and foster authentic workplace success.
SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy are joined by Bob Moesta, bestselling author and co-creator of the Jobs to Be Done Framework. Bob unpacks the concepts in his new book Job Moves, discussing why people really make career changes and how sales professionals can use these insights to connect more deeply with customers and team members. From aligning jobs with individual energy drivers to redefining job descriptions, Bob shares actionable wisdom for building trust, enhancing retention, and making authentic progress.
KEY TAKEAWAYS* Selling is about helping people make progress, not just pushing a product. * People hire products to do a job—understanding the “why” behind decisions is key. * Money isn’t the biggest motivator—respect, fulfillment, and alignment matter more. * Employees know early if a job fits; leaders must notice and act accordingly. * Negotiating the scope of work, not just pay, leads to greater satisfaction. * Job satisfaction increases when roles match a person’s energy—not just skill set.} * Hiring for strengths, not idealized roles, builds healthier teams.
HIGHLIGHT QUOTES
Money is not the motivator—it’s respect, fulfillment, and making progress.
There are people out there who love to do the stuff that you suck at.
Don’t settle. Look inward. Find what you're great at and passionate about.
If you just change that ratio to 50/50, you don’t even think you’re working.
📌 FOLLOW THE CONVERSATIONConnect with Bob Moesta:
➡️Bob's LinkedIn: https://www.linkedin.com/in/bobmoesta/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Eric Bam is the EVP of Sales & Marketing at Perfect Crust Pizza Liners and IncredibleBags.com. With over 25 years in sales leadership, Eric is also a keynote speaker and bestselling author of 10 Pillars of Big Day Energy and Big Day Wisdom. Known for transforming ordinary conversations into high-energy sales experiences, Eric inspires others to lead with authenticity, celebrate wins, and build lasting connections—one slice at a time.
SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Eric Bam, Executive Vice President of Sales and Marketing at Perfect Crust Pizza Liners and IncredibleBags.com. Eric shares his insights on 'selling from the heart,' which emphasizes building genuine relationships over traditional sales tactics. He also discusses his books, '10 Pillars of Big Day Energy' and 'Big Day Wisdom,' which provide actionable strategies for achieving peak performance. Additionally, Eric highlights the importance of personal touches, like sending personalized coffee mugs, to build strong customer connections. He also urges sales professionals to use social media to showcase positive moments, rather than complaints. The episode is packed with valuable advice on maintaining energy, focus, and authenticity in sales.
KEY TAKEAWAYS* Selling from the Heart is about building genuine relationships, not just making transactions. * Consistency Matters: Success comes from showing up every day with purpose. * Celebrate Others: Use social media to lift people up and document positive moments. * Take Action Daily: Write goals, speak them aloud, and act on them consistently. * Add Personal Touches: Handwritten notes, personalized mugs, and voice messages make clients feel valued. * Silence Overthinking: Don’t wait for perfection—just get out there and do it. * Make Every Day a Big Day: Bring full energy and intention to how you show up.
HIGHLIGHT QUOTES
Selling from the heart is not selling at all. I stopped selling a long time ago—I’m building relationships.
Big Day Wisdom is about full ass. You’ve gotta go all in, you’ve gotta give it everything you’ve got, not half it.
People don’t give a s**t about what you’re doing. We overthink it. Just go do it.
Celebrate your friends’ wins and love them because life’s too short to complain or tear people down.
📌 FOLLOW THE CONVERSATIONConnect with Eric Bam:
➡️Eric's LinkedIn: https://www.linkedin.com/in/theericbam/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Stan Christensen is an Adjunct Lecturer at Stanford University and host of All Things Negotiation, a series that explores high-stakes decision-making and negotiation with top industry experts. With a unique blend of academic theory and real-world consulting, Stan teaches sales professionals, business leaders, and students how to navigate complex conversations with authenticity, strategic preparation, and long-term relationship management. Drawing from his experiences with the Harvard Negotiation Project and international mediation, Stan helps leaders master persuasion, influence, and collaborative outcomes.
SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by negotiation expert Stan Christensen. They discuss the principles of authentic negotiation, how to prepare for high-stakes conversations, and why long-term relationship management is crucial in sales. Stan shares tactical strategies for navigating difficult conversations, managing emotions, and ensuring fairness in negotiations. Through personal stories and practical advice, this episode is a masterclass in blending integrity with strategy to win in sales negotiations.
KEY TAKEAWAYS* Authenticity in Negotiation: Stay true to your word, align your behavior with your values, and build trust. * Curiosity Over Assumptions: Be intensely curious about the other party’s needs—ask questions and listen deeply. * Negotiation is Relationship Management: It’s not about a one-time win; it’s about managing long-term partnerships. * Preparation is Key: Come into negotiations with a clear framework, agenda, and objective criteria. * Fairness First: Leading with fairness creates credibility and fosters collaboration. * Strategic Pausing: Don’t be afraid to pause when negotiations stall—it shows control and resets the tone. * Co-Creation Over Confrontation: Invite the other side to collaborate on the outcome for mutually beneficial results.
HIGHLIGHT QUOTES
Be interested, not interesting.
If you’re authentic, you have to be true to your word—not only in how you think and what you say, but how you behave.
Negotiation is an ongoing relationship where there will be multiple rounds.
There’s nothing more persuasive than being open to persuasion.
Trust the other side to be a co-creator of the process that leads to the outcome.
Lead with fairness.
📌 FOLLOW THE CONVERSATIONConnect with Stan:
➡️Stan's LinkedIn: https://www.linkedin.com/in/stanchris/
➡️Stan's Youtube Channel: https://www.youtube.com/@AllThingsNegotiation
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
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Rick Denley is a keynote speaker, leadership coach, and founder of Peak Performance Leadership Services. With over 30 years of experience guiding organizations through transformational change, Rick empowers sales teams and leaders to embrace growth, develop trust-based cultures, and lead with courage. Blending engineering expertise with real-world leadership insights, Rick delivers impactful keynotes, coaching, and workshops that help people evolve into the best version of themselves.
SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Rick Denley, leadership coach and founder of Peak Performance Leadership Services. Together, they explore the importance of adaptability, empathy, and authenticity in sales and leadership. The conversation covers how to lead through change, connect with Millennial and Gen Z decision-makers, and cultivate trust-based workplace cultures. Rick shares practical advice on being courageous and vulnerable while staying grounded in integrity—offering listeners a powerful roadmap for personal and professional growth.
KEY TAKEAWAYS* Adaptability is Essential: Change is constant, and embracing it leads to growth and fulfillment. * Empathy is a Superpower: Empathy requires courage, presence, and cannot be faked—it builds deep connections. * Authenticity Wins: Vulnerability and being your true self foster trust in both clients and teams. * Lead Across Generations: Millennial and Gen Z buyers and employees value transparency, respect, and growth. * Build Daily Habits: Leadership and relational skills must be practiced consistently—not switched on and off.
HIGHLIGHT QUOTES
The only constant in the world today is change. We need to get better at changing.
Adaptability, empathy, authenticity—these are the skills that will help us become the best versions of ourselves.It's about identifying the anchor that holds you back to move forward.
You can’t fake empathy. If you try, people will pick it up in your tonality, your body movement, and all this.
Vulnerability and authenticity take just as much courage as confidence.
People buy from people they know, like, and trust.”The only constant in the world today is change. We need to get better at changing.
Allow the up and coming generations to have a say, be seen and heard, and they’re going to be fully engaged.
📌 FOLLOW THE CONVERSATIONConnect with Rick:
➡️Rick's LinkedIn: https://www.linkedin.com/in/rickdenley/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Dave Won is a TEDx speaker, Certified Money Coach® (CMC), former Air Force Captain, and founder of Dave Won & Co. He empowers B2B sales teams to overcome money-blocks and shift their mindset toward confident, value-driven conversations that close higher-value deals. Through his unique blend of coaching and neuroscience-informed frameworks, Dave helps sales professionals uncover deep-seated money beliefs and transform their performance from the inside out.
SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Dave Won, a TEDx speaker, certified money coach, and founder of Dave Won & Co. The conversation focuses on the power of self-awareness in sales—especially when it comes to money beliefs that may unconsciously sabotage performance. Dave shares his journey from scarcity-based thinking to transforming the culture of sales teams by addressing money mindset at its core. The discussion explores how early money stories shape our approach to value-based selling and why authentic, client-focused conversations drive better results.
KEY TAKEAWAYS* Authentic Selling: Building trust and sincerity is foundational to sustainable sales success. * Mindset Matters: Unconscious money beliefs can act as a ceiling that limits your potential. * Childhood Influence: Many financial behaviors are rooted in beliefs formed before age seven. * Discovery is Ongoing: The sales discovery process should never end after the first call. * Self-Sabotage Awareness: Recognizing and addressing your own limiting beliefs prevents lost opportunities. * Coaching Matters: Money mindset coaching can unlock confidence and clarity in sales conversations.
HIGHLIGHT QUOTES
You will never outsell your money beliefs. Your money beliefs will act as a ceiling.
Closing the deal doesn’t necessarily mean victory.
It's about identifying the anchor that holds you back to move forward.
Whenever money is involved, people can act irrationally.
📌 FOLLOW THE CONVERSATIONConnect with Dave:
➡️Dave's LinkedIn: https://www.linkedin.com/in/davewon/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Debra Eckerling is the award-winning creator of the DEB Method®—a simplified goal-setting system designed to help professionals, entrepreneurs, and executives turn big dreams into actionable plans. She is the bestselling author of 52 Secrets for Goal-Setting & Goal-Getting, a dynamic speaker, and a sought-after coach. Through her engaging workshops, speaking events, and content—including her podcasts GoalChat and Taste Buds w/ Deb—she empowers busy professionals to clarify their mission, explore their options, and map out a realistic path to success. Debra has spoken at events for Barnes & Noble and the Women’s National Book Association and is widely recognized for making goal-setting both achievable and energizing.
SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Debra Eckerling, creator of the DEB Method®. They explore how goal-setting aligned with authenticity can lead to powerful personal and professional transformation. Debra breaks down her proven framework—Determine your Mission, Explore your Options, Brainstorm your Path—and shares real-world strategies to turn vision into action. From identifying a meaningful mission statement to setting up accountability systems, this episode is a must-listen for any sales professional ready to elevate their mindset and results.
KEY TAKEAWAYS* Emphasize Authenticity: Aligning goals with who you are creates meaningful, sustainable success. * The DEB Method® Framework: Determine your mission, explore your options, brainstorm your path. * Self-Reflection: Regular check-ins with your values and goals sharpen your direction. * Accountability Matters: Use partners or groups to stay focused and on track. * Celebrate Wins: Track and celebrate small daily wins to maintain long-term momentum. * Joy & Productivity: Set goals that make you feel joyful and fulfilled—not just busy.
HIGHLIGHT QUOTES
Control what you can control: your mindset, your goals, and how you show up every day.
Being who you are—really leaning into your uniqueness and your gifts—and putting that out there is powerful.
Give yourself the gift of time to figure out what you actually want.
Celebrate the little wins. That’s where long-term progress comes from.|
📌 FOLLOW THE CONVERSATIONConnect with Debra:
➡️Debra's LinkedIn: https://www.linkedin.com/in/coastbunny/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Dre Baldwin is the CEO and Founder of Work On Your Game Inc. A former professional basketball player, Dre has delivered four TEDx Talks, authored 41 books, and amassed over 103 million views on his content. His Work On Your Game MasterClass podcast has over 3,300 episodes and 7.6 million listeners. Dre teaches entrepreneurs, athletes, and business professionals how to master discipline, confidence, and mental toughness to drive performance and consistency.
SHOW SUMMARYDre Baldwin is the CEO and Founder of Work On Your Game Inc. A former professional basketball player, Dre has delivered four TEDx Talks, authored 41 books, and amassed over 103 million views on his content. His Work On Your Game MasterClass podcast has over 3,300 episodes and 7.6 million listeners. Dre teaches entrepreneurs, athletes, and business professionals how to master discipline, confidence, and mental toughness to drive performance and consistency. SHOW SUMMARY In this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Dre Baldwin, also known as Dre All Day. Dre shares the powerful concept of “The Third Day”—the moment where discipline, mindset, and resilience collide. From basketball courts around the world to stages and podcasts that influence millions, Dre reveals how consistency and confidence are key to thriving in sales and life. The episode also highlights how sales professionals can show up as their authentic selves and maintain performance even when motivation is gone. If you're ready to rise above mediocrity and embrace discipline as your edge, this is your episode.
KEY TAKEAWAYS * The Third Day Concept: The toughest day in any journey is the Third Day—the day you show up without external motivation. It’s also the day that separates amateurs from professionals. * Discipline Creates Confidence: Repeated, consistent effort builds internal belief and trust in your abilities. * Mindset is Foundational: Success in sales (and life) begins with how you think and view yourself. * Take Initiative: The best opportunities come to those who proactively create them. * Show Up Authentically: Selling from the heart means showing up as your true self, no matter the setting. * Sales as Service: Selling is not about pressure—it’s about helping, guiding, and leading.
HIGHLIGHT QUOTES
Discipline is the decision that separates the pros from the amateurs.
Your moral obligation as a salesperson is to help people, and that’s the only way you make money.
Nobody can perform in a way that is incongruent with how they see themselves for an extended period of time.
Mindset is the foundation of everything. What you think leads to what you do, and what you do leads to what you get.
📌 FOLLOW THE CONVERSATIONConnect with Dre:
➡️Dre's LinkedIn: https://www.linkedin.com/in/dreallday/
Discover the mindset that separates pros from amateurs. Get Your FREE Copy of The Third Day here.
Explore Dre’s world of high performance here.
Download The Sales Discipline System – FREE here!
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Connie Kadansky is the President of Exceptional Sales Performance and a Master Certified Coach who helps sales professionals overcome call reluctance and build authentic confidence. With nearly three decades of experience, she empowers individuals to sell with purpose, emotional intelligence, and heart. Connie is a trusted voice in the sales world, featured in outlets like Forbes and the Wall Street Journal, and a passionate advocate for leading with authenticity.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Connie Kadansky, President of Exceptional Sales Performance. Connie shares her expertise in overcoming call reluctance, cultivating curiosity, and using trust-based influence in sales. Listeners will discover how to lead with empathy, practice authentic communication, and leverage AI and role-play to boost sales confidence and effectiveness.
KEY TAKEAWAYS* Authenticity in Sales: Building trust through genuine, heart-led conversations. * Call Reluctance: Identify and address internal resistance with practice and self-awareness. * Tactical Empathy: Inspired by Chris Voss, use questions and tone to deepen trust. * Curiosity as Emotion: Approach each client with genuine interest and an open mind. * Role-Play & Preparation: Practice and feedback sharpen your skills before the stakes are high. * Self-Respect & Discipline: Inner work drives external results in sales performance.
HIGHLIGHT QUOTES
“Curiosity is an emotion. Many people do not know that.”
“Self-respect precedes self-discipline.”
“Leadership starts with the heart, culture, and success follow.”
“Confidence is developed through experience.”
📌 FOLLOW THE CONVERSATIONConnect with Connie:
➡️Connie's LinkedIn: https://www.linkedin.com/in/conniekadansky/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Max Porter is a seasoned business leader and operations strategist with a strong track record in scaling organizations through intentional culture, streamlined processes, and servant leadership. With a background in marketing, consulting, and executive operations, Max brings a people-first approach to business growth.
As the author of Self, for Christ's Sake: Biblical Principles for Sales and Business, Max is passionate about aligning faith with professional excellence. He helps companies create sustainable systems and healthy teams while fostering environments where people thrive and feel valued.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Max Porter to explore how faith can influence strategy and authenticity in sales. Max shares powerful insights from his book and personal journey of integrating his Christian faith into his professional life. He discusses the value of transparency, servant leadership, and viewing one's sales territory as a personal business. The conversation offers actionable takeaways for sales professionals seeking to align their values with their work and elevate their impact by selling from the heart.
KEY TAKEAWAYS* Authenticity Is Everything – Sales success begins by showing up as your true self. * Faith and Strategy Can Coexist – Biblical principles like stewardship, servant leadership, and empathy can enhance business outcomes. * Own Your Territory – Treat your role like you're the CEO of your region or vertical. * Delegate with Intention – Leveraging virtual assistants can help you stay focused on what matters most: building trust. * Creativity and Transparency Win – In today’s skeptical market, openness and innovation go a long way in building relationships.
HIGHLIGHT QUOTES
"If you’re not selling your authentic self, the customer picks up on that.”
“So for me, selling from the heart is finding out what makes you, you—and doubling down on that during the sales cycle.”
“You are the CEO of your territory. Treat it like your company.”
“Faith isn’t separate from business—it’s the foundation of how I show up every day.”
📌 FOLLOW THE CONVERSATIONConnect with Max:
➡️Max's LinkedIn: https://www.linkedin.com/in/max-porter-369bab46/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
ABOUT THE GUEST(S)
Morgan J. Ingram is a dynamic sales strategist, keynote speaker, and content creator who specializes in modern sales development and personal branding. As Founder and CEO of AMP Social, Morgan is passionate about helping sales professionals level up their skills through mindset shifts, storytelling, and authentic engagement.
Widely recognized for his impactful content and his YouTube series The SDR Chronicles, Morgan empowers sales teams to build trust, create meaningful conversations, and succeed by showing up as their true selves.
SHOW SUMMARY
In this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Morgan Jay Ingram, VP of Go-To-Market Talent and Development at Amp Social. The discussion highlights the importance of genuine storytelling, leveraging AI to enhance productivity, and maintaining authenticity amidst rapid technological advancements. Morgan shares valuable strategies on how sales professionals can use AI as an ally while staying true to their craft and building meaningful relationships with clients.
KEY TAKEAWAYS
- The importance of authentic leadership and building trust in the sales profession.
- The significance of storytelling and connection in maintaining relevance in a world influenced by AI.
- Leveraging AI as a tool to enhance productivity rather than a replacement for human skills.
- The focus on immersing oneself in their craft and industry to truly "sell from the heart."
- The impact of technology, especially AI, on the sales profession and how sales professionals can adapt.
QUOTES
- "Great leadership doesn't stop with sales. It starts at the top with CEOs who inspire, trust, create meaningful cultures, and lead with purpose."
- "Selling from the heart comes from immersing yourself in the craft of what you do and finding alignment in the passion or excitement of what you sell."
- "If you're immersed in your craft and sales, you're immersed in the industry, and then I think that's selling from the heart because you're gonna have empathy from both lenses."
- "AI is an incredible assistant in terms of streamlining things. Think of it as a free assistant that can help you take steps that you struggle with."
- "AI can actually filter through the noise, but it is only a mirror of you. If your outputs are bad, it means you're not doing the right thing to begin with."
Learn more about Morgan J Ingram.
LinkedIn: https://www.linkedin.com/in/morganjingramamp/
Learn more about Darrell and Larry.
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
ADDITIONAL RESOURCES
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Now available on Audible! Transform your sales approach with insights that matter. https://a.co/d/bOgH6Ig
📺 Subscribe to Our YouTube Channel — Selling from the Heart
Get exclusive access to the latest episodes, leadership strategies, and sales tips. https://www.youtube.com/@SellingFromtheHeart
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Start each day with the motivation you need.
https://daily.sellingfromtheheart.net/
Barbara Daoust is a success coach, mindset strategist, and transformational speaker who helps professionals break through self-limiting beliefs and step into their highest potential. As a consultant with the Proctor Gallagher Institute and founder of Barbara Daoust Coaching, she combines mindset mastery with practical strategies to empower people to lead with passion, purpose, and authenticity.
SHOW SUMMARY
In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Barbara Daoust for a powerful conversation about mindset, belief, and the heart of sales success. Barbara shares how authentic selling begins with authentic thinking—challenging self-imposed limitations and stepping boldly toward “big, audacious goals.” The conversation explores how shifting paradigms, embracing emotional intelligence, and leading with heart can transform both sales results and personal growth.
KEY TAKEAWAYSAuthenticity in Sales: Real trust is built by moving beyond the script and connecting heart-to-heart.
Breakthrough Mindset: Challenging self-limiting beliefs opens the door to new levels of personal and sales success.
Big, Audacious Goals: Bold goals reveal inner resistance—and offer the path to exponential growth.
Mindset + Skillset: Mastering your thoughts and emotional state is as important as mastering your sales process.
Customized Growth: There’s no one-size-fits-all approach—each person must shift their unique paradigms to unlock success.
HIGHLIGHT QUOTES
“Feeling is just vibration. And so when we can connect to the feeling place, that’s when our heart opens up.”
“Understand the foundation around the script, but make it your own in a way that you feel comfortable delivering.”
“Next level, new devil.”
“Most people tiptoe safely to their death with their dreams buried inside.”
📌 FOLLOW THE CONVERSATIONConnect with Barbara:
➡️Barbara's LinkedIn: https://www.linkedin.com/in/barbaradaoust/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
David Trent is a seasoned entrepreneur, mentor, and advocate for heart-centered leadership in business. With over three decades of experience, he founded and led Trent Capital Management, growing it to over $1 billion in assets under management before his exit at age 60. Today, as the founder of Trent Premier Growth and M&A advisor with Optima M&A, David dedicates his life to mentoring purpose-driven entrepreneurs and leading CEO peer groups. His book, Elevate Others: Lessons for Purpose-Driven Entrepreneurs, champions the belief that real success is achieved by lifting others.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by David Trent, entrepreneur, mentor, and author of Elevate Others. David shares wisdom from his journey of building a billion-dollar firm and how leading with authenticity, integrity, and purpose helped shape his legacy. The conversation highlights heart-centered leadership, mentorship, personal growth, and the idea that real success comes not from taking, but from giving and empowering others.
KEY TAKEAWAYSAuthentic Leadership: Leading with values and heart builds deep trust and company culture.
Elevate Others: Success grows when you intentionally help those around you thrive.
Personal Growth: Working harder on yourself than your job creates long-term fulfillment.
Mentorship Matters: Great mentors accelerate personal and business breakthroughs.
Sales Mindset: Think like a solo entrepreneur—own the mission and the client relationships.
Resilience Pays: Setbacks and early struggles are the proving grounds of leadership.
Educate to Earn Trust: Educational selling disarms resistance and builds credibility.
HIGHLIGHT QUOTES
"You feed your ego by helping others."
"Work harder on yourself than you do on your job."
"Failure is the condiment that gives success its flavor."
"When leadership starts with the heart, culture and success follow."
📌 FOLLOW THE CONVERSATIONConnect with David:
➡️David's LinkedIn: https://www.linkedin.com/in/david-trent-82612016/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Mark Cox is the Founder of In the Funnel Sales Coaching and one of the most trusted voices in B2B sales leadership. With over 20 years of experience leading complex sales and building high-performance teams, Mark is on a mission to elevate the sales profession through integrity, process, and repeatable strategies. His no-fluff, practical approach empowers professionals to build trust, close more business, and fall in love with selling again.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Mark Cox, founder of In the Funnel Sales Coaching and author of Learn to Love Selling. Together, they explore what it really takes to build a successful, heart-centered sales career. Mark shares why authenticity matters more than ever and explains how cultivating a growth mindset, lifelong learning, and a consultative approach creates lasting success. Through personal stories and real-world tactics, this conversation equips sales professionals to confidently navigate change and connect more deeply with clients.
KEY TAKEAWAYSAuthenticity in Sales – Showing up as your true self builds credibility and trust with clients.
Always Be Learning – Growth-minded salespeople thrive by consistently improving their skills and knowledge.
Consult, Don’t Just Close – Reframe your role from “seller” to “trusted advisor” to deepen value.
Reframe the Challenge – Changes in the market are chances to offer fresh solutions.
Personalized Outreach Matters – Research and preparation elevate your sales conversations.
HIGHLIGHT QUOTES
“We have to be learn-it-alls, not know-it-alls.”
“Sales is a noble profession, and that’s why I’m glad you wrote this book, Learn to Love Selling.”
“These just can’t be words. If you're going to use ‘trusted advisor,’ you have to back it up.”
“You may be selling the same product, but the problem is different—and the solution must be reframed.”
📌FOLLOW THE CONVERSATIONConnect with Mark:
➡️Mark''s LinkedIn: https://www.linkedin.com/in/markandrewcox/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
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David Priemer, Founder of Cerebral Selling and former Salesforce VP of Commercial Sales, blends science and empathy to transform sales leadership. A bestselling author and Adjunct Lecturer, David’s work has been featured in Harvard Business Review, Forbes, and more. Known as the “Sales Professor,” he brings over 20 years of high-growth leadership experience to the conversation.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by David Priemer, author of Sell the Way You Buy and founder of Cerebral Selling. Together, they explore the powerful intersection of emotion and authenticity in modern sales. David breaks down how buyer decisions are emotionally driven, even in B2B, and how sales professionals can tap into that by being human, intentional, and genuinely curious. With insights from neuroscience and psychology, David explains how the best sellers aren't pitch machines, but emotional architects who create memorable buying experiences rooted in trust. This episode is a masterclass on connecting with your buyer's heart before asking for their wallet.
KEY TAKEAWAYSFeelings Drive Buying Decisions: Customers make purchases based on emotional resonance, not just logic or features.
Authenticity Builds Trust: Selling with empathy and authenticity helps establish credibility and long-term relationships.
The Buying Experience Is the Product: The way a client feels during the sales process often matters more than the product itself.
Embrace Curiosity: Asking better questions helps uncover emotional motivators and deepens connection.
Sales as Emotional Engineering: Top sellers shape the emotional narrative of the buying journey.
HIGHLIGHT QUOTES
"Selling from the heart means selling with humanity and authenticity."
"What are people actually buying? It's feelings."
"The experience is the product."
"Whether you believe or you don't, your customers can tell."
📌FOLLOW THE CONVERSATIONConnect with David:
➡️David's LinkedIn: https://www.linkedin.com/in/dpriemer/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Bill McCormick is a seasoned sales professional, social selling trainer, and host of the All Selling Is Social podcast. After launching a successful promotional products business with his wife Sue using digital tools like LinkedIn, Bill went on to found Digi Sales, a company focused on teaching authentic, relational sales through digital platforms. He is also the author of the forthcoming book The Social Selling Compass, and is passionate about helping sellers build trust and drive revenue through genuine, heart-centered connections.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Bill McCormick, co-founder of Digi Sales. The conversation centers around how sales professionals can authentically connect with prospects on LinkedIn. Bill discusses the dangers of antisocial behavior in social selling—like spamming and false platitudes—and offers powerful tips on how to build meaningful digital relationships. He also touches on the importance of inner work and maintaining a healthy heart to truly sell with authenticity. This episode is packed with practical advice and encouragement for embracing social selling with purpose and heart.
KEY TAKEAWAYSAuthenticity Wins: Selling starts with sincerity. Be yourself and build real trust with buyers.
LinkedIn with Purpose: Treat LinkedIn like a virtual networking room, not a billboard. Start conversations, not cold pitches.
Customer-Centric Sales: Focus on serving, not selling. Understand your prospect’s needs before offering solutions.
Mindset Matters: A healthy heart and self-awareness are essential to selling from the heart.
Avoid Antisocial Selling: Skip the spam and build relationships the right way—slowly, meaningfully, and respectfully..
HIGHLIGHT QUOTES
“Out of the overflow of the heart, the mouth speaks.”
“If you want to sell from the heart, you gotta have a good, healthy heart.”
“Treat LinkedIn like a 24/7 networking room, engage authentically just as you would in person.”
“Antisocial behaviors in digital sales include lying, mass spamming, and making false platitudes.”
📌FOLLOW THE CONVERSATIONConnect with Bill:
➡️Bill's LinkedIn: https://www.linkedin.com/in/billmccormick/
🎁 SPECIAL OFFER
SFTH listeners get FREE access to the first module of The Social Selling Compass video course!
👉 Register here
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Nicole Bianchi empowers leaders to make the Small Brave Moves® and have the Five Tough Talks® that prevent them from achieving the highest levels of communication, culture, productivity, and performance.
With a robust background leading transformation in Fortune 500 environments, Nicole is a Master Certified Executive Coach, best-selling author, and NSA Certified Speaking Professional.
Her powerful approach to transforming leadership and communication helps leaders foster cultures of authenticity and bravery. Nicole delivers high-energy keynotes, interactive workshops, and coaching that blend humor with deep insight, inspiring brave conversations that create real, lasting results.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Nicole Bianchi to discuss the power of bravery in sales conversations. Drawing from her latest book Five Tough Talks, Nicole outlines how leaders and sales professionals can courageously approach difficult discussions to build deeper trust, connection, and performance. She highlights the impact of transparency, feedback, and self-awareness, and shares tactical frameworks to navigate hard conversations while remaining aligned with authenticity. This episode is a masterclass in showing up with courage to strengthen relationships and drive results.
KEY TAKEAWAYSBravery in Sales: True leadership and sales success come from having the courage to say what needs to be said—even when it’s tough.
Authentic Alignment: Being clear on values and client alignment helps attract the right opportunities and deepen impact.
Communication Culture: Building a culture of feedback and candor leads to higher performance and fewer disconnects.
The 5 Tough Talks®: Learn how Nicole’s framework helps leaders initiate conversations around misalignment, performance, and communication gaps.
Clarity and Curiosity: Curiosity, coupled with honest reflection, opens space for growth, connection, and greater outcomes.
HIGHLIGHT QUOTES
“Selling takes a lot of bravery. Being really brave in those conversations requires us to say what needs to be said.”
“We attract the right clients when we're clear on the right clients.”
“Honestly addressing what’s going on, rather than avoiding it, is critical to maintaining alignment.”
“80% of us are avoiding a tough conversation at any point in time; 50% of us avoid the person altogether.”
📌FOLLOW THE CONVERSATIONConnect with Nicole:
➡️Nicole's LinkedIn: https://www.linkedin.com/in/nicolembianchi/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Grace Gavin, author of Know Honesty, helps leaders simplify communication and eliminate divides within organizations. She guides individuals to master communication with authenticity, believing that everyone deserves to be heard and respected. Grace specializes in asking powerful questions that help uncover the real barriers to genuine communication.
Ken Bogard brings a transformative "Know Honesty" approach, helping leaders elevate communication, collaboration, and leadership.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Grace Gavin and Ken Bogard, co-authors of Know Honesty. They explore the critical role of open and honest communication in sales and leadership. Grace and Ken introduce ideas such as “The Agreement” to help establish trust early and emphasize how combining openness and honesty can revolutionize client relationships. This conversation highlights how prioritizing connection over closing the sale fosters lasting success and authentic influence.
KEY TAKEAWAYSKnow Honesty Approach: Rebuilding trust and connection through genuine open and honest communication.
The Agreement: Setting upfront expectations to create safe, transparent conversations.
Client-Centric Mindset: True sales success comes from prioritizing the client's needs, not just closing deals.
Balance of Honesty and Openness: Sales professionals must combine self-expression with active listening to build real trust.
HIGHLIGHT QUOTES
💬"Selling from the heart means really doing what's best for the person on the other side of the table, no matter what that is."
💬"If you're doing it for the person across from you, that's connection, that's heart."
💬"If you're focused on the sale, you're not focused on the person on the other side, and they can pick that up."
💬"Are you walking in being truly and freely yourself?"
"We all get so many opportunities to speak for ourselves... What about everybody else?"
📌FOLLOW THE CONVERSATIONConnect with Grace and Ken:
➡️Grace's LinkedIn: https://www.linkedin.com/in/grace-gavin/
➡️Ken's LinkedIn: https://www.linkedin.com/in/kenbogard/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Amy Franko is a strategic sales expert, keynote speaker, and author of The Modern Seller. With a background at IBM and Lenovo, she helps mid-market companies elevate their B2B sales strategy and leadership development. Named one of LinkedIn’s Top Sales Voices, Amy blends modern sales techniques with values of trust, authenticity, and long-term relationship-building. Her mission is to raise the bar for sales professionals and empower them to grow through intentional, modern strategies.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome back Amy Franko for a heartfelt discussion on how intentionality drives personal and professional success in sales. Amy unpacks how to better manage your time, focus on high-impact relationships, and avoid the “empty tank” syndrome. From personal growth routines to strategies for saying no, this episode is filled with practical advice for sales professionals who want to show up with energy, clarity, and purpose. If you’ve ever felt spread too thin or disconnected from your “why,” this episode will re-center and refuel you.
KEY TAKEAWAYSIntentionality Is a Differentiator – Being intentional with your time, tasks, and relationships will set you apart in sales and in life.
Don’t Run on Empty – Recognize when your energy is low and take action to refuel yourself before burnout hits.
The Power of Saying No – Creating a “no list” helps protect your priorities and prevents overcommitment.
Start with You – Morning routines and personal development aren’t just nice to have—they’re essential to lead, sell, and serve.
Refuel to Deliver Value – You can’t show up authentically for clients if you haven’t taken care of yourself first.
HIGHLIGHT QUOTES💬“It’s hard to be authentic and serve when you’re running on empty.”
💬“Showing up with energy and enthusiasm is a non-negotiable in sales.”
💬“Your morning routine sets the tone for your entire day—and your success.”
💬“Saying no is one of the most powerful sales skills we rarely talk about.”
💬“Intentionality is a massive differentiator between success and struggle in sales.”
📌FOLLOW THE CONVERSATIONConnect with Amy's Franko
➡️Amy's LinkedIn: https://www.linkedin.com/in/amyfranko/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Meredith Bell is a master connector and a powerhouse of wisdom who consistently delivers incredible value to those lucky enough to engage with her. As the President and co-founder of Grow Strong Leaders, she brings decades of experience helping organizations strengthen the people side of their business. With a background in education and a passion for communication, Meredith naturally blends her teaching skills with her love for building long-lasting client relationships. Many of her clients and partners have been with her for over 20 years—a testament to her impact and integrity.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Meredith Bell, President and Co-founder of Grow Strong Leaders. Meredith brings decades of leadership and communication expertise to this heart-centered conversation. Together, they explore how trust, character, and authenticity are not just traits, but skills that can be developed. Meredith discusses practical strategies from her award-winning book and emphasizes the importance of inner work, curiosity, and genuine service in building lasting client relationships. From the power of pause to the art of deep listening, this episode is a must-listen for any sales professional who wants to lead with character and connect more deeply.
KEY TAKEAWAYSAuthenticity in Sales: Genuine connection and honesty are the foundation for trust and long-term client relationships.
Character is Developable: Integrity, empathy, accountability, and self-awareness are not fixed traits—they can be cultivated through practice and intention.
Lead with Service: Focus on serving others rather than pushing products. The best sales come from putting the client first.
The Power of Listening: Deep listening, paired with curiosity, is a superpower in sales and leadership.
Do the Inner Work: Resilience, patience, and personal growth fuel external success.
Practice the Pause: Silence isn’t awkward—it’s powerful. Creating space allows for better communication and connection.
HIGHLIGHT QUOTES💬"How can I serve this person so powerfully that they never forget our conversation for the rest of their life?"
💬"Curiosity is what you're bringing and love is what is felt." — Steve Chandler (quoted by Meredith)
💬"Confidence comes from taking actions that scare us."
💬"The inner work you do fuels all the outer success you will have."
💬"When you think about selling from the heart, you focus on the person and their needs rather than products and features."
📌FOLLOW THE CONVERSATIONConnect with Meredith Bell
➡️Meredith's LinkedIn: https://www.linkedin.com/in/meredithmbell/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Dr. Yoram Solomon is a trust and innovation expert, founder of the Trust Habits Institute, and author of 19 books, including The Book of Trust. He holds 22 patents and was a key contributor to Wi-Fi and USB 3.0 technologies at Texas Instruments. With a PhD in Organization and Management, an MBA, and a Law degree, he teaches entrepreneurship and innovation at SMU and has published 400+ articles in outlets like Inc. Magazine. A former Plano ISD Board Trustee and IDF Paratrooper, he is dedicated to helping organizations build trust and drive innovation.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Dr. Yoram Solomon, founder of the Trust Habits Institute and author of The Book of Trust and The Trust Premium. With decades of experience in innovation and trust research, Dr. Solomon breaks down why trust is not just a soft skill—it’s the most powerful sales differentiator. Backed by research and real data, he explains how customers are willing to pay nearly 30% more when they trust their salesperson. From first impressions to consistent behavior, this conversation is packed with actionable ways to build trust and set yourself apart in a skeptical marketplace.
KEY TAKEAWAYSTrust as a Differentiator: Customers are more loyal and willing to pay more to work with trustworthy salespeople.
Empathy and Authenticity: Seeing things from your client’s perspective is essential to accelerating trust.
First Impressions Matter: What you say and how you act in early interactions can build or erode trust quickly.
The Trust Premium: Customers are willing to pay about 29.6% more for services from someone they trust.
Industry Impact: Trust has different weight across industries but remains critical everywhere.
No Trust Discount: Without trust, companies must offer significant discounts to attract new business.
Behavior is Key: Honest pricing, transparent communication, and consistency all build trust.
