Selling From the Heart Podcast (Larry Levine, Darrell Amy)

Inspired by two recent trips in first class, Darrell's blog article, First Class is a Seat, Not an Experience, we explore why sales professionals should go the extra mile to create a first class experience for their prospects and clients. Larry shares some stories from his field experience and challenges all of us to step up our client experience. Enjoy!

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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

Few people know more about the topic of sales enablement than this week's guest, Roderick Jefferson. Having worked with the biggest names in sales and marketing technology, Roderick is passionate about helping sales organizations develop and execute effective sales enablement strategies. He's also passionate about authenticity. The combination of his expertise and his passion has led to an engaging and informative episode you're going to love! We'll have an honest (and sometimes humorous!) discussion about sales enablement and authenticity.

As sales professionals we want to beat the competition. Sometimes the biggest obstacle is ourselves. This week we're joined by Maryellen May, a sales coach with deep experience in emotional intelligence. In this episode we talk about how to identify and overcome the "head trash" that inhibits top performance.

The final weeks of the year are upon us. It's time to plan for 2018. Sales professionals go above and beyond the expectations of their company, creating their own plans to excel. This week Larry Levine and Darrell Amy challenge you to build a personal development plan in the areas of sales skills, business acumen, and product knowledge so that you can add value to your clients.

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, Darrell. 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. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

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

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!

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

This week we're joined by Daniel Disney. Voted a Top 50 Sales Influencer, you may know him from the Daily Sales blog and his humorous sales memes. You'll love his insight on sales and what it means to sell from the heart. You'll also leave with many great ideas on how you can authentically build your brand as a sales professional.

Prospects are people. If you want a full sales funnel, you need a full relationship funnel. What if prospecting was about more than finding a deal in the 30 day window? What if it included building relationships and driving conversations to build a foundation for a healthy sales funnel? In this episode, Larry Levine and Darrell Amy explore the power of prospecting to fill the relationship funnel.

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

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 SUMMARY

In 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 CONVERSATION

Connect 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 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!

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

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!

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

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

Are you a millennial and wondering if the sales profession was the right career choice for you? Yes! Sales is a great place for people who want to be authentic and make a living while making a difference in the world. This week Larry Levine and Darrell Amy explore the topic of how selling from the heart can make sales a great career for millennials.

In this episode, we refer to the Selling From the Heart Manifesto! You can download it here and learn more on a previous podcast episode.

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

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 the marketing world, they talk about Growth Driven Design, the process by which a company continuously improves their website over time. This week Larry Levine and Darrell Amy explore how sales professionals can take the same approach to continuously improving their LinkedIn profiles. 

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

There is a big difference between a sales rep and a sales professional. In this episode, Larry Levine and Darrell Amy explore the importance of hard work. 

Professional athletes do plenty of hard work, practicing their sport. We need to do the same thing as sales reps. The first area of hard work is self-reflection.

Enjoy this week's episode and take the challenge to reflect on why you do what you do, who you are, and what value you bring to your clients and to the world.

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

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

All sales reps have to do sales activities, but true sales professionals have purpose behind each activity. In this episode, Larry Levine and Darrell Amy explore ways sales people can add purpose to every sales activity. 

Bonus Material

Why Sales Reps Must Read

Chris Spurvey, author of It's Time To Sell, joins the Selling From the Heart Podcast to take a deep dive into ways to attract ideal prospects by putting yourself out there. While sales reps always need to prospect, the best sales prospects are the ones that come to you. In this episode, we explore smart ways to attract ideal prospects.

What would it look like to sell with more curiosity? Building on a  curiosity assessment published in Harvard Business Review, Larry Levine and Darrell Amy explore how to nurture the three attributes of curiosity and how this can positively impact sales results.

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:
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

Andy Paul, author of Zero Time Selling and the founder of The Sales House joins us for a vibrant discussion about the human-to-human aspect of sales that tends to get lost in today's world of digital communication platforms. We also explore the critical ways sales professionals can invest in themselves.