HIGHLIGHT QUOTES💬“The most important quality for you and another person is trustworthiness.”
💬“There is a premium for trust—people are willing to pay higher prices for trust.”
💬“You’re either building trust by what you say or you’re eroding it.”
💬“Empathy comes from the heart. Your ability to see things from their perspective accelerates building trust.”
💬“Trust is the only differentiator that you can have.”
📌FOLLOW THE CONVERSATIONConnect with Dr. Yoram Solomon
➡️Yoram's LinkedIn: https://www.linkedin.com/in/yoramsolomon/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Erin Hatzikostas is a former corporate CEO turned authenticity advocate, leading a movement to make workplaces more genuine through her company, b Authentic Inc. As the CEO of a $2 billion healthcare financial institution, she tripled earnings and boosted employee engagement by embracing radical authenticity. Erin is a TEDx speaker, best-selling author of You Do You(ish), and co-host of the b Cause with Erin & Nicole podcast. Her insights have been featured in Business Insider, Fast Company, and Well+Good. With an MBA in Finance and Marketing, Erin blends analytical skills with leadership coaching to help professionals thrive through authenticity.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Erin Hatzikostas for a fun and insightful conversation on authenticity, leadership, and her latest book, The 50% Rule. Erin explains how embracing a mix of the "normal" and the "new" unlocks creative thinking, deeper connection, and greater confidence—especially in high-stakes sales environments. The episode highlights the power of vulnerability, humor, and boldness in driving results and building trust. You’ll walk away with tangible tips to shake off imposter syndrome, break out of your rut, and lead with unapologetic authenticity.
KEY TAKEAWAYSAuthenticity Drives Results: Authenticity in leadership and sales builds real trust and drives stronger connections and business outcomes.
The 50% Rule: A method to balance foundational principles with new, bold approaches that feel more human and creative.
Overcoming High-Stakes Pressure: Even in the toughest moments, being yourself can become your biggest advantage.
Confidence Through Creativity: Salespeople gain confidence when they embrace innovation and trust in their authentic selves.
A Shortcut to Growth: The 50% Rule helps people break out of limiting beliefs and step into genuine leadership.
HIGHLIGHT QUOTES💬 "It's like such a shortcut that as soon as I would say that it would like take her out of her trance and be like, oh yeah, let's do it... half normal, half new." – Erin Hatzikostas
💬 "The 50% rule helps you get over your shit, get unstuck, and motivate you... It's a shortcut to leadership and can grow your business." – Erin Hatzikostas
💬 "There's a groundedness in the 50% rule... it helps you blend great foundational principles with authenticity, avoiding extremes." – Larry Levine
📌FOLLOW THE CONVERSATIONConnect with Erin Hatzikostas
➡️Erin's LinkedIn: https://www.linkedin.com/in/erin-hatzikostas/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Stephen Oommen is a seasoned executive with over 25 years of experience in entrepreneurship, finance, and technology leadership. He has held key roles at major companies like Microsoft, where he served as Managing Director for Software & Digital Platforms and Enterprise Commercial. Currently, he is the Vice President of Global Strategic & Enterprise at Outreach and the CEO of ExecuComm, where he helps companies boost revenue through effective go-to-market strategies. An award-winning sales leader and keynote speaker, Stephen is known for his customer-first approach and expertise in building strong business networks..
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Oommen, author of the upcoming book 'The Chameleon Effect.' They explore the significance of authentic relationships, the power of warm referrals, and the importance of showing up genuinely in various professional and personal scenarios. Stephen shares his unique perspective on authenticity and his journey to mastering the skills of networking and relationship-building. The episode provides listeners with insightful strategies to leverage their networks effectively and thrive in today's skeptical sales environment.
KEY TAKEAWAYS✅Authentic Relationships: Building genuine connections is crucial for success in sales.
✅The Chameleon Effect: Adapting and thriving in various professional environments is essential.
✅Networking Culture: Developing a network culture can lead to more successful sales through warm referrals.
✅Selective Authenticity: Bringing the right facets of oneself into different situations enhances authenticity.
✅Personal Background: Real-life experiences significantly shape one's ability to connect with others..
HIGHLIGHT QUOTES💬"Selling from the heart means you're focused on the heart of your buyer, the other person, the circumstance."
💬"Different circumstances require different facets of who we are."
💬"The situation dictates how we should show up."
💬"It's so much easier to pick up the phone and call someone you know instead of someone you don’t."
💬"We've reduced connection instead of inviting connection."
💬"How are you showing up? That’s your responsibility."
📌FOLLOW THE CONVERSATIONConnect with Stephen Ommen
➡️https://www.linkedin.com/in/stephenoommen/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Colleen Stanley is the founder and president of SalesLeadership, Inc., a sales development firm specializing in emotional intelligence (EQ), consultative selling, and leadership skills. She is the author of three books:
📖 Emotional Intelligence for Sales Success
📖 Emotional Intelligence for Sales Leadership
📖 Growing Great Sales Teams
With an impressive background in sales leadership, Colleen grew Varsity Spirit Corporation’s sales from $8 million to $90 million as Vice President of Sales and Marketing. She developed the Ei Selling® system, integrating emotional intelligence into sales processes for better client relationships and long-term success. Recognized as a Top 50 Sales & Marketing Influencer and a Top 30 Global Sales Guru, Colleen’s impact on the sales industry is global, with her work translated into eight languages.
Outside of work, she enjoys hiking, reading, and spending time in Colorado with her husband.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Daryl Amy sit down with Colleen Stanley, a leading expert on emotional intelligence in sales, to discuss the power of authenticity, trust, and mentorship in sales leadership. Colleen shares how emotional intelligence enhances sales relationships and why mentorship plays a crucial role in career development.
The discussion covers the importance of sales leaders creating mentorship programs, practical advice for becoming an effective mentor, and how mentorship provides mutual benefits for both mentors and mentees. Colleen emphasizes that great mentors offer support, truth, and guidance, and that mentorship is not just about giving but also about growing together.
If you're looking to build stronger sales relationships, become a better leader, or give back through mentorship, this episode is packed with insights and actionable strategies to help you lead with heart.
KEY TAKEAWAYS✅ Authenticity Builds Trust – Successful sales professionals prioritize relationships over transactions, fostering trust and credibility.
✅ Emotional Intelligence (EQ) Drives Sales Success – Self-awareness, empathy, and strong communication skills are essential for building long-term client relationships.
✅ Mentorship is Key to Growth – Mentors provide support, honest feedback, and career guidance, shaping the next generation of sales professionals.
✅ Sales Leaders Should Prioritize Mentorship – Creating structured mentorship programs helps develop high-performing, motivated sales teams.
✅ Giving Back is Also Paying It Forward – The benefits of mentorship are mutual, allowing both mentor and mentee to grow, learn, and succeed together.
✅ Proactive Mentorship Creates Impact – Great mentors don’t wait for mentees to come to them—they actively seek opportunities to guide and inspire others.
HIGHLIGHT QUOTES💬 "Mentorship isn’t about the money or the glory—it’s about making others better, and in turn, becoming better yourself." – Colleen Stanley
💬 "Trust is the currency of sales. Without it, you’re just another salesperson. With it, you’re a trusted advisor." – Larry Levine
💬 "You don’t have to have all the answers to be a great mentor. Sometimes, just being there and offering guidance makes all the difference." – Colleen Stanley
💬 "Sales leaders who build mentorship programs build cultures of success." – Darrell Amy
💬 "If you’ve been mentored in your life, it’s your turn to pay it forward. Find one person, offer to help, and inspire them to grow." – Colleen Stanley
📌FOLLOW THE CONVERSATIONConnect with Colleen Stanley
➡️https://www.linkedin.com/in/colleenstanleysli/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Zev Young is a seasoned sales professional, educator, and founder of The Professor of Sales. With over two decades of experience in sales leadership and coaching, he is passionate about helping sales professionals build authentic relationships and master effective communication. As an adjunct professor at Bentley University, Zev teaches sales courses, mentors future sales leaders, and advocates for bridging the gap between academia and real-world sales training. His background in corporate sales leadership has equipped him with the tools to guide both emerging and experienced sales professionals toward greater success.
SHOW SUMMARYIn this episode of the Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Zev Young, a veteran sales leader and educator, to discuss the evolution of sales beyond transactions and into relationship-driven strategies. Zev shares his passion for mentorship, the importance of curiosity in sales, and the shifting perception of sales professionals in today’s business world. He highlights how mentorship, education, and adaptability will define the future of sales and inspire the next generation of professionals. Sales leaders are encouraged to foster curiosity, build genuine relationships, and embrace their role as mentors.
KEY TAKEAWAYS✅ Authenticity Wins in Sales – Sales is no longer about pushing products; it’s about building trust and long-term relationships.
✅ Sales is Evolving – The old-school transactional approach is being replaced by a modern, human-centric approach that values connection and expertise.
✅ Mentorship is Critical – Experienced sales leaders should invest in mentoring younger professionals, helping them develop their skills and confidence.
✅ Curiosity is a Sales Superpower – The next generation of sales professionals will thrive by staying curious, asking better questions, and continuously learning.
✅ Bridging the Education Gap – Traditional academic institutions lack sufficient sales training, and there is an urgent need for better education on real-world sales skills.
✅ Passion + Inspiration = Sales Success – Sales professionals must combine passion, curiosity, and a heartfelt approach to truly connect with their clients.
HIGHLIGHT QUOTES💬 "The paradigm has shifted for sales. We are not the same sales professionals that our parents grew up with." – Zev Young
💬 "It’s our job to change the narrative about sales. Salespeople are passionate about their product, knowledgeable, and dedicated to their customers." – Zev Young
💬 "Mentoring younger professionals brings you back to the heart of why you started in sales." – Zev Young
💬 "Curiosity is a core skill of sales success. If you're gifted at curiosity, don’t lose it!" – Larry Levine
💬 "Imagine what you can do when you bring passion and inspiration, add curiosity, and learn how to sell from the heart." – Darrell Amy
📌FOLLOW THE CONVERSATIONConnect with Zev Young
➡️https://www.linkedin.com/in/zev-d-young-ms-1b65066/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Stephen M. R. Covey is a globally recognized speaker and author specializing in trust and leadership. He is the bestselling author of The SPEED of Trust and Trust & Inspire: How Truly Great Leaders Unleash the Greatness in Others. As the former President and CEO of Covey Leadership Center, he helped transform the organization into a global leadership development firm. Covey holds an MBA from Harvard Business School and is the son of the late Stephen R. Covey, author of The 7 Habits of Highly Effective People. His expertise on trust and leadership has influenced organizations worldwide.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Stephen M. R. Covey to explore the critical role of trust in sales and leadership. Covey, a trust expert and bestselling author, shares key insights from The Speed of Trust and Trust & Inspire, emphasizing how sales professionals can intentionally build trust with their clients and teams. The discussion highlights the four key elements of trust—integrity, intent, capabilities, and results—and how these factors shape long-term relationships in sales. Covey also breaks down the difference between motivation and inspiration, urging sales leaders to inspire rather than just motivate. This episode is a masterclass in authenticity, leadership, and relationship-building for sales professionals.
KEY TAKEAWAYS Trust is the foundation of sales success – Authenticity, integrity, and alignment between words and actions build strong professional relationships. * Self-trust is the first step – Sales professionals must trust themselves before they can earn trust from others. * Trust should be intentional – It’s not just a byproduct of good relationships; it should be a deliberate and strategic focus. * Inspiration vs. Motivation – Leaders should inspire their teams by connecting to purpose and meaning, rather than relying solely on external motivation. * Reputation matters – Having a reputation for trust and authenticity creates a lasting competitive advantage in sales. * The Mirror Question – Ask yourself, "Do I trust myself? Do I give others a person they can trust?"*
HIGHLIGHT QUOTES"Trust is the currency of sales." – Stephen M. R. Covey
"Make, keep, and repeat commitments to build trust." – Stephen M. R. Covey
"Inspiration is the new competitive advantage." – Stephen M. R. Covey
"Trust is built intentionally, not accidentally." – Stephen M. R. Covey
"Self-trust is the foundation for all trust." – Stephen M. R. Covey
📌FOLLOW THE CONVERSATIONConnect with Stephen Mr. R. Covey
➡️https://www.linkedin.com/in/stephen-m-r-covey-6400191a5/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Jamie Diglio is a renowned performance coach and the Founder of inFirst Coaching, with over 20 years of sales leadership experience at top organizations like Gartner, Microsoft, and Slalom. Holding a master’s degree in industrial-organizational psychology, Jamie empowers leaders and teams to achieve peak performance by breaking invisible barriers. Her innovative WIN Room programs help high-growth organizations improve sales, boost employee engagement, and drive retention. Jamie’s TEDx talk, "From WAR Room to WIN Room: Change Your Room, Change Your Life," has gained widespread acclaim for its transformative insights, cementing her reputation as a leading expert in sales performance coaching.!
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Jamie Diglio, performance coach and author of Moneyball Leadership. Jamie discusses her concepts of the "War Room" and "Win Room," focusing on how leaders can create environments that foster success. She introduces the new definition of ROI—Return on Interaction—and explains how meaningful interactions can lead to tangible business results. The conversation highlights the importance of authenticity, combating burnout, understanding personal strengths, and becoming memorable by being less predictable in sales. Jamie shares actionable tips that sales professionals and leaders can implement immediately to improve relationships, build trust, and drive sustainable success!
KEY TAKEAWAYS* Authenticity in Sales: Build trust and stronger relationships by showing up authentically. * Combating Burnout: Leaders can prevent burnout by fostering positive environments and focusing on strengths. * War Room & Win Room: Shift from reactive “War Room” tactics to proactive “Win Room” strategies for better focus and collaboration. * Return on Interaction (ROI): Redefine success by prioritizing high-quality, meaningful interactions over traditional sales metrics. * Play to Your Strengths: Understanding and leveraging individual strengths can set sales professionals apart. * Memorable Selling: Being less predictable and more authentic helps salespeople stand out and become memorable.!
HIGHLIGHT QUOTES"If we're not aware of how we show up, the chances of missing the mark are 75 percent in every interaction."
"The more we can get people to embody their true selves, the more they can build trust with anyone."
"These are the soft skills that yield the hard dollars."
"To win today, you have to be less predictable and more memorable."
"Return on interactions—being able to show up authentically—is a fine art."
"Self-awareness is where you get the hard dollars."!
📌FOLLOW THE CONVERSATIONConnect with Jamie Diglio
➡️https://www.linkedin.com/in/jaimediglio/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Brent Pohlman, CEO of Midwest Laboratories, is a people-first leader who believes in coaching, authenticity, and leading from the heart. Since taking on the CEO role in 2016, he has built a thriving culture by focusing on people, processes, and technology—in that order.
As a faith-driven leader, Brent is passionate about helping others develop self-awareness, cultivate gratitude, and embrace authentic leadership. He is also the author of Leaders Look Within: Own Your Heart to Live a Life of Gratitude, where he shares his philosophy on leading with values and trust.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Brent Pohlman, CEO of Midwest Laboratories and author of Leaders Look Within.
Brent shares how authentic leadership starts from within—by understanding your own heart, values, and purpose. He discusses the power of self-reflection, trust-building, and gratitude in leadership, and how these principles directly impact sales success and business growth.
This episode is packed with real-world insights on self-awareness, the importance of coaching, and how a people-first culture can drive lasting success.
🔥 A must-listen for leaders and sales professionals looking to build relationships that last!
KEY TAKEAWAYSAuthenticity and Trust Drive Sales Success
→ You can’t sell from the heart if you don’t know what’s in your heart first.
Lead with Personal Values
→ Leadership and sales both require clarity of purpose and unwavering integrity.
Self-Reflection Enhances Leadership
→ Knowing your strengths, weaknesses, and motivations builds deeper connections.
Overcome Negative Self-Talk
→ The way you speak to yourself impacts your confidence, relationships, and performance.
The Power of a People-First Culture
→ Prioritizing people, then processes, then technology creates long-term business success.
Daily Gratitude Transforms Mindset
→ Implementing gratitude, prayer, and self-reflection into daily routines creates positive leadership habits.
Continuous Coaching is Key
→ Leadership and sales improvement happen through ongoing learning and reinforcement.
HIGHLIGHT QUOTES"People first, get your processes standardized, and technology last."
"If you don’t know what’s in your heart, how can you sell or lead others?"
"In order to sell from the heart, you have to understand what’s in your heart."
"Hard work is hard work—and it pays off big time in looking within."
"Leading with values is just huge. It helps build lasting trust in relationships."
Connect with Brent Pohlman
- Brent's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Michelle Curran, call sign “MACE,” is a combat veteran and trailblazing former F-16 fighter pilot with 13 years of service in the United States Air Force. As the lead solo pilot for the elite Air Force Thunderbirds from 2019 to 2021, she was the second woman ever to hold this position, inspiring millions with her aerial performances. With 1,500 flight hours, including 163 combat hours in Afghanistan, Michelle’s career epitomizes grit, determination, and teamwork.
Now the founder of Upside Down Dreams, Michelle shares her action-packed stories and hard-won lessons to help audiences conquer self-doubt, reframe challenges, and achieve their dreams. Featured on The Kelly Clarkson Show and CBS Evening News, she continues to inspire as a speaker, mentor, and advocate."
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Michelle Curran, former F-16 fighter pilot and lead solo pilot for the Air Force Thunderbirds. Michelle, known for her call sign 'MACE,' shares her journey, the importance of authenticity in sales, and how to leverage fear as a superpower. The episode highlights Michele's upcoming book, 'The Flipside.' Michelle discusses the significance of focus, trust, and accountability both in the cockpit and in the sales profession. Listeners also get a heartwarming story of Michelle surprising a young admirer on the Kelly Clarkson Show. This episode is filled with actionable insights for sales professionals and leaders looking to build genuine relationships and trust in their careers.
KEY TAKEAWAYS
- Creating Value in Sales: Effective selling is about genuinely helping and providing value to the customer, not just pitching a product.
- Importance of Empathy: Empathy is crucial in sales. Understand and align with your customers' needs and perspectives.
- Active Listening: Great sales meetings involve active listening, where the salesperson speaks less and listens more to understand the customer's challenges.
- Follow-Up Strategy: Following up with potential clients needs to include adding value in each touch point, rather than just checking in for updates.
- Becoming an Expert: Knowing your industry, company, and client's business thoroughly can significantly enhance sales effectiveness.
- Financial Understanding: Understanding your clients' financials and how business decisions impact their P&L and balance sheets is essential for meaningful conversations.
- Effective Sales Meeting: Break sales meetings into diagnosis and prescription phases – first understand the problem, then present your solution tailored to that problem.
- Consistency in Outreach: It takes multiple touchpoints to engage a prospect; persistence coupled with value-driven outreach is key.
QUOTES
- “People are pretty quick to pick up on when there's a disconnect there.”
- “When you focus on how you can deliver the most value to the person you're speaking to, it reduces that anxiety so much.”
- “There's an opportunity to get judged there. There's an opportunity to fail in front of everyone.”
- “Consistent accountability eventually just becomes the norm and it gets less scary to people.”
- “Getting into task-focused mode and having a clear mission helps mitigate fear and distraction.”
Learn more about Michelle Curran:
LinkedIn: https://www.linkedin.com/in/macecurran/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Andrew Barbuto is a top-performing sales leader in the ad tech industry, managing over $80 million per year in digital media revenue. With a proven track record of closing complex software deals, Andrew is passionate about helping sales professionals refine their strategies for long-term success. As the author of Top Sales Producer: How to Crush Your Sales Quota and an active sales coach, he provides practical insights that elevate both new and experienced salespeople. His expertise lies in combining empathy, financial understanding, and strategic follow-ups to build meaningful client relationships and drive revenue growth.
SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Andrew Barbuto to explore what it takes to become a top sales producer. Andrew shares insights from his book Top Sales Producer: How to Crush Your Sales Quota, breaking down essential sales strategies, including active listening, value-driven follow-ups, and financial acumen. He explains how persistence, empathy, and a consultative approach lead to sustained sales success. If you're looking to refine your sales techniques and consistently exceed your quota, this episode is packed with actionable takeaways.
KEY TAKEAWAYS Authentic Sales Approach: Selling should focus on educating and helping customers, not just pushing a product. * Empathy and Active Listening: Success in sales starts with understanding the client’s needs by listening more and talking less. * Strategic Follow-Ups: Each touchpoint should add value rather than just checking in. * Understanding Financials: Knowing how business decisions impact a client’s financials can lead to more meaningful sales conversations. * Overcoming the Status Quo: Many prospects struggle with change; your job is to highlight why your solution is essential. * Persistence and Consistency:* Engaging prospects takes multiple touchpoints, so consistency in outreach is key.
QUOTES“Sales is really about listening, not speaking… the best meetings are the ones where the salesperson speaks the least.”
“Your job is to help people, regardless of whether there's any money involved or not.”
“… It takes an average of seven touchpoints before you actually get a response from a cold prospect. Persistence is crucial.”
“The number one competition is the status quo. Your solution needs to address something pivotal to their business to warrant change.”
“Start each meeting by asking the right questions to diagnose the client's needs, then present a tailored solution using their own words and concerns.”
Connect with Andrew Barbuto
- Andrew's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Connie Whitman started her career at Chrysler Credit as a leasing specialist, where her natural talent for sales emerged through her client-focused, educational approach. With an MBA, financial licenses, and a passion for empowering others, Connie is redefining sales as a helpful, value-driven profession. She’s on a mission to inspire sales professionals to lead with authenticity, trust, and care.
SHOW SUMMARY
In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Connie Whitman to discuss the transformative power of heart-centered, client-focused sales. Connie introduces her CPR method—Consistent, Persistent, Respectful follow-ups—and shares actionable strategies to build trust, deepen client relationships, and elevate sales success. Packed with practical insights and inspiration, this episode is a must-listen for sales professionals who want to embrace authenticity and redefine their approach to sales.
KEY TAKEAWAYS1. Authenticity in Sales: True success comes from leading with trust, care, and authenticity in every interaction. 2. Consultative Sales Approach: Focus on educating and guiding clients, putting their needs above pushing transactions. 3. CPR Method: The Consistent, Persistent, Respectful follow-up method is crucial for nurturing strong client relationships. 4. Preparation is Crucial: Demonstrating preparation shows clients their value and builds deeper connections. 5. Client-Centric Mindset: Prioritizing client needs fosters loyalty, referrals, and sustainable sales success.
QUOTES TO REMEMBER "If you're not selling from love, care, and respect, please stop because you're doing it wrong." — Connie Whitman * "Transactions become an obsolete way of thinking when you sell from the heart." — Larry Levine * "Seek to understand before being understood."* — Connie Whitman
Connect with Connie Whitman
- Connie's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Nigel Green is a sales leadership expert, consultant, and author of Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year. Over the last decade, he has built and led sales teams generating tens of millions in annual revenue. Now living on a farm in Kentucky with his family, Nigel dedicates his time to coaching, consulting, and advising sales leaders. He offers one-day workshops, one-on-one coaching, and contributes to Entrepreneur Magazine. His latest work, How to Hire Elite Salespeople, provides invaluable insights for sales leaders and professionals alike.
SHOW SUMMARY
In this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Nigel Green to share insights from his career and books, Revenue Harvest and How to Hire Elite Salespeople. Nigel discusses the qualities of truly elite salespeople, the dangers of compromise in hiring, and how aligning personal passion with professional roles fosters success. The episode also includes exciting news about the launch of Larry and Darrell's upcoming show, Culture from the Heart, featuring heart-centered CEOs of award-winning workplaces.
KEY TAKEAWAYS Authenticity and Trust in Sales: Building authentic relationships is fundamental to success in sales and leadership. * Hiring Elite Salespeople: Sales leaders must focus on hiring exceptional talent without compromising on standards. * Passion-Driven Workplaces: Sales professionals should seek organizations that align with their passions for greater satisfaction and success. * Non-Obvious Traits of Top Performers: Elite salespeople exhibit unique qualities beyond traditional metrics, such as passion, resilience, and a purpose-driven approach. * Avoiding Hiring Pitfalls: Compromises during the hiring process can create long-term challenges for sales teams. * Aligning Passion and Work:* Connecting personal passion with professional goals leads to long-term fulfillment and productivity.
QUOTES TO REMEMBER "Elite salespeople don’t apply to jobs. They interview because they’ve found their passion." — Nigel Green * "Why are you telling yourself no? You literally get told no every single day. Let’s go!" — Nigel Green * "The elite of the elite look forward to Monday because they’re fired up to get to work." — Nigel Green * "What stops us is not clarity on what to do but the stories we tell ourselves about why it will fail."* — Nigel Green
Connect with Nigel Green
- Nigel's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Jason Cutter, CEO of Cutter Consulting Group, is an author, podcaster, and sales success architect specializing in helping companies with inside sales teams scale their operations. With a background in marine biology, Jason’s unconventional journey into sales led him to develop a unique framework for achieving success. His book, Selling with Authentic Persuasion: Transform from Order Taker to Quota Breaker, lays out strategies for building trust, understanding client motivations, and leading with authenticity and empathy.
SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with Jason Cutter to discuss how deep empathy and authenticity are transforming sales. Drawing on insights from his book, Selling with Authentic Persuasion, Jason shares strategies for reprogramming sales mindsets, adopting a human-to-human (H2H) approach, and embracing the role of a guide rather than a hero in the sales journey. Packed with practical advice and inspirational stories, this conversation will challenge sales professionals to prioritize genuine care, ask meaningful questions, and lead clients with empathy and authenticity.
KEY TAKEAWAYS Authenticity is Key: Genuine interactions build trust and create lasting client relationships. * Empathy Drives Success: Deep empathy allows sales professionals to truly understand client motivations and provide tailored solutions. * Human-to-Human Selling: Treating clients as individuals, not just prospects, fosters meaningful connections and better outcomes. * Be the Guide, Not the Hero: Sales professionals should position themselves as guides helping clients achieve their goals. * Reprogram the Sales Mindset: Focus on the client’s outcomes and lead with a service-first approach. * Leadership in Sales:* Great salespeople adopt a leadership role, guiding clients through their decision-making journey.
QUOTES TO REMEMBER "Management is pushing. Leadership is pulling. I'm going here. Come with me. Let’s go." — Jason Cutter * "I’m not the hero. I’m the guide. I’m not Luke Skywalker; I’m Obi-Wan Kenobi." — Jason Cutter * "If you want to get the responses that no one’s getting, change the questions that you’re asking." — Jason Cutter * "Combine deep empathy with deep questions and recognize that we’re not the hero; we’re the guide."* — Jason Cutter
Connect with Jason Cutter
- Jason's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Ed Marsh is a seasoned consultant specializing in revenue growth for B2B industrial companies. With a deep background in management, marketing, and sales, Ed integrates strategy, governance, customer success, and technology into a unified system for revenue growth through his Overall Revenue Effectiveness™ Methodology. A former Airborne Infantry Officer and Johns Hopkins University graduate, Ed also hosts the Industrial Growth Institute podcast and partners with major marketing and sales technology platforms.
SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy discuss bridging the gap between sales and marketing with Ed Marsh. As an expert in aligning these critical teams, Ed shares actionable strategies for fostering collaboration, following up on leads, and leveraging marketing materials. The conversation highlights the importance of viewing the buyer’s perspective, expressing gratitude, and creating a unified approach to achieve better results in 2025.
KEY TAKEAWAYS Follow-up Matters: Sales teams should follow up on all leads and provide actionable feedback to marketing teams. * Leverage Marketing Materials: Sales reps must use and contribute to the development of sales enablement resources. * Buyer-Centric Approach: Both sales and marketing teams should prioritize the buyer’s perspective to deliver a cohesive experience. * Strengthen Relationships: Salespeople should build strong relationships with marketing teams to foster better collaboration. * Express Gratitude:* Acknowledging the efforts of marketing and support teams can bridge relational divides and improve teamwork.
QUOTES TO REMEMBER "You can't sell from the heart if sales isn't genuinely in your heart." — Ed Marsh * "Follow up on the leads and provide feedback. Let marketing know that their work matters." — Ed Marsh * "Gratitude bridges the relational divide." — Ed Marsh * "Every time you have a conversation, think about the buyer's perspective."* — Ed Marsh
Connect with Ed Marsh
- Ed's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Steve Spiro, known as the Master Connector, is a business automation consultant, speaker, and martial arts expert with a passion for building genuine relationships. Starting his career in advertising and later transitioning into technology, Steve attributes his success to discipline, integrity, and fearlessness cultivated through martial arts. With over 18,000 contacts in his phone and 24,000 LinkedIn connections, Steve hosts the weekly Master Connector Show on LinkedIn Live, inspiring others to step out of their comfort zones and master the art of connection.
SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with Steve Spiro to explore his journey from shy introvert to Master Connector. Steve shares his simple yet effective strategy for building authentic relationships and maintaining a strategic network. He highlights the importance of adding value, leveraging LinkedIn for credibility, and developing long-term connections. The episode challenges listeners to connect with three new people daily in 2025, fostering both personal and professional growth.
KEY TAKEAWAYS Authentic Relationships Matter: Genuine connections are more impactful than simply growing your network numbers. Focus on authenticity, vulnerability, and being others-focused. * Strategic Networking: Building a strategic network involves connecting with individuals who align with your values and goals, creating long-term value. * Leverage LinkedIn: Use LinkedIn as a platform to establish credibility, share your values, and connect with influential professionals. * Value-Driven Interactions: Always aim to add value in your interactions, offering help or connections rather than pitching yourself. * Challenge Yourself:* Commit to connecting with three new people daily to expand your network and create new opportunities.
QUOTES TO REMEMBER "People buy from people they know, like, and trust." — Steve Spiro * "To me, selling from the heart is being others-focused, being authentic, and genuinely looking to help." — Steve Spiro * "Connection, real human connection, is so important, and it doesn't just happen through building numbers." — Steve Spiro * "Don’t pitch people; engage and always focus on adding value."* — Steve Spiro
Connect with Steve Spiro
- Steve's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
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Jonathan Gardner is the Principal and Founder of J. Gardner Group, where he leverages decades of expertise in strategic sourcing and relationship management to drive profitability for organizations. His career includes working with global powerhouses like Starbucks and Dell, where he developed an acute understanding of navigating large corporations and fostering long-term partnerships.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jonathan Gardner to explore the art of strategic sourcing and relationship management. Drawing on his extensive experience with major brands, Jonathan reveals how sales professionals can establish genuine connections, navigate procurement processes, and avoid becoming just another number on a spreadsheet. He emphasizes the importance of building relationships across all levels of an organization, maintaining a strategic mindset, and engaging consistently for long-term success.
KEY TAKEAWAYS Beyond Procurement: Build relationships across multiple departments to avoid relying solely on procurement. * Strategic vs. Tactical Sales: Focus on strategic, long-term actions instead of short-term wins. * Proactive Engagement: Start building connections before a need arises and nurture them consistently. * Perceived Power of Procurement: Procurement’s influence is often overestimated, especially when you're an incumbent supplier. * Relationship Mapping: Create a "power map" of connections within your target organization to strengthen your approach. * Holistic Strategies:* Engage procurement as part of a comprehensive sales strategy, not as an obstacle to overcome.
QUOTES TO REMEMBER "Don't let yourself become equal." — Jonathan Gardner * "Procurement has way, way less power than they want you to think they do." — Jonathan Gardner * "Be the octopus. Engage every tentacle of your relationship strategy." — Jonathan Gardner * "Treat this as an 'and,' not an 'or.' Engage, engage, engage." — Jonathan Gardner * "Avoid assuming. It's easy to think you're being ghosted, but they're probably just busy and rude."* — Jonathan Gardner
Connect with Jonathan Gardner
- Jonathan's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
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Damon Lembi is the CEO of LearnIt, a company dedicated to empowering individuals through education to achieve their professional goals. After an early career pursuing Major League Baseball, Damon joined LearnIt in 1995, bringing his passion for growth and learning to the organization. As an advocate for lifelong learning, Damon attributes LearnIt’s success to surrounding himself with exceptional talent and learning from past mistakes. An avid reader and family man, Damon brings unique perspectives on leadership, culture, and personal development. His book, Learn It All Leader, explores the transformative power of a learn-it-all mindset for individuals and teams.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Damon Lembi, CEO of LearnIt, to explore how fostering a culture of learning can transform sales and leadership. Drawing insights from his book, Learn It All Leader, Damon highlights the power of humility, curiosity, and integrity in driving continuous improvement and building successful teams. Through lessons from his baseball career and leadership journey, Damon shares actionable strategies for developing adaptability, embracing feedback, and creating a collaborative, growth-focused environment within sales teams.
KEY TAKEAWAYS Authenticity in Sales: Building trust and genuine connections is critical for success in sales. * Continuous Learning: Sales professionals must embrace lifelong learning to adapt to industry changes and meet evolving customer needs. * Team Collaboration: Sales is a team sport that thrives on collaboration and shared support. * Feedback Culture: Leaders who provide regular, constructive feedback foster growth and improvement in their teams. * Reflection for Growth:* Reflecting daily on wins and lessons learned helps sales professionals refine their approach and achieve consistent growth.
QUOTES TO REMEMBER "Learning without doing is treason." — Damon Lembi * "True selling is a team sport, 100%." — Damon Lembi * "A learn-it-all isn’t afraid to make mistakes, try new things, and grow outside their comfort zone." — Damon Lembi * "The more you learn, the more you earn." — Larry Levine * "If you’re going to deliver meaningful value, you need to be somebody who’s continuously learning."* — Darrell Amy
FOLLOW THE CONVERSATION:
Connect with Damon Lembi
- Damon Lembi's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
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Karl Mecklenburg, former Denver Broncos captain and All-Pro linebacker, defied the odds as a college walk-on and 12th-round draft pick to become one of the NFL’s most versatile players. With six Pro Bowl appearances, three Super Bowl appearances, and an induction into the Denver Broncos Ring of Fame, Karl's career exemplifies resilience, determination, and leadership. Today, as a Certified Speaking Professional (CSP), Karl shares his inspiring "Six Keys to Success," blending humor, motivation, and actionable strategies for achieving goals in sports, business, and life.
SHOW SUMMARY
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy sit down with NFL legend Karl Mecklenburg to explore his "Six Keys to Success" and their application to sales and leadership. Karl discusses preparation, decisiveness, authenticity, resilience, forgiveness, and goal setting as fundamental principles for achieving success. Drawing on his experiences on the football field and in life, Karl shares practical advice for sales professionals to overcome challenges, build trust, and pursue their goals with purpose and integrity.
KEY TAKEAWAYS Preparation is Key: Success in both sales and sports hinges on preparation. Take the time to thoroughly prepare for meetings, calls, and opportunities. * Be Decisive: Quick, well-informed decisions can create momentum and change outcomes. * Authenticity Matters: Genuine connections build trust and relationships. Inauthenticity can quickly damage rapport. * Resilience in the Face of Challenges: Embrace obstacles as opportunities for growth. High pain tolerance and persistence are necessary for long-term success. * Forgiveness is Essential: Letting go of past mistakes—both yours and others’—is crucial for moving forward. * Goal-Driven Success:* Set actionable short-term goals that align with your long-term vision to maintain focus and motivation.
QUOTES TO REMEMBER "Preparation allows you to be decisive." — Karl Mecklenburg * "Success is not just the game; it’s the preparation before the game." — Karl Mecklenburg * "Success is overcoming obstacles on the way to your dreams." — Karl Mecklenburg * "You should run into obstacles; otherwise, you're not pushing hard enough." — Karl Mecklenburg * "If you can't admit there's an issue, there is no way to move forward."* — Karl Mecklenburg
FOLLOW THE CONVERSATION:
Connect with Karl Mecklenburg
- Karl's Mecklenburg's LinkedIn.
Connect with Larry and Darrell
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
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Guitze Messina is a trailblazer in the HVAC industry and the author of MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting. With decades of experience in building strategic partnerships and driving growth initiatives, Guitze specializes in enhancing service outcomes, fostering innovation, and building trust-based client relationships. His leadership philosophy is rooted in integrity and heart-centered values, making him a perfect fit for the Selling from the Heart podcast. Guitze is passionate about creating lasting value for organizations by focusing on trust, meaningful relationships, and genuine care—core principles that resonate across all industries.
SHOW SUMMARY
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy are joined by Guitze Messina to explore the principles behind his book MONEYCALL and the art of achieving recurring sales with less prospecting. Guitze shares actionable strategies for proactively engaging with existing customers, understanding their needs, and leveraging relationships to drive sustainable business growth. He also discusses the importance of a customer-centric mindset, the value of asking strategic questions, and the role of structured sales processes in fostering long-term success. Whether you’re in HVAC or any other field, Guitze’s insights will inspire you to refine your sales approach, deepen client trust, and increase revenue through meaningful connections.
KEY TAKEAWAYS Proactive Selling: Focus on engaging existing customers to drive recurring sales rather than relying heavily on prospecting for new clients. * Listening and Asking: Strategic questioning and active listening help uncover customer needs and buying preferences, leading to stronger relationships. * Recurring Sales Focus: Businesses in recurring sales industries can unlock growth by nurturing relationships with their existing customer base. * Right Structure:* A structured and manageable client load is essential for sales professionals to adopt a proactive approach effectively. * Customer-Centric Approach: Shift from transactional service to relational, serving-oriented strategies to foster loyalty and long-term success.
QUOTES TO REMEMBER "The more that you learn from your customers, the more you earn from your customers." — Guitze Messina * "You grow your business through your customers, not at the expense of your customers." — Guitze Messina * "Nothing happens unless you're talking to a client." — Guitze Messina * "Helping the customer grow their business ensures that you also grow your business." — Guitze Messina * "Selling from the heart is making it easy for your customers to buy what they really want." — Guitze Messina*
Connect with Guitze Messina
- Guitze Messina's LinkedIn
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
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Robert Hamilton Owens is widely known as The Fittest and Mentally Toughest 71-Year-Old in the World. An Ironman athlete, Special Ops Pararescueman, keynote speaker, and father of five, Robert has completed 12 Ironman triathlons, extreme endurance races, and the World Marathon Challenge. His life is defined by resilience and determination. With over 25 years of inspiring audiences, from Navy SEALs to international governments, Robert is dedicated to helping others realize their potential through mental toughness and personal growth.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Robert Hamilton Owens about building mental resilience and overcoming rejection in sales. Robert shares his remarkable journey from a self-doubting youth to a leader in Air Force Pararescue and an endurance athlete. He provides practical strategies for cultivating mental toughness, handling rejection, and thriving in high-pressure sales environments. The conversation also emphasizes the importance of passion, mentorship, and embracing challenges to unlock one’s full potential.
KEY TAKEAWAYS Overcoming Adversity: Personal growth often involves facing and conquering significant challenges. Robert shares his journey of transformation through resilience and mentorship. * Mental Resilience: Mental toughness is critical in sales, especially in high-rejection environments. Practices like visualization, breathing exercises, and affirmations help build resilience. * The Role of Mentorship: Having mentors who believe in your potential can be transformative, even when you doubt yourself. * Rejection as Growth: Embrace rejection as a necessary part of the process. Learn from it, grow with it, and persevere. * Passion Sells:* Selling with passion turns sales into a natural and authentic expression, making it easier to connect with clients.
QUOTES TO REMEMBER "Most people exist; they don't live." — Robert Hamilton Owens * "It's not what happens to us; it's what happens in us." — Robert Hamilton Owens * "If your why is strong enough, you can move mountains." — Robert Hamilton Owens * "Rejection’s part of life, and you have to learn to grow with it and use it." — Robert Hamilton Owens * "You sell from your passion. If you have passion, it's not selling; it's leaking."* — Robert Hamilton Owens
CONNECT WITH ROBERT OWENS:* Robert Owens' LinkedIn.
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
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Brent Long is the founder of Long on Life, an organization dedicated to helping individuals and businesses unlock their true potential through the practical wisdom of Jesus Christ. With decades of experience coaching sales teams and business owners, Brent is passionate about transforming the traditional image of salespeople into authentic, caring superstars. A former football coach and long-time straight commission earner, Brent brings unique insights into the demands of high performance. Alongside his wife Kelley, Brent advocates for adoption, runs a 32-acre retreat called Longhaven, and dedicates his life to service, family, and faith.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Brent Long to explore heart-centered sales and the transformative power of compassionate questioning. Brent introduces the concept of the "begrudging heart" in sales and explains why the question "Do you want to be healed?"—rooted in the teachings of Jesus—is the greatest sales question ever asked. By focusing on authenticity, genuine care, and emotional impact, Brent shares how to build trust and create lasting success in sales. This episode highlights how asking meaningful, heart-centered questions can redefine relationships and foster authentic connections.
KEY TAKEAWAYS Heart-Centered Sales: Genuine authenticity and compassion are the cornerstones of successful sales relationships. * The Power of Questions: Asking deep, heart-centered questions builds trust and uncovers clients' core needs. * Gratitude and Community: Focus on gratitude, authentic relationships, and community-building for long-term success. * Authenticity vs. Faking: Authenticity cannot be faked—clients can detect insincerity and respond accordingly. * Emotional Impact:* Compassion and care help foster trust, loyalty, and repeat business.
QUOTES TO REMEMBER "You can't fake authenticity and compassion. It's either there or it's not." — Brent Long * "'Do you want to be healed?' is the greatest sales question ever asked." — Brent Long * "I'm going to out care, out love, and out compassion everyone else." — Brent Long * "Make someone feel comfortable, and they will open up and share their business secrets with you." — Larry Levine * "Never ask for trust; demonstrate it and let them decide."* — Darrell Amy
CONNECT WITH BRENT LONG:* Brent Long's LinkedIn.
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
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Jill Schulman is the Founder & Principal of Breakthrough Leadership Group and a passionate leadership development consultant specializing in programs that drive performance. A former Marine Corps officer, Jill began her career in sales management and honed her leadership skills over a decade in the field. Today, she’s dedicated to helping others cultivate their own leadership abilities. Known for translating leadership theory into actionable strategies, Jill’s diverse background in the military, corporate world, and volunteer organizations makes her a sought-after speaker, coach, and trainer.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jill Schulman, founder of Breakthrough Leadership Group, to discuss the science of bravery in sales. Drawing from her experiences in sales leadership and positive psychology, Jill emphasizes the importance of cultivating a brave mindset, taking proactive actions, and building meaningful connections. She encourages sales professionals to embrace discomfort, develop courage incrementally, and foster trust through genuine relationships.
KEY TAKEAWAYS
- Bravery is Cultivated: Bravery can be developed over time with consistent, intentional acts of courage.
- Mindset Matters: A growth mindset and positive outlook are essential for success in sales.
- Action is Key: Taking brave, proactive steps is crucial for personal and professional growth.
- Brave Connections: Building relationships with key influencers can accelerate success in sales.
- Regret Minimization: Acting bravely now prevents the regret of missed opportunities later.
QUOTES TO REMEMBER
- "It is not because things are difficult that we do not dare, but because we do not dare things that are difficult." — Jill Schulman
- "Bravery is about doing the right thing, even when it's hard." — Jill Schulman
- "Sometimes we have to step into discomfort to truly grow." — Jill Schulman
- "Trust is the currency of sales." — Larry Levine
CONNECT WITH JILL SCHULMAN:
Jill Schulman's LinkedIn.
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
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Dan Owolabi is the Founding Executive Director of Branches Worldwide, a fast-growing non-profit organization dedicated to investing in high-impact Christian entrepreneurs globally. With 20 years of experience in teaching leadership, Dan is a sought-after keynote speaker and a member of the Global Leadership Summit teaching faculty. He has worked with leaders across more than 15 countries and four continents, helping them clarify their identity and leverage their influence to serve others.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Dan Owolabi about the crucial role of authenticity and self-awareness in sales and leadership. Dan shares insights from his book Authentic Leadership, discussing the importance of understanding both internal and external self-awareness and how these practices impact influence and relationships. The conversation provides practical steps for developing self-awareness and highlights the significance of core values and cultural intelligence in effective leadership. Larry and Darrell also thank listeners for their support of Selling in a Post-Trust World and encourage reviews to unlock exclusive podcast content.
KEY TAKEAWAYS
- Authenticity in Sales and Leadership: Genuine behavior is essential for building trust and achieving success in sales and leadership.
- Self-Awareness: Understanding both your internal thoughts and how others perceive you is key to enhancing influence and fostering relationships.
- Core Values: Identifying and adhering to a few core, non-negotiable values is crucial for maintaining integrity and guiding actions.
- Cultural Intelligence: The ability to understand and connect with people from diverse backgrounds is vital for effective leadership and sales.
- Influence and Connection: True influence comes from connecting with others authentically, helping them improve, and building trust through integrity.
QUOTES TO REMEMBER
- "Self-awareness is a lot like trying to read the outside of a bottle from the inside. When you're inside yourself, it's really hard, but if you can ever get outside yourself, if you can understand how people see you, that'll make a huge difference in your life." – Dan Owolabi
- "To know thyself is to value thyself. And if you really value yourself, you’ve got to do the heart work (H.E.A.R.T.). It’s hard work, but it pays off." – Larry Levine
CONNECT WITH DAN OWOLABI:
Dan Owolabi's LinkedIn.
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
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Liz Wendling is a renowned sales and business development consultant with expertise in transforming the sales approach for modern professionals. As president of Insight Business Consultants, Liz focuses on helping businesses and individuals refine their sales strategies to connect authentically with clients. Known for her no-nonsense style, Liz emphasizes genuine communication and building trust in sales relationships. She is also a respected author and speaker, offering practical insights and actionable advice to help sales professionals succeed in today’s competitive marketplace.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Liz Wendling to explore the power of authenticity in sales communication. Liz shares practical advice on overcoming common challenges in sales emails and follow-ups. She highlights the importance of personalized messaging, engaging directly with clients, and refining sales language to avoid sounding pushy or self-serving. The conversation offers insights on how to ask clients about their preferred communication styles and provides motivation for sales professionals to finish the year strong by focusing on genuine connections. If you want to elevate your sales game, Liz’s tips on crafting compelling sales emails will inspire you to sell with heart.
KEY TAKEAWAYS
- Avoid Clichés: Stop using overused phrases like “just following up” that can harm credibility.
- Define Your Reputation: Focus on what you want to be known for as a sales professional.
- Refine Your Language: Eliminate self-deprecating or minimizer statements from your communication.
- Direct Communication: Engage clients with respectful and direct conversations.
- Follow-Up Preferences: Ask clients how they prefer to stay in touch during meetings.
- Authenticity Matters: Ensure every message delivers real value and reflects authenticity.
- Language Matters: Pay close attention to the words you use in emails and interactions to create meaningful impact.
QUOTES TO REMEMBER
- “When you sound like everyone else, you get the same results as everyone else: ignored.” — Liz Wendling
- “Act like a professional, and do what professionals do.” — Liz Wendling
- “Your language should catch their attention with business-centric value, not gimmicks.” — Liz Wendling
- “Declare what you want to be known for and make that your mantra.” — Liz Wendling
- “You don’t need fluff—get straight to the point and the heart of your message.” — Liz Wendling
- “Ask your clients how they want to communicate moving forward.” — Liz Wendling
CONNECT WITH LIZ WENDLING:* Liz Wendling's LinkedIn.
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
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Mike Garrison is an expert with over 25 years of experience working with financial advisors and small business owners to grow their businesses through a comprehensive, predictable referral system. Beyond his professional work, Mike is a passionate fly fisherman and a certified exit planning advisor, dedicated to helping business owners preserve their legacies. His expertise in business growth, referrals, and trust-building makes him a valuable guest on the Selling from the Heart podcast.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Mike Garrison to explore the art of winning referrals. Mike shares how trust and genuine relationships are the foundation of lasting business success. He introduces the concept of being "referable," stressing the importance of maintaining trust and value in relationships, much like borrowing a friend’s prized car. The discussion focuses on giving back more value than received and shifting the referral mindset towards heart-led engagement. The episode also encourages listeners to explore Larry Levine’s book, Selling in a Post Trust World, and access his exclusive podcast series to dive deeper into these themes.
KEY TAKEAWAYS Importance of Referrals: Referrals are an opportunity to build authentic relationships rooted in trust, not just a tool to generate sales. * Being Referable: Ask yourself, “Are you referable?” Maintain trustworthiness and consistently provide value in all relationships. * Engaging Centers of Influence: Collaborate with key centers of influence, such as attorneys, to create mutually beneficial business opportunities. * Heart-Led Sales:* Approach all sales and referral activities with a heart to give, focusing on genuine relationships over transactions.
QUOTES TO REMEMBER "You don't build trust when you're always asking and taking, but you do build trust when you get beyond yourself." – Mike Garrison * "Are you referable? Do you provide value? Will you bring the relationship back better than it left?" – Mike Garrison * "If you want referrals as a sales rep, the people you work with want them too." – Darrell Amy * "A big percentage of your client base comes from other financial advisors; I'll never ask you to betray a professional relationship that gave you a client." – Mike Garrison * "Find out the areas in their business they want to accomplish, bring in your centers of influence, and watch what happens." – Larry Levine * "Have a heart to give in every interaction—whether with customers, centers of influence, or the person next to you on a plane."* – Darrell Amy
CONNECT WITH MIKE GARRISON:* Mike's LinkedIn.
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
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Ann Latham is the founder and president of Uncommon Clarity, Inc., where she specializes in strategic planning, decision-making, and process improvement. With over 20 years of experience, Ann has worked with Fortune 500 companies, non-profits, and government agencies, helping them enhance productivity and achieve sustainable growth. A recognized thought leader, Ann’s work has been featured in major publications. She holds a degree from Tufts University and is an expert in guiding organizations to achieve clarity and alignment in their operations.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Ann Latham to explore how clarity can transform both sales and organizational effectiveness. Ann shares insights from her extensive experience in strategic planning and decision-making, emphasizing the importance of clear objectives and disciplined processes. She highlights how disclarity and the lack of defined decision-making procedures can stall sales deals and derail organizational success. Ann advocates for sales professionals to embrace clarity in their approach, helping clients solve their problems and make confident decisions. Larry and Darrell also promote Ann’s book, The Power of Clarity, as a resource for anyone looking to enhance communication, productivity, and decision-making in their business.
KEY TAKEAWAYS
- Clarity in Decision-Making: A disciplined decision-making process that includes clear objectives and defined criteria is crucial for moving forward effectively.
- Enhancing Productivity: Clarity improves communication, alignment, and overall productivity within teams and organizations.
- Involvement of Key Decision Makers: Engage all key stakeholders from the beginning to avoid stalls and misalignment later in the decision-making process.
- Addressing Risks: Identifying potential risks upfront is an important step that is often overlooked in decision-making.
- Common Sense, Uncommonly Applied: Despite the importance of clarity, it’s often not implemented effectively in organizations.
- Sales Professionals' Role: Sales professionals can guide clients through a clear decision-making process to ensure smoother and faster deal progress.
- Process Clarity: Clearly defining the steps in decision-making helps reduce misunderstandings and streamlines actions.
QUOTES TO REMEMBER
- "The key is to focus on understanding what people’s problems are and helping them solve those problems more effectively." — Ann Latham
- "Bringing a disciplined process to any decision helps get everyone on the same page." — Ann Latham
- "When you think about sales, unleash true sales potential by guiding with clarity—it’s an incredible gift." — Darrell Amy
- "Everyone come together and agree on what ‘good’ looks like." — Larry Levine
WHY YOU NEED TO LISTEN:
This episode is packed with practical strategies to help you incorporate clarity into both your sales approach and your organizational processes. If you’re a sales professional or leader looking to improve decision-making, enhance productivity, and ensure long-term success, Ann Latham’s insights will guide you on the path to achieving clarity and confidence in every decision.
CONNECT WITH ANN LATHAM:
- Ann Latham's LinkedIn.
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
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Tim Ohai is a business strategist and founder of Kupu Solutions, specializing in leadership development, sales enablement, and organizational transformation. With over two decades of experience consulting for Fortune 500 companies and startups, Tim helps businesses achieve sustainable growth through innovative strategies. Known for his practical and human-centered approach, Tim is an expert in navigating organizational dynamics and empowering teams. He holds a degree in master's degree in Organizational Psychology and is passionate about philanthropic initiatives.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Tim Ohai, founder of Kupu Solutions, for an insightful discussion on overcoming workforce stress and disengagement. Tim dives deep into what he calls the “stress pandemic” plaguing today's workforce and offers strategies for building clarity, empowerment, and engagement within organizations. The conversation explores the importance of aligning priorities, creating trust-based accountability, and fostering a culture that supports authentic sales practices. Tim also introduces a masterclass designed to help leaders elevate their teams and enhance execution. This episode is packed with actionable insights for sales leaders looking to empower their teams and drive sustained success.
KEY TAKEAWAYS
- Authentic Sales Approach: Selling from the heart means operating from a place of confidence, trust, and acceptance, not fear of failure or rejection.
- Clarity Is Key: Establishing clarity in goals, strategies, and roles is crucial to reducing confusion and increasing engagement.
- Empowerment and Engagement: Empower your team by providing the necessary tools and support while creating a culture of trust and accountability.
- Adaptive Leadership: Leaders must balance disruption with optimization, maintain clear communication, and stay accessible to their teams.
- Execution Over Strategy: The true success of any strategy lies in its execution, driven by an engaged and empowered workforce.
- Self-Coaching: Sales professionals should seek clarity in their roles and resources, helping leaders improve and guide more effectively.
QUOTES TO REMEMBER
- "When you're selling from the heart, you're selling from a place of confidence, not fear of failure, rejection, or risk."
- "Clarity is king. Make sure everyone knows what success looks like and keep the priorities aligned."
- "Accountability should be trust-based, not fear-based."
- "Engagement is key. Companies with highly engaged workforces are 23% more profitable."
- "Execution is where all the money is made."
WHY YOU NEED TO LISTEN:
This episode is a must-listen for sales leaders looking to tackle workforce stress and disengagement while driving authentic and sustainable success. Tim Ohai shares practical strategies that will help you clarify your vision, empower your team, and execute your strategy with confidence.
CONNECT WITH TIM OHAI:
- Tim Ohai on LinkedIn
- Looking for even more insights? Don’t miss Tim Ohai’s masterclass on building high-performing teams! Check it out here: timohai.com/masterclass
FOLLOW THE CONVERSATION:
- Darrell Amy’s LinkedIn
- Larry Levine’s LinkedIn
- Selling from the Heart website
ADDITIONAL RESOURCES:
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
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Jake Thompson is the founder and Chief Encouragement Officer at Compete Every Day, a lifestyle brand dedicated to fostering a competitive mindset for personal and professional growth. As a keynote speaker, author, and performance coach, Jake helps individuals and organizations harness the power of resilience, motivation, and leadership to achieve their goals. Through his work, Jake inspires people to embrace competition as a way to drive continuous improvement and achieve success in all aspects of life.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy engage in an inspiring conversation with Jake Thompson, founder of Compete Every Day. Together, they explore the vital role of a competitive mindset in sales and how cultivating resilience, motivation, and authenticity can lead to long-term success. Jake shares strategies for overcoming the comparison trap, building mental toughness, and fostering healthy competition within sales teams. This episode is packed with actionable insights to help sales professionals navigate challenges, embrace a growth mindset, and focus on relational selling for lasting impact.
KEY TAKEAWAYS
- Resilience Training: Learn how to build resilience by handling rejection, sticking to a process, and bouncing back after setbacks.
- Healthy Competition: Discover how to encourage healthy competition within teams by focusing on process praise, gamification, and leveraging team dynamics.
- Overcoming Comparison Syndrome: Gain insights into managing the negative effects of comparison, which is often amplified by social media.
- Coaching and Mentorship: Understand the role of sales leaders in sharing their experiences and providing continuous coaching to help their team develop.
- Long-Term Success: Embrace a mindset that values relationships and consistent effort over quick, transactional wins.
- Daily Routines for Success: Learn how to structure your day into productive quarters to stay focused and resilient in the face of challenges.
QUOTES TO REMEMBER
- "We must move from a transactional sale to a relational sale."
- "It's all about relationships and building them for the long term."
- "Resilience is built in struggle."
- "How are you competing every day—with your fears, doubts, insecurities, and rejections?"
- "Sales is a full-contact sport. You're going to get knocked down, but you have to pick yourself back up."
- "Be consistent and hold yourself radically disciplined to make sure it happens."
WHY YOU NEED TO LISTEN:
This episode is packed with practical strategies for cultivating a competitive mindset that helps sales professionals thrive in tough environments. Whether you're looking to boost your mental toughness, develop resilience, or improve your sales performance, Jake Thompson’s advice will inspire you to compete with yourself and drive long-term success in your sales career.
FOLLOW THE CONVERSATION
Jake Thomposon's LinkedIn.
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
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Simon Hares is the founder and lead trainer at SerialTrainer7, a training and development consultancy. He specializes in sales training, leadership development, and coaching. With a background in sales and management, Simon provides tailored training solutions to help businesses improve their sales performance and develop their leadership capabilities. He is known for his engaging training style and practical approach to skill development.
SHOW SUMMARY
In this insightful episode, hosts Larry Levine and Darrell Amy are joined by Simon Hares, founder of SerialTrainer7, to explore how the principles of hospitality can significantly enhance the sales experience. Simon shares how applying core hospitality values, like care and attentiveness, can lead to exceptional client experiences and improved sales performance.
KEY TAKEAWAYS
- The Intersection of Sales and Hospitality: Learn how principles from the hospitality industry, such as ultimate care and attentiveness, can be applied to sales to create better client experiences.
- Client Anticipation and Trepidation: Understand the psychological stages clients go through during the sales process and how to address their needs and concerns effectively.
- Sales Inspections: Explore the importance of allowing clients to "inspect" your offerings and how to confidently handle their queries and objections.
- Hospitality's Five Pillars: Delve into the five pillars of hospitality—anticipation, trepidation, inspection, fulfillment, and evaluation—and their relevance to the sales process.
QUOTES
- “The role of a salesperson is to give the client exactly what they want and more of what they didn’t realize they needed.”
- “When you shine the light on others, watch what starts to happen.”
- “Hospitality shares a word with hospital and hospital is defined as ultimate care.”
- “Clients want to do the same fact-finding with us that we do with them.”
FOLLOW THE CONVERSATION
Simon Hares LinkedIn
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
Meet Lyndsay Dowd, a powerhouse business coach and keynote speaker known for her passion and expertise in transforming leadership and organizational culture. With over 23 years at IBM, Lyndsay led high-performing sales teams, earning accolades like Top 10 Coach from Apple News, 2023 Award for Innovation and Excellence, and Business Coach of the Year. Following an unexpected career pivot, Lyndsay founded Heartbeat for Hire, where she now helps organizations create vibrant, positive cultures that drive success. As the host of the globally ranked Heartbeat for Hire podcast, Lyndsay captivates audiences with her dynamic approach, inspiring stories, and actionable leadership advice.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Lyndsay Dowd to reveal the secrets behind creating positive organizational cultures that inspire and motivate. Drawing on her extensive experience in sales leadership and business coaching, Lyndsay shares game-changing strategies for fostering trust, leading with heart, and building a culture where people thrive. From actionable insights on listening tours to the power of empathy in leadership, this episode is packed with practical tips that will help you transform your team dynamics and elevate your business results.
KEY TAKEAWAYS
- Heart-Centered Leadership: Discover how leading with authenticity and integrity can revolutionize your workplace, directly impacting your team’s performance and client satisfaction.
- Listening Tours for Leaders: Uncover the powerful impact of truly listening to your team to build trust and create a culture of openness and support.
- The New Power Skills: Empathy, communication, and integrity are no longer “soft skills”—they are critical power skills that build strong, lasting relationships in business.
- Cultural Impact on Success: Learn how a positive and trust-filled culture boosts employee satisfaction, productivity, and client outcomes.
- Authenticity in Sales: Stand out in complex sales environments by leading with heart and building genuine connections that foster long-term success.
QUOTES TO REMEMBER
- "Integrity will always keep you at the top of the totem pole."
- "The best sellers and leaders do this deep within their spirit—it’s a game changer."
- "When you lead with heart, you build relationships that people want to invest in."
- "The way you treat your people has a direct impact on how they treat your clients."
FOLLOW THE CONVERSATION
Lyndsay's Dowd LinkedIn: https://www.linkedin.com/in/lyndsaydowdh4h/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.
SHOW SUMMARY
In this insightful episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethany’s actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.
KEY TAKEAWAYS
- Authenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.
- Creating Demand: Go beyond rapport-building by identifying and amplifying your customer’s pain points, creating a compelling need for your solution.
- Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.
- Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.
- Overcoming Hesitancy: Don’t shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.
QUOTES TO REMEMBER
- "When you shine the light on others, watch how fast they start to open up."
- "Being yourself is not enough. It's important, but it's more than being yourself."
- "The sales process makes us think about what it is to be the customer and not to take things personally."
- "Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."
FOLLOW THE CONVERSATION
Bethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
Garrett Brown and Colin Coggins are co-authors and experts in the field of sales and leadership. They are known for their collaborative work on "The Unsold Mindset: Redefining What It Means to Sell," a book that challenges traditional sales paradigms and emphasizes authenticity, emotional intelligence, and a human-centric approach to selling. Both are also adjunct professors at the University of Southern California’s Marshall School of Business, where they teach courses on sales and entrepreneurship. Their work focuses on redefining what it means to be successful in sales by aligning personal values with professional goals.
SHOW SUMMARY
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy explore the importance of authenticity and emotional intelligence in sales with guests Garrett Brown and Colin Coggins, co-authors of 'The Unsold Mindset.' They discuss how the greatest salespeople differentiate themselves through a mindset focused on human connection rather than traditional sales tactics. Key topics include the value of connecting with prospects on a personal level, leveraging emotional intelligence, and maintaining a human-centric approach amidst increasing technological advancements. Practical insights, such as the 'three things you can love' exercise, provide actionable advice for sales professionals looking to build trust and meaningful relationships.
KEY TAKEAWAYS
- Authenticity in Sales: Authenticity isn’t just a buzzword; it's the foundation of successful, trust-based selling. The best salespeople are those who embrace their imperfections and show up as their true selves.
- Mindset Over Techniques: The greatest salespeople succeed not because of their tactics, but because of their mindset. They genuinely care about their prospects and are focused on adding value rather than simply closing deals.
- Relatability and Connection: Building strong connections with prospects starts with finding common ground and showing genuine interest in them as people, not just as potential customers.
- The Power of Vulnerability: Being open about your imperfections can help prospects see themselves in you, fostering trust and deeper relationships.
- Transformational vs. Transactional Sales: Sales should be seen as a transformational experience where both parties benefit and grow, rather than just a transaction.
QUOTES
- "The best sellers on the planet just care differently than everybody else."
- "You can't change your world or anyone else's world if you can't move people, and the greatest salespeople do this in the most authentic way possible."
- "If we're in the people business, then you have to give a rip about people in many different ways."
- "The greatest salespeople are great because of what they’re thinking, not just what they’re doing."
FOLLOW THE CONVERSATION
Garrett Brown’s LinkedIn: https://www.linkedin.com/in/garrettjbrown/
Colin Coggins’s LinkedIn: https://www.linkedin.com/in/colincoggins/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
Stephanie Chung is an accomplished executive and trailblazer in leadership, business development, and customer experience management. With a rich background in the aviation and luxury sectors, she’s known for driving innovation and fostering high-performing, inclusive teams. Stephanie’s strategic vision and leadership skills have led to remarkable growth in her career, making her a sought-after speaker and thought leader. Her passion for mentoring and empowering others shines through in her work as she inspires teams and clients alike.
SHOW SUMMARY
In this must-listen episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome the brilliant Stephanie Chung. Renowned for her expertise in neuroscience and leadership, Stephanie brings fresh insights from her groundbreaking book, Ally Leadership: How to Lead People Who Are Not Like You. Together, they explore the power of conversational intelligence and the science behind building trust in today’s complex sales environment. Stephanie’s unique approach, combining neuroscience with sales strategy, provides practical, actionable tips for professionals seeking to enhance their client relationships and lead more effectively.
KEY TAKEAWAYS
- Understanding Trust in Sales: In a post-trust world, authenticity is key. Sales professionals must prioritize genuine connections to establish trust with clients.
- Neuroscience in Sales: Unlock the brain’s potential in sales with neuroscience techniques that create deeper, more meaningful engagement with clients.
- Ally Leadership Framework: Learn how to navigate today’s diverse workforce with the “ALLY” framework—Ask, Listen, Learn, and take Action.
- Multi-Generational Leadership: Discover strategies for leading and motivating teams across five generations, creating a psychologically safe environment for all.
- Curiosity and Continuous Learning: Stay ahead in sales and leadership by cultivating curiosity and adapting to the unique needs of clients and team members alike.
QUOTES TO REMEMBER
- "Selling is for losers—we solve problems. The goal isn’t just to sell, but to understand and address the real issues customers face."
- "Authenticity and trust are paramount in today’s sales environment. It’s not about quotas; it’s about making a genuine difference in your customers’ lives."
- "Leadership is about influence. Every sales professional has the opportunity to lead, uniting the team behind a common purpose where everyone wins." – Darrell Amy
- "You don't call yourself an ally—your actions earn you that title from those you lead."
FOLLOW THE CONVERSATION
Connect with Stephanie Chung:
Stephanie's LinkedIn
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
David Alcott is a seasoned professional in the field of sales and business development. With over 20 years of experience, he has honed his expertise in creating and implementing revenue growth strategies for various organizations. David is particularly known for his work in the B2B sector, where he has successfully led teams to achieve significant sales targets and foster long-term client relationships. He is also a noted speaker and author, contributing valuable insights on topics such as sales techniques, customer engagement, and strategic planning. Throughout his career, David has been associated with various initiatives and companies, consistently demonstrating his commitment to driving growth and innovation in the sales industry.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by David C. Alcott, founder, president, and CEO of Samurai Success. The conversation centers on bringing authenticity and trustworthiness to the sales profession. Highlights include celebrating the success of Larry's book 'Selling in a Post-Trust World,' the importance of inward self-work for meaningful sales success, and David's insights on integrating spirituality and authenticity in sales. Listeners will gain practical strategies for aligning personal values with professional actions to create richer, more genuine client relationships.
KEY TAKEAWAYS
- Authenticity in Sales: True success in sales comes from being authentic and showing up fully in every interaction. This involves deep inner work and a commitment to aligning your actions with your true self.
- The Role of Frequency: Sales professionals emit a frequency or energy that others can sense. Being aware of your frequency and working on it is crucial to creating trust and building authentic relationships.
- Inner Work is Key: Before focusing on sales strategies, it's essential to work on yourself. This includes understanding and addressing your emotional and mental states, as these directly influence your sales outcomes.
- Resilience Against Negative Energy: Sales can be a rollercoaster, with frequent rejections and challenges. Developing strategies to maintain a positive frequency throughout the day, even in the face of adversity, is vital.
- The Inward Turn: Success in sales is not just about external tactics but about turning inward and ensuring you are in the right state of mind and heart before engaging with clients.
QUOTES
- "If you want to make sure there's brownies at the holiday party, bring the brownies. The same goes for sales—bring your full self, complete and authentic, to every interaction."
- "Sales isn't just about closing deals; it's about showing up with the right energy, frequency, and authenticity that others can feel and trust."
- "Strategies only take you so far; it's your beliefs and the inner work you do that truly drive your success in sales."
Learn more about David Olcott
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy discuss the official launch of Larry’s new book, 'Selling in a Post-Trust World.' They delve into the importance of authentic relationships, meaningful value, inspirational experiences, and disciplined habits in building trust in today's sales environment. Larry urges listeners to pre-order the book from Barnes and Noble to help gain broader distribution and offers exclusive access to a 12-episode private podcast diving deeper into each book chapter. They also share success stories and emphasize the critical nature of trust in sales, providing practical insights for sales professionals to thrive in a skeptical market.
KEY TAKEAWAYS
- Trust is the Foundation of Sales Success: Without trust, no sale can be made. Building trust quickly and authentically is crucial in a world where buyers are more skeptical than ever.
- Authentic Relationships Matter: Know your clients beyond the surface level. Understanding them personally and professionally is key to forming lasting bonds that lead to successful sales.
- Soft Skills Yield Hard Dollars: Mastering people skills and relationship-building can significantly impact your sales results by bridging the trust gap with clients.
- Practical Trust Formula: The episode introduces a simple yet effective trust formula that sales professionals can apply immediately to enhance their credibility and connection with clients.
- Exclusive Bonuses for Pre-Orders: Listeners are encouraged to pre-order Selling in a Post-Trust World to gain access to a private podcast series that dives deeper into each chapter of the book.
QUOTES
- "In order to sell from the heart, you’ve got to give a rip—about yourself, your clients, and the value you bring to the table." – Larry Levine
- "Trust is the currency of sales. Without it, your deals are just numbers stuck in a pipeline." – Darrell Amy
- "We need to shine the light on our clients, not on ourselves. It’s about making it ‘we,’ not ‘me.’" – Larry Levine
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
With over 15 years of experience, Kristie Jones has dedicated her career to helping small and mid-size companies grow their revenue. Her passion lies in bringing visions to life by driving growth for teams, individuals, and companies. Kristie specializes in new business development, retaining and upselling existing customers, and sales management, primarily working with small and mid-sized SaaS companies, whether privately held or funded.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy discuss the transformative power of authentic relationships and trust in sales. Larry introduces his new book, 'Selling in a Post-Trust World,' and emphasizes the importance of supporting the launch by obtaining advanced reader copies. The hosts are joined by Kristie Jones, a business growth expert and author of 'Selling Your Way In.' Kristie shares her top tips for sales success, including the importance of self-awareness, customizing sales processes, and maintaining mental preparedness. She highlights the critical role of soft skills and authenticity in becoming a top-tier sales professional.
KEY TAKEAWAYS
- Know Yourself: Identify your superpowers and strengths to align with the right sales role for maximum success.
- Customize Processes: Tailor existing sales processes to fit your unique abilities and strengths.
- Maintain a Winning Mental Game: Consistency in personal habits and mental resilience are key to sustaining long-term success in sales.
- Integrity and Authenticity: Build trust with clients through honesty and doing the right thing, even when it means saying no.
- Generosity in Sales: Helping others and sharing knowledge can lead to unexpected and significant opportunities.
QUOTES
- "Do the right thing and the right things will happen."
- "Top 10 percenters know that the work to get to the top actually happens outside of work, not during the hours of 8 to 5."
- "Selling from the heart means you care enough to be honest with folks and let them know things that will help make them and their companies better."
- "Identify what comes naturally to you and what others ask you for advice about; these are clues to your superpowers."
- "It's not just about selling; it's about selling from the heart."
Learn more about Kristie Jones: LinkedIn: Kristie Jones
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
Discover how to transform transactions into lasting partnerships with Dr. Cindy McGovern!
ABOUT THE GUEST
Meet Dr. Cindy McGovern, also known as the "First Lady of Sales." Dr. McGovern is a renowned sales and leadership expert, speaker, and author. She is the founder of Orange Leaf Consulting, which helps businesses boost their sales performance. Her book, "Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work," reveals how everyone, regardless of their role, can leverage sales skills to succeed.
As a sought-after speaker, Dr. McGovern shares her wisdom on sales and leadership at conferences and corporate events worldwide. Her focus on relationship-building, effective communication, and understanding customer needs is transformative for individuals and organizations alike.
SHOW SUMMARY
Join Larry Levine and Darrell Amy in this exciting episode of the Selling from the Heart podcast as they sit down with Dr. Cindy McGovern. Dubbed the 'First Lady of Sales' and Wall Street Journal bestselling author, Dr. Cindy delves into the essence of authenticity and trust in sales. Discover the journey from 'Transactionships' to meaningful partnerships and how to deepen connections for greater success. Celebrate the success of 'Selling in a Post-Trust World' and learn how you can get early access to this game-changing book.
KEY TAKEAWAYS
- Authenticity in Sales: Being genuine is key to building client trust.
- Personal Branding: Align your personal brand with your true self.
- Communication Matters: Every interaction builds or erodes trust.
- Planning and Authenticity: Combine strategic planning with authenticity for successful sales interactions.
- Transactional to Partnership: Shift from transactional relationships to trust-based partnerships.
- Internal Trust: Build internal trust to effectively cross-sell and provide comprehensive client solutions.
QUOTES
- "Selling from the heart can sometimes mean walking away if it's not right."
- "If you want to have a never-flowing sales funnel, you’ve got to build a never-flowing relationship funnel."
- "Every interaction is a transaction of trust."
- "You're responsible for how you show up."
- "Move from transactional relationships to partnerships by deepening trust and being authentic."
CONNECT WITH DR. CINDY MCGOVERN
CONNECT WITH DARRELL AND LARRY
- Darrell's LinkedIn
- Larry's LinkedIn
- Selling from the Heart Website
GET THE NEW BOOK!
Discover how to sell more without destroying your relationships and reputation.Pre-order at B&N and get access to Bonus Items! Get your Selling in a Post-Trust World copy here.
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Welcome to another engaging episode of the Selling from the Heart podcast! 🎙️ Join hosts Larry Levine and Darrell Amy as they explore the transformative power of coaching in sales with their special guest, Paul Fuller.
ABOUT OUR GUEST:
Paul Fuller’s mission is to help others maximize their potential through his expertise. As a pioneer in sales process, training, and CRM, he has led global sales and marketing teams to achieve significant growth. He defines sales as service, leadership, and wayfinding.
Currently, Paul leads revenue growth at Membrain.com, a top sales effectiveness CRM. He works with a team and over 100 sales consultants to drive scalable growth in over 80 countries.