Sales professionals are leaders: they build relationships, cast vision, and motivate people to take action. This week we take a look at the Emotional Intelligence traits of effective leaders and consider how they can be applied to sales. You'll be challenged as you consider how you could improve your sales effectiveness by developing important traits like authenticity, presence, and resiliency.

Need to get more attention online from prospects? In this 30-minute webinar, Larry Levine shares his strategies to grab attention online. At the end of the session, you'll see a real-world example of how Larry took a new connection to an appointment in less than a day. That connection is now a client! You can listen to the audio at the link above. If you want to see the slides, check out the YouTube video below. 

https://youtu.be/NjgDUdDhOzw

This week we're joined by one of our favorite authors, Bernadette McClelland, author of The Art of Commercial Conversations. You'll quickly discover that she is a kindred spirit. We'll explore what it means to sell from the heart, the importance of knowing who you are as a sales rep, and much more!

In today's world of sameness and commoditization, it can be challenging to be different than every other company. However, there are many things you can do as a sales professional to create a client experience that sets you apart. In this episode, Darrell Amy and Larry Levine explore ways you can create a client experience that truly gives you a competitive advantage.

How are you doing year-to-date? The middle of the year provides time to pause and see how you are doing year-to-date with your personal goals. Larry Levine and Darrell Amy offer inspiration to help you take advantage of this mid-year opportunity to set yourself up for a highly successful second half. You'll be challenged to recalibrate your goals, reconnect with your clients, and recharge your funnel.

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:

LinkedIn

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

Click for your Daily Dose of Inspiration

Check out the 2023 Authentic Selling Challenge

Get your Insiders Group FREE PASS here

One of the most powerful things sales professionals can do is listen. However, most sales people listen to sell and then immediately jump into sales pitch mode the moment they uncover a pain point. This week Larry Levine and Darrell Amy pose the question, "What would it look like if we simply listened to learn about our prospect's business?" We believe this drives trust while also allowing you to discover the full scope of the client's goals, dreams, challenges, and drivers.

In the episode we refer to a Curiosity Assessment published by the Harvard Business Review. You can find a link here.

Interested in updates on Larry's book as it gets ready to launch? Learn more here.

Champions in professional sports and professional sales have one thing in common: great habits! This week you'll get coached by Dana Cavalea, former strength coach of the World Series Champion New York Yankees and author of Habits of a Champion. Nobody becomes a champion by accident. Coach will share his ideas on how you can perform at your peak to win.

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

Ever wonder why so much sales training doesn't stick? Whether you're a sales professional or a sales leader, you'll appreciate Phil Keene's perspective on great sales training. As a leader of a sales team, Phil shares what it takes to make training stick.

This week we're joined by Kelly Riggs, founder of of the Business Locker Room and author of several books including Counter Mentor Leadership. You'll enjoy this discussion about the three types of sales professionals. You'll learn how true sales professionals can become professional business people that can add consultative value.

Every week we feature a Selling From the Heart Champion. This week we're giving a shout out to Jay Jensen, lead coach for Car Motivators. Check him out on LinkedIn.

We've all heard the saying, "Your network is your net worth." However, building a network takes more than clicking a "connect" button on LinkedIn. It requires consistent active engagement. Darrell Amy talks to Larry Levine about how he built his network and the incredible power of genuine engagement with other human beings to drive sales success.

Have sales reps lost the art of driving conversations with new prospects? How does this work in the digital age? 

In this episode of the Selling From the Heart Podcast, Darrell Amy and Larry Levine explore how sales reps can drive conversations face-to-face and online. All of this is geared toward filling the relationship funnel. As Larry always says, if you have an empty relationship funnel, you have an empty sales funnel! Conversations build relationships.

Tune in and get helpful ideas that you can put to work right away to drive more conversations and create more sales opportunities.