EPISODE SUMMARY:
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Paul Fuller, Chief Revenue Officer at Membrain and host of The Art and Science of Complex Sales podcast. They discuss the critical role of coaching in sales, emphasizing the importance of authenticity, building trust, and focusing on both mindset and skills. They explore how effective coaching can elevate sales teams, drive significant results, and enhance overall job satisfaction. Fuller shares valuable insights on embracing a holistic approach to coaching and the positive impact it can have on both individual sellers and entire sales organizations.
KEY TAKEAWAYS:
- Authenticity in Sales: Learn how authenticity drives meaningful connections and fosters trust in the sales process.
- Mindset Matters: Discover the crucial role of mindset in sales success, from self-discipline to confidence-building.
- Coaching Beyond Skills: Understand why effective sales coaching goes beyond technical skills to address mindset and heartset.
- Navigating Challenges: Explore strategies for overcoming common sales challenges through empathy and genuine client engagement.
- Building Sales Leadership: Insights into developing leaders who inspire and guide their teams with empathy and strategic vision.
QUOTES
- "Sales isn't just about transactions; it's about service, leadership, and wayfinding."
- "Helping salespeople define their vision and navigate their path authentically is key to effective coaching."
- "Coaching is messy because it involves understanding and supporting individuals on a deeper, human level."
Learn more about Paul Fuller:
LinkedIn: https://www.linkedin.com/in/psfuller/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
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https://www.youtube.com/c/sellingfromtheheart/
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Welcome to another insightful episode of the Selling from the Heart podcast! 🎙️ Join hosts Larry Levine and Darrell Amy as they dive deep into genuine, trust-based selling with their special guest, Mark A. Mears.
ABOUT OUR GUEST:
Mark A. Mears is a #1 Best Selling author, keynote speaker, consultant, and visionary business leader with an impressive track record of driving innovation and growth for major brands like PepsiCo, McDonald’s, Frito-Lay, JCPenney, NBCUniversal, and The Cheesecake Factory. As the Founder and Chief Growth Officer of LEAF Growth Ventures, LLC, Mark is dedicated to helping individuals, teams, and organizations reach their growth potential and make a positive impact. His latest book, "The Purposeful Growth Revolution: 4 Ways to Grow from Leader to Legacy Builder," embodies his mission of purposeful growth. Mark is also a proud member of the Senior Leader Network within Conscious Capitalism, Inc.
EPISODE SUMMARY:
In this episode, Mark Mears introduces the revolutionary LEAF growth model: Leadership, Engagement, Accountability, and Fulfillment. He shares his insights on the importance of authenticity, trust, and building genuine relationships in modern sales. Learn how to create a sense of community and belonging in the workplace and discover strategies to enhance customer relationships through meaningful value exchange. This episode is packed with practical advice on moving from being a leader to a legacy builder, making a lasting impact in a trust-driven world.
KEY TAKEAWAYS:
- The LEAF growth model: Leadership, Engagement, Accountability, Fulfillment.
- Importance of authenticity and trust in modern sales.
- Creating a community and sense of belonging in the workplace.
- Strategies for enhancing customer relationships through value exchange.
Impact of emotional connections on sales and profitability.
Quotes:
- "All it really is, is a value exchange. Authenticity and trust are crucial in building lasting relationships."
- "There's a short distance between the heart and the mind in successful sales."
- "Leadership, Engagement, Accountability, and Fulfillment—these elements intertwine to drive purposeful growth."
- "Belonging is crucial. We're all in the people business, which means we're in the feelings business."
- "Move from managing transactions to leading and building legacies with your team members."
Learn more about Mark Mears:
LinkedIn: https://www.linkedin.com/in/markamears/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
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Stephen Steers is a renowned consultant, keynote speaker, storyteller, stand-up comedian, and the author of "Superpower Storytelling." With experience advising over 750 companies across 30 countries, including industry giants like Google, Nike, HEC Paris Business School, and Entrepreneurs Organization, Stephen brings a wealth of knowledge and expertise to the table.
SHOW SUMMARY
In this engaging episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Steers, the acclaimed author of "Superpower Storytelling." They delve into the pivotal role of authenticity and trust in sales, showcasing how storytelling can be a transformative tool for connecting with clients and prospects. Stephen offers practical insights and strategies for crafting emotionally compelling narratives that resonate with business audiences. He highlights the importance of understanding what’s at stake, the goals of prospects, the desired emotional responses, and actionable next steps. The discussion features real-world examples and actionable advice on overcoming common sales objections and structuring calls to maximize engagement and trust.
KEY TAKEAWAYS
- Importance of Authenticity: Authenticity is essential for building trust with prospects. Genuine storytelling fosters emotional connections and credibility.
- Four Essential Questions: Before telling any story, ask: What's at stake? What does your prospect want to learn or achieve? How do you want your prospects to feel? What do you want your prospects to do next?
- Human Connection: Sales are fundamentally about human connections. Understanding your prospect's needs and emotions is key to crafting resonant stories.
- Practice and Review: Regularly practice storytelling and review sales calls to refine your approach and enhance delivery.
- Emotional Engagement: Use personal anecdotes and emotional hooks to make stories more relatable and impactful.
QUOTES
- "Story is the language of the heart, and it's where trust is built and sustained." – Darrell Amy
- "We're humans solving human problems in a business context. If I can't relate to you as a human first, almost 99 percent of the time, I don't care what you're selling." – Stephen Steers
- "You're training people how to react to you by the way you carry yourself over and over again by treating people like a transaction." – Larry Levine
- "A good story crafts the right type of emotion that gets a person into that emotional environment so they can receive the information you're ready to share." – Stephen Steers
- "If you're going to hire me for my services, the story of your business is going to be way more effective, and you're going to be way happier with the way you're telling it to the people you serve." – Stephen Steers
Learn more about Stephen Steers:
LinkedIn: https://www.linkedin.com/in/stephen-steers/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Adrian Chenault, who became CEO of Contact Mapping by integrating his father's principles with technology for enhanced success and connection, spent over seven successful years at Rackspace, advancing from financial analyst to Senior Director of International Finance in Zurich, overseeing operations outside the US. In June 2023, Contact Mapping was acquired by Nowsite, and Adrian is now joining Nowsite as CFO and VP of Business Development. Nowsite, a leader in AI-enabled marketing for network marketers, recently launched myAI, a product that allows network marketers to create an AI version of themselves to manage their social media and marketing.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Adrian Chenault, a visionary integrating AI with sales strategies. This episode delves into the innovative ways AI can enhance relational selling, helping sales professionals maintain authenticity, build trust, and elevate their sales game. Adrian discusses his book 'Selling in a Post-Trust World' and shares practical tips and tools for effectively using AI without sacrificing personal touch. Perfect for sales professionals seeking to navigate the complexities of selling in today's skeptical landscape.
KEY TAKEAWAYS
- AI as a Digital Assistant: AI can serve as a powerful tool to manage and recall important relationship details, helping sales professionals maintain personal connections at scale.
- Maintaining Authenticity: Using AI doesn't mean losing your voice; it's about enhancing your ability to communicate authentically and effectively.
- Future of AI in Sales: The integration of AI in sales is still in its early stages, with enormous potential to revolutionize how salespeople manage relationships and information.
- Balancing Process and Personalization: Successful sales involve a blend of structured processes and genuine human interactions, and AI can support both aspects without compromising authenticity.
- Practical Applications: Real-world examples, such as handling RFPs and enhancing social media interactions, demonstrate how AI can streamline and enrich the sales process.
QUOTES
- "You bury your head in the sand at your own peril. AI is a generational shift in the world, and sales professionals can't afford to ignore it."
- "Amazing things start to happen when you shine the light on the other person, get curious, and let the conversation go where it goes."
- "AI should understand your voice and point of view. It should enhance your communication, not replace it."
- "Imagine an AI assistant that helps you remember all the little details about your client relationships, making your interactions even more personal and impactful."
- "We're in the first inning of what AI can do. The potential to enhance thoughtful, relational selling is massive."
Learn more about Adrian Chenault:
LinkedIn: https://www.linkedin.com/in/adrianchenault/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Richard Weylman is an acclaimed author and expert in customer experience, renowned for his innovative strategies that seamlessly blend client acquisition with loyalty. His latest book, "100 Proven Ways to Acquire and Keep Clients for Life," offers a comprehensive blueprint for creating exceptional customer experiences and building authentic relationships. Richard's deep understanding of empathy and human connection in sales has made him a sought-after consultant and speaker, helping businesses worldwide to elevate their customer interactions and drive growth.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Richard Weylman, acclaimed author of "100 Proven Ways to Acquire and Keep Clients for Life." Richard shares invaluable strategies for creating personalized, humanized customer experiences that foster genuine connections and loyalty. From the importance of using clients' names correctly to crafting empathetic communications, this episode is packed with practical advice for sales professionals seeking to elevate their approach and build lasting relationships.
KEY TAKEAWAYS
- Personalization and Humanization: Use clients' preferred names and personalized communications to make them feel valued and understood.
- Empathy and Care: Demonstrating empathy and genuine care for clients' needs fosters deeper connections and loyalty.
- Client Experience: Focus on creating exceptional client experiences through thoughtfulness, kindness, and elevated interactions.
- Emotional Connection: Clients are looking for emotional connections with their providers, which can differentiate you in a commoditized market.
- Practical Strategies: Implement specific strategies like avoiding generic follow-ups and explaining the personal benefits of your services to the client.
QUOTES
- "When you shine the light on the person or the people sitting in front of you, they'll shine the light right back."
- "People want someone who's kind, thoughtful, caring, and empathetic. If you deliver that, it becomes the bedrock of the relationship."
- "As salespeople, we have an incredible opportunity to create, enhance, and make that customer experience special in a way that nobody else does inside the company."
Learn more about Richard Weylman:
LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Click for your Daily Dose of Inspiration:
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Dr. Rosie Ward embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelor’s degree in Kinesiology and a master’s degree in Public Health, specializing in worksite health promotion.
However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.
Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, LLC, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.
KEY TAKEAWAYS
- Authentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.
- Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.
- Pausing is essential; it interrupts reactivity and allows for intentional actions.
- Identifying and living by core values helps in making tough decisions and maintaining alignment.
- Grounding oneself in core values enables facing difficult situations with integrity and authenticity.
QUOTES
- "Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting."
- "We live and work in a VUCA world—volatile, uncertain, complex, and ambiguous. Disruption is the norm."
- "We're hardwired to avoid discomfort, but disruption is where we grow and evolve."
- "Our childhood self is running the show, reacting to triggers from past experiences."
- "Once you're grounded in your values, it's easier to face the cringiness of self-exploration."
Learn more about Rosie Ward, Ph.D.:
LinkedIn: https://www.linkedin.com/in/rward/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Niraj is a seasoned sales professional with 25 years of experience in London. He's recognized as a LinkedIn Top Voice and a TEDx speaker. Through his career, he has trained over 500 small businesses, solopreneurs, and start-ups in various aspects of sales, including LinkedIn strategies, overcoming objections, and effective email writing.
His book "Everybody Works In Sales" garnered significant acclaim, reaching the Amazon Top 100 list 30 times. Rather than relying on statistics, Niraj shares his personal journey of overcoming failures to achieve success, making it a refreshing read in the sales genre.
In "The Easy Guide to Sales for Business Owners," Niraj offers practical insights to help businesses thrive while saving time and money. The book includes exercises and actionable takeaways for readers.
Additionally, Niraj's work extends beyond traditional sales advice. In "Business Growth: Lessons Learned From Divorce, Dating and Falling in Love Again," he shares poignant lessons from his personal life, including overcoming divorce, navigating post-lockdown life, and finding love anew. Each chapter offers valuable insights applicable to business growth and personal development.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by returning guest Niraj Kapur, a renowned sales coach, TEDx speaker, and bestselling author. Niraj shares his profound journey of overcoming personal challenges, including his recent diagnosis of ADHD and autism. He discusses the importance of authenticity, self-awareness, and resilience in sales. Listen in to discover how Niraj uses his experiences to transform his approach to sales, emphasizing the power of genuine connections and serving others.
KEY TAKEAWAYS
- Embracing Authenticity: Authenticity in sales builds trust and fosters lasting relationships. Being genuine and sincere is crucial in today's skeptical market.
- Navigating Personal Challenges: Personal setbacks and challenges, such as ADHD and autism, can be transformed into strengths with the right mindset and support.
- Self-Improvement: Continuous self-improvement and learning are essential. Reading, meditating, and seeking professional help can significantly impact personal and professional growth.
- Mindset Shift: Shifting from a transactional to a relational mindset can enhance your sales approach. Focus on impacting a few people deeply rather than reaching many superficially.
- Serving Others: Serving others, even those who cannot directly help you, can lead to long-term success and fulfillment in sales.
QUOTES
- "Selling from the heart means serving more people and helping those who can't necessarily help you."
- "You cannot control the outcomes; you can only control the inputs."
- "The more you learn, the more you earn. Continuous self-improvement is key."
- "Authenticity and sincerity are the foundations of trust in sales."
- "Transform personal challenges into superpowers by changing your mindset."
Learn more about Niraj Kapur:
LinkedIn: https://www.linkedin.com/in/nkapur/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.
KEY TAKEAWAYS
- Preparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.
- Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.
- Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.
- Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.
- Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.
QUOTES
- "Half of your success in sales comes from the work you do when you're not in front of the customer."
- "Invest your sales time where it will get the best return on investment."
- "Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully."
- "In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."
Learn more about David Kahle:
LinkedIn: https://www.linkedin.com/in/davekahle/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
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James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy welcome sales expert and author James Muir. They dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.
KEY TAKEAWAYS
- Sincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.
- Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.
- Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.
- The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.
QUOTES
- “If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”
- “We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”
- “It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”
- "Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.”
- “You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer”
Learn more about James Muir:
LinkedIn: https://www.linkedin.com/in/puremuir/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Dr. Deborah Rozman, President and co-CEO of HeartMath Inc., has been a key leader since 1991, advancing the mission to create a more resilient and heart-centered world. HeartMath's programs offer scientifically validated techniques for emotional self-regulation and energy management, promoting health, resilience, and enhanced intuition. Dr. Rozman co-authored the Transforming book series and "Heart Intelligence," emphasizing heart-based guidance for effective decision-making. As a spokesperson, she advocates for heart intelligence in media, interviews, and keynote addresses, addressing personal, social, and global well-being. Dr. Rozman also contributes to the Advisory Board of the Transformative Technology Lab and HeartMath Institute's Scientific Advisory Board and Global Coherence Initiative Steering Committee. She is known for her role in developing award-winning technologies like emWave® and Inner Balance™ for heart-brain coherence.
SHOW SUMMARY
In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy dive into the transformative power of heart-based selling with special guest Deborah Rozman, President and CEO of HeartMath Institute. They explore how aligning the heart, mind, and emotions can revolutionize your sales approach, boost performance, and reduce stress. Deborah shares insights from HeartMath’s extensive research and introduces practical techniques to achieve heart coherence, making every sales interaction more genuine and impactful.
KEY TAKEAWAYS
- Heart-Based Selling: Understand the importance of authenticity and trust in sales and how connecting through the heart can enhance relationships with customers.
- The Science of Coherence: Learn about the scientific basis of heart coherence and its impact on the brain, emotions, and overall well-being.
- Practical Techniques: Discover a simple yet powerful technique to achieve heart coherence, which can be used before, during, and after-sales interactions to maintain focus and reduce stress.
- Real-World Applications: Hear how sales professionals can integrate heart-focused breathing into their daily routines to improve their interactions and overall sales performance.
- Emotional and Physiological Benefits: Explore the broader benefits of heart coherence, including improved sleep, reduced anxiety, and better decision-making.
QUOTES
- "Simplicity is crunched complexity. If things weren't simple, we'd never get there."
- "Life is fulfilling when you connect in the heart with whomever you're interacting with."
- "When you establish heart resonance, you intuitively know what to share and how to position what you have to sell."
- "Creating a coherent, resonant vibration by heart-focused breathing with love, care, kindness, or appreciation establishes resonance with the other person."
- "Incoherence is an expensive habit. Anxiety and stress can cost you dearly in sales performance."
Learn more about Deborah Rozman:
LinkedIn: https://www.linkedin.com/in/deborahrozman/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.
SHOW SUMMARY
In this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of ‘Sell Without Selling Out’. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.
KEY TAKEAWAYS
- Authenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.
- Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.
- Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.
- Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.
- Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.
QUOTES
- "Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order."
- "If buyers are talking to you, it's because they need to. So you need to figure out what they need from you."
- "Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."
Learn more about Andy Paul:
LinkedIn: https://www.linkedin.com/in/realandypaul/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
ABOUT THE GUEST(S)
Gretchen Gordon is the author of "The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun." She is the founder and CEO of Braveheart Sales Performance, a sales consulting and training firm. With over 30 years of experience in sales and sales management, Gretchen is passionate about helping sales leaders transform their roles and find happiness in their work. She is known for her practical advice and expertise in overcoming common sales management challenges.
SHOW SUMMARY
In this episode, Larry Levine and Darrell Amy interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.
KEY TAKEAWAYS
- Sales managers need to adopt a different mindset than that of a salesperson. They should focus on coaching, motivating, and inspiring their team members rather than trying to replicate their own success.
- It is important for sales managers to recognize that not everyone on their team will be like them. Each salesperson has their own unique strengths and weaknesses, and it is the manager's role to understand and support them individually.
- Sales managers should resist the temptation to rescue their team members and instead focus on preparing them for success. By practicing and role-playing different scenarios, managers can build their team's confidence and enable them to handle sales calls effectively.
- Sales managers need to be willing to change and grow in their role. They should constantly assess their own strengths and weaknesses and be open to learning new strategies and approaches to sales management.
- Building trust and effective communication are key to successful sales management. Sales managers should create an environment where team members feel comfortable sharing their challenges and seeking guidance.
QUOTES
- "Selling from the heart is just being a person talking to another person." - Gretchen Gordon
- "You have to focus on doing the uncomfortable or difficult things to enable the people on your team to execute at the highest level." - Gretchen Gordon
Learn more about Gretchen Gordon:
Gretchen's LinkedIn: https://www.linkedin.com/in/gretchengordonbraveheart/
The Happy Sales Manager Website: https://www.thehappysalesmanager.com/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Former corporate senior leader Dustin Dale is a professional keynote speaker, executive leadership trainer, and bestselling author whose life mission was redefined on November 21, 2021. Dustin was told that he was headed toward death from an autoimmune disease. In four days, Dustin realized his mission still needed to be finished. During his many treatment sessions in an oncology department, Dustin wrote his first best-selling book, ""Learn to Lead by Serving,” where he shares his knowledge and experience of 10 years leading over 1,000 teams and more than 3,500 persons for major corporate companies.
Dustin has developed leaders worldwide by inspiring stronger cultures and creating servant leaders. He has also become an example of faith through his powerful testimonial. Dustin brings an authentic and inspiring message about what it is meant to become a servant leader. Delivering this message across corporations, universities, and all industries have created a ripple effect for future leaders to succeed!
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy delve into the essence of authentic leadership with special guest Dustin Dale, author of "Learn to Lead by Serving." They explore the transformative power of servant leadership in sales and beyond. From the importance of self-discovery to building trust with customers, Dustin shares invaluable insights and practical tips for cultivating a servant's heart in both personal and professional realms.
KEY TAKEAWAYS
- Authenticity and Trust: Genuine connection fosters trust, which is essential in today's post-COVID world.
- Self-Discovery: Understanding oneself is crucial for effective leadership and salesmanship.
- Leadership Shadow: Leaders must be aware of their reputation and the impact they have on others.
- Circle of Success: Surround yourself with individuals who challenge and elevate you.
- Transparent Conversations: Honest communication builds credibility and fosters growth.
- Building Trust: Consistently providing value and nurturing relationships is key.
- Morning Routine: Starting the day with self-care and focus prepares you to serve others effectively.
QUOTES
- "Selling from the heart is the true connection point between solution and authenticity, where trust is found."
- "The longer a problem stays a problem, the more debt you pay on it."
- "Servant leadership is not about doing the job of your teams, but about helping them and fostering connection."
- "Your reputation is your leadership shadow, invisible yet powerful."
Learn more about Dustin Dale:
LinkedIn: https://www.linkedin.com/in/dustindaleservantleader/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Jean-Claude (JC) Larreche is Emeritus Professor of Marketing and the Alfred H. Heineken Chaired Professor of Marketing, Emeritus at INSEAD. His book The Momentum Effect: How to Ignite Exceptional Growth, published by Pearson, was named the 4th Best Book of the Year by Amazon USA in its Business and Investing category. It has been translated into several languages.
Building on his research in The Momentum Effect, Professor Jean-Claude (JC) Larreche currently works on developing “leadership talents for powering growth” on a global scale. He has designed the learning simulation DiG (Discovery, Innovation, and Growth) which is currently available in six languages (English, French, Spanish, Russian, Chinese, and Korean) and is offered internationally by a network of local certified DiG instructors. The research objective of the simulation is to test if the leadership skills for growth are different in a variety of contexts (country, industry, the size of company…) and to explore if personal development approaches have to be adapted accordingly.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.
KEY TAKEAWAYS
- Understanding the evolution of sales transformations: from product pushing to solution selling to value capture selling.
- The importance of vulnerability in sales leadership and the challenge of bridging from one person's heart to another's.
- The significance of corporate value drivers: profitability, market share, and customer satisfaction.
- Developing competencies for long-term success: juggling multiple objectives, leadership, empathy, and business acumen.
- Bridging the gap between top management and the sales force for mutual respect and strategic alignment.
QUOTES
- "When you talk from the heart, it's from the heart of one person to the heart of another person."
- "The deep root cause of short-term vision in sales is the lack of respect that top executives have for the sales force."
- "Salespeople are not just selling; they're managing a business."
Learn more about Jean-Claude (JC) Larreche:
LinkedIn: https://www.linkedin.com/in/jclarreche/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.
KEY TAKEAWAYS
- Slowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.
- Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.
- Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.
- Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.
- Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.
QUOTES
- "The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate."
- "Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust."
- "If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."
Learn more about Dave Kurlan:
LinkedIn: https://www.linkedin.com/in/davekurlan/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Tune in for an exciting announcement on this special episode of the Selling From the Heart podcast!
ABOUT THE GUEST(S)
With a decade of experience as an author, speaker, coach, and trainer, Carole Mahoney assists entrepreneurs, founders, and salespeople like you in growing your businesses through a collaborative and science-based sales approach. Her upcoming book, "Buyer First: Grow Your Business with Collaborative Selling," unveils the groundbreaking method for achieving sales success that she employs with her clients daily, drawing insights from the experiences of 2.3 million salespeople.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by guest Carole Mahoney, author of "Buyer First: Grow Your Business with Collaborative Selling." They explore the transformative power of collaborative selling in revolutionizing the sales profession. Carole delves into the importance of putting buyers first, actively listening, and building trust through authentic connections. Drawing from her own experiences and research, Carole shares practical insights and strategies for sales professionals to enhance their approach and achieve meaningful results.
KEY TAKEAWAYS
- Sales professionals should prioritize understanding and addressing the needs of buyers.
- Collaborative selling involves active listening, asking open-ended questions, and fostering genuine connections with buyers.
- Building trust is crucial in sales and requires authenticity, transparency, and a buyer-centric mindset.
- Sales origin stories influence beliefs and attitudes toward sales, and introspection and reframing can lead to personal and professional growth.
- Deep inner work not only enhances sales effectiveness but also contributes to personal development and character building.
QUOTES
- "Selling from the heart is about putting your intentions to be other-focused first."
- "Amazing things start to happen when you stop shining the spotlight on yourself and shine it on the other person."
- "Trust isn't built on people liking you; it's built on telling the absolute truth."
Learn more about Carole Mahoney:
LinkedIn: https://www.linkedin.com/in/carolemahoney/
Buyer First Book: https://carolemahoney.com/books/buyerfirstbook/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Paul Ross is on a passionate mission to guide already successful sales professionals and entrepreneurs to radically up-level their sales results. He is an Author, Speaker, Elite Sales Trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming. Over the past 30 years, he has guided tens of thousands of people to use the power of words to design their own results.
SHOW SUMMARY
In this episode of Selling From The Heart, join Larry Levine and Darrell Amy in an enlightening conversation with Paul Ross, author of "Subtle Words that Sell: How to Get Your Prospects to Convince Themselves to Buy and Add Top Dollars to Your Bottom Line." Paul introduces innovative approaches to sales, drawing from his expertise as an elite sales trainer, master hypnotist, and practitioner of neurolinguistic programming. He emphasizes the importance of understanding subconscious motivations, building trust, and expanding prospects' states of consciousness to facilitate impactful sales interactions.
KEY TAKEAWAYS
- Sales isn't about selling products; it's about selling decisions and positive emotions related to those decisions.
- Prospects often struggle with trusting themselves to make good decisions and believing they deserve the offered opportunities.
- Effective sales communication involves influencing subconscious minds to expand prospects' beliefs and possibilities.
- Utilizing subtle language, metaphors, and stories can captivate attention, build trust, and guide prospects towards desired outcomes.
- Confidence in sales can be cultivated through learning confidence, which involves extracting lessons from every experience and continually improving sales skills.
- Leadership in sales entails enrolling teams in a shared vision, fostering a culture of trust and empowerment, and developing the ability to emotionally regulate and empathize with team members.
QUOTES
- "Selling is not only about getting your ideas into the prospect's mind; it's about expanding their mind to include your ideas and new possibilities."
- "Rapport is only important if it sets the groundwork for suggestibility. If it doesn't do that, so what?"
- "If you really want to be a leader, you have to learn enrollment, which is fantastic for using these techniques very powerfully and very quickly."
- "Your ability to lead and see others comes down to states of consciousness, both in terms of influencing others and influencing yourself."
Learn more about Paul Ross:
LinkedIn: https://www.linkedin.com/in/paul-ross-b43a963/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Benjamin Tagoe is currently a Chief Executive Officer at Objective Management Group, bringing experience from previous roles at Fairfield Enterprises. Benjamin Tagoe holds a 2013 - 2015 Master Of Business Administration @ Harvard Business School. With a robust skill set that includes Financial Modeling, Consulting, Hedge Funds, Fixed Income, Strategy and more, Benjamin Tagoe contributes valuable insights to the industry.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Benjamin Tagoe, CEO of Objective Management Group (OMG), to delve into the latest trends in sales and unveil the secrets behind driving sales success. Through decades of data analysis on millions of sales professionals, Benjamin shares unparalleled insights into the key competencies that differentiate top performers from the rest. From the importance of self-awareness to the critical role of adhering to sales processes and manager accountability, this episode provides actionable strategies for sales professionals looking to elevate their game in 2024.
KEY TAKEAWAYS
- Self-Aware Selling: Sales success hinges on self-awareness, allowing sales professionals to focus on understanding the prospect's needs and overcoming personal limitations.
- Adherence to Sales Process: Sticking to a milestone-centered sales process is vital for consistent success, yet many teams struggle with implementation despite heavy investments.
- Manager Accountability: Effective sales management involves holding sales people accountable, coaching them, and providing strategic guidance, fostering an environment of growth and development.
QUOTES
- "Selling from the heart comes down to selling with self-awareness."
- "The process is your friend. Follow it, add value to your clients, and watch your success soar."
- "Top performers want to be challenged and held accountable. They thrive on structure and strategic guidance."
Learn more about Benjamin Tagoe:
LinkedIn: https://www.linkedin.com/in/btagoe/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Davin Salvagno is a renowned inspirational speaker and author, known for his expertise on purpose. As the Founder of PurposePoint & The Purpose Summit, he has also authored the bestselling book "Finding Purpose at Work." With nearly two decades of experience in leadership roles spanning operations, human resources, marketing, and finance, Davin discovered a passion for guiding leaders to reconnect with their foundational purpose. His keynote talk "The Power of Purpose" gained international acclaim in 2018, and he has continued to deliver impactful talks benefiting numerous organizations worldwide. Since 2018, Davin has served as an Executive Coach for multiple CEOs and a consultant in leadership and organizational development across various sectors. He is a distinguished member of the Marshall Goldsmith 100 Coaches and the C12 Business Forums, a global peer advisory group for Christian CEOs and Business Owners. Originally from Philadelphia, Davin currently resides in Michigan with his wife Amy and their two children.
SHOW SUMMARY
In this episode of Selling From The Heart, we dive deep into the transformative power of purpose-driven sales. Special guest Davin Salvagno, renowned speaker and author, shares invaluable insights on how to integrate purpose into your sales approach, unlocking new levels of success and fulfillment. From reframing mindsets to fostering genuine connections, this episode offers practical strategies to align your sales efforts with purpose and meaning.
KEY TAKEAWAYS
- Purpose is not singular but plural, comprising various roles and moments in life.
- Eliminate distractions to be fully present and attentive in your interactions.
- Actively listen to uncover the needs and problems of those around you.
- Separate the solution from monetary rewards to prioritize genuine value creation.
- Embrace the journey of discovering and living your purpose, one moment at a time.
QUOTES
- "All selling, if done well, is solving a problem."
- "Purpose is not singular. Purpose is plural and momentary."
- "You can be all of you to the person that's right in front of you."
Learn more about Davin Salvagno:
LinkedIn: https://www.linkedin.com/in/salvagno/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Guy Kawasaki, a renowned entrepreneur, author, and tech evangelist. From his influential role at Apple in the 1980s, where he played a key part in the success of the Macintosh, to his ventures in entrepreneurship and venture capital, Kawasaki's journey has been marked by innovation and business acumen. As a prolific author, his books like "The Art of the Start" and "Enchantment" continue to inspire aspiring entrepreneurs. Join us as we delve into Kawasaki's diverse contributions to the tech industry, his insights on marketing, and his engaging presence as a speaker and educator.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy have an engaging conversation with Guy Kawasaki, the Chief Evangelist of Canva and author of the book "Think Remarkable: Nine Paths to Transform Your Life and Make a Difference." They discuss the concept of selling from the heart and the importance of being others-focused in sales. Guy shares insights on vulnerability, the power of disciplined habits, and the significance of making a difference. He also highlights the value of connecting with others and the importance of seeing operational realities in person. This episode is filled with practical advice and inspiring stories that will motivate listeners to be remarkable in their personal and professional lives.
KEY TAKEAWAYS
- Selling from the heart means having the other person's best interests at heart, not just your own.
- Vulnerability is a sign of wisdom and strength, not weakness.
- Disciplined habits are crucial for success in sales and life.
- Connecting with others and walking in their shoes can lead to valuable insights and stronger relationships.
- Success obliges individuals to help others and make a positive impact.
QUOTES
- "If you're successful, you have an obligation to hold that door open, make that door bigger, make the tide rise, float all the boats."
- "If you want to be a great salesperson or evangelist, sell something great. Do not affiliate yourself with mediocrity."
Learn more about Guy Kawasaki:
LinkedIn: https://www.linkedin.com/in/guykawasaki/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Mark Carpenter is a serial storyteller. Even as a child, he loved to tell stories (mainly to get attention). He leveraged that ability into a career in marketing communications and public relations, then as a college professor and corporate facilitator.
Now, he teaches people how to more intentionally tell stories that teach, lead, sell, and inspire to accomplish business and personal goals. He is the co-author of the best-selling book “Master Storytelling: How to Turn Your Experiences Into Stories that Teach, Lead, and Inspire” and co-creator of the Master Storytelling Workshop. Leveraging a 20-year career in corporate communication, 10 years working as an adjunct professor of communication, and 15 years facilitating training, Mark couples a lively, engaging style with purposeful, impactful learning.
When he’s not training, speaking, coaching, or creating new content, Mark is likely hiking or snowshoeing in the mountains near his home in Utah, playing the piano, bragging about his grandchildren, or writing children's books.
SHOW SUMMARY
In this episode of Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Mark Carpenter, the serial storyteller and co-author of the best-selling book, "Master Storytelling." Together, they explore the profound impact storytelling can have on sales, leadership, and building authentic connections. From weaving personal experiences to influencing leadership decisions, learn how storytelling can elevate your sales game and create lasting impressions.
KEY TAKEAWAYS
- Connect as Humans: Selling from the heart is about connecting as human beings, not just transactions.
- Storytelling Structure: The key storytelling structure includes an introduction, conflict, and change to effectively convey messages in a concise manner.
- Intentionality in Storytelling: Be intentional about the purpose of your story and the lesson you want to convey.
- Repeatable Stories: Reuse and repurpose stories intentionally for different contexts, audiences, and lessons.
- Building Trust: Stories trigger the release of oxytocin, the trust hormone, in the brain, fostering genuine connections.
QUOTES
- "Selling from the heart is about connecting as human beings."
- "The story is not about you; it's about the point you're trying to make, the lesson learned, and how it can impact the listener."
- "If you're intentional about the destination, you're going to take that story start to finish in a straight line."
- "Look for those moments where you have an emotional reaction. There is a story embedded in that with something to teach, lead, sell, and inspire."
- "Storytelling builds trust by increasing oxytocin, the love hormone, fostering genuine connections between people."
Learn more about Mark Carpenter:
LinkedIn: https://www.linkedin.com/in/mark-carpenter-0b55221/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Mike Weinberg is a coach, speaker, trainer, consultant and a multiple best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams.
Known as a #SalesTruth-teller, salespeople and sales leaders appreciate his blunt, funny, tell-it-like-it-is style, and his ability to share simple, practical, powerful, and easy-to-implement concepts. He’s spoken on five continents and has become one of the most trusted and sought after sales improvement experts in the world. Mike works with companies in all industries ranging in size from a few million to many billions of dollars."
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by renowned sales coach, speaker, and author Mike Weinberg. Together, they delve into the crucial role of authentic leadership in sales management. They emphasize the importance of connecting with sales teams on both a professional and personal level, highlighting the impact of emotional and mental support on performance and culture. Through personal anecdotes and expert insights, they provide actionable strategies for sales leaders to effectively lead with heart while driving results.
KEY TAKEAWAYS
- Sales leadership involves balancing accountability with empathy, fostering a culture of high performance while prioritizing the well-being of team members.
- Authenticity in leadership builds trust and loyalty among sales teams, leading to increased engagement and productivity.
- Effective sales management requires recognizing and respecting the emotional and mental bandwidth occupied by salespeople, using it wisely to inspire and motivate.
- Healthy, assertive conversations rooted in genuine care and concern strengthen relationships between sales managers and their teams, driving long-term success.
- The integration of head and heart in sales leadership leads to a harmonious blend of results-driven focus and compassionate leadership, creating an unstoppable force in sales culture.
QUOTES
- "Sales is about results, but it's equally about connecting with the hearts of your team members."
- "Balancing accountability with empathy is the hallmark of effective sales leadership."
- "Authenticity breeds trust, and trust is the foundation of strong sales teams."
Learn more about Mike Weinberg:
LinkedIn: https://www.linkedin.com/in/mikeweinberg2013/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Elliott Moon, a certified Working Genius coach, brings a wealth of experience in innovation and adaptability, cultivated through a diverse professional background. Growing up in Texas with insights from his father's immersion in the insurance industry, Moon developed a deep appreciation for relational selling. His journey led him to embrace the transformative Working Genius model by Patrick Lencioni, focusing on self-awareness and productivity. As a guest on the Selling from the Heart Podcast, Moon shares insights into leveraging the Working Genius model to unlock individual and team potential, offering practical strategies for enhanced productivity, morale, and success in the realm of sales.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy as they explore the transformative power of the Working Genius model in the sales world. Certified Working Genius coach Elliott Moon sheds light on the six key activities encapsulated in the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity. Discover how understanding your own working geniuses and frustrations can revolutionize your approach to sales, teamwork, and productivity.
KEY TAKEAWAYS
- Understand the six stages of the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity.
- Learn how to identify your working geniuses and frustrations to enhance self-awareness and productivity.
- Explore the symbiotic relationship between different working geniuses within a team and how it can lead to successful outcomes.
- Gain insights into how the Working Genius model can revolutionize your sales approach, from client interactions to project completion.
- Uncover strategies to leverage your unique strengths and collaborate effectively with others in the sales profession.
QUOTES
- "Sales feels relational. If you're gonna sell from your heart, it's about valuing the person over the transaction."
- "Wonder asks the big questions; Invention generates ideas; Discernment assesses workability; Galvanizing rallies and inspires; Enablement equips the work; Tenacity ensures successful results."
- "Your geniuses are needed to make work happen. Running towards people with opposite geniuses creates a symbiotic relationship that makes all work better."
Learn more about Elliott Moon:
LinkedIn: https://www.linkedin.com/in/elliott-moon-60181a78/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Jon Alwinson is a sales veteran with more than 15 years of experience. In addition to winning numerous awards, both as an individual and team leader, he spends a great deal of time in one-on-one coaching. Jon’s new book is called Relentless Sales: The Skills, Mentality, & Faith Needed to Be Great In Sales.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy in a powerful episode featuring seasoned sales expert John Owenson. Explore the world of relentless sales, where skills, mentality, and faith converge to create a transformative journey in the sales profession. Learn how to overcome adversity, conquer fear, and develop a relentless mindset that propels you to new heights. Discover the importance of a solid sales process and gain insights into building a morning routine that sets the tone for success.
KEY TAKEAWAYS
- Embrace a relentless mindset: Persistently pursue excellence, conquer fear, and never give up.
- Develop a solid sales process: Establish a fundamental framework for successful selling.
- Overcome adversity: Learn from challenges, appreciate the hard times, and let them shape your resilience.
- Conquer fear with mantras: Repeat empowering phrases or scriptures to build confidence and overcome fear.
- Capture wins daily: Journal your daily successes and learning moments to stay motivated and focused.
- Plan your day and night: Outline priorities the night before to start the day on the offensive and end it with a clear mind.
QUOTES
- "Selling from the heart is living from your true identity – confidence, putting your customer first, and pursuing excellence."
- "Relentless sales is an unyielding, persistent, never-give-up attitude coupled with caring, adding value, and earning the right to push boundaries."
- "Next play – a mantra to move on, stay focused, and not let setbacks derail your entire game in sales."
- "Relentless is not just about not giving up; it's about not giving up on caring, on bringing value, and on being committed to the customer."
- "Faith in sales is about finding strength in knowing who you are, aligning priorities, and letting that guide your actions in the profession."
Learn more about Jon Alwinson:
LinkedIn: https://www.linkedin.com/in/jon-alwinson-4599ab46/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Lori began her sales journey growing up in her grandmother’s fine women’s apparel store. Although she became a teacher, Lori quickly learned that teaching would not support her as a young single parent. She went back to her sales roots, intentionally looking for a sales role as technology was booming in the mid-1980’s.
After a stellar career in tech sales, Lori launched Score More Sales, a sales consultancy designed to help leaders of mid-sized companies hire better sellers and evaluate their existing sales teams. The company launched 20 years ago. 2022 is a big celebratory year.
In 2015 Lori realized that so many of the sales managers she was training and coaching were male so she set out to determine why so few women were in sales and especially as sales executives in leadership. That realization launched Women Sales Pros, which consists of a group of top women sales experts as well as a consulting and coaching arm to assist company leaders in creating more diverse sales teams.
SHOW SUMMARY
In this episode of Selling From The Heart, Darrell Amy and Larry Levine are joined by special guest Lori Richardson, founder of Score More Sales and trailblazer in the sales industry. They discuss the importance of authenticity, building trust, and the mission to bring sincerity and substance to the sales profession. Lori shares insights from her dynamic career and offers valuable advice for sales professionals looking to excel in 2024. The conversation covers topics such as mindset, morning rituals, competency development, and the significance of meaningful conversations in sales.
KEY TAKEAWAYS
- Competency Mastery: Lori emphasizes the importance of mastering competencies, especially the will to sell. Being coachable, having a positive outlook, and taking responsibility are crucial elements for success in sales.
- Morning Rituals for Success: The hosts discuss the significance of starting the day with a positive mindset. Lori shares her morning ritual, including affirmations and spending time outdoors, highlighting the impact it can have on one's day.
- Leadership Aspirations: For sales professionals aspiring to leadership roles, Lori encourages being proactive. Don't wait to be tapped on the shoulder; express your desire for growth and seek guidance on what competencies are needed for the next level.
- Conversations Beyond Sales: Lori stresses the value of diverse conversations beyond sales-centric topics. From charity auctioneering to personal interests, building relationships with a human touch can open doors and enhance your professional network.
- Women in Sales: The conversation extends to Lori's passion project, her book "She Sells," addressing the underrepresentation of women in B2B sales leadership. Lori provides advice for women aspiring to leadership roles and emphasizes the need for proactive career planning.
QUOTES
- "Selling from the heart is integrity, honesty, and good selling—bringing sincerity and substance to the sales profession."
- "Competency mastery is about having the will to sell. Trainable skills are essential, but the desire, commitment, positive outlook, and taking responsibility are key."
- "Don't wait until somebody taps you on the shoulder. Be proactive about your career growth and find out what competencies are required for the next level."
- "Humanize your conversations. Conversations beyond sales-centric topics can open doors and enhance your professional network."
- "For women aspiring to leadership, express your desire for growth. Understand competencies needed and work on areas of improvement. Be proactive in shaping your career."
Learn more about Lori Richardson:
LinkedIn: https://www.linkedin.com/in/scoremoresales/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Elizabeth Dixon, an accomplished business leader and serial entrepreneur with nearly two decades of experience at the Chick-fil-A Support Center, is currently the Executive Director of Trilith Foundation, reporting to Dan Cathy, Chairman of Chick-fil-A. With a background working for renowned brands such as Disney World, Gap, YMCA, and Cooper Aerobics Center, she has mentored under leaders like Dan Cathy and Horst Schulze. Elizabeth is a sought-after speaker, sharing insights on exceptional customer experiences globally through live events, virtual resources, consulting, and her debut book, The Power of Customer Experience. She has also founded, operated, and sold several small businesses while guiding emerging entrepreneurs toward achieving their business goals.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy on a profound exploration of purpose-driven sales with guest Elizabeth Dixon, a seasoned entrepreneur and business leader. Elizabeth shares her transformative journey from defining her purpose through personal challenges to advocating for authenticity in sales. Discover the power of aligning personal purpose with professional endeavors and learn practical steps to navigate the intersection of passion and sales success.
KEY TAKEAWAYS
- Authentic sales stem from inviting others into meaningful experiences, not just transactions.
- Defining personal purpose transcends job titles and empowers individuals to bring value beyond sales metrics.
- Sales professionals can proactively align personal purpose with corporate missions or pursue entrepreneurial ventures to fulfill their authentic selves.
QUOTES
- "Authentic sales are about inviting others into something meaningful and valuable, not just making a sale."
- "You are not your sales. You are not your performance. Bring your purpose and gifts into your work, don't extract them from it."
- "When defining success, dismantle the ladder of titles and compensation, focus on meaningful relationships and contributions."
Learn more about Elizabeth Dixon:
LinkedIn: https://www.linkedin.com/in/elizabethdixonspeaks/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the
Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales.
SHOW SUMMARY
In this episode of Selling From The Heart, join hosts Larry Levine and Darrell Amy in a captivating conversation with Neil Rogers, the seasoned expert in sales and marketing and author of "Bar Tips." Discover the unspoken parallels between bartending and sales, as Neil shares insights on building relationships, effective communication, and the art of hospitality. Learn how the principles from behind the bar can be the key to success in your sales journey.
KEY TAKEAWAYS
- The Golden Rule in Sales: Applying the golden rule - treating others as you want to be treated - is the foundation of building long-term relationships in both bartending and sales.
- Importance of a Proper Greeting: Just as a warm welcome sets the tone for a great bar experience, the first impression in sales can make or break a deal. Smile, greet, and be genuinely interested in your prospect.
- Listening Skills: Drawing from Dale Carnegie's wisdom, Neil emphasizes the significance of listening to customers. Understanding their needs and preferences without interruptions is crucial for effective sales communication.
- Time Management and Punctuality: Neil introduces the concept of "15 minutes is the new on time." Being punctual, managing time efficiently, and staying organized are keys to success both at the bar and in sales.
- Taking Ownership of Business Problems: Neil shares a valuable lesson from his mentor about taking ownership when things go wrong. Reflect on your role in a problem and focus on solutions rather than blaming others.
- Solving Problems Silently: The best way to handle business issues is to solve them without customers noticing. Neil advocates for proactive problem-solving to enhance customer experience.
QUOTES
- "The only difference between a bartender and a person in a selling capacity is that customers come to them; we have to go hunt them."
- "Never get a second shot at the first impression. It's the small things that matter in building relationships."
- "Solve the problem without the customer ever knowing. It's the art of making things right behind the scenes."
Learn more about Neil Rogers:
LinkedIn: https://www.linkedin.com/in/neil-p-rogers-cas-68a4a22/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
An introvert by nature, Philipp Humm’s mission is to help others discover the storyteller within each one of us.
Prior to starting his own storytelling business, Philipp worked for ten years in various roles, including Product Management at Uber, Consulting at Bain & Company, and Investment Banking at Blackstone.
He discovered his passion for performance arts (acting, improv & storytelling) in his time in NY while completing his MBA at Columbia Business School. Since then, he has honed his storytelling skills at the Mezrab School of Storytelling De Toneelmeester Acting School and Boom Chicago.
In his free time, Philipp shares stories at open mic nights in Amsterdam, moves his hips at regular Bachata parties, and plays Spikeball with friends.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy in an enlightening conversation with Philip Humm, the visionary behind the Story Selling Method. In this episode, discover the power of micro stories, or "connection stories," and how they can transform your sales approach. Learn the art of weaving relatable personal stories into your interactions to build trust, humanize the sales process, and overcome objections. Philip shares valuable insights and practical tips for sales professionals to create meaningful connections and enhance their storytelling skills
KEY TAKEAWAYS
- Connection Stories: Embrace the art of micro stories, sharing relatable personal experiences to build connections.
- Question Crafting: Develop thoughtful questions that prompt the other person to share their own stories, deepening the connection.
- Business Story Integration: Integrate relevant business stories into the conversation to showcase your approach, success stories, and overcome objections.
- Homework for Life: Practice daily reflection to identify and recall personal moments that can be turned into compelling stories.
- Continuous Improvement: Stay open to evolving your storytelling techniques, exploring how stories can be utilized at different stages of a sales conversation.
QUOTES
- "Selling from the heart means tuning into how I can help the customer become better at what they are."
- "Connection stories are not about perfection; they're about breaking the ice, building initial connections, and making the other person comfortable to share a story in return."
- "Tiny moments that touch your heart are incredible moments to share."
- "Homework for Life: Reflect on one moment each day that touched your heart, cultivating a wealth of stories over time."
Learn more about Philipp Humm:
LinkedIn: https://www.linkedin.com/in/philipphumm/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Diana Kander revolutionizes the way businesses look at innovation and curiosity. A New York Times best-selling author, innovation consultant and keynote speaker, she asks some big questions. What kind of culture needs to exist in an organization to ensure innovative ideas and practices? How has Snoop Dogg continued to innovate decade after decade to stay relevant to the next generation? What causes name brands to lose relevance with their customers and go out of business? Can organizational decline be prevented?
Diana has spent her career challenging assumptions and asking thought-provoking questions. A serial entrepreneur who entered the United States as a refugee at the age of 8, she has launched and sold millions of dollars worth of products and services. She outlined her biggest lessons learned for launching new products in her first book, All In Startup, which has been used by over 100 universities in their innovation courses and countless large organizations to help their employees think more like entrepreneurs. A former MBA professor at Mizzou, she has served as an entrepreneur in residence at H&R Block, Commerce Bank and several government agencies.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy kick off 2024 with a big announcement - a new book is on the horizon! They're joined by the incredible Diana Kander, author of "Go Big or Go Home" and an expert in creating transformative sales experiences. Diana shares the essential elements of sales presentations that resonate, emphasizes the importance of emotional connections, and provides actionable strategies to stand out in a world of sameness.
KEY TAKEAWAYS
- Sales Experience as a Hero's Journey: Transform your sales process into a memorable story with impactful scenes that surprise and engage prospects, setting you apart.
- Magic Elements in Sales: Utilize the "MAGIC" formula - Make it surprising, Analyze on a deeper level, Give the pitch in the right order, Include three-dimensional objects, and Co-create together to make your presentation unforgettable.
- Tie-in with Stand-Up Comedy: Incorporate surprise elements from comedy into your sales interactions, making experiences more enjoyable and memorable.
QUOTES
- "Selling from the heart means showing them just how much you care and being able to translate those feelings into actions."
- "Salespeople and sales leaders, you've got to create what I call Disneyland-esque experiences for your clients."
- "Your customers are having an experience, whether you're doing anything on purpose or not, and to think about their experience as a movie and make adjustments can make a huge difference in your closing rate."
Learn more about Diana Kander:
LinkedIn: https://www.linkedin.com/in/dianakander/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Chris Schembra is the best-selling author of "Gratitude Imposta: The Secret Sauce for Human Connection." He is known as the Gratitude Guru and has used the principles of gratitude to spark over 500,000 relationships around the dinner table. Chris is dedicated to helping companies connect in meaningful ways and has worked with clients such as Microsoft, Google, Dell, and SAP.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Chris Schembra, the Gratitude Guru. They discuss the importance of authenticity and meaningful connections in sales. Chris explains how gratitude can transform relationships and drive sales results. He emphasizes the need to shift from a focus on oneself to a focus on others and shares practical tips for expressing authentic gratitude. Chris also discusses the power of spontaneous gratitude and how it can positively impact both the giver and the recipient.
KEY TAKEAWAYS
- Gratitude helps shift the focus from oneself to others, leading to more meaningful connections.
- Authenticity is crucial in building relationships and establishing trust with clients.
- Giving gratitude in the language that the recipient prefers can have a greater impact.
- Spontaneous gratitude can be a powerful tool for personal growth and relationship building.
QUOTES
- "Gratitude is the acknowledgment that you've received something of value from others."
- "Gratitude doesn't have to be returned. Gratitude is the gift in itself."
- "Giving gratitude in the language the recipient likes to receive, it is the key."
- "Spontaneous gratitude, when done from the heart, can be a game changer."
Learn more about Chris Schembra:
LinkedIn: https://www.linkedin.com/in/schembra/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Mark Allen Roberts is a sales and marketing guru with a 35-year legacy of success at companies like the Timken Company and Frito Lay. He is the author of "Branding Backwards" and has been honored by the National Association of Sales and Marketing. Mark is known for his expertise in human-to-human selling and helping companies drive explosive growth.
SHOW SUMMARY
In this episode of Selling From The Heart, Mark Allen Roberts emphasizes the need for sales professionals to have worthy intent and genuinely care for their customers. Mark shares stories of companies that achieved explosive growth by understanding their customers' problems and providing solutions. He also provides practical tips for sales professionals, including the importance of asking good questions, listening to customers, and building relationships with key decision-makers and influencers.
KEY TAKEAWAYS
- Selling from the heart means having worthy intent and genuinely caring for customers.
- Understanding customers' problems and providing solutions is key to driving explosive growth.
- Sales professionals should ask good questions, listen actively, and build relationships with key decision-makers and influencers.
QUOTES
- "Selling from the heart is about authentically caring for people, serving others, and not worrying about hitting your sales numbers."
- "The more you know about your customers, the more you grow with your customers."
Learn more about Mark Allen Roberts:
LinkedIn: https://www.linkedin.com/in/markaroberts/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Lee Salz is a sales expert, author, and speaker. He is the author of two international bestsellers on sales differentiation and the architect of the Sales Organization Maturity Assessment. Lee helps companies understand their current sales state and provides strategies for exponential growth
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrel Amy interview Lee Salz about the Sales Organization Maturity Assessment. Lee explains that sales organizations go through different stages of maturity, starting with a sales department and progressing to a sales team and eventually a sales force. He emphasizes the importance of recognizing the need for improvement and investing in the sales organization, especially during good times. The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth. Lee discusses the characteristics of each stage and highlights the importance of having a prescribed account management approach and evaluating sales talent effectively.
KEY TAKEAWAYS
- Sales organizations go through stages of maturity: sales department, sales team, and sales force.
- The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth.
- Prescribed account management and evaluating sales talent effectively are crucial for a sales force.
QUOTES
- "If you don't love being in sales, love the profession, it's very hard to sell from the heart."
- "You're never going to know what you find, but you can find an opportunity there that you didn't know before."
Learn more about Lee Salz:
LinkedIn: https://www.linkedin.com/in/leesalz/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Todd Caponi is the author of the award-winning best-seller, The Transparency Sale, and the new award-winning book, The Transparent Sales Leader.
Todd is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has guided two companies to successful exits.
He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC.
SHOW SUMMARY
Todd Caponi joins the Selling from the Heart Podcast to discuss the importance of transparency in sales and leadership. He emphasizes that sales is a service profession and that the role of sales professionals is to help customers achieve optimal outcomes. Todd shares insights from sales history, highlighting the similarities between the current economic climate and that of the early 1900s. He also introduces his framework for building revenue capacity, which focuses on transparency and decision science. Todd explains the concept of intrinsic motivation and the six core elements that drive human beings. He encourages leaders to provide praise and recognition to their teams to inspire and influence them. The episode concludes with a discussion on the value of transparency in building trust and credibility in sales.
KEY TAKEAWAYS
- Sales is a service profession, and the role of sales professionals is to help customers achieve optimal outcomes.
- The current economic climate mirrors that of the early 1900s, and history can provide valuable insights for navigating challenging times.
- Transparency is crucial in sales and leadership, as it helps teams predict and understand what is expected of them.
- Intrinsic motivation is driven by predictability, recognition, aim, independence, security, and equitability.
- Providing praise and recognition to teams inspires and influences them to achieve their best work.
QUOTES
- "True salesmanship is the science of service."
- "We are not thinking machines that feel, we are feeling machines that think."
Learn more about Todd Caponi:
LinkedIn: https://www.linkedin.com/in/toddcaponi/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Stacy Sherman, a certified customer experience (CX) speaker, author, journalist, advisor, and the award-winning host of the DoingCXRight podcast. Stacy is recognized for her Heart & ScienceTM proven framework, renowned for its ability to generate profitable clients and foster brand loyalty through an empowered and valued workforce. With 25 years of experience as a strategist and practitioner at companies like Verizon, Liveops, Schindler Elevator Corp, Wilton Brands, and AT&T, Stacy has consistently practiced what she preaches. Furthermore, she holds leadership roles on multiple university boards and has been featured in prestigious publications such as Forbes and other top-rated outlets.
Stacy's driving purpose is to cultivate lasting relationships and create meaningful experiences that enrich people's lives.
SHOW SUMMARY
Stacy Sherman joins the Selling from the Heart Podcast to discuss the importance of customer experience in sales. She emphasizes that customer experience and customer service are not the same thing, and that customer experience encompasses the entire journey a customer goes through when interacting with a brand. Stacy introduces the heart and science framework, which blends the emotional and human aspects of business with data and metrics. She highlights the need for sales leaders to break down silos and create synergy between departments to deliver a consistent customer experience. Stacy also encourages salespeople to listen to customer feedback, both solicited and unsolicited, and bring that feedback back to the internal teams to drive improvements.
KEY TAKEAWAYS
- Customer experience is the entire journey a customer goes through when interacting with a brand, while customer service is a part of that journey.
- The heart and science framework blends the emotional and human aspects of business with data and metrics to create a sustainable customer experience.
- Sales leaders should break down silos and create synergy between departments to deliver a consistent customer experience.
- Salespeople should listen to customer feedback and bring it back to the internal teams to drive improvements.
QUOTES
- "Customer experience and customer service are not the same thing."
- "The whole journey matters. If the beginning is fantastic but the end is hard, customers will leave."
- "People buy from people they trust, people they like. It's the authenticity and connection that matter."
Learn more about Stacy Sherman:
LinkedIn: https://www.linkedin.com/in/stacysherman/
Website: https://doingcxright.com/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
James works with a large financial services organization responsible for developing sales and sales leadership training content and 1:1 professional coaching at various levels. James has spent 25 years leading sales teams with a coaching, training, and teaching slant. Over the years, he has developed expertise in adult learning, overcoming personal mental blocks, professional coaching, and leadership. In 2016, he ramped up his learning journey by joining the John Maxwell Leadership Certified Team, where he received professional coaching, Leadership, Speaking, and DISC certifications. His mission is To create significant impact, positive change, and superior results in others. James published his first book, Break the Cycle: The 8 Essentials of Effective Sales Leadership, last November.
SHOW SUMMARY
Join hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast, where authenticity and trust in sales are the focal points. In this riveting episode, seasoned sales strategist James Hoard shares insights from his 25 years of experience in sales and leadership. The discussion delves into the core principles of effective sales leadership outlined in his book, "Break the Cycle: The Eight Essentials of Effective Sales Leadership." From the importance of a coach-first mentality to the significance of observing and guiding sales teams, James reveals invaluable strategies and personal anecdotes that define authentic sales leadership. Aspiring sales leaders will discover actionable advice and key takeaways for nurturing their leadership skills.
KEY TAKEAWAYS
- Genuine Desire to Help: Selling from the heart means having a sincere desire to assist and support clients authentically.
- Eight Essentials of Effective Sales Leadership: These essentials encompass crucial aspects such as having a coach-first mentality, observing and understanding team performance, and adopting foundational leadership practices.
- Leadership Book Recommendations: John Maxwell's "Developing the Leader Within You 2.0" and "The Road Less Stupid" are recommended reads for sales professionals aspiring to enhance their leadership skills.
- Salespeople Transitioning to Leadership: Aspiring leaders in sales should focus on foundational leadership skills, ask key questions about their leadership style, and seek mentorship.
QUOTES
- "Coaching is about an authentic conversation, authentic relationship where I, the coach, ask questions to help you self-assess what's happening so you can determine your best path forward."
- "If you're a sales leader, you must see your team execute. Observation based on evidence is crucial in understanding your team's performance."
- "Salespeople should read leadership books; it helps understand the minds and hearts of leaders, which is valuable in sales interactions."
Learn more about James F. Hoard:
LinkedIn: https://www.linkedin.com/in/hoardjames/
Link to book: https://www.amazon.com/Break-Cycle-Within-Sales-Organization/dp/B0BL4ZRV6B
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
ABOUT THE GUEST
From Fortune 1000 Sales to Successful Entrepreneur: Mary Grothe is a masterful, inspirational storyteller. Her Keynotes, crafted effortlessly between her professional and personal worlds, will give listeners an in-depth look into how she achieves worldly success, yet overcomes the dark side of the pursuit of over-achievement.
If asked what problem she solves, Mary would reply, "enslavement", referring to people who worship things of this world: fame, money, titles, and achievements, and lose their souls to gain earthly success. Her words are for the lost, the weary, the lukewarm Christians, and the Christian-curious.
SHOW SUMMARY
Join hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast as they engage in a deeply insightful conversation with Mary Grothe about her journey navigating professional success while addressing the dark side that often accompanies it. Mary shares her poignant story, revealing how her success in sales was intertwined with personal struggles and the quest for fulfillment. Her recently published book, Destination Remarkable: Surviving the Dark Side of Success, explores these intricate facets, shedding light on the importance of inner healing, spirituality, and separating one's identity from external achievements. The conversation uncovers invaluable insights for high-performance sales professionals facing similar challenges, emphasizing the necessity of inner work for genuine success.
KEY TAKEAWAYS
- Success in sales can sometimes be a mask for personal struggles; acknowledging inner turmoil is crucial for true fulfillment.
- The pursuit of success can stem from a need to fill emotional voids or past inadequacies, leading to an insatiable hunger for achievements.
- Separating one's identity from professional accomplishments is essential for mental and emotional well-being.
- Spirituality and finding a deeper sense of purpose are instrumental in achieving true fulfillment and overcoming the dark side of success.
QUOTES
- "I had destination addiction because no matter how good my performance was, it was never good enough."
- "I was trying to heal inside of myself. And the success became the drug and the addiction and the hit felt great. The high, I wanted it all the time."
- "Our world focuses on the hustle and the grind, and the 'do whatever it takes to win' mentality. That's not transferable to any average person to pick up my playbook and do it."
- "I have been living my life so backward. My understanding of my worth, my North star, the source I'm plugging into. I got right there."
- "There's so much freedom on the other side of that, when we're not tied to that [external success]."
Learn more about Mary Grothe:
LinkedIn: https://www.linkedin.com/in/marygrothe/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Patti DeNucci is the author of the critically acclaimed book, "The Intentional Networker." She is a networking expert and consultant who helps professionals build genuine and meaningful connections. Patti believes that authentic relationships are the key to professional success.
SHOW SUMMARY
Patti DeNucci joins the Selling from the Heart podcast to discuss the power of intentional networking. She emphasizes the importance of being authentic and purposeful in building relationships. Patti shares her insights on how to navigate networking events with grace and intention. She encourages sales professionals to focus on having meaningful conversations rather than trying to make a sale. Patti also highlights the value of finding your "right people" and investing in your network.
KEY TAKEAWAYS
- Networking is about building relationships, not making immediate sales.
- Show genuine interest in others and ask meaningful questions to start conversations.
- Find your "right people" and invest in building relationships with them.
- Be intentional and purposeful in your networking efforts.
- Networking can happen anywhere, not just at formal events.
QUOTES
- "It's about selling one conversation at a time and being your true self."
- "Drop the idea that you're going to make a sale because of a networking event."
- "Find your 'right people' and invest in building relationships with them."
- "Networking happens everywhere. It's just connecting."
- "Proximity is power when you're around other lifelong learners."
Learn more about Patti DeNucci:
LinkedIn: https://www.linkedin.com/in/pattidenucci/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
"Hugh Hornsby is an entrepreneur-minded leader who built up our turned around 10 divisions or companies on his "People based business Philosophy"" seeking and finding people who are stuck, who have a burning desire to achieve, an entrepreneur growth mindset, and want to become apart of a team that is bigger than themselves then helping them find their passion and purpose. Suffering a severe head injury, he was diagnosed as an epileptic with ADHD at the age of 10 when he learned the philosophy of "Never let anyone hold you back, especially you." Finding his passion and purpose of refusing to let others place labels on anybody. Believing that if you have a desire in your heart it will make its way to the head!
He is the Vice President of Sales of Everflow Supplies where he helped build a regional company into a national manufacturer and distributor of plumbing, industrial, HVAC, and waterworks products based around people."
SHOW SUMMARY
In this episode of Selling From The Heart, Hugh Hornsby discusses his people-first philosophy and the importance of aligning company goals with individual goals. He emphasizes the need for authenticity and caring in sales, and shares his personal journey of overcoming obstacles and finding success. Hugh believes in investing in his team and helping them become significant. He also highlights the importance of self-care and forgiveness in achieving personal and professional growth.
KEY TAKEAWAYS
- Authenticity and caring are essential in sales, and leaders should invest in their team members.
- Aligning company goals with individual goals creates a more impactful and positive work environment.
- Taking care of oneself is crucial for personal and professional success.
- Forgiveness is necessary for personal growth and overcoming negative experiences.
QUOTES
- "Selling from the heart is about investing in yourself and giving back to others." - Hugh Hornsby
- "If you're not taking care of yourself, you can't take care of other people." - Hugh Hornsby
- "Time and training are the two things that can take businesses down." - Hugh Hornsby
- "Don't operate from the negative; operate from the positive." - Hugh Hornsby
Learn more about Hugh Hornsby:
LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
ABOUT THE GUEST
Casey is a growth partner specializing in helping entrepreneurs build businesses exceeding $10 million in value. With a wealth of experience, he has founded, acquired, and invested in multiple small businesses, notably turning a $9,000 investment into a $40,000,000 portfolio. His journey wasn't without challenges, as he once experienced burnout when his business became heavily reliant on him. Determined to create businesses that could thrive without his daily involvement, he developed a proven process. Now, he assists entrepreneurs and business owners in scaling their ventures and freeing themselves from day-to-day operations.
Casey's process empowers entrepreneurs to regain control of their businesses, enabling them to focus on their most essential priorities. With over 100 successful case studies under his belt, Casey is a dedicated partner for those seeking to escape the daily grind, boost their business performance, and find more time for what truly matters in their lives.
SHOW SUMMARY
In this episode of Selling From The Heart, Casey Cavell emphasizes the importance of focusing on quality over quantity in sales. He advises salespeople to do less but do it better, rather than trying to do as much as possible. He suggests identifying the ideal prospects and following a targeted process to achieve better results. Casey also highlights the value of having a peer group or coach to challenge and inspire sales professionals. He encourages salespeople to love what they sell and understand why they sell it.
KEY TAKEAWAYS
- Focus on quality over quantity in sales.
- Identify your ideal prospects and follow a targeted process.
- Surround yourself with a peer group or coach for support and accountability.
- Love what you sell and understand why you sell it.
QUOTES
- "Do less better."
- "Don't make a hundred calls, but make 20 calls and make sure they are quality calls."
- "Figure out what sets you apart and have a strong selling proposition."
- "Build trust with prospects before asking for the sale."
- "Have a written plan and review it regularly."
Learn more about Casey Cavell:
LinkedIn: https://www.linkedin.com/in/caseycavell/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Joey Coleman helps companies keep their customers and employees. As an award-winning speaker, he works with organizations around the world ranging from small startups to major brands such as Volkswagen Australia, Zappos, and Whirlpool. His First 100 Days® methodology fuels the remarkable experiences his clients deliver and dramatically improve their profits.
His Wall Street Journal #2 best selling book, Never Lose a Customer Again, offers strategies and tactics for turning one-time purchasers into lifelong customers and his upcoming book, Never Lose an Employee Again, details a framework companies around the world can use to reduce turnover and increase employee engagement. When not speaking to audiences around the globe (he’s spoken on all seven continents), Joey enjoys playing board games, building LEGO sets, and reading bedtime stories with his amazing wife and two young sons.
SHOW SUMMARY
In this episode of Selling From The Heart, Joey Coleman joins Larry Levine and Darrell Amy on the Selling From the Heart podcast to discuss the importance of building strong relationships with both customers and employees. He emphasizes the need to move from transactional to transformational relationships and shares insights from his research on the first 100 days of a customer's experience. Joey also highlights the connection between employee experience and customer experience, and offers practical strategies for improving both.
KEY TAKEAWAYS
- Building personal and emotional connections with customers is essential for transforming transactional relationships into transformational ones.
- The first 100 days of a customer's experience are crucial for establishing a strong foundation and reducing fear, doubt, and uncertainty.
- Handoffs between salespeople and account managers can be improved by ensuring clear communication and maintaining emotional connection.
- Employee experience is just as important as customer experience, and everyone in the organization plays a role in creating a positive work environment.
- Salespeople have the opportunity to improve employee experience by elevating the status of their colleagues and recognizing their contributions.
QUOTES
- "Selling from the heart is all about looking for the opportunities to not only identify, but develop and reinforce personal and emotional connection with the people we interact with." - Joey Coleman
- "When a human makes a purchase, their brain floods with dopamine. But almost as quickly as that dopamine floods their brain, it starts to recede, replaced by feelings of fear and doubt and uncertainty." - Joey Coleman
- "If the customer feels that the salesperson is still emotionally connected, is still involved, this can be something as simple as one of my favorite tools for handling this." - Joey Coleman
- "Happier employees equals happier customers. If your customers hate interacting with you, chances are your employees are going to hate coming to work." - Joey Coleman
- "We all play a role in employee experience. What's interesting is most of us have never thought about that." - Joey Coleman
Learn more about Joey Coleman:
LinkedIn: https://www.linkedin.com/in/joeycoleman1/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In addition to leading the Habits at Work team, Andrew Sykes is a Lecturer of Entrepreneurship at Northwestern University's Kellogg School of Management and a member of the Kellogg Sales Institute Executive Education Team, where he instructs the acclaimed course "Entrepreneurial Selling." This course has been recognized by Inc. Magazine as one of the "Top Ten" courses in the United States.
With a career spanning 30 years, Andrew has held roles as a salesperson, entrepreneur, speaker, and expert in behavior change. His professional journey commenced with the establishment of one of South Africa's largest healthcare consulting companies.
He is also a co-author of the book "The 11th Habit," which distills the research conducted by the Behavioral Research and Applied Technology Laboratory (BRATLAB). This research focuses on identifying the habits that truly contribute to sustained high performance, competitive differentiation, trust building, and organizational growth, and offers guidance on how individuals can develop and practice these essential habits.
SHOW SUMMARY
In this episode of Selling From The Heart, Andrew Sykes discusses the importance of trust in sales and how to build trust in the first few minutes of a conversation. He shares his insights from years of research on trust and offers practical advice for sales professionals. Andrew emphasizes the need for salespeople to be committed to helping others make progress in their lives and to understand and meet their customers' expectations. He also challenges the common belief that trust takes time to build and explains how trust can be established in a matter of minutes. Andrew provides a framework for creating a strong first impression and highlights the power of genuine smiles and eye contact. He also discusses the role of apologies in trust-building and the importance of self-trust.
KEY TAKEAWAYS
- Trust is something we give to others by vulnerably exposing ourselves to their potential deception or incompetence.
- Trustworthiness is assessed by others based on their experience of people like us in the past.
- The first few minutes of a conversation are crucial for building trust, and salespeople should focus on creating a strong first impression.
- Salespeople should introduce themselves by sharing one thing about their credible past and one thing that led them to choose their current profession.
- Apologies often break trust instead of restoring it, and salespeople should focus on acknowledging the impact of their actions and fixing it.
- People often lack self-trust and easily break promises to themselves, which can hinder their personal and professional growth.
QUOTES
- "For me, selling from the heart means being committed to helping another human being make progress in their life."
- "Trust is something we give to other people. It's choosing to vulnerably expose ourselves to someone else's deception, incompetence, or lack of a track record."
- "Being trustworthy as assessed by someone else couldn't be more different because we assess trust based on false signals."
- "Trust is a generous thing to give, but being worthy of trust is assessed by someone else based on their experience of people like you in the past."
- "The feeling most people have when we're approaching them as salespeople is not unlike that feeling when you see three young adults with clipboards on the street."
- "Rather than saying, 'My name is Andrew, I'm the head of sales,' I encourage people to say one thing about their credible past and one thing that led them to choose their current profession."
- "Apologies usually break trust, not restore it. It's important to acknowledge the impact of your actions and focus on fixing it."
- "People often lack self-trust and easily sell themselves down the river, quitting on their dreams or promises to themselves."
- "The only way to unlock the greatness in us that hides behind our blind spots is to have generous people point to things in our potential that we don't see in ourselves."
Learn more about Andrew Sykes:
LinkedIn: https://www.linkedin.com/in/andrewsykes1/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
Kay Miller is an expert on Uncopyable Sales. As the first woman ever hired for outside sales by Amerock, a division of Anchor Hocking, she built her formidable sales career by emphasizing long-term relationships over one-time deals. Kay was later hired by Walker Exhaust, a division of Tenneco and the largest automotive muffler manufacturer in the world. While there, she was named Walker's Salesperson of the Year, an accolade that earned her the nickname "Muffler Mama."
Kay has been a top sales performer ever since and now speaks and consults to help others maximize their sales success using the Uncopyable Sales philosophy.
SHOW SUMMARY
In this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Kay Miller to discuss her book, "Uncopyable Sales Secrets," and how sales success comes from being good at selling yourself. She emphasizes the importance of building trust with customers and providing value. Kay shares her personal story of becoming "Muffler Mama" to stand out in the automotive industry. She encourages sales professionals to find their unique selling points and focus on their very best prospects. Kay also offers a free ebook with actionable sales steps.
KEY TAKEAWAYS
- Sales success comes from being good at selling yourself and building trust with customers.
- Find your unique selling points and focus on your very best prospects.
- Provide value and help customers improve their lives or businesses.
- Be willing to do things that no one else is doing to stand out in the market.
QUOTES
- "Sales success is not the result of being good at selling a product or service, but from being good at selling yourself."
- "You are the secret sauce of what you sell because you really aren't selling a product or a service, you're selling an outcome and a transformation."
Learn more about Kay Miller:
LinkedIn: https://www.linkedin.com/in/millerkay/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Radhika Shukla, a senior sales leader with extensive experience in the industry. Radhika shares her insights on selling from the heart and the importance of servant leadership. She emphasizes the three pillars of successful sales: serving passionately, connecting authentically, and thriving collectively. Radhika also discusses the power of networking and building meaningful relationships in sales.
ABOUT THE GUEST
Radhika Shukla, an accomplished Sr. Sales Leader and holder of a Michigan-Ross MBA, brings forth over 21 years of invaluable experience in strategic sales leadership and business management. Her career has been defined by a strong emphasis on mentoring and leading high-performing teams across North America and Asia, with a focus on crafting cost-effective solutions that address critical business needs and drive digital transformations for customers.
In her most recent role, Radhika successfully helmed a $250M+ P&L business in the US Enterprise Commercial East Region. Her leadership ethos can be succinctly summarized as "Inspire, Empower, Appreciate," reflecting her commitment to leading with empathy and care. Remarkably, she holds 15 Cloud and Industry tech certifications, including Microsoft Cloud and Industry 4.0, and is recognized as a Google Cloud Digital Leader, further underscoring her dedication to staying at the forefront of industry advancements.
KEY TAKEAWAYS
- Serving passionately means understanding the customer's needs and tailoring solutions to meet those needs.
- Authenticity is crucial in building trust with customers. Being transparent and open, even in difficult conversations, builds credibility.
- Thriving collectively involves cross-functional collaboration and presenting a united front to customers. It is important to remove barriers and support team members' success.
- Networking is a powerful tool in sales. Setting clear objectives, choosing targeted events, and being genuine and authentic can lead to valuable connections.
- Building an influential inner circle through networking can accelerate success in sales.