Are you babysitting your current accounts or building value and building networks? This week Darrell Amy and Larry Levine explore the massive difference between a sales rep that does the bare minimum and a sales professional that continues to build value after the sale.

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:
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

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

Get your Insiders Group FREE PASS here

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

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, 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. 

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

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 Inc. 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

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

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

People buy from people they know, like, and trust! How do you initiate and build these trusting relationships? Nobody is more passionate about relational selling than Bart Ratliff, Managing Partner at OutBound Cards. You'll discover some fresh ideas on how to open new doors and develop authentic relationships. Thanks To Our Friends at Send Out Cards!

Send your first card for free at cards.sellingfromtheheart.net!

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

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.

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products.

This week we are going to bust the top 3 solution selling myths:

1. Solution selling requires me to be a technical expert
2. Solution selling extends the sales cycle
3. Solution selling is complicated

Join your co-hosts Larry Levine and Darrell Amy for a fun and irreverent dismantling of these income-limiting myths!

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

Freshly energized from the sold out Outbound Conference, Larry Levine shares his top five takeaways from speakers like Jeb Blount, Mike Weinberg, and Anthony Iannarino. Here are the top 5 takeaways:

1. Pipe is Life!
2. Don't Overcomplicate
3. Recognize the Importance of Story
4. Build a Model Sales Week
5. Social is Jet Fuel for Outbound

Also, check out Larry's newest special report: How Sales Teams Can Integrate Social To Grow Net-New Revenue.

The emerging class of decision makers are Gen-Xer's, people in their forties and mid-fifties. In this episode,  Darrell Amy and Larry Levine continue to explore ways to position yourself for success with Gen-X, the most skeptical generation. You'll learn about what motivates this generation and get ideas on how to improve your sales results.

During this Thanksgiving week, we're reminded how gratitude plays a critical role in the success of a sales professional. In this episode, Darrell Amy and Larry Levine explore ways that sales reps can express gratitude by being thankful and giving back to their clients.

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.

"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

Finding herself stuck in the quicksand of selling in a commoditized market, Amy Franko knew she had to do something different. This began her journey towards becoming a modern seller that is agile, entrepreneurial, holistic, social, and an ambassador. Fortunately, she documented her journey in her new book, The Modern Seller. You're going to love the episode. It's packed with so much insight that you may want to take some notes!

We all talk about improving our closing skills. What about our opening skills? The way we open up new conversations has a direct bearing on the close. Of course, if we don't open up new conversations, we won't close any new business. Beyond that, the real question is, "How are you opening conversations?" This week Larry and Darrell explore the different ways to start a conversation to set up a successful close.

We all work for companies that have a brand, mission, and values. While sales professionals represent their company, they also have their own brand. In this episode, Darrell Amy and Larry Levine explore how sales reps can go beyond their company brand to develop their own identities by asking the following questions:

• What value do YOU bring to your clients and prospects as a person?
• What relevant experience do you have that could benefit your clients and prospects?
• Who are you? What do you enjoy? What are you passionate about?
• What can clients and prospects expect from you?

At the end of the episode, you'll be challenged to build your own mission and values statement as a sales professional.

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.

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 SUMMARY

In 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 CONVERSATION

Connect 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 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!

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

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.

Whether you sell to Fortune 1000 executives or SMB's you'll appreciate Carson Heady's wisdom and passion. He is the author of Birth of a Salesman. He's also a Strategic Field Executive for Microsoft, working with c-level executives on a regular basis. You'll get practical insights on how to build credibility with top level decision makers by building your brand and being fanatical about follow up. "The small conversations ARE the big conversations. Send Out Cards!

A special thank you to our sponsor, Send Out Cards. Click on the image below to learn about a powerful relational selling tool.