QUOTES
- "Passionate service starts with truly understanding what the customer needs, not with what we have to sell to meet our quotas." - Radhika Shukla
- "Authentic connections are built on trust, transparency, and genuine relationships." - Radhika Shukla
- "Your network is your true net worth." - Radhika Shukla
- "Quality is more important than quantity when it comes to networking." - Radhika Shukla
- "Relationships have to be maintained. You have to nurture them." - Radhika Shukla
Learn more about Radhika:
LinkedIn: https://www.linkedin.com/in/radhikashukla/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, co-hosts Darrell Amy and Larry Levine invite guest Stan Phelps to discuss the importance of compassion and differentiated experience in sales. Stan shares his perspective on compassion, emphasizing the need to go beyond empathy and truly care about clients. The conversation explores the concept of "upgrading your humanware" by understanding oneself and clients' behavioral styles. Stan introduces the Diamond Rule, a framework that combines elements of the Golden Rule and the Platinum Rule, emphasizing the value of treating clients the way they want to be treated. The episode also delves into the goldfish metaphor, highlighting five factors that contribute to growth in both goldfish and businesses. Stan's book series, featuring different colors to represent aspects of customer experience, is also discussed. Listeners are encouraged to connect with Stan Phelps on LinkedIn and explore his books on Amazon.
ABOUT THE GUEST
Stan Phelps is a Forbes Contributor, TEDx Speaker, IBM Futurist, Certified Speaking Professional, and best-selling author of the Goldfish Series. He is also an Instructor for the ANA School of Marketing and Rutgers Business School.
A show-and-tell speaker, Stan empowers audiences to take action that delivers bottom-line impact. He strives to change the paradigm of marketing by encouraging audiences to focus on experiences as the ultimate competitive differentiator. He believes purposeful DX wins the hearts of employees and customers, and differentiation ultimately boosts loyalty, retention, referrals, and results.
A masterful storyteller who quickly connects with audiences, Stan has delivered keynotes and workshops for Fortune 100 brands including IBM, Target, and more. He works directly with you to customize content that matches your audience and your goals to create a memorable and meaningful experience every time. Count on Stan to show up early, arrive prepared, and disrupt the all-work-and-no-play methodology with his sharp wit and trademark showmanship. He makes it his mission to exceed expectations and inspire audiences in ways they just can’t help but talk about — and won’t soon forget.
KEY TAKEAWAYS
Compassion in Sales: Selling from the heart means conducting business with compassion, going beyond empathy to truly caring about the customer's needs and well-being.
Importance of Warmth: Warmth and sincerity are valued more than competence in building trust and relationships with customers.
Differentiated Experience: Differentiating yourself in sales is not just about what you do, but why you do it, how you do it, and the experience you provide.
Five Factors of Growth: Just like goldfish, businesses have five factors that influence their growth: market size, competition, external environment, early performance, and differentiation.
Controllable Factors: Of the five growth factors, you have control over differentiation—how you stand out, why you do what you do, and how you build relationships.
Word of Mouth: Word of mouth and referrals are crucial for business growth, and they are earned by providing exceptional experiences and going above and beyond for customers.
Lagniappe: The concept of "lagniappe" or "land yap" from New Orleans emphasizes the importance of doing a little extra to honor the customer relationship and create memorable experiences.
Diamond Rule: The Diamond Rule combines elements of the Golden Rule (treat others as you want to be treated) and the Platinum Rule (treat others as they want to be treated) by first managing yourself under pressure and then understanding and reducing pressure for your clients.
Understanding Behavioral Styles: Recognizing that people have different behavioral styles helps you adapt your approach to meet their specific needs and preferences.
Continuous Learning: To succeed in sales, it's essential to continuously learn and improve your people skills, communication, and ability to build relationships.
QUOTES
"Selling from the heart is simply doing business with compassion." - Stan Phelps
"Compassion is about truly caring about [your clients] and understanding that their shoes might be... three sizes too small." - Stan Phelps
"Differentiation isn't just about what you say; it's about what you do and how you do it." - Stan Phelps
"It's less about the transaction and more about the relationship." - Stan Phelps
"We gather every Friday for the Selling from the Heart Insiders group, and if you'd like to learn more about that, we sure would love for you to join us." - Darrell Amy
"The biggest myth in business is this idea of meeting expectations." - Stan Phelps
"The Diamond Rule takes the best elements of the Golden Rule and the Platinum Rule." - Stan Phelps
Learn more about Stan:
LinkedIn: https://www.linkedin.com/in/stanphelps/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, Weldon Long joins Larry Levine and Darrell Amy to share his inspiring journey from homelessness and prison to success and prosperity. He emphasizes the importance of selling from the heart, extending oneself emotionally and professionally to prospects, and maintaining integrity in sales. Weldon also discusses the power of consistency and the prosperity mindset, highlighting the role of expectations and imagination in achieving success. He explains how the reticular activating system filters our focus and the impact of cognitive dissonance on behavior. Weldon emphasizes the need for a morning routine and a prosperity plan to condition the subconscious mind for success.
ABOUT THE GUEST
Weldon Long is a successful entrepreneur, mindset expert, and author of the NY Times Bestseller, The Power of Consistency. From 13 years in a jail cell to running multi-million-dollar businesses...In 2003, Weldon walked out of a homeless shelter after serving over a decade in prison. A 9th-grade dropout and 3-time convicted felon, he found himself broke and unemployable.
In just 5 short years he grew his company from $0 to $20 million and was selected by Inc Magazine as one of the fastest growing privately held companies in America.
Weldon has since trained thousands of sales reps, and generated over $40 million across his 6 companies and over $480 million for his clients including Fortune 500 companies like FedEx, Home Depot, Wells Fargo, and Farmers Insurance.
He’s also a NY Times bestselling author of The Power of Consistency, Consistency Selling, and Upside of Fear.
Today, Weldon is one of the nation’s most sought-after sales experts.
KEY TAKEAWAYS
Successful sales require extending oneself emotionally and professionally to prospects, regardless of the outcome.
Consistency in executing small actions consistently is more important than the scope of what we do.
Expectations and imagination set the limit on our achievements.
The reticular activating system filters our focus and determines what we notice and ignore.
Cognitive dissonance drives behavior and can be used to align actions with goals.
A morning routine and a prosperity plan help condition the subconscious mind for success.
QUOTES
"Successful sales is about extending ourselves emotionally and professionally to our prospects, whether or not we get the business."
"Sales performance doesn't tell me a man's character or a woman's character. Did they extend themselves emotionally and professionally?"
"Success in life is about doing ordinary things extraordinarily well."
"Expectations are the ceiling on what you do, but your imagination sets the ceiling on expectations."
"Your self-consciousness has not been working on ways to make half a million. It's been working on ways to make a hundred thousand."
"Your life has to be outlined in a simple format that you can review on a daily basis to condition the subconscious to go out and find those things."
"The ultimate accountability is not about your family, it's about what you've decided you want and what you need to do every single day."
"The power of consistency is executing on the small things on a consistent basis."
"The subconscious mind is 10,000 times more powerful than the conscious brain."
"Mindset and skillset together create incredible results."
Learn more about Weldon Long:
LinkedIn: https://www.linkedin.com/in/weldonlong/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, Dr. Yoram Solomon joins Larry Levine and Darrell Amy to discuss the importance of trust in sales. He shares his research on trustworthiness and how it impacts sales success. Dr. Solomon explains his trust-building model, which consists of six components: competence, personality compatibility, symmetry, positivity, time, and intimacy. He emphasizes the need for salespeople to be genuine, confident, and empathetic in order to build trust with clients. Dr. Solomon also highlights the importance of avoiding BS and being honest when you don't know something. He concludes by encouraging salespeople to focus on building trust rather than competing on price.
Dr. Yoram Solomon is the founder of the Trust Habits Institute, teaching companies and individuals how to build trust in teams, be trusted by others, and know who to trust. He has published 12 books, holds 22 patents, and has written over 200 articles. Dr. Solomon is one of the top 20 global thought leaders on corporate culture and innovation
KEY TAKEAWAYS
Trust is the most important quality for salespeople, with 77.4% of people considering it the most important.
Trustworthiness can increase the price a salesperson can charge by 29.6% compared to an untrustworthy salesperson.
Building trust requires competence, personality compatibility, symmetry, positivity, time, and intimacy.
Salespeople should be confident, genuine, empathetic, and avoid BS to build trust with clients.
HIGHLIGHT QUOTES
"Sell with trust, not price." - Dr. Yoram Solomon
"The customer is not always right. This is about your success, not about pleasing you." - Dr. Yoram Solomon
Learn more about Yoram Solomon:
LinkedIn: https://www.linkedin.com/in/yoramsolomon/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by John Hanson, a customer service expert and author of the book "Winning Secrets: How a Dictionary and a Ruler Can Change Your Life." He is known for his commitment to excellence in communication, responsiveness, and adding value to clients.
John joins us to discuss the concept of Selling From The Heart and the key principles outlined in his upcoming book, "Winning Secrets." He emphasizes the importance of building trust with customers by genuinely caring about their needs and providing value. John introduces the idea of using a dictionary and a ruler to redefine success and measure progress. He encourages celebrating both successes and failures as learning opportunities and highlights the significance of preparation and continuous improvement in sales.
KEY TAKEAWAYS
Building trust with customers requires genuine curiosity and a commitment to understanding their needs.
Success is not a one-time event but a continuous journey of progress and improvement.
Celebrating failures as learning experiences can lead to growth and innovation.
Preparation is key to handling success and maintaining high-quality service.
Continuous improvement and a mindset of gratitude are essential for long-term success in sales.
HIGHLIGHT QUOTES
"The ability to earn trust and keep it is by learning their world, getting in their shoes, and genuinely caring about them." - John Hanson
"Success is not a one-time event. It's a continuous journey of progress and improvement." - John Hanson
"The opposite of winning in life is not failure. It's giving up, not trying at all." - John Hanson
"Celebrate progress and failures as learning opportunities to fuel growth and innovation." - John Hanson
"Preparation is the biggest part of winning. How are you preparing for the success that's ahead?" - John Hanson
Learn more about John Hanson:
LinkedIn: https://www.linkedin.com/in/john-d-hanson-heroic-success/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Hannah Austin, author of "Hello, Head, Meet Heart." Hannah shares her experience with burnout and discusses the importance of aligning the head and heart to avoid burnout. She emphasizes the need for self-reflection and self-awareness and provides practical tips for recognizing and addressing burnout. Hannah also highlights the power of connection and community in overcoming burnout and finding fulfillment in both personal and professional life.
Hannah Austin is a highly sought-after corporate leader and management professional, specializing in the management and prevention of burnout for professionals. As the CEO and Founder of SheShatters, LLC, she draws on her experience consulting and coaching corporate leaders to provide employees- at the mid to high point of their careers with the support they need to burn brightly without burning out.
Prior to founding SheShatters, Hannah spent 20 years as an executive in the healthcare industry, a role in which she faced immense pressure and witnessed her colleagues suffering the effect of burnout en masse. She became determined to make a change that would impact not only her own path in life but also the paths of the many inspiring professionals she knew and worked with.
Hannah founded SheShatters in 2021 with the goal of helping employees and managers find a balance between their personal and professional lives, and on a macro level, leading a movement away from corporate hustle culture.
KEY TAKEAWAYS
Burnout can be caused by untapped talent or creativity.
Recognize the signs of burnout, such as cynicism, checking out, anger, and fatigue.
Journaling and self-reflection can help identify energy levels and areas of fulfillment.
Connect your head and heart by engaging in activities that bring you joy and fuel your creativity.
Share your experiences and seek support from others to overcome burnout.
HIGHLIGHT QUOTES
"You are not alone. Reach out to those people and share with people what you're going through." - Hannah Austin
"Be who you are at work and at home, be that same person and connect your head and your heart." - Hannah Austin
Learn more about Hannah Austin:
LinkedIn: https://www.linkedin.com/in/hannah-austin-sheshatters/
Hello, Head, Meet Heart Book: https://sheshatters.com/book/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Anthony Garcia to discuss the importance of setting meaningful and emotionally invested goals in sales. Anthony emphasizes the need to move away from a transactional mindset and focus on building genuine relationships with prospects. He shares his personal experience of setting goals that are emotionally invested and how it has driven his success. Anthony also provides practical tips on how sales professionals can start setting meaningful goals and plan for adversity.
Anthony Garcia is a sales expert with nearly two decades of experience in direct business-to-business and medical sales. He has achieved top accolades in his field and has trained and developed sales teams for various companies. Anthony is the author of "Catapulting Commissions" and the host of the "Catapulting Commissions" podcast.
KEY TAKEAWAYS
Selling from the heart means genuinely caring about solving a problem for the prospect and being invested in the outcome after the sale.
Money is just a way to keep score; the real motivation comes from setting goals that are emotionally invested.
To shift from a transactional mindset to a meaningful goal-setting mindset, start by identifying the worst-case scenario if you fail and realize that it's not as bad as it seems.
Anticipate adversity and plan for it in your goal-setting process.
Create smarter goals that are emotionally invested and have a reward attached to them.
HIGHLIGHT QUOTES
"Selling from the heart is truly believing that the product or service I'm selling can solve a problem that I completely understand." - Anthony Garcia
"Money is just a way to keep the score at the end of the game. But the goal is what drives me." - Anthony Garcia
"If you hit your other goal, that opportunity will present itself." - Anthony Garcia
"What if you failed? What's the worst-case scenario? Usually, it's such a minute instance in your life." - Anthony Garcia
"Plan for adversity on a daily basis. It doesn't have to be catastrophic; it could be as simple as a product going on backorder." - Anthony Garcia
Learn more about Anthony Garcia:
LinkedIn: https://www.linkedin.com/in/anthonygarciainc/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Jonathan Mahan, the co-founder of The Practice Lab, a training community for sales professionals looking to develop their skills through deliberate practice. He is passionate about helping salespeople cut through the clutter of tips and tactics to focus on the most impactful core sales behaviors.
Jonathan Mahan joins Larry and Darrell to discuss the importance of deliberate practice in sales. He explains that while simple repetition doesn't grow skill, deliberate practice can rewire the brain and equip salespeople with the abilities they need to perform under pressure. By practicing core fundamental skills and receiving immediate feedback, sales professionals can change their behaviors and elevate the sales profession.
KEY TAKEAWAYS
Lazy selling can be done without much practice, but high-quality selling requires intense skill development through deliberate practice.
Deliberate practice involves setting clear targets, receiving feedback during practice, and implementing that feedback immediately.
Sales leaders should prioritize deliberate practice to see actual behavior change and improve sales team performance.
HIGHLIGHT QUOTES
"Repetition alone doesn't grow skill. Deliberate practice is the fastest way to grow skill and change behavior." - Jonathan Mahan
"Practice takes knowledge and brings it into a part of the brain that's accessible under pressure during a performance." - Jonathan Mahan"
Learn more about Jonathan Mahan:
LinkedIn: https://www.linkedin.com/in/jtmahan/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
http://sellingfromtheheart.net/why-os
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Kelly Riggs the author of the book Counter Mentor Leadership and is a speaker and business performance coach for executives and companies throughout the United States. He is known for his leadership, sales development, and strategic planning expertise.
Kelly Riggs joins the Selling from the Heart podcast to discuss the need for authenticity and relationship-building in sales. He emphasizes the importance of character in sales professionals and the need to focus on the customer's best interests. Kelly also challenges the traditional approach to sales training, suggesting that it often results in inauthenticity and product-focused selling. He advocates for a shift towards a coaching culture and ongoing sales development to create lasting change and improve sales results.
KEY TAKEAWAYS
Authenticity and character are crucial in sales, and sales professionals should prioritize the customer's best interests.
Traditional sales training often focuses too much on product knowledge and can lead to inauthentic and pushy sales tactics.
Building relationships and trust with customers should be a priority, and salespeople should focus on understanding the customer's needs and providing value.
Sales leaders should create a coaching culture and provide ongoing development for their sales teams to improve skills and behaviors.
Effective sales coaching involves ongoing support, reinforcement, and accountability to ensure that new skills are implemented and behaviors are changed.
HIGHLIGHT QUOTES
"The line between a sales professional and a capable con artist is character." - Kelly Riggs
"Sales training, as it is currently practiced, simply doesn't produce the results we're looking for." - Kelly Riggs
"We turn salespeople into product pushers, and it's why customers don't like salespeople." - Kelly Riggs
"You don't build relationships in business the way you do in the real world." - Kelly Riggs
"Closing is overrated. It's about building trust and relationships." - Kelly Riggs
Learn more about Kelly:
LinkedIn: https://www.linkedin.com/in/kriggs/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
http://sellingfromtheheart.net/why-os
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by DB Bedford the CEO and founder of iNeverWorry Consulting a company that specializes in Emotional Intelligence and trains staff and leadership on how to effectively manage their behavior and make better personal decisions to achieve positive results.
DB Bedford discusses the importance of emotional intelligence (EI) in sales. Emotional intelligence is the ability to recognize and manage one's own emotions and the emotions of others. He explains that emotional intelligence allows individuals to feel their emotions without letting them overpower their intelligence.
DB shares his personal journey of transformation from a life of crime to becoming an emotional intelligence coach. He highlights the role of perspective and being present at the moment in reducing worry and anxiety. DB also emphasizes the importance of building rapport and relationships with clients, as well as being intentional about creating positive experiences.
HIGHLIGHT QUOTES
"You have to be intentional about inspiration." - DB Bedford
"I don't have to offer. People want more. They want to know more because they want to stay connected. And I want to stay connected to them. And that's genuine. So I also don't go places where I don't want to be inspired. You know what I mean? So I choose where I go and where I show up. If I decide that I'm part of the conversation, I'm bringing all the light, I'm bringing all the energy." - DB Bedford
Learn more about DB Bedford:
LinkedIn: https://www.linkedin.com/in/db-bedford-324bba4b/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit https://www.sellingfromtheheart.net/ book to pre-order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
http://sellingfromtheheart.net/why-os
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Tim Rohrer, Tim is the author of "Sales Lessons of the World's Greatest Mentor" and an award-winning sales director with over 25 years of experience in sales and sales management. He is a coach, mentor, and consultant who believes in the power of story, personal growth, and building trust in sales.
He shares the story of his mentor, Dick Harlow, and the valuable lessons he learned during his early years in sales. Tim emphasizes the importance of integrity and selling from the heart, focusing on the customer's goals and objectives. He also highlights the significance of mentorship and the impact it can have on a salesperson's success. Tim's book offers 16 lessons from his mentor, providing valuable insights and guidance for sales professionals.
HIGHLIGHT QUOTES
"Selling from the heart means selling with integrity, being transparent, and ensuring that every transaction is a win for both parties."
"Integrity is about doing the right thing because it's the right thing to do."
"The most successful people are the ones who help others."
"You can't rely on someone else to turn your kayak over. You have to write your own kayak."
"Presentation is everything in sales. It's about people buying you and making an emotional connection."
"The way you present your product or service can make a difference in how people feel about it and add value."
Connect with Tim Rohrer at the link below
LinkedIn: https://www.linkedin.com/in/timjmrohrer/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.
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http://sellingfromtheheart.net/why-os
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https://www.workbetternow.com/
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https://authenticsellingchallenge.com/
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In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Ryan Hartle, Ryan is the founder and heart and mind behind Always Better Than Yesterday. He is a heart-centered coach, consultant, and community leader. Ryan is also the host of the Always Better Than Yesterday podcast.
Ryan explains that love is an energy, not just an emotion, and that it is a life source of energy that calls us to serve others. He discusses the concept of heartprint, which refers to our impact on others in every interaction. Ryan encourages leaders to lead from the heart and create a safe and compassionate environment for their team members. He also highlights the importance of self-awareness and self-discovery in connecting with one's own heart and being authentic in sales interactions.
HIGHLIGHT QUOTES
"Selling from the heart comes from wholeness. The people we serve don't lack anything." - Ryan Hartley
"Love is an energy, a life source energy that calls us out of our comfort zone to put others' needs before our own." - Ryan Hartley
"The way you start your day is the way you'll finish your day." - Larry Levine
Connect with Ryan Hartley in the link below
LinkedIn: https://www.linkedin.com/in/ryanhartleyabty/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
http://sellingfromtheheart.net/why-os
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Marc Clausen, a global sales and sales performance strategy coach at IBM, to discuss the importance of coaching in sales leadership. Marc shares his insights on where sales leaders often go wrong in their coaching approach and provides valuable tips on how to be an effective coach. He emphasizes the importance of serving both customers and sales teams and highlights the value of co-creating and collaborating with clients. Marc also introduces the GROW model for coaching and explains how it can help sales managers guide their teams to success.
HIGHLIGHT QUOTES
Marc's definition of selling from the heart - Marc Clausen: “I think you sell from the heart when you know the customer. I think you sell from the heart when they know you. And you've got integrity in the kind of man or woman you are when you show up in their environment.”
Importance of coaching and the need for training for sales managers - Marc Clausen: “I think one of the mistakes that a lot of sales managers make is they do really great cadence calls. They know how to inspect, well, who's the buyer? What's the budget? When's it going to close? Who's your competition? What's their thing look like? And as sales reps feel beat up quite often, they get into the end of the month, the end of the quarter, the end of the year, and they're trying to deliver their sales plan.”
Connect with Marc Clausen in the link below:
LinkedIn: https://www.linkedin.com/in/marcclausen/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart
Please visit WHY INSTITUTE:
http://sellingfromtheheart.net/why-os
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
Check out the 2023 Authentic Selling Challenge:
https://authenticsellingchallenge.com/
Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Stacey Hanke, the author of two books, "Influence Redefined" and "Yes You Can! Everything You Need to Know from A to Z to Influence Others to Take Action." She is an expert in communication and influence, helping individuals enhance their influence and build trust through clear messaging and body language.
Stacey emphasizes the importance of going back to the basics in sales and communication. In a world filled with noise and distractions, it is crucial to focus on warmth, sincerity, and authenticity. Influence is about consistent body language and messaging, as well as the ability to move people to take action long after the interaction has occurred. Hanke encourages sales professionals to seek feedback and record themselves to increase self-awareness and improve their influence. By paying attention to how they show up and being consistent in their personal brand, sales professionals can stand out and build trust with their clients.
HIGHLIGHT QUOTES
What does Selling from the Heart mean? - Stacey: “Selling from the heart is thinking like an athlete, that no matter how great you are, you know, there is always this journey of constant development.”
Discussion on the meaning of influence in sales - Stacey: “When I work with sales professionals, I keep telling them, you can't turn this on and turn it off. Right. It's the consistency of that. Body language and messaging, whether you're on the screen, whether you're in person or social media. That's one side of it. Darryl the other side is that you have this ability to move people to take action long after the interaction has occurred. I think there's one thing that the three of us have in common, and we have common with your followers, is influence doesn't necessarily happen in the first interaction, but it's a series of how people experience you that are consistent every time. That consistency, to me, is key, especially now more than ever, because I see my clients show up a certain way on Zoom, and then I'll meet them in person, and I'm thinking, okay, that's not the same. That's different.”
Connect with Stacey and check her work in the links below:
LinkedIn: https://www.linkedin.com/in/staceyhanke/
Website: https://staceyhankeinc.com/
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
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Please go to WORKBETTERNOW.COM
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here
In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Joanne Black, America's leading authority on referral selling and the founder of No More Cold Calling. She helps salespeople, sales teams, and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time.
Joanne discusses the importance of referral selling. She shares her insights on how salespeople can build and leverage their referral networks to create a sustainable and successful sales career. She also emphasizes the need for authenticity in sales and the importance of putting the client first.
HIGHLIGHT QUOTES
The importance of asking for referrals - Joanne: "Because as salespeople we have the relationships and when we've closed a deal, we've talked to more than one person. Typically, yes, right. And we know when we've clicked with people, it's not everybody, but I imagine there must be three or four people that we've connected with during the buying process. All those people we can ask and they're glad to help, they just don't know what to do."
Connect with Joanne and check her work in the links below:
LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/
No More Cold Calling: https://www.nomorecoldcalling.com/
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
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In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Paul Caffrey, the co-author of the book "Work Before The Work: The Hidden Habits of Elite Sales Professionals That They Use to Outperform the Competition." Paul has spent the past 14 years mastering the sales profession and is trusted by some of the world's biggest brands and most innovative scale-up tech companies.
Paul shares his insights on sales preparation and how it can help sales professionals outperform their competition. He discusses the importance of developing a growth mindset, setting goals, and planning your day. Paul also shares his thoughts on the role of authenticity in sales and how it can help build trust with customers. Additionally, he discusses the six habits that elite sales professionals use to achieve success.
HIGHLIGHT QUOTES
Importance of clarity in sales - Paul: "You have to speak about outcomes. You need to be that visionary to bring people along with you. But if you're not clear on what you expect and how you expect it to be done, can you prospect and find some opportunities or can you work that territory that means a hundred different things to a hundred different people, And again, yes, specificity, it just means that you're able to then row in the right direction.”
Connect with Paul and get his book:
LinkedIn: https://www.linkedin.com/in/paulcaffrey/
Book: https://www.amazon.com/Work-Before-Professionals-Outperform-Competition/dp/1774583003/
Claim one of 10 copies of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition".
Paul M. Caffrey has also offered listeners of the Selling from the Heart podcast 1:1 coaching with incredible output, a personalized report to improve how you sell along with guidance on how to advance your career. Be quick as there is limited availability!! Both are available at this special link: https://www.paulcaffrey.com/heart
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
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HIGHLIGHT QUOTES
What does it mean to sell from the heart? - Larry: "It depends on what's in your heart, again, goes back to how your authentic self sells you. You have to be willing to do the inner work when you uncover who your true self is when you uncover what's in your heart, amazing things start to happen. But it's just how you can connect and how you can relate to people."
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
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Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Don Barden, Author of The Perfect Plan. You never know who can help you so the mindset of helping is a powerful thing to have.
Don and our host duo talk about the book and the simple things that the one percent do that make a difference. He talks about becoming a steward and thinking about serving your client instead of focusing on your own sales. With this mindset, you'll be rewarded a thousandfold because you're giving and giving.
HIGHLIGHT QUOTES
Understand that your interactions will end so always be present - Don: "I can't be a transactional guy. I've got to be a good steward who's here to serve and cherish every moment I've got with this client. That little mindset tweak that you make, the client can feel it. When they know that you're there for them, they can look back with enormous amounts of gratitude."
Connect with Don and get his book:
LinkedIn | Website
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
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Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature David Newman, Author of Do It! Selling. He talks about getting a 'selling from the heart' experience as a prospect and how these experiences should be something we should also take note of as sellers.
David dives deep into why there's such a hesitation in the prospecting process and how Do It! Selling attempts to address that and improve performance overall. If you approach it with complete integrity, transparency, and maturity, you're set up for success.
HIGHLIGHT QUOTES
They will buy if you are selling with complete alignment with who you are - David: "You can have the world's greatest tips, tactics, techniques, and if your come-from is not from the right place, you will never ever make a sale. On the other hand, you could be human, you could fumble, you could stutter, you could say the wrong thing at the wrong time, if your come from is 100% genuine, heart-centered, and real, doesn't matter what you say."
Connect with David and get his book:
LinkedIn | Website
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
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Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Bernadette McClelland, The Story Strategist and Founder of the StorySelling Philosophy. She is also the author of Shift and Disrupt. Storytelling is the oldest form of communication. Her StorySelling Philosophy is a unique model that takes sales conversations deeper.
The framework consists of 3 interconnected circles: Connection, Conversation, and Conversion. The magic happens at the intersection of these 3. Bernadette unpacks the internal stories that affect salespeople's performance: Identity, Authority, and Money. She explains that the outcomes for each one of these stories are being enough, demonstrating expertise, and expressing value.
HIGHLIGHT QUOTES
Find the intersection between connection, conversation, and conversion - Bernadette: "When you do get to the right level of connection, you need to have the right depth of conversation. When you can get to the right level of connection and your conversations are the right depth, then your conversions will accelerate. So that's not rocket science."
"So that's connection, conversation, and conversion. But where the magic happens is at the intersections. So the first intersection are the internal stories. They are the stories you tell yourself about the buyer. The external stories, the second intersection, are the stories you tell your buyer."
"And the third intersection are what I call the essential stories, and they are the stories you must elicit from your buyer. And they are the stories that are so often missed."
Connect with Bernadette and get her book.
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
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Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Jim Packard and George Campbell, the co-authors of The Consistency Chain. How people make decisions can be drastically different from one person to the next.
Only 20% of people make decisions using their prefrontal cortex, the executive function part of the brain, while the rest of the 80% use their primal ventral striatum which makes decisions based on whether it is easy, safe, and pleasurable.
The trick is to lean into this. Do things today to create a relentlessly consistent string of wins every single day. The only rule is to not break the chain and, to help this, all you have to do is look at your daily progress. The satisfaction of knowing you are consistent is the reward itself!
HIGHLIGHT QUOTES
A vast majority of people make decisions based only on 3 factors - George: "80% of us, people like me, tend to make decisions in the ventral striatum which is a much more primal part of the brain that makes decisions based on is it easy, is it safe, is it pleasurable. This is where consistency goes to die because consistency is none of those 3 things."
Do NOT break your consistency chain - George: "Every single day, we're putting another link on and the goal is so simple: just don't break the chain. I can take all of the stuff that I want to do and I can boil it down into this one action, and then when I put that mark on the calendar that day, that's my satisfaction."
Connect with Jim and George and get their book:
George Campbell | Jim Packard
Website | Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.
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Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
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Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Stacey Hall, the author of Selling from Your Comfort Zone and founder of Success with Stacey Hall. Being comfortable does not mean being lazy. It means you sell in alignment with your values, experiences, and products without needing to be assertive.
Sales professionals are always told to be prepared for no. But what if we instead enter conversations with the intention of getting a yes? Stacey talks about changing the mindset and expecting good things to happen rather than objections. A foundation of trust is created when you offer valuable content and engage clients about their needs and challenges.
HIGHLIGHT QUOTES
Ask, don't tell, and build an authentic relationship - Stacey: "I'm asking questions. I'm not telling anything. I'm not prepared to tell anything. I'm prepared to know what my service or my product actually does and what problems it solves that I'm prepared for."
"But in the conversation, I'm not prepared to tell that. I'm prepared to sit and listen and ask questions that help me identify does this person need what I've got back here? The more I'm asking, the more they're telling."
Sell by being aligned with your values, products, and clients - Stacey: "The Alignment Marketing Formula that I teach is how to be in alignment with yourself, with your products, with your clients, how to believe in that alignment so you don't have to be pushy and spammy."
"You can just stand in confidence. And then how to take consistent action every day towards building an audience, engaging an audience, getting your audience to trust you, and then making your offers."
Connect with Stacey and get her book:
LinkedIn | Website
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
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Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Oakland McCulloch, a retired lieutenant colonel and the author of Your Leadership Legacy. Taking from 40 years of leadership, Oakland zeroes in on taking care of people as the number one priority of every organization.
He emphasizes that a culture of trust starts with servant leadership, and you can start this by bridging the professional and personal gap to forge trust with your team. Oakland also points out that leadership development does not happen by accident and how self-discipline is one of the biggest characteristics of leaders.
HIGHLIGHT QUOTES
Everything cascades from taking care of your people - Oakland: "People will always tell me when I tell them about it's not about you, and they say well, Oak, I really want my next promotion and I want my next pay raise."
"And I said, you're going to get it. If you take care of people, they are better, which then makes your organization better, which then makes you better, which means you're going to get your promotion."
Developing new leaders has a twofold benefit - Oakland: "Leadership development doesn't happen by accident. You have to develop a plan in your organization that is developing that next generation of leaders. And here's what I tell people, you get two benefits."
"Not only are you getting better leaders, which then again gives you a better company and more profit if that's the bottomline that you're really looking for, but you also give people in your organization the ability to move up, which then helps their motivation."
Connect with Oakland and get his book:
LinkedIn | Website
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
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Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Brad Adams, a dynamic and engaging speaker, trainer, and coach who helps clients transform their organizations and accelerate revenue growth. Darrell shares the analogy of "slowing down to speed up" and this captures what Brad says about investing in people.
If leaders want their sales reps to improve their relationship selling with their ideal clients, then they have to model how to invest in people to their sales reps. Coaching requires a significant time investment but the payoff translates to better relationships, retention, and results.
HIGHLIGHT QUOTES
Avoid being transactional and invest in your people instead - Brad: "When you just tell people what to do, it's almost like a salesperson being very transactionally-minded with their clients. You're being a transactional-minded leader when you're telling people what to do versus spending that extra time guiding them, provoking them, asking them very profound questions to get them to the realization that maybe they can do things a better way."
Make the time investment to coach reps on relationship selling - Brad: "We don't do coaching as leaders because it's really hard and it's really time-consuming, but yet if we were to do that, we would mold the person into being a better relationship seller."
Connect with Brad:
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
SUBSCRIBE to our YOUTUBE CHANNEL!
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
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Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they chat with Justin Clark, the Vice President of Business Development at EVI Industries. When you have a genuine care for customers, whether they receive your good intentions or not, the outcome of your relationship does not matter.
Being real flows as well when you are a leader at the helm of a sales team. Justin shares how he took feedback and how this improved his relationships, and how "confident uncertainty" became their rallying cry through COVID. Justin also emphasizes the need for white space to develop genuine interactions with teams.
HIGHLIGHT QUOTES
How to draw the line with too much authenticity - Justin: "We don't give our pearls to swine, meaning we don't have to tell everyone all of the best things that we have in our life. However, connecting with our team so they recognize what's going on with you as a person in general."
Gain credibility with one-on-ones with your team - Justin: "Don't miss them, don't constantly reschedule them, don't make them they need to be important for the team but you are so busy that you're constantly—they need to be on your calendar and truly important or don't have them because that credibility that you're hoping to gain will go out the window."
Be-Do-Have is the secret to getting what you want - Justin: "In The Strangest Secret, since 1950, pre-podcast, they're talking about Earl Nightingale, we are what we think about. So Be-Do-Have. If you want to be it, start doing it, and before you know it, I promise you, you will have it."
Connect with Justin and get his ebook:
LinkedIn | Website
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Selling from the Heart Experience tickets available HERE
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
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Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Bret Barrie, the National Director of Corporate Accounts at Urgo Medical North America, as well as the author of The Selling Edge and Promoted. Transitioning from individual contributor to sales leader is not a clear-cut process.
It takes nuance and Bret shares the 3 things you need to be successful: build your personal brand, have career-oriented discussions with the higher-ups, and develop a career roadmap. Not only can this drive your career forward, but it also shows that you care enough to want leadership. The trio also shares their sales manager nightmare stories that all sales reps can relate to!
HIGHLIGHT QUOTES
Be intentional about building your personal brand - Bret: "Really be mindful of how you're acting and how that's being perceived by those above you, especially senior leaders. You're going to want their endorsement for a job at some point if want to go that path."
Take the initiative to have career-oriented discussions with your leaders - Bret: "Once you do determine that this is the route you want to go, you need to let your manager know, whether it's in a one-on-one meeting, I think annual reviews and midyear reviews, these are great times to engage in career-oriented discussions."
A career roadmap reveals the steps you need to take to become a leader - Bret: "Build out a career roadmap and you can almost do a gap analysis on yourself to identify what are you going to have to do in the next job? What are the skills that are required? And how do you get that experience?"
Connect with Bret and get his books:
LinkedIn | Website | Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Selling from the Heart Experience tickets available HERE
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
Check out the 2023 Authentic Selling Challenge
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Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they chat with Dan Dominguez, the Chief Growth Officer at the WHY Institute. Selling from the heart is all about being authentic to your prospects and clients.
Dan shares his thoughts on the indicators that show you are successful in selling from the heart. Conversations that flow naturally are the start of great relationships, and even if you are not a good fit today, that relationship keeps you top of your mind for future opportunities.
Dan’s favorite thing to ask is what gets you excited today? This works externally with clients but also internally with your sales team. Knowing a person's WHY OS provides insight into what is important to them, their strengths, and how you can most effectively work with them to reach common goals.
HIGHLIGHT QUOTES
Aim to start a relationship, not close a sale - Dan: "When we're having a great sales conversation with either a prospect or a current client, that conversation just flows and at the end when you get to the part as Mark Hunter likes to say when you get to start the relationship, not close the sale when you get to the start of the relationship, it's almost like, hey, how do we get started?"
Each team member has different strengths that leaders need to figure out - Dan: "You've got a sales leader and he's got all different kinds of people on his or her team, and they've got to figure out okay, what are their strengths? And you talk to each of them differently. So you're going to talk to Larry differently than you're going to talk to Darrell."
Connect with Dan:
LinkedIn | Email
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Selling from the Heart Experience tickets available HERE
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Amy Franko, a sales leader who built a successful B2B career with IBM and Lenovo before pivoting to entrepreneurship with a focus on sales consulting, training, and leadership excellence. Amy is also the author of The Modern Seller.
Amy's insight on selling from the heart is centered on sincerity and substance. Not only must salespeople be genuinely consultative to help clients make decisions, but they must also be able to "bring the goods" and have the business acumen that allows them to make smart recommendations. Amy also provides suggestions so sellers can determine if their approach is actually consultative.
HIGHLIGHT QUOTES
Consensus building does not mean agreement, it's a compromise - Amy: "The idea of consensus building, and the consensus isn't necessarily 100% agreement. You have a room of 5, 8, 10 people that are involved in maybe a very complex opportunity, the odds of every single one of them agreeing on everything is really small."
"There are tradeoffs that have to happen or maybe some difficult conversations and we as a sales professional or sales leader in that conversation, we can actually guide that and help them to have those conversations and make those tradeoffs so they can get to a point where they could make a decision."
Create a question bank before every sales conversation - Amy: "Before you get every conversation, having that mindset of how can I best help the customer, how can I best serve the customer? The great question is an excellent place to start and I often encourage my clients to create a question bank. You only need maybe 3 or 4 questions to go into any sales conversation. They have to be the right questions, but that type of individual prep."
Connect with Amy and get The Modern Seller:
Amy Franko | Website | Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Selling from the Heart Experience tickets available HERE
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they have a chat with Andrea Waltz and Richard Fenton, the authors of Go for No! Yes Is the Destination, No Is How You Get There, and their latest book, When They Say No.
Salespeople need to understand that you need to be willing to hear no before you hear yes and that the more you hear no, the more you will hear yes as well. Andrea and Richard give actionable advice for when you do hear no, like learning to really listen and becoming curious enough to ask prospects why they said no.
They share their message about the fear of rejection and how to move through the sting and the panic it causes, which is really just a natural biological response. Andrea advises salespeople to change their stake when feeling down, while Richard gives tips in separating a personal no from a professional no.
HIGHLIGHT QUOTES
When you feel deflated from rejection, change your stake - Andrea: "So the two keys to changing your stake; one is, and Tony Robbins talks about this, it's movement. It's just changing your environment. You do need to get up, you need to move, and you need to get the endorphins going for a walk, taking the dog out, going to the gym, as soon as you possibly can. And the second one is music, or watching a funny video."
Sometimes "no" is simply due to a customer's preference - Richard: "Our natural reaction is to take it personally. And the reason is that most people, when they hear the word no, they have this assumption that they have been rejected, not the product, not the service, that they personally have been rejected."
Connect with Andrea and Richard and get When They Say No:
Andrea Waltz| Richard Fenton| Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 2100.
Selling from the Heart Experience tickets available HERE
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Sharon Lechter, a celebrated keynote speaker, co-author of the international bestseller Rich Dad Poor Dad, and author of Three Feet From Gold, among many other achievements.
Today, Sharon shares the Personal Success Equation and its different elements, as well as the story behind how she brought new life to the fundamental teachings of Napoleon Hill in Think and Grow Rich and Outwitting the Devil. She advises sales professionals on how to prioritize their financial foundation to really break through and become rich.
Stay tuned as Sharon shares her upcoming book How Money Works for Women, which tackles the financial challenges that women face.
HIGHLIGHT QUOTES
The personal success equation explained - Sharon: "Passion plus talent times association, really knowing that you have driving forces and you're doing it together, and then times A, taking action. How many times do we know what we're supposed to do, we just don't do it? Anybody busted? I think so"
"And then the last element is plus F, which is faith. Faith and confidence in yourself, faith that what you're doing is needed and necessary. Faith that you will succeed. And when you combine that together, you'll see, you'll find the element that might need a little work in your life."
Become rich by investing in yourself - Sharon: "There's a phrase that's coined called HENRI, High Earner Not Rich Yet. So many people, whether you're in real estate or car sales, whatever sales profession you're in, pay attention to the money when it comes in and how are you letting it go away, or are you reinvesting it in yourself and in your future? because the more you reinvest in yourself, the more comfortable and consistent you are in your own personal financial health."
Connect with Sharon and get her truly inspiring books:
LinkedIn | Website | Amazon | Email
Get your Personal Success Equation HERE.
Learn more about Darrell and Larry:
Darrell | Larry | Website
Got a video about how you sell from the heart? Share it by texting VIDEO to 2100.
Selling from the Heart Experience tickets available HERE
Please visit WHYINSTITUTE.COM
Please go to WORKBETTERNOW.COM
Click for your Daily Dose of Inspiration
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Dr. Gary Sanchez, an international speaker, author, a dentist for over 3 decades, and an inventor who discovered the 9 WHYs and developed the WHY Operating System (WHY.os).
He is known as Dr. WHY and he is the founder of the WHY Institute, who also developed the WHY Discovery Tool. He shares that knowing your why attracts the people you want to do business with because they believe what you believe too.
Gary discovered that there are just 9 WHYs that drive us, and if you find yours, then you can start connecting with people on that level, create trust, and you guessed it, sell from the heart. Find out more about the WHY.os and how you can start articulating your beliefs so your prospects will choose you!
HIGHLIGHT QUOTES
Align your heart, head, and hands to sell authentically - Gary: "It goes back to some of the things we did in my dental practice, which we talked about; head, heart, and hands, right? If they're all in alignment, then it will feel right emotionally, it will feel right. But one of the things that are always important to me is the sequence. The sequence in that we think about things. So I wonder if the head, heart, and hands are in the right sequence. Should it be heart, head, or hands? If it feels right and then you know it's right, then you're going to do right."
Sell to people with the same beliefs, but know what you believe first - Gary: "I started talking about what we believe. When you start with I believe, that connects to the limbic brain of the other person. And then they can say “yeah, that's what I believe”. I'm in, Or No, that's what I don't believe, I'm out, which is also okay. Have you guys ever had a bad client? Yeah. And what is that like? How much fun is that? None at all. They don't believe what you believe, so that's why that's so valuable. And if you're in sales, being able to articulate what you believe is so powerful to attracting the right people to you."
Connect with Gary:
LinkedIn | Website
Learn more about Darrell and Larry:
Darrell | Larry | Website
Selling from the Heart Experience tickets available HERE
Please visit WHYINSTITUTE.COM
Click for your Daily Dose of Inspiration
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Sean Litvak, the bestselling author of Proverbs For Leadership. Today, Sean talks about putting the needs of the customer before a seller's need to close and coaching people to their strengths.
Sean also discusses the thoughtful consideration of feedback and how to give and receive feedback that is based on a desire to improve rather than prescribe to others what is right. He also coaches on self-sabotage, promoting a healthy lifestyle, removing what discourages, and keeping what encourages in your life.
HIGHLIGHT QUOTES
Learn to like feedback to provide compassionate feedback yourself - Sean: "Over time, looking at feedback examples of my peers, looking at feedback examples in the Bible, looking at feedback examples in my personal life, I realized that I was missing the boat if I did not embrace feedback. And here's the punchline to it, allowing myself, changing myself to desire and like, dare I say, feedback, I became much better at giving people feedback in a more compassionate, kind way as opposed to just the facts, now go do it."
Eliminate what discourages you to remove self-sabotage - Sean: "There's various types of self-sabotage and I'll tell you the first thing that people need to do, in my opinion, is sit down and write down everything that they read, listen to, and watch, and after you have that list, and I don't go over this in the book but this is what I've done is made a list of it and then look at it and say, okay, what here encourages me and what discourages me?"
Connect with Sean and get his book:
LinkedIn | Website | Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Check out the Selling from the Heart EXPERIENCE
Please visit WHYINSTITUTE.COM
Click for your Daily Dose of Inspiration
Get your Insiders Group FREE PASS here
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature bestselling author Jon Gordon, whose principles are utilized by Fortune 500 companies, athletes, and sales professionals all over the world.
Jon gives his insights on how selling from the heart means loving your clients and making a difference in their lives. He is convinced that to be great, you have to serve others and care more. And as love is the highest frequency, Jon explains how tuning in to love creates a connection with your customer that lasts a lifetime.
As for the science behind selling from the heart, Jon shares the wild research that shows that a powerful and vulnerable conversation between you and a client, or you and a trusted friend, synchronizes your heartbeats. He also advises sales leaders to transform their cultures of fear to alleviate the pervading loneliness in sales.
HIGHLIGHT QUOTES
A powerful conversation synchronizes two hearts - Jon: "When you and I are having a really great conversation, like even right now, and we're having a powerful connection and you and maybe a client are sitting there, you and a friend are sitting there talking and you're being vulnerable, when that happens, research from HeartMath shows there's actually a synchronization that happens."
The difference between average and greatness is care - Jon: "The best athletes I work with, they care more about their craft, they care more about their team, they care more about getting better. The best salespeople care more about their clients, they care more about their product, they're passionate, they have purpose, and they're also on a mission. They're not just here to walk through the motions."
Connect with Jon:
LinkedIn | Website | Instagram | Twitter
Learn more about Darrell and Larry:
Darrell | Larry | Website
Check out the Selling from the Heart EXPERIENCE
Please Visit WHYINSTITUTE.COM
Click for your Daily Dose of Inspiration
Get your Insiders Group FREE PASS here
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature sales performance expert Dave Kurlan, Founder of Objective Management Group, best-selling author, award-winning blogger, and columnist at Top Sales Magazine.
He shares that passion and a consultative approach differentiate sellers, and how qualifying sets apart the top 5% from the bottom 50% by a very wide margin. Dave emphasizes that relationship-building (and doing it well!) are the cures to commission breath and happy ears.
He talks about the other sales competencies as well, such as responsibility over your results, and gives tips to sales leaders about becoming better judges of character to become better hiring managers.
HIGHLIGHT QUOTES
A consultative approach differentiates sellers today - Dave: "The ability to differentiate is front and center and differentiation come from their ability to take a consultative approach and consultative selling, whatever form of it you're using, but let's narrow it down to the ability to effectively listen and ask great questions. That is the lowest-scoring competency out of the 21 that we measure at Objective Management."
Sellers that take responsibility can be coached to become even better - Dave: "When they rationalize, there's nothing we can do as coaches and trainers and managers to make them any better because they haven't accepted that they need to be better. But if they use the thumb, they say it was me, it was my fault, I take responsibility, then we can start coaching. That's an invitation to ask 'so what could you have done differently?'"
Connect with Dave:
LinkedIn |Blog | Email
Learn more about Darrell and Larry:
Darrell | Larry | Website
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature Ancil Lea, a healthcare software technology industry veteran of over 35 years who has helped startups gain market share with his relationships and strategies.
He is the author of Common Grounds 2, the latest in a series, and he talks about achieving monumental things by making the first step. He highlights how being authentic is the correct way to sell and shares how a coffee shop is the best backdrop for creating lasting relationships.
HIGHLIGHT QUOTES
Curiosity, care, and comfort are business secrets - Larry: "When you bring curiosity to the forefront when you show that you care, there's a level of comfort that starts to happen. And when that level of comfort starts to happen, I firmly believe that's when people start opening up. And I often refer to these as business secrets. When you bring curiosity, and when you bring care and you bring comfort just watch what starts to happen to the amounts of information you start to learn."
Start small by taking an action towards your goal - Ancil: "Starting small is, you know, everyone wants to do something big. But how do you get there? You really get there by making one small step. It's just taking action, doing something."
Connect with Ancil:
LinkedIn | Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature Kimberly Wiefling, a serial entrepreneur, founder of Wiefling Consulting, and author of Scrappy Project Management who is known for her authentically scrappy style.
Companies must engage people in a mission that matters, a purpose beyond profit. This reflects in levels of employee engagement and it also shows in how clients relate back to you. Kimberly shares her own experience in providing value first, creating safe spaces to connect meaningfully, and listening generously.
HIGHLIGHT QUOTES
High employee engagement has no downsides - Kimberly: "Employee engagement is tied to sales, revenue, profit, and customer satisfaction. You know, all kinds of good metrics get better when you have high engagement. All kinds of bad metrics get better when you have high engagement. There's no downside to being highly engaged and having a wonderful group of work people who love to come to work in the morning."
Re-humanize sales by making meaningful connections - Kimberly: "People need to understand that we are human beings first, and you cannot separate your personal and your professional life no matter how many of us have been taught that during our careers. It is about building relationships, building psychological safety, and building trust, and that is the foundation of selling from the heart and every other meaningful connection to our clients."
Connect with Kimberly and get her book:
LinkedIn | Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Check out the 2023 Authentic Selling Challenge
Get your Insiders Group FREE PASS here
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature Helen Fanucci, an MIT-trained engineer who manages teams responsible for billions of dollars in quota. She developed the Love Your Team system of sales management, as well as wrote a book, and hosts a podcast with the same name.
Helen shares how to love your team and your customer and why this is the superior business choice. Sales nowadays emphasize relationships and loving the people you work with builds the trust that these relationships need to thrive. With hybrid working being the norm, Helen also talks about creating connections virtually and how to retain your top talent.
HIGHLIGHT QUOTES
Loving your team translates to superior business results - Helen: "This is not a kumbaya thing either because it's also about delivering business results. And I found over the years that if I'm supporting my team and loving my team, I deliver superior results versus just business, business, business. You know, what have you done for me lately, that doesn't cut it and it's demotivating."
3/4 of the quota is the financial cost of losing your top seller - Helen: "Day one of the fiscal year, your top seller leaves. Let's say, for round numbers, they have a million-dollar quota. So it takes three months to replace them, that's 250K of quota not attained. It takes another six months for them to get up to full speed, and that is if that replacement seller works out. And if not, you're back to square one. So that's kind of the fast math in terms of thinking about, okay, it is a crucial skill for managers to be able to retain talent."
Connect with Helen and get her book:
LinkedIn | Website | Amazon
Learn more about Darrell and Larry:
Darrell | Larry | Website
Check out the 2023 Authentic Selling Challenge
Welcome to the new format of the Selling from the Heart podcast with your hosts Darrell Amy and Larry Levine. Today, they feature Keith Lubner, Chief Business Strategist at Sales Gravy. Like Darrel and Larry, Keith is fanatical about developing relationships with people who share his values.
Keith also shares his insights on mastering the basics to weather any downturn and his thoughts on the number 1 skill sales professionals need in 2023 and beyond: time management. He also comments on radical consistency and showing up ready to genuinely help and create meaningful connections.
HIGHLIGHT QUOTES
No matter the economic situation, the basics will make you win - Keith: "Get back to the basics because the basics always, always win. Look at all the sports teams out there, the ones that win championships. Every single one of them, they do the basics really well if you analyze it. Football teams, they're doing the blocking and tackling really well and they're not getting penalties. They're running the routes really well. The simple things. The basics."
Emotional and people discipline are essential to sell from the heart - Keith: "It's emotional discipline and it's people discipline. And they forget about those and what happens is you start running people over. And what you have to remember... it's a dual process in sales. You have to be outcome-focused and driven to put something to the pipeline but you also have to be relationship-focused as well."
Connect with Keith:
LinkedIn | Website
Learn more about Darrell, Larry, and Selling from the Heart:
Darrell | Larry | Website
There are times in your sales career when you hit a wall and the questions come. What am I doing? What is this all about? Who am I? These questions came to the surface with our friend, Carrie McCann. In the middle of a highly successful sales career she began to ask questions. Today you'll be inspired as you hear her story. You'll leave with some great ideas. More importantly, you'll leave with some powerful questions.
Get ready to be inspired! Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com
Get ready to embrace the power of gratitude! Elizabeth Cottrell is on a mission to catalyze a movement of heart-spoken notes of gratitude and encouragement. She is the author of Heart Spoken: How To Write Notes That Connect, Comfort, Encourage, and Inspire. In this conversation you will be challenged and coached on how to develop a habit of sending personalized notes to your clients, prospects, coworkers, suppliers, and friends. Find additional ideas and resources on Elizabeth's website at www.heartspoken.com.
Want to send a personalized card? Check out https:www.sendoutcards.com/u/fromtheheartcards. Send your first card for free.
Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com.
Ethics are at the core of an authentic sales professional. You're going to enjoy this conversation with Jonason Goldson as he coaches us on the importance of ethics in sales. We'll explore how to build trust as you get clear on your values. You'll be challenged as we talk about how to avoid ethical blindspots.
Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com.
There are many parallels between high-performance athletes and high-performance sales professionals. Our new friend, J.R. Butler, brings real-world insight from the intersection of athletic and sales performance. In this powerful conversation, you'll learn the difference between someone that has plays at sales and a true sales professional. You'll be inspired to take action around the 3 P's of sales success.
Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com.
Sales professionals are entrepreneurs. We are continually asked to innovate, figuring out how to uncover relevant problems and motivate change. Bob Moesta's career has been at the center of innovation. The ideas from his new book, Learning to Build: The 5 Bedrock Skills of Innovators and Entrepreneurs, are profoundly relevant to sales. Grab a pen and a notepad and get ready to learn five ideas (plus one bonus one at the end) that will positively impact your ability to sell--especially in these challenging times!
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover brings us insight from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
Of course we all want to win the deal. However, our friend, Casey Jacox, believes that the most important thing is to win the relationship first. He's the author of WIN the RELATIONSHIP, not the DEAL: Six Common Sense Strategies to Succeed in Life & Business. In this conversation you'll discover the power of winning the relationship. You'll discover a helpful formula. And you'll learn the two things that many salespeople miss when it comes to relationship building.
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
What if the biggest competitor isn't the status quo but actually your prospect's inability to make a decision? Matt Dixon, co-author of The Challenger Sale, The Challenger Customer, and the new book, The JOLT Effect, shares an insightful conversation about how customers overcome indecision.
If you have deals stuck in the pipeline, you'll appreciate the ideas in this conversation! Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: https://www.sellingfromtheheart.net/free-pass
If you want to up your sales game you have to listen to this conversation. Our new friend, Douglas Cole, unpacks three game-changing concepts from his new book. The Sales MBA: How To Influence Corporate Buyers. You'll discover powerful ideas to engage the c-suite and build momentum for change.
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
Get ready to be inspired! Our guest, Kathryn Ford is the Founder and CEO of Excellence Institute. She helps high-achieving women live with an abundance of health, wealth and love. Her personal journey is one of tragedy to triumph and today she teaches women how to live wealthy from the inside out, no matter what they have been through or are currently facing. You're going to love this conversation about the power of bringing love and authenticity into our client relationships.
It's time to plan your Sales Kickoff. Why not do something different this year? Learn about how you can bring purpose and inspiration into your SKO with Discover Your WHY. www.sellingfromtheheart.net/kickoffs.
The wonderful profession of sales has many highs. It also has a lot of lows. What do you do when things fall apart? Our friend, A.J. MacQuarrie, author of the new book, Craft Your Comeback, discovered a powerful concept out of the lowest points in his life. In this conversation, you’ll learn about how to “take the PILL” to come back strong. This conversation is raw, authentic, and full of powerful strategies you can use to bounce back strong from big and small failures.
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
What does it take to get into the top 1% in sales? Cynthia Barnes, Founder and CEO of the National Association of Women Sales Professionals, believes that the key is our mindset. In this episode you will discover the key aspects of the top 1% mindset. You'll also learn why you need to raise your goals. Get ready to be inspired!
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson and Special Guest: Holly Dowling to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com/.
Whether you are a sales leader or a sales professional, you are going to be inspired by this conversation with our friend, Holly Dowling. You will discover how compassion leads to a deeper connection, stronger performance, and higher loyalty. It's hard to sum up this conversation in a short description. Dive into this episode and you'll appreciate both the powerful concepts and the heart behind them.
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
As sales professionals and leaders we need grit to keep persevering. Laurie Sudbrink, author of Leading With GRIT, joins us to give an authentic perspective on what it takes to build and sustain GRIT: Generosity, Respect, Integrity, and Truth. Get ready to take some notes and do some honest self-reflection as you get coached by one of the masters! You can take her GRIT self-assessment online by clicking here.
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
As sales professionals and leaders we need grit to keep persevering. Laurie Sudbrink, author of Leading With GRIT, joins us to give an authentic perspective on what it takes to build and sustain GRIT: Generosity, Respect, Integrity, and Truth. Get ready to take some notes and do some honest self-reflection as you get coached by one of the masters! You can take her GRIT self-assessment online by clicking here.
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
Without trust, it becomes nearly impossible to succeed in sales. Today you are going to get a fresh take on trust from our friend, Simon Hares. From his popular 2022 Trust Building Challenge session, Simon shares what trust means to him. You'll discover powerful ways to build trust. Make sure to see the grand finale with the index cards at the end. (You might want to watch this segment on YouTube!)
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson and our special guest: Holly Dowling! This will be a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
I think we can all agree with the statement, "People buy from people." Today's guest, Roderick Jefferson, believes that success and fulfillment in sales happens when we show up as real people with our authentic self. Just wait until you hear Roderick's story of what's happened since he was last on the podcast. You'll discover what he has learned and leave with practical action items that will inspire and motivate you to do some powerful deep work.
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson and Special Guest: Holly Dowling to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
Every top-performing professional in the sports world has a coach. Our head coach, Jackie Joy, joins us in the studio to explore why sales professionals and sales leaders should consider getting a coach to improve results and fulfillment. You’ll discover the power of coaching. Sales leaders will also discover ideas on how they can create a coaching culture in their teams.
Want to discover new ways to build trust with prospects and clients? Join us next week for the 2022 Trust Building Challenge, September 12-16 at 12pm Eastern each day. You’ll be coached by a powerful team of thought leaders. Learn more and register at www.trustbuildingchallenge.com.
Hiring salespeople is the hardest hiring task for many companies. Sales leadership expert, Nigel Green, shares three reasons companies make poor hiring decisions. Nigel also shares strategies to ensure you build a solid sales team. You’ll also learn about a powerful new resource, Hiring Salespeople which you can access by clicking here.
Want to discover new ways to build trust with prospects and clients? Join us for the 2022 Trust Building Challenge, September 12-16 at 12 pm Eastern each day. You’ll be coached by a powerful team of thought leaders. Learn more and register at www.trustbuildingchallenge.com.
Hiring salespeople is the hardest hiring task for many companies. Sales leadership expert, Nigel Green, shares three reasons companies make poor hiring decisions. Nigel also shares strategies to ensure you build a solid sales team. You’ll also learn about a powerful new resource, Hiring Salespeople which you can access by clicking here.
Want to discover new ways to build trust with prospects and clients? Join us for the 2022 Trust Building Challenge, September 12-16 at 12 pm Eastern each day. You’ll be coached by a powerful team of thought leaders. Learn more and register at www.trustbuildingchallenge.com.
If you like Selling From the Heart you're going to enjoy this conversation with Jason Marc Campbell, author of Selling With Love. The opposite of love is fear. In this conversation, you'll discover the three types of fear that happen throughout a sales career. You'll learn how to overcome these fears as you meet Jason, a true kindred spirit.
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com
If you like Selling From the Heart you're going to enjoy this conversation with Jason Marc Campbell, author of Selling With Love. The opposite of love is fear. In this conversation, you'll discover the three types of fear that happen throughout a sales career. You'll learn how to overcome these fears as you meet Jason, a true kindred spirit.
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com
How do you create value as a sales professional? Our friend, Anthony Iannarino believes that sales conversation is the only vehicle you have for value creation. In this episode, you'll discover the type of conversation that adds value. You will discover the power of being one-up as you deeply care about your prospects and the results they achieve.
Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
If we are honest with ourselves, most of us have some level of sales avoidance that holds us back. Today Annie P. Ruggles coaches us on how to identify the negative sales stories that plague us. You’ll learn how to identify these stories and replace them with positive stories. The practical ideas in this episode will help you sell from the heart!
Sales leaders, don’t miss out on the Breakthrough Sales Leaders Retreat coming October 20. Larry and Darrell will be joined by Dave Sanderson to bring you the mindset, skillset, and toolset to breakthrough to the next level of sales results. Learn more at www.breakthroughsalesretreat.com
If we are honest with ourselves, most of us have some level of sales avoidance that holds us back. Today Annie P. Ruggles coaches us on how to identify the negative sales stories that plague us. You’ll learn how to identify these stories and replace them with positive stories. The practical ideas in this episode will help you sell from the heart!
Sales leaders, don’t miss out on the Breakthrough Sales Leaders Retreat coming October 20. Larry and Darrell will be joined by Dave Sanderson to bring you the mindset, skillset, and toolset to breakthrough to the next level of sales results. Learn more at www.breakthroughsalesretreat.com
Imposter syndrome runs rampant through sales teams. When you hear this conversation with our friend, Alli Rizacos you are going to be challenged to your core.
As we spoke about imposter syndrome it became evident that virtually all sales professionals feel this at some point in their careers. In this conversation, you'll learn what imposter syndrome is, how it shows up in sales, and what you can do about it.
Sales Leaders: We're excited to announce the Breakthrough Sales Leaders Retreat! We'll be joining our good friend, Dave Sanderson, to bring a power-packed event that helps you build a plan to breakthrough to the next level of authentic success. Learn more and get tickets at www.breakthroughsalesretreat.com.
In the rapidly emerging world of automation and artificial intelligence, sometimes it can feel like relationships are quickly becoming a thing of the past. Sales automation expert, Shawn Peterson, believes the opposite is true. In this conversation, you’ll discover how automation and AI actually empower relationships. You’ll learn why developing authentic relationships and bringing meaningful value are critical. You’ll also find new ideas to leverage technology to develop inspirational experiences.
Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.
If you want to drive sales results don't neglect culture. Tony Cross, CEO of Growth Matters International, believes that the culture of a sales team can either be an anchor or an accelerator. In this conversation, you'll learn how sales team performance can be enhanced by developing a culture of accountability and authenticity. Tony shares the key ingredients of a great sales culture and gives us some practical action items.
Need inspiration this summer? Test drive the Selling From the Heart INSIDERS Group free for 30 days at: www.sellingfromtheheart.net/insiders.
How do you handle the rejection, negativity, and trauma that can be associated with your sales career? Jeff Johnston shares his powerful story that led him to the place where he faced two roads. One was to be bitter, the other to become better. Jeff coaches us on how we can choose the better road and take practical action to live undeterred.
Need inspiration this summer? Test drive the Selling From the Heart INSIDERS Group free for 30 days at: www.sellingfromtheheart.net/insiders.
We've said many times on the podcast that "soft skills yield hard dollars." Colleen Stanley not only shows us how true this statement is, but she also explains why the skills of emotional intelligence are critical for success in today's environment. Based on her books, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership, you will get practical coaching on how you can raise your emotional intelligence game and enjoy more success!
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
Get ready to be coached by Robin Treasure, author of Heart-Powered Sales. She'll show you how to show up and be present with your clients and prospects. Integrating her deep sales experience with the science of emotional intelligence, Robin brings practical strategies on how to bring your heart to your clients. You're going to love this conversation!
Are you a sales leader? We invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.
Today's buyers are overwhelmed with an incredible amount of information. Confused, many of them stick with the status quo. Brent Adamson, co-author of The Challenger Sale, believes that a critical role of today's sales professional is sensemaking, helping buyers make sense of information during the buying process. Brent explains how sales professionals can combine logic (value) with emotion (empathy) to help buyers move forward.
Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass
Today we are going to learn from one of the masters, Ben Gay III. In addition to being a legend in the sales world, Ben was the last protege of Dr. Napoleon Hill and a colleague of Zig Ziglar. We discuss the power of integrity and the golden rule. Ben shares the three things he learned from Dr. Hill, challenging all of us to take massive action. This conversation is a treasure trove of wisdom and inspiration.
Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass.
We are in the middle of the biggest human capital migration in corporate history as people change jobs. This can be a massive opportunity or incredible threat depending on your ability to recognize and react to relational signals. Jamie Shanks, CEO of Sales for Life and Pipeline Signals shares strategies to capitalize on the relationship migration. You're going to learn practical strategies you can put to work right away to leverage your authentic relationships to grow sales!
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
In the midst of the supply chain crisis with allocations and price increases, sales professionals have a decision to make about how they relate and communicate with their clients. Adam Peek believes empathy has never been more important. Join us to learn how to demonstrate empathy with clients. You're going to leave inspired with ideas that will help you build relational equity that will drive future success.
Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass.
Stop being salesy. Instead of selling out, our friend Andy Paul invites us to Sell Without Selling Out. Based on ideas in his amazing new book, Andy shares the four pillars of how to "sell in" instead of selling out. You'll discover how to marry connection and curiosity to not only stand head and shoulders above your competition, but also have fun doing it!
Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass.
We all want to be seen as trusted advisors. How do you do this? Sam Richter brings practical ideas. As an expert in business and sales intelligence, Sam knows how to help sales professionals drive conversation around the value that is meaningful to prospects and clients. Grab a pen and a notepad for this episode because you are going to leave with some powerful ideas you can put into action right away!
Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.
To sell from the heart you need to bring your authentic voice to your clients and prospects. Jennifer Gitomer coaches us on how to activate our authentic voice. She shares how loving ourselves and our product becomes a game-changer. In this conversation, you'll discover new ways to discover your voice and bring authenticity to the forefront in a way that drives success and fulfillment.
Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass
Story is the language of the heart. Today we're joined by sales coach and master storyteller, John Livesay. He's the author of several books including The Sale Is In the Tale. Get ready to be coached on the three core stories you need to boost your sales effectiveness. You'll discover how to tell an effective story that resonates. All of this will help you boost your sales while you have more fun!
Sales Professionals: It's time to look in the mirror and think about your sales career. Are you where you want to be in your career? Check out our latest resource, The Selling from the Heart Masterclass. Larry Levine will guide you on a 10-week journey to put Selling From the Heart into action. Learn more at www.sellingfromtheheart.net/masterclass.
It could be said that sales is the art of initiating and driving conversations. Mary Schmid is here to coach us on how to up our conversational game. She's the author of Make or Break Conversations: How Smart Financial Professionals Land New Clients and Keep Them for Life. She brings her studies of the neuroscience of conversation to very practical tips that will help you quickly build and sustain trust. You're going to love how she coaches us to open new conversations. Grab a pen and a notepad for this episode!
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.
For over two years sales professionals have faced video cameras to interact with prospects and clients. Marcus Sheridan, co-author of The Visual Sale, has watched over 1,000 recordings of these sales calls. What he shares with us today may surprise you. In this conversation, you'll discover three things not to do during virtual sales meetings. You'll also leave with practical ideas to use video to build trust and enhance your sales results!
Sales Professionals: It's time to look in the mirror and think about your sales career.
Are you where you want to be in your career? Check out our latest resource, The Selling from the Heart Masterclass. Larry Levine will guide you on a 10-week journey to put Selling From the Heart into action. Learn more at www.sellingfromtheheart.net/masterclass.
Want to become a better leader? Whether your job title is sales leader or sales professional we are all leaders who model the change we want to see in the world. This conversation with John Spence, a world-renowned leadership coach, distills decades of experience with some of the world's preeminent organizations into practical ways to become leaders that others will want to follow. This conversation is packed with inspirational and actionable ideas. You're going to want to grab a notepad and put these ideas into action to enhance your life.
Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.
Whether you are new to the sales profession or a seasoned veteran of sales you're going to appreciate the perspective and stories of today's guest. Zach Mathews is the author of Climbing Your Self-Discipline Tree: The Three Stages Essential for Accomplishing Any Goal. Having just turned 30, Zach reflects back on what he learned over the past decade. You'll discover strategies for self-discipline that will help you no matter where you are on your sales journey.
Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/communities.
There is a common misconception that being good at sales necessitates aggressive closing or finding ways to effectively bring in clients. Think again! Our guest, Jim Doyle is the author of Selling with a Servant Heart: Ten Lessons on the Path to Joy and Increased Income. He explains how the best sellers have a commitment to their customers that goes way beyond being customer-focused. Servant Heart Sellers are obsessed with making sure the products they sell make a difference for their customers, not just closing the deal. Servant Heart Leaders are obsessed with their teams. You are going to love this conversation.
Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/communities.
Need to build trust, establish relationships, and communicate value? Today's guest, Collin Mitchell, believes that sales professionals should consider podcasting as a way to accomplish these three objectives and more. In this interesting conversation with Collin, you'll discover how sales professionals can enhance both their personal brand and their network through podcasting. You'll learn about different types of podcasts. We also talk to sales leaders who may be skeptical about this being a good tactic. As you show up with an open mind you'll leave with ideas that could help propel your sales career to the next level.
Learn more about Collin Mitchell and the Salescast community at www.salescast.community.
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Complacency is the silent killer of sales and sales teams. Today we're joined by Len Herstein, the author of Be Vigilant!: Strategies to Stop Complacency, Improve Performance, and Safeguard Success. You'll learn the true definition of complacency--it's not what you think. Len shares the telltale signs of complacency for both sales reps and sales leaders. Then you'll learn how to be vigilant.
Do you like the Selling From the Heart Podcast? We'd love to hear your ideas to make it even better. Visit www.sellingfromtheheart.net/listener to share your input.
Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass
What do top athletes, astronauts, Nobel-prize winners, and top executives do that allows them to perform at the highest level? Ruth Gotian, author of The Success Factor, wanted to find out. Her journey led her to discover the four attributes that they had in common. You're going to learn about these key characteristics and more in this inspirational conversation.
Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.
In today's world of supply chain issues and price increases, sales professionals can easily find themselves stuck in a cave that paralyzes their success. Today's guest, Val Ries, knows what that's like. As the author of Chief Inspiration Officer: How to Lead the Team Everyone Wants to Be On, she helps sales leaders inspire their teams, getting them out of the CAVE and into the CRAVE. Wonder what that means? Listen to this episode and prepare to be inspired!
Do you like the Selling From the Heart Podcast? We'd love to hear your ideas to make it even better. Visit www.sellingfromtheheart.net/listener to share your input.
Need inspiration? Hang out with a group of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
What does authenticity look like in leadership and sales? Former basketball coach and host of The Athletics of Business Podcast, Ed Molitor joins us today for a deep conversation about authentic leadership. The stories Ed shares will inspire you while challenging you to your core. Get ready to enjoy this conversation!
Check out Ed's book, Growing Through (Not Just Going Through) Crisis .
Got sales challenges? Mastermind solutions to your problems with a group of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
In a tight job market where sales professionals are hard to find, many companies are realizing that the key to success is to create a healthy sales culture. Our friend, Bill Zipp, author of The Ultimate Sales Manager Playbook, believes that healthy sales cultures should be the top priority of sales leaders. We talk about the problem with continuing to push the "More" button with sales teams. Bill offers a powerful alternative, casting a compelling vision for a healthy culture that coaches sales professionals inside a culture where they want to perform and build a career.
Check out Bill Zipp's new sales leadership videos on YouTube.
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
It's no secret that we are in tough times. Today's guest, Paul Reilly, coaches us through practical skills to develop resilience. He shares powerful ideas from his book, Selling Through Tough Times. You're going to want to take some notes in this session to capture some key ideas that you can put to work right away to build your resilience.
Check out Paul's 30-day Tough Timer Challenge at https://www.toughtimer.com
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Stress and burnout are real things for high-performance sales professionals. Our guest, Brandon Fluharty knows the effects all too well. As a high-performance sales rep in the seven-figure club, Brandon found himself stressed to the point of landing in the hospital. He learned how to prioritize health over hustle. He shares how he now achieves top results with less stress. Whether you are a sales professional or sales leader, you're going to want to grab a notepad for this conversation. It's packed with practical ideas you can put to work right away.
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Whether you are a sales leader or a sales professional, you are going to appreciate the leadership, coaching, and personal development ideas we discuss with our friend, Rob Jeppsen. He shares why it's critical to connect before you correct. This applies to sales and leadership. You'll learn about the power of coaching and how you can develop as a leader. Get a pen and a notepad out and get ready to learn!
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Back by popular demand, Tia Graham, author of Be a Happy Leader, joins us to explain why happiness is a non-negotiable in sales. She shares research that demonstrates that cultivating happiness drives results. And, she also shows how unhappiness crushes sales. As we think about the topic of stress and sales, Tia Gives us practical action items we can use to build in recovery and maximize our happiness. You're going to love this conversation!
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Are you stressed out? In this dynamic environment of rapid change, added pressures within the sales world are leading to high levels of stress. Unfortunately, most of the traditional advice around handling stress is not enough for salespeople. While exercise, going for a walk and getting in nature are good ideas, the reality is that it takes more than that for salespeople to alleviate stress. It takes an approach that addresses both the head and the heart.
Today's guest, Tim Ohai, discusses the core issues behind stress. You’ll leave with practical insight on how you can deal with stress in sales.
Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.
How can you get Unbusy in your Sales Career? Today's guest, Dr. Garland Vance, author of the book, Gettin' (Un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace (which Forbes named as one of the seven books everyone on your team should read) coaches us on how to live a full life with significance and success and not a life overflowing of movement but not progress. Learn the 5 steps on how to become a little (Un)Busy and discover your purpose.
Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.