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 SUMMARY

In 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 TAKEAWAYS

Authenticity 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

Mike Schultz, co-author of Insight Selling: Surprising Research on What Sales Winners Do Differently and President of The Rain Group joins us this week to discuss authentic selling. Based on research data, Mike shares the importance of bringing real ideas to table to provide true value to buyers. You'll be challenged to bring meaning to your sales conversations and to shift your mindset to an advanced consultative selling model. You'll also hear some interesting research data that will challenge your assumptions about what buyers think.

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

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Check out the 2023 Authentic Selling Challenge

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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 SUMMARY

In 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 CONVERSATION

Connect 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 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!

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

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

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Companies like Uber and Starbucks have built huge competitive advantage by creating a better client experience. What can you do as a sales professional to create a better client experience? In this episode, Larry Levine and Darrell Amy.

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!

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

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

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.

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 SUMMARY

In 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 TAKEAWAYS

Authenticity 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 CONVERSATION

Connect 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 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!

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

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

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.

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

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

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.

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

Perhaps the best thing a Selling From the Heart sales professional can do to advance their career while keeping their heart in check is to get involved in local non-profits. This week, Marnie Schneider, author of the Football Freddie series and contributing author to Standing O!, shares her story about getting involved in the community. You'll enjoy this discussion, full of wisdom and motivation!

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

What is your story? Stories are powerful--especially when they are genuine. In this episode, Darrell and Larry explore the power of two types of stories in the sales process. 

The first story is your own story. What experiences have you accumulated and how can these experiences add value to your clients?

The second type of stories are the ways you have helped clients. What have you and your company done to help specific clients? What challenges did they have? How did they benefit from working with you?

You'll be challenged to reflect on your stories and then look for ways to communicate your stories in authentic, helpful ways. This happens face-to-face and digitally on your social profiles.

As a special bonus to the Selling From the Heart Podcast tribe, we're sharing a recording of Larry's recent webinar: Unlocking The Untapped Potential In Your Client Base. What if the key to growing your business was right in front of your nose? In this webinar Larry Levine, author of Selling From the Heart, shares the strategies he used on the street as a technology sales rep to leverage his current client base to grow revenue. These proven tactics can be adapted to any sales style. You can also find the slides on SlideShare. Enjoy!

In this episode, we refer to two resources:

• Client Experience as Competitive Advantage (podcast)
• First Class Is Not a Seat, It’s an Experience (blog)

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.

What's holding you back from filling the empty suit and becoming a sales professional with substance? It takes a plan, practice, and preparation. Larry Levine and Darrell Amy discuss the top things holding sales reps back: fear and ego. 

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

How do you engage in an authentic way with prospects in clients in today's world of digital communication? This week, you'll meet Max Altschuler, founder of Sales Hacker and  co-author of the new book, Sales Engagement, How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale. You'll discover practical ways to engage using multiple communication platforms in an authentic manner.

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

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

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.

For most sales reps, prospecting represents an area where they need to steel their hearts against rejection. As a result, most prospecting is not authentic. What if we brought our heart to prospecting? In this episode, Larry Levine and Darrell Amy explore the power and pleasure of authentic prospecting.

We'd like to extend a special thank you to each of you that have helped us spread the word about Selling From the Heart. If you're enjoying the book, would you do us a favor. Go to Amazon and leave us a review. You can find the book page HERE. Many thanks!

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!

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!

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!

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 SUMMARY

In 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 CONVERSATION

Connect 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 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!

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

This week we're excited to introduce Scott MacGregor, Founder, and CEO of Something New, one of the most innovative talent acquisition partners. This week we'll be discussing what it means to sell from the heart, specifically as it relates to attracting top-level sales and leadership talent for your organization. 

Show Links

Following are items we referred to during the show.

Slow Down, Sell Faster
This fantastic book by Kevin Davis is a must-read for our audience. You'll love this book. Hopefully, Kevin will be a future guest on the podcast!

Something Good
Here are links to the non-profit organizations that Something New supports.

• http://www.elevatenewyork.org
• http://keeponplaying.org
• https://standbesidethem.networkforgood.com