Buyers buy because of emotion and rationalize their decision later. Jeffrey Gitomer challenges us to bring emotion into the sales process. He says that the most important thing that we can accomplish is for our prospects and clients to like us. When we get customers, we get a sale. When we build friends we establish a lifetime of success that is both financially rewarding and fulfilling. Jeffrey coaches us on how to bring more emotion to the sales process.
Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.
What if setbacks, challenges, and discomfort were the key to developing the mental muscles of courage and belief? Our guest, Mike Pierce, aka. Antarctic Mike, shares what he learned while training for a marathon and an ultra-marathon which he ran in the Antarctic. Mike shares powerful and practical ideas that will have you laughing while challenging you to the core. Prepare to be inspired!
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Do you believe in yourself as a sales professional? Our guest, Catherine Brown, discovered that one of the core attributes of sales success is how much we believe in ourselves. She's the author of How Good Humans Sell. She believes learning a reliable sales process is only half of the success equation. The other half is about us, the sellers—our individual values, habits, beliefs, and goals. You're going to enjoy this conversation with Catherine!
You can access the resources Catherine refers to at: www.extraboldsales.com/freestuff .
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Do your clients and prospects know how much you care? Our friend, Jonathan Darling, believes that the key to winning the hearts and minds of our prospects, clients, coworkers, and direct reports is to lead with love. The type of love he's talking about is more than a feeling, it's actions that make a difference. Jonathan coaches us on how to create micro-moments that matter.
At the end of this episode, we refer to the Selling From the Heart Self Reflection Journal. You can get your free copy by clicking here.
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
**To sell from the heart you need a network of authentic relationships. How do you develop and nurture authentic relationships? Our friend, Adrian Chenault, founder of Contact Mapping, is here to share how he develops and sustains relationships. He coaches us on the importance of aligning our heads and our heart. He also shares how he nurtures authentic relationships. You're going to get a lot out of this episode!
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders**
The true secret to success in sales is caring. We couldn't agree more with our guest today, Mareo McCracken. He believes those who care the most, sell the most. He joins us to talk about his new book, Really Care For Them. In this episode, we discuss how to escape adversarial, competitive, self-destructive sales behavior by developing a collaborative, trust-based approach to selling in a way that builds value and trust. We also end by talking about how to create your creed!
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
With LinkedIn getting to celebrate the 20th anniversary of its conception in Reid Hoffman's living room in 2002, we thought it would be fun to reflect on social and look forward to what's next regarding social and sales. Our friend and social sales expert, Bill McCormick brings a fresh perspective. He's the Chief Sales Officer at Social Sales Link. We'll discuss what autheniticity looks like on social platforms. We'll explore the difference between prospects and people. Stay tuned at the end for a challenge from Larry.
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. This led him on a journey that resulted in the book, Sell the Way You Buy. In this episode, we talk with David about the importance of empathy. We explore ways to build empathy skills.
You can access resources related to this conversation at www.cerebralselling.com.
David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review as well as Forbes, Entrepreneur, and Inc. magazines. He has led top-performing sales teams at high-growth startups and is a former VP of Salesforce, where he created the Sales Leadership Academy program. Often referred to as the "Sales Professor", David helps organizations drive revenue growth, people development, and winning cultures by infusing the core principles of science, empathy, and execution into their sales operations.
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
Do you want your clients and prospects to see you as a trusted advisor? Charlie Green, author of Trust-Based Selling and co-author of Trusted Advisor shares how we can build trust with prospects and clients. He shares the trust equation and coaches us on the key areas of focus to build trust. We also explore the difference between the trustor and the trustee, allowing us to understand where trust issues can be found and solved.
Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.
We can all agree that the world can feel very negative--especially in the sales profession where we hear "no" more than "yes." Dr. Joey Faucette is the author of several books including Work Positive in a Negative World. He coaches us on how to bring a positive mindset to sales. We'll discuss practical strategies we can use to be beacons of hope in a negative environment. We also explore how sales professionals can integrate best practices from coaching to drive new levels of trust and success. You're going to love this conversation.
You can learn more about Dr. Joey's work and find helpful resources here: https://getpositive.today/work-positive/
Did you miss the 2021 Trust Building Challenge? You can catch the recordings of these powerful sessions at www.2021trustchallenge.com.
What's the number one killer of sales professionals and the saboteur of sales success? Call reluctance! Today's guest. Connie Kadansky, the founder of Exceptional Sales Performance, has identified 16 different types of call reluctance. In our conversation, she shares the most common types and gives a practical prescription that you can put to work to put all reluctance to an end.
During the episode, Connie refers to some practical tools on her website which you can access here.
Did you miss the 2021 Trust Building Challenge? You can catch the recordings of these powerful sessions at www.2021trustchallenge.com.
Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!
Let's face it, much of our sales career going forward will be lived through the lens of a camera. The way we show up (or don't show up) on screen is now a key driver in our ability to build trust. That's why we're excited to talk with sales expert, Julie Hansen, about her new book, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. She coaches us on how to engage through the camera. You'll learn about the dangers of RBF (not what you think) and how to overcome this challenge. You're going to love this episode!
What could it mean to your sales results, income, and fulfillment if you could get through more new doors, speed up your funnel velocity, and cross-sell more to your customers? The one thing that affects all of these sales results is your ability to build and sustain trust. That's why we're excited to announce the Trust Building INTENSIVE! If you want to make 2022 the best year yet, join us for a journey of success and fulfillment. Learn more at intensive.2021trustchallenge.com!
How are you enabling your sales team to succeed in this dynamic environment? We're joined today by members of the Abbott Labs sales enablement and sales leadership teams for a practical discussion about what sales reps need to succeed. We'll explore how sales enablement teams can help empower soft skills. You'll also hear about high leverage initiatives sales enablement leaders can employ to empower success.
Did you miss the 2021 Trust Building Challenge? You can catch the recordings of these powerful sessions at www.2021trustchallenge.com.
Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!
As we head into Q4 we need to be on top of our game. It's important that we don't neglect personal development. To help us, we've pulled in a dynamic panel of our friends Laura Brandao, Tasia Valenza, Michael Altshuler. In this session originally presented at the 2021 Authentic Selling Challenge, each of them shares how they grow as professionals. Make sure to listen to the end for a special gift from Michael.
Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Don Barden, author of The Perfect Plan, and leadership coach, Marques Ogden. Learn more and register now at www.2021trustchallenge.com.
Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!
Get ready to meet our new friend, Ari Galper This conversation will inspire you and it may step on your toes. Ari unpacks how to build trust with prospects and clients. We discuss the three sales myths and how they destroy trust. Then Ari shares two principles that will help you build trust early in the sales cycle and accelerate your results.
Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Dr. Maria Church and Dave Sanderson. Learn more and register now at www.2021trustchallenge.com.
Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!
What can we learn from history? Are there things we've lost along the way? Todd Caponi, host of the Sales History Podcast and author of The Transparency Sale. Join us for an entertaining and provocative discussion. He shares what he's learning as he goes back over 100 years in sales history. The results are inspiring and challenging!
Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Dr. Maria Church and Dave Sanderson. Learn more and register now at www.2021trustchallenge.com.
The number one question sales professionals must answer every day is, "What makes you different?" How do you answer this question? Our friend, Lee Salz, shares powerful ideas from his new book, Sell Different: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition. Lee shares the one strategy that 99.9999% of salespeople ignore that can immediately differentiate you and move deals forward faster.
If you preorder the book you get special bonuses! Go to www.selldifferentbook.com to learn more.
Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Dr. Maria Church and Dave Sanderson. Learn more and register now at www.2021trustchallenge.com.
Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!
If you want to up your sales game, you're going to love getting a first look at the new book, Human Centered Communication: A Business Case Against Digital Pollution. Our friends, Ethan Beute and Steve Pacinelli have put together a masterpiece full of actionable items that will help you communicate more effectively with your clients and prospects. Grab a pen and a notepad for this one. And while you're at it, go pre-order your copy of this incredible book!
Get ready to be inspired! Today we're joined by The Sales Energizer himself, Dan Jourdan. We discuss the power of unfaltering honesty. Dan shares strategies to transfer energy and enthusiasm to our prospects and clients. You're going to love his mantra that he shares at the end of the episode!
If you want to build trusting relationships with your clients and prospects show gratitude. Our friend Laura Brandao shares creative strategies she uses to say thank you to her clients. You're going to love this conversation shared from the 2021 Client Appreciation Challenge.
Authenticity gives you the competitive edge. To coach us in how to develop authenticity, we’re happy to share this conversation with our friend and coach, Dave Sanderson. From his experience as a sales professional at Oracle, to surviving the Miracle on the Hudson. Dave brings a fresh and relevant perspective to why authenticity wins!
We live in a post-trust world where buyers are more skeptical than ever. Jeremy Miner, the founder, and Chairman of 7th Level Communications helps companies close more sales in less time by learning how to communicate to today’s cautious, skeptical buyers. We discuss how to approach our initial conversations with a neutral tone and how to build credibility with highly skeptical buyers. Make sure to check out the resources at www.salesrevolution.group.
What could happen if you were able to more effectively transfer feelings to your prospects and clients? Today’s guest, Francois Lupien, coaches us on how to build relational bridges. We’ll explore how we can cast a vision for a positive future instead of staying in the negative emotion from exploiting pain points. We’ll also learn how to develop the habits of a business athlete. Get ready to learn from this idea-packed discussion.
Do you have your customer's best interests at heart? Buyers can smell insincerity. Trust is the ballgame and today's guest, Dr. David Stuckenberg coaches us on how to build trust. Not only did he begin in sales, but his career has also taken him to the remotest parts of the earth in the US Air Force and with international negotiations. David shares with us the importance of trust, how to build trust quickly, and how to sustain trust.
If you want to develop authenticity and remove barriers that are holding you back, you're going to love this conversation with our friend, Darren Reinke. He's the author of The Savage Leader, 13 Principles To Become a Better Leader From the Inside Out. Darren believes that great leaders and sales professionals are built from the inside out, not the outside in. You'll discover why values are critical to becoming a more authentic rep. You'll also learn how to identify and begin removing self-limiting beliefs.
How do you set yourself up to become a sales rock star? One of Larry's coaches and mentors, Ryan Blair, joins us to talk about what it takes to be at the top of your game. Ryan went from being a gang member to being a multimillionaire entrepreneur. He coaches us on how we can take our sales careers to the next level. In conclusion, You don't want to miss this episode!
The master of sales himself, Tom Hopkins, shares strategies that he uses to show appreciation to his clients. Join us for this practical and inspirational discussion originally recorded during the 2021 Client Appreciation Challenge.
Sales professionals regularly encounter adversity, consistently requiring grit to stay in the game. Today's guest, Austin Hatch, shares the strategy he used to thrive in extreme adversity. Following a tragic story of two plane crashes, he developed grit to rebound and become part of the University of Michigan basketball team. You are going to be inspired and challenged by this incredible message.
Join us for a special episode live from the Outbound 2021 Conference in Atlanta. You'll discover our key takeaways from the conference as we enter the next phase of sales. Learn key takeaways from Jeb Blount, Jeb Blount Jr., Anthony Iannarino, Mark Hunter, Meridith Elliott Powell, and more!
What could it look like if you become more intentional about encouraging others as a sales professional? Our good friend, Brian Sexton, author of People Buy From People, believes that intentional encouragement is the key to both success and fulfillment in sales. He shares stories from his life as a sales rep along with lessons learned from his dad. You’ll like the idea of challenging yourself to hit an encouragement quota. You’ll also discover the key to becoming an encourager.
How do we create a culture of generosity with our clients? There is no one better to answer this question than our friend, April Shprintz. She’s the author of Magic Blue Rocks, The Secret To Doing Anything, and the creator of the Generosity Culture(R). Prepare to be inspired to get closer to your clients, say thank you, and listen to their needs. In this episode, you’ll find the key to unlock the door to new levels of success.
What happens when you hardwire your performance to your sense of self-worth? Ian Koniak has been a top performer throughout his career. Despite being a top achiever, he never felt happy or fulfilled. This led to a life of anxiety and hidden addiction. In this episode, Ian shares his journey through the valley of personal failure into a life of fulfillment. He unpacks three areas high-achieving sales professionals can explore to find happiness and fulfillment in life.
How do you build confidence in the early days of your sales career? Jeb Blount Jr. shares stories from his journey as he builds his career. Whether you are new to sales or a seasoned veteran, you're going to enjoy this conversation. Not only will you laugh, but you'll also be challenged to revisit your personal goals.
Living our best potential as sales professionals requires focus and self-leadership. To coach us on the skills of self-leadership, we've invited Dr. Mary Kelly to join us today. She is the author of several fantastic books including the Five Minute Leadership guide. She shares tactics and tools you can put to work right away to drive higher levels of personal effectiveness. During the session, Dr. Kelly refers to several powerful tools which you can find here: https://productiveleaders.com/free-resources/
This is a time of uncertainty. In this episode, Meridith Elliott Powell, author of Thrive: Strategies to Turn Uncertainty Into Competitive Advantage. She coaches us on how to be successful in this dynamic marketplace. She believes that success comes down to what you focus on. Grab a pen and a notepad and get ready to learn about the things you can control to move your business forward.
Larry Levine and Darrell Amy share their vision for the exciting 2021 Client Appreciation Challenge. During the week of May 17-21 we'll gather at 12pm EST | 9am PST to be inspired and equipped to say "thank you" to our clients. In this episode you'll discover who will be leading us and what you can expect from this incredible event! Register now at www.clientappreciationchallenge.com.
This week we're joined by sales master and Selling From the Heart Champion, Tom Hopkins to discuss the fundamentals of authentic sales success. This is a powerful conversation with one of the masters. You're absolutely going to love it!
Authenticity is the key to success in today's low trust marketplace. Today, we're in for a treat with our guest, Bob Burg He's the author of many great sales books including The Go-Giver. He coaches us on the law of authenticity. Get ready to be inspired and get ready to learn from one of the masters!
What's it like to be a buyer? Former corporate executive, Erin Hatzikostas, opens the curtain to share her experiences working with sales reps. She's the author of You Do You(ish), Unleash Your Authentic Superpowers to Get The Career You Desire. Today, Erin coaches us on how to bring our authentic selves to our sales role.
Sales professionals are leaders as they influence their prospects and clients. Today, leadership expert, Alain Hunkins coaches us on how to apply principles of leadership to sales. He shares actionable insights on connection, communication, and collaboration from his book, Cracking the Leadership Code.
Former NFL player, Marques Ogden coaches top professionals to develop habits that lead to new levels of success. Today we'll talk about the disciplines of a high-performance sales professional. He'll challenge us to up our game in the foundational parts of our roles. We'll also dive into the important question of "why" you do what you do.
Authentic selling requires us to be present with our prospects and clients. Today, our friend Angel Ribo coaches us on the importance of being present with our clients. He'll coach us on practical ways to show up in the moment.
Get an insider's account of how to succeed in sales. Jesse Rothstein is the author of Carry That Quota. He's also a global account manager for LinkedIn. We discuss how to marry short term vision with long term vision to create lasting relationships that will carry us through our career. What does that mean for us as sales professionals? Listen to this discussion to find out.
Empathy is important but it must be combined with persuasion to close business. Jason Cutter, is the author of Selling With Authentic Persuasion: Transform from Order Taking to Quota Breaker. Today he coaches us on how to sell with heart to influence buying decisions. We'll explore why sales is broken and what can be done to fix it.
If we want to grow, we need to be ready to get uncomfortable. Our guest, Jason Van Camp, is the author of Deliberate Discomfort. He believes that if we want to grow we should choose discomfort. As the Chairman of Mission Six Zero and the Executive Director of Warrior Rising, he brings his experiences as a Green Beret to help leaders succeed. He coaches us on how we can choose deliberate discomfort to drive new levels of authentic sales success.
Authenticity is a frequent topic on the Selling From the Heart Podcast. As a sales leader, how do you recruit authentic salespeople to your team? Our guest, Nigel Green, is the author of Revenue Harvest. He's interviewed over 3,000 sales candidates. He shares what managers should look for and also gives advice for how authentic sales pros should interview.
Get ready for an inspiring and fun conversation packed with great ideas. Larry Long Jr. believes that we need to get back to the basics. Listening is the core sales skill we need to work on in 2021.
How open minded would you be to some ideas on how to communication more clearly as a sales professional? If so, you're going to enjoy this conversation with our friend, Phil M. Jones, author of Exactly What To Say, The Magic Words For Influence and Impact.
Your network is your net worth. How can you become an asset to your network? Scott Schilling joins us today for a practical discussion on how you can become an asset to the people in your network, building goodwill, trust, and credibility.
Right now we must have a compelling value proposition. We need to know what our customers need before they know what they need. If you are looking for ways to communicate and add value, you'll enjoy this insightful conversation with Fred Diamond from the Institute For Excellence in Sales.
True sales professionals are leaders. The author of Love-Based Leadership, Dr. Maria Church shares her love-based leadership model. Get ready to be inspired and challenged in this beautiful discussion.
Sales is about helping people make progress, according to our guest, Bob Moesta. He's the President & CEO of the Re-Wired Group and author of Demand-Side Sales 101. We discuss how buyers don't buy products. Instead they hire them to complete jobs to be done. Join us for this fresh perspective on the role of selling.
As sales professionals we must show up authentically for our prospects and clients. Today, Cindy Ashton coaches us in how to be present to build connection with others. Her background in singing, acting, and presentation skills training has given her a unique perspective which we think you will appreciate.
You can connect with Cindy at www.cindyashtontrains.com and www.cindyashton.com and @cindyashtonofficial on Instagram.
"Culture eats strategy for breakfast," according to management guru, Peter Drucker. This is certainly true in sales. This week we're joined by culture expert, Tim Kuppler, for an engaging discussion about how culture affects sales. We'll explore the culture inside your sales team. How is your culture helping you hit your goals--and how is your culture holding you back? We'll also talk about how to navigate the culture inside client and prospect companies.
Learn about 2021 Authentic Selling Challenge!
What do you do when things get tough? Our guest today, Brandon Bornancin, author of Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. We talk about the journey he took as a leader of Seamless.ai during the pandemic. We discuss practical things we can do as sales professionals to thrive, even in adversity.
Today we're joined by a true kindred spirit! Christine Schlonski is the host of Heart Sells, a podcast for heart-centered, driven entrepreneurs who want to serve more people, grow their businesses with love, and create the life of their dreams. We'll have a powerful discussion about authenticity and selling from the heart.
On January 15, 2009, returning home from a routine business trip our guest, Dave Sanderson survived “The Miracle on the Hudson.” When a bird strike hit US Airways Flight 1549, there was no choice for the crew but to ditch the plane into the Hudson River. He shares this story about how he bounced back from his personal plane crash moments. He also shares advice from his new book, God Gives You the Lessons When You Are Ready: 12 Lessons That Will Change Your Life Forever. Prepare to be inspired!
Here's a link to Dave's inspirational TED Talk, Bounce Back.
With the growth of sales automation technologies, many sales teams have lost the human touch. We're joined today by Koka Sexton, founder of Koka Sexton Consulting. This is an honest discussion on how to humanize sales interactions. We'll discuss how to blend authenticity with automation. As we consider the future, we explore the growth of private social networks.
Can happiness affect your sales results? Today's guest, Tia Graham, founder of Arrive at Happy, shares scientific proof that when leaders and people are happier, they are more creative, collaborate, productive, innovative, healthier, and successful. . As a certified Chief Happiness Officer, she helps people realize the benefits of happiness. In our conversation, we discuss how you happiness helps drive better relationships, more fulfillment, and higher sales.
How do you equip salespeople to be more effective? As we head into 2021 which will be a make-or-break year for many reps and companies, it is critical that we maximize our performance. Our guest today, Mike Armstrong, believes that it takes more than one-and-done sales training to drive success. Instead, he recommends a coaching mindset for sales development.
In the episode we refer to the special report: Sales Training Is Broken--How To Fix It. You can download it here.
Prepared to be inspired! Dr. Thomas Moore shares his story of determination and focus that moved him from the bottom to the top. You will want to put this one on repeat!
Working inside a sales process helps drive effectiveness and efficiency for sales reps. Today we talk with Jake Dunlap, CEO of Skaled Consulting where he help companies operationalize key aspects of their sales and marketing organization. This is a compelling discussion with Jake about how to improve your processes while remaining authentic.
Right now, all sales professionals are faced with the challenge of reinventing themselves in this new economy. Rick Denley wrote the book on this topic: Reinvent Yourself: Personal, Positive Growth through any Mess, Movement and Mission! You'll appreciate the ideas in this conversation and be inspired to consider ways to reinvent yourself.
Are you ready to kick your authenticity up to the next level? Get ready to be challenged by Personal Branding Strategist, J.D. Gershbein. He is a pioneer LinkedIn strategist, a distinguished social psychologist, and a true educator who acts as a facilitator of learning and brings the importance of personal branding to bear, especially in COVID-19 times. You'll leave this episode challenged and inspired!
Would you like more fulfillment in your career--combined with more sales? This week's guest, Clancy Clark, is the author of Selling By Serving. In this inspiring conversation Clancy brings us back to the heart of selling. We'll talk about a heart of service and how this plays out in the life of a sales professional.
.In today's virtual selling environment, it is more critical than ever that we communicate authentically. Tasia Valenza has dedicated her career to mastering the art of authentic communication. As the voice of many recognizable brands, Tasia knows what it takes to communicate in a genuine manner that builds trust. The skills she shares in this podcast will be helpful as you seek to develop deeper relationships with prospects and clients
How should we talk (or not talk!) about our competitors? David Brock, author of Sales Manager Survival Guide and CEO at Partners In EXCELLENCE has ideas on this topic which he shared in this blog post. We'll unpack this in a frank and provocative discussion about how to talk about our competitors. You're going to get some helpful ideas from this episode.
Business comes and goes, but relationships endure. This week our friend Michael Altshuler shares his perspective on how to build authentic relationships with prospects and clients. By the end of this episode, you'll be inspired to go from handshakes to hugs.
Are you struggling to find time to do the core things that you know will drive success--things like prospecting and following up with your clients? Alex Goldfayn, author of the brand new book, 5-Minute Selling, shares a strategy to leverage short bursts of activity to radically change your relationships and your results.
How can we humanize our sales interactions--especially as we function in a virtual world. This week, Ethan Beute shares practical ideas on how to use video in the sales process. Ethan is the author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience. As the Chief Evangelist for Bomb Bomb, Ethan is a pioneer in the rapid growth in video as a way to bring the personal touch to sales. You'll leave this episode with powerful ideas that you can put to work to grow your sales and deepen your client relationships.
Does your message resonate with your prospects and clients? This week we're joined by Jim Karrh, author of The Science of Customer Connections: Manage Your Message to Grow Your Business. Jim is a master of helping sales teams craft effective messages. In this episode, we explore how to create an authentic message that gets used consistently across your sales team.
This week we're joined by John Voris, business philosopher and author of Discover the Power That Drives Your Personality. He brings together ancient wisdom, European philosophy and psychology for the purpose of empowering humanity. We'll learn how to understand your clients and prospects based on objects, people, and events. Then discover how to flex to connect authentically with them. Find all of this and more in this fascinating discussion.
Leaders have the opportunity to shine in challenging times. Our guest, Brian Covey, VP of Regional Production for Loan Depot and host of The Brian Covey Show, understands the challenges sales leaders face as they lead remote teams in a high-pressure environment. Whether you lead a sales team or are a sales rep leading your clients, you'll benefit from the powerful ideas Brian shares.
We find ourselves in a world of cardboard cutout fans at baseball games and back-to-back Zoom meetings. How do we bring the heart to a hybrid world of virtual sales? Our friend, Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know joins us to discuss authenticity in sales inside today's hybrid sales world of virtual plus face-to-face interactions. Shari explores the idea of courage as a key component of authenticity. You'll learn how to be vulnerable without getting a vulnerability hangover. We'll talk about how to be authentic in a virtual environment.
Research presented in The Challenger Sale found that challenger sales reps outsold relational sales reps. How does this relate to Selling From the Heart? Brent Adamson, the co-author of The Challenger Sale, joins us for a rich discussion about the role of authentic relationship and value in sales. This conversation is packed with ideas that you can use to improve your sales effectiveness.
Every sales career has highs and lows. Sometimes it's the most challenging times where we have the biggest breakthroughs. This certainly has been true for our guest today. Niraj Kapur, author of Everybody Works In Sales, found himself unemployed in the 2009 recession. The choices he made during that time lifted him from being an average rep to a superstar. You'll find his story inspiring. This conversation is full of powerful ideas that will help all of us improve.
Are you ready to get fired up? This week, we're joined by the legendary Brandon Steiner, Founder & President of The Steiner Agency and author of several bestsellers including Living On Purpose, You Gotta Have Balls, and The Business Playbook: Leadership Lessons From the World of Sports. You'll discuss the three components of confidence. Brandon brings sage wisdom and pointed stories from his experience in the sports world. You'll be inspired and motivated to bring passion to your clients.
Do you your "why?" Laura Brandao, the host of the Positively Charged Podcast and President of American Financial Resources, joins us to help us remember (or discover) our personal "why's" inside our sales roles. Prepare to be inspired and challenged in this fast-paced episode!
On the Selling From the Heart Podcast, we are champions for authenticity. No more empty suits! This week John Barrows, founder of JB Sales joins the conversation to talk about the importance of sincerity and authenticity in sales. You'll be inspired and challenged by this conversation with one of the world's foremost sales experts.
Would you like to accelerate your growth? Maybe you need a better engine! This week, co-host, Darrell Amy takes the guest seat and shares growth strategies from his new book, Revenue Growth Engine. You'll get a fresh perspective on how you could grow your sales--both net-new and cross-sell revenue. You can find his new book on Amazon, starting Tuesday, June 16.
Few things are more powerful than your story and the stories of how you have helped your clients. To help us develop our storytelling skills we've invited our friend and editor, Kim Thompson-Pinder to the podcast. She brings powerful insight from the perspective of a writer who also sells. You are going to get a lot from this conversation!
One of the most overlooked aspects of being a sales professional is developing our leadership skills. This week we're joined by Alice Heiman, Founder & Chief Sales Officer of Alice Heiman, LLC. Leaders cast vision and motivates groups of people to change. In today's B2B sales world with buying teams, true sales professional does the same thing. We'll discuss how sales professionals can enhance their leadership skills to improve results.
Building trust and selling value go hand in hand. This week, we get to hear from someone that works as a technical specialist in cooperation with a sales team. Barry Coombs is the Chief Technologist for the Computerworld Group in the UK. Barry understands the power of building trust and selling value, In this episode you'll get real-world ideas that you can put to work to drive more success.
We always say that your network is your net worth. How do you nurture your network? Brynne Tillman, the LinkedIn Whisperer and CEO of Social Sales Link joins us today to talk about how to nurture relationships. This episode is jam-packed with practical ideas that you can put to work right away to expand your influence and reach.
Sales professionals need to establish and nurture relationships of trust with their prospects and clients. To help us develop our relationship skills, we've invited Jordan Adler to the podcast, author of the best-selling book, Beach Money. He is a master at building relationships. This episode is packed with practical ideas you can use to help begin and nurture powerful relationships. In this episode, we give a shout out to our friend, Bart Ratliff.
Recently we've been talking a lot about prospecting. Today you will be challenged by Tony Morris, author of Coffee Is For Closers. He'll challenge us to create a top 50 hit list and pick up the phone. You'll get fresh ideas about how to drive effective conversations so you can earn the right to take the next step. In the middle of this episode, we come up with a great idea on how to get conversation topics.
Buckle your seatbelts. We've got an action-packed, idea-rich episode with John Golden, Chief Strategy & Marketing Officer of Pipeliner CRM. In our new world where we find ourselves in virtual selling situations, we'll be discussing how technology and automation balance with authenticity.
How do you prospect effectively in today's environment? Our guest, Art Sobczak, says that we need to replace cold calling with smart calling. One of the best tools to use right now is the phone. You'll get a ton of great ideas from this inspiring conversation.
How do you prospect in today's business environment? Jason Bay of Blissful Prospecting joins us to discuss how to adjust prospecting strategies right now along with a mindset and skillset you can bring into the future. How? Teach don't take! You'll find tons of helpful ideas you can put to work right away!
There is no question we are in challenging times. Our guest, Matt Newman, has been down the path of adversity. In this episode, he shares the lessons he learned along the way and how they apply to the challenges we face in sales today. Check out Matt's recent TEDxTalk appearances:
- Greatest Lessons In Life
- Starting At the Finish Line
During the craziness and uncertainty of this season, sales professionals have the opportunity to be a calm, confident voice in their marketplaces. Mark Hunter, The Sales Hunter and author of the new book, A Mind For Sales, joins us today for a highly-practical conversation. We'll talk about how to be socially present in a physically distant world, how to prospect proactively, and how to keep a good mindset.
What should sales professionals do during this challenging time? Joe Pici says you should stay in your lane! Get ready for an engaging and direct discussion about authenticity and action with our friend Joe. You'll be challenged to know who you are, perfect your skills, and know your process. Make sure to listen to the end where Joe offers some free tools.
Kendra Lee, President of the KLA Group and Outbound 2020 speaker joins Larry Levine and Darrell Amy on the podcast to discuss how to find the heart to prospect. You'll love the spunky and practical nature of this great conversation!
Have you been cruising along at the same level of success for a while, flat lining in your results? It's time to break through to the next level. Prepare to be challenged to the core by The Business Doctor, John Pyron. We'll explore what keeps us stuck and how to move up to the next level of success.
Thanks To Send Out Cards--Give It a Try!
Today's special guest is someone we all love, none other than... Larry Levine! In celebration of the launch of the Selling From the Heart audiobook you'll get to hear the first chapter of the book along with comments and banter from Larry and Darrell. If you'd like to get a copy of the audiobook you can click here.
One of the most frequent questions we get is this: "I'm great a connecting with prospects and clients. Now what?" In today's world, sales professionals need to become great at driving digital conversations. In this episode, Larry and Darrell get practical, sharing the strategies that they use to drive digital conversations and convert them to appointments.
These days it's easy to click "connect" without making a true connection. We welcome Lisa Patrick to the podcast for a rich discussion about authentic networking. She'll challenge you to bring your true self to the relationship. You'll also get helpful ideas to build genuine relational bridges with the people you meet.
In today's low-trust world authenticity is critical. This happens as you sell from a place of abundance. You're going to love this conversation with Erin Urban as she coaches us how to become more authentic. In this conversation peel back the onion on how to bring a more authentic version of yourself to clients and prospects.
Are you connected with your purpose? This week, Davin Salvagno, Founder of PurposePoint challenges us to reconnect with our purpose. This episode is full of challenging questions and inspirational ideas that will help you enjoy more success as you connect with your purpose. You'll get practical ideas to make the turn from profit to purpose.
This week we're proud to bring back our most-listened to episode of 2019 with Bart Ratliff, Managing Partner at OutBound Cards. You’ll discover some fresh ideas on how to open new doors and develop authentic relationships.
Normal approaches generate normal results. If you want exceptional results, you need to be memorable. No-one embodies this more than The Man In The Yellow Tux, Jesse Cole. As the owner of the Savanah Banana's baseball team he's revolutionized baseball around the fan experience. Today, you'll be challenged to revolutionize your results by delivering a remarkable customer experience. To get even more inspiration, check out Jesse's book, Find Your Yellow Tux: How to Be Successful by Standing Out.
What sabotages sales success more than any one thing? Fear. This week, The Sales Doctor, Dr. Jerome Gafford, joins us to explore recent research about fear and how to overcome it. You don't want to miss this episode!
Thanks To Our Friends at Send Out Cards! Give it a try and send a free card at cards.sellingfromtheheart.net.
Where were you 10 years ago? Where would you like to be 10 years from now? As we sit at the beginning of a new decade, these are great questions to ask. In this episode, Darrell Amy and Larry Levine explore three key areas in which sales professionals can look back and look forward to develop dreams for where they can be 10 years from now. In this episode, we refer to the Selling From the Heart Self Reflection Journal.
In order to sell from the heart you need to have an awakened heart. This week we're joined by Tia Christiansen. She's on a mission to awaken one million hearts. In this episode, you'll get practical advice on how you can awaken your heart to be more present to yourself, your clients, and the world.
As we move into the new decade, Artificial Intelligence (AI) in sales will provide a growing number of insights to sales reps. We need to get great at turning these insights into appointments. There are few people to better answer this question than Dan Cilley, revenue technology expert and CEO of Vendor Neutral. You'll enjoy this conversation and leave with ideas you can put to use to grow your sales.
One in two hundred sales professionals are A players, crushing quota and living with a full pipeline. How do you get in the top 0.5%? (Or, how do you re-enter the top half percent if you've slipped backwards?) Marcus Cauchi, author of Making Channel Sales Work, joins us to discuss the skills and habits of top earners.
How are you investing in your heart? To sell from the heart we need to develop more heart capacity. This week you'll hear from Olympic Gold Medalist and coach, Joe Jacobi. He'll challenge you to take an inventory of your physical, mental, emotional, and spiritual heath. You'll leave with practical actions you can put to work immediately to help grow your heart capacity.
How are you going to grow your sales in 2020? This time of year is the time to plan for growth and we're excited to introduce you to a dynamic duo, Anna and Stephanie Scheller of The Grow Retreat. You'll be challenged. You'll also leave with four powerful ideas you can put into place to make 2020 the best year ever!
How is social working for you as a sales professional? Get some practical ideas from our conversation with Darryl Praill, CMO of VanillaSoft and all-around great guy. You'll enjoy this episode and you'll be challenged to up your game on social by engaging with clients and prospects in ways that add value.
Get ready to get inspired. In the week following Veterans Day here in the USA, Rich Cardona joins us to talk about what it means to serve as a sales professional. Following 17 years of service in the Marines, Rich brought his passion to serve to the business world. In this episode you'll be challenged with practical ideas you can put to work to enhance your authentic heart of service.
Prepare to laugh your face off and be challenged to the core. This week we're joined by our good friend, Chris Gingrasso. Calling in from the field in the middle of a busy day, Chris brings a fresh perspective to what it means to sell from the heart.
Want to escape the future of artificial intelligence in sales--along with all of the current empty-suit robot reps? Anita Nielsen, author of Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career brings us some encouraging insight into how we can bring authentic emotion into the sales process to speak to the elephant in the room! You'll leave this episode encouraged and full of ideas you can put to work immediately.
Authentic relationships need to be combined with authentic value. You can have a great relationship with your prospect or client, but if they don't see your ability to deliver an outcome that is meaningful to them, the deal won't go anywhere. In this episode, Larry and Darrell discuss the importance of understanding the business outcomes your prospects desire. You'll be challenged to think about new ways to uncover and communicate value.
Prepare to be challenged this week by Curt Mercadante, author of the new book, Five Pillars of the Freedom Lifestyle. Authenticity is more than a slogan. Knowing who you are and having a solid sense of self is the key to being successful while finding freedom in your life. You'll appreciate this candid discussion of what it takes to be fulfilled in your career.
Thanks to our friends at Send Out Cards!
Whether you are actively seeking a new job or your are simply prospecting for new business, you are constantly doing job interviews. To help, we've invited our friend, Tabitha Cavanagh to the discussion. She's functioned as a sales rep, sales leader, and now, a recruiter. You'll leave this conversation with fresh ideas on how you can build credibility with your future employers or clients.
When it comes to authenticity in sales there are two sides to the coin. Yes, we need authentic relationships, but we also need to bring authentic value. This week you'll hear from the master of differentiation, Lee Salz, bestselling author of Sales Differentiation. You'll be challenged to truly get to know the business issues your clients and prospects face so you can add value so you can achieve equal business stature.
You are in for an inspiring treat. Todd Caponi, author of The Transparency Sale, stumbled across an epiphany that changed his sales career and led him on a journey to discover the power of radical transparency. Join us as he shares why being transparent and leading with your flaws might be the key to your next level of success.
Thanks To Our Friends at Send Out Cards
This week we're joined by Amy Volas to discuss the topic of leading tenured sales professionals. Amy has deep experience in sales having functioned as a top-performing rep, sales manager, and now, a recruiter. If you lead a team with major account/enterprise reps, listen to be challenged with ideas on how to lead high performance reps. If you are a high-earning rep, you'll appreciate the perspective in this episode.
Watch the Episode Trailer
WEBINAR: How To Keep From Losing Your Largest Account
Thank you to our friends at Send Out Cards!
As a tenured sales professional, you have worked hard to build their book of business. Now what are you going to do to protect the accounts you've built? This week, Larry and Darrell peel back the onion on the topic of how to protect your current accounts.
During the podcast we mention our upcoming web class: How To Keep From Losing Your Largest Accounts. Join us for the next session. Click on the image below for more details or visit webinars.sellingfromtheheart.net.
Want to build more credibility and deeper connection with your prospects and clients? This week you'll hear from the father of CRM, Jon Ferrara. He created Goldmine in the late 80's and is the founder of Nimble. We'll take a deep dive into how to build your brand as a trusted advisor. Prepare to be challenged in the fun and provocative discussion!
